=== KIOKO COLD-EMAIL CORPUS — BATCH 3 (10 videos) ===

# The 9 Best Ways to Scrape Emails for Cold Outreach in 2024

as you probably already know cold email is booming there are tons of people that are converting a few bucks plus a couple of words on a page into hundreds of thousands of dollars myself included now you can do all the work involved in setting up a cold email campaign in just a couple of hours so naturally is a very low bared entry and a lot of people are getting in the space right now by far the biggest problem that people have is they still don't know where to Source effective leads from so in this video I'm going to show you guys my nine Top Ways To Source highquality leads for cold Emil in 2024 these are % real they're actively used by myself and members of my automation Community every single day and I'm going to show them all to you in the next few minutes let's get into it because I don't want you guys to have to spend hours scrolling through this video here is in brief every single lead generation source that we're going to cover the first is LinkedIn sales Navigator Phantom Buster and any mail finder the second Apollo appify and Derek Das app the third Google Maps appify to any mail finder the fourth Google search to appify to any mail finder then instantly we'll talk about cognism then I'll show you an indeed company to Phantom Buster LinkedIn company scraper to LinkedIn sales Navigator back to Phantom Buster to any mailf finder pipeline I'll show you a LinkedIn group to Phantom Buster group scraper to any mailf finder pipeline then last but not least I'll show you builtwith specifically how to find uh you know websites that have a little snippet of code on them that might represent a Plugin or or some other thing you're targeting so without further Ado let's start with the first which is our LinkedIn sales Navigator Phantom Buster and any mail finder pipeline I've talked about this a lot over over the course of the last few months in fact this is one of the most popular lead sourcing methods right now and the reason why is because it works super well um basically what you do is you need a LinkedIn sales Navigator account I have one right over here and what we do is um you know we enter whatever search that we want in here let's hypothetically just say I'm looking for project manager you don't need to use these keywords what you do from here is you'll use this leftand side in order to uh filter out you know different functions seniority levels job titles geographies and that sort of thing I'm going to pretend that I'm sourcing leads for my own company in this uh instance my company's name is left click excuse me we are sourcing uh B2B Founders basically we're looking for like B2B tech companies B2B agencies hell even like B2B SAS businesses so why don't we go down here to uh current job title and then why don't we just go owner co-owner let's do principal owner uh even do small business owner and Senior partner as well and then why don't we scroll a little bit down to geography and let's just say you know United States or something like that okay that's pretty big generally speaking we want an audience size of about 2,500 so what I'm going to do is I'm going to Niche down pretty heavily and I'm going to call this Professional Services it's going to filter for primarily agencies not 100% this isn't like the highest quality search I've ever created in my life but from there we can do something like uh I don't know like marketing agency or why don't we do creative agency okay so what we've basically done is we' built out a search the search is a list of people that have a keyword somewhere on their profile that it says creative agency um from here we also narrow down the job titles to owner co-owner principal owner small business owner uh and then we were looking specifically for people in the United States now just given because the search is still pretty big why don't we just do let's see uh why don't we do Texas and let's just see how many people we end up getting okay so we got 1,000 results why don't we do Texas plus Virginia that should be about 2,000 or maybe we'll throw in a Missouri there too all right screw it we got 1,500 that's what we're going with so the way that this flow works is once you have a LinkedIn sales Navigator search like this all you do is you head over to phantombuster tocom there a software platform that you have to sign up for costs a little bit of money I believe it's like 60 well actually we can find out right now believe it's $60 something dollars per month as of the time of this recording for that $69 per month you end up with uh 20 hour of execution credits that is more than enough for me to be scraping basically every single day at least a th000 or 2,000 leads so quite straightforward what you have to do then is go down here to um LinkedIn sales Navigator search export just type in search export use this Phantom then all you have to do next is paste in that search URL then you have to click this little button connect to LinkedIn that's going to connect to your own LinkedIn profile it's going to use your own LinkedIn profile to do the scraping once you're done with that I'm not actually going to give this a click because I don't want everybody to see my own cookie um once you're done with that you set the parameters of how many sech leads you want to export basically then once you're done with that um you know you click save and then you're basically good to go and normally this will take anywhere between maybe 15 to 45 minutes depending on how you set it up and then at the very end of this if you go down to leads let me just give this a refresh soor if you go down to results well you can do is you can export this as a CSV okay once you have this exported as a CSV you dump this into Google Sheets like so and I'm only doing this to visualize the data you don't actually have to but um I like to store my data and sort of organize it and then from there you end up with a list of profiles from LinkedIn that looks something like this now you'll see there's tons of data here there's your profile URL full name first name last name company name blah blah blah blah the one thing that's missing for the purposes of our cold email campaign is obviously their email address right and so that's where our next step comes in handy which is any mail finder any mail finder is a very simple and easy way to find email addresses using a person's first name last name a company name or uh or the company domain name as well basically what these guys do is they will iterate through first name. lastname company name.com um you know various ways right like if my name is Nick surve they might do nick. surve at my company name is left click left click.com or left click. until uh they find a verified email and then you end up only paying for the ones that are verified or fully verified in addition you usually end up with a bunch that are partially verified and a lot of those partially verified ones work too in my own experience anywhere from maybe like 50% and so yeah it ends up being quite uh scalable as an email finding method in terms of the pricing we go down to monthly which is what I usually recommend don't really pay for annual software licenses for stuff like this cuz you just never know when uh you know a better solution is going to come out but if you go monthly you end up with something along the lines of 1,000 credits for $50 a month 1,000 credits are a th000 verified emails in practice you usually end up getting anywhere from like I don't know 2,500 for that thousand to maybe even like 3,500 just depending on how crappy your initial lead source is so if you get $3,500 emails for $49 a month you can kind of do the math that comes out to one point yeah 1.4 cents per lead or per email address I should say um and you know obviously as you scale up this gets better and better I mean this looks to me to be I don't know almost twice as profitable this looks to me to be like my math so good but what's that five times to two this is like five times as profitable um and so you know as you pay more and more money obviously things get more and more scalable the way that this works is you'll go to anymail finder.com bulk search and then you'll just upload that same CSV that we had a second ago if I give this a little upload it'll then ask you hey you know based off of all this information what do you want you want to import the F the full name the first name the last name the company name right um and then I usually unclick domains but obviously you know play around with this find what works best for you I'm going to go down here to custom uh you then click process and then at the end of this you end up with a bunch of email addresses that are found that look something like this right I paid 362 emails for this um all is well you know because I also ended getting an additional 275 or so as you can see you don't find all of them 621 are not found but that's just sort of how this works right you're never going to find 100% of the email addresses that you feed in as sources um just something to keep in mind all right the next is Apollo appify and Derek Dasa now Apollo is probably the most popular lead sourcing platform right now the benefit to Apollo is uh it usually contains email addresses right out of the gate so obviously this can help you don't have to go through an additional step you know you can usually save a little bit of money no real like email verification required because everything is done in Apollo um but the thing is if you were to just go to Apollo and then check out their pricing page sort of on its own you'll find that this is not actually very cheap at all um you know they default to annual if you do monthly billing you'll see that for $99 a month we basically only get 2,000 um export credits which means that you're paying something like my math ain't so good here but I think it's about 5 cents per lead in order to get the email address when you put all all of that together so what we do instead is just like we use Phantom Buster to get a bunch of LinkedIn sales Navigator emails there's also a way that you could use another platform called appify at least as of the time of this video and then use a scraping platform or a scraper called the apollo.io lead scraper and basically what you do is you'll go into Apollo which I have to open up over here so give me one second you'll pump into Apollo and then once you're in you know you'll find a search let's say I'm looking for I don't know uh marketing agency or something obviously you're going to want to make your searches a little better than this uh just like LinkedIn you can sort based off Persona and company name and job title and you can get as granular as you want with the stuff but basically after you get uh a search in place what you do is you just copy this URL and then you go back to Apollo and then what you do is you use this apollo.io lead scraper this is one of them there's several more that you can the benefit to this sorry let's use this account here the benit benit to this is now just like previously where I pumped in a search URL address I do the same thing over here I just pump in a new search URL address and then I click save and start and basically what's happening under the hood is instead of you using up your export credits on Apollo I'm you're just scraping using the information that's available on the page this is certainly I imagine not uh this doesn't jive with Apollo's terms of service so I doubt that this opportunity is going to be available for much longer they're probably working hard as we speak to patch it and that sort of thing thing um but it's similar to The Phantom Buster LinkedIn Pipeline and so far they're using some data source that you know you might have to pay data for that don't really want you to see the email addresses and then use a third party service to scrape all those emails anyway from here what you do um is you're going to get a big list of leads from this so if I go down here to let's do runs I go to storage you'll see that I have a bunch of information here I have like the country I have the first name the last name I have the email address and all that stuff and what you do is you kind of have two options you can export this manually or you can build an automation like I've built in many of my previous videos that takes data after an appify actor is completed and then you know automatically does a lot of this next step but you can download this file just like we did before and then what you do is you import this if you you know remember how the hell Google Sheets works good God okay so you import this give that a quick drag and drop and you have a giant Google sheet with way too many columns Apollo has substantially more data per record than anything else as you see we could scroll for hours and hours and hours and then what you do is you go to another app called Derek Das apppp and what this does is right um this information is sufficient for you to run an email campaign you have like the first name you have the last name you have some company names and that sort of stuff um so so everything here is fine but if you wanted to go one step further and if you wanted to get a bunch of like their profile information if you wanted to get like their bio if you want to do some cool AI personalization stuff what you do is you get Derek Dasa d-a is a quick and easy way for you to enrich or add the LinkedIn profile of the URLs and email addresses that you have in this sheet uh and then from there not only do you have like the first name last name company name all that stuff but you also have the entire LinkedIn profile that includes stuff like their bio their summary they about information uh and the really cool part about that is you can then feed that into AI in order to you know write substantially power quality campaigns I talk a lot about this in all of my videos If personalization is something that you've never done before I highly encourage you giving it a try uh because I personally find response rate increases anywhere from like two to maybe four times with personalization as opposed to without all right next up we have a couple of less traditional lead sources that I don't think many people are familiar with uh we have Google Maps to appify to any mail finder and then Google search to appify to any mail finder these rest upon again a third party web service call appify which allows you to input a Google Maps query or a Google search query and then extract a list of results which then you can use to feed company names or websites into any mail finder with let me show you guys a quick example of what this looks like so head back to um ampify over here okay so you see there's a Google search results scraper let's start with Google Maps uh scraper just because that was what I talked about initially and what you see is this is a service that cost $12 per 1,000 results so right off the gate you're going to be paying about 1.2 cents my math is correct per uh website that you scrape um this may or may not be feasible for you because remember we still have to do some additional processing we still have to get additional email addresses on top of this um but regardless in order to make this work what you do is you'll come up with like some Google Maps query right let's say you know I wanted to do Puerto via hypothetically so let me just open this up in Google maps and you know how if you just scroll through this page here you'll see a bunch of these different businesses start popping up salons right fiestas I mean I'm not Spanish I don't know the uh I don't fully understand what some of these words are um but what you can do with this Google Maps extractor is you can feed in a location and a search so let's say I wanted to do I don't know flower shops in Phoenix Arizona or something like that and it'll actually go through that page extracting the businesses that correspond to your search um so I'm just going to run this as an example why don't we just do I don't know 10 places you you can select deeper City scrape if you want there are tons of settings here that I'm not going to go into just for brevity sake but once you're done with uh you know selecting your parameters you click save and start and what it does is it actually goes out opens up a Google Maps instance it then puts in your search term all of this is underneath the hood you don't see any of this stuff and then it extracts the information for the companies it basically clicks on them it gets the name it gets the type it gets the reviews it gets the website phone number all that stuff and then it dumps that into their own little spreadsheet which then becomes accessible for you so let's give it a few seconds and let me show you the data okay so I actually didn't find any flower shops in Phoenix um just because my search parameters were a little bit different so I changed the search and as we see we got a ton of local dental practices hygienist and stuff like that in my area Calgary Alberta um and so this is currently inside of appify we want to get this out of appify I'm going to click export results we'll do a CSV again and then I'm just going to use this same Google sheet to import the results just so we could visualize them take a look at them so we're going to do aend to current sheet wonderful all right and as we see here we still have a ton of columns lots of data but the data that matters for us is right we have the address column here that's pretty cool let's keep scrolling over to the right uh we have like the neighborhood even so we have a ton of opportunity to personalize this data which is pretty cool and then probably the most important one for us is I don't know why they hide it it's all the way on the right hand side here uh but it's the website and so as you see we don't get websites every time because not every Google Maps entry has a website but the vast majority of the time we do right make a night Square Dental if I just open that up you see this is actually like a dentist website so you have a couple of opportunities here a couple things that you could do the first is right I mean I mentioned using any mail finder but even before you get there what you could do is you could run a very simple automation or a little web scrape that takes this website and then just looks for anything on on the page that's formatted like an email address so as you see this is formatted like an email address it has a string with a bunch of letters then it has an at sign then it has another string a period and then some other string right you could use regular Expressions regex you could pump that into maybe something like make.com or zap here parse out the HTML the page and then if you find an email address you're good you don't need to go you don't need to go any further this can save you a little bit of money because you know the alternative is what you do is you take this URL and then just like we did before with any email find you pump this in here using new bulk just going to grab this data set and then what you want is you just want to have the domain or the website column now the cool part about having the domain or the website column is uh if you don't feed in like a first name or a last name or something like that and all you do is you feed in the website an email finder will still go out there and get you uh email addresses it's just it's not going to get you email addresses of any person in particular what it's going to do is look for any email address at that domain which is pretty cool um of course there are going to be lower success rates using this approach than there are if you were to supply a first name and a last name and a company name and and all that stuff if we're only going off the domain I personally find results are maybe 30% of the time 40% of the time um you also need to keep in mind that you're not going to get the first name and the last name of the specific contact back you're just going to get the email address which can obviously make doing email Outreach a little bit more difficult um you can't say hey Peter you know you might have to say hey how's it going hey haa I saw you you know when I walked down the block the other day um you'll have to get a little bit strategic if you want it to still seem as personalized and customized but this is a very high Roi approach that you can do uh when you don't actually know who the decision maker is or uh you know what they're doing or how to search similarly you can do the exact same flow that I just showed you guys except instead of using a Google Maps extractor you could use the Google search extractor so uh same flow it's just instead of feeding in Google Maps profiles what we're doing is we're feeding in Google uh search results so if I were to look up I don't know divorce lawyer New York here right as you see we get a ton of these search results find a divorce lawyer best divorce lawyers Nyc New York City divorce lawyers New York family law attorney as you see not all of these are actually um specific divorce attorneys some of these are like directories or that sort of thing but you can certainly take this search term and do the exact same thing that we just did back there feeding it into the Google search result scraper instead if you give that a run um just like earlier we generated a bunch of lists of Google MK profiles what we're going to do now is we're going to generate a list of basically just websites from here we can take those websites feed those directly into any mail finder just like I did previously and then you'll get a list of email addresses at those domains I should also note that you can get more than one email address per domain using this and the previous methods so it's entirely possible for you to feed in 100 profiles and then end up with I don't know 200 or or 300 email addresses back um I think one time I found like 17 or 18 email addresses at a single domain uh that was a really interesting campaign the next lead generation source is very simple it's called instantly a little while ago instantly actually released a b to be lead database that allows you to just purchase leads directly on their platform I will say in my humble experience I have not found as good results just buying instantly leads I have sourcing my own and then running my campaigns I think that's basically the trade-off anytime you buy leads from a provider like this you're trading off convenience and cost for maybe uh speed to lead or or speed to Market but basically what you do is you'll sign up for instantly which is you know one of the biggest cold email platforms on planet Earth right now you may probably already be using it and then you click on this little button up here called finder this will take you to this page and then what you can do is you could sort by just like we did back in the day with LinkedIn filters and Apollo filters um job titles location um industry and keywords number of employees maybe we want uh Business Services or something and then you can even use artificial intelligence to construct a search term for for you so I mean an example here is engineers in New York in software companies with more than 500 employees it'll go through and just do all the math for you um after that what you do is you select all the leads that you want so actually why don't I just select 25 so I don't mistakenly buy 69,000 worth of leads you click add to campaign and then you'll click add um from here you can buy however many leads you want as you see uh it's $147 per 10,000 294 for 20,000 right as you scale up I think eventually it gets more um cost effective I don't know maybe it doesn't maybe I li yeah it doesn't apparently but uh that comes out to a cost per lead of I think 0.147 cents I believe I may not be 100% right there but anyway um you end up with the name the title the company and the email address and some of them also have LinkedIn profiles if they do have LinkedIn profiles then you can even go as far as feeding these into Derek Das app like I was showing you guys in a previous lead Source method number six is cognism now I should make a disclaimer I have yet to run any meaningful size campaign using cognism um all of the information I'm about to tell you is information that I've sourced from my community and then people that have reached out to me but I'm mentioning cognism specifically because this is gdpr compliant and uh lead sourcing in the European Union or EU is historically a big problem um a lot of people that I've worked with that want to do cold email in the EU sort of get scared off by gdpr regulations and stuff like that so for the most part um my understanding is the cognism is a gdpr compliant which is difficult to do at the scale that they do um their pricing is going to come out to be more expensive than most of the other lead sources that I mentioned here um and as you know you remember we had lead sources that range in price anywhere from like 1.4 cents per lead all the way up to maybe like 15 or 20 um with cognism what you have to do is you have to basically ask them for a quote you need to go onto their website fill out your information and then they're what's called a hi touch B2B uh tech company so they're actually going to like get somebody in touch with you they're going to give you a quick call um as long as you know you you guys are smart about how you pitch cognism the volumes that you're looking for and stuff like this and this is definitely an option for you and I know of a few people that are running campaigns that are quite large with leads from cognism um cognism leads include everything from like the first name last name to like company information to uh I think it depends on the specific parameters of the search but if you want B2B leads you get everything that you need for any any sort of campaign using their platform the next pipeline is super powerful if in the right hands because the information that you get are from companies that are hiring for a particular role if they're hiring for a particular role and if you can fulfill the requirements of that particular role whether or not you know you want to work with them for like 9 to5 or something like that um you know the response rates tend to be a lot better interest tends to be a lot better and so does average ticket size so here's how it works what you basically do is you'll use um indeed which is a job search platform where basically you can look for jobs in I don't know let's say automation even and know you may need to do some human verification here if you're as fast as I am look like a robot um right and so you'll get information of the company using uh a scraper that I'm about to show you but as you see you know indeed allows you to post a bunch of different jobs if you're a company so this company Wade Muer LTD is looking for a Western Regional automation specialist right um but as you can see we we can see a link there if we give that link a click we'll be taken to their page um and then from you know their page we can grab their company name and we can actually use it in subsequent scrapers to find like their LinkedIn profiles to find like their domain names and then I think you're starting to see how we piece together all of these different functionalities right if you have their domain name well now you can actually feed them into any mail finder or one of these like email enrichment platforms start finding contacts at those um but anyway my point is indeed is a place that you can get um job posts right and so if we know that this company is looking specifically for you know an automation Specialist or something like that what we can do is we can feed in that search term into an Indeed job scraper and I have to open this up in another tab let's go to store and then we'll go indeed from here what you can do is you can just look up the positions and keywords for a search so maybe we want Automation in San Francisco click save start and then basically what's going to happen is it's going to pump in your search term which was Automation in San Francisco and then it's going to go through indeed just like we did over here I don't think I can do this cuz my account's probably Canadian yeah it's probably Canadian no luck for me here maybe we'll do just Toronto so I can show you guys how this is going to work behind the scenes um and then it's just going to scrape all of this information including the company name as we see up here so once you have all of this information um you know you can do some really cool things with it this is what the page ends up looking like I'm just going to abort the search and then export these results into a CSV just so we could play around with them a little bit let's just call this indeed companies then from here if I import this and then I append this what you'll see is this is horrendously formatted good God we going to make this way smaller little more manageable uh thank you very much um what you see is you get a bunch of information on like the company uh the description um you know HTML version of the description external apply link um the ID of the job the location the position name what they're looking for and even like the URL of the search the thing that matters for us though is if we go back here um there's this company now keep in mind these are very large companies most of the time you know your search isn't going to be as broad as automation it's going to be hyp specific you're maybe going to mention a specific software platform or something like that um but what you're going to do is we can take this list of companies and we actually feed this in to Phantom Buster it's right back over here using their LinkedIn company URL finder search so the way that this works is what you do is you give it a list of company names and then if it finds the associated LinkedIn page it'll return a LinkedIn company URL right over here okay so I'm just going to click use this Phantom and we're going to give this a little try so first of all we need a list of company names right the way that this sources them is this uses a uh URL and you feed in a spreadsheet so that's what we're going to do here and I'm just going to say um in uh well actually let me copy this information to a new spreadsheet one sec we'll go sheets. new we'll call this indeed companies and then going to feed in all this data which is a again horrendously formatted let's bring all that stuff way up o that's a little small I'm only doing this because I've had several YouTube comments that say they actually love how OCD I am and bit stuff like this so uh okay we have a list of indeed companies what we'll do is we will share this now going to copy this link what we have to do is we have to go back to um our Phantom Buster and we have to paste this link in and now it's going as you as you see It'll say you can give your company names in one of the following formats a single company name which is just literally the name the URL of a Google sheet containing a list of company names the URL of a CSV file containing a list of company names so you can feed in a bunch of different information whatever you want the name of the column matching companies for us is just going to be company that's the one that matters right because that's back over here and you'll see that it actually already pulled out all of the all of the options for us description description HTML that sort of thing anywh who from there we save we're going to leave this empty and leave the results fall empty I'm going to click save as well and then I'm going to click launch manually uh what this is going to do now is this is going to if we click launch go out and then look up all of these companies on LinkedIn um to see if we could return a company URL now this takes I don't know I mean depending on the size of your list as you see um it's proceeding through one every like three or 4 seconds or so but if you had I don't know like a thousand companies or something this might actually take you a fair amount of time uh the reason why is cuz they're attempting to not get rate limited by LinkedIn when they do the search and so that's just something that you have to uh you know play around with as you see these companies are huge Salesforce Amazon web services alveo Technologies um and as you know I've discussed ideally your search would be a lot more specific than just automation like I was doing back there might prefer specifically to a software platform it might be some program manager type that does one thing some marketing uh function or whatnot the idea being once you have that search you'll have a much smaller companies who will be much more likely to actually respond to your Emil Outreach unlike you know open AI or something and then once you're done you receive a list of basically all of the companies with LinkedIn URLs that we were able to find so as you see we fed in 14 and we actually received 14 which is quite unheard of just because the size of the business is if I to imagine what I'm going to do is I'll say companies and then from here we'll go LinkedIn URLs then I'm going to feed in what I just got from Phantom buer a second ago append this import this data and now you'll see that we actually received the LinkedIn URL okay so now you're probably wondering all right Nick we've just done like three different steps here now we have the LinkedIn URL uh what do we do next well the really cool thing about Phantom Buster is once you get the LinkedIn URL you can do a ton of stuff with it um most of the time the LinkedIn URL contains believe it or not the website as well and then once you have the website you can take that website and then use it to uh you know find people at that company okay so from here what we do is we feed in the exported LinkedIn URL to this scraper called LinkedIn company scraper and it looks like I reached my limit of the number of phantoms I can have running concurrently so I just have to delete one of these I'm just going to delete this one because this is a test and then I'm also going to delete this one because there's just no need for me to have that okay so we're going to go back here to company and then I'm grab the scraper and then from here um we can actually just feed it in the company urls uh as well so as you can see we're kind of going back and forth and back and forth a few times but that's okay um the really cool part is you can actually chain all this stuff in together using automation so LinkedIn URLs right here what sort of columns do we want to keep in this file we can keep all of them if we wanted to first name last name company name email location query Tim stamp LinkedIn URL description title then we need to obviously connect to LinkedIn like we did before um I'm just going to scrape oh I guess we only do 10 per launch or something like that I don't know I'm going to do more I'm going to do like 20 just because I have 15 right what we can do is we can save each company logo as a JPEG if you want we could extract related company Pages which is pretty cool and then we can also grab the about page of each company I'm going click save launch that puppy manually and then let's give it a launch um we set a 3 second delay between each uh run as you can see so that 3second delay should be sufficient for us not to get super rate limited or anything like that um the really cool part about using uh f phant Busters a lot of the time Phantom Buster includes like built-in controls to prevent you from getting your account banned or whatnot um I think they have some warning feature that they recently implemented or something like that but you know there there you do always run a risk of having your LinkedIn account um activity seen by whatever their AI is that's monitoring this sort of thing um and if they do decide that your activity is not human if it's like bot activity or something like that you know you do run the risk as a suspension or something along those lines so just keep that in mind every time that you're doing scraping or working with a third partyy plat form there is always that risk um it's usually minimal and I personally have never been put out by it um I've had a couple of accounts paused temporarily um I have had like a couple of email accounts banned by uh Google and then like deliverability is so heavily tanked that like I you know could send a million emails not a single one would ever make it but when it comes to using stuff like Phantom muster apify and stuff like that as long as you're smart as long as you operate within the recommended limits you'll probably be fine all right so we just ran that scraper it is now finished if we scroll down here you'll see that now we have way more information than we had before we have the LinkedIn URL we have a logo the banner the description most importantly though we have a website and as you'll see sometimes the website will include like a LinkedIn account instead um usually if the company doesn't have a website or you couldn't find one does something like that um but for the most part we get the companies right so now what do we do well we download those results a fourth time maybe we go like websites and then we import this keep in mind you don't again have to do this importing I'm just doing this because I like personally to keep everything organized you can absolutely develop automated systems that enable you to do stuff like this for the most part automatically I'm just going to delete those uh rows and I'm going to double click this and then I'm just going to make this a little easier for me to see and then if you scroll all the way down to the right uh you'll see you get a bunch of info you get like the about page here which is very useful if you want to customize stuff um you even get like the logo so what you could do with this is you could literally well maybe we'll do something like this you can take this logo um you know if this is like a smaller company or something like that not like a major business like this you could feed this into artificial intelligence have it tell you stuff about this I mean godamn what a cool ass freaking cover photo um anyway and then what you do is you go down to the website like this here once you have the website you can do the same thing that we just did a moment ago in on email finder which is you know you can feed in the company then it'll go through and it will find email addresses at said company for you which is pretty neat so I'm doing this on a one by one basis and you can see we found one email address at that URL but ideally what you do is you just uh take the whole spreadsheet that we had pump that into bulk search and do the same thing that I've already showed you how to do all right we're really getting deep now the next flow I want to show you guys is LinkedIn groups to Phantom Buster group scraper to any mail finder um I believe you guys are probably starting to see the trend here the trend is we come with some primary data source we for the most part look for either a website or LinkedIn URL and then from there we're capable of extracting stuff like email addresses using common email enrichment platforms so let's say you're on LinkedIn right like I am I love my LinkedIn a really cool part about LinkedIn is they include this group feature so you can search for groups maybe like automation make.com or something you can then filter for said groups so a automation with make.com make.com Community I should probably start one of these honestly just giving the size of my Channel at this point um anyway uh what you do is you know you can join a bunch of these groups right inside of these groups you have a list of the members which is pretty neat um I think you get information about the admin and stuff like that as well and obviously you can imagine how people in these groups are obviously there because they want to they're probably in your target Niche they're probably talking about things that are related to your target Niche and odds are they have problems that you can solve so what you do is you take these groups and then you go back to Phantom Buster and let me just see the solutions page just typed in group what you'll see is there's LinkedIn group members export right over here uh there's even LinkedIn group members to emails which is I think a a hyper optimized way of doing things this probably includes you calling a uh you know like an email enrichment service is built in but you know for the purpose of this let me just show you what this would look like if you were to do this manually you have a LinkedIn group members export right from here you can then feed in either an individual LinkedIn group URL or you can actually just get a whole spreadsheet and then make a list of LinkedIn group URLs so I might do like LinkedIn groups I might do like LinkedIn group URL maybe like LinkedIn group name right do something like this and then you just paste in all of the URLs of the LinkedIn groups which I do not know where mine went in particular right right over here and then you know you can like add more information to this if you want to you could also Source LinkedIn groups from a scraper I believe appify has somewhere on there like a LinkedIn group scraper something like that where you can a list of LinkedIn groups as opposed to just necessarily the the group members themselves um but anyway what you do is you paste in the URL of a group and then you could say how many groups to scrape how many members to scrape per group all that stuff then what it'll do is it'll actually go and then it'll scrape the freaking group members for you and now you have a list of people that are basically in your exact target Niche that you can then use to feed into something like animail finder um you could scrape the the profiles of all of these people using one of many different software platforms to be honest um but then you know from there you end up with the data in a very similar format to what we had earlier which uh you know you can then use to generate leads and then add to your email campaign all right from here on out you end up with a list of full names first names last names you can get some headlines and you also get a profile URL this information may be sufficient for you to get out there and do whatever you want to do I mean I don't see a company name so you might have to go a little further than that or you'd have to find a way to extract it from here um what you could do after this if you wanted to get like the complete profile information is you could run this through yet another scraper um and that would be LinkedIn profile so I'm going go down here LinkedIn profile scraper and you know I mean I'm out of phantoms at this point and I'm not going to go through the whole flow of me adding it and waiting and that sort of thing but what this does is it allows you to feed in a list of LinkedIn fan uh LinkedIn profile URLs then it goes in and actually scrapes the URL returns all of these data points first name last name School degree company name a full name subscribers right everything you could ever possibly need and certainly more than enough for high quality personalization all right the last lead sourcing method is a little specific and it's certainly a lot pricier than most of the other ones that I mentioned but I felt like I had to mention it anyway uh it's built with uh forever ago built with used to be mostly free now what they do is they charge a ton of money for leads but a lot of the time these leads are quite high quality they're also leads that have specific software platforms that maybe you're marketing to so a good example of this is I was working with um one of my longtime clients and they were wanting to reach out to people that ran a very particular sort of like intercom chat widget in the bottom right hand corner of their website and so uh what we did is we went to builtwith and we just typed in the name of said little intercom widget it was like some knockoff brand three or four steps removed from intercom or like talk.io or something along those lines um and then we were able to instantly get a list of maybe two three 4 thousand of these um uh websites and then we were able to take these website URLs and then put them into any email finder extract email addresses and reach out to them and this is a hyper successful campaign because because you know there are very few websites out there that had this specific software platform on it uh because you know it was sort of like third rate and then everybody that we reached out to we mentioned the software platform we said ours is better and it'll save you a ton more money uh here's how to get started with it so you know you guys can run campaigns for anything from like Shopify website owners HubSpot website owners clavio right if a website has Magento on it or zenes or something along those lines it's super easy what they do is they just crawl the web constantly looking for uh let's see here looking for platforms that have little code Snippets that maybe have like ectron on it or Zoho Mail or crio and then they turn that into a list that you can purchase so I mean you know you could buy this list of 8,6 53,5 31 if you wanted to um if I click download Lead list it's going to ask me to make an account here I'm just going to make a bogus one then you can see here that you can sign up for I believe like some unlimited trial or something like that even if you wanted to uh download a bunch of these yourself yeah maybe not I'm not entirely sure but anyway as you see um you have to spend a fair amount of money in order to like get in but the second that you're in you can scrape an unlimited number of these reports and of these lists of websites so you know it's kind of not necessarily worth it if you're small but it becomes very worth it if you're big right no real use in spending $295 to scrape two lists when you could spend $495 to scrape an unlimited amount uh and as you see you know you can get some pretty intense lists here I mean that one has seven or eight million or something uh you know maretto zenes even like very less understood or known of software platforms tend to pop up on here because this is sort of built with whole value proposition this is how they make their money uh I don't know maybe we'll do something with salana or something like that or uh some some some crypto coin thing right maybe we're looking specifically for websites that include coin ad right it's like a bitcoin-based ad Network looks like they're only 12 but you know as I'm sure you can imagine as evidenced by the fact that there are only 12 you can Niche down like crazy with built with and when you find something that works um it tends to work really really well all right I hope you guys enjoyed this list the top nine ways to Source leads for cold email campaigns in 2024 if some of what I was talking about seemed like magic to you or you didn't really understand some of the principles behind the scraping or the third party platforms I was using that's okay just check out my YouTube channel I have tons of walkthroughs of all of these from Phantom Buster to appify to how to scrape leads and Source leads in more detail using let's say LinkedIn sales navigator to personalization to whatever the heck you want aside from that if you guys have any ideas that you want me to record a video on in the future please just drop that down below I Source most of my YouTube videos now directly from comments and people in my community if you're interested in building and growing an automation business yourself definitely check out school.com makers school this is my day-by-day program that helps you get your first few automation customers or my more advanced sort of mid-tier high level community makemoney withm make.com um otherwise please like subscribe and I will catch you on the next video thanks so much


