How To Get Rich Online ASAP in 2025 (Full Guide)

so I'm going to explain how to make $100,000 a year on your own with a oneman business and I'm not going to talk to you about any complicated Advanced strategies we're not going to talk about how to make millions and millions of dollars we're just going to talk about how to get started so you can achieve basic Financial Freedom not have a boss and have enough money to do what you want and go where you want and basically live freely now I did this when I was 19 years old so before I was 20 I

figured out how to make a 100 Grand a year completely by myself without employees without any crazy offices or any crazy business strategies it was very simple it was very straight forward and so I'm going to give you the exact method that I use to do it so that you can do it as well so without further Ado let's hop in so the first thing that you need to do when you're starting is you need to Define what do you want so it helps to understand this if you try and build this business and you

try and get to 100K 200k a year 300K a year it's going to be pretty tough and it's going to be pretty difficult and it's going to take quite a long time and it's not going to be easy it's going to be simple but it's not going to be easy it's going to require a lot of work and you need to know what you want and why you want it because before you even begin you need to have a reason not to quit and the reason that most people fail and you know don't succeed in

achieving this financial status is because they don't clearly understand why they want what they want and so you need to get real clear and real focused on why you want to make 100K a year and why you want Financial Freedom and the easiest way to do this is to go to the dark side so instead of looking at the good things that happen if you make the money like buying a car or being able to travel or retiring your parents those things are great and those things can be very motivating but you need to look

at the dark side what happens if you don't do this okay is it being stuck in a job that you hate or not being able to provide for your family or not being able to pay for your grandmother's medical bills things that feel really painful the these are the reasons as to really why you want what you want because you might think that you want to get to 100K a year because of some you know Noble inspirational gesture of love you know like I want to do this and I want to buy build a school

in Thailand or something or wherever but that's great and you can want those things but the real thing that's going to push you forward is pain and so step one why do you want to make a 100 care a year don't look at the light side look at the dark side really sit with this for a while and once you know why you want what you want and you can keep that in your in your Consciousness and you keep that top of mind then it will become like this thing where you have to do it

but if you bury the pain and you try and only motivate yourself with desire well those desires aren't actually as powerful in pulling you towards this goal as you think and so I'm going to give you every single step to get to 100K year and it's going to rock your world and it's going to be amazing and you're going to do it and you can it's pretty easy to do pretty straightforward but it does require some sacrifice and it does require some pain on your end so if you lose track of this thing it's game

over before it even begins so let's have a look at step number two so once you know why you want to make a 100K a year from a negative perspective and you actually have some pain to run away from because the work's going to be painful and the thing you're running away from needs to be more painful than the work otherwise you won't do the work basically is we need to define a group of people so this is also called a niche now the business that I'm going to show you how to start here revolves

around selling information okay so this can either be a service-based business where you are doing work for someone and you know you're performing an action that gets someone a result or a consulting or teaching based business where you're sharing information and knowledge with someone so that they can get a result they want now don't worry if you don't have anything to offer it's fine because I'm going to show you what to offer and I'm going to walk you through how to build an expertise and how to find a service later on in this video but

for now you just need to understand this people or niches have problems a niche is a collection of people okay and Anish is basically a collection of people that have something called Affinity okay now Affinity is a word used to denote similarity and so for example we could take people that um are Pottery experts that could be a niche and this Niche has Affinity by all of those people being experts in in pottery and what another Niche could be NBA players another Niche could be modern day philosophers another Niche could be um high-end luxury gardeners

right what you want to do do is you want to find a group of people that you're interested in and once you found this group of people it's called a niche now there are a few rules to picking a niche and a few rules to picking a group of people that will determine whether or not the niche is successful and can support you making a 100K a year because the market is the most important thing and that's why we start with it right so what makes a good Niche well it needs to be growing it

needs to be financially supportive right and it needs to be in pain and so what this basically means is the market that you pick needs to be expanding you need to pick a market that is growing because every billionaire ever made pretty much with a few exceptions was made in large part A because of their entrepreneurial talent and their skill but B because they were just in growing markets where basically you know they were in these booms of Industry so if if you look at for example Elon Musk he's in the electric car market which

is one of the hottest markets in the world at the moment or if you look at Jeff Bezos you know he started Amazon right before the e-commerce boom and right before this trend or if you look at Andrew Carnegie one of the richest the richest man in America in the 1800s or early 1900s he was in the steel industry as as America was laying railroads across the entire continent pretty good time to be in that space right same with Rockefeller with oil you know same with Sam Walton made in America the billionaire who um found

founded Walmart and you know the retail boom in America was huge and he was sort of at the front of that and so you know this this happened as well with Ray Croc the founder of McDonald's as fast food started becoming a trend to started becoming popular this happened with Mark Zuckerberg with social media and the rise of social media like when we look at these billionaires that we look up to that we respect and and and study throughout history yes they are incredibly talented entrepreneurs and yes they are remarkably brilliant at you know what

they do but without a growing Market that doesn't really mean anything because you you know their businesses can't be positioned to have that much leverage if the Market's not growing so when you're picking a niche you want to make sure that it's growing and the second thing is you need to make sure that the niche is what we would say financially viable because in order for you to make $100,000 a year you need to be able to extract that money from the market okay making money is as straightforward as finding a group of people and

extracting money from them in exchange for services and the thing is is that if the niche doesn't have money to extract then you can't extract it you know picking a niche that doesn't have Financial viability would be like starting an oil company and trying to drill oil in Northern Britain there's just no oil to find and so there's no point in going there because you've picked a low oil area so you don't want to pick a low money Niche what this means is you wouldn't want to pick a niche like students or homeless people or

you know um people in college or whatever kind of guess that's students you you want to make sure that the niche as a large part has the financial resources so for example you know if you decided okay I think that um I want to work with um I don't know yoga coaches for example like is a yoga coach going to be able to like a one-on-one yoga coach that maybe makes3 $4,000 a month they're not really going to be able to afford to pay you much money and they're not really going to be able to

give you anything you know for your for your services so you need to be really careful when picking Anan make sure that you pick the right one in terms of finances and then the last one is pain and what this basically means is does this Niche associate pain with their identity so we have pain and we have identity so for example we could take um a group um a niche of people professional League of Legends players right Gamers professional Gamers at the highest level now what you need to know is does that person have pain

associated with who they are and so for example if you were working with professional League of Legends players or professional Esports players one pain that they might have is that they spend so long at their computers and their desks that they they have like neck problems and back issues and one of your you know a business that you could start to serve that Niche could be you know I help professional Gamers fix their posture and you know maybe you have like a online course or you do services or something like that now I'm not saying

that's a good idea to start I'm just saying it's an option and you could explore it and so what I mean by this is like if you take a group of people who have a hobby let's just say you take people who um you know they like to do Pottery they're not they don't do Pottery for a living but they just they just do it it's like are they really going to pay lots of money to get better at Pottery when Pottery isn't the main component of their identity probably not but if you take a

gym owner or someone who owns a gym the gym is kind of their identity and it's so closely tied to them and and how they identify and how they see the world that if there's a problem with their gym it really hurts them but you know me for example like I have I I am I am a I read biographies okay so one Niche could be people that read biographies and I wouldn't necessarily say that there's any pain associated with that and so you know one business you might think to start is like I'm going

to help people that read biographies learn to speedread so they can read more biographies and it's like yeah that sounds cool but reading is just something that people do leisurely it's not like a thing however if you said I help professional historians double their reading speed so they can write and print articles twice as fast now we actually now we're talking because there's pain associated with the identity okay and so when you're picking your Niche you need to find a group of people that you're interested in um and it could be any group of people

it can be consumers it can be businesses um it could be you know like I said it could be authors it could be Greek historians it could be archaeologists you know it could could be painters it could be electrical engineers it could be like it really can be anything but the main thing is you need to make sure that a that Niche is growing which means that more people are joining it B that that Niche is in like Financial has has some level of financial resource Expendable to solve painful problems and three they are actually

in pain and as an identity they're not quite where they want to be for example if you were to take painting businesses um and you know one pain that they might have is that they can't find good enough apprentices or Talent or they might find you might find that contractors are too expensive so maybe that the pain they have is you help them find the right contract is at a lower price um all sorts of different places you can go here but as long as they got those three things the niche is viable and you

can basically make 100K a year in it if you're wondering what I picked I picked gym owners when I was starting out and it served me quite well now the third thing step number three is research so what what we want to do here is you basically want to try to understand the group of people that you've picked better than they understand themselves and research it really consists of there's a few different ways that you can do this okay because what we're looking to do is understand these people on a level that is frightening to

them because if we understand them really well then we can engineer our business around them a lot of people have this misconception when they try and start a business that they need to have an idea and that they need to sit in the shower and just wait for this idea to come to them it doesn't work like that we don't have ideas we don't just come up with random ideas to start businesses what we do have is problems and a problem is leverage to add value and to create value and so you know you're not

just going to come up with an idea it just doesn't work but if you find a group of people and you research them for long enough and hard enough what you'll start to find are problems that these people have and once you find the problem and isolate a painful problem that people would be willing to pay to solve then you have some leverage to start making money think about this for a second anything you've ever bought ever with a couple of exceptions probably has been purchased to solve a problem for you a painful problem now

there are going to be some exceptions to this but for the most part the only time you've ever paid for anything is because in exchange for that thing it alleviated some pain and solved an issue in your life and so for example in my office I have some house plans and the problem I had when I moved into this office is it was very bare and I felt like I didn't I wasn't at home cuz I like I like nature and like plants and so I bought some house plants um another problem could be this

whiteboard like I bought this whiteboard because I didn't have a whiteboard to make videos on and that was a problem so I bought the Whiteboard and the Whiteboard company they made money they created value by solving the problem and I obviously in exchange gave them um Capital right and so research is a pretty straight full thing to do and what I like to do is something called immersion and interviews so immersion is basically where you want to go ahead and create some new social media accounts so you want to create a new Facebook account a

new Instagram account any social media platform that your Niche would be on you want to create an account for and then what you want to do is a fresh brand new account then what you want to do is you want to go to the places on those social media platforms and start behaving if you are in that Niche so if you are a professional painter then you might go to Facebook and start joining painting groups you know and like you know house painting groups or maybe you go on Instagram and you start following painting companies

or you start watching you know contractor memes or something right and what you're looking to do here is engineer these social social accounts and manipulate these algorithms into showing you content that people in your Niche will consistently see and once you've done this you have a sort of main line to the the Mind hi the hive mind of your Niche so if you've got a Facebook account a Twitter account a Tik Tok account an Instagram account and you know you you have these accounts engineered algorithmically to think that you are in that Niche then what

that what they'll start to do is they'll start to show you content that your Niche will see and this is how you can get a real real real good grasp and understanding of someone and how they think you know if you show me your YouTube recommended fee you know when you when you go on the YouTube's home screen if you showed me your YouTube recommended home screen and you you let me scroll on your Instagram and your TW your Twitter for about five minutes I can I know you pretty well because these algorithms they show

us more of what we want to see and so if you want if you want to know what people want so you know what they will buy because people buy what they want then it helps to immerse yourself in the platforms as if you are them and then these algorithms will just tell you like you'll start to pick up on Trends you'll start to notice like specific memes and patterns of of things and you'll start to be able to speak the language of the niche and before you know it you kind of become one of

them so when you do sales calls with them when you work with them when you communicate with them when you reach out to them to try and get them on on a sales call with you when you try and close them like it's kind of like you're talking to a friend who you know incredibly well and so that step one to research is is what I call Total Niche immersion and no one has ever talked about this strategy online before because I came up with it and no one's thought about it before so there's a

little insight into something I did when I how I got from Z to 100K if you take anything away from this video this one thing could could probably do it for you so the second thing is interviews so what you now want to do as well is you want to start hopping on calls with people in your Niche and so there's lots of ways you can do this where you can basically call up your Niche or reach out to them on social media or email them and you want to ask them to basically give you

a little bit of their time so you can ask them some questions now now in Psychology we have something called the reason respecting tendency which means that people are more likely to do something if they have a specific reason to do it and so what I used to do when I was trying to get interviews with people is I would say like hello I am a student trying to do a school project on painters um could you spare me 10 minutes so I can you know ask you some questions about what it's like to run

a painting business or you could say hi I work for an author I can't disclose it because I'm under a non-disclosure agreement and I'm doing research on behalf of this author for painting business is and what it's like to run a um like a a white white van man sort of you know onean band contractor painting business could you help me out and answer some questions and people will respond very well to this another thing you can do is like you know you can say I'm doing you can say I'm doing research for a school

