$0 to $1,000,000 SMMA Course (18 Hours)

a short while ago I released a video that was 22 hours long highlighting how to become the person that could be a millionaire one of the most common requests that I got from people was Charlie what business model did you actually use to become a millionaire in the first place so I present to you trumpets please how to build a sixf figure agency what I'm going to be doing in this long video is explaining everything that I know about going from Z to 10K a month specifically with an agency and in this video you'll find

everything you need to achieve success and become Financial free with the agency model I have no 997 course or low ticket program to sell you in fact I'm actually going to be giving you some of my program videos that people have paid tens of thousands of dollars for as you go through this content so I hope you enjoy it and I wish you the best of luck on your journey I'll see you in the next video [Music] so this video explains the best business model for smma okay it runs you through the pric and strategies

client incentive structure and how to actually set up an agency that attracts clients okay 10 different unique offers and models we're going to go through them all so what actually is the best model what's the best business model for smma well when it comes to SM business models the best is subjective from the client's perspective or from the agency's perspective because what is best for you is not always what is best for your client and what is best for your client is not always is what is best for you and so this is the first

thing we have to tackle when designing our business models for SMA is we have to take into account that there's two parties here two people have to be pleased with the way this offer is structured and the way this model is actually going to run When selecting and designing your business model you need to bear this dichotomy in mind because what is best for the client is not going to be best for the agency and what is best for the agency is not going to be best for the client because the agency and the client

want two things all right first of all they both want High reward and they both want low risk so if you're if you're asking yourself how do I sign clients it really is a simp is making the reward as strong as possible and the risk as little as possible the keym is picking a business model that helps both parties achieve both of these things because if you're just all about your client and you haven't got any personal reason to grow if you're just working for free and you're not getting any money you're not going to

be incentivized to continue to grow your business so this is called incentive alignment and is imperative to the success of your business there's actually a um investor called Charlie Munga you might be familiar with him and he is the kind of guy that goes into like companies investing companies he's got shares and Coca-Cola all these huge companies and one of the things that he is famous for saying in the investing space is when you could be focusing on incentives don't focus on anything else so when you could be focusing on incentives don't focus on anything

else and what he basically means is that if you get the incentives right everything else makes sense because the core underlying Drive of human behavior is incentive we have to have a reason or a pleasurable reward as a result of our behavior and that obviously we need to we need to instill that into our business models so the clients and obviously you as well are happy because if you're not happy then you're not going to have a long-term relationship remember signing a client is committing to a relationship and a relationship can only flourish and you

know be extended over a long period of time if both parties are happy and well what denotes happiness for these parties High reward low risk okay so there's 10 different models I've actually blurred them below for YouTube retention but let's get into the video and actually um start walking you through this so the first thing that you need to understand is that there are seven stages of value that an agency can provide so the thing you have to understand about making money specifically with the agency model is that value is created when pain is alleviated

okay and I'm going to explain that quote in just a second but basically what this means is that if you want to make money you have to exchange something for it because the nature of transaction denotes that in order to receive we have to give for every action there is an opposite and equal reaction and if the action of making money is is ex which it does then there has to be a reaction which is giving value and so a lot of people talk about this in business where they say if you want to make

money give value but then a lot of people are left scratch on their heads wondering what value actually entails well I can tell you that value is created when pain is alleviated and for marketing from from a marketing perspective or at least for an agency owner the highest form of value you can provide is is business for your clients right is actually generating customers and generating cash and so there's seven stages of value and this is specifically for a lead generation agency and I'm going to run you through them now so there are seven St

of value for an SMA client and this is really important to understand because if you don't get this you're not going to get the models okay each one is more valuable than next money can only be exchanged for Value so models that make more money have to be focused on adding more value so news flash the more value you add the more money you make and this is going to break a lot of people's paradigms so the first stage of value for an agency to create is awareness right so This truly holds next to no

value it's valuable to a degree because the business owner is getting some you know brand awareness or people looking at their business but it doesn't really hold any value because if you think about it like brand awareness and awareness campaigns and all of that stuff it doesn't convert into anything valuable for the business okay because really the most valuable thing to a business is cash and awareness is the the far the farest form of conversion away from cash that you can get and so as we creep towards cash and actually making money the value of

the vehicle increases right so when we're looking at these seven things here awareness traffic lead appointment show close and repeat purchase it's important to not that like the first ones aren't very valuable because they're really far away from conversion and actually making money so traffic now traffic is a really weak form of value again now this is also why web design agencies branding agencies creative agencies SEO agencies they don't do very well right and that might sound like a pretty blunt attack but the truth is that if those businesses added value that they'd be the

source of businesses to start but you have to critically think about this for a second like what does a website actually do for a business okay well yeah sure it's awareness maybe there's some traffic there but it's not a lead it's not an appointment it's not a show it's not a close it's not a repeat purchase it's nothing really so if you're going to start an agency or you're thinking about getting into the agency space let go of any idea of doing web design let go of any idea of doing creative work or branding or

graphics design or SEO because the truth is that all of the all of those creative Endeavors don't really add any value to a business and if you're if you want to prove me wrong by all means you can do that you can go and start one of those agencies but there's a reason why the biggest agencies in this smma space the ones that really get to Seven figures multi s figures are all focused on the end result so this is the problem this is why like I see a lot of web design agencies really struggling

to get clients with cold email I see a lot of people who do SEO like struggling with cold calling and stuff and it's because they can promise is awareness and traffic and business owners don't want awareness and traffic business owners want cash or vehicles that can generate cash now awareness and traffic are the first steps to getting cash but they're way too far away from the actual goalpost okay and so that's why I would not recommend you s these agencies now leads leads are valuable to a degree right so if you're generating leads for a

business they are valuable and they can be exchanged for money right by all means but leads are only valuable to the business if the business has a method to book them into appointments or if the leads are really qualified so here's the thing lead value scales with quality so if you're a lead generation agency and you want to make more money right and you want to charge more per lead the only real way you can do that the only real way you can command more money is to add more value and when it comes to

all of these um you know stages here stages of value the higher quality the prospect in terms of the you know the stage they're at like a show an appointment a lead traffic the higher quality those people are in terms of being qualified to actually purchase from the business with a painful problem and you know the the monetary means to actually invest in the solution that improves the value so if you if you're generating leads maybe one way you can actually charge more for your leads is basically to try and find bu try and find

people or people in the market who have more money because then they have more disposable income to purchase from your clients right there's two things that really Drive lead quality pain and money because without pain nobody has a reason to buy anything right and so that's the that's the Cornerstone if someone's got enough pain they'll do they'll do anything to solve the problem but also they need to have money to actually alleviate that pain through your client solution okay now the fourth stage is appointments now we're cooking right this is where you actually start to

enter the realm of value books appointments are quite valuable to a business is they indicate more intent for the prospect to purchase because if you went to a business owner and you said I want you to give me $2,000 and for that $2,000 I can either give you 100 appointments with people qualified to buy from you or I can build a website for you what do you think the business owner is going to pick well if they smart which most business owners are the business owners you want as clients they're going to pick the appointment

because a web you you can't turn a website into money right maybe you can with SEO and stuff but once again there too long of a burn so then we have shows so shows are really valuable if you're wondering what a show is this is when someone who books an appointment actually walks into the door right for conversion then we have close so close is money transacted right this is the purest form of value for a business money in ideally a return on their investment when someone you generate them walks in the door and buys

from them that is the purest form of value and business owners they will exchange any amount of money in return for that level of value let me explain this so if you write a cold email sequence that says hey Mr hey business owner I can get you I can get a th000 people in your area looking at your business not many people will reply if you say hey I can get a th I can get 100 people or I can get like 500 people to your website maybe it's a little bit more valuable then if

you say hey I can get you you know 200 leads of people that might want to buy from you kind of valuable they might start paying for that but then if you say hey I can actually get 100 people booked into your calendar to buy from you that that's when you hook that's when money starts to flow but if you change that and say hey I can get you 75 or 60 people walking through your doors that are qualified to buy from you more money can be exchanged that because it's more valuable but then with

the close if you say hey I can actually guarantee that you get 30 people to transact money with you you're going to you're going to you're going to rake it and this is what we do with Imperium we guarantee 20 clients for our for our clients and so it's impossible to say no now the seventh um the seventh stage of value is repeat purchase this is when a customer buys again picking up the lifetime value and boosting profits this is the most valuable thing you might think that value stops at the close but the truth

is that the the most valuable thing to a business is repeat custom because that's when the ROI really starts to kick in and that's when profitability becomes you know insane as well because it really if you ask what is valuable to a business owner it's profit it's not really Revenue it's not really cash it's how much money they actually keep at the end of the day and repeat purchase is the key to profitability so let's actually go through these models before you can design your offer and decide which you know what you're going to offer

and how you're going to position your service you actually need to decide which business model you want to operate out of most people who teach offers skip this part okay so if you've done any training on how to build an offer before but you haven't precursor that training with how to actually model your business you're kind of screwed because the way you want to start an agency is you want to start by deciding your Niche then you want to design your business model and then you build your offer because the offer has to be built

to complement the business model that you've already picked because it has to have good incentive alignment because the Cornerstone of a great offer is solid incentive but on top of that it has to be relevant to a niche so a lot of people are just like I'm going to offer this and then it's just it's chaos so let's get into it so there are seven business or pricing models basically that you can use and choose from to build your smma three of them you're never going to have heard of before so the first seven I'm

going to walk you through a relatively straightforward and self-explanatory but there's three offers later on in this video that will completely blow your mind you Wen have seen them before I created them myself so you you're going to love them so seven standard models so we start with a retainer this is basically where you charge a set dollar amount per month right pretty boring Works in green niches and what I mean by Green Niche is any business that hasn't been burned before is is going to succumb to a retainer but nearly every business owner in

any major Niche has been royally screwed over by an agency charging a retainer usually multiple times and therefore they won't buy this again you can scrap the idea of the of the kushy retainer if you're in a major Niche at least until you've got an obscene amount of social proof to you know give the person confidence you're not going to do what the other five agencies before you did then we have paper lead another simple model slightly better than AER right you will convince more people to to buy because it is more valuable that they're

paying for like the lead not the service um this is where you charge per lead again most major businesses understand that leads don't really matter and we'll be skeptical of lead quality right because once again all of these people have worked with agencies who promised leads delivered leads but the business got a bunch of leads but as far as the business was concerned they weren't valuable leads because they were either unqualified they didn't show up they didn't book appointments they would you know just just bad leads if you do this you need to pos position

it as payer qualified leads so it shouldn't be payer lead it should be pay per qualified lead and if the prospect says well what the hell do you mean by qualified well I explained that earlier we know there's two main vehicles for qualification the first one is pain and the second one is monetary access so paper appointment now this is better than leads and strikes a nice balance of incentive between you and the client so this is actually my favorite standard model to use if I was starting an agency from scratch this is what I'd

use although I would actually use one of the three models I'm going to share with you later right it's a little bit more advanced the main thing here is to make sure you have a solid system that actually gets appointments to show up the problem a lot of people run into with appointments is they figure out how to get the leads they figure out how to get the appointments but then they've struggled to actually get those appointments to actually show up and walk through the door if you're struggling with that I actually made a video

on this okay so Linked In the resource you can find in the description this is basically contained here paper show this is one of the best models right because it's so close to the the the thing the prospect really wants which is which is cash transacted but there's some difficulties with it okay there's a bit of a diosy to balance it's one of the best models but it's very difficult to track so getting paid is harder I personally wouldn't use this un I had a method to track whether the leads have actually shown up paper

lead for any of you who have been in the around the block for a while here like I have with this Market paper lead was a huge deal 18 months ago popularized by hosi Allen software right which is a a lead showup system software tracking software it's kind of cool but I've since seen a dip in popularity in this model um naturally due to the difficulty of tracking of someone actually showing up if you can solve this if you guys if one of you is watching this and you find a way to solve the payper

show tracking problem send me a DM on Instagram or find my email and email me and I will pay you an awful lot of money because it's worth solving that problem for a lot of people for me okay so paper show is a model you can use you're find client acquisition easier with it but you're going to struggle a lot more with um actually tracking it and delivering it because when you're building these models we're finding a balance between how hard it is to deliver the service and how easy it is to get clients because

a retainer for example makes it really hard to get clients but really easy to like make the money and get the cash on the door does that make sense so then we have the percentage of Revenue sh this is probably the most favorable offer from a client's perspective but by far the least favorable for the agency near enough impossible to track for Leen clients the problem with Revenue share is to track this and attribute this you need access to the client's CRM you you need access to their payment process of their bank accounts and more

and not only this but the client has a direct incentive to lie to you right you can do the revenue share in fact the YouTube ads agency that runs my YouTube ads at the moment I'm aspen.com with Brian monard if you guys are familiar with him have a very robust tracking system with iros that allows them to attribute Revenue to leads right and so in theory they could do a commission based deal right and they have a way of tracking that but the problem is is it's a very sophisticated system and they are a seven

figure agency and so if you're just starting I wouldn't try to build a entire Revenue tracking system because well it's very difficult you can use hyros but once again it comes down to this problem where you can get dishonest clients clients are literally incentivized to lie to you so I don't really recommend this if you're a beginner if you've got some more experience and you're really good at what you do then by all means but the other problem with the revenue share percentage specifically for lead generation is it puts your income in someone else's hands

you're going to get paid based on the sales ability and sales skills of your clients and trust me when I say most business owners struggle with that which is why they don't get clients right so be careful now the sixth thing is a pretty cool way to do it and this is another really good model that I would recommend you use which is setup fee and result so this is where you charge the set up fee for the first month and then continue with a pay per result model in later months this is a nice

combination of consistency of cash retainers you know it gives you another alignment of incentive so if if this was me this is a model I would use because you can say you work on a parent results basis you charge a setup fee of a couple of thousand couple of grand whatever and then off the back of that you can then start rolling out paper appointment work paper lead work paper show work paper closeth work once again it is up to you which model you use I recommend paper appointment if you're new but I'm going to

give you some more models in just a second you know far more advanced than this and far shinier so then we have the free trial I'm going to say this avoid avoid avoid avoid avoid avoid avoid avoid right clients have no commitment your reputation is annihilated due to the Desperate Measures that you're using to get clients and business owners understand the nature of transaction business owners aren't stupid they understand that in order to get they have to give right in order for for them to receive value they have to give money the free thing I

don't get it it doesn't position you well the thing about this as well is business owners are more skeptical of free than they are of pay on result so pay on result work is actually more appealing than free and if you don't believe me just try it right reach out to 100 businesses Co call 100 businesses and for 100 Co calls say I'm going to do it for free and for 100 coals say I'm going to do it for a pay on results basis or pay on commission basis you will get way more people want

to do the pay on commission basis because the business owners think H this guy actually must know how to do this because the free thing doesn't really give them much confidence and business owners aren't going to let you you know screw around with their business just so you can practice your services so avoid the free trial like the plague in order for someone to work with you money has to be exchanged to some degree do not take on clients without some form of upfront commitment and payment okay now let's talk about how to actually price

these because you know then the next question you might immediately jump to them is well Charlie like how do I price my pay per result offers if I'm charging per appointment or if I'm charging per show charging per lead if I'm doing rev share how much should I actually charge and I've got a real real simple model for you here um so if you're wondering what to charge with a simple paper result model here's the model for it for reference lifetime value is the amount of money the business will collect from a typical customer over

the ENT enire life to of that customer so when I'm using the um acronym LTV this stands for lifetime value for example if you're not familiar with this term let's say a gym charges $10 a month and on average their clients their members s them for 18 months well then the lifetime value for a customer at that gym is $180 which means each customer is worth $180 okay so you have to understand that so in order to price here's the thing we've got three pricing tiers really so the way you're going to charge for each

of these you know pay result offers depends on how much money the client charges for product because here's the thing is that like in order for the client to make money they have to charge something so you have to charge in relation to what they're charging if that makes sense right because obviously your paent results your result that you can make is limited by the result they can make if the client has a low ticket product which is a product anywhere between $100 to $1,000 in lifetime value like a gym or a beauty salon although

I know some girls that go to beauty salons and they're like they basically are high to get customers but load to get products like you know maybe you're working with like um restaurants or something don't work with restaurants it's not very good nich but anyway sorry for another day per lead right if you're charging per lead 5% of lifetime value is reasonable here per appointment 10% of lifetime value is reasonable per show 15% of lifetime value is reasonable and rev share 25% is reasonable for for Mid ticket products so if your products um that you're

selling for your clients are anywhere between $1,000 to $3,000 in lifetime value this is where we start looking at electricians this is where we start looking at cosmetics and dental surgeries etc etc then you can start getting a little bit more expensive because the thing is is this number has to SC back you're going to make more money because well the end result is is greater for the client so per lead about 3% per appointment 7.5% per show 12.5% and rev share 20% one of the biggest forms of Leverage you can have for your agency

is working with clients that charge High ticket for their products honestly it's like if I was if I have my time again with the agency space I don't think I would go into a niche that didn't charge decent amounts of money for their services because it's so much easier for you to make money because when when money is abundant and what I mean by Abundant is when like one if if you bring one customer to a business that is worth $10,000 you can charge way more for that than than bringing one customer to like a

gym or something and trust me it's probably just as hard to get an appointment for a high ticket coaching offer than it is to get an appointment for a gym right it really is similar right because there's a different level of problem so that's just some inside view so if you're selling High ticket products right which is $3,000 to $10,000 Plus in lifetime value then you want to charge anywhere between 1 to 2.5% of LTV 3% per of LTV per appointment um 4% to 5% per show then you can do 10% if it's rev share

now bear in mind that these recommendations are arbitrary guidelines right I've just created them based on what I think is reasonable and what I would charge if I was going into one of these different tiers now there may be more optimal pricing models for your Niche and if you're wondering how do I find out like what I should charge per appointment well you can just look no further than your competitors that already have these models in place now once again I never want you to work with a client without getting some form of financial commitment

first it can be minimal it can be a couple of hundred bucks right but never say okay we'll generate you X result and your payers at the end of the month because you're probably not going to get paid all right just be very careful so if you do charge per X result charge weekly and make sure you get that card on file you want to set the expectation they'll be built on X day x time and charge the card on file for the result so let's say that a client doesn't want to do an upfront

payment right bit of a red flag but if you're if you're new and you just want to sign someone to get some experience whatever right what you're going to do is you're going to say okay I'm going to charge you for for leads and I'm going to charge you weekly do not charge them monthly because too much time's laps and you want you want it to be weekly at the beginning so let's say doing like paper appointment paper show paper lead what you do is you say to them okay well I need to get your

card on file so I can bill you for the leads that come through and then you say I'm going to bill you on Sundays between 3: p.m. and 6 p.m. UK time and that way you set the expectation they know they will be charged for the leads you generated through that week at that time you want to do this weekly to begin with when you're building a relationship with a client at the very beginning because if you do it monthly it's too big it's too painful for them at the end of the month because they're

going to be like oh the leads didn't convert but if you do it weekly they they just they're more familiar with it it it works a lot better trust me I used to run like a payer lead thing um for my clients in the gym space or for the online high ticket personal trainers Niche um during Co um before I start Imperium I started doing like paper appointment work and I I start I tried some clients with weekly some clients with monthly and the weekly thing works so much better I collected way more cash just

bear that in mind but you want to set a specific time a specific expectation and obviously you set the amount per lead or per appointment or per show or per clothes or whatever it is and then you just charge at the end of every week once you've done that for like a month you can then move to bi-weekly and after like month three you can move to monthly but in the first you know of the relationship you want to charge weekly I'm actually going to walk you through something called The Beginner's pricing CSE all right

here's an interesting idea for you if you're new to smma instead of trying to make $10,000 a month try just to not quit so when you start your agency you've probably got a goal a monetary goal of making a certain amount of money and I want you to release attachment to that goal and I want you to put all of your attachment onto the idea of just not quitting because if you don't quit you'll probably and you you you proceed and you you press on in spite of all the pain you're probably going to make

the 10 grand a month you so desire right so the problem with a lot of people is the reason they quit is usually because of their pricing and their pricing becomes the like the beginners it's a beginner's curse the pricing because they over they try they overprice their services they try and charge too much they get discouraged because they can't sign clients and they quit any source of discouragement that you potentially have in your business you need to try to remedy because otherwise you're going to quit and then you're going to lose and it'll be

painful so if you're new to this or don't have much experience I want you to let go of the instant graph appication you so desire from charging retainers or large setup fees you you can't go into a market knowing nothing and start charging two grand a month for a service you've never delivered before this is not 2019 we're not in 2018 doesn't work anymore understand your first couple of clients are going to be a mess it's going to go wrong cuz let's just map this out right if you charge a big fee and it goes

south which it will at the beginning you're going to burn the client you're going to ruin your reputation you're going to break your own heart you're going to lose conviction and probably quit if you've charged a retainer and you you know and it goes wrong you're going to get a refund request charge back or worse so don't do it we're not in 2019 anymore so stop listening to advice from courses built on how to price your services that were made in 2019 one of the most fatal mistakes I see new agency owners making is trying

to sell a price they don't have faith in they get on sales calls and feel hopess trying to close these retainer deals Because deep down they know their service is not yet worth the money they're charging so they feel like scammers or at least people with a good moral compass right so when a beginner ask me well Charlie what's the best price to charge the answer is always the same the best price to charge is the one you have the most conviction in selling because your ability to make money and your ability to generate cash

for your business is directly correlated with how much belief you have in your ability to actually do what you say you can do for the price at which you say you can do it so if you don't if you know that you're not that good at your service and you know that you're still new and you you've got some doubts about your product and you go into a sales call and you try and command two grand a month for that you're going to feel like you're ripping someone off you're going to feel like you're scamming

someone which you you kind of are to a degree whereas if you go in and if if you really believe it's worth two grand a month then you're going to get away with selling it that's absolutely fine right because you know if you've deluded yourself or maybe maybe it genuinely is worth two grand a month you want to be very careful here because don't just pick a price and say yeah because this is what people do this is this is a stupid thing is they they want to make they're like I want to make 10

grand a month and they're like okay well to make 10 grand a month all I need is five clients to two grand and so they price their service based on their goal never ever ever make business decisions based on what you want right is a number one rule of business is make decisions based on what is best for your client not what is best for you because for as long as you do that you will make an infinite amount of money right so for example this right now I make around anywhere between $800,000 to a

million doar a month with my online coaching business right with Imperium acquisition and the only reason I'm able to do that it's because all of my decisions and all of my pric and strategies guarantees decision- making ability it's all been based on one thing what is best for the client I'm not charging people a certain amount of money for my um program so that I can hit a specific goal for myself I'm charging a very specific amount I very thought it through very clearly so that I can actually like have people held accountable make sure

the business are making cash so we can reinvest into product and bring more customers in so just be very careful don't price out of ego price out of empathy okay and just bear that in mind be careful if you try to charge something you think isn't worthwhile you're closing no deals you might then be thinking well Charlie okay so what should I do right what actually is like the best way to do this well I am going to walk you through three models and you're going to love them all right I don't mean like fashion

models although you might like models maybe you do most people tend to like them if they're guys but I'm going to run you through some models now excuse the narcissism and blatant ego play here but I'm calling these Morgan's smma models first of all it's got a bit of a ring to it and second of all well maybe I'm just a bit narcissistic but the problem is is like I didn't really know what else to name these models because I haven't seen them anywhere else so we're going to cover three models that you've never seen

of or or heard of before now excuse the naming convention like I said I didn't know what to name them as a group because well nobody's created these right so there are three things there are three ways to structure your business as a beginner or there's really two and there's one extra one and if you follow these like this is going to change a lot of a lot of stuff for a lot of people either that or I'm completely wrong being a complete idiot but this is like basically what I did with my agency and

I kind of didn't want to tell anyone because I was like well this is kind of just like a secret to growing but here we are model eight so we've gone through the seven standard models right we've been through like the standard paper lead paper appointment like yawn ywn boring Revenue share free trials all of that now let's actually go through some stuff that's a bit shinier so this is called The Upfront result and discrepancy guarantee model this I believe is the single best way to charge your clients for pay on result work so I'm

hoping by now you get the Gest that your business model needs to be based in some way shape or form based around pay on value right so we understand there's seven stages of value and so you're only going to get PID of you deliver value we understand awareness trafficing leads they're not really they're not all that great because businesses just don't really care but we also understand that we can't really control repeat purchases closes we can't really track shows so appointment is a beautiful mid-ground for me let's walk through how to actually structure this so

this I'm going to say it is the best model for beginners looking to get their first or next 10 clients God I sound like I'm about to sell you a course I promise I'm not right but this is the best model I'm going to give it you for free don't worry I'm not going to hold anything back I'm going to give you the whole thing on the screen no 997 request bit of a mouthful but here's how it works so the way this model works is you pick the result let's let's just let's just use

the um example here of leads so you're doing a pay per lead offer right what you do is you charge for that a certain amount of leads up front and then you have what I call a discrepancy guarantee which is basically where after a certain amount of time has elapsed if you haven't hit the number of leads or results that you promised you refund the difference based on the value of the leads what does that mean Charlie please the explain the he what the hell does that mean let me give you an example so let's

say that you're going to work with gyms right just simp simple example or any Niche and you go to the gym and you say I'm going to guarantee 100 qualified leads and what I'm going to do is I'm going to charge you per lead and they're like great like the sound of that CU it's not a retainer right you then say okay I'm going to Value each lead at $20 and so what you do is you basically charge $2,000 up front for that month you then say to the business for every lead that I do

not generate under 100 I will refund you the difference so you're completely protected black and white guarantee got a contract you're under stripe so you can dispute the payment I'm recording the call I'll send you the recording you can trust me and what that means is that if you only generate them 80 leads there's a discrepancy between the 100 you promised and the the 80 you delivered so there's 20 leads to account for so what you then do is you basically take those 20 leads and you refund 20 time 20 cuz you value the leads

at $20 right so you refund them $400 let me give you another for example let's say you want to work with coaches and consultants and you want to guarantee them 10 appointments right just for argument sake and you're going to Value each appointment at $100 and you say I'm going to guarantee you 10 appointments qualified with people who want to buy your thing every single month every 30 days and you say it's $ 100 bucks per appointment so you then charge $11,000 up front because for anyone with a brain 10 times 100 is ,000 you

charge $1,000 if after 30 days you've only generated them eight appointments you then refund them $200 so do you see how that works this is how we marry everything together and this is the this is a very non-binary way of thinking right and I don't mean the gender we're not going to get into that argument but non-binary thinking is where you've got two dichotomies of like paying results and retainer or setup fees and paying results and we marry them together so with this model it's great for you and it's great for the client because it's

great for you because well you're getting paid upfront so you've got the benefit of setup fees retainers and you got cash in the bank but then also it's great for the client because you now have a direct incentive and you are held directly accountable to this because here's the great thing loss aversion is one of the most powerful forms of motivation so as an agency owner once you've got that $2,000 that $1,000 in your bank you don't want to lose it so you will dance and you say this to your client you say I'm going

to be way more motivated to keep that money and that's why I want to deliver this best result for you if we just agree that at the end of the month I'm going to get paid it's not as I'm not as motivated to make it work and trust me I want it to work but loss of version any business owner should understand this this is the best way you can do this over a 30-day time Horizon a 60-day Time horizon or 90-day time Horizon anything else pushes it a bit more but if I was starting

an agency I would probably go into like I don't know what Niche i' go into but let's just I'll use this this argument of like coaching Consultants again I could go to Coach Consultants High ticket coach Consultants that sell a package worth more than $5,000 and say to them like look over the next 90 days I'm going to generate you 100 appointments right qualified people in your Niche who want to buy from you $5,000 right you could charge like 500 bucks per appointment you could just like you could just ramp it up like that and

it works it works really well and I know it works because I've actually used this model to build my own agencies and now I'm sharing it with everyone so it's kind of out there but this is the the first model that I want to share with you best way to do it okay so let's imagine actually pitching this in a sales conversation so this sounds great in theory but like how the hell do you actually put this well all right Mr Prospect here is how the pricing works I'm going to promise you 30 appointments qualified

appointments with people in your space per month that's our guarantee I'm going to guarantee 30 appointments since each customer is worth $500 to you we value each appointment at $50 giving you 90% value markup on each appointment this how you pitch it so what we're going to do is charge you $1,500 per month plus ad spend which is going to be separate I'll explain that later and that's 30 appointments of $50 so you're basically paying for these appointments you're paying us 1,500 bucks but really you're not paying us anything you're paying for the appointments does

that makes sense right so then we have a discrepancy guarantee which is by far the best bet for every appointment we miss under 30 we'll refund the difference we'll refund 50 bucks so if we only generate 25 appointments and miss the mark by five we'll refund you $250 this way you're only actually paying for the appointments but you don't have the annoyance of being build every time we generate an appointment it's the easiest most predictable and probably the most risk-free way to actually grow this business so that's how you pitch it and business owners love

this and you can do this with leads appointments shows closes I would just say appointments is probably the best one because it's the easiest to track but then what might happen is one one objection I had to handle when I figured out how to handle this one with my agency when they say well what about the appointments that don't show up like am I paying for appointments that just don't turn up you know that might not be very valuable for them so what you do is you say well that's a really good question Mr Prospect

so what we're doing is valuing each appointment at 10% of your product's lifetime value however what we should really be doing is charging a 15% lifetime value charge because then you've got an 85% markup on the value of your product but since we only since we understand that only 60 to 75% of the appointments are going to noow we only charge 10% so basically like you're not paying for the no shows because we've already factored them into the price so instead of charging you the true market value We Believe of 15% for the appointments we

only charge 10% because well we know that like a third of the people aren't going to show up and that's me being honest with you I like every appointment we book you it's not going to show up but I want to make sure you understand we're not charging as much as we could because we know that that's going to happen so it's already been factored and you do not have to worry about it that's how you get around that objection it's chef's kiss a little way of doing this now the best part is you have

concessions so if they don't want to close on the full upfront fee you can close them on half the appointment or even 25% if they're like well I don't want to do like you know 30 appointments up front you can say well listen how about we just do 15 appointments up front and then you pay the other 15 at the end of the month how does that sound bang easy right so that's that's model number one or model really that's the first model for like beginners if you're brand new wonderful wonderful way to do business

um perfect incentive alignment great use of loss AV verion so you're held accountable easy to sell easy easy to position and um it also like makes you feel like you're not screwing people over because if you charge like a retainer and you don't get the result you feel bad but if you're charging per appointment you don't get the results so you don't get all the results you can always refund the difference okay so it's the most flexible way to do it model 9 is what I call the Trojan Horse retainer this is another thing that

you won't have seen before there's nobody's talking about this there's nobody teaching this method of doing business this model I came up with this one so it's pretty cool so the Trojan Horse retainer is a great way to sign clients that are on the fence or if you're just getting started but you need to make a bold statement to sign people up okay so disclaimer this strategy only really works if you have the bite to actually match the bark and what I mean by that is you can only do this if you can actually deliver

results so this this Trojan Horse retainer model is really only reserved for B for agencies that actually know what they're doing right if you actually have a good service so you can sign up 100 clients on a 60-day commission program which is how this works but if you have a really service none of them will make it to the retainer like imagine if the actual Trojan Horse the Greeks used in Troy was filled with untrained soldiers there would have be no point in introducing it so the way the Tran horse model works is basically we

say to the clients I'm going to work I want you to give me a small setup fee right which covers my overheads for the next 2 to 3 months I'm going to work on a pure pay results basis for you for the next 2 to 3 months after that period of time I'm going to start charging you a retainer once we've built some Rapport and once you love me and once we've got some Faith so basically it's a trojan horse because the pent results thing is the Trojan Horse the retainer is actually in there but

unlike in the ancient Greece ancient Greek times we're actually telling them the soldiers are in the horse right they're not just randomly expecting they're not expected to be a charge of retainer troen horse retainers also make great sales concessions so if you can't get someone on your regular retainer or your regular setup you can always fall back on these in the negotiation so we delay the retainer and we use this to get into the client's business and provide such great results and add so much value that we become effectively Irreplaceable after which point the client

has no choice but to pay the retainer okay so loss is more powerful than game so if you come into someone's business and you really help them and add so much value they're going to have no problem paying your retainer but a lot of these business owners have trust issues right so kind of need to bear that in mind before I explain please note this only works if you have A+ Service delivery and can actually get your client results it's for people who are great delivering services but suck at getting results basically so the workflow

is very simple you approach prospects and you tell them you're willing to work on a pay and results basis and you're like hey John love what you're doing at John's business right quick idea to run by you mate I run a company that partners with businesses like John's business and delivers them growth and customers on a PO pure commission or parent results basis it's a definition of risk-free growth I was curious to see if you'd be exploring that no catch I only profit when you do you open this idea right very simple people are going

to bite then you get the prospect on the phone and you run through the normal sales script and then wait for them to ask how they can work with you now here's the kicker right you want to charge them a setup fee do not just do this without charging some sort of setup fee but the way you position the setup fee is very important so basically you say the setup fee goes towards your team and any overheads associated with handling their account make making it clear that you as the owner of the business only profit

when you do now it's up to you to be honest here I'm not encouraging you to lie to people I'm just telling you that one way you can do this is to basically say well listen we need $1,000 up front because that covers my media buying costs and that covers my creative costs because I as the owner of the business and willing to work on a parent results basis and only eat when you do but I don't expect my team to do the same thing I I'll take the risk but I don't expect my team

to do the risk so the setup fee is going to cover my overheads for the next couple of months so I'm not making any profit on that and then obviously it then rolls out but please be honest in business don't go lying to people to get customers but that's how you can do it okay now then you close them on a commission or parent results deal for 30 to 90 days and then proceed to get a setup fee paid you should then proceed to set up the retainer so that it bills automatically which is basically

like giving the payment a trial period for however long the commission is lasting for so you set a time frame you set the expectation and you set the payment so like let's say you say after 60 days I'm going to start charging you a retainer of two grand a month you get that set up there and then you you go into stripe you delay the payment and that way it's it's done the expectation is set the client has basically paid in their mind and now all you have to do for the next two months is

focus on actually getting them really good results and that way if you do that they're going to pay the money because they want to keep you around they don't want to lose you okay now alternatively continue outreaching as you normally would and booking calls for your standard retainer deal or whatever you're doing but when Prospect are on the fence and don't want to buy then you can open up the Trojan Horse option and be like well this is such a good fit like I don't want to you know I don't want this to stand in

the way of us like how about we do the Trojan Horse thing so what you can do is you can say to the prospect like you know if you're just trying to do stand of retainers you can keep this in your back pocket because if they're like oh I don't want to do like the retainer you can say Well Mr Prospect this is just simply too good to be true like you're such a good fit for us and I do not want money to stand in the way can I present an opportunity to you that

might remove the risk they'll say yes you then position the Trojan Horse Rainer some frequently asked questions for this so the first thing people usually ask is well how do I justify the setup fee if the prospect is expecting a commission-based relationship well you tell them that whilst you're having to have some skill in the game so do they you can't comp you can't go completing hours and hours of setup work with no tangible commitment from the client and at the same time you have a team to pay as the owner of the agency you're

comfortable providing a parent results basis you want to make sure your team can put food on the table this is easily overcome with some decent objection handling how do I justify the retainers of the client after the commission based period is finished right well you don't have to because your results will if you clearly set expectations from the get-go that the retainer is tied into the deal the client won't get angry and you can start charging them if they try to negotiate like just one more week or one more month before the retainer kicks in

just tell them no and set the terms it helps to get a contract doc your signed to this effect the contract doesn't have to be anything fancy just something that clearly states the terms and a time frame an amount at which the retainer will be introduced and how it will be charged now I can't give you a contract unfortunately because I'm not a lawyer and I don't like the idea of giving 10,000 people an SMA contract and then for one person to be stupid enough to get sued and then for that person to come to

me and say hey this is your agreement so I'm actually going to sue you for me being sued I don't know if that's a thing but I'm not risking it so sorry about that how do I go about asking for the payment after the grace period once again you don't have to ask for the retainer or the payment because it should already be set up with an automatic Billing System or software simple so here's a script for when the client asks how they can move forward so the client's like all right kind of sounds good

how does it work you say well as you know we work on a payer appointment basis and we do this to demonstrate insane levels of confidence in our service and to make you working with us feel as comfortable as possible for long-term consistency we do charge clients retainers but for the first 60 days we'll deliver everything on the paper appointment basis and then we're going to charge you know $50 per appointment for this after the 60 days we're going to introduce a monthly retainer of $2,000 a month and the commission is this right you can

make that up whatever you want we do require a setup fee now I know this might come as a bit of a surprise but we have to get some level of demonstration of commitment from clients because the thing with the setup fee is we have costs associated with running your account so the setup fee is used to cover the overheads associated with handling your account without us having to charge you a monthly retainer after all I'm happy to front the risk of the owner of the agency but I don't expect my team to do the

same thing so this setup fee is going to go into their pocket not mine the setup fee is $2,000 however what we found is that clients who make decisions quickly tend to be the best ones so if you move forward today it's only 1,500 bucks right you can play around with this I have signed hundreds of different clients with all these different models and these are sales scripts that I've used exact like the word for word so you can sort of use some inspiration and and take them unless you're in the gynes cuz I think

I probably pitched like near enough everyone in the gynes so just bear that in mind so now let me share something with you I came up with this idea 5 years ago and I've always kept it under wraps for fear of sharing it and losing an advantage that I may one day need but then I realized that you know what a man only needs so much money you don't you know once you get to a certain point it's fair enough to share with people even if I do s in myself it's a very clever way

of doing business um but it's this is like advanced level 99 plus mafia boss stuff right so this is called the market pays model which which I've created and it's really interesting okay now I am not recommending that you do this if you are a beginner agency owner this will go wrong right I ran my Agency for like two years before I started experimenting with this it started working and then Co hit and then I transitioned to Imperium so I never really got the chance to actually see this flourish but I think it can work

so I'm going to share it with you today but heed my advice that if you're new to the business please do not use this model okay it won't work for you so this model is one of the biggest Strokes of Genius I've had in my eight years as an entrepreneur note this is not a proven model with a stellar track record this is a wild card this is for veterans who really understand the market and want to use their expertise to get a big advantage in the market so this is not like your standard paper

show paper appointment paper lead retainer model that thousands of agencies have been using for years on end nobody has ever done this for now I did it for about 6 months and I got to six figures with it so I know it works but it's that's just me right now I'm not saying that I'm the be lendle and business of business and it's only the reason it worked is because of me that's not true entirely that's not true at all but the point here is this hasn't got that track record that you know we we

would we would see with other models right you can say the same thing with the Trojan Horse retainer and also with um The Upfront result and discrepancy guarantee model but these are just repackaged offers that already work right these are just models that like already are proven and work but just repackaging them so the incentive structure the risk and the reward is better for everyone so that that's fine but with this very different cat of fish so here's how it works right it's kind of cool I like it so what you do is you enter

a niche that has an abundance of lead magnets right things that businesses can give away that have little to no cost that the market would typically exchange for leads so we know what a lead magnet is like if you're in the gym Niche 7-Day free trial three like group classes for free a t-shirt a Consulting session a nutrition session whatever what you then do is you repackage the lead magnets using your Big Marketing brain into a low ticket paid offer and you sell it through a funnel so you sell the low ticket paid offer via

a funnel and this this is where e-commerce meets Leen so this is another non-binary thinking Fusion you know those Fusion restaurants where you you go and you know they've got like an Italian place and they've also got like a leban place from Lebanon Lebanese food and they put them together and it's just the best thing you ever had this is a fusion this is a fusion model right this is this combines two really good things what you do is you use your stripe and then the way this works you sell these low ticket offers to

the people in the market right around 5 km around the gym 10 km around the gym whatever business you're in but you use your stripe so what happens is the the prospects for your client pay for this low ticket offer which could be like a free trial or well a paid a small paid trial and then you use your stripe so you collect the money from the the market and then what you then do step four is you pass the details of the person who's just purchased onto the client as a lead so what happens

is you're being paid by the market you're not getting paid your client isn't paying you essentially your client is getting free leads and this is why this model is is insane because okay so the client is going to have to pay for the adspend right that kind of goes without saying but they're not paying you anything because you're getting paid from the market right so the client gets leads the agency gets paid and the market gets Val now I experimented with this in the gymnaste I started seeing some results like I said I got it

to six figures so I experimented with this in the gymnaste like I said I managed to get this to six figures but then Co hit and I started imping so I know this works but it's a very very very very very hard model it's a very unique model because you have to be really good at marketing so it took me a long time to actually get like getting clients was Bloody so easy cuz like you just you go to them and you say hey I want to run your ads for you but you're not going

to pay me anything I'm going to sell a low ticket offers for you receive the money from that and then you're going to get the leads there's there a very specific way of positioning that I won't go into now cuz I want people to think for themselves here and I don't want to give the exact way I did it away because then we're going to have this like monkey see monkey do thing but boy was this fun to build okay so how it works is you take a series of lead magnets and stand alone typically

the lead magnets don't hold enough value to be considered worthy of like a low ticket price I don't know let's take the gymnich like you're not going to have much luck selling a 7-Day pass for $20 because so many people give them away for free so you kind of have to bolt more stuff on so when I was in the gym space doing this I would like I would bolt in like a fitness planning session which was a Consulting session like that Jims would give away for free anyway a nutrition session which Jims would mostly

give away for free anyway um I'd give away a 7day or 10day pass um and then like a t-shirt some free classes and the way I positioned it is it was like a bundle I'm like hey this is a beginner's Fitness bundle if you're thinking about getting into the gym and you want to start losing weight getting fit and starting to become the best version of yourself possible um this product is for you it's $20 and it basically gives you this Kickstart to actually get getting yourself started getting yourself in the gym and giving you

the confidence to start working out so you're selling a bundle and people then buy that for 20 bucks and my stripe would basically just be attached to this funnel and then someone would like buy it through like an e-commerce sort of funnel attached to the gym's website sometimes I would then receive the 20 bucks and then I'd say to the gym hey this person just bought this bundle here's their phone number here's their thing here's this and the gym would love it because the gym was getting people to come in for consultations right cuz I'm

like part of this bundle is like someone's getting a consultation they're getting a fitness planning session which is like basically the gym selling them the service right selling them the membership so gyms would love this because these people are actually going to show up because like they've paid for it they've paid $20 so they're going to show up so they're going to use the pass they're going to use the nutrition session they're going to wear the T-shirt they're going to show up right it's a cool way of doing it you can look at this like

a pyramid the agency gets paid the market gets Valu and the client basically gets free leads and this is the thing because if you remember at the beginning we understand that the agency and the client want two things the agency wants High reward low risk and the client wants High reward and low risk but the market pays model removes the risk for the agency and gives the agency the reward but then it also removes the risk for the client and gives the client the reward so the Market's the sucker but it's not the sucker because

it's getting value so this is how you marry the incentives this video here might seem like I've just banged this one out in an hour but this is this is the result of like eight years of thinking and critically analyzing the market and trying to figure out the best models so examples right you can this is some stuff you could do with the gym Niche let's say you're in the dental Niche you could probably like there's all sorts of things you could put into a little bundle to get people to buy online and hair salons

now I have no idea and hair salons I I don't know what you would do for hair salons but I feel like the beauty sort of brick and mortar Beauty KNE should be pretty good for this as well but this model's only going to work in specific niches right for example there ain't no way in hell someone's paying $20 for a solar quote or real estate valuation so if you're in like the real estate Niche or the solar Niche or the plumbing Niche the electrician Niche HVAC Niche they don't really have any lead magnets that

you that at least would if bundled together would have the market perceive enough value to to pay money for them but you also have to bear in mind here this is now like if you do this you're now doing e-commerce and Lead genen at the same time because you have to learn how to build like a really trustworthy funnel and like you need to do a lot of retargeting and stuff so yeah it's kind of cool so in summary so balancing incentives and r risk so your job when deciding your business model and what sort

of value you intend to offer is to manage the dichotomy between what is best for you and what is best for your clients offers that are best for your clients are easy to sell but hard to deliver or hard to track and models that are best for you are easy to deliver but very hard to sell so we have this problem where it's like you know oh I can if I do retainers it's hard to sell but it's easy to make money but if I do paper clothes is very easy to sell but hard to

make money so we have to find a nice happy middle ground and I think that's what we can do with either the market pays model or um the Chen horse retainer or The Upfront result and discrepancy guarantee model as well this is basically what it looks like you you're you're basically sacrificing something you have to sacrifice between ease of acquisition and ease of retention okay and that's kind of how it works now my favorite strategy here is to have offers that are insane and then basically figure out how to deliver on them so I have

like a a paper cloes offer like you know clients we basically guarantee 20 clients um and if someone doesn't get 20 clients we refund them and give them back all their money so this is for agency owners coach Consultants I'm not trying to PID you but I'm I'm telling you what is worth for me that's a pretty bold statement but the thing is is we've signed hundreds of clients for that offer thousands nearly and not one person has asked for the money back because we've actually figured out how to deliver that promise right so there's

levels to it but you can do it this is the summary right so what's best for the agency what's best for the client well retainer and paper leader are going to be over here setup fee and result Trojan Horse retainer sort of in the middle upfront result and discrepancy guarantee and Market pays are obviously really good for the C and also like these are really good for the agency but I just thought putting them here is is kind of good then we have paper appointment paper show percentage Revenue share and obviously the free trial which

we should avoid so just because something's easy to sell doesn't mean it's a good model and just because something is easy to deliver doesn't mean it's a good model so the summary of of this entire video is like I I promise to tell you like what's the easiest model what's the best model well the best or easiest model is the one that fits the criteria that both you and the client are optimizing for and I in my opinion the two best ones are the um upfront result and discrepancy guarantee model and the Trojan Horse retainer

model I think those are the two best ones right now and also Market pays if Market pays only really works if you can figure it out um and I'm I'm going to bet my buck that only like 1% of people that watch this video are actually going to be able to figure out because it took me a very long time and it was pretty painful to figure so there the summary best model seven stages of value etc etc I hope you found this video very useful if you did then by all means you can subscribe

if you need help getting more clients you can click the first link in the description if you're not ready to be sold or buy something please don't click the link uh but the link is basically a video of me pitching my product and explaining to you how I can help you get more clients I make these videos because I wish I had someone tell me this sort of stuff when I was 18 years old 19 years old trying to start my first business but I also make them because I have a vested interest of growing

my own company so I hope you don't mind me trying to sell you something and Pitch you something here but with that done if you want clients there's a link I don't I don't really care if you click it or not I just care that you implement this and actually find some value but I hope you have a wonderful day and thank you for watching the first thing I want you to understand is that people think that SM can only work in the big niches right they think that you have to be in real estate

or dental or Cairo or solar or Roofing or Ecom you know one of the one of the big household names the truth is that you don't have to be in a huge you know popular Niche to grow in scale I've seen people do it in the weirdest unique and wackiest niches possible so it's entirely possible so what I actually want to do to to sort frame this conversation before we dive in is give you 75 different niches that you can pick from okay 75 proven business categories that you can go in that have a problem

with marketing you can solve that problem for them there so if you head over to this um Google doc here you'll find 75 different niches you can just have a look through so I want to start by just giving you some action off the rip immediately okay I want you to look through this list and write down the ones that jump out to you as interesting or familiar so you're going to go through these 75 different niches and if you're still in that Niche selection mode or if you're in a niche and you think that

your Niche isn't that good and you want to switch then I want you to just write down a list I want you to put five or more businesses or business categories pen and paper let's take some action off the bat we'll take some action immediately and if you want to make a more extensive list you can actually check this out here we've got over 4,000 business categories right so really there's there's no real limit to how many categories of business there is but if you haven't you know if you've gone through 75 niches and you

think oh I'd like to just look a little bit further a field well this is basically the Google my business categories list okay um and you've got basically everything here I mean for example if you really wanted to do marketing for adult DVD stores you could right but might be a little bit weird maybe you're interested in that I don't know I don't even know who buys DVDs anymore let adult ones but without further Ado obviously in here you're not going to do marketing for abies right we're not we're not trying to do advertising for

the church or anything but really if you look through here you know Pary Temple there's going to be some weird ones but this should give you some inspiration and some ideas um it's a very very um Divergent way of think plenty of different niches for you to pick from um and obviously some of them are weird like pain control clinic for example I don't know how many pain control clinics there are in the world most people just take some paracetamol these days but you never know maybe there's loads of them and maybe that they you

know need help with marketing there's nobody to serve them so there's lots of different examples but the main thing I want you to do off the bat within the first 2 minutes of this video is make a list of five different niches that interest you the key here is interest and familiarity something that you might already slightly understand something that you might be curious about something that you just think oh that looks kind of cool make a list so what we're now going to do is go through the actual checklist of how to select so

before I've got lots of stuff I'm going to share with you in this video so much stuff coming up with regards to the best niches the worst niches whe When you should switch Niche like how to deal with saturated niches I've got this amazing strategy to share with you you're going to love it look at my YouTube retention aren't I am I not good at this but I'm going to run you through a checklist for actually selecting the niche so you should now have at this point five niches if you're the kind of person that

is watching this YouTube video and you haven't taken the Liberty to just do that 5 minutes of work I just set you how the hell are you going to build a business man so if you haven't got a list of five niches and you're just watching this for Theory because you want to learn as far as I'm concerned you can you can leave okay I only want I only want people here who are taking action who are basically ready to move okay so let's take some action all right Imperium Niche selection checklist so this is

actually the checklist that I use to pick my niches or if I was starting an agency this is exactly how I would do it so how I reckon all of my clients do it etc etc so we got Keystone questions and we've got general questions so the Keystone question questions are the ones so readly highlighted in Orange all of these must be ticked if you can't tick all of these boxes for your niches that you've selected or that you've listed out you cannot run in the niche okay so it's very important you understand this so

right now you got your five to 10 niches and what we're going to do is we're going to use this simple standard operating procedure or simple model to figure out which ones are viable and which ones aren't so we're going to we've got you know 10 or whatever nichas you're interested in we're going to do this exercise and narrow down the ones that are probably the most applicable because the problem I see people doing at the moment they just fall into a niche by chance they don't really pick anything they don't think it through they

don't critically analyze it they don't even have a you know list of things they can pick from they're just like oh monkey see monkey do a lot of people just fall into the niche because they see an influencer or a friend of theirs doing the same thing and they think oh I'll just do that we want to have good initial conditions so general questions all of these don't have to be ticked but you want to try and take as many as you can so this is basically how we qualify whether or not a niche is

good so the checklist is simple first things first does the niche need what you're selling so you've got your list right and now we're going to to go from item number one so maybe at the top of the list you've got Funeral Directors right maybe that's what you're interested in for whatever reason strange man strange woman but you're going to look at that nich we're going to ask well does this n to actually need what you're selling the thing about Funeral Directors staying on topic here is they probably don't need what you're selling because there's

a lot of Supply okay I'm going to shut up so does the niche need what you're selling okay because here's the thing if the niche doesn't have a painful problem to solve they won't purchase from you pain drives Cent acquisition for example a client of mine recently went into Veterinary practices but 90% of them didn't need the help getting customers and it turned out after like a thousand outreaches that the most common response she was getting to her emails and her call calls was I don't need more customers I need more vets right in the

US there's actually like it turns out there's actually like a lack of qualified vets so maybe there's an agency you start maybe like you know I'll teach you how to become a vet or you go to Veterinary practices and you do recruitment for them you this is the thing about the agency space is you don't have to start a marketing agency there's so many other like services that you could fulfill so if there's a fantastic Niche with a super painful problem you can always figure out how to solve it and your skill set at present

shouldn't be a massive concern creating your product around your Market is a better idea than creating your market around your product so this is the thing when you're selecting a niche and when you're selecting an offer you need to be very careful that you're not biasing yourself because the market sets the conditions for what works and what wins you do not and so when you're building your business and your product and your offer you want to build that around what the market needs but if you try to pick a market based on what you already

have you hugely limiting yourself your your entire the entire trajectory of your business is limited by who you currently are and you're probably not in the best of places right now in terms of like your skill set your belief systems the assets you have psychologically and so it makes more sense to base your business around your Market than yourself okay so when you're looking at these niches and you're thinking like oh I'd love to work with this type of business or I'd love to work with this type of business but I don't know how to

solve the problem that doesn't matter because skills can be developed and trust me it's more important to be in a market that supports business growth and that is growing you want to fit yourself to the market instead of trying to fit the market to you does the market the people your Niche Opera in actually need what the niche is selling does the market have pain that can be alleviated so we ask this question again but this time about the niche so for example if you're in the gym space in America a lot of people need

to go to the gym right no offense if you're from America but it's a fact right but at the same time let's say that you want to go into the niche of um I don't know like underwater basket weaving is an example that comes to mine for some very strange reason does anyone actually need underwater basket weaving advice uh probably not right unless they've got a screw loose so you don't want to go into that space because well it might be interesting to you but who the hell needs underwater basket weaving right is the niche

growing are more businesses or people entering this market and being created or is the nich shrinking the market must be expanding for you to have a long-term short of success if the market dies so do you so the niche needs to be growing the market needs to be expanding because if the market is shrinking you're going to shrink with it can this Niche afford High ticket prices does does the nich make enough money to afford High ticket prices can they readily invest in value at a high price to find out if they can look no

further than the prices of your biggest and most successful competitor for example cafes if if you're going to help like small Artisan cafes in the UK they don't make that much money they're not going to be able to pay big retainers or anything like that generally speaking it's probably not a good idea the next thing is are you interested in this Niche because I've got news for you mate you're going to be spending thousands of hours thousands of days in this Niche tens of thousands of hours even you know working with these people solving their

problems do you actually find it interesting this is an important question to ask yourself this is not a keystone question because you don't need to be interested in it to to scale right there's lots of people who have businesses that they run and they become very successful without really any interest in what they do at all but this is probably the most important general question if you're not interested in the niche kind of difficult you you you're going to struggle a lot are there more than 30,000 people in this Niche is the niche large enough

to support growth here's the thing you're going to have big trouble running ads or building any sort of audience um if there's only a few hundred people in your Niche this only applies if you want your business to grow Beyond 10K a month so if you actually want to build a real Enterprise you can get to like multi6 figures probably with outbound but if you want to get to Seven figures and Beyond you're going to have to run ads you're going to have to build an audience well you can't really run ads if you've got

a tiny market and also you can't really build an audience because there's no one to even look at you so it's important you understand that there's more than 30,000 people once again it's not essential I've seen people grow agencies to 80k a month with a person like a 3,000 person Niche but just consider it okay so will you already have competitors in this Niche contrary to popular belief competition is actually a good thing because it indicates a sign of life so imagine being a fish picking a pond to live in well you'd rather pick a

pond with other successful fish that already alive because well this is going to indicate that the water isn't toxic and there's plenty of food so when people are looking at niches a lot of them are thinking like oh I want a niche with no competition I want a niche where it's a blue ocean and nobody exists the problem with those niches is like there's there's no proof that you can even make it work there's no example there's no sign of life and it's important that you know when you're going into a niche that you know

that it's possible for it to work so I'm not saying that you shouldn't necessarily look for niches that have low competition but I'm saying that it's a pretty imperative thing to look for are the offers in this Niche realistic for you to compete with after 3 months of work the thing about this is when you're looking at the offers your competition are making you can learn how to create services that allow you to offer a similar thing but it's pretty imperative that it's not irrational right so for example in the done for you e-commerce marketing

Niche to get clients you need to promise a 5x roas or 30% growth in Revenue in 30 days it's got to the point a rationality right it doesn't make sense anymore and if you're coming into this niche as a complete beginner you're not going to be able to compete with that does this Niche give your business a minimal operational drag multiplier what this means is can you deliver the same service every time for this Niche for example in e-commerce every be every Beast every business is different because it has a different product requiring different funnels

different ads I like niches that are repetitive and predictable and have low operational drag if you want if you sign one client you can use the same ads and the same copy and the same scripts and the same funnels in the same processes for another client if that makes sense we want this operational drag multiplier to be reduced so that when we're scaling everything's really simple we can we have the same support tickets we have the same on boarding process the same payment links etc etc so the next one is can people in this Niche

be easily found and contacted can you quickly and easily find the contact information of the people in this niche in order to reach out to them to explain your offer right pretty important thing if you're in a niche and it's impossible to find the people you're looking for you're probably not going to be able to make it work um if B2B do you care about the impact of the work of the people in this Niche or does it conflict with your personal morals if helping businesses or selling a person something ask whether or not you

care about the impact of their work for example I led working with gyms because I knew I was introducing thousands of people to Fitness and healthier living it got me up in the morning but I've had clients before who go into like the plastic surgery Niche and then they realize they don't like Kylie Jenner and they don't want people to be they don't want people to get plastic surgery because they feel like it's you know whatever now I I don't really swing either way on that argument but the point is that if you're in a

niche where you feel like you're doing the wrong thing morally by being in that Niche and promoting what that business has to offer you're probably going to self sabotage okay so just bear that in mind does the niche hang out on online social media platforms because that way we can use inbound social platforms to get appointments or outbound does the niche have a gatekeeper to screen all outbound contact attempts a lot of your success in the early days is determined on your ability to get hold of the decision maker through cold email cold C cold

DM etc etc if you're reaching out to people but you keep finding that they just got someone in the way it's a big problem do you understand this Niche or could you get to grips with it quickly and do you speak the language of this Niche or could you get to grips with it quickly for example let's say you want to help fintech startups like Financial technology startups probably going to take you quite a long time to learn the the jargon and the ins and outs of that Niche because it's pretty complicated if you're looking

for this checklist you can go in the description and you'll find the actual how to pick a niche document in there but what I want you to do is I want you to run through this checklist for all these niches right so you've got five to 10 that you've selected from this this huge AR what we're going to do at this point is basically select so selection is now very simple just pick the one with the most boxes ticked okay it's not difficult the problem with Niche selection is people paralyze themselves there's no such thing

as a perfect Niche they all have their problems they all have their difficulties they all have their advantages they all have their disadvantages but the biggest disadvantage in your agency is not having a niche and the biggest disadvantage is wasting time picking one I'm hoping that in just the first 20 minutes or whatever of this video I've been able to solve this problem for you you've got the checklist we know which one's going to be good because we've checklist this against thousands of agencies that I've observed and now you're successful or at least you've got

your setup to be just pick you got your list you got your check boxes and you should now know which one's best so right now in this moment here and now I want you to select your Niche and the problem is is you're probably looking at some of the niches and thinking but Charlie that Niche is too saturated well I've got some news for you and I've got surprise to you I'm going to share a strategy that I've used to build my businesses and get clients regardless of how saturated or or populated the niche may

be because this is the problem there's a huge one of the biggest mistakes agency owners make when they select a niche is they're looking for the easy Niche they're looking for this you know saturated Niche and I know this is true because this is exactly why I've titled the video the way I've titled it with looking for easy niches and the best niches and stuff I'm going to share some ideas with you let's get into it you might be thinking well I'm not going to go with gyms or I'm not going to go with this

Niche because it's saturated the truth is that whether or not Anisha is good or not has no doesn't matter in any way shape or form on how many people are in there whether or not Anish is is good depends on the checklist because the thing about saturation is it's always going to exist to a degree there's always going to be people coming in and out of the niche so it's a variable that we can't account for but let's get into it so an important lesson in critical thinking now applies niches cannot saturate they are not

sponges niches cannot saturate for a niche to saturate all of the businesses in that Niche would have to suddenly wake up and have their problem solved overnight for as long as a problem exists in the market there is demand and for as long as there is demand it is going to profitable to supply because of this niches do not saturate this is so important the saturation myth is one of the biggest psychological belief viruses of this smma space niches cannot saturate like let's say you're in the gym Niche and then suddenly one morning you wake

up and every single gym is is now getting members there's no problem with acquisition for gyms ever well then the niche has become saturated because saturation in in my opinion for a niche is determined by whether or not the problem has already been solved for example if you going to start an e-commerce brand I would say e-commerce is kind of saturated because Amazon's already solved the problems of the e-commerce base which is the biggest selection of products at the cheapest price with the fastest shipping so if you can't come in and compete with that probably

not worth doing which is why I didn't start Ecommerce business which is why I started a agency or consult business so why do people keep saying this Niche is saturated or why do they run into problems getting clients in heavily populated niches well let me explain it's going to blow your mind offers and stimuli can saturate so this this is where it gets important we have to learn to differentiate between what a market is and what a position is so in business we have a market which is your Niche and we have a position which

is essentially your offer right so the offer is the way your solution to the prospect's problem is positioned against other Solutions in your Market offer is positioning it's manipulating and influencing the Market's perception of your product in a way that is conducive to the decision to buy okay so if let me give you an example here let's say you go to a mall there's a bunch of stores and they all sell the same thing the way the shops position themselves is going to be different either the way they've positioned their brand the way they've positioned

their website their social media the actual storefront itself like it looks different to the other shop if that makes sense so in business positions are the things that saturate if your mind's jumping somewhere dirty it better not be but positions right offers Des saturate the market if there's a problem there will always be profitability in in supplying that problem and supplying the demand the way that you go about doing that and the way that your agency is positioned can saturate let me explain so stimuli are tangible typically digital assets that are shown to humans in

your Market to elicit a response for example cold email copy follow-up gifts ad creative subject lines YouTube thumbnails these can also sat rate so we've got offers which we know is just the way of positioning the business and the product and by the way you always position yourself against something else it's you never just stand alone it's always against like something else but stimuli are things you use to get clients right so cold emails like if if I flash a stimulus to you um and you do a response that's kind of how it works so

the phenomenon of saturation is experienced by agency owners who use the same copy the same messaging the same offers and the same acquisition strategies or processes as all the other agencies in their Niche Niche saturation is the biggest method of cope available to agency owners these days if they're business isn't working they'll blame the niche instead of blaming their in insufficiencies and lack of skills do not be one of these people all right maybe up until now you haven't understood this and maybe you've been like oh my agency isn't growing because the niche is saturated

there's too many people in the niche it's too overp populated it's too overdone let me explain this so in the gym Niche there's about 70,000 gyms 880,000 gyms maybe now across the US Canada and the UK and gym launch I believe it they Peak had anywhere between like 4 to 6,000 clients which was they were the biggest gym Consulting space and we were up against them at North flow Consulting CU that was where our agency lied but here's the thing the biggest competitor gym launch this big scary competitor they only signed 4,000 clients out of

80,000 gyms that's like 5% of the market this is the beautiful thing about these agency spaces and these Consulting spaces is the markets are so big our business models cannot scale that aggressively and for that reason there can never be Monopoly it can never be like Amazon or like a car company or like a tech company where you're selling something you know that scales massively like even me I'm in the agenc space right and in the last 2 years I've I've signed like I don't know like 1 1200 1500 clients maybe and I know for

a fact there's like 50 to 100,000 agency owners so people look at people who want to compete with me look at me and think oh I can't compete with him but the truth is that I'm not even encapsulating on like two to 3 to 5% of the market and if you want to get to 10 grand a month or even 100 Grand a month usually you only need like 0.01% of the entire market share there's 100,000 businesses in your Niche and you want to get to 10K a month you only need 10 clients it's like

0.01% .1% whatever it is don't worry about saturation for as long as the niche has a problem that needs to be solved the niche is viable now let me share with you my strategy to help you deal with saturated offers and saturated positions within niches this is going to blow your mind so populated Niche best strategy believe it or not I love niches that have saturated offers and messages they're my favorite niches to be in I have a strategy for these niches and the beautiful thing about this is the more populated these niches are the

better this strategy works this is the Cornerstone of My Success as you've probably observed there is a distinct lack of critical thinking and differentiation in the smma space everyone wants the easy copy and pastable Route so we we can understand that human nature is very predictable people want the easy route they don't want to have to think they don't want to have to risk they don't want to have to fear they just want to be able to come in and copy and paste and that's why these YouTube videos do so well like the videos you

see where it's like my cold calling script or my the best Niche to go into or you know this is the best offer like people want these shiny objects they think their entire business is going to be solved by and sometimes it can be but let's get into it so the market has a problem they want to work with an agency to solve this problem this is the thing people don't get if you're in a niche and the businesses in that Niche have a genuine painful problem they want that problem to be solved and they

will happily pay money to have that problem solved the problem is how do they know which agency to pick they will have the same offer promising the same result in the same time frame with the same wording and they all use the same sales script they all use the same code email copy with the same Cal opener news flash mate you're not the first person to watch Thomas gannett's cold calling video you don't exist on your own there's tens if not hundreds of thousands of people just like you who are all jumping to the same

conclusions so when you go and watch Jordan platon's agency series shout out to Jordan by the way he's much more handsome than me I quite like him um but when you go and watch his series starting an agency from scratch that gets 200,000 views a video and he decides to go into I don't know which Niche you went into but he decides to go into one Niche you're not the only person that thinks that might be a good idea important lesson in critical thinking you do not exist in a silo there's hundreds of thousands of

people just like you and if you think a certain way they're going to think the same way as well so whether you get clients or not it's down to pure luck if you're in this position the more populated the niche the lower the chances are so let me explain my strategy this box represents the market a niche the red people represent the agencies in the market as you can see it's hard to differentiate between them they all look the same so if we were to if we were to sort of Mag put a magnifying glass

or a telescope or whatever on a niche and sort of drill down and observe it this is what we would see we would see everyone doing the same thing with the same sort of structure they look the same because they are the same they have the same business genetics same offer same messaging same script same website same funnel same desperate approach in farming this is called monoculture and monoculture is dangerous it's how famines happen if you want to understand the dangers of monoculture just Google what happened in Ireland in 1840 5 and you'll be educated

on the dangers of basically when everything is the same so in in biology right you can understand the niche as a market if you look if you look biologically at how things work we've got like the environment which is the niche and inside of the environment you've got species and you've got organisms and the same thing works in business where you've got the environment as a niche but then the species and the organisms are the businesses that exist inside that Niche if they all have the same strand of DNA they all have the same genetic

code they're extremely fragile to change and they're going to be completely ruined as more and more people gravitate towards the niche the agencies all merge into one this is honestly how it works man like at least agencies are simply copy and paste replicas of other agencies in that Niche so what we can see here is we've got you know some people in this Niche they look pretty similar but then if we double up on that it's even worse but this is good the larger the Sea of red the more you can stand out by being

different if you can critically think and position yourself slightly differently you can stand out even more notice how we have a magenta man over here this is a slightly this is an agency that might be slightly very similar if anything to all the red people but it's slightly different because the market is so crowded he stands out even more everyone's red if you're red you're going to be what you're going to do what everybody else is doing get get what everyone else has it's not going to work but if you're still red but a slightly

different shade of red you stand out now look at the difference this is let's say this is a saturation you know there's 10,000 agencies in the niche but then here says 20,000 agencies in the niche what you'll notice is there's a contrast here where magenta man you can kind of distinguish him from the red here if I zoom in you can kind of distinguish him from the red he looks slight like a slightly different shade but the more people that pile into the niche the more different this person looks differentiation it gets better with the

scale of the niche if that makes sense so you can the the more saturated your Niche and the more populated the niche the less different you have to be to seem different does that make sense and that's that's Amplified hopefully by my terrible drawing here but my point is that here the niche is obviously quite populated so you can be different and stand out but here the Nish is really populated but just by being the same level of difference you stand out even more because it's now a point of contrast so look how if we

double the number of similar agencies in the market the magenta man stands out even more examples of being a magenta man like Sigma man want to be a magenta man it's going to become like a meme or something it probably won't become a meme I'm not actually that cool but examples of being a magenta Man simply rewarding the approach you use that you learn from a popular YouTuber or making small minor changes to approve an offer let's say you've seen Thomas gannett's famous cold calling video it's like 600k views his cold call opener is hey

my name is Thomas this is a cold call would you like to hang up now or give me 30 seconds and then decide news flash Thomas actually got that from me and I actually got that from someone else um so I can't lay credit to that unfortunately but here's the thing it's out in the open 600,000 people have seen that message a lot of wh are going to be in your Niche trying to sell to the same people for example instead of saying this is a cold call would you like to hang up now give

me 30 seconds and then decide to be a magenta man would be to say I got got to be honest my mom told me not to lie I'm cold calling you now would you rather put the phone down or hear my incredible sales pitch you're saying the same thing but just slightly differently so this is what it means to be Magenta in a sea of red it's it's along the same lines and you're you're basically saying the same words and you're asking in the same way you've tweaked it ever so slightly and the more saturated

the niche and the more populated the niche the less of a tweak you need to have to seem different so let's say right now that everyone in your Niche is offering like in the gym Niche 30 to 90 members in the next 30 days or maybe you just offer 31 to 92 members in the next 29 days it might seem weird and Abstract but this is how you gain advantage and this is how you start to look different if you're a business in this Niche and you're looking for an agency who are you going to

pick because the thing is you can't differentiate between this C red everyone looks the same so when you're over here and you look slightly different you think oh he he looks different I'll pick him by the way this is this works in terms of business it also works in terms of dating as well right now I'm not going to sit here and try and give you any sort of lecture on dating but the point is true if like if every guy looks the same and they're all behaving in the same way and doing the same

thing and whatever and they will look the same and then a girl comes along and she's like who do I want like it's not about like being like better than people it's about positioning yourself slightly differently so you actually get their attention because most of the time it's just about getting their attention if you can get their attention and I'm not talking about dating anymore I'm talking about business right going to ve away from that dangerous category of speech just by standing out you get their attention you seem different then you have the advantage of

being able to close them because they're actually on to call with you now my strategy is to take this one step further and to do a complete 180 the strategy I've used to grow my business Imperium acquisition is what I call a complete 180 this is where you look at the market and do the complete opposite to them a prime example of this is my YouTube description and the start of the pitch video in the funnel from the description in the description of all my YouTube videos is a link to to buy my thing this

is not I'm not this is not a pitch right but if you read the description and you look at how I've positioned the funnel and then you click on the link and you go and watch the funnel and listen to the first 15 seconds it it's literally the polar opposite of what everybody else does because if you go and watch any other business influencer online trying to sell their product in there in their description it's going to be like want to get x amount of clients or find my secret strategy or join my email list

I just literally say I hate funnels just as much as you do but if you want to check it out check it out and then the way I position the funnel and by the way I will be very much doing this at the end of the video is I just say if you want to buy my thing there's a link in the description I don't care if you click it or not that's the truth so anyway enough about that it's just an example some more examples I noticed the market was offering timid guarantees so I

decided to offer 20 clients now you can only do this with a good product I noticed the market was obsessed with quantity volume and software without outbound so I handcrafted personalized looms and sent them to prospects I noticed my market was focused on ads so I focused on YouTube I noticed my market was focused on marketing so I focused on my product I noticed my market was blindly pitching people in C DMS so my strategy for C DMS was to ask for permission first I noticed my market was too afraid to use trust pilot so