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# The 7-Figure AI Agency Pricing Strategy That ACTUALLY Works

hey Nick here I made over $100,000 this month using automation andm make.com as we all know automation has a ton of moving parts and the biggest and hardest one for me to figure out personally was pricing so what I want to do in this video is I want to break down how to price Automation Services effectively I'm going to give you guys a simple step-by-step way that you can do so and I'm going to show you eight distinct and exhaustive pricing methods that I and many other people in my communities use to price their projects if that sounds good to you then stay tuned and let's get into it I hope you guys got a pen and paper cuz we are breaking out the spreadsheet for this one as per always just a little Preamble this is my own process and my own thinking it got me to $72,000 a month with my own automation agency but I'm not trying to say that this is the only way that you can do things if I were you I would take what works leave the rest another little disclaimer uh is naturally that there are many ways to price uh one thing that I will let you guys know right off the bat is that no pricing methods are perfect like there is no pricing method that is perfect in every way shape or form all of them actually have drawbacks and not a lot of people that are talking about this are going to tell you um the reality is some are better than others for different circumstances different offers and different services that you're selling so I'm going to try and get pretty nuanced with it uh I don't want to just give you guys a simple price this way that way and that way answer because I don't really feel like that's fair to the concept of pricing in general so you don't actually need to use all of the pricing methods I'm going to talk about um a good example of one is you know you would not charge a percentage of revenue for something not in your control for instance I'm I'm going to talk about um how to do percentage based pricing in a minute but that's just a good example of how you know some methods are going to work better for specific circumstances than others you probably also would charge different types of companies differently so you wouldn't charge a small to midsize business at about 10 staff members the same way that you charge an Enterprise company to a thousand staff members odds are they also probably have their own rules and regulations and you know internal policies that dictate how they price or how they uh uh uh work with vendors so you know you're going to have to work around that I'll mention that a little bit later on in the video another thing I'll say is that some methods work better for different stages of your business hourly pricing is super popular especially on jobs platforms like upwork and stuff like that it's very simple to get started with I actually recommend people that have never made money on the internet to start with it but note that it becomes super limiting as you grow and as you scale your business I'm going to cover that uh and really just to Loop it all together the best agencies constantly re-evaluate the best ways to price to maximize their value so if you want to be one of those aformentioned best agencies you should probably do that too okay great let's dive into method number one we are going to start with hourly just because hourly is by far the most popular I'm going to zoom in a little bit here and I think I'm going to put my face in the top right hand corner this time just to be a little spicy so here's a quick example of what hourly pricing might look like you get a client on upwork they want you to build a simple automation from the ground up that's custom to automate some repetitive data entry task maybe you are grabbing data from Source pasting it into a spreadsheet something like that you think that it's it's going to take maybe four or five hours so you tell the client and then they say great they accept the offer you guys do all this fun stuff together on the platform and then the billing begins at $100 per hour until the project is complete uh if the client adjusts the scope or wants something new you're just going to continue billing them at that rate this is how the vast majority of hourly gigs go typically this works best for very small projects uh Discovery phases with high uncertainty in scope that means that you know the client doesn't really know what they don't know so just to hedge their bets they don't want to pay somebody 10,000 or $100,000 uh for something they're not really entirely sure that they want automation agencies and Freelancers that are at the start line of their business tend to choose this as well um and there's also some good and some bad so the good between the good involved in pricing on an hourly basis is that it's super easy to start right if you think about it hourly pricing is the default everybody on planet Earth after the age of five sort of understands how this work how this works the calendar sorry the calendar good God the clock goes by one hour and every time that that happens you receive a certain amount of money in your pocket um or on your time sheet it's very well defined it's supported by all major freelancing platforms just where a lot of newbies get started on it's something that just sort of transends you having to explain it and it also appears from the client perspective very low risk so these are all the good points in hourly pricing this is the main reason why somebody might want to uh start with hourly pricing just because it minimizes friction let's see get up and running let's you get your first a couple jobs out of the way you'll notice that the bad is a lot longer than the good here and the reason why is because if you think about it logically the time that you spend building a system does not accurately reflect the value that you bring to an organization especially nowadays with templated systems and solutions like make.com Zapp or no code it's the time that you spent and invested learning how to build those things and maybe building out those templates that actually matters that's what actually reflects the value you bring to an organization so the point I'm making is if you're really really good you're going to work much faster than other people and you're going to make less money because of it so why would you want to commit to hourly pricing uh if it's not just your first few gigs and if it's not just this crutch because it penalizes you for doing good work fast it's silly I should also note that this actually can be less appealing to clients sometimes especially in larger projects because from their perspective you know cost can escalate there's no fixed uh cap to it they don't really know when costs are going to end things typically in the contractor world go over budget and over schedule as well and you know a lot of clients are are cognizant of that so the reason why I talk about hourly here is just to show you guys that this is a viable way to Price It's especially powerful if you're just getting off the ground I definitely took a lot of hourly gigs when I got started in automation um even in content writing before that um even in like webdev freelancing before that and it's it's totally cool because you know it allows you to figure out how to do client management it allows you to figure out a lot of the things that um you won't know until you actually find yourself in some sort of contract but the second that you have a couple of hourly gigs it's best to uh offramp and switch to one of the subsequent models that I'm going to talk about in a minute so now we get away from hourly and now we're moving into higher value ways of pricing calling these value based methods they're all fixed price that just means that instead of you being buildt or instead of you billing the customer or client based off time you actually just give them like a fixed amount of money and then based off that fixed amount of money you can build them maybe half UPF front half after the Project's completed if it's like a big Enterprise company a lot of the time they'll want to work um based off what are called Milestones or tranches which is where uh you know maybe it's like 25% at the beginning and then 25% after some Milestone is completed 25% after another one's completed then another 25% at the end any that part isn't super important just understand the broader concept here here's how this first way of value based pricing works it's called cost saving so example A friend of yours runs a Consulting business right now it costs this Consulting business $50,000 a year to pay a staff member whose sole job it is is to generate reports they do analyses graphs spreadsheets package them in a PDF send them off to customers this is extraordinarily common there are a lot of Consulting businesses that pay people you know between 50 to 100 ,000 a year just to do like this now you being a proficient automation engineer that has watched all of my YouTube videos you are confident that you can automate this completely and save that company $50,000 annually so the way that you would do cost saving based pricing in this manner would be to charge them 25% of the savings so somewhere between 10 and $155,000 why didn't I just write $12,500 I don't know I guess it was a little bit sleepy uh the point that I'm making is what you do is you figure out how much money you're saving the company with the system and then you charge some percentage of that money you can only do this if you obviously talk to the customer if you consult with them if you figure out their pain points and how much money uh this lack of a solution is is impacting in terms of their bottom line but once you know that you have a ton of Leverage in negotiations uh and you can charge some percentage of that to help their business out so this is the first method there's another method in a second Revenue uplift which I'll talk about but this works really really well as an off-ramp or a transition from Pure hourly based price typically this works best with automations that directly reduce operating expense or they streamline some sort of very resource heavy task that contractor or consultant that costs $50,000 a year is a good example larger companies with high revenues but poor margins or inefficient operations are great targets here because let's think about it if a company makes $100 million a year and if you can improve their margins by 1% you are making that company a million dollars a year right so they can justify spending a lot of money on you it doesn't really work as well in the other way around like if a company's making $10,000 a month let's say hypothetically and you can shave 1% off their margins while uh what is that like a hundred extra dollars a month you can't really justify too much from there but I think you guys kind of get my point it does take a few clients before you can intuitively scope projects like this a lot of the time uh one thing that I see in my community specifically my beginner Community maker school is people really struggle with talking about about money about dollars with customers or prospects uh at the time I should say you know they just feel like it's this elephant in the room that's kind of staring them down but they just can't really get down to Brass tax and okay so how much money is this costing you oh you don't know well let's figure it out right now together so if you're just at the very start line of your automation business your agency and you haven't really figured out how best to talk about stuff like that you may find this difficult you may also screw up a little bit you might quote either way too much money or way uh too little money a few times that's all right this is all just part of a learning experience um at least now you know what this is so the real benefits here is that cost-saving based pricing is not tied to your time it is way more scalable than something like hourly which we talked about a moment ago it also lets you template out your work it aligns incentives between you and the client what I mean by aligning incentives is instead of you being penalized for doing a faster job better if you do a faster job better you're rewarded because you just did the same job and made the same amount of money in a fraction of the time you can make 10,000 bucks in a few hours if you build it right there are a lot of systems out there that do stuff like what I just talked about generate reports and assets and PDFs that can literally eliminate a staff member like Terminator T2 style um I'll be back that you know you can build in just a few hours and you can charge 5 10 15 $20,000 for it right and note that you know I'm charging them 25% of the savings here or in this hypothetical we're doing this on an annual rate so uh you know in this case it's probably be like a onetime build plus some sort of like low monthly maintenance I'll get into retainers and subscriptions in a moment but uh yeah you can make a ton of money in a few hours if you if you build this right the bad here and there is always bad as I mention no pricing method is perfect is it's harder to justify saving money in practice than it is to making more money uh the gap between the money that you save them and the money you charge for them is also there will always be a gap you will never be able to charge like $50,000 for a system that saves somebody $50,000 the reason why is because you got to think of it from the client perspective they have a solution right now that cost them 50 Grand and it works right it does the thing that it's supposed to do your solution might cost $10,000 but there's uncertainty you don't know if it's going to work there's a risk on behalf of the client they aren't entirely sure if you're the professional that maybe you seem to be there's risk on behalf of the Technologies they don't know if these technologies have 100% uptime they don't know if there might potentially be some issues with them there's costs for the technology there's costs for your time that might be hidden right the point of making is you can never actually charge the amount of money that you save you can only ever charge a fraction of that in context you can usually do up to about half or so I mean this is like a a loose rule of thumb that I'm just giving you guys from my own experience here I have only ever charged up to about half of the savings and that was when the client was extraordinarily confident in me very risk tolerant we had basically no maintenance cost we had basically no infrastructural cost so yeah that's the bad is you guys can tell this is still way better than hourly pricing but no pricing method is perfect let's move on to the Third the third major method is called Revenue uplift or rather I just decided I would call it Revenue uplift so now we're all calling it Revenue uplift the example here is you're working with an agency uh you build them a cold email system that you project will net them $10,000 a month in sales about 120k a year so what you do is you charge them a one-time fee of $3,000 for this system which is 30% of rev and that's just to set up the the system to I don't know connect the mailbox to do whatever hyinks you need to do in the background along with a monthly man cost of $2,000 20% of Revenue why did I break it up like this well I broke it up like this just to show you guys that at the end of the day this is your business this is your freelancing operation you could do whatever the hell you want you could charge an upfront amount for a certain thing and then a monthly amount for another thing um I I'm just trying to show you guys you guys can be flexible in the way you do these pricing uh you know the these proposals I want you guys to know that there are a variety of options here and you can also mix and match them however you like so typically how does this work um typically this works best with sales and marketing automations that have clear attributable Revenue impact what I mean by Revenue impact is I mean like you know it's a sales system it's a growth system it does something on the front end it DMS people on LinkedIn or it cold emails people uh by scraping their their leads from Apollo or something right it's it's something involved an Outreach something involveed at the front end of a business and because it's involved at the front end of the business you can typically actually take uh you can typically actually make a lot more money with stuff like this right you can only ever save 100% of your Revenue but you can make an infinite percentage more of your menue so what I find in practice is beginners also find this difficult just because again they don't really know how to talk about money they don't really know how to conceptualize what the customer lifetime value is if a business uh I don't know every 10 meetings they close one client and the client is worth $10,000 you can kind of think of it as that meaning in and of itself is worth $1,000 to that business right well you can continue reverse engineering from there to figure out how much a lead is worth how much money that the company would need to spend to acquire an equivalent thing you you can do a bun of ma a bunch of math but a lot of the time I find that you know beginners just they just can't because they don't have the experience they don't have like the business knowledge so yeah this is definitely a little bit harder um it's harder than uh hourly but uh maybe it's about on the same level as cost savings okay so the good is again this isn't tied to your time it's much more scalable it lets you template out your work and it aligns incentives between you and the client you can also make this right the bad is the gap between the money that you think that you're going to make them and the money that you actually charge for the system is again a product of these three things and in practice I find that you can charge a lower fraction of the money for Revenue uplift than you can for cost savings so what I what do I mean by this well you know in the previous example we saved a company $50,000 and then I said the maximum that I've realistically charged about half and you know I've worked on a ton of projects here so I don't really think this is just my own lack of confidence I think that there is some theoretical limit here and it's about half um you know you wouldn't be able to charge half of the equivalent value that you bring to a company Revenue wise that would just be crazy companies also have like operational costs to acquire sorry operational uh cost to like uh fulfill the deal right they have a lot of Revenue uncertainty um they have like operational uncertainty they have debts a lot of the time right so if you were to charge them 50% of every dollar that you made them um most of them wouldn't be able to survive in practice I find 30% is like that theoretical limit um most of the time it's less most of the time it's like 10 15 20% uh but you know obviously you could still make a ton of money on this and I'm going to show you a few alternative Revenue uplift models in a moment that frame this just so that it's not like a onetime fee it's sort of like a distributed recurring fee based off of performance okay speaking of performance this one is the per outcome model now I say EG meetings booked just because that's the simplest way for me to conceptualize this because I sell a ton of cold email here's a quick example you're working with an agency you build them a cold email system and you project just based off of I don't know the volumes that you guys are going on the math that you've done done based off similar offers and all that stuff that you're going to book them about 20 meetings per month so maybe one every business day or so now historically they close a quarter of those so they close 20 divided by four five right and the customer lifetime value of that is $2,000 so if you do the math basically what I'm trying to show you is this is equivalent to this right it's about the same thing 10,000 bucks a month over here 10,000 bucks a month over here so what you do is you pitch them that first thing and they say you know man I don't really like this I don't really think that this is feas or possible uh I don't have the money to spend up front why don't you only pay me uh or you know I'll only pay you on on results or something so what you do instead is you pivot and you charge them a per meeting rate of $150 each instead so instead of you getting that money upfront sort of guaranteed what you do is you say hey I completely understand I'm going to charge you based off of the outcome because that's how confident I am that I'm going to crush it so if you do the math on this 20 meetings times 150 bucks well that's 3,000 bucks a month that's actually a little bit more than what we were charging before and in reality um you can make a lot more money with per outcome and revenue based uh Revenue percentage based splits which I'll talk about too than you can with like a fixed price thing simply because these things scale with performance and if you're a really high performer you can make a ton of money for other businesses okay so typically you do this with projects that have quantifiable outcomes that you are super confident you can deliver this is going to be stuff like meetings booked maybe you do some recruiting automation that's going to be candidates placed the unfortunate part is beginners are going to find this very difficult to do in practice because they're just not going to know enough in order to land these deals consistently or get these booked meetings or get these candidates the kind of terrible irony is unfortunately it's usually beginners that take these projects on disproportionately because a lot of the time cheap clients will respond just like they did in my example they'll say no work unless uh you don't charge me anything UPF front only on Deal sign or something of that nature so a lot of the time you will sort of be forced to do this as a beginner especially if you have no real experience under your belt and you just want to get a case study through the uh through the gate um which I find just hilarious I mean I did a couple of these as well when I was first starting out I I had a couple of them that worked the vast majority of them did not just to be completely clear with you I've also had a few people that I work with now that charge per outcome and they make a boatload of money because they're pros at it we're talking 3040 $50,000 a month so you know it's usually like a highrisk high reward thing that you only take on if you're good okay speaking of good the good is that it's a lot easier to conceptualize on the client perspective than an upfront cost in instead of the client spending $3,000 on you basically mentally they're saying well I'm going to spend $150 on him and then he's going to generate or I will wait for him to generate results and then I'm only going to have to spend $150 on them right so you're tying it to a performance metric technically there's unbanded upside you can make as much money as you want and since book meetings are probably entirely in your control in this example you are mostly responsible for how much money you make like if you're not delivering well that's not really on them right that's on you so you could just become better at what you do you could find a more effective method to squeeze all the value out of these colde leads and you'll make more money the bad is it's not stable it's not guaranteed there's no upfront Revenue though you may feel confident there will still be some circumstances that are definitely outside of your control um you also have no deposit you have no way of paying off startup costs if you think about this specific system which is cold email system you are going to have some startup costs you're going to have to buy some domains buy some mailboxes you're going to have to I don't know maybe pay somebody to set all of this stuff up for you if you don't have something to offset those initial startup cost you will basically always be operating at a loss until some inflection point theoretically I also find just anecdotally if a client doesn't pay you something like to start a project to kick off a project they tend not to be as locked in to that project and they tend to I don't really know what it is maybe the lack of like confirmation bias or cognitive dissonance or something they tend not to believe it in as much of they haven't paid for it which is funny cuz it's like well shouldn't you believe in it more because I'm doing it all without even charging you anything but clients are funny more generally humans are funny and that's sort of how we do things the last thing I'll mention here is payment schedules can suck too this is contingent on how you set up the payments I recommend setting up your payment schedules as shortly as possible in as small interval as you can so most of the time we'll build people monthly right well if you're doing some type of per outcome based thing don't build them monthly build them weekly um send an invoice every 7 days or something of that nature that counts up the number of meetings booked and then charges them better yet put them on autopay and you actually just decide how much it is and then build them obviously it takes some time to get to the point where you're confident enough to do these sorts of Arrangements but I think you guys get my point minimize the intervals all right another pricing method here is called the hourly retainer I think that's probably the most obvious uh you know way to transition from doing something purely hourly to getting some sort of Mr here here's a quick example let's say you've been working with a law firm for the last few months you've been creating simple systems that streamline their their I don't know uh patient patient they're uh uh man what the hell is that called patient client intake good God on average you Bill around 20 hours at $120 an hour next month you approach them with an offer you say hey Mr whatever instead of you paying me $2,400 at the end of the month why don't you prepay me 20 hours at A reduced rate of $100 an hour at the beginning of the month AKA instead of paying me 2,400 bucks at the end why don't you pay me $2,000 at the beginning you're going to get guaranteed sorry you're going to get cheaper uh hourly rate for me and you know that you're going to use and and exhaust my hours anyway and then I'm going to get guaranteed work so I'm going to be able to go to sleep at night without tearing my hair out so it becomes a win-win for both of you basically and this is one of the simplest ways to go from working entirely on a project basis to working on a consistent mrr or some sort of monthly recurring basis instead I took a ton of these when I started out hourly retainers were still hourly of course but they were also monthly and it was that monthly Revenue that gave me a ton of financial certainty that calmed me down quite a bit and enabled me to look a little bit further than just like the next day ahead you know I was able to start making longer term plans for weeks months years in advance so typically what this looks like is some sort of ongoing automation maintenance some incremental Improvement to systems um if a client hires you consistently every couple of weeks or something like that then pitch them on an hourly retainer instead save them a little bit of money save you a little bit of that variability the benefit there is that it's the simplest and easiest transition to a monthly payment model it's also great for beginners I highly recommend do hourly like if I could go back in time and tell myself I would do hourly and then I would try and transition at least one client to an hourly retainer and the second that I have that I'd be like okay I'm probably good enough to now start charging on a value basis instead you can also put your clients on autopay you can effectively buy yourself that Mr with the $400 differential which a lot of the time is worth it the bad is obviously it's still hourly your value is not being ideally represented because it's not really in the amount of time it took you to build that system right it's the amount of time energy and and resources that You' built up over your lifetime in this career still not too bad if I do say so myself uh the sixth is deliverable based retainers so quick example here and let me explain why this differs a lot from the previous retainer the example is let's say you've been working with a marketing agency for the last couple of months every few weeks this marketing agency will ask you for a consultation in that consultation you guys will discuss a system that you guys are building together and up until now the way that you've been pricing these systems is using the cost saving and revenue uplift models that we talked about earlier but you really like these clients you love them they love you and you want to turn your currently oneof Revenue into monthly recurring Revenue instead so here's what you do you approach them with a deliverable based retainer you say hey Dr Peter Dr Peter for $5,200 a month you'll get a weekly strategy call with me it's 45 minutes you'll get a monthly priority plan where we lay out the next four weeks of operational priorities you'll get daily slack availability where you can contact me within 15 minutes between 12:00 to 2 p.m. anybody on your team can I'll be your QA guy I'll help train them speaking of training I'll give you one 2hour team training session maybe if they're in your city you even go to their office and do this in person on top of that I'll also give you unlimited maintenance on Old projects you never have to pay me a one-off amount to fix up an old system or something I got you for life and in addition you know how you've been gushing over my YouTube videos that I've been posting and you love that system and that system and that system I will give you one of those systems every single month and install it in your business myself um you get to pick at the beginning of the month and then by the end of the month you'll you'll have it doesn't matter what system it is however complicated it is I'll do that for you all right so as you guys see we've shifted the value prop right previously the value prop was I will spend X hours with you or working for you and now the value prop is you will get X deliverable as a result of working with me aka the $5,200 a month that you spend will net you some sort of return on your investment right so typically this works best with clients that value your systems routinely consult with you uh it's also great for longer term growth oriented Partnerships I mention inbound clients here as well cuz this has been great for me as I've started growing my YouTube channel I've signed a lot more of these because people just instinctively like and trust you um I think they probably also listen to my logic around hourly pricing they're like yeah that's right let me just pay nick uh deliverable based instead so the good here is you have super high leverage okay you have control over all of your deliverables meaning you get to pick how you want to construct your retainer you don't have to construct it like did this is just how I personally do mine you guys can Str it however the hell you want so you could build it out in a way that's like hyper leverag that takes you as the service provider like two hours a month to do right and that means that you can feasibly make a lot of freaking money you can feasibly make like $500 an hour or more consistently over a long period of time and you can also just like before put your clients in autopay and then grow your Mr the thing is it's also and I mentioned I put this in the good for some reason it's very good that this is hard for beginners because we don't want any of them taking our money uh but it's very hard for beginners to do because they have to constantly justify their cost if their systems do not deliver an Roi they will be let go eventually and that's something that you just have to know so if you're charging some sort of hourly rate or or whatever uh it's personally a lot easier to justify this right because they can just cut you off at any time on the hourly on the hourly basis and also it's your time uh that they're they're paying for not necessarily your Roi but in this case it is strictly framed as like hey if you're paying me $5,200 I want to make you some multiple on that the only thing that you deliver are deliverables obviously so this calculation of does Nick generate me more than 5.2k a month uh I just find that it tends to happen substantially more often on a structure like this than it did on a structure like this so again it's just kind of a highrisk high reward thing you can make a lot more money in this method uh if you're a little better and more mature I want to say with your business processes it's just sort of what you got to do all right now I want to talk about two alternative actually one alternative pricing B based method and then I'll cover the last one which is pretty contentious which is uh percentage of Revenue but this is a very interesting pricing method and I've seen it happen a lot more in my community as of late specifically with people that are building SAS companies using no code tools what do I mean by this I mean you know SAS companies the capital s in there stands for software you're offering software as a service right well what you can do with a lot of no code tools is you can actually build out the infrastructure for a SAS company just in your no code editor in make.com or zapier or na10 or something like that you don't actually need to do all of that programming you could have a function that you know you have some website on the front end that people log into and then they put in some uh website brief and they say I want a website that looks like this it looks like that it looks like that and then you could send that request to your make scenario that could generate you a bunch of HTML and then you could spit it back at them and then voila you basically have your own SAS it's just your SAS is through your no code platform instead of code right so per asset based pricing I find in practice tents work really well um for that and a lot of people are using that um I have done per asset pricing myself just a couple of times I personally did not find it super valuable I ran a Content editing SAS um that actually worked specifically like basically exactly like how I just told you you just put in your content then it would sort of edit it for you um and then I charge per asset there but let me give you an example here because why the hell else did I write all this stuff the example is you create a Content production system that's light years ahead of what most other agencies are doing you start selling it to content and SEO agencies on a per asset cost that means that instead of selling the system itself you sell the deliverable which is an article and then you just charge a certain amount per deliverable right so if I generate 20 articles a month as a user of your system and everyone costs 20 bucks well then I'm paying you 400 bucks you can implement this in a variety of ways you could have this be instantaneous pricing where every time you do it you need to pay although I don't really recommend that there's a reason why a lot of companies is like this credit based stuff because when you spend money that isn't like money you tend to spend a lot more of it if you've ever wondered that's one of the main reasons it's also easier to deal with on your end obviously uh so a lot of the time in practice people do is you'll pay a certain amount of money for a certain number of credits and then it's like well great now you have those credits what are you going to do not spend them obviously you know you got to buy a 100 articles in order to make it into our thing um you know you're going to find a way to spend that other 99 so typically this works best for modular saslik products where each deliverable can be separately priced and implemented this works for contents so articles blogs books um assets like PDFs white papers you can do proposal generators this way uh legal so contracts reports like I was talking about in that first or second example way back when right if instead of you charging them some cost savings based thing you in said just charge with 50 bucks flat per report that might actually make sense for people now the good here is that it's super easy to productize the initial upfront cost on the customer side of things is usually really low as well so um your deliverable costs usually a lot less than whatever the customer is doing before meaning that like as a company you can fix your costs and you can just make your your fee is a multiple of whatever it costs you internally to run your no code tool so if uh I don't know you're paying 5,000 bucks a month for software and then you generate a 100 articles it's sort of like $50 a month per in every individual article well if you charge a $100 per article you know that you're making 50 bucks on that right pretty straightforward that's kind of a example because you're probably never going to get to a point where you're spending $50 an article especially in our uh you know enlightened AI age so yeah it's the most software likee way to price it's definitely the most scalable now the downside is despite the fact that it's super scalable it takes a long time to make like good money here if you think about it the cost saving method that I talked about there you could charge $122,500 for a system that saves $50,000 you could make $122,500 today if you wanted to scale the $122,500 with a par asset based system well you need to sell 600 and something um articles right that might take you a lot longer to do so so it's a lot more scalable just like SAS companies but it takes a lot longer to grow um you're probably going to start from zero bucks every month unless you have some recurring model as well and the detriment is you also have to build infrastructure to track outputs which can be an ordeal in and of itself you're basically building like a whole other SAS app there not to mention no deposit unless you ask for one no way of paying off your startup costs and then the lack of lock in on the client usually reduces perceived value it hits your ability to like get that nice 10 15 $20,000 White Glove project price so I don't really do this to like make my money I've done and experimented with this a couple times but I'm bringing this up because I've seen it in my communities and there are a few people that are doing quite well all things considered all right now we make it to the daddy of pricing models uh this is the percentage of Revenue quick example you build this amazing LinkedIn DM plus voicemail drop system and it reaches out to people it leaves customized messages based on their profile you then hire a closer and install a closer in your business this is a salesperson that you know closes the deal your system takes very little setup time it's mostly templated and you're hyper confident that it works because maybe that's what you're doing for your own business that's how you're getting your own customers now you know of this old business acquaintance Dr Peter Who currently needs leads and who could use a system like this to scale up his business so you offer him a deal uh Hey Dr Peter I'm going to generate nurture qualify and close all of the leads using this system and all you have to do is fulfill them okay so you are a marketing company or maybe you you sell ads PPC I will generate you the clients and then all you have to do is just fulfill the clients in exchange all you're going to do is pay me 25% of the gross revenue of each deal maybe this is more money than you were paying before to get your own clients but it's consistent as hell and you know exactly how much money you're going to pay for it every time right benefits for you you can make an insane amount of money doing this you can make a crazy amount of money but you have to be really good at what you do and set things up so typically Revenue generating automations where there's a clear correlation between Automation and income work so this is almost always going to be something on the front end it's going to be sales right because we're doing a percentage of Revenue the good here is that you have super high earnings potential technically they're unbounded Partnerships like these are how you make the multi6 figure revenues I think if you look at anybody that's like between my Revenue range and maybe like a million and a half a month or something they basically all have some sort of partnership based thing going on where they will produce some insane uh leverage on the front end and then just take some cut on the back end you can kind of think of this like this is what a lot of affiliate people do as well they take a percentage of the sale attributed to the lead that they generate um and so on and so forth if your systems are good and you trust the people you partner with you can print money you can also use very strong offers in this way to sell clients for your own company because you handle everything and the customer pays zero I mean think about the offer right I think Alex porosi talks about the perfect offer and it's like we'll do everything for you it'll cost you $ Z we'll take like a certain percentage and if it doesn't work and you don't make this much will even pay you right it's like the perfect offer well you actually get to use the perfect offer um logically speaking you would have to be very silly to say no to something like that at face value it's like hey I only make money when I make you money therefore there's zero risk why the hell not that said you do have to make sure you trust the people so you should have a strong venting process if you do this now here's the bad the bad is you may not always have total control over the outcome here so you also don't get paid anything upfront right unless you structure it in a way where you do and some people do right like the growth partner model who was popularized by this one guy that I used to follow on Twitter somebody in the comments will know uh does this where like you I don't know pay 10 or 15 or 20 grand up front or something like that and you get like 7% of the revenue as well so you can offset this but you know just speaking percentage of Revenue you don't get paid anything up front which could impact your ability to deliver this at scale especially if it has high costs and again you have to be very good at your in order to make this work if you're not good at your your your service if you're not confident that you can deliver what it is that you're promising you're not going to make any money and it's just going to be all cost for you similarly to what I talked about before with the per outcome model unfortunately I find a lot of beginners get stuck here because they pitch some offer to somebody and then they say I don't want to do it that way I only want to do it if uh when I make money you make money so let's do it that way if you're that confident about your service you might as well right which I understand the idea but obviously that doesn't really help you get your agency off the ground if you're a total newbie right so again I ially it's a lot of newbies that try this stuff fail and then are like I'm never doing percentage of Revenue again but it's it's just a time and a place thing you just have to be skilled enough you have to be um obviously you have to have like this good uh a good Network in order to make this stuff work and you have to trust the people uh that you you partner with so obviously the big question is now which one is best typically my rule of thumb and you can do this if you believe in the stuff that I've been telling you guys about over the course of the last few months and if you don't you don't have to but typically my rule of thumb is if you're a total newbie the fastest way to go from that total newbie to that expert that I talked about earlier is to go hourly it is well established it's a very easy transition from a 9 to5 it's the way that the vast majority of the corporate world works so it's not going to be uncomfortable for you it's not going to be uncomfortable for the client all you're looking to do at that first stage is to make your first few bucks in the internet we minimizing friction just go hourly it's super straightforward after you get your first few clients and maybe one of those clients is an hourly retainer or something begin charging based on value remember I talked about two value based methods there was cost savings or Revenue uplift cost savings is going to be better if you're working with large businesses with small margins and then uh Revenue uplift is going to be better for small businesses with large margins tend to be a lot hungrier let's combine this with some type of retainer or subscription based pricing for added leverage so that you're not restarting from zero every month maybe this is like clients 1 to three maybe this is like clients 3 to 10 or 3 to 15 or something and then if you become a professional and you become confident your ability to start experimenting with per outcome or per percentage based um sales methods also combining with retainers or subscription based pricing for leverage and this is how I know assuming you've found that Golden Goose sling henling golden eggs or some like that whatever the saying go this is where you can start scaling up your Revenue extraordinarily quickly you'll eventually find some button on the internet that you press and every time you press you make dollar you'll just start spamming that button like crazy with a model like this um and you know you'll you'll start making a lot more money awesome I really appreciate you guys' time if you guys have any questions about any of the pricing models that I mentioned just drop them down below I'm on a YouTube comment binge right now and I'm responding to as many of these puppies as I possibly can otherwise if you do me a big favor like subscribe please I think that there's a big chunk of y'all for whatever reason that aren't maybe it's just cuz uh I'm blowing up a little bit right now or something like that and a bunch of new people are seeing my content but if you like me then just make sure right now to scroll down and click that button and I'll see you on the next video thanks so much have a CH to day


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# From UNEMPLOYED to Making $30K/mo Selling AI (CASE STUDY)