project you can say I'm doing research for an author there's there's hundreds of different reasons that you can make up to get these people on the phone or you can be honest and say I'm looking to start a business that helps these people would you mind giving me some time so I can ask you about that and then really once you're on the interview all you're trying to do here is you're trying to find the most painful problems you can and so what you want to do is you want to really ask people like what

do you struggle with like you know what keeps you up at night what annoys you what's your what are your pet peeves about the thing that you do like you know can you tell me about some issues that you have with with working in this way or doing this thing or being this person and once you've done you know really 15 to 30 of these interviews is you're going to start to have um prevailing biases where certain problems are going to just consistently come up over and over again and you'll you'll be able to realize

like okay like I've spoken to like 25 of these people now and 23 of them have said they have this problem and it's the same thing with the immers with the immersion strategy as well all we're looking to do here with our immersion research is try and find problems and so after about I would say I I don't think the research stage should last any more than like 3 to four weeks and really you should continue doing the rest of the steps that I'm going to give you after 3 to four weeks anyway because you

know we don't want to procrastinate this is something you should do in your spare time um but you know we're looking to find problems because once you find a painful problem and once you uncover an issue you're going to crush it an example I can give you is a friend of mine um makes $30,000 a month and he's 21 years old and um he's a client of mine and um we help him with Cent acquisition and he works with lawyers and one of the S I told him to do this and one of the problems

that he uncovered for lawyers um specifically I think it was divorce lawyers is they they got bogged down with tasks like these small little tasks and all these lawyers you know these 50 plus year old dudes who didn't really know anything about the internet they didn't know that virtual assistance existed and they didn't know that you could hire you know relatively talented task executors in the Philippines for $3 $4 an hour and so what my friend does is he places task executing virtual assistance for professional divorce lawyers and he saves them you know 10 20

hours a week and because the lawyers bill by the hour he can position it by saying you pay me $2,000 I will save you you know 20 hours a month which to you could be worth you know I don't know $4,000 $5,000 which means you're going to net this much because you can work on more High leverage activities he only found that out after he talked to enough lawyers who kept saying like I hate having to do this and I hate having to do that and this thing's annoying and that thing's annoying I just don't

have the time to build what I need to build you know all of my invoices and this that and Ne and so he was like oh I can solve this problem just pretty simply with virtual assistance and so that's just one example now the thing about once you've picked your Niche if it's growing and expanding if it has Financial availability which means they can it can pay you thousands of dollars or each person can pay you thousands of dollars and um it's in pain problems exist like I promise you every Niche has problems like the

problems exist when you are where you where you are now and there is somewhere you want to be and there's a gap between these two these two states and so when what we're looking for with problems is basically another way to look at this is we're looking for obstacles that prevent people from getting the outcome they want in life and so a problem is basically an obstacle they have like the painter the the person in the niche is where they are now and the person in the niche has a position where they want to be

and there's a gap and a problem stands in the way of of them bridging this and if they solve the problem they get where they want to be so if we take the professional esport gamer who has neck problems they are in neck they have neck pain and back pain and you know if you solve the problem then they won't have neck pain and back pain which means they have better posture they feel more confident etc etc but you're only going to find that out by by doing this um and you know after after a

few months of this or even a couple of weeks really a couple of weeks to all it takes you're going to have a pretty clear idea so once you've done your research and you know what the niche wants I.E you know what the problem is it's now time to determine your model and this is pretty straightforward and let's just draw this out here so really there's there's three ways that we can deliver a service or solve a problem okay um the there's there's three the first one is dfy second one is dwy and the third

is DIY now I'm going to just draw this here and we're going to probably cross this off for now but I'll explain so these acronyms stand for done for you done with you or do it yourself so really if a problem needs to be solved or if if we want to solve a problem for this Niche and this group of people and alleviate pain so they can we can add value and we obviously can exchange that value for money that we've only really got three options the first one is that we do the work for

them right so for example um if you run a marketing business or if you run a recruiting business or if you run um an accounting business you know this is where you do the work work for someone on their behalf to add the value and deliver the result now for the majority of you for I would probably say 80 to 90% of you this is going to be where you should start but for some of you it might make sense to do done with you so done with you is where it's more coaching based where

the only way to solve the problem is with the person as opposed to for them and so for example if you were a therapist or if you were a you know Sports physic um physicist physicist I don't think that's the thing that's that's a person that studies the natural world if you if you were a sports therapist that's an example of a done with you service because they can't just do it for you you have to do it with them right you're going to have to do exercises and stretches and stuff and so you know

you can either do coaching or you can do services but sometimes you can do both and so for example in my old marketing agency I would deliver leads for gyms and I would do marketing for gyms but I would also coach the the the gym sales team on how to sell because if I was getting them leads and they weren't closing there was no point in them getting the leads in the first place now it's going to be up to you to pick how you solve this problem but it's either going to be done for

you or done with you to begin with however this is where it gets interesting the other option we have is do it yourself and do it yourself is I'm not referring to you I'm referring to the client this is basically where you teach the person how to do it and so this is where I have my business right now and this is the most scalable best business model to have this is where you get so good at what you do because you've done it for so many people you've coached so many people that you now

have the ability to make a course or a you know a a way of delivering information and the content is so good because you're so good that you can make that course give it to someone they can execute on your information and get the result themselves now in order to get to do it yourself and in order to get to the point where you can create a course and sell information you kind of need to have done this for at least 15 to 20 people successfully or you need to have done it for yourself so

there's two ways that you can graduate to DIY and trust me you're going to get to 100 care a year with D dfy or DWI so you can do it for people or with them 100K a year just fine but if you want to get to a million a year or 2 million a year or three four five million a year I mean I mean 10 million a year with this now if you want to get beyond that it helps to do do it yourself so if you're starting as a brand new beginner we're looking

here but once you get to 100K year we can start looking a little bit more lively down here okay um so for example let's go back to this lawyer example this guy that I know is really good at finding virtual assistance for law firms to do law tasks right to do like sort of admin law tasks not to actually do do the law but you get what I mean and he's got so good at it now to the point where he can sell a course to the lawyers and the lawyers will pay thousands of dollars

for the course and they will execute on the information themselves see this is the luxury you have when you become really talented and really good people will forgo the service or the coaching in exchange for the information because when you get really good you have a lot of Leverage because you actually know what you're talking about and doing and so for example in my business I have a product called easy grow which helps um marketing agencies coaches and Consultants with client acquisition and we are the best in the world at helping these types of businesses

get clients and so we sell a course we sell information and videos for you know tens of thousands of dollars sometimes and this is pretty cool because I no longer have to do it for them or with them because we're so good that they can just learn and do it themselves if that makes sense and so you need to decide really which of these two you want to start with and this is going to depend on the nature of the problem so you know if like you know maybe for example you start a sales agency

where you take sales calls for people but the alternative to that is if you want to fix the sales problem for business then maybe you work with them on the sales cor so you listen to the sales cor recordings with them and you help them out all sorts of different ways that we can go about that but that's up to you to decide based on the problem now number six is we need to learn how to create an offer so an offer is basically you know it kind of is what what we say is it's

what you offer to your clients in exchange for money now this is not to be mistaken with the solution because when it it comes to business we have your solution which is also basically your product so this is what you do to solve the problem and get the result okay this is basically what you deliver however what we need to understand is that we also have our offer and our offer is basically how our solution is perceived and so what we can't do we cannot do this is go to the market and just say hi

I have this product and this is what I do would you buy it cuz no one will but what people will buy is an offer they'll buy an outcome or they'll buy something packaged right so like this is this is why like okay so for example when I used to work with Jims I would run Facebook ads and if I reached out to Jims and said um hi I'm going to run Facebook ads for you no one would buy but if I reached out to Jims and said I'm going to get you qualified ready to

buy potential members through the door and if I don't I'll give you a full refund who what do you think someone's more likely to buy it's kind of the same thing but your offer is how you package Your solution and your product to make it buyable and to make it like acceptable for Value exchange and so when it comes to building offers is really there's there's three pretty simple components to this we have um and I'll just draw this we have the outcome we have the time frame and we have the risk reversal okay so

1 two 3 so the outcome is basically remember what this is what you sell you we do not sell products or Solutions we sell outcomes so we don't go to the lawyer and say I can help you I will place a virtual assistant to do your tasks for you no we say I will I will increase your billable hours by 55% month on month for example right you see where I'm going with this it's it's it's tangible we don't go to the professional Gamers and say I will I have a um a coaching service on

posture correction no no no we say I will eliminate your neck pain and correct your you know back posture in 30 days or less we have to focus on the outcome the next thing is the time frame which is basically how long does it take for the outcome to manifest once the person has engaged your services or coaching or once they've acquired the information so what's the Laten between someone joining so here they join and here they get so they they register as a client here and they get what they want here but there's always

going to be a bit of latency between these two things and so in my business with easy grow for example people join um as clients and you know they come on board to get clients and to to get appointments and usually within 90 days they've got maybe five to 10 new clients and they're starting to add six figures to the business and so the latency for me is usually about three months it can be six months sometimes for them to get like 20 clients right the next thing is the risk reversal so people buy things

if they feel they have if they feel safe and safety um at least in in business terms in terms of value exchange and sales is is a belief and an understanding and a perception that if I give this person my money I'm going to get what they promis me in exchange for that money and so we need to create the feeling of safety for someone to buy and we do this through reversing the risk and risk reversal is simply a guarantee so you should never look to sell something that you don't you're not willing to

put that you're not willing to give them a refund if they don't like it well not they don't like it but you tie the risk reversal to the outcome of the time frame so if you don't get the this outcome in this time frame I will give you back your money now I take this a step further in my business where my offer is if you don't get a certain number of clients in a certain number of weeks I will give you back all your money but I will also send you thousands of dollars on

top to say sorry so if someone works with my company the worst thing that can happen to them is they make thousands of dollars net that never happens because the product's good but then the question comes about of you might be asking well I don't feel comfortable offering a guarantee because I don't know if it's going to work well that's kind of the point like if if you don't if you're not if you don't have the confidence to offer a guarantee then why should someone have the confidence to buy and this is the thing as

as well you need to understand that your first five clients your first 10 clients you're probably not going to get it right and you're probably going to end up having to refund them and this is fine you know because the only way you're going to get good at what you do is by signing lots of clients and practicing and trying to get good and so you better be prepared for the first couple of clients to be willing to guarantee them and refund them and lose the money that you've made and and reg that should register

as pain because then you have feedback on how to improve and so like I said getting into 100K a year it's not easy but is very simple and you need to be willing to make these sacrifices and have some element of risk reversal and we can look at offers sort of in in this way where we have a person and then we have their goal and basically between them and their goal is a problem okay and what they want is the goal and so this is basically the outcome okay and then between them and their

goal by solving this problem we have this thing called time which is basically an elaps of time and so what your product should do and what your solution should do is come in and remove this problem so we can have a nice straight path towards them achieving an outcome an outcome in a specific time frame but then what we also want to do down here is have like a trampoline or a net which is basically to catch them if they fall in the process and so this is where the risk reversal comes in so so

this person understands that on the way to trying to achieve the goal and the outcome by working with you to solve the problem as they climb the steps that you lay out for them to get this done if they fool they're no worse off than they were when they started that's safety and that's an offer and if you're not willing to offer that then people won't buy because the market sadly is you know too mature for people to come in and start ripping people off without risk reversal now step number seven is to Define pricing

so pricing is pretty straightforward um as a rule of thumb we want to do something called High ticket and you might have heard of this before but we want to sell High ticket products now a high ticket product is something that people pay thousands of dollars for we don't want to get caught selling our time by the hour because that's a trap and that's how you stay poor we don't want to get caught selling very cheap products for like a couple of dollars here or hundred bucks here as a rule of thumb if you're going

to do something for someone and you're going to do it monthly you need to charge at least a th000 months um $1,000 a month or more and if you're going to do it with them and Coach them it should really be $3,000 or more and if you're wondering no one's ever going to pay this I'd invite you to be very careful in your broke projections because when I started and I started trying to charge people $1,000 a month which I managed to do in the end I was like there's no way anyone's ever going to

pay $1,000 a month because I personally couldn't afford $1,000 a month for anything and so what I started doing is I started projecting my lack of financial abundance onto my Niche which was a huge mistake because it is entirely possible to charge this if your Market is growing and expanding which means new people are joining it and if it has Financial abundance and it's in pain it will find thousands of dollars a months to pay you and it will I promise you and likewise if you're coaching and doing done with you then it will also

find this the the amount of money people are willing to pay is proportional and directly correlated to the amount of pain they're in and the amount of pain you help them alleviate and if you want to make more money you add more value this is exactly why we start with a real painful problem you need to find something that really makes people suffer so you know for example one of my clients um is a happily married woman and you know she she has a product that she calls um find your provider husband and so what