I started a trust pilot and got 4005 star reviews and if you want to go and check them out there's some funny onear reviews one of them broke my heart someone wrote a a pretty um damaging statement about the state of my genitals which was quite upsetting you can go and probably see it if you want maybe not that you'd want to but it was very strange very weird obviously not true right but anyway so you get the point right when I when I came into this this business in this Niche two two and a

half years ago I took a look at the market and I sat back with Bo my business partner and I was like what's everyone doing and we were like well they're all focused on quantity based coding m they're just blindly pitching people in DMS they don't want to use trust pilot because they're afraid of what their customers will say they're all focused on marketing and and running ads and they don't their products haven't been given much thought um the guarantees are timid and you know quite shy and quite afraid and we were like well okay

well how do we position ourselves differently let's just do the polar opposite of what everybody else has done and that's exactly what we did and so the 180 strategy as I call it allows you to be blue when there's a sea of red so instead of looking for a blue ocean Niche because this is the thing blue ocean Niche if you're not familiar basically means like you're in a in a niche or a market where nobody else there's no competition there's no competitors right instead of doing that I prefer to look for blue ocean positioning

by being blue in a red ocean you achieve the same result than by being red in a blue ocean so it's a lot easier to be blue in a red Ocean than it is to be red in a blue ocean because if you're coming into a niche where no one exists the chances of you finding success in that Niche are very slim because there's no proof of concept there's nothing for you to model off of the problem with blue ocean niches which the niches with no one to compete in is they not proven they're dangerous

imagine being in a pond as a fish there's a reason why there's no fish in there they're all dead right that might not make sense but you should get the point you probably don't yet have the ability to become a blue man but you can take a good crack at being magenta this is my strategy and the only reason I'm able to do this is because I've got quite a lot of experience under my belt and I've been running businesses and doing this for like 7even years so eight years nearly so I can I can

sort of I'm coming up to a decade of experience right so it's easier for me to come in here and look at this swarm of red and be like all right I'll just be blue mate because I can actually do that for a lot of people just by being magenta and slightly different if we zoom in here you can see he's not that different he's not he's not doing something completely wild and completely different but he's just added his own twist his own spin maybe he's made a joke in his cold email instead of just

the the heartless thing he usually sends instead of doing it through like the website on the loom you know when you have like a loom that's like a thumbnail instead of having the website maybe you just have the LinkedIn profile maybe you know you actually make a custom thumbnail inside of canva just saying click this video John Sparrow whatever your name is right don't know where John Sparrow came from but you get the point so that's how to deal with a SAT n but I've got more for you there are more things coming to your

way the biggest Niche selection mistakes Charlie Munger famously says or probably not very famously cuz you probably don't know who he is or what he said all I want to know in life is where I'm going to die so I don't go there and what this basically means I would rather avoid making mistakes than trying to know what the right thing to do is what we want to do is avoid making these mistakes so when you're selecting your Niche you want to avoid crowd-based selection the biggest mistake I see new agency owners make is picking

a niche based on the decisions of other people if a big SMA YouTuber claims a certain Niche is best it immediately becomes the worst prime example Med Spanish Thomas ganet comes on the scene starts making videos he's like I'm doing this amount of money by the way I'm in the med Spanish he doesn't tell people to join the med Spanish oh no Thomas doesn't even want that to happen but just by monkey see monkey do people are like Oh Thomas is in the med Spanish so it must work and then they forget that there's hundreds

of thousands of people or tens of thousands of people watching these videos who are going to jump to the exact same conclusion and then then they're like oh my agency is not working it's like almost as many agencies as there are medpar now I don't know what the medpar place is like cuz I actually have clients now in the medpar are getting results and getting appointments so I think it's kind of going back to normal a little bit but there was there was a time Thomas even made a video on it where the med Spar

was completely ruined and the same thing is true with with anyone who makes a series or like St an SMA from scratch anytime a big SMA YouTuber says this is the best Niche it immediately becomes the worst Niche because suddenly you get this just a stupid influx you know this completely irrational influx of Supply into the market and demand becomes a problem now if you know how to be a magenta man and you know have funk music playing whilst you're in the shower then maybe you stand a chance but generally speaking you're you're going to

be in some trouble this is the Paradox of Niche selection advice what is best now no longer is the best when it's shared with the entire Market it's also why I'm not going to recommend one specific niche in this video be irresponsible of me you'd be lucky if I sat here and said yes this is the best Niche within a week it would no longer be the best Niche sure I could I could do that but it wouldn't make any sense it wouldn't help you you it would if anything it would do you way more

harm than good because you'd be like okay Charlie said I'll go need to go into that Niche so I'll go into the N you'd go into it alongside every other idiot that watched the video and then before you know it Lish doesn't work anymore it's the same thing with cold email these these shiny videos that give you tangible examples of what to do or exactly what to say or where to go stop working as soon as they're posted bear that in mind this is why I've never made a video giving you a specific piece of

copy or a specific thing I could have done it and I could have got 100 hundreds of thousands of views by doing it but it actually I'm doing the wrong thing by you because as soon as I give you like the cold messaging template and then that is released to like 10 20,000 people it stops working so I would rather teach you how to think which is why I'm giving you a checklist to think for yourself so that we can have what is called emergence right emergence is basically a phenomenon in nature the environment sets

the conditions for survival and then from that you know from those conditions different VAR variables and different variants of genetic code emerge and that's how is built and that's how a species becomes antifragile because then we have variation we have adaptability and that's exactly what I'm trying to create with this YouTube channel okay solo based selection the other end of the spectrum is looking for a niche where no other agency exists this can work but on a specific condition so let me give you some examples of some niches you've probably never heard of or considered

land clearing Niche yachtbroker Niche interior design Niche pilatti Studios wellness retreats painters right these are all issues that nobody's ever talked about before but there's businesses that have a problem with cl position in them but the problem is that there's not enough agencies in there to have proof of concept notice how I've given you like five or six if I just gave one everyone would hop into the one so NES like these are better tackled when you have experience under your belt this is because there are very few proven strategies for acquisition or retention so

like it or not when you are a new agency owner you are heavily relling upon your competitors for inspiration on what works if you want to know what cold cooling works best or if you want to know what um s of Service delivery works best you're probably just going to look as far as your competitor's ads or your competitor funnels or you know your clients the competitors's clients right but the major initiatives that have been tried and proven you can look for your competitors and see what they're doing let me give you an example a

client of mine and I'm not going to mention his name for obvious reasons he got to 10 grand a month with Ecom and then he was like Charlie I hate Ecom and I was like okay you you've earned the right to switch so then he switched into a niche that only has 3,000 businesses it's the most obscure I'm not going to tell you which one because it would completely ruin his business but he's in a complete blue ocean and now he makes 80 grand a month after 6 months he's the only person in this Niche

and he's cracked the code but that would not have been possible if he didn't learn the generic skills that he would have required to do it properly in an easier Niche first so what you want to do if you're looking at like building an agency and you want to go into like a weird obscure Niche pick a proven one first pick one that is populated but you know for sure Works get it to 10 grand a month learn all the skills required to book appointments close clients onboard clients deliver results keep clients and build the

business and then once you develop those skills in the populated Niche you can then go to an unpopulated Niche or a Blu ocean with a different level of skill set because the problem is is like these solo based selection niches are great but they're way more challenging because there's no shoulder to lean on there's no there's no Mentor there's no competition that you can rely on to help you understand what you need to do you're completely blind but if you come into this having already built a successful agency to some degree before you're going to

be way better this is exactly what I do is i' pick a generic Niche I'd battle it out and get to six figures and then if I was really sick of that Niche I'd find an untapped Niche and give it a go because by that time I'm a different person capable of solving different problems thinking properly etc etc okay so now let's talk about migration and exodus okay so you know how like in Africa or wherever the hell these things exist herds of animals will migrate from plane to plane so there there a herd will

basically herd an area of land abundant in grass and then when the grass Runs Out they'll migrate to somewhere else that has grass and then when that grass Runs Out they'll migrate again and then again and again until they eventually end up probably maybe back where they started the SM space works the same bit with niches let me hop into myo to demonstrate look at this so right now let's say you know we've got this this Niche here which is super saturated like it's it's super super populated to a degree this could be like the

med spish for example in fact I I can I can give you an exact example here this is the med Spanish for example right this is after the rise of Thomas ganet tens of thousands of people suddenly go into the med Spanish and it becomes completely saturated right and then over here we have an agency owner maybe a YouTuber let's take Jordan plattin series for example right great series and he goes into I can't remember which Niche he went into but he goes into a niche and then he makes a video and then suddenly like

hundreds of thousands of people view it like what happens is he's like oh I just signed 10 clients in this Niche it's way easier than medpar and then what starts to happen here is we start to see a little bit of migration some people in the medbar niche they come over to the new Niche and then they're like oh my God this is way easier than I thought and then they start telling people in this Niche and then what happens before you know it is like half the niche is just completely migrated over here we've

left a few heads behind but I'm I'm sure you can forgive the um Simplicity of this example and then what happens is like because this Niche is still blue and it's still there's still lot opportunity these people then start screaming oh my God I'm I'm making all this money I'm making all this money and then even more people from this Niche come back over into here it kind of levels out and there's some irrationality right and then what happens is we get this sort of thing where now what used to be a good Niche is

now completely just ruined because of all these people and so what happens is another Niche comes along and then you know let's just do this and then a couple of people from the recent Niche are like you know what screw this this is too difficult it's too saturated and then they come along over into here and then what happen happens is well they come along and they're like oh my God this Niche is way easier than this last one well you kind of guessed it what happens is you know a load of people in this

Niche are like oh my God like monkey see monkey do I want an easy life I don't want to think critically and I want to just follow the the crowd and then they just come over here so this this starts to happen where like there's there's a there's a very easily influenced portion of the market 75 60 70 80% of the market the in terms of agency owners work and behave and think like this and what happens here is with these niches is the people that stay and stick to the niche in spite of this

stupid you know Exodus and influx of of people they get results and they stay and this happened um the primary example of this happened with e-commerce there was the e-com niche right over here and what happened is we had people over here you've got imaji you've got kyack you've got h higera and a bunch of other people in the e-com niche right this is this is a couple this is a good few years ago now Ecom nich very shiny and these guys start selling 997 courses on how to start a e-commerce agency hey buy my

course and then suddenly you'll have a Rolex and 15 girlfriends and your life's going to be amazing and so they start telling these courses and everyone's like looking at them thinking oh my God that looks amazing learn behold what happens well the monkeys right they simply migrate and then what happens is they reproduce this is what happens they tell their friends and then they start posting on Instagram about their success in the e-commerce space and then before you know it this has happened right and this was this was basically the case about 18 months ago

more even that like a year ago where the ecomist was completely ruined and then like what happens is Thomas G comes along and is like hey guys the meds SP nich is pretty good and like someone else comes along and they're like oh my God like the solar Niche is great and then bam over they go and so now the e-commerce Niche is may be a good Niche because like there's nobody in here anymore like everyone's died like I I don't see anyone starting e-commerce agencies these days they're all starting medpar Roofing solar you know

real estate when you can learn and I'm lucky enough to have the position of the perch to look down on the market and to not be involved in it because I'm Consulting now for agency owners this is how it works there is a mass migration of agencies to these different niches and it creates this huge problem of population and offer saturation message saturation and then we have this huge Exodus out of the niche into another Niche which then the exact same problem persists and then the same thing happens again and we just see this migration

from like you know different niches and this this was this was the case I watched this happen like 12 months ago I even made like a video on it I predicted this if if we come here we do Charlie Morgan Ecom I actually predicted this two years ago right this Mass migration out of e-commerce this nich this video here which I posted two years ago it only got like 1,700 views but in this video I was basically just explaining like the whole premise of this migration and what was going to happen and I managed to

predict it was it was going to happen and so I saw this and I was like and I and then I was able to advise my clients and I was like guys for those of you in the Ecom M you're about to experience a huge withdrawal of market right and so anyway that was kind of interesting for me now that you understand all that stuff I want to make a vow with you I want you to marry me right not literally but I want you to marry your Niche this is called the 10K a month

marriage this is a very very important part of this video now you've picked your Niche and now you understand the nature of all these things that happen with niches I want you to make an agreement to stick to your Niche until you get to $10,000 a month if you want to switch after that then go ahead as far as I'm concerned once you've selected your Niche you're married to it at least until you get to 10K a month I don't care what excuse you come up with do not switch so let's say you're in a

relationship with someone for 3 years and then you decide to get married to them 3 months into the marriage you realize they've actually got a really bad habit of picking their nose whenever they eat broccoli they absolutely stink now you're not going to divorce someone because of that it's not a very nice problem maybe they like broccoli and maybe they like picking their nose but you're probably not going to be like Oh I'm going to divorce you because of that the same thing is true with niches in the beginning you kind of fall in love

with your Niche and you have this honeymoon period and then you start to realize all the problems that come with being with this bloody Niche you need to make an agreement with yourself now not to switch because if you don't have this if you don't have this expectation and condition set from the very Genesis of your business you're going to make a huge mistake where you're going to come in and you're going to go through this for 3 months and then you're going to switch Niche and the worst kind of people in this smma space

are chronic Niche switches and these are the kind of people that like if they marry someone within 3 months they get divorced and another 6 months goes by they marry someone else and then another year goes by and they divorce a person and they marry another person they don't achieve anything substantial or meaningful because they just constantly switch repeat after me and to draw this point home comedically I'm going to read every single line of this text so you understand it and I want you to actually say this I know you're going to seem weird

maybe you're watching this at 2:00 in the morning you're all alone with your phone on in bed I want you to actually say this I will not switch Niche before I get to $10,000 a month now you say it thank you I will not switch Niche before I get to $10,000 a month I will not switch nich before I get to $10,000 a month I will not switch nich before I get to 10,000 I'm not actually going to repeat myself but I want you to actually say this to yourself like 10 times expectations set do

not switch Niche your Niche is going to test you it's going to be like a marriage it's going to be like a partner there's going to be things about them that you learn that you don't like that you didn't know before it's going to be difficult it's going to have problems and it's going to be hard expect this but every Niche will test you every Niche is difficult every Niche has problems and every Niche is going to be hard if you switch Niche because your current Niche is too difficult well my friend you are an

idiot okay I'm going to explain why I'm not just going to sit here and insult people without giving some sort of critical reasoning I don't resp respect anyone that switches Niche constantly I don't respect anyone that can't stick to a niche for like at least a year or at least till 10 grand a month I have clients come to me all the time they they give me this whole so story about why their life sucks and then why the reason their life sucks is because of the niche and then they're like should I switch and

I'm like no because the thing is is all the problems exist because of you because you lack the skills you're insufficient your belief systems your character you are you need to solve the problems as opposed to just trying to run away from the niche okay so Niche depth understanding here's the thing the more time you spend in your Niche the deeper you understand it picking the niche is the easy part sticking to it is the hard part the longer you stick with your Niche the deeper your understanding of it becomes here's the truth if there

is an agency in your Niche currently making as much money as you want you can as well let's say that you are in the solar Niche and two of your friends have recently gone into the real estate Niche and you've been in the Solara Niche for 3 months and they've been in the real estate Niche for 2 weeks and then suddenly both of your friends start signing clients and you're like oh my God I should probably go into the real estate Niche do not be an idiot do not be an idiot stick to what you've

planned stick to your Niche there's a the reason the checklist adds up you're going to be fine do not if anything just completely shut them out but here's the thing if you're in the Solar Niche and you want to make 50 Grand a month if there's another agency in your Niche that makes 50 Grand a month it is possible for you to make 50 Grand a month if you're in the underwater basket weaving Niche which by the way I wouldn't recommend you go to but if you're in there and there's another agency there making 10

grand a month it's possible to get 10 grand a month there was evidence there was signs of life it's possible to do it and that means there's no excuse that means there's no excuse problems are solvable you have to know how switching aniche is like switching business it resets all of your progress back to zero and that's not a good idea problems take time to solve they take pain it takes suffering when you have a nich related problem don't try and run it by fix it by running away fix it by staring the snake in

the eyes and get to work so this is actually this happened to me when you want to switch is when you're in the most pain and ironically when you're in the most pain is when you're probably about to have some sort of big breakthrough I was in the gym Niche to start it was the agency that I ran for ages it was the niche I stuck to and got to 100 Grand a month now once considered switching because I couldn't figure out how to get the leads are generated to actually show up for an appointment

so this the problem that that plagued my business for basically like 3 to six months really I'd be able to get leads for the gym but then I wouldn't be able to get those leads to actually show up for the appointment they booked or I wouldn't be able to get them to book an appointment and I faced this problem and it was just so persistent and I was like oh I'm going to switch I actually started looking into starting an Ecom agency and switching it I even bought a course on how to start an e-commerce

agency because I was like I can't be dealing with this problem it must just be the lead generation space I'm to go and work with e-commerce cuz there's no leads then I realized I was being an idiot and stopped making that change but this is what happens like I realized I looked at the market and I was like are there gym agencies out here that have solved this problem are there gym agencies out there that are able to keep clients for like a year who have got to like 100 Grand a month and don't suffer

with this problem and I looked and I was like yes there are and I was like so there must be a solution and this is why you want to start in a niche that is considered popular because it's possible if you go into a niche where nobody else is there Himalayan meditation Wellness Retreat I don't know right whatever right don't know why that came to mind but if you go in there there's no you've got no reassurance that what you're going to try and do is actually going to work so it gets kind of dangerous

so then I built the golden follow-up process and fixed the problem and 6 months later I was at 100 Grand a month so this is actually the solution to that problem by the way if you need any help you you can find this my my slightly more exposed hairline which always makes me sad you can go in there and you can see how I solve the problem I built this process or bow actually my business partner basically built the process I can't really lay claim to it but this is how we fixed the issue and

so my point here is that like it is easier to fix the problem in the niche you're in now than it is to switch Niche entirely and try and solve all the problems again from scratch let me explain further so here's the thing you have to pick your Niche pick the problem you're going to solve and pick the solution you're going to give to solve that problem what happens here is you you have this exponential depth of understanding so I like to look at this as a depth so we have Niche problem and solution and

basically what happens is the more time that you spend in this Niche it's time going down here the deeper your understanding becomes and what you can observe about this graph is if we flipped it on its head is it's it's exponential right you can notice how like it takes a long long long long time and then suddenly we have this massive exponential decrease basically the best Niche is the one that you've been in for a long time the worst Niche is the niche you just picked and I'm going to explain this here if you want

to know what the best Niche is it's the one that you stuck to and if you want to know what the worst Niche is it's the one that you've just picked that is the answer to the question what is the best Niche what is the worst Niche the worst Niche is the one that you've just got into because you've got all these problems these hurdles to solve and the best Niche is the one that you've been in for a long long time niches are not good or bad they're all terrible at the start but get

better as you learn to understand them now I can I can give you an example here like if I wrote every single big Niche on a piece of paper and blue T them to this wall and took a dart and closed my eyes and threw that dart at the wall I could grow an agency in any of those niches to 100 Grand a month it is possible you have to learn to recognize patterns of possibility if someone else can do it then you can as well because the problem exists and it's probably not as hard

to solve as you think it doesn't really matter what Niche you pick the problem with this is that the success of your business depends on you not your Niche and so when we look at people that are successful people that aren't the common denominator is never Niche it's always character so with that said I am going to give you a couple of bad niches that I'm going to warn you away from the first one is Dental for beginners is isn't that great because cold acquisition is simply kind of too difficult because you've got so many

Gatekeepers you can't really cold cool to get the clients and you can't really cold email to get the clients because the cold calls go to a gatekeeper because the dentists are actually seeing patients and the cold emails they're usually going to go to the receptionist and the receptionist usually just deletes them that problem can be solved there's ways around it but generally speaking you don't want to you don't want to ve in that direction at the beginning e-commerce in my opinion Service delivery is simply too hard for beginners you might disagree but for me I

would stay away from e-com as a beginner as well lawyer I've never seen the lawyer Niche work I've observed it for over a thousand agencies I've seen some people go into the law Niche and there are some people that are able to pull through and be successful but it's very very difficult okay so just be careful with that give you an example of this one of my sales reps is a guy called Oscar one of the most talented people I've ever met in terms of sales in terms of persuasion in terms of persistence in terms

of um character he's just brilliant right Oscar was in the law Niche for like 18 months he was slugging it out he sent like 25,000 cold emails he sent like 10 20 30,000 cold DMS he made cold calls every day but he just didn't work and I was like listen mate this is something I value come and do some work for me start doing appointment setting and sales for me and now he makes a ton of money right so there is there is an example of this where like sometimes it's the niche not the person

but usually it's the person any Niche that is popularized by YouTuber or a video is a bad Niche any Niche that sells dollars for hours is a bad Niche so therapists and personal trainers a bad is because well they sell dollars for hours so if you're if you're working with a therapist and they've only got room for like 20 more hours of work a week and you give them that 20 hours they can't scale they can't keep you they're going to fire you I'm going to leave you with a quote from Warren Buffett in closing

it doesn't matter how hard you row it matters What boat you are in a niche is a vehicle for the success of your business and if you don't pick the right one and if you don't heed my advice throughout this entire video you're going to really harm yourself and do some damage so just keep that in mind it doesn't matter how hard you row it matters What boat you're in and I'm hoping that by giving you this video and sharing these ideas with you you're able to pick a pretty damn good boat so that you

can row as hard as you can and actually achieve some results and make some money if you need help getting clients there is a link in the description it's a video of me trying to sell you something for full transparency if you don't trust me or you don't like me don't click the link because you're probably not going to buy anything have a wonderful day and I will see you in the next video what actually is an offer how the hell do these things work well let's get the grip with what we're actually dealing with

here if you can't coherently and concisely Define something you don't really know how to build it right so let's actually start from square one and understand what offers I don't care if you've read hundred million by hosi let's actually just get to grips with this thing so inclin acquisition an offer is the way a product or service is positioned offers are positioning okay offers have strength and strength works on a scale offers aren't weak or strong offers aren't good or bad is a question of how weak or how strong or how good or how bad

and an offer can only be strong or weak or good or bad in contrast to another offer so when we're evaluating the strength or effectiveness of an offer we can't do it without contrasting it against another offer so this is the first important lesson in critical thinking here when it comes to building offers is there's no such thing as a good or bad offer it's how good or how bad compared to all the other offers in your Niche and this is why there's so much leverage to be gained from building effective offers offers okay so

when you create an offer you are positioning your product and the way you position your product influences your Market's perception of that product which then influences their confidence in it so what we're doing by creating an offer is we are effectively positioning our product in a way that is favorable towards the client or Market or Prospect gaining confidence in what we do the offer serves the purpose of building conviction from the prospect's perspective that is the whole reason we craft an offer it is to gain their confidence and trust and so it's a position it's

against other agencies simple for example a weaker offer could be considered I sell a course that contains videos explaining how to get clients a stronger offer is I sell an easily installed client acquisition infrastructure pre-built for you by experts who have already solved the problem for themselves now what do you think you're more likely to buy someone who says I have a video course that explains how to get clients or I sell client acquisition infrastructure pre-built for you by experts that have already solved it themselves what's more compelling what resonates harder with you well it's

the latter of course right and the reason the latter resonates more is because the first one is weaker than the last one okay so this is this is it this is what offers are it's positioning both of these are offers but one is significantly stronger than the other the above examples are only weak or strong when contrasted to each other offers aren't good or bad only when compared to other offers made by competitors because 90% of the people in the space don't understand offer creation you can gain a huge huge asymmetric Advantage here so the

offer creation this is why this video is so important by the way like if you don't pay attention to this stuff and you don't nail the offers you can just kiss goodbye to success like it's the easiest way to to build your agency to like 10 20 30 40 Grand a month is just nailing the offer because not many people know how to do it so key points in offers or key points on offers in high to get client acquisition now this won't apply to all businesses but it will if you're watching this one if

you're an agency owner coach consultant Etc so offers succeed when they position products as vehicles or Pathways to escape current situations and Achieve desired ones bear with me I'm going to explain way more on this in just a second but this is it for now offers succeed when they are unique and force the market to perceive a product or business in a different better way to competition niches and markets don't saturate offers do so if you think you're in a saturated Niche and you can't get clients the niche isn't the problem for the niche to

saturate every business in that Niche would suddenly have to wake up and have their problem solved that's the definition of saturation when there's no more demand because if there's no more demand there's no need for Supply but for as long as the problem exists demand is necessary right the supply is necessary because the demand is there so something can only really saturate in this in this online business space if the demand goes away but the demand isn't going away if anything the demand is increasing right it's all about positioning it's about forcing the market to

look at your product and your business at a different angle so let's say for example you've been watching my YouTube channel for some period of time and let's say you're looking at easy grow which is our product don't worry no pitching coming but let's say you're looking at that as as as an example you probably see easy grow and my program around client acquisition in a completely if I've done my job properly here in a completely different way to all the other people who say they can help you get clients and that is that is

the the most important thing in business is your perception of my product above all if you think my product is different and a little bit better than everybody else is you're more likely to buy it simple math now this is important a product is not an offer a service is not an offer a guarantee is not an offer a discount is not an offer a price is not an offer so what the hell is so when people are building their agency or starting a business they think like if if if the market goes to them

and say hey what do you offer the agency and will go oh I offer Facebook ads or I offer search engine optimization or I offer Google ads or something like that no no no you don't offer that that's that's how you deliver the outcome right the closest thing that we can really get to what actually is an offer is it's the outcome the prospect wants but I'm going to explain this in in far more detail so the the structure of an offer is very simple the outcome is is the most important thing right you are

offering a solution you're offering the outcome they want you're not offering to run their ads you're not offering to do their sales you're not offering any of that you are offering what happens as a result of you successfully doing your job the the transition the period of change the outcome the promise it should align with the goal and desired situation of your Market another comp component of the offer is the time frame how long will it take to deploy the methodology to achieve the outcome or result so if I told you hey I can get

you to 10 grand a month but it's going to take me 25 years well you probably wouldn't be very interested in that offer method tangible clear methodology as to how the outcome can be achieved this is the third component of your offer not only do we have the outcome that we're promising and the time frame by which we can promise it but we have to explain how the hell we're going to do that otherwise people are just like yeah you're lying Secrets right your unique way of executing the methodology and making it work safety net

risk reversal a guarantee a way to protect feel safe and confident polarizing excluding people it isn't for to bring the people it is for even closer okay here's the thing sometimes you have to you you achieve inclusion through exclusion so if you if you're creating an offer for your market and it's for a very specific type of person in your Market sometimes instead of trying to call out the people who you want call out the people who you don't want because resonance can come from both ends of the spectrum okay pricing how how much it

cost to claim the offer and make it happen so here's an example the outcome could be 20 grand in new monthly Revenue 100 appointments losing 30 kilos getting a wife let's say you're a coach and you you help men who are you know pretty lonely and they want to get a wife they want to be married right let's let's say okay let me give you a more tangible example let's say that you're a marriage counselor your service is marriage counseling but you don't offer marriage counseling you offer a happy marriage if you're a personal trainer

your service is training people in the gym and providing meal plans but your offer is is feeling confident in your skin and feeling feeling great naked same thing if you're a golf coach you don't offer golf coaching lessons what you offer is winning at golf or beating your friends at golf if you're a chess coach right you know you're not offering strategies on how to win at chess you're offering more chess victories so it's the outcome that matters this please I know I'm drilling this in continuously but this is the most important thing is the

outcome the time frame the method by which the outcome is achieved in that time frame the SE that make that method worthwhile the safety net that protects the person if they choose to use your offer then the polarization so they realize it's for them and then last but not least the pricing which ironically is actually probably the least important thing okay so the Gap the entire world economy ticks on something called The Gap okay in life this is how the whole world works okay people have their current situation and they have a desired situation for

most aspects of their life right these situations typically revolve around health wealth relationships and happiness so if we observe like pretty much 80 to 90% of all buying Behavior All buying Behavior happens within four segments of someone's life they're either buying things to make them healthier buying things to make them wealthier buying things to improve their relationships or buying things to improve their happiness or state of mental health typically every day people wake up and buy things that help them Escape their current situation in usually one of these four things and achieve their desired situation

and this applies to everything from chocolate to a pet horse to easy grow this is how it works they have the current situation and they have the desired situation trumpets please lo and behold between these two points is a gap and if you can bridge that Gap you create value for someone so how do you make money or everyone's like well you add value well what is value value is basically the bridging of this Gap it's it's alleviating the pain of the current situation to achieve the desired and so let's say look like let's let's

use these examples right so let's say chocolate you might be like well Charlie this doesn't apply how the hell does chocolate like how do you what what does that even mean right well if someone's current situation is they're craving chocolate and the desired situation is to have that chocolate craving satisfied then they're going to eat chocolate because chocolate Bridges the gap between those two states going from a state of discomfort to a state of comfort going from a state of pain to a state of pleasure let's say a pet horse for example let's say someone's

current situation is there that they had a pet horse when they were younger and it died and now they feel sad and lonely and like they're hobby they're not able to do it anymore well their desire situation is to not fill those things right and to learn how to you know have a horse and whatever i' I've never had a horse in case you can't tell but if you buy a horse this Bridges the gap between being unhappy about not having a horse and being happy about having one and then easy grow our program which

helps people with client acquisition if the current situation is I'm broke I have no clients I have no clue what I'm doing I'm completely in the dark and I don't know how to sell and how to book appointments but the Desir situation is like 10 grand a month then easy grow Bridges the Gap and the better your product is it bridging this Gap and the faster it can do it the more value you can add the more money you can make so that you're I'm hoping you're starting to understand now that like it's not just

about claiming a fancy lead magnet and then thinking like oh yeah I've nailed it like you need to understand the components and the things that drive the buying behavior of the people in your Market otherwise you're never going to win so the secret of client acquisition is positioning your product and you and your business as a staircase the person can climb to bridge this Gap to sell well your product must be a vehicle for change so when I talk about positioning right get there so when I say an offer is simply a way of positioning

your product you might be like well what what do you like what do you mean by position like it's not like I'm not trying to talk dirty to you what I'm saying is it needs to be positioned as a vehicle for change your product is a method is a method or something that someone in your Market can use to experience a transformation in their life it's the it's the number one rule of business is figure out what the market wants figure out how to get them what they want and then tell them you can get

them what they want really it's not much more complicated than that but everyone really doesn't get this so This Is Why I'm making this video and why in case you can't tell I get a little bit too passionate about it cuz I'm a nerd so as we know from the above creating an offer is all about positioning your product the strongest form of positioning available to you is positioning your product as the vehicle to help someone Escape their current situation and achieve their desired situation an offer gives you Clarity on what you sell so what

do you sell drum roll please you sell a transformation now for your business to succeed you must have product Market fit so you might have heard this before where people talk about product Market fit and then you're like what the hell does that mean well product Market fit basically means your product and the message around that product which is the offer fit the desires and pains of the market the best way to do this is to understand the current and desire situations of the market and then build an offer around this simples product Market fit

message Market fit kind of works like that so when you're crafting your offer you have to bear the market in mind because well the market will never bear you in mind it's you know it kind of is a force of nature now this is where this gets really interesting so let's talk about alternative agencies for a very Split Second here because smma is the shiniest and most popular or proven business model for done for you services but it isn't the only way because as I'm sure you've observed there's plenty of problems people have there's plenty

of Transformations they want to go through in their life and maybe you have the skills or the ability to help them do that so by default whenever someone thinks about starting an online business or an agency the the you know 99.9% of people start a social media marketing agency because well it's the probably the most common and prevalent problem for business owners is you know the lack of growth and the you know the the the lack of um economic expansion for lack of better words but there's businesses that have more than one problem right you

can tell you that for free so let's have a look at this you make money when you add value to a niche value is created when pain is alleviated one of my favorite quotes from myself I'm so narcissistic it's wonderful so pain is alleviated when current situations are escaped and desired situations to achieve so this all comes back to this value equation like how do we make money we add value how do we add value we remove pain how do we remove pain well we bridge the gap so your Niche May well have a current

and desired situation with the state of their marketing but I can guarantee they have plenty of other current desired situations that need solving as well so it's not always about the marketing let me give you some examples right if I was going to start an agency from from scratch I probably wouldn't start a social media marketing agency I would think critically and look at pick a niche a group of people that I'm interested in and if you don't know how to do that there's a video I made a couple of days ago on a niche

so that should already be on my YouTube channel what you want to do is pick the niche and then you just ask well what problem does this Niche have as a collective and the big one is always going to be kind acquisition but there's a ton of other problems that you can solve as well so let me give you some examples that I currently have right now so these are problems for Imperium acquisition for my 8 figure Consulting business and what I can tell you pretty much all of my friends and people in the same

space as me so I've got a lot of I'm in Dubai right and I've got believe me I've got a lot of friends trust me all right I'm popular is not I'm joking but my friends the people who are in my space who live near me or who I spend time with other eight fig multi8 figure or high multi fig business owners have the exact same problems so I am I a mar I'm in a market of you know although albeit maybe a smaller Market than you might be used to but we all have these

same problems right so for example a lot of multi7 or eight figure info businesses that have these stupid profit margins they want to Source Trust trustworthy property investment deals so like what what we what we look to do as a company is take all the money we make and put it into property right because you've got the soft asset of the of the info business which could explode at any time but then you want to build a hard asset of like property portfolio I'm not even joking if I was going to start an agency I

would work with high ticket info businesses that have already been successful and Source property deals for them I would have an entire done for you property deal sourcing process all the way from like finding the finding the property View it like surveying it going through like the whole A2B process of property and you might be like well that's just an estate agent but that's not how it works at all because trust me if you've ever tried to buy a house even just as a cash buyer it is Hell on Earth and if there's one thing

that info business owners at high ticket level at high level like multi7 eight figures like to do they like to save time and they will happily pay you know anywhere between 1 to four or 5% of the total house value to save the time of having to go through the hassle of actually buying it so so I've actually solved this problem I have someone very close to me who does all of my property deals for me and they manage my property investing portfolio but like if I didn't have that person and I didn't know them

and I didn't trust them I don't know what the hell I'd do I'd have to go and find like some Sorcerer And yeah so that's that's just one thing that comes M another example right is let's say that you run an agency that helps info businesses or helps high ticket businesses improve their show rate this is an interesting one right because one of the problems we have right now for transparency is our show rate a lot of of you guys like to book sales calls and then just not turn up it's kind of annoying actually

so please stop doing it but in all seriousness if someone came to me and said hey Charlie like I can I can take you from the show rate percentage you have now to an 80% show rate and I'm going to charge you four grand a month to do it and I'm going to guarantee that you get to 75 or 80% done deal if my show rate jumps by 10% I make an extra like 100 200 Grand a month which sounds stupid but you get to a certain point in business where marginal gains create this huge

asymmetric advantage that's another problem that I that I face if someone reached out to me and solved it and you'd only have to solve that problem for like four or five high ticket info businesses to then make like 20 grand a month right because if you did if you solved it for me there's like 10 other people who I know who have exactly the same problem because show rate decreases with scale so just another example right Twitter ghost writing news flash sorry about this if you any of you follow me on Twitter I haven't written

one tweet since my Twitter account was created I think there's like 6,000 followers on there now I don't write any of those tweets I haven't logged into Twitter since I it since it was created there's someone that manages it for me for like three grand a month and they just do all the Tweet writing and stuff like that and they have this really successful agency doing it right copyright take down services so this is the other problem for info businesses is like a lot of people build courses and then those courses get like resold and

ripped off by people in like third world countries and stuff and so like you have to have someone going to these people and then like opening legal action against them and then like doing I think it's called like damc take down there's all these fantasy terms for it I don't really know copyright takedown services for info businesses like it's another example something you could get to like multi six figures just just like that finding strategies for my program so this is maybe more Niche specific to to my situation right but there's info businesses they want

to improve their products and they want to they want to do this so for me for example if someone came to me and said hey Charlie I will find you like every quarter I will find you one to three new outbound client acquisition strategies that are Cutting Edge in you and I will make the videos for your program and teach them until clients I would pay someone like 30 grand a month to do that I'm not even joking I'd happily pay like you know a couple of hundred grand a year Well 30 grand a month

is quite a lot but you know I'd happily pay someone like six multi6 figures a year to do that because it's worthwhile it's a huge it's worth another example finding the best coaches for my program right so you've got all of these info businesses that like do coaching you could go to them and say hey I will Source the best coaches in your Niche and you pay me when I Source them and it's like a recruitment thing like it's like three grand per coach TR introduce that you work with simple I'll even manage the coaches

right another example writing YouTube introductions for for for YouTubers right case you haven't noticed I kind of suck at it but arranging Mastermind events is another one so this is another thing about the infos space is like these high ticket info business owners like myself we eventually start masterminds which is what I'm working on maybe I think but there there a real pain in the ass to to build and manage and you've got to book the events and you've got to book food and catering and then you got to book like activities and then you've

also got to arrange like guests and and it's just and then you've got to like liaz with everyone it's just it's a nightmare but imagine if you had an agency that worked exclusively with high ticket info businesses that did all of their Mastermind arrangements for them you could you could charge like three grand per event most people want to do three or four events a year done easy multi6 figures right there it doesn't my point you're solving a problem for someone and this this gap between current situation desired situation does not have to be about

marketing so important it doesn't as long as you're solving a problem that is painful you can make money okay so let me give you some more examples just off top of my head I thought of this one if I was going to start an agency this is also probably another example of what I did providing executive assistance to high tickets info bid sales reps so like all of my sales reps I've got like eight of them at the moment they all make like six multi6 figures a year um right they're doing like 10 to 20

grand a month maybe sometimes even more 25 30 grand a month in commission and one of their pain points is like they're so busy with sales calls but they've still got to manage their time and they've manage their emails and all this crap and pipeline imagine if you went to High tiet um sales reps and said like hey I will provide a personal executive assistant to you to run everything for you and it's going to be like $1,500 a month but they will basically take care of everything right they will reach out to all they

you know do you know what I mean like it's kind of like the the sales rep would be like okay cool and then you find a great you know assistant and you you Outsource the work and you train them and everything and then you pay them 500 bucks a month and you get a th before you know it you've got 10 20 grand a month coming in from that and these people talk so it's another difference another example is providing personal assistance to high ticket in for business owners I want a personal assistant I'd love

one but trying to find a good one is a nightmare if someone came to me and said hey Charlie I I'll find you a personal assistant I guarantee they'll be amazing and if you don't like them or give you back your money I'd pay like five grand for that right qualified lead sourcing services for high-end B2B cold emails so if if you went to like the by the way Guys these are just some examples I come up with within like literally like two minutes of just writing these down but I want to just get brain

flowing right some another like this example so you go to Cod email agencies and you say hey I I'll do all your lead sourcing for all your clients and I guarantee that you will have like the best quality leads a lot of money another one providing aged or warmed Google workspace accounts or you know providing cold DM accounts for outreach one of the problems a lot of agency owners have is if they want to do like Outreach they're bottlenecked by the amount of accounts they have they're bottlenecked by their account restrictions they can't send emails

cuz they've got to keep warming them up what have you provided like warmed emails like hey I'm going to sell like don't don't never wait for LM list or LM warm whatever it is like never wait for instantly to warm up again it's worth it people will pay you money for these things okay what about an agency for lead gen agencies that specializes in getting leads to show up so let's say that you you work with agencies they provide leads for their clients but then you do all the lead nurturing for those for those agencies

because trust me those agencies struggle to get their clients leads to show up so if you can build that system for them and have like a you know per client amount you're going to make a ton of money close to IO set up so this is an interesting one right now we're setting up close.io which is the CRM for sales teams I had to pay like 15 grand for this agency to like build it out for me right and I was like damn that's a good little agency to have is it you know need one

client a month to make a couple hundred grand a year not going to complain Automation Services there's also all these AI agencies coming out and stuff but I I don't have too much faith in those at the moment because I think that like they they are the future but right now like traditional business owners just think it's like kind of [ __ ] so they're not going to buy it but anyway sorry for another day so honestly there's an infinite amount of problems that you could solve on a done for you basis and scale to

100 Grand a month or 10K a month by solving them and by the way if anyone has any solutions to these problems please feel free to reach out to me I will tell all my friends and we will make you a Millionaire right problems in markets work on fractals so when there is one business with the problem there are many so what I'm basically saying here is like you've got the ability to understand that if one business owner in one Niche has a problem it's highly likely that that problem is extrapolated into the entire market

and so you should bear that in mind but my point here is you've got all there's so many options there's so many agencies that you can start and it doesn't have to be a short form content agency it doesn't have to be an only fans agency it doesn't have to be a marketing agency it doesn't have to be an AI agency it can be anything anything that you find interesting and you know honestly like the more specific it is like the less competition you have the more painful the problem the more the more leverage you

have I'm I'm not even joking if someone came to me and said I can solve your sh up rate problem and get you to an 80% show rate I would pay them like 200 Grand a year cuz that would make me like an extra one to two million a year right so just it's important to know that if you want to gain a true Advantage try and focus on this right now how do you learn about the Market's problems sales calls usually but sometimes you have to start an SMA get a bunch of sales calls

and then innovate on your offer to find a better product market so the only reason I've got the luxury of being able to list off like you know 15 to 20 really profit agencies like that is because I've been doing this for like 7 years so I understand the problem I know the problems I know what my problems are I know what the problems of people around me are like I've done like what is it I've probably done like 2,400 sales calls or something like that something disgusting I've signed thousands of clients into my program

so like when you get to that point you can take a different look on the market and just list off these problems but trust me they they exist and there's loads of them maybe May for God's sake man like just think out of the box maybe instead of doing marketing for gyms you specialize in helping CrossFit Gyms find Qualified coaches in their area and you charge per coach you introduce or maybe you specialize in helping successful gym franchises find their second location and you scout out the location and you do the negotiation I I don't

know I don't because obviously like maybe that doesn't work but all of these problems exist and you can solve them so that's that now let's have a look at this thing called stimulus and response so really this is going to get a bit weird but to drill the product Market fit idea home we're going to borrow borrow a mental model from my good friend biology think of it like this now there's an idea in biology called the Locking key Theory and basically this this is the this is the the model or Theory given to explain

the the way that a substrate and an enzyme an enzyme catalyzes a substrate to produce a chemical reaction that's what I was trying to say okay and basically what this means is in your body you have these things called enzymes right you get to know about them they're pretty cool and basically inside of your body like you have these enzymes and then you have these substrates and then what happens is the substrate combines with the enzyme to produce a chemical reaction so this is like how digestion works and then there's like a million other things

that enzymes do in your body that I don't know about but digestion is the easiest example this is how you want to look at your offer and your product and I know this seems weird like Charlie what the hell do enzymes and substrates have to do with building a business but look at it like this so we have the enzyme and the substrate they combine and then the enzyme catalyzes a substrate and then products are released which could be like you know calories or I don't I don't know but you get the point well this

is how it works this is Charlie's dogy biology lesson so you have a person in your Market or the person in your Niche and then you have an offer based on the product and the way you want this to look is you want the the offer or the the way the the way the product is positioned to fit perfectly into the market and if it does then the market catalyzes the product and then value is created so this is how it should work is the market is there and your product is here and you want

I'm I'm not going to make a crude gesture with my hand maybe you were thinking about it I'm not going to do it but if this is a market and this is the product like it should fit in nicely and then once once it's fit in value is created because the market now has what it wants it's like oh I'm looking for this shape and that shape's come through the product right so value so when building your businesses or business you have to fit to the conditions of the market rule number one it's not about

you it's not about your preferences your opinions your ideas or your ego it's about the market so when you're building a business you have to build around what the market wants not what you want simple I don't care what you want to offer I don't care what you want to sell I don't care what you think is good the only thing that matters is what the market wants you to sell and what the market thinks is good and what the market wants you to offer a lot of people need to keep their ego in check

myself included with this thing but it's about the market okay so just remember this next time you're trying to like force an offer or a product positioning onto the market and it's not working just ask yourself am I trying to literally put a round peg into a square no a square peg into a round hole right that's kind of how this thing works lock and key Theory don't forget it the market will not mold to you you must mold to the market now you should not offer what you want to offer you should offer what

the the market wants you to this is another thing like guarantees and [ __ ] like that right where people are like oh I don't want to offer a guarantee because like it's risky well my friend if you're not willing to offer a guarantee then someone else in the market will and they're going to get the client and not you and also you're thinking about this from your perspective you're being selfish and egotistical right like the market doesn't care about what you want if you don't want to offer a guarantee and you haven't got the

confidence to offer a guarantee then how is the market going to have the confidence to buy it do you see my point you need to bear this in mind so let's have a look at something called the offer Dynamic right I'm hoping this is all starting to sort of sink in before you actually build your offer let's translate everything we've just learned into a summary and a visual so for a transformation to happen and therefore for Value to be added through product Market fit something I call the offer Dynamic has to exist you know when

we talk about like Dody biology lesson like product Market fit and value being cred well what does that actually look like so really there's eight pieces to the offer Dynamic so for an offer to to work and to function and to create value and to actually you know make you money there have to be eight things present so there's eight first principles of value addition and transformation so the first one is current situation someone there needs to be a person in a current situation and that person needs to have some mess which is the problem

of creating their painful situation then that person needs to have a desired situation which is what they want and they need to have a goal which which is a more tangible way of defining what they want right then we need to have steps which are basically tangible problem solving actions laid out in a coherent linear fashion in other words just a plan then we need to have foundations which is reasoning for the steps actually being safe to use so you have these like you have remember we've got current situation and desired situation and then we've

got steps in between that see people can climb to get what they want you're selling the steps right but the thing is is that the prospect needs to understand the step the steps are safe so we need to have some of the I call foundations then you need a trampoline it's going to sound weird but I'll visualize it second a trampoline is someone or something to catch the person if they fall or like stop them from breaking their legs basically and time is how long it takes to build and climb the steps so let's actually

look at this this is how you make money now excuse my terrific drawings anyone who's been watching me for any period of time will understand that I do not really have a significant level of artistic prowess but I'm hoping that this does in some way shape before make sense to you and the reason this is unfamiliar is because no one else teaches business like this nobody else everyone just monkey see monkey do here's the best offers off you go good luck sorry you can't think for yourself mate bye like we're not here to do that

all right so here's how it works so we've got person sad current situation here's where they are unhappy they're unhappy because there's a mess which is a problem that needs to be fixed to achieve an outcome that drives like satisfies a drive that they have and then they have desire situation and their goal right so this is the outcome the end result of the result of the result of working with you this should align with their goal and this is where they want to be so then what we have is a couple of important things

here so you'll notice we have the steps so the steps is your methodology right these are the instructions or things that you or they have to do and build to actually get what they want now if you watched my last video or the video before that I made a no no no no no there's a video that will have come out on the very beginning of October and it's called um how to build an agency to 10K a month and it walks you through how to actually build a business right and how to create steps

for yourself to achieve what you want it's a very similar premise to here so often what we do for ourselves is is kind of the same thing as what we're doing for our clients right anyway we have the methodology which is the steps we build right so it's like Step One Source lead step two reach out to you get the point right then we have the foundations of the steps the foundations are really important because you can go and say to a customer hey this is Step 1 2 3 4 5 6 7 8 but

the customers probably tried those steps before this ain't their first rodeo you're not the first person to try and Pitch them something and other people have told them they can generate leads and do lead nurturing before so you need to have the foundation of your steps and your ducks in order and what that means is being able to say to your customers I know that at step three you're worried about x y and Zed but I have a b and c to combat x y and Zed so you're going to be you're going to be

safe on that step and I'm going to explain more about this in in in a second then we have the trampoline and then we have the time so the time's important because obviously there's a time elapse between the person being where they are where they want to be but the trampoline is probably the most important thing because a trampoline makes them feel safe this is the guarantee this is the risk reversal this catches someone and the idea is it bounces them back to where they were or slightly better before they start working with you so

if you're going to ask a stranger to hold your hand and climb the steps with you the stranger needs to understand that if I fall and this person lets go of me am I going to like completely shatter my legs or am I actually going to be okay and if there's a trampoline below the steps then the person knows that if they fall they're going to bounce back up and be at the same level they were before they start working with you cuz the reason most people don't buy from Agents or from anyone really is

because they think that if this doesn't work I'm going to be worse off than I was before and they're already in enough pain as it is and they don't want to be in a worse position that would be even more painful so that's why they don't usually buy right so that's why you need to have a trampoline kind of falls apart otherwise don't know if you've seen any like parkour fail videos on YouTube before you know there's like gruesome like you know people like flipping off buildings and then like they just like completely like break

their ankles and stuff that's kind of like what you're asking your clients to do without like a safety net because they don't know that it's like safe they don't know that you're good at what you do they're just trusting you because they haven't got much choice so now let's actually do some work so we've I've gone through I've walked you through some Theory which is very important Theory May I add and now let's actually build out something that I call your offer deck okay so this will give you crystal clear Clarity that was a pretty

nice roll off the tongue thing Crystal Clear Clarity I like that on exactly what you're offering and where your leverage for client acquisition lies so now we're actually going to put some some rubber to Road some p paper and start building your offer because I've given you 50 proven offers but I want you to make your own I want you to be unique and special all right I think that's what you what you deserve to to a degree I don't just want you to like copy what you know what everybody else in your Niche has

done and copy all the competitors because if if you do that you it's just monkey see monkey do you're no different to anyone else you're still going to struggle with the same problem because like I said niches don't saturate but offers do so if you're using like you can look at what people are doing successful people in your Niche and you can be inspired ired by that and you can be like damn that that seems to work that's pretty cool but as soon as you immediately copy from them you lose it's the same example where

like let's say here's a perfect example you smma YouTube you're watching this video now I'm hoping you're enjoying it I'm hoping you find it pretty useful I'm hoping you find it pretty helpful imagine you watch this right and then two weeks later another SMA YouTuber launches another video with a Google doc and it's all colorful and they're talking about offers and they've they've got these the same diagrams but they just rewarded it slightly you're going to be like well you're just copying that dude and everyone will realize it's kind of like the Russian guy that

copies Mr Beast sure he can like he can make some money but it's not original it's not fun and I'm actually going to predict now that a bunch of SM YouTubers are going to start making Google Docs as soon as they see how well these videos do be really cringe if this video just completely dropped and now I've made an incorrect prediction but if you see colorful Google Docs you you know it's my idea anyway ego aside let's actually get into this so let's build your offer I want you to answer each segment in as

much detail as humanly possible so this is the sort of thing like we talk about doing like client we talk about doing market research and understanding your Market but then if I asked you like okay tell me about your nich's problem you should you need to be able to write like a full A4 font size 11 page on that problem why it exists the full nature of the thing the full shebang if you can't do that you're not going to be able to build compelling offers because compelling offers come from a good deep product Market

understanding now right now if you're brand new to your Niche you probably haven't got much clue and that's why it's so hard for you to acquire clients but as you push on through stubborn persistence I'm hoping you can get some sales calls in and by doing those sales calls you understand and you can continuously rework this thing your offer is not static you have to improve it and improve it and improve it okay so I'm going to walk you through this resource and then I'm going to walk you through an example and then I want

you to do it yourself for your business and this is probably one of the most important things you could ever do ever in your business because all of your client acquisition and all of your systems in your business are catalyzed by your offer right so the biggest point of Leverage so don't skip on this and and you can skip it if you want but like you're not going to do anything very successful let's get into this so your offer deck so we've got these eight things right all the way from the current situation down to

the time what I want you to do is describe the current situation of your prospect so what we're doing is we're basically just I want you to just describe what this looks like here but for your product and for your prospect and for your Market describe the current situation what is their daily life like with the problem they have so if like Des I thought describe their current situation or describe this is a little bit too vague I want to give you like a little bit of a handicap with the questions so all you're doing

here is answering questions is not really that difficult okay it's not shiny this isn't like anything too fancy but it's important what sort of emotions come as a result of their current situation how does being in this situation affect their personal life how does being in this situation affect their family life and how does being in this situation just impact them in general okay this is their current situation the more detail you have the better I'm going to blow you away in a minute by the way with my understanding of my Niche you're going to

it's going to blow you away describe the mess what actually is the problem this is an important thing like what do they think the problem is and then what actually is the problem because often the perceived problem is Miles off the real one and if you really want to solve the problem you have to understand what the true problem actually is so for example in my Niche with agency owners coaching Consultants who want to get clients they think their problem is that they don't have the right cold email copy or the right sales scripts but

their problem is they don't know how to think they don't have the right belief systems characters mindset consistency the full mindset shebang right and it and and and you know I'm telling you that now and maybe you struggle with clent acquisition and you're like no there's no way but I'm hoping that this video has made a good case and point as to why that is true right because I've just walked you through like half an hour 45 minutes of of theory but your eyes should now be completely opened to exactly what you're dealing with so

now you actually know like what's going on you I've I've revealed the wiring you've seen under the hood and now you can actually fix the problem instead of just like relying on some monkey see monkey do thing okay cuz monkeys can't fix problems right they can create them how long has this problem or this mess existed what have they done to try and solve this in the past and why have they failed to solve this problem before this is describing the problem the mess that creates the painful current situation and prevents them from achieving the

desired situation then we describe the Desir situation so what would their life look like if the mess was cleaned up and the problem was solved what emotions would be present if the situation was achieved how does being in the new situation affect their personal life how does being in the new situation affect their family life how does being in the new situation affect them and who in their who is in their desired situation they look up to so this is an important thing like who does your market look up to right who do they want

to be who do they want to model who has their desired life describe the goal what do they want and how long have they wanted this and then this is a very important thing it's one of the most important things you can do to understand your Niche it's called Socratic reasoning okay and this is basically where you ask why five times sometimes you want to do even more than that but five is usually enough to get to the bottom of it you ask what the goal is and you ask right how long have they wanted

it so you've got the what and the when done but now we need to understand the why why do they want what they want and if if you don't get very far on this don't worry just give it a try try and theorize it out and after you do like 100 sales calls you'll be able to answer all these questions in in way more detail by the way so I'm going to actually recommend that like for now do this to the best of your ability and then try and use this to get some sales calls

and then once you've got some sales calls then it's time to actually um come back and do this after like 30 to 100 calls describe the steps so exactly what action needs to be taken by you or them to clean up the mess and solve the problem and achieve the goal be clear and structured and order it 1 2 3 4 5 Etc describe the foundations so what does the market think is the floor in your steps and how do you overcome this so now if you remember we've got the steps the you know one

to five things you have to do to get results with me Mr Prospect but now we actually need to describe like the foundations of why those steps to sound so I'm going to give some examples in a second so just bear with me so how can you make the steps feel safe to climb without using a guarantee or risk reversal because this is the thing is the guarantee in the risk reversal makes people that is the real safety net for the entire offer but the other thing that makes them feel safe is them knowing you've

already solved problems that come as a result of them taking the steps to solve the problem primary example let's say you go to a chiropractor and say hey I can help you get more clients step one to getting more clients is to get them more leads but the immediate problem that they perceive with that step is that the quality of the leads aren't going to be very good and so you want to lay the foundation for that step to be quality leads right and actually explain to them how you get quality leads and how they

can rest be rest assur that everyone you bring them is financially and and pain qualified to actually purchase from them because it's a problem it's a concern they're going to have and you got to make them feel safe through these steps because if you don't do that they're going to step on step one and then they're going to bang F the trampoline and done your relationship's over so what problems do they anticipate with your plan that you can offer some reassurances with why might the prospect think your steps will fail what's the remedy why have

similar steps with another agency not worked in the past what's the remedy right so how do you solve this let me give an example let's say you want to start an agency to my earlier suggestion that helps successful High tiet info businesses with their show up rate if you come to me and say hey Charlie I'm going to get you to an 80% show up rate and you lay out the steps you're going to use to do that and on on that step is you know call prospects the day before to to you know that's

that's step number four is I'm going I'm going to call every single Prospect the day before each call to confirm the appointment well my immediate concern there is I've already tried to do that I've already implemented a system so why should I trust that that step is worthwhile that's when you need to come equipped with an answer and a rebuttal to say hey so I'm going to call these people but I've got this framework that that uses this this this this this and this and relies on this and is also backed up by this so

that it won't be anything you've tried before but it actually works you need to have you need to this is this is where it gets deep this is where the true perception of value is created because you're solving the overarching macro problem but the micro problems that constitute the entire thing remember if you want to win a war all you have to do is win all the little battles and so that's that's how this works in business and creating offers describe the trampoline so how are you going to reverse the risk for them and if

your plan fails and the steps fall through like what the hell like how how's that going to work for them how you going to reverse the risk how can you make them feel financially secure and safe and trust you right and how can they know that if it goes wrong they aren't worse off from when they started you must have a trampoline if you don't have the confidence to have a guarantee or some sort of risk reduction how are they going to have the confidence to buy now they can have the confidence to buy if

you've got a ton of testimonials or you you know you've got this insane level of conviction yourself but at the end of the day like the easiest way to build confidence is just like like say we work pay on results we do pay on performance we do list that that that the other and describe the time so overall how long are the steps going to take to cause the effect they want so remember what we're doing here is really this is cause and effect right we're putting a series of things into motion to basically create

an effect so we're causing to effect to effect we must cause okay so basically what's the time like how long is it going to take to actually do this for them to achieve their goal and get their desired situation what's the time for each step now you might even want to break this down by like if you've got like four or five main steps that you that you're going to implement maybe you want to say it's going to take me 3 days to do first step and by the way this isn't all client facing stuff

this is just you getting clear on what the hell you're actually doing because a lot of the time all of the chaos that you feel around your business and all of this like mess that you're creating and all of your procrastination and demotivation often stems from just a lack of clarity because procrastination is usually born from ambiguity so if you're trying to get clients but you don't really know what the hell you're dealing with or what you're selling or what you're even helping them do you probably not going to try and actually make money right

so this is so important this is more for you than it is for your clients do it so here's an example right and this is going to scare you a little bit this is designed to terrify the life out of you to be honest because well you're probably watching this as an agency owner and you're probably watching this as a relatively new agency owner or someone that hasn't achieved a huge amount of success yet and I would Define that as someone who hasn't got to like 50 Grand a month or even 100 Grand a month

so what I'm now going to do is walk you through this exercise but for my Niche and I'm hoping that by by the way this is an important thing because I think I'm right with this stuff but you guys actually are the market so if you're if you've made it to this point in the video and you're actually smart enough to have a decent enough attention span to watch like 45 minutes of content if this seems right to you I would like you to kindly comment below saying Charlie you can't have on point scary man

right so describe the current situation so I'm going to describe the current situation of my Niche which is agency owners coaches and Consultants more more agency owners really so frustrating but more than anything extremely up and down the average agency owner the 80% that are still figuring it out go through two mental States you guys go from extreme confidence determination and drive and then to extreme doubt demotivation and anxiety daily life is not easy for you you know you need to do Outreach and make cold calls but you keep putting it off you delude themselves

or you delude yourself into thinking that you're making progress by keeping busy and you also delude yourself into thinking that you're making progress by working on yourself and developing yourself and building good habits and watching Hamza I love Hamza but it's not going to he's not going to help you get clients trust me or learning by the way I actually love Hamza you should watch his videos but like not when you're trying to get clients because well you're not making Co calls right they procrastinate which is the main thing they don't do Outreach everyone this

is the other thing the life of an agency owner at the beginning all of everyone around you has their doubts you're losing friends you're getting frustrated that no one understands your drive and goals you feel weird you feel like you don't fit in you you find yourselves judging the comfortable masses you're judging people and turning your backs on people who do n to fives and so secretly you're judging people who have normal lives you're like that's boring I don't respect anyone that does that maybe you don't but I certainly did at the beginning I don't

anymore you have a point to prove and you feel like you're on a timer it has to work soon because you can't keep justifying this to your parents your friends and yourselves that it's going to work you pray that your doubts don't represent the truth but you're a soldier you work you do what you must you don't quit the market and business constantly throws problems and bad things at you but you remain consistent in your efforts but you get extremely emotional when bad things happen to you in your business you see problems as barriers not

as opportunities you buy 997 call from someone you look up to only to be disappointed but you still look up to the person who sold you the course you have massive impostor syndrome kicking in when signing your first few clients and also you feel so out of place on sales calls you spend as little time as possible on Outreach and find worthless distractions like building a website while knowing you're being an idiot and eluding yourself you're primarily driven by the word Freedom you want financial location and time Freedom this is your current situ I'm hoping

this is your current situation this is my understanding of the agcy nich and this is also why I'm able to make so much damn money and honestly really does just come back to this above all because all of my Marketing sales business product it's all built out of what you guys are like and what you guys want and the better I understand that and the more the more attuned I am to exactly who you are and where you are and what you want and why you exist and everything the better I can build my business

around you this is it this is the point this is the point I'm trying to make in this video is everything in your business needs to be built around your market so so the better you understand your Market the better you can build your business the understanding of your Market is the single greatest weapon you have to building your company the reason I can make good YouTube videos that get your attention and get you to click and get you to sit here whilst I chat bollocks for it's not bollocks it's actually quite a good video

but the reason I can sit here and get you to listen to me for nearly an hour of your time when you can't even watch a full Netflix episode without opening your phone is because I know you I know what you want I know who you are I know what you so secretly crav and desire I know your bad habits I know your good habits I know where you go on the weekends I know what you think about at night I know what what emotions you feel I know what you've been through I know what

your childhood was like I know what your parents are like I know ex I know who you talk to when you talk to them how you talk to them I could write a day in your life better than you could in your own diary and because of that I can build my entire business to suit you so perfectly that you have no choice but to buy my thing and when you can do that you have an infinite level of power in the market and you can get to 8 without even thinking about it and if

you're wondering why I have such a freakish freakishly High understanding of you and who you are it's because I was you right I was exactly where you are now which is Al why I like making these videos because anyway let's get back to it you blame most of your business problems on your Niche you put 10 grand a month on a pedestal and you see it as a be old goal in your life it's all you want right now you use an agency to manifest your potential this is the thing right so you want a

marketing agency and you you you're not really that attached to the idea of a marketing agency you just want a business right because you want a way to manifest your personal potential and channel an unusual amount of conscientious energy into you want to work you want to solve problems when you're not solving a problem when you're not working you get nervous and stressed and you feel worthless you experience what I would call conscientious guilt which is where if you're not doing something and making progress you feel like you're wasting away and you feel miserable and

depressed and so the business represents an opportunity for you to escape that Terror and that void you start the agency or you start started your agency out of anger or some sort of negative emotion so you were either angry at yourself or a group of people or a situation or maybe you were just terrified of mediocrity which is why you started now you have these emotions you feel frustrated you feel angry you feel anxious you feel scared you have lots of Doubt Doubt's a big one for you you you just be going to bed at

like 11:00 p.m. and then suddenly like you have this overwhelming like emotion of Doubt as to whether or not this is actually going to work but however you have dogged like persistence you're just stubborn you stupid old thing you're wonderful I love you you have determination but you're also panicked you're stressed you feel isolated you feel lonely you don't really have time to think it's do or die for you but you're seeking Brotherhood but you're also desperate and you're seeking Brotherhood you want to find people that are like you and it's hard to do that

you're also desperate you're so desperate for this thing to work this is you this is your current situation now if this if this is not you then this is awfully awkward but I'm hoping that some things here resonate with you and if you're wondering what the key to my success has been it's not some sort of magical Talent it's just understanding you better than you understand yourself and through doing that I'm able to like I said build everything in my business and all of my products and offers and videos and marketing and ads and Outreach

and team and Lead sourcing and everything that I do comes from this understanding of you because it's all about you it's all about the market it's not about me it doesn't matter what I want it matters what you want so let's talk about your mess the problem you have is you don't how to get clients and you also don't know how to deliver results for clients you think the problem is you don't have the right email copy you think the problem is you don't have the right sales script or you think the problem is that

you don't have the right offer they think or you think that there is a magical Silver Bullet and all you need to do to solve your problem is just find one shiny video and this is why you click on stupid YouTube videos like these best SMA offers or easiest SMA offers or anything like that I know what gets you to click but I can promise you that no 20 minute video is going to solve your entire business but what does solve your entire business is a paradigm and a way of thinking which is why I

try and get your attention with a shiny object like the 50 best offers because I know that's what your monkey brain really wants and that's I'm not insulting you I'm just saying this is how it is and I know that if I can Trojan wh some actual rewiring of your brain into this video you're actually going to solve the bloody problem every time I make a video like this it's a shiny object video that makes you think like this is it this is going to fix my entire business what I'm actually trying to do is

just give you the shiny object and then use the shiny object as a trojan horse to get into your brain and play around with your Paradigm and your belief system so that you can actually fix the damn problem yourself which is how it needs to be I'm hoping I'm doing a good enough job of it that's my entire strategy for these for these YouTube videos what actually is the problem well here's the thing you think the problem is client acquisition and you think the problem is you don't have the right email copy or you don't

have the right funnels to deliver results or you don't have the right lead nurturing system to get your clients to show up but here's the real problem you don't know how to think you want an easy solution and you seek an easy solution so when a real solution comes along that is hard you reject it I can't tell you how many people schedule a call with easy grow which is of course and then they're making like two grand a month for that they're just starting their agency and they've got this problem of client acquisition and

then we explain the program to them and they're like okay I can afford that and then they're like I don't think I want to do it and then we're like why and they're like well because I want a done for solution I really want someone to do this for me and then you're like why and they're like oh I just I feel like I should delegate this you are just a CR in mate who the hell like if if if client acquisition is the biggest problem in your life right now why why the hell would

you delegate it to someone else it's your problem it's your responsibility it really vexes me man because like this is the thing people just want this easy painless solution because going through a course I can tell you right now if you go through easy grow it's it's pain it's not easy to go through it's really difficult actually it solves the problem but it requires like months and months of hard work and dedication and commitment and I'm not afraid to tell you that because I want to attract the right people to the program but when someone

comes on a call and they're making no money and they haven't got they've got so much pride that they can't even take a call course I know they're screwed because they'll go and look for an easy solution and because they're looking for an easy solution it never works right so simple monkey see monkey do you're afraid to think for yourself so you copy other people you're impatient you don't give things enough time your emotions cause you to make mistakes you're extremely inconsistent your belief systems don't all up with your goals you struggle to differentiate yourselves

with the other thousands of agencies out there and you do everything you can to avoid pain so this is this is the problem hly with agency owners is the problem is like them you are the problem but you have too much of an ego to admit that and so what you do is you try to tell yourself that it's the copy or it's the offer or it's the lead nurturing funnel or it's the ads or it's this or it's that or it's some external object but the thing is is that if you critically think it

through all of those things in your business come from you penny drop moment pin drop moment okay you are the problem but for as long as you point the finger to an external thing you're never going to be taking responsibility for the issue which means the issue is never solved okay so this problem is existed since you were born because the the reason you are the problem is because well you've been through x amount of years however old you are right you've been through that many years of conditioning that has programmed you to live life

and have a normal career in a 9 to-5 so if you were lucky enough to grow up in a household where both your par parents were business owners and taught your sales and taught you how to do accounting and think properly like a business owner then you'd stand way better chance but if you've been brought up in like just a normal life you haven't been equipped with the mental tools belief systems and skills to make a business work and that's fine because you can learn those skills and so yeah if you're anything like me you

haven't been brought up with the like entrepreneurial background I had extremely supportive parents but neither of them were business people um in terms of actually running their own business so you don't have that Advantage right so basically you're fighting behavioral mental and belief conditioning that is really designed to optimize you for a mediocre life and you've bought 997 courses you've watched hours and hours of videos on YouTube on smma you sent some cold emails May some C but nothing's really worth you and you fail to solve the problem because of the points above you know

these things here the reason you haven't solved the problem really and you you declare nothing works but you've only really tried a handful of things and now you blame your Niche and you you tell yourself that the niche is the reason that you're not successful and really it's you so this is the Cornerstone of the issue I see for for agency owners is is the lack of responsibility CU it's painful to admit it's our fault so now let's look at the desired situation of agency owners well here's the funny thing because there's this expectation is

a reality so the expectation is that if this problem is solved then you'll think you think your life will be a Utopia you know if this problem was solved you'd experience pure joy if you knew client acquisition was no longer a problem you'd be it' be amazing pure and filtered faith and joy but the expectation is that your life would be incredible you'd finally have the money to buy the status symbols that you desire to get the attention of the girls that you didn't get attention from in school or maybe you know your parents would

be proud for once maybe you know you'd now have compensated for your lack of remarkable performance in school and now you're actually doing something right maybe maybe finally you can move out take some responsibility for your finances maybe you know suddenly you're now the Enigma of the family you've earned you know your parents pride and respect you buy a car you buy a watch you buy new clothes you're a new man right once this problem is solved that is your desired situation you look up to Iman gaji Hamza Andrew hubman Joe Rogan take any high

value man that gets a lot of attentional on the internet you seem to want to be but the reality is that like if you solve the problem of client acquisition the reality is your life will not look like this it might for a split second but then you will have to face the Demons of client fulfillment and you're actually going to have to deliver on the results for the clients you've signed this is the thing like agency owners their desired situation is basically like all of these expectations here but the reality is that like that's

not what it's like because once you get clients you've now got responsibility to side like to solve these problems for these people and that's quite difficult as well and that's why in Easy grow what we do this is why with when I'm building my offer my offer is all about client acquisition right and I'm all about client acquisition because I know that's all you care about and and now that that's because that's what we care about that's how I position my offer but inside of my product we have we solve the problem of client fulfillment

but if I told you I can sell client fulfillment you wouldn't care because it's not a problem for you yet you don't know it's coming you don't know what's coming down the line but I do so let's describe the goal so you want 10 grand a month maybe you want anywhere between 4 to 12 Grand a month well how long have you wanted this well you've wanted 10 grand a month ever since you saw a YouTuber or an Instagram influencer talk about it or Flex or Rolex 10 grand a month is not a lot of

money by the way just so you know and I know that sounds so delusional and so out of touch but trust me once you make 10 grand a month you'll realize how little money it actually is okay just sounds insane but just trust me when you get that let's explore a few lines of the real goal with Socratic reasoning so you remember what we were doing over here with the offer deck remember when we were talking about like this answer asking why five times we actually want to get to the bottom of why people want

the goal okay so if your goal is 10 grand a month let me give you some examples of getting to the bottom of this I know this is how agency owners works so I'd say why do you want 10 grand a month you would say Financial Freedom I say why do you want Financial Freedom you tast so I can travel wherever I want I'd say why do you want to travel wherever you want then you might not know the answer but the answer might be something along the lines of this you're unhappy with home you

feel alienated well why do you feel unhappy and alienated well maybe you had a difficult upbringing and it comes down to trauma here's the thing you have to understand about wanning 10 grand a month or wanting to build a business you are abnormal you are not normal you are weird you are different it is not normal or average or mediocre it's abnormal to want to build a business and to have this you know strong level of success at such a young age is not normal and that's fine right but you need to understand that if

you're if you're not adhering to the norm is because your initial conditions of your psychology and and your mental state aren't the same as everybody else is right and so usually trauma is the thing that drives us forward and a lot of young guys who are conscientious we we are blessed with this thing young girls as well but I can't speak to girls cuz I don't see them do this as much but a lot of young guys were very blessed if you're a guy and you've been through trauma and you are by Nature conscientious which

means you've got a personality trait you know that where where you're orderly you want to work hard Etc usually you will take trauma and you will use it as a vehicle for you to grow and build okay it's called post-traumatic growth trauma can destroy you or it can create you for me it created me I was fortunate enough to I say fortunate enough to go through bad things obviously I didn't enjoy it but had I not gone through those things my life would look completely different so if you want 10 grand a month it's not

because you want 10 grand a month my friend it's because you've it's because you're trying to compensate for something and that's fine there's a quote from Freud that says that the adult is designed to protect the child and I don't mean in a parental role I mean when you become an adult you start behaving in ways that protects who you were as a kid and so for me I was bullied when I was like 10 11 and 12 it was a horrible three four years of my life and it was not fun but had I

not been bullied I wouldn't have desired this state of control I wouldn't have felt worthless and I wouldn't have had all these negative emotions towards myself that would have pushed me and d drove me towards building an income and taking control of my life right so it destroys you or it's very make or break but I think every man needs a bit of trauma and that's a very controversial thing to say but you know if you haven't been through anything traumatic you don't really know what it's like to actually build yourself up and you haven't

really got a reason to do anything so if you have I'm not saying you have to go through trauma to build a business by the way I'm just saying this is my experience but if you look closely there's always there's always a reason as to why you want to do something no one's that straightforward okay example two why do you want 10 grand a month well the answer is always Financial Freedom why do you want Financial Freedom To Be My Own Boss why do you Want To Be Your Own Boss I want to be in

control of my life why do you want to be in control of your life because I was bullied and I never want to give someone power over me that was my example that's why I sded wanted to make 10 grand a month didn't realize it for a long time another example from um from this isn't from me but this is like I see this this is a common well on sales calls why do you want to make 10 grand a month I want to buy a Mercedes I want to buy an AI I want to