Starting in January, I was unemployed. And it actually got bad that my church community uh did a GoFundMe for my family so that like we could, you know, like keep the lights on. I have three boys and then a wife and, you know, running off trying to do some silly AI thing was uh kind of scary, but I was like, just give me one month. Let me try it out. And my plan was to join your class and just to like try try to get it done. It ended up being around 25K. >> That was in month one. >> That was in month one. Yeah. Yeah. Isn't it just so much easier to just get going with the actual core thing that matters and then just, you know, worry about starting that LLC after you've actually validated it as opposed to spending days, weeks, or maybe months filing paperwork or dealing with whatever rigomearroll just so that you have a business model that you realize doesn't work 2 months later. Like validate it first. Do you have any advice to somebody that's watching this right now and thinking, you know, this sounds great, online business sounds great, AI automation sounds great, but I don't know if I could do it. Oh yeah, I would 100% say, >> Mr. Cooper, great having you. Thank you very much for coming around. >> Thank you for having me. I appreciate it. >> So, let's just dive right into things. How much are you making this month with the automation business? >> Yeah. So, this month I am closing a little over 30K. >> $30,000 US. >> Correct. Yes. Not >> Canadian. Always have to double check. >> Yes. Yes. Yes. >> Dang, man. That's awesome. Congratulations. >> Thank you. What is that made up of? Like what sorts of clients, what sorts of deals? >> Yeah, sure. So, my like first really large client that I have, I'm still doing like custom work for him. So, about 15K of that is towards that and then another 10K on a new voice automation and then there's some retainers in there too from both ends. >> Nice. >> And then I have some other smaller clients that I'm doing some work for too. >> Cool. Cool. Like total number of clients up until now? >> I would say four. Four or five. Cool. >> There's a lot in the in the pipeline right now that like just are about to close and then uh we just need to get, you know, some work done for them. So, >> yeah, for sure, dude. That's awesome. All right. Well, let me know. I guess for you it's probably been, I think, over four months now, right? You joined, was it the beginning of this year? >> Uh, I joined right around um March. >> March. Gotcha. >> So, yeah, right near Yeah, like the end of March. >> Cool. So, I guess about five months ago now. Um, what were you doing before you found your way into Maker School and all that? Give me the whole backtory. >> So, I've been in tech and uh product management. I've been doing that for the last 10 years and I've worked at small companies. I've worked at um larger companies like Arizona State University and then the last 5 years I was at American Express. >> And back in July of last year, I got let go. And that was kind of a shocker for me. um being let go and like you thinking you're in the corporate, you know, ecosystem like you're you're good and you're fine and um so that was that was definitely a shock and was really difficult to find another job. I've always had like an entrepreneurial spirit. I've always wanted to do my own thing, but it was just difficult like getting startups off the ground. Like I didn't know how to raise millions of dollars and like how do I do that that last part? Like I got the MVP, I made the thing, but I don't know how to like make a bunch of money um or raise a bunch of money. I was able to get another contract back with American Express at the end of last year and they ended up cutting it short. So, starting in January, I was unemployed and it actually got bad that my church keep the lights on. And um I then started um Ubering and like doing just different gig work. And as I was doing that, I started, you know, I've always been an avid YouTuber, so I was just like listening to a bunch of YouTube stuff and uh got kind of going through that and I fell into the whole AI automation black box, you know, the whole that whole rabbit trail of YouTube. And I first entered into GoHigh Level stuff and I was like, "Dude, this is amazing. Like, this is so cool. Go High Level's awesome, you know, and then I start learning like, oh wait, most of these guys are charlatans. Like they've had never actually done anything. Uh they're just selling. you could call any local business today and get them whatever. And it's like, yeah, right. Well, let me see you doing this. And then they show their, you know, their Stripe account and it's from all their money they make educating people. And you're like, okay, you're a liar. And then I eventually fell into you and I was like, oh, this guy actually knows what he's talking about because I've been involved in tech and you can speak tech and you have, you know, a lot of street cred of like different things that you've built out over the years. So I was like, okay, I really like this guy. And so in March, beginning of March, my wife was like, "Hey, I really want you to like try to, you know, start really getting serious about looking for another job cuz I was trying to do like entrepreneurial stuff during that January to March." And I was like, "All right, well, let me try this AI automation thing. Just give me one month. Let me try it out." And my plan was to join your class and just to like try to try to get it done. Good plan. Yeah, exactly. And so I join it and I'm like, "Okay, I get all my cold email stuff set up. I get all that that going." I did sell some of the go high level stuff like so I had a couple like smaller clients. I just kind of like contacted my rolodex and was like contacting different people and so I was doing some of that but it's so like small and kind of insignificant. It wasn't like a big project that I that I knew I could handle. And so I followed your whole plan and got roasted on my Upwork and profile and everything else. And uh I then submitted a proposal on Upwork and the person like listened and and liked what I had to say. And um it was around like an AI cold email and or AI outbound system. And um I definitely felt confident in the cold email from what I learned from you. And like I started getting it set up with another client. So then I submit that pitch to him and um he liked it and he's an amazing guy. But he was also like I came in like just like your whole thing. I came in like lower. I was like, "Hey, I just want to build a relationship, work with you." And he was like, "No, like I really like you. Just give me something that's fair." And I was like, "Uh, okay. What the hell is fair? >> I know, right? >> So, I was like, okay. Um, so I kind of looked around and saw what people are kind of typically charging around and so it was around like 5 to 10K depending on like the detail of everything. And this was a super custom job of like sending all the info um back into HubSpot and everything. And so I came in with a around 20K and he was like, "It's a little bit over what I wanted, but I really like you and I want to work with you, so let's do it." And I was like, "Uh, okay." Okay. And then he's like also is there any other like I then pitched a whole bunch of other automation to try to like get a retainer? And in there I pitched like a whole new way of him using his whole system around using AI and he loved it and was like this is exactly what I need to do. Like this is amazing. And then I pitched other some other sales enablement stuff like auto presentation creator and like stuff like that. And so it ended up being around 25k um was the was the project. >> Jesus. And that was in month one. >> That was in month one. Yeah. Yeah. gotten the same you like to your wife and you were like, "Hey, so about this whole job." >> Here's the check. Yeah. >> Yeah. It was it was really cool cuz I mean before that, like I said, it was like, you know, maybe a couple hundred here and there of like little go high level stuff and it was like, okay, I had this whole plan of like making a website and doing this and doing that. And I love that you were just like, don't make a website. Don't even file an LLC. You're like, and it's it's like you can get so caught up in all the stupid business stuff that you don't actually end up doing anything. And so I was like, okay, I'll just make this Upwork profile and I will, you know, figure out how to position all my prior work and, you know, in my career and see how I can do this and uh it's it's worked out very well for me. So >> yeah. Yeah, there's just so much like inherent friction to doing all that stuff. Now, I'm not a lawyer. This isn't legal advice. Also definitely not a financial adviser, so take all this with a grain of salt, but >> so many people are worried about like the the tax implications and the legalities of like, you know, getting up and running, selling as an individual as opposed to a business. And it does depend on where you are in the world. But the way I've always seen it as is, wouldn't you rather just sidestep all that friction and just like start selling stuff, validate that you can sell the stuff and then if for whatever reason you do have to pay, I don't know, 5% on whatever BS that you just made, like you can deal with all that stuff afterwards. Like isn't it just so much easier to just get going with the actual core thing that matters and then just you know worry about starting that LLC after you've actually validated it as opposed to spending days, weeks or maybe months filing paperwork or dealing with whatever rigomearroll just so that you have a business model that you realize doesn't work two months later. >> Like validate it first, right? And then once you make the 25 grand or whatever the heck you made uh in month one, like you can worry about all that stuff later. It's just going to be a fraction or percentage of whatever net income that you're making. Mhm. Yeah, I totally agree. And I I've definitely fallen prey to that cuz like like I said, this isn't the first time I've tried to do my something on my own. Uh but it's definitely the first time it's been successful. Um and um and uh yeah, you can get so caught up in like logo designs and just stuff that's just not actually doing any of the actual work or getting something done. >> Yeah, dude. I I distinctly remember spending like two weeks on my website not realizing that it was just like it's like a fancy business card. Like if you're running like a SAS or something or you're like raising funds as you were talking about potentially doing um you know like your website matters right it's like your digital footprint if you're running like a surface business like trying to sell a service >> it's like a fancy business card digital business card like you know they're not going to care if it's printed on linen stock or >> super shiny glo like nobody gives a crap about that man >> right >> so give me a calendar booking >> yeah exactly yeah well and I think that's what's nice about like all uh kind of the Upwork like you you mentioned is just like everyone there is just ready for you to solve a problem right away, you know? Yeah. It's kind of like eye opening to see it work out cuz I was like I I was, you know, of the mindset like what am I like Fiverr? Like I'm going to be like like a Fiverr guy, you know. >> Um and I did not think I could >> find, you know, an amazing client from Upwork. So yeah, I think the further that I get into it, the more I realize that lead genen is lead genen and the only thing that matters is what is the ratio between your customer acquisition cost and then the average order value plus some weighted lifetime value. Like if you just zoom out enough like it really doesn't matter what you use to generate leads so long as it works. Once you've validated that that lead genen mechanism works, once you've made a little bit of money, you now have a business. You don't just have something you do on the weekends. Once you have a business, then you can worry about maybe taking some of that and then reinvesting that into alternative lead genen strategies like cold email and whatnot like we were talking about. >> But so many people get psyched up before they even start. They just say, "Oh, I've heard that this is bad, so I'm not going to do it." And it's like, just try it for yourself, man. Like you can figure this out pretty quick, right? Like as you saw, you know, you got some validation, some feedback within a few days starting. Was it the nicest? No. But you, you know, you got enough positive feedback to keep you going to get that actual major win, >> right? Well, and yeah, for me, I'm like, when you're making barely $200 a day doing Ubering, like you're like your back's up against the wall, right? And I'm just like I, you know, cuz I was making six figures obviously like at working at American Express and other, you know, big companies, but it was a shell shock to be in that scenario. >> Yeah, for sure. And it sounds like, you know, you got a family. You clearly have a cute ass cat in the background here. >> Got a lot. >> Exactly. Um, and so yeah, a lot of responsibility. I have three boys, um, 10, eight, and six. So, and then a wife. And so, yeah, I have a lot of responsibilities and, um, you know, thing was, uh, kind of scary, but I was like, all right, I'm just going to just listen to everything you say and even if I feel like it's silly, I'll just do it because you're done this more than I have. So, yeah. Yeah, fair point, man. That's awesome. Um, okay. Well, speaking about the six figures of American Express, then, do you do you have like a goal or did you have a goal when you started this business? I mean, $200 a day replace the Uber probably. Sorry. >> Yeah. The first one was to Yeah, exactly. at least make enough what I was trying, you know, scraping by with um >> uh I would say now like is to probably be around like a 20k MR would be really nice. Um I'm at like five right now. So >> like consistent uh recurring project based and stuff. >> Yeah. >> Yeah. Yeah. And so just trying to move into like more recurring. But the thing that this whole thing has done for me is like opened up so many opportunities too. Like even with this first client, big one, he he wants me to like be the head of AI for a startup as it's growing. And so I'm like torn. I'm like, do I continue the agency thing or do I like go and do this, you know, head of AI thing. And so it's just, you know, there's just so much opportunity, which is like a a good problem to have, right? especially in this economy right now with like what you see at least from the articles of like jobs and stuff like that and I definitely have seen it's insane how many people apply to jobs and it's it's hard out there for sure. >> Yeah, for sure. I definitely think this is a much bluer so to speak and it's so much easier to get paid what you're worth, right? Because you just have access to significantly more supply. You know, it's like one client paying you X versus like 10 clients paying you >> one over 10x. It's like >> if you lose one of them, you have significantly more leverage in the negotiations. you have >> total control over like the approaches that you take, you know, is with with like a job. Um, and I'm not just saying this to position maker school as an alternative to a job. If you have a job, like stick at the job, join maker school anyway, and then worry about quitting later. >> But, um, like when you have a job, like when things go well, you know, you don't claim full responsibility for the win. And when things go bad, a lot of the time, like it's completely outside of your control, then you bear the brunt of the responsibility of that going bad. aka you lose your job or whatever. >> So I feel like it's risk asymmetric compared to reward. >> Whereas when it's you when you win it's because of you and when you lose it's because of you. So it's just very fair that way and if you're a Compton operator like that's obviously what you want to do, right? >> Yeah. Yeah. Exactly. It's totally true. It's just hard when it's like >> now you know figuring out insurance or all these other things where you know having a job it was very easy to be like oh here you go here it's all done for you. So there's definitely that part of it like trying to get all that situated and everything. Um, and and convincing the the different families and the grandparents that are like, "Why why don't you have a job?" And you're like, "What do you mean? I'm thinking money." You know, >> like, "No, you should get a job." And you're like, >> "You're staying home all day." >> I know. >> Exactly. So, there's the family pressure, you know. >> It was brutal, man. Well, like I got into um self-employment, which later turned into, you know, because I think I was employed by myself first and then I eventually like ran a business where I was employing other people. Very uh big difference. But when I was very young, like very very young, and I had no responsibility. I had no family members that were leaning on me. I had no, you know, no cat, no son, no daughter, no nothing, you know, it was just me, myself and I. And god damn, was that hard. And I had nobody else. I can't imagine how much more committed and how much more the risk side of things are bigger when you go into something like that with responsibility. So kudos to you for making that bet. And obviously I imagine it involved a lot of long nights, probably a lot of really hard work to make it happen. You're sitting here smiling. We're laughing. You know, you're on the other side of that, right? >> Oh, yeah. >> Must not have felt that way when you were diving in. >> No. Yeah. I mean, with those smaller clients at first, it was it was easy. It was like, "Okay, I know to do this, you know, and then there's so many tutorials. I can figure this out." But like with this um with this bigger client, it was uh it was scary for sure cuz I just felt like I know I can do this, but I don't want to screw it up. And if I do screw it up, I'm just going to give him the money back. like I I was totally fine with that because I I I don't know. I'm more quality over quantity. I'm more, you know, just want to do a good job. And so I was like um I I knew that that I would I would do that. So I um so I I surrounded myself with a lot of good people. That was one thing I knew when I especially when I was kind of putting this together, I wanted to make sure I could get it all done. And so I, you know, know a lot of different people. And so I'd reached out to different people like, "Hey, can you help me with this? Can you help me with that?" And what's crazy about product management is I didn't realize I was basically a mini agency owner for the longest time. Like I as a product owner, you work with the the business side and you understand what they want and then you go to the developers and you get it built and then you're kind of keeping everyone happy and keeping everyone at bay. And so it's like I've basically been an agency owner for the last 10 years and I didn't realize it until I was. >> Damn, I never even thought about that. So you're yeah you're basically performing the similar function where you get like you know scope requirements and stuff like that synthesize them and then translate them into something that the client understands. >> Yeah. Exactly. So it was like all built into my like proposal and everything. I already knew like hey we're going to build this agile. I'm going to have weekly milestones. I had all this like set out how I was going to do it cuz I knew that's the best way to get software made is you have to do it quick and you have to get feedback immediately. I've basically been doing this uh for the last 10 years. Just I wasn't making any of the money. Yeah, a hell of a realization, huh? You rectified that good enough. How was um software to no code that transition? >> Well, so in product like you don't really develop, you know, uh so I can read most code. I definitely know APIs and integrations. So the no code and maker stuff was really very easy for me to kind of know how all that works. The cold email side was a lot I felt like harder because there's so much marketing involved in it. Um, and so I'm like I'm not really wanting to sell the cold email kind of machine anymore after kind of doing this big project cuz it ended up becoming like they wrote the script because they didn't like the direction I was taking with it and then they had their own opinions and then then you know so it was just so much back and forth just around copy and I'm just like oh my goodness. I found I really liked the voice side. I have a background in film and lighting and so the voice for me almost felt like script writing and Sam Alman has talked about this that like with AI now we can do software on demand. Um and so I came in with the pitch with already like a pretty killer voice demo that was fully integrated with with Gohigh level. Um but we ended up doing it all into HubSpot. But it was like it was fully integrated. I talked to it. It took notes. It sent me an email. It did all this just in my demo. And I prided myself on being kind of a funny guy. And so I added a lot of humor to it. I just wanted to be out there, you know what I mean? And so I added a lot of like quippy jokes and some of it I wrote myself. Some of it I pre got like I went to AI and like pre got a bunch of like they do tennis and pickleball so I got a bunch of like tennis and pickleball jokes and then I the ones I thought were funny I added them in into my script. >> I think that's where like you know AI and other things excel is like being able to like add in your own personality into it. And so that was kind of, you know, very helpful to kind of like have him see it and be like, "Holy cow, this guy can do this." And I'm like, "Yes, I can." >> Sure, dude. Man, people do business with people they like, right? And like that's a big that's a big chunk of it. So just showing that you're also just like a person. Um I think goes a long way. >> You know, it's silly, but back when I was going door to door, I was working off this like old school sales script and yeah, I was just chugging it like 50 80 times a day. And I did that for like a year basically almost every day. And there's this one section of it which I always thought was stupid and it was like building rapport. It's like one artificial way to say like being a cool person, you know, it's like building rapport. Ask them questions about themsel and I was like ah yes, I must ask questions about them. It was so artificial and stuff like that. Um but like when I abandoned that I did very poorly. Like when I actually took relationship building and I considered that like a core part of the sale uh I performed significantly better. It's not like freaking rocket science, right? I feel comfortable giving my money to Cooper because he's just a cool, fun, relatable guy with a cat in the background. Definitely would not feel the same, you know, chatting to somebody who's like very dry and robotic and is clearly just there for >> uh positioning needs and and problems and solutions and whatnot. So, that's cool, too, man. Like, don't knock the soft skill side of things and like the relatability and whatnot. Obviously, we chat big about specific tactics and, you know, how to implement our services as uh effectively as possible within the given market, but also just being like a cool dude that you'd grab a beer with goes really far, too. >> Yeah. Well, I mean, hopefully you can back this up, but like with any sales, it's all about building trust. >> And so, trying for them, you know, to trust you, coming being presentable, speaking fluently and confidently. Like I said, obviously you can hopefully back it all up. And I I believe I did because, you know, the things are working. The cold email is working really well actually. They have over 10% reply rates. Um you know I know >> that's interesting. >> Uh our bounce our bounce uh our bounces you know are doing fine. I haven't lost any mailboxes like so deliverability is working really well. Um that that was helpful to uh from you but then also to uh Jay uh lead genen Jay. I learned I learned a lot of tactics from him too. Um and so >> yeah. Um, and then voice, like I I just followed like tons of different communities and and um like like I said, voice is pretty it's pretty straightforward. It's definitely like more around I feel like the creativity of the conversation, knowing how to hold a conversation, how to not like a lot of people build a lot of voice agents that are just like, >> "What can I do for you? Tell me what to do." It's it's almost like you're being held at gunpoint by the AI. It's like, "Whoa, man, calm down." Um, and so I try to build it to feel conversational. Try to quickly get them to reply as fast as possible so that they are talking to the agent, you know, and maybe after two or three sentences, they realize, dang it, I've been talking to a robot. And for some reason, they're like, I don't want to hang up cuz this is kind of interesting or, you know, cuz if you just go in with like the pitch, then it's just like click, you know. Um, so yeah, it's been fun. >> That's super cool, man. What a set of skills. Very, very high income skill right now. So kudos to you for developing that. >> Thank you. What are you spending your time on right now? Like walk me through a typical day in uh Mr. Craig's life. >> It is crazy. Uh for sure. There's um so I mean obviously like checking communications, Slack, emails, and just replying to any of those kind of things. I'm starting to build out a team. My buddy who's like my CTO, he's he's helping me, but he's been busy with other things. And so I' I've got like now like a senior dev that's helping me with like a lot of the NAND and any of those kind of like super technical integrations. So I have him helping me with that. and then just some other people that have been interested in like wanting to learn about sales and so they're kind of trying to make calls and doing doing stuff stuff like that. So, I'm starting to build out um a team, but yeah. So, communications and then just committing to like some milestone that I want to get done, whether it's like building out a demo for my first big one and then the second one right now that we're working with, it's a voice agent within HubSpot. And so, we're just kind of in that whole pipeline of just getting all that made and testing and making sure it's everything's working. And then what I need to get better at is then the other end of like getting more clients cuz like the smaller ones, they haven't really grown into anything. And then that really big one, I focused 100% of my time on it after we were done in like May, June, and July was still like picking up other pieces with them and trying to fix some certain things. And so I hadn't like I went back to Upwork and tried, you know, but this time I was like, well, I can make a lot of money. So I put in like higher bids and no one even opened my proposals. Um, and I was like, "Okay, I got to play the whole like come in for pennies because I don't have a good Upwork." I mean, I literally have no reviews. I don't have, you know, of course. >> So, yeah. They don't know who I am. Um, and I I try to get my Loom videos to be like, "Hey, I'm awesome. Look at me." Um, but >> do you know who I am? >> Yeah. Do you know get 155 likes, >> but they don't they don't open my proposal at all to even watch my video, you know? Um, >> isn't it interesting how like how much of a game everything is? Like I mean I'm I used to play tons of video games as a kid. >> It is. Yeah. >> Like Upwork is like a game, right? Like there's a bunch of these buttons that you press, you know, X, Y, AB, whatever. If you just press them in a specific configuration, like you keep the prices a little bit lower, come in, prioritize a sales call, deliver, demonstrate high value, you know, foot in the door, and then grow your thing. You'll do really well. Cold email is similar, right? It's like plausible deniability in the subject line. Like make us they they don't are you a customer? Are you like a friend? Like what the hell? you click on the email. Whoa, no-brainer offer. Okay, sure. >> Like there's just all these little games that you have to play. And uh honestly, your intentions don't matter. It's just like what what is your performance in the game? As Shane does, you could be the biggest hot shot ever. And I see a lot of people join Baker School that have like crazy experience. Like you have you have a very good CV, right? MX uh you know, you talked about a couple other companies a moment ago, product uh uh development, stuff like that, but like dude, there's some people out there that like I personally closed $150 million in sales and it's like, >> you know, and then they get like zero success on it cuz their CV, you know, like the cover letter sucks. >> So just realizing that it's all a game at the end of the day. I mean, it doesn't seem like it when a gun's to your head and you, you know, like drive an Uber, can't pay the bills or whatever, but like when you put yourself in that mindset, I think, um, it's almost like that natural kid mindset of just like playing a game and uncovering how it works, I think you perform a lot better. And I have a feeling that's what you did in your first month, man. That's why you crash. >> Yeah. I mean, it totally is. It's Yeah, it totally is a game of knowing and just got to know what the rules are, you know? And one thing like I've learned as I've gotten older and matured and like you had broughten it up in your Maker School course around like how valuable speaking English is. I just never realized like how fortunate I am that I am a native English speaker and like just realizing like what you have in Maker School like you're working with a lot of people, you know, all over the globe. And so I was like, man, that's that kind of sucks. Like like I wish everyone could speak English super well, you know. Um so I just just things like that. It's like that perspective of realizing like how fortunate you are just where you're born. Um yeah. So >> yeah, dude. I was asked for the highest income skill um a few videos ago. I do this daily updates thing. I'm not sure if you've seen it but >> Yeah. Yeah. I follow it. >> Yeah. And somebody was like, "What what would you say is the most valuable skill to learn?" And then I'm pretty sure I was just like English. You know, English simply because it's like the de facto business communication language right now. And you can certainly make money speaking whatever language you want. Like obviously you can. But um this one just has the widest uh like market penetration, widest accessibility, widest um correlation between countries with high labor productivity. >> All these platforms just like default to it. So just the simplest straightest line path. And I feel the same way. I feel the same way, man. Cuz um yeah, luck of the draw at the end of the day, right? Like flip a coin, you could have been born somewhere that did not afford you that same access opportunity and whatnot. and you would have had an entirely new challenge literally learning a whole language that you would have had to to juggle or tackle alongside the stuff. So much respect you every time that I'm like talking to somebody and this is an aside not related to any of this business stuff. I was just thinking about the other day like anytime I talk to somebody and they are in um their native language is not English and they are speaking English to me and I'm like I'm talking with them and I'm you know we're discussing whatever and then you know maybe there's some peculiarities of the ways that they're phrasing certain things. I'm like that person is so goddamn smart because they're communicating with me and they're just fundamentally disadvantaged in some way if we're honest. They're fundamentally disadvantaged. they have like they're like painting with like a thicker paintbrush that isn't as fine detailed and they can't draw and make all the same little things that I can simply because you know they were forced to get all the concepts from their language and then shove them into English boxes which may not be onetoone and I always think about I always think about it that way like anybody that is forced to communicate at that like disadvantaged playing field that like doesn't have a lot of time into it like how courageous and how much intelligence is behind like that brain that is constantly fighting that uphill battle. Like it's always just so impressive to me, you know. >> Mhm. >> So, >> for sure. >> Yeah. Kudos to anybody that uh is doing that, >> too. There was I forget the guy's name, but he had this like super famous tweet now that it's like um I forget how it's worded, but basically that like English is the best way to write code now. >> Um and it's it's so true with AI and like that's just how you're interfacing with computers is like they're all written in in English. Um so, yeah. >> Yeah. True. Don't tell that to China. Game over. Yeah. >> All right. Cool, man. So, yeah, you know, in terms of like day-to-day, I I heard you a moment ago talking about how you're juggling various things. Things are pretty busy, though, to be clear at, you know, $30,000 in the last month, right? >> Yeah. It's like managing like all the clients and like keeping them all, you know, happy and they're making sure everything's working well and Yeah. Um Yeah. So that's why I'm like trying to get more of a team to help me out with certain >> Makes sense. Yeah. No, I totally feel you. >> Which is kind of the I know like I wouldn't say the opposite, but you don't really recommend that. You kind of re recommend the one guy thing and so I don't know how to I I need to productize. I know that that's what you talk about. I need to like get a product um because I'm kind of in the agency scramble mode. You know, >> you kind of have two paths, right? Like hit that fork in the road where it's like you're big or getting bigger. You know, I don't know 15 $20,000 a month. Depends on you and your technical ability. But then you kind of have those two paths. The one path is like, okay, now it's time for me to learn management skills, become a better manager and like synthesize a team. So that's like path one. That involves obviously a lot of hiring, a lot of like vetting, a lot of talking for the most part. And the second path, if you just hate management like I do, it's like, okay, I could figure out a way to systematize the business, so I don't need I don't necessarily need those people yet. And uh that involves a whole set of different skills. Uh I think and I think both paths are fine. Like it's not that one is inherently better than the other, but I know for myself as somebody that has managed teams um over 20 people, I just dislike it and I it's not really where I want to put my my time and energy. >> Now the real alpha is when you can find a way to you know combine both. You get like productized set of services and then you get like the skill necessary to hire people to implement those services really well because with standardization there's not as much of a quality drop off as there is when like you know you the exceptional founder delegate something. Um, and that that's really where like the greatest agencies uh live. One of my friends and old clients, Joe Davies, he runs an agency called Fat Joe. I think they do like over 10 million a year. Um, he's a really good example of like an agency that's that's done so, you know, SEO productized content and stuff like that, but like they productize the nth degree and then they also have like really strong hiring practices, really good team culture, and yeah, you know, that's why they make over $10 million a year. >> That's awesome. Yeah, I'm I'm working on um just because I like I said, I've enjoyed voice. Um I'm working on uh like a productized voice um agent. So currently calling it voicemail pro um.ai is the website. And uh because as I've talked to different business owners, a lot of them, they all pride themselves on customer service, which is yeah, of course, but then I'm like, well, who talks to them when when you're closed? Oh, well, they you know, get get a voicemail or call back later. And you're like, so it's not the best customer service that you can provide. And so realizing that like doing miss calls and voicemail um kind of like a smart voicemail where it's an AI agent that this one would just be pretty cookie cutter just answers talks to them kind of if it qualifies that it's maybe kind of urgent it'll maybe try a different number that it has of the owner uh and try just to forward it so it you know makes like a warm transfer >> and then if it doesn't then it'll just send an email recap of of the conversation to the owner with the other person CCD saying hey this person has reached here's what they, you know, wanted help with. >> Um, so at least that like feels better than just like leaving a voicemail, you know? >> Yeah, for sure. You get immediate feedback, too, which is important. A lot of the time, you know, you get hit that voicemail and you're thinking like, oh, >> I guess they're not there. I'm going to move on and call the next person on the list and then you just lose that business forever. But with you, it's like you're connecting with somebody and then there is some plausible deniability that that is being handled and dealt with and if it's urgent, it will be handled and dealt with. It's a great system. >> Yeah. And then like going up, so that's like the entry level like maybe $300, $500 a month. And then then going up there is like more of the custom stuff that I've been doing where it's like we get into knowledge base, we get into this, we'll connect to your CRM, it'll do a lookup and check the and you know, just getting to way more like of the difficult custom stuff. Um, which it's it's not actually that difficult. It's more about the refining and making you know, managing expectations. That's the big >> very true. >> That's the big one, >> dude. Your um $300 to $500 thing. I mean, it depends on the vertical and depends on the sort of business you're selling to. But I see no reason why you can't sell it for like five times that amount. I mean, if you consider just like on a monthly package basis, like the number of calls that occur outside of some defined business hour if it's a brick-and-mortar business or it's one that operates in like an 8 to 10 hour time window, like a lot of businesses, unfortunately, >> you know, like a sizable portion of all of their inbound is coming at times that they're not available. Perspective inbound. Um, >> you know, a lot of these businesses, man, they work like 9 to5. And it's like, well, that's when everybody else works, so they want to call it six. >> That's that's like 30% of your business. If a company's making, let's say, 20,000 bucks a month. And if you can offer them a solution that allows them to recoup 30% of their business and make six grand a month, like you can charge like 1,500 to 2,000 bucks a month for that. Just just letting you know. Um, just off the top of my head. >> Okay. >> Yeah, >> that Yeah, that would be awesome. >> Anybody that wants to buy this Cooper's website, right? Yeah, that's funny. My mom said the same thing. She's like, you you should charge more than that. I was like, is it I feel like that's kind of I'm like, okay. >> You're like, "Mom, you don't know anything about Wait a second." >> She knows about what you're worth, Cooper. >> Exactly. If anyone does, it should be your mom. >> True that. Uh, okay, man. Just last question. Do you have any advice to great. Online business sounds great. AI know if I could do it. >> Oh, yeah. I would 100% say that learning AI and automation is one of the most valuable skills right now. The adage that everyone's saying is AI won't take your job, but someone who who uses AI will. >> Um, and I think maker school, you put it together in such a good way. Like even if you don't want to run an agency, like you're going to learn the skills and learn like how to get work that you're going to be getting paid to learn, which is kind of crazy. Um because there's so much so much work out there. Um and that people are willing to take a bet on someone if they know that you can get it done and work hard. And I think that one aspect of your school I found is unique is the community part of it. Um I asked a question in in an AI um community and I asked it in yours. Uh and the other one got zero and this is a very expensive paid community big YouTuber guy. Uh and um it was a simple question around like hey when I build someone an automation do I build it under my account or do I build it under their account? What do I do? No replies. And then yours had like five replies and then you came in also and replied and it was like holy cow. Like that's insane to uh this community that's actually fairly cheap was able to you know provide that level. One last thing that I think is really unique to your course that I've not seen in many and I' I've joined different masterminds is the whole accountability roadmap. Like that was just so good. Even though I only maybe did like one or two weeks cuz I then have been busy working. Um >> that's a success. Damn. >> Exactly. Um but it was just insane that you had like this whole thing like day two you're going to do this, day three you're going to do that. And I was like okay. And it was just kind of nice like hey Nick there you are. All right. What do I do today? Um, and uh, uh, I need to get back on the horse because I want to get a better like pipeline and be kind of doing that better, but I'm just been so so focused on like fulfilling and doing fulfilling the best way I can. So, um, >> makes sense. You know, there's a lot on productization months two and three. Um, I think as you proceed through it when you do eventually double back, like you'll probably answer a lot of those questions that you had about how do I pitch voicemail proi and so on and so forth. But dude, just want to thank you from the bottom of my heart for both joining Maker School. Spending a whole day of that Uber salary on this program >> made a really big difference. >> It did. It was the best. Yeah. Risk. >> Yeah. Talk about >> I have savings. I have savings. >> No, no, I know. >> My last $200. >> What should I spend? Got that Ryan Gosling energy. Dude, you got like you got a lot of energies going on. I don't know. It's tough to say exactly which Ryan you are, >> you know? >> Hey, well, Ryan Gosling's a good-look dude. So, you know, if I if you're saying I have that, then I'll I'll take it. I'll take to the bank. >> Yeah. I figure like it's it also depends like which movie we're talking about. It's like >> Oh, sure. >> Ryan Gosling in like the in Barbie. >> Yeah. Yeah. That's a little bit >> Ryan Gosling. >> Like notebook, right? >> Yeah. Yeah. It's very different from Ryan Gosling and like Crazy Stupid Love or something. >> You know, the the Driver. I love that movie of Ryan. >> Just a sprinkle of like the autism plus the badass. Yeah. No, I get it. I could see it. >> Uh yeah. Well, yeah. Okay. >> Just I'm just  with you, man. >> No, I uh I do I do really appreciate it, Cooper. The consistency and the dedication, getting the win, and then showing a bunch of other people just how possible it is as well. I very much appreciate that. Also, just a cool dude to get to know. So, thank you very much for the call, blessing us with your time, bud. >> Yeah. Thank you. >> All right.


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# I Built An AI Asset-Based Lead Gen System (Free Template)