she does is she helps women um with finding a man who can provide for them and you know provide them with Financial Resources so you know some people would say maybe she's a gold digger coach but there's a market for it and she charges I think like5 $6,000 to these women to to have access to her information on how she found a provider husband and how she had to change and behave to get what she wanted and she's signed I think like 700 women into this and she's made millions of dollars doing it and so

this is my point is like people will pay I have seen this time and time again another one of my clients Chris um he he helps um electrical engineers get a very specific certification or certificate to um be able to work on a specific type of building and he charges them like $4,000 to go go through a course to get this certificate and you know pass this test so that this this electrician can do this extra little unique piece of work that's more profitable like these niches they like they have these little weird problems that

they want to solve and they will pay thousands of dollars to solve those problems okay and so the pricing is very simple do not charge below this do not charge below this if you're coaching and try and charge as much as you can and for the first couple of clients don't do it for free just have a guarantee and you always want to have a guarantee and be willing to give the money back and don't be afraid to negotiate with people for the first couple of clients you know where maybe they pay half now half

later or whatever but you always want to get paid up front sorry I'm just trying to adjust myself in my chck you always want to get paid up front for your first couple clients because people are going to try and take you for a ride and say oh I'll pay you afterwards don't do it even if it takes you like 100 sales schols to get your first client trust me it'll be worth it so that's the pricing thing so once you've done that um it's pretty the next bit is pretty simple we want to have

company set up so a lot of people they make this mistake when they start a business of the first thing they do is they create a logo and a name and a website and they create all their social media handles and they get a mug with their logo on it and then they start getting like they get weird like you got to realize the external marketing assets that a company has is not the company okay like what I'm going to I'm going to label out some things that you need to have here so you need

to basically have a domain and a basic website but really it's going to be a funnel but don't have to worry about that you need to have an email you need to have a company I was put legally you need to have a stripe to process payments um what else do you need that's pretty much it and you you can I wouldn't bother with socials or anything but you know maybe like a little bit of a personal brand as well like a like a LinkedIn profile so that people know who you are and stuff but

you know your domain your email company so you actually need to register a company like an LLC in the in the US or an Ltd in the UK you don't actually need to do this until you start to make money so I wouldn't worry about getting the legal thing right until you started processing payments because any money you make will just be um taxed in lie of you being a freelancer at least in the UK um you need stripe because stripe is how you do this also you're going to need a bank so you're going

to need to set up a company bank account which you can also do and then your personal brand is like a couple of little social profiles the the problem is is when people start a business is they start here and they start by spending two months getting the website right and then they spend like another month designing the logo and picking the colors and then they do like the like a thing over here and then they start doing like blogs and stuff and you it does that's not a company what a company really is is

it's a niche a problem a solution an offer and a price those are the foundations of a six-figure online business like a onean six-figure online business you need these things things and these things help you seem legitimate but they aren't the company like a website is not a business a website is just a page that explains the foundations of the business and so the reason why this is Step number eight and not step number one is because there's no point in getting an email in a domain until you've got all of your foundations in place

because we start with the market extract a problem package the problem into a solution package the solution into an offer so we've actually got something to sell and price it and now we can start building something that actually looks like something that's tangible so people develop trust to purchase from us right so that's step number eight company setup you don't really need much Beyond a bank account a stripe account um you can use wise or Revue or something for the bank account and a website you don't even need a website to be honest but like

a like a LinkedIn profile or somewhere someone can go to find you pretty simple pretty straightforward and that's that um it was also I was also going to put here number nine was going to be Financial setup so what you want to do is you want to basically create a spreadsheet to track all of your expenses and all of your um like income so you want to be able to log constant con consistently log all the money you make all the money you spend in a spreadsheet this is like bank account stripe pretty simple you

can get an accountant when you need one you won't need one to start with so that's really that's really phase one is that's the foundations that's getting the basic things right so that you've actually got legs you know the business actually has the ability to make money add value and you know contribute to the market in some way shape or form now the next thing number 10 is your mind so this is sort of phase two so we've been through phase one which is foundations but phase two is your mind and this is where we

need to basically make sure that your mindset is in the right place because what's going to happen is you're going to have to start doing things that you've never done before and you're going to have to start solving problems you've never solved before and you are going to have to get way way out of your comfort zone when it comes to client acquisition client delivery and you're really going to be tested that the universe is really going to test you so what we want to do is prepare for that test by making sure that our

mindset is straight before we go into battle okay and so the first thing you want to do in terms of your mindset is you want to define the following beliefs skills and character traits and so what we're looking to do at the beginning of phase two here and this really is very important to the business trust me it's very important is you want you have this person here and you have this person here now this person is you now this person is you making 10K a month so if you if you ask yourself like what

are you well really you're a collection of beliefs which is statements of perceived truth you're a collection of skills and characteristics the problem you have and the problem you're going to be faced with is right now as of you stting this business you are not capable of making 10K a month because you don't have the skills to do it you don't have the character tricks to do it and you don't have the belief systems to do it and if you already had the beliefs the skills and the character traits then you would already be there

because we don't achieve goals we achieve identities and it's through the achievement of the identity that the goal happens okay if you like if you stay who you are you'll stay where you are basically and so what we need to do now is Define what does this person look like someone making 10K a month or someone making 100 care a year like what's different to them from me and now you need to be prepared to change you need to be prepared to sacrifice your current identity and your current belief systems and your current you know

abilities to change and so you want to look at the beliefs you have associated with money for example like do you think that it's really hard to make money online do you think that no one's going to pay $1,000 a month you want to start defining the restrictive beliefs and the limiting beliefs you have that are basically out of alignment with with the 100 care year goal that you have so when you tell yourself I'm going to make 100 care year what doubts crop up what things do you tell yourself that don't line up with

that thing and and cause this conflict you want to find them want to root them out and you want to get rid of them by affirming that they're not true and basically when you find a belief that is damaging and when you find a belief that is limiting you want to find the opposite of that belief and tell it tell it to yourself over and over and over and over and over again tens of thousands of times until you've rewired your brain to believe the opposite because perception is reality and what is real is what

we believe is real and so if you want to change a certain part of your life you kind of have to start by believing that you can change it and believing it's a different way and then the universe kind of catches up and so when I was 19 and I was starting I believed it was like really hard to make money and I just told myself like 20,000 times money is easy to make and I am I find it easy to make money and lo and behold I believe that now like it's my truth and

it might not be for you now but you need to register this and change it so that's the first thing you do is you look at your belief systems you map them out you ask yourselves what what do I believe to be true that is holding me back from getting to this person and becoming this person and then getting letting them go and getting rid of the belief systems the next thing is your skills so you need to ask yourself what does someone making 100K a year as a one man business what do they look

like like in terms of their skill set like what are they capable of and I can really tell you that it's going to come down to like really two skills there's three skills actually that you need to develop and they're pretty straightforward the first one is appointment booking okay the second one is sales and the third one is value delivery slash client care now because you're doing this on your own and this is a one-man business we're not going to we're not going to worry about ads and marketing and funnels we're not going to worry

about hiring we're not going to worry about management we're not going to worry about Tax Strategies we're not going to worry about like there's there's there are dozens of really Advanced skills that you need to learn to get to Millions a year right but just to get to 100K a year you only need to be good at three that's four things three things that's also I just look like I've got a problem appointment booking this is the first skill this is are you able to find people in your Niche and convince them through cold email

cold calling or cold DM or content that they should spend an hour with you talking about how you can help them solve their problem that's that's skill number one one are you capable of booking appointments with your Niche to sell to sell them the second thing is sales are you capable and good at getting people to buy from you so once they are on the phone and once you've read once you've mastered the appointment booking thing and you can get people to talk to you are you able to convert them into paying clients are you

do you have the skill of properly questioning people to find out what their problem is and to pull pain pain points out are you able to pitch properly and are you able to handle objections properly and answer questions properly can you listen properly can you put People Under Pressure can you display empathy all of these skills that come into sales really if you know how to do AO booking in sales you're always going to be able to make 100 care year because like even if you don't get the valid delivery thing right you can just

bring people in sell them and then just churn them and make money like that that's not a good way to do business but it's a possibility however this is why I've put number three here which is value delivery or client care and this is basically the thing that you're doing so the other skill you need to have in conjunction with booking appointments and closing appointments is like solving their problem so actually delivering the result you say you can deliver because this is a skill in and of itself so for example Chris the guy I was

talking about earlier his skill is teaching electrical engineers how to get a specific certification another person I know helps lawyers um pass the bar another person one of our other clients helps um wealthy parents um in um in in the Middle East and the Far East get their children into um prestigious schools in the UK like Oxford and Cambridge and so they need to learn how to do that and they have a skill right and that skill is client care or value delivery if you get good at booking appointments closing appointments and taking care of

your clients and getting them what they want you will make 100K a year provided you don't have any belief sing in your way any weird beliefs about your Niche or yourself if you have these skills you can make 100K a year without anybody under you no team no hiring no nothing very straight for Bob's your uncle now the last thing that you also need to change about yourself are your character traits so once again like what does someone making 100 care a year like what traits do they have a trait is basically a filter of

behavior and so a few that I can give you in association with um with 10K a month or 100K a year is patience impulse control um discipline hardworking you know these these are a few examples and you can list out lots of different traits here that you can probably you know imagine and picture but I'll give you a few so you know if you're not patient it's not going to work because like I'm now a patient person when I started I was not and so I realized like I need to be able to delay gratification

and weight you also need to have impulse control because you know you're going to work with lots of people and they're going to piss you off and you're going to try you're going to get upset and emotional about things and you to be able to manage that you need to be disciplined you need to be able to work hard you know you need to be able to adapt you need to be able to take care of yourself you need to be able to be healthy like there's lots of different character traits that you need to

be responsible for and this is kind of why we're doing this mind thing now because I can teach you how to I'm going to give you all of the stuff you need for appointment booking and sales later in the video but if you if fundamentally you believe that it's not going to work and you're not you don't even know what you need to know and you know you're impatient as and you can't even get out of bed in the morning then it's just not going to work okay we don't have business problems we have personal

problems that reflect into our business and so if there's ever an issue a if there's ever a corporate issue in your business it's usually because of you and it usually sits on top of you so we kind of need to fix that and register it so the next thing um well we've kind of already done this so this was actually step um 11 12 and 13 which was basically you know beliefs characteristics or character and then skills although they these two were switched around and you know this this is kind of Step 11 12 and

13 is challenging these things and defining these things and what you want to basically do is make a document like a Google doc or a PDF of everything that you believed to be true that's going to hold you back every single character trait you have that's going to hold you back and once you've got these things you need to start working on them every day and then you obviously can have a list of your skills as well pretty straightforward stuff and that's that now the next thing to do and this is a big one before

we actually start trying to get customers on the business this is huge this is a big one sacrifice so look everyone says they want to be successful but the true measure of want is how much someone's willing to give up for their goal and so what you now want to do before we start sort of launching the attack and trying to book appointments basically is and getting good at what we do is and I'm going to show how to do that in a second is we need to get rid of things in our life so

you need to be willing to get rid of bad people that don't help you achieve your goal and you want to look at every single behavior and every single thing that you do in your life right now and ask yourself does this help me or restrict me from getting towards my goal and the things that help you you do more of and the things that restrict you you cut some examples of things that restrict you social media gaming alcohol drugs bad friends bad people random social events and parties pornography like any like any of these

bad habits any of these bad things you do you got to sacrifice them you got to get rid of them and the good things that you do like exercising eating clean reading you want to do more of and so everything you do in your life should be filtered through that one question of does this help me or does this hinder me in my pursuit of my objective and if you can sacrifice the things that don't and do more of the things that do then you're going to have more energy more resources more time and a

way clearer better brain to accomplish your goal and if you're not if we get to this point you're not willing to do this then you're not going to be successful you either make sacrifices for your goal or your goal becomes the sacrifice okay this is this thing is going to stretch you and test you and like sure you can get to 100K a year whilst like being an idiot but it's way harder and you're way more likely to quit so be prepared to get rid of everything and sort of enter this sort of weird period

of your life where you don't really have much fun because it's going to it's going to be tough okay now phase three phase three so the question you might have been asking yourself is okay well how do I actually like deliver the thing that I need to deliver and how do I get good at helping people and how do I know that if someone buys from me they're going to get results and those would be very good questions so Stage 15 is heavy heavy research on problem so once you've defined your foundations and you found

the problem that you want to solve for people it's now time to perform some very extensive research on that problem and what we're looking to do is is we're looking to Define why the problem exists how long it's existed for and we're trying to find people that have basically solved it and you know interview them and and basically research the problem now I can't really give you anything beyond this because every problem is going to be unique and different but you need to sit with this problem for a long time and understand that the only