buy a BMW whatever why do you want to buy a Mercedes I want to buy it for status why do you want status I want attention from women why do you want attention for women because my mom didn't give me any growing up trauma right and I know this seems weird and I know it seems deep but he who has a why can bear almost any how and if you grow up without the attention from your mom or the pride and respect of your father that's a traumatic experience right that's something that you didn't have

that you need to become a well-rounded functioning healthy human and so if as a child you didn't you you you didn't have those things as you become an adult you will naturally start to look for those things to compensate because it's what you you never had it and so it starts to come through like you know cars and all this stuff so you can like and I know it seems I know this is a video on how to create an offer for youra so I'm I'm not here to Lex you on on therapy and stuff

but this is the level of depth you need to get into to build compelling offers and this is where you need to go you need to go to these places in these deep dark psychological corners of your prospects and your Market's Minds to really figure out what the hell is actually going on so you can craft your business around them okay so for me as an agency owner I wanted to make 10 grand a month because I was bullied in school never wanted anyone to have power over me I felt worthless and I was angry

at myself probably because of the bullying thing I had this sheer Terror at the idea of being average or normal and I was hopeless with girls and I got constantly rejected in school or college so when I was in school the whole no [ __ ] thing man it was real bad I did not have much luck and we all know what that does to a man and it can do one of two things it can either turn him into an incel or it can turn him into someone that actually like builds himself up so

that he is in a position to have leverage and you know not have to face that rejection unfortunately enough I am an inel right so there we go so I'm not saying that everyone wants to grow an agency because of trauma I'm not saying that at all I'm just giving you some examples of how deep this thing can go and how deep your Market understanding can get but if you want to build a 10 grand a month business at a young age is probably a weird thing to want to do and it's fine because I

wanted to do it as well this is I'm not judging power to you man but usually something's gone wrong psychologically okay you're usually using the business as a shield to protect your adult self from something the child had to go through steps right let's get out of that um so olical hell hole before we before we get too deep and start crying but let's describe the steps so these are the steps that I use in my offer right build proper business foundations correct the Paradigm correct the mindset overhaul their belief system build outbound appointment booking

skills build sales skills build Service delivery skills and then build delegation skills then I give them a community to talk to people that are similar to them and then I give them coaching calls to basically answer any questions on every skill required these are the steps that I use to solve the problem and help my clients achieve the transformation right I know this this might seem like a back handed way of selling you my program but it's the easiest example I can give you of what an offer actually looks like you do not have to

buy my program all right there's a link you can click it and that's it and there's no other sales pitch incoming I promise okay so just describe the foundation let's say for example like we're talking about the foundations of the steps so we need to I need to give the the market or you for example reassurance that my steps are the right ones to take right so for example you're worried that you will pick the wrong Niche so I'm going to be like here are the best niches you might be worried about the niche being

saturated so to have a strategy for that to help you overcome that and and think the step is sturdy before you step on it you might have struggles doing the work so I need to give Stella mindset training you might be afraid of conflict on sales course so maybe I provide a gentle sales approach you don't know what to say on cold email I provide cold email copy you can't be consistent with your work Charlie what's the point of me doing easy grow if I can't even get up and do the work I can't be

consistent well let me hold you accountable for example right no clue what ads will work for clients will provide the ads etc etc right you need to understand that when you're building steps people are going to have doubts them and you need to understand what those doubts are so you can address them and add more value and give them more reassurance and faith and confidence that what you do works by demonstrating and understanding that you've solved the problem before it even happens okay there's a ton more than eight by the way but you get the

point any major perceived obstacle or problem that can come with your steps needs to be addressed and this is this will come in handy when you're handling objections by the way this is also how you do sales calls that have no objections is when like you present the steps and you know you predict exactly what all the problems are going to be and then they won't have any legs to stand on so the trampoline for us is 20 clients guaranteed or full refund plus $5,000 wi it doesn't work that actually is our offer it's not

like some like fake wacky offer that actually is what we offer and then we say pay on results to sort of compensate for that and then the time is 180 days for the 20 clients or 30 to 60 days for the first two to five clients so this is the offer that we've used and we we've been using since W we've been doing this for like 6 months now yeah about that 6 months and this offer is basically taken us from 200 Grand a month to a million a month so you can see how like

this is actually just a live example of of what backs up my you know $800 Grand to a million dollar a month income okay with 70% 60% profit margins now let's translate your offer deck so now that you've built out your offer deck or if you haven't done and you're the kind of person that doesn't do the work then I don't know what to tell you but now that you've built out your offer deck because you're a good subscriber let's translate it into an actual message so now it's time to actually turn this understanding into

a tangible clear message that you can put in front of your prospects and your Market to a list a response of an appointment or a sale okay we've got this thing called the offer create offer messaging creation cheat sheet so this is super straightforward um it walks you through how to actually build these offers right so you know at the very beginning here when we saw the 50 examples um I'm going to show you how you can sort of create your own example and add your own unique spin on it okay so the foundations of

an irresistible offer focused results orientated tangible polarizing unique timeline and bonus example here Step One is the offer hypothesis which is basically understanding that your service is not your offer and what you do to get your client's results is obviously not the offer just as a reminder your service is delivering on your offer but what's an offer obviously we've been through this what you want to do is actually sort of build this out so it needs to be focused right so by focused we mean it's one person one problem you're not offering to multiple people

you're calling out one specific person with one specific problem are you a high ticket business owner doing more than seven figures with a show rate of less than 80% that's very specific but it's going to call the right person out okay results orientated it this comes down to the premise of like you know I can get this or I can get this it's less about like I'm going to do o for you I'm going to do Facebook ads for you no it's I'm going to get you this amount of appointments or this many people in

your door or this much revenue is going to be added or this is going to be your roas outcome driven tangible right we actually need to put a number to the result we're going to get them CU just saying I'm going to get you more appointments doesn't really ring home because they might just think that's like three more appointments as opposed to 100 polarizing so polarizing this is basically where we're trying to attract the right people and repel the wrong people and so you know so that way you can like you can say to someone

this this is for these people it's not for these people unique okay very straightforward cut through the noise something just a little bit different doesn't have to be massively unique timeline and guarantee so timeline we've discussed this guarantee we've discussed this and that's basically how you structure it we can help you get x amount of result for exactly who you are in this time frame with a unique way of doing it or you don't pay you know using our foolproof six-step process so Step One is the promise here are some examples and step two is

the goal alignment and risk reduction so the the key here is the goal alignment where we have this incentive alignment now if you're unfamiliar with how to actually structure your incentive with your client I made a video very recently actually it'll be like the one before this in my YouTube feed on the best SMA models like and the best incentive structures for pay on performance and stuff like that and pricing so I'd suggest you go and watch that if you're unfamiliar with how to do this it will also give you a way better foundation for

building an offer as well okay the more of this information you have before you build the the easier it's going to be to build it okay some more examples of that then we have step three which is making it unique you're just adding on some text that basically nobody else has added on before and it doesn't have to be anything too shiny very straightforward step four is to make it even more unique and this is where you're going to start looking at your offer deck right so you're going to look at this here and this

is where you make it more unique so for example if I wanted to make my offer more unique I could say you will become one step closer to living like Ean gaji because that's what everybody seems to want you know in this agency space because Eman introduced a ton of people to the agency space and they see his lifestyle and they buy his stuff because they want his lifestyle and so if I wanted to make my offer just slightly more unique I could say hey if you buy my thing you're one step closer to this

this this and this or there's all sorts of reasons but the the more thorough this offer deck is the more pages of information you have the more unique you can make this because I've got an infinite number of things that I can pull from here to you know to really make it work does that make sense I'm hoping it makes sense important things to remember your service is not your offer no seven figure agency has being built without an offer that stands out the best type of offers are where the goals of the agency and

the client are aligned guarantees build trust instantly a crazy offer will be 100 good testimonials and this is the truth right people don't really trust testimonials anymore but they trust good offers all you need to make 30 to 100K a month is a good offer that books appointments and closes deals and then assistant delivers on that offer 95% of the time offers need to be a no-brainer or hard to say no to set clear expectations on what needs to be done and what your client needs to do which is obviously where we've got these steps

the bigger the promise the more clients you will convert remove as much risk as you can for the client the less risk they have the more clients you will sign very simple as a relationship here if you're guaranteeing and promising a lot in your offer you better make sure you can deliver 9 out of 10 times offer brings clients service keeps clients around the best offer is basically a guarantee the client cares about removing as much risk as possible if your offer is irresistible you can charge as much as you want by the way that's

a kind of cool thing and the first month when we were doing our agency we like this is I remember this a while ago so when I was doing like 10 grand a month as soon as I fixed my offer I went to like 30 grand a month like you know 30 days later was kind of insane and the more saturated your niches the better the offer has to be so that's just a real simple offer messaging creation cheat sheet and that's everything for this video if you need help getting more clients there's a link

in the description it's a video of me trying to pitch you something and sell you something if you don't trust me or you don't like me don't click the link okay but it's literally a vsl it's a funnel I'm not afraid to tell you that it's a sales video okay you can click it if you don't want to click it I don't care just apply this information learn from it and I hope it helps you I really do hope this video has helped you I put a ton of effort into it and not that that

really matters but if I I wish I had this when I was starting man I wish that I had this when I was 18 19 trying to figure this all out I would have achieved what I wanted to achieve way faster with with significantly less pain and less suffering and if in any way shape or form I've been able to do that for you today even by 1% my work here is done I hope I have I hope you enjoyed the video subscribe if you're new I love you have a good day bye hello everyone

and welcome to the Imperium agency incubator agency Essentials so pretty straightforward video in this video what I'm going to show you is basically our software stack all the tools we use um we use a bunch more tools but all the tools you will need to really have a foundation so I'm going to show you basically a long list of softwares that we use and the reason why we use them some of them are very straightforward most of them you guys already have or some sort of version that you like that is you know kind of

similar to what I'm going to show you um and just bear in mind when I'm shooting this video guys there's going to be some things that you really just need for a 7 figure Agy right or you know building an agency in general and getting clients right if you're very new some things you can hold off with until you have a couple more clients so you can pay for some stuff right but what I want to do in this video and it's a good to kind of just go back to this video um once you

find success with this program once you get meetings once you get sales these um agency Essentials are kind of just important it's kind of just the groundwork of an agency of actually having a running business because a lot of people forget that right they watch some sort of course they start their own little digital marketing agency right and they kind of sometimes forget that you're re you're running a business here an actual corporate business um and it just needs to have certain certain things right like this isn't some sort of side hobby you've got a

company here so you need to act like a company you need to look like a company right because people are going to have to trust you right um so not very formal video we've got a little sheet here so I'm going to delete this folder right here so this um document is in the download section below as well you can um get it on Google Docs make your own copy use it edit it around right so um this is basically a long list of all the agency Essentials that you kind of just need when you're

beginning this program right or um and if you don't need it like right now I'll let you know on down this list but before we get into the strategies before we get into you know getting meeting sales mindset all that great stuff and really scaling our business um there's just some things that your agency needs right um to really even get started um and the first thing is a logo and creating a logo is must but it doesn't have to be anything special right most of you will be familiar with canva.com and if you're not

canva.com is really just a um video editing um or not video I think it actually does video editing now as well um it's just a picture editing uh thing software basically where you can make um you know ads uh wallpapers and also logos so your agency does need a logo it needs something you know every successful company in the world has a logo right um we actually grew our agency without like with nothing not even a company like at the beginning the first couple of clients but that's a couple of years ago and the the

land the lands the space the agency space has just become more competitive and there's just some things that you need right you're a company a company has a logo right um this does not have to be fancy at all this can be super simple this was our first logo right here this is North Consulting was just canva right North Consulting just type it in little Shield um in place for the O this is um imper the Imperium agency um our logo for Imperium agency right this program literally just a square IA done all done in

canva and this is our new uh current norflow Consulting logos this we did pay for it's obviously a little bit more professional a little bit more customized but guys we grew to like 80 clients with this North Consulting logo so just get a logo don't think about it too much make something simple look at IIA very simple very Sleek um obviously just posted in the Facebook group hey guys you know is his logo okay probably is um just get a logo it's the main thing use canva.com use this right like get get look this it

even has its own section and this is all free so just get a logo going right like this one right here John Bailey just use this um make this uh I don't know what the sort of um um you know skill marketing right skill marketing um and then you know s right a done right this this is kind of um uh and if you're you know for instance if you help attorneys right marketing for law firms done and you got a logo right here how long did that take me that took me literally 20 seconds

don't think about it too much get a logo down um right save this and then for just a little bit more simplified just you know make it like this you know save both versions and Bam you've got an amazing logo that no one no one will ever um you know that's this is just good this is more than enough all right so second a business email so I cannot stress the sort of how unprofessional it looks when you have a email like this right um skill marketing gmail.com right you need a business email guys you

need a business email right so most of you will already have a domain right for example M consulting or whatever agency you have um maybe you don't have a website yet and a website isn't like an absolute must um we can hook you up with like a a little website template because a website just does just help but if you don't have a website that's not really that much of an issue um but you need a business Emil account right um for instance g g Suite I just recommend using G Su we're going to reference

it a lot just sign up for G if you don't have it's $10 a month per user um and what G will allow you to do is you'll be able to connect your domain name for for example mul consulting.com and you'll be able to actually create a business Gmail account right a um first name at agency.com and this is just such a necessary thing guys there is no agency in the world that skill to seven figures with a skill marketing at gmail.com right like we and I'm not talking like we do this for an AG

right like if I go to noral Consulting right um and I go to our Facebook page right and we have our own support email somewhere it should be somewhere let's see let's see here um there we go here support consulting.com right so you need a business email um so when you get to this sheet when you download this sheet there's an article here that will help you um basically set this all up we won't show you this in the program because most of you already have this set up um but if you don't have this

setup yet and you're still uh rocking you know an at gmail.com company email um click the article set this all up it's just an absolute must okay um because there's really no successful agency out there that's still you know that doesn't have a company email you need a business email okay and it's good to keep as well it's good to keep the business from the personal right um the third thing is Facebook page well completely free obviously um you need a semi-active Facebook page you don't want to spiral too much into this but you need

something there right people you have to realize that when you're talking to prospects they're going to do research beforeand and before they even talk to you and sometimes they're going to do it after the calls right they're going to do research on your Facebook page on your website they're going to find out everything about you because you're asking a hell of a lot from them right you're an online company there there needs to be sort of a trust Factor there needs to be a rapport factor and I can guarantee you that 90% of the sales

you will ever make they will have checked out your Facebook page so it is important so the first thing is you want to add some posts that bring value to your market right you want to update your followers with regular posts marketing tips um success stories testimonal really anything you like like right just keep it active and I'd say two to three posts a week honestly he's already kind of overdoing it just like one or two posts a week more than a month right and this doesn't have to be anything special at all right um

You just want to make sure that your page because your page really represents your business you just want to make sure that it's active right make prospects feel like your company is alive and well because it is right and the way that people reference that and the way that people see that is just if your Facebook page is active right um because we don't we can't really update our website regularly right like an active Facebook page with engagement likes and posts shows that your company is up and running um like a smooth machine okay it's

very important so um yeah the second is a page with zero likes does not look very professional and people will wonder okay this is a marketing agency that can help me grow with marketing but they apparently do not Market their own business very well as their page has zero followers zero engagement right um so you want to try invi invite your friends right invite your friends you usually most of you will have like a thousand 2,000 friends invite them all to the page you'll get like 100 likes off the about right there the second thing

is promote your page to third world countries right keep the CPM very low um and try to get at least 1,000 likes on your business um so when your potential clients do their research on you they will see a wellestablished business page with engagement and frequent posts right our M Consulting we practice what we appre right has 5,000 likes uh regular regular posts um of at least one week and we don't really do anything more than that we usually just use the ads we just upload ads to this um just a copy of the ads

with a picture that's more than enough it just needs to feel natural feels needs to feel real um and you kind of have to look at your own like if you're buying from a company right you're going to do a lot of research on them you want to make sure that they are active on certain types of platforms right it's just kind of um it's kind of the norm now basically and third thing is never uh buy likes on third party websites you can get thousands of likes just by actually using Facebook ads paying Facebook

for Facebook likes right and what it will prevent you from doing is basically your entire business manager being banned your pag is being blocked um never ever ever buy likes on third party websites because it's totally not necessary either the 5,000 likes we got on North Consulting we I think we spent around 30 bucks for um and that was just by using Facebook ads and running simple like campaigns to third world countries right where we kept the CPM incredibly low um and we got a ton of likes and usually they give you some free engagement

as well right depending on the type of if each post like motivational posts you usually get a bunch of free likes on those posts as well um from the people that just lik your page so the fourth most of you already have this I I can confidently say 95% of you that are watching this video will have this software already right it's kind of just the the St really um clay funnels right the website and funnel Builder it's $97 a month it's worth every single penny um the amount of things we've been able to do

with clickfunnels it's just it's insane for the for the things you get we are currently playing around with another software called high level and we probably will discuss this in the program down the road right now we are still very much clickfunnel users but down the road we might um show you how to use high level some of you will be familiar with what go high level is it says new marketing software it's just has kind of everything um you don't have to worry about that right now I'm just kind of rambling here but some

of you won't be familiar with that down the road we will probably switch over to that software because it just offers more and is um just brings more value to the table but right now funel flow as well we still use Quick funnel so that's what we will teach right um and this tool is truly a game changer for our own agency and for your own for your agency right we don't only use clickfunnels for our own clients we also use it for our funnels the funnels we use to promote norflow and the website right

um the north flow Consulting website is a 100% And it's probably shouldn't be but we just kind of never never really changed this and it works right so um why you know why would we focus on things that are already working um our website is completely made through clickfunnels right so not only do you not need like Wix or Squarespace for the website you can really just have clickfunnels not only for your clients for your funnels for um for your client funnels and your own funnels right but also your website this is a completely functional

clickfunnels website um so it's really just a must most of you already have a website in the going most of you already have click funnels but if you don't um I really highly recommend getting it because um over the course of this program we will give you copy and paste funnels right um that you can use and they will all be made available on click funnels right you can if you're using like lead Pages or something completely different um but and you really just don't want to use click funnels because you just hate it with

every fiber in your being um then you're kind of just putting extra work on your table which is fine if that's what you want to do um then I recommend just getting a 14-day free trial and clickfunnels use that get all the copy and paste funnels that we give you right um and then just copy and model them onto your own sort of funnel building website right so that's kind of the way to do go around that but um this is kind of really talking to like the 1% of you most of you will be

having we'll have clickfunnels on that um and it is just great because we use it for our own for our own agency and and we will give you a bunch of things copy paste funnels um that you'll be able to edit in clickfunnels right because they are clickfunnels funnels because we use it right so um full transparency this is a affiliate link you know most of you already have clickfunnels it's just kind of you know it's uh you know it we're not going to make any money from this basically but um get started with a

14-day free trial if you don't have it it's affiliate link so we get a piece of the um software earnings um you know if you you know want to help us out sure why not if you don't just type and click . and sign up for a free trial um doesn't change the price at all so it doesn't really matter what you do so the fifth thing is invoices so most of you will probably will if you already have clients you probably already have like a software if you don't have invoices yet and you're very

new and you don't actually have a softw to take payments um highly recommend payfunnels it's 29 a month if you go directly to payfunnels but we can give you give it to you for $9 per month and that's not even our deal um if you've been through Sam of's program if you know who he is he basically has this payfunnels deal which gives you pay funnels n bucks a month um and you know we are here to help you guys we're not here to make extra extra extra money off you so um just use the

Sam 's discount um just click this link and you'll see redirecting you um let's go welcome to Sam ens members right it's kind of like we don't have a special deal with pay funnels but samans does so by all means use it get 20 bucks a month off we've been basically using payon us for the better part of two years now it's n bucks a month it's truly nothing and it offers everything an agency needs right it's um it's an online payment collection software it offers retainers offers free trials offers onetime fees it's just everything

that an agency owner will ever need it's easy to use it's super cheap connects to stripe and other payment processes and it's really just a no-brainer if you don't have a software um that you use invoices for right if you're very startup you have one client then I and you really don't like the invoices system that you have I really recommend subing the payfunnels but obviously if you have 10 20 clients um or five and you you know don't want to do all the Hass s changing clients to billing then by all means leave it

but we love payfunnels we use payfunnels for everything um if you're looking for something new and cheap and efficient pay funnels is the way okay um so let me just kind of delete clean this up a bit so the sixth thing is slack and assana for client and team Communications both are free for a period if you and once you grow they're very cheap relative low water gives you but right now if you have you know one team member of your very small um you know 5 to 10 clients then you don't you're not going

to have to pay for this so down the road it will cost money um assana is amazing for talking and planning with the team right assana is great for just um overall a team CRM and we actually use slack to stay in touch with clients and offer support so we just use slack there are so many ways to go about this email WhatsApp so many great softwares this is just what we use um so by all means if you're using something else and you like it don't change this this is just what we use so

if you don't have any crms in place and you want one we use a sa for our own team and we use slack for the clients um to just you know talk with clients and just talk about anything and SAA is really just for the team um for our own team right so if you're looking for for the ways to talk to clients and and ways to CRM for your team these two are highly recommend they're free to begin with and once you scale they are going to cost money but then again you are scaling

so um there will be more money coming in seven so this is absolutely crucial of course Nob brainer you need legally binding contracts with clients most of you will be online agencies your clients will be a thousand miles across the across the across the across the country right or whatever wherever um so you're going to need to do online documents um docu sign we use it it's the best out there truly it's 15 bucks a month I think that gives you like 100 contracts a month which is obviously more than enough for an agency um

because you're not going to be sounding on 100 new clients a month um Nob brainer super cheap super easy we will give you contract templates down the road so if you don't have a contract just yet but most of you will have a contract um if you're paying more than um what doc sign is I highly recommend just making the switch because you should not if you're paying like 30 40 50 bucks for contracts just change the S it's um to docy sign super cheap super easy um and offers everything you need really right like

here um monthly plan single user only uh send documents or okay so this is five a month okay um all right so well if you're going to sign on more than five clients then you can just go to the $40 I don't actually know which one we use I just know that we use don't know which plan we are on um but I do know I do know that we are basically on docy sign I don't know which plan we might actually be on a we are we are definitely on a see I sometimes I

don't even know what but um for beginners docy sign is the way to go and once you scale you can just scale with the pro with the plan right so $15 to start with great um so Loom we will discuss this a lot it's we're going to use loom for call emails you some of you will be familiar with this it's just a screen recording software um let me show it to you it's the cheapest and best one available out there we're going to use this for called emails for called uh LinkedIn and Facebook messages

and showing clients um tutorials right like in the online world you're just going to want to record your stream a lot of the time time um you know maybe to show clients things or to send a marketing video or to answer an objection right on email um Loom is great because it's really made for marketing purposes but we also just use it for simple explanation right like um you can really just like by two press by two clicks uh record your full screen record whatever is going on on your screen and then have an immediate

share link that you can email to anyone right so it's not only great for marketing but also just for clients um Yume no-brainer a bucks a month absolutely nothing for what it offers um and really we're going to show you a lot of loom strategies Loom is really just a must right like a lot of these softwares you don't need from the beginning right um like if you don't have any clients yet like wait with clickfunnels until you have one client so you can use the money you're getting from the client to actually pay for

clickfunnels but for most of you in this program you will have one to 10 clients right um and these things are really just must if you have four or five clients and you don't have a business email yet get on that right now come on you are running a business here have a business email account same with a Facebook page if you have three four five seven clients you want to scale get that Facebook page going same with click funnels guys come on um and a lot of these have like free options to start with

if you're very new right I think docan has like a free trial or something as well same with loom by the way I think it has a free trial or free option as well so nine video hosting right you're going to want to um we use wistia personally for own business only um we pay 100s a month for that it's kind of unnecessary as wistia offers the same features we just kind of now familiar with wistia and we don't really want to change and do all that sort of work kind of lazy on ours side

um but Vimeo is really just a video hosting platform right um you're going to want to have a great platform for hosting videos on your website like testimonials right interviews and marketing videos on your website you're going to want to host that um Vimeo is great for that it's 15 bucks a month you can basically customize the entire sort of um video player and EMB on your website right it offers um you know really everything you need so you can have videos on your website let me just kind of show you what North Consulting has

for instance right um like testimonial videos and stuff like that uh this is actually for this is actually YouTube as you can see um but for our vsls and mini webinars and stuff we use wistia um it just offers a little bit more customization so I just recommend Vimeo it is free from the beginning as well so if you're a very small time starter eni start free want you skill St paying for this stuff um great no brain up not going to spend too much time on that 10 cly it's just the absolute best scheduling

software that we've seen if you're not using a scheduling software by now and you're manually booking in deployments and you're manually doing reminders or whatever I don't know what you're doing I don't know if you're living under a rock right because um it's just such a Time waster canly we use it personally so for clients for prospects we book them into our Canal even if it's organic right even if we're getting organic meeting meetings we will manually book people into into the caly because they get reminders they get personalized emails right all T and we

have just a bunch of zaps zapia zaps connected to it right um and that's how we track everything so kindly it's 15 bucks a month it offers SMS notifications it's incredibly easy to use it offers everything um it's just the best and cheapest scheduling software in the game we use it for everything it offers SMS and email notifications website embed so you can put your calendar on websites right right um customization personalized customization and it's just great for when you have a sales team um and it's just you know let me just show you we

do actually use cly for everything um for our own business right schedule bam here this is our cly right so incredibly um good and some of you will be using something else and if you're just like you love the other software you're using stick with that but if you're still looking we will show you how to use Canal it's just kind of what we teach because we know it so if you're still switching between um scheduling softwares or you're looking to make the switch switch the cly um you know you have schedule ones you have

a Q you have a a bunch of others you know go high level right there's a bunch of other great ones out there we just use C we love it but if you're using something else stick with that I just know that schedule one's just it offers more it's it's it but it's more expensive it's more complicated and it's just not really what an agency needs an agency you just need to be able to book people in give them reminders and that's it like you don't need most of the fancy stuff right um so kind

of Highly highly recommended let me just show you you this most of you will be very familiar with this right um so yeah you're in good company 5 million monthly users right um so Zoom video calls well most of you obviously know especially in this day and age of what Zoom is um we use zoom for all our sales calls and client calls we love video calls sales calls um we think it just adds a bunch more of a trust factor with clients um we are also able to share a lot with more with clients

if they have questions we can actually screen share and just show them on screen you know certain types of out our service testimonials right it's just a lot easier to do over the phone so I highly recommend going to video calls um for your sales calls in general um but also for client calls coaching calls whatever Zoom is just the best I wouldn't recommend like using Skype or something just use zoom the free option um will get you far enough especially if you're doing sales calls and doing one-on ones um and the $15 a month

option is really if you're doing um you know hour long two hour long calls with multiple people in the zoom call for instance building your team right conference calls with your team on Zoom it's going to cost you 15 bucks a month but if you're just going to use zoom to start with small time agency then just get Zoom for free and do all your sales calls on Zoom most of you I'm not even going to explain this too much because everyone who isn't familiar with zoom in this day and age right um and then

the last thing so this is super crucial um good audio is just a must especially in online world right like having a camera quality doesn't really matter like data actually shows this um the main thing that is important for video for calls is the audio so I highly recommend if you are still using apple head head headphones or whatever for your audio and for your recordings and for everything um for for calls as well make the switch and invest in a microphone um and it is really not expensive we use I use the one that

I'm using right now is a Blue Snowball USB microphone it's perfect it's clear it's the quality is great I use it for sales calls I use it for video recording I use it for looms I use it for everything that needs audio and me talking basically and it really is just a must you need to have good audio it's great for your sales calls it makes you clear it makes the conversation flow it's going to be amazing and it's going to be super necessary for video um video marketing right like looms and whatever it's going

to be super necessary for Zoom calls with clients it's going to be super necessary for when you're recording tutorials for clients or you're building your own program or whatever you need good audio video material of course it's nice to have like a good video quality good face cam but it isn't that important actually like data really shows that you can have very shitty video quality like 280p right or 240p 360p people don't really mind um as long as you have great Audio Great audio is very important because people will simply not stand crappy audio they

just can't deal with it right um so get a good microphone if you already have one great if you're looking for looking for the market for one for a great one that is cheap Blue Snowball is the best on the market for this price it's 70 bucks and you have an amazing microphone and I think I've had this microphone for like four to 5 years so it really does last invest 70 bucks not an affiliate link by the way the only affiliate link on this entire sheet is clickfunnels just so you know full transparency um

and I don't know if payfunnels if this is an affiliate link for samans but we don't get paid we don't get paid for in um so yeah basically that's the agency Essentials um these are kind of just the tools we use a lot more by the way but these are kind of more than enough to get you to um 10 20 clients like you really will not need more than this until you start to really really skill um but really this right here I don't know how much money this is in totable but this should

not be more than 300 400 bucks a month um this right here will get you easily to 10 20K a month and then when you're at the level then you can start getting more types of software but this will be more than enough to begin with um so these are the agency Essentials if you're you know if you already have most of this stuff in place great move on to the next video If you're looking for maybe a new invoice platform looking to communicate with clients right these are our recommendations because we use these ourselves

so um and we've been using most of them for years now so if you're looking for like new screen recorder like Loom is going to be absolute M Vio right canly um get on it do do your own research on this but this is just our list okay great video guys had a blast move over to the next one and I'll see you there bye-bye all right I'm going to make this video as if I'm talking to myself at the age of 17 18 years old the mass of men lead lives of quiet desperation what's

called resignation is confirm desperation it's a quote from Henry tho and it embodies the existence of the majority of men on this planet perhaps women as well I can't speak to that category of human because I'm a man but I can talk to you you can change it doesn't matter how bad your life currently is it doesn't matter how much anxiety you're going through how much stress fear desperation resignation lack of anything that you want getting what you don't want suffering feeling miserable loneliness anxiety fear depression all of these mental vices that hold you that

prevent you from making meaningful progress along trajectory that would create fulfillment in your life you can change you can get rid of them you can evolve and I'm here to tell you it's possible and I'm here to be honest and transparent with you and to reveal my past sense of self and my character to you so that you can use me and my change in development and evolution as a vehicle for confidence a vehicle for Faith and a method a method in general when I was 18 years old I didn't have much going for me

I'd been heavily bullied throughout my time in school uh I didn't have many friends I was addicted to video games I ate nothing but junk food and you know I had no control over my impulses I binge watched YouTube I binge watched anything I could I didn't have any discipline I didn't have any direction I was nothing but a ball of anxiety and stress and I was desperate to change I was desperate for a a way out I was desperate for a a leg up so to speak um and in the end I had to

create my own leg up and my own vehicle for change now I'm a multi-millionaire I live in Dubai on the palm I have the body I want my health is in great standing I have a supportive and loving group of friends I have a Brotherhood I have a company I have everything that I ever dreamed of and more I have the freedom to do what I want when I want with who I want whenever I want however I want I am free financially I am no I am not in the gutter mentally physically spiritually I've

changed and I need you to understand that it wasn't by some miracle nor was it a um a stroke of luck nor was it down to chance I wasn't miraculously struck by lightning I didn't have a random dream and wake up blessed I worked and I'm here to tell you how you can change and I'm here to share with you exactly what worked with me along my journey towards self actualization and what I would call self-transcendence you see the concept of identity is misconstrued in modern society the premise and the Pres position that we base

our lives on and our paradigm is developed through is that we are who we are and we cannot change our identity is basically is the strongest force in the world identity trumps biology in command of the body and what that means is that who you think you are and who you believe you are and how you Orient yourself and your self-image in the world against you know the reality itself determines what you get in life in other words everything is Upstream of your identity your suffering your woes your desperation your anxiety your anger your shame

your guilt any level of suffering that is inflicted upon you is coming from your identity and how you've tied yourself to the world because in order for us to effectively operate in the world we must assume an identity because to not have an identity and to not pin ourselves in some way would basically be like floating in the ocean you know the identity is the is the boy that we cling on to in the middle of the ocean to not have it would be to have nothing and to have nothing would be to float among

the ocean amongst nothing but pure chaos and so identity provides us with a structure of order among a chaotic World alas the problem is that most people cling to the wrong thing they cling to the boy they cling to the pole in the middle of the ocean and as the waves and the this the sea salt and the spray and the you know everything crashes over them they cling on for dear life and the waves and the Sea and the storm that represents life it represents the objective World reality itself throwing problems at you difficulties

suffering etc etc bad people good people things this that and the other but sometimes you have to allow yourself to be taken by the storm because what you don't realize is that typically Upstream of the storm is another form of identity that you can cling on to and you need to allow yourself to enter the realm of chaos and to remove the sense of self that is tying you down that you so desperately cling on to for order and enter the realm and pit of chaos let me ask you a question what is a Knight

without a dragon and what is a hero without a villain what is order without chaos for good to exist bad must also exist it's called The Duality you cannot have good without bad what's a Knight without a dragon a knight is a man standard everyday man this is the archetype this is why we watch action movies it's the hero myth it's the hero archetype it's the strongest um form of resonance probably known to mankind the hero myth the hero archetype hell if you're not acting it out in your day-to-day work you're probably watching it through

Netflix or some sort of action movie but what does it mean well a typical normal man with a normal life with a normal identity is called upon to partake in a mission and the mission involves slaying a dragon dragons or what are they they are winged snakes in the Bible not to get I'm not bringing religion into this but I'm going to explain what is a dragon the dragon is is basically a snake with wings and the earliest sort of understanding of what a snake is comes from the Bible um at least in in modern

civilization and the snake is used by the the authors of the Bible and essentially by God to represent chaos and so the dragon is chaos and so in order for the man to become the Knight he has to let go of his identity and take on chaos and through the the chaos he becomes something else and by battling with the chaos and defeating it and essentially converting it into order he earns his self-respect his fulfillment he achieves his mission he gets the dams in distress or pot of gold and he returns home with the new

earned respect of his family his friends his community but more importantly himself and you have to learn to do the same I need you to imagine that what you want in life what you so desire a goal so to speak an outcome a dream the ideal life for you whatever that might look like is it's a goal it's a snapshot of the future it's an effect it's something that exists in arbitrary term in our imagination it's a state of reality that can be manifested in order for you to manifest it you have to become he

who can understand we don't achieve goals we don't accomplish dreams we don't achieve anything what we do is we become a certain type of person and as a result of becoming that person the goal or the achievement naturally manifests let me give you a thought experiment to clarify this point let's say your goal is to become a millionaire you want to become a millionaire well how do you become a milli millionaire by becoming the kind of person that can make a million dollars and I can tell you from experience that's how you do it you

don't go after the money you go after the character and by becoming the person that can make the money you will you don't make money you make an identity and that identity goes out into the world and attracts the money now that might sound a bit woah so I can give you some examples later but just bad with me here your life basically comes from your character who you are your identity your sense of self the belief systems you have the skills the habits everything that encapsulates your sense of self everything that happens to you

is Upstream of your character every decision you've ever made has led you up to this point where you are right now sat here watching me talk about this thing probably alone in a dark room whatever everything you've ever done has led up to this very moment and so what that means is that where you are right now is your fault and that might that might infuriate you the fact that I'm telling you that you're suffering and all of this hard life that you have that you're not happy with where you are right now it's all

your fault it is your life it is your responsibility and you have done this to yourself now through this there are two Paths of emotional state anger or what we could call control there are going to be things that have happened to you in the past that may have held you down they might have made you suffer there are going to be people events traumatic things that have happened to you but for as long as you blame them and for as long as you point the finger of your miserable defin existence at these external things

you can never take control you can never actually have the Reigns of your life and assume the responsibility that you need to assume to slay the dragon encounter the chaos convert it into order and return home a hero responsibility is the Cornerstone of growth and until you sit down look at yourself in the mirror and truly accept and not only accept but believe and firmly understand that you are responsible for your life and no one has done this to you but yourself and I hear you say well but it was you know my dad was

abusive this happened or this person died when I was younger or this this this this it's true there are going to be things that have been sent by God or the universe or whatever you believe in to test you but the human will is pretty hard to break for the human that understands they have it and so the first thing I had to do when I was 18 years old when I was sat addicted to League of Legends and junk food in my parents house miserable without a girlfriend without without really anything the first thing

I had to do was look at myself in the mirror amidst all of my self-hatred and my anger and my shame and look at myself and admit that it was all my fault and the second I did that my life changed the second I let reason and responsibility triumph over ego and narcissism and victimhood was the second that the trajectory of my entire life completely changed because you need to understand the premise of identity you put yourself here what is self-image what is this identity that we talk of the self doesn't really exist it's merely

you clinging to stories about the past that you've buil up about yourself I ask you to point to your identity what is it what is this arbitrary intangible reflection of self that we seem to have that controls our life and determines which path we take and what decisions we make and causes all the suffering and pain of our miserable existence what is it you might point to yourself and say well this is me I have a body I have a name I have a driving license I have a passport but that's not your identity a

name is not an identity a name is nothing but an arbitrary collection of it's a sound it's a sound bite so you're not your name you're not your body because your body is just phys it's just atoms it's just physical flesh and bone with certain pigment structure and certain organs that every other person has might be your body but it's certainly not your identity and so I ask you to battle with this and ask yourself well what who am I what are you what is your identity think about that for a second what is the

self-image how does it manifest because I can tell you it doesn't manifest purely by luck your your identity is basically a collection of belief systems and basically for everything in your life you have a scale and on one side of the scale you have positive experiences and on the other side of the scale you have negative experiences and so every single belief operates like this like a t it's like a scale okay and let's say that you know let's say that you have the belief of work ethic and let's say that you currently see yourself

as someone that doesn't work very hard you don't believe you have a work ethic you believe you're lazy that is a frag M of your identity so understand that the identity is basically a collection of fragments about how you've oriented yourself in the world and all it is is basically a scale of all these fragments and the scale will tip into the positive or negative Direction it's a binary State and so what that means is if you believe you haven't got a good work ethic it's purely because you've had lots of negative experiences by telling

yourself that you don't have a work ethic and every time you make a statement about yourself every time you go back to the past and revisualization where if you believe you haven't got a good work ethic because in school your teacher told you you don't work hard that's the Cornerstone of a very important fragment of your identity that needs to associate itself with entrepreneurship for you to succeed and so ask yourself let's let's just take this example of work ethic let's say that you see yourself as someone that doesn't have a work ethic I'd ask

you why and you'd say well that's just because who I am well why are you just who you are where does this identity come from it doesn't just randomly come out of nowhere for every cause there is an effect for every action there is opposite and equal reaction and so it had to happen and so what we can usually do is Trace all of our identity and belief systems back to things that happened to us when we were younger say your you're 10 years old and you forget to do your math homework and in front

of your entire class your teacher says to you Charlie um you just don't have a work ethic you don't work hard it's so apparent everyone sees it you don't have a work ethic and you being 10 years old you go home to your mother your father and you say oh Miss Johnson said I don't have a work ethic and they say well you know maybe she's right you haven't been really working who works at 10 years old right but this is what happens and then 10-year-old you forms a belief about himself and throughout his teenage

years and early adulthood all he does is act in accordance with what he believes to be true about himself this is called practice for a human being is near impossible to behave out of alignment with something that we believe to be true about ourselves when you do that you experience something called cognitive dissonance which is extremely hard to deal with it's basically pain that comes as a result of us acting in a way that is um completely counter to how we've oriented oursel into the world let's say for example if you don't believe me if

you don't believe me if you think Charlie how how can you say that of course I can act to have alignment with what I believe to be true well take your political stance take yourself over to the the polling station and vote for the politician that you hate well I'm not going to do that that's just a stupid example that's your belief talking understand that people don't have beliefs beliefs have people and so you can change your belief systems because if you're the kind of person that believes that you haven't got a work ethic you

got to understand that belief has a Genesis and it has a consistent reinforcement every time you tell yourself you don't have a work ethic or every time you go back to imagine times that you haven't had a work ethic or every time you think about it you're reinforcing this belief and you're stacking that scale into the negative experience to the point where you've polarized yourself and assumed a strong form of identity against a specific facet of reality against how you Orient yourself into it and so let me ask you this question and I want you

to write this down or at least n or shake your head in in response to this question do you think there is at least a slim chance of you being successful in this world and achieving your goal you have a goal right now right do you think there's even a he just a m minute small chance that you might be able to make it happen do you believe that to be true now you should either be nodding your head shaking your head the answer is probably yes but I'm sorry to tell you but there's no

chance at all if you were the kind of person that could have achieved your goal then you would have already done it or you'd be a damn site closer to it than you were now and that is the sobering reality of modern society selfs solidification is the biggest tragedy of the 21st century understand we don't achieve goals remember we achieve characters and So within your current character in space there's no chance of you achieving your goal because who you are right now simply cannot but who you need to become can so let me re askk

the question do you think there's even a slim chance that you might be able to become the person capable of achieving your goal and the answer to that question should be yes if it's not yes God help you because your goal is outside of your control the future state of reality that you desire to manifest into this you know 3D World Isn't you can't really Chase it it comes as a result of you people achieve goals and so if you want to achieve your goal become the person that can ask yourself if you want to

make $10,000 a month if you want to make $100,000 a month if you want to make a million dollar a year10 billion a year I don't know ask yourself what does that person look like what identity do they have to assume make a list I can tell you what someone looks like making 10 grand a month discipline and persuasion are you in your current state of reality and identity persuasive are you disciplined if you lack the discipline to do the work required to you know drive your will into the direction of you know building some

sort of business you're not going to make any money and if you're not able to persuade and convince people to buy from you you're not going to make any money that's a very reductive analysis of the identity required to get to $10,000 a month but those are the two first principles and facets of change that you have to see in yourself discipline and persuasion and so if you're not disciplined right now and if you're not persuasive right now then you're not going to achieve the $10,000 month Mark that you wish and you might think you're

disciplined and you might think you're persuasive but I'd ask you to challenge that because if you were you'd have already built a business and you'd already got a bunch of clients and you'd be continuing to grow you can ask yourself what does someone making a 100 Grand a month look like you know there's all sorts of these things but for now it's just best to focus on what's immediately in front of you and understand back to what I mentioned earlier you currently have a sense of self that you're going to cling on to and hold

on to for dear life you do not want to let go of your identity consciously and unconsciously because to do that invites chaos and Chaos invites pain and so imagine this sat in front of you right now is your character and your character looks like a massive ball of wet clay or it's a massive Stone let's just use a stone it's a huge Boulder in front of you right now and that Boulder represents potential this is just big let's just say it's like a 6ft Stone 2T wide and that stone represents your potential it represents

your future it represent your character and your job as an entrepreneur or a young man or an old man or a young woman or an old woman trying to orient yourself through life and become successful is to wake up every single day get out your chisel and your hammer and tap away until you've developed the stone figure that you want to develop but before you can do that you have to Define what you want the stone to look like because getting up and just basically chisling away at a rock with no objective no vision or

no desire for you want the end result to look like means that you're going to have a pretty messed up Rock and that's what most people's lives look like they don't think about what they want because they don't believe they can change they don't believe that their identity can be adapted you are malleable as a human being you are plant you can bend your identity with your will and it will mold and so what is the psychological chisel because obviously you can't just go to a rock and just chisel and then spend a few years

on that and then make a load of money unless you're a professional sculptor selling sculptures of course you could but the Chisel is pain pain is the currency that you have to pay for change pain is the currency of change personal change and pain manifests when effort meets resistance and so here's how it works you have your current identity you have your desired identity for the simple arbitrary example of this video current identity no work ethic desired identity strong work ethic what's going to happen is that in order for you to achieve your goal you

need to go from A to B you need to change you need to go from this person over here to this person over here and when you start trying to make that change when you start trying to act out of accordance with your self image and your identity resistance will manifest resistance is any form of psychological resistance or pressure to prevent you from doing what needs to be done to change because your current sense of self as an identity has what we would call a psychological survival Instinct it doesn't want to die it's just like

any organism your current identity your current sense of self does not want to die that pole that boy that you're Clinging On to in the middle of the ocean like you don't want to let go of it it's got you in its grips you're not holding on to it it's holding on to you okay it's a very important lesson and so resistance will manifest if you think you haven't got a work eepic and suddenly you start working hard you're going to get all of the [ __ ] you're going to have fear you're going to

have doubt you're going to have anxiety you're going to have um anything under the sun procrastination all of the stuff that comes up from your identity from your brain that prevents you from working and doing things that you know need to be done to become this other person is what we call resistance the doubts that come at 3: in the morning the like the coping mechanisms you use the fear the anxiety The Suffering The you know burnout whatever it is all these things are just resistance they are your current sense of self so desperately trying

to survive and when and when you meet this resistance that comes as a result of your identity basically fading away and when you meet this resistance with effort which is basically your human will we get pain and so if you feel doubt and you feel anxiety about doing the work or about just you know anything in general making the cold calls doing the Sals calls and you feel all the the scar you're just scared of it whatever when you actually do them you're in pain okay and like I said the the single greatest currency you

have for change is pain so every time you go into a painful situation to change your identity and to ply yourself into something different you experience pain and every time you experience pain you're building up your psychological Bank of pain you're building up your reserves of pain and so what's going to happen is the universe is going going to watch you there's a quote to get what you want you have to deserve what you want the world is not yet a crazy enough place to reward a whole bunch of undeserving people from Charlie Monga to

deserve basically means to suffer if you want something you have to deserve it and what's the what's the first principle of deserving something going through some hell to get it right and so you want to invite as much pain and as much suffering productive suffering and meaningful and fulfilling suffering by the way into your life as possible and I'm not talking about waking up and just like self harming or like trying to stub your toe over and over again to put yourself in more pain that's stupid the point I'm trying to make here is productive

meaningful fulfilling pain that comes as a result of your human will combating and meeting the resistance that's manifested from your current sense of identity that's trying to survive and if you do this for long enough the universe will watch and as time elapses and this is the key variable that everyone misunderstands in person growth and personal change and everything it's time as time elapses you'll be able to go and bargain with the universe because when you set a goal what you're doing is you're negotiating with the universe you're saying I want this but in order

for you to get it you have to give the world and the entire world the entire universe works on the nature of transaction for every action there is an opposite and equal reaction and if the action you want is to achieve your goal you need to have to go through a reaction and what is that reaction it's pain and to get what you want you must deserve what you want and so when you go to the universe and you say I want 10 grand a month I want my dream body I want my dream wife

I want to be able to travel I want Financial Freedom the universe is going to say okay I'm willing to give you those things but in order for you to get them you have to deserve them and to deserve them you have to go from who you are right now into the person who you need to become to deserve it and the thing that Bridges the gap between where you are now and where you want to be is pain and so we are naturally built as human beings as as creatures of the universe to avoid

pain it's the the first principle of psychology is likely to be pain avoidance I say likely because even though I've read hundreds of books on psychology I still consider myself uneducated in the study and Endeavors of the human mind because it's a it's is a deeper thing than you me Yung or Freud could probably ever have realized but we are by Nature organisms we are like animals right and all animals have a pain avoidance mechanism built into them it's a survival Instinct it's it's raw it's visceral it's it's deep I think I can hear some

fireworks but we're going to keep going right kind of adds to the ambience don't know if you can hear them on the mic I hope not either that or it's gunshots I'm about to die and this is my final message but I'd be quite happy with that and so you're bargaining with the universe and time will elapse and there will come a time when you become the person who you needed to become through building up your pain reserves and waking up every morning and chipping away at this rock you eventually finish the sculpture and you

step back and you look at your life and you think hang on a minute I've got everything that I want and more I have my dream body I have the girlfriend I want I'm a millionaire I have a wonderful team my family relationships are well put together I have meaning in my life I I have genuine joy and fulfillment with my work I have a large strong group of friends that support me and that I love you need to understand that if you want a good life you have to suffer for it there's a quote

I don't know who from but it was on the wall of my gym growing up and it says that if you're going through hell keep going because there's two trajectories you can take in your life there's two paths you can walk and the real truth is that pain is in avoidable path number one is you keep doing what you're doing you deny responsibility for your current situation you IGN IGN the signs and you know everything like that because understand that when you set a goal or when you have a vision for the future that is

your unconscious is an unconscious Force it's a deep deep part of you that is so viscerally attached to growth and change because we are creatures of the universe and the only constant is change and so we want to change but you keep going on this normal path you end up somewhere you don't want to be you end up miserable you end up um embodying the quote by Henry thorough the mass of men lead lives of quiet desperation what's called resignation is confirmed desperation and that's painful path number one sucks you're at the mercy of the

externals you have no control over your life you have no sense of fulfillment or meaning you float through life feeling unworthy and undeserving but your ego protects you from the shame and you convince yourself that it's not really your fault and that it's just down to m luck and you write yourself off as a victim and in the ongoing March of history and time you are forgotten with no impact with no meaning you just existed that's painful and so with trajectory number one you might not be in much pain now but the suffering that you

feel in your life right now might be pretty harsh but it's only going to get worse option number two is to become the hero it's to slay the dragon it's to tackle the villain and in order for you to do that you have to go and seek the pain and you have to enjoy it every morning you have to wake up and ask yourself how can I tackle myself because your business whatever you're trying to achieve in life is nothing but an arbitrary representation an intangible magnet ification of you wanting to beat yourself my business

serves a purpose of making me money but above all it serves the purpose of allowing me to manifest my potential and to grow and develop into a human being that far transcends what I used to be and what I am right now it's a tool whatever you're working on right now is a way for you to manifest your potential you cling on to it and you work on it and through working on it you change and so if you're not happy with your life right now and you're not content with the way things are going

if your future looks bleak if you're miserable and you're sad and you're unhappy and you're anxious and you're lonely I encourage you to let go of the boy in the ocean I encourage you to let go of the pole in the sea you're so desperately Clinging On to because you don't want to drown and the Li to be taken by the chaos and the waves and in the chaos and the waves find the strength and The Willpower to must up something so strong that you float above the chaos because the worst thing that can happen

is you drown and it's better to drown than to cling on to something you don't want to cling on to for 75 years hey everyone Charlie Morgan here and welcome to the lead sourcing part of the program um and the purpose of these next few videos is to walk you through how to properly lead Source um not only find emails for the types of clients that you want to reach out to um but also start building your list and everything like that because it's super important that you have a list of of everyone in your

Niche um but obviously if we're going to be sending emails if we're going to be sending LinkedIn messages if we're going to be sending Facebook Outreach and everything like that which we're going to teach you how to do you can't really do any of that until you actually understand where to find the people to reach out to in the first first place and not only that but you want to make sure you're reaching out to the right people so what I'm going to be doing in the course of the next few videos um is giving

you strategies for both sides of the coin um I'm going to give you a strategy for quantity so you can generate thousands of leads um in literally minutes and not even exaggerating there it's possible to do that um and then the other side of the coin is the quality side um where you're being a bit more specific and a bit more narrowed down um generally speaking if you're selling retainers for 1 to two to $4,000 a month for example you can use both um it depends upon the strategy if you're using for example Loom videos

or if you're putting a lot of effort into each email I'd strongly advise you use the quality strategies like the Facebook search that we're going to do like using LinkedIn sales Navigator which will also teach because if you if you try and you know spend a lot of time on an email and send it to one from D7 there's all sorts of intricacies that that we need to sort of consider and you know I really want to make sure that you guys get the best results here so we're sort of approaching this as more of

a toolbox program um where basically we're going to give you lots of different options um for lots of different you know circumstances depending upon your Niche um how quickly you want to grow and everything and um you'll be able to find the one that works best for you um and obviously you know if you want to know any more about this you can just ask in the Q&A calls or in the Facebook group so you know lead sourcing is imperative to your business it is the first thing that we're going to teach you to VA

as well um you know this this stuff is you do not need to be doing this every single day I promise you you might need to do it for for the first month or two here until you sort of you know if you've got a couple of clients maybe you're doing a couple of grand a month you know you you can do this every day until you get to like 10 grand a month right once you get to 10K a month if you're still doing your lead sourcing when you're doing 10K a month then there's

something wrong um and you need to you know look to Outsource it because if you're doing it for a quality perspective um which I'd really recommend you do if you're you know looking to get the best results then you are going to spend a lot of time doing this and it's time that you know you don't need to spend so you know i' strongly advise you virt VA this stuff but you as you're aware you don't really want to Outsource something until you understand how to do it because you know we we keep coming back

to this you know it's like Bill Gates for example um Bill Gates learned to code before hiring a software engineer like I I don't expect Bill Gates writes any code for Microsoft anymore um and he he's outsourced that successfully but in order to manage someone he had to learn it first so that's what we're going to do here so here's what we're going to be covering um this is really short video um we're going to start off by talking about software to send um or to Source leads in bulk um and then software to remove

duplicates okay from bulk sourcing because that's a big issue um then we're going to talk about softwares to lead Source manually and um softwares to verify emails as well um and the software to verify emails is also something that's really really useful if you can't find an email for a prospect I'm going to give you a little bit of a prospecting hack um so that you you can find emails that nobody else in your Niche will be able to find um and obviously that means that these people aren't receiving emails and you know it makes

it a lot easier for you to um to reach out to them and for them to you know reply so before we get started I want to let you know that some of these methods um covered in the next couple of videos will not work for you or they won't be the right kind of fit for you um I would rather give you plenty of different options and plenty of different things to experiment with and then you can sort of hone in on what you prefer um for example um in the gym space in our

industry we know that very very few gym owners are on LinkedIn so we don't bother using LinkedIn for prospecting or you know lead sourcing because it's difficult to find them um on the flip side if you're in the real estate Niche or the lawyer Niche LinkedIn is going to be an absolute Haven for you um if you're in the Ecom Niche LinkedIn will probably work really well but if you're in the Ecom Niche then the bulk methods we use like D7 lead finder probably won't work as well because you can't be as specific so everything's

going to depend upon your goals and your niche and I want you to know that if I recommend or if I if I saw cuz the software we we we're covering in here is is stuff stuff that we've actually used um whether it's for North flow or for Imperium it's it's stuff that we know and love and have used in different scenarios or you know at least we know people that have used it and that we've sort of seen them get results with it so it's everything is going to be specific to you okay and

you need to make sure that if you try something it doesn't work it's probably just because of your Niche or because of your market and we're going to give you so many strategies that you will find one that works and really you only need one one lead sourcing strategy right for the from the quality perspective right whether it's LinkedIn or Facebook or I don't care using Instagram to find people if it works and if you can Source you know 50 leads a day for example with with minimal effort and accurately and they're all verified and

you get their emails and stuff then you don't need anything else okay you know to to grow quite quickly so that's that so like I said find one or two methods that works a charm for you and just stick with them and learn them really well and then you can VA them you do not need six different lead sourcing methods and three pieces of software you know you just you only need one or two I promise okay it's like you know when when you're scaling a business just usually having one thing is so much better

like you have one piece of email copy that you love and know you know we're going to give you loads of strategies for email Outreach we're going to give you strategies for Facebook Outreach we're going to give you strategies for LinkedIn Outreach really the truth is that you only need one you only need one to work because if you've got a big enough market you can scale that one strategy in in One Direction and it can take you to 30 or 40K a month quite quick without much effort um and it's easy to do that

instead of having like three different campaigns and six different softwares and all this stuff and then you you're trying to do stuff on Facebook and then you're also connecting on LinkedIn and you're trying to post it's just just chaos right you know you want one or two strategies that work an absolute treat for you and you just stick with them and you learn them you master them and then you know once you've automated them then you can start looking for other strategies but to begin with I really don't want you to sort of think that

you need loads because when it comes to this sort of stuff less is more okay you can have one piece of email copy one lead sourcing strategy one subject line one Niche one service one sales script and that's it okay takes you to 20K a month without without blinking so let's talk about software to Source leads in bulk so these are bulk email softwares um and what you can do with these is you can basically I mean they're all paid they're not free unfortunately but you know they're they're going to be anywhere between you know

20 to 40 bucks a month um and and these software is brilliant because it's a very very easy and quick way to get thousands of emails very quickly um D7 lead finder the one at the top here is is the the software that we've used the most um out of all of these and depending upon the Nicha in I expect D7 will be the best thing for you but the reason we've included other ones here is because different pieces of software are going to have different numbers of leads and different quality of leads in different

niches um but to begin with I'd suggest you start with D7 um if you want to do this and you know even if even if you're not planning on sending thousands of emails right you know you're going to do that over over the course of a long time but we're not encouraging you to send like a thousand emails a month it's just it's just ludicrous that people people still do that you know trying to send like a one or two sentence email to a thousand people with with no homework it's just disrespectful and it's actually

illegal I think in some states as well um so we're not necessarily sourcing leads from from using these methods to send emails although you can um but it's more of a long-term play just to have that list just to have the data so when it comes to running ads for your agency which you want to get to do in you know in a couple of months from now um you know when you get to 10 20K a month you should start running ads um you've then got a list to build your audience from um but

you can still use the leads you find here to send emails um quite quite easily so you know you can you might favor this and it's fine so what I've actually got here is a quick resource and you can open it it'll be available in the download section um and what I've got here is just links to every single p software just that you can use um so you know if you want to check out D7 you can just click here um and it's going to take you over to D7 right um and the way

D7 lead finder works for those of you who have never used this wonderful piece of kliit before um all you do is you type in a keyword um like for example lawyers right or you know personal injury lawyer or you know whatever personal trainers anything and then you type in a city um and you press get leads now in order for you to see valuable information like email and everything you will need to register for D7 um and I think it's about 27 or $30 a month or something they change it every now and then

um but that's the main thing I'd use I'd recommend you do it and you know you're going to be able to get like 10 searches a day or something so over the course of the next 30 days I'd recommend you just go into D7 you know and just every day just you know Source like five different lists or whatever and just keep them in a massive spreadsheet and then before you know it you're going to have like you know 30 40 50 60,000 leads in your Niche um and having that is extremely powerful so you

know you can use any of these um lead carrot is a great one lead scrape is a good one um Google Maps email extractor is a little outdated um but it is a great way to get emails that not many people have access to um and also book your data um is another one this is quite expensive um but it's more niched down and you know you can use it but D7 is going to be the best one for you to use to begin with I expect and if you want you can always come back

to these ones later so that's um that's that now the other thing to know here is that if you are sourcing bulk leads um you need to make sure that the emails are verified uh this is huge right because one of the main issues that email marketers have is email deliverability which is where they they go ahead and they send like 300 emails a day or they they'll go and get some software like woodpecker or mailshake or MailChimp or you know get response or active campaign any of those like you know bulk email sending softwares

will by the way completely ruin your deliverability don't don't use them you know there's no point there's there are limited exceptions as to when that's applicable and if we feel like that going to apply to this program we will include it but I'd strongly advise you stay away from any of those automation tools because it's it's not you know it's not what you want to do your you know your email deliverability is one of the biggest assets to you growing your company in these early stages and if you screw that up off the bat and

if you mess up your domain off the bat and your IP then you'll be in trouble because Google or you know all of these main um internet service providers like Google like Yahoo like Outlook if they can see that you are sending bulk emails and spammy emails from your computer they'll also see you sending it from your IP they'll track the the um serial number of the laptop you're using and then what they'll do is they'll start to Blacklist your IP and your um your laptop serial number um and they can find that data and

then when you try and send emails for good like whether it's for a support email or a picture to your mum or something from your email it'll go to their spam you know it's just it's not a good thing to do so you need to make sure you verify these emails as well because one of the main things that contributes towards email deliverability is Bounce rate um with these bulk finders you will find there's a lot of duplicates and there's a lot of bounce rates um you know because they're not updated regularly right they're very

useful for getting big numbers quite quickly but what we're doing with you know what we gain in quantity we tend to sacrifice in quality and sometimes I've used D7 lead finder before to find that like 30% of the emails are either duplicates or not verified like they just bounce when you try and send an email to them and if you just grab a list from D7 upload it to a a software like get response or whatever or mail Shing called MailChimp and you know you put your copy and you think you're being all clever with

this Automation and then what will happen is the software will start firing and then before you know you've got like 300 emails coming back saying we've bounced this email it can't send it's not verified and then before you know your IP is blacklisted and you pretty much ruined your main source of leads right so don't do that I would not advise it um now with that said I'll show you some email verification um software in a short while and that will really help you overcome this problem um but the other thing you need to watch

out for is duplicates so when you're using D7 lead finder for example if you're prospecting in the USA you have to prospect by city and what we used to do is we would work from um we'd work from the west coast to the east coast and we'd search City by city but the problem we started to run into is we would search one city and then we'd search a city near it and what we would find is there there was there were duplicate contacts right so one there was one CrossFit CrossFit gym in San Diego

and then we'd also search um in another you know place nearby in California and we'd find the same CrossFit gym in there as well so what you really want to do is make sure you remove duplicates um so when you get your data i' recommend you just upload it to a Google spreadsheet like this um and then if you go to add-ons um and if you go to get add-ons what you'll be able to find in here is a tool that allows you to remove duplicates um the one that I used to use which was

great is no longer available so I can't recommend any of these ones at the moment um but any of these should be fine I'm you know they might be oh no it's this one I think power tools um I think it's this one actually yeah Power Tools able bits okay so it seems like I've already got this one let's have a look power tools okay so for some yeah okay so power tools is the one that I use and you have a subscription for them but I mean any of these ones will work fine just

remove duplicates if you type it in here um and then when you've when you're building your list out you want to come in here and you want to highlight the the column and just make sure you delete any duplicates and and you'll be very surprised at how many there are because if you try and do this and you keep sending the same email to the same people then you're going to get put in spam and you know Google knows this stuff like you've got to remember that Google and Yahoo and Outlook and and these main

providers you're fighting you know if you're if you're if you try and get around their spam filters you've just got to realize that there's no way around it because you're technically fighting like 100 phds who are all probably quite smarter than you are so the only way to get around this issue of deliverability and you know how to get out of the spam folder and to get out of the junk folder is just to not send spam or junk right it's you know it took me took me ages to figure this out I was trying

to think of this little hack I bought books on email deliverability I watched podcasts I watched videos and I was like oh if only I can get through the spam folder if I can get these emails in the Inbox and I was like how do I do this and it just clicked one day I was like if you want to get out of the spam folder stop sending spam and as soon as I did that my results got significantly better so I recommend you use an add-on um remove duplicates and you'll be very surprised you

know if you've got like a thousand in here you might find that there's like 180 duplicates and um you know that's that's 180 bounces or potential spam folder scenarios that can save you the trouble so make sure that you do that um and remove any duplicates that you have so that's software to Source leads in bulk um now let's talk about software that you can use to Source leads manually um so these little tools are really really helpful um for sourcing leads manually um and depending upon the strategy that you're using these are the best

ones to use for example when we go through the loom training and show you how to do our Loom prospecting you only really want to send emails to people that you've sourced using this sort of method here because the issue with these big boys right with this software is most agencies have used D7 lead finder at some point right and all of the leads in D7 lead finder that you find off the bat are going to have been blasted hundreds of times right but when you find the leads yourself the chances of them being blasted

as often as these ones are Slimmer because they still don't get me wrong people are still going to you know send emails to these people even if you Source them manually um but the quality will just be a little bit better because you know anyone can go on D7 sign up for an account pay £30 and then have a thousand leads with all of the gyms in California right and then everyone's done that on the gym Niche you know everybody knows how to do it it's it's not it's not a hard thing to do and

the kind of common law here is that if it's an easy thing to do it's the wrong thing to do because everyone's going to have done it before you and it will no longer work so these are the best ones um you've got snov.io you've got hunter.io and one called adapt prospecting um and these are the ones that we actually use um on The Daily and we have our vas using these to Outsource or when we Outsource our prospecting this is what we use so snv is probably the best thing that I found um to

do this um what you can do is you can log in um it's a free tool and it's amazing um you know you might even the pricing is is quite cheap as well it's not um it's not massively expensive you know 33 bucks a month for a th000 leads a month is is awesome um but we have this here um on the Chrome extension right and what snovio does is you open it up and it basically just shows you the email or all the emails it can find related to The Domain that you're on um

so you know if I go over here if I went to North FL consulting.com right now it's not always that accurate so we have another option that I'll show you later on as well but if you go to North flow Consulting go to email finder um it's going to find all these ones right so it find it's found bows right it's found sales it's found support it's found mine and bear in mind that Bo Bo's email and my email are not on here right so if I'm scrolling through and looking through all of this I'm

not going to be able to find it right I'm not going to be able to find it on contact us right I might be able to find support you know you can see supports there um but I'm not going to be able to find it on the privacy policy I won't find it on the terms I won't find it on anywhere right any these these two personal emails are nowhere to be seen so we use this software to pull them through and it's extremely useful because you know it is possible that we you could just

send a a cold email to support but if I receive an email and it's and it's my name my my full name to my personal email that nobody else has access to except from business associates then I'm going to open it at least open it and read it okay because you know it shows homework has been done it shows you've done some research and you don't really have to do the research you can let these tools do the hard work for you um the other one you can use is Hunter oh let's not open last

pass that probably won't be a very good day um the other one you can use is Hunter um hunter.io um this isn't as useful um anymore it used to be quite good but I still have it downloaded just because if SN can't pick it up sometimes Hunter will and you can see here that it hasn't found any for North flow Consulting so SN is the best thing to use but hunter is always a nice one to install as well um it is also free up to a certain point so you know it's quite useful to

have um just because if nothing's found on snv you can just check Hunter and there's a small even if it's like 10% chance that you'll find something there when it's not there um it's just worth having and then the other one that we use um and I can show you this here is um adap prospector right and this is awesome um this is one that we'll be using for LinkedIn so when we use sales navigator to find prospects on LinkedIn um we obviously want try and find the um the email for that Prospect as well

um and I'm going to see if I can load this in doesn't look like it wants to um but this is a cool little thing um you can download prospector or adapt prospector and um it's just called LinkedIn email finder and I think I need to be on a LinkedIn account to open it so let's go to mine which I haven't actually used in a long time um let's have a look here okay and it seems like it's just loading so it might not actually work properly now um so link to email finder okay I'm

not quite sure what it's doing but usually it works absolutely fine so you know you can use this thing um click on this and it will open up a little tab here um and if it can find an email related to the LinkedIn profile it will put it in um now it hasn't been able to find it on here I don't actually think this is another company that we used to run um in in the gym mostly for UK clients but I don't actually think that I even have my email on here so usually it'll

pull it through if it finds it but adapt prospector is the best thing that we found to actually um to gather owner emails from LinkedIn directly so it's a really helpful thing to have um so that is how you use those ones okay but the main one the most beautiful piece of software we've been able to find for this is um is is snov.io um this this thing is just absolutely you know brilliant I wonder if I press find emails and save here if it will find it let's see see we can get a drum

roll going here but yeah it works for LinkedIn as well um but the that prospector one does work a little bit better um and I'm I'm quite surprised that LinkedIn actually allows these softwares to to sort of scrape like this um and that they don't just have it like a you know you like LinkedIn don't have like a paid version of this themselves that they use I'm not sure but it looks like it's going to take a significant amount of time here okay anyway so that's those pieces of software and let's carry on through here

so now let's talk about software to verify emails um and and this is also I say verification but you can also use one of these softwares or both of these softwares to actually find owner emails um using guesswork um which is really cool because if you can't find the the name if you can't find right if you have the name of the business owner like their first and first and last name that you cannot find their email using their website or any of the tools we've showed you then the cool thing about that is it

means neither can your competition and that person probably doesn't get many emails to their personal address so there's one step that we can take to take this a little bit further um and if you get this right then it means that your reply rates will be really high so you got to remember that it's not like when we do cold email and stuff because this lead lead sourcing is mostly for cold email when we do cold email it's not always just about having good copy it's not always about having the best strategy or anything like

that it's it's about who you're sending to and if you can send to people who don't receive emails very often then you're going to stand out you know it's all about being different and being unique and obviously the main way to do that is to have a really good offer a good approach a confident strategy but if you can just reach out to people who just don't receive many cold emails then you're going to be in a very good position and that person is far more likely to to reach out back to you and reply

so these are the two softwares that we've been using um and we've used these in our own agency um they are really really effective um and these are how they work so the first one is never bounce um never bounce is is beautiful I mean this is this is like the equivalent of of snow.io for um for prospecting right um and we can go to snow or sorry we can go to neverbounce um using this here okay so just never bounce.com and um and you can see what it looks like so you know I haven't

actually got an account because B does manages most of this stuff um but I might be able to create an account here unless it asks me for a for a credit card which I obviously won't be able to but let's try uh let's have a look it might not ask us for an account for for any details here but if it does I won't be able to do this but um neverbounce is really easy to set up um it's not difficult at all um and you know it's this this is a really good piece of

software you can use to make sure your your lists are verified um so you've got two options here clean or verify um clean is obviously it's going to clean out your list and verify is to verify whether you can send emails or not um now now if if you right so let's give you an example here right so and let me actually before I show here I can show the other one as well because it's it's the same thing so the other one you can use to verify emails is email Checker um email Checker you

can only really do it in singles right so this this is much better for um for sort of quality approaches um and this is what you're going to be using most of the time you know if you just want to find a single email or two emails but if you've downloaded a list from D7 and you really want to make sure that it's working um then obviously you're going to be using this but you know it's quite simple you just enter them in and you press validate right you you know separate them with commas um

I'm sure they've got an option few to upload lists and stuff as well so um that's what that's what I'd recommend you do so let me give you an example here right so if I am prospecting and I'm looking at North flow Consulting right so let's say that I'm um I'm Imperium right agency and I'm looking to to work with North flow Consulting now as you're aware um my email for example Charlie at norflow Consulting is not available on here right it's you know it's we can't find it um now snovio can find it but

let's say for example that it wasn't able to right and you know that my name is Charlie Morgan because you found me on LinkedIn um and you can see that I'm the coowner of North flow Consulting so you've gone to North flow Consulting website to try and find my email but you haven't been able to find it right what you're going to do is you're going to come into email Checker like this and you're going to start to use common sense and all you have to do here is just type in Charlie at northl Consulting

and press check and if this is verified if this is an email it will say Okay okay so if for example my name was Steve Morgan right and you were looking for for Steve's address and you came in here and you typed in Steve at norflow consulting.com now if that wasn't an actual um email it would it would say here that you can't um that you can't use it right and I want to see if I can just use Safari a second here to see if we can get this to work so I want to

show you um Sayes we having to log in or do anything here but I I strongly recommend I mean I think I think email Checkers like 15 bucks a month or something for like a thousand a month you just it's just so worth it make it it's so profitable to use this thing and to make sure that it's good so let's see if we can do this again so let's say we're looking for Steve at northl consulting.com and it's still going to say limit exceeded okay so I can't do that but my point here is

that if you have the domain right of any of any company if you have the domain of the company like this all you have to do is experiment with the person's name and put their name in front of the domain to see if you can find it so for example here um I can I can you can also do this in neverbounce right so um for example if you're looking for bow and you're looking for his email you might start off by trying bow norflow consulting.com and if you press validate um it will say request

failed so that's email Checker and that's neverbounce um really good pieces of software to use and the main play to use with these is to grab the domain there grab the owner of the business's first name and test it to see if it comes up as accepted um and you can use this for both pieces of software and you know it's it's absolutely brilliant you can do this because it means you can find emails that your competition don't have access to and and what I've got here um is a quick slide to sort of show

you what you should test um and it says here you know sometimes um sometimes you may have to Simply guess you know if you can't find the owner's email try searching their first name at domain their last name at domain their first last name name at domain or their first last name at domain and the last thing you can try is try and shorten their name um so you know for example sometimes in business I'll refer to myself as Charles or my Facebook account is Charles and I might have an email for Charles um and

if you've got someone called David right you can try Dave or if you've got someone called Steven you can try Steve at or Philip Phil you know it's worth taking the extra 30 seconds to try and find this out push come to shove if you cannot find the personal email of the owner of the company then just use support or info or sales or one of the above because chances are if they're small enough it will still Roo through to them and they'll see it but taking this extra 30 seconds to find their personal email

gives you an incredible advantage and when you're emailing them bear in mind we're going to be emailing them using their first and last name in the subject line we're going to be including pictures of their website or videos of their website and if someone if someone emailed me you know cuz support North low Consulting support we get loads of cold emails right from all sorts of companies and you know we we we just file them in junk usually we don't unless it's something really good then we don't use it and this is the issue is

they these these companies that reach out to us could have amazing products that could actually help us solve a big problem but because their approach is so similar to everyone else's we we don't even bother and I'm sure you can relate to that as well um with your DMs you know or your emails or whatever um you know so but if someone emailed your personal address right the address that you give out to no one except from clients and they emailed your personal address and they addressed you by your first and last name and they

sent you an email that demonstrates they've clearly done some homework on you and your business then you're going to give them the time of day you know I I do not understand and and I think Bose mentioned this in the previous video as well but I don't understand where this idea came from that you just need volume and that you know it's a numbers game you know you know such a such a faulty Paradigm to think that the only way to grow a marketing agency is to send like thousands of emails in bulk because think

about it like this and I'm going to leave you this in closing if you're approaching a business owner and you're going to ask them for $2,000 a month to run a marketing campaign for them the least you can do is find their last name okay or the least you can do is find out their personal email address you know if you're not you're not selling you know1 pound a month social media content post you're not selling A200 or $200 website right you're sending a quality marketing service and you intend on keeping clients for 12 to