Today I'm going to be building an assetbased AI lead generation system. Essentially, we're going to be scraping customer data and then generating a custom lead magnet or asset for them using artificial intelligence and some pretty smart prompting before finally adding them to an email campaign and running this on autopilot. The same approach is being used by myself and many other people in the AI and automation industry to generate reply rates of over 5, 10, or even 15%. I'm going to run you through everything you need to know in this video. This is what the system looks like. We're starting by scraping an audience on Appify using the Appify run an actor node. What this is doing is this is going out on Appify and then scraping a web service called Apollo, which gives us a big list of essentially email addresses, first names, last names, websites, and everything that we need to run a successful campaign. From there, we're getting all that data using the get data set items node. We're then scraping the customer or prospect I should say website using an HTTP request which delivers us a bunch of HTML. We are then parsing that to text. The reason why we parse it to text is it just allows us to feed data into our first open AI node. This open AI node is responsible for essentially returning a bunch of personalized context about both the website, who the person is through the various fields Apollo returns, and then it gives us some unique angles that we could use to write a custom asset for them. Now, the custom asset I'm doing in this video is a newsletter. So, we actually go through and we generate a highquality piece of content, essentially a newsletter using a format that I've used before for my own newsletter that had the founder of HubSpot follow me a few years ago. And then we're taking that newsletter, converting it into HTML. Once it's HTML, we then use it to create a Google doc. This Google doc is a high-quality asset that includes some customized messaging up here saying, "Hey, we just put this together for you. I really want to work with you. So, here's a bunch of value up front. Then, we have the actual newsletter down below. Now, this newsletter um doesn't look beautifully formatted, but if I were to add a little bit of space before and after and then change up the maybe the font or something like that, I'm sure you guys could see how this could be a very high quality and and uh beautiful piece of content to receive completely out of the blue. And then finally, what we do is we do an HTTP call to instantly, which is a cold email service, which will allows us to add them to a sequence that allows us to send this stuff out on mass. Now, we can realistically go through a,000 leads a day, creating a,000 custom assets, um, significantly improving the probability that somebody gets back to us. And then at the end of it all, what we get is we get something that looks like this. For person, I wrote you a newsletter. Hey, person, I'm a big fan of your work. was on your company name's website earlier. I know that giving value up front is how you form connections. So, I thought I'd start with that. If you have any interest, you could find it here. This is how high quality people are doing cold outreach today. Because the bar has gone up so much, you got to deliver value. You got to do it up front. And usually, you got to do it without some sort of super crazy hard ask. Although, you can experiment with asks and whatnot. I have over 2,400 people collectively across my two communities that are experimenting with approaches like this. So, I literally get to see them firsthand. this video is for you and for them to take as a nugget to build out your own high-quality assetbased generation system. And I'm going to dive into building it right now. Okay. So, why assetbased AI lead genen systems? Well, the first is the bar for cold email is going way the hell up right now. So, a lot of people are getting into cold email understandably cuz I and a bunch of other people are talking about it. And because of this, you basically need to offer more and more and more value if you want your emails to make it through the noise. The other big thing that makes this possible now is AI is just now getting to the point where it's good enough to produce actually valuable assets. Okay, up until quite recently, this was not the case. If you had AI try and generate a Google doc or something like that and it was longer than maybe a paragraph or so, the quality of this thing was usually very poor unless you were prompt engineering pro. So now we're getting to the point where AI is actually good enough and capable enough to generate assets. I'm going to show you what that looks like. And ultimately what we're going after is we're going after those higher reply rates. So um yeah, that's that's the whole idea here. How exactly are we going to do this? Well, if you think about it logically, and I haven't built the system yet, I'm going to be doing all this stuff live in front of you because I want to show you guys what a real build process looks like from start to finish. What you're going to do is we're going to start by sourcing some lead data. Then, we're going to scrape the website and the socials of the person that you know leads whose lead data we're scraping. Then, we're going to use that to create a custom asset using AI. And we could do any sort of custom asset. YouTube titles, we could write a whole newsletter for them. We could write an app for them. I might do the newsletter thing um just because I think that's a little longer than YouTube titles and then it's also less work than an app. So good length for this video. Then finally, we're going to add it to a cold email campaign. In my case, it's going to be instantly. And I'll actually go and I'm going to write this for you as well. Then we're going to launch this and then we're going to check back in on this in I don't know 2 weeks or so and I'm going to make another video about it. So I'm pretty excited for this. Obviously more content for me. Um and I think this is also going to be a really cool system to walk you guys through. So let me actually go ahead and set something like this up. Very first thing I'm going to do is I'm going to open up a new.com scenario. And I'm going to call this assetbased cold outreach system. And we're going to be able to do most of what we need to do just in this one scenario. Okay. So, as I said, the very first thing we need to do is we need to source the lead data. Currently, the best way to source a large volume of lead data is using a platform called Apollo and then scraping Apollo with Ampify. So, I'm going to run you through what all of that looks like right now. Okay. So, first and foremost, I'm going to go to Apollo.io. I'm going to log in. I'm now in the account. Looks like we got dark mode enabled, which is awesome. And then going to go over to people. Cool thing about people is we can actually construct our own lead list using various filters for Apollo. So, you can see I've actually already created a list for creative agencies. That's uh more or less my my target audience. It's who I usually go after, hence why I created this. Let me zoom out a bit, make this a little bit more visible. On the left hand side here, we have a bunch of job titles. Founder, partner, co-founder. Um, then underneath we have location, person locations, United States. Then underneath here we have employees, one to 100. I'm actually just going to remove this filter and see if we get more records. Looks like we got marginally more records. Not too many. And then u maybe why don't I just uh open up uh locations so that we get location people from everywhere. Basically here we see 2,149. Okay, cool. So basically this is the most general audience ever and I'm doing this as proof of concept, but I'm just going to scrape this audience and then I'm going to pump them into an email campaign and then generate custom assets using some scraping. Okay. All right. So, once you have the Apollo search that you want, what you do is you copy this URL and you pump it into this platform, Appify. And what we're using specifically is we're using an Apollo app scraper called code_crafter/apollo-io-scraper. It allows you to scrape up to 50,000 leads per search URL. What I'm going to do here is I'm going to click try for free. Then over here, I'm actually just going to pump in this search URL. In terms of total number of records required, I'm just going to type 500 here because I want this to run as a test first. I want to make sure that this is all good to go. And now this is going to go through the process of scraping these leads for me. Okay. And we just wrapped up. As you see, we got 500 results in that data set. Now, I am doing this manually just because I want us to see what the data looks like manually before I go into the rigomeroll of putting all the work in and building out automated systems. I'm just going to export this really quickly. Um, we could omit a bunch of these fields. I think I'm just going to leave them all. Let's download it. I'm going to sheets new. Just a quick and easy way to open up a Google sheet and then import the um lead list that I just got using this little feature here. File, import, upload. And then I just append to the current sheet. That way I don't have to make a new one. Once this is all done, we can actually see all the data in front of us. So, as you see, we got a ton of data. We got the city name, we got the country name, we got the email address of a fair number of these. We got the catch all verification status. Some of these will be verified right off the bat, which is nice. Then we have a bunch of employment um related stuff, right? So we have employment history 1, employment history 2, and so on and so forth. Now, API is kind of annoying about this unfortunately, but we can go all the way back all the way back all the way back to the right. Um you'll see that the vast majority of these people are co-founders and founders. So what that means for us is okay, there's um there's like a website uh for the organization, right? Well, odds are if they're founders and we have a website URL tab here, they're the people that created the website. So, we can actually do is we can go on the website, then we can go on, I don't know, their social media profiles, their LinkedIn profiles. We can scrape a ton of stuff from their website, scrape a ton of stuff from their profiles, and actually just like add that all to like some big, I don't know, context variable, and then feed that context variable to AI and say, "Hey, based off of this context variable, and then based off of um this structure, I want you to write a high quality newsletter, a high quality email, or a high quality asset." That's basically what we're going to do. Okay? Okay. Okay, so let's actually take this now and use this information to create an asset. Now, um I did test to make sure that this worked using the Ampify scraper. What I'm going to do now is just jump right into make.com and verify that we can build out a scraping system using that. So, very first thing I'm going to do is go to Ampify. What I want is I want the run an actor. Okay, this won't run the actor that we just triggered manually, but it'll do so using an automated uh mechanism. I'm just selecting the right email here. The actor I'm going to look for is going to be the Apollo Scraper. Scrape up to 50K leads. I'm going to click run synchronously here. This just means it's going to execute directly in this scenario. There's some nuance there, but um if you're testing something that's pretty quick, you can generally get away with it. Then what we want to do is under input, go to JSON and just copy everything that we have here. Okay. And make sure that you're um using the right one. Actually, I think I might have reset that. So, one sec. Let me go back to input. Okay. So, copy the input from the specific actor run. Go back to here and then just paste it in. For now, I'm just going to hardcode that same URL that I provided earlier. Um, but as I'm sure you can imagine, you could make this dynamic if you wanted to, just by having a Google sheet as input or something. Everything else here is going to be normal, the same. And then the way that the appy module works in make is you need to get the data set items after you're done running it. So running it is one thing. Getting the data is another thing. That's what we're going to do next. Head over to Appify and click get data set items. Perfect. And what we do is we feed in the default data set ID as let's see this one right over here. Okay. So that's default data set ID. Now, the issue with this is if we wanted to test this right now, I would actually have to rerun the whole thing. So, if I were to, you know, click run once, it would actually go through and spend the next couple of minutes running it just like I did a moment ago manually. I don't really want to do that. I actually already know what the default data set ID is because it's actually I'm hidden over here. I can actually just copy this. I can go here, unlink this, move this over here, and then I can actually paste this in and hardcode it. The value in hard coding it is now if I click and then click run this module only, you'll see we actually have access to all that data that we had before. I just don't have to like wait five minutes to run it every time. So this is what I call um uh it's like iterative testing. Okay, module by module testing and you can hardcode modules as long as you're using um one module as the data source for the entire flow, which I'm going to be using this one as the data source for the entire flow. This is okay. And then it allows you to like cut the testing loop down quite a lot. Okay, so once we have this stuff, what do we need to do? Uh well, if you think about it, what we want to do is we want to look to see if they have a website because we're going to use the website for scraping. So, I'm going to go and put in a I think I'm just going to do an HTTP request module from now on. Uh, I'll do make a request and the URL is going to be the website. Okay, so I'm just going to feed in the website URL right here. The method is going to be get body type is going to be raw. Content type is going to be JSON application JSON. We're going to parse that response. And if you think about it, we need to add a filter in between the get data sets and make a request module cuz not all of these are going to have a website. So, I'm actually going to check to see, hey, does this website exist? If it does, then proceed. But I'm also going to check to see if they have an email because if they don't have an email, well, then I can't really do anything either, right? So, basically, we want to check, hey, does the website exist and does the email exist? If so, we can proceed. All right. Now, I'm actually going to run this as a real test, and I'm just going to see what I get. So, let's do limit three. I'm going to send three HTTP requests that the first three results that are being returned here. Okay. Anytime a module returns multiple bundles like this one, um, all subsequent modules will just run one at a time. So that's what's going to happen here. Click run once. Looks like all three of those had websites and emails. And then we perform three HTTP requests to scrape the site. We got one here. Looks like we got another here. And then it looks like we got one final one down over here. Okay. But do you notice how all of this is like HTML? It's very dense. It's very difficult. and annoying for us to get through. It's not like uh what I showed you guys a second ago and actually went on that person's website. Well, a very quick and easy way we can transform this into text is using the HTML to text module from the text parser. Okay, what we do is we feed in the HTML from the previous module. And then by doing so, we're actually just going to output a bunch of plain text. The value here is when it's a bunch of plain text, it's really easy for us to pump this into AI, right? So, let's do it. I'm going to run these three tests one more time. Going to ignore any warnings. Let this go. And now what I'm going to do is I'm going to see how many of these actually got the right text. Okay, check this out. You can see we actually got a bunch of information about that MIA website, right? All of the data here is basically accessible to us as plain text. Wonderful. If we go down here to the second one, see, same thing with website number two. Beautiful. And then how about number three? Go down here. We get access to most or all of the text here as well, which is nice. So, what do I want to do next? Well, this is where um AI comes into play. We've now demonstrated that we can get a bunch of data about the person using the appy module. Now, we've also demonstrated we can get a bunch of data about the websites using the HTTP request module. Well, now what we want to do is we want to feed all that into AI and have AI do something really cool for us. So, I've actually gone ahead and I've created a couple of prompts that I was considering using at some point for a system like this. And I'm just going to copy those prompts over and show you guys what I mean. But let me run you through logically on how all of this is going to work. Okay, first things first is we are going to have to have one open AI module to extract all the information. And then we're going to have another open AI module generate a newsletter with this information. Then we're going to have that newsletter um be added to a Google doc. And then after that Google doc is generated, we're actually going to append it to an email somehow. Okay. So, first things first is I'm going to go over here and uh what's the model I want to use? We have a lot of models available to us, right? 03, 03 mini. Very cool. Um the one I want is 4.1, I think. Yeah, GPT4.1 just because that's the smartest one as of the time of this recording. Then what I'm going to do is I'm going to add a message. I'll go down to system. I'll say you are a helpful, intelligent newsletter. Let me just move this over so you guys could see. Newsletter writing assistant. Okay, that's what we're going to that's what we're going with right now. Then under message number two, I'll say, "Your task is to take as input information about a website and a person and then return a fully a customized polished newsletter that I will use as a lead magnet to sell them on stuff. You'll receive your data in JSON using the following format. And uh we're just going to have three fields. Okay. Oh, sorry. Actually, I'm kind of jumping ahead here cuz I'm not generating the newsletter. I'm not extracting the data. Okay. Anyway, whatever. I'm just going to do this and then I'll make one before. Um what we're going to do is we're going to generate three fields. Okay. Um the first field is going to be website context. The second field, okay, is going to be person context. And then the third field is going to be unique angles. Okay, your task, your newsletter example to write your newsletter, you'll be using the following example. What I'm going to do now is I wrote a ton of newsletters way back in the day. So, I'm actually just going to go to one of my newsletters and copy the formatting over and paste it in. And because the context window is so huge and because GBT41 is so smart, it's going to essentially mirror my tone of voice. It's going to mirror my language. It's going to mirror everything that I need. And then it's going to almost like um replacing variables in an email. It's going to go in and intelligently replace the content so that it matches the the customer information. Okay. What I'm going to do is um this is mine right right over here. Okay. Our knowledge economy is swiftly coming to an end. This is one of the many newsletters I used to write. Funny story, the founder of HubSpot followed this newsletter several years ago uh when I started writing about artificial intelligence the way I thought all the stuff was going to go. And I called it the cusp. It's pretty neat. So, I'm going to copy this now, this entire thing, okay, all the way down to the bottom. I'm just going to paste this in. Okay. So, now check it out. I have this whole newsletter all ready to go, right? Pretty neat. This is the title. What I'm going to do is I'm going to do some minor formatting changes because I don't really like this. Okay, I'm just going to do some minor changes here. Okay, now that that's good to go, what I'm going to do is I'm going to tell it return the entire newsletter in markdown ATX format using this JSON. And I'm just going to have it say title of the newsletter. This is going to be beneficial because it's going to allow us to name our our Google doc in a moment. Then I'll say subheading and then um I'm also going to say use letter body. Okay. Then under here, what I'm going to do is I'm actually going to give it an example of the data I want it to use. So let's go over here. Website context person contacts unique angles. And we're actually going to source this from the previous one. Okay, previous module which I'll open up in a second. Under show advanced settings, I'll go to response format JSON object. Parse the JSON response. Awesome. Looks very cool. So, we're going to call this one here generate newsletter. This is going to be a high quality newsletter as you guys will see. Then we're going to have an intermediary step here that I'm going to call extract interesting or extract data from profiles. Okay. What this intermediary step is going to do is it's going to be responsible for generating all of that stuff that the AI model in the subsequent module is going to use to to create the newsletter. So, we're going to say you're a helpful intelligent data extraction assistant. Your tasks take as input a bunch of unstructured information about a person's website and their LinkedIn profiles and then convert this into the following JSON object. Cool. Then what I'm going to say is you'll receive all of the data you need in an unstructured string. Your task is to parse that out and turn that into the above object. Rules. I'll say one um go deep into detail for website context. Write at least I don't know two paragraphs. Two for person context use all of the data available for and three for unique angles. Use the website data and the information about the provided person to create three interesting points that we could write about in a later article. Okay. And then four, um, return any new lines as back slashn. Okay, should be good. Now, what I'm going to do is I'm just going to dump in all the data. Okay, so I'll say website scrape. Boink. Then I'll say personal information. Then I'm just going to go through top to bottom. Just list all the stuff. Boing, boing, boing. We are just literally boing boing. That's funny. God, that was a Twitter meme that is totally canceling me, isn't it? Um, organization ID. Can I go parse? Can we do that? Is that a thing? Parse. No. Can we go JSON? No, can't do that. Go organization ID. That actually doesn't matter now that I'm thinking about the IDs don't matter. So, we can remove those. For their employment history, um, we'll go state, United States. Then, this is most likely to be their current company. Okay. Um, we'll go seniority. Then over here we'll go marketing and advertising. And then employees will go to. Okay. Notice I'm just dumping all this as unstructured information. It doesn't really matter. AI is smart enough now that it can deal with this. Okay. All right. Now, what I'm going to do is I'm going to have it generate a JSON object containing all the information that I want. How cool is that? Okay. And then I'm going to have it generate a newsletter. And you guys are going to see what this newsletter looks like. So, let me see. What was the most interesting tidbit here? I don't really think the first one was super interesting. So, I don't know why don't we do one just have this generate a poll newsletter in markdown format then here after this we will go markdown to HTML okay feed in the um I guess I got to wait actually let's just generate it let's just test it first let's not get ahead of ourselves let's now run this is now going to go and extract the data from all of the profiles this massive dump that I just provided it right huge dump okay it's now extracted that data let's take a look at it go to result the website context tons information about the website. How cool is that? Then person context and the unique angles. Very neat. Then over here we have the whole newsletter that is going to be generated using GPT4.1. Awesome. Now that we have that, we can actually go ahead and dump this into a Google doc. So let's go markdown to HTML. First of all, let's feed in um the newsletter body, which I think should be written in markdown. I just need to double check. One sec. Um yeah, looks like it's written in Markdown. Very cool. Very cool. Uh, so we'll feed in all of the the stuff here and then this should be good. And then after this, we'll go Google Doc. Okay, I'm going to create a document. I'll go niclook.a. The name is going to be four and I'm going to put the person's name in here. This is actually really important. The reason why is because this um little snippet appears in the email under the asset section on Google or on Gmail and on Outlook. So you actually see the asset that they are linking and most people use Gmail nowadays. So Gmail actually like add a little icon for it. Okay. So now it's for whatever custom newsletter. Here's the content that we're going to be sticking in. Let's feed all that in for now. New document location. I'm just going to feed in a backslash. We're just going to dump it. All right. All right. Very cool. Very cool. Once we have the Google doc, excuse me, let me think. Is there anything else that we need to do? H I guess that's about it. We could just send the email. Yeah. So, let's just run it and gun it. See how it works. Now, as I'm sure you can imagine, we could add additional routes here. For instance, you know, if there is no website, well, maybe we do something else. Maybe we perform a Perplexity or a Google web search or an OpenAI web search looking for a person's website, right? We could do some additional enriching steps here so that we don't just say no to all that data that's coming in. Anyway, I'm curious what this is going to look like and whe there'll be any bugs. Okay, let's take a look and see what is it that we get. Web view link. Paste this in. Okay, here is our super customized email. Um, a super customized Google doc, which looks pretty good. Welcome to the outbound edge, where the art and science of outdoor marketing meets the spirit of real adventure. This week, we dive behind the scenes at Mia Creative. A team proven that for modern outdoor brands, a true connection is built far beyond the boardroom. In this issue, community-driven marketing that action moves a needle, leading a national monument, one close to a client at a time. Designing experience and packaging, the reverberate bond, the trail head. Let's set out. This looks pretty good, but I think it'll look way better if we um made a couple of formatting changes. Like, imagine getting the Google doc before versus this Google doc, right? This just looks so much sexier. Imagine changing the font. Maybe we could make some color changes or something like that. I always like bricklage. That looks really nice to me. So, I think we'd probably improve the perceived value of this. Um, but anyway, for Zach, custom newsletter. Let's see if the name is good. Yes, we also have all the data over here. Very neat. Very neat. Underneath, we could actually do something like this. We could say just put this together for you. Want to see if there might be want to see if there might uh Yeah, just put this together for you is probably sufficient. Let me know your thoughts. and if I can help in some way. I know giving value upfront is how you get ahead in this industry. So hopefully this helps. I'm a big fan of the emojis. So I'm just going to drop one of those in here. Change the fonts. Cool. That looks good to me. Yeah, two lines just feels better. Then I'm going to add um space here. And then voila. Now we have our newsletter. So let me just add this in as plain text up at the top. I think that'll just make my um Google doc seem better. So, right before this, I'll go P. I'll paste this in. I'll go back here and I'll go back slashp. I feel like I could probably go NBSP. I forget how you do the uh maybe BR. I think you do a BR tag. That's probably how you add a a space or something. Anyway, we'll see how that goes. But now that we have this, we can actually, you know, pump it into a cold email sequence. So, first things first, why don't we actually just test this out with Gmail? I'll go to my Gmail just so we can see how it looks and I'll click send an email. Then once we verify that this works, we'll go over to um you know like a like instantly and then give it a try there. So I'm going to send this to nichlgmail.com. Just one of my emails. Why don't I go for uh for Zach I made I wrote you a newsletter. Okay. Not saying that's the best and the brightest. Uh and then I'll say hey Zach. Let's do this. Hey Zack. love what you do or big fan of your work was on and then I'm going to say the company name's website. Well, I'm just going to hardode this for now. Big fan of your work was on Mia's site earlier and thought I'd write you an end toend custom newsletter. and then I'm just going to say around words with a twist, let's say. I know giving value upfront is how you form connections. So, I thought let's start with that. If you have any interest, you can find it here. I'm going to link the Google doc. So, let's now go to the Google doc. We'll go web view link. Let me know if you want more. Got a couple of other. Let me just zoom out a bit cuz we're running into the bottom here. Let me know if you want more. Maybe I'll just say if you want more, just say the word. Got a few other interesting pieces of content for you. Thanks, Nick. Cool. should be pretty good. Uh, I'm hard coding some of these things because I don't want to have to go through the rigomeroll of doing them. The cool thing about Google is if you add a web view link, this should just automatically add a link to the thing like an asset. So, we don't actually have to add the attachment. Um, if not, you could also just add a PDF with the with the email. So, now that I have this, why don't I just test this? Um, let me actually just run this once cuz I I just want to check to see if there's going to be an issue with my connection. Doesn't look like there is. So, let's actually run this. Now, we're going to run like basically a piece for Zach and we're going to send it to my own email so I can see what it actually looks like. How cool is that? Okay, we just sent it. So, why don't I go over to my own email address now and see? Uh, just piece it just did two because I ran it twice, right? So, for Zach, a rich newsletter. Uh, okay. This looks pretty good. The issue is it's all um just on one line. So, we just have to fix this. I think the reason why it's on one line is I probably picked HTML as the sending type, right? Yes, I did. Oh, sorry. I used the wrong Jesus, I used the wrong module here. I actually much prefer the send in email module because it has plain text built in. So let's just take all this now, copy it, and then paste this over here. Okay, very good. Very good. Going to send this from my July 19th one. Cool. Let's do that one more time. Okay, so we got what looks like a pretty cool email here. Um, as you see, it has the attachment built in, which is nice. Uh, as I mentioned, the formatting I think could be a little bit better if we like space this out more. That's that's the one downside to this approach. Uh you can very easily not very very easily but you can reasonably easily space this out with an API call to the um Google Docs API. You would basically have to go over here where it says Google Docs go down to um make an API call and then you would have to go through their API and determine the specific parameters that change the font for you and then that add spacing and stuff like that. Um which is doable. I just think that it's a little unnecessarily technical for this video. Uh, but feel free to to to give that a go. I think it'll significantly improve the perceived value of the asset. Now that we've verified that this works for email, there's really just one more thing we need to do, and that is logically add it to an instantly campaign. So, what I'm going to do is I'll call this assetbased outreach. Okay. Then I'm going to go under sequences, and I'm basically just going to rewrite what I wrote back there. Okay. So, let's just copy this in, paste this over here, and we're just going to add variables here. Okay. So, I don't have the the variables yet because I haven't uploaded a lead. But, for instance, we we'll probably put the company. We'll put the person's name here. Then over here, um, we'll put like the company name. Then we'll do newsletter here. Over here will be like the the link, right? And then that should be basically it. We're not even making an ask on here. We don't even have like a CTA. The CTA is just like, "Hey, do you like this? If so, let me know and I'll I'll make more for you." Subject line uh is probably just going to be for blank. I wrote you a newsletter. Seems pretty reasonable to me. And then, yeah, we'll just preview it really quickly. Make sure that there's no major hiccups here. Looks good to me. So, now what we need to do is we actually just need to um go to the instantly API and then queue up a send. And actually, sorry, one one more thing. I need to add a single lead to this campaign to make sure I can map the variables. After we're done with that, we're going to um just ceue up a call to the instantly API, then actually just add people to this campaign live. So, let's go over to leads first. Um you know, I had that Google sheet earlier, right? Let's just go back to that Google sheet. Okay. right over here. I'll just call this leads example. And um I mean, how many leads do I really want here? This is this is a ton of fields, right? So, realistically, I'm not going to want like 90% of these fields. Um, okay. So, now I've just created my own spreadsheet with three fields. We'll call this example leads. Uh, I don't really need a lot, so I'm just going to go here. Then, we're just going to go all the way down to the bottom. Remove everything except for these. Maybe remove this, too. Then over here, I'm going to download this as a CSV and I'm going to import this in instantly. Oh, sorry, one more thing. One more thing. Uh, we need a Google doc link. Let's just do the same one for all these. Okay, now we're going to download this CSV. I'm going to go and instantly import these leads. And I'm only doing this so that I have access to that uh that field picker. Okay, we're going to call that company name here is just going to be called link custom variable. We're not going to do any verification or anything like that. But we're just going to go for it. Now that we have this, we should be able to map the first name. Looks good. Should have company name, site earlier, and then we should be able to map the link, right? Very cool. Very cool. So now we have everything that we need. Awesome. Awesome. Um, this is just one. And I'll say four. Can we add a variable in here called first name? I wrote you a newsletter. I'll say just wrote you a newsletter. I think that looks nice. And then now we just need to hook this up via API. So how do we do the API call? Well, we just go to the instantly API and there's a couple of new kind of knickknacks here that we need to do. So, they just updated their V2 API. That means I'm going to have to get myself some scopes and show you guys how all that works. Basically, what we need to do is we need to go to campaign. I think we need to add sorry probably lead list. No, just lead. We just go to lead and then we go like add lead. That seems pretty straightforward. So we need um a campaign for the lead, email address, we need some variables like website, last name, and then whatever other things we need. Uh whatever other things we want basically. So it seems pretty straightforward. Um cool. I see the API request doc docs right over here. Uh done this before, but I don't have a template that I could easily whip it out. So I'm going to go to HTTP. We'll go make a request. And what do we need? First thing we need is we need the URL. paste that in there. Second thing is it says post, right? So I'll use post. Third thing is we need the authorization bearer token. So I'll go to headers and I'll go authorization. I'll go bearer and I need my API key. So I'm going to go over to I think here and then settings. Thank you for the API endpoints. We'll go integrations and I'm going to go API keys and I'm just going to create a new one and I'll call it YouTube. Scopes just going to be all. So I'm going to delete this right after I make it. copy this key and I'm going to go back here and then paste this in. Then I need content type application JSON. Well, that's easy to do. You just go body type raw and then content type application JSON. Then D is where the data is in. So this is kind of this section right over here. So this is where I'm going to add the data I want. Okay. So what sort of data do I need? Looks like we have a a field called campaign. Okay. So I'm going to go over here and I'll go campaign. Now, what is the campaign I want to add to? Well, it's actually the campaign that I just created a moment ago. Now, you get the idea of the campaign by going to the URL up here. Okay. Copy and go paste. That looks pretty good to me. All right. What else we got? Um, email. So, we need the email address of the lead. What is the email going to be? Well, should be pretty straightforward, right? The email address is just going to be the same email address that we had before. Right over here. Done. What else we got? Personalization. I don't have any website. Um I have a value called link. So when I go over here, link will be my Google webview link. Nice. We'll go back over here. Uh we need first underscore name. Well, we can find that just by clicking all the way down again and going first name. Right. Okay. So, email link, first name. What else did we have? Company name. I think it was just company name. I'm pretty sure it's company name spelled like that. Yes, it is. Wonderful. I love it when a plan comes together. We go down to company name and then go actually kind of forget. What was the company name here? Organization name. There we go. Cool. So, this should be good. I'm not entirely sure if it is to be honest. So, why don't we just try this out with like a a junk lead. I'm going to rightclick this. First of all, I'll say add to instantly lead list. Okay. Rightclick this. Let's just make our own nga left click. Nick leftclick. I'll go http google.com. Let's see if it works. Okay, looks like we have an issue. Why do we have an issue? Um, I don't know. Let's find out. It says that I'm seeing a problem with the post request. The JSON looks pretty good to me. No major issues from what I could see. It's saying we expected some sort of thing after property. So, looks good to me, but maybe I was I'm lying and there's a problem. Let's go to JSON formatter and just paste this in. Ah, I see. Looks like I added an additional I did. I added an additional um uh comma over or apostrophe here. Whatever quote sign. Let's do that again. We'll go Nick. Nick, we'll go left click. Thank you. And then we'll go hbgoogle.com. Click. Okay. Awesome. Looks good. We got the heads up that it's here. So now if I go to my campaign, I go to leads. Let's see. I've just added a new lead here. It's processing in the queue which is pretty nice. So that means that actually at this point we are now good to go. We have most of the data. It doesn't look like I added the link for some reason. I don't know why I might have left that empty by accident. But uh we basically now have we the thing added to the queue. So what this means is when I run this, okay, when I save and then I click resume campaign, this will actually go and send the emails to all the leads under this lead sequence. Okay, pretty neat stuff if I do say so myself. Oh, and the reason why this link isn't coming in is because we're not using the custom variable object. So, I should have used the custom variable object. Basically, what we need to do is we need to go custom variable. Um, and then we need an object that is like this. And I'll say link. And we just need to wrap that like so. That should be good. Now, we should have a link variable. So, when we run that one more time. Okay. I just kept on running into bugs with um instantly's website parameter. So, I just sent over a ton of custom variables to see if maybe there was some issue in just what it was. So, site webs. Yeah. Okay. So, both of these look good. Web site looks to be the one that I'm going to use. So, I'm just going to head over to instantly. I'll go to leads. Refresh this. And um we're not seeing the the the fields here because there's just so many fields. But um the one that I want is let's go over here. Um not link. What was it called? Custom variables and then web site. I think I think that's what it was called. Web site. Okay. Web site. Cool. Save this. Now let's preview this. Um, looks like we got everything we need. Nice. Yeah, it looks awesome. And, uh, yeah, we should be good to go. We're starting by scraping an audience on Appify using the Appify run an actor node. What this is doing is this is going out on Appify and then scraping a web service called Apollo, which gives us a big list of essentially email addresses, first names, last names, websites, and everything that we need to run a successful campaign. From there, we're getting all that data using the get data set items node. We're then scraping the customer or prospect, I should say, website using an HTTP request, which delivers us a bunch of HTML. We are then parsing that to text. The reason why we parse it to text is it just allows us to feed data into our first open AI node. This open AI node is responsible for essentially returning a bunch of personalized context about both the website, who the person is through the various fields Apollo returns, and then it gives us some unique angles that we could use to write a custom asset for HubSpot follow me a few years ago, and All right, hopefully you guys appreciated seeing how to build a system like that live. You guys can build the system in any noode platform you guys want. Whether it's make.com or naden or lindy or any of the the the major current platforms today allow you to do stuff like this. You just need to sprinkle on a little bit of prompt engineering. I'm sure you guys could see. So yeah, hopefully you guys found that valuable. If you like these sorts of videos, definitely drop a comment down below with some ideas for future ones. If you haven't already checked out Maker School, which is my 0ero to1 automation community, we're just under 2,000 members right now, coming up on that probably in the next 24 hours, and I increase the price every hundred. So, if you want to use assetbased lead generation strategies like the system I'm showing you here to land new clients or if you want to sell a system like this to people and you have no idea where to start, that is your uh beginning. If you guys already have a successful business, you want to scale it up even more, check out makemoneywithmake.com, my premier automation community, which also includes maker school access builtin. Thank you very much for watching and I'm looking forward to seeing you in the next video. Tears.


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# Full Process To Getting $10K High Ticket Sales Systems Clients In The Investment Niche