thing that stands between you and 100K a year is your ability to solve this problem the appointment booking thing and the sales thing is very very easy because the sales thing takes care of itself because if you learn how to actually solve this problem and you get really good at it then sales calls become really easy because you almost don't even need to know how to sell because you've got so much confidence and so much conviction in your abilities that person just trust you and you don't even worry about sales calls because you're an expert

same thing with appointment booking is you can create these insane outlandish offers because you're so good at what you do so everything like the harder it is for you to solve like the the the more time spend and the harder it is for you to solve this problem the easier it will be for you to get clients and actually make money and so your entire business hinges on this and so what we want to do at the beginning is sit down with a paper and some pen for weeks on end and I mean weeks and

really just dig into this thing if your problem if you pick for example let's say that you take um I don't know let's say that you take na people who want to work for NASA and you know one of the problem problems that you help them solve is you help them um like with getting to a certain level of card cardio Fitness so that they can be fit with with zero gravity right very specific Niche but but you would need to find um you need to find out how do I help these people have low

heart rates with zero gravity I don't know if that's exactly how it works but you get my point right you find this specific problem that they will pay to solve and then you need to spend your entire life you know for a few weeks and months maybe finding the solution to that and really like another another place you can start on step 16 is oh step 16 here is interview solution e can't really read my writing but you want to find people that have done it because if you if I can tell you this right

now if you're trying to serve a niche and you can't find a single person that has so the problem there is a chance that it cannot be solved or it's going to be too difficult to be solved prime example I had a client called aelan and aelian tried to start a marketing agency for interior designers and no one had ever done it before there were no interior designing marketing agencies and he tried for like a year to try and figure out how to get them clients and how to get them results but because no one

had ever done it before he was just in Uncharted Territory he he had no knowledge to base it off he couldn't do any research on the topic because no one had done it before and therefore he was trying to figure out on his own there is there will be a way to solve that and there will be a way to figure it out and if you figure out you'll make a lot of money because no one can do it right now but my point is is that you want to pick a problem that has already

been solved or at least in some way shape or form has Clues as to how it can be solved and the only way you're going to do that is by finding people that have done it and so you know like um it's it's it's it's straightforward enough to understand and gauge you need to find people that have solved the problem and interview them you need to listen to those people you try try and read books they've written try and find podcasts YouTube videos articles blog posts communities ask as many people as you can like just

find all you need to do all you need to do is find one person that solved the problem and Hound them and pay them if you have to and do whatever you can to extract that information from them because this is what a problem is a problem is it's a it's a bundle of chaos and information is order and if the order is applied to the chaos the chaos unfolds into order and that's how we solve problems is we find and seek information and apply that information to the situation so the situation is resolved and

so when you're trying to research this problem all you're trying to do is look for the information that can be applied to solve it and so how do you find information well it's words how do you find words it's people speaking it's people talking it's people read it's people writing it's reading it's looking like I can't tell you where to go all I can tell you is that it's probably been solved and someone exists who solved it and you've got to get Hella creative to figure it out but if you do it's game over once

you got this thing unlock getting clients is easy and you'll just print money print print print print print problem solvers make the money okay so the next thing um is number 17 number 17 which is to copy successful competitors so a lot of people have this idea that they shouldn't copy people and you know they don't want to be a copycat it's kind of stupid if you're in a if you're in the market and you've got a competitor and you're joining this market and that competitor is already working and solving the problem just steal their

stuff and copy them no one can stop you at this level of business no one can sue anyone because it costs more to sue than they'd make so if you are in a marketing niche and someone is delivering results find their clients find the client's ads on Google ads um you can do you can like search for ads and stuff like talk to their clients find out what they did like pretend to be a client hop on a sales call it's no holds bar you can do anything you want copy your successful competitors find the

people that get the best results in your Niche and steal their processes and copy them and model them model them now this is not a long long-term strategy and you can't do this cuz you you'll never beat them but if you just want to get to like 10K a month 100K a year and that's your main goal you can live in their Shadow and you can be the parasite that feeds on the shark that's absolutely fine if you want to beat them this won't work but if you just want to get by this will work

okay so you can copy them there's some permission for you probably some unconventional advice but um but it works now number 18 to solving this problem is to apply disciplines so one of my favorite ways to get advantages in terms of product building and providing solutions to people is looking at um external disciplines to solve them and what I mean by this is a discipline is a it's a study of a component of reality and so for example economics is a discipline the study of you know um macro exchange or biology is a discipline or

chemistry is a discipline or physics is a discipline or history is a discipline geography is a discipline philosophy is a discipline music's a discipline art history is a discipline anything that can be academically studied is a discipline and what you want to try and do is you might understand one or two of these disciplines because maybe you did psychology at school or maybe you know how to play the flute I don't care but what you'll find is as you're trying to solve this problem you'll find that there are ideas from these disciplines that assist in

helping you solve this problem or at least explain the nature of the problem and how it can be solved and so a primary example I've probably done it a fair few times um you know throughout this video you might have noticed I'm just pulling random ideas in from from different things but a primor example is I read a chemistry textbook when I was 19 in case you couldn't tell I didn't have a girlfriend at the time um I read a chemistry textbook and in that chemistry textbook I learned about something called alloying which is basically

how steel is created or something like that where you take two base metals and you combine them together to get a stronger metal and that's how you know strong metals are created and when I was trying to figure out how to solve my problem for my clients which became cold email I was like I was stuck between these two um D I was in this dichotomy where I was like do I send lots of cold emails and go for a volume approach and go for a quantity approach or do I go for a higher quality

lower volume approach so it's either quantity or quality and I fell into this trap of thinking that with my cold emails I could only send a lot or I could send a few but the few that I sent would be really good and really personalized and when I read alloying I had this idea where I was like What if I alloy here what if I combine the two and do quan quality where I send a lot of emails but really good ones and so I I sacrifice a little bit of quality and I sacrifice a

little bit of quantity but marry them together and I have I have a component that is stronger than the sum of its parts and that's called alloying and so I had this idea from chemistry and I tried it and it worked and I created this um system which we teach in our products called The Terminator Loom system where we use cold email looms to get clients and it's automated and it's like a quality email but you can send hundreds of them a day and it's and that came about because I studied chemistry you so where

you can ask yourself everything that you read every this is this is how I think everything that I read and every piece of information that I filter and process through my reading or anything I learn is filtered through the question of how do I use this to further accelerate client results if you do that and if if you filter everything new you learn through that and you try to do that you're going to find some discoveries that will blow your mind and this is how you can take over and Destroy everyone this is more of

a seven figure eight fig strategy this is how to get to the top of your game and become this ruinous force that just takes over the market and destroys everyone this is what I did with my market with client acquisition for high tiet businesses no one can beat us and the reason no one can beat us is because when I'm learning stuff I'm asking asking myself constantly how can I use this thing to get better client results if I'm reading a biography how can I use this to solve my client's problem better if I'm reading

you know chemistry or biology or history or geography or anything that I learn if I watch a podcast I learn something new it's like how can I use this to get my clients more clients you probably won't need to do this right now and you probably won't want to do this right now because you you don't know anything about the disciplines but after a while if you want to get to eight figures trust me little industry secret for you from some someone that's actually done it it works incredibly well and I'd recommend it the next

thing is um number 19 which is a test run now the thing is is what you're trying to do well really hang on this is this it's kind of better if I explain like this number 19 is a hypothesis so once you have got the information and the models and once you have done enough research on this problem and you understand why it exists how to solve it and how other people have solved it you can start to develop a solution hypothesis which is basically a guess which is kind of a statement to yourself like

okay if I apply this information to the majority of my Niche they will get the result after this time frame and so this is this becomes a hypothesis and so what you want to learn to do like a scientist is find the information and that information is now a hypothesis and a hypothesis is like okay I'm now going to go and test this hypothesis which basically means you're pretty much ready to get clients um but there is one more step which is 20 is thinking critically so critical thinking is basically where you question your hypothesis

I'm not going to get into this because critical thinking is isn't something that you necessarily need to be very good at to get to 100K a year um but basically you you want to the the hypothesis the point I'm making here is the hypothesis needs to have reason behind it you need to be able to basically discern the cause and effect relationship between the application of the information and the resolution of the problem critical thinking is basically being able to Define like why things happen and why things are the way they are and so if

the client has a problem and you think you have a solution you need to be able to discern why that solution solves that problem okay um so to give you an example here um let's say that I am a chiropractor and I do I'm I do chiropracting practices for people chiropracting practices doesn't really make sense but like if I go to a client and that client has severe lower back pain I have a hypothesis which is like okay well if I make a manipulation at this part of their spinal cord and you know if if

I change this disc and I rotate it at 20° then this pain will be gone that's a hypothesis but you better bloody hope that your chiropractor has done some critical thinking here and understands okay if I move that disc then it's going to move that vertebrae in that direction which will rotate the pelvis by by 30 degrees 30° would be a lot that' be a very heavy rotation but it's going to rotate the pelvis and it's going to untrap the nerve that's trapped which means that when they bend over in that way the pain won't

register anymore like you need to be able to like discern the the chain of causality that determines and dictates the result because this is the end result here which is no pain but this might be untrapping a nerve which might be rotating the pelvis which might be you know switching a vertebrae around which might be you know doing a manipulation on the neck and so when you have your hypothesis it's not good enough to just have a guess you need to have reasoning behind the guess you need to be able to register the cause and

effect chain or relationship that's going to happen if you solve this problem right and so you know for example like I am right now giving you a hypothesis like the all these steps that I'm giving you to start a business and become successful and get to 100 care year it's it's it's a it's not a guess because I've done it but it's a hypothesis in so far as the fact that I'm giving you a set of variables and a linear chain of action that you can follow to to get to 100K a year and I

can assure you that behind the hypothesis I have for 100k year as a one man business there is a lot a lot of critical thinking because what I'm doing here with every single step is I'm fully explaining the step and why it needs to be done and how it helps you achieve the result and if you can't do that with your hypothesis after enough studying and research then you just have a random guess you're basically hoping it's going to work and hope is a very infallible um is a very fallible strategy when it comes to

um macroeconomic progress in your life that was a rather poetic way of putting it so that's phase three now phase four [Music] is sales so now we need to actually learn how to sell because you know really let's let's do a bit of a let's do a bit of a recap at this point okay so obviously this this what I've written on the board might take you 3 to six months to do probably shouldn't take you that long like because you should be doing you should be trying to do everything it wants if that makes

sense but this is going to take you a few months so what we have at this point is we have our foundations okay which means that we have our Niche we have our problem we have our solution we have our offer we have our price our price NP sop these are the foundations Niche problem solution offer price now the other thing we also have is we have our mind in the right place which means that we're working on developing the right belief systems we're working on our character traits and we're working on we understand what

skills we need to develop and the third thing we now have after having done that is we have an expertise or at least not an expertise we have a hypothesis that's been critically thought through that discerns the relationship between problem and solution and so what this now means is you're pretty much ready to start getting clients and actually start making money and so everything we've done here is sort of the groundwork for the business now the other thing that we'd have here is in addition to our foundations is like some external um tangible things that

make the business tangible or like a LinkedIn profile or a Facebook profile or a little website funnel or something like that or you know a company structure and a bank account like all these other you know tangible arbitrary things that actually indicate the running of a business right spreadsheets Google Drives this sort of stuff right so once we've done this now we need to learn how to sell and sales is pretty straightforward because once again like I said you will have loads of confidence loads of confidence in your ability to get people on board if

you actually know what you're doing so the this is why the expertise thing is so important because the sales thing is really easy if you actually believe you can get people results if you believe your hypothesis works like people will just think that because Jordan bort said this um Jordan bort is a great person to learn sales from not so much a moralistic standpoint because he W Wall Street guy right he said that sales is at the highest level or at first principle sales is a transfer of emotion and the only emotion that you should

really be concerned with trying to transfer is that of confidence and conviction people buy because they feel confident that you can deliver them the result that they want and nothing screams confidence quite like someone who's just spent a month or two months of their life locked in a room researching that problem with total Vigor and now they actually have a hypothesis they think is going to work and they've been able to define the causes that make it work like if you hop on a sales call it's game over you're going to just run over your

your prospects and just they'll just you'll just they'll just buy because you got so much conviction right so sales is straightforward now I'm going to give you these steps so step 21 is learn fundamentals so I'm not going to do this with you now because to learn the fundamentals Sal is going to take you a couple of hours of research and this video is going to be quite a long one anyway um but hop on YouTube hop on podcasts and spend a few days doing nothing but listening to the fundamentals of sales you need to