24 months at a time and relationships like that they have to be built with Good Foundations and if you're reaching out to to people and you think that just by putting their first name in the email and then sending them like two sentences and then sending the same sentence to every person if you think that's a good foundation for a solid business relationship that lasts for years you are gravely mistaken and this this Paradigm this this sort of understanding that's come about from all these courses over the past few years is just it just doesn't

work anymore you know because it's it's it's cyclic you know when back you know know that from 2016 2015 just sending out loads of emails would have worked because these you know smma was a new service um Mar Facebook ads was just on the rise and businesses were open to listening and what started to happen is because that system worked right of sending out loads and loads of emails and just you know uploading lists and everything like that because that that system worked it started to get taught in courses you know where everyone started thinking

hey look at my system my bulk cold email system or my bulk cold messaging system where you just you know it takes 5 minutes to set up and you just have to you know sit and let it run and then just take the meetings like now you've got thousands of agencies practicing that and because everyone's doing it it's not working anymore like the ocean is turned from Blue to red and that ocean runs red with the um the proverbial blood of these marketing agencies that die out because of they think this strategy works and I

promise you it doesn't it's a it's not a way to it's no way to build good relationships with businesses you know we are selling High ticket high quality services and if your Outreach doesn't resemble that and if your approach to business owners doesn't tell them that you're someone who does that sort of like high quality High ticket stuff then it's not going to work and even if they do get on a call with you you've already positioned yourself poorly you have no Rapport built with them they have no reason to trust you and you look

just like everyone else so I hope that makes sense other than that that's everything for this video um around the software stack of lead sourcing um and over the course of the next video I'm going to be walking you through the strategies we use to Source leads um using uh Facebook and LinkedIn because when you're sourcing from these lists you're going to be starting with the email on the website and when you're sourcing from the social media accounts you're going to be starting from the face from their name and really to when we're talking about

lead sourcing the main pieces of information you want to gather is the full name of the Prospect and let me write this out here right you can see some slides in action right so we need a full name of prospect right we need their personal and this is really important personal email and what else do we need and we need their website at most that's really all we need is their F the full name the personal email the website and there may be a bit of information about the company right you know could be anything

relevant to your Niche whether it's if it's Ecom you might need a specific thing to know but you don't need to know if they're running Facebook ads or not you don't need to know if their competitors are running Facebook ads or not you need to know they went on holiday to the Maldives two weeks ago you don't need to know they their dog you don't need to over complicate this stuff just knowing their full name and their personal email will do more than enough for you okay you know if you try and make it too

personal like if you reach out to someone and say hey John hope you had a good time in the moldies also your dog named Fluffy looks really cute really nice dog they'd be like who the hell is this guy like you know if you're emailing someone about business and you bring their personal life into it it's a bit strange it depends how far you take it you know if you're sort of like in the middle of a conversation and you say hey I did check out your Facebook and I can see you've got a golden

retriever um how how's that going for you it's just that's not weird but if you if your first line in your email is way too personal then it's going to freak them out and they're just going to kind of question your integrity and and why you're actually emailing them so there's a fine balance you know we want to keep it professional um and we also want to keep it efficient because if you spend 10 minutes researching each Prospect then you're only going to send up end up sending like a few emails a day and um

you know you need some volume you know whil doing a quality approach here you need to still keep some volume and you know if for any reason you do want to use or you know the program later on shows you how to use some bulk um cold emailing um then you can use these other you know things as well but but that's everything for this video around lead sourcing um I hope it's proved really useful and really helpful um the key thing to remember here is you don't need loads of methods right you know I

I I'm I'm doubtful that you need all of these softwares right but I just wanted to give them to you because you know there are going to be ones that are better for you than other people and the main lead sourcing techniques that you should be using for Quality cold email for example are going to be in the next video um where we talk about using LinkedIn and stuff like that because that's when you can really start sort of you know getting in there and and talking to the right people so have a great day

thanks for watching this video and I will see you in the next one right now hey everyone Charlie Morgan here and welcome to this video uh where we're going to be exploring some quality approaches for lead sourcing now in the last video we covered some quantity approaches um when we talked about the software Stacks um and that's where obviously we're using D7 lead finder we're using lead scrape or some sort of bulk provider um but what I want to do here is give you some quality approaches and generally speaking if you intend on using the

quality cold email strategies that we teach in this in this module um then you want to lead Source from a quality perspective as well those those things need to be congruent um because if you try to send quality cold emails to the big lists that you've got um the two things don't match up okay if if you plan on sending quality emails and taking a lot of time to send emails um well not a lot of time but a considerable amount in comparison to sending a th000 at once um then it's important you take some

time to make sure you're sending to people who are properly you know qualified and I don't mean qualified in the sense that they're going to be the perfect ideal Prospect for you because it's extremely difficult to find ideal Prospect specs just using cold email like you know if you want to do that you need to use ads um but with that said it would be an awful shame to take time to write an email and send an email personally um only to be sending all those emails to to to people who you know to emails

that might not be the best quality they might bounce they might be duplicates um or just in general they they've been blasted so many times right you know everyone has used it so let's talk about the quality approach um and I'm not going to spend too much or too much time explaining what a quality approach is cuz I'm sure you understand it by now so instead I'm just going to basically show you the the strategies that we use here um there are three Facebook strategies we use and there's two LinkedIn strategies that we use and

I'm just going to walk you through them on the screen this this video shouldn't take too long um I'm just going to give you some sort of step-by-step pragmatic advice here um without any of the you know explanation or philosophy so here's what we're going to be covering and I I mean it when I say this video is not going to be long because we've literally got two slides here um but we're going to start off by talking about sourcing from Facebook groups um and then sourcing from Facebook gurus sourcing from people you may know

and then we're going to talk about LinkedIn sales naav and the LinkedIn buzzword approach that we've been using for Imperium as well so let's start off by sorting from Facebook groups um so I hope you've got a Facebook account okay and if you don't have a Facebook account um then you will need to make one um now we will be covering the Facebook Outreach um and and you know organic Facebook Outreach um in another module but for now we're just going to be using Facebook as a tool to Source leads and it's a great way

to do that so the first method we're going to be using here is Facebook groups so this is fairly self-explanatory we all know what Facebook groups are but the chances are on Facebook there's going to be um there's going to be people in your niche aggregated in groups and the main example I found here in the gym owner Niche is gym owners United okay so you can see here it's 3,700 members created by two brain business which is actually um a gym consulting company but nonetheless you're still going to find there's probably like a good

3,000 gym owners in here um same thing if you are in Realtors right let's just put in Realtors group right could be anything um let's go to groups okay yeah new real estate agents support face Facebook support group um real estate entrepreneurs Group realtors you're going to find that a lot of these groups have been created by marketers and you'll probably find that there's a lot of people in them who are running advertising agencies but you don't need to worry about that because you only need to find a few of these people per day um

for this strategy to work okay so um not too complicated quite a straightforward process to use um and you want to do a bit of Espionage here um and a bit of infiltration if you'd like because the people who run these groups they they have a nose for marketing agency owners right and they don't really want marketing agency owners in these groups a because they are a marketing agency themselves or B because they are gen in person in that Niche and they just don't want their clients or the people in the group to be spammed

or you know constantly reached out to by agencies so what you might need to do is go to your profile here right and you know just make some changes um to your profile and you know change this to maybe even say that I'm not I'm not telling you to do this I'm not going to advise you to lie but do what you must to get into these groups and then once you're in them after about 3 or 4 days you can always change your profile back to what it was before um but you really want

to make it look like you belong in that group group whether that means you're going to say you're in that Niche or not is entirely up to you um but you know you you you sort of you know these groups are going to be extremely profitable for you and if you if you try and join a group with dentist owners or with dental you know dentists in it in your in your bio here says marketing agency for dentalist then you're not going to get in that group I can promise you so you can change it

do what you must you know to survive okay so that's the first thing and then once you're in these groups um it's a pretty straightforward thing um and I can just try and find here this is um this is a personal Facebook account that I only use to manage Imperium stuff so I won't be any groups on here but when you're in these groups um all you have to do is there'll be there'll be a little tab here that says members um and you can just scroll through the members and all you're going to do

is Click on each profile go to the personal profile see if they are in your Niche and you know if they are that's great and you can go from there um and that's pretty much all you have to do um for example if I search for B here right so let's say that I'm looking to reach out to marketing agency owners B obviously fits the bill quite well I can see he's the coowner of North flow Consulting um if I hover over that I can see that so what I would do here if for example

I found Bo in a group um is I'd go to his profile right and first of all I can see he's the kind of guy I'm looking for right he owns a marketing agency um he's got his website in his bio so you know we we've already been able to tick two of the three boxes right the three boxes is full name um email uh and obviously website and we've got both two of those things so far so what we would do here is you know we found them from a group what we're going to

do is we're going to make a note of this start you know open up our lead sourcing spreadsheet um we will be giving you a lead sourcing spreadsheet um when we get towards like the loom tracking but for now I mean it's it's not difficult you can just make a make a Google sheet and then just you know start logging these in on a daily and you can sort of Polish it later on if you want but for now I would just recommend you getting here and and Source like you know 30 40 leads a

day like quality leads a day right to to to back up your strategies we will Outsource this eventually and it's something you want to Outsource as soon as you can but for now just try and focus on an hour every morning just do an hour of lead sourcing and just try and get like 20 to 40 people in a spreadsheet um and I'm not even joking like you can just you know open up a Google doc here um create a spreadsheet call it you know um agency leads bookmark it have three different headers have you

know name full name company and website and just you know every every morning just go in there and do it for an hour until you know you've made enough money to Outsource that activity it's not hard to do so here's what you do so you find everything you've got right bo b b excellent okay um open up the website and obviously the F the next thing we're looking for is the email that's the next piece of the pie right so the easiest way to do this is obviously you know we've got sn. here we can

open it and we can find borgens at North flow Consulting um and if we couldn't find anything on snow.io um we could try Hunter if there's nothing on Hunter then well we we can't find anything on hun um if we can't do that then we could always look him up on LinkedIn and then we could try and use LinkedIn email finder push com to shove we have a scroll through you can do this you can press command or contrl F and just search at right and it will show you that we've got support in northl

Consulting if we can't find anything else then we will use the support email you know it's not the end of the world um we prefer the personal one but then the obvious alternative is to go to something like email checker.net or to go to neverbounce and you know you can type in here like you know you could try his first name right at norflow consulting.com and I know for a fact this this won't come up because it's not a verified email address um what have we Tred B gun now this isn't always accurate so this

might not work but it has okay so we can find that borun at northl consulting.com is a valid email so we now know that this is Bose's email and we're going to add that to the spreadsheet and it took me all of 2 minutes to find that right and well it would have taken me 30 seconds but I explained it so that's what you'd use Excuse me and um and then you just close down this tab go back to the Facebook group back through the members and keep going until you found 30 of them every

day okay not too difficult so that's option number one um option number two is to use um friends lists right so you're sourcing from Facebook gurus so I've used Alex Becker as an example um quite a cool guy you know Guru in the marketing space and all sorts of stuff he's into um but these gurus tend to have a lot of friends and in your Niche you you probably are aware of you know one or two or three key players you know people who run the biggest companies um in the gym space it's Alex hosi

with gym launch um you know in the agency space it could be Ean gaggi in the Consulting space it could be Sam ens right all of these people um and you know these these gurus tend to have friends lists that are quite sizable and usually they are friends with people in their Niche right so what you can do is find a guru and I can't tell you who your Guru will be or who your gurus will be um but you're going to go to their friends list like this okay and speaking these people are going

to be the right sort of fit for you now not all of them will be it's inevitable that most well you know 50% of them might not be um but if I was looking for agency clients for example um you know I could go here and I can see he's an owner digital media specialist at ad magnet right so he's not yeah he owns the company right so yeah he owns a company called ad magnet so before you know I haven't even scrolled through this properly yet and I've already found someone who could be a

good fit right so is not too difficult to do this um it is a bit messy and eventually what you don't want to do is start overlapping these things but you know if you've got like I don't know four or five gurus in your nich and they've each got like 3,000 friends you're not going to run out of people to Source from okay now that's that and the other thing you can do here on Facebook is using people you may know so if you've got a friends list um on your account and that friends list

has got friends of people in your Niche then what Facebook will do is try and recommend other friends to you for people who look similar to the people you're already friends with and you can do that just by going to the find friends tab here um you just go to facebook.com/ and it's going to give you these these people you may know lists right and you know this is crazy because you can literally just you know go through these and every time you add or remove the algorithm gets smarter and you'll be able to eventually

have you know you'll log in here every day and you'll have like you know a 100 recommendations for people who are in your Niche like I had an account before but unfortunately it got blocked I don't know why Facebook never told me but I had an account before with like 2,000 gym owner friends and all I had to do if I want to lead Source was come in here and I had like 300 people who owned gyms just you know as people who who you may know so you know in this case um who's this

guy High activity John click on him um CEO High activity online social media and internet marketing agency boom I found myself a lead so you know what I would do is go to um I don't know his surname it's just obviously I don't think his first name is Absol High activity I don't think um don't think parents would be that that mean um however you would just you know you you'd find his name is John High activity online.com um we'd have our spreadsheet open here you know we'd be looking through we can see we've got

info@ high activity online.com um and if we go to email finder we can see info is here but you know it doesn't seem to be anywhere else what about Hunter doesn't seem to be the case we can try email Checker and and let's try John at high activity online.com and unfortunately we weren't able to find anything for John so you know it might be the case that he only has one email right and this is just all of the stuff goes through and Roots through to this so if that is the case then you know

there's not much else we can do there um the only other thing we could try and do is find him on LinkedIn so here we can see John Fortenberry so let's try this no luck there what about this no luck there what about this okay so we exceeded the limit I don't think I would have found it anyway um but you know one sort of last call of action is we could go to LinkedIn and we can see we can find his email here okay and this is using the software that we referred to in

the last video so it doesn't look like we've got any information for him which is unfortunate but we just have to settle with info at high activity online.com that's not the end of the world um you know you're going to find this happens we could always you know you can try these other sites as well I wouldn't recommend like at this point I would just move on um but I want to see here if we can pick anything up on Instagram I don't think this is going to work though because it's just going to show

us okay we're going to get all the Instagram employees um and that's not what we want um uh what about Twitter it be the same thing again it'll just be Jack twitter.com probably okay so yeah so yeah I just go for the info one right but that's an example and you know I sourced that and got all that information quite quickly um using people you may know so you know if you find someone you may know just click add friend right and then that tells Facebook's algorithm to look for more people who look like this

guy um and you know you can just continue to work through okay it's not it's not hard um super simple like here for example Jeremy Co on um I'm not sure yeah so he he helps exhausted professionals so he is a um online personal trainer right based on this this this statement I've seen this many times before um because I'm friends with a few of these people so if I add him I'll see more of these people quite a simple thing to use um and you know he's got his website here if I was sourcing

for online personal trainer leads um then I could do this go to sn. you know you know the drill at this point and I can find you know I've got his his personal email here right and it looks like he's got two emails so in the instance that someone's got two emails then what you're going to do when you go into your spreadsheet like this is you're going to open your spreadsheet up right you're going to you're going to create this okay and you can have different tabs with different month so you can have one

for January 2020 February 2020 um whatever you know just move on um but you'd have here you'd have full name right you'd have email and you'd have um company right and for this guy we would put Jeremy colon and then if for his emails he's got two so what we're going to do is we're going to grab both of them right so we're going to grab this one okay and then what we're going to do is we're going to put a comma and then we're going to grab the other one now you don't want to

put a space between emails if you've got two and the same thing applies if if they're business partners or you've got three emails you just want to do it like this with a c on in between because when you go to send in Gmail what it's going to do is just recognize that it's two separate emails if you leave a space or if you put like a line in the middle it will try and Gmail will try and implement it as one big email and it won't work so separate it with a single comma and

you know when you copy and paste this into Gmail it will just come up with two separate emails and it will send properly um and then obviously for company you can just you know you can Jeremy col Enterprises whatever you know not complicated so you know we're not providing a spreadsheet template for this it's not because we don't want to it's just because you can I mean you can literally just go and create one it would it would almost create too much resistance just open up Google Sheets bookmark it full name and then just name

this like Janan 20 whatever you know and then just source for January source for this source for the next month etc etc do it every day make a habit out of it and um you'll be fine so that is all of the methods that we use on Facebook um they are more than enough to tie you over um and that's provided people in your Niche hang out on Facebook so for example if you're looking for lawyers or people in more of a professional Place finding them on Facebook might be a little bit more difficult um

same thing with LinkedIn like you know it's difficult to find people on LinkedIn who don't use LinkedIn like you know lawyers are going to be on LinkedIn gym owners are not um unless they work with professionals which is a different story so that's how we use Facebook and now let's talk about how we use LinkedIn and I'm going to give you a page strategy which is using LinkedIn sales Navigator which to be totally honest with you is probably the best strategy you can use um in terms of Effectiveness in terms of efficiency in terms of

speed in terms of lead quality I mean that sales now comes out on top all the time um but obviously there is an extra expense you incur but generally speaking it's it makes it a lot more profitable but it's it doesn't hurt to have these free strategies as well depending upon where you are so let's have a look at LinkedIn sales now for right now okay so now let's explore LinkedIn sales Navigator um which is my favorite and it's probably the easiest and quickest and best way to get quality leads um the only downside of

LinkedIn sales Navigator is that it is a paid system um if it's build annually it's about 50 PS a month I'm not quite sure what it comes out to be in dollars um but you know I just build it monthly and I would not be without this thing right you know we use it for Imperium we use it for North flow and um and it's extremely useful um we don't use it so much for northl anymore because we've sourced all the gym owners there are on on LinkedIn using it um so yeah it's awesome so

what you want to do is first of all obviously have a LinkedIn account if you haven't got a LinkedIn account then you can just create one you know it's not too complicated to do that um and if you want to know how to create one or where to create one um in the top right hand corner here where it says sales now for me will be the option for you to try premium for free so they do have a 30-day trial which is awesome because you know if you're s let's say you're sourcing like 40

leads a day and you're doing it you know over the course of the month then you should be able to have about you know 1,000 or 1,200 leads um in a spreadsheet and you know I can promise you that if you reach out to all of those people you should sign at least one client okay and so the ROI that you can get on sales Navigator is extremely high and if you ever want to Outsource lead sourcing and you want to give it to a VA I'd strongly recommend you use sales naav because it's more

efficient right and it will actually save you more money than you would have to spend on the VA spending more hours doing different tasks right because you know with sales nav it's just like a few clicks and you've got your leads there then it's just a question to put them in the spreadsheet but when you use something like Facebook it you know the VA might take an extra you know hour a day right and if your VA is charging you 10 bucks an hour and they're working five days a week then you know that's $200

a month that you could have saved just by using sales nav right you know or work out to be $100 saved if it's 100 bucks a month so you know simple business 101 advice okay but sales NAA is great so once you've um basically click to sign up for premium if you've had a premium account before they might give you another option to restart it which is what I just did um so you know go over to sales now sign up everything and then what you'll have is the onboarding section here okay so it'll take

you to linkedin.com sles onboarding welcome so let's go ahead and get started with this okay so let's have a look it's been a while since I've done this and I think they've actually updated this so if we go down here I see oh okay so this is yeah okay so this is a new thing right so what we're going to do is just hit save and press next we're not too concerned about doing any of this right um go to search results you know we don't want to do anything here but the main thing that

we're going to benefit from here is the search right and and basically building lists and links and everything from this so what we want to do is come out here and you know go to linkedin.com for/ search right and if you do that um it should take you to the search option right for/ people and this is where the magic happens okay so what we're going to be doing on LinkedIn is basically searching for people who fit the bill quite nicely for us and the reason this is so cool is because you can sort of

rest assured knowing that when you're using quality Cod email approaches that the people that are receiving your emails are people who actually are a good fit for your company right now obviously you're not going to be able to understand everything you know you're not going to know necessarily what their turnover is and we don't need to know that stuff all we need is just to know that they own a company that is in a position to benefit from our services and that you know they're a real human right so what you want to do here

is go to all filters right up here like this and it's really powerful but you know it's it's sort of similar um you know running Facebook ads you don't want to be too specific otherwise you're going to narrow stuff too much so what I'm going to do here um is search by random Niche so let's just say that we want to go with um drum roll please what could we go for so serious think about this let's say we want to go for realtors right okay so we've got keywords right so let's start off with

real estate right real estate agent okay one keyword and that's what we're going to search for Okay um yeah because it's going to give us people who worked as so let's just put in here real estate for now okay real estate agent doesn't really matter too much right and then what we want to do is geography um you're going to sort of pick where you want to go now my advice would just be go United States um depending on where you want to work you can go United Kingdom you can go Canada but for now

let's keep it simple and just go us um you can be more specific by region if you want to so if want to work in you know Seattle or you know if you want to work in Texas or in New York you can do that but it's entirely up to you you know you need to sort of think about this and and figure out where your Niche is who you want to work with and um generally speaking sales Navigator should get you there okay um so that's the main thing real estate agent in United States

um let's have a look here custom list don't need to worry about any of that we do need to make sure we're going for leads here okay so we want to make sure that we add the whole thing to leads right because we we're not trying to get get accounts trying to get leads so key word geography leads okay um and we can keep looking through here okay and then what we might be able to find is title so this is cool because we kind of want to have owner right and we want to have

um director or we want to have CEO right you're going to necessarily you need to sort of understand where your where your Niche like what the sort of job title they have is right so for gyms it's owner for some companies it's managing director it's managing partner if you're looking for lawyers you know this is where it really really comes in handy to understand the intricacies of your Niche and figure it out right so you can see here already we've got 69,000 results um you know for real estate agents in the United States who are

either CEOs or owners um company headcount is where you can get a bit more specific so you know if you want to if you want to find people who are um you know if you if you if they've got a small firm then you can do 1 to 10 but we're not going to do this for now you know you can be you know in in depth a bit more here um and you know it's entirely up to you what you do there um other than that other filters we're not going to worry too much

about this stuff um you know not too concerned with that um company we're not going to search by company filters the only thing you'd use here is company headcount um you know so if we were going for gyms for example we would necessarily want to go for like 1 to 10 or 11 to 50 um just because that sort of indicates the size of the business and how good of a fit they are but other than that I mean it's quite a broad thing so we don't need to be too specific here but let's just

go for search okay and yeah so we can sort of see the situation here right so what LinkedIn is now going to do is basically give us all of these people right and you can see I mean there's literally going to be a lot you know like you know you're never going to run out of leads here okay and you should find that all these people are um owners of the the companies that you want to work on right um so here let's have a look um real estate agent ENC Compass real estate agent realy

one group owner at House of wh um which is a yeah Boutique real estate brokerage excellent um owner of Brookfield Homes so you know this this is crazy like hornville tavin what's this that doesn't so you are going to find the odd person that just you know isn't the right fit but you know we could even try here with realtor right I wonder what I wonder what would happen if we went realtor instead yeah okay so this is probably a bit better you know 78,000 results um obviously if you're in the UK you try a

state agent right you do it like this um and then you go you go UK region but you know you're going to have to figure this out um with with Ecom it can get a bit trickier um you can put e-commerce in here um like this but the problem you might start to run into is you get people that aren't you know necessarily in your Niche because obviously with Ecom you're going to be in different niches so it can get a bit complicated but it's something you'll have to play around with and it's something that

you can use pretty much for every industry like you can see here um for industry so if you're looking for e-commerce you could type like skincare right I don't know if that's even going to come up or healthare health wellness and fitness Mental Health and Care um but you know you have to play around with this for a bit um you know just do some homework and some research and you know you can always go back to these filters um and you know just sort of you know rethink this so what could we have um

what else could we have here let's try mortgage brokers okay mortgage broker United States um and let's try and go this time for um just owners right and um let's go for head count of you know quite a big one here right so that's a big big company um hit the search button here okay so we've got a thousand results um but boy oh boy these people are going to be a good fit right you know these These are owners of you know large companies right and you can see here broker owner at Smith and

Smith um which I'm assuming is probably quite a large company um you know home JB you know in what is that Ming Mortgage Group so you know the the obvious downside of being more specific is you're going to get less results um and you need to take that into account but the other thing you can do here once you're happy with your search and once you feel like you've got a good amount of leads in your search and you know you could look through this bad board for a long time um you're going to press

save search up here and you go save search and you want to save this as let's just you would do it um you do it by the date so You' Go 0122 21 um mortgage brokers and then you'd go USA right right and then any other like filters you use to like 51 to 200 um and then the other thing you want to do here is set what's called an alert frequency now an alert frequency is basically going to show you um depending upon the time frame you set new people that come into this this

category because obviously LinkedIn is dynamic right accounts are changing companies are growing people are you know taking on new companies and building new companies and as that happens you know you want to be notified because I can guarantee in a year's time from now this list might be 1,300 right and um you know you want to be up to date with that so what you do is weekly is fine just leave the alert frequency and just press save search um and then you you're pretty much good right and then over you go over here account

results you can check this all out as well um but the account results is is more specifically for the companies as opposed to the people and so I wouldn't advise you you necessarily check that out right okay um but that's basically how it works right and you can obviously go back and see all your filters in here um you can you can select sales preferences if you have any um you can set those up as well so you know it's it's not a complicated thing to do um really is quite straightforward and if we clear

all of this out here okay and if we go up here to lists right you'll be able to see um the lead lists that you've created right okay depending upon where you save them or account lists okay so I'd suggest you just save them as lead lists I'm not sure if it saved as I don't think it's saved properly let's try again so remove that from the list okay let's delete this as well so you want to keep this clean but basically as you save your searches um they'll end up in here and sorry that's

not actually the case save searches will appear here right so if you want to build a list um then what you can do is you can press create lead list um and you can create that in here and then when you do a search if I go here right and let's run another search um let's just go here and let's go for gym owner right gym owner will be fine or gym let's put CrossFit right let's be a bit more specific so if we put CrossFit in here and um and if I'm going for title

and I put owner right or coowner um and let's put geography let's put United States okay and you can put geography for whatever you want like wherever you want to get your clients from um and then if we put company head count let's just do 1 to 10 right and that's going to give us oh I spelled CrossFit wrong that probably doesn't help too much okay awesome so put search there okay so you can see we've got all these ones and then if if I wanted to add this person to a list then what I

would do is I'd press save and create lead list right so you're going to create a lead list and we could call this CrossFit gems in USA 1 to 10 and create and save and then what you're going to do here is basically just go through and if the person is the right sort of fit right and if it looks to me if it looks to you like they are who you want to to speak to then all you're going to do is just go save and then CrossFit gyms in USA right save CrossFit gyms

in USA and um let's see what we did what happened there okay so he's got multiple accounts so you know if if if this happens then you can just press save without account you know it doesn't matter too much um and you just work through here so it really isn't complicated this is you can just VA this like within a heartbeat it's not a complicated thing to do um but what you'll have if you if you do this consistently is you'll start to build these lists and you know they become a huge asset for you

because now what you can do is you can open up these lists at the end and once you've got them this is where the lead sourcing begins because you can click on the profile okay and you know it will give you all the information it'll just sort of you know tell you everything you to know about the guy um and then it should give you um where he's working so he's working at Badger CrossFit okay so B of CrossFit is his company because he says founder and owner now the first thing we can try and

do here is use LinkedIn email finder that handy adapt prospector um that we've used to source so many emails and we're going to try this immediately okay so we can see that his email is just Tyler Badger crossfit.com okay nice and simple now with this thing it says here you have 99 contacts um and you will eventually have to pay to to S to Source this it's not massively expensive but it's it's just worth it right so you grab that you'd pop it in an email you'd pop his name in in there and you'd also

pop the gym in there and you know you'd basically be good to go and that would be a lead um and you know you've you've done that and and then once you've Source the lead um you can I mean I'm sure there's ways to sort of tag this stuff you know you can remove him or you could add him to another list and you could create another list that is in Brackets sourced CrossFit gym owners right you know 1 to 10 USA and then you have another list so that way you can organize your lists

and keep them clean right so if you wanted to add this guy um you know you'd add him to there and then you'd remove him from this list yeah and then that way you know you know that in this new list you've got there's only people that are going to be a good fit for you cuz the last thing you want is to start having duplicates um so I'd suggest that you basically you you only need you know you're probably only going to need one search and then you need two different lists okay you need

a list for um prospects that you've sourced um and then you need a list that prospects that you have um are yet to source and really that's that's it like you don't need anything else than that you do not need all these fancy lists all these safe searches and stuff you you're generally just going to need one search and that's it so I'll show you one more time here um you know if I come out of these lead lists right let's go to all filters um and let's try and go this time for let's go

for divorce attorneys divorce lawyer okay um so divorce lawyers um you know leaving everything else relatively broad it's time let's go in the United Kingdom right let's say we're in the UK we want clients in the UK um we'll do that industry you can put anything in here but you know we're going to leave it blank I mean obviously like you know if you want to be a bit more specific you can but if you've got this sort of just key word is divorce lawyer and then you know that they're in the business you'll be

in a good you go in a good spot um company head count let's go for reasonably big let's go 51 to 200 um and we can see we've got 33k results which is a lot more than I was expecting to be honest with you having said that there's like 65 million people in the UK so that makes that makes a bit of sense um and anything else we want to put in here doesn't look like it no I think that's absolutely fine oh we need to put obviously owner right and then in the UK you

can also have director and then you can also have managing director and you can also have CEO all these things you need to think about you know you know your nich you know how they what they call themselves um and that's that and then account filters we're not going to do anything with um did that cancel out my search I think it did oh no it didn't okay so let's hit search Okay 33,000 results I mean you could you could Source this bad boy for years right you know you could go three years sourcing this

and you could get easy to easily scale to seven figures just using this list alone so once you got this thing it is extremely useful um you know and you can see it's not going to necessarily be clear immediately off the bat as to whether or not that you know these people are the right people cuz like for example here we've got stealth startup which is in Wyoming so if if you find that the the leads that start coming through aren't necessarily the right sort of thing they need to change it because what we can

see here is this has divorce and family lawyer right so maybe we need to just change this about so if you find that as you're going through here that the the people that com are coming up aren't exactly what you're looking for then all you have to do is just get more specific with your keywords perhaps a little bit more specific with your industry um you know and obviously this company head count is is quite large so you know we could go one to one to one to 10 here right okay bit more specific divorce

and family lawyer so we can see here divorce and family lawyer seems to be quite a common term so if we pop that in keywords um and hit search okay not as many people but we should find that they're a better fit so you know you have to play around with this you have to understand your nich you have to have some patience with it I can't unfortunately just give you a template you know it's something that you're going to have to figure out on your own a little bit but that's obviously what all the

support networks we have are for so you know we've got that Facebook group use the Facebook group we've got the Q&A calls use the Q&A calls um and once you get this right once you have a good list of like you know tens of thousands of people in your Niche um then you will be good to go okay so that's um that's how to use LinkedIn sales Navigator um which is extremely useful and I strongly advise you use it um I want to see if I can do this for e-commerce because obviously you know there's

going to be it's different with e-commerce because you know it's been a while since I use sales now to be honest and we need to be careful because you might want to find that there's director of e-commerce right and then maybe they're the best people to talk to but you generally want the owners of the business so with e-commerce it might be more effective to Source from the company first so to go for account right because account is where you're going to find businesses and the lead is where you're to find people so under account

you know you can probably search for like you know skare or you know e-commerce store and let's have a look here um Industry Department geography annual revenue oh you can actually search by annual revenue it's crazy see they Chang this stuff all the time so you know it's it's beautiful and you know something that you should definitely learn um but you know I I know this does work for e-commerce because I've seen it work before um so you know play around with it have a look and um if if if it doesn't work for e-commerce

if you find that you know if you're going for the owners of skincare brands or something it gets a bit more specific and you might able to Target it so if you can't then you'll have to use some of the other methods we've laid out but I promise you you know it should be fine and if it doesn't work then it's not the end of the world because you've got so many other strategies to use and you know push comes to Absolute shove for you um then you know you'll be able to make some adjustments

um one other quick point I wanted to make here if I go to lists and um you can do this so the cool thing you can do with LinkedIn is you can do view similar so so if you find one person right so let's let's say um Nick here co-owner and Coach um looks like he's the owner of a CrossFit gym right let's just check him out real quick y owner KCI CrossFit right so if we want to see more people like Nick then we'll click on these three dots and press view similar and what

it's going to do is the algorithm will start to pull through usually only about 100 at a time um but it will find people who are similar to that right and people who have Affinity to that and you can work through and you can save them and this is a really good way to sort of pull more results through and then you can just sort of come off on a tangent so if you like the look of this person you can then once again go view similar and okay I think we've already I think we've

tried to do it too much um already but you know it is fine and you can just continue to do this you know every now and then um and you know 100 people's great it's just like you know three or four days worth of leads so yeah that's how you use sales now um super super cool tool great for Brick and morar um more of a struggle for Ecom but you know give it a go you know it's a free trial so it won't hurt to try and play around with it and see if you

can isolate your Niche using it um and if it turns out you can't then you can just cancel your trial and use the other methods that we have available um push come to shove you can even just Google companies and then you know look them up on LinkedIn find the owners through that way and you'll be good to go so let's go back to linkedin.com um because the last strategy that we have here is the LinkedIn buzzword approach um which is organic and free and once again this is going to be very Niche specific specific

um and you know it's something that you're going to have to tailor you know and it might not work for you so it works really well for Imperium and here's why because we know that for Imperium example we are predominantly looking to work with um marketing agencies right and we know that the most common term used by marketing agencies is I help Niche right I help people do people right I help gyms get members I help Dentists get clients I help realtors get clients so what you can do if you know that your Niche has

a very specific you know phrase like you know whether it's real or anything then you can do this kind of for free so if I type in here I help gyms right and hit enter I'm going to come up with what is it let's see what it says and we're looking for people 10,000 results right of people saying I help gyms I help gyms I help gyms I help gyms I help gyms I help gyms so this works for Imperium really well because we know the buzz terms right I you know whether if we're looking

if we want um agencies to work with us who work with Realtors then we'll just type in I help Realtors and you know I help Realtors I help Realtors I help Realtors you know you can connect with them um and you can Source you can you know click on the profile um you can try and find you know the LinkedIn email finder here we got Michael Handlin so if we open up a that prospector it isn't going to find anything for him here so you know if we can find find what's his contact info has

he got his email here um no but let's have a look because this is important because you know you're not going to it's not going to be you know obvious immediately so it's realy one group gold standard so let's see if we go through to his profile here let's see if we can find the website visit website once again we will check to see if we can find any emails on here okay right and here's where the snvo might come in handy no no emails found here how about we go to Hunter once again no

so let's go to email checker.net you know and this is this is the process you'll go through it's it's not it can get quite repetitive and it can get quite boring but you know it's a really profitable one to do so people and let's try and go for um what was his name we have to go back here Michael right so let's go for Michael at okay realy one standard.com hit check and no luck there so let's try M handling or something like that there's like there let's try handling we'll try Michael do handing and

once again so it doesn't seem like we're having much luck with this one um so you know sometimes it is just going to happen that you can't find the email right and that's just kind of the way it is right um what we'll also notice here um he seems to own a CrossFit gym as well LinkedIn knows what they're doing man scary um but yeah he also seems to own another company so we could always try and grab from another company but you know if if that's the case we would just find the support email

here having said that this looks like a company and I don't think we'll be able to reach him so the other thing you can do if you really struggle to find the email is just connect with the person on LinkedIn and send them a message right just with your approach instead of doing it through email now of course we're going to cover LinkedIn prospecting and everything so yeah so that's how that works but yeah anyway back to the point I was talking about earlier um not to Sidetrack myself there um you can search by Buzz

terms so for example um if you are looking for realtors right um you know we help what would they say they something like um buyers and sellers right let's try that yeah okay so here's a good idea right helping buyers and sellers serving buyers and sellers um assisting buyers and sellers to aieve their their dream home ownership um you know another one could be like firsttime buyers helping house yeah so mortgage broker right you know this is this is the thing you've got to realize that there patterns here there's 700 788 th000 people here um

you know and and it's crazy because you know you're not always going to come across people who own the business but if you don't want to pay for sales nav and you still want a solution to use on LinkedIn and you want to leverage this platform then you can do it here um you know let's let's try um what else could we try here one more um you could you can just type in divorce right attorney for example you know 1.7 Million results it's crazy what you can find here um the reason sales Now is

better because you know it's you can narrow sales now down to um down to like job titles and stuff um and I'm not sure if you can do that with this um let's have a look I don't believe you can at least not when I last tried to do it I don't think you can see so you know LinkedIn knows what they're doing they know that they you know sales now is more effective but you can still use buzzwords here um to find people in your Niche quite quite quickly and quite easily um and you

know once you once you figured out how to do this you can VA it and you can just tell a VA what to look for and you could even give your VA like 100 or so screenshots of different profiles and then they can sort of you know once you once you have a 100 people that you're looking for you know it's not hard to um you know to to complete that so yeah that's that's the lead sourcing video now this this might have dragged on a little longer than I intended um mostly because I kind

of dove into the sales now side of things a little bit more than I should have um but I hope it's been helpful and I hope it's been useful in helping you um find people um so you know you can use Facebook groups you can use Facebook gurus you can Source from people you may know um you can lose LinkedIn sales naav or of course the buzzword approach works as well so the main thing to take from this video for now is that you need to just start sourcing right you need leads okay because all

of the strategies that we have revolve around having leads right you can't send emails you can't send Facebook messages you can't send LinkedIn connections unless you have leads so as you go through and Source people the first thing I'd advise you do is create a spreadsheet right and just start sourcing ing their name their email their personal email their full name of course and um and their company right and that's all you need for now nothing else needs to be too complicated unless there's something very specific about your Niche that you need to know um

for example if you are work looking to work with lawyers in general then you might want to put whether or not they're divorced attorney whether or not they're you know a family attorney whether or not they deal with environment like you know there might be intricacies so bear out bear in mind that there may be a couple of other things that you need to put in um but you for the most part you just need those three things oh and also remember to Source the website as well so when you're using the spreadsheet um obviously

you've got those three things full name personal email and Company but also you will need the website as well um it's not going to be necessary for all of your approaches but when you're doing things like personalized Loom videos or screenshots or websites or Facebook pages or whatever it's Al it's really important if they don't have a website you can just Source their Facebook page you can Source their LinkedIn profile or the business page on LinkedIn um but I'd also advise you source that as well so you know it's not tricky just a spreadsheet with

four columns full name company name email and website or Facebook page or whatever you know means of um presentation they have online and as you're going I'd encourage you to add Facebook friends and connect with the people on LinkedIn that you're sourcing as well um just because it's helpful eventually to have a friends list you know a big friends list and a big LinkedIn connection list is kind of like just having a big email list and you'll have all three of those things if you do this properly so that's everything for today's video um keep

that spreadsheet Source 30 a day you know start now if you can you'll be able to VA it quite quickly um it is a bit of grunt work but you know until you're at you know 10K a month or something it is something you should be looking to do so any questions feel free to let us know um I'm really glad to have talked this to you and I'll talk to you in the next video thanks for your time take care bye-bye hey everyone Charlie Morgan here and welcome to this training video uh this is

how to find 2,500 to 5,000 ideal organic Facebook and Linkedin prospects in 10 minutes or less might seem like a bit of a clickbaity title but I promise you watching this video is going to save you so much time if you rely on Facebook or LinkedIn for your organic Outreach one of your biggest pain points or gripes is probably trying to find friends or find connections um and digging up people that you can actually you know send DMS to and add as friends if that makes sense what I've done in this video is I've been

able to find a tool that completely automates this whole process not entirely you're still going to have have to send friend requests manually but obviously sending the friend request is the easy part the hard part is actually finding people that are qualified to potentially work with you so I'm going to walk you through an awesome tool that I've uncovered um and that we've been using for our Outreach and you should find it to be extremely useful so no long slides in this video we're going to jump straight to the point um and we're going to

head into the tool so what you want to do is head over to a website called phantom buster.com um this is a really cool tool and you can basically go ahead and just sign up for an account um if you're wondering in terms of how to set your account up it's really straightforward it's just email password and then your name there's nothing other nothing other than that they might ask you to verify the email once you've created your account um you'll notice you have this sort of dashboard here and what you want to do is

you want to head over to Phantoms so this website is basically a host for automation softwares and data extraction softwares um and there's loads of different cool features it has that you can explore in your own time but obviously we are here to explore LinkedIn and Facebook so what want to do is head over to um all categories under Phantoms here and you'll find it's got literally hundreds of them loads and loads of different things um and automations you know like that you can use um but it's um you know it's a pretty pretty hefty

one right you know there's LinkedIn personal email extractors and this goes same for Facebook for Instagram for slack Twitter there's loads of them right but we're only concerned with Facebook and Instagram um sorry Facebook and Linkedin so what we want to do here is search here Facebook group like this okay so we're going to be using um Phantoms for Facebook group and also LinkedIn group so if you want to find Facebook friends you're going to use Facebook group extractor and if you want to um find LinkedIn connections um we'll type in LinkedIn group okay and

Linkedin group members okay pretty straightforward so with the free version of this you'll only have access to one phantom um so it'll be one or the other but the cool thing is that you can actually deactivate them and add new Phantoms so you can use them one at a time the other thing is that the Phantoms will run over a certain period of time usually less than 10 minutes by default the software will give you 10 minutes for free uh it's called execution time so when I'm running the Facebook group extractor it might take 8

minutes to to Source 3,000 friends or something and so I'd have 2 minutes of the extraction tool left right so yeah pretty awesome um I'm going to be giving you an example for Facebook if I click to use this Phantom it say it will say you reach your Phantom slot limit you don't actually have to upgrade you can just do one at a time so once you've selected the actual um Phantom that you want here um what we're then going to do if I delete this one actually okay let's go back to Phantoms and find

the Facebook group extractor and use this okay so you just all you have to do before you actually save it is just um go under Phantoms all categories find the extractor you want um and then what we're going to do is we go to dashboard okay once you're in dashboard we're going to going to click on these three little dots here and press setup okay so the first thing it's going to ask you to do is connect to Facebook okay and all you have to do here is basically have Facebook open in another tab um

and connect to Facebook now here is the absolute key to doing this okay because what's going to happen is this software is going to use the cookies from your current um Facebook or LinkedIn session and it's absolutely imperative that you have a separate account to your main one logged into Facebook or LinkedIn because using this software where there is a slight slight risk it's very minimal but there's a risk that your Facebook account that you're using may be blocked or banned okay so my suggestion here before you actually use this tool is create a new

account on a different device um you know for example with Facebook if I head over here right you'll notice that I've got one account logged in if I was going to be using my phantom for Facebook I would log out of my account remove this account from my page and then log into the separate one so I only have one account saved at a time on Facebook's browser otherwise you risk your accounts being blocked okay um so that's the first thing is create a new account it can be a fake account you want to behave

like a normal human being on that new account for the first 5 days and then on the next two days like towards the end of the first week you can start joining the Facebook groups that you'd want to extract from the same thing applies to LinkedIn if you create a brand new account and start joining Facebook groups immediately you will be blocked or banned it's too suspicious it's not normal human behavior you want to spend the first couple of days adding friends so sending messages sending videos sending Facebooks writing posts liking posts liking Pages use

the Facebook account normally it's the only time I'm ever going to tell you to actually use social media normally um but you want to do that have a scroll through the newsfeed spend 20 or 30 minutes on there each day just warming it up really important okay if you go straight in with your new account it won't work because you know it'll create a problem but after 5 days of 20 minutes a day warming up you can then go ahead and start joining groups in day six and seven and this is the same principle for

LinkedIn if you're doing LinkedIn um extraction it's the same thing it will use your LinkedIn cookies you need to make sure you're not using your main account because you know you might lose all your connections you might lose your um your LinkedIn account which would be bad so make sure you create a dummy one um and go ahead and and just create that and you might need to get someone different to verify it or something like that you might have an old account you can use um but that's really important it's the main thing to

this is do not use your main Facebook account unless you you don't mind it being banned for example with my account I've got almost a th000 friends on there as agency owners we've got all of our support Chats on there we've got I'm admin on a Facebook group in there if I lost my account it would be really [ __ ] annoying right so anyway besides the point that's the rule 5 days of warmup the next two days you incrementally join new groups and you go from there so this revolves around obviously using groups so

all you have to do here is basically find um is basically find um Facebook groups that have Affinity to your Niche so so it could be roofers in the UK restaurant owners USA Gym owners UK something like that and so once you've joined these groups what I'd suggest you do is basically make a list of them in a Google doc um or at least you know make a list of them on the Facebook account you're logged into um and you want to get a Google dot going that looks like this um that basically walks you

through the groups you've already extracted um the reason you want to do this is because you don't want to lose track of all the groups that you've already extracted and you know start having duplicate friends and stuff like that that would just be a nightmare um so I suggest like a just really minimal level of organization to keep things nice and tidy here so once you've done this um once you've warmed up your account for 5 days you've joined a bunch of groups you're ready to start extracting what you want to do is you want

to go and log into Facebook to that new dummy account remember it's imperative that you logged into a dummy account um in terms of getting into groups and stuff it's quite straightforward just answer the questions poses someone in the niche it's not too difficult to to get into that one especially if you say that you're happy for them to message you or send email marketing stuff to you they'll jump on that like no tomorrow so connect to Facebook um all you have to do is log in Click connect to Facebook and it will pull through

automatically um if you if it doesn't pull through automatically just refresh or um find it manually it's pretty straightforward just you can just Google the um the cookie number so once you've connected in here the next thing to do is paste a Facebook group URL okay so this is pretty cool all you have to do is basically um just I mean copy and paste the URL that you want to extract um and then just press save now under spreadsheet settings um you don't really need to to change anything here it will just create it automatically

um then we've got Behavior so this is this is quite important um in terms of behavior you don't want to process any more than four or 5,000 members um because if you do that in a specific short period of time might create some problems for you if you do it too quickly okay so my suggestion um most groups won't have anything above 5,000 members um if they do um you can continue to keep extracting from the same list but you need to make sure you you use a remove duplicates tool if that makes sense otherwise

you might find you keep getting duplicates so if you've got a a group with 10,000 people and you want to extract 4,000 members twice and then 2,000 members once to get all the people from that group you want to make sure that you're adding them to Google Sheets and you're using remov duplicates so you don't keep finding the same people and over and over again um but I to be honest because it's Facebook friends we're only really going to need like 10,000 people anyway so across like five or six groups you should be able to

do that um if you've got a good connection request sorry friends accept right um and that's pretty straightforward number of groups to process per launch we're just going to put one in here because we only want to do one at a time now if you have got multiple groups and you want to do them all at the same time then you can put them in a CSV file as an input um but it's entirely up to you um and then obviously here we have remove duplicate profiles between groups so this won't work if you're just

doing one individual twice you got 10,000 people you try to extract 8,000 over two runs if that makes sense you won't be able able to do that but if you have got multiple groups and you don't want duplicates you can just click this um result file settings super straightforward um you just click it in here um and then we we go to settings over here launch manually execution time limit stays the same folder management that's all good proxies you want to make sure the phantom um Phantom Buster proxy is on custom configuration maintain the same

fixed IP by default this should be selected um and you can just leave it like this because we're only running it for less than 10 minutes we don't need to keep switching all the time but the main thing is make sure you have a proxy on um because if you don't you will risk your IP um I don't know if it's going to be exposed or if it means your account could get blocked or whatever but it could happen notifications you can just put either of these I just leave it as none because it's only

10 minutes long so I just keep an eye on it so now I'm going to give you an example um let me go ahead and log into um one of our me team members accounts um and her name is Emma from this is an old Agency address um and if I log in here let me give this a quick second okay so I'm logged in here I what you what you'll find for the purpose of this video is i' I've basically joined a bunch of groups here in the smma space okay um so what I'm

going to do now is um go ahead and go over to the dashboard and I'm going to go to set this up I'm going to show you how this works so if I just click connect to Facebook then what it's going to do is it's going to put my user session Cookie in here and my EXs session cookie it's already connected cuz I'm already logged into Facebook and I go and say save and then paste a Facebook group URL here so if I came over here and let's just say I wanted to go through for

this one okay and in here we've got 3,100 members okay so I just grab this link up here and um I'm going to remove this part afterwards just so we've got the group ID and we'll just search that to make sure it does work perfect it does okay spreadsheet settings we can just leave that as it is press save Behavior there's only 3,100 people in here so I'm just going to put 3,100 um which is fine number of groups to process per launch is one results file settings we can leave as it is press save

okay launch manually limits blah blah blah that's all fine we can leave this all as it is um and we'll put notifications in case of error just in case there is an error and then launch manually okay save and close so if I click on this one um oh hang on it's just giving me some jetp okay you click on it and then it will give you the option to launch it here you press launch okay now here's the thing what will happen pretty much every time you run this is Facebook will after about a

minute or so Facebook will lock the account you're using because they think that someone's trying to access your account separate to you all the all you have to do don't panic you won't get blocked I haven't been blocked I've used this quite a few times I've never been blocked so I think it's possible that you can get blocked but it's unlikely as long as you keep a reasonable limit and you've warmed your account up properly but what you can expect pretty quickly and it might happen in the next couple of minutes here is Facebook will

look at Phantom Buster using the account because it's gaining access through cookies and it might assume that someone's trying to access your account so Facebook will send you an email to reset your password you reset the password you confirm that it was you that tried to log in and then you can basically run this again and I think that works on like a 24 or 48 hour time frame so um so you can sort of just um continue to extract after that you don't have to worry about it happening again um but it will happen

again every couple of days or so at least in my experience um so what you would do I mean you can see here we've got this um it's sort of starting to to count down slightly um I'm not sure if it works in like 10c intervals or something but you know we can see this thing's running it's already extracted 90 members um and yeah you can see it working quite well so you know like I said it'll give you the recent activity here so if you do get blocked it will come up in the logs

and all you have to do is just check your emails for Facebook to confirm that it's okay um for this thing to keep running so I'm just going to press a here um you'd obviously leave this to to run completely um and then if I just press stop okay what it will do is it'll save the data so obviously you'd let this run for as long as it could run for free um and then it will give you this CSV file here okay so if you want to preview this you can you can copy it

by pressing this or I would just suggest downloading it and then uploading the um the data to a Google sheet so what I would then do once this um CSV file is complete with the 3,000 leads in it I would go ahead head and just create a new Google sheet like this okay I would name the Google sheet after the group ID that I've extracted then I'd come over here download the CSV file which is going to open in numbers in my Mac okay we give this a second and you'll see all of the people

in the group here so this is obviously only 100 you can see how quickly extracted 100 um so there's not you know this isn't the full 3,000 cuz I stopped it quite early um but this is awesome because you know this this gives you it gives you everything and the the the problem with Facebook in general and trying to find friends is it's the it's annoying having to sort of find them and then click on their profiles and everything what we can do here basically is we've got their name their first and last name and

their actual profile um then we've got their profile picture which doesn't really matter but the cool thing about this is we can see when they last joined the group but then it also gives them uh it gives us their additional data so if it says like owner at social media marketing agency here um founder at Ecom ties digital marketing strategist is pretty helpful to have this stuff now you still want to check these profiles out one by one but this actually means that you can now get a virtual assistant to skim through the leads for

you and find the right fit because it's hard to get a virtual assistant to find leads for you on Facebook because you risk having your Facebook account blocked same with LinkedIn if you give multiple people access but it's pretty handy to have this so you also have these this information here as to whether or not you can request them um um and so yeah it's it's pretty damn helpful um and you yeah you're going to you're going to save yourself a hell of a lot of time here um so you know we've got founder at

this agency founder at this agency founder um and it's just it's very very helpful to have okay um so once I've got this all I would do basically is just go over here and I scroll down and then I basically copy this okay and then I'd go over to this sheet here and paste it in like this give it a second and then you've got a nice Google sheet and if you want to if you need to you can use a remove duplicates tool there's an add-on here called remove duplicates you have to um go

to get add-ons and I think it's like $5 or something but it's super helpful and then you can just go through and remove duplicates based on either the name or the the profile URL which is probably probably the best um so yeah that's everything um for how that one works from Facebook I'm just going to quickly um let's let's delete this because because we don't actually need it anymore okay and so that's how we do it from Facebook perspective from a Facebook groups perspective um so now if I wanted to go and do LinkedIn all

I would do is just delete this okay go back to Phantoms and then I go to LinkedIn group so with LinkedIn you can only extract 2,500 at a time same principle create a new LinkedIn account use it like a human being for 5 days and then start joining groups after 2 days the two days towards the end of the 7 days and then log into it paste your LinkedIn session here you put the groups to scrape here the behavior is here you only want to scrape um well it only allows you to scrape the re

most recent 25,500 members of the group which is a bit bit annoying but not much we can do about that and then settings you know you just leave it here I don't think there's I don't think there's a need for a proxy on this actually um so yeah it's the same principle it's really straightforward to use you can just I won't demonstrate it cuz it's I haven't actually got a LinkedIn account prepared for this but yeah that's basically um how we scrape you know thousands and thousands and thousands of people um in one big Go

I mean it's extremely useful it saves you a lot of time because it means that like instead of having to go to and from profiles on Facebook and spend all your time in there you can just have a list of profiles and then you can give your virtual assistant or you can just do it yourself you know you've got the profile URLs you know they're part of that specific group so they're much much more likely to be a good fit the problem with finding Facebook friends on Facebook groups is you end up losing track of

where you've actually got to in the group and so you have every time let's say you Source like 500 leads from a Facebook group every time you go to resource in there or in a LinkedIn group you have to scroll down to 500 people and find exactly where you left off so you don't get duplicates and it's it's too much chaos so that's everything for this video hope it's helpful and um I'll see you in the next one thanks for watching so what you can see on the screen here is my cly analytics and you

can see here that in the last 30 days I've scheduled or created 1,400 Discovery calls sales calls appointments meetings whatever you want to call them we completed about a thousand of them and as a result of this month we got around seven figures in Revenue okay just wanted to demonstrate that I actually know what I'm talking about you can see it on the screen here okay and this is basically the framework and Paradigm and method of thinking that I have used to book near enough I don't know th 40 to 50,000 appointments probably since start

of my first business so it works really well let's get into the video so what actually is a system let's we're trying to build a system to build reliability predictability consistency okay so we need to actually understand what a system looks like and funly enough for you I have a diagram okay so we have inputs we have processes we have outputs and we have feedback and then we have an environment so the inputs this is how a system works you have the raw material that is inputed into the system okay then we have the processes

which is the conversion mechanism that converts the inputs into outputs we then have the outputs which is obviously the end product that comes about as a result of raw material actually being processed then we have feedback which is information about the system or the effectiveness of the system and it's basically a byproduct of the processes and then we have the environment which is the external conditions by which the system operates in so this is the first principles of systems theory or systems thinking I should say um they're two very different things and so you need

to know what a system is this is what it looks like I'm not going to spend too much time on this but let's actually see what this looks like from a client acquisition standpoint okay so when you're looking to to build predictability with your like clent acquisition systems you need to bear this in mind okay so we start with leads then we have something called conversion tools then we have something called clients which is I'm sure you're familiar with that then we have metrics and the market okay so the input in this instance for the

client acquisition is a lead okay this is sourced by a software a lead sourcer it could be manual it could be a Chrome extension but if we want to if we want the end result to be clients we have to start with leads okay and by lead I'm talking about the the name email phone number Social profile whatever it might be some method of contacting an individual within your Niche that is the input of the system is a piece of data okay so the great thing about the online business model is we can literally turn

emails and phone numbers into Cold Hard Cash and the only reason we can do that is because of this method of thinking okay which is going from leads through conversion tools to clients okay so the processes in this instance is something that we call conversion tools you w have heard of these names before like conversion tools like what the hell is that cuz well I kind of have to create this myself cuz no one's teaching it but basically a conversion tool is like a copy a script a loom a template a follow-up message anything that

you use it's a stimulus essentially and what you're doing with Cent acquisition is you're flashing a stimulus in front of a person in your Market hoping it elicits or indicating that it elicits a specific response from that person okay so that's all it is all client acquisition is is stimulus and response or in other words psychological cause and effect then we have the outputs which is clients so the idea here is that when you take raw leads qualified leads in your Niche and you expose them to the right conversion tools you get clients that is

the first principle of client acquisition everyone thinks it's about having instantly and having all this fantasy software and Ai and stuff it's not it's data in your Niche correct conversion tools combining both those things together right and the synthesis of the antithesis and the thesis is a client and that's called hegel's dialectic but we're going to get into that another day so feedback so the feedback from this system is going to be metrics okay these are conversion rates that denote the effectiveness of parts of the system so what is the true sort of feedback that

comes from getting clients well more than anything it's going to be metrics now the other thing that comes as a result of getting clients is a market understanding so this is another form of feedback that you will receive although it's much more intangible it matters but not as much as the metrics that you get as a result of signing clients okay and then the environment in this instance is the market okay so the market is basically the environment it's these are the external conditions um by which the system is operating in so if build a

cold email system whether you like it or not that cold email system operates in the market and the market can be everything from your competition to the niche to the saturation to the offers all the way down to the internet service providers and the rules of email deliverability um etc etc account banss all of that Shenanigans we have to bear in mind because systems don't operate in a silo or a vacuum they operate inside of an entity and that entity is the environment and that environment has probably more of an influence on the system and

the performance of the system than you might think but anyway so this is the overarching macro system structure of client acquisition we take leads we put them through or we expose them to a collection of conversion tools that are outlined in a linear fashion so we start with like the very first conversion tool all the way to the close and we get clients and throughout that process we're going to receive metrics okay here's the thing there are six stages that someone has to go through for a complete stranger to become a client so we've got

the macro system of leads to clients right the input is leads the output is clients but we have Microsystems so there are six stages of client acquisition that you need to be aware of and basically what this means is there's six stages of conversion so to go from stranger to client there's six steps they got to go through okay step number one is you need a system right with a set of processes or conversion tools right to get attention from latent conditions okay so this is the first thing you have to do like people try

and answer the question of like how can I get clients but that's way too big of a to solve if you don't even know how to get their attention in the first place if we try and solve the problem of client acquisition instead of trying to win the war we're just trying to win six little battles and through winning the six little battles we win the war so we have to focus on the micro not the macro it's a lot easier and I'll explain what latent conditions are in just a second system number two is

you need a system with a set of processes to get interest from attention and then we need a system with a set of processes to get appointments from interest then we need a system with a set of processes to get shows from appointments then we need a system with a set of processes to get primed prospects from shows and then we need a system with a set of processes to get closed deals from primed prospects so if you're wondering you you probably know what attention interest and appointments and shows are latting conditions are basically the

psychological and situational conditions of someone's life in your Market okay so for example for you let's say you run an agency one of your latent conditions in your mind in your own conscious mind is that you don't want a 9 to-5 right that's just an example of of one latent condition you have I can then use that latent condition as a marketer or someone trying to sell to you to get you to buy from me cuz I can say hey if you buy my product you're never going to have to work a 9 to5 again

and that's what marketing is all about and building offers and Building Systems and everything around client acquisition is knowing what people are and using that to basically get them to buy from you sounds a bit mellan but that's what a latent condition is another example of a latent condition for a gym owner primary example of this because I used to work in the gymnaste is they feel overworked and underpaid and they don't get the recognition they deserve from their members and team so you can use that you can use the frustration etc etc okay so

a primed Prospect is a prospect on a sales call that have been primed by the right questions okay so we're going from latent conditions which is basically like nothing this is before the Big Bang this is just random atoms like flying around and we need to get attention so we're going from just normal people in your Niche with a specific set of problems and psychological situational conditions and we're going to flash something to them hopefully nothing dirty we're going to flash something in front of them that gets their attention Okay once we've got that attention

we need to convert it from in from attention to interest so their eyeballs are on our stimulus that sounds weird but their eyeballs are on our stimulus and now we need to convert that attention into genuine real interest and we can Define interest by the way is just curiosity the want to learn more once we've got their interest and they're curious as to you know wanting to learn more then we need to learn how we can get turn that into an appointment and then once we've got the appointment on the calendar right which is where

most people fall short by the way is getting the appointment once we've done that then we need to know how to get them to show up for the appointment because if they don't show up there's no point in Booking it and then once they've showed up we need to know how to prime them with the right questions introducing pain on the sales cour introducing emotion introducing incentive etc etc and then finally once they are primed and ripe and ready to be closed we need a system or a process to actually close them okay and so

people think that clent acquisition is this wooah like hippie like oh my God if it happens it happens sort of thing it really isn't it's cause and effect it's just exposing the right people to the right set of stimuli over a linear chain for a period of time and you make money and that's how I booked 1,400 appointments in the last month right I know what stimulus Works in my market and I have six systems that convert people through these stages so for someone to go from stranger to client there are six steps of conversion

as we discussed if you want client acquisition to be predictable then you got to build a predictable system for each step so if you don't like if you have five of these systems but you're missing one client acquisition will not be predictable and reliable and consistent for you okay if you want that just on like that constant onslaught of appointments that constant steady March and steady flow of people coming in you might even need 1,400 maybe your goal isn't eight figures maybe you just want to make 10 grand a month right maybe you just need

one appointment a day well whether you want one appointment a day or 100 appointments a day you need to have all six of these systems because you can have them all but if you don't have a system for getting shows you what's the point of booking appointments if you don't have a system for closing deals you get the point so here's a visualizer so um let's um open this one up a second here okay so here's a way to visualize these six subsystems essentially Okay so we've got the overarching structure here of going from stranger

or human to client and then receiving feedback in the form of conversion rates right and then we obviously have the triangle which represents the you know the overarching process of conversion but really if we dig into this and we actually take a look what's going on here inside of this one process we've got six systems okay so we sort of got like this you know Russian Dole effect or is it Chinese Dole I think it's Russian Dole um someone correct me in the comments but you see the point we're going from lat conditions to attention

attention to interest interest to appointment appointment to show show the prime Prospect and then we get the closed deal okay so that's how it works that's how you need to see it so now let's talk about something um that sounds boring but is probably the the most important thing you can understand to reliably generating appointments so metrics so for every stage of conversion in the macro client acquisition system there are conversion rates okay so you know we got these six systems by now you should know we got six right I've said it probably about 10

times and you're probably like Charlie please just move on um there is a conversion rate that comes as a result of each system okay and the the the quality of those conversion rates determine the quality of of the overall system okay so conversion rates measure the effectiveness of the conversion tools used to drive people through your client acquisition process so if you remember what is a conversion tool it's it's a stimulus effectively it's the copy you use it's the subject line it is the loom you use it's the Cal script you use it's the ad

you use it's the creative use any form of tangible marketing stimulus that you can be exposed to an individual in your Market to get a client is a conversion tool okay now the better your conversion tools or in other words the more accurately they um resonate with or Prey Upon for lack of better words the later conditions of your Market the better your conversion rate will be it is as simple as that there's a direct relationship between the effectiveness of the conversion tools and the conversion rate conversion rates are calculated by dividing the output volume

by the input volume and then multiplying by 100 okay so it's a very simple method of figuring out what your conversion rate is is you just go output divide by input times 100 okay examples so let's say that you get 30 shows 30 sales calls that show up and from that you get seven clients so if you wanted to calculate the conversion rate of this stage of the system which obviously is going to be um I believe well it's going to it's going to denote really system 4 to six right and the conversion rate there

is 23% because we take the seven clients we divide them by the 30 shows we times them by we get 23% which is our sales conversion rate another example is 2,491 cod calls and let's say that generates you 843 pitches so when you're making cold calls right your first objective isn't to get appointments your first objective is to actually just pitch the decision maker because that basically denotes the effectiveness of the system of getting the attention from the lat conditions and getting the interest from the attention Okay we need to get clients we have there's

a few things we have to go through first okay but let's say that that happens you make 2500 whatever Cod cuse you book 843 appointments we're going to do 843 divided by 2,491 times it by 100 which means we have an overall conversion rate of 33.8% from dial to pitch so let's say that you um another example you get 177 cold em positive replies and from that you book 16 appointments well the conversion rate of that would be 9% okay simple you must track key conversion rates when running client acquisition systems you know I've got

I've I've helped near enough what like 1100 or 12 00 agencies coaches and Consultants with Clan acquisition inside of easy grow this is our program for those you who don't know and the Very if someone has a problem with their outbound systems right and they're like oh my Cod Emo's AR working or my cold calling isn't working usually it's a bit more dramatic than that but you get the point the very first thing I ask them is what's the data what are your conversion rates and if they don't know then I'm like well you need

to go and find out cuz I can't help you without the conversion rates trying to like build a client acquisition system specifically an outbound or even a paid client acquisition system like an ads one without knowing your conversion rates and tracking your metrics it's like driving a car blind that's probably the closest the closest and most accurate example I can give you it's dangerous it's stupid and you're going to crash and burn and probably die in the process so we don't want that okay so you must also track the overarching appointment booking rate metric right

for example if you send 100 cold emails and get two appointments you have an overall appointment booking rate of 2% so really like when we're building systems for appointment booking because I'm talking about getting clients right but if you're building a cold email system cold core system cold DM system ad system the main thing you're looking at the the North Star the Polaris star the Big Kahuna so to speak of metrics hope that's not a bad word I don't think it is and the Big Kahuna for lack of better words is appointment booking rate so

that's what we need to keep in mind so only idiots build client acquisition systems without tracking their metrics I'm assuming you're not an idiot so don't try to build client acquisition systems without tracking your metrics maybe you've done it in the past that's fine you didn't know now you know don't do it metrics are the most important thing to the function of a system when it comes to client acquisition build a tracker for crying out loud so we've got seven systems in Easy grow for outbound like appointment booking um and I thought I could just

share this tracker with you because I want to give you an example like you might be like well how do I track my metrics what does that look like like what does that entail I hear your questions so let's just take a look at this one all right so you can see this here this is an example of a metric tracking spreadsheet that we have for one system you want to lay it out by the month down here and then pretty simple you can just have a look at this the resources in the descript description

I'm not going to ask you for your your email or your social security number or anything it's free for you to use um but you can see you know you're going to set out the dates every day you're going to log specific metrics right that you can that come as a result of using the system and then what will happen is you will calculate your conversion rates or the spreadsheet should automatically calculate the conversion rates for you and you can use this as inspiration all right so the way this works when building a tracking system

is you want to basically find like every step that you can track you're going to track if that makes sense so if you're making call calls the first thing you're going to track is dials the next thing you're then going to track is how many people actually pick up and then what you're going to track is how many times you actually get through the decision maker then you're going to track how many times you actually pitch the decision maker then you're going to track how many times you actually get the decision maker to book an

appointment instead of just tracking like cold cool appointment book you got to track all five or four I think there's five individual variables because when you have those five things you can start to identify bottlenecks etc etc so to further our understanding of metrics we need to understand something called key performance indicators because now you're going to be asking like well Charlie okay I'll track my metrics but how do I know which metrics are good like how do I know what's good what's bad well we use something called kpis to um determine this okay so

kpi stands for key performance indicator okay this is a metric we set as a goal or a standard to denote the health of a system okay so think of it like this right if if if you're still struggling to to gauge kpis or maybe you do understand them but you're still a bit sure on on how to like use them well doctors have metrics they deem healthy for the human body okay so the human body has key performance indicators essentially right things that keep you alive so for example like a healthy heart rate or a

kpi for your heart rate is anywhere between 60 to 80 now mine's actually about 55 when I'm sleeping my little aing tells me that but you get the point right I'm just going to flex my heart rate on you which is definitely not normal or friendly but anyway you get the point um healthy BMI for an adult is between 18.5 and 24.9 don't ask me to explain this I Googled it but you get the point right healthy blood pressure is 90 over 60 or 120 over um 80 like between those two ranges like you need

to treat your systems like a doctor treats his patient or her patient or their patient I don't care right if you're sick the first thing your doctor will do is get data on your key Health metrics like the above um and from this data they will basically make observations and they'll make a diagnosis and prescribe a solution you know prescription without diagnosis is malpractice in the medical field and the same thing is true with cl acquisition so if you're building like a system to book appointments or close deals you got to treat it like a

doctor right you've got to be able to accurately diagnose what the problem is at any point in any moment and you do that using data because if you walked into your doctor surgery they just sat you down ask you one question and prescribes you a drug you'd be like what the hell but if they take your BL if they do blood tests right and they're looking for like I don't know bloody like lipid count or hormone counts or something and then if they also if they also go ahead and um take your blood pressure and

then take your heart rate and then like they tea that up with everything that you say and that you're feeling and then they can actually like figure out what the problem is but if you don't have that data like then you're kind of screwed right why do they do this well they do it because the human body functions as a system and you know that's the story for another day but I could make a whole video on that but anyway so just like we have kpis that denote the healthy function of a body we have

kpis that denote the healthy function of a system when building a system one of the first things you have to do is Define what your key performance indicators are what's achievable what's optimal and what's the lowest standard you're willing to accept so it's really important you think this through like what do you actually want out of this system because if you define the goal or the key performance indicator you can start to optimize and you can start to make decisions and take actions to move towards that goal or that objective but if you don't have

a goal or if you don't have any idea as to what you want you're just completely blind and you're just going to end up being that kid that is swinging for the pinata at 10 years old that doesn't hit anything and just looks like an idiot in front of all of his friends definitely wasn't me when I was 10 anyway right so once you know this number as a conversion rate by the way cuz key performance indicators in the client acquisition realm typically do represent themselves in percentage conversion rates remember output divided by input times