He generated three sales opportunities. So this guy said, "Sad, can you clarify what your focus is? Are you a provider of more of a connector between firms and financing sources? If it's the latter, I'd definitely be open to a quick chat maybe Thursday afternoon. You know, when someone is making a lot of money is when their name is William G. Freel 3. So it just goes to show you guys that I did not use any case studies. We're going to talk about it later on. So for this guide, I would uh build them a system that finds companies whose owners want to sell. Today you'll learn the definitive way to get high ticket sales systems customers in the investment firms niche. The reason why is because this niche is one of those niches where there are people who manage billions but still network like it's 1995. And from my experience, plus a bunch of people who've made tons of money in this niche, they have crazy budgets and they don't really flinch at like 8 to 10K. So, what I'm going to do is show you how you can generate sales opportunities within this niche from start to finish all the way to getting them eager to work with you. I'll start by telling you why this niche is good, what you're going to sell them, and how much to charge. And the goal is to give you guys so much value, basically value overload from someone who actually cracked this niche so you can get up and running yourself and start printing money. So this video is going to act as the complete road map for you so you can actually dominate this niche. So let's build. So first of all, let's talk about the why sad why this niche, right? So first they have money, right? That's like the most important thing. they have money because investment advisors that work within investment firms, they make around like 100k to 500k per year minimum. So they're not really broke, which is exactly what we want. So they can afford a 5k to all the way 15k system that brings them clients that are worth 10 to 100k. Okay, the second thing, they need clients, right? Obviously that's like the universal pain that every niche has, right? But they experience that pain more than 80% of the other niches. So their entire business is assets under management. Okay. So let me explain assets under management. What does that mean? Let me explain it in very very simple terms. So investment firms they manage other people's money. Okay. For example, high net worth individuals, family offices, basically people who have a ton of money. So they essentially just get them to invest in good businesses. They manage their money properly, etc. So those wealthy individuals make more money and essentially just have like a good long-term financial strategy. Okay. So that's in their entire job. So for when it comes to these investment advisors that work within these investment niche, no clients means no assets under management, which means no income, right? So getting high clients is their number one problem. Okay. Third thing is they're bad at marketing. They're good at investing. They're good at evaluating opportunities. Is their entire job is they evaluate opportunities. Okay. They look at a business. They look at your portfolio and they're like, "Okay, here's what you should do. So here's how I would manage your portfolio. That's their entire job by the way. But they are terrible at sales systems. They rely on referrals in my experience. Networking events, cold calling badly. So that means they need you. Okay. Fourth, it's not saturated because since you are watching this, you already know like everyone goes for like e-commerce agencies, coaches. Almost nobody's serving the investment firms niche properly. Well, they don't even go for it in the first place. So it's kind of like blue ocean. Fifth is once you get one client within this this niche, you understand the niche, then you can replicate 10 investment advisors that you can essentially just get them to work with you at for example 10K each. That's 100K. So that's the entire model. Okay, so that's is the why. Now let's talk about your edge in this niche because when you like tackle a niche or you want to work within a niche is that you want to understand like what kind of your like your edge there. Well, your edge here that you are watching this is you understand sales systems, right? they don't right so there's like a knowledge gap you understand AI and outreach they're stuck at like 1995 right and you can build it once and replicate it which again creates the possibility of scale so when you combine the knowledge gap which is they don't understand sales systems you understand AI which means like they're still boomers right or like they're they they don't they don't necessarily understand like what we do right how we can automate lead genen and sell like and and build these cell systems that allow the possibility of getting them more customers. Well, and now you're creating like this form of like laooa effect which means multiple forces working all of them directly in one direction which creates the possibility of what scale. Okay. So this is like how you can merge like a it's kind of like a magician creating this alchemical potion which is the knowledge gap the age gap and also the ability to replicate the process which creates this magical potion that allows the possibility of what again skill. Okay. So this is strategic thinking operator level and this is why I'm showing you guys this so you can think like an operator and make a ton of money right now sad why they have money because you got to understand why they have money so you kind of just understand your buyer psychology because whenever you start a new niche you want to understand like what like how do they make money right so like I said they manage millions in assets and they collect a fee so 1% of her fee for example which means like a huge income for them for example there's like an adviser managing like $10 million in assets under management and they make 100k a year in fees which is 1% by the way this is just one portfolio. So they could be managing three four so that's like 400k right? So if you bring them one client with $1 million to invest, it's like 10k a year recurrent for them. So they'll pay you 5 to 10k one time happily because it's like a 1 to2 year ROI which is return on investment for them which is going to be an easy decision. Right now there's a there's something called the pain pyramid right so every niche has like a bunch of pains right so you want to go over like the the deepest right so level one pain which is the service level pain uh like an like an investment adviser would wake up and like I need more clients that's level one. Now, level two is deeper, a little bit deeper. So, I need high value clients, not 50K accounts, but 500K to $5 million accounts. Now, there's a level three, which what we want, and this is exactly what I'm going to show you how to do because I'm going to do it live in front of you, right? So, like, it's very cool to do it live. I love doing these uh live builds for you guys so you can just give you so much value. But the level three is the deepest. The deepest pain is they need a system that brings them clients consistently. So consistently, predictably every single time. So it's not just random luck, right? So you're solving level three which is the deepest pain and that's why they will pay premium. Okay. Now let's talk about the psychology of your buyer. You got to understand like what they are like. Okay. So one, they are smart. Obviously they are educated like usually they have like an MBA or like finance degree finance or like finance, right? I believe it's finance and they are bad in marketing. So they never learned it. Okay. So you want to use this mental model is called being like a bee. What does that mean? Well, what's the bee's entire essence that bees go where the honey is. You want to be like a bee. So you want to go where the money is. So be like a be where the go where the money is, right? So what we can extract from this model is that people avoid finance because it seems complicated. Well, it's not. It seems regulated. Yes, it is. But it doesn't affect you, right? You're just building a system that connects two parties together and it seems hard to reach, which is wrong. they're on LinkedIn and it's fear-based avoidance which is like this uh human tendency right if people are like like fear that niche that creates what's an opportunity for you okay now the reality is because let's talk reality is that there are plus 330k financial advisor in the US alone okay because I've did done my research when I was like trying to crack this niche and they are only growing there's wealth transfer happening there's boomers that become millennials right and they all need clients which is in universal pain and very few people serving them which is blue ocean like I said which creates what again a massive opportunity okay now let's talk about the market size math because we are operators is because you are watching this you are an operator now if we have 330k advisor in the US alone and 1% of them just want your service that's like 300 3,300 potential clients at 10k that's uh $33 million in terms of the total addressable market which is the TAM this is what they call like nerds call TAM Right? If you get 0.1% which is 10 clients at 10k that's 100k you don't need that many big wins right you only need a couple clients why I always say get into that 25k a month contrary to popular belief you don't need so many clients you just need a couple right that's it right so that's the kind of like the the market size math now let's talk about what to sell okay so the core offer is going to be uh a high ticket sales system not marketing obviously because uh and I'm going to show you like how it's going to be like in the copy how we're going to build a system that's set up, right? Like kind of like the step by step. So, we're going to frame it as a system. We'll build you a sales acquisition system or like a sales system, not we do your marketing because there's a big difference between a marketing agency, a lead agency, and a sales agency. Very big difference, right? And we're going to emphasize on systems, repeatable, predictable, because they like it, right? Uh we got to understand they like when you talk about repeatable and predictable because they're more about long-term. And you never should mention like marketing because it's vague, right? vague and artsy and they don't like artsy things. They're more like nerdy people that talk about money like eat all day. Kind of like those uh Wolf of Wall Street guys, right? That's actually a scene from Wolf of Wall Street. Yeah, really good movie. Now, charge how much? Well, charge how much is going to be offer a hybrid offer. This is the one that worked to me, not a one-off. So, 8 to 10k setup, which is going to be a onetime. And then you're going to offer like a retainer two to four a month in like management ongoing. It's going to be basically like tweaking the system etc. and basically being with them, right? Uh it's going to be best for both because they own it and you just optimize it. And it's going to be best for most scenarios. Okay? Even if you're just getting started, by the way, over hybrid, doesn't really matter whether you're making 5K a month, 10K a month, doesn't matter. So even if you've never sold in this niche or like sold a sales system within this niche, even if you've never sold a sales system before, offer 8K. Don't offer less. And I'm going to explain to you why. So why too high SA? Why not 2K or less? Because they don't respect it. This is very weird, peculiar, and paradoxical because these people think that cheap is not valuable. So if you pitch like 2K, they're going to be like, you're just you're not it. You're just not it, right? So always pitch high. Okay? Especially when these niches like biotech, like these, like they have money, right? So if you pitch less, they're going to be like, okay, you're just a commodity. Like how like they understand their value, right? So, like I said, you want to charge high and you don't want to attract tire kickers, right? Not serious clients. Like, don't deal with broke clients. You don't have to, right? Just deal with people have money, right? So, I don't want you guys to be in a race in the bottom, right? So, let's talk about how to talk to them. I'm probably going to have to talk about this at the end of this video, right? Uh once I generate some sales opportunities and now that I'm thinking about it, I'm probably going to have to add like like the sales convers conversation how it's going to be. Maybe in another video, I don't know. But uh yeah, I'll I'll see how it goes. Right. So, first of all is we want to build a system that's going to allow us to reach them at scale. Okay. So, what I'm going to do is I'm going to go to Apify and I'm going to show you how we can extract their contact details and we're going to build the system that's going to enrich basically validates uh their contact details, validates their email, validates their emails and also we're going to get the system to write high quality copies that work specifically for them using uh a winning sales campaign that I ran two weeks ago. So, um that's like the best way to kind of like just do this give you guys kind of like the source, right? That's like the pure source because I don't like when people just like talk in theory. Like just go do it and then talk about it, right? Show us the wins. Show us how much you've made and all this stuff and then we can talk about other things. So what I'm going to do is I'm going to go to make.com and I'm going to build the system in front of you right now. Okay. So I'm going to go and create a new scenario. Let me check if I'm recording. Okay, I am recording. Have to uh fix my position here. Okay. So, I'm going to go to um console here and we want to scrape Apollo. So, Apollo is like a lead sourcing database and a lot of people say that Apollo scraping is dead, but we're going to scrape Apollo again. Once again, this like the 10th time in this channel. So, I'm simply going to put Apollo here, right? And it's going to be this scraper right here. Um leads crafter, leads finder. Okay, so this is the guy uh code pioneer. Okay, so I'm going to show you guys how to build a list. numbers vets to fetch just 700. That's all that you need. Not that many. Okay. Uh we're going to name this investment firms demo, right? So, you don't need that many leads. Like I said, you don't need that many. So, uh I have like past sources here. So, what you want to put is investment director, uh portfolio manager, management director. In fact, let me just pick my In fact, let me just pull my documents. Multi-channel. Yeah, there's also like a LinkedIn strategy here. Maybe I can like record a video about it, how to hit them both in like your outreach message, whether it's LinkedIn, whatever the channel is. But, um, yeah, these are the decision makers. I'm going to leave you the documents obviously, so you don't have to worry about it. I'm going to add a couple things here. So, VP Investments, all you got to do, you want to come here, add VP investments. Um, yeah, principles hedge funds. Yeah, this is good. So, you simply just want to plug them here. And uh I believe that's pretty much it. What can we add? Principal assets management. Yeah, that's pretty much it. Okay. So, you want to go to location. Obviously, it's going to be United States. I'm going to stick United States. You can also add Switzerland. By the way, Dubai, they have a ton of money. There's multiple investment firms there, but let's just keep it United States. Email status, you want to always keep it as validated. Okay? Even though they say validated, we're going to have to double verify. We're going to build a system that's going to ver verify for us automatically. Company sizes. Um, I'm going to keep it 11 to 20, 21 to 50, and 100 to 200. And I'm also going to add, yeah, that's pretty much it. Yeah. In terms of the industry, you want to put investment management, investment banking, and financial service. Let me do it again. So, financial services, management, and investment banking. So, this is how you do it, right? Remove it. Okay. Keywords, just keep it empty. Uh, revenue always $1 million a year. It's going to be like a standard whenever you go for any niche. At least $1 million. They have to be making at least $1 million. Do not deal with broke agencies. Funding, I don't really care about it. and uh run options. I'm going to keep it that way and I'm going to click on save and start. And that's pretty much it, right? So, as you can see, we will scrape Apollo again, proving it. So, you want to go to log. You will notice that. There we go. Uh if you're wondering how this works, it's basically they have like an MCP like an AI agent that goes to Apollo, extract the data, and brings it back to you. That's what I'm guessing. So, found 100 leads already in 21 seconds. There we go. We get the emails. American money management. Okay, there we go. Providing professional steward created to help you achieve your investment goals. Like I said, retired. Oh, there we go. Retired or near in retirement, financial transition. The the busy professional. So, their ideal clients probably going to be some uh high net worth individual, maybe like family offices, etc. Um, so that's kind of like what we do. And if you noticed here, like whenever there's like this simplistic logo and like very simple landing page, you know they're making a ton of money. Yeah, I can tell. So 600 already done. So 1 minute and it took me $1. So anyone who tells you you cannot scrape contacts or Apollo, just please run to the hills, guys. Like you need to learn how to read between the lines. everyone who says I just want to create film won't scare you which I think it's is very like very like bad right I don't like this right like let people make money come on anyways so yeah um what I'm going to do is I'm going to have to go to m.com I'm going to walk you through and I'm going to walk you through building the system so all you got to do is you want to go to epify you want to go to get data set items you want to click on this add button and you want to go to settings it's going to be very very simple even if you've never touched the com or like did any of that, you will be able to follow along just beautifully because everything is going to be no code, right? Everything is just in terms of like actually making money because like this is something that I like when I first got started like I would watch make tutorials n10 and like I would like I went through the entire university of like make.com and I'm like I like this is all nerdy theory like I need like I want to make money out of this like teach me how to make money. So I understand. Anyway, so I'm going to go to limits. I'm going to put one. So um I actually did a lot of things very quickly. So let me just uh go back. So all you got to do, you want to go to run. You want to go to data sets, copy it. This is where the data is, aka where their leads are that you just extracted from the scraper or the tool, which is basically the scraper, the tool that extracts the data. So you want to paste it in the data set here. And you want to keep format JSON and limit is going to be one. Okay, you want to save and then let's just name this investment earns contact. So all you got to do is just click on run once and done. You're good. So you get all this. You get the email Nick Cornerstone IP such investment offices. We get everything. So Cornerstone Investment Partners LLC is an employeeowned investment manager. The firm primarily provides its services to pension and profit sharing plans to high netw worth what individuals just like I told you, right? So where do we go from here? Well, uh we need to validate their contact details because when you extract the data even like you noticed here, we put in the output valid email status equals valid. Well, you do not need to trust this because their way of validating emails is not 100% accurate. So what you want to do is just use like a like an email enrichment platform. Uh you can use any email enrichment platform. It could be any mail finder. It could be mail tester ninja prospo etc. So what I'm going to do is I'm going to walk you through how to verify emails using a very very simple platform called find email findmail.com. Okay. So you can uh basically it's like an email enrichment platform kind of like an email finder etc. So, you just uh plug in the email and then they check if it's valid. So, you want to sign up. I already have an account, I believe, here. It's an old account because I rarely use this because now I have like my own platform. So, I'm going to go to API and uh yeah, I want to have to create a new one. So, investment, it's going to call investment and I'm going to get my API key. So, all I got to do is like close these apps first and then I'm going to go to find email. uh verifying email. Paste this here and save. And I'm going to have to put the email here. I'm going to check if the email is valid. So true. Verified. True. Okay. So, it's valid. So, that's how you use find the email. Now, in my case, I'm just going to use my own uh platform, which is going to be SSM masters, so I can get up and running, right? But in your case, you can just use find email. It works great. Okay. So, all I got to do is I'm going to make an HTTP request to my uh to this uh URL and I'm simply just going to copy one of the modules I already have. Highly recommend you guys always clone your systems. For example, when you build like a system, always uh clone it and so you can just like get up and running as quickly as possible. Um so, this is the one that I'm going to be using. Yes. So, I believe I built this Yeah, I built this a couple believe like a couple days ago. I'm going to copy this and I'm simply going to delete this and just plug this here on online. So all I got to do is add the email. So I believe it's already there. Now let me check um tools. Oh yeah, I got to allow storing of incomplete executions and save. Okay, sweet. So, all I got to do right now is just put myself in here so I can show you kind of like the next step, right? And then uh all I got to do is I'm going to add an Azure OpenAI and I'm going to show you guys the prompts that we're going to be using. So, I'm going to go to GPT40 and then I'm going to go to add message user content and it's going to be text. Okay. So, I'm going to close these and I'm going to show you guys the prompt that we're going to be using. So, check this out. Going to use this prompt. this entire prompt. I'm going to paste it here. That's all you got to do. And uh what I'm going to do is I'm going to add revenue, which is going to be the revenue here. So, first of all, let me read the prompt. So, you must return exactly this format. Notice clean company name helps job titles at company type. I know a few with pain uh description. So, we're kind of like just using this inside method, which is like a method that I came up with that allows you to get AI to generate high quality outreach messages. So I'm simply going to add the revenue range, the description of the company, which is going to be the company description here. The company size is going to be the company size, which is we already have it. So size, size, size. There we go. And then I'm going to add the industry which is the industry that we have investment management and the company name which is like I said company name which is company name. Now check this out. I'm going to add like a filter here. So condition only if request status equals valid. So, email verified equals to valid. Now, let's check this out. Now, obviously the first email is valid. We notice I'll check those out. Notice corner store helps pension managers and CFOs at charitable organizations. I know a few who waste hours trying to figure out how to preserve assets during market downturns. That's a really good copy. That's what I mean by really really good outreach messages going to resonate within this niche. So, it's going to be 101 copy dream outreach. Okay. What comes after this? Well, we're simply just going to plug this into an inslick campaign and then we're going to launch it. That's like the favorite part, right? So, um I'm going to close all these tabs so you guys don't get overwhelmed and um I'm going to go to instantly. Okay, great. So, everything looks good to me right now. The email is valid. This is a platform that I built, by the way, uh for people in my community because I didn't want them to pay for find email and like similar because if you go here and trying to compare the prices, right? If you go to pricing, man, like it's just $49 for a,000. So, I was like, let me just lower the cost for members and just build my own and just give them unlimited tokens, right? Instead of paying $49 for a,000. That's very little, right? Let's just be real. So, I'm going to go to instantly. Like I said, I'm going to create a new campaign and I'm going to walk you through how to do it. So, it's going to be investment terms and then all I got to do is add it here. So, instantly create a lead. Uh, actually, before I do this, I need to add this to a Yeah, I need to add this to like a dream copy. So, I'm going to add set variable. I'm going to name this finalized copy. And I'm going to say, hey, what's the first name of this guy? Hey. And I'm going to add noticed. I'm gonna say worth worth introing you. I'm going to save. And then let's check this out again. Done. So, hey Rick, notice cornerstone helps CFOs and pension funds manager trust in charitable organizations. I know a few who lose money when they pick the wrong asset and managers and have to recover from bad portfolios. Worth introing you. That's what I mean by a really good one. really good outreach copy. So, I'm gonna add instantly now. So, create a lead and uh all I got to do is just let uh make to let make fetch the salesman campaign here. So um this is going to be investment firms email is going to be the email finalized copy. Uh the website I'm going to add websites company domain. Make sure to add http and then last name is going to be the last name of the person. first name. First name and uh company name is company name. Perfect. So, what I'm going to do is I'm going to run this all the way to like 700. So, let's check the leads that we got here. And then, uh what I'm going to do is I'm going to say intro for first name. And I'm going to add personalization here. Going to save. And let me check my leads. Come add in everything. Great. So I'm going to add step and I'm going to say, "Hey, first name worth an intro." That's it. Literally, that's it. Send from my iPhone. Like very straightforward, right? And then I'm going to add more like one last one. Hey, first name. If this sounds interesting, let me know. Otherwise, wishing you the best sad sent from my iPhone for them like abundance mindsets, right? Like they have money like they already know this. So, we're not trying to like convince people to buy from us, right? It's just like abundance just makes you more money, right? Okay. So, I had to stop the workflow because we forgot one thing. We forgot to add condition email exists. That's fine. We're going to have to rerun the entire thing. That's fine because uh there are a couple records. Let me show you in epify where there wasn't no email there. So, we're just going to have add like a filter there. Like a filter which is going to be there. We go. So, if you noticed, if you go to runs some of the records, we don't have like null. See? So, now we can just run once again and that's fine. and just run the entire thing. So, all I got to do now is just wait. Um, yeah, I believe I have to schedule this. So, I'm just going to go to schedule. I'm going to do Monday to Saturday. And then it's going to be from 7:00 a.m. to 7:30 p.m. Yes. And that's now. And it's going to be options. I'm going to use a couple accounts. This one. This one. This one. Uh there's two act inactive. So let me just remove them. Done. So I believe I can send a pretty good amount. Yeah. Okay. Uh show advanced. Yes. I'm going to have to do Google. No. Google. Send to Google. And then I'm going to add people who say you can't send to Google. Microsoft again just run to the hills. They don't know what they're talking about and we're going to prove it right. Um Google send to all. Yes, that's pretty much it. Save. Um winning metric reply rate. Save and launch. Done. All right. So, looks like everything good is good. I'm going to add send from my iPhone. And that's pretty much it. So, right now, all I got to do is just wait. And we're going to wait for opportunities to come for us, right? And I'm going to get back to you guys once we generate a couple sales opportunities. All right. So, this is 24 hours later. We generated three sales opportunities. Uh this is the initial email that I sent which is hey Mark noticed ACP help CFOs and cos at power infrastructure companies I know a few who waste months trying to secure project finance and when banks won't touch their deals worth entering you best sad uh sent from my iPhone. So this guy said can you clarify what your focus is? Are you a provider of more of a connector between firms and financing sources? Uh if it's a if it's the latter, I'd definitely be open to a quick chat maybe Thursday afternoon. So maybe today because Oh, actually today is Wednesday, so tomorrow. So what I'm going to do is I'm going to first uh show you guys how I would reply by going to simply to a Google doc. Obviously, I'm going to use my favorite font. You guys already know Geese. Fun fact, it increases your closing rate by 50%. Okay. So, what I would say to this guy, let me just copy this, put it here, and then going to remove this. Get none. And there we go. So, this guy said, "Sad, can you clarify what your focus is?" So, what I would say is I would say, "Um, Mark, I am the connector. I run a sales agency that connects companies to their ideal clients. In your case, I'd be introducing ACP to power/infra because in the initial uh outreach message that I the AI generated was infrastructure and power, right? That need the exact finance and solutions you guys provide. So, I kept it I kept it vague. Okay, finance and solutions, right? Um and then you guys noticed here uh just like a quick short intro. I am the connector. Just kind of qual clarify what he is asking for. And then I would say I'm not a financing source myself. Um just really good at identifying companies that met your ICP and getting them interested in talking. Think of it like targeted business development but more automated. Since I have the text/ the stack for it. That's something that I always uh say. Uh you guys can also just copy and paste. And I would also say does uh Thursday or maybe Friday. So I would suggest a time right away. I would say Thursday afternoon works. How's 3 p.m. ESC? We can do a quick 15 20 minute call so I can understand exactly what you want to map out the system for you. Best sad. Right. So this is uh like how I would reply. Right. So let's check out their website acpm.com. So ACP Capital Markets, it's a fancy website. Okay. Do they want? We are independent employee owned and financial advisory firm offering expert financial across multiple globally. We help our clients our firms teams advisors. So our services capital markets M&A. So uh they said well they said ACP to power/infrastructure companies. Okay. So for this guy Mark I would build them like a system that would connect them with their ICB. My tech stack is going to be very very simple. No code. So it's going to use Apollo which is like a lead sourcing database by the way and it's going to pull every power company and also infrastructure firm then LinkedIn sales nav to cross reference and find the decision makers. Um Assad what do you mean by cross reference? Well the system is going to search for new companies every single day from Apollo like I said and it's going to look for keywords like power plants, energy companies and saves them into a list. Then make.com is going to take that list and puts that into a LinkedIn sales net and then it's going to find the boss of each company. It gets their emails and it gets their phone number. Okay. So, uh, make.com is going to automate everything obviously and the system is going to monitor also industry databases, watches for new projects, announcements, tracks SEC fillings. When a power company hits like certain triggers, it will automatically adds them to like a an outreach sequence for example and instantly. Okay. For example, when a company says um we're when we're building like a new power plant, so like we need more money, then the system is going to like um adds them to then the system is going to add some to like an instantly sell some campaign. So, it's going to like run 24/7 and it's going to just it's going to be scanning like the entire power infrastructure sector, finding opportunities, right, the second they become relevant. Okay, so that's what I would do. Let's check out the next reply from this guy right here, John. So, hey John, notice McDonald partners help CFOs and executives at regional firms, financial firms. I know few lose money when their brokers make bad calls. So, this guy, yeah, that sounds interesting. Happy to chat more. Got time Thursday afternoon or Friday morning. So, again, they are very very interested like literally eager to work, right? Let's check out their website. So, for this guy, by the way, how to reply? I would just uh ask one or two qualifying questions and then I would just suggest a time. So, our philosophy is simple. or commit to you our clients wealth management groups Mansour so they have multiple locations so as you guys can see we generate these sales opportunities within 24 hours I can let the salesman campaign run for like an additional day and I would get probably double maybe triple so just to show you oh they are in broker check guys don't know broker check is like an industry database oh okay oh so they are within this. Interesting. This is like an industry database. You want to like uh find investment firms, right? I've also I've probably showed this before in this channel. Yeah, I did for like a first client would I believe like some like a member closed like an 11k deal within this niche and we I used this, right? So, yeah, like this is uh very very good. Like I would also use the same thing. I would also use some industry databases too. some hidden ones to kind of like just to build a system that would pull all their ICP which is going to be CFOs, executives at regional financial firms. I'm also going to use actually broker check for this. I'm going to use it but they sort of don't know how like enrich more contacts, right? They they don't know. So yeah, that's what I would do, right? So let me just go to the last one. Intro for William. You know when someone is making a lot of money is when their name is William G. Fre right? So sad we are happy to talk to any CEO or CFO of private company exploring an exit or execution plan. Just curious are you acting as a connector introducing potential buyers or do you advice through the process yourself? As a connector. Okay. Either way, really good message. It actually intrigued me. How soon is Tuesday or Wednesday afternoon next week for a quick chat? So this guy said um they he's probably like an wealthy individual. He said either way really good message. Uh so either way whether whether you are a connector or we just want to talk, right? So it just goes to show you guys that I did not use any case studies. I'm going to talk about it later on. But I did not use any case studies. My process is crappy. So you can do the same, right? You nothing is stopping you from doing the same. And I know for a fact that these kind like these people will 100% pay for like 8 to 10k systems, right? So if you're wondering what I would do for this person like what what system would I build? Let me just check out their website first. Okay. Over 1.4 billion closing transactions overall. Well, what do you guys think? 1.4 billion in closed transactions. So that mean look at this logo. celebrating 14 years of ex of excellence. So from 20 2011 I believe I said notice Andra help CFOs and middle market companies I know you can't find buyers when they're ready to exit spend months talking to firms who don't get their industry. So like it really hits him right. So that's why he said this William 3. Okay. So I believe I said wealthy individuals, right? CFOs and CEOs. Okay. So I would use pain signals for this guy. Uh and let me explain. So for this guy, I would uh build them a system that finds companies whose owners want to sell. So the system watches job boards like Indeed and LinkedIn for pain signals. So for example, when a CEO posts about retirement planning or like succession strategy, now the system sees that and adds that to like a list. watch is for executive leaving companies. Uh when like a CFO quits or like a VP of sale leaves suddenly, then the owner might want to sell before more problems actually happen. So the system is is going to scan for companies posting jobs like business valuation specialists or like exist planning consultants. Those are clear signals that they want to sell. It also watches for layoffs and hiring freezes because when companies cut workers or stop hiring, the owner usually wants help or wants to sell to someone who can fix it. So, m.com is going to connect all the job data to Apollo and LinkedIn. So, when the system finds again a pain signal, it automatically looks up the owner, gets their contact info and adds them to like an outreach sequence. And then AI is gonna personalize on something like hey saw you hired an exit planning you hired an exit planning consultant noticed you changed your leadership team right so it knows exactly why they want to sell so that's what I would do and in terms of like finding the right decision makers I would probably enrich or try to find the contact details using Apollo or people's data labs okay so that's what I would do now let's talk about like how to reply so uh for this guy I would use the same thing like this um and yeah that's I'll just get up and running. Okay, so as you guys notice there is let me go to my draw here and I'm I'm first going to talk about the sales call that I have here how to talk to them and make money. So, as you guys noticed, we did not use any case studies. We did not use any crazy guarantees like these people, I'll guarantee you 100K in the next five minutes, right? It just a simple system. I can build you a system that connects to your ICP. Very straightforward because that's what every company cares about, right? Especially investment firms. Now, how to talk to them and make money. So, uh during like a sales convers conversation, right? Never mention the price first. Understand their situation, which is going to be discovery. Present the value what they get show the ROI return on investment which is what's worth to them then price which is always anchoring to value now the frame is going to be hey if this system brings you even one client with 500 500k in as under management as 5k a year in fees for you recurring over 10 years that's 50k in revenue from one client so I'm charging you 10k one time to build you the system if it brings you two to three clients in a year and it should you're looking at 5 to 10 uh uh x 5 to 10x Ry 12 months. Does that make sense? See how it increases to the value, right? Like just pure math, right? It's very simple. Now, they will say yes because the math works because it's an obvious ROI. Like I said, their entire job is evaluating opportunities. Then they see an opportunity. They strike fast. Uh and it's also a one time, not ongoing drain. And because they have money, okay, when I say it's one time, uh I mean like you're going to charge them like 10K and then some sort of maintenance 3K every month. And uh since like I said they have the money which is affordable for them and it's an easy decision. So the step-by-step TLDDR get one this is like the whole model for you. Get one investment advisor client first deliver amazing results overd deliver then ask for intros right this is like a that's like a hack right ask for intros they know other advisors right so you want to like when you deliver good results you want to say um hey x or like a client name I'm glad this I'm glad the system is working for you quick ask do you know two to three advisers who might benefit from something similar happy to um extend a preferred rate for any one year for example would give them like a 20% discount And that's how I you can get more right this is something that I used to so uh reason why I want to do this like investment advisors they hang out together they have like study groups broker dealers um conferences coffee shops so they talk about what's working so there's like the words that spreads and now you have a good reputation you kind of like just build your own little network right and then uh there's also like this trust transfers because like I said they rely on trust right within this industry so if John trusts Mary will too, right? She probably will marry you too. But uh anyways, that's like the entire road map. So hopefully you guys found value in this one. I'm going to leave you everything that you need in description, including the blueprint, the prompt, etc. And 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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# The 3 Best Niches For AI Automation Agencies in 2024

hey everybody Nick here and in this video I'm going to be covering the top three niches for automation agencies in 2024 and moving into the 2025 New Year so first things first this is just my own process and my own thinking that got me to 72k per month these are not the only niches that you need to use and they're certainly not the only ones that are available to you so there are plenty of other profitable ones here these are just the ones that I think are the best as of the recording time of this video take whatever makes sense to you if you disagree firmly with something that I say later on that's all cool discard that part take the good parts take the gems and then make yourself better for it and the last thing I'll mention here is no gatekeeping I'm just going to show you everything I'll even give you whole systems that you could sell to these niches in a moment so first things first before I talk about these niches what makes the best Niche to begin with there are three qualifiers in my mind the first is that they have to be digital AKA they can't be brick and mortar you're not really going to get good results working with your croissant store across the street or the retail um women's shoe store down the block right and I'll talk about why in a second the second is they have to be mid or high ticket mid or high ticket just refers to the average uh Revenue per user or average order value generally you don't want to work with people that sell stuff for $2 or $3 you can and I have before but it's nowhere near as justifiable of an expense for the company to work with you than if you are working with people that make 10 15 $20,000 per customer and the third thing and really the most important thing is that the niche that you're targeting needs to suffer from problems that your automation solves and this can be a little bit uh there can be a couple of quirks here and I'm going to get into that in a second but let's break each of these down just to be practical so why digital over brick and mortar well the first thing is that if you were to pick a brick-and mortar Niche sourcing your leads right from the get-go is like 50 times as difficult as if you're working with a digital Niche a company that you could Source from the internet from LinkedIn from Apollo from each of these lead sources websites especially if you want to do cold Outreach too I'll give you a quick example let's say you're working with an HVAC company in Chattanooga or rather you're targeting HVAC companies in Chattanooga I just um figured out what Chattanooga was by the way I didn't realize that Chattanooga was a city and I had no idea how to spell it so hopefully I spelled it right over there but let's say you're working with or you're looking to work with HVAC companies in Chattanooga Tennessee how many HVAC companies are there realistically in Chattanooga Tennessee um 500 I don't actually know so I'm just going to guess them it based off my understanding of the population if there are 500 worthwhile HVAC companies to work with in Chattanooga Tennessee how many of those companies contact information do you think you can get maybe 200 or so so you essentially have a lead pool of 200 people to go after now how long do you think it's going to take to test your offer to refine uh the best way to pitch this thing right could take you weeks could take you months could take you tens of thousands of contacts to really hit like offer Market fit if you only have 200 to play around with you're not going to get the best results cuz you're not going to know what's going to work for them your uh lead generation is therefore going to be much shittier and so will your project management are fulfilling because you won't have a lot of practice essentially working with companies like this so sourcing leads is way harder uh if it's like a local business so I like to avoid that entirely not saying you can't make it work you can there's just no reason why we have to be playing this video game on Extreme difficulty when we could be playing it on easy instead the second big problem is that clients often don't understand the value of automation or are skeptical I'm not saying that people that work at brick and mortar businesses or people that own them are necessarily less technological or like less Adept with these Technologies but I do find on average that they tend to be and the reason why is because they just don't have to work with these Technologies on a daily basis right if you're running a croissant store I mean how often do you really need to like learn about cold email software or crms right you probably have an order management system just out of the box provided for you by maybe the the the company that runs your payment processor or or something like that they're just three or four big P systems for croissants I don't know so the point I'm making is they don't really know enough about the industry to see the value as directly as somebody that is digital because somebody that's digital you know they work with chat gbt probably on a daily basis they understand how Claude Works they understand the value of these llms just a little bit more intuitively the third big problem is that budgets are often smaller since their own reach is limited have you ever asked yourself how much these companies actually make per month like that croissant store that like retail shoe store that I'm talking about here the vast majority of these businesses do not make much money and they have very thin margins it's going to be very difficult for them to justify paying money to you even if you could deliver some outsid result so their budgets are smaller I mean you know why work with somebody that's making $20,000 a month that if you were to be paid 5K um that's a quarter of their whole Revenue when you could be working with somebody that's making 100K a month then your 5K is only 5% of their revenue I mentioned that it's a pain in the ass working with technologically inept people it is this isn't the biggest part by any means but it's certainly a pain my ass so I like to work with people that at least understand like you know how to log into their Gmail and work with their Outlook and that sort of stuff and and really my bottom line here is just the internet is where Money Changes hands in 2024 and because it's where Money Changes hands it's where you should be you should be working on the internet you're working with automation tools which typically work very well with the internet they're all interconnected so it's logical that you would get your customers on the internet as well if you just contrast that with digital I'll just spend a second on this um you could Source tens of thousands of leads within a few days for just a couple hundred doar that is insane since clients work online they're typically more problem aware AKA they'll instinctively get your Automation and because their budgets are often bigger because people are often more Forward Thinking and ambitious their networks are larger for referral purposes they tend to use the tools that you sell just a lot easier to get up and running with them and so this is like my main qualifier um when I'm selecting niches and when I'm I'm looking for niches to work with now onto the mid and high ticket um when you work with people that charge a lot of money per customer you have three or four types of Leverage the first is that you have sales leverage acquiring a single new customer for your client often justifies your own expense for months and or years if I'm work I'll give you an example with a company that I work with uh just a run-ofthe-mill marketing agency if they sign one client they make $335,000 a year my expense for them is about $4 or $5,000 a month depends sometimes I charge them a little bit extra so if you think about it my my annual fee is uh I don't know about 48 to $50,000 working with that client and then if I just get them two customers literally just two customers um they're already making money on their investment with me so how easy it is it is it to get two customers obviously that depends on your Niche but mathematically it's usually a lot easier than let's say getting a thousand customers at a lower price point so acquiring a single customer for you gives you tons of sales leverage gives the company tons of sales leverage um that's why mid and high ticket rocks the second is people leverage since mid and high ticket usually offers offers usually involve a lot of people like to fulfill you know if you're charging somebody for $50,000 a year um you know often there's a fair amount of work that needs to go into that automation has the potential to make a big difference at least in their fulfillment in their gross margins and like their cost of good sold if you guys are familiar with that term so you get a lot of people leverage as well um opportunities mid and high ticket offers make a lot of money right I say that a few sales per month typically equate to about seven figures very true so there's also a lot more referral opportunity for you these people are typically better well connected they typically have a lot more money to spend and people that have more money to spend tend to cooporate with other people that have more money need to spend um they tend to be more meaningful just kind of better for your career and then the budgets are often higher people are more professional guys that work with people that make you know 10 15 $20,000 per sale uh just tend to kind of got get their together if that makes sense they don't have to deal with a lowest common denominator sort of consumer they typically deal with people that are um sort of on like a different different level if you want to put it that way and so their thinking are different um the quality of the work that you're going to do with them tends to be different and I personally find it's just a lot more streamlined okay the last thing I'm going to mention before we dive into these three niches are the problems that they need to suffer from so this isn't an exhaustive list of all of the problems that companies can suffer from but it's certainly a list of problems that um I look for in the niches that I want to work with the first big problem and the sort of an umbrella is they don't have enough money so their sales and marketing blows so this might mean that they struggle with legun they struggle with sales admin sales admin here refers to stuff like how much time is their team spending on proposals how much time is their team spending doing routine data entry or um logging in a CRM that maybe do or do not need to be logged how much time do they spend on forms right um if the team struggles with follow-ups if the niche struggles with invoicing or software if this if this in Industry sorry usually doesn't have data visualization no dashboards no charts they have poor quality inbound flows right maybe their marketing sucks um their PPC campaigns are poorly structured and so they don't have you know maybe a good chatbot system they don't have good social media management they don't have good reputation management these are all things that I look for um and usually the way that I do it is I'll just find like 50 companies in a niche that I will Source completely at random and I'll just look really quickly to see what their website looks like what their uh problems look like how they're sourcing their leads and I'll sort of make a determination that way obviously we can only really int it all of this is anecdotal but uh you know providing yourself with more data does allow you to make a better result however anecdotal it is the second is uh not enough manpower on the Fulfillment side of things so we just talked about sales and marketing what about your ability to actually do the project once you land I look for niches that have no or poor project management systems I look for ones that typically have very complex org charts org chart just refers to the distribution of people in a business right CEO CTO coo maybe a director of marketing director of sales I look for people with these really bloated org charts typically where they don't necessarily need to be anywhere near as bloated but they are just because that's how the niche does things I look for uh niches that do menial tasks that take up a lot of time there are a lot of niches that work with spreadsheets on a daily basis but they're only really uncovering 10% of the power of those spreadsheets those are exactly the sorts of people you want to work with I look for niches that typically don't have good Sops I look for new niches that aren't very established where there aren't Sops for tasks then I look for niches that have fulfillment processes that could be automated with AI but aren't a good example that's my writing business when my writing business was on the come- up the reason why it was on the come- up is because we automated the vast majority of our fulfillment processes with AI in an era where nobody else was doing that and that's what enabled us to scale to to 92 UK most businesses suffer from one or all of these problems obviously but certain industries suffer more and that's what I look for in my niches okay drum roll please we're now done talking about what makes a good Niche we can actually talk about the niches themselves and I have three very juicy ones for you and for every Niche I'm also going to talk about some example companies I'm going to give you example problems that they suffer from I'm even going to give you the exact systems to sell to them as well these are systems that people in my community are selling as we speak and making a ton money doing so these are systems that I know other people on YouTube are doing I'm just going to give you it all right here so the first Niche that I think is easily probably the highest Ry Niche on this list is B2B Tech what do I mean by B2B Tech well B2B stands for business to business Tech is technology obviously this is essentially like high ticket SAS or high ticket Enterprise software products so Min High tiet software with many customer touch points I.E not a low ticket self served saf this SAS this isn't something where somebody can go on a website click sign up pay $5 a month and then just run it completely for themselves this is tons of customer touch points this is where you're assigned a rep this is where you have to book in a call so they do a demo for you this is something that takes a lot more time effort and energy in order to acquire on the sales side of things but the thing is usually the average ticket value of a single customer is way higher as well and so it sort of pays off most of these companies have annual revenues of 7 eight figures some of them on the high High eight figure side you're probably not going to be able to work with or acquire cold like the way that I usually do but the people in like the the low to mid seven figures easy the people in the low eight figures potentially and I've actually gone through and I've found some examples of companies because I want to show you guys what these websites actually look like this first one here is called sber sber is a communication API product essentially it allows you to create apis for the entire customer Journey using live chat video AI chat Bots Omni Channel B business messaging notice how like what this company does is not evidently clear to you an average consumer who doesn't understand this Niche off the top of your head this is the sort of product that you're looking for because it solves a super specific need in the market typically for Enterprise look at how much money these guys are charging 3.99 a month $5.99 a month right what if you have uh 5K 10K right the prices are pretty high if you wanted to do 25k monthly active users you're looking at like an annual fee about 14 15K on the starter plan more on the Pro Plan so this is a good example of one high mid or high ticket Enterprise product this is another one called check these guys do some embedded Payroll Solutions notice how they don't even have pricing on their website because they probably charge so much money that to put pricing on their website would I don't know be a disservice to them or something turn people off instead you need to contact them you need to book a meeting with their sales team this is the demo flow that I was telling you about the last one is this company IMO Health same same sort of idea you need to schedule a demo they have a lot of customer touch points they obviously are big dick in they have AWS here you know Cedar siai they have netsmart they have a lot of like huge companies that they work with specifically in the healthcare Niche so these are companies these are like compan I'm not saying work with these companies explicitly I'm just trying to give you examples so you can pattern match this when you're on the internet looking for businesses and niches to Target in this umbrella why B2B Tech specifically three main reasons you have an extremely high customer LTV which means if you can acquire One customer for them you justify your expense basically immediately right if you're charging I don't know 3,000 bucks a month or something you get two customers for sbird you've you've already Justified your expense completely they're big but they're typically not like Enterprise level big um what I mean by that is if you're meeting people on like the seven figure Mark like I was talking about typically you can still find the contact details of a major decision maker somebody that can say yes or no to you uh reasonably easily you can do so for a few dollars and then they're also easy to Source they're digital they're not brick and mortar so they have a wealth of data you could use to personalize your Outreach and then you can just Source a lot of those leads really really simply and easily some specific problems that these companies suffer from um lead gen is a big one in my experience any of these like mid to high ticket B2B tech companies that are founded more than a few years ago they often rely on really crappy bloated sales teams outdated Outreach products we're talking Outreach products that cost them2 or $3,000 a month to operate um you know they they typic some times they get some type of like uh like investment for instance they like raise around or something like that and they got all these Tech Pros that come in a few years back you know four or five years ago um I've worked with tons of companies that have uh received investment four or five years ago and this is just a pattern that I'm seeing where they'll just buy like a really expensive software stack because that's what the director of marketing at this bloated ass company uh is used to using and so essentially what happens is these aforementioned sales or marketing products are often super expensive so you can just justify your monthly container in month one by saying hey why are we using this right like why are you using this why don't we use this this will instantly save you you know $2,000 a month or something like that and you know if you're charging $2 to $4,000 a month you can see how it's a very simple proposition for it you're almost like an IT consultant at that point granted um a lot of them also have very complicated internal fulfillment processes so these companies often have software Engineers because they need people to work on their product it's a B2B tech product it's kind of like a mid High ticket SAS right but even though they have software developers and software Engineers what a lot of lack is they lack a business engineer and the business engineer's purpose is our purpose it's to work on everything surrounding the product itself it's to work on the infrastructure of the company it's to work on optimizing the sales process it's to work on optimizing the marketing process it's to work on Building Systems that automate large chunks of their work and so they have software Engineers for their product they have product Engineers but they don't have people that work around the product on the on the delivery mechanism of the product the vehicle they're in and even if they do these people don't tend to understand automation so what systems would I sell them I'll give you the exact systems I would sell this is going to be a common thing on my list by the way I'm going to sell my cold email lead gen system absolutely if I was working with one of these companies and they were paying me three four $5,000 a month this is exactly what I would do day one I'd buy 10 domains I'd link 30 mailboxes to Smart leader instantly I have links in the description if you need them I'd start warming them up ASAP I'd Source 4,000 leads by the end of month one if you do this right if you warm up between two to 3 weeks and then you send emails immediately you will have reached out to all 4,000 leads with a response rate of about 4% you'll have generated about 150 160 replies many of which will turn into justifiable sales opportunities booked meetings demos that sort of thing for that company if you can do that by the end of month one you will have Justified your own expense instantly and you're probably uh already at the point where you're going to start generating multiples on it so this is the very first system that I would look to sell companies like this immediately right off the get-go the second is i' look for CRM automations as I mentioned to you previously these companies often rely and sort of like out ofd tools or tools that are just way too unnecessarily complex what I would do is I would I would build CRM automations for either their own CRM or I try and get them on one of mine something like clickup something like one of the few software platforms I've mentioned to you guys in previous videos so when a new lead comes in what happens I'm going to build automations that respond to the lead instantly with AI personalized messaging if you can increase conversion rate by even 5% right 5% of $50,000 is $2,500 you're effectively increasing the revenue that they make on every person that comes in by $2,500 which is huge the last thing I'd propose to them or I'd build for them is proposal generator B2B Tech often has very similar sales processes to agencies and I've talked a lot about how the agency sales process looks but there's usually some sort of Discovery call or demo call sometimes there's a big super expensive sort of closing call where you get the person to say yes to you and then there's usually some proposal there's a quote there's an agreement there's a sort of like drawn out um more like oldfashioned old timey sales process it's just like a button that you click and you accept the terms and conditions and then you pay so because of that you have a lot of stuff that you can automate you can template proposals you can template um quotes and agreements and stuff like that using Ai and no code and there's a ton of sales leverage there for the companies because companies like this typically spend a lot of their sales Budget on sales Administration okay Niche number two is recruitment we actually have somebody in my community right now called sod that scaled from $ z uh I think like 35 or 40 days ago um to I think over $155,000 a month in profit and all he's doing is targeting recruitment agencies so mid to high ticket Services especially in executive Search and specialized roles executive Search just refers to looking for like people a little bit higher up um you know CEOs C Level companies director level sorry C Level people director level people VPS that sort of thing the way that recruitment companies work is they typically handle a very high volume of applications and a high volume of candidates and anytime a business handles a high volume of something um a small percent Improvement in what you do for every specific customer will yield very big results and usually these recruitment companies have annual revenues from like the high you know the sorts of companies you're going to work want to work with have revenues from like the high six figures all the way up to maybe like the low eight figures if it's a bigger recruitment business I have a couple of examples for you here this one is in my province in Canada it's called recruitment Partners um this is just a good example of u a company whose money I don't actually know if their revenues are between six to eight figures but I strongly suspect that they are just because of how many offices they have the fact that I know the areas that their offices are in and that sort of stuff so that's a good example locally in Canada another one that might be a little bit higher in on the scale would be modern uh recruitment or executive Solutions these guys do executive recruiting specifically SE Suite B Suite um you know stuff like that now why recruitment specifically I mentioned the high volume repetitive processes that's huge but the big thing that they have that that stands out is they have tons of pain points in sourcing screening and communicating with both leads and candidates so these are all people-based problems which automation helps a ton with but they're also outreach-based problems which you can leverage the systems that I've talked about before to sell tons of Outreach based problems mean these are problems typically and how communication is managed how people are contacted for the very first time cold email cold DMS that sort of thing the last thing is they're digital first industry and they're very accustomed to using various software tools recruitment companies typically have a very very big software stack um and so recruitment is a fantastic industry to be in and I'd highly recommend you know you at least try or check this out the specific problems they suffer from just to itemize lead gen recruitment companies struggle with consistently finding new clients or job openings job openings meaning like job openings for them they look for companies that want to Place uh people in a specific role and then they say Hey listen let me place that for you older firms especially rely on very outdated methods like uh expensive job board subscriptions I find these very silly um you can pay several thousand dollars a month for these things and they yield you basically nothing the second is time consuming candidate sourcing recruiters will spend tons of time to manually search through Linkedin job boards uh tons of like databases in different niches like you know like uh like programmers C developers that sort of thing to find potential candidates this is pretty inici and there are much easier ways to access a much larger candidate quantity list that may be a little bit lower quality but the law of large numbers works in your favor the last thing is uh they typically have very poor candidate communication they have very poor follow-ups keeping all candidates informed about their application status where they are in the pipeline especially people that aren't selected is important but uh almost everybody neglects it because it's just simply infeasible if you're processing several hundred candidates at a time I talk about this leading to negative employer brand and missed opportunities for future placements um I I think that's reasonably straightforward you can solve all this with automation you could have a pipeline with a bunch of stages you could have it so that when somebody moves from one stage to another they're automatically notified of their placement in that stage I've built these systems out for a couple of recruitment companies myself this provides a ton of Leverage here are the systems that you could sell them or at least some systems the first is a cold email Legion system again I'm going to go buy 10 domains link 30 mailboxes start warming them up Source 4K leads and then reach out to those people by the end of month one you'll have generated at least 160 repes it'll cost the company a few hundred these are justifiable sales opportunities this is going to to to secure you several more months working with this sort of client the second is a candidate generation system and this is really cool essentially it's the exact same thing as your cold email lead gen system it's just now you're doing it on candidates and not leads you can find a list of people you can find lists of companies at similar companies to the company that you are looking to place a role for you can scrape all of the people that work at those companies and you perform some type of directed Outreach to those people or you can use those people to generate like a lookalike list or a list of attributes that you are looking for in the people to source and then you can just perform your own uh sort of search LinkedIn recruiter LinkedIn the sales Navigator these are great platforms for this the third is automated resume screening this isn't just resume screening mind you can actually feed in all of the responses to their like um proposal or application processes into AI uh you could have them go through everything holistically just dump it all out and text have them tell you whether this person is qualified or at least the sort of person that you're looking for um tons of older recruitment companies do what's called keyword matching which is where they literally just look for the presence of a word in a resume or a CV it's outdated um more companies are now using AI to read through stuff like that but they're still a lot of potential and opportunity out there so I'd encourage you guys to give that a try and the last is a dashboard because recruitment agencies deal with large numbers so many candidates many job openings visualizing this data and using it like like you have a lot of opportunity make your company better when you have a lot of data but the vast majority of recruitment agencies at all level six State figures typically don't take advantage of that anywhere near as well as they should be so you can very easily create comprehensive dashboards that visualize recruitment metrics the number of people placed the the pipeline value of the leads in their pipeline who needs to be followed up with who's doing their job who's not the average cost of a new lead per recruiter you could break things down that way there's tons of Leverage in that industry all right Niche number three is creative agencies and I actually created an example for this in my community where I created a company that targets specifically creative agencies and actually went and I got a customer for them um so I'm very familiar with this Niche I've worked with a few in my time the most recent being literally um well like two and a half three weeks ago something like that so creative agencies are mid to high ticket services that offer various Creative Solutions obviously they offer some type of creative so design but they also tend to do marketing they tend to do advertising they tend to do like PBC campaigns that sort of thing now just a holistic creative service most of these agencies manage multiple client projects simultaneously most of them are also extraordinarily disorganized so there's a lot of added value in you coming in and cleaning up and they often have a mix of retainer and Project based Revenue models with revenues typically in the 68 figure range I'll show you a couple examples as usual the first is C2 creative Studio this is an independent brand strategy and design team in Chicago um this is the sort of website for the sort of company that I would be looking to work with as you see they're nice and clean they're obviously very handsome fellas um and then you know you can schedule a discovery call that way so this is something that you could very easily do Outreach for and uh you could get a lot of customers it's also something you could easily build crms or project management systems or that sort of thing this is another one called nosy and then this is the last one called Havas and as you see these are creative right there's a reason they're creative agencies because the websites are creative the art is you know creative all of it's quite beautiful in terms of the problems that these companies suffer from again you'll notice that there's uh Trend here and it's that basically every company suffers from leaden and so Leen is something that you should be selling to these people regardless of who they are what company would n their in because they're probably going to be like a yeah we need more leads agencies obviously struggle with consistently finding new clients the vast majority of agencies that I have worked with when I ask them so how do you acquire new clients their number one response is well mostly referrals that just tells me they don't have a scalable lead generation system they don't have a scalable way to acquire more customers and they're essentially operating a hobby more than they're operating a real business another problem is poor project management they often juggle multiple projects with varying deadlines or resource requirements they typically have very poor project management systems or if they have a shitty sales process they'll usually acquire customers that they can't fulfill using a standardized templated offer which leads to bottlenecks miss deadlines burnout amongst team members dissatisfaction with the company that sort of thing you see this all the time uh timec consuming Administration agencies spend a ton of time on non-billable administrative work like time sheets organizing assets uh interstaff communication waiting on resources to be freed up or allowed deliverables that sort of thing this is a huge impact to productivity and it results in you spending maybe at least another 50% more than you actually have to if you're unfamiliar with the term billable or non-billable um typically billable is referred to in like hourly based pricing models which a lot of agencies do agencies will get on a big retainer for $200 $300 an hour or something like that and then they'll give a little discount to the company if they purchase a set number of hours from them so let's say it's $200 an hour and then they discount it to 150 for 30 hours that's 4,500 bucks a month well there's billable work which is typically working on systems and then there's non or sorry working on deliverables and then there's non-billable work which is stuff like filling out time sheets organizing your own assets basically internal work that you don't show to the customer client and so it's this internal work that ends up being timec consuming and since you're not making money on it obviously you want to minimize it however possible the last thing is difficulty in tracking your billable hours difficulty in invoicing because a lot of them have like super drawn out invoicing procedures that are all like Net 30 Terms just a massive pain in the ass creative work often involves tons of these small tasks and iterations that are hard to track which leads to undercharging for services scope creep and difficulty I mentioned here in assessing the true profitability of projects or clients here are some of systems that I would sell to them and I have sold all of all of these systems to to creative agencies before as well as basically every other company on this list uh cold Emil Leen systems of course I'm not going to go through the whole RI roll of telling you how many domains to buy you can buy as many as you want I'm just trying to give you an indication as to how aggressively I would approach these mid to high ticket companies uh really important one is AI powered fulfillments and project management I would build out custom project management pipelines for that industry what whatever uh their their service offerings are so if they have three service lines if they do like um I don't know they have like an all-in-one creative agency management thing which is $155,000 a month and then they have some other thing that's uh like a $3,000 a month like ad creative package and then they have some other thing that's a big social media managing package i' build it a custom pipeline for each of those okay so I'd have like a service line pipeline for um you know the organic stuff one for the PPC stuff one for the um all-in-one and with every step I would use artificial intelligence to template out resources for the team based off the input that the client gave them via a brief or something like that you could e easily do half or more of the work for any sort of text based task probably less for like a visual task still although AI art and AI designs are getting quite good quite quickly so you could always build the infrastructure in there knowing that that's going to arrive quite soon but any text based task you could easily automate more than half of I do it at my own company one second copy it's one of the reasons why we're able to scale so quickly I'd also automate their time track and automate their invoicing literally just getting one of these companies on stripe is usually huge I know it's silly but a lot of these companies that make you know 50 $100,000 a month they're just using really outdated payment processors that maybe charge them like 2.5% instead of 2.9% but end up taking the founder or the directors like 30 hours a month or something organizing invoicing talking to customers collecting complete utter waste of time so um what I would do is i' track billable hours directly in their PM system and I just build them out like an automated invoicing procedure where I count up the number of hours that my team has spent on the task that are billable versus non-billable if you're charging somebody hourly then I multiply it by the hourly rate on some other column and then I'd send them the invoice and I'd actually automatically build them and then just send them a receipt but if they want me to manually you know send them the invoice I'd manually send them an invoice and then when they pay assuming that I have some some structure in place where I've guaranteed my margins I then probably pre-draft invoices from my team to me if I'm working with contractors something like that the last thing is client Communications and PM a lot of these companies would do really well with like a design Joy like system um design Joy was operated by oh I believe his name is Brett Brett Larson or something like that I might be mistaken on the last name but essentially he rose to prominence because he was a oneman like Design shop and um the way that he managed his clients was sort of Novel where he gave all of his clients a Trello board and then he said hey if you want to assign me a new project all you need to do is create a new task in this trell board so you could create a client communication or project management system like this where your clients actually control the the the things that they give to you and you could very easily template and I've done this before you you could very easily create a form for customers to fill out to assign you tasks because you created the form you get to control all of the information that they put in you get to ensure that your company has a standardized sort of field Set uh and that also makes it very easy for you to automate your work too those are my closing thoughts on the three top niches in automation agencies in 2024 and moving on into the 2025 New Year if I could summarize all this it would be to look for niches that are digital mid to high ticket and suff from problems that you solve the three niches that I talked about in this video specifically are B2B Tech I also talked about recruitment companies and the last one was creative agencies really hope you guys appreciated this video had a lot of fun putting it together I'd love if you guys could like subscribe uh leave a comment down below if you have any requests for future videos if you guys have anything you wanted to say about this one thanks so much for watching have a great rest of day and looking forward to the next one