learn things like silence you need to learn things like empathy um you need to learn things like Discovery you need to learn things like tonality you need to learn things like the theory behind objection handling you want to spend time listening to people who know what they're talking about when it comes to sales um pretty straightforward you know sales fundamentals blah blah blah 22 this is a great one to do is watch closed calls so on YouTube there's lots of people that have uploaded live sales calls and what you want to search on YouTube is

live high ticket sales call recording and what you'll find are dozens and dozens and dozens of examples of people real entrepreneurs who are selling information closing thousands of dollars on the phone in one call and you want to watch every single one of these at least as many as you can and there's loads of them and they exist and you can go and watch them and what that will do is that will familiarize you with the overall structure of a high ticket sales call so that when you start learning how to do the specific parts

of the sales call and the specific components of the sales call you're already familiar with the overarching structure because a sales call is a holistic Affair and what that means is that every single part of the call feeds into and impacts every other part of the call and so for example it's not good enough for you just know how to P objections because if you mess up the discovery part of the call which is where you ask questions at the beginning of the per of the of of the call to ask the person about their

problems and their pain so you can understand them if you mess that up then the objection handling thing is messed up if you mess up the pitch then you're going to mess up the clothes if you mess up the clothes you're going to mess up the onboarding it's all it needs to be perfect in a linear chain and you need to understand and to be able to discern how all of these components feed into the cloth and the easiest way to do that is watch some live long examp examples and if you do that it

makes it pretty straightforward now the next thing that you want to do and once again this is also this can all be learned through YouTube the wonderful thing about learning sales is there's so much sales advice on YouTube so it's pretty straightforward is you want to start writing your script okay and a script really only comes into like there's two components of a script right so one two so number 19 I'm going to write this here as 23 and 24 so step step 23 and 24 is script so we want to write something called a

line of questioning and we want to write a pitch so once again you can go on YouTube and I'm not going to do this here in detail because it's going to take too long but you want to write a line of questioning which is basically kind of like being a lawyer where you want to have a list of questions that you ask the prospect to extract information from them to Det determine if they are a potential fit for your service and really when it comes to line of questioning the first thing we're doing is in

introduction which is like hey how are you where are you calling from and then it's current situation and then it's desired situation and then it's it's wrap wrapping in Emotion so all of most of your questions that you ask should be designed to explore the problem the person has and you should know this problem so like if you're hopping on a call with people who sell uh I don't know people who sell racing horses let's say your Niche is are someone who um trains this is an EAS example your Niche is someone who trains professional

racing horses for like you know um horse racing events and you know the problem that they have is um like like the the the hes hind legs like tensing up due to pressure random example probably not a problem that exists but let's say that's the specific problem if you know how to like release that tension and help the horses go 3% faster due to a specific type of massage on the back leg of a horse you know you know this problem inside out and so when you hop on the C is you're looking to explore

this problem how long has the horse had this problem for like how's its time like how has how much has its time that it can lap the lap reduce you know whatever the right but you want to ask questions that Define the current situation and really really really you need to pull the problem the whole point of a sales call is to pull the problem apart and pull on that string as much as much as you can not so that you understand it better but so that they understand it better because when you pull on

the string and pull on the string and pull on the string they become more and more aware of this problem and when you start when you talk about your problems it's painful and it hurts and what we're going to do on the sales call is we're going to try and close this person and the only reason someone makes a decision to buy and the only reason anyone does anything is because they're in pain and so the whole point of these questions is to extract as much pain as possible because you know when you have a

problem in your personal life and it really hurts and it sucks and you don't really want to talk to anyone about it the reason you don't want to talk to anyone is because it's really painful to talk about and the funny thing is is that when you start talking about it that pain level goes really far up which is when you actually start doing something to solve it and the only reason you do something to solve it like you know for example I don't know like let's say that you're overweight and you never talk to

anyone about it and you start talking to someone and then the next day you decide you're going to go to the gym and get fit and healthy it's because you're in so much pain because you the the problem's being sort of dredged up from the The Depths at which you've repressed it and so we pull it apart we pull it apart the next thing we do is we future pace so this is desired situation once again you can you can YouTube you know um how to write a discovery and stuff like that because there's all

sorts of trainers out there that will help you with that um but you want to with the Desir situation is you want to Future pace so future pacing in sales is where we get someone to start creating an imaginary um image or vision of what their life would look like if this problem was not non-existent and if this problem was solved and so for example if you were working with horse trainers and you helped the horse trainers you know with their behind legs of the horse um and you solve that problem then the horse trainer

would maybe get a pay Rise by 20% and maybe they'd get a medal and then maybe they'd actually get the approval of their father who was a horse trainer who doesn't like them you there's all sorts of reasons to why people want to solve problems right and so we want to understand this Des our situation what this then means is by knowing where they are right now and by figuring this problem out in lots of detail we have lots of pain and then by Future pacing and by extending this thing out and stretching it out

to the Future so that they know what the life could their life could be like if this problem was solved now we have lots of desire and when we add pain and desire together this is how we get a close because people like they really want the future and they really don't want the present and so when we talk about these things and extrapolate them out and just really really get into the granular details of these things it it's like something just clicks in their mind and they will this is when they make decisions to

buy people have pain thresholds and desire thresholds in which they make decisions to do things it's called impulse right and that's what we're trying to trigger in this in this thing and then the other thing we want to do is we want to wrap this in Emotion so all your questions should be designed to you know create pain or desire pretty much that's kind of how you create sales questions um and so for example if someone hopped on a sales with me for my product I'd start off by saying like what motivated you to join

the C so I want to understand like why are you here and then they'll be like oh I've got this problem that you said you can solve and it's like then I'm like okay well how long has this problem existed why do you think this problem exists what have you done before to solve it why didn't that work you know okay well tell me a little bit more about that and really getting into the grips of it and it's like okay well if this problem was solved what would that mean for you and what would

the outcome be of the solution and how do you think that that would impact your life and how would your future change and how would the future of your family change if this problem was solved and You' got that outcome you know wrap it up obviously there's more to it than this this is a scale the questioning thing is a big scale but you can you know do some research and you should be able to figure it out pretty quickly by watching these other core reviews to build your life L of questioning now the next

thing is the pitch so the pitch is an interesting thing because people think in sales that you need to have these really long pitches that explain everything about what you do it's not true your pitch should really be no longer than 2 minutes so the structure of a sales call is as follows they they hop in the call you say hi then you do the line of questioning and then after the line of questioning you very briefly very vaguely explain what you do and what the result is of working with you then what will happen

is because you've purposefully left it vague the prospect has no choice but to start pulling information from you and what this will do is they will ask questions about your service around things that that they are solely concerned with so when it comes to your service you could rant about it for like four or five hours you could talk about it in every little inch of detail for hours on end but the problem is is there's only a few select details that the customer or the Prospect is going to is going to actually care about

and that will vary and differ from Prospect to Prospect and so when we write when we write a pitch and we talk about what we can do in the outcome we purposely leave it very vague and very high level so that you know our pitch for example right now for our company is like 3 four minutes long right yours should be shorter but we've got a lot of stuff going on so it has to be a bit longer but then they'll ask questions and they will ask questions about how it works and specifically how it

will work for them and their situation and then you answer these questions concisely you shut up you let them ask another one and after they've asked you enough questions they will now have a fully built picture in their mind specifically of how it will work exactly for them and there are going to be key core details that they won't be aware of but you don't need to tell them because often what paralyzes decision and what paralyzes action on sales cuse is over an overload of information you know we call it analysis paralysis where you've got

so much information that you just need to digest it because you don't feel safe making a decision because there's so much to think about and so you know 2 minutes long pitch you're writing a very high level vague explanation of what you do and you're keeping it very focused and delivered on the result so I can sort of probably tell you from from what I used to do with gyms is for gyms I would just say something like this where it's like okay well we have a really straightforward process we're going to get you on

board first thing we're going to do is we're going to do a a we're going to get you 100 appointments for free and what that means is we're going to use your existing contacts past members and pass leads to get you anywhere between 100 to 400 appointments walking through the door in the next 2 weeks immediately once we've done that we're going to build specified special marketing campaigns specifically for the gym we're going to draw 5 km radius around your area and we're going to get people in that have money to buy because you've told

me that your gym membership services are $200 $300 a month which means that you don't want to be working with people or talking to people that can't afford it so we're going to craft specific messages we're going to take care of everything from A to B on the whole marketing side of things and all you have to do is be there on hand to talk to people who are qualified to buy when they walk in the door after doing this with us for about 4 weeks 8 weeks you're probably going to have another 30 to

50 members continually coming in the door every single month for the gym it's really straightforward it works incredibly well and we've done it for so many people and I think it's going to work incredibly well for you so that's how it works what questions do you have that's an example of a pitch notice how high level it is and what I'm doing is I'm telling them exactly what they want I'm telling them the truth but I'm telling them exactly what they want to hear and now because it's so vague this person they might have questions

about the qualification parameter or they might be more concerned about what the data protection laws are around the data usage they might wonder what platform we use they might wonder what funnel building software like you have to let them just ask questions and pull the information from you otherwise you're going to go off on this massive rant and just confuse the hell out of them and they won't buy and so this is really what constitutes your sales script in Step 22 and 20 23 and 24 what questions are you going to ask them and once

you've asked the questions what are you going to tell them about what you do and then let them ask you what they want to know right pretty simple now the next thing uh let's just have a look here on my handy notepad um the next thing is number 25 uh that side of the r 25 which is objections now after towards the end of a sales call before the close someone's going to ask you what the price is they're going to say okay well how much does it cost to work with you you're then going

to tell them the price like it's $1,000 a month or it's $4,000 one time and they are now going to have objections which means they're going to say things like I need to talk to my partner I want I want to think about it um I want to take some time to process this um I can't do it right now or can I do this anything that isn't a yes is a maybe usually right no one ever says no they just they come up with these weird objections and so what you need to learn to

do is handle objections and that's the sales the sales lingo for this for this type of thing is handling objections once again this could be a 5 to 10 hour video in of itself I'm not going to get into to it here I'm just telling you overall at a macro level what you need to learn to do to be a successful salesperson you can watch an infinite number of videos on YouTube about this there's Frameworks there's technicals there's scripts I won't bother with it now because you can go and watch it that's step 25 is

you need to learn how to handle objections now step 26 is you also need to be comfortable taking payment so what's going to happen is that if you do this all correctly and all successfully is you're going to actually get payments from people and people going to buy from you and so what we need to learn to do is how to take payments and so you need to know how to use stripe you need to know how to use softwares that collect card payments you need to be you need to know what questions to ask

people you need to know how to enter their billing address and they will give you their C details on the phone so you can just either send them a link for them to fill out the car details or you can ask them for the car details and fill it out for them but you need to know how to do this I'm not going to tell you how to use stripe you can figure that one out yourself I'm sure but you need to know how to take payments if if it's going to be a bank transfer

and you know which bank they transferring to which currency they're using do you have to charge them tax you know you need to think these things through before you hop on these sales calls otherwise you're going to get stumped when it's time to actually start processing money and taking payments number 27 is onboarding system so the next thing you need to have and you you need to build this um eventually is you need to build a little process for getting clients on board so basically what what you're doing is you're closing someone and you're going

to deliver that information to them either through doing it for them by you're going to apply the information to the problem on their behalf or you're going to give it to them by coaching them right and in order for them to properly receive that information or in order for that information to be properly applied to their situation to deliver the outcome and solve the problem well we need to get them on board and onboarding is kind of an American term used to define bringing someone on board right onto the ship so they're coming into the

business as a client and you need to know specifically every like you need to make a list of things that they need to do so that you can do your job properly so for example when I was working with gyms my onboarding process I needed to have access to spreadsheets that they had I needed access their CRM I needed all their leads I needed their databases I needed their Facebook pixel um I needed all their Facebook business manager accounts I needed sales call recordings I needed like I needed lots of stuff and so you need

to make a list of everything you need from the client that they need to give you and then you can make a nice Google doc that you can give to the client with like a video shot so they know specifically what to do and they know exactly what to do so that them coming on board and sort of integrating with you and integrating with your API is nice and straightforward okay it's like a puzzle piece like you need to know you need to slot in together and now you can connect and now the result can

be transferred and delivered okay that's step 27 I did warn you this is going to be a long video step 28 is your terms terms of business so the next thing you need to do is write a very simple terms of agreement for your company for your clients so you know when someone joins you need to send them a contract and that contract should basically State the deliverables so specifically what you're doing for them it should State the price and how much they're paying for the deliverables and it should State the guarantee terms and how

the money back thing works I'm not going to give you one of these and I'm not going to tell you how to write one of these because I'm not a lawyer and quite frankly I don't want to get in trouble for giving you legal advice when I'm not qualified to give it if you're not sure what sort of terms to use then you can go online and just find boilerplate simple terms that are pre-written trust me no one's going to sue you at this level because if they've paid you $2,000 it's going to cost them