100 right once you've done this you can start to optimize and Shuffle the variables of your conversion tools to achieve it ah now the plot thickens you see conversion tools have variables and this is about to get really weird I'm going to explain why if you don't get this you're never going to be able to reliably build appointment so stick around and just bear with me for a second and you know bear witness to my incredible YouTube retention strategy right there but you get the point so different conversion tools impact different conversion rates so remember

a conversion tool is a stimulus right that we're flashing in front of someone so conversion tools can be attributed to conversion rates and their effectiveness is measured accordingly so I'm I'm hoping I'm building you up here from a first principal perspective I'm hoping I'm rewiring and reshaping your Paradigm around how clent acquisition is done all right we have leads and we have clients and we have processes throughout that right to convert them there's six processes each process uses a set of conversion tools how do we measure those tools and how do we find the right

ones well we set a kpi and we move towards it so for example this is The Terminator Loom system one of the cold systems we have in Easy grow seven of them but this is one there's different metrics we track in different conversion rates that we think within kpi so we have the loom view rate um which is between 15 and 25% so when we're building the Terminator Loom system for clients and we're helping them do that we're looking for a minimum of a 15% Loom view rate which means that if you send 100 cold

emails with a loom attached you want at least 15 people to watch that Loom that's the minimum we'll accept and that's the key performance indicator so that when we're building all of our um conversion tools that can be attributed directly to loom View rate we're building them with a 15% kpi in mind this where it gets interesting so the conversion tools that we would use to get a 15% Loom view rate a subject line body copy offer the thumbnail of the Loom Etc so this is the thing you can't everyone thinks that if they just

get the right piece of email copy that their entire business will be fixed but it doesn't work like that because the body copy of your email in your loom if you're sending looms the body copy is one variable of four or five that will determine the effectiveness of your loom view rate just that sing single isolated metric email copy doesn't get your clients right you have to build so many variables and systems and you've got to imagine that you're building six different little systems to get the whole thing to work you have to think like

this okay so then we've got the positive reply rate um which is the kpi minimum of 3 to 5% and the tools that um we use or the conversion tools or the stimulus that we use to determine the positive reply rate the loom script the call to action and the delivery of the Loom itself okay cuz if you trust me if you record a loom for someone on you like this and you sound like oh you I really don't want to be here and I just want they're not going to reply okay um so this

would be like if we sent 100 emails and got three people replying we would be in kpi okay appointment booking rate so this is important we're looking for 1.5% minimum and really the main variables that can be attributed to appointment booking rate are the reply framework the follow-up sequence the calendary event all that Shenanigans now here's the thing when you build client acquisition systems you're going to start to stack metrics on top of each other right and so Theo booking rate is going to be also influenced by the body copy by the subject line by

the offer by the thumbnails so when you're looking at like the the the top the metric at the very top which is usually appointment booking rate for for these appointment booking systems you got to bear in mind that every variable below it is influencing it right but what we want to be able to do is break down you know really two three or four conversion rates and then attribute each conversion tool to them so that we can build it properly because if all you're looking at is the appointment booking rate and there's actually like 10

to 15 different conver version tools that are all contributing to that we don't know what's what we don't know how to accurately depict and understand what's influencing what and what we need to change and stuff like that but by breaking it down into submetric it's way easier because instead of just trying to fix the appointment booking rate you're just trying to fix the loom view rate and usually if you fix that you fix the other thing does that make sense I'm hoping it does we also track the view to positive reply rate and the positive

reply to appointment booking rate but this is a little bit more advanced than I wanted to go into in this video so I'm not going to get into these um these what we would call sub metrics okay okay subc conversion tools so Keystone metric so every system has a keystone metric right this is the metric that measures the overall performance of the entire system for example if you're looking at the human body the Keystone metric is probably going to be your resting heart rate right depends obviously on what you're optimizing for but if you ask

yourself like what is the easiest way to determine whether or not someone is healthy maybe it's resting heart right if if I'm sure there's plenty of doctors that are just slapping their faces right now in disbelief like Charlie you're an idiot but you get the point right for appointment booking systems it's appointment booking rate for Sales Systems it's the overall sales conversion rate here's the thing if the overall Keystone metric which we would call the north star or the Polaris star metric is in kpi you need never ever to make any changes to metrics Downstream

of it everyone gets like in advertising and in cold emails and all this stuff everyone gets very obsessed with the early like the early data so they're like everyone's obsessed with getting like $1 clicks or everyone's obsessed with getting like emails opened and stuff like that and everyone's like oh I managed to pitch like five people today but it doesn't matter right so let me let me break your Paradigm for a second so let's say that you're running ads right to get clients and let's say your product cost $5,000 if I came to you and

I said I'm running these ads to get clients it's currently costing me $11,000 to get a click you'd be like well that's a broken system there's no way you can like reliably profit off of ads if you're getting $1,000 per click but then if I told you and contextualize it that every single person that clicks purchases and I have a 100% conversion rate through every single system on the click then it would make sense so don't isolate and focus on earlier metrics when you should be isolated and focused on later metrics does that make sense

so for example let's say that like if I was doing cold email and I said my email open rate is 1% if I said that to someone they'd be like well that's that's a broken system you need to improve that but if every person who opened the email went on to buy from me then the system would be profitable cuz for every hundred clients for every hundred emails I sent I'd get client so we can't don't never ever just zoom in and focus on the first thing you have to look at this holistically and you

have to go to the very end and then reverse engineer and diagnose everything back to the start okay and that's why we have these Keystone metrics because they keep us you know accountable to basically not being irrational and not being stupid so I kind of gave an example there right but let's let's do another example right so let's say that you're sending looms right cold email um or DMS or whatever but you only have a loom view rate of 5% but if every person who views your loom books are cool the appointment booking rate is

5 % so most people would be idiotic in this instance and try to increase Loom view rate to increase AB but the key metrics and kpi there's no need right if you ever want to get more from a system that's already working don't change anything just increase the volume of the inputs and this is called scale this is a very very very important lesson in business Acumen and scale and critical thinking right if you have a system that's working that's functioning in kpi do not try to improve it just try to scale it this is

so important if you get let's say that you have a cold email system with a 2% appointment booking rate right and for every 100 emails you send you book two appointments news flash you don't need to do anything except from put more volume through it because if you've got a set of conversion tools and a set of systems that convert it 2% then all you need to do is increase volume because if you send 100 emails a day you book two appointments a day but if you send 300 appointments a day you book six appointments

a day but what most people do is they're really stupid and they change things around to try and optimize and improve but that's really dumb because we don't we're not looking for growth in systems we're looking for predictability we're not looking to try and optimize a you everything to get to 10% all we're trying to do is establish some proof of concept that we can add volume to and if you're wondering how to scale or if you're wondering what scale is it's just applying volume to a specific system once again I could make another 2hour

video on on that topic alone but how to scale but that's something you need to bear in mind all right doesn't matter if your loom view rate is 5% the your appointment booking rate is 5% please don't go and try and change anything or think like oh yeah I'm just going to do this just just just send more emails simple as that okay so now let's actually get into um the nuts and bolts of this um because that's the theory sort of covered right that's the you know systems thinking for client acquisition 101 um trust

me there is a lot more to it than that but for the sake of your sanity and for the sake of my sanity um we're just going to focus on the foundations for now so um that's the theory so now it's time for the big question how do you find make or build the conversion tools that actually achieve the kpis and convert people so the question you're now asking is okay I understand Char I got to get the metrics and everything um tell me something useful please right we need to understand this so conversion tools

have typically anywhere between three to four key variables and you need to start thinking of these like DNA right so I want you to think that a conversion tool has a genotype it has DNA it has a set of variables that basically make it up and a key variable is a component of a conversion tool that has a big impact on its Effectiveness so for example let's just take a loom video right as that's that's a part is a conversion tool but inside of that loom video we've got Keystone variables for example the delivery the

call to action the script itself the introduction the offer all of these things are going to influence it and so what we need to start understanding is that we have the system here and then we have the conversion tools here and then we have the variables here and so we have this Branch node model so for example let's take a look here so one conversion tool is a standard Cod email or the key variables here of the subject line the body copy the call to fash if you're doing a loom code email then the key

variables are body copy Loom script Loom delivery maybe subject line as well if you're feeling a bit fancy Cod DM opener pitch platform delivery if voice not or video Cod call Process opener pitch delivery nurturing process confirmation email there's be a few more or a sales script right the key variables to a sales script are going to be the questions that you ask the way you pitch the answers the rebuttal your tone of voice now certain variable combinations will be suited to a scent conversion in your mind market and what that basically means is that

all we're looking to do here is Shuffle up the right variables and find the right combination so I want you to imagine for a second that you know every time you're building a conversion tool it's like you've got a padlock and what you're trying to do is you're shuffling through the the four numbers to try and pop the lock and there's a there's a probably there's a lot of different combinations inside of that lock that will open it it's not just one there could be thousands you if if you've got a padlock with four numbers

on it I think there's like 16,000 potential combinations so all you're doing is is just going through and you're like I'll go 1 7 39 no didn't work okay I'll change the 9 to an eight oh it worked right and that's what you're trying to do is just Shuffle variables to find something that ascents to conversion okay and Ascent is basically means like it's going to happen so what this means is that all that stands between you and the predictable client acquisition system is simply finding and combining the right variables we're finding and combining the

right variables for system number one system number two system number three system number four system number five and and system number six it's not just about the Sal script it's not just about the body copy it's not just about the subject line these are these are small components or key variables to conversion tools that influence conversion rates which influence the overall system Z is going to get a little bit weird right it's like natural selection and I put duh here but now I realize how painfully and ironically like it's not even funny so I probably

should have done that but anyway right so it's literally natural selection so biology lesson 101 natural selection is the phenomenon through which organisms with better adapted to their environment have a greater chance of survival and therefore the reproduction of Offspring all right so we all know the old Mr Charles Darwin he haunted US during our time as teenagers in Biology class but fortunately enough for you I paid attention during that class so now I can explain client acquisition to you there's a parallel it's very important you understand this in nature there is an environment and

the environment sets the conditions for for which organisms survive organisms with a genotype or specific DNA that produce phys IAL traits that favor survival will live and organisms that have a genotype DNA that produce physical traits that don't favor survival will die simple enough if you are a beetle living on Brown Bark and you are green you're more likely to die than a beetle that is living on Brown Bark that is brown the same is true with clent acquisition systems in business there is a market the market sets the conditions for which conversion tools convert

and conversion tools with a set of variables hint hint this is DNA right strands all that Shenanigans conversion tools with a set of variables that convert within kpi are effective and conversion tools with a set of variables that don't convert within kpi are ineffective so my entire Paradigm for client acquisition comes down to Natural Selection and I have spent an Unholy amount of time studying Charles Darwin in his theory and I've tried to boil it down into you know eight sentences which I'm hoping has work okay so the environment is the market the organism is

the conversion tool you have to start looking at your these these stimuli or these tangible marketing assets as living breathing organisms with DNA and if they if those if that organism or that you know living breathing thing has DNA that favors its survival in the environment then it will live and survive and flourish and it will convert but if it doesn't if if the Keystone variables that make it up the combin if it's not going to unlock the lock they're going to die right hoping this is making sense please tell me if it is in

the comments appreciate it maybe it makes no sense to anyone but I'm hoping it does so DNA is a set of variables right so if if we've got a loom video right the the DNA of that loom video which will determine its Effectiveness and whether or not it has Fitness in the environment whether or not it can survive and convert is going to be the delivery of the Loom the script of the Loom the call to action the introduction the offer the in all of these things make it up then we have survival which is

conversion within kpi and then we have death which is conversion below kpi we want to see conversion tools as organisms in an environment that are being tested to see if their genetic code or their variables are favorable to survival natural selection is the key but how do we my friends mere humans simulate natural selection okay this where it get exciting so I'm hoping that I've in some way shape or form been able to reframe the way that you're seeing things here I'm hoping that you understand now that in order for us to get clients we

have to go from stranger to like from from lead to client there's six stages and whether or not we're effective at each stage is determined by the conversion tools we use and whether or not each conversion tool is effective is determined by the key variables inside of it and really it's about combining the right ones so how do we find what works like how do okay great Charlie thanks for explaining natural selection to me definitely didn't need to go back to the trauma from biology from when I was 12 but like how does this help

me well let's actually get into it so the scientific method I put some Stars here cuz I thought it would be like funny but then I realized I'm like a 25-year old man and I I have no business using like ironic Emoji structures but you know what I don't really care right so to build successful client acquisition systems we effectively need to build what we would call a natural selection machine because natural selection and and this this process of of selection is very good at finding the right variables for survival so we want to be

able to look at it observe it and try to duplicate it into our business so we can use its prowess and all of its power to find variables that work for us so the closest thing we have as mere mortals to natural selection is the scientific method and the scientific method is probably my single greatest tool for thought when it comes to building these things so here's how it works step one is to formulate a hypothesis step two is to test that hypothesis step three is to receive feedback as a result of the test and

step four is to iterate the new hypothesis the best marketers are not the best marketers they are the best scientists it's a very important lesson for you to learn if you're early on in your SMA or your agency or your business or your Consulting career it's not about being persuasive and it's not obviously that helps right but it's it's far more about being able to think rationally and run proper experiments and actually test things properly the hypothesis is basically a combination of variables for a conversion tool so if if you were to ask me Charlie

what's a hypothesis when it comes to client acquisition well the hypothesis is the you know the four digits on the lock code so I'm going to test 2783 to see if that works right and if it doesn't then you receive feedback and you iterate and you change in this instance you know the hypothesis is the set of key variables that make up the conversion tool so for example let's say your code call script is going to be a conversion tool or the code called pitch because the script the opener and the pitch are different so

the script is the tool and inside of that tool we've got these key variables which is going to be the way you open the offer you give and then the way you try and close people onto an appointment right those are the three key variables and by combining a set of three of them you have a hypothesis and then we have this term called feedback and and basically feedback as we know at this point a metric conversion R so the scientific method put a man on the moon allegedly once again I'm trying to use some

ironic emojis to relate to my gen Z friends but kind is probably not working but it also invented Skittles if it can do that it can it can help you find winning conversion tools for your business so pretty much everything that is great about being a human like everything that has a result of technology or science has come as a result of the scientific method although ironically penicillin was discovered by accident like just complete accident so we probably would have got there in the end but the point here is that you know you can use

the scientific method to do pretty much anything ever and all the great things that have ever been done ever have come as a result of the scientific method so step one is to formulate your hypothesis so when we're building conversion tools this is how we find the right ones okay we're doing this for each conversion tool and we're attributing them to through you know through conver rates we're attributing them to different like metrics and then we're establishing kpis and we're building up from from the bottom okay so the hypothesis is a collection of key variables

think of this like a strand of DNA code for example right we can have a loom cold email hypothesis you got subject V1 body copy V V1 Loom script V1 and Loom delivery V1 so version one of all of these key variables makes the first version of our hypothesis and so what we're then going to do is step two which is to test the hypothesis okay to do this you'd send 200 Looms understand the larger your sample size the more validity your data has so don't just go and send 20 looms receive no responses and

then tell me that you haven't got a working Loom system you need to do hundreds of outreaches per variable okay same with Cod calls this is so stupid and so irrational like I I I really get it I understand where where the behavior comes from because I used to do it right but you need to realize that if you if you make like 50 cold calls and don't book any appointments that doesn't mean the script doesn't work because numbers only present themselves in large enough data sets and so you need to give the system enough

data and enough numerical validity in order for that average to actually represent itself okay so don't just like don't just send Co 10 cold DMS and then assume it doesn't work send a couple of hundred gather data you think a scientist if they were going to like experiment with like a you know some sort of like new heart surgery tool you know if they're experimenting on monkeys or something you think they just do like three monkeys keys and be like oh yeah it works no they do hundreds right which is a pretty harrowing idea but

you get the point right they're not just going to do like one or two and or 10 or 30 and just say it doesn't work they're going to do hundreds because they take it seriously so step three is to observe results feedback so after sending a couple of hundred Looms in this instance um and keeping an accurate log of the data you should have established conversion rates so now you actually have something to play with you have data you should have established kpis for conversion rates prior to starting the experiment and as we know the

conversion rates are attributed to different conversion tools for example you know you can see these ones here so here's a short step um or a short step-by-step sop for step three so we're observing the results at this point we've created our hypothesis which is basically putting together our key variables to create our conversion tool we're now sending that conversion tool and putting that conversion tool in front of people in on nich and we're going to see what happens we're going to see how many people actually convert as a result of the tool we've Ed what

we're going to do is we're going to judge the end so if the Keystone metric is in kpi leave the system alone and increase volume if not you go to the the metric that is below it right so we go from Ab to to PR if the next metric below it is in kpi then you need to make some changes to the conversion tools impacting the end metric so if it's not in kpi you need to move to the next metric and repeat step two until you've got to the core of the problem so that's

a real once again like short way of diagnosing this in in easyr I've got this video called iterative Darwin and acquisition which explains the scientific method but it took me like 4 hours to explain it and I thought that might be a little bit um UNF for a YouTube audience so I decided against explaining it in any more detail but I just need to I need you to just grasp the foundations here so for example if if we're reviewing the data and the abr's in kpi we don't touch anything we just scale but if we

review the data and ab is not in kpi we look at PR we look at PR if PR is in kpi then what we're going to start doing is isolating the conversion tools specific to AB that we can improve and if we look at PR and PR is not in kpi then we're going to look at Loom view rate but if Loom view rate is in kpi right right and we're like well our loan view rate is like 28% but our PR is only like 0.3% then what we need to do is we need to

isolate the problem by looking at the conversion tools that directly impact PR hoping this is starting to make sense you're probably going to have to watch this video three four five times okay it might be the most probably in fact is the most important video you will ever watch on client acquisition because if you can't think you can't act properly okay the the quality of your actions and decisions are Upstream of your Paradigm and the way that you perceive the world and if you're dealing with cl acquisition you need to deal with it in this

way because otherwise you're going to get lost so let's say after 200 looms you have an AB of 0.9% a PR of 1.7% and an lvr of 9% well since ABR which is the Keystone metric is out of kpi you're not going to make any changes to the system at this level instead look at PR well PR is still out of kpi so no changes to that so the culprit is Loom view right so here if we got the loom view rate to kpi let's say we got it at 18% then in theory we would

double our ab and PR are and we'd be able to scale so step four is to iterate the hypothesis and I cannot stress enough just before we go on if you don't understand the thing the points I'm trying to make in this video you need to rewatch this video as many times as you need to until it clicks cuz what what should be happening right now is you should be going ah I get it or ah I see if you're not making like weird ineligible noises that denote your understanding or some sort of complete paradigm

shift this isn't going in right and I need it to go in I need you to understand it otherwise you're not going to get any results okay so please rewatch it over and over again until it really just ingrains into your brain okay cuz I booked 1,400 appointments last month because of this step four is iterate hypothesis so what we're going to do once we've looked at our data and once we've defined what the problem is we're going to start to change the key variables so revisit the key variables in your hypothesis and iterate one

ideally the one that has the most impact on the metric you're trying to improve so we got subject body copy Loom script Loom delivery and that was V1 but we know in the current environment that the hypothesis causes these metric so now we've established cause and effect and if you if you run a test and it doesn't work you shouldn't be upset you should be celebrating because now you know what doesn't work you're one step closer to finding what does so we know that if we run this hypothesis into that market with the same conditions

we will result in these metrics it's very strong power to have cause understanding causeing a Fed so to in in this instance we' look to edit the body copy which will have the biggest impact on loom view rate okay so what you do is you'd rewrite the body copy to try and improve it and do something that you know you think is going to work better and then what we would do is we'd create our second version of our hypothesis where we still use the same subject line we still use the same Loom script and

we still use the same Loom delivery but we just improve the body copy because remember we're not making any changes to loom script or Loom delivery right we're not making any changes to the way we reply to people we're not making any changes to the way we book the appointments right because these metrics are actually within kpi if we scale the loom view rate so if we get the loom view rate to 18% AB suddenly jumps to 1.8 and PR suddenly jumps to 3.4 so we've to find the bottleneck or the problem as Loom view

rate and you know if we ask ourselves which conversion tool is going to have the biggest impact on loom view rate it's the body copy so we iterate where we have the most leverage okay so then we repeat steps 1 to four and it really is this simple it's boring it's slow and it's not shiny at all but it works new slash this is business by the way boring slow and not shiny but that's how businesses are built you know if you're trying to build an agency or a coaching business or whatever and you want

to get to like multi6 figures ain't going to happen overnight I know you've seen the testimonials and results and all of these cases of people just doing these wacky things they they are the exception not the rule all right we need to use like rational scientific processes of achievement and take time and they're boring and they're really not fun and you know my my business Imperium acquisition we've gone from zero Z completely brand new to about a million dollars a month in near enough two years that's unprecedented growth right in in this in this space

but the only reason I was able to do that is because I was already sat on 5 years of experience of using this model and this method so I already knew how to think I already had the right belief systems the right decision- making Frameworks my Paradigm was not flawed I knew I knew exactly what I had to do and I stepped into a market and into a vehicle that allowed me to increase volume and scale and thus I did right so that's the point so with time and patience you will find the right answer

it might take weeks it might take months it could even take years but the length of time it takes for this scientific method to work depends on the initial conditions of the experiment so at the very conception shouldn't use the word conception it's a bit dodgy in it but the very Genesis for lack of better words of your experiment how close are you to already having the Keystone variables that work and I know this is going to sound like sort of like a backhand the pitch but this is why you would you don't I'm not

saying you have to buy easy grow which is my program but this is why you want to try and look to find variables that already have been proven to work because if you have to do because this is why I had to do this from scratch I spent seven years building like I've tested I've done literally hundreds of not thousands of experiments for client acquisition to find variables that work and so now easy grow is a product of literally seven or eight years of iteration for me right so I can just say to someone hey

this cold email copy this cold DM this cold cool script this ad this creative and I know it works because I've literally spent the last 8 years testing to find the most optimal ones right so that's a big Advantage you get by buying a program it doesn't have to be easy go maybe you don't like me maybe you don't want to buy my thing I don't care right I truly do not care but this is the point like you want to try and get some sort of Advantage where you can at the very at the

initial conditions because if we observe the butterfly effect or what is actually a better word for it that explains it better is the law of sensitive dependence on initial conditions um it determines that you know the way we set something at the very beginning deter if we if we apply time and scale to it achieves completely asymmetric results okay SAS parabus is basically I just said that as if like everyone knows what it is nobody knows what SAS parabus is right this basically means with all conditions remaining the same except one okay so what you'll

observe here is when we're iterating we're keeping everything identical except from one thing what we're looking to do with the scientific method is established cause and effect relationships right and we're looking to establish these relationships between conversion tool variables and the market taking action to become a client so to successfully attribute cause and effect we must know exactly what is causing the effect right kind of goes without saying when you're iterating variables and trying to like Shuffle these these variables inside of your conversion tools to find what works you need to keep everything the same

except one variable if with hypothesis version two that we looked at up here right if you run that hypothesis but you also run a new offer and you also use a new lead sourcer so you're sourcing different leads but the results of the test come out worse and you regress away from kpi you do not know what caus the droing results you know was it the copy was it the offer was it the new leads or a combination of all three this is why it requires patience it requires time it requires effort it requires boredom

people in this space are so so impatient and so erratic you know they'll watch like a YouTube video they'll be running like you're going to do this right you're going to take this video and you're going to start an experiment and then what's going to happen is you're going to scroll through Facebook or or some you know togenerate platform that you shouldn't be on anyway you're going to scroll through something and you're going to find like a new shiny object you're going to someone's going to say I started doing this in my emails and my

replies doubled right and what you're going to do is you're going to look at that and you're going to immediately introduce that into your system whilst you're running an experiment and then what's going to happen is the experiment you're running is going to go one of two ways it's either going to improve or not improved right and probably it's not going to improve because if you inate more than one thing it's it usually goes wrong but then if it doesn't improve you don't know if it was the experiment the variable you're testing or if it

was this random thing you found on Facebook do you really think that a scientist a qualified PhD scientist if they were running an experiment let's say they were they were trying to grow a specific type of bacteria if they were running that experiment and then suddenly they're on Tik Tok one day and then they they find another scientist say oh I use this and this worked and then they they run to their Petri Edition and put that in and then be like oh they wouldn't they understand the premise that you have to have set as

parabus it's Latin for all conditions remaining the same except one it is so important you have this and you can think like this and you you you put you keep your impulses at Bay and you do not let your erratic impatient emotional state interfere with the experiment do not let that happen scientists understand you must keep all conditions and variables within the um within your control and we we we call these having fixed variables okay during an experiment you must never ever have more than one thing you're trying to change at once okay never iterate

more than one variable at a time be patient methodical complete every test before experimenting with a new hypothesis okay and so this is how you know the scientific method works we formulate the hypothesis we test the hypothesis we observe the results we iterate the hypothesis and that's how it works so that's basically my Paradigm for client acquisition trust me it's it goes a lot deeper than this there are videos inside of easy grow that I kid you not 3 to four hours long just explaining natural selection and Ines of it and how it works so

if you need help get more clients there's a link in the description you can click it's a video of me trying to sell you something hands in the air it's a pitch I truly do not care if you click it or not I really don't mind all that matters to me is that you get value from this video you use it and you step one step closer towards your goal if I've helped you do that with this video um that's all that I really care about but if you want to if you want to buy

my thing it wouldn't hurt you know but anyway listen Jokes Aside have a wonderful day and I'll see you in the next one it is here ladies and gentlemen how to write copy for cold email I've put off making this video for quite literally 14 months probably a little longer than that actually since the start of my YouTube channel but it's time to explain how to write email copy the video that you probably are salivating at the mail for you probably aren't actually salivating if you are then you should go and see a doctor um

but you might be a little excited for this one um Now spoiler alert I'm not giving you a piece of copy the reason I'm doing that is because I want to teach you to [ __ ] think right people don't want to think these days but I'll tell you that thinkers win right so if I want to help you win I'm not going to just give you a fish I want to teach you to fish right I want to give you a fishing rod and a Fishing manual and you're going to go out and you're

going to do the work yourself now that's not because I don't know how to do it it's because if you don't know how to do it and I just give you something that I've created then you haven't created it which means you you I haven't exposed the wiring that allows you to arrive at conclusions so you can do it yourself I would rather give you the knowledge now if you don't want if you're here for like a little shiny piece of copy that you can copy and paste that works for a few months and then

just doesn't work anymore then keep searching man but if you want to understand some nice little Frameworks that will actually massively improve your copyrighting ability getting you more responses more meetings and you know all that good stuff that comes with that then stick around I've got some points on my trusty pen and paper here and I'm going to teach you what I know about cold email copy right now first things first the most important thing um before I dive into the most important thing let me explain who I am my name is Charlie why should

you trust me when it comes to copyrighting well fortunately enough I've been able to use cold email to scale two businesses an agency to seven figures and a coaching business to multi figures and now I help other people build and scale cool businesses through attraction channels such as cold email the most important thing to do with cold email is the prospect lesson new wrot that is the most important thing your prospect understanding your prospect and who you are reaching is more important than anything right because if you don't understand your prospects and who they are

and what they want to see and what they want to read then you're never going to write stuff that's in alignment with them so the first thing to do when you're write a copy is don't write what you want to write write what the prospect wants to read this is the thing that most people just completely [ __ ] about out of the gate is they write what they think they should write but you're not your prospect and you know never have been and never will be and so you won't know what the person wants

to read and it's your job to understand your prospects so well that you actually understand them better than they understand themselves and when you can accomplish that you can just type some words and then you can make a shitload of money and that's what we're able to do with Imperium um that's the first thing right so how do you understand your prospect well you have to know like where they hang out and you have to kind of like Trojan Horse your way into their existence so if you're working with dentists then go and find out

where dentist hang out go to dentist conventions just live and breathe the life of a dentist and don't actually perform surgery on people it probably wouldn't be very healthy for anyone but you really have to just you know pick up everything like go and watch YouTube videos and how to run a Dentistry practice and just consume every piece of knowledge you have to do with your Niche and go to the places where your Niche are going to go to find information about how to run their business and just constantly be on and I'm not just

saying like go and join a Facebook group of dentists and then just R the posts no you have to commit to doing this for like years now the reason that I've been able to grow my agency coaching business and my coaching coaching business right the irony is there um is because I've been an agency and a coach and so I've lived that life and I understand them so I can write messages that help but that's the first thing right understand the prospect I know you might have a little pen of paper write it down um

but then star it and then Circle it and then star it and circle it again and then start and circle it and draw a little penis next to it so you remember that it's important don't know why I said that but anyway um right here's the second point the best copy is a good offer okay the best copy is a good offer if you have a good offer then you don't need to worry about copyrighting you can just send the offer and that will do all the Talking for you that's the key the like you

don't have to write any copy you just write your offer that's what we do with most of our like seriously that's exactly how we book appointments through cold email and it's exactly how we book appointments through cold messaging is we don't even bother with any fancy [ __ ] we just say hey John insert offer here you open to talking that's it and so like what you'll find is it doesn't matter how good your copywriting skills are if you've got a [ __ ] offer nobody's really going to care you can do anything fancy you

can read any book on psychology you can do anything you want to try and get your copy as good as possible but it's kind of like at the end of the day if like it's kind of like imagine that you're advertising a actual piece of human feces it doesn't matter how good you are at advertising nobody's going to buy the feces right it's just not going to happen so if you're selling [ __ ] then doesn't matter how you try and dress the [ __ ] when someone buys it they're going to be like this

is [ __ ] give me back my money and you'll be like no then they'll throw the [ __ ] at you and then you'll be quite upset that's what happens to most people who aren't very good at what they do so then you might have this thing of being like well Charlie like okay um well how do I create a good offer I don't think I can offer a guarantee or I don't think I can deliver this or I don't think I can actually do this I can't really promise anything crazy well then what

we find is your problem is not a copywriting problem your problem is a service delivery problem Tada like that's usually how it works when people come to me and they say Charlie save my business with a piece of copy it almost always comes down to the offer and then they're like well I can't quite offer that and I'm like why not and they're like because I can't do it and I'm like so the reason your business is not growing is not because you don't have the right piece of copy but it's because you can't actually

deliver on anything you're not good at what you do now there's nothing wrong with that because recognizing that and becoming aware and cognizant of that discrepancy or lack of skill is the first step towards improving it but understand that like most people are just on the like oh I want this copy or this subject line or this message will save my business like as soon as someone starts asking me like hey can you like give me your copy or can you like write this copy for me or can you can all I need is one

piece of email copy and my entire business will be fixed then I know they're [ __ ] because it's not it's never about the copy it's always about the offer and communicating the offer and the only way to communicate a good offer is to be able to actually deliver on it and then it just comes down to the fact that they have no idea what they're doing with Service delivery and they couldn't actually deliver anything right so just be aware of that but if we have tick both those boxes you understand the Prospect and you've

got a good offer now it's time to actually start getting into the nuts and Bots subject line what subject line should you use it's really easy it's just their name and then just like question or query or thing for or note for qu like note for business name or um information for business owner right but insert business owner with their name obviously you do not want your subject line to be anything but something that gets them to open and by open I mean it needs to be vague as soon as your subject line is like

more members for John or more customers for Ben or um you know more Jacks for Jill right you you you just lost before they're just going to like click it now they're not going to click it they're going to delete it the reason we want to have standard subject lines is because if the prospect just deletes that email they're actually putting themselves at risk business dude if I receive an email in the subject line is like information for Charlie Morgan I'm opening that bad boy because it could be hmrc or the tax man trying to

slap my ass for not paying something now fortunately I do pay my taxes on time but you get my point like you want your subject line like the the the the um the purpose of subject line serves is to get them to open the email and nothing else so you're not trying to sell them on anything except from the click on that first open line it's kind of like when you're running ads and you have that sort of like first line before you have that ellipses to for the person to click see more that first

line should not be selling anything but the little three ellipses right the little three dots on the ellipses um so that's an important thing to note and realize now so that's the subject line out the way now let's actually talk about the body of the copy I've noted that the the offer is the main thing but obviously you can't just go in and just write the offer you have to be a little bit more polite so the first thing you start with is hi first name simple right you don't want to get creative with this

[ __ ] because you want to write an email in a format as if it as if you're sending it to a friend now this is where most people go wrong you want to break patterns when your pro your prospect right basically your okay your prospect has a brain and their brain contains algorithms and these these algorithms determine whether certain things happen and certain actions are taken without any conscious thought so imagine for a second that you put your hand on a hot stove and an algorithm in your brain is going to be like pain

hand remove without any conscious thought that's happening right another example is if someone cold calls you and you pick up the phone and you know you hear this cool sensor in the background and then they're like oh I've got this thing and you're just like oh hang up there's no conscious thought between stimulus and response right it just sort of like there a click where response in Psychology that's how it's known an example of this in nature is um Robins those little cute birds with their little orange bellies they like like if a if if

a robin enters another Robin's territory then the Robin will like [ __ ] dive bomb it and kak carzi it but what what they found is that when they put like a pile of orange feathers in the Robin's territory it will still dive bom and kamakazi now how does a robin kamakazi pilot relate to C well my point is that with your prospects they have these click were responses where if your email at first glance algorithmically looks like a sales email it'll be deleted straight away it's kind of like the robin like it's going to

see like a shade of orange and just swoop down and just try and go for the neck mate right it's the same process as your prospect opening an email and seeing anything that denotes like a pattern of like that they formed so like when and this is why I discourage people from using agency marketing media Facebook ads Google ads SEO any of this stuff even guarantee right these days you want to avoid pattern words that trigger the prospects unconscious patter recognition patterns in their algorithm that would lead to them deleting it so the first step

to copy is not what to write but it's what to not write so first of all we all understand well you may not but you should know this you should understand not to write words like free and like instant or like pridee or any of that crap because you're just going to go to the sandbox but then before you actually think about what to write you just have to know like what you shouldn't write so as soon as you say like as soon as the first line of your email is hi John I run a

marketing agency bang you're in the [ __ ] deleted box mate because do you know how many times John has received an email with the word marketing agency in it and how many times he's deleted it like his brain just like it's kind of like just a a bin like it just filters through stuff and it's just like goodbye keep goodbye and it just like it would scan an email and then make an immediate decision as to whether it should be deleted will be invested time into so that's the that's the main thing to know

is that's how prospects really go through their emails and it's most email responses or most email responses aren't they don't really have much thought put into them it's just like I'm going to delete it or I'm just going to ignore it I'm sure you get cold messages from people saying like hey um like here's an example I always get cold messages from people trying to sell VA services and at the end it's always like worth a chat question mark and then like as soon as I see worth a chat I'm like cuz I know what

it is I just I like my brain has just been able to synthesize enough of these patterns to then just like subconsciously just delete it and forget about it because your working memory is only so strong and can only contain so much information and your brain has to be efficient so it kind of just removes it so that's that now so you say hi first name so now we're at the first line hi first name now the second line is important because this is how they're going to this sets the tone for the entire email

so we don't want to just jump straight in for the kill we want to basically explain that we have invested time in them now what that means is we're just explaining like I have taken a look at your business right now you're not going to say it in simple forms because they might think you've got a learning disability if you say it in simple forms like that because everyone says that um what you want to say is something on the lines of like my team and I have ex extensively researched in C brand name here

and we are and then you can just go on to say like you know really confident we can help you or something like you want to just tell the person off the bat like hey John I've looked into you because then now he's like reading he's like his brain can't really categorize it he has not seeing any of these weird buzzword and stuff and so he's like okay they've looked and and then he's just sort of into the next line so first line hi person Hi name second line you can say um my team and

I have blah blah blah and then you want to try and do some sort of compliment you don't want to overdo it like you see people who like compliment people for the weirdest things it's like hi John I I really like look of your gym come on mate like let's be a little bit more creative than that um you can use a personalized first line if you want but the problem with personalized first lines is nowadays everyone does them so it kind of makes sense to not do them so I've actually got a client of

mine who will write like um hi John and then like he'll put um in Brackets I'm supposed to insert a personal line here but I figured I'd save you the eye rolling compliment right just like you I I helped him formulate that line and it seems to work well for him so play around with it that's that's that's the second line then what you do is you explain your offer so you say I'm emailing you because or the reason for this email or I'm bothering you because or you know something funny just you try try

and engage them like you just be ironic with it like I've I've stolen your attention from your inbox because right depending on your Niche you can get away with different levels of tonality but I like to just sort of be a bit funny and creative not to the point where you're like making a clown of yourself um but you can sort of just come up with some tongue Che [ __ ] just be like hey John um we've taken a pretty good long look at your brand and we really like what we see reason for

that is because you know blah blah blah blah blah so then you basically go on to explain the offer now I can't really help you with this because you're going to be offering something completely different to me but you want risk reversal you want tangibility these are the two main things tangibility is x in x over x amount of days or time frame and um rever RSE RSE revisal sounds like some sort of illness isn't it um risk reversal is basically where you tell the person hey by the way if it doesn't work it's all

on me you ain't responsible for anything financially if you don't make any money don't worry um you need to position that in a way that doesn't trigger spam box filters like you can't say like 100% guaranteed but you need to come up with something creative so one of my favorite lines is like hey John um insert like personalized first line thing here I'm bothering you with this email because I got something I think you might like basically I can get you more members but the cool thing is I only eat what I kill so if

you don't get members then I don't get pay not that I'm going to eat any of your members don't worry tongue and cheek he moves on he's laughing the pattern is broken it's it's not like it's a normal email right once we've done that now it's time to start breaking some patterns even further because this is where most people really [ __ ] it up then what people start doing is they start talking about the details their company and all this [ __ ] like so yeah if you're looking to increase your Revenue if you're

looking to acquire more clients and basically make more money and and see this happen and like we've been doing this for these people and you know after this amount of years in business we've been able to build extensively they don't [ __ ] care right this is the secret is understand the prospect does not give to Flying shits about you in your business they only care about the offer and what you can do for them and basically the fact that it doesn't cost them anything unless it works right they don't care that you've been in

business for a certain amount of time they don't care that you've done anything now that might come into influence when you're trying to close them but they won't care in the initial response they're not going to sit there and basically like watch you just jerk your ego off for like four seconds in their mind because they have to read it and then they're just like why is this person telling me this stuff I don't care so you want to then following on from the offer you can either include a loom I like to do a

loom you can include a screenshot of their website you can basically include screenshot of their LinkedIn profile you could just have little Evergreen video of yourself or just a picture of you your thumbs up with like holding up like hi John this this is if for you so here's an example you could be like by the way John I know you get blasted by people left right and Center trying to sell you stuff here's a picture of me and you just to confirm you could I wouldn't do this actually because it' be [ __ ]

weird but you print off a picture of them and hold it up I've done I'm not condoning that I haven't tested it it probably a bit weird but you can get creative the key here is creativity right creativity don't just copy what everyone else is doing when you come across and stumble across your own method and you build your own way of doing things you develop a disgusting Advantage Warren Buffett calls this a a moat in business you you have your castle and you need something to protect it and your moat is like something unique

to your business that only you have and you've developed and so most people they try and find like copy they're not digging aote they're just if anything like trying to cross other people's mes it doesn't work so like if you want to create a Moe and create Security in your business then create a proprietary cold Outreach strategy that nobody else has duplicated or emulated and you'll forever drink from a clean sea right um or a clean pond whatever that phrase is um so that's that's that part now it should you should never talk about yourself

you should always talk about your team right so what I mean by this is don't say I or don't say me say my team and I or we or my partners and I or um the team over at my company right because we want to talk as a collective not as an individual because it gives this implied Authority get to the point is another Point I've got here which is ironic for me recording an 18-minute video r the by the point I mean like you don't need fancy introductions you don't need to introduce yourself you

don't really need anything but hi offer want to call right and like you you just want to try and like when someone sends me email copy to review the first thing I do is look at what I can remove cuz it's almost always you can cut the email in half like if you look at your cold email copy right now just I guarantee you can cut it in half and it will give you twice the result like you know we get clients write copy and then they come and just like what do you think of

this copy how how can I improve it or how can I make changes to it and then I'm like well we're just going to remove a bunch of [ __ ] so the first the most important skill to have is just removal and being able to just cut the [ __ ] out that they don't need and um that's a good principle to abide by right you want your cold emails to be Snappy like readable and digestible in like under 5 to 10 seconds and then the person can decide consciously whether or not they want

to entertain a conversation um the other thing is I don't have like a crazy footer right so you know when like people by footer I mean signature in your email um you don't want to have an all singing and dancing footer you don't signature you don't want to have your Social Links in there if you're trying to get someone to take one action of booking a call why would you give them other options and other things to do so like I don't get this with emails right no one's beeping at me don't get this with

emails where you want the prospect to take an action right getting them to open the email is hard enough getting them to try and book a call is hard enough itself why would you then be like hey check out my LinkedIn profile what the [ __ ] man like give them one path to travel on right and then if they open your website then they're then before you know they're away because if you if you're like oh if you want to check out our case studies go to this website and then you insert your website

and then all you've done there is you've taken them to Chrome where they've now got 10 other tabs open and they they've got now you've just lost them and they're gone right you just need to basically be concise and keep it all in text form with no [ __ ] right same with like attachments and stuff don't bother just keep it simple right everything should be clickable different story of you're doing a loom link right but the cool thing about Loom is it's like it's sort of like they cover click the video so it's like

this is this action so open the email click this video book a call right but if it's just like go to this website or I actually wrote A Blog on LinkedIn about this check out my blog [ __ ] off mate it just won't work right I'm not saying [ __ ] off 21 does that but I'm just saying that's what the prospect will say in their mind when they see it like I just can't be bothered to read a blog like you know understand that people treat their inboxes as to-do lists people treat their

inboxes as to-do lists so you must write your email in a way that it can be done right long form copy I mean it might work I haven't tested it too much but I found that like emails that can just be tended to read digested and declined or like explored immediately perform the best because like when you're a business owner and when you're busy your email is kind of this thing that you don't really want to have to handle but you you're addict icted to it right so you you kind of have this LoveHate relationship

with it where it gives you this this sort of dopamine because you don't know what's going to come through but then also you want to focus on your business but you kind of can't stop both of them so you need to find a balance between these two categories where you're not annoying people with long form copy that takes ages to digest but then also like you're not being like too aggressive with the way you email people so when I email people like I'm just sort of straight to the point and they're able to just get

it done like they have people will not spend more than like 10 seconds in an email if you if your email takes more than 10 seconds to sort of scan through then You' you've lost but likewise if it can just be scanned in 2 seconds then you'll also be lost so you need to find a balance in in length and you know the the visual form of bit um so that's that I think that's that's the main stuff um keep it short your offer should really be your copy break the pattern with something unusual like

a picture of you and them don't actually do that but like you know break the pattern just try and think ways you can break the patter you could be like by the way John I know you get emails from loads of people so here's a picture of me up a mountain so you can see that I'm in fact a real person and there's just you and a mountain I don't know if that would work or not but my point is that like people can't box that [ __ ] into their algorithmic like um well into

the algorithm of delete or keep when they see a picture of someone up a mountain they're like what why is some what that makes I don't understand but then like it forces them to have to digest the information and and honestly like or ingest the information right which is reading it and often with cold email just by getting them to ingest they will digest and digest is when they start to take action on it right um we don't want to know what happens after digesting of course um so that's that um now the other thing

to close out your cold email you want to ask for the idea of a call not a call itself so would you be open to potentially exploring this or do you think it would be a good idea to explore this or buy on the off chat this is good for your business would you be open to demo we don't just say do you want to have a call you say would you like to would you like the idea of a call because then if they say yes it's much easier to agree to the idea of

something then to agree to the thing itself but in turn they're basically exactly the same thing right so if someone agrees to the idea of a call they're actually agreeing to a call but it's easier for them unconsciously to agree to something or the idea of a premise than to actually do the premise itself right so that's a little Hack That I Found is really useful um I might make some more videos on copy cuz I've got lots of other tips and stuff um that I could roll out in the future but for the purpose

of this video being you know less than half an hour long I think you've probably got enough to work with for now um but that's everything I wanted to just framework out this for you like I said we're not giving away like a little little [ __ ] PDF or something because the problem with that is it's like I could give you guys some copy but then everyone will start using it and then it won't work right and that's that doesn't give you an advantage it gives you a temporary short-term boost but it doesn't give

you a long-term like um ejection right that's I said ejection don't worry it doesn't give you a long-term ejection um and I don't want to just give you like short-term little wins I want to give you like long-term progresses so um that's everything for me I hope you enjoyed the video you can like comment and subscribe if you have anything to add please do consider subscribing if you found it useful and um I will see you in the next video and if you want to learn more about how we can help you acquire clients through

call messaging and call methods just click the first link in the description it'll take you to a funnel and I think you like what you say told what you say I'm going to just jump straight into this it's not deliverability isn't a really it's not a very philosophical subject um it's just cause and effect and if we can know those causes we can create the effect we want which is getting to the inbox right so introduction uh this resource will show you how to diagnose and fix Port email deliverability if you're lvr so we we

we have this um process like as a bolt on to a um Loom system that we give our clients so lvr stands for Loom view rate um but you don't if you're not sending looms you just want good deliverability this will still help you if your lvr is weak but your copy and your offer is strong then the problem is most likely email deliverability deliverability is one of the most important things to email marketing and is more important than your copy or email list you can have the best copy in the world and the best

email list but if your emails don't land in the inbox there's no point having them right so if you aren't Landing in the inbox then there is no point in go into any effort to do anything to do with cold email right and you've probably heard a lot of different stuff about email deliverability and stuff like that but I'm going to give you the rundown right it's going going to give you a pretty big old big old help um so the first thing we need to do here is we need to actually be able to

to sort of diagnose deliverability because we we may not even have a problem okay um chances are you do have a problem right with your REM deliverability if you've been following the con itional wisdom out there and the 997 courses or even dude I've bought $6,000 courses that don't have this thing on on loock right so chances are you've probably got some pretty messed up email deliverability but before we even try to solve a problem we need to make sure it exists okay so deliverability diagnosis um so your deliverability may be poor right so if

your emails perform consistently for a while and then drop off all of a sudden it's likely to be your deliverability at fault okay if you're using the same copy this same script the same lead sourcing method and there's no new change in variables but you see a sudden decrease in results it's probably deliverability use the below tools to check deliverability rates and diagnose any problems solution to these problems can be found at the end okay so the first couple of tools we've got here are domain health status Checkers so when we think about um diagnosing

deliverability we've got three ways we can do that and three things that will also contribute to deliverability as a whole the first one is um your IP sorry that's the second one the first one is your domain so if you're sending emails or warm emails from like a Google domain or a g Suite account then that's the first thing if you've got a poor domain if you're not set up properly in the MX records deliverability will be faulty so you can use this tool here MX toolbox.com or DNS Checker to check the health of your

domain usually this is okay but you still want to sort of check this right and it will give you you can put your URL in here it will give you a Health checkup all of these items are free and don't cost you any money so you're all good there okay um second of all we've got IP Health Checkers so most people's IPS are pretty much ruined and Beyond reproach when it comes to remil deliverability so you want to first of all find out if your IP address is on what we call blacklists okay so I'm

not going to click on these because it will load in my IP address and I don't want anyone to know that um but if you click on these and find if you just Google what is my IP then it will tell you your IP address and then you can just put it in um and then what what it's going to do the main thing we're looking for with IP is blacklists right and it will tell you what blacklists you're on or what blacklists you're not on and internet service providers like Google and Yahoo and Hotmail

and Outlook and all these people and Microsoft Outlook etc etc they will use blacklists um they don't use them as much anymore but they will use them as an indication of whether or not you can get to the inbox so the key thing to know here is that internet service providers or isps as they're known like like Google like Gmail like um Yahoo mail Outlook they internet service providers they have algorithms right that will check your accounts and your IPS and your domains to see if you're the kind of person that should be delivered to

the Inbox and if you tick their boxes then you will go to the inbox if you don't you won't it's as simple as that and one of the things that they will check is your IP address is the IP address you're sending from not on any blacklists so here's here's some hard Truth for you if you are using an automated email sending software like lemlist then you're going to suffer from pooring on deliverability lemlist will tell you that your deliverability is good that your open rates are good but they're probably not they have an incentive

to lie I've done a lot of research into it I'm not telling you that they're lying because I don't want to call anyone out but if you use LM list you will not have good email deliverability you have to if you want good deliverability you have to send emails from a personal Gmail account or from a Gmail account personally doesn't have to be you that sends them you can get a VA to do it but if you use something like woodpecker if you use mailshake if you use yesware if you use lemlist if you use

gmass for crying out loud all of these tools will completely [ __ ] your deliverability right it will completely ruin it so don't be tempted because they're easy to use them it re lmw War as well oh it really makes me angry because it just completely ruins your deliverability look at it like this the the strategy we have for email deliverability that I have here is to think about it in in this way okay let me see if I can open up um Chrome here and sort of explain how this works okay so the way

to look at this and the way to understand deliverability is like this uh okay so let me just load these in should be a second okay so what I want you to think about is I want you to think of all of these internet service providers right these are the boys that will determine whether or not you get in okay so these these are like they're going to have algorithms that act as like nightclub bouncers right and those bouncers their job is to check your ID and to check you before you can get into the

club right or whatever or the bar or whatever you're trying to get into if your ID isn't there or if you're underage or if you're too drunk they won't let you in and so obviously we're not sending emails drunk but it's the same principle applies what they're doing is they're putting up a barrier that stops you from getting through you can only get through if you tick their boxes and they make the rules and if you don't take their boxes you won't get in so what you want to do is you want to think about

these companies having like don't know what you'd really call it like Radars okay this is a really strange thing to think about but it's how I see it so imagine they've got these Radars right and so their Radars these these algorithms they have the nightclub bouncers whatever you want to call them they have these algorithms so that they will find you if you are like doing stupid [ __ ] like sending from lemlist or using lmw or using open rate trackers or something then you're basically above the radar holding up like a big red flag

that basically says that you're an email marketer so the key here is to fly under the radar and don't give these internet service providers any indication that you're sending cold emails and if you want to know how to avoid that then just don't use softwares that help you send cold emails right it's simple so if you're using LM list right I'm going to repeat this because it's important if you're using mailshake if you're using any of these automated sending softwares that remove the effort then what you're doing immediately is you're holding up this big red

flag for these internet service providers to basically look at and know that you're a cold emailer it's it's as straightforward as that and as soon as they know that then you're going to be put in the spam what we want to do is we want to notice that they've got this sort of radar and that there's stupid people here that hold up these red flags that tell these internet service providers what they're doing and we want to fly down here right we don't want to be flying up here holding up red flags you know being

stupid we want to fly under the radar that's under the radar we want to be so far below this thing that internet service providers don't don't even know we exist let alone that we send cold emails okay and so as soon as you use open rate trackers LM list mailshake gmass anything like that any software that takes your email account and ties it onto their server or ties it into their HTML code you know Google and Yahoo and Outlook and whoever else it is Hotmail they have teams of phds that they pay to find people

who use these tools and stop them from getting to the inbox okay people think deliverability is about the copy you have or the volume you send or I mean those things are important of course they will play role but the biggest thing you can probably do to fix off the bat is stop using these softwares that just basically hold up a red flag to internet service providers and they stop you from getting into the nightclub and you can't have a very good time you get to the door and you just get turned away okay so

that's a little bit of a visual for you um but let's carry on so the reason I meent sort of got into that is because with IP Health Checkers if you're email account is attached to LM list or mailshake or any automation software then you're going to be sending emails from their IP and internet service providers know the IP addresses of these cold email companies and so your email by association is it's basically like death by association if your email account is associated with an IP address of a bulk sender like lemlist then your email

will be flagged by these algorithms as likely to be a cold email and they're going to watch you more closely and if you slip up then you're going to be in trouble okay so IP Health Checkers um check them out you know go into your IP and if you're if you're blacklisted by more than two to three lists um if you're sorry if you're blacklisted by less than two to three lists that's okay so if you find your on two or three blacklists don't worry uh you know if you've got like four or five then

that's bad obviously zero is ideal but you know i' I've been blacklisted on like two or three of these for like two years and I've never had a problem we find the problems start to exist when you get Beyond three that's when it starts to tank um if you're worried that your IP address is poor don't worry I've got a solution for you so then we've also got email deliverability Checkers these are really useful tools um all you do here is you can open them up um open up your email accounts and then they'll give

you an email address to send to and you send it and then it gives you a test score if you're not scoring above like a nine on these tests then you need to delete your accounts and start creating them again if you've been using LM list and all this [ __ ] you're probably going to find your email deliverability scores are 3 4 five right and that basically means that you're only going to be getting to the inbox 30% of the time it's not good um okay so you won't be able to run um domain

Health tests on personal email addresses but you'll be able to run deliverability tests so like obviously with domain health status Checkers you can only do this if it's like Charles goiam agency.com or Charlie norflow consulting.com right if I can't do that for a personal Gmail address because it's not a domain um extra test send your email copy and Loom to family members or friends ideally with different email accounts and ask if they receive it so this is probably the most accurate thing to do right is to email people that you've never emailed before your exact

copy and your loom script email 10 of them or five of them and see if it goes to the inbox if it goes to the inbox for them and you do it across a different set of internet service providers you're probably in the cliar so now we have the thing you've probably been wait waiting for which is the deliverability checklist before you start sending emails Bear all of these in mind okay so if you diagnose your deliverability as poor print off this sheet and tick the boxes that apply to you poor deliverability is cause and

effect it's not chance if you if you remember one thing from this video it should be this statement here deliverability is cause and effect it's not chance if you're not getting to the inbox it's because you're doing something wrong it's not because your internet service provider is is cursed it's not because of the alignment of the stars and the moon or any of that [ __ ] it's because you've done something the internet service providers don't like and what I've done here in this resource is I've listed every single thing that you could possibly have

done to [ __ ] it up okay so if you can basically tick all of these boxes then you're going to have good deliverability it's cause and effect and I've listed every single cause to create the effect we want so we can make sure this happens if if you miss one of these it's going to it's going to ruin you email providers will never punish you with poor deliverability for no good reason there are clear definable causes that will lead to poor deliverability or good deliverability I've listed all the ones I know below if you

cannot take all the boxes you will need to create new email accounts and start again the easiest and cleanest way to fix deliverability is to start a fresh with new email accounts and a new IP so people ask me like how do I fix deliverability you just have to stop sending emails and wait for like 6 months for your email accounts to cool down honestly I'm I'm I can predict that 90% of people watching this video are going to need to start a fresh okay um so basically if if you if you can't take all

these boxes then you're going to have to you know create new email accounts so let me walk you through these and I'll explain them so number one I properly warmed up my email accounts for the first week of sending okay so you start by sending five cold a day then 10 cold a day so the the if you're wondering what suggestion we have for sending cold emails I recommend you send 10 new cold emails per day per account and then you can send 20 follow-ups per account per day so total you can send 30 emails

per day 10 to new prospects and 20 to existing prospects you've already reached out to if you go beyond that you're in trouble if you want to scale email systems create more email accounts to create like to send less emails if that makes sense than to have one email that sends loads so it's better in the long term to have 10 email accounts each sending 10 emails a day than to have one email account sending a 100 emails a day you might think that's a low number you might think that's extreme and if you've got

a play where you it revolves heavily around quantity then you can send lots of emails from fewer accounts but if you want if you're doing like a more of a quality play like looms um or more personalized emails then just go with like 10 a day and then 20 follow-ups a day so each email account sends 30 a day total okay so um I've not been sending cold emails from my warm account only my cold ones I've only used my warm account to reply to and um organize engage prospects so when you're sending cold emails

you should have cold email accounts that deal with cold prospects and then you should have a warm email account that deals with warm prospects and you for the replies from the cold ones onto the warm one and you're not using the warm one to reach out to the cold ones and you're not using the cold ones to reply to the warm ones you create a separation so the boundaries are clear and deliverability is better I have a dkim dmark an SPF record installed on my domain associated with my email address okay if you don't know

what these records are they're very complicated for me to explain now just Google them watch them on YouTube you'll know how to do that this is the big one I've never used automation software to send emails from my domain or IP address note major email automation software providers send from their own IP but if you've tried to use bulk sending tools like gmass your IP is also probably ruined this is the biggest thing you must like with your email account if you've ever if you've ever touched an automation software with that account you're in for

trouble so delete it and start a new one my bounce rate is is less than 10% and I'm only sending emails to email addresses that I verified in neverbounce or another verification software and remember you've got to tick these things right so you've also got to tick this I haven't been sending the same email to the same people and I'm not sending duplicate emails for example I'm using duplicate um I'm using the remove duplicate tool to prevent this so in your in your spreadsheets before you send emails you want to make sure you're not sending

the same thing to the same people because it will hurt your deliverability my email copy does not contain any of the spam buzzwords found here so what I've done here is I've linked a um a really really useful article from HubSpot that will basically walk you through all of the trigger words for deliverability so go through here and if your copy contains any of these words then remove it okay my signature is free of pictures and links and contains the email address of the actual account I'm sending from so if you've got a email signature

with social media links a picture of you a picture of your cat weird verification stuff you're going to if you're doing that cold you can do that warm if you're doing that B2B warm to clients and stuff is absolutely fine but if you're doing it cold mm not going to do anything my signature contains no custom code just words in Brackets no Social Links no icons no [ __ ] I not using short links in my copy okay you're not sending you can send bitly I'm not I'm not saying here you can't send bitly links

and emails because you can you just can't do it to Cod prospects okay the only Link in my initial emails is the loom link and I'm not using calendar links in my initial code email the only way for prospects to get my calendar link is if they ask or use a loom call to action button I have not been sending more than 30 emails per day per account in the last 60 days it should probably be even more than this like 180 days maybe I have not been sending more than 20 emails per hour per

account in the last 60 days I have been rotating my email sending between accounts so there is at least one minute between each email sent I have been replying to all prospects who reply to me from my warm account regardless of the sentiment if prospects aren't interested I am respectful if a prospect replies to you saying they're not interested and you have a go at them or you start arguing with them what do you think they're going to do they know your intention they're not going to reply back and argue back they'll just Mark you

as spam stupid thing to do it's the same with Facebook Facebook ads if if someone comments a negative thing on your Facebook ad don't reply to it because then they're just just going to go ahead and flag that ad as inappropriate and it will hurt the ad okay however I do not respond to Rude prospects or people who tell me to [ __ ] off as I understand there's no bloody point and that they will likely mark my emails as spam anyway and get to get back at me I do not re-email these people or

follow up on them this is another big one goes against conventional wisdom but it's really important I do not have an open rate tracker installed on my email and I never have or never will again okay if you have an open rate tracker on your email you're holding up a red flag to internet service providers to tell them that you are a cold emailer because the way that these open rate trackers work is they install HTML code in the emails you send and when you send those emails internet service providers receive those emails and the

algorithm will scan through and they will find that HTML code associated with the open rate tracking software and they immediately now know that that is a cold email that's how they figure this stuff out they don't they don't figure it out randomly they figure it out by looking for things that indicate that you are who you are so if you have open rate trackers with HT little Snippets of HTML code in the back end of the email that the prospects can't see and if you are receiving feedback from that the algorithms will also know that

and so it's before the email is even sent Google know that it's a cold email and they're more likely to send it to the spaming box so stop using open rate trackers forget about open rate tracking it sounds like a good idea in principle but when we apply it it completely ruins everything I have personalized pretty much every email sent in the last 60 days with names company names and Loom links you don't have to do Loom links but if they're not personalized then it's not going to work and I don't mean loading up LM

list and putting little squiggly brackets that sort of stuff is gone doesn't work anymore I have given my email addresses and Prospects regular breaks I'm not sending on weekends right you need to behave as a human being this is the secret we don't need if your email accounts behave like they're being run by robots then you're going to go to spam okay so give yourself weekends off take the odd weekday off here and there for no sending send a couple more one day a couple less the next day you know patterns are fine and as

long as you keep a low volume that's fine but if you're sending loads takes and breaks I have not scheduled emails instead I send them where they need to be sent so don't schedule your emails don't do don't go on Monday and think oh I'm just going to schedule every single email for the next week it's robot-like Behavior it's not how normal humans behave interact on email and it will ruin your deliverability by the way I'm sorry if I'm coming across as really sort of just matter of fact or rude um I I want this

video to sort of just hit you right because so many people tell you so many things about deliverability that's just wrong and I'm recording this video with your very best intentions so if I sound sarcastic or rude I don't mean it like that I'm just sick of all the [ __ ] out there and I want the truth this all be told so my email accounts have a profile picture and a real human name alongside a verified phone number and backup email address I have tried where possible to send emails directly to the person I'm

trying to contact for example John app and not generic company emails like Support app I'm not sending attachments with my cold emails I'm not misusing capital letters and I'm using them like a normal rational human I'm not typing like this my subject line is simple and says something like question for name or company my email sending rate is consistent I don't try to cheat the system and save up the system um you know save up your days by sending 150 emails at the end of the week in one day I kneel this is a big

one right it's actually not I kneel before the deliverability gods and haven't tried to delude Myself by cheating the system or trying to find a loophole at any of the above points okay because you're probably reading these points and thinking oh I can get away with that or that doesn't really matter no it won't work okay overall my email sending habits and behavior have been perfectly human and normal since starting my accounts okay um so now we can move on so you need to be able to tick these boxes okay and you know you've probably

done at least 10 of these right if you've been following all of the other courses out there um but this is the way to do it right so now fixing deliverability and email sorry fixing domain or email deliverability um the only way for an email to have its deliverability recovered is to give it time to call off so basically this means that like if you do find your deliverability is really weak or something then you basically need to um sort of just stop send for quite a long time um and just let that email just

call off completely and go back to it in like 6 months and it'll probably be fine um so the best strategy to create and use new email accounts um sorry the best strategy is to create and use new email accounts that have no Affinity to your existing accounts this means um repeating the setup of antifragile Gmail architecture without Google knowing it's you um so this is a resource here I'm not actually going to link this in because this is something proprietary that we give to clients so you won't be able to to click on this

um but it basically just means resetting up your email accounts um this is the sort of setup guide we have for that in a very specific way um but you know you want to just set your email accounts back up in a way that doesn't link them to any accounts you have at the moment that have poor deliverability otherwise it's death by association for example if you have an email account if you if you have three email accounts with a backup phone number that and all of those email accounts have bad deliverability if you create

a new account with the same backup phone number then that new email account is more likely to be logged as spam because Google will link those accounts using that phone number should your deliverability suffer after a few months of setting up your cold email accounts you'll have to create new ones and when you do make sure you use a different IP address backup email phone number folding address and phone number variation in the footer we make a quarterly habit of setting up new batch called email accounts using a new IP a new phone number and

a new fing address while it's possible to send with our structure for a long time without deliverability issues it's always good to stay one step ahead of the problem and constantly refresh your deliverability so we've got like I mean we probably have like 10 cold accounts that we send emails from like consistently but I've probably got like 20 or 30 other accounts that I could just start using it a moment's notice they've been pre-warmed preset up and so like if we had a big problem I could just hop them all over and we could start

from there so another note um do not have your warm account sending cold emails and do not have your warm account as your main business business email because if it gets blocked for deliverability then your clients won't receive your emails if using multiple vas make sure they aren't all logging into the same accounts or using the same IP addresses to send emails as a rule of thumb have a maximum of five accounts per VA sending 50 code emails per day 10 per account and 100 follow-ups so the total number of emails you or your VA

should be sending per day per IP is 150 if you've got five accounts the daily sending limit for Gmail is 2,000 emails but with this strategy we don't need to send 2,000 emails to get result results only 30 by sending no more than 150 emails a day if we've got five accounts we are flying so far under the radar that Gmail would need a satellite to see us so if you remember that sort of um if you remember that sort of um like guidance that I gave you like that sort of red flag thing where

we've got this like radar and we have to fly under the radar um by sending less volume we just they won't even know we there structural caution is key prevention is the only cured to deliverability you must learn to take deliverability as seriously is you take copy writing and sales so I see people put hours and hours and weeks and months into email copy and their salale script and stuff their cold email strategy but they put no thought into actually getting to the Inbox and it's pretty painful so fixing an IP with poor deliverability you

cannot fix a broken IP the only way is to give it lots of time to recover okay instead use a VPN so I suggest using the paid version of nordvpn for your needs um this is not an affiliate link or anything you know you can you can follow these instructions to sort of use vpm so like with our with our virtual assistants um obviously I created my email accounts here in the UK my virtual assistant is in the Philippines if she uses a Filipino IP address to send emails from email accounts that were created in

the UK then the internet service providers will know that we're sending cold emails or they'll just assume the emails been scammed or hacked or something and then they'll get blocked or deliverability will suffer so we need to use like if create the account in your country and then get your V a to use IP addresses from that country okay and there's a there's a workflow here you can follow on nordvpn um to check the IP addresses and stuff you make sure the VA does a blacklist check every single day before logging in because um IP

addresses from vpns can be a bit more turbulent with blacklists but they're usually okay so virtual assistance IP management um this is this is some high level stuff but um I guess it's going to be I mean not everyone's going to find this useful but if you you know this is a level of depth we go into I'll sort of demonstrate it in a second um if you're sending sorry if you're using a VA to send your emails I suggest you set up a VPN and give them access to an IP located in the same

country where the email address been created so I just covered that um and you can sort of read through these instructions here if you want to um we have this thing um called the deliverability management Hub um once again this is for clients so this will not be available um to give you an idea of like if you want to sort of copy this I'm not that bothered by it this is how it works um actually you know what I will leave this in the video you can have this that's okay it'll help you um