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# I Deep-Personalized 1000+ Cold Emails Using THIS AI System (FREE TEMPLATE)

Today I'm going to be building out a multi-line icebreaker generator in NADN that makes use of deep website scraping in order to personalize the first few lines of a highquality cold email. To make a long story short, what we're going to do is we're going to start with an Apollo.io search. Apollo is just a lead aggregator and lead database. Fortunately, it's very expensive to purchase leads directly through Apollo. So, what most people do nowadays is they scrape it using a third party service. For that, I'm going to be using Apify. And then I'm going to pump all of that through a pretty complicated NAN flow just to show you guys how at the end of it all we can generate highquality leads. So first things first, let me give you guys a demo of the system. What I've done here is I built a Google sheet called multi-line icebreaker generator. There's a URL column over here on the left and a sheet called search URLs down at the bottom. Then under leads, we get a bunch of information. First name, last name, email, website URL, headline, location, phone number, and multi-line icebreaker. This is sort of the juice. What I'm going to do is I'm going to feed in the URL to the Apollo search that I showed you guys a moment ago. Okay, then I'm going to go and start my flow. What's occurring when I click test workflow is it's grabbing the URL that I just added. So that's that big long Apollo search. It's now scraping that Apollo list on Appify. What it's doing is it's spinning up a cloud instance of the actor. That's what they're called on Apify that's going out and it's actually getting me a ton of that lead data. Then we're doing a bunch of data processing to filter for only websites and emails. And then what we're doing is once we have all those websites, we're actually scraping the hell out of them. We're extracting the HTML content and then we're editing the fields. Now, there's a couple more steps here, but ultimately what ends up happening is we summarize the website pages, then feed that into AI. And the end result, if I go over to my leads page here, is as you'll see, we're filling in this multi-line icebreaker column. What this multi-line icebreaker is is it's a extraordinarily highquality personalized pitch where you add this to the beginning of a cold email and it's so customized that the person on the other end of the line is going to assume that you've actually read through all of their website and done a bunch of personal searching yourself. So, this is the sort of thing that routinely gets me 5 to 10% reply rates on my cold email campaigns. And it's one of the ways that I scaled my own AI and automation agency to $72,000 per month. So, so you can see, hey Cali, love how L2 makes it easy to filter by acreage. also a fan of your property update email option. Wanted to run something by you. If I was Cali and I received all of this is like the first few lines of my email. I'm obviously going to assume that I've done my research in my pitch. Okay. So, in a nutshell, what we do from here is we just take this data and we feed it into a campaign like on instantly. Instantly is a cold email service, one that I personally use for most of my emailing. What we'll do then if I go to campaigns here, you can see an example one that I set up for website agencies is we pump it directly into a sequence and our end email will look something like this. So in this case, this is for a website design agency. Hey Katie, love KTL graphics. I wanted to run something by you. I'm new to this so please bear with me, but insert customized information or icebreaker over here. And this specific pitch has already got me a 4% reply rate and something like over 30 qualified leads that have wanted to book calls or meetings with me. I show you guys all this back end just to make it abundantly clear that the actual work that goes into building out a cold email campaign. If you really want it to crush, it's a little bit more complicated than just scraping a bunch of leads off Apollo and then sending. You know, a lot of the time you need some sort of way to paraphrase or make the content that you are sending to people seem a lot more customized. So that's in a nutshell how the system works. What I'm going to do now is I'm going to build it for you. Okay. So I'm going to open up a new NAND panel over here and I'm going to call this deep multi-line icebreaker. We got our canvas right over here. First thing I'm going to do is I'm just going to do a manual trigger. This is just the simplest and easiest thing for me to do and I do it for all of the flows that I'm testing. I'm then going to head over to Google Sheets. What I'm going to want is I'm going to want a get rows in sheet. What we're going to do is we're going to hook this up to that multi-line icebreaker generator Google sheet. And so in order to do that, you need first to add credentials. I've already added credentials, but if you haven't done so, all you need to do is click on that little pen icon and then click sign in with Google. From there, what I'm going to do is I'm going to find the specific document that I'm looking for. So that's multi-line icebreaker generator. Then I also need to select not just the document but the sheet as well. You guys notice how there's search URLs and leads. What that is is that's this tab or this tab. So what I want to do is I want to grab this search URL and actually not just this one but any search URL that I list just so that I can also scale this up. What I'm going to do is I'm going to head over search URLs. Then once I have all of that in, if I just click test step, what this will do is it'll actually grab me the URL as well as the row number which is handy. In NAN, I always pin my data. This just allows me to test my flows a lot faster because I don't have to rerun things and it also spares me some API usage. The Google Sheets API is notoriously low rate limit which can be annoying. Okay, so from there we now have the search. What I need to do next is I need to call my scraping service. And what I'm going to call in this video is Appify. So I've already preconfigured this Appify scraper module here. And I'm doing it because if you want to converse with the Appify API, you do have to know a little bit about how it works. But to make a long story short, what we're doing is I'm sending a post request to a URL. The URL looks like this. Okay. And if I make this bigger, you guys will see it. It's https back/appi.appify.com/v2x um colactor-id/run-sync-get-data set- items. Now, you may be wondering, Nick, where the hell did you get this? Well, if I just look up Apify API, this is the backend for the service that I'm using. If I scroll down to this right over here, this exact same URL. So you guys could see and this gives you all the specs on how to use this specific API endpoint. But to make a long story short, what I did was I copied in this curl request. I made a couple of changes and then I ended up with this here. I imported my curl. So API requests are sort of beyond the scope of this video, but basically you have to put an accept application JSON header and authorization bearer and then apply API token. If you guys like this sort of stuff, I've recorded a lot of detailed documentation and walkthroughs and how to actually like practically read APIs for beginners. So, I'll link that video above. Okay. What this is going to be doing is this is going to be running our search. So, if I click test step over here, this is going to do now is it's actually going to push this to ampify. And the way that you check this out in Apify is you have to go to their console. But if I go to runs, you'll actually see there's a live run that is currently now happening because I've sent this request. Now, I should be getting something like 100 or I guess 96 leads. You can see here I demoed this a couple of times. And once we're done, what we get is we get a bunch of first names, last names, email addresses, LinkedIn URLs, and so on and so on and so forth. Pretty cool, huh? Now, in addition, we also get a ton of other fields here, which I'm not going to go through all of them cuz there are quite a lot, but that includes stuff like the organization name, the URL of their websites, and so on and so forth. And what we want to do here is we want to take the URL of the websites. First, we need to verify that they have a URL, and we also need to verify that they have an email. But once we've done that, we want to take the website URL that we're generating and then we want to pump it through some sort of scraper and then we want to throw it into AI to have it tell us something about it. Okay. So the next thing I'm going to do is I'll go over here and I'll pick the filter node. What the filter node allows us to do is allows us to look specifically to see if we have an email address present. So if I just go command F email, you'll see that some of these fields are null. So what I want to do is I want to check to see whether or not an email exists. Okay, if the email exists, then I'll continue. If not, I won't. In addition, I also want to check and whether or not the website URL exists. So I I'm just searching for website URL. I'm going to stick that here and I'll say this has to exist. Now in this case, it's not existing because this particular example just does not include a website URL. What I'm going to do is I'm just going to click test step. Now carry the data forward and we're going to see what sort of output we got. If we feed in 96 items, we keep 28 items. That means that of the 96, we are filtering out 68. And that's okay for us. That's just how Apollo works. So, you're going to feed in, you know, about 100 or so and you're going to get about 30. Just math. From here on, what we're going to do is we're actually going to feed this into an HTTP request node. Now, the reason why I'm doing this is I basically want to feed that website in that I got a moment ago directly into an HTTP request node. I want to make a request to this website. I want to search for it. In order for this to work though, what we're going to have to do is we're going to have to add redirects and then click follow redirects with max redirects of 21. If you don't do this, I find that uh in practice, a lot of the websites are going to error out because most of them redirect. If I click test step, what we're doing now is we're actually scraping this web page right here, assetrealtyindIindia.com. In addition, what we're going to need to do is add one other option here and that is we'll go to settings over here. And then on error, what I want to do is I want to continue using the error output. Basically, I just want this to continue executing even if there is an error. And if there is an error, we're just going to do nothing. And the reason why is cuz not all websites scrapes work. Some websites have protections built in that stop us from being able to do this easily. So realistically, if we feed in, I don't know, like 28 or 30, we'll probably get like 15 or 20 websites that are actually able to be scraped. And it looks like we did. We have 21 items that successfully worked and then seven that didn't. Now, when you add those error branches, you're going to get a success and an error branch. You know, I'm just going to do nothing with the error, but you can certainly do things with the air if you wanted to recoup your costs. In my case, I usually do these things pretty quick and scrappy, so I don't really worry about doing that recouping. For me, if I could do this for 20 out of 100 leads fed in, well, in Apollo, I'm just going to make sure that my audience size is really big, like 10,000. Therefore, I'm going to get about 2,000 of those. So, that's okay for me. After that, what we need to do is we actually need to scrape this data, or uh rather extract links from this data. If I click on show data over here, what you'll see is we're getting a ton of HTML. Do you guys see this? In this case, this is a WordPress website. But what we want is we just want to extract all the links on this website. So what we want is we basically want a tags with this href equals to. So you see this this is actually a link on the page. Now in this case this is kind of an empty link but if I keep on searching this we should get stuff. Okay see this hath.com/author/hithadmin. Well that actually is going to take me to a blog page on the website that might actually be pretty important for me to customize. This is a contact page that might be important for us. Basically what I'm going to do is I'm just going to extract all of these links. And the way you do this in NAND in a really simple and easy way. So we go to success just go HTML extractor here. Now what we need to do is we need to stick the links that we're finding into a key. I'm just going to use the term links. The CSS selector is going to be a the value we're going to return is going to be an attribute. And in my case I'll just go href. I'm going to return an array and then under options I'll trim values and I'm going to clean up the text. What this does to make a long story short is it just gives us a nicely formatted list of links from the HTML that we're feeding in. So the links are going to look something like this. What we've done now is we've pushed in a homepage to the HTTP request node. And then what it's doing is it's outputting us all of the links on that page. Now, why would we want to do this? Well, logically, the reason why is because if you really wanted to understand a website deeply, you wouldn't just scrape one page like most other people are doing, you'd actually scrape all the pages on the website and then you'd feed it into some sort of intelligence, in our case AI, to have it tell us something about each page before combining all of that into some big summary, using that to generate some sort of custom asset. Next up, what I'm going to do is I'm just going to rearrange all of this data. If we go to this HTML tag now, what we have is we have 21 items and every one of these items is a big array of links. Now, this is a ton of information, but if you think about it, we also want to make sure that we're grabbing the lead data, too. Like, we want to make sure we get Joshua's information, for instance, here. So, what I'm going to do here is I'm just going to clean this up by adding an edit fields node right over here. Now, what edit fields node does is it basically allows us to add fields and then rename them according to some spec. So, if I drag this first name here and then if I do the last name and so on and so forth, then what I'm going to do is I'm just going to output a much simpler version of all this data. I'm basically going to remove all the fields that I don't find important. Now, in our case, we're getting a ton of these does not exist or unpin node HTML and execute. So, because NAD isn't sure of exactly which record means which thing, what we need to do is we need to unpin them all. And now we need to test this. What it's going to do is it's going to run through that Google sheet again. It's going to grab the Apollo URL. It's then going to feed that into our Appify scraper over here. After it outputs, I think it was 96 or 98 items or something. We're then going to filter out a lot of them. It's going to bring us down to I think like 28. It's going to filter us down to I think like 21 or something. Then out of the 21, we're going to extract all the HTML content. Then finally, we're going to be left with 21 nicely formatted items. And if you are curious what these look like, it looks like this. We have first name, last name, website, headline if they have a headline, location, phone number. In this case, this is empty. And then just a big list of links. Okay. From here, if you think about it, what we need to do is we need to find a way to iterate over this list of links because we have technically what, like 22 items here. But basically, what I want to do is I want to process David first and then after I'm done processing David, process Zane. And after I'm done processing Zayn, process Michael. And the best way to do that in NAD is using what's called a loop over items or split in batches node. This can be pretty intimidating and annoying to deal with if you haven't ever run one of these before, but I'm just going to delete the replace me node and run you guys through how this works. Basically, there are two routes here. There's a done route and then there's a loop route. What the loop route does is anything that you put in here will basically proceed until you connect the loop route back to the input. So basically for every one of these 21 items, we're going to do something. If you think about it logically, what do we want to do? Well, we want to go into these 21 items and then we just want to take all these links and we want to do some processing on these links. Basically, we want to like run HTTP requests for each, right? So that's what we're going to do. I'm going to go to loop and then I'm just going to type in well first of all if you think about it these right now are all buried inside of an array right so we have to expand these or split these away from the array. So what I'm going to do is I'll go split out and I'm going to feed in the loop directly into the input and I'm just going to put this down here a little lower so it's nicer. Now unfortunately we can't see previous nodes because that's just how the split in loop node works. Um the fields from the left that I want to split out are called links. So that's just what I'm going to use. And then this done route. This is going to trigger after we're done our loop. Okay. So, for now, I'm just going to loop this back in. Just make this super simple. Show you guys what this looks like. And just to make my life a little bit easier, I'm just going to go through and I'm actually going to pin all the rest of these outputs. Okay? That way when I start, it's just going to run immediately over to the loop over items and then just split out all of these. And you'll see what I mean by uh splitting them. Okay? So, we just fed in 21 items. Okay? And now for every one of those items, I want to show you guys what the links look like. Just go down to number one. Notice how now what we're doing is for every run, okay, for all 21, we're outputting a massive list of links. So this massive list of links, which is pretty long. I think it's 30 something. This is for run one. This massive list of links is for run two. This massive list of links is for run three. This massive list of links is for run four. So basically, each of these runs are just a different person and their website. Okay. So now, what do you think we're going to do? Well, for each person and their website, what we're going to want to do is we're going to want to process these links a little. I mean, like, check this out. This stuff is crazy. Most of these are basically exact duplicates for Christ's sake. Also, these are um absolute URLs, not relative URLs. What we want to make a long story short is we want a bunch of links that look like this. Home-valuation y-list-with- us communities leewood real estate. Stuff like this just makes it a lot easier to process using HTTP requests later. So, we're going to have a bunch of relative links. And then we're going to add the initial website URL. So, then in this case, it' be troy homes sky-list us. So, I'm going to go over here and I'm going to click add filter. And what I'm going to do, okay, it's unfortunate we we don't have access to that data. But what I'm going to do is I'm just going to make sure that the string starts with an a slash. Okay. And the way that this data is being output, it is being output under links. So, I actually know how to reference this. I'm just going to go expression. I'm going to go dollar sign JSON. Okay. Now, if I take this, I pin this and I test this. Okay. And so, what ended up happening is we fed in 270 items here. We looped over all of these links. Then, for all of them, we filtered them out and we ended up with just 121 items. Okay. So, basically what we did is we just discarded a bunch of the links that, you know, didn't have anything. So, these, for instance, are all absolute URLs. We just wanted all the relative ones in the website. Is this the perfect and best way to do it? No, not really. Like, theoretically, we could extract these. I'm just not doing them because I'm a little lazy and I find that most websites just have relative links to begin with. In reality, we don't actually scrape every page on every website. That just be a ton more work than is necessary, especially for those really heavy SEO pages. So, I'm just going to go with like my proxy. Proxy just means like my thing that's close to the right answer, which is just, hey, you know, if a website has any relative links on it, that's what we're going to scrape. Sure, some websites aren't going to have relative links on it, and you can totally adjust the logic to fix that on your own end if you'd like. Okay, one thing I'm noticing now is there's a bunch of duplicates. So, I'm just going to go to remove duplicates. I'll go remove items repeated within current input. Okay, this is going to immediately remove all of the duplicates in the flow. Now, I know how this works. I'm pretty confident it's good. So, I'm just going to move forward. And now, to be honest, we're basically ready to do our HTTP request. So, for all of those that are remaining, what I'm going to do is I'm going to get the URL. Now, I know what this expression already looks like. It's going to be loop over items item.json website URL and then JSON.links. What this is going to do is this is basically going to concatenate the website URL with the relative URLs that I'm pulling here. So for instance, if my website was leftclick.ai, this would be the base URL and then this would be the relative URL. That's what I'm doing right over here. I'm just concatenating. I'm just sticking them together just because sometimes there are redirects. I'll go down to redirects as well. And now what I'm going to do is I'm just going to test it on all of these links. Okay, it's going to be a lot of HTTP requests, but it's important that we give this a try. Okay, and what we ended up with was 39 items. So I scraped 39 pages here and the result of these 39 pages are all HTML. What I want to do is I want to convert this into like some sort of language that I understand. And the simplest and best way to do that is using an HTML to markdown node. So I'm just going to drag in HTML. It's going to get the HTML data inside of this node. And then uh yeah, to make a long story short, this is just going to convert this into some sort of workable text that I can actually use. After that, we now have a bunch of markdown data. If you've never seen markdown data, it's pretty straightforward. Just scrolling through here, what we end up with is we end up with just a bunch of links again and then just a bunch of plain text. So this just basically makes the token cost a little bit lower. For those of you that don't know how HTML works, it usually, you mean it looks kind of like this, right? So to write the word renter experience, you can't just write renter experience. You need to go less than symbol title greater than symbol renter space experience less than symbol/title greater than experience. Uh greater than symbol. This is just way more to uh tokens than you need. And since we're about to feed all this stuff in AI, we want to minimize the token cost wherever possible. And next up, what we have to do is we just have to feed this into AI. So you do so by going to open AI and then click messaging a model. I've actually already created this message node. So I'm just going to paste it in here just to make our lives a little bit easier. But if I feed this in, I'll run you guys through what this is doing. First of all, we need to connect our credential. So I connect it to one. If you haven't done this already, just head over here and get your API key from OpenAI. It'll actually walk you through all of this stuff. Um, it's very straightforward, luckily. Although if you are at the beginning or a rate limit, just note that this may actually push you over the rate limit just because we're going to be sending a lot of requests very quickly. The model I'm going to be using is GPT4.1. The first prompt I'm going to use is a system prompt that says you're a helpful intelligent website scraping assistant. And then over here is the actual prompt. Okay. And this is kind of like where the AI magic comes in. So you're provided a markdown scrape of a website page. Your task is to provide a two paragraph abstract of what this page is about. Return in this JSON format. Abstract. Your abstract goes here. Rules. Your extract should be comprehensive, similar level of detail as an abstract to a published paper. That's very important. Use a straightforward Spartan tone of voice. And if it's empty, just say no content. This is necessary because some of these scrapes that we're going to do are going to turn up empty, and we just want a simple and easy way to handle them. Okay. So, from there, what we're going to do is we're going to feed in all of this directly into AI and just have it tell us something about it. It doesn't have to be super complicated, as I'm hopefully you guys can tell. All we need to do is just ask it to do this for us. And what I'm going to do here, sorry, I just I I ran this one individually. Give this a click. What we see is we get an output that looks like this. This web page serves as a contact page for Hathan Company, Inc., a real estate firm located in Overland Park, Kansas. It provides organizational contact information, including the physical address, commercial phone, and facts numbers, and a link to the company's website. It also invites users to reach out with assistance. So, this just basically gives us some context about what that specific page is. And since we're going to be doing this for all of the pages, you know, I'm sure you guys could tell, we're going to rack up a ton of data. What we need to do now is we need a simple and easy way to get all the data. It's funny cuz I'm saying data and data different like every time I do it. Um anyway, what I'm going to do here is I'm going to get the data and then I'm going to aggregate it into an array and then I'm just going to feed all of that aggregated array into another AI module that says, "Hey, here is a ton of information about a website. What I want you to do is I want you to customize a piece of reach based off that." So the simplest way to do that here is to go aggregate. And what you're going to want to do is the specific field that you're going to aggregate is going to be this abstract. So, I'm just going to grab the input field name here. I'm not going to rename the field. That's okay. Okay. And now I'm just going to run this end to end from left to right. Make sure that I have all the data laid out, not with pinned nodes, if that makes sense, because if you pin all the nodes and only test off of pin nodes, sometimes it bugs out just because you are sometimes expecting more or fewer records than a later node actually gets. So, we're just going to run this end to end now on new data. Give that a try. Colonify scraper over here. Okay, we now have a bunch of items. We're then doing tons of HTTP requests. So, you can see we've gotten a slightly different number of items here. Okay, and it's running and it's just kind of doubling up. What I did is I connected the end to the beginning here. I'm just looping over. And as you can see, the summarized website page is taking a little bit longer because it's probably a pretty long page. Okay. And it looks like this is hanging. And I think the reason why is because what we're doing is we're feeding in just a boatload of tokens. It looks like some of the website scrapes just a lot longer than I was anticipating. So, what I'm going to do is I'm actually going to check to see if the length of the data here is okay. This is 18,000 characters to tokens. One token is around four characters. So, 18 898 divided by four. That's quite a few words, right? Why don't I cap this out at 10,000? Let's say then if it's greater than 10,000 then I want to do JSON. So let me go to the expression field to make it easier for you guys. Then if not I want to do this well slice it from 0 to 10,000. All right. And that should be good. And now we're always going to be working with reasonably simple and small data. Let's actually do this even less. Let's just go like 5,000. You don't need much more than that realistically. Okay, let's just touch that formula up. I just added length there by accident. Now, let's run this one more time. Okay, and then if we click on this little aggregate button here, what we see is we have multiple runs. And every time that there are multiple links, what we do is we actually aggregate them together. Now, in this case, we haven't actually aggregated any because it looks like the first two people that have run through the system are both working for Hay and Company Incorporated, which is just like the, you know, obviously there's like the same number of like links for each, right? This one did though. Notice how we had one page here, another page over here, another page over here, another page over here. And what it did is it just aggregated all of those fields together. In this case, it's pretty long, right? It's 23. That's why it took so long for us to finish. But anyway, what I'm trying to say is now that we've aggregated all the data, what we have to do next, we we kind of have to pass that through another AI node, right? What I'm going to do is I'm going to feed this through a second one here called generate multi-line icebreaker where now what we're going to do is we're going to feed in all these independent website summaries into said multi-line icebreaker. Okay. Going to give this a double click now. And the way that this is set up is the same as before up here. And the text is we just scraped a series of web pages for a business called Oh, sorry about that. We don't actually have the text on the business. Your task is to take their summaries, turn them into catchy personalized openers for a cold email campaign to imply that the rest of the campaign is personalized. We actually just tell it what we want and return your icebreers in the following JSON format. Now, what I've done is I've actually written out a custom icebreaker that I know works pretty well. Hey, name love thing also doing/like/ a fan of other thing. Wanted to run something by you. I hope you'll forgive me, but I creeped you and your site quite a bit and I know that another thing is important to you guys or at least I'm assuming this given the focus on fourth thing. I put something together a few months ago that I think could help. To make a long story short, it's insert thing you're selling over here. Okay. And I think it's in line with some implied belief they have. I guess the point I'm making, and you guys can do this however the heck you want, but I just have AI like kind of fill in the blanks for me, but I don't do it like with simple templated variables. What I do is I will make it flexible. Like I'll use a variable and I'll like tell AI, hey, fill this in with something, right? Where thing is the thing that I wanted to fill in. This is in contrast to like using actual variables which are procedural and always fixed. If you tell AI like, "Hey, I want you to write this casually in short form." What it can do is it can paraphrase those things and then it seems a lot more like realistic to a customer, which I find. So, use whatever the heck you want here. This is just my template. Then I have a ton of rules. Write in a Spartan Lonic tone of voice. Make sure to use the above format when constructing your icebreers. You write it this way on purpose. Shorten the company name wherever possible. So, say XYZ instead of XYZ Agency. Love AMS instead of Love AMS Promotional Services. Love Mayo instead of Love Mayo Inc. Do the same with locations. Then, furry variables. Focus on small non-obvious things. To paraphrase, the idea is to make people think we really dove deep into their websites. So don't use something obvious. Do not say cookie cutter stuff like love your website or love your take on marketing. So all of these things are important. This here just makes it seem more human written because humans tend not to write the whole company name. If you write the whole company name, if you say hello, I love Mayo Incorporated. Odds are you scraped Mayo Incorporated somewhere from the internet. You do, hey, love San Fran, then odds are you did not scrape San Francisco somewhere from the internet. Odds are if you say for your variables focus on small non-obvious things to paraphrase then you did not you know do all of that stuff. I guess all of this stuff just makes it seem a little bit more human written. Then what I do is I give it some examples of profiles and then websites. Okay. So what I did is I basically ran this exact same flow on a couple of test demo websites. Then I got the profile and then I got a bunch of different website scrapes. Okay. So exact same thing here. I'm just feeding this in as like an example. Then I basically instead of me just telling it what I wanted to do, I fed it an example of the perfect outline for an icebreaker. And then what I'm doing now at the end is I'm actually feeding it on real data. Okay. So just to make a long story short, I'm doing a system prompt first, then a user prompt where I give it instructions, then a user prompt where I give it an example of an input, then an assistant prompt where I give it an example of an output, then finally I give it the actual user prompt with the actual input and output. Once this is generated, if you think about it, our job here is basically done. All we need to do now is we just need to update or add a section to the Google sheet that we had before. So, I'm just going to delete all of these. Go to Google Sheets first, then click append row. Mixing up my platforms here. Just going to use the YouTube credential. What I want is I want to select the document obviously. So, multi-line icebreaker generator. The sheet I'm going to be pulling data from is or I'm adding data to is going to be leads. Then, what I'm going to have to do is I'm going to have to map all these fields. Now, I can't actually pull this data yet. So, I'm just going to give it a quick run and then do it in a second. Okay. From here, what I've done is I've now mapped all the correct fields. So, the first name field is going to fill in this column. The last name field is going to fill in this column. The email field is going to fill in this column. Website, headline, location, phone number, and then multi-line icebreaker. Okay, this icebreaker is the new field that I can't access. So, we are now just going to give it a run. And because I need to loop this, obviously I have to grab the output of this and move this all the way here to the input of the loop. And then when it's done, I don't need to do anything. Okay, so let's give this a try now on some real live data. I'm going to click test workflow. First thing it's going to do is it's going to split it all out like we did before. Then it's going to filter it out, remove all the duplicates, and then start my HTTP requests, format it as markdown, summarize individual pages, aggregate all those individual pages into one array, feed that whole array into the multi-line icebreaker, then it'll add the row, and then it's just going to proceed line by line by line and do the same thing. Now, the first two leads in this list were obviously um the same company, Hathan Co., you know, you can filter out duplicates in the company website if you want. Didn't do that in this case cuz I actually think that it makes sense to pitch two people on an individual business. A cool thing there that you could do, which I'm not doing here, is you could also reference like, "Hey, David, I just reached out to Zayn and I wanted to follow up with you as well." If you do stuff like that, people are a lot more likely to believe that you are a real human being doing this outreach, not some automated super cool robot. Okay, looks like we just added another one that says, "Love how you got the Casey trusted partners list dialed in. also a fan of that local lender vetting approach. Very nice. We're just about wrapping up our test set here. Okay, so hopefully you guys appreciated seeing me put that system together in real time. I hope it's abundantly clear, but that system is just like a nugget. It's a stem. You can add on to that system, make it arbitrarily complicated if you want. I use some very simple unfiltering logic here because I just wanted to let you guys do whatever the heck you wanted with it. I also just tend to be kind of hacky in the way that I put things together. So, I will focus on the 80/20 thing that does 80% of what I want, even if it's a little less cost-effective or even if I end up wasting some of the leads. To me, the leads are never the bottleneck here, just because we have platforms like Apollo and Appify and stuff that let us get an almost infinite number of them. Uh, aside from that though, yeah, like you can squeeze a lot of juice out of the system. You could do a lot more than I did here, you could do a number of things. Instead of just scraping all of the website pages and putting it into an icebreaker, you'd actually like use it to generate an asset. You could build a big dossier on the client. You could have this be like a person research machine where you build up some massive list of information and extract everything about them and then feed that into a big database and then use that database to pitch people in a lot more detailed of a manner than I am. You could generate multiple different types of icebreers. You could test different icebreers against each other. You could blast out to everybody in the same domain and then use other people's information to reference those people in those emails. You could say, "Hey, David, I was looking through Zayn's profile. pretty sure he's one of your colleagues and I noticed X Y andZ really unique cool thing that only a human being would notice. Just wanted to say great work and I had a proposition for you. When you say stuff like that, people again just assume that you're a real human being that sat down and is doing this manually. And whether or not you know your pitch is even that incredible, usually when you can imply that you're a real human being and you can convince someone of that, they're a lot more likely to take the rest of your pitch seriously. Anywh who, if you guys have any questions on this, feel free to drop them down below. I'm going to include this free template in the description just because I know that it was a little bit faster than I normally do these sorts of builds. Just on a time crunch today, I wanted to make sure I could still get one out and offer a little bit of value. If you guys like seeing how to apply real automations to building a business, in particular an AI automation agency, definitely check out Maker School. It's my 0 to1 daily accountability roadmap where I show you guys everything you need to do day one, day two, all the way up until I think we're at like day 180 something now. Uh, I give you a whole list of tasks on exactly what you need to do to build your automation business. If you don't get your first customer within 90 days, I give you all your money back. Okay? Aside from that, uh, like, subscribe, do all the fun YouTube stuff that bumps me to the top of the alone. I'll catch you on the next one.