10 times that en lawyer fees to even get remotely close to suing you but you still want to have terms and for as long as you refund people and for as long as you're prepared to refund people and do the right thing you never need to really be worried about being sued because someone's only going to be able to sue you for the amount of money they've paid you now bear in mind I'm not a lawyer and I do not have legal experience so that may not be true and that is not legal advice but

I'm telling you as someone who's never been sued before at this level of business after having overseen 2,500 High ticket transactions just write some basic terms and have some basic easy to read easy to understand terms that clearly Define the deliverables of what you're going to do the expectations you have from the client the price and how much they're paying you to do it and the guarantee terms and then some other terms and conditions that you can find online okay pretty simple I'll leave that to you you just I'm just telling you what to do

you can figure out how to do it in your own time now number 29 is role play and I don't mean it like that you filthy little animal role play in terms of like sales role playay okay so once you've got your fundamentals down you've watched some sales calls once you've actually written a pitch and a line of questioning and you've got the objection handling thing in theory and you've got a contract in place and you've got your onboarding system in place now it's time to sort of simulate the whole thing where you're going to

hop on a call with a friend or someone and you're going to take them through the process so you know to Z that you actually have a sales system that functions before you start doing it with actual real customers okay and that's the next step so the next step step number 30 well actually before that we're kind of entering phase four here and phase four is appointments so now all of this work we've done up until this point we're finally ready to start actually booking appointments and trying to close people so the way that you're

going to make money and the way that you're going to process transactions and exchange your services for you know money is through an appointment so an appointment is basically a agreed upon time it's getting an agreement with someone in your Niche to show up to talk to you about your thing that is what an appointment is is it's an agreement for a time okay and so what we need to learn how to do is book these appointments and get people on the phones oh just dropped my pen how to get people on the phone so

we can actually follow the sales script and convert them into a client and this is a straightforward premise in practice it's a little tricky and it gets kind of tough and it takes a lot of volume and it takes a lot of work and a lot of pain and this is where the pain comes in because the you know learning like researching problems and building like you know infrastructures and like writing scripts and stuff and doing all this Theory crafting is easy and it's quite fun because you'll just sat there you're not really in any

pain you're just like I'm going to ask this question at this point and I've built this little thing and if they come on board I'll do this but it's kind of like you know that's the easy part everything up until now has been pretty straightforward and pretty easy it's been work but it hasn't required any sort of rejection grinding volume difficult stress appointment booking sucks okay I'm sorry it sucks you're going to have to cold call you're going to have to cold email you're going to have to cold DM you're going to have to make

content there's only really four ways or five five ways that you can get clients by calling people up by messaging them on social media by emailing them by making content so they come to you and by um them hearing about you from a friend the alternative is ads and media buying but we're not going to do that because you you will lose money if you try and run out trust me those are the only five options you have you don't really have the option of the referral thing so you've only really got four options and

the other problem is the content thing is going to take months to kick into action so the only way you're really going to get clients to start with is by doing cold calls cold emails or cold DMS it's boring and it sucks and you're going to face a lot of rejection and a lot of people are going to tell you to off and a lot of people are going to be very rude and very mean to you and you need to be prepared and able to face that and you need to be willing and prepared

to build a pipeline and show up and do these actions every day for 3 to six months consistently in fact you need to be willing to do this every single day for like years really just like you can you can eventually hire people to do this for you you can get people in like do the cold and do the employment setting but probably for the next year you're going to have to do this yourself and you're going to hate it okay I'm just telling you you're not going to enjoy it trust me it's not fun

cuz you know you're going to face rejection it's monotonous and ultimately like this is the action that really moves the needle and grows the business this is the most important thing ever the foundations are important because if you them up then this thing doesn't matter but once you've got the foundations in place there is nothing else and I mean this there is not a single thing that you should be working on that is not booking appointments and even then as you're doing listen to this even then as you're doing your foundations and as you're building

the foundational steps that I told you to build earlier you should start phase four now okay so even like until you've got like sure do the research and stuff first and learn how to get results and stuff and make sure that you know what you're doing but as soon as soon as you've got your foundations in place this thing needs to begin and once you've got your foundations there is nothing else you should be doing but this okay nothing else I don't want to hear about it I don't want to hear about you work what

else could you possibly work on like you know you haven't you won't have any clients you won't have any anything you don't have any employees to manage you don't have any books to do because you're not making any money you don't have any marketing to do because you're not running any ads like the only thing that is important is a booking appointment so let's talk about how to complete phase five and book appointments so really it comes down to um a few things that I will write on the Whiteboard for you here um 30 is

once again kind of comes back to the fundamentals so learn the fundamentals of appointment booking so really the only fundamental you need is volume and you need to learn iteration and you also need to learn science hang on let me explain this scientific method so the way that you're going to book appointments is by sending and making lots of cold approaches to your Niche by trying things and then failing lots of times and then you trying new things and then by being scientific in your approach so what you need to learn how to do is

be very scientific with your appointment booking and this is this is something that takes quite a long time to get the hang of but you need to learn that let's say you have a cold calling script and you that's a hypothesis okay and the thing is is now you're going make let's say you make a th Cod calls and from th from those a th000 Cod calls let's say you get no meetings that means that your script does not work and so what you need to do is you need to iterate and try a new

script and test that script and all we're doing with appointment booking for the first six months to a year is testing variables to find a hypothesis or a set of stimuli that work now in appointment booking we have things called stimuli a stimuli or stimulus is a piece of information or or a tangible physical representation of your offer that can be exposed to your Market to trigger a response of booking a call and so for example um if I if if you are a marketing agency and a coach or consultant and you want to learn

how to get more clients if you read the description of this video that's a stimuli it's a funnel it's a sales page designed to get you to book a call to talk to my team about solving a problem and if you read that and it resonates with you then you'll click the link and that's a stimuli that's leading you into my appointment system right and so what you're looking to do in terms of the fundamentals of appointment booking is find stimuli that works and the way you find stimuli that works is by knowing your market

and writing your stimuli around what you think will trigger the market to get a response in biology there is a bird called a red robin you might be familiar with it one of those little fat Robins that's kind of tiny but got like a big red belly and in biology there is a idea called a click word response which basically means a condition IED biologically programmed response in the mind of the Robin in the brain of the Robin and what that means is that if a robin like one of these birds sees a pile of

red feathers in its territory because they're territorial Birds if it sees a pile of feathers the Robin will attack and dive bomb the feathers without a moment's notice this is called a conditioned click were response where if something happens like if if the robin registers this um stimulus it will dive bomb and it will immediately respond and your Niche is the same way there are certain things you can use certain words certain images certain ideas that you can put in front of them that will trigger an un that will trigger an unconscious conditional response to

schedule an appointment is that's how it works it's exactly the same way with you clicking on this YouTube video you weren't conscious that you clicked on this video you weren't aware of it I just knew what you wanted to read and what you wanted to hear and what I put in front of you the stimulus I created resonated with your mind and your unconscious experience and your condition um not to say it's a condition but it resonated with you and because it resonated with you you clicked on it and you just click were you didn't

even think you just click you know 100K year one my business click thumbnail click and then you're watching and that's an example of a stimulus and some of you will be a good fit for my company in my program and we go on to the next stimulus which is in the description and then in the descript after you click on the link in the description you'll be taken through to a funnel or a sales page and then there's another stimulus to book a call and it's just just it's just it's just like stimulus response stimulus

response stimulus response that's how we book appointments okay you need to learn what your Market's going to react to and what they're going to respond to and put it in front of them and that's all it is all you have to do is find what works and put it in front of people and do it with enough volume volume is a huge one you need to make sure that you're sending like the rule is do not go to break my phone there hang on the rule is is that if in a working day you should

not go to sleep until you've reached out to at least 100 to 200 people in your Niche that's the rule okay if if you're not like and this is another thing about the niche thing by the way is you want a big Niche because you're going to have to do like thousands of these outreaches so if you've only got like 400 people in a niche it won't work but if you um if you go to bed without doing at least 100 outreaches or 200 outreaches the day is the day is lost you failed that's your

whole job your whole job for a year is just to try and reach out to 100 new people a day gold ghouls emails Cod DMS doesn't really matter how you do it or what you use all of them will work the main thing is just what you say and what you put in front of them the string of words that you use to trigger that emotional response to book an appointment that's what matters okay so no more on this because me to keep it moving but that's really the foundation of appointment booking is it's it's

a it's a response system it's a stimulus it's a click where response it's it's a conditional sort of if this then that thing and if you put enough volume in you will get a response and also you need to be scientific so you need to learn that don't become emotionally attached to the outcome don't become emotionally attached to the stimulus you use don't become emotionally attached to the script or anything like that and just understand that you're testing things like a sales a cold calling script or a cold email piece of copy is kind of

like a you you need to think of it like you're a toris or not toris what are they call you're a turtle and you're laying eggs okay when a turtle lays eggs they don't become emotionally or sentimentally attached to the eggs because they understand that 99% of the eggs either won't hatch or will be like eaten or killed but 1% will be fine and so the same thing is true when you're writing scripts is it might not take you a 100 scripts or 100 stimuli to get there but you need to write as many as

you can and test as many as you can and find one that works and then go all in on that one and it's the same thing with like a turtle laying X is like you know most of the baby turtles don't make it and that's how your scripts are going to be and you don't you don't want to be that guy that's watching the screen being like Oh the baby turtle's dying you need to be like the you need to be rooting for that one that one turtle that actually makes it through and gets the

water and survives and that's basically how appointment booking works is you need to be Divergent and write as much stimuli as you can that you think will work with all sorts of different styles and stuff and then you eventually you'll find one thing that works and then you're on and now you can just put volume through it and scale It and Bang you're done and you really the way that we measure appointment booking is through something called a so AB is a term used to discern your appointment booking rate and so this is this is

represented as a percentage so if I made a th000 if I made 100 Cod calls and booked one call then I would have an AB of 1% and what we're looking to do with our appointment booking systems is really would just looking to find an AB of 1% because if I have a system that allows me to basically book one call for every hundred people I reach out to then if I reach out to a 100 people every day five days a week six days a week I'm going to book five to six calls per

week which means I'm going to talk to 20 to 24 people per month and if I can convert those people at a good enough rate let's say I get like three four five clients a month after 12 months I'll have signed like 30 40 50 clients which is way more than the 100K that I'm trying to make if I'm doing monthly payments or charging a good amount so all you're looking for with appointment booking is this holy grow number which is a stimulus that if presented to 100 people in your Niche delivers a 1% appointment

booking rate because then you can just consistently reach out to 100 people a day you can conduct one new sales call a day and if you do that for you know a year you're going to make way more than 100 Grand because let's do the maths on this right let's say that you book a call a day and let's say that you work I don't know just you only do 300 days of work in a year because of holidays and you know you've also got like um you've got let's say you take like three weeks

of holiday and you also have like the weekends so you send you have 300 days of work you book a meeting a day with a 1% AB which means that you conduct 300 meetings a year now let's say that you're not very good at sales and let's say that you only close 10% of these people right you know 10% and which means you get 30 clients you know okay not the not the best but you know we'll take it 30 clients now let's say that you charge $3,000 well if we do the math here that's