I've created a spreadsheet basically where like if you're managing multiple vas for different email accounts then you want to have a spreadsheet where all the information is centralized and you can sort of look at the test history and you know the VA that you've assigned the server you've assigned for the IPS the IP address that you've assigned the IP test history The Daily limits the sending schedule this is all the stuff you need to consider when it comes to managing vas um and we provide instructions on well really detailed instructions on how to work this

thing for clients but you might find some value in it you can make a copy here pretty useful um yeah so you can check that one out if you want to and the only resource you won't be able to find in here is this one here um this is how we set up email accounts it's we've got a really really proprietary strategy that I don't really want on YouTube basically so um that is how to have good email deliverability um I know my tone here has been a bit of matter of fact and bit direct

but I hope this is really useful for you because if you can get this stuff right then you're going to have a big advantage over other people that have not watched this video okay so that's everything for um this video um if you like this video and you found it useful then please press like because it means that other people will also find the video and by pressing like you're helping me but you're also helping other people who have the same problem as you solve that problem it's a good thing to take responsibility for um

if you want to also you can leave a comment with any comments you've got I think that's what you're supposed to do um you can also subscribe and um this resource will be in the section um like it'll be a little like I'll probably put a um a Google Drive Link or something so you can sort of open this and download it basically um so yeah I'll also leave a calendar Link in the bottom of the um the video um if you want to book a call with me or a member of my team to

explore how our company can help your company grow um please don't book a call if you don't run an agency or you haven't got clients or something we don't give free consult like we don't it's not like a free coaching call or something um it's a sales call the plan is to get you on board and we can only do that if you're actually established and you've got cash in the bank if you don't please don't put the call because we do take our qualification quite seriously but if you haven't got any money to spend

on anything yet just keep watching these videos and eventually will so that's everything from me thanks for watching um and I'll look forward to seeing you in the next video um don't forget to subscribe because well I hope these videos are detailed um I know there's a lot of people on YouTube who record videos and they're not very helpful at all and you kind of leave more confused than when you started so that's everything that's the deliverability doctor um I'm Charlie you're great talk soon take care I want to first of all uh explore today's

topic by explaining the purpose of it um we're going to talk today about objection significance uh specifically to cold Outreach or Cod emails or maybe just on your sales calls in general because we're very irrational as humans and it's difficult to notice when events or variables have significance and by significance I mean it's when something actually means something so let me explain so let's say that every month you send uh I don't know let's say you send a th000 cold emails per month and let's say that like there's reasons as to why people don't book

appointments with you and sometimes they they people will actually tell you why they're not booking the appointment with you and it could be an objection like oh I don't want to buy it this time of the year or I don't have the money to buy this or I don't talk to marketing agencies it could could be anything um and what you'll notice over the period of a month of consistent Outreach whe regardless of the platform um certain objections will arise and you might start notice you might start noticing patterns or themes or you know a

collection of like or flurries we call them flurries of objections where you know one week you might have loads of the same thing and then you might not hear about it again for like 3 weeks or something like that and this happens a lot so this happened to um one of our clients uh in the agency space and we helped her add I think like 15 to 25 Grand in new monthly Revenue um over the course of a few months and one of the problems that she was having when she was doing Outreach using our

methods is like she was booking calls but every now and then she'd get an objection and and what she would do is she'd cluster these objections together and give them more meaning and weight than they actually deserved and so what she what she found for about a week and she had she went she came on one of our coaching calls and she was like guys I don't know what's going on but this week I've had like six people tell me that um it's the wrong time of the year for them to buy um I think

that my market is um I think I should stop doing Outreach because my market isn't in the position to buy at the moment and I said okay well why do you think that she said well I've just heard from like five or six people in two days that that's the case and that they're not in a position to buy and it's really important to understand the what to use the mentor model of understanding anomalies right and so I said to her I was like well look you know how long have you been doing Outreach for

she's like I'm doing it for three months how many meetings did you book like prior to this happening this week this this month I think it was like two weeks in she's like I don't know I think I B like 40 appointments this month so far I was like how many appointments did you book last month and she was like I think I book like 60 and I was like okay so you've got a system that's booking you like you know 60 to 80 meetings a month she was like yeah and I was like and

since it's only this week that you've been that you run into this little bottleneck where you've you've had less appointments and a few objections of the same nature she was like yeah and I said okay well do we really want to vase the decision to stop doing Outreach on the last 3 to 5 days of data when we've got like 30 to 60 days of data to prove that it's not actually the case at all and then she sort of sat with that for like a couple of seconds and thought well actually you're right that's

irrational and I said exactly so continue with your Outreach and keep going and keep keep doing your emails um and if the problem persists over a long enough time frame with a large enough data set then we can actually evaluate there's some significance to the objections but the problem with it is that when you're doing Outreach or Cod messaging or whatever it is you're using um you're probably quite emotionally tied to it until you've done it for a long time and so what that means is that when when objections arise or when something doesn't go

in your favor you give it more value and more weight than it actually deserves from a rational perspective and so you end up changing [ __ ] around and making changes and I had this when I first started my first agency um and I got on a sale and this happens with sales course as well I hopped on a Sal's call with someone and um I can't remember what what he said but he he what was the objection um he it was something like he was like oh he was he was in the US and

um there's a gym and he said oh I don't think I'd ever buy from someone who's not in the in the US um and I I I took that home with me and I thought oh God and then then I just basically projected one person's View and perspective onto an entire market and funnily enough I never heard that objection again ever but for my next 10 sales calls I was petrified that people weren't going to buy from me because someone had told me that he wouldn't buy from the U from from outside the US and

so I just projected it onto the entire market and so you have to understand the difference between like the many and the few and you have to understand the principle of anomaly and the principle of significance and so if you do find that there's a a short period of time where you get a high volume of objections seemingly randomly but in in the cluster then they probably don't have significance only when when an objection or an excuse to not book a call persists over a long enough period of time with enough data do we actually

then deem it a problem and then we start addressing that problem but if you start making changes to your systems based on what one person has said one time completely random when the previous system before that has run absolutely fine then you're really going to struggle to make any progress because well rationality is the key to success when it comes to cold Outreach and understanding how numbers work and how averages show themselves over a large enough data set is really one of the most integral things you can realize cuz otherwise you're just going to be

changing [ __ ] all the time and not making any progress so that's the um the principle of objection significance and I wanted to record a quick video just to highlight it because you know when when my client told me this and I realized it's happened quite a few times before as well uh we've got another guy who works with with real estate agents um and I think he's added like God no he makes so much he's doing really well I think he probably added like 10 grand in in new Revenue this week alone um

from from the Outreach methods and like you know he he came to me every every couple of months or so he'll be like oh Charlie I think there's this this big problem with with Realtors where like they don't want to buy now because of this and then I'm like okay well how did you know that he's like well three people over the past week have told me that and I'm like right okay well how many people have booked a CO he's like what 15 I was like okay and I just shut up and then he's

like ah actually that does make sense now I've articulated it and if you're wondering why this happens it's because as humans we are hardwired towards negative sentiment um and we give more emotional weight and we have a a stronger context of memory towards events that go against us because we remember them better so we can avoid them in the future and because they're painful and pain is a far better um driver of memory and significance and meaning than pleasure right because if you think back through your life you can probably you know if I said

oh can you recall two really painful events in The Last 5 Years you probably could do it like that but if I said can you recall two times where you were really happy in The Last 5 Years unless you've been married or had a child or something it's difficult to do that without you know just to do it immediately whereas pain tends to be much more available to our memory because we want to avoid it in the future so of course it would be and so this is why this happens psychologically um but yeah I

thought I would just record this as a warning so if you're doing cold Outreach um and let's say like the first like the first sales call you do could go to absolute [ __ ] the person could be horrible they could swear at you um or they could buy but it doesn't mean that everybody else is going to behave in the same way they have and so at a macro level the market generally is quite similar but at the micro level it's really difficult because we have to realize that there's a stark difference between the

many and the few okay so by many I mean 100,000 people in your industry they all share similar proclivities and a similar industry and that's what makes a niche and they share similar problems but certain people a small percentage of that market will not have the proclivities required for them to be a fit for you and if you project the few onto the many then the proclivities that you're looking for and the problems you're trying to solve you will con you will just try to convince yourself it didn't exist and that's not a good thing

so that's everything for me now a couple of things for you if you enjoyed today's video press the like button because it helps me help you uh if you did enjoy it and you want more content like this then just press the red subscribe button um do not turn your notifications on I don't want to distract you so don't do that um also if you have anything to add it' be interesting if you comment below and if you want any other future video ideas that could help you grow your agency then do that um I

also didn't give you the context of the fact that I do run my own agency with my business partner it's called North flow Consulting we' basically scaled it out and have a team run it now and I get to work on cool exciting projects such as this um so yeah in the link well in the resources section uh like the description I'm so used to calling it resources in the description you will find two links uh one will take you through to a sales funnel for full transparency uh and if you want to book a

call with me or a member of my team then you can do so to explore how our program could help you sign more clients and there will also be a Facebook group that's free um in the link as well once again for transparency the purpose of both of those links is to sell you something right I'm not going to hide behind some [ __ ] case study funnel or some [ __ ] free value Facebook group rather be transparent in my Approach and if you've got a problem with client acquisition and we've got a solution

then why would I pretend to hide behind a webinar right it's just [ __ ] um so yeah click on either of those links if you want to ideally both and I'll look forward to talking to you soon but if not enjoy the content and I'll see you in the next one cheers hey everyone Charlie Morgan here and welcome to this training video uh this is kneejerk objection rebuttal uh and in today's training video I'm going to be explaining how to overcome um some of the initial objections that you may find people have um either

before you've pitched them during the pitch or after the pitch so this is obviously related to decision makers um and the objections that they might sort of have whether it's I'm not interested or can you email me or I'm already working with an agenty you know these these things that um business owners perceive to be problems that may stand in the way of getting in getting the deal done uh we need to sort of overcome them and be able to bypass them um so yeah we're going to sort of walk this through I'm not these

objections like I said they can come up at any point with the decision maker they might have this objection when you ask for the 30 seconds they might have it whilst you're pitching um they might have it after you've pitched that you might be about to book a call and they say yeah let's book a call and then they have so you know there's there's no real exact expected time as to when these arise but what I'm going to do in today's video is equip you with an understanding of first of all why they happen

um and what we can do about it and then second of all uh like sort of what exactly you should say and um and everything like that so yeah this is knee-jerk objection rebuttal uh let's jump in and get started so here's what we're going to cover today um first of all two points on sort of perspective and how to look at it so the first one is cold cooling objections are not traditional objections um we're going to cover something really cool in Psychology that will help you understand why these objections come up um then

we're going to talk about pattern interrupts uh and then we're going to talk about Cod calling um the objection rebuttal resource that we have okay um so the first thing to understand here is that when you're making Cod calls objections aren't actually objections okay and I'm going to explain what this means when you're on the phone to a decision maker on a cold call this is not a sales call Bear in mind this is a cold call um when you're on the phone to them and they object to your proposal or call it's important to

note that nine out of 10 times the objection isn't coming from a place of business rationale but something else right people will give you stuff like I'm not interested or send me an email or I don't I don't want to do this whatever they those responses are not like thought through business responses they're not they're not based out of anything because the prospect doesn't even know what they're saying no to yet so it's not a rational thing for them to actually say I'm not interested it's it's something else and that something else is because of

something called classical conditioning okay this is a really really fundamental thing to understand in Psychology you may be familiar with it you may not be um but I'm going to give you a brief understanding of of of how it works and what why you need to understand it so the whole objection thing when it comes to coold calling is is usually a result of classical conditioning um and classical conditioning is a type of learning uh that happens unconsciously okay when you learn learn through classical conditioning it's basically um it's like an automatic conditioned response is

paired with a specific stimulus okay so whether you know it or not a huge portion of your behavior is automated by your brain uh purely through TR to traditional Association so think about any habit that you have or anything that you do on autopilot without thinking about it um whether it's I don't know it could be um brushing your teeth in the morning or a certain way that you wash your hair or drinking water at certain times or it could be anything okay what you got to realize is your environment will give you cues or

your environment has cues and your brain will use those cues to alterate behavior okay so a primary example of this is whenever I start a new training video I'm sure you've noticed by now I will say hey everyone it's Charlie Morgan here uh welcome to another training video this video is called and then I'll sort of explain the video that's just a sort of classical conditioned response that I have to starting a new recording it just happens unconsciously I don't even think about that anymore it's just what I say and I've done it so many

times that whenever the the recording beeps and the video starts it's just how I start every single video it's just it's it's classical conditioning it's just it happens unconsciously and so an example of this um when someone sneezes you'll probably say bless you uh in most Western countries um this is generally an automated response to the sound of a sneeze and it's the result of years and years of unconscious learning and um observing this behavior in other people so you know if you're on on a train if you're on a bus or if you're with

your family or your friends and someone sneezes you're probably just going to say I'll bless you you know and it's you don't even think about that response it's not something that you consciously process you just say it it's like a che oh bless you you don't you don't it's not it's not something that you think about but it's a behavior it's a manifestation of um action but we don't know that doing it because it's unconscious and it's just the way our brain is working right um another example of this is tying your shoelace when you

put your shoe on right it's not a behavior you have to think about it's just an unconscious if this then that statement so your brain has these in summary your brain has these like actions or responses that it will pair with certain cues and certain stimuluses and so you're just like you most of our behavior is automatic and it runs through this part of our brain called the basil ganglia which is a tiny part of the brain it's responsible for forming habits um and it just makes your brain much more efficient and the reason a

condition like this is because the brain loves efficiency I mean being able to unconsciously react to certain cues without having to think uh gives us a huge Advantage um in terms of biology it means our our energy hungry brain requires less calories to actually to do stuff because thinking and using cognitive um processes is is extremely costly from the body's perspective in terms of calories and so the brain loves efficiency it loves to sort of you know conserve calories by just creating automatic responses that are unconscious that we don't have to think about and therefore

you know we we imagine if every time someone sneezed you had to actively think through what am I supposed to say what am I supposed to say it would be be exhausting so yeah and in biology um this is referred to as a click were response um basically where um animals um most most most animals Behavior operates on classical conditioning pretty much all of it right because they can't think um pretty much every single action that different animals take is a result of classical conditioning right for example um if you've got a cat and you

put a bowl of food down then the cat will walk over to the food because it knows that the food will be in that place it will smell that certain way and at the same time every day that ball goes down the Cat knows it's going to be there so this this Association starts to build up right pretty straightforward stuff and so you might have heard of this before um described as a kneejerk reaction um where if you if you sort of like hit just like the the sort of small of your knee below your

kneecap um your leg will just fly upwards when you have no response like you have no what's the word you have no um conscious say in this it's just a kneejerk reaction now this is obviously related to your body which is slightly different but the principle still applies if the stimulus hits the knee the leg will fly up right if someone sneezes you say bless you these are things that we don't think about these are things that happen unconsciously obviously the body is slightly different from the mind in in the way that operates but the

principle applies this is why we would call them knee-jerk objections okay and this this is really interesting because we can apply this to code calling okay because it gets really really helpful to understand why people have these objections because when you understand why they have them the method we use to overcome them makes so much more sense it's very difficult to justify using a certain method to overcome objections if you don't understand why you're using it and so you might be looking at this video thinking oh I just want the list of rebuttal is please

just you know give me the the resource and I'll be I'll be fine but you're less likely to use the rebuttal if you don't actually understand why we use them and the certain methods we use so so how does um classical conditioning apply to cold calling um and how does it also create objections like why how does this sort of Click where KNE your classical conditioning response lead to objections well here's classical conditioning in cold calling okay so certain people will have certain automated responses in their brains when receiving a cold call or a cold

pitch or DM or email for that matter think about this for a second consider what sort of response what sort of automated response you have to people selling things in the street or when you pick up the phone to realize it's a cold call or when you receive a copy and paste pitch in your DMs put yourself in the shoes of the prospect here it's a very powerful thing to do if you're walking down the street and I a good example of this right is um I just just got back from Greece um and we

were in this little town in Greece and we were sort of walking down through this Bay and there were these these These Chains of restaurants um over to our right and what we started to pretty quickly realize every time we went down to the Bay is the restaurant owners would come out of the restaurant and they sort of stand in your way to try and get you to go into the restaurant um and you you know the first time it happens you're sort of like well I have no idea what to do like but after

after it happens once or twice your brain sort of builds this sort of response where you just sort of U say hi I'm not eating bye and you just sort of go by and you know we we observed um people's behavior it's really interesting to see as they walk past these restaurant owners and how they sort of avoid them and we we started to notice we were down this down by this Bay quite often and we started to noticed that the same people would have the same responses every single time right and so like you

know when when you're walking down a street you might have someone that sells it could be anything when you're walking down the road um you you probably give like an automatic response which is probably no response at all you just ignore them um or if you pick up the phone and it's like um some guy trying to sell you something being all pushy you're just like oh I'm not interested or you hang up it's just a knee-jerk response it's not we're not judging the person trying to sell us something we're not trying to be rude

to them it's just our brain has produced this sort sort of automatic defense mechanism that brings itself up whenever this stimulus is is presented and it's a way of sort of protecting our time it's a way of protecting um our money it's a way of protecting like our objective in terms of what we're trying to do in the moment and so you've got to realize like if you consider that from your perspective and think about what you do when someone cold calls you it will help you understand and empathize with what prospects do and why

they will come up with these objections which are nine times out of 10 [ __ ] but they're just automated responses it's pure classical conditioning um another example of this is the is in in the DMS right so when someone sends me a copy and paste DM um like in in my primary example that we get at the moment is people virtual assistant agency saying oh we've got a VA that will work 40 hours a week for you and they'll book 15 to 30 I just delete it I don't even read it like by as

soon as I you know you'll look at this is interesting your brain starts to categorize stimulus right and so what you'll probably find is when you receive a cold DM or a cold email from someone else Sals email before you even finish reading it your brain will actually categorize it into something that you want to keep reading or something you want to delete and so I know now when I receive a friend request from someone I can categorize them my brain will subconsciously categorize them into someone that I want to be friends with and actually

adds my network or someone that's probably just trying to sell me something and I'll just remove the friend request or if they if they send me a message I'll just delete it without even reading it or respond responding and it's not nothing personal it's just an immediate response that theyve got um so yeah I mean the key the key here to um remember with objections on a cold call is that they aren't really objections at all okay you're not like you're not dealing with the objection someone gives you no instead you're dealing with years and

years and years of unconscious conditioning resulting in an automated response that you perceive to be something else so you've got to understand when you call someone up you are a cue right to their behavior and they will have an automatic response to your queue um and it's the way that we deal with that automatic response that will result in whether or not we get the meeting okay so if someone says not interested or send me an email they're not actually saying what they mean right they don't really want to receive an email from you they

just want to get rid of you and they might actually be interested in what you have to say but they're not thinking right when someone immediately says if you call someone up and they say not interested there's no thought that has gone into that in any way shape or form there's no like I said no business rationale has actually produced that that those those words it's purely just an automated response there's no thinking behind it and so what we have to do is we have to try and break this automated response to get the prospect

to think and when we get them to think they actually start to come around to the fact that it might be a good idea okay um because you know this is just the way they've been programmed it's so important to understand this stuff and the truth is that objections aren't objections at all they're automated responses is to stimulus just like the bless you example so how do we overcome objections um that result from classical conditioning well we leverage and use something called pattern interrupt uh you may have heard of this before it's a it's a

sort of it's a part of um a field of study called NLP or neural linguistic programming um we're not really going to be touching too much on that but you might be familiar with it and we're going to take it slightly out of context but it will still be useful so when we talk about pattern interrupts what I basically mean by this is like we have the queue but like we are the queue as a cold caller for example but we want to interrupt the pattern so the pro we look different and we're a different

Quee so that the prospect can't bundle us into the automated response they've already given us okay so I want to give you an example um with the bless you Association right if um that sounds like some sort of Charity um but you know it's not it's um by this I mean if someone sneezes so let's just take the classical example here we got person a person B person a sneezes and then person B pretty much immediately says bless you and now consider this for a second let's say person a sneezes but then at the top

of their lungs screams bless me now person B would not really know what to do because it's the pattern has been interrupted that sort of Click were kneejerk response they have programmed into their mind cannot run or operate because the stimulus is different to what they usually expect so when someone sneezes initially the the prospect's brain is like like getting into gear to to say bless you but before they've got the chance to say bless you the person screams bless me at the top of their lungs and then then their brain's like whoa that's that's

different I wasn't expecting that that completely breaks the pattern what do I do now is it appropriate for me to say bless you is it not do I whisper it do I say it to myself do I say oh are you okay why are you screaming like you know so it's a pattern interrupt just by adding that you know bless me on the end prospects like sorry the person is like oh well I'm not quite sure what the hell you know it' be like if I if I started this video in a completely different way

to normal you'd probably be you'd probably be thinking like what the hell he's he's started the past like 40 50 videos I've watched have been started with the exact same frame with the exact same slides um or with the exact same sort of format why is it totally different that's weird now I'm thinking now I'm engaged right and there's there's there's a time and a place for this because obviously I wouldn't we wouldn't want to start every new video with a completely different approach because the reason we do it like this is because it's we've

conditioned you to learn from us in this way um and that's that's helpful and breaking that pattern would not be helpful but in this instance it it does prove quite useful okay and this is called a pattern interrupt okay so pattern interrupts are powerful but sometimes subtle actions that we can use to interfere with people's classical conditioning this is where we take the existing stimulus for example sneezing and we pair it with a secondary stimulus um for example screaming bless me at the top of our lungs right when we do this the prospect's brain will

be uncertain as to what response is appropriate forcing them to think and engage cognitive activity so the absolute key here this is the key the key is to know that pattern interrupts remove the sort of Click were automated unconscious response and get us to actually think about the situation and how to respond so with objections when someone has an objection initially on the call all we have to do is get them to think and actually qualitatively process the proposal that we've got for them and that will completely break the pattern that they're used to seeing

from sales people and it's it's it's ridiculously powerful another example of of a patent interrupt down here um I just sort of pull this one out of the bag um prob not intended you'll see in a second um imagine you have a habit of eating sweets okay every time you start your commute to work and get on the train you've programmed your brain to dig into the same pocket of your bag um and get a bag of sweets right um but when you look down so you get on the train one day and you look

down and you get on the train and you settle into your seat and you know every day you go down and you grab that bag of Harry bows or whatever it is you use to eat your Soros away on the commute um and you look down and you think oh like I've got a new bag and you know your suets you put them all the way at the bottom today you haven't got that usual pocket that you open in and zip and eat them from and instead of unconsciously eating the sweets there's now the stimulus

the queue is is gone right we've removed the environmental queue to eat the sweets and the sweets are still there they're just in a different place and so this this seemingly random Chang in queue it might make you question your habit and you might be like I'm not going to eat the sweets today okay this is why I mean this all goes back to your environment and why like you know when it comes to healthy eating for example just don't buy bad food because then you cannot eat it because the Q is not there topic

for another day but the same principle applies in sales you know people have got these automated responses and when we when we act little bit different they can't really bundle us up and they have to think and when they have to think they have to answer our questions and therefore they're engaged um so how does this appli to cold calling okay well you know if you've ever wondered why we open our cold calls like we do um in terms of the the script we use it's because we want to interrupt the pattern and Association the

prospect has with every other cold caller right like the way we pitch and the way we open is designed to be different so that the prospect cannot put our call into a box and give us an automated response and this is also why we like to be different with our cold messaging and cold email approaches right you know Loom and selfie videos with cold messaging they break the usual sort of pattern that people are used to and they make the prospect think and actually you know think about their response instead of just responding with a

knee-jerk not interested and after you've pitched someone they may have KN jerk objections from classical conditioning such as not interested or send me an email um even though you've pitched well you know this is just how some people are POS um this is how some people are just conditioned like they're conditioned to give sales people resistance but it's okay you know all you have to do is break the pattern and keep them engaged um which is um which is what I'm going to show how to do in a second um and you know here's here's

the irony the Paradox of it is that most sales people have unproductive classical conditioning responses to objections and it's these responses that mess with your sales right so you know let's say we've got the um we're on a sales call and we call the prospect up and we pitch them and you know the prospect might give us an a conditioned response like not interested and then we would give the prospect a conditioned response like oh okay I'll send you an email right so it works on both both ends here and so what you have to

do as a salesperson is you have to position Al so you have to condition yourself to the right sort of answer okay so I'm going to give you our our rebuttal and our method of thinking and how we approach these right but like if you don't make it a habit if you don't condition yourself to do these things you're going to be in trouble the other thing as well is to remember that most of our conditioning um and most of our habits are operating out of pain avoidance and so like you know if you're if

you're on a sales call and you you've got these shitty responses to objections nine times out of ten is because you know what you need to say but you're just too afraid to say it right or you're afraid of some conflict so now let's go through um the cold calling objection rebuttal resource um this will be quite useful for you because you know this contains all of our rebuttals um and the initial strategy that we actually use um so let's jump into this one and let's take a look at it okay so this resource uh

obviously shows you how to handle knee-jerk cold calling objections okay so now we understand like classical conditioning we understand why these objections are we understand they're not really objections right they're just automated responses and um and we also understand that you know the nature of this um means that we can change people's minds or overcome these objections simply by breaking patterns uh and honestly like the easiest way to break a pattern is just to get someone to think and really the easiest way to get someone to think is actually to ask them a question okay

so this is interesting I've got this thing called the initial strategy here um because a lot of the time all you have to do is just keep people keep the conversation flowing and keep people engaged and the objection will sort of just dissipate it won't doesn't really hold any weight um and most of the time people expect you to stop the conversation so when you don't and you continue asking questions and you sort of acknowledge the objection but you don't actually dive into it you can sort of just get around it right so if someone's

like not interested i' be like ah John I knew you were going to say that um before we call it quits let me ask this and then you you say you know is there you able to handle 30 new members of yeah well I suppose we can oh that makes perfect sense but what about this and you sort of you know you just you just keep going back through the conversation you keep people engaged when you a lot of the time with these initial objections engaging with them is the the thing that causes the death

because remember like if we if we tackle these objections head on we're not there's nothing to really tackle right if someone says not interested there's nothing if we start saying oh yeah well you know the reason you should be interested like we're not they're not not interested they're just just an immediate response if that makes sense so here's an example um so the best way to overcome knee-jerk rebuttal is honestly usually to totally ignore them right don't even acknowledge their existence and continue with the call as if they didn't even happen so I don't mean

this um I don't mean this in terms of like pretend that didn't they didn't even say it you still want to acknowledge it right and say I get that that makes sense or I'm with you there um oh I'm really glad you've brought that up you want to acknowledge but you don't want to sort of go down the rabbit hole of handling them and have too much acknowledgement for it if that makes sense so you want to know they're there acknowledge them initially for that first quick second and then you you sort of continue the

conversation so let's say someone says I'm not interested let's say you sort of you know let's say um let's say you you've done your pitch right and um and the prospect's like look Charlie I'm I'm I'm just not interested no so here most PE most sales people would enter the prospect's frame and start handling the objection head on um or just give up right they'd be like oh you know well yeah you should be interested or oh why why aren't you interested the worst possible thing you can ask is why someone says why why I'm

not interested you say why then what you're doing is you're getting them to justify and resolidify the position they have of not being interested it's a very stupid thing to do it just doubles down and makes it double as hard to overcome and by that point like if someone says I'm not interested you say why and they just they'll just come up with some [ __ ] but then it's it's they they give their they give their initial knee-jerk reaction that has no weight they they even when you ask them why they have that they

then justify and give it weight and now they've actually got a genuine reason for not talking to you so it's a pretty silly thing to do okay um so yeah different question if someone's like can you call me back in two weeks you could say oh why two weeks from now they'd be like Oh I'm about to go on holiday and then you you know you learn that you can always get people on the meeting immediately straight away right now you've got to give them some time and you have to work on their time frame

so um here's what we better to say right so I'm I'm not interested most people would just jump into it but I would just say John I thought so uh do you mind if I ask or make sense and then ask them a question right and then you proceed into another question so you just it's like it's like um conversational Judo or I kaido you just you don't even you you just go straight over your head like oh I I knew that I knew you were going to say that let me ask this and then

you you proceed to ask another question and you'll have to come up with these what you're going to ask because obviously it's going to be Niche by Niche like are you you know not interested that's totally fine John totally get it quickly whilst I'm still here and then you just jump back into you know what are you using for your live transfers at the moment what's your show rate on the appointments that you get just out of curiosity oh okay well how how often are you getting people in the door you know you just we

moove them from objection and automated response we move them back to the problem okay so all these questions should be geared towards redefining the problem and requalifying the issue that they have and I gave you some questions in the initial script that you can use um to sort of explore the pain points and and dive it and sort of open it up and once you but once you don't even pay attention to these objections people will just forget about them like you know you break the pattern you know they're usually expecting and say I'm not

interested they're going to expect you like every other sales person before you to completely like you know melt under the pressure and then they're not expecting you to say oh John that makes sense I'm with you quickly let me ask this and then you go on um so you just want to keep the conversation going and this will break the pattern By ignoring the knee-jerk objection and asking a question um that the prospect will by the way be unconsciously obliged to answer their attention shifts from the objection back to the questions about their business and

obviously the problem they have right so there is going to be some cases where someone says look Charlie I'm not interested and then you try and overcome it and they say look I'm this isn't for me right and you can you can try and overcome it but then that they might just be like look I'm absolutely sorted I don't need any help I'm really happy with how my business is going nothing I don't need anything from you that's fine you remember we're doing these calls to establish that there's a fit and so when you are

handling objections you must remember that sometimes people will have genuine reasons for not wanting to talk to you and there are some objections that you should not try to overcome because if you try to overcome them and book the call well you're going to get a prospect that doesn't show up or worst case scenario is you sell someone that doesn't actually need what you're selling and then you have chargebacks and disputes and essentially lawsuits down the line which is just stupid you don't there's no there's no point right so in short the best initial strategy

is to not even try to handle the objection just ignore it or lightly acknowledge it and then ask a question simple and the secret to remember is this most sales people suck and have their own knee-jerk automated responses to objections like not interested when you react like every other salesperson the pattern cannot be broken in the prospect's mind but when you react in a totally different way you're going to get the meeting move them away from the objection and back onto the problem Oh Charlie can you send me some information John I'm so glad you

requested that before we before we go down that little RIT hole what's this or how does this work in the business or how big's your sales team oh we've got like I think like five five people like oh well how many you know they have they got completely full calendars you know he's just completely forgot that he wanted an email but he didn't even want an email he was just trying to get rid of me but I've i' I've sort of moved the attention from me back to him right very powerful very subtle really glad

you said that John before before we before we jump into that blah blah blah blah blah you just move on right you know you people people feel like sales people feel obliged to jump into these objections and sort of try and get into the the nitty-gritty of them and handle it just just don't just see them as these initial responses that don't really mean anything they don't hold any weight move on an attitude remember that everything else in sales just like everything else in sales attitude is a secret you want to sound happy to hear

their objections I'm not interested oh John you've no idea how happy I am to actually hear that let me ask you this just like completely just completely ignore it um because when you when you sort of you can move towards the retion it's the other strategy is to sort of jump into it but a lot of the time it's not really necessary you know if if you this this should always be your initial response to any objection on an initial Cod call not in actual sales calls by the way where you're actually trying to sell

some on the products on the Discovery call we've got a different frame for that that's introduced in the sales module um this these objections are purely for cold calling initially talking to decision maker for that first you know 2 to 5 minutes um but you need to remember the attitude is is the secret right you want to you want to sound happy to hear hear their objections and you want to remember that your emotional state of enthusiasm and confidence is extremely contagious you need it to be extremely contagious um you got to remember that emotions

and attitudes are contagious right you just think you know what do you do when everyone else in the room is laughing you laugh or you at least smile right as human beings we are very emotionally attuned and when we are with someone or talking to someone that's flat we will become flat when we're talking to someone that's up we will become up and by that I mean emotionally so if you're if you're talking to someone and you're sort of having a great time and you're on sales call and they give you an objection you say

oh John I could I could not be happy you brought that up before before I dive into that I want to just quickly touch on this point if that's the right and then you know how many leads did you hit last month no 100 wow damn that's not too bad how how many of them showed up in the business 30 30 okay so you lost 70 leads why why do you think you lost 70 leads and then you've just completely move the conversation onwards and we've forgotten about the objection okay then the thing is that

if the if the objection does come back up then it makes sense to move on to the next step which is where we've got these rebuttal here okay so like what I'm saying here initially all of your objection handling should initially follow this model where we lightly acknowledge but we don't actually jump into it and then we sort of ask another question that takes them back towards the problem but if the objection persists right if the person doesn't answer the the question and it it persists then we want to move on to the rebuttals okay

so these rebuttal here should not be your first like Port of Call um they should be the second after you've tried the initial strategy so what I've done here is listed I think what the 1 2 3 4 5 six seven or seven or eight something like that main objections that you'll face um obviously there will be more depending on your Niche and it's up to you to sort of look at what we've got here and obviously just make some changes but these are the ones that you'll get most of the time right so not

interested um if someone says not interested first things first remember with all these objections we use the initial strategy but um if it still persists then this is what I'd say so i' say look John of course you're not interested uh you don't have enough information to be interested the fact is you don't know me I don't know you why would you be interested right just just ask them that question they'll say oh well I guess you I guess that's right and then you'd say well now John I I when I called you I knew

I I knew you weren't going to be interested until you really saw what I've got now let me let me ask this and you move back into the question right you get back onto the train of the conversation we're still sort of like we're not to exploring this in too much detail we're just sort of acknowledging like look John why on Earth would you be interested you haven't got enough information to to be interested you have no idea what I do I've got no idea what you do this call is purely to explore now if

if if we explore and you're still not interested that's absolutely fine but I'm not willing to let a potential business opportunity go to waste here because we could help you make so much money and give you so much Freedom or help you solve so many problems in your business and I don't want two little words like that to stand in the way of us potentially maybe perhaps doing that can we explore this when we phrase it like that it's very difficult to say no so I'm busy I don't have the time John I know you're

busy I know you don't have the time and because you're busy and don't have the time stuff like this never gets done right let me ask you this and you can use that same sort of model again John I don't want time to be the thing that constrains you here the whole reason I've called you is because agency owners don't have the time to solve this problem and it's something that stands in the way of them growing and they're so busy and wrapped up in other things in the business that they can't actually think critically

about this problem and solve it and that's where we come in and we're actually going to save you so much time in the long run and I think it could definitely be worth us having a quick conversation to see if we can save that time for you and make your life a lot easier sound fair enough same sort of thing send me an email or send me over some information i' just say okay yeah i' be absolutely happy to do that let me send it over to you right now um while I'm doing that let

let me ask you this right and you know you can get their email on the call and we want to take this literally we're going to send them information right now um alternatively you can say I'm really glad you've asked um I'll happily do that um what we usually do in a situation like this is get something booked in get a little get a little call booked in a little bit of time to talk I'll send you over some information that details out what we do and everything um you can review it and if for

any reason after reviewing the information you don't want to talk to us we can cancel that call um but nine times out of 10 we usually find that people are fine anyway alternatively what you can do is you can say oh what what information would you like and then they'll tell you what matters right like oh I want to know about how you do this or how this works and then you could literally just say to them well listen let let me explain it to you now you know they they'll tell you what what information

that they want um and you just go ahead and explain what they need to know now to book the call Simple so we don't have the budget um this is interesting because you know people when when sales people hear this um they assume it means the prospect doesn't have any money but what the prospect's actually saying is they have the money they just haven't allocated it for the specific thing that you're selling two very different things there and so it's your job to get them to see the value and what you're selling so they do

allocate it and so I would say that makes total sense you see most of my business comes from people that we call because we think they might be a good fit you know you you didn't call me I called you and because of that why would you have a budget you didn't even know this existed before this call so of course you don't have a budget for it now let me ask you this move back into a question back from we we try and get away from the objection and we try and get back to

the problem let me try it for free or can I get a free trial I first of all say I love that request hats off to you for asking um and then we we we explore it we say look John you know the only reasons people ask for free trial is because well there's one or three things either they aren't going to use it they think it isn't going to work or because they've been burned before out of those three things which one do you think is is most likely and then they'll tell you like

oh I don't I'm not going to use it well why are you not going to use it well because I don't have time so the real objection is time the objection is not let me try it for free or if they say I've been burned before then we're suddenly dealing with um a prospect who's been had negative experiences before and so before we can move them forward in the sales process we have to address that situation and you say okay well that that makes total sense I'm actually glad you brought that up because I know

for a fact that I've been burned by vendors before um trying to help us out um and so I totally understand where you're coming from um why did it not why didn't why didn't didn't did it not work for you oh they just didn't communicate with us properly or their lead quality was terrible there's always these specific reasons as to why they think it didn't work before and all you have to do is make them realize that those reasons don't apply when working with you straightforward so we're already working with another agency and so look

John almost everyone I talked to today is already with someone else um you see the need and there's a company that you have fulfilling that need or at least part of it or in some way my goal on this call is simply to provide you with enough information so you can see that there might be maybe there's not maybe there's not but there might be another alternative now I only need a few minutes of your time to see if this is even a fit for you the last thing I want to do is waste your

time and also I wouldn't want to waste my time as well if if after the first five minutes of the call we schedule I don't see this being a fit and you don't see the value will end it and we'll call it quit does that sound fair enough know we getting these little micro concessions where we're like oh just's let's let's schedule discover Rec call and I'll be able to tell within the first five minutes whether or not this is a fit for you right and if I don't feel it's a fit and if you

don't feel it's a fit but Le the call there's no obligation to do the full call we can establish pretty early on if we think it's right if it's not no stress we'll call it quits that's fine the the other cool um R I like to use here when someone says I'm working with another agency I'd say that makes perfect sense are you married to them the person's like it's like a it's a complete pattern um pattern interrupt they're like what what do you mean I married to them I'm like well you know if you

committed your heart and soul to that agency is it the only agency you'll ever love well no no I haven't done that I wouldn't say that that's what they say and say okay well are you open to the idea that there is somebody that might potentially maybe perhaps be able to do a better job for you I guess that might be true awesome but what's the harm in a quick chat then I guess there's no harm at all right you see you know you can use it like that now bear in mind you might be

sort of s sitting here thinking how the hell am I going to come up with lines like that when I've been not to Pat myself on the back too hard here um but like you might be thinking well it sounds easy for me to sort of come up with these but I mean I've done thousands and thousands and God knows how many probably tens of thousands of C CS but you know you will find your own style and what model off of these and then finally if someone says well what do you do or how

does it work you know obviously the aim of our game is to keep things quite vague and so if someone asks you what you do well you just want to focus on the outcome you simply State your offer and follow it with a question about their business so you've got to remember when someone asks you what you do you have to sort of tell them but you have to maintain control of the conversation so you have to follow this answer with a question right that's why what you'll see here is pretty much all of these

rebuttal we have end with a question of some description because we need to move the call forward we need to control the call in the direction we want it to go if the if the prospect controls the call we completely lose any potential close so in this situation like if someone says how' you what did you do gyms I'd say well well John we actually help CrossFit Gyms get 30 new and qualified athletes in the door per month um typically for Group Training memberships they've usually got quite Deep Pockets um we work on a pay

on results basis now let me ask you John um out of your membership options what would you want to sell the most of right as human beings we are conditioned to answer questions right your job is to know which questions you should answer and which questions you should avoid answering and which questions you should ask okay you know let me ask you this John I can get you 30 people next month but do you think that'll be too many too little he'll be like oh you know that's the question so those are the um rebuttal

that I've been using um or that we've used that we've proven to work time and time again to get meetings obviously you'll notice that I've sort of added a few extra lines in here um and you'll want to sort of figure out your style and how that works and everything um but the secret here is honestly just to not enter the prospects frame have a really positive attitude um and always always follow with a question of course you're not interested John how could you possibly be interested I'm just a British guy on the phone I

wouldn't be interested in talking to me but there's a chance that you might be after you hear what I've got to say now if we have a talk if we have a conversation and I explain what we do in full depth with I haven't really got time to do now but we can schedule some time I'll explain what we do if you're still not interested then and if I'm not able to convince you that it's a good thing to do and you don't see the value then we will end the call we will call it

quit and we will never talk again but there's a chance that this could be one of the best things that you do for your business this year and that's not out of my that's those those words aren't out of my mouth they're from our client's mouths and the testimonials and referrals we have would you like me to send you some testimonials so that by the time our call comes around you're more confident that we can help you yeah sure send me some testimonials and then you he's he's committed to booking the call right so you

can there's all sorts of little ways that you can you can sort of get around these um but the main thing is attitude um and it's awesome so initial strategy make sure you use this initially if the objection persists jump into one of these rebuttal um but honestly that's everything for the cold calling objection rebuttal um pretty straightforward pretty simple stuff just like anything this takes a lot of time right to get used to it takes hours and hours thousands of calls thousands of hours of practice um to get used to get good at this

stuff and honestly like cold calling is it's honestly one of the best tools you can have in business because you will never go hungry if you can make cold calls and if you can sell like if you can do the discovery call properly then you're infinitely valuable to any business that's ever existed anywhere ever and so if you ever go if you ever think oh like if someone stripped all my if someone Stripped Away North flow Imperium my other assets and streams of income and then people were like oh what would you do if you

had to start over I'd be like well i' I'd get on coold calling I just run a paper appointment coold calling um thing and just do it freelance and I'd be back up to 10 20 30k a month within a couple of weeks right when you can do this stuff you become very useful so that's everything for today's training video um that is how to overcome knee-jerk objections and um I hope you found this one useful so yeah I look forward to seeing you in the next video thanks for watching cheers um what I plan

to do in today's video is basically give you like a mental model um one that I've used to book thousands and thousands of Discovery calls um and it revolves around the idea of delayed gratification in your Outreach now you've probably noticed if you've watched a few of my videos on Outreach at this point that my aim is not to give you a shiny piece of copy or a fancy subject line but it's to teach you how to think right it's to teach you how to manage your emotions and actually have like a proper Paradigm for

outreach so that you can put way more appointments because I promise you that like the the beliefs and the um the Paradigm and the the mental models you use and that you understand when you do your Outreach and book appointments will have like far more of an influence on um on the outcome than the copy yeah oh my God the difference is night and day and so yeah I wanted to give you this mental model um it's one that I've been using in my Agency for pretty much since I realized it um and when I

when I came to sort of the conclusion like how this model works I was like [ __ ] this is like the main thing like if as long as I remember them I'll always do quite well um and so I kind of do quite well now I mean we book you know up 6 to eight meetings a day organically um and we're now hiring a sales rep um because we can't handle all the meetings and so I've used this model for myself um I teach it to a lot of clients and they use it and

I thought I'd share it with you for free so have a watch and um I'm going to hop into Myro or my laptop now and so of walk you through how it works um because it's really important so pay attention and I'll see you in Myro take care okay people so Outreach lag what is it how does it work and how do we fix it uh based on the like the title of it and the name of it you might be able to sort of get some sort of an understanding um but I really really

want you to pay close attention to this here because when I recognize this and when I realized it is one of the key pivotal moments for me when my agency went from booking like two meetings a month to like two meetings a day um and now if we really want to we can generate like eight meetings a day right at full scale just with appointment booking through organic methods and this mental model is it's just an absolute weapon of mass destruction right Mass appointments if you like so let's jump into it um I'm going to

visualize this out for you and sort of draw it through and um it should massively help you so Outreach lag so the the thing to the thing the main thing to understand this about this is the idea of time right and the recognition that the effect of Outreach is delayed right the the the entire framework that this is underpinned by is delayed gratification okay that's supposed to be a g but it's way too early on a Friday morning for me to make any sense of this okay so delay gratification right now here's the biggest issue

that people face when it comes to doing Outreach is they're so wired to instant gratification in their personal life that when they don't receive the same sort of dop feedback from an effort in business like Outreach they actually proceed to stop doing it or move on to something different or panic and stress out because it's not working immediately If You observe your life and if You observe your actions and the activities that you've partake in most of them will be underpinned by instant gra appication every time you eat something that is bad for you but

tastes good you get hit opine it's instant feedback every time you open Facebook hit a dopamine every time you open your emails hit a dopamine instant feedback every single thing that we do an activity in the 21st century not every single thing the majority of things that we do the majority of activities we partake in basically go immediate action to reaction and it's this this is basically a feedback loop because you get the reaction it makes you happy which means that you're more likely to repeat the action over and over again now the problem with

this is that this this Arrow here for most activities in your life is literally like instantaneous so if I open Facebook now and I've got six messages from clients in a meeting and then all sorts of cool things from other clients to deal with I quite like it if it was good then that is literally like 1 second Action Reaction feedback loop that that dopamine is [ __ ] instant right but the problem with this is that the action to reaction time frame Arrow here for outreach can can sometimes be like 3 weeks okay and

when your brain is full of these immediate action to reaction feedback loops which literally operate on milliseconds right and you've got you know dozens if not [ __ ] God knows 50 of these in your personal life then when you when you take an action in business like this and the the arrow to get to the reaction is not conducive to what you're used to then what happens is you freak out and you panic because you realize that to get meetings right you have to do appointments sorry you don't have to do appointments sorry I'm

I'm I'm out of it today but I wanted to get this video done to get meetings you have to do Outreach right and we know this right but the thing is is that when you do Outreach and you don't get immediate meeting you freak out and the reason that you freak out and the reason that you become all irrational and make all these weird changes which I'll explain how that works in a second is because you're so used to taking an action and getting a result immediately whether it's eating [ __ ] food or putting

on your food or something like that or listening to music you open Spotify you play a song and literally within 5 Seconds you've got that dopamine the reaction that you were looking for and it doesn't work like that in business business is literally just delayed gratification like the synonym for business would be delay gra appication and so if if right now you're just doing this Outreach and you're not booking meetings and you freak out that's the first thing to understand right is that this is you have to understand how delay application works and you've got

to understand like why you're freaking out when you don't get immediate meetings because most of Outreach people look for these fancy scripts and the fancy pieces of copy and the fancy um like subject lines and everything like that but really it's just the thing that moves the needle the most is what you believe to be possible and true and how rational you actually are in your approach if you can Master those two things that will move the needle far more than the actual copy that you use I promise you but people don't want to look

at those things because they don't know how to look at them and they don't understand they're actually a problem and so the purpose of this video is to introduce this problem to you so I want you to imagine that you send 30 emails today and this is day zero right you send 30 emails today and you know you're feeling good about yourself because you've done some Outreach and you're like okay we could make some steps in the right direction here now what happens is you get to the second day day one right and well you

receive no responses and you're like oh right you get sad and angry and now the reason you get S this is the important thing because this sad this sad the sadness and this anger that you experience or this anxiety from not seeing this like result is is once again from these Action Reaction feedback loops that are so consistent in your life everywhere else and so this this this emotion here this sadness this anger this anxiety that comes from when you don't see immediate results in your Outreach is because of this [ __ ] in your

personal life that you need to clean up really but it's the it's the sadness and the anger that [ __ ] everything up here so it's not nothing to do with like the reason you're not getting appointments up here it's not because of this specific model Outreach lag but it's because of how you feel about Outreach lag now Outreach lag as a as a concept basically means that the meetings the the appointments you get today are a result of the Outreach you did two to 3 weeks ago and it's understanding that there's a a gap

of anywhere between 10 to 30 days between sending emails and booking appointments now the better you get appointment booking the the shorter that Gap becomes so for our business we can send 30 emails today and book three meetings today but it takes a long time to get there and a lot of persistence and consistency but for most people starting out it's going to take a long time okay so here's how this works right and this is this is I'm going to draw this out and if this resonates with you then boy oh boy you need

to pay attention so you send 30 emails on day zero on day one you get zero responses and this this freaks you out and stresses you out and you start getting angry but you remember what your Mentor told you and you stay consistent and on day one again you you send another 30 emails good for you right but you send them but this time when you send them you're kind of sad and you're also a bit angry and so what you do is out of this sadness in this anger manifests an irrational action to make

a slight variation or change that you think would actually improve the system and so you make some sort of edit or tweak to your copy it's not significant but it's a small changed okay and so what happens is you know you get to day two and you still receive no responses now at this point you're you're you're fuming right you're really angry and things aren't going well for you right now and you're stressing out because [ __ ] I've done all this work I've spent hours sending these emails and all this stuff starts to happen

and now what happens out of day two is and this this might not be manifest itself this quickly but you start you start making excuses you're like oh my Niche is [ __ ] or uh my mentor is rubbish or you know or I knew email wouldn't work and like what happens with this is you enter before you start doing Outreach you have got an idea as to how you think it's going to work for you and what you start to do is if you if you start doing Outreach thinking that it's just not going

to work and you don't see results within two days then what's going to happen is you're start you're going to start telling yourself that you knew you were right and reconfirming this negative faulty irrational belief that basically feeds on it on itself and so if you if you start at Day Zero and like you know in your mind up here you know you're like happy but in your in your head you're sort of like you're thinking this this email thing I don't think it's going to work that well but what happens is when you get

to day two and it hasn't worked that well in in 48 hours then well you're just reconfirming this negative belief which which just makes itself even bigger in your brain up here which then means that you take more rational action this is an emotional thing and so this time you get to day three and today you think [ __ ] it I'm not going to send any emails instead you know I'm I'm not going to do emails because email doesn't work now you said 60 of the damn things with no follow-ups and then you think

it doesn't work now I'm guilty of this I'm I'm I'm not taking the piss out of anyone that does this and there's there's going to be varying situations where you might do it for a little longer before you make changes or become irrational but I was this was me right 3 four years ago four years ago actually 5 years ago now this was exactly how I operated right and so you get to day three and you send zero emails because well you're pissed off and you knew you knew it wasn't going to work and it

hasn't worked and so you think why the hell should I keep doing it if it doesn't work there's all sorts of problems with that belief we know but instead you think okay well you know what I'm going to do um today I'm actually going to send Facebook messages instead I knew email wouldn't work so I'm going to try this this Facebook messaging strategy and you send 10 Facebook messages on day three right um you think okay this is the new thing you get the shiny object syndrome for Facebook and you're like I knew Facebook's going

to be the thing that works for me and I you know I [ __ ] email I knew it wouldn't work blah blah blah all this all this crap and then you know you get to day four right and you still have nothing right you've got no responses through your email but you've completely forgotten about the emails you sent and you've got no Facebook responses at all and what I'm going to do here is I'm going to I'm going to walk you through um like how not to do it here and then how to do

it here in a second okay um because this is important um otherwise I'll forget how not to do so you get to day four and you you've still got no meetings you've still got no replies you still got nothing and it's just painful and you you're at this point you're just really upset and really angry and then you think okay well I'll just try some more Facebook messages and you this time you send 15 Facebook messages and you know it's just you're like okay still got nothing then what happens on day five is you get

a meeting oh my God think about that right you get a meeting you get an appointment someone uses a cany event that you send out to prospects to Pi a call now what happens here is you attribute this to what you've done yesterday this is a very big mistake because it's extremely likely that the meeting that you've booked on day five was not the result of what you did yesterday but instead it's more likely to be a result of what you did on day Zero or day one we did nothing on day one be dating

so the problem with this is now attribution becomes a problem and this is where you start to fill yourself with stupid ideas and irrationalities because you now think it's the Facebook messages that book the meeting now the problem with this is that obviously is you might know where this meeting has come from but if it's come from email if you've received an email response you you're probably going to think oh yeah I knew that Facebook thing would work you know and you think okay I got this email response from this person but it's extremely likely

that they they emailed me because they went through my funnel that I sent them on Facebook and you start to confirm like these these beliefs that you thought you had but you know your beliefs here's the thing your belief should be based on the data that you pull after months and months and months of consistency not on 5 days of stress panic and Chaos so you Brook a meeting on day five and you're all happy about it but you can't properly attribute it and you think it was because of what you did yesterday because of

that change you made we become very very emotionally attached to the small tweaks and changes that we make in our processes because we they are there are they are a manifestation of us and we therefore get attached to them and so when we get a result from something we we would prefer to believe that it's the result of the small change that we made because it's the thing we made and we want to feel good but it might be the case that you used some copy from a mentor a while ago that booked the meeting

but you refuse to believe that because you want to delude yourself into thinking it was actually your skill set that produced the meeting more rationality so you know on day five you book a meeting and then it's it's all good and then you know day six rolls around and you zero meetings because on day five you're like I've got a meeting I don't need to do Outreach today because I'm going to plan for this meeting and you do you justify not doing the work basically because you book a meeting or two and then on day

six you don't do any Outreach either and then day seven you think oh I haven't booked any meetings in the last like day so maybe I should go back to try on this email thing again right and then you send like 15 emails and then you know day eight rolls around and you book a meeting but you don't know where it's come from and you know it's chaos whatever uh so you do no Outreach on day eight because you got a meeting and you prepar for it and all this crap and then you get to

day nine and you're like okay you know I'm oh I'm going to try making coold calls today that's supposed to be a phone my God that is not a phone is it you're like okay I'm going to try and make cold calls today you know and you make you make 50 cold calls and you know it doesn't go very well because you've never done cold calls before and you don't you stress out and you think oh yeah I knew cold calling wouldn't work at the end of the day and then you know you get to

day 10 and you have no meetings and then you send like another you think okay today I'll try Instagram messages because i' I just read a blog post on someone podcast from 3 years ago that says Instagram videos work and so I'll send five of those and then you know you get to day 11 and you think okay well okay I'll keep this Instagram thing going you send 10 of these and then on day 12 you book a meeting and you can't attribute the meeting because you've tried so much crap and it probably could have

come from the co calls it could have come from the emails on day one it could have come from the emails on day seven or the face it's this is just [ __ ] chaos you see where I'm going with this right and what happens is agency owners and new coaches and I I'm I'm not pissed off about this because I'm pissed off because this happened to me for like a whole [ __ ] year I went through this where I went from day one to day 365 and I probably tried 20 to 30 to

50 different strategies and variations I tried like 7 different platforms and five different [ __ ] methods and all of this [ __ ] and you combine all these variables and you think oh my god I've tried like 300 things but the problem is you haven't tried all these things because to try something and to see if it work to see if it works requires a an understanding of consistency and Outreach lag this is okay so this is this is the thing I'm going to now explain what you should do because this is what most

people's Outreach methods look like this isn't a method this is just chaos right it's it's it's a state of [ __ ] panic and stress and you have no idea what's going on you've got no consistency you're doing all sorts of [ __ ] you've got you know you're sending emails one day and then the next day you're making some cold calls and the next day doing some Facebook messages and then you take 3 days off because you think you've done enough work and then you get an appointment and then you know the call doesn't

go very well and it came from emails so you stop doing email and you try Instagram messages and then you think oh you know what I just heard this voice notes so I'll try this and how about I try this Loom approach instead of this and then and then every two days you're chopping and changing between variables or platforms or methods and no wonder it's chaos right how on Earth are you supposed to find a predictable and proven system if you're giving everything 3 to four days to see if it works go and watch my

video on regression to the mean if you want to learn more about why that's important but here is like how we should do this so up here we we've just got chaos just raw and filtered [ __ ] chaos right what we want is order right we want a nice predictable steady consistent process now to have consistent meetings we have to consistently do Outreach but not consistently do Outreach of any sort consistent do Outreach of one sort because if you want to build a reliable and predictable system you need data to build a system and

to get data you need to take daily actions to compile enough data to make rational and educated decisions on what's best for the system to produce the outputs you desire and so it's impossible to build systems when you're in this state up here of panic and frenzy because there's so many variables and so many things moving around that you just have no idea what the [ __ ] going on and how can you possibly generate order out of chaos so how do we do this I'm going to draw out a 21-day time frame here for

you so here's how I would do this so day one's over here right supposed to be a one day one is over here now if this was me and my agency what I would do on day one is send 30 emails and then on day two I'd send another 30 emails and then on day three I send another 30 em and then on day four 40 [ __ ] I send another 30 you see how this works every day we do the same thing now I don't care if I get to day four and have

zero meetings because what I'm looking to establish here over a 3mon period with one method is a proof of concept if you want to learn how to book appointments Focus becomes very important if you want to build a predictable and reliable system you want to pick one method one channel and one approach right if you have all of these things moving around here it's impossible to get focused and you think oh I I I can't I don't know I I can't get meetings through call calling I can't get meetings through call messaging I can't get

meetings through email no [ __ ] it's because you're just spreading yourself so thin right it's kind of like learning to cook right if you want let's say you want to okay if we if we compare cooking to the equivalent this is a strange extended metaphor but okay let's say you want to become a really good cook now in your agency you want to become really good at booking appointments now when it comes to cooking if you try to learn like 10 different dishes at once and you you think okay I'm going to learn all

these dishes in one go and all these different recipes and all these different cultures of food in in this really short period of time and every day I'm going to change the recipe and constantly things like it would make more sense from a cooking perspective to become an absolute Master at cooking one dish like a pasta dish or I don't know like pizza or something feel like okay I want to get really good at cooking Italian food and so all you do for a year is cook Italian food now I don't think that's very healthy

and I think you'd probably face some consequences there but you see my point you're like okay when I get to cooking I'm going to do one thing at a time I'm going to start with one dish and get really good at that dish and then once I've got really good at that dish and I know I've got a proven recipe that produces the output that I want extend that over to outreach and how that works then I can move on to the next dish and I can learn to master another dish or another culture or

another type of food and then over time over 6 or 12 months you've got like 10 staple dishes you know them off by heart you know exactly how they work you know exactly how much salt you need in each one or water or whatever that looks like the same is true for outreach if you want to book appointments and build a system just get one [ __ ] system start with one platform one channel one approach and focus on one thing to begin with because it's too difficult to learn everything it wants I'm in the

position now where I can get meetings through Linkedin out outbound Facebook outbound Instagram outbound cold email quality cold email quantity cold calling Facebook groups YouTube content and organic posting I can also do YouTube ads Facebook ads vssl funnels and some other methods as well so I've I've got like a a broad skill set of like 10 to 15 different methods that I can Implement and I know exactly what to do for each one to get the exact result I want it's taken me 5 years of a horrific level of work and consistency to achieve that

and you want that in the next week it's impossible right but I started with one I started with cold email quality and I got good at that and I got enough meetings through that to then be able to move on to something else and I mastered my pastor dish and then I could move on to something different right so you pick one thing now here's how Outreach lag works and I I I've sort of beaten around the bush here a little bit um but Outreach lag Works something like this so you you've got your you

know day 1 through 4 and basically my point here was just to keep sending emails every single day until you can actually establish a mean to see if it works or not but I want you to think about this right so let's say you've got a prospect here right now the thing about Outreach is that the more you touch people like is in reach out to them not physically touched otherwise the context would sound awfully strange the more you reach out to people and digitally touch them the more conducive they are to booking a meeting

with you especially with cold Outreach so when you send email number one it's highly unlikely the person responds and so what do we do well we send email number two followup number two even then like they're more likely to respond but just not as much and so we send three at this point they might respond and if they don't respond we send four and they're more likely to respond if they don't respond after four messages then I just leave them so first of all here what you can see is before we give up on a

prospect we've got four touch points now I can tell you now that 70% of my positive replies through through email through messaging and through everything else come between touches three and four they don't respond on the first one most of the time they don't respond on the second one most of the time most of the time they respond on the third and the fourth now understanding this explains why this model doesn't work because we haven't got any follow-up sequences in here we're just like and even if you do have follow-up sequences they probably suck that's

the story for another day but like you know if you're going through this chaos you're only touching each Prospect once and the rule is to touch them at least three or four times in a digital sense of course before before they reply now let's say that this Prospect um at touch Point 3 replies to you right and they they say yep I would like to book a call in with you and you think great you're happy you're like yes I knew this would work so the problem with this is now what we found is it

takes anywhere between six to eight touch points to follow up on this person before they actually book a call now depending on the way were this it might not be that extreme but before I give up on a prospect I will send them 1 2 3 4 5 6 seven and eight messages hey you want to book a call you want to still talk hey have you got any thoughts on booking a call does any of the availability work for you do you want to book a call this week how are you set for a

time I know I keep bothering you but I'm not going to give up until you book a call never give up never give up you know you just send them these funny messages every you know every two three days you just following up on them like this and what I found is that most people book a CO between number five and eight and so the point here is that to change someone's mind or to convince them to do the thing you want them to do requires depth of persistence it requires you to be dogged in

your persistence and to keep bothering people over and over again until they b a cool with you and so what we can what we can observe here and this is why I call it Outreach lag right because what I'm saying is on day one you send email number one right and on day three you send email number two and on day five you send email number three and then on day seven you send email number four now the email that you sent like the prospects are more likely to respond on follow-ups 3 and four which

means like if you send an email on Monday the the positive reply is going to come on Friday or Sunday and so we have to remember that it takes some time for people to reply to to us because it takes follow-ups and persistence for them to be like fine I'll book a [ __ ] call with you and so this is the this is the first area of lag right and by by lag I mean basically the the the time over which someone responds to us is delayed because of the the principles of psychology and

so most people if they don't receive a response by by day three they'll just stop the system and then will probably stop following up but most people don't persist to the email for now here's where it gets even worse than this right because at this point you know let's say respond on day seven and they're like okay positive reply you you've got my attention and um I'm more than happy to book a call with you right now we know that we're going to have to go through more like more likely than not a 5 to

eight follow-up sequence before they book and that follow-up sequence will basically happen every 2 to 3 days and so we've got day nine we've got day 11 we've got day 13 we've got day 15 we've got day 17 we've got day 19 we got day 21 and so at this point we start our engage Prospect followup sequence follow up one do you want to still book a call two do you want to still book a call 3 4 5 6 seven and eight and so this is these are the days and these are the emails

okay now we know most people are likely to book between followup 6 and 8 and so what that means is it take from sending the first email to getting the meeting takes anywhere between 19 to 23 days and what we can observe understanding this now and how this works is why this model is just terrible because you get to day 12 you don't know what hell's going on you've done no persistent followup all of the replies you've got you haven't followed up on consistently because you think they've lost interest you don't you can't attribute anything

but this is the key right is to understand that momentum is the key to all Outreach and outbound attraction and momentum is built through doing one thing over and over again and persisting with it and not introducing of [ __ ] variables and building chaos right we want to build order so this is literally how this works like understand that if I if I've done no Outreach before so today is the what the 3rd of December right if I started doing Outreach today I would not consistently book meetings until probably about the 20th of December

and so there's this Gap there's this lag there's this delayed gratification that I am aware of and that you are now aware of as well and so next time you start doing Outreach and you start a campaign first of all I hate the ideas of campaigns because it indicates that there's a time at which you're not doing Outreach which is awful but my point here is that the work you do now are the results you will reap in two to three weeks if you're a beginner I'm at the point as I've mentioned before where I

can send an email and book a meeting very quickly but if you're still starting out and you're still figuring this out writing the copy and building everything through this is how it works and this is why you're not getting appointments because you're not staying on people enough like are you following up with them like four times before giving up on them cold once they're warm are you following up with them eight times over a 2 to 3 week period probably not most people don't have it in them right and if you're not doing that then

of course you're not going to put loads of meetings and so I learned this and this came to my Consciousness a long time ago and I've known it for a long time but it happened to me recently with Imperium agency with our coaching business because we got to basically throughout the um majority of October we didn't do any Outreach because we've been building products and we've been building infrastructure because we took on too many clients and we had to handle those and then what happened is we got to um early November and we didn't have

any appointments on the books and we were like okay we need to start doing Outreach and in the first week I think we probably booked like we booked quite a few appointments but it wasn't like consistent we didn't have the calendars full we probably put like one appointment or two appointments a day but then by week two towards the end of week two we had like four appointments a day coming in and then by week three we had like like six to eight appointments a day coming in and now we have to hire a sales

rep because I can't handle them all anymore and this is what this is what happens you know we we I recognized this and I was I was talking to my business partner and I think like the last two weeks of November were two two of the best weeks we've had business-wise all year and it's like [ __ ] how has this happened oh we just did Outreach consistently for like two weeks and did all of our follow-ups diligently all the time every day for two weeks and now we're reaping the rewards of it so it's

like a pipeline thing Outreach is just it's it's just a question of consistency and momentum it's like a snowball the more snow you get the more snow you get right it's a feedback loop so that's everything for today's video that's Outreach lag and that's why you're not getting appointments if your life looks like this then stop it right and look more like this instead pick one platform pick one style of Outreach and one method and stick with it right the other thing to note is that if you've bought a course for 999 977 [ __

] sorry guys if you it's been a long week if you've bought a course for $997 and you've been trying their methods for a long time and it's not working Stop Those bloody methods because those courses just do not do anything for you come up with your own methods think critically about what your Market wants understand your Niche and message your and build your offer and message your copy in a way that's uve to what your Niche wants to hear stop copying everybody else stop trying to look for the easy way out and spend 5

hours in a dark room with a paper and Pen thinking about what your copy should look like and how you want to approach this okay that's everything from me I hope it's been useful for you um like I said I'm preaching to the choir because this is exactly what happened to me before um but I hope it's useful so a couple of things to know if you like the video like the video if you want more of these videos and to see them more consistently subscribe and if you want to add any new um if

you want new videos or have video requests just drop them in the comments um or by all means if you have anything to add to this just comment and it'll be good to hear your feedback um in the description there will be two links the first link will take you through to a funnel with me trying to sell you something for full transparency it's quite a cool funnel there's all sorts of testimonials on there and the second link will take you through to a Facebook group that's free that we're trying to build um so that

we can also sell you things now I'm not afraid to admit that I'm trying to sell you things because the product we have is [ __ ] insane it's unbelievable how effective it is and this year in our first year of business I think we've taken like 10 10 agency owners to more than multi multi6 figures which is insane just through the program alone in 12 months right we're only just getting started most of other clients are booking like 5 to 15 meetings a week and they will add multiple thousands of dollars in Revenue over

the course of the first two to three months it's amazing how well we do and so I'm not afraid to try and sell that to you so if you want to um have a chat with us about how we could help you use the first link but if you want to just sit in a community where we also help you with more stuff like this then click the second link or do both be good to see you so that's everything for me and I'll talk to you in the next one thanks for watching hey everybody

how's it going it's Charlie Morgan and welcome to another video So today we're going to talk about why you don't get any replies um to your cold emails or cold messages um You probably do cold Outreach or you probably don't do it but the reason you don't do it is because you've tried it and you think it doesn't work now there's a lot of reasons to why people don't receive replies but there's one main core thing that um is pretty much the the biggest culprit like if we use Pito principle to figure out what the

hell's going on this is be why so I'm going to jump straight into it for those of you first of all who don't know who I am um why should you listen to me why would you even bother um well I've built and scaled a marketing agency called North flow Consulting we've signed over 350 highit clients and now that business kind of runs itself we also help agency owners get more clients and we've done that successfully for over two 100 agency owners so I'm still I've got I've got a lot to learn but still another

thing or two um so the reason you're not receiving replies is basically because of one thing and that thing is that you're reaching out to people but what you have is not what they want that might sound strange because you're thinking well I'm telling them I can get more customers like how does that work um but I'm going to sort of unpack this to explain um the whole idea of Outreach and the whole the whole thing that builds a successful Outreach system um is is one idea and it's the idea that you're going to business

owners and you're telling them about what you do and if they want what you do or they want the result that you can help them achieve which is more accurate um then they will reply and they will book a call right so I want you to imagine for a second here um that you reach out to someone right and you go to them and you say Hey listen um I've got an opportunity for you um if you give me $100 I will give you $10,000 and it's backed by the government and here's um a picture

of me with the Prime Minister and here's a video of the Prime Minister or the president um speaking saying your name that if you give Charlie $100 he'll give you $10,000 it's backed by the government here are three signatures of every Bank major Bank CEO in the country and here's um a list of a thousand people you can contact I've done this for that you can basically contact to to confirm my my claim right if you sent someone an email like that they would reply right most people some people might think what the [ __

] but most people will reply because what you've done that is you basically told someone you can help them but then you've given them like so much evidence that they have no way to dispute your claim um the problem I see nowadays is a lot of agencies are reaching out to businesses and they're making these wild claims with no and no form of like confidence to back it now you might not have social proof you might not have videos from the Prime Minister um but what you should have is an understanding of what your Market

expects to be reasonable and also what your Market expects from you which should be a guarantee or some sort of way to reverse the risk now here's the problem right companies no longer want to pay retainers right now you can still charge retainers and retainers are okay they are becoming obsolete right um companies want to pay for results right so the problem we have these days is that people are buying coming into the agency space they're buying 997 courses that were made in 2018 or 2019 heck [ __ ] even 2020 like you know they're

buying courses that were made more than two years ago for example and those courses basically tell you to charge $1,000 a month and that's it and the problem with that is it just doesn't it doesn't work anymore right because like you have to you have to accept the fact that business is comp competition by nature and it's you're against pretty much everybody else reaching out to the same prospect it's their man for himself and the reason that you're not getting responses is because your message isn't good enough your offer isn't good enough and what this

means is that if you're if you can't create an offer that's really [ __ ] compelling and gets people to respond so like I can help you do X Y and Z on a complete paying results basis I.E if if you don't get paid we don't get paid or you know I can help you get you know more I don't know [ __ ] Invisalign C for dental thing um but you only pay me when someone sits in the chair with like has paid a consultation price that I only get a set of that like

these are the offers that we're moving towards in the market and if you can't offer something like that you're simply not good enough right now I don't want you to get discouraged by that statement because you can be good enough right it's possible to solve that problem but I'm just [ __ ] sick of everyone looking for appointment booking Solutions right what they should be looking for is offer based Solutions and Service delivery based Solutions because I'm telling you people will reply to an email or a call message if it's good right like the market

has an expectation of what they want right they have problems and they want to solve those problems but they want to solve those problems with as little risk as possible with a company they can actually trust right how do you create those two things well you have to be extremely [ __ ] good at what you do because you've got to understand that okay this is one way to look at it it's like like a it's like a stack right the your the success of your Outreach is the top level of your business right it's

it's the thing at the top um and like the success of your Outreach is underpinned by the layer beneath that which is your offer right cuz your offer like is really the main thing like it does it resonate with the market does it hit home is it compelling like does it actually call out their pain points do you actually have like a good like Risk reversal strategy to get them to book a call so like goes Outreach an offer and the effectiveness of your offer will determine the effess of Outreach now the problem with that

is underneath that offer is service delivery because you can't offer something really good if you haven't got the ability to actually deliver it right and so what we can see on this on this sort of business stack is that your Outreach is actually Your Service delivery right and the quality of your service delivery at the bottom here is what allows you to create compelling offers which is what allows you to have really good Outreach and good systems for appointment booking so everyone out here is like should I use lemlist or should I use M shake

or how long should my loom be or should I use LinkedIn or what about this LinkedIn automation strategy or should I try social posts or should I try this Facebook group like people are just out here trying to solve the top level problem when the root of their business is completely royally [ __ ] and that's the truth and it hurts because Service delivery is not an easy thing to get right um but you got to realize that like like the any Market any sort of business Market gravitates towards value right and what I mean

by that is it gravitates towards solutions that actually work so if You observe any Market in the history of the world any where what we observe is that over time we we see like the market will monopolize to a select few companies and it's monopolizes to the companies that solve the problem in the best way possible right so God knows how many um like phone companies started like you know in the in the tech boom but only two companies really Samsung and Apple they hold most of the market and the reason they hold most of

the market is because they produce the best products right now some people might disagree with that but you you can't really disagree with the market and its decisions like personally your preference might be different but the preference of the masses is Apple or Samsung right and that's evidenced by you know the growth of those companies now I'm not saying that the agency will agency space will monopolize into a couple of companies because it's kind of impossible to do that by its nature because a couple of companies cannot have like you know 30,000 paid traffic client

so you just can't that's not sustainable you would probably die if you tried to run a business like that trust me tried it well with like 100 clients and it's horrible um but my point here is that like stop looking for outreach Solutions and start looking for service Delivery Solutions because doing like having like you can have the best Outreach strategy you can have the latest software you can have the coolest copy you can have the best personalized first lines you can have the best Loom pitch and you will book meetings right if you have

those things and you have this insane offer but if it if you like you like the restaurant that advertises the most insane menu and Promises like something amazing and then the food [ __ ] right so it doesn't really matter if you book appointments and close deals if you lose your clients within a couple of months like most agencies i' predict would like lose most of their clients within like 2 months right so like yeah sure you're going to make two grand great cool but you've ruined your reputation and [ __ ] someone over in

the process it's not really worth two grand is it right so like this is what happens is you have to start at the like is you know you probably you probably heard the metaphor before like you wouldn't build a house on Sand well most people do in the agency space most people are like oh yeah I'll go to Pakistan and find a media buyer and then do Outreach done sorted 10K a month go and [ __ ] off to Bary no it doesn't work like that it doesn't work like that you cannot run a business

without an insane product the product is the main thing the offer is the main thing and the Outreach is just like the offer like you're you're the best Outreach strategies I've ever seen the best copies I've ever seen for outreach having observed this for you know 200 odd agencies at this point doing it for myself is just the offer that's it like no we're not [ __ ] around with any sort of like it's different with cold messaging like the approach has to be different but like with cold email for example like the best system

and approach I've seen is just to have really strong offers and just be like like hey Mr Prospect like give me £100 I'll give you a th000 it's backed by this Bank here's a video of the CEO of the bank and in fact actually you know if you if you give me that like I'll give you the ,000 before you give me the1 obviously you can't make money doing that but my point here is like if you like people think cold email doesn't work but cold email works for agencies that can actually get results and

and create compelling offers and sales argument in a way that um best communicates that so my my point here is that the reason you're not getting replies to your cold email is simply because well you're a probably not making an offer because most people don't like so most people's cold email copy is Dreadful they're just like hey um I can help your gym get more revenue and more people and you you'll have more brand awareness and here's a list of our services and our prices fingers crossed [ __ ] hell man like come on that

might have worked in 2015 but like as a rule of thumb any information that you take in in in in like this space for example should be disregarded after like 6 months well actually that's not true but like you have to realize that like information has a halflife and what halflife is it becomes like exponentially less like useful and relevant the longer it is in existence so if You' bought a 997 course in from 2019 you've got to realize that between then we've had you know like 2019 2020 21 and now we're in 22 so

you like 2 to 3 years of change right and like this is why with our program we update it like as often as humanly possible so like right now we've got um a loom strategy in there which is it's the most it's it's disgustingly effective how well that thing works you can ask any of our clients that use it it's remarkable but I'm now in the process of starting to think like we we we recorded that about 9 months ago and I'm already in the process of reshaping it and remolding it because if I just

leave it in like 2 three years it will become obsolete like we have to creating V2 V3 V4 to stay up to date with what's happening in the market and this is one thing that's happen in the market right so that's everything I I wanted to just really shed light on this problem because the you probably don't have an Outreach problem you probably just have a service delivery problem now if you've got amazing Service delivery and you can create really compelling offers then your issue is just that you don't know how to create compelling offers

honestly it's not hard you just have to focus on the outcome and then reverse the risk that's it so like you know what I'm going to what we're going to see happen over the course of the next couple of years is all the lead generate every sing I can guarantee this every single lead generation agency will be forced to go down the paper show route and every single e-commerce agency will be forced to work on commission there will be no like there will be no survivors retainers will probably not exist anymore um like that that's

exactly what will happen now that's going to take some time but you got to notice that like that's just the nature of the market like people that can offer close the closest thing to the the prospect like to what the prospect wants are going to get the most meetings right and if you can't do that then you're [ __ ] you're just like it's like trying to go fishing and like you're on a boat with like five other people and there's five fish in the sea there's four fish in the sea you're on a boat

of five people and you're trying to fish with like a stick and a bit of string and a hook with like nothing on it and everybody else has got like ridiculous equipment and like [ __ ] you know ultrasound scans and like the best bait and they're just like pulling up these fish and you're just there like why is nobody like is there's nothing on the hook man like what you have on the hook is not what the fish want that's the painful reality for most people um when it comes to outreach so figure out

what your Market wants figure out how they want it to be delivered and like just just figure out what they want and give it to them it's as simple as that right so that's everything for me I hope you enjoy this video This is why you're not getting replies to your Cod emails or your C messages or your C calls it's simply because what you're offering isn't what they want like if you're you know like this this is my this is my issue with like like I find it like well it's I'm just going to

keep repeating myself I'm going to say it again but like my point here is that like if you don't have an ability then you won't have clients if you can't get people want you won't get them what they want which means they're going to leave you which means you're just going to go through this sort of like revolving door and if you're wondering how to fix this just [ __ ] work man like research buy courses get like trial clients work on these like you know stupid levels to begin with and except you might lose

some money because you need to fix this problem so that's everything for me I hope you enjoy this video and I will see you in the next one cheers today's video we're going to be talking about something you can do to massively improve your reply rate for cold emailing or cold messaging now I guarantee you that you will not expect what I'm going to tell you to do it's kind of weird it's kind of funny um but I have found a way to spice your followup up two ups under in the same sentence it gets

confusing but we found a way to massively improve your follow-ups this is something that we had in our PID program for a while it's been working amazingly well for all of our clients and in today's video I wanted to introduce you to the concept of using memes now I've lent in now i' feel like I'm sort of a bit too close to you now I just said the word memes right in your face but um that aside I could not be more excited for this video because well I do like a good meme I'm sure

you like a good meme we can all appreciate a good meme um but you know who does appreciate a good Meme and that is your prospects okay when they bored of most cold emails and cold messages and you're following up on them and then suddenly you drop in a perfectly timed perfectly written perfectly designed meme chef's kiss mate it works really well and I've seen it work well for myself we use this in our own call messaging sequences anybody who's ever reached out to you by us will probably be um Meed right out in terms

of followup but what I want to do now is walk you through the follow-ups that we use the memes that we use for our Outreach um you might be watching this thinking this this can't be like checking your thing to see if it's April the 1st or something I'm actually not joking um memes are wonderful and they work really well and they will get you more meetings and more positive replies than if you don't use them okay now caveat to this video is I do not want you to copy my Meats right they are copyright

that they're not on the copyright um but they are sacred to me and they mean they also don't mean anything to me but what I want you to do is have some critical thinking ability I want you to use your brain and your understanding of your Market because the means that work for me will not work for you because we're probably in different Industries offering different services having a different message a different offer so it's important that when I show you some examples you take them as examples you don't take them as gospel truth that

will help you because they might not work for you okay they work for me but you should see them as inspiration you want to get creative now I understand my Niche my Niche is agency owners for those of you who don't know who I am I've built in scale my own agency now I help other agencies blah blah blah blah blah blah blah um but I want to walk you through my memes and I just want to show you how I create them the tool I use and the creative process that I I'm not going

to really walk you through a creative process cuz it's just understanding your Market but let's hop into my laptop and um I'm going to walk you through my memes and how to use them talk about B all right everybody how are we doing so here are some memes um let's walk you through them so what I'm going to do is basically give you two things um the first thing I'm going to show you the actual memes that we use um in our followup for our business they work really well they add a lot of humor

and amusement now the reason I can get away with using memes is because my market appreciates them we typically work with Millennials who understand memes if you're working with like lawyers or dentists I don't know if they take kindly to the memes I have no idea because I'm not in those markets but there's absolutely no harm in trying okay so just bear in mind that like the type of meme you use and the tone you use is going to really depend upon who you work with there really is no one siiz fits-all meme unfortunately except

from Doge we all love him um but what I want to do is walk you through the mes that we use and then walk you through the tool that we use to create those memes um now the way we use these is basically we plug them into our follow-up process so our initial message or initial email won't have any memes but then as we start following up on people maybe once every other followup will just drop a meme in there the reason we do it is because it massively breaks the pattern of the person's brain

right what that means is it's like you're kind of when you start following up on people like you can just fall into this sort of like category in their mind where they just assume you're a sales person but when you check a little meme in there it completely throws them off and it forces them to actually pay cognitive attention to what you're looking at so an example of this is nowadays when when I'm on Facebook um for example which is very rarely these days um if I open up my messages I'll see a um like

you'll have a message request from someone and then they'll be like hey Charlie do you do Google ads do you want a VA and like I don't even you don't even read it you just see the message and your brain just automatically categorizes it into like spam and then you it's kind of like you you got your own cognitive spam folder right and like you have this little algorithm subconsciously in your mind that basically like C Cod message delete C Cod message delete and like it just it looks first glance it takes like a second

and then it's just going what we want to do is prevent that from happening with your follow-ups so I'm going to walk through some memes and they are lovely and they do break the pattern so here we go some memes okay so I've got seven here um we've used these and they work really well um but I want to show you them because well they first of all make me laugh but second of all um not only do they display my um enormous brain intellectually and creatively I'm joking of course um no but they they

are really helpful and they've got us great results so this is this is one I mean I'm just going to walk you through them I'm I'm hoping that you're a human I don't need to explain why they work but we'd use this one like if someone didn't reply and then i''d be like unleash the follow-ups it's just the old Kermit talking to dark Kermit little seag go send the video you don't reply so this why we're using loom for example like we send a video and they don't reply and they still don't reply and I'll

be like you know follow up it all costs it's really weird having to like explain memes I'm just going to bring them up and you can sort of see them we should all be familiar with this sort of meme the great thing about memes is it's like you you can you know they say like a picture paints a thousand words or whatever how however that whatever that saying is like memes paint like so much more than that because they can actually tell like a story or they can give someone something to relate to um and

you can just communicate your points beautifully like this this this here will say more to the prospect than any like copy could there someone Pablo Escobar um be waiting for you to reply we've all seen um n well I haven't actually seen AOS but he's renowned for his um sad lonely weights right follow-ups being left on red got this girl looking a little bit um evil looks like she's burned down the house and well if someone's burned down your house it's the equivalent of not replying to your follow-ups right no but you get my point

um classic skeleton never give up no matter how long it takes this is one of my favorites um I send this at the end like if people really don't reply and I'm just like can I send you a calendar link and then like I'll just say them send them like a like I don't just you don't just send them mem out of context she I usually have some sort of like um verbal context in terms of like writing out quick message but I'd be like hey John what's it going to be AB C or D

it's like can I send you a calendar link and then um you know sometimes they'll be like B and I'll be like message received but yeah um I've also got some more um but there you can sort of get the point you know like someone like says they're going to book a call and they don't so I've got these I've got followup a memes are for people who reply positively to my emails or my call messages but then don't book a call um no sorry they reply that they want to receive information but then I

send information they don't reply and then followup b as if people say they want to book a call but they don't right me waiting for the cendy notification and I this by the way this guy didn't actually have the glasses on him I put them on there just sort of let you know I'm [ __ ] awesome right so that's that um so you want to talk the link is there you know just um I didn't see a booking so here's a followup you can this is I like this one as well this is funny

me looking for the Cy notification where is it I don't know to Busy B are cool we work on a pent results basis you can get creative so in case you're wondering what I used to oh classic classic meme on the screen here um in case you're wondering like how we create these is very simple um we use meane generator now I actually want to give credit where credit's due here because I didn't create this process um one of our clients ala Carlson actually came up with the idea of using memes um she's the meme