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# I woke up, found two markets that need each other, and booked the call by lunch (watch it happen)

All right, good morning, guys. So, we actually ended up scheduling an alignment call within just a few hours of actually launching both campaigns. So, what I'm going to do right now is I'm going to do a pure musician level dissection of why this got me an alignment call. Should be pretty helpful for you guys. So, the worldly wisdom here is that when interest is real, prospects start doing labor. So, this morning I woke up, grabbed my coffee, and I did what I always do, read newsletters and annual reports like an old man. I live in Limassol, so I have like this beautiful view in front of me, and somewhere between the second sip and the third headline, I spotted two markets that needed each other. One side has a problem that's costing them money every single week. The other side solves that exact problem. They can't find them fast enough. So, I'm going to connect them live today in front of you. You'll see exactly how I generate those sales opportunities from scratch. Basically, creating money out of thin air that didn't exist this morning. So, let's connect some money. So, the whole process shouldn't take me more than 30 minutes just to show you guys how fast you can get up and running and generate sales ops from scratch. So, as you can see here, I have two giant red circles. On the left side, I got the companies in trouble. This is my demand and it's going to be drug {slash} medical companies hit by the FDA. So, for some context, if the FDA inspects a factory and finds problems, they send a form called 483. Sometimes they send a warning letter, which is even worse, right? Which tells you that they need help right now, so you don't have to guess. So, now you might be thinking, "Sad, well, who can help them?" Well, it's the consultants, right? The consultants that those companies call when the FDA says something is wrong. They get paid a lot of money for this, and this comes in waves, so they are always looking for the next job. And of course, as the operator, you're not selling anything, you're just sitting in the middle, right? Connecting both sides, right? This is you. You sit in the middle. Okay? Now, here are the copies I'm going to be using. Totally just copy them and you can also like copy the mental models behind the writing. Subject line is called sanity check. This subject line just crushes it, right? Sanity check. Highly recommend you use it. Like, I know a lot of people that are using sanity check. Like, my myself included, and it just works, right? Think about like sanity check. You would 100% click on that message. So, Dennis, this is my perfect dream email. Uh hey Dennis, saw Fire Labs, this hypothetical company, receive the warning letter on March 11 around CGMP violations. I'll explain what CGMP violations when we're going to be scraping later on. And with no response filled yet, I figured timing might matter more than usual right now. So, this is the signal, the first line, okay? I have their first name. Uh or let's let's start from the beginning. I have the subject line, and this is going to get them to click, and then the first name, right? Their name. Saw Fire Labs received the warning letter on March 11 around CGMP violations. This is a signal, right? The reason why I'm reaching out, okay? And now I'm emphasizing on the timing, okay? It matters more than usual right now. I connect this my value proposition. I connect manufacturers and active remediation windows with consultants who've handled CGMP {slash} finished pharma issues when pressure is real. If you're wondering, "Sad, how do I copy your style of writing?" Make sure to watch the video that I just posted like 3 days ago, 4 days ago, which is exactly like what you want, how to generate thousands of human-written notes, emails, LinkedIn DMs using AI, okay? Just starts with like writing a perfect email, looking through like their website, and just uh taking that data and just turning it into a perfect note. "Not sure if outside remediation support is something you're already handling internally." This is my hedging language. I'm just saying, "Not sure if outside remediation support is something you're already handling internally. I'm not trying to assume. But if getting this stabilized fast is a priority, I may be able to put the right group in front of you. I've made introductions under tight timelines before. One client added 105k in 90 days." This is my social proof. Totally optional, right? Uh you can, you know, totally just remove this line if you want. You're still going to get the same results. "Another closed four major deals in 60 days. Speed was the difference. Let me know." This is the first one. Now, let's talk about the supply side. Subject: CGMP remediation lead. So, this is a good subject line, right? "Robby, came across a manufacturer who were recently hit by the FDA around CGMP issues, and it looked like a real remediation window. I connect manufacturers and active remediation windows with consultants who know how to handle CGMP {slash} finished pharma issues when pressure is real. If taking a live CGMP remediation situation is relevant right now, I can send the details." And then I have my social proof. "I've made introductions under tight timelines before. One client added 105k in 90 days. Another closed a major four major deals in 60 days. Speed was the difference." So, the same there. Okay? Now, let's talk about like the the deal size, why I'm hitting them. So, the deal size usually is 50 to 500k plus depending on the site scope, right? Your position is I track new FDA enforcement events and connect manufacturers and specialists who can stabilize the site fast. So, this is your positioning for a really niche down on this niche. It's it's a really good market. You know, it pays a lot of money. Like, one intro could be worth like 20, 30k, right? Because just time and matters at that point, okay? So, these are my copies. This is my supply and demand. Now, you might be thinking, "Sad, well, how do I get the demand?" Well, I got you because I spent around like 20 minutes before recording this video, and I built my own scraper using Claude code. If you're wondering how to build your own scraper, just check out the course of Claude code. Basically, in that course, I built an entire like scraper from scratch, and I'm still using it. And check this out. I got the company, recipient, like even like the full name, which is really tough to actually get, the title, the issue date. Sometimes we have it, sometimes not. Uh we have the subject, we got issuing office, urgency critical. Obviously, you know, uh it was me to actually build the scraper when you see the urgency and the signal, right? Uh city, state, product type. Okay, so we're just going to be using it right now. This is our demand uh scraper. It's free. You guys can use it. There's no paywall. Obviously, you can just, you know, use it. And then um we're going to pick the supply side. Probably going to scrape it using a Sales Nav, okay? So, first, let's go to the input. Uh from the max results, I'm just going to pick 300. Uh you see this subject filter, CGMP. Let me explain what CGMP is. So, the reason I added CGMP is because it makes the scraper focus only on warning letters where CGMP is in the subject. And CGMP means current good manufacturing practice. In simple words, it's the rules companies have to follow to make drugs, uh medical products, and sometimes food safely and correctly. So, now you're not pulling like random FDA issues that have nothing to do with manufacturing or like manufacturing problems. You're pulling the right ones, okay? So, CGMP, I'm going to leave this empty. Concurrent, I'm just going to leave it 10. This is if you want to add like your Apollo key to like find emails. Uh I don't need that because I'm basically going to be using Connect Your OS to do all of this for me. Okay? So, I'm just going to click on save and start. Check the log of the scraper so you can see. So, we'll fetch top 600 most recent letters. So, 50 fetched 100. Awesome. Let's see how many we got. So, we only got 65 with recipient names. Um I think that's more than enough. Yeah, because when I purposely add 300, probably the remaining didn't have the full names. Yeah, that's the reason why. But uh yeah, that's fine. We can keep 65 to be honest with you guys. 65 is more than enough, right? Because these are like high intent. So, okay, so we have now like my demand data sets. So, let me just go to LinkedIn, and then I'm just going to pull up Sales Nav. Sales Nav is actually really good. It's like the freshest freshest data you can get. Um way better than Apollo in my experience. Uh so, you can totally get like the free trial. Uh after that, it's like I believe it's like $99, yeah? I know someone actually who got uh his We call him the plug. He can get you Sales Nav for $25. I don't know how he does it, but >> >> that's just uh insane, right? Back then, if you guys didn't know, like back then we used to pay a lot of money for like Sales Nav. But now we have like these methods, right? Um and there's another guy, shout out to you for watching. It's called Alex. A year ago, he found a way to scrape Sales Nav for free using Phantom Buster. The the method is actually still working a year later. So, if you're watching this, uh appreciate you, man. Like, appreciate you sharing the knowledge. So, okay, so what I'm going to do is um first going to go to the current job title. I'm going to add managing partner, and I'm going to go to this keywords. I'm going to add FDA remediation. Great, so I have 35 results. I need more. I'm going to add in the current job title CEO, president. Uh notice, when we're going to add president, we're going to have a lot. A lot of uh contacts. Yeah, 751. Okay, so I can pretty much add more uh keywords. So, I'm going to I'm going to add like a Boolean. FDA remediation or CGMP remediation. Let me add founder, principal, and then consultants. Okay, 261 or 62. I'm going to go to US. Of course, you see like the majority are in the US. I'm going to go to industry. I'm going to add pharmaceutical. manufacturing medical Uh let's do medical practice. Yeah. Let's up the volume. Let's do director. owner founder and or co-founder. Let's do co-founder. Let's do partner. consultant I also operation consultant. operations consultant So 91 results. Let's add another Boolean surf. So warning letter response. Let's add these. So as you can see we have 111. These are high intent. So the goal here is not volume obviously. So I'm just going to stick to it. I'm not going to add more to be honest cuz I just want to add like more like noisy you know companies or like noisy personas. I think this is more than enough. Yeah. So let's just scrape this. Now what I'm going to do is I'm going to go to Everblue which is basically a platform really good platform that allows you to scrape sales enough. Uh so I'm just going to log in and it's very very cheap. It's like $9. Uh so I believe I'm already here. I'm already logged in. Yeah. So once you log in you simply just going to click on open sales nav and you want to go back and you will see that it's already clicked in. Right? It's already you know enabled. So I'm going to click on export leads. So no emails. let's call it you know demo contact list. I don't need a folder and I click on export. Check in your requests. All right. Awesome. So success export has launched. Now we just have to wait a little bit. Ready in 1 minute max. It's really good. So this Everblue is actually you know pretty good. It has like the sales nav exports URL enrichment. Sometimes like they even include like the emails of the contacts. Pretty sure they have like some waterfall enrichment where they take for example the company names, the full names, the domains sometimes and they try to find the emails, right? That's how like these email enrichment platforms work. They query for example my name first name at company domain or like my prospect's domain. And then they send they send it to like a like an email validation tool, right? You have like a SMTP server that checks whether the email is actually valid. So if the the way they do it is they if if there's like a response from that server, okay, that email pretty much exists, right? Ready in a few seconds. >> All right. All right. Awesome. So we're done. So we're just going to click on download 146 lines. And then we'll download this export. >> Sweet. Awesome. So now we're just going to go to sheets.new and I'm going to put it in this Google sheets. So to like just to walk you guys through the data that we got 146 Actually it was not 111. Uh because I added uh while like uh it was scraping I added like FDA remediation CDMP or warning less or 48 remediation. So I'm going to append. Got the industry. Got a full name. I got a bunch of cool stuff. So we're just going to click on share. Let's name this demo list. Save. And then let's go to restricted. Copy the link. And then we're just going to be using this tool right here so we can turn it into a data set ready to ingest into Connect OS. All right. Awesome. So the only thing you have to just put the CSV here. Click on save and start. Done. Took us like what? 5 seconds. 2 seconds. And we got this. It's awesome. So it's so interesting how we can turn just rows data into actual money. When you guys think about it, right? So awesome. We're done. Right? Uh the only thing we have to do is just go to Connect OS. Go to the station page. And by the way Connect OS is free for you guys. You can just use it. Uh it took me like you know how much it cost me to do all of this? Cost me like maybe like $9 here for Everblue. Um the enrichment is probably going to be like $10 or something. Like think about the ROI, right? So the supply data set is already ready and I need the demand data set which is in the other account. Yeah. So again this is my demand data set. Remember the FDA warning letter. Uh I'm simply just going to go to storage. I just logged into this account because this account is not allowing me to scrape because it's a creator account. See when you want to scrape even if you have like the money here, I already have money. Uh if I try to like scrape something, right? For example, I don't know, anything really. I can't do it because it's uh you know so it cannot run public actions on your current creator plan. So in order for me to keep like publishing for you guys like scrapers, I have to like create another account which is annoying but I don't know why they do it. So I'm going to go to demand. This is my demand data set. Uh I wish this is where you put plug your campaign ID. So let's just do it right now. Let's log in. I believe this is the right account. Not sure. Um Is this the right account? Not the right account. Let me log out. This is the one. Okay. So I'm just going to go to campaigns. Create new one. I already have two campaigns. Uh so let me just delete some of the the leads here. Delete. And I believe this is the already it's already plugged in. Yeah, it's already plugged in. Awesome. So yeah, this is like my last one I believe. >> Okay. So um demand. Delete. Uh so we already deleted demand. supply Select all. Delete. Awesome. Um in terms of the context we're just going to copy exactly what we have in this Figma file. We're just going to copy it. So this is where you put the uh so this is the demand this is supply. Okay. So demand so drug / medical company hit by the FDA and need consultants. Okay. Now supply. the consultants companies call when the FDA something is wrong. Copy. Paste here. This is like the the context. So that's pretty much it. I'm going to click on analyze. And I'm basically fetching the data set right now. It's going to pretty much going to take me like 10 seconds. Great. 75 to 111. Um awesome. So I'm going to click on run. Going to launch my matching engine. Great. embedding scoring All right. Next one is probably matching. scoring done curating Uh all right. So let's check out what we have. Awesome. This is great. Wow, this is good. This is good. This is good. This is money. So the trans only companies need CGMP remediation. MRGP car a pharma consultant delivers CGMP guidance, mock audits and compliance training. This is amazing. So we got 209 actionables. 339 strong and only 69 weak. That's insane. That's really good. So as you guys can see this is really good data set. So let's enrich. I'm just using Apollo. Obviously you need your Apollo account plugged in. Make sure to get the the $59 one. Let's see if Apollo can find us the decision makers. If not we already have like an email finder which is like also like a fallback, right? When Apollo fails. So let's wait for this guy. And then let's check the other one. It's actually you know All right. Awesome. So there we go. This is still finding. Okay, we found it for this one. Find the right person. It's called Pharmavize. Let's check the intel. So it's a continuous compliance organization and turnkey regulatory compliance consulting firm especially in quality regulatory clinical engineering and supply chain solutions for life science industry. It's really good. All right. So all right. Let's go to enrich and then let's enrich the the strong fits and the good fits. So enrich 543 contacts. So we're just going to wait a little bit because it's you know 500. And then after that we're just going to send the intros. Round the intros. It's going to be pretty much good to go, right? Awesome. So we are done. We finished enriching everything. Now we're just going to go to send intros. We're just going to copy this. Perfect. Copy. And we can, you know, add the you know, the plug-in the social proof later on instantly. So, let's just go back. So, this is the demand side, right? Demand, as you can see. Paste it here. >> Um there we go. And then the supply side. Copy. All right, we're generating right now, as you can see. We're generating 10 out of 529. So, it's going to take um not that much actually, because we're batching, right? 30, 40, 50. So, let's just wait a little bit and then we will be routing the intros live right here in these two campaigns. 60, 220, 230. All right, we're almost done. 510, 520, and we're good. Excellent. So, let's click on routes. Intros. So, 399 will send. All right, so we're adding everything. Great. So, for the supply, we have the uh personalization already there, and I'm going to add my social proof. There we go. Clean. And then let's just add our our subject line. Hey first name. Let me know if this is if this is worth your time. That's it. Um and and the last one, let me copy some of the last follow-ups that I have here. Seems like Simon isn't right now, which is completely fine. I close this out on my end, so I don't clutter inbox. If priorities change later, feel free to reach out. That's good. Awesome. So, I'm simply just going to click on uh resume already? Maybe I can go to Yeah, I need to actually like add couple inboxes. Yep. And um save. Let me go to schedule. So, from 7:00 a.m. to 7:30 p.m. Monday to Saturday, and then let's click on resume. Let's go to supply. Uh let's go to demand actually. Let's go to demand. So, here's my demand. I already have my contacts here. Same thing. I'm going to add personalization. So, check out these copies. Seen, saw uh that both Window Laboratories and Fairway Norton Grove are currently dealing with GMP violations have not responded yet. So, the system actually like mid like uh mentions like the both uh demand sides or demand parties. So, it just shows that, you know, I have many people in my Rolodex that I can connect you with. So, this could be a pivotal moment for them. I specialize in linking uh companies in these critical windows with consultants who can guide them through compliance challenges. This is really good. So, I'm going to add my social proof. So, same thing. And I'm going to say, let me know. And we're just going to uh copy sanity check. Okay, sanity check. And then we're simply just going to do the same thing. Or maybe we can copy. Uh some of these, yeah. Was this relevant Was this relevant timing-wise or should I circle back later in the year? Um let's go to step last step. And then let's copy this. Okay, let's schedule this. Same thing, as you guys can see. So, 7:00 a.m. And then let's just save this. And then let's just go to Let's go to these ones. And then let's just copy these. I'm not sure if I'm on the right account. Uh I believe these are mine, I think. I'm not going to touch these. Uh there's a lot of people actually using this account. These are Instantly accounts. Yeah, I just gave away like some you know, Instantly accounts to a couple people that I know. But uh let's launch. All right, so now we're done. Uh we're just going to let these uh breathe. And actually, what I'm going to do right now, if you guys didn't know, I'm simply just going to go to the gym. And uh I'll get back to you guys once we generate sales some you know, sales opportunities. I'm going to walk you through everything, okay? So, I'll see you uh in the next, you know, cuts, So, as you can see, this is the one. Okay. So, this is the link that I sent. So, what I'm going to do is I'm going to dissect the whole reply handling uh system for you. Uh so, you can just copy, and this is the exact reply handling that made me millions. Okay? So, let's read through every single then here. So, you guys remember, so Kimberly reached out because I'm tracking drug and medical manufacturers entering active FDA trouble windows, and I'm looking to place the right remediation group when timing is is live. So, the system actually generated this, not me, right? It's the system within OS, right? I connect companies dealing with form 483 warning letter pressure with consultants who know how to handle CGMP / quality remediation when the problem is real. If taking on a live situation like that is relevant on your side right now, I can send the details. I'll make an introduction, so let me know. So, this lady said, We usually work in the cannabis industry. Have you worked in cannabis before? It's a weird industry. I said, Uh let me go on top. Yes. So, Kim, yes, I have worked with the cannabis before. The reason I reached out is that this looked like a real remediation window rather than a slow advisory situation, and your name felt relevant in that context. Happy to get on a quick call and walk you through the situation directly. When are you free? So, she said, Uh sure, happy to chat. I have some time tomorrow before 12:00 p.m. MST. You see this Alex, not Todd, because it's it's using these uh inboxes from I believe Scaled Mail, which is like a It's like a platform where you buy um like inboxes, right? So, for these like like when I hop on a call, uh like every time like every time I just frame it as my assistant, right? Kim, perfect. If you have a calendar, shoot it over, and I'll book 10:30 a.m. in your time. If easier, I can send a link on my side as well. Looking forward. So, she said, Sure, happy to chat. I have some time tomorrow before 12:00 p.m. MST. So, this was like the Okay, this was before the 10:00 a.m. 10:30 a.m. Okay, so let's go on top. It's a long It's a long one. Okay, so I sent, Kim, absolutely. Here's the Zoom invite for tomorrow at 10:30 uh a.m. your time. And here's the link, so I can show you guys. Uh I actually applied to applied to this one when I was at the gym. You guys you know, like a mid-set, I'm replying. So, this is the one, okay? And let's check out their website. Yeah. See? See a GMP gap analysis. They have uh testimonials. Pharmaceuticals. So, within my, you know, target ICP, facility audits and gap analysis. This is a lady. Safety management support business tightly related industries. Uh account hemp specialized in marijuana triple lane. So, it's a woman-led business. Love to see it. Okay, so what I'm going to do right now is I'm going to do a pure magician level for you guys, because when you see these patterns, when you learn how to see these patterns, like you know, I booked like thousands of alignment calls and made so much money uh with my connector business, right? Like last month we made like 193k uh operating as just six clients. I'm looking to like add more clients. I actually just off-boarded two recruitment ones. I should just off-boarded them and I'm pretty much going to give them to someone else's inside SSM or something, right? Actually, I do have someone, John. Yeah, John. Uh you know, shout out to you if you're watching. Um so, I'm just looking into like going deep into like the wealth management and like logistics here and there. Also, like oil industry. These are the ones that I want to like go into the next few months. But anyways, so you see this this is the first copy, right? Kimberly reaching out because I'm tracking drug and medical manufacturers entering active FDA trouble windows and I'm looking to place the right remediation group when timing is alive. Okay, let's explain the first line. Okay, because once you understand these things, you're going to be like a magician with the one eye, right? Yeah, it's funny enough I mentioned the magician because I'm so obsessed with this book's called The Red Book from Carl Jung, which is the greatest psychologist of all time. Whenever I feel like I'm not myself, I always go back to that book. Um and I you know, I read it when I was poor, I read it when I was rich, I read it when I was sad, I read it when I was happy, and it's one of the best books that I've read and it talks about this magician called Philemon. It's an archetype. An archetype that basically comes in as the wise old man that just gives you ancient knowledge from like the ancient land and Carl Jung would confront that archetype and that archetype, Philemon, would tell him, "Hey, here's why you're wrong. Here's why everything that you've been doing all your life is wrong." And it's so good, such a good book. And you know, what's scary then is that Philemon is also Carl Jung. It's just an archetype because an archetype is an entity within yourself. Uh which is like the scary parts, but you know, in life, once you accept the scary parts of yourself, this is when life actually, you know, starts to happen. But yeah, let's let's not get too mystical, right? Even though I know you guys love the mystical things, right? So, first line here is quite excellent because it opens with a movement, not identity. So, when he's saying this, you're not saying I help FDA companies like every other person doing any kind of outreach. Uh and to be fair, like no one in like this industry, B2B, is doing like this kind of outreach of the connector, right? So, you are saying you are tracking drug and medical manufacturer entering an active FDA trouble windows, which feels alive. It feels like you're already in motion and you are near the fire, right? You're not selling a bucket from far away. This is the first now. Two, I connect companies dealing with form 483. So, that is clear, no fog, no agencies lodged, no we provide end-to-end solutions, right? Just one side, other side, I am the bridge, right? One side here, another side here, I am the bridge, right? So, the monkey brain, the reptile brain, every person is going to read the the notes, the LinkedIn DM, the email, understand this in 2 seconds. Now, the third line, which is If taking on live situation like that is relevant on your side right now, I can send the details. The third line is strong because it does not overclose. If taking on a live side right now, I can send the details, right? It's like the same thing that I've shared in the last video, which is uh would you be open like would you be open in like a partnership uh where we connect you with these types of people, right? Uh or would you be interested in uh getting connected with these people in the next 30 90 days, okay? Soft, but not weak. You are not asking for a call too early. You are asking for permission to continue. We'll talk about that in a sec. Which lowers the friction and the wisdom here, the the uncommon wisdom, is that strangers do not like being moved too fast, which is so simple yet not simple, right? Cuz people always trying to, you know, pitch for a call. This is not what you guys want to do, okay? This is stranger, right? Stranger. So, that's uh the the uncommon wisdom. Now, this copy worked and got the initial interest is because the email has three invisible things underneath it. You sound like you're winning the market, you sound like you only care when timing is real, and you sound like a bridge, not a beggar, not a service provider, okay? You're not just a typical lead gen agency. And the worldly wisdom is that people do not buy because you're useful. And this is like the black pills to swallow. People do not buy from you because you're useful, they buy because the moment feels true, right? Give that some thoughts, right? So, the skeleton for the copy is basically I see a relevance, I sit between the two sides of that event. If this is live for you, I can show you something. That's it. Now, when she basically said, uh did you work with like cannabis? Here's what I said. Yes, I have worked with cannabis before. looks like a real remediation window rather than a slow advisory situation. And your name felt relevant in that context. Happy to get on a quick call and walk you through the situation directly. When are you free? I'm asking when she is free. I'm not saying, "Hey, I'm available today or tomorrow or here's a call to his book." No, never say that because you guys, you know, you guys are better than that. You guys you have the confidence, you have all like you guys need to understand your power, right? Cuz you sit in the middle, right? People are going to beg for your time. That's the identity that I want you guys to be in, okay? So, here, she's almost like a like it's a it's like a test, right? My opera senses just told me it's a it's a test. So, she did not really ask, "Have you worked in a cannabis?" She was really asking, "Are you real? Did you know what's going on?" And I said, "Yes, I am real. I see these kinds of problem. No, this is not random, okay?" So, this looks like a real remediation window rather than a slow advisory situation. Your name felt relevant in that context. So, this was not super sharp on my end, to be honest, now that I'm rereading. That's because like I told you guys, I was at the gym like I was there playing around with like the 100 lbs on like the incline press. So, I just, you know, I just started replying on like my phone instantly. I was like, "Okay, let me just reply." But in a weird way, it kind of like worked because it did not uh it's almost like it said like I did not pick you by like accident. I picked you for this. And people like that, right? Like people like love to feel chosen, not blasted, okay? The reason why I came here is because I picked you, It's almost like saying, "Hey, there's a real thing here and I can explain it fast on a call, right?" That's the model or the mental model. Now, why was she still replying? Because, you know, I talked to a lot of agency owners, I talked to a lot of beginners, you know, beginners feeling less than entrepreneurs, all that good stuff. And they're they're they're like, "Okay, I generally generate initial interest, right? Whatever you're selling, you generate this for initial interest." And people just ghost after that. Well, here's why. Well, the whole conversation made everything real, meaning the sale was already partially happening in her head cuz I was not pushy, right? I was just selling my center, right? So, she said, "I'm traveling, so if you could send me an info, right, that would be great." Which means, "I still want this. I'm not leaving, just make it easier for me, right?" So, the worldly wisdom here is that when interest is real, prospects start doing labor. Let me say that again. When interest is real, when someone wants something, prospects start doing labor, which is the whole point of why the connector business just makes a ton of money, Uh it's because, you know, you what you're doing is just everyone wants that. Everyone want the right conversation to the right person at the right time, right? If you if you you know, we live in a world where if you know like the the right person, they can just open the door. Like if you were sick and there's some some like God knows something happening like in the world and you can't get into a hospital, but you know a guy, that guy can put you in the hospital and now you're not dead, right? So, everything just comes from conversations since time immemorial and it will be there for eternity because this is what happened 50 years ago, 100 years ago, a thousand years ago, okay? Everything comes from conversation. If you can create conversations out of thin air, you will create money out of thin air, okay? So, when interest is real, prospects start doing labor. They call they clarify, they suggest alternatives, they keep the thread alive and open, they move around obstacles, which is exactly what you guys want, okay? You're not trying to create demand from scratch, you're just riding an existing demand to the right supplier. Okay, so if interest was the main thing, well, how do you generate it on command? You want to understand that people get interested when they feel this is happening now, this is not random, this person sees something real, and this might matter to me. So, the first note or first copy did four things. It showed movement, I'm tracking drug and medical manufacturers entering active FDA trouble windows, right? Sounds alive, not cold, not generic. Uh it showed a real problem, form 483 warning letter pressure. Now, this is not theory, it's actual pain, it's actually things that happening in the world. And it showed the role clearly, my role clearly or you guys' role clearly. I connect companies with consultants. Simple, bridge, easy to understand. And it showed the time when the problem is real. That's how interest is made. Like it's like the alchemical potion for like a magician. It's like you're a magician, you know, bringing all the colors here, blue, red, mixing up a potion and it just creates interest, right? Now, here's the mental model for you guys. The job of the copy is to create enough realness that the next step feels stupid not to take. That's the whole thing, all right? So, this is the the complete dissection of why it is actually worked and it it was like an instant traction. Obviously, if you keep running everything, the campaign, it's just going to generate more, right? You generate like one a day, one alignment call a day, which is insane. Really, really good. Five a week. These are high intent close to 6 7K. It's a lot of money, right? Um before I leave you guys, uh I want to show you guys a couple things here that I added yesterday with Connect Explore as you can see, uh, previously you had like a bunch of things here like no fit actionable strong. Uh, and I realized that I I was actually creating cognitive just, you know, it's just creating friction for you guys. So, instead of like having actionable and strong, actionable is literally the same thing as strong just tiny bit better. So, actionable is the same thing, right? So, we just have now only these two all in actionable and the enrichments is way way way more powerful right now is because you can pretty much just enrich and then go by your day, close even the tab and you'll still have that and you can resume. For instance, if I click on this actionable, you see enriching? I can basically click on pause, right? And continue, right? So, for example, pause resume, right? And again, pause and I can click on this if I want to stop, right? Which is really good. And, uh, yeah, that's that's the main thing which is basically like enrichment persistence. That way you guys you have your work still there, your contacts enriching here. So, let me pause this so I don't eat up all my tokens. And obviously you see this export matches you can export them. So, if you want to like use these for whatever you want. Let's say you just want to get the matches from Connect Explore and then whatever you guys want to with it, go to LinkedIn, cold call, whatever you guys want. You know, you're free to do it. So, yeah, that's pretty much it. Uh, let's check out the leaderboard for today. So, this operator is R2. The first one in tier. I like these tier ones because it just shows people around in intros which is awesome. But yeah, hopefully you guys found this video valuable. Um, I'll leave you like everything that I've done in the description that so you guys can just get up and running yourselves. And as you can see, we're living in a world where you can just generate interest out of the, you know, thin air if you just position yourself in the right intersection between supply and demand not selling anything. Okay, that's what's really makes money to be honest in this day and age where everyone seems to like be pushing all these all this hype. And my, you know, my advice for you guys not listen to the hype. Just look at the look at the business principles that stood against the time, right? Conversations, right? Things that actually happen in the real world, right? Because we are humans and humans thrive in conversations, right? Meetings, right? All of these things. Back then you'd meet someone over coffee and they would pay you money and you'd make a deal. But now we have Zoom, we have Google Meet. So, focus on the things that, you know, come from like business principles, primitives, right? It's called primitives. Uh, and don't worry about like the hype, right? Trust me. After a few years, even like a couple months to be honest, couple months, you will notice that the the hype always dies, right? And you will be a winner at the end. So, yeah, now we have everything. The only thing that's stopping you from literally achieving financial success is just limiting beliefs and those cowardly demons that come up at night when you're thinking, "Oh man, should I switch this or not?" So, don't listen to them, okay? Don't listen to those and just keep going. You'll get there because I believe in you, right? And yeah, get out there like I always say and I'll talk to you guys I'll talk to you guys soon. Peace.