$9,000 $90,000 that you will have made in that single year just by doing 100h hour reaches a day or the alternative is let's say that we're doing $1,000 a month and let's say people stay for four months which means that each client is worth $4,000 which means we'll make $120,000 a year it's really not tough to make 100K a year it really isn't you just need to find a system that delivers an appointment or two a day and a system that gets the result for the person when they buy and you just need to repeat

that then it becomes boring it just but all it is is just making cold calls or sending cold emails or sending cold DMS and then but after you know after a year you'll have made like 90 grand 100 Grand 200 Grand like these businesses are so simple and so straightforward to run you just need to be willing to follow all the instructions I've given you stick to it and figure it out without quitting and getting emotional and being an idiot okay so the next thing uh step 31 is learn a platform so really there's only

three ways that we can get appointments through cold out cold outbound we've either got email we've got DM or we've got calling now different platforms are going to be appropriate and beneficial to different niches and so you know if you're working with a brick and morar business Niche then the best approach you might have is cold calling because you can actually find the phone numbers and just call them directly if you ever have the opportunity in your Niche to make cold calls that's the best one by far the best way to book appointments is cold

calling if it's possible for you to find the phone numbers easily if you're working with people who like horse trainers who are really expert in training horses they might not advertise their phone numberers so you can't find their phone numbers maybe instead you want to you know find their emails or get like their emails or find them on social media and DM them right but what you want to learn to do is you want to learn to master one of these so we're not going to use all three because we only need one appointment a

day we only need to do one call a day in terms of like sales call to make 100K a year okay it's not that complex so we don't we don't want to do all three of these we just want to pick one so what you want to do is you want to look at your Niche and the ultimate question that you're asking here is availability so the speed at which you will be able to reach out to people hinges upon how available these these points of contact are and so what you want to do is

look at your Niche and ask yourself what is the easiest way for me to reach out to these people how are they most available right so if it's a brick and mortar business they should have a phone number and they'll be most available to call because you can find the phone number of a business in seconds and you can call them in seconds but to find the social media account of the owner or the email of the owner might take minutes if not hours right however if you're working with people like for example let's say

your Niche is online fitness trainers and you know these people well first of all they're online which means they hang out online and that you they have to advertise through social media platforms which means that they'll be very easy to find in the DMS and so your your your point of Mastery would be DMS or you know if you were working with um a different type of client that like let's let's take a certain type of business that doesn't have a phone number but has an email like a software company so a lot of SAS

businesses they don't like these small micro SAS businesses they won't advertise a phone number but they will advertise an email and so whatever platform you pick and focus on is going to be dependent upon what is where your Niche is most available cold calling is the best cold DM and cold email are both as good as each other if you can cold call you should but if you can't don't worry about it it's fine learn a platform so once you've picked one of these platforms what you want to do is you want to go to

YouTube really YouTube is going to be the best and you want to watch every single video that you can find on this platform thing okay because there's going to be lots of technicalities like for example with cold email is you've got to worry about account configuration and deliverability um with DMS you might have to worry about limits and you know um how to systemize the acquisition of like finding contacts or like systemizing that or you might have to worry about how to like also do content at the same time because it's social media with cold

calling you might have to concern yourself with what software to use or the best time of the day to call or the best practices for getting pickups or there there's all sorts of little intricacies to each of these things but you want to watch every YouTube video on the one that you pick now if you want more information on how how to do this you can buy my product easy grow which covers all three of these in more detail than you'll find anywhere else on the internet with results and levels of depth so unparalleled and

insane that it will blow your mind and it will completely blow your way which is why I have got thousands of people who say that we are great that's my pitch that's why I made this video I'm joking I don't I don't care but my point is that when you get a few clients and you've got this working you can explore easy grow if you want to you can come back to this video I don't really care either way I make too much bloody money for my own good so you know that's up to you

to decide but watch them as many videos of these as you can refrain from buying anyone's shitty course and when it's time to buy a course you can come buy mine that'd be fantastic I'm a scumbag anyway so learn one of these okay learn a platform because really cold Outreach is basically two things it's platform expertise and then it's also um correct stimuli so if you want to get out if you want to get Outreach nailed and you really want to get as many appointments as you can you only need two things you need to

know the platform really well so if you're deciding to use LinkedIn to do DMS you need to understand how linkedin's algorithm Works what are the intricacies of doing Outreach on LinkedIn you need to become a total expert in this platform then you also need to have the correct stimuli if you become a platform expert like you know cold email really well or you know cold calling really well or you know Facebook DMS really well but then you also have the correct stimuli if you add these things together then you will get as many appointments as

your heart's as your heart desires if you have the correct stimuli but you suck at the platform and you don't know the platform then it won't work but if you're really good at the platform but you don't you do not have the correct stimuli then it won't work you need to have both these are the only two things you need is you pick one platform you master it you get insanely good you test as many stimuli as you can until you find one that works on that platform bang you're away couple of one or two

appointments a day consistently over and over again 100K a year easy clap BOS okay where are we yeah number 32 is a bit of an interesting one and I was debating whether or not to put this in but I'm going to put it in is content machine so you're not going to really do this at step 32 but you're going to want to do this eventually where you want to start making content for your Niche where as you start signing clients and as you start delivering results you're going to learn things about this problem and

how to solve this problem and what you want to start doing is you want to start making YouTube videos or like videos on social media or writing posts and writing emails to your newsletter and stuff about the problem and about the niche so you've probably done at this point you know after after obviously having watched this video and gone to execute on it you've probably done hundreds of hours of research on this problem you've interviewed people you know the niche really well you've been on the social media immersion technique you you know this nich really

well so you can start to understand what's going to make them tick and you can start to build and create content that will help these people in some sort of way with their business or with their life or with their problem to move forward and progress towards their goal and this is really this is how you make your life a lot easier the content game is not going to pay any dividends for like a year but after a year of doing it consistently you're going to start to get results and so what I did when

I was reaching out to gyms one of the ways that I got clients was through Facebook DM cuz I I was really good at Facebook DMS and I could find gym owners on Facebook really easily to send messages to and what I would do is I would make a video every day on my Facebook account which you could probably find on my old Facebook um of me in my sister's art shed with with an iPhone funny how times have changed I'm still recording on iPhone but it would be me just basically making content for gym

owners about stuff that I'd learned or stuff that I'd researched and the way that I never ran out of video ideas is once again remember everything that I learned and studied I filtered through the question of how can I use this to help Jims get more members and that basically meant I became a Content machine and I made so many videos anytime clients would get results I'd post them on Facebook and what started to happen after about 3 to 6 months of doing this is I would get maybe two or three people message me a

week on Facebook saying hey mate been watching your content I really like it can we book a call to see if you can help my gym and the day that that first message came in I remember it a guy called Andy who had a um gym in uh I think it was Brighton in the UK there a business called I won't give you the business name because then people will reach out to him a guy called Andy and another guy as well but I can't remember the the business partner's name but he messaged me on

Facebook and he was like Hey man like you know this would be kind of cool to learn more about how this works and um and he he signed up and then I got another guy called caman who had like a boot camp a fitness boot camp and he joined because he signed up because of the Facebook um post that I've been doing I charge them both ,000 a month and I just started getting clients from this content thing it's not something that you can just people do this where they don't want to do Outreach so

they just make content and then they just don't have any clients you need to still do the Outreach and and get that thing unlock but start making content start making videos get on camera don't be shy they're going to suck if I if I showed you my first videos you'd fall over laughing but it didn't matter because the videos were actually helping people like I was like a spotty 19-year-old teenager with like you know it was it was embar quite frankly it was awful but the words I was saying made sense and my clients could

look past the terrible camera quality the terrible backdrop the dodgy posture and the complete lack of security and the massive insecurities I had because I was delivering them results they don't care and it will work and it's better for you to make content and get a couple of clients than not make content and get none okay so that's 32 now 33 is cly so what you you want to do is you want to go on the internet and you want to go to a software called calendly.com c a l n d l y and you

want to set up a free account with them or a paid account with them I think it's like it's like it's like $5 a month or something um and this becomes your scheduling software so when someone wants to book a call with you oh sorry I just punched you how rud of me when someone wants to book a call with you and they want to schedule a meeting either through your content or through your outbound process um you don't just send them a calendar invite or just agree a time you send them a scheduling software

so they can then book in a time that suits them it saves you the back and forth and this will do wers for your show Rape and it will really help you um with getting people on the phone basically to book a call and show up um pretty simple to set up cly you can just have like a 60-minute event your sales call should be about 45 to 60 Minutes long people will schedule and then you're done okay pretty simple little little piece there um number 34 is tracking so what you want to start doing

is you need to build spreadsheets and automations and processes to track every single Outreach you've done ever so you need to keep a log of everything the reason you want to do this is because the only way you're going to know if a stimuli is correct and works or not is one word data the only possible possible way to discern if what you're doing is working is if you have data to track it and so you want to start tracking every code email every code call every piece of content every DM you send need to

put it in a spreadsheet and every day you need to track how much activity you've done and how much outcome and you've got and if you don't do this you're going to you're going to get lost you're just going to lose okay I cannot stress enough the importance of tracking your data like this is why when you go to the doctor or you go to hospital to solve a problem the first thing they do is they do a blood test or they take your blood pressure or they they measure your heart rate or they measure

your respiratory rate and they look in your eyes like the first thing that a doctor will do if there's something wrong with you is they will find the data and any professional who's good at anything the first thing they will do to diagnose a problem is find the data and if you have a problem with appointment booking the first place you can look to find the problem is data because you can't solve a problem if you can't see it and that the problems reveal themselves in data sets okay so imperative imperative imperative very very important

you get your tracking right you nail your tracking because if you don't you're lost it's like you know how do you know what stimuli works and what doesn't if you don't track it so you need to have a spreadsheet that tracks how much Outreach you've done how many positive responses you've got how many bookings you've had how many people have showed up from those bookings how many people have bought from those bookings how many people have renewed from those bookings you need to track every single step of conversion throughout your entire process and have conver

verion rates that track every single metric so you know what's going on all the time so you can diagnose problems easily and quickly I treat data like I would treat a holy book it is my Bible it is my Quran it is the most important thing in my life right if I if I don't have this I'm dead in the water and my business fails and I've learned that this becomes more and more important the more you scale I've learned it the hard way by not doing it proper to track your data keep a log

otherwise you're in for a nasty nasty surprise which is utter failure and then 35 part of phase five is volume volume volume of Outreach and content like I said once you have completed phases 1 through four once you've got your foundations your mind's in the right place you've got your expertise hypothesis nailed critically thought through and understand and you've got your sales script in place there is nothing nothing else for you to do except from Outreach and content there is nothing there's nothing else like I can't there is I can't articulate this enough there is

nothing else you should be working on beside Outreach and content once you've got the the foundations in place because what else is there to do like you want to make money which is an effect so what's the cause of the effect you want it's appointments so how do we get appointments well we do it through Outreach or content and we do it by mastering one platform and finding the correct stimuli and filtering everything we learn through the question of how can I use this to help my Niche and making content around the things that we've

learned there is nothing else for you to do there is no one to manage there are no books to balance there is no marketing to do there is no one to interview there's no one to hire there's no one to see there's nothing to build there's no systems that you need there's nothing Outreach and content and the word of the day in this regard and the thing that will determine whether you get to 100K a year or not is volume because you need to understand that 100K a year is is an outcome and it's it's

it's like a it's like a it's a it's an output right of a system of the business and the amount of money you make is directly related to and directly in proportion to the amount of effort you put in and so if you did um let's say you did 100 outreaches a day you know and you made 100K a year Well by that math if you did 200 a day and you put in double the effort then you'd make 200k a year and if you made you know one piece of content a week and it

made you 100K a year well then if you did two a week maybe you'd make 200k or 250 or something like that now this is never going to be linear because sadly acquisition systems do not scale linearly for outbound they do to a certain point for Content not so much but my point is this the more effort you put in the more money you will make it is as simple and as straightforward as that the more volume the more like it's like think of it like this you have a glass let's say you have a

big glass Empty Glass and you're really thirsty you can only drink as much water as you pour into the glass and when when there's water in a glass that glass has volume which is determined by how much water you've poured into it and you can only drink as much as you've pulled in and it's the same thing with making money online it's the same thing with business you're only ever going to make as much as you work and this is really where your metal is going to be tested everything that you're going to have done

up until this point hinges on your ability to just knuckle down and do the thing that sucks which is putting yourself out there and embarrassing yourself in front of a camera because you don't know what you're doing and getting rejected by people over and over again in pursuit of financial exchange nothing else to do volume volume volume volume volume I'm going to say it 10 more times volume volume volume volume volume volume volume volume volume volume volume okay I hope you get the message if you don't listen to this you will fail and do not

come crying to me because why would you I hope you I don't want I don't want people to cry on me just do volume okay it's getting weird now this video is going on for too long and I'm starting to spiral now at this point you should now have a fully fledged acquisition system which means that you should be testing your hypothesis you should be signing clients you should be conducting sales calls and you should be consistently getting new sales calls where it goes like this where we have appointments coming in we have calls being

conducted and then we have um results being delivered I'm just going to put here results and so what we're looking to do with the business at this point is just basically feed this Loop where you know we're getting appointments which means we get sales calls and that means we get client results because if you get an appointment and you close them then you can get them results here's where it gets really cool and this is why if you just stick to this for a year or two things get really easy because what starts to happen

is once you start getting results is you can use those results to get more appointments and then the more appointments you get the more calls you conduct which means the better you get it sales and the better you get it sales means the more clients that you get results for which means the more appointments you get which means the more calls that you get which means the more results you get and this thing just goes round and round and round and this is called a flywheel and this is why most people quit because they don't

get they don't get to meet the flywheel you just have to do 100 outreaches 200 outreaches a day for a year and if you do that for a year eventually someone will be dumb enough to buy from you and you know you might be just less than dumb enough to get them some results and now you start getting some confidence which means that you do more volume and people start actually having a reason to book and then this thing just goes round and it just loops and loops and loops and loops and this is the