Queen and all of the glory goes to her there um because she gave us this idea and she created some memes and we started using modeling of them and then she gave us this tool and she's amazing so ala if you're watching thank you so much um but yeah so that you know you've got your meme generator image flip.com meem generator um and I'm not even joking like I was doing when I was making those memes I spent like a good like couple of hours making them because you want to make good ones that hit

home and um and I was like oh I'm I'm at work and I'm just sat here like creating memes for like 3 hours so like you know let's let's just give an example um so let's say I'm doing Outreach to agencies that are using LM list right um right for [Music] example you get the point right you know lemlist has recently undergone a complete deliverability tank if I sent this to someone and I was like hey I can help you with your cold emails if you're using LM lless stop it I can help you I've

got a solution blah blah blah if I sent this meme they know exactly what it means cuz like this is this was them a year ago like they're using it like you know they're getting great results with them list but today they are um CHS just sitting there crying right so you know you can like this is just one example like just off the bat like off top of my head if someone was um like you know if I was reaching out to someone and then they were I'm like do you use LM list and

then they're like yeah I use Lem list and I'm like does this resonate with you and they're like yeah I'm like oh well not to transition to a sales pitch but would you be open to solving that problem you know it's just there's so many little ways you can construe like a Sals argument together with memes they do work really well let's um let's see if we can find another one uh let's remove this text here Co we want like a uh the know you could really like I don't know you that's not as good

what's this Jay Biden V going asking if you to stop sniffing me well you probably won't want to send that to people but you get the point right um see if I can find um you know the old Drake one so this could be like [Music] I don't know there's all sorts of ways you can do this now these ones aren't very funny do not use these as my PR example but you see my point like you can just go into here um and then if you go to I'm pretty sure if you go to

image flip.com um and then make a meme brings you here and then I think because there is a way to bring up I haven't done this for a while hang on bear with me more options no there's definitely a way you're going to have to play around with us they might have changed since I last used it um let me see if I can just try and find yeah I'm not sure but there is actually a way to like find all of the memes I think oh search for memes here we go fuel meme templates

oh see That's a classic look at this you know there's you just caption [Music] this you know all sorts of ways you can do it um but yeah you can just basically like if you go back if you go here to image flip.com mem templates um funny on sorry I'm just going to start getting distracted now even that picture alone is just um it's just funny there's all sorts of stuff you can but there's literally endless me memes you can create the thing you're looking for is you're trying to create memes that resonate with your

market and that your Market will understand so have you sent this to a dent like just imagine for a second that like this wouldn't work right if you just said like that to a dentist with no context I don't think they book a CO unless they really like mega mind um but you get all just send that with no that to be fair that would actually be a sick follow-up meme if someone didn't reply to you you just send them a captionless picture of peing mega mine but you know like you have to be appropriate

with this right we do have to take it seriously in one way or another um but they've really got like lots and lots of memes through here um and you can just you'll just be able to find like let's see if I can think of an example on the spot here um wait cuz you really need to um you need to think about it for a long time cuz you're looking to you don't have to create loads and loads of them like if you're doing follow-ups the more the marrier of course but like if you're

working with like a really serious industry it's kind of hard to like find a serious thing they'd relate to the Willy Wonka one's a bit of a classic you can't really go wrong there um but these obviously work great for me because I'm working with agency owners you guys are like you know young quirky if I just sent you a captionless picture of Megamind no saying no [ __ ] you'd probably say you go let no reply s lack of female companions no memes um um yeah you know you could you do anything with with

mega mind you know you could just send that that' be that could be a conversation opener right there don't even um like no no cold message just just sad mega mind and then when they reply like what the hell have you just sent me you'd be like can I pitch you something if not I'm going to cry I don't know there's all don't do that don't do what I just told you to do do not do that but just pay attention to the fact that you can get as creative as you want and um that

you should try to be as appropriate as possible because well otherwise you're going to start um pissing people off and just rubbing people out the wrong way which is not what we want to do um but yeah that is everything um for today's video I wanted to just you know walk you through some example memes um please like I said don't for the love of God just copy them like this here is proprietary the glasses on the skeleton I did that so you can't do that basically I'm joking but you know use these as um

inspiration you can get point you know you should be able to go through and use your brain we've all got one right okay so that's everything for today's video if you found it useful you found it funny you can also comment that this was funny it would massively boost my ego um but in all seriousness don't forget to subscribe you can also like the video and comment if you have any suggestions or any other memes that made you laugh um and yeah never thought I'd record a video on how to use memes in your cold

emails to get more responses but here we are and it actually works really well so um you'll receive a lot of funny feedback as well and it will just make cold make cold messaging a lot less painful right cold emailing um by the way in the description there will be a link it's a funnel oh my God terrifying right um that funnel will take you through to a landing page no the link will take you through to a landing page which is a funnel we're trying to S you something right I ain't going to [

__ ] you we've got a program it helps agency owners and consultants and stuff like that make lots more money you can click the link if you want to book a call you can if you don't want to you don't have to um for the record if you do not click the link this will be me and I'll be very sad I'm joking once again I really should start with the with the mega M thing but for some reason that does tickle me so that's everything for me I hope you enjoyed today's video I will

see you in the next one and um yeah I hope you enjoy this as much as I did making it um and remember when All Is Lost you at least you're not mega mind all right talk soon hello my friend and welcome to today's video in this video I'm going be running you through 10 different methods that you can use to improve your show up rate for calls now if you're doing cold calling um or if you're getting appointment through cold outbound it's typical that your show rate can be quite poor if you don't have

a system or a set of processes that enable you to bump it up like even even if you're not yet booking appointments this video is still important because I can tell you now that once you do figure out how to book appointments you have to figure out how to get them to show up so don't click off this even if you're not like oh I'm not booking appointments yet so I don't need it because you will when you book them so we got 10 things um they're all very easy to do they do require some

work right so news flash if you want to improve your show rate you have to actually put some effort into getting the person to show up this doesn't necessarily have to be you that does it yes you can Outsource it to a virtual assistant but if you're making less than you know 10 grand a month you should probably do it yourself all right so I've got a little list here on my computer and um let's get started so step number one if you're booking through cold calling then you want to double check on the appointment

so what I mean by this is you say like I say to you Mr Prospect great let's have a chat how does Friday 300 p.m. work let me give you some advice here I'm actually going to add this as as another thing let them choose the time so what people tend one of the common tactics with coold calling is oh do you want to do Thursday at 600 or Friday at 3: and what happens is a lot of people will book with you even when they have no intention to book they just want you to

go away right and so this sort of the the The Duality of Ro of this time or this time as opposed to yes or no what I prefer to do is I say like I'm like I want to get a conversation in what will be good for you today or tomorrow right so we're not we're still asking them today or tomorrow but what we're not doing is we're giving them specific times because what we want them to do is suggest the time because if they suggest the time then the that time is their idea which

means they're held way more accountable towards doing it human beings we have this natural tendency to like our own ideas okay so if you say to someone hey do you want to talk at 6 or do you want to talk at 8 right and then they're like oh like I'll just do 8 but if you say to them right let's get a conversation in I'm Keen let's do it today or tomorrow what time works for you out of those two days ah like 2: p.m. that might be a good oh that's D that's such a

good time it works really well for me just that subtle difference it's their idea it's their time therefore they're more they're held way more accountable to actually showing up people follow through on their own ideas so double checking on the appointment so once you have this is a cold calling strategy once you have got the appointment locked in you want to confirm it you just want to say to them hey are you absolutely certain you can definitely make 2: p.m. tomorrow are you absolutely sure and then they say yes and you say forgive me I'm

going to ask you one more time are you certain the only reason you couldn't make it is if you got abducted by aliens or something like that right you you want to Triple really triple confirm the appointment so okay we'll do 2: p.m. tomorrow just confirming can you definitely do that just confirming again I don't want to sound like a track you know St record but can you are you sure like is there any is there any reason you wouldn't be able to do that like just think with me now anything going on 2: p.m.

tomorrow that would stop you from doing that and then they'll think because that's what you want them to do because most people agree to these calls without actually having put any thought into what they're doing at that time and so what you want to do is just double run them through the confirmation you sure there's definitely nothing going on then what you want to do if you're on a this is more for cold calling right but if you're on a cold call and you book an appointment and someone like you want to show up just

spend like 2 minutes calling qualifying them though I'm not a fan of qualifying leads but what I mean by this is on your cly right because what you should be doing is you should be taking their information their phone name and email and then plugging that into a caly link on your end so don't you don't send them the C and get them to fill it out on a code call you do obviously like you know through cold email or something but you ask them for their details and then you schedule the calendar event so

they then they receive confirmation reminders Etc but what you also want to do is just have a few extra questions because the more information they give you once again the more accountable they are to showing up like I mean if I pull up our caly form here I can sort of tell you exactly what questions I'd be asking them so we've got an example of um like what do you sell right what products do you sell I wouldn't ask them for their current monthly Revenue like you know what's your target monthly Revenue what you want

to be doing what's the problem that's stopping you from hitting that Target how many extra appointments can you handle in the next 30 days like you know are you the sole decision maker you know just spend a couple of minutes not even that it can just be like 60 seconds just getting some information from them because then they've given you something there's a um effect in Psychology called the Ben Franklin effect and there's this idea where we think that people are more likely to do us favors if we do them favors right which is reciprocity

but someone's actually way more likely to do something for you if they've already done something for you in the past because it aligns with the commitment consistency bias and the alteristic nature of The Human Condition so it's pretty cool the next thing is obviously cenly reminders a very obvious one right leave the with C reminders the best thing is just Simplicity and kly just just don't change the reminders that are by default so you want one going out the day before an hour before 10 minutes before Simple Text an email literally just hey John a

reminder your appointment is at this time nothing else you don't want to be complicating that or making it all weird and shiny just just simple simple works so much better now next big thing I sort of alluded to this earlier is scheduling today or tomorrow here's the thing the further out into the future the appointment is scheduled the less likely the prospect is is to show up right so there is a direct correlation between time of schedule like the time that has to elapse or the latency of the event right happening and that Prospect not

sticking to their word of showing up okay so try and get the scheduled for today and if not tomorrow if that doesn't work then try and go for 2 days after that you can start kissing goodbye to decent show rides next thing this is the big one that nobody really has thought of um you shouldn't have heard of this before I I was just writing out some ideas and this came to my mind name the calendly event after your offer so what's going to happen with cly right is you should have calendar um confirmations on

so you don't want event confirmations you want to set up calendar invites so that the the person is invited to the event so cly allows you to have calendar like calendar invites or like event confirmations you want to go for calendar invite because what you want to do is you want to name the event something like let's say that you work with um I don't know let's say you work with gyms your offer is I will will get you like you know 30 new members in the next 30 days or whatever it might be you

want to name the event of the calendar thing calendly after your offer so that when the prospect sees that in their calendar which they will they are reminded of why they should be showing up in the first place I'm going to add this like the most important thing to a show rate is your offer that's like because everything comes down back to the offer and obviously the offer is built on the product so surprise surprise as you know if you've watched enough of my videos it all comes back to the product but generally speaking by

naming the event after the offer they are reminded as to why they should show up like oh I've got a call with that guy who called me um oh it's on the thing what is what is it about oh yeah 30 30 members in 30 days yeah I remember that and then you just call it you can just name it like 30 members in 30 days call you know because the these guys have been burned by Discovery Co strategy sessions like you know whatever the hell it is demos Etc so yes just remember to do

that and also don't be afraid to put your name on there 30 members in 30 days with Charlie or something like that because they should remember your name but here's the thing like if you book if if I talk to you today and we schedule a call for 3 days from now you are not going to remember who I am you won't you won't remember my offer you won't remember who I am so one way to remedy that is to have this event naming sort of system right the next stage once you book the appointment

what I like to do is I like to basically appear everywhere in this person's life okay so this is once again more for cold calling you can do this for cold email for cold DMS what I would typically do um this is what I used to do with cold calling is if someone books an appointment with me I would find them on LinkedIn and connect with them on LinkedIn I would find them on Facebook and I would friend them on Facebook I'd find them on Instagram and I'd follow them on Instagram right and I'd like

some of their stuff what I would then do is I would send them an email with a loom telling them how excited I am so this is the thing I don't want to use the words emotionally manipulate but I'm use them anyway you want to emotionally manipulate the person cuz you you want to send them a say dude I'm so excited you booked I'm so excited to talk to you it's going to be amazing like really that's made my day because I think it's such a good fair and you just want to basically bring up

so much enjoyment that if that person watches that Luma they don't show up they're going to feel so bad right so it's a great strategy because obviously you're telling the truth as well so it's not really manipulation cuz you can't really manipulate someone if you're telling the truth so we're going for the LinkedIn we're going for Facebook what sometimes I'd even send them like a WhatsApp voice note and just be like hey man you've probably seen me everywhere but I just wanted to make myself as available to you as humanly possible so that if you

do need to change the event time you can use whichever platform suits you best right so that's what I would do is like I would basically appear everywhere in their life all at once and then I'd send them a message and say hey by the way I know you probably see me everywhere but that's just so that you can contact me should you need me should you want to change the time right because you have to give them a reason otherwise it's a bit weird what I would then do like I said is is send

them a personalized Loom okay it's a quick one minute Loom like I said biging myself up like saying oh my God I'm so excited I'm so happy I'm so amazed this is God this is amazing blah blah blah blah blah through the channels that you're connecting with them on you want to reiterate the time now you don't want to do this with everything CU if you do it like too much then it'll piss them off but like you know WhatsApp like hey man like um once again I'm just sending a WhatsApp message obviously I've I've

sent you like friend requests and stuff elsewhere to know this is the easiest way to contact you but looking forward to talking to you um tomorrow at and then on LinkedIn like hey John awesome to connect um look I enjoyed our phone call earlier talk to marrow at 2 that's like in that initial connection message okay that make sense getting that tomorrow at 2 or getting that like the time that you've booked in front of them over and over again is a good way because people just like if someone has if someone schedules an appointment

usually they have the intention to show but what happens with with intention is it decreases over time as memory Fades so the reason people don't show up is simply because they forget why they booked in the first place this it is literally as simple as that and so what we need to do here is just over the between the call happening and the the call actually happening between calling them and then obviously having the discovery call you need a consistent reminder of the time and why they booked and exam you can send them testimonials you

can send them whatever I don't care last but not least is calling them the day of the appointment call them up in the morning and just say hey John it's Charlie just calling to confirm today at 2 I know you've probably seen me everywhere but just want to you know I want this to happen still still on still good perfect and that's that's it I think that's probably like 11 or 12 different ways you can get people to show up but you know I don't I've never really had a problem getting people to show up

man like I've always just done stuff like this it's just effort at the end of the day it just requires a little bit of effort and a little bit of doing um to be honest what you have to also understand is that if you've got a really bad show rate what's probably happening is you're probably booking people who don't want to book right and they're booking just to make you go away sometimes I see people who have like a 20% show rate on their cold calls they they have like 20% show rate on the people

they book and I'm like dude like you're booking people that don't want to be booked like you're obviously just being like way too pushy or something and you can't read the signs and like people are just saying okay yeah just just put me in and they don't want to be they're either too agreeable or the market doesn't want to come across as rude and so they just don't they just won't they'll never show cuz they never want to SP the appointment if you've been watching for some time and you're new subscribe if you want to

it's an ego vanity met Tri for me doesn't really matter but makes me feel happy so do that if you want to make me feel happy and um like the video comment anything below and I'll see you in the next one have a good day take all right hey everybody how are you it's Charlie here and I just finished a paid coaching call with a group of students of mine around appointment booking in sales specifically how to get more appointments and how to close deals for marketing agencies I've served 300 different marketing agencies and consulted

with them on how to fix bottleneck and their client acquisition processes and today I want to share with you a call that I did with I think like 20 or 30 of my paying clients where we talk all about different things from metrics to business strategies to ad copy to sales scripts and sales training I also give um examples of like how I would pitch people when it comes to sales calls I review clients metrics to do with their appointment booking there's a lot of little nuggets I suppose you could call them throughout this video

so I hope you enjoy it and I'm going to cut the clip in now without further Ado let's begin mhm all right guys how's it going welcome to the 26th of September coaching call hope you guys are all well just to confirm from the people with cameras on can you hear me and see me cool thank you very much brilliant all right guys well welcome um anyone joining us for the first time it's great to have you the way these calls run is any questions you have type them out pop them in the chat and

we'll go through and take the time to answer them um obviously we ask the questions are concise and um if if I need context with regards to any situations I will request so guys don't be shy I am here for the next hour or so going to try and keep this one to an hour as per usual um so yeah let's hop into these questions and um looks like we got a couple to kick us off so let's do it all right okay so Dominic starting hey Dominic I have a service in mind that would

potentially make more money for my Niche but it needs to be tested to see how well it works how would I go about structuring offer where I can't put a guarantee since it needs to be tested first should I put a guarantee anyways and just refund people with the money if it doesn't work anyways I believe it' be much harder to sell without a guarantee or refund Trojan Horse yeah I would do the Trojan Horse thing here or like if it's see if you can just get a paper appointment type deal depending on what the

nature of the service is yeah that's what I would do there because you're only going to sell it if you feel confident in it so that's what I would do best material to put on my Facebook or Instagram profile as a beginner I don't have case studies and honestly not that much experience in smma so I'm wondering what kind of materials I could post to be able to make clients feel capable and confident in my abilities you can make like resources generally speaking you just want to give the vibe that you know what you're talking

about so I would make like videos just talking about ads like short form video content like what makes a great ad headline for chiropractice for example Logan and then it can just be like you just talking for like two minutes and if you just have like five pieces of content like that maybe you produce like a PDF or something and there's just a loom of you running through it like it it shouldn't take you more than 2 hours to put all that stuff together the content doesn't have to be long or particularly detailed but that's

what I would do why can you review review my loom Matrix yeah if you send them in the chat mate make sure it's available for me to view we'll have a look drum roll please one sec one second please all right whil you dig up the spreadsheet I'm going to move on to the next question okay cool and when I finish with that one we'll go to your metrix um Toby how's it going mate good to be here good to have you um couple of questions I'm just starting out in the gym Niche I want

my service delivery to be the best my current plan is to watch all the service deliveries and gym growth accelerator videos I think the best way to learn is through practice but with zero clients what other steps would you recommend to improve I would recommend every opportunity you get reviewing what competitors are doing right so Facebook ads Library find the people that are crushing it pull apart the copy that seems to be working um the funnels that are working for different gyms how they structure everything basically you can emulate your way to 10 grand a

month getting to 100 is a lot harder by copying but it's possible um and also the main thing man is just try and get a client because if you get a client it will force you to the process like if forever you can watch videos and prepare for a client forever but if you sign one and they pay you it really kicks you into gear you'll learn more in a one week period when someone's paid you than you could in a 3mon period when you're sitting on your hands and then I imagine 95% of my

prospects will have been pitched by North FL gym launch was someone else in this program before why would someone choose me that's a good question because the problem probably still exists for them you got to realize North flow man like we kept clients for a long time but eventually clients would always go to another agency that they thought would be better so like we had one client that we kept for like 11 months and then they left us because another agency pitched them a better offer and then the agency [ __ ] them right so

I wouldn't really worry too much about that man and also you should just commit to being absolutely unbelievably brilliant at it and then that's why they choose you it's kind of like when we started Imperium like we had nothing would anyone choose us it's like well because we were committed to being the best basically okay so sent his Loom Matrix through uh hi can you just confirm for me on the mic that you can see my screen yes all right well it doesn't look pretty I just want to figure out if I'm doing my first

question is why is the volume so low have question because when you're only sending 20 a day you have to send like for 10 days and then do all the follow-ups to know whether or not your variables are going to work or not the more volume you have the more iterations you can develop whereas here you've only really had the opportunity to do what like two or three tests so there's going to be a few variables that come into this right so the first thing and the most important thing is your loom view rate because

I see here you introduced a new loom but if your loom view rate is like 7% it doesn't really matter so can you send me your copy in the chat please the script you mean not the loom the actual copy of the email itself because the first bottle neck we're running into here from my perspective is the loom view rate I mean we need to get this LOM V up because we can't really accurately test the script until it's higher because these numbers here like you might be like oh but my my ab is only

0.61% it's like well we've only had 20 people look at the loom so we don't know the efficacy of that metric basically do you want me just copy and paste to no could you send me the um Google doc and then give me permissions to edit it please sure so the problem is not with the loom but it's probably the C us say well what do these metrics tell you 100 people and only seven of them will actually look at the loom not people are reading opening the emails I guess probably not opening but if

you send me the copy we'll take a look yes whil you're doing that I'm going to see if I can find we had some copy that worked very well in the gym space let me see if I can dig out hey Nicolas I just received a DM mate with your question um could you send that in the General Zoom chat just so that when we upload the the recording the person uploading the recording can snag the question if that makes sense um just seeing one second for me mate okay let's have a gander at this

copy now a couple other questions why how do you know your deliverability is good um so I test the emails every week the beginning of the week and the end of the week um and then so yeah that's why I do using the test um do F thing that you posted you sent to friends and family recently um I sent to the people in the group okay and you're sure you're going to the inbox yeah so what I'm going to do here um is scroll down and you do it consistently I want you to increase

your volume 20 a day is Child's Play you want to be doing 100 a day right so if not 50 at least um because at least if you're sending 50 you can get a test done every week right and remember like the the key to client acquisition is iteration right we're not going to get it right the first time around we're not going to get it right the second time the third time the fourth time the fifth time the sixth time but maybe the 10th time that's when we start to develop some success and if

you're only sending 20 a day it's going to take you 6 months to even run those tests and by that point you'll probably given up because the results aren't there because the volume's so low 20 looms a day is like going to run ads and only spending like a dollar a day it doesn't give us enough data to make decisions so change that copy increase the volume continue your deliverability um tests and once we see this Loom view rate closer to 15% then we can actually start looking at the loom to figure out what's wrong

with it the issue is now we just simply don't have enough Loom views to know what the hell is going on right because you know you can see here if we sent 20 emails in one day and got no replies we wouldn't think anything of it because it's only 20 emails but if we get 20 Loom views in total and only get one or two replies it's the same situation we can't make anything of it because we haven't got the data to make the decision does that make sense yes cool the new version of the

program will teach this in very heavy detail by the way guys um more specifically systems thinking and how B and I use metrics and stuff to yeah that that's on the way so yep nice one why um yes says what would you wish you had changed in your Paradigm since starting out probably what I just went through with why um thinking in systems and metrics and data those are really big ones and then basically all the mindset module um the mindset module contains the majority of the Paradigm shifts that I had with reference to mindset

that all fed into the business but I think that would be the the main one and also not worrying as much about things like not letting myself get emotional or anxious or like letting emotion get involved in the company and something I've got a lot better at this year specifically is emotionally detaching myself from the business because let's say you're like like qu system we just looked at there right you're looking some numbers and the thing is is if you feel emotion towards that spreadsheet then that emotion will begin to interrupt your ability to objectively

observe what the system is actually telling you and you'll start to see it for how you want to see it not how it actually is and that's the that's the thing that [ __ ] everyone at the beginning the emotions and it's hard to to learn to separate those but you think when Jeff Bezos looks at Amazon sales reports he's feeling any ounce of emotion no right Eric says what do you say when people say they don't have money left in their marketing budget it's my biggest objection right now and I don't know how to

handle it yeah it's a very simple rebuttal Eric you can just frame it like this you can say look if your marketing was working you wouldn't even have a budget it's very nice little oneliner I don't understand marketing budgets at all because if if you're investing in something and it's producing more results if you put a dollar in and you put $2 out why would you put a budget on that so people that have marketing budgets are just investing money into the wrong place and if you can bring that to their attention and make it

clear to them then I mean dude have you can have a budget for how much money you spend on company fuel or you can have a budget on how much you spend on offices you should never have a budget on how much you spend on growth if it's actually growing the company so it's just reframing their perspective Eric to advise them hey I understand but with us you won't want to have a budget because if you give us $1,000 we'll give you 3,000 you telling me you'd want to cap that then you shut up and

let them just the whole argument just crumbles basically but you have to do it clever you have to do it intelligently well there's a bit of a ironic statement you have to do it clever you have to do it intelligently and cleverly where you ask them it as a question as opposed to a statement Neil says hey Charlie how do I stay focused and mentally sharp when having three sales calls back to back dude you tried doing like six backtack five days a week man that's when it get gets hard but I understand um you

just get used to it yeah the more the more Calles you do the more you fall into a rhythm and pattern the less you have to think I think that's one thing that I learned doing sales Calles is you eventually become this machine and you start your work day let's say you've got eight calls a day consistently like I did when I was doing full CES for North flow and Imperium at to start you just become a machine you just start the call the first call and then before you know it it's it's like 6

p.m. and the day is done and you've closed like three clients the more volume you do the more accustomed your mind becomes to it and the better you can conserve mental energy so what starts to happen is when you ask prospects certain questions is you'll just switch off and you'll pay attention to the key details that you know are important through the patterns that you've noticed after doing 100 calls or so but then you'll switch off and you'll just you'll start to conserve energy fun fact for you guys and I I I I chose to

not mention this to anyone for a long time but when it got to the point with Imperium where I was doing eight calls a day and building the product and growing the business during the questioning phase of every single sales call I did for Imperium I played Call of Duty and I'm not and that that sounds like it's almost too good to be true and a lie but what I would do is i' the reason I did this is to conserve energy I'll explain because it sounds controversial but when you you can't do this this

is not advice right you can't really do do this until you've done thousands of calls but when you're at that point what starts to happen is you can switch off and you can just convert it's kind of like you know you look at a [ __ ] quarterback in the NFL and they throw a ball and they don't even have to think what I used to do when I was doing eight calls a day for Imperium whilst managing and building a team whilst building a product working 12 to 14 hours a day it becomes excruciatingly

difficult to do all those things it wants so what I did is I pluged my Xbox in to my monitor that I was doing Co on oh no i' have my laptop on my desk and my Xbox plugged into my monitor and I'd go and put a pillow over my controller right so they couldn't hear me clicking around on the controller and for the first 20 minutes of the call I would I I knew the questions off by heart I didn't even like you know have to do anything I would just play Call of Duty

and the reason I did that is because it allowed me to disengage for that 20 minutes and what that meant is if each call was 20 minutes of questioning and I had like eight of them then what's that I had like an extra like hour and a half or so of brain that I didn't have to use but that you can't do that for a long time but Ms to answer your question that's how I basically did it but I wouldn't recommend that until you're so capable to the point that you can actually just do

it with your eyes closed yeah so you get used to the emotion of closing or losing as well right after a while just Falls it go you just it all it all goes away because the more you do just the easier it gets because I'm actually like I just closed one and I'm not trying to like celebrate because you it's a double edge short right if you celebrate too much you put it on a on a big stool in front of you it's this big thing but you should just not look at you should you

should celebrate closing client what you don't want to celebrate is a monthly Revenue because that becomes your limit but if you close a client you should feel the strong emotion and carry that into the next call because it will give you confidence in yourself but eventually when you you'll get to a point when if you are doing like eight back to back it becomes less about the clothes and the money and more about the person's life being changed um but yeah that that's how I did it man like eight calls a day and the ironic

thing is I learned about this like I'd get the best kill streaks playing Call of Duty when doing sales calls because I wasn't really playing the game but I wasn't R doing the sales call I was sort of in this middle space so I wasn't thinking about the game which meant all my intuition my God knows how many thousands of hours of Call of Duty I played but yeah that was you know and a lot of people would look at that and think like that's awful that's the worst advice anyone could give and it would

be in a situation that wasn't complicit with what mine was but you know it's just something that I used to do to to just Reserve that cognition especially because our pitches were so long and like the objection handling um you can't do it with objection handling so you have to pay attention but that's insane man thank you yeah and you'll fine that you that you you will notice patterns so like with agency owners if I asked them like like you want to get 10 grand a month why there's only really ever going to be like

four or five answers that are very Universal 80% of the time so you can just fall into patterns but yeah that's kind of how Nicholas says hey Charlie I have the idea to do the gym niche in the Hispanic speaking part of the world do you think it's a good idea yeah because I think there's not like like there's a lot of um let's say really good competitors in United States but probably like if I go to the Hispanic speaking part of the world everyone's like worse know yeah dude if you reached out to I

can guarantee that nobody's ever reached out to gyms in Spain before yeah exactly there the point it just depends like because obviously this is not a racist generalization but you're going to find certain Spanish-speaking countries won't have the GDP or economic wealth yeah the money I thought about that but what if I do like structure kind of the offer that I kind of watch the gym uh launch thing you made uh and what if I structure an offer where uh all the money that is made from the how do you call it like the free

thing you used on High level um yeah but it's not about how much the gym has to pay you it's about how much the citizens of this country have to pay the gym so if you look at the US the average um the average monthly membership for a independently owned group fitness style gym in the US is around $ you know $20 for example if you're in CrossFit if you go to somewhere like Mexico for example you'd probably find it's $10 right so if you're working with the US you've got the advantage of them being

able to pay you more because they get paid more but the the bottl neck the constriction economically there is going to come from the customers not the not the gym but either way I'd still explore like if Mexico City for example you might find that it's wealthier like the capitals but I give it a [ __ ] definitely okay but um should I just like give it a go and like full send it for like a couple years or should I test it out or what do you think because I was thinking maybe go with

like a lower G I know for example in Mexico um Mexico City specially um there's like the rich part the rich areas um charge the same more more than United States I've seen it I leave it I think yeah I think like you shouldn't just full send it for a couple of years I think you should just test it because I I would tell you to full send the gymn for a couple years because I know that there's successful agencies in the gymn but what you're trying to do isn't something that's been done before so

you don't want to full send something that we don't know it's going to work or not but I test it for a month or two a couple of months definitely you'll find it easy to acquire clients yeah I mean if you have like I was sorry just to the last point I was like I thought thought about that and I was like maybe like get um the sales training and stuff like that from maybe lower GDP countries so when I uh click into maybe this the Spain um countri like that is B basically the same

money as in United States uh I have like a much higher conversion rate and a good product and stuff like that I'll give it a go okay good luck man cool hey Theo how's it going I'm the founder of a marting agency our ideal Prospect is looking to increase inline Revenue with their kpis the thing that's stopping them from getting there is knowledge time or trust here are the author we have created we help e-commerce retailers already doing 50k month increase their revenue by at least 20% within 9 days there have you been through the

um offer module in the program um I only joined the course on Friday uh I've been through the foundation lesson and then I've been through the workflow to creating an offer but only part one am I be premature on asking this question yeah it's only because um if you go through um Parts one through four in organic attraction at the end there's um a template for an offer audit and it breaks it all down and then you can just pop it in the group and then we can just order it and it's usually lot more

straightforward you it looks like you're on the right path path but without like the full picture it's hard to be like yeah that's good if that makes sense okay cool yeah that's uh that's all good thank you cool cool morine how's it going which is better sending emails with a software or manually because I think it's hard to stay consistent if I send them manually manually is better yeah man is better we are exploring softwares that seem to be producing results but for every if if if I put 100 people in a room like if

let's say I put 200 people in a room and a 100 of them were sending manually consistently properly 100 of them and a 100 of them were using softwares the 100 people doing it consistently manually would get better results there's just too many other things that come into the equation when you automate it yeah because uh Sorry Charlie sometimes like with the service delivery and like I have too much work to do because I do the service W I'm trying to slack off so I thought that maybe with the software that do it like every

day could be better why you hire a virtual assistant yeah that's the thing I need to do right I guess yeah I mean like the if if you are it makes sense to Outsource appointment booking or more specifically sending of those emails and recording of those looms when you're in a position where you're doing you're too busy with existing clients that you haven't got the time to acquire new ones that's when you would hire that makes sense so yeah yeah thank you cool best ways to research competitive strategies when it comes to getting results the

way I do it is looking through the Facebook ad library but I'd appreciate some areas you could shed some light the only one I know of is Facebook ads library or reach out to the competitors pretending to be a client and say hey I'm looking for a new agency but I just want to make sure that the ads that you use aren't ones that I've already tried before with other agencies can you send me some examples it's a bit naughty but most of them will probably do it Mah Matia Matia Matia Tire I hope I'm

pronouncing that properly um it might not be a silent J but I hope I am man um I don't know if this is the right place to ask but I'm having trouble with the blacklisting I've been blacklisted three times yeah it doesn't matter do blacklisted like I say in the training if you're blacklisted two or three times it doesn't matter it's only when you get like four or five or six it starts to become a problem so you don't have to worry about the two the three you're probably on SBS spam house and some other

one that doesn't matter so I wouldn't worry too much about it man Toby says thanks for the helpful answers my first two questions I'm not confident in my service delivery at the moment and I know how important conviction is in sales when do you think I should start Outreach now like you have to ask yourself how are you going to become confident in Service delivery it's like well through doing like how do you get better at it it's like well you do it it's like well how do you do it you get clients so you

don't have like you need to have conviction to acquire clients but you don't need to have huge amounts of conviction to acquire clients that are small and trial-based or commission based or something like that so just start it now man I don't think there's any excuse for delaying Outreach ever at all how much do you pay your VA per 100 loons and did your appointment booking rate drop after hiring them so with regards to the second question like tiny bit but if you have tight controls and good people kpis will generally stay as you want

them to like hiring someone or Outsourcing something is not the thing that would cause a dropping results it's hiring the wrong person it's a really important distinction like people like oh Charlie when you Outsource sales did your kpi drop it's like it's not the hiring that causes the problem it's who you hire so how much did you pay your vas per 100 looms so I I figure this out I I pay them basically by how many looms they can make per hour so what that looks like is let's say the loom takes 2 minutes to

record so hour and an hour sorry 1 minute and 30 seconds to record 30 seconds to name and upload to a sheet so 2 minutes per Loom package and ready to deliver that's 30 looms an hour right if they're working efficiently as they should be we tend to not factor in things like toilet brakes which now I think about it is a little bit unethical but anyway um I'm going to probably look into that but so we can do 30 looms an hour so what i' then do is I'd look at the VA I'm working

with and what's your hourly rate it's $4 all right we'll pay you $4 for every 30 looms you record is the maths and then that's how it works so they're three bucks an hour then I would pay them $9 for 100 Looms maybe a little bit more because there's an extra 10 key takeway play video games during sales cause new matter now I wanted to clarify that is not advice I'm giving to people you need to pay attention and make sure that you're listening properly and don't try and multitask but eventually you you can and

it's a cool luxury but I did what I had to do because I found that after eight calls I was just completely wiped out and I had nothing to put into the product but when I removed the the brain from having to listen to people's answers really deeply it got a lot easier because I was able to retain silence and stuff and I didn't have to think basically the better you become on Call of Duty the more money are you sponsored by the new Modern Warfare 2 remaster no but I bought it and I'm quite

disappointed by it to be honest with you discussion for another day max says currently redoing my onboarding call agenda trying to keep it short and sweet what do you think of one welcome a little bit about us about what we do two how our system works three how to maximize your personal results four expectations five reporting systems communication six questions next St what's this for Max after you've acquired a client right yeah so I have a have an onboarding call today so I just wanted to and the last one was a bit of a shambles

so I'm just trying to read the agenda of what we actually talk about on the for the call I think the best way to do the call would be not do it really just do a loom yeah honestly I'm thinking about that it's just it's just the way that like I don't know I've I've always done it that way so I've just never never thought about not doing it but yeah I want to just build out funnels like a uh a funnel with just a series of looms I save so much time yeah yeah that's

a good point actually usually not the best I've always done it that way so that's just how I do it it's a really important lesson like look at your company and look at the things that you do and then ask yourself why do I do it like that and if the answer is something along the lines of like oh it's just how I've always done it so okay well you made the decision to do it that way when you started your company which is when you were the least intelligent version of yourself you've ever been

so why are you continuing to behave in accordance with that person you get my point but with regard obviously you've got this call today you don't want to cancel it it might be a bit awkward throw straightforward you just say hi how's it going Perfect all right here's what we need to do then you just run through a to-do list don't don't don't be like don't spend five minutes like being their friend and then telling them about the company and just be like all right what are you here for brilliant 30 meetings a month all

right I've got a little to-do list going to run through it is that right but dude I wouldn't even do that I just do looms we used to onboard every North flow client um using looms or some sort of video not even a funnel dude I just use Google Docs like I'd create like the Google Drive they needed and stuff and then it would just be done yeah I just have like a uh different like headings for each uh category like the ones I just listed out and then a loom for each let me see

if I can find this from my done few days when I was working with some online personal trainers [Music] um [ __ ] where's my Google Drive hang on I'll see if I can dig it up for you quickly mate but you'll see you'll see sort of like the nature of it okay [Music] uh uh be my old folders be miles back I'm pretty sure here we go uh did I have a form I had a form definitely had a form hang on yeah here you go look hang [Music] on this was back in like

2019 it's like two years ago okay [Music] um like I would literally just this would be for [Music] um no this was we used this for North flow but this was for my initial agency but I didn't use it I was editing it for northl when I did this but I literally just sent them an email and then I had this like onboarding video which yeah won't work anymore because the website isn't hosted anymore but like I just sent them an email like we're excited there's a few things we need to get to agreements attached

can you sign it here's a video explaining everything and then I create like a Google Drive specifically for them and then link it and be like here's your Google Drive Link where you need to upload your images and everything and then I'd be like if you want good results do these two things this is where we had the golden followup process and some um sales training that we let organized into a program and then as an organization we care more about your success um go through these resources and then in summary what was it I

can't remember what this is I think this is like some it's probably going to work and then basically in summary we need access to MailChimp zafia leadowl Callen Le access to your business management images and that was all walked through on the video and then I just I didn't even send it myself I sent it as support so if they replied I didn't have to reply to them so that Mak sense that makes sense purpose the whole purpose of an onboarding system should be to get the client to share information about their business that you

need to do your job yeah yeah I think uh it's yeah like you said you've just got to look at it and think what purpose does that actually serve and it's nothing it's just because like even in my case I don't even need the the visuals any media it's literally just logins and just running through like what to expect and that can just easily be done in a Lo so yeah that should save a lot of time you can set the expectations on the sales call um you like you want to as a business owner

you want to avoid meetings at every opportunity that's also something that I've tried to optimize for this year is at every chance I get can you send me an email instead of having a meeting and if if if no send me Al Loom it's like it's like it goes in this hierarchy it's like meeting right and instead of a meeting I'll see if it can be like a text message right yeah and if it can't be a text message I'll see if it can be a text email and if it can't be a text email

I'll see if it can be a voice note and if it can't be a voice note I'll see if it can be a loom if someone wants to get on a call with me I ask them to do those like can it be this can it be this can it be this can it be this and then if not then we do the call but so yeah yeah yeah makes sense cool should I send looms of my personal email while my new emails are warming up yes it's so it's with a soft J that's great

yes I would do that from your personal email whilst you're warming up provided you're not like heartbroken if that goes to spam for a few months after you blit through it so yeah can you please allow me to edit the loom metric spreadsheet you need to go to file and then make a copy so I'll show you this right if you open a a spreadsheet here right any spreadsheet if you want to make your own copy and edit it yourself you go to file make a copy and then it goes into your Google drive if

you edit the one that you see then it'll edit it for everyone um guys going to take a quick two-minute break and um if there's no more no more questions when I get back we'll wrap the call up e e e okay all right yeah go for it Ma yeah so I have a it's probably best if I sh my screen actually yeah okay uh one second dude how long I've been using Zoom for so long and I still struggle to figure out how to let people share their [ __ ] screen like yeah go

for it yeah cheers yeah so I have this um client management sheet and so I get them to um so I get them to fill this out basically along with like a uh Google survey so just so I have all their information in one place and I was just thinking on this I could make it even more efficient and just put the funnel in here do you think that would work it's just a it's just like a questions about their Niche like this is just for Service delivery and then um their details stuff like this

uh stuff to help with Outreach and then I was just thinking I could probably just have another sheet down here uh call it like system expectations and other stuff like that and then just put the funnel in there and just link different looms what's the funnel for but when I say funnel I just mean what we were just talking about like the um just the different Loom videos oh okay yeah yeah I would just have like a loom video like one loom video that just runs through the whole thing and then be like here's your

sheet here's a loom sheet send it back to me in the next three days okay so I I'll just maybe write out a script for that that 30 minute Loom man yeah you know you're over complicating it massively yeah just be like all right hey it's Max really excited to work with you so this is the onboarding form if you can just run through and answer these questions for me that' be really helpful as much detail as you possibly can will be would be really useful so here's how basically we need your login details so

if you can provide these that' be great then video offer and copy tracking so's documents right you can probably do it in like eight minutes yeah so okay so this obviously this has to be done but then I'll just add in a video just going through each just going through exactly what send them an email with send them an email with the loom that explains the whole process and then send them the things they need in that process that make sense yeah but then will that will that Loom also go over expectations and stuff like

that I think it should yeah okay all right cool got it like zero point like sheet zero expectations yeah okay cool cool okay fairly certain I'll be getting meetings this week other than playing Call of Duty what are the main points I need to focus on when questioning pitching and objection handling it's a good question put the sales modules forat to be honest the main thing with questioning is listening silence and sounding genuinely interested and asking all the questions then pitching is just conviction and Pace tell also telling them information that is actually relevant to

them and not using just random words to make it sound good what I mean by that is not like being overly both just getting to the point and explaining it properly and then with objection handling it's if you do the pitching and the questioning and answering their questions well the objections will be a lot easier to handle now the main thing with objection handling is just not believing a word they say but also making it sound like you do so what I mean by that is if someone says oh Charlie like I always think about

it before making these decisions if I believe that then I'll never handle the objection so I always tell my sales reps it's like in an objection situation the prospect will buy your confidence or you will buy their doubt there's only one of two outcomes when someone raises an objection you let their frame seep into yours and let their emotional state determine yours or they let your emotional state determined theirs someone comes at you with a ton of doubt and you buy it then it will never close but just watch the S module mate as often

as you can and practice as well like practice practi like people think that they need sales calls to practice you don't you can do it in your head also for um the questioning part I noticed you said you want to sound really interested but also in the module it basically says just say okay and then like next question how do you kind of pair those together sound interesting but also be short and just like okay and on to the next question oh Logan tell me mate what motivated you to book today's call okay you mentioned

you've got got a problem to do with client acquisition and you're really struggling why okay you see my point so the interest and the curiosity is conveyed in the way you ask the questions and the okay solidifies to the prospect you've got enough information to move on to the next one okay thank you would it be helpful if I gave you an example pitch or just if I pitched you something what are you selling KY I'm doing paid advertisement for chiropractors right now Facebook but I'm thinking might move to like Tik Tok or something why

because it would be more of a kind of like Pizzazz people seem to like Tik Tok and also the video I can make the videos myself and it would probably have a lower CPM interesting yeah I'm not going to do an example pitch on the spot for that now actually um okay but there's if you listen to the um examples in the program you can probably find them out the thing with the pitching is it's like it's just so like okay so I'll just give you a quick like 20 second right so like Logan all

right mate so what we've established is you're running this Chiropractic practice right and you're currently making around 10K you want to get to the point we're doing 50k a month we've got a a bit of a gap to Le but I am so confident that we are the people for the job and the fact that you want to solve this problem and you need it to work makes me so bloody confident that we can bridge this gap for you and 50k a month will no longer seem like a pipe dream if you give us six

months I promise you right I'm so excited so what we're going to do is we're going to begin and we're going to start by clearly defining who the hell you actually want to work with because you've told me throughout this call that you've worked with agencies that they just give you like the worst most random leads right you've told me you get people who don't have any money they have any commitment they don't even have any problems with their bloody spine they just walk in expecting something for free so we're going to get so damn

clear on who you need so when you're booking appointments which you will book and you will have people coming in the door inevitably that's what happens when people work with us the people walking in are the perfect fit for you we're going to get really clear on that and you're going to set some expectations for exactly what you're looking for in your prospects and that's why this is going to work so well do you see that's just an example but you see my point that's how you need to pitch to be confident you need to

be matter of fact you don't need to be like oh my God it's going to be amazing like cuz then you sound ridiculous but like conviction in the form of just matter of fact like you're so sure of what you're saying that's how it works okay I got it thank you Charlie yeah gonna throw in another objection andbe I was gonna say one second H one second The Key by the way is don't try this is a massive Paradox in sales when you're pitching you don't want to try you just want to let it happen

and what I mean by that is if you have genuine conviction in your ability to help someone let's say for example that you have a you could go back into what Alex hosi says you could go back in time 15 years ago and convince yourself 15 years ago to buy Bitcoin and you knew it was going to go well you could go back in time to convince yourself or your mom or something you wouldn't have to try to to manipulate your tone to sound good to sell Bitcoin you would just you would be unrel you'd

have unrelentless conviction knowing it's the truth and you wouldn't have to try to conjure that up if you try when you're pitching people to sound a certain way it will always sound wrong what you want to do is trust yourself and let your knowledge of your competence and their problem generate an emotion in you that leads you to speak in a way that like for example I'm explaining this to you right now with conviction because I know it's the right answer I'm not trying to sound a certain way just it's because I know it's the

truth and I have confidence in my ability to know the answer that I can tell it to you in a way that's compelling and that makes you believe me I'm not thinking like oh [ __ ] how how do I this word or that word or like should I bring it up at this point or down like it just sounds unnatural so yeah but ha go for it mate what we going to say is it all right if I throw an an objection at you and then you come with a come up with a rebut

sure yeah so Rees so the thing is like we would love to work with you the thing is which is um hire two new trainers in our gym so currently we don't I don't think we don't have the budget right now to work with you is it all right if we come back with to you maybe in December yeah of course I'm so glad you brought it up because obviously you're hiring two new trainers it means things are going well and that makes me really happy for you guys so congratulations on that um I have

a habit why of struggling to take no for an answer when I can see that someone's a bloody good fit for us do you mind if I just try and angle something here to see if I can overcome this objection sure lovely right it makes me happy first thing um is I totally get it right if You' just stretched yourself a little bit thin financially you've got these two new trainers in the gym I get it here's my angle and here's what I'm trying to help you understand those two new trainers need to be put

to work what we've established throughout this call is you've got a problem with generating customers if you've hired two people what what are they going to do if you haven't got a way to actually fill up their calendars and get them actually booking and working with people right they might not have anything to do second thing is you said you love the idea of working with us which also makes me really happy why what makes you say you'd love the idea of working with us because I think that you you know we connect really well

in beginning throughout the call and and so far I think that you have you know I've been pitched like this a few times already and so far you I'm the most I find that you I connected with you the most so yeah perfect so what we've established then is we need someone to solve the problem you trust us you believe us you know we can do it but I also sense that there's just a little bit of Doubt creeping in because you stretch yourself a little bit thin this is exactly why we have the guarantee

we have and exactly why we protect your investment with us because the last thing I would want is for you to hire a team and then pay us and not be able to pay the team because we didn't do our job and I understand why you might be afraid of that but that's exactly why we have the guarantee so from my perspective I promise you from the bottom of my heart you do not have anything to worry about because I will come hell high water get you those appointments and get those trainers busy what do

you say it do sounds pretty good cool you get it yes sounds really cool yeah thank you good to know I haven't lost my touch hey um the main thing with objection guys is just like you have to have this confidence in yourself just not take no for an answer it's kind of like the key thing so yeah [Music] um what offer did you start to get the bll rolling how did you evolve it into a course and what do you recommend me to do dude just start with a done for you offer guarantee paper

appointment something that makes it risk reversal and then you kind of evolve into a Course once you're done for you system is unique and you're getting results of people not by emulating what other people have done so what we it we we turned into a course eventually because we had like 60 done view clients and it was just hell um but the it was time to do that when we had our own unique way of getting people results you don't want to build a course based on what you've copied from other people because then it's

not yours and you can't you need to be able to teach not only like the surface level of everything that you've built like oh so here's the copy we used but you need to explain why you built it that way and you're not you can't start a course by just giving people the copy you need to teach them how you arrive at that point otherwise you're not teaching them jack [ __ ] you're just it's a done for you solution you're giving them the copy and then um I wouldn't recommend you do a course for

until you've got like 50 Care months and you yeah but um my question is the on for you service you mean on the side of the appointments right or the sales for the gym as well no just un fee um appointments and wouldn't you think is would it be smart just to um maybe give them like a quick like script for their sales team MH add value or maybe like just basically translate whatever because sales are pretty Universal you know it's not like so maybe just translate what you said maybe 's actually the sales training

that we gave to clients and the gy growth accelerator I think just use that that okay just do do that translate it um and tell them look there's no problem I'll do all the booking in here's if you follow this and then what do you think about maybe attaching a guarantee to the maybe do a growth guarantee but do it because you can control whether or not they're actually going to follow the stuff you give them okay so just say appointments booked guarantee yeah okay and how many do you think depends how much ad spend

there is um if I do the if I craft it in the way that you explain the course where you do the database and then from those money of those clients you spend it on ads you should be able to get at least 3% of the list as appointments if not 10% 3 to 10% have a th leads you get 30 appointments okay of the database right that they have and can I structure the deal saying look uh um and I also watched the troan horse thing you said I didn't understand it quite well but

maybe don't you think it's a good idea to be like look here's a retainer just so you um work with us right so you are committed blah blah blah blah blah and if I don't um with the free leads that um I provide from the high level s you have to use that budget to add spend and if you do that and we do not bring I don't know x amount of it's way too way too complicated you should be able to explain your offer like that you just need to say to them hey we're

going to come in run database reactivation everything we make through database reactivation is pay per appointment and then once you're happy with that we can set up a retainer to do Facebook ads for you it'll be this amount of money we'll guarantee this amount of appointment okay so I so I should use the paid i' still do I'd still do a guarantee with retainer yeah okay but the the paid for appointment and stuff I should do it just to gain their Trust basically to run the face I dude I would pitch both at the beginning

but if they if they don't make a decision you say all right well let's just run with the payer appointment for now on on the database for Activation don't don't pick Dr and then retainer of it works pitch them both and then just fall back on the Dr if they don't want to pay up front don't even so should I just pitch look I'll give you x amount of leads right uh all I need is um x amount of budget for ad spend and if if not um I'll I'll do that work for free and

just cover the ad spend or maybe money back guarante whatever and if they say no then I'll say look so you can trust those I'll do the database uh per pay paid per appointment and you can use that money for as spend yeah okay but I I should pitch both of the services first yeah I pitch them both and how much money should I pitch uh so they spend on that spens the more the the better I wouldn't do anything less than $750 a month okay and how much should I charge like in general how

much do you feel you're worth I have never done it all all yeah so I can't I can't tell you what you should and shouldn't charge because you need to pick the price based on what you feel comfortable selling if I say because if it was me I charge if it was me I'd be like three four grand a month but if you try and sell three or four grand a month you probably won't as well because you're not going to feel like that's what you're worth with the current knowledge you have so it's up

to you you have to you have to pick that one what I can tell you man is like you will you will basically when it comes to pricing you will be able to charge what you believe you can charge like what you believe is fair and what you believe you are worth is what you can what you will eventually like default to charging on the phone yeah but for the beginning uh should I just not charge in testimonial or or charge what do you what do you think is fair I've never run ad so I

don't know how much money I can make them but just intuitively like what do you think would be fair based on how you feel it really depends on the results I can get them but if you're guaranteeing them you could do it like this where you get them you charge $1,000 a month and you guarantee them $50 you guarantee them okay you charge $1,000 retainer you guarantee 50 appointments which puts each appointment value at $20 and if you make less than 50 appointments you refund the difference so if you only get them 40 appointments then

you refund them 10times 20 10 so if each $1,000 50 appointments anything less than 50 will refund you the difference if I only get you 25 appointments I'll refund you $500 what's the closing rate of a gym average you know that numbers probably of every appointment they have and I know it depends what average like 25% 25% but that might not be the same for yeah but it's a general row idea it's probably between 15 and 30 you know I don't think they're going to go like 100 or zero okay yeah I'll do that and

then when I get confidence I will charge more and maybe I can do that lower so they are actually really happy with the service and they can give a testimonial mhm okay thank you Charlie cool all right guys um we got a few more questions here I'm going to run through the ones that are left in the chat and then we're going to call it a day um thoughts on weekly marketing meetings with clients versus loom video updates we have done weekly marketing meetings with our clients with intention of building better relationship and improve retention

but as I scale yeah I would just I wouldn't even do it weekly I'd do it bi-weekly or monthly and just send them a loom we didn't even like when we had an nor flow and full flow we did know reporting for clients like they had access to the ads manager but for as long as they were getting a flare of appointments they didn't really care but yeah I would just do a loom every two weeks or every month okay all right thank you what process do you have in the back of your mind during

the s school the one that I teach in the program question pitch answer handle have you ever had a problem with loom integration to email I cannot integrate it into some emails other it works I'm talking about the loom logo next to the send button and the feature that enables you to integrate the video that's a question for the Facebook group mate and there's a lot of people that have solved that problem on specific browsers so if you pop that in the Facebook group um then you'll get an answer Charlie which books would you recommend

on sales business and marketing um I actually made a YouTube video on this oh f and that if you watch this video it will explain um the best books for different topics and in the description there's a um there's like a Google doc that will show you like books by topic Charlie would you say email personalization is viable even if the service offer is good yeah yeah I would um all right guys going to wrap it up here uh any other questions pop them in the chat and I'll see you lovely lot on Friday or

Monday next week take care guys peace out ciao hey everyone Charlie Morgan here and welcome to this video this one is called sales bedrock and the purpose of this video is to just give you a really good grounding in the foundations of sales um we've got quite a lot of stuff to cover in this one now the next video we'll talk about the entire strategy that we use the script that we use and everything like that and the videos following on from that will of course talk about objection handling and everything as well and is

important to have those strategies and you you can't really sell without them I mean there probably are other ways but this is the best one that we found but unlike everything or sorry just like everything that we've been covering in this training program so far all of the strategies we have are underpinned by foundations and you know we in this case we're calling it Bedrock okay um because if you don't if you use these strategies but you don't understand why you're using them how to use them or just the sort of core underpinnings of them

then it's not going to make much sense okay it would kind of be like trying to learn a foreign language without understanding the different rules of that language in terms of like you know in French for example you've got masculine and feminine like someone could give you a like a a template or a script for to to learn French but unless you understand the rules that the language sits on it's not going to make much sense to you and it might make sense to you and you might think it makes sense but then you'll go

to France and you'll start talking and everyone will just be like what the hell is this guy on about and the same thing happens with sales where you get a script and everything and then you start selling and then everyone's like what the hell is this guy on about it doesn't doesn't make any sense and the reason it doesn't make any sense is because you haven't understood the foundations so this is a really important video um it's going to underpin your entire Paradigm when it comes to actually closing deals and getting people sold so let's

dive into it and get started so here's what we're going to be covering in this video so first of all we're going to talk about the founding principle of sales um this is something that I've discovered and when I learned this I was just completely blown away makes everything very clear and very easy to understand and um understanding this alone will just help you boost your conversion rates tenfold then we're going to talk about common misconceptions and mythbusting um so in this in this part we're going to sort of explain some of the common misunderstandings

people have coming into sales because there's a lot of them and you know if you're trying to sell with faulty beliefs then you probably won't sell very well then we're going to talk about your moral obligation in sales then we're going to talk about how we structure our sales calls and the the basic sort of steps of the Imperium approach when it comes to sales then we're going to talk about the one cool rule and then some important things to remember so all of this is um higher level stuff we're not going to be diving

into any specifics today but make sure you understand this I'd even suggest you watch this video you know three or four times just to really drill it in um because if you don't get this stuff then you're building a house on Sand and you know you can have the fanciest house in the world but if it's built on crappy foundations then you're not going to do very well so let's talk first about the founding principle of sales and discovering this principle was without a doubt the number one thing that has contributed to my sales success

when I found this I was just I stood up in my chair I was like I couldn't even believe my ears when I found this thing it made so much sense to me and being able to share it with you makes me happy because I'm hoping I can give you a simp s sort of reaction um because once you understand this principle once you understand it like the whole like sales system makes sense you can start to understand why people purchase things and why more importantly people are going to buy stuff from your marketing agency

and it's probably not what you think so let me dive in and it explains why people buy things and like I said not just paid traffic retainers but pretty much everything so what's the founding principle of sales and why do people buy pain now that's an interesting one-word slide but pain is pretty much the reason we do everything let me explain the brain operates from one mode of motivation and it's pain avoidance now there are psychologists that say that we operate out of two modes which is pain avoidance and moving towards pleasure but really if

you're moving towards pleasure it's just because you're moving away from Pain and the absence of pleasure tends to be pain so it all comes back to this one thing like the the main reason we do anything is to avoid pain the reason you're watching this video right now is to avoid the pain of not knowing how to sell or not having enough sales the whole reason you you bought anything or did anything is to avoid this one thing called pain and it's why we buy and it's our primary motivation for Action therefore most of the

decisions we make as humans are made to avoid pain now yes there will be some decisions and some actions that we take without the pain avoidance thing in mind but the key ones the major ones especially when it comes to buying things and investing in things and making decisions around new things coming into our lives is mostly around avoiding pain and you have to understand if someone is making a decision to buy from you it's because they think your product can solve their pain I'm not supposed to say it can solve their pain pain or

alleviate their pain it doesn't I apologize but if you if you not if you don't realize this and you're selling your product as anything other than a solution to someone's pain they're not going to buy it because the only reason we buy things is to get out of a painful situation or to move towards pleasure and if your prospect doesn't associate your service or product or retainer or whatever it is you're selling with the alleviation of their pain then they won't add any value to it the main reason we spend money is to get out

of painful situations and when I say pain I don't not talking about physical pain like ah my arm hurts I'm talking about like mental pain which usually is a lot worse I'm talking about people being fearful depressed anxious all of these emotions that come with being stuck in your business or not making enough money it it brings up a lot of emotions so when we talk about pain it's it's not necessarily like we're not talking to them about their hamstrings we're talking specifically about their mental pain and everyone is buying their way out of a

painful situation if you assess your motivation for purchasing this program it's likely because you wanted to buy your way out of a situation right that was perhaps painful now yes we get people investing in this program who are in a position of wild abundance and you know they're already doing really well they're not in particular pain they just want to grow that would be our second mode of operation where we're moving towards pleasure but only 20% or even probably 10% of people make decisions around that principle most people are still like in this in this

painful situation and most of your prospects will be too so don't get me wrong like you know every rule has an exception um and you know it's it's going to be the instance that you come across people in s situations and they could be the happiest people in the world and you know they might not be in any pain and then you think oh my God how am I going to sell them if I can't like don't this is important to understand but the rule is not going to apply to every single Prospect you speak

most of the time it's going to work charm but other times you have to come up and be a bit more creative and understand people don't buy their way into products they buy their way out of painful situations this is such an important thing to understand someone you're not buying into something you're buying your way out of something okay you're not buying your way into a gym membership you're buying your way out of being fat you're not your prospects aren't buying into your marketing retainer or your marketing ser serves they're buying their way out of

having no leads which is a painful situation okay so when you when you think about this you don't you don't buy into something you buy out of something and that's why most of our decisions are made it's to get out of our current situation human beings we very emotional creatures and I don't think anyone is particularly happy with their current situation we have this inbuilt innate desire to always want more and the awareness of the fact that we could have more drives us in insane and it's this awareness that drives the entire economic machine and

the reason that it exists is because it's how we evolve and grow it's nature we are technically nature and Nature's always optimizing for evolution and if you haven't got the motivation to change or grow then you're most likely not going to evolve so everyone's in pain not everyone most people are fine sorry most people are in pain some people are fine but if you are a good sales person you can create pain inadvertently or using indirect questioning and then you can make people feel pain and then they'll want to buy their way out of it

now obviously ethical use warning you don't just want to go around finding every person you can and causing them mental pain purely for the sole purpose of of getting them to invest in your program but when we talk about sales a lot of people don't realize that they have these problems and sometimes you have to be a bit brutal and root out this [ __ ] that people have got and then when you root it out with clever questioning people realize the gravity of their situation and they sit with the weight of their pain and

then they'll make a decision and the the reason people buy is because they're in pain so on a sales call if you can't create pain you won't they won't buy from you like this is the thing with people coaching on sales calls I'm going to talk a lot about this at length in the next video but don't coach on your calls because if you coach people or if you tell them not to worry or if you say oh don't worry about that we're going to solve this you know don't stress then the people you're talking

to don't feel pain anymore and therefore they won't buy your product even if you've already helped them more quote unquote added value so that's the whole thing about pain it is so important to understand and you might want to rewatch this a few times because once this once it clicks like that you'll just you'll just see the The Matrix you just understand why everyone makes their decisions you can look at people and be like I can see why you did that well that looks very clear to me ah yeah I can see exactly why you've

done that and it will also it will also help you understand people's future decisions as well you can predict what moves people are going to make based on where their pain is and and what the issue is but let's carry on so let's explore how this works and understand the science of sales so now we understand that the founding principle of decision making is pain right and that's the primary motivation for people doing anything but but at the same time I want to break down what I call or what is called the science of sales

because I've done a lot of homework on this and I've done a lot of sales calls and really we can deduce the whole sales process and the whole Paradigm of sales down to one pretty simple diagram as is the case with most complicated things um you can just you know it takes a it takes a genius to take something complicated and make it simple not that I'm a genius by any stretch of the imagination but what I'm saying here is it's entirely possible to just break this stuff down so here's where we start so you

have a prospect and when this Prospect is going about their daily life we would say they are like who they are they're in their current situation we would say you know that's where they're currently at so this little diamond or Square you can see on the screen is where someone is currently at it's their current situation it's their current mode of living it's their current level of reality if you'd like and it's just where they are whether take take prospects for example if you're working with Realtors it could be a realtor making $8,000 per month

with no leads and that's where he's at and the chances are most people get stuck in their ways most people get stuck and most people Plateau for a long period of time so where someone is currently at is probably where they've been for quite a long time and a lot of people they don't really bring any conscious awareness to where they're currently at they just sort of accept life as it is and they just think oh this is where I'm at this is me change is impossible it's been this way forever and I've just come

to terms with it so that's how this whole thing starts this whole sales process of a Tob of getting people on on the call is we have to understand that first of all people are in their current situations and what we do next is we have our message right we're calling this the stimulus so we're reaching out to people and this can be through paid ads it can be through organic attraction but we reach out to people who are in their own current situations everybody has a current situation and we message them and we present

our offer okay this could be I can help you get more clients I can help you get more sales I can help you open up another practice I can help you buy another boat whatever it is your prospects and motivated by and what starts to happen here is we stimulate the Prospect with our message we we create a reaction in their mind and then they become aware of a problem or of an opportunity and this creates agitation in their mind and what I mean by this is they're in their current situation we send them a

message basically saying hey I can get you out of this current situation I know where you're at and you might be all right with it but sucks and I can help you out and I can get you out of it which is basically what we're saying and when we do this the prospect becomes aware of their problem or on the flip side they become aware of an opportunity everyone wants to grow everyone has problems to solve and if we can have a message that stimulates a reaction in the prospect's mind to realize this then it's

going to create some agitation because most people they don't want to think about their problems they don't want to give any thought to their Cent current situation and they don't want to spend any time thinking about it the reason behind that is because it's painful and the brain is very very good at concealing things that make us feel pain so most people don't think about it but then suddenly they see a message from you and they're like oh you know what I could do with that my life would be better if I had more clients

or if I had more leads or if I bought another boat and it creates this agitation it creates this sort of latent frustration in the prospect's mind and they start to think oh well I've I've got this problem maybe this person could actually improve my life and this awareness is it's basically that they become aware of the fact that things could be better and that they could be where they would want to be so if you tell them you can do something then they start to think about what would happen if you actually did that

for them oh this guy can get me 30 new appointments per month well that could be an extra two clients a month to me that would be an extra 100 clients a year that's a lot of clients that would be cool they start painting this picture in their mind this is what happens and we have this blue square on the screen because if you remember the red square is where they're currently at and this blue square represents a potential idea of the future now this this sort of idea of the future at this point having

just messaged them or having just thought about it on their end it's not very it's not very in-depth they haven't it's not very clear it's not very con prise there's no data points behind it it's there's no Clarity to it but it's just this awareness that hey actually I could improve on my current situation I'm not quite sure what that would look like but I know that I could actually improve or maybe they already have a goal in mind of getting to a certain level and your message stimulates them being reminded about that goal and

then they start thinking about it and it agitates them and this blue square represents an awareness that they could improve and that things could be better now at present like I said they don't really know what could improve or how it could improve but this awareness quickly transforms into agit agitation and creates pain so most of the time just by messaging people we can create a little bit of pain and you've got to remember that someone booking a call with you is a decision they've made a decision why do people make decisions well it's because

they're in a pain situation so they book a call to get out of their current situation I think a lot of people a lot of sales people misunderstand this if someone has booked a call with you it's because they have a genuine problem that they have a hunch that you could solve there is no other reason someone is going to spend 45 minutes or 60 minutes on the phone with you unless they think that you can help them out so just by someone booking a call with you pre-qualifies them pretty damn heavily don't you think

I mean that that's makes a lot of sense to me no one else is going to book a call unless someone's just trying to prank you but that's why it happens so we create this agitation by sending them a well-crafted clever message and we start to see these two sort of like these two different Minds it's kind of like the prospects got their current situation and then they've got like a little angel sat on their shoulder saying oh you know things could be a little bit better why don't we talk to this guy and see

what he has to say and then they start to sort of dream about it they're like oh this would be cool so what we have is the prospect in an agitated State and a state of heightened awareness as to what could be possible for them and then we have you and the call so what we want to do now is take the prospect through the call and when the prospect gets on the call and when they book The call well they're still going to be in this state of agitation awareness and also probably curiosity as

well you know it's it's our job as salespeople to get them out of this agitated State and to just sort of get them in the frame of mind where they can clearly make a clear-cut decision on to on how on working with us and it's quite straightforward so let's explore the purpose of the call so before the call like I said the prospect is in two minds they've got their current situation and then they've got this this cloudy gray design situation that they haven't really thought too much about but they have this this weird sense

of awareness that things could be better and then we book a call with them and you know within one to two to three to four days or whatever we hop on the call with them and well we start talking to them and here's what we do on the call during the call what we first of all do is we start to separate these two things as the call starts we first of all acknowledge like we say hi report everything and we start to sort of just build a bit of separation between where they're currently at

and where they want to be and as we move forward here one of the first things that we do in the call is we Define where they're currently at so we know here if we go all the way back through these slides we know where like we know that everyone is currently somewhere their current situation like we know where someone's currently at but we have to ask them first of all and we have to clearly Define it we have to get really specific we have to get data points we have to get metrics and we

really have to take some time to actually understand where the prospect is and by doing this what we're able to do is get them to Define it and get them to understand it because most business owners or most people going about their day-to-day lives they they're kind of unaware to the fact that their situation and their reality can be improved and before you can understand whether or not you can improve something you have to sort of understand where you're at and figure out where you currently are so the first section of the call is to