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# How I’d Get My First Client in 7 Days (Step-by-Step, Claude Code Workflow & Live Closing)

That right there is an $8,000 invoice paid the same day from a campaign that I launched literally 72 hours earlier as a small task. So, in this video, I'm going to walk you through exactly what I did, who I reached out to, what I sent, what happened after, and how you guys can replicate the same thing yourself. So, by the end of it, you guys will have, you know, everything that you need to get up and running yourself. So, the whole process is going to be pretty simple. We're just going to click a couple buttons. So, let's get into it. The first thing I'm going to walk you through is the actual replies from real prospects and then I'm going to explain why this lane or campaign or market printed. So, uh as you can see here, this is like the like uh the initial message. Uh let's start from the subject line. So, I started this Wednesday 27 May. Okay. So, the subject line is EPA remediation. Does that ring a bell? Hey Blake, I have companies that just received EPA enforcement actions actively looking for environmental mediation support right now. Before I route anyone anywhere, I wanted to understand your capacity and whether the fit is there. Worth a quick call. So this is the second follow-up. It was, "Hey Blake, do you have capacity for new engagements right now?" Pretty straightforward, pretty simple, just oneliner. Uh and then this is like my uh third follow-up. So essentially it's like a fourstep uh sequence. Quick check. Two more EPA driven situations came in this week before I keep routing. I didn't want to skip you if remediation has ways is in your active lane right now. So this is me like inducing some thermal, right? So for this guy, he said, "Uh, hey Luna." So Luna is essentially it's like a pre-warmed up uh inbox. Uh when you guys are doing any sort of outreach, you essentially just buy pre-warmed up inboxes like a puzzle inbox. They're pretty cheap. The most reliable infrastructure to scale cold email. Uh if you go to pricing, so for Google Workspace, $3 inbox and then for warmed $45. So essentially if you want to skip like the warm-up phase because there's like a warm-up phase when you buy like uh like inboxes you have to wait 2 weeks to uh to warm them up and within that warm up uh your cold email software such as like instantly or like plus vibe they emulate like a a human sending behavior. They send emails on your behalf and they you know reply to them at the same time. That way Google and Microsoft doesn't see anything shady, right? Because you're going to be sending hundreds and hundreds using that inbox. So, this pre-owned up inbox is just help you skip the waiting. All right. And don't worry about like the name Luna. I always say, you know, this is my assistant. Prospects don't really care. You will see in like the real call that I had with this lady. Um, another one. This is like a new one that just came in again. You see another assistant. So, same copy, right? Same copy. And this guy said, "Our company operates a full service program to assist manufacturers with EPR compliance." So, this guy like literally gave me exactly the services they offer all that good stuff because the copy just hit a nerve. This is uh again, this is the lady that I closed. It was last night. Uh there's a call that I'm going to share with you guys. Uh so highly recommend you know highly recommend you watch the video till the end so you can actually see like snippets of the call because I used uh connector copilot and connector copilot is essentially uh not this one this is impersonate let me log in so I can show you. So this is like a new software that I pushed and this software essentially just helps you close deals as simple as that. So, the main reason I built it is to help people close deals because it literally tells you in real time what to say uh to the prospect. Uh, also there's like a pre-resarch thing where essentially just tell the system, hey, I'm going to have a call with like I have a warm call booked with X, Y, and Z. Uh, here's my initial email. Help me draft an opener. And you essentially just read it in front of you. Uh, which is exactly what I've done. So, uh, let's go back. So this lady actually again same then uh she said thanks for reaching out would be open to a quick conversation to better understand the opportunities geographic uh coverage and type of uh environmental/ remediation supports being requested can you share the general regions the type of EPA enforcement actions or remediation scope whether these are direct client relationships or brokered opportunities so when you get these types of responses from prospects I would say like 60% you're going to close. You're going to make money because they're serious, right? As you can see, there's no objections here. So, let me know a few times that work for a brief call. So, she asked for a call, not me. Um, here's my actual reply handling. Hey, I appreciate the detail and yes, based on what you listed, this does sound like a it could be a a strong fit. So, always when like prospects reply asking a bunch of questions, you just want to keep it at a high level, right? Because the whole purpose of the call is you guys want to discuss this with a prospect not via email or like LinkedIn right or via notes. At a high level the situations are companies under recent EPA. So at a high level right this is what I'm seeing in the market. Uh and they likely need you know what they likely need is around like disposal remediation hazardous or non-hazardous waste handling and compliance driven cleanup support. The way I was able to get this reply obviously I'm not a genius. I can't really you know always write this type of stuff. I use this. This is called message simulator. Again, it's like a component within connector OS, which is like the infrastructure for connectors and people in the BD space that run any kind of outreach uh and want to scale all the way to like 50k a month. So, you essentially just put what kind of reply you got. Is it demand or is it supply? Add contacts and it just generates the reply for you. That's what I've used. Okay. So, hey Gatherine, I appreciate the detail and yes based on what you listed. Uh and to answer your last question, these are not random leads or public bit opportunities. The values routing life situations would Friday at 11:00 a.m. CT work for a quick call. So here uh she didn't reply and then I sent a quick bump and then she said, "Yeah, 11:00 a.m. works for me." And then I sent Zoom link. So hey, here is the actual Zoom link. It was yesterday, Friday. Main thing I'd like to cover is where TBK is strongest by region and scope. So speak tomorrow. So that was uh the last uh message for me and then we hopped on a call. It was yesterday and I went to get some water to in the kitchen and I saw the stripe uh payments. It was like 8K and I was like of course right okay so these are the replies. Now I'm going to explain why this worked. So if you notice this is a new lane. It's called EPA. Right. So it's similar to the OSHA FDA uh the lanes that I share with you guys. It's called penaltybased markets and you and these markets uh they exist in like the macro markets in general like recumin wealth management etc. Every major industry on earth uh has these penalty based little subniches and all of them essentially share four structural features and these are the four features. uh one scrapable public shame meaning the government choose the company name the violation the date and the penalty same thing as FDA remediation right and also like OSHA remediation two they have a clock pressure which means 15 days for OSHA 15 days for FDA warming letters ongoing for SBA they like they have a clock pressure like if they don't solve like a problem right now they they're going to have to like pay a fine right or go to jail really um And then three, we got they can't fix it alone. Okay, so the company can't fix it alone. They need an outside specialist, supplier, consultants, agency. And here's like the interesting part. The supplier themselves suck. Which means those suppliers also agencies, consultants, they themselves have no outbound and have to pay for intros. So if you merge these four things like an alchemical potion, you get this as a formula. public shame, hard deadline, plus specialists needed. Plus, even specialists suck at getting clients, too. So, you want to apply in any market and you'll succeed. You will, you know, you make tons of money. Okay? Because this is like literally 72 hours ago. I just, you know, went through all my lanes and all my campaigns, also client campaigns. I was like, why these types of lanes just keep printing and it turns out they all share these four things, right? So, that's why it worked. Now, uh, what I'm going to do is I'm gonna show you guys like the actual step by step that I've done. Um, so to get the leads, what I've done is I used Claude code. Uh, let me just go ahead and open a new window. I'm simply just going to type in Claude. There we go. Um, and I'm going to give you like a script uh that Claude Code builds me that allows you to essentially get the contact leads, the leads, etc. in like 2 minutes. Right. This is like one of the um scripts that I use within my 200k a month can extra business. You guys will get it because what I'm going to do is I'm going to like show you how I'm going to do it live. And then uh I'm going to ask Claude to sort of like produce like a handoff. That way if you guys are using cloud code, you can just follow the exact instructions and use it inside your clot. So I'm going to say, "Hey Keegan, ready?" All right. So what I'm going to do is I'm going to type in sort of like a like a code because if you guys didn't know throughout me working with cloud in like two and a half years uh it started to pick up my patterns. Okay. So if I type in for example 2 minute flex uh and I'm going to say or actually I can just use whisper. I can just talk directly. So two the script is called two-minut flex. I'm going to explain shortly. So, two minute flex, but but don't add to instantly yet. When uh when everything is good, just uh send me an emoji. So, it's going to immediately understand what I mean by that. So, as you can see, 2 minute flex 2 minute flex enrich worker.py. Uh it's reading the actual Python script. Uh, and then it's going to give us pretty sure it's going to ask us some questions first. There we go. So, the under the hood, this is a script that uses instantly's pre uh preview. I think it's not preview. I think it's uh super search. Yeah, super search. So, if you guys didn't know API, if you guys didn't know, uh instantly they have like like uh it's almost like their own sales nav. And all of this time we've been using it in connector OS here in the station. So, you see this pre-built market. This is sort of like sales nav our version of sales nav or Apollo and we use it here. Uh as you can see, we got demand pack. I built these packs just because I wanted people to get up and running uh as quickly as possible. In fact, we had this guy came in like 3 days, like 3 days ago. He already booked a call with like a big company and I was like, man, like this is the whole point of my like why I'm making things so frictionless, right? Because people can just make money like a week, right? Which is awesome. So, we got demand pack. There's a bunch of packs here like markets. You can just click on them. You got supply pack and also demand pack. And you just pick the locations, the batch sign, and you click run. So all of this is being used from this instantly, right? We just have like um sort of like an enterprise plan with them and they handle the enrichment for us everything, right? So members don't need to worry about like enrichment costs, right? People don't have to pay for like Apollo, any mail finders, like all of this stuff. So I can essentially just do this manually. I can just type in like the titles, founder, VP sales, locations, but uh I'm kind of lazy. I'm not going to lie to you guys. So, what I've done is I just took the endpoint that were already calling and I built a script from it and used it uh within cloud code, right? So, you got uh scroll down. So, where is super? Yeah, there we go. Super enrichment. So, create an enrichment. This is the the end points. Okay, don't worry about it because uh when you download like the actual resource uh your cloud will understand. Oh, done already. Oh, man. Let's see. Workers running. Uh which lane did you actually uh go for? Was it supply EPA supply lane the cartigian superarch environmental remediation? Good work. Yes. Uh good work. How long? Uh actually what am I doing? Let me just speak. Good work, Keegan. Uh so tell me how much time actually took. Let's see. So, I was just talking and then we're done. About a minute 40 and to end the crawl stop around quarter two. Uh, thank you. So, what's the total leads? A,000. Okay. 835 with emails. That's us. Awesome. Great. So, here's what you want to do. First, I want to check are you still connected to my Google Drive MCP? Yeah. Awesome. Great. Awesome. So, here's what you want to do. So instead of us, you know, pulling to instantly just like the way we always do, I'm recording a video right now. So I wanted to just push the, you know, the lead list, the 800 emails or so to a Google um to my Google Drive as a Google sheet. Okay? Make sure it's super clean. Uh and once you do, just send me an emoji. Uh and then uh let me know if you still have the data for the demand side of this lane. Uh I believe you still have the endpoint uh that we poked around the other day like 3 days ago. It was an endpoint for the demand side. Let me uh let me know if there's still there within the you know the memories. Awesome. So right now what we're going to get is essentially like a Google drive here in my Google Drive. Uh once that's done I'm going to show you guys. Uh and from there we're also going to build the demand side right because now we built the supply side which is these consultants. All right let me close all these tabs so you guys don't get overwhelmed. Um and then what we're going to be doing is we're going to you know plug everything into connector OS. Uh this is your data. So your data is like um you use API data sets. So we got two ways. You get the pre-built markets right unlimited uh leads unlimited enrichment obviously and you got uh also uh your data. Essentially this uses ampify. Appify is like a marketplace for scrapers. And the reason why I added this is because some people don't want to use pre-built. they want to get their data elsewhere. Um, and which is totally cool, right? Even though I like I would say like 50% of the time I use uh API for this. Uh, and we're going to be using this CSV um to data sets. By the way, just ignore actual is under the maintenance. Some like for some reason uh epify just you know always flags this and I have to like go to publication and then go to display and then remove this and then click save. Thank you. And then come back. Right. So, it's not really under maintenance for some reason. Just Abovea keeps doing this even though I added it's just the scraper. Uh just a tool. Uh even though like I added like the red me all this good stuff, but whatever. Right. So, for you, you're not going to have something like this. You're going to have this uh window. The reason why I have the code is because I was the one who actually push pushed it to a check. Come on. I'm recording. All right, we're back. Uh, looks like my, you know, my camera just uh died. But I don't know why this keeps happening. Like I have the Canon M50 OS and I got it from Europe. For some weird reason in Europe, like they like it just stops at 30 minutes, right? Even though I have like an HDMI like cable, like the most expensive one, uh, like a good lens, all that good stuff, but whatever. Let's see where Claude is. All right, clean. pushing now to Google Drive. Data looks clean overall. I caught a few residual uh residual multi-credential last name. Okay, let me tighten the cleanup then upload. So that's why I'm telling you guys um you don't need to prompt claude that much. Once you do have like that partnership uh document that I shared with you the other day, you're good to go. Okay, so 820 row zero artifacts. Now I'll read the full clean file, push it to the driver's sheet. Great. Awesome. So, uh, what what we're going to do, um, is once Claude finishes, you know, adding everything to our Google Drive, what I'm going to do is I'm going to add the CSV here and we're going to get like a sort of like data sets inside. And then we're simply just going to plug it here into demand data sets and also supply data sets. Going to add some context, right? Uh, so let me just prepare this. Go to campaigns. I'm going to type this. Going to type in uh demand EPA, right? And then again, same thing. This is going to be supply EPA. Okay, awesome. So, we're going to be using the same sequence is literally what I've done. So, let's see. So, it's still working. Seems like a cloud was having some hiccups with the MCP. Now, we see that I have the full 820 row data sets verified in context pushed into Google Drive sheet. Great. So the whole process is probably going to take you maybe 20 minutes. Um the MCP for like Google if you want to like connect your MCP Google Drive or whatever just you know add a slash type in MCP and you click on manage MCP and then make sure to uh enable it right and also go to manage MCP again and then you see you got ClickUp. I have essentially linear which is like uh my whole business. I have plus viable also have Gmail, Google calendar. So this is if you want to use cloud code to reply, you know, on behalf of you in terms of like campaigns, client campaigns and all that good stuff. So let me go back. Let's wait for cloud until it finishes, you know, working for us. Uh and then uh what we're going to do after this is uh we're also going to be using it to build like a demand uh list. Forgot the name of the actual endpoint. Uh, I'm gonna include it in like the handoff that I'm going to give you. So, you don't have to worry about it. So, as you can see, it's like 821, right? So, that's a lot. Great. Done. Awesome. That's clean. It's beautiful. Two minute clean. Um, did he actually push it? Not yet. Not yet. Obviously, now that we have like, you know, the Google Sheets, we can just drag it and drop it. Could be that Google Drive is timing out a little bit. Uh, let me just interrupt. Uh, hey, is uh Google MCP timing out? Uh, if it is, because it's a huge data set, we can just push maybe a small chunk, maybe like 200. Or if it doesn't make sense, I can just drag and drop it. Honestly, it's not a timeout. It's simpler than that. The MCP only accepts the file inline, meaning I have to stream all 156 of the CSV through the the tool call itself. Okay, it's in your desktop. Awesome. Great. Awesome. So, here's what you want to do now. Let's do the the demand side. Yeah, you want the emoji once it was good. Holding that until the file actually is in your Google Drive still have the demand side we poked around. Yes, go ahead. Uh there's probably an end point inside. Uh, so obviously I don't want like a huge data set. Maybe 100. That's that's more than enough. Okay. So we have the there we go. Great. So it's within our desktop. Let's go here. Uh, we can just go to sheets.new. Sheets.n is essentially like a way it's like a way to create a Google Sheets. There we go. It's a huge data set. So, I'm just going to append. Uh, and obviously I don't need like all these 800. What I'm going to do is I'm going to copy this all the way to 150 brand new sheet. Okay. So, I'll just name this uh EPA supply side and I'm going to name it 150. Awesome. So, let me bolden this up. And for this, I'll just name it. You guys check out the new icons like the new logos for Google Sheets and Google Doc. I'm just going to name this full. Okay. So, I'll keep this here. This is supply side already. Going to go to share restricted anyone with the link. And I'm going to copy it. And then I'm just going to paste it here. Save and start. And I'm good to go. See like uh Apple just keeps doing it even though like the the tool is working great. Awesome. Let's see live 60C RCA cases in the last 90 days. Let me w into RCA. So essentially this is demand side. I've got the full demand side playbook in memory. get the confirmed parameters, the demand specific enrichment, all that good stuff. Awesome. Yeah. So now all we got to do is just go to this storage, go to data sets, come back, go to supply, and then again we're going to go to this outreach, clean this up, and remember the campaigns that we created supply. We're just going to copy this ID. Ctrl + C and uh go back. There's our supply. Awesome. So this is a new run obviously. Let's see. Let me smoke test both endpoints on one company before running the batch verifying the Apollo and email finder. So for this um I'm using like my own Apollo key uh and any mail finder because obviously to find contacts, find their emails, all that good stuff, you need to enrich them, right? So I pull the company search the problem was my clean name safety clean systems was too specific. So as you can see uh cloud code without us even know talking to us without even giving like constrained you know prompts it does everything on itself which is exactly what you want from clog right amazing so as you can see we found one right um you don't have to push to instantly just same thing uh build me like a list of 100 right or and then put in my desktop just like you did. When you finish, send me an emoji and say hi to the camera. All right, awesome. We're back. Hey, camera son is the one making this look easy. I just run the pipeline. Uh, but 16 is too too low. All right. Can you increase the volume? I want like 100. Let's see. I actually went uh to get a coffee. Uh by the way, these are like some uh like a little mugs that my mom got me uh here. So, she came in to visit uh Cypress because I live in Cypress, specifically Limisol. She brought me these little, you know, she's like, "You have your own house now?" And I'm like, "Yeah, sure." Funny. Like, it's so interesting. Like 3 years ago, four years ago, I was um I was a nightclub bouncer and now I'm like living in a beautiful house here essentially. I can retire. I can stop working literally now and I'll still be, you know, I'll still be in good hands, right? So, I highly recommend you guys, you know, take a few years of your life, maybe one to two years to actually change it and like your future self will always be really happy that you've done it. Okay. So, right now we're running the demand enrichment. And once that's done, so four workers grinding through 450 companies. I'll get PKed when they finish. They incur it down to 100 clean and drop in their desktops. Uh workers are running on all 400. Should land around 100 clean after I filter the fuzzy matches. I'll drop uh yeah. Uh so, let me ask something. Let me ask Clawson then. So, how are you able to, you know, go directly and filter the fuzzy matches without me telling you, which is exactly what I like. Highly recommend you guys use Whisper. It's like uh it's like um software that allows you to just speak and then just types everything. So, two things stack honestly. One, in my memory, the notes from your demand side, Spike literally says, "I'll pull a mixed company search is fuzzy and return false." matches. So I came in already suspicious of that step and two does a just read in the output against the context instead of trusting the green verified flag. The email can be perfectly real and still be the wrong human. See a US EPA enforcement case resolve into agri gulf or an Indian stellar formation India is a category error. That's true. The geography can't be right. The Navy showing up as a nonprofit. Yeah. And the deeper reason I don't wait you to say it. You've told me you don't ask permission once the direction is set. Surface the real problem instead of shipping clean looking garbage. Exactly. And the new 24 rows with uh and a third where a third are wrong look like looks like more work delivered but it's actually offloading the QA uh into you dropping the eight and saying why is the version that respects your time. That's the standard instruction. So I just do it. Workers are still chewing through the 450 emoji when it lands. Okay, that was funny. Okay, this video is probably going to be uh pretty long. So, I want you guys to actually watch the uh the recording because I recorded the you know the call with that lady and I used the co-pilot then. So, let's see. Let's wait. Let's read if there are like good quality matches, right? That's more than enough. Honestly, I can't tell you guys how many, you know, campaigns that I ran um for both sides supply and demand where the initial lead list was like 100 and I, you know, I still made tons of money from it. So, I'm in the $200 plan on cloud code. You definitely do not need it. I'm just using this because of the operations within my uh connector business. So, for example, if I show you, this is the plan that I'm on. I mean, I'm on the the max plan. You can pretty much get away with just like the pro plan, right? So, if you guys didn't know what workers are, it's essentially like small little agents like sub agents that claude prompts them uh and orchestrates everything on top. So, it tells them, hey, run this script, return, for example, something like the data as JSON and from that JSON, it probably just parses it and then when it parses it, it turns it into like a Google Sheets. uh which is awesome, right? And then we we're going to have that in our desktop and then we'll just you know continue and we are done. So perfect. So this is the EPA enforcement. Great. So again same then we're going to create a Google Sheets and then uh same workflow. There we go. Obviously we can up the volume because as you can see it's like 4,000 because it's a public database. So, same thing. Anyone with the link. Make sure it's always anyone with the link. Uh, and then let's go back CSV to data set. Um, and then we're going to do the same thing. Get a data set ID. Input. Save. Click start. And then you're good to go. Awesome. Now, copy the data set. Go back. Uh, plug it here. Same. Then go back, copy the ID. Get it. Plug it here. And then let's click on analyze. So now we're fetching the data set. Awesome. Analyzing all the way to 244. Right now the system or the infrastructure is uh matching both sides. So we get the best matches. And then we're going to send everything to instantly. So launching matching and then uh I believe we're going to get curating uh no scoring actually. Yeah, scoring. So let's name this EPA play. Uh let's name it AK. cur and finalizing. Done. Great. Already known because we already have the decision makers. Let's click on generate intros. Uh and in terms of the the sequences, I was simply just going to copy the same thing that I showed you cuz it's a winning sequence. Copy the same thing here. And then we're going to say, "Hey, Phil. Great. This is our supply copy. Worth a quick call. Let's just remove this." Okay, great. And then this is where you put your name. I'm just going to put my name. Uh, in terms of demand side, same thing. This is the one. Uh, let's go back. Same thing. Hey, Andrew. And then let's remove this. And then let's generate two intros. Let's see what we get. Check this out. Hey Andrew, I have companies facing regulatory actions looking for hazardous cleanup support right now. Before I connect anyone, I wanted to check your capacity to see if the fit is there. So right now, let's click on send intros. We'll see them in our instantly. There we go. All we got to do add a variable which is insert variable. Make sure it's personalization. Let's save preview. There we go. Awesome. Let's check the demand side. Same thing. We're going to add variable save. Same thing. Okay, so that's pretty much it. Obviously, if we go back here and we click on enrich all or actionable, it's going to take maybe 3 seconds because we already have the emails. And from there, we can just compose more intros and then click on send again. That's exactly what I would do if I wanted to get my first uh connection business in like, you know, a couple weeks, right? Because as you can see, the whole process was like very very simple. We just used tools cloud code enrichment, right? Spot the signal and then from there we just, you know, click the launch. That's the whole process, right? All right, guys. So, I'm about to hop on a call uh with this lady. Uh I'm not going to mention her name, but first I got to put this into co-pilot and I'm going to, you know, go ahead and launch it live. So, I already have it here. So, I'm just going to click research. So right now Claude essentially is researching uh this lady. I'm pulling together uh Katherine and her company. Uh so you know the full name is going to be mentioned anyway. So then turning it into what uh then turning it into a matters for the call who she is what they actually do where the fit is strong um and what to ask before any next step. So, right now, this is like the research happening under the hood. And then I'm going to get a pretty cool opener plus like intel. Um, like it's almost like a pre-ressearch brief that you want to read. So, I have a call in like 1 minute. Let me close uh Spotify. I was listening to this uh song. It's my favorite song. It's called uh Serial Love. You guys know that song? >> Recording in progress. >> Hey. Hey, Katherine. Good to see you. >> How are you? >> I'm doing great. Appreciate you hopping on. So, this is a bit of a cold reach even though you know you booked it honestly. Uh I wasn't sure how much contacts came through in my notes. I'm not a you know remediation operator myself. I mean I don't run like cleanups from managed waste disposal but I do sit uh close to a specific category of demand. Uh companies move in through EPA enforcements. I wanted to get a kind of like a feel. Uh so is your team typically looking you know to get uh in front of more of the enforcement driven situations or is that already like a strong part of your existing pipeline? So we do waste, hazardous waste and recycling or sustainability nationwide in the US. And um enforcement is part of that because we have companies reach out um some some companies reach out specifically saying, "Hey, they've they've gotten dinged by the state um saying that they have to clean up something. They've got a fine." um certain states uh DEEQs will recommend us for cleanups uh specifically so companies don't have to to research who to reach out to for for cleanups whether it's for spills or somebody buys or takes over a property and testing's been done and then they have to do a giant cleanup. So it's part of what we do but it's not all of what we do. >> Makes sense. Yeah. Makes sense. Okay. Well, most groups uh in our experience like yours aren't purely remediation shops because you've got waste disposal, compliance, you know, recycling, all of that around. But when those EPA, you know, situations do come across your desk, what kind, you know, are actually worth your time? Like is it cleanup, remediation, maybe like full package? >> Any of it. Any of it. So any of uh the cleanups and remediation are are going to cost a lot. I mean there's a lot of documentation that goes into it especially with reporting to the state DEEQ um after the fact that we have to provide to the customer and to the state and then depending on what the still was even to the EPA even after the cleanup is done. >> Yeah. Yeah. Makes sense. Yeah. Uh and that's you know that after the fact you know validation is where you know the urgency usually stays high because they still need documentation you know tasks and disposal reports but when those post cleanup you know situations come in are they usually meaningful projects for you commercially or are they more like small work around the larger mediation job? They're normally smaller around all the other business that we do. I mean, it's it's a big ticket item of course, but um it's not something that we specifically go after because um they are few and far between. I mean, they come up, we do them. Um but that's not something that we market heavily on. a tanker that's been sitting out in the field for 15 years and it's degraded and it has chemical in it and for some reason it hasn't exploded because there's still chemical in it but it looks like it's about to we have to go clean it up. >> Yeah. Yeah. Totally get that. Yeah, those are the messy ones. property and uh transfer abandonment containers like legacy spills like uh you know nobody wanted to deal with it until like there there's a real transaction or maybe like a liability event that's useful because uh it tells me your team can handle you know those situations where the scope isn't perfectly packaged yet in a sense but when those come in what usually makes it worth you know pursuing commercially though like is it like the disposal volume maybe like the remediation scope or like the relationship >> um the relationship Yes. But um for for those cleanups specifically like if it's in a field and there's um something's been spilled um you have to test and um dig out so much dirt. We're going to tell them that hey you have to pay X amount up front. And if they say no then that then we're we're not going to do that because we're we're not going to get put into a situation to where we're going to have to pursue them or even sue them to get paid. Got it. Yeah. Yeah. Yeah. That's actually pretty helpful because it means you're not chasing every messy site just because there's urgency. You need the project to have like a real payer. But when you require money up front, is that like usually a hard filter for you? Meaning if they won't fund the initial work, they're not like a serious opportunity. >> We have a cap for those projects or if if it's over a certain amount of money, they have to pay upfront. um even if they have a good credit score uh and payment history just so we won't have to pursue them for payment we we won't do the project and it actually lines up with how I think you know these situations should be routed to be honest because if a company is under enforcement pressure but won't fund the front end it's not really like an opportunity for you it's like a liability conversation right since liability like is the whole trigger here once it be you know if you like if you really think about it once it becomes a legal maybe environmental or like a transaction risk. They're not, you know, shopping casually anymore, right? They need like the problem contained. But before I, you know, I get into what I have or what I'm seeing, uh, are those liability driven situations usually like the highest, you know, value lane for your team compared to like the standard waste maybe sustainability work? >> Well, so those are oneoffs. Um, and we are we pursue the one-offs, but that's um not what we go after on a regular basis. We we want um manufacturing companies who are going to have reoccurring waste or recycling. >> Got it. Okay. So, recurrent makes sense. Well, that's is a section I wanted to understand because the enforcement event is the door opener, but the real value for you is when that company also has ongoing waste. It could be like recycling maybe like disposal maybe compliance needs after the like the urgent problem gets handled. So I wouldn't you know position this to you as just oneoff cleanup chasing the better lane is enforcementdriven accounts where there's immediate pressure and a reason to engage now but also like enough operational activity behind the company that it can also turn into like an MSA maybe a recurrent waist stream. Is that something you'd want to, you know, explore? >> If it were a smaller company, those fines and the cleanup would wipe them out. So, Tyson specifically, yes, Tyson would be one with the Marone business. >> Kern, you know, is the commercial filter then, right? The enforcement side is is useful if it creates some emergency, gets you into an account, but I guess the account has to have ongoing waste. It's exactly what I've done, and you guys can do it, too. It doesn't make me a genius to do all of this, right? the whole process simple. Uh so yeah, that's all I got for you today. But appreciate you guys, you know, watching the the video. I'm gonna what I'm going to do in fact right now. So I wanted to produce like a comprehensive handoff uh for people that are watching this video because uh I just recorded this live and I want them to replicate the same thing. Meaning even if they don't have any, you know, technical skills, right? Uh the whole like the whole process should be easy for people that have been running cloud code or maybe they don't even know how to use it, right? That's that's it. Uh so the whole goal is that they plug in for example a folder and from there their own cloud understands everything. Okay. Also make sure the tone is there like the same tone that you you know that you used within this conversation. And thank you. Make sure to yeah plug it just plug the the the folder in my desktop so I can share it. Cheers. All right. So, I'm gonna, you know, leave this in description for you guys and uh yeah, appreciate you watching and like I always say, get out there, take action. I believe in you and I'll talk soon. Chest.


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# How to close $10K deals with zero testimonials — the hidden psychology

You don't need testimonials, crazy social proof for a wall of screenshots to sell. If they're on a call with you right now, then congrats. Your system already worked. That's your case study. So today, I'm going to show you exactly how to close using the system as the case study. And this is something coming from someone who's closed dozens of deals using this exact same method without needing a single testimonial to start. So, let's get into it. Now, imagine this. You've done the work. You sent the messages and here you are face to face with a real prospect. They showed up, they're listening, and they're literally experiencing the service in real time. So, when they hit you with the classic, "Do you have any testimonials? Have you done this before?" Well, you don't panic. You don't start explaining your life story. You point to the real leader inside, which is the same system that found you, wrote to you, got your attention, and brought you here. is the exact system that I use to bring you buyers to you. So what this means is that they are not asking for proof. They are the proof. The system already showed it reaches the decision makers. It gets their replies. It gets it makes their introductions. It creates opportunities of literally thin air. That's a case study happening live. And my recommendation is that you do not need to justify yourself. Don't defend your existence. You anchor them back to what just happened by saying you're a decision maker. You're not easy to reach, yet you're here. Why? Well, because the system I built works. So, you're shifting the frame from hope to evidence, from possibility to reality. And the beauty is you didn't have to show a single screenshot. You just leveraged the only proof that actually matters. A real human with authority took action. That's the foundation. And that's how you close your very first clients without testimonials, without clout, without pretending you're someone you're not. Now, I know you're thinking, Sad, well, what if they say that the system got you on a call with me, but what about my buyers, our industry, our market? They're different, right? Well, you better believe that I have the exact script to crush this objection. Okay? So, you just want to use these four steps. Step one is you want to validate and redirect, which means when they say or when they hit you with, well, the system got you on a call with me and you said that you're going to replicate the same success for me. Well, my buyers are different. our industry is different. What you want to do is, like I said, step one, validate and redirect by saying, "Okay, you're right. Your buyers are different. Different titles, different pains, different language." Here's what isn't different. They're human, right? They check their inbox. They respond when something is relevant. They take calls when they're curious, just like you did, right? Step two is you want to show them the mirror. And you want to say, "Think about it. You're the exact type of person your buyers are. a decision maker, busy, skeptical, getting pitched constantly. If this system cut through your noise and got you here, well, it's gonna work for people exactly like you. And by the way, this is exactly how um I bypassed the like the objection of do you have any case studies when I first got started and I I thought I'd share it with you guys cuz maybe you are in the same spot and you're wondering, well, I don't have any case studies. I need social proof. Well, you do. Just you watching this, you do have social proof. Okay. Step three is you want to break down the mechanics. So you want to say you showed up because I created enough curiosity to earn 30 minutes. That's not industry specific. That's just effective sales systems exactly what you're watching right now. Right, dear viewer, operator. And yes, it's customizable to your specific needs, but the bones, the structure is the same one sitting in front of you right now. And the last step is you essentially want to flip it back on them. And I'm going to explain to you what this means. So you want to say your prospects aren't fundamentally different from you because if they respond to clear value and relevant outreach exactly what my salesman did, right? We already have our answer. And if they don't respond to anything, well, that's a different conversation about product market fits. But my guess they're a lot like you, which means what worked to get you here will work to get them on a call with you. Now, what is product market fits? What product market fits is essentially the product or the offer that whatever prospects or whatever uh company has okay that they provide okay and usually if someone or like a business doesn't have products market fit well they're not going to get customers okay whatever they do whatever they run ads because their product simply just is not sellable people don't want their products when you mention this I'm going to explain why you me when you mention this kind of like makes you instantly close deals and reason why guys, because the line, well, that's a different conversation about product market fits, but my guess they're a lot like you. Reason why it's crucial because it removes you from the hot seats, okay? Because you're no longer defending your system. You're questioning whether their offer is the problem and most decision makers will immediately want to defend their product obviously, right? Which means they're now mentally siding with you. Okay? And the next thing is that re it reframes the entire conversation. Now they're not evaluating you anymore. They're evaluating their own business. And if they believe in what they are selling, which obviously since they are a decision maker, they do, right? If they didn't, they wouldn't be a decision maker obviously. So they have to concede that the sales system will work. They it has to work because obviously they have a good product. So you kind of like just say it unconsciously. So, it's a forced what I like to call a forced checkmate framed as a casual observation. And the beauty is that you said it so smoothly that they don't even feel manipulated. You just made them think, which is exactly what a decision maker actually respects. Okay? And that line alone could actually close deals. By the way, like just this line can actually close deals. And I like use this all the time. And also my sales reps, if you guys don't know, within my 180k a month sales agency, I train sales reps. And this is kind of like the same thing that I tell them to say. And the cool part is I shared it with you guys. You can kind of like get the source of the knowledge, right? Which is the entire point of making these videos. Okay. Now, there might be other objections that you might that you guys might have. And we're going to tackle them today, all of them. And I'm also going to give you like a cheat sheet to kind of like read it before your sales conversation. Okay. So, what if they say, "Well, how do I know you didn't just eat lucky or is this actually sustainable?" Right? That's a that's a real objection. Okay. So, you want to say you're essentially just one data point. Uh but you're not the only one. The reason we are here isn't because something random happened, right? So, there's a repeatable process behind this and I've used it multiple multiple times to create the exact same outcome, okay? which is you getting on call. So the assistant finds the right people, reaches out to them in the right way and starts real conversations. And because we can repeat those steps as many times as needed, the results don't rely on luck. There's no such thing such as luck. Okay? So they come from consistency if this was just a one-off. I would be just as skeptical as you. But the fact that you are here right now is evidence of a process that already works and one we can continue applying to your business. Okay, so that's how you bypass this. How do I know you didn't just get lucky or is this actually sustainable? Now the next objection, okay, which is going to be okay, but how quickly we will know this actually works, which is totally valid. They're going to be like, okay, I don't want to waste time or look bad internally in my with like within my team. Okay, and it's totally fair. Nobody wants those slow invisible progress. So what I tell them, and this is what you should tell them, the whole point of this system is to validate quickly. We're not waiting months for something theoretical to kick in. We'll be building you the system immediately, gathering real data, and using the first signals to guide decisions. You'll know very early if you're moving in the right direction because replies, both positive and negative, give us truth fast. So, you're not committing to a long experiment. You're committing to a short proof cycle that builds confidence as it goes. And because we stay close to the data, we don't guess. we adapt and improve in real time so we reduce risk instead of amplifying it. Okay, now let's talk about the cheat sheet. Okay, that I'm going to leave you guys. I'm going to walk you through it. So, this is kind of like a closing um cheat sheet which is very very powerful. So, this is kind of like my recommendation. Okay, so the first thing you want to do is always try to close same call. Contrary to believe they're going to be like, well, just send them a proposal, hope for the best. No, you don't want to do this because you're an operator. Okay. So, always try to close same fall. Have your proposal ready. Stripe link contract everything. Okay. High recommend you use stripe. If you don't want to use stripe, that's totally cool. Just use a bank wire, whatever makes sense to you. Okay. Uh and the reason like uh the reason why you want to do this, okay, is momentum dies between calls. The second they say, "Let me think about it. Would you just send me a proposal?" Just like a like a polite brush off. So, you've lost control. this one and usually their inbox fills up and doubts creep in. So you don't want to have that. Sometimes a competitor reaches out, life happens. Okay? So the version you just got to keep in mind that the version of them that's sitting on the call with you right now, right freaking now is the most brought in they'll ever be. Okay? So strike while the iron is hot. Okay? Sad. Can you stop being a a bouncer? Well, some things just never change, right? So you want to strike while the iron is hot. Like I said, if they're ready, close them. If they need to see the number, show them live. They want to start to take payment now. Never leave money on the table because you weren't prepared because just sloppy. Okay? And then the second thing is assume the sale. Don't ask, "Are you interested? What do we start?" Just just dragging the conversation. Okay? So if they're interested, just assume the sale. Next steps. So you don't want to ask questions like, "What do you think?" or "Does this make sense?" Because this invites what? hesitation. So they give the prospects permission to stall. Instead, you want to operate as the decision is already made. Operate as the wish is already fulfilled. Just like um Neville Goddard fill in this secret. He said assume the wish fulfilled. It's already happened. It's not in the future now. So operate as the decision is already made and you're just handling logistics. So you want to say so if we can uh kick this off next week, does Monday or Wednesday work better for your team? because now it forces them to either commit or surface a real objection that you can handle, not just hide behind this politeness. Okay. And the third thing is you want to handle objections immediately. Never say I'll send you more info on that. Okay. They mention budget timing or like intruders and you brush past it, that objection obviously will kill the deal later. We're not there to address it. So tackle it heads on in the moment. Let's talk about budget right now. Let's talk about the thing that scares everyone, right? the investment. What does that look like for you? So, get it out in the open, resolve it, and move forward. Use time scarcity. Okay? So, you want to say, "Okay, I've got X slot this month, and we're fully onboarding by date." Even if you don't, okay, I used to say this before, even if I didn't. Okay? Because uh decision makers in my experience, they respect time constraint. If you're always available, you're not in demand. And this this just applies to everything, relationships, and everything. Uh like the person who's always there, obviously, they don't have the perceived value. Okay? it's they don't have that value. But for the person who is not always there, well, now we want to once he's there, well, we appreciate it and we want him to be there. Okay. So, if you have limited bandwidth and they need to decide now or wait until next month, well, it's going to create urgency would have been manipulative. Okay, which is pretty normal and any sales conversation, right? Or any conversation in general in life. Okay, in general. Now, let's talk about the next thing which is fifth. Keep the offer stupid simple. one deliverable, one timeline, one investor. If they have to think too much, obviously like if you confuse, you lose. Like I always say, confusion just makes you lose deals. So you don't want to get them to default uh or like use a default answer of let me think about it. Okay? Because always want to be simple because simplicity reduces risk. And then what you want to do is you want to make it stupid easy to say yes. What does that mean? Well, you want to remove fraction at every step. What I recommend is use stripe and panel lock. So, Panadoc is like my proposal system that I use. Uh, you can easily integrate with Stripe. Uh, Stripe is just the best payment processor. So, just use Stripe. Okay? Because I mean, at the end of the day, you're starting a real business. So, you just just use Stripe. And you have to understand that the more steps between yes and payments, the more chances they have to back out. So, prefill the contract, send a Stripe link, they can click on 30 seconds. Reason why I said again, Panda Dog just integrated with Stripe. They signed a proposal, get redirected to Stripe, boom, you're paid. That's it. And then you want to offer to onboard them immediately. The harder you make it to start, the less likely they are to finish. Your job is to turn I'm ready to like I'm paid with zero obstacles in between. And the seventh thing is silence is your weapon after the ask. Whoever speaks first loses. Obviously, everybody knows this. Whoever speaks first loses. So after you ask for the sale, you don't want to like fill in the like the void. You don't want to fill in the silence. Shut up. Let them process because the discomfort that you feel, trust me, in silence, they feel it 10 times harder. Trust me. So you don't want to be like most sales people because most sales people panic or usually not just sales people, people in general, humans, like when there's like a void or like there's silence, they try to fill it. Now you don't want to do that. You want to stay in the center, right? and just let the the silence just carry everything. Let the silence do the work, right? So, you don't want to panic. Start talking because it's going to give them an easy out. Instead, hold the silence. Let them sit with the decision. And more often than than not, you will notice that they will talk themselves into it. They will do it. But you have to let the silence do the work. Let the knife do the work, right? And uh last thing is end every call with a clear next step. No ambiguity. So always like next step when like when do we get started? Uh let's do the kickoff X Y and Z. Clear next steps. Clear next step all the time. So you don't want to end with like sounds good. I'll follow up next week. Now you've lost. Okay. So they will ghost you. Instead we're starting Monday. I'll send the onboarding doc doc tonight and we'll have our first check-in Wednesday at 2 p.m. Sounds good. Again, clear action, clear timeline, clear accountability. There's no room for drift. Okay. So that's my cheat sheet for you guys. Here you can essentially just copy and paste this and just get up and running yourself. So hopefully you guys found value in this one. I'm going to leave you this document in description. 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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