only difference between someone that's making millions of dollars and someone that's broke is the person making millions of dollars has just given it enough time to create this flywheel and this is why I'm such an advocate of doing as much volume as possible because the more volume you do in terms of trying to book appointments because you know really what happens before appointments is the Outreach right is the volume but the more you put into here the quicker you can get this Loop going so the faster that you can like sort of it's like a

train moving like the train is really slow really slow picks up some speed picks up some speed then bang it's exponential it just it explodes I don't want the train to explode you know what I mean it explodes in terms of speed it gets really fast see it say it sorted anyone who knows what I'm talking about from the UK will know what I'm talking about anyway flywheel this is what we're looking to create you're not going to have you're not going to see this for a year maybe not even 18 months but if you

just have the power and the strength just keep going in spite of all the doubt and the suffering and the wanting to quitness and you just trust the process and you trust me to know what I'm talking about which I know is tough sometimes Loop Loop Loop and then you'll suddenly get to 100K a year and then you'll be financially free and then you'll have all sorts of fun with your life because you now have money and you don't have a boss anymore and all you have to do to sustain your income is face a

little bit of rejection that you've already done thousands of times so you just simply don't care so now there's one more phase to this whole process which is operations so operations is a term used in business to Define and and and sort of encapsulate the running of the company and operations is basically anything you work on in the business that is not acquisition or value delivery or results and so as what's going to happen think of it like this as you sign clients and as you make money and as you get clients results you're going

to start to make a lot of mess and there's going to be like it's going to get messy where you're going to start having suddenly like now you've got to start having client support tickets coming in now you've got to do invoices and now you've got to manage your Outreach data and you've got to keep a log of your sales core recordings and now you've got to buy some softwares and like things are going to start to get really messy and operations is basically cleaning up the mess okay and it's building systems to keep your

business clean where you know things don't get too out of hand nothing blows up and the business just sort of runs smoothly without it getting jammed or blowing up and so what we need to learn to do in phase six here are a few things to just make sure that your business ticks over nicely and makes you 100K A Year Without You having to go insane or you know work 100 hours you know a day and and catch your tail just so you can get some operations done so I'm going to walk you through these

so 36 is a financial tracking system so you're going to have to learn to manage your money and what this basically entails is pretty straightforward I kind of alluded to it earlier create a spreadsheet one for every month of the year for the year and at the end of every month or at the end of every week really you should do this but at the end of every month you want to log everything that's come into the company account and everything that's gone out of the company account and you want to categorize the outgoings so

every month you can you can calculate your profit margin and you can calculate what you spent money on and how much money you've made this my friends is called accounting it's called bookkeeping okay now what you might want to do and I would recommend you do this instead of using a spreadsheet you can get a software like QuickBooks or zero there's lots of accounting softwares you can use they're pretty intuitive and straightforward to use and that way you can keep a nice log of your books do not for the love of God ignore them yes

you'll be tempted to because it's boring because what will happen after your first year of business and actually making some money is you're going to have to pay tax and you're going to have to go to an accountant and say hello I need to do a tax return and I've got no idea what I'm doing and I'm terrified of the government so please help and the first the accountant is going to say to you is okay please send over your cash flow forecasts please send over your you know please send over your your line items

please send over your books please send you're going to be like uh and then what you're going to have to do which what I had to do is spend three weeks of your life digging up receipts and bank account things and calling up companies and chasing clients and doing everything you can just to scramble and get your you know accounts in order just before the taxi end so you don't get fined it's not fun have a system for it a nice clean little system that you log and diligently keep a track of every single month

so that when it comes to do your tax return you're good and you don't have to do this this scramble of death that I had to go through and it was a it was a scramble I didn't sleep for like you know 2 weeks even thinking about it just makes me stressed cuz it was chaos I I didn't keep a log of anything I was just like I'm making money and then I was like oh I've got to pay tax and stuff and like I've got I've got responsibilities now as a business owner like oh

God that's the thing right so yeah pretty straightforward you can use an accounting system now if you are a UK business um I can recommend an accountant to you they're called tax Gem and the owner of tax gem is called Steph um Steph's been doing my accounting now for years and she is one of the best accountants I've ever found and she manages I mean like $10 million a year in income and all of our expenses and stuff and Steph and the team at tax gem are phenomenal so you might not need an accountant yet

but when you do I'd recommend you use tax gem pre-warning they're not cheap they're not the cheapest accountants but my God will they save you money in terms of tax and stuff I don't get paid to promote them this is just what happens when you have a really good service is people start talking so if you want to use an accountant and you want some advice for tax and bookkeeping and such you can talk to Steph and Beck at tax Gem and Steph if you're watching this I love you so dearly because you Sav me

so much money thank you darling right talking of which I was actually I got ahead of myself is find accountant now here's the thing you don't really have to concern yourself with an accountant until you're actually making money but the second the very second that you start making a couple of thousand a month the first thing you need to do is find yourself a good accountant they don't have to be like well they do have to be good really because they're going to save you more than they than they cost you so you know find

yourself a good accountant if you're in the UK I just use tax gem I all my my entire team uses them I've got dozens not hundreds of clients that use them like they're just they're the best right I like them a lot so you can use them if you're in the USA you can find one but you know find an accountant as soon as you start making a couple of grand a month because otherwise you're going to be in for a nasty nasty tax surprise now 38 is a client support system so what's going to

start to happen is as you sign clients they're going to need support and so you want to basically create a support email or a WhatsApp business profile or a slack profile where your clients can communicate with you and get help what you want to do is you want to it's probably going to be you doing the support but the last thing you want is for your clients to have access to your personal email and personal phone number because then what's going to happen is as you're trying to sleep or relax you're just going to get

clients throwing at you and problems and stuff what is better is to have a WhatsApp business account or an email that you use solely for client support that no clients have access to and then ideally the clients don't have access to you they have access to the support thing through you if that make sense that way you can actually breathe and you're not going to like have nighttime traumas when you got 15 I had 54 done clients it w no 64 done clients when my done marketing agency was at its peak doing 100 12K a

month we had 64 done clients and what I can tell you is that if 64 people who are paying you $1,500 a month two $2,000 a month if they're paying you that amount of money they own you kind of and if they if they have access to your personal you will get 64 headaches a day just coming at you chucking things at you complaining about things you need to have a system for it now you're not going to have to worry about having 64 clients yet that's a seven fig business done for you business you're

not going to have to worry about that you just want to make 100K a year nice and easy you're going to have a few clients you have less probably 10 clients if not less it's going to be straightforward it's going to be calm it's going to be easy but you still want to get into the habit of having a nice clean support system and a nice place that we would say we would say in the business world it is centralized which means that it is contained and the chaos of support cannot leak out into your

personal life because if you're not careful you'll just become a a full-time support rep and you're going to be doing nothing but supporting clients trust me I've been there learn from my mistakes number 39 is a project management system so as you start building and as you start getting clients you're going to have to start embarking on projects now the only projects that you should ever embark on are projects associated with my mic's there it's fine it's working yeah the only projects you're ever going to work on are projects associated with getting clients results so

improving your product improving your sales process and script or building new appointment booking systems those are the three categories of of project so for example let's say that you've signed a few clients and you need to make some major changes to your product to improve it that's now a project or let's say that you've done a 100 sales calls and you know you've just you've just done some sales Consulting advice so you know you need to change the whole sales process around that's a new project or let's say that the end of the year has

come and you haven't got your tax stuff in place so now you've got to scramble for every single invoice You' ever received that's a project right or it could be appointment booking let's say you want to start building a Content strategy that's a project what you want to do is you want to build a system for project management now you can use tools like monday.com you can use tools like notion you can use tools like assana I myself personally just use Google Google Sheets and Google Docs I don't have any project management software I just

use Google Docs and Google Sheets with very simple to-do lists and a Google calendar so I know what I'm doing beyond that I don't have any project management systems it's up to you to decide how you want to manage your projects but you need to have a nice easy way for you to keep a log of to-do lists and to keep a log of everything that you're working on in a macro form like a Trello board or something um these are all softwares I'm throwing at you that I'm aware you probably never heard of before

so let me give you some examples Trello assana notion monday.com that's pretty much it as far as projects project management stuff is concerned there's more but you don't need to get complicated with it and you certainly don't need to pay any money for it either so don't start paying money for project management systems because you can just use Google and Google Docs now the next thing 40 is a communication system now the thing is is because you're building a one-man business and you're only making 100K a year you're not going to have any employees it's

just going to be you making six figures so what that means is you're not communicating with the team if you wanted to get to multi six figures or seven figures then you need to start hiring people and bringing people in to help you manage that and really management is just communication because the relationship between you and the employee is just basically a you're telling them what to do and you need a place to tell them what to do so you don't need to worry about this for now but if you're going to deal with clients

this kind of comes into the support thing you want to centralize communication to Whatsapp business or um email or if your clients use slack which is a communication software then you can use slack do not use slack as your support um Communication channel if your clients don't natively use it you want to use a platform that clients natur use so that they actually ask for support because I learned this with gym owners um with gym owners I just use WhatsApp business because all gym owners had WhatsApp and they were constantly on WhatsApp and that meant

that the support tickets were easy for them to register and I didn't have to stress but you won't need to do this yet but I'm just warning you that if you want to start hiring people you need to build a communication system and I would just use slack where you can have channels you could use Discord if you want but that gets really cursed really quickly so yeah just a heads up you will have to build one those eventually but for now you don't need to worry too much about it now 41 is workflows workf

flows so by the point you're not going to build workflows unless you've got like reliable systems that work but what what's going to start to happen is you're going to start to make money and you're going to start to make 100,000 more 100,000 or more a year on your own and the goal should not be for you to be working forever so the next sort of Step the next sort of thing that you're going to want to work on is building workflows and what this looks like is basically here's you and here's everything in the

business all of these dots represent tasks or things and the problem is is that all of these things are connected to you so if a client wants an invoice it's you that sends it if a client has a support message it's you that deals with it if a client needs to come on board it's you that has to send them the onboarding video if a client wants to be closed it's you that has to do the sales call if if you want to send a cold email it's you that has to send it so what

we need to start to learn to do if we want to go beyond 100K a year is build workflows and what this looks like is taking the tasks that you do and building simple simple documents like Google Docs that linearly Define the tasks kind of like what I've done here in this video today where I've walked you through the 40 odd steps of how to go from 0 to 100K a year you want to start building what we would call in business standard operating procedures and this is a term used from the Army it's a

military term um that the military uses to standardize the processes that where things happen because what happens in the Army and in other organizations like a business is things recur and problems recur and patterns emerge where the same thing happens over and over again like for example your client wants an invoice or you know you need to deal with with a certain support ticket of a certain nature or you know now it's time for you to make a piece of content and you need to do a podcast upload like the same thing's going to happen

over and over again and so what you want to do is you want to un Define the same things and Define these patterns that continually emerge and build workflows around them and what this means is you you know what to do and so what you need to do is take your actions and that are in your brain and put them onto a digital resource like a Google doc or a PDF or a notepad online so that when you hire someone they can do it for you so this is how you hire is you don't just

hire someone and just expect them to know what to do you define the task and you make it so simple to understand in a linear chain that a baby could follow it or at least a four-year-old and then when you hire people you just give them these documents and that's how you Outsource the business it's pretty bloody awesome eventually you can get people to work for you and then you can make 100K a year without doing anything trust me it's fantastic like it's like when you actually get the hang of this business thing life gets

pretty damn good like you can make like I I will make 800k this month and if I didn't want to work I wouldn't have to I I just work out of love now but like I've got people that work for me that follow standard operating procedures and now they build their own standard operating procedures and nothing relies on me anymore well there's a few things but only things that I want to rely on me that make sense so that step 41 is building isolating things that consistently recur and building workflows to deal with them so

that you don't have to when you want to hire someone and then the last thing well actually it's not the last last thing but you know it's one of the last things is hire a virtual assistant or a VA so a VA is a virtual assistant and this is someone that you can pay $4 to $5 an hour from the Philippines or Thailand or something like that to do your small miscellaneous tasks so you build these workflows and then you find the things that take a lot of your time but don't give you a lot

of Leverage like you know just small little things like uploading YouTube videos or finding invoices or you know doing a certain thing for a client delivery that doesn't take any time or skill you find the low skill High time consuming low leverage activities and you hire a virtual assistant to do them for you this way yeah it's it's not really a oneman business anymore and you're sort of managing this one person but this person can do a lot of things for you and they can really run all these tasks and give you time to focus

on more higher leverage activities such as making um sales calls or getting better at your product and stuff like that and that's 42 so now you know what to do so go and do it bye