Define where they're at and to get very very clear on their current situation and usually just by doing this it will create a lot of pain because people will start to realize that their current situation isn't all that good and that there's a lot of outstanding big ugly problems that are sort of hanging around in their life and it's these problems and these problems and this pain that dredges up the emotion that causes them to buy from us so as we progress through here once we've defined where they're at what we want to do is

we want to start separating where they're at from where they want to be so if you remember here we we have this sort of agitation and awareness and they know they want to be somewhere else but they don't really know where they want to be so what we want to do as we move through the call is not only toine where they're at but then also set separate where they're at from where they want to be so as we move forward through the call we're starting to sort of separate these two things like where they're

at and where they could be and what we do here is we Define where they're at and at this point we have a clear understanding of where they're at and by the end of the call or towards the end we should then have a clear understanding of where they want to be so this is the purpose of the call to begin with is really just to Define their current situation and where they're at get a clear understanding of where they're at and then also get a clear understanding of where they want to be and separate

those two points in their mind now just by defining these two things what you do here is you create this Gap in the middle because what you'll notice here is we now have two clearly defined situations okay on the call we've got their current situation and then we''ve got their desire situation we've got where they're at and we've got where they want to be and most people don't give much thought to this some people do but most don't and now what starts to happen on the call is we become aware of this elephant in the

room because what you're notice is that there's a big gap a big lot of white between these two points okay this arrow for example it's a long old arrow and the prospect starts to realize that this Gap exists and they start to notice that where they currently are is far away from where they currently want to be and just by creating this separation and clearly defining it we're going to create some serious Agony in their minds because they're going to start to think oh my God like this is actually what's possible like I've never defined

it before I know I'm here this kind of sucks and I know where I can be and then it's kind of chaotic because well there's a big gap how do we you know Traverse this like how do we get through this thing and that's where you come in so at this point we know where they are and we know where they want to be and what we do here is we have to Define very clear metrics for both of these points so for where they are we need to say how much money is your business

making per month right now and there'll be like $10,000 per month and then as we progress through the call later on we want to ask them okay how how much money do you want to be making per month with this business and they'll say I want to be making $30,000 per month and we'll say well when do you want to be making $30,000 by and they'll say oh 6 months from now and just by doing that we've now created separation between current and desired and obviously there's a gap between 10K a month and 30k a

month and it just creates this this frustration in the prospect's mind that they're not there and as you can notice there is a clear Gap between these two points this Gap is the key to making the sale happen the reason anyone ever buys anything is because they think it's going to help them Bridge a gap in their life okay so let's take for example why you buy a sandwich might sound a bit Elementary but if you buy a sandwich it's because your current situation is that you're hungry and your desired situation is just to not

be hungry hungry anymore being hungry is causing you pain so you buy a sandwich to bridge this Gap from not being hungry or sorry from being hungry to not being hungry it's the only reason you buy the sandwich maybe it tastes good as well that's obviously an added bonus now there's a lot of different sandwich choices out there but generally speaking like the core Principle as I said the founding principle of of actually making a purchasing decision revolves entirely around in gaps like these ones okay like I've got I'm sat next for example I pick

up these headphones okay I've got these beats headphones on my desk now I purchased these headphones because my current situation was that my headphones before them broke and I couldn't listen to music and I quite like listening to music so that was causing me some pain my desired situation was to listen to music through good quality headphones so I purchased my headphones to bridge that Gap this is the only reason we buy anything now on the agency space to be more specific to this training program you have businesses and they are where they currently are

they're probably stalled at a specific part and the reason they're sto there is because of customer acquisition and they want to be in a place where they're making more money they have more customers and they have a system that's reliable for acquisition and there's a gap obviously those two things are quite different and the only reason they'll invest in your services is if they believe that you can bridge that gap for them and if you can take them from being in this current frustrated situation with no customers to a situation where they've got more customers

than they can actually handle it's the only reason they're going to buy from you they're not buying from you because you use lookalike audiences they're not buying from you because you have the latest SEO keywords they're not buying from you because you know you've you've got all this fancy stuff or you've got a fancy website they are buying from you because of this core underpinning principle that basically governs every single decision we make as human beings so I hope this is starting to make sense and once we've clearly defined where they are and where they

want to be during the call we then proceed to position our service as the bridge the prospect can use to cross this Gap to get to their desired s this is the key this is the secret to sales you clearly Define where they are you clearly Define where they want to be and then all you do is you position your service as the bridge that the prospect can use to get to the side they want and you just have to do that well with enough confidence and before you know it you've got more clients than

you can even need this is how it works okay the key to making a sale happen is to separate these two things to show the prospect these two things are real and they exist and then just to tell the prospect that you can get them there and all they have to do is say yes that's it it really isn't complicated so imagine here imagine being stuck on a tall Rock okay on a mountain somewhere you're stuck on a rock and you hate every minute of it it's a painful un comfortable place to live okay you're

on this mountain there's no water there's no food you keep getting pecked at by Eagles or something I don't know but basically you hate your life you don't enjoy your existence you you're just having a bad time you've been there for a long time it's miserable and you're upset about it and one mile into the distance is your dream rock or Mountain you know it's a it's a mountain with loads of food and water a house with a bed it has good views you don't get pecked at by Eagles right whatever and you can see

this rock every day you wake up and you you sort of dream about it and you know you sort of just wish that it was existing and you wish you were there and and all these thoughts and then obviously all those thoughts start to create serious pain because you realize that you're not there and then it makes your current situation feel even worse because the only way we can understand our current the gravity of our current situation is by having the contrast of where we could be so you end up coming back every day to

your rock and thinking oh I hate my life because I wish I was somewhere else we don't go back and look at the Rock behind us and think thank God I'm not on that rock that would be even worse maybe there's a rock behind you that has all sorts of horrible stuff on it but you don't you don't look back at that and think a thank God I'm not there no you look into the future and that's how we make decisions so imagine this for a second you're on this rock into the distance you see

another rock which is more preferable and every day you think about it and every day you're in this painful situation now it's obvious you can't get there on your own you can't get to this other Rock without help you know you just see it you wake up every morning it's a mile in the distance but between you and that rock is a 1,000 ft drop or something and it would it would just finish you off if you try to get there now imagine this one day someone comes along they climb up your rock and they

say I see how much you hate where you're currently at how about I build you a bridge so you can live on your dream Rock and someone comes along with with rope and with wood and everything that they could need and helicopters and all that [ __ ] to build a bridge and they come along and they just they they'll say hey well listen I can see you hate where you're currently at let me build you a bridge to get to that dream rock yeah let's do it awesome what do you think now you would

pay any amount of money to that person to bridge this gap for you because then you can use this bridge to get to your other side and you're buying a bridge now I try to make this metaphor as clear as possible but when we look back at this stuff here when we have these these two situations it's like you're just you're selling a bridge so that someone can walk across that bridge to the other side and um and Bridge this Gap and you would pay any amount of money to that person even if you had

no money at the moment you you do everything you could to find it because if that person could genuinely do that and actually deliver for you and you believe them and they were really confident they could do it then why wouldn't you do it you know you you're in this painful situation where else would your miserable life be worth paying for you know and selling paid traffic or marketing services to a business owner is no different okay the same principle applies the same understanding the same framework is um is in place here if you can

bridge the gap between where they are and where they want to be then you will never go hungry you will be very successful and people will start writing cool things about you in big magazines like Forbes time or something and here's the diagram right we have where they are and where they want to be and then we have this big golden bridge in the middle which is your offer and your service it's as simple as that and when you think about Service delivery and when you think about building out a product for your agency just

build it out with this thing in mind like just ask yourself does this product get my Prospect or my client from where they are to where they want to be in the shortest amount of time possible with the smallest amount of work possible on my end with the best result for the client if it does awesome if it doesn't go back to the drawing board and come up with one that does this is it this is all you need in in business is an offer and a service that just does this for people and if

you can just do this then getting to seven figures will be easier than saying like I don't know easier than saying P if that's even a phrase but serious L like jokes aside this stuff is so powerful once you understand it and this truly is the founding principle of sales it's just establishing that there is a gap between where the prospect is and where they want to be and then positioning your service is the bridge they can use to Traverse the Gap and if you remember one thing from the sales training just make sure it's

this right just look take a long hard look at this graph or this diagram and if you take one thing away or if you remember one slide from this entire module or training program just remember this slide okay because it's going to tell you a lot of stuff about business so so powerful so masterful salesmen or women masterful sales people create separation and this is really powerful to understand because this whole process all the way back through here it revolves around this slide of just creating the separation between where they are and where they want

to be because the prospect won't know where they want to be they won't know there's a gap to even Traverse in the first place if you don't clearly separate these two points so it's just absolutely imperative you do this and like I said masterful salese create separation the best and most effective sales people on this planet are those who focus on clearly defining where their Prospect currently is then where their Prospect wants to be after doing this and having created clearly separation or sorry after having clearly separated these two situations they then simply position themselves

in their product as the bridge that the prospect can use to cross this Gap and achieve their dreams and in simple terms masterful salespeople don't sell products or Services they sell Futures your your service becomes a vehicle for someone to achieve their greatest dreams and desires with their business that's all there is to it you're selling the future you're not selling Facebook ads you're not selling Instagram ads you're not selling search Eng and optimization or any of that stuff even though that is technically in technical terms what you're saying selling but we're not in technical

terms here we're talking about people's dreams we're talking about people's deepest desires talking about pain avoidance and really people are just buying a better future that's all they're buying from you that's the only thing they purchase ever you think you're buying a sandwich no you're buying a vehicle that satisfies your hunger and people like the Paradigm for for civilians you know by civilians I just mean people that aren't in business or don't understand this stuff when someone's like oh yeah I'm buying um it's like I'm I'm buying a new mattress today it's like no you're

not buying a new mattress you're buying a better night's sleep you know I could go on and talk about any product Under The Sun It's it's just like you could just look at this with anything now yes there will be some strange product out there that might just be the specific thing maybe someone's Drop Shipping I don't know some random thing for like3 and it just is an Impulse pie like not every single product in the world is going to be is going to apply to this but one thing that does is marketing agencies and

marketing agency pay traffic Services websites retainers people are buying those things because they're buying the solution they provide you know they're buying the future that they want and masterful salese sell the ends not the means so have you ever heard the phrase it's just a means to an end well what that means is that it's like if I was to say paid traffic is just a means to an end like the end would be more clients so the means is the Facebook ads the ends is the more clients now people like your client clients are

not buying your Facebook ad Services they are buying more clients from you the way you deliver it is obviously a bit different but that's what you need to make sure you understand it's absolutely imperative to your success that you understand this because as soon as you start talking about funnels and ads and lookalike audiences and payperclick and all this crap in your sales corol is the second that the prospect is no longer focused on getting the outcome they want and as soon as that happens you've lost them because they start to just lose their attention

like they're not they don't care about any of that they just wor they just worry that you can do it I had this conversation with Bo the other day but we we talked about this in depth and um and I I said to him I was like if I had to go if I had to have like brain surgery or something like I wouldn't really be too concerned about the length of the scalpel that the brain surgeon is using or specifically how long I'm going to be unconscious for I wouldn't be worried about the brand

of chair that I'm sat on whilst in the surgeon's room I wouldn't really worry about the brand of hair net or the type of hair net the the doctors are using like that's the same thing like if if you go to a hospital and they're like yeah we need to give you brain surgery this is how much it's going to cost and this is the implication of it I'm like is it going to fix my brain problem yes it will awesome then let's do it I'm not going to sit there and start to you know

expect them to tell me about hair nets and scalpel lengths it's the same thing that applies when selling marketing agency retainers and and obviously like prospects will ask questions about that stuff but only when someone asks do we tell them not before they should want if they want details around specific methodologies then we should tell them but up until that point there's no need for them to know all they need to know is that you can get them the result they want sometimes prospects will want a bit more information but up until that point you

must just sell the ends so masterful salesman masterful sales women they sell the desired situation they sell the emotions that come with this desired situation and they sell the feeling of achieving a goal and no longer being in pain and that's how it works so now let's talk about common misconceptions and myth busting because really your reality and the way you experience the world in general is the result of your beliefs and if you don't think sales is easy and if you believe sales is hard well then you're going to live in a reality where

sales is hard but if you believe that sales is easy then your reality will be that sales is easy think about it for a second there's loads of sales people out there that have multi6 and seven figure incomes and there's loads of sales people out there they don't have any income at all what's the one thing that separates them it's not the script they're using I can tell you that it's their beliefs around sales and what I don't want to do here is equip you with a script and objection handling rebuttals and training around that

when you've got these beliefs or these common misconceptions about sales I want to tell you now sales is easy sales is the easiest thing you're ever going to do in your life you can generate millions of dollars per year using the stuff we teach in this program it's possible it's easy it's it's entirely possible most of most of success to begin with is just recognizing possibility and just actually coming to terms with the fact that this stuff can happen and it's really just making a decision to actually do it and then it's doing it so

if you're coming into this training with your Che with your teeth chattering anxious nervous and petrified about sales I want you to understand this sales is [ __ ] easy now that's easy for me to say because I've done a lot of sales calls but if you believe sales is easy then over the course of a few months and enough calls sales will become very easy for you and the only reason you tried and gave it a good go is because you had someone who told you that it was very easy to begin with and

I'm telling you that now because if you come in thinking it's hard then all you're going to do is start to look for evidence that sales is hard it's called the confirmation bias and that thing will just the feedback loops that revolve around that thing will just decimate any hope you have of making any money here so drop all those beliefs that the door and let's dive into some common misconceptions so like I said chances are you may have a few faulty beliefs about sales and if you have these beliefs and try to sell with

them well you'll experience nothing but havoc and pain so let's bust them now so here's a few and I got some more on the next slide so the first misconception is that people think that great salese are just born with it they think it's some sort of innate Talent where you're just sort of you're born into this world and you were just designed by God or whatever to be an awesome sales person well I can tell you now that this is false great sales people are great sales people because they've just done a lot of

sales or a lot of sales calls this there's there's loads of books you can read on this the book bounc there's a book called the talent meth for example around all sorts of stuff but like good salese aren't you're not just born you don't just come out the womb start closing deals like it's not it's not the way it works like you have to nurture yourself and if you if you look at a good sales person generally the only reason they're good is because they've done enough sales calls to be good it's not because of

some innate Talent OR in inborn desire it's just because they've done lots of them now is it going to be the case that some people find sales easier than others yes is it also going to be the case that just by having this program you find sales easier than others yes are there personality traits that Mak sales a bit easier yes does that matter no because I promise you that practice will overway and override any personality trait that you think you have really honestly is the case and that's my next point is you have to

have the right personality to be good at sales now this is false because by Nature I'm an introvert and I run rings around extroverted sales people like if you if I look at my Myers Brig stuff and all that all those psychology tests I'm introverted as hell like really like I don't I if I can have the choice of not going out or going to a party or talking to people like I'd rather just not do it now I quickly came to terms with the fact that that's not how I can behave if I want

to have a successful business so I sacrificed my introverted Tendencies to to sell and to do stuff like that and even if you are introverted and if you want to be introverted you can still sell really [ __ ] well you do not need to be this high energy extrovert talking people's head off being all massively confident honestly like you don't need to have there's no there's no such thing as the right personality right no matter what Myers Brigg says you can I've seen so many different types of people become really good at sales irrespective

of the the Tendencies they had when they were born or the way they were nurtured by their parents it's just it's just an excuse really like if you if you just say if you're just saying oh I haven't got the right personality for sales then really that's just your brain's way of protecting you from feeling pain and it's just sort of a synonym for you just saying Sals is painful it's going to be difficult I don't want to do it it's really just a pain avoiding mechanism it's an excuse so let's not have that the

next one is that great salese are powerful and have high energy and this is false because it's better to sell calmly with silence Grace and sophistication my sales calls are conducted in a very pragmatic and professional way I'm not talking over people I'm not in anyone's face I'm not sort of like shouting or you know trying to create hype up anything I'm just calm collected and most of my most of the time on sales calls I'm Just Deadly silent I just let the other person do all the talking and wait for them to slip up

and then when they slip up when I say slip up I don't mean make a mistake sake I mean like I'm just waiting for people to give me the information and The Leverage that I need to close them and that that might sound like a bit of a ma of ellan way to sell but it's not and I'm going to explain why it's not um in the in another in another section of this video um which is called the the oblig moral obligation um but really like you don't need to to be this I think

a lot of this this belief about sales people being these high energy cocaine addicts you know is because of Wolf of Wall Street and films like that and they think that sales is all about you know cramming stuff down people's throats and just shouting at them until they buy from you and being disrespectful and and sleazy truly isn't the case at all it's better to conduct yourself in this calm professional manner I mean look at this video for example like I hope I've done a good job on selling you why sales is important I haven't

had to shout at you and scream at you I've spoken relatively slowly I've been quite calm the whole way through it's it's not as necessary you don't need to be all like in someone's face is there a time and a place for it sometimes but 90% of the time not going to happen the next one is that followup is the key to making sales happen false followup is for people who can close this is an interesting one because the theme of a lot of our content has been around um followup around the organic attraction modules

and paid attraction followup is important when getting people on the phone but really once someone's on the phone you just want to get them closed in one call you don't want to have to keep going back and forth with them like if you if you have to keep following up on people it's just because you haven't being ruthless enough to close them or to at least expect a binary decision from them so followup is is really just for people who can't close on that first call now this this really more this mostly applies to paid

attraction um and using agency funnels and the the mod the modules we've got for paid attraction like Facebook and stuff because you don't want you don't want people to be wondering off of those calls like you just want to get them closed in one go with Organic it's slightly different you might find that your sales process is broken into two different calls you might find that someone's like only got five minutes to talk to you so organic is a bit more of a gray area but generally speaking like you just don't want to have to

constantly follow up on people CU it's it's just a waste of time you know if you've got to follow up on someone chances are that never going to buy from you now that's not always going to be the case like I said with Organic attraction methods it's important that you understand that not everyone's going to be in a position to buy there they might need to talk to people there might there's all sorts of stuff that goes on but you want to do your best to get them closed on the call but you can still

expect to you know have to have one or two conversations with people before they purchase from you organically but paid wise you should just be getting that stuff done like if you're getting someone through a funnel if they've watched a quick video about your service if they've seen some testimonials and some social proof and you've paid for that to happen and you've got their application then it should just be a Cutthroat approach organic different slightly but nonetheless we want to do as little followup as humanly possible okay drill that into your mind the next one

is that sales is a lengthy process okay people think that sales like you know talk about this all the time where it's like oh my sales cycle is like 2 weeks I'm like what you're taking two weeks to get someone as a client like it's a false belief like it's entirely possible to close people on One 45 minute phone call if you do it properly now if you don't do it properly you're going to be in this maybe Zone forever and you'll be in this limbo between someone buying from you and from them not they

probably won't ever buy from you and you know if you've got this weird belief in your mind that you need to send out all sorts of proposals and you need to do all sorts of like back and forth of people then it's not true I can promise you that I've done hundreds of one cool closes and the clients you get from one cool closes are 10 times better than those who take three or four calls to buy the next one is that business owners don't like being sold to people think they're afraid to sort of

sell to business owners because they think oh he's a business owner he's going to know what I'm doing or he's know he knows why I'm asking this question or I'm scared of of trying to pitch this guy or being powerful because they know what I'm doing well this is false because business owners admire great salespeople and they have no no qualms giving them large sums of money to fix their problems this is honestly the case like if someone's trying to sell to me and they're good at what they do and they're using awesome sales techniques

I'm not sat here analyzing it usually most of the time they've they've completely caught me off guard and just because I'm aware of of the strategies doesn't mean I recognize them being used against me you know it's very very seldom does that happen so don't think that you know don't think that these business owners are going to be judging you or picking apart your sales process or the techniques because they're really not going to be paying any attention to that they're going to be so fixated on the problem they've got that they don't really care

about that the next one is that sales is about adding value okay this is false now we want our prospects to realize we are experts but we don't want to solve their problems on the call I see this all the time where people are like oh yeah I checked out your ads and it looks to me like you could do with running Instagram placements or you're targeting the wrong country or he by the way I checked out your website I didn't I saw you didn't have a pixel on there and they think that by saying

these things that they're adding value to the prospect when in reality it just completely skews the sales call because now the call is no longer about you helping them get the result they want and them realizing you can do that it's now about a damn Facebook pixel which is entirely irrelevant to the whole situation now it's relevant to you delivering results for them but you shouldn't single [ __ ] like that out it's just not relevant or necessary to get in the cord to close you know we want them to realize that we know what

we're talking about but we don't want to solve their problems because on the call we're going to start to bring problems to the prospect's awareness and if we solve those problems then the prospect no longer has any problems to solve and they won't purchase from us so forget this whole thing about adding value I don't know where it's come from I really don't but it doesn't work and you know it will do you more harm than good the next one is that you should close as many people as possible so we have this this saying

in sales ABC always be closing I don't like that saying I think it's false because we should only seek to close those we can actually help so if you get on a call with someone and it's apparent that you can't help them or that they are not a good fit for your service then you shouldn't seek to get them on board because if you close someone and you actually can't help them then all you're going to do is massively piss them off and if it's a big enough retainer then it will create some big problems

you'll have chargebacks you'll have refunds you'll have all sorts of [ __ ] so you want to sell with Integrity forget that you should just every time you do people I see this all the time where people get on calls and they're like I'm going to close this guy this this call I'm to close it I'm like you shouldn't be thinking like that because it it could be the fact that they could be a nightmare of a client like do you really want that you say you're going to close someone before you know it's it's

kind of like what could I like in that too I'm usually quite quick with metaphors here but it's it's like you're saying like I'm going to it's like going to a restaurant right you're like yeah we're going to sit down at table 40 before you got to the restaurant now there might be somebody else sat at table 40 so you can't sit at table 4 40 so you can't say for sure that you're going to sit at table 40 and it's the same thing with closing people like you can't be this adamant about it if

you put all of your attention onto the close then it will a it will be extremely obvious to the prospect that you're just there to get money out of them and that you're not there to really help them and B well if you can't help them and you try and help them it probably won't close anyway so once we find someone that we can help then we should be ruthless in our pursuit of the cloth so I'm not saying don't close like close but only close people that you actually can help and once you find

someone you can truly help you should be just ruthless in the pursuit of getting them on board okay the number one um the last sorry the last one is that sales is only for confident men in suits now this is false because I've seen wildly successful female salese I've seen introverts I've seen anxious people I've seen shy people I've even seen teenagers close hiting tiet deals I've seen 15 16 17 year old kids close High ticket deals for thousands of dollars a month I've seen people with chronic anxiety close deals I've seen people who are

introverted close deals I've seen shy people close deals you don't need to be a confident man with a gray print pinstriped suit like you're straight out of the 80s don't need it and I've closed loads of clients wearing a dressing gown and slippers while laying on a bean bag honestly I'm not even joking like the amount of sales calls that I've done where I've got this big like red bean bag from Ikea and sometimes I'll just like I'll just lie down on that I'll put my headphones in I have my script and I'm just sat

there in my dressing gown just closing $6,000 deals for North flow like it's honestly like it's sort of that's what I would do now I'm not going to recommend you specifically selling a dressing gown this is more of a point just to sort of demonstrate that you don't need to wear a suit or anything like that you know most of the time I'm just wearing t-shirts shirt and shorts but you know I want to sort of demonstrate that a bit tongue and cheek but I don't know where everyone gets this idea from that you have

to be this man in a suit when you can just be a teenager in a track suit a track suit you can sell clothes deals like it's possible honestly so now let's talk about your moral obligation in sales uh this is really important and I want you to pay close attention to this because what I'm going to do here is in is help you justify the methods that we use and I don't mean that in the respect that the methods we have require justification like we're not we're not scamming people here like I'm not saying

that at all but what I am saying is that some of the methods that we use we we're going to ask the prospect some difficult questions we're going to put the prospect in an uncomfortable situation we're causing pain to help them realize that we can help them and all of that stuff that we do is Justified with the respect that we're actually going to be helping the prospect it's with their best interests in mind I think a lot of people don't like to to cause other people pain which is understandable but sometimes people need to

feel pain to realize they need to improve and people need to feel pain to be motivated to make decisions so it's like imagine if you had a personal trainer and your personal trainer was like oh yeah well we're not going to really do any tough exercises today because I don't want to make you uncomfortable I don't want to make you feel any pain you'd probably that personal trainer the same thing is true with a consultant or a sales person like you should want them to to put you in a situation where you're uncomfortable so that

you actually realize what's possible for yourself and you're motivated to get yourself out of that situation so just think about that it's powerful so as a salesperson you have a duty and I mean this I'm I'm dead serious that duty is to only help people you can truly help so I said this in a couple slides ago you only want to help people you can actually help if you talk to a business and you get the impression that you can't help them then let the call go you don't need to close every single call you

don't need to be this Maniac that whose entire life and mental well-being and Sanity is tied to his sales conversion rate you know it it doesn't you want a high sales conversion rate but not at the price of your integrity nothing should come above that if you think you can't help someone or can't improve on their current situation then don't tell them you can so for example if you're on the phone with someone who's working with a marketing agency and that marketing agency is getting them better results than you think you could get for them

then don't try and close them because if you do and they take you on and they fire their current marketing agency then you've actually lied to someone and you've made their situation worse and you might think yeah but I've made like two grand in the process dude there's that you you've just sold your integrity for $2,000 you've sold your reputation for $2,000 it's not worth it if you really want to if you want to sell people who are working with agencies at the moment then just have a better service than the agency they're currently working

with but if you don't think you can help someone then don't help them because it will do them and you more bad than good and if you do find someone you should help or can help then you should be ruthless in your pursuit of the close and if you are genuinely convinced you can help someone achieve their dreams do not give up on getting them on board this is crazy because what starts to happen on calls is it becomes very apparent to you very quickly whether or not you can help someone and if you know

that you can help someone and if you're genuinely convinced that you can actually improve the quality of their life and their situation and you can take responsibility for that and help them then you should do everything you can to get them to realize that and I've had it before where I've actually said to people and I can I I can I we've done this like I've used this in in action it's a sales sort of thing where I've said and I came up with this myself I don't know if it's used elsewhere but I've said

to people in in the objection handling phase like look John I'm in a position to improve the quality of your life and to help you achieve your goals and dreams I know I can do it and I know that the system and the processes that I have are capable of helping you get there now I'm aware that at this point in time you may not fully believe me but the confidence that I have in my ability to do that should be enough for you to make this decision to move forward with us because if I

don't get you on board here I'm not going to be able to sleep tonight because I genuinely think I can help you and for me to not tell you that and for me to just give up would be an awful thing to do because I can help you and when you say that with with just unwavering sincerity that person's going to buy from you now obviously you have to position it properly in the first place but my point here is that if if someone can clearly see that the reason you're on a call is to

actually help them out then it completely weakens their guard and they're 10 times more likely to buy from you this is interesting okay let me explain so sales is about helping people let go of any attachment you have to your conversion rates your commissions or your paychecks put all of your attention and attachment onto genuinely helping people and all all the good stuff will come naturally so good conversion rates High commissions and making money is all just a consequence of genuinely helping people so if you want to get those things then you should help people

out I've done this a lot with meditation recently this is another example um I've got some technology that basically gives me live feedback on my meditation so it sort of plays music and the louder the music is the worse it is like the meditation is um but how it works is you focus on your breath and when you focus on your breath for long enough you start to hear these little birds chirping and I started to like meditate for those birds because they're a good sign that you're doing well but the problem is that once

you start focusing on the birds you're no longer focusing on your breath and the breath is the focus on the breath is the thing that produces the birds so by focusing on the outcome or the consequence of focusing on my breath which was focusing on the birds I was no longer focusing on my breath so I stopped producing birds and then I got angry and it's the same thing in this situation and that might have been a weird analogy I apologize if that doesn't make much sense but it's the same thing in this situation if

you want to make money then put all of your attention on adding value to people's lives and the money will come money is a consequence of added value and if you just if you start a business purely with the intention of making yourself money you won't do very well but if you start a business and if you conduct every single sale call with the intention of helping people and helping them make more money then you in turn will make more money it's the way the world works but this this it's called hyper intention in Psychology

if you have hyper intention on a consequence of doing something and you're not doing the thing that produces the consequence then it's impossible to get it okay it's just it's just the way the world works and if you're scared of doing sales calls and if you're intimidated by them then instead of approaching them as sales calls just approach them as help calls or something like that like imagine that you're like a helpline for business owners seriously like when if I've got a sales call coming up and I'm like oh I don't want to do this

I'm kind of nervous about it I mean that doesn't really happen anymore but it used to I would just remind myself that the sole intention and purpose of this phone call is to see if I can help someone improve the quality of their situation and their life and then if I can just telling them I can that's all it is and by you know by focusing on conversion rates and commissions and and paychecks and money it becomes apparent to the proc ECT subconsciously most of the time that you don't really want to help them that

you just want their money so this is how this thing works honestly it's your moral obligation to focus on just helping them and and you'll find that just by helping them that you'll make loads of money far more money than than actually focusing on the money it's it's it's kind of weird like the way this thing works and your conversion rate is a byproduct of how much you care about the prospect let me repeat that your sales conversion rate is a byproduct of how much you care about your prospects because the more you care about

your prospects the more likely they are to buy from you Therefore your conversion rate is improved it's not a byproduct of how well you convert clients although it is technically the way how well you convert clients is dependent upon how willing you are to help them and how much you care about them and you should derive all of your sales satisfaction from your ability to help people out and taking responsibility for their situation if you can do this with genuine sincerity and if you can let go of your attachment to money and commissions and paychecks

and just put all of your attachment onto actually helping people improve the quality of their lives and you can do that with genuine sincerity and you can actually mean it you will never lose and you will make more money than anyone in your Niche to ever exist and it's a difficult thing to do because all humans and all creatures on this planet are driven by self-interest but as soon as you realize that what is within your best interest is basically in other people's then you're going to do quite well it's interesting to observe and you

want to keep this in check okay just because you can help someone doesn't give you an excuse to to lay off on this you must remain ruthless you must charge a solid price and you shouldn't waver on your offer or start making exceptions okay so if you talk to someone and you can help them but they haven't got the money for you to help them then you can't help them right because they can can't afford your help which means you can't help them we are selling for the fit so if the prospect needs our help

but doesn't fit our offer or model of doing so they'll have to find someone else an example of this with Imperium is people who want done for you Solutions we obviously deliver results using a program and if someone is adamant that they just want someone to do the work for them then we can't help them like we can help them in the respect that they can do this program and get awesome results but we can't help them if they're not willing to do the program so they have to be willing to help themselves if that

make sense and the last thing I want anyone to do here is just think that you have to go around offering massive discounts or doing [ __ ] for free like no we are business people and we still need to you know keep some intention on on money and and bottom line you know you can't just otherwise you might as well start a charity right you know you there's there's there's all sorts of extremes you can take this stuff to like I talk about helping people but at the same time you need to be business

savvy okay it's the 8020 principle you can't forget charging money and having a bottom line because otherwise you won't be successful in business and you won't be able to help more people so by charging a good amount of money you can actually grow your business and scale and help more and more and more people so charging money actually is a good thing and also if you charge if you don't charge money for something people are less likely to take it seriously they won't be as committed to their decision so it actually is believe it or

not within the prospect's best interest for them to pay you for your services so keep this in check don't go to one don't go to one extreme don't go from putting all of your attention on money and then on helping people and then go all the way to the other end where you're just helping people and basically running a charity like you want to be somewhere around like the middle you want to have a huge emphasis on helping people but you also want to still care about making money because otherwise well there's not much point

and this is the other thing diagnose before the close this is another moral obligation you have when entering a sales call forget all about the clothes now this might sound counterintuitive like why the hell would I forget about the clothes if it's the end result but if you put all of your attention onto the clothes it's once again it's hyper intention like it just won't happen like if you put so much intention onto one specific thing and you try so hard to get it then it's not going to work don't think about the clothes until

later your first mission for the first part of the call is just to clearly diagnose the prospect to see if you can help them never ever forget this okay it actually makes sales calls so much easier as the prospect will forget that you're selling to them and they will realize that you genuinely have their best interest at heart and I've highlighted this in in bold because really the the secret to having people open up to you and the secret to positioning yourself and to get into the point where you can actually close people ethically is

just to start off by genuinely having their best interest at heart don't view the sales call as a sales call to begin with view it as an opportunity to diagnose a problem in someone's business and potentially solve it for good and you can only do that if you actually care about them and have their best interest at heart so that's moral obligation in sales really important stuff don't forget it let's move on to the next thing so now let's talk about how we structure our sales calls because one of the main issues that I see

new agencies mostly or S agency owners is just having some damn structure to their call like they just see Sals as this chaotic thing where you need to they know they need to have some sort of conversation with the prospect they know need to they know need to ask them questions they know they need to close the Prospect and Pitch them but there's no tangible discourse or reliable structure to this thing and they end up just flopping every sales C and it's not repeatable now in the next video when we talk about our playbook for

conversion we're going to give you a system really because a script is just a system and we're going to give you the script in the system and it's just a reliable predictable way of consistently closing new clients and it's repeatable you can use it for pretty much every single client you have and every Prospect you have and it just sort of brings order to just the chaos of not knowing how to sell and if you don't have a structure if you don't have a reliable step-by-step process then you don't have a system and what that

means is you can Outsource it I see this a lot with agency owners they get decent sales in their own special way they don't have a script they don't have a a system and then they want to outso sales and then they can't because their system is tied up in their brain and they can't really articulate it because they've never taken the time to and they don't they haven't recorded their calls so they can't even remember what the past calls have been like so they don't have a structure right so we need some structure in

our calls so we have five steps to the call really like every single deal that you close is pretty much going to happen in a step-by-step process and you can just observe these steps like all of the sales calls that we've done all the recordings we have 90% of them just happen in this sort of step-by-step manner so step number one is what I call a line of questioning and this is where we ask the prospect a series of questions about their business their current situation their problems and where they want to be and how

that would make them feel and we ask them these questions it's like a bit of an interrogation it truly is sometimes I break the ice and say hey John I'm going to ask you some questions if it feels like a bit of an interrogation I apologize but I just want to be thorough okay and he's like that's fine Charlie ask me away but we have this line of questioning and this can typically take anywhere between 20 to 40 minutes depending upon how long the prospect talks for and it's important we start with questions because it's

the only way for us to gauge whether or not we can truly help someone and I've seen it before where people try and do sales calls and they they start asking questions and then the prospect asks them a question and then they answer the question and then before you know it the prospect's asking you loer questions and then you've pitched your product without even meaning to and then it's chaos so we start off with a firm strict line of questioning and if the prospect tries to stray away from our agenda then we just say awesome

question John I've made a note of it and I will answer it at the end after I've had a chance to explore your business in a little bit more depth is that okay yes awesome okay next question is this that's the first thing we do we have a strict line of questioning that we stick to every single time to diagnose the problem to see if we can help and then if we actually can help if we ask line of questioning and we truly believe that we can actually assist the product or sorry if we believe

that our product can truly assist the person we're selling to then we pitch them okay so we ask them questions and then we get to the point where we are happy that we can help them to which point we say okay John I'm pretty sure I can help you out here is it okay if I just share a bit about what we do and then John says yes of course and then you go away with your pitch and you reel it off and after you've pitched then what happens is is the prospect will start asking

you questions so at this point the table will sort of turn a little bit and you'll have this sort of Q&A with the prospect where they'll ask you information about your product and you'll just be silent and you'll answer their question and then you'll shut up and then they'll ask another question and then you'll be quiet and then they'll ask another question and then you'll be quiet and eventually it'll get to the point where they basically close themselves because you could probably talk about your product you you could pitch your product for about 3 hours

with all the intricacies of everything that you offer and all the small details but really you want to keep your pitch high level and then just let the prospect pull the information that they need away from it so they have a perfect understanding of how the product works and more importantly how it will work for them and you do that by letting them ask questions until they exhaust their questions and then you move forward and then what you do one of the questions they have will be around price you use price and you use that

and you leverage that to close them and then you have to conquer their objections so you have to accept the jections are going to be present in pretty much every Sal call that you do some will be stronger than others some will be rooted in more confidence than others some are going to seem pretty ugly and difficult to overcome but it's unavoidable and we have to learn how to deal with it so after we answer their questions and basically ask for the close they're going to have an objection or two that we need to overcome

and we conquer the objections and then we move back towards the close again so usually what happens on most calls is we ask them questions then if we think we can help we pitch them then the prospect ask us some questions and then we try and close them after them asking those questions and then they have an objection or two and then we conquer those objections and we move back towards the close and that's really the process it's just five simple steps okay and that's how it works and these calls typically run for 45 to

60 minutes and we are aiming for a one call close when conducting them we want to get prospects closed in these five steps if we think we can help them okay I call this the one call Rule and generally speaking we want to get the prospect closed on one call I'm not going to explore this topic in too much depth now because I'm going to explain why we do this in later videos and also how to do it of course it's important you understand how that works um but I just want you to know that

it's entirely possible to close High ticket Consulting and marketing retainer deals on one call it's actually quite easy once you have the right system and the right framework and confidence it's entirely possible you know like with North flow we were selling like six grand Consulting deals on 45 minute phone calls with no previous Rapport or anything like that it was just sort of done and dusted and it's possible to do and if you think it's not and if you doubt that then just look at that belief and look at why it exists because if you

don't if you haven't done any sales calls before then you're probably not in a very good position to make judgments and form opinions around what's possible in sales and I'm not not saying that to to bash your ego but it's the truth people have all these opinions about all sorts of stuff they know nothing about and the only reason they have those opinions is usually because their brain's trying to avoid the pain of actually doing the thing you know it takes a lot of balls and you have to be a bold person to try and

close people on One Call and you got you've got to grow those balls metaphorically of course and you've got to sort of be bold and that's a difficult thing to do to some people people or for some people initially because it's you know it sort of makes you vulnerable but when you realize that not being bold makes you more vulnerable than being bold then well you're going to be bold that's how way it works and no more [ __ ] proposals I don't want anyone sending out proposals in this damn training program I don't want

anyone emailing prospects with PDFs around their services and all that crap no the only PDF you should be sending a contra the only PDF you should be sending a prospect is the contract they're going to sign after you've closed them you know it's the same thing with contracts as well like we just get clients on board we're honest with with the way we deliver everything and then we send them a contract after they've paid like we get their credit card details on the phone we get them closed they're on board as a client they P

they've made the payment to us it's gone through and then we send them the contract for them to sign and most people are fine with that because what they find in the contract is identical to what we've already told them on the call and we give them all relevant information they need to make the decision mostly around the guarantee and the price and then we just send them a document that confirms what we've already told them and nobody ever has a problem with that ever I don't think we've ever had someone email back and say

I don't agree with this I've already paid it's just not how it works so you don't have to send proposals you don't have to schedule all these follow-up calls unless you're doing organic it's slightly different but nonetheless you want to be as ruthless as possible don't use it as an excuse you should always be going for the one cool close um even if you're doing organic calls it's still possible to do it it's just a little bit trickier so you should just rise to the occasion instead so now that we've talked about the one cool

rule let's talk about some important things to remember so here's some important things to remember about sales the first point is that Mastery takes a lifetime you can consume this training module in a few hours but true Mastery will take a lifetime of practice and memorization okay this what I'm going to teach you over the course of this module is enough information for you to master sales I mean that I'm going to equip you with everything you need to know to get to Seven figures in sales this module is called seven figure sales strategies and

the stuff that I teach you in this training video will get you to seven figures and I know it will because it's helped me do that right so it's it's not I'm not leaving anything out like you can Master sales with the content of this training module but Mastery takes a lifetime you have to apply time to this equation you're going to have to constantly revisit this train module and always work your way back through and I can guarantee that you've probably already forgotten what I said in the first 10 minutes of this training video

so what you want to do is just start going work through this module and just revisit it every single week for a year and just think about that if you Revisited this training 50 times and you went through every video 50 times what I tell you in these videos the beliefs that we try to convey and the strategies we use would become part of your bloodstream you know they would just ingrain themselves into you and you would become the module this is I've done this before with previous training programs that Bo and I have done

um there's some mindset training that we've done before and I revisit that mindset training every week every single week no sorry not every single week that's a complete lie every single month okay every single month I revisit it every month it would take a take too much of my time I did it every week but I revisit it every month um as often as I can and um and by doing that I'm just constantly reminded because we need to be reminded more than we need to be taught so if I forget the mind because the

mindset for me is the most powerful part of everything like I have the strategies it's just remembering to use them or Having the courage to use them or having the discipline to use them and if I can't keep my mindset straight then everything falls apart so I don't want to forget the mindset stuff the same thing with the sales stuff I don't want to forget the key strategies that I use and by teaching them to you I'm reinforcing them deeply like the best way to learn is to teach your um but Mastery takes a lifetime

so you can consume this training in a few hours but you must continuously ruthlessly relentlessly come back and visit it again and try it again and again and another thing to remember is that my first sales calls were hilariously cringy right I've done over a thousand sales calls at this point and the only reason I get the results I do is because I stuck it out and didn't stop doing them so if I went back and listened to my first couple of s's calls I would I would cringe to the to the core of my

existence I'd want to be swallowed up by the Earth and and never to be seen again it was terrible like I didn't know what I was doing it was weird I was just it was alien to me and I might as well have been speaking Mandarin I don't know how Mandarin works I don't speak Mandarin but I might as well have been trying to talk to someone in Mandarin I had no idea what I was doing no idea how to sell and the the client knew that and it was it was just cringey even thinking

about it now you know I'm like oh God makes me comfortable but I sort of realize that it's just like anything like if you just start doing something and you're new to it then you're probably going to suck at it for a while like take ice skating for example I know I have these strange metaphors in here but if you've never been ice skating before and then you go ice skating you're not going to be good at ice skating it's just not going to work you're going to get on the ring you're going to your

knees are going to be wobbling you're going to be clinging onto the barrier for dear life and just going to be petrified of skating out into the middle you know it's the same thing with sales calls right don't compare where you're at to where I'm at you know on on the ice rink I might be that that guy that keeps showing off in the middle doing random twists and TS and and back flips although I'm not sure if it's possible to do a back flip on a on an ice rink but you'll get to that

point in the middle but you have to find your feet first and if you went back and watched a video of you first ice skating having done a thousand hours of I skating you'd probably cringe and the same thing applies to sales so don't be hard on yourself and it's really important to remember this because you've got to come to terms with the fact that you might be new to this and even if you've already done a few hundred sales calls using our techniques might be slightly different as well so just remember that and the

next thing is that this module gives you everything okay all you will need to sell like a hero can be found in this module that's it after that all it takes is practice so you when you go through this module this seven figure sales strategy training I can say with just raw conviction that you have everything you need to get to multi6 or seven figures in your agency with funnels um sorry with sales right in regards to having a Sal system and if you've been through all the other modules then well you have everything you

need um but all you need to sell well can be found here and if if you don't get the results then you're just not doing the work I'm assuming because I know this stuff works I've used it myself and if you haven't if you're not if you're trying to sell and it's not working for you then it's probably just because you've given up or you haven't listened properly um you haven't practiced enough so my point there is responsibility is absolutely Paramount to your success like I want to take as much responsibility as I can for

your success but ultimately the only person that decides whether or not you do well is yourself so right now I want you just to mentally commit to just smashing this thing out of the park in fact get a piece get a pen and a piece of paper right now and just write on it I am going to master sales I am going to master sales and just completely ingrain it into your mind because if you're not there now if you're not a master of sales at the moment that's fine but you will be if you

follow the training and you keep doing the work it's kind of impossible for it not to happen if you just stick at it and if you have enough grit and emotional willpower and discipline to get the damn thing done and the last Point continue to revisit this training I still go back to the Core lessons I've learned once per week now I know I said once per month but there's some cool things that I read again and again and again every single week in fact I have affirmations that I read every single morning around sales

and objection handling because I don't want to forget them um but the best students in this program are those who constantly revisit this module and the training it provides people need to be reminded more than they need to be taught and you must remember this and yes I intended that pun to be there so let's um let's move on okay important things to remember record your calls to get really good record your sales calls and listen back to them to optimize and improve your script and process so I record pretty much every single one of

my calls I don't share the recordings with anyone else um I I just you know it's just if it's me and the prospect on the call I'm the only person that's going to listen back to that call so it's fine but the the record your call recordings are like gold dust they are the most important thing to you being successful really because it's just once you've got a script in a process the only thing you have to do is optimize it and improve it and the easiest way to do that is to listen to Reliable

feedback and there's nothing more reliable than your existing sales calls and I don't care if you hate the sound of your own voice if you want to succeed then you should do it your love for Success should outweigh your hatred for your own voice or whatever okay it's important and the script we've provided in this module is just the result of thousands of calls testing and Improvement you know the the foundations we're building on here are are tested against thousands and thousands of sales calls okay the people that I've learned from have done thousands and

thousands of sales calls I've taken it and done thousands and thousands of sales calls and they've stood the test of time now the next one is to pair up with others so use the Facebook group to find fellow agency owners who you can train with and partner up with them so you can start doing some role play this is cool because we've got a cool community in the Facebook group depending upon when you're coming on board uh should be quite big and you can you can get some role play in like there's there's no better

sort of practice than the real thing of course like do not like I say here do not use this as an excuse to put off real sales calls like there's no there's no better practice for sales calls than doing sales calls but when I was getting started I would just do role play with as many people as I could and we'd have this this fun little game we'd play where we'd be like right let's do a role play 45 minute call Select your difficulty and then you've got like easy hard and Veteran or whatever and

easy would mean that the prospect would give you like long answers they'd be more agreeable their objections wouldn't be as Fierce and then you've got like veteran mode where they're just they're the worst sort of prospect you could ask for and I like those prospects now I I I thoroughly enjoy difficult sales situations I I live for it but you can sort of play around with this and roleplay with people and just get comfortable with the script get comfortable with the objection handling really if you want to roleplay something specific just roleplay objection hand Ling

because objection handling is really where most people mess up and it's really where most sales calls are lost like you can you can get to the point where you're pitching people like that's not particularly difficult but the thing that really trips people up is the objection handling and that's why we've got a whole two-part video series dedicated to it in this module um but like I said don't use role play as an excuse to put off real calls and the last thing to remember is this you are malleable now the word malleable means changeable right

your personality your sense of self who you are is destined to change the only thing constant is change if you think you're bad at sales well I want you to answer me this how many sales calls have you done like it's probably not many like if if you think oh I'm not going to be good at sales I can't sell I'm crap at sales well tell me how many calls you've done what like five well no wonder you're bad at sales of course you're bad at sales and that's fine like because anyone who's done five

calls will be bad at sales and the only reason you're bad at sales is because you haven't done any sales calls and the only reason you haven't done any sales calls is because you think you're bad at sales break this belief and sit back and watch the wonderful transformation you will make so if you think that you're not good at sales then you're not going to be good at sales so all you have to do is break that belief down and realize that it's not actually true like it's really just a decision like whether or

not you're good at something or not is just deciding that you're good at it and then working at it like it doesn't matter what is true only what you believe is true because if you actually apply yourself and do the work then what you believe to be true will happen and you will manifest it into existence that might sound a bit philosophical but honestly it's the way the world works so the main thing that's going to get in the way of you getting what you want is just your belief around sales and then this transcends

itself into Outreach as well because if you think you're bad at sales then you're going to purposely and perhaps subconsciously mess up your Outreach because you don't want sales calls because you think they're painful and difficult to do so we've got to we really got to root these problems out okay and really the root cause of most of our problems in in a life is because we just have shitty beliefs that hold us back so realize you're malleable realize you can change yourself and realize that if you think you're bad at sales it's just because

you are believing that you are and you haven't done enough sales calls to really warrant that belief I'm good at sales there's other people that are good at sales then there's people that are bad at sales the only thing that separates us is a the level of calls we've done the amount of calls we've done and B our belief that we're actually quite good and really your confidence will become your sorry your competence will become your confidence and vice versa so that's how it works okay so let's get down to business uh this video has

basically been sales bedrock and I hope I've done a good job in laying foundations um questionable metaphor here and there of course as per usual but I hope it's been helpful and I really hope I've opened up your eyes to what's possible with sales and why it's important to understand this stuff do not forget this thing here let me show you again look at this take a good look at it pause the slide screenshot it print it off get a tattoo of it I don't care just remember it however best you can because if you

forget this then you're basically forgetting to grow your business okay so once again you need to be reminded more than you need to be taught so revisit this video as many times as you can that make sense and just keep coming back to this stuff and I promise you every time you do you'll probably pick up on something new because your your ability is a dynamic and you're going to change and you're going to improve and you'll be able to apply this sort of thing at different levels of existence and reality so that's everything for

this video we've talked about the founding principle of sales we've talked about common misconceptions and we've bu Ed some serious myths we've talked about your moral obligation in sales we've talked about the structure of our sales calls we've talked about the one call Rule and also some important things to remember the key one being this you're malleable you can change and it's going to happen if you do the work and now that you've been through this video I can confidently say that I've done everything that I can to prepare you for what you're about to

learn so I'm so excited I'll see you in the next video talk to you soon today's Hot Topic is pricing how much should you actually charge your services what makes sense what will sell today I'm going to tell you exactly what to charge I'm going to tell you what I would charge if I was starting an agency and I'm really excited my name is Charlie I've built and scale two companies marketing agency to seven figures and a coaching business to multi figures we are well on our way to eight figures which is really exciting this

channel is basically to document my journey and what I'm learning along the way but more importantly it's to help you guys make client acquisition easy I believe that CLI acquisition should be easy for everyone that deserves it to be and you probably do deserve that so without further Ado let's hop into my computer and discuss the wonderful world of pricing all right wonderful world of price so first of all we can draw a line here um and this line can denote two extremes right here we've got high ticket and here we've got low ticket right

so high ticket is if if we're talking in terms of like we're talking in terms of monthly retainers and we also talk in terms of like onetime payments right so for me a high ticket retainer is anything north of 2K month month and a high ticket sort of course is going to be anything north of 4K now if we're looking at low ticket on the lower end obviously like a low ticket you know retainer is going to be let's say anything around $200 a month right that's sort of where low ticket is going to sort

of start anything below that is just there's no there's no point unless it's a SAS right but then if we look at low ticket from a course perspective this could be something like $500 now this is subjective to my experience people are going to disagree with this and you know you might think the low ticket is less or more but I don't really care right I don't care but let's look at it from this perspective first of all right you have to sort of Base your price around a couple of things um V and P

right so V is the value right that you actually provide and P is the Prospect and what they can actually afford now funnily enough it's very rare that you're limited by what the prospect can afford right because I'm here to tell you that you know if you're selling something that can truly solve a really painful problem for someone they will find the money to buy it right if I came to you and you had no money right now and I said to you look I'm going to sell you a lottery ticket it's $100 I don't

care the lottery ticket is $3,000 but if you buy it you know in in 7 days you can cash it in for a million dollars in cash and it's verified by the US government and you know blah blah blah like that person will dance they will find $3,000 to buy that thing and it's no different to how you want to look at your offer and your service if you're solving a problem that truly is painful enough people will find the [ __ ] money even if you don't think they have it right so that's the

first thing the main thing here really is value because it's it usually just comes down to you and I'm going to sort of explain why in in a second here so here's how I look at this because people ask me all the time Charlie what do you think of my pricing Charlie how much do you think I should charge Charlie like is this enough or I'm charging too much it all comes down to you right so pricing decision is is a conversion decision right basically what I'm trying to say is that if you don't believe

that the price you charge represents the value of what you charge right if you believe that the price exceeds the value if there's a discrepancy right then you're not going to sell and this is a really important lesson in critical thinking for anyone starting an agency so everyone starts out and they think they're going to charge $1,000 a month in retainers right however when you look at them or when they look at themselves in the mirror they have a [ __ ] service they have no experience they have no case studies they have no confidence

and they go into sales calls petrified out of their mind because they think they need to charge a $ a month if you want to scale an agency and grow an agency and really build something you need to charge north of $1,000 a month I'm telling you you need to charge two grand a month three grand a month 4 grand a month whatever right 1,500 a month you can only charge what you're comfortable selling like people like this is the key lesson in sales is that people are only going to buy from you what they

have confidence in and what they have confidence in is directly related to what you have confidence in so if you're selling a service and you're thinking I don't know if I can deliver results or not but you're then asking for a grand a month or two grand a month month if you fundamentally believe that that is a ripoff and that you'll potentially even feel like you're scamming the person you will never close so I see people putting all this pressure on themselves starting out with no experience they have no idea what they're doing they don't

know they hire some dodgy media buyer from bloody Bangladesh nothing against Bangladesh but they hire a dodgy media buyer that has no idea what they're doing and then the agency own is like yeah so it's like three grand a month if that's all right maybe perhaps somehow like it's it's a huge problem so when you're starting there's nothing wrong with charging less or charging on a performance basis right with like a small setup fee because you can you will only ever people will only ever buy what you have conviction in and your conviction a lot

of the time is going to come down to the price and so the way that I like to price my stuff is I look at the value right and what it provides and then I try to quantify that value in terms of what that actually would mean to someone in financial terms and then off the back of that quantification I'm then able to deduce a price um there's no specific like tangible framework you can use cuz it's always going to be Case by case but the main point of this video is to argue the point

that you're not going to sell what you don't believe is worthwhile right and so if you're wondering yourself here like should I be here or should I be here it's all going to come down to where you feel you should be right because if you feel like you're worth this then you kind of have no choice but to charge at this point and I'm telling you if you want to raise your prices you have to raise your value first so there's a lag between value and price so if you want to charge more right you

have to give more but in order to give more you need to First learn how to give that give it and then start charging more once you know that you're actually worthwhile this is the thing about price is this the thing that people just miss is like they isolate price and they don't look at Value you need to look at these things like a figure of eight they are deeply interrelated and there is some sort of business umbilical cord that connects these two things and if you're on a sales call and you're asking for two

grand a month right but fundamentally you don't believe it's worth that nobody will buy from you right except from someone who might have a problem with their brain right um and I'm telling you you don't want clients with brain problems they're not very good clients but it's an important lesson so if if you're starting and you're new and you're wondering what you should charge I can tell you that you you you know if you're feeling all this pressure on sales calls and if you're feeling terrified and you feel like you can't deliver and you feel

like you know like oh two grand month is way too expensive like if you feel like your price is too expensive for what you're selling then what do you think people you're trying to sell to are going to feel like say is a transfer of emotion that's what Jordan bort said for all of his wonderful virtue right lack thereof but it's true if you're going into a sales cor feeling this horrible sense of emotion and pressure because you feel like you're charging too much then your prospects will pick that up and naturally feel like you're

charging too much so if you want to know what to charge you have to look no further than what you believe you're worth and what this means is that if you want to make more money ultimately you have to become worth more while now there's an exception to this if you're a mackelli and malevolent person that has no problem charging a lot of money for [ __ ] Services which a lot of people do in this day and age then this video doesn't apply to you but I'm making this video on the assumption that you've

actually you know got some character and you're a good person you want to make sure you're delivering proper value to businesses and that's how it works so like when I set prices for my services I'm looking at the value and I'm asking myself like does like even if I'm charging this does the value massively exceed the price and if it does that's where sales conviction comes from and that's where conversions come from and also if you feel like you're adding way more value than you are charging in price then you're way more motivated to do

Outreach and you're way more motivated to book appointments and to be consistent with that an example of this is these YouTube videos right so I've made three YouTube videos basically every week for the last like 18 months and the reason I've been so consistent obviously these videos act as a funnel towards my funnel right for [ __ ] transparency I'm a business person I'm trying to sell something right you know behind all the you know crap you know me saying oh I want a mission to do this like ultimately like I do want to help

people but also I make these videos to make money because it's what I do right for transparency I'm not going to lie to you right but the point is that like I'm so consistent with these videos because I know that anyone that buys our product is going to find our experiences significantly better than what they thought it would be in spite of the price that we charge and so like if you can you know get this value to price discrepancy where you've got way more value than price then you're going to be way more consistent

with all of your efforts to attract clients and make more money so that's the answer there's no definitive like set in stone price cuz I could tell you the best price price to charge is two grand but if you're not worth two grand you won't get clients this is a key lesson in critical thinking it's so contextualized it's so dependent and it's such a non-binary thing that you know like if you feel like you're worth five grand a month and you genuinely know that if you someone works with you five grand a month is a

very fair price and a good price for them to pay and you firmly believe that and you know it to be true and you really do deep down believe that then you can charge five grand a month like I said it's very very rare for the market or the prospect to limit what you can charge the thing that will limit what you can charge is the value you provide because the less value the less conviction and conviction is the thing that determines sales and conversions so just some food for thought I wanted to sort of

share this video with you because a lot of people struggle with thinking about price and if you think about it in the right way you'll recognize that if you want to charge more you just have to increase your value it's not about getting better at sales so people think that when they start increasing their prices they have to get better at convert like sales it's not it's about increasing your conviction because if you increase your conviction you naturally increase your conversion and you can only increase your conviction by charging less than you feel like you're

providing in value all right so that's everything for this video I hope you enjoyed it and I'll see you in the next one cheers okay so here we are inside of the laptop now if you want this Google doc um I will make it available to you later on in the video um so if you want to get your hands on it just watch and I'll explain how to get it later so the first thing you have to understand about this is I'm going to walk you through the exact script the pitch the process that

helped me sign over 350 clients but before I explain this pitch there are some things I need you to actually understand okay and the first thing you need to understand is this thing that we called the Gap understand when you get onto a sales call every single person that you're talking to has two states of mind they have their current situation and their desired situation and between these two states is something called The Gap and if you don't understand the Gap you can't sell properly so let me explain so with a sale call you have

three priorities okay priority number one is it's not even to to close them right it's not even to to close them or qualify them or any of these fancy terms and you know sales jargon words that you know these these sales gurus use to convince you know that we're talking about right what you're doing here at the start is clearly understanding and defining the prospect current situation this is priority number one is throughout your questioning is understanding where is this person at and really Define a clearcut state the second thing is to clearly understand and

Define their desired situation okay so the our first two priorities on a sales call are not to close or ABC always be closing or qualifying or Discovery what we're doing is we're trying to understand where are you right now and where do you want to be because once we have these two states we have pain and pleasure to work with and what I mean by this is people's current situations are typically quite painful and you're probably aware of this right now let's say for example that you are struggling to book appointments and get clients that

is your current situation your current situation is a couple of clients but no predictable way of acquiring new ones it's chaos it's a mess it makes you nervous it keeps you up at night you get emotional it's like you it's stressful right but then you have a desired situation which could be $10,000 a month and that's when you've got a consistent amount of appointments coming in without you having to do any work and there's a massive contrast between these two states and what you're trying to do as a salesperson is build pain I'm going to

let that I'm going to say that again what you're trying to do as a salesperson is build pain and what we cannot do is inflict pain on the prospect emotionally all we can do is amplify pain that already exists and how do we do that we do it by fleshing out and clearly helping them and you understand and Define where they're currently at and then we contrast that and mirror it against where they could be if the problem they had their current situation was solved this is the art of sales and this is how Masters

true Masters will sell and one and two serve the purpose of building the Gap because if someone's going to buy from you they need to perceive value and value is created or perceived when pain is alleviated and so someone buys something because they believe it's going to help them remove pain from their life and so the more pain you can build on the sales core the more value you can supposedly release so I'm going to give you the questions I'm going to give you the exact script I'm I'm going to walk you through how I

pitch people I'm going to give you everything but if you don't understand this premise you're not going to be able to close people priority number three once you've established one and two is lend to position your offer your product whatever it is you're selling your service as a bridge between the two states so you you are selling a bridge essentially okay it's priority number three if you want to become an incredible salesperson never ever ever ever ever forget this great salese do not sell products or Services they sell outcomes you're selling a future state that

is achieved as a result of doing or using the product or service you don't sell marketing services or Facebook ads you sell desire hope and a dream you sell pain alleviation you don't sell products you sell future states that people want to achieve it's so imperative that you get this into your brain early on in your sales career because this was this was the initial conditions that I had with through my sales training um and I went on to do like 2,500 or 3,000 sales calls with an average 40% conversion rate in my sales 10

year and the reason I was able to to have that is because I understood this now I also want to give you an ethical use warning here not that I don't trust people but this video contains the exact words that I used the exact line of question that I used to to conduct 2,500 sales calls enclosed between 750 to 1,000 clients in the wrong hands it can be dangerous and can cause some trouble now I don't want to get all Tony Stark or Spider-Man on you but genuinely I mean this with power does come an

actual responsibility okay this process can be used to sell anything I implore you use it ethically and honestly please only use this process if you genuinely believe you can help someone I'm going to give you the words I'm going to give you exactly like what to say when to say it and how to say it and by giving a lot of people that I'm aware that a lot of people are going to do bad with it so please don't okay so let's get into some best practices and a couple of bits of pieces that you

need to understand before we go through the script these are pretty self-explanatory but the first thing you need is a quiet room so when you're conducting your sales call I do them in a quiet room where you will not be disturbed no barking dogs no screaming kids no beeping no Road works just somewhere you can actually focus and truly listen because this is the Cornerstone to sales is truly listening to the person what are they actually saying through their words through their tone camera off turn your camera off this is contrary to most sales advice

I conducted every single one with a very few exceptions right most of my sales calls without a camera and all eight of my sales reps at the moment conduct calls without a camera when your camera is on you cannot focus solely on your prospects and their problems everyone who just SES these days will tell you to turn the camera on because it builds trust I turn it off because I believe it builds distraction and I find it relatively easy to build trust just through my voice if you have your camera on you can't really focus

because you're seeing yourself if that makes sense a lot of people would disagree with me on this like a lot but what I can tell you is like my entire sales team do goes camera off I go camera off and like that's how I learned to sell um I think it works better notepad have a pen and paper to take some notes don't type it's noisy and distraction for the prospect write down everything you feel is important pretty simple no emotion this is a big one so before your sales calls you need to release any

emotions you have around like the previous day or the previous week or the previous hour it's imperative that you treat each call as a new Fresh Start how the previous call went will have no real reflection on how the next call goes unless you carry your emotions over so you want to be in a calm tranquil State I know meditation whatever makes you calm right but don't bring any emotional baggage into that call because if you've got a good product and you can truly change lives you should not be letting your emotions interfere with that

now a couple of weapons of mass conversion for you there's a couple of things that I want you to use two of them tools that I've used to close 10 to20 million in in in like lifetime value and the first one is silenced everyone thinks that sales is about talking and they think that it's about like you know bullying the prospect into buying and you know being this sort of like you know over articulated Vose person that just talks and talks and talks and talks until someone buys that is not the way to do it

at least not professionally okay maybe if you're selling a car it's different but silence is by far the most potent weapon you can use it's very simple because when you ask a prospect a question you just need to shut up do not talk over people do not button or interfere with their sentences regardless of how muddled they are when you ask a question just shut up let them finish speaking give them a couple of seconds of silence and then ask your next question most people are incredibly uncomfortable with silence and when we allow for the

prospects silence when we let them you know when we shut up and let them speak they will talk and the more they talk the more leverage we have okay the more they talk the the further we understand the current situation the further we understand the desire situation and the more leverage we have to bridge this Gap with our service or product you will notice that if you give your prospects a couple of seconds of Silence after their answer they will start filling that Silence with more information if the prospect gives you an unsatisfactory response just

stay quiet until they know more until they tell you more you know let's say for example you ask them on on the sales call hey what marketing are you doing right now if they say um I don't really know then what you want to do is you just want to stay silent because they haven't really answered your question silence also makes the prospect wor their answer isn't good enough you so I could talk about this for like a whole hour but I'm not going to do that because you're smart and you should be able to

get the point if you say to someone like how much money are you making right now and they say oh we're doing right just stay silent the sales call is about the Prospect and it's about having quality information on them that you can later on use to secure a cloth and the more The person talks the more leverage the more Weaponry the more the more you have in your Arsenal so to speak to actually get the deal done and not only that but the more silent you are the more the person feels listened to to

and the more they open up to you and the more they open up to you the more information you have it it all comes back to this like you know just building as much information as possible and it also is a way of you know just indicating and displaying professionalism and expertise just shut up basically so the second thing is to let them sweat this is another thing about sales cuz some people are just so really don't get it man I explained earlier how the main premise for sales is pain alleviation you want to put

the prospect in as much pain as you possibly can through asking the right questions because people bu to remove pain that the entire basically the first principle of The Human Condition is pain avoidance okay it's the simplest idea in Psychology that I think it was discovered probably by Freud it was probably rooted in Yung everything's rooted in Yung but everything's pain avoidance okay so what you want to do is do what I say Do What I Call sorry letting them sweat so we are going to be asking the prospects difficult questions about their problems pains

and desires when we do this we naturally dredge out negative emotions and anxiety in the prospect's mind it is this pain that will motivate them to buy from us do not solve this pain do not coach and do not for God's sake start adding value we need the prospects to sweat and sit in the weight of the gravity of their situation and their Agony you are not on the call to solve their problem coach them will make the P pain go away so here's the prime example of this is imagine you are do you a

doctor so imagine being a doctor conducting a consultation with someone with heart disease and you find out on a consultation like [ __ ] you got heart disease you're not going to tell them to not worry about it is this will get the patient to calm down and decide to do anything about it pain is a motivator right and what a lot of people do on these sales Calles is they think they need to add value don't add value don't coach don't try to solve the problem don't tell them it's going to be okay imagine

you are a doctor with a patient that has a terminal illness you're not going to you might Comfort them slightly but you're not going to to tell them oh don't worry about it it's going to be fine you're going to be fine like you need the P the doctor needs that patient to feel some real terror because by feeling that real terror the person's actually going to do something about it so you have to think like a doctor here in the sense but also like stop trying to coach people ask questions and that's it if

I say to you if I'm if I'm selling easy growth and I say to you how many appointments are you booking right now and you say ah not really any I really hate like yeah I'm going to keep I'm going to keep some silence and cuz obviously you're you're trying to finish a thought and then you'd say like yeah I just it's really like I'm really struggling with it like it's I'm just finding it super difficult and like it really demotivates me and like you know I've put like three appointments in the last like month

and like I don't I'm just really worried about it I'm not going to come in and say hey man don't worry cuz we're going to S we're going to fix this you like you really haven't got to worry about anything like you know this is going to be fine no I'm just going to say okay and then move on to the next question because you need to feel it and as soon as you stop feeling it you you know you strip yourself of the motivation to buy so pain is the primary reason someone will purchase

so don't try to alleviate it and for those of you that are thinking well this sounds Mack Val and this sounds like you're manipulating people it's not really because if you've genuinely got the best interests at heart and you actually believe you can help them and change their life um then it's perfectly just now let's get into the nuts and bolts of the process I've defined seven clear stages of a sales call so if you're new to or if you've been doing this for some time but you're still not you haven't got a huge amount

of clarity on how to conduct sales calls I want to start by giving you seven clearly defined stages so you know like how the hell do I actually structure these calls how long should they take what are the steps that I need to take someone through to convert them so let's get into it so step number one is the introduction this is just very quickly chatting to the prospect before getting straight into the questions I mean it when I say this should be like 30 seconds long okay I am not one to build rapport and

ask someone how the weather is and ask them about their favorite football team so I do not bother with any of that once the introduction is done and we're into the you know the nuts and bolts I start by asking questions and I'm going to show the questions that I ask in a bit but when you're asking questions you want to ask the prospect questions that a demonstrate expertise you also want to ask ones that determine a fit determine if they're a fit for your offer build a problem build pain and emotion clarify current and

desire situation and contrast current desire situation so all the questions you ask should be a vehicle for for one of these points because one of the easiest ways to demonstrate expertise and build trust with someone is knowing the right questions to ask them for example if I'm on a call with anytime with Anytime Fitness franchise I used to I used to sell marketing to gyms used to be like what I did it was it was the first agency I had if I was on a call with an Anytime Fitness franchise um from the states or

from America um I could ask them the question along the lines of like so in inside of the franchise are you set in the group training package that's mandated by the franchise or do you prefer to do your own thing that that question there demonstrates a level of expertise that is very deep because the person is suddenly like oh my God this this guy knows like he knows that I have like the franchise is rolling out this mandate for this group training style but a lot of the time I don't want to do it so

I don't so some of them will be like oh yeah I do or some will be like I don't and then a lot of the time they'll be like how the hell do you know that and also like you know for example if if if I'm working with a CrossFit gym I can start talking about the owner of like the CrossFit franchise cuz he can be quite tyrannical and some people don't like him or I could say like okay and so all of the coaches you've got I'm assuming they're all level two trained right it

doesn't doesn't even like a it's not even really a sales question but it's just demonstrating expertise and building that perception like this guy knows what the hell he's talking about because if he wasn't an expert he wouldn't know these things he wouldn't know to ask these questions and a lot of people will judge you on your your approach and they will judge you on the professionalism and the understanding that you have in your nation the other the other second reason we're using our questions is to determine if there are fit for the offer this is

the main thing like if you come into the call looking to close them you won't close the deal but if you come into the call looking to diagnose them to see if they're a fit like you're genuinely just there to explore whether or not you can help them that's where it comes down to it a lot of people get terrified to make sales calls and they get really nervous and frightened and stressed and the reason behind that is because they've got this expectation set on themselves that they need to close this person right when in

reality you don't need to close them you just need to start by exploring the fat and so the easiest way to remove your fear of sales calls is forget about trying to close people and just try to diagnose them try to figure out what the hell is going on and then once you once you've got the problem then you can start worrying about closing them but by that point you're in the trenches you're not too concerned building a problem the questions need to be focused around a problem so what you're trying to do here is

current situation desire situation establishing these two things and then obviously between like we've got the gap between current and desired but then more importantly the reason someone cannot bridge this Gap is because there's a problem blockading them there's an obstacle there's an issue and that issue is creating pain and so what we want to do is build this problem and flesh it out as much as we can this big ugly nasty nightmare of an issue and by building it we build more pain and we we make it clear and then one at the end when

we pitch we come along essentially with our product as a bulldozer and we say to them we can bulldoze this away now I said earlier that you don't want to tell people it's all going to be okay remove their pain but this is the thing is you say my product will remove your pain you don't try and get rid of it now you demonstrate that it will building pain and emotion clarifying current desired situation and contrasting those two states okay this is the reason we do the question then we do the pitching so after the

question comes the pitch okay this explains how your offer and product works in a way that is concise is laced with conviction and confidence vaguely explains how it works focuses on the outcome uses specific Knowledge from the questioning phage with the pitching it's super simple you just you you very briefly explain what you do at a very high level and that's it um you're not you don't don't use a pitch deck you don't need slides it doesn't need to be 10 minutes long it doesn't need to be half an hour long you're vaguely explaining and

briefly getting into how it works because what then happens is stage four which is answering so the beauty of this is by having a short concise high level pitch that's laced with conviction people will become curious and we'll start asking you questions about how it works because here's the problem you've got a service that you could talk about for like 4 hours probably or maybe like an hour you cannot do that on a sales call because the issue is is that as soon as you start giving information to someone that they don't feel is relevant

the product starts to diminish in value because if I tell you something about my product that you don't really care about and there's going to be a lot of things you start to feel you're buying something that you don't care about and doesn't add value and this is why elongated long hard hard-hitting lengthy pitches do not convert and do not work because like if if let's say I'm selling you're your a business owner I'm selling your Facebook ads retainer if I start telling you about how we leverage pixels and how we use custom conversions to

track them you don't care it doesn't mean anything to you and the problem with this is that if I pitch you pixels and custom conversions and tracking and hyos you feel that's what you're buying which it kind of is but if you remember what we're selling is the outcome we're selling the future State we're in the solution to the problem and if someone doesn't understand something they can't see value in it and if they can't see value in it they immediately believe it's in it's not valuable and then then they think well I'm buying something

that isn't valuable so what we want to do instead is have a short pitch and have it have it so short that they have to ask specific questions to build a picture around it and the Beautiful Thing is now what happens is they ask questions about our product that they feel IR relevant to them and so now the only information there is receiving about our product is information that they need to understand to make a decision after a short pitch we let them lead the way we were asking what information do you need to know

to buy this instead of just giving them everything because 95% of what you do is not going to they're not going to care about now they may need to know it when they come on board and it may matter to the to the decision maker or sorry it may M it may matter to you in terms of being able to get them results but they don't care and if you start telling them things they don't care they're going to not buy cuz they're going to look at the product and be like this isn't something I

need so I'm going to show you my framework for answering questions later on I'm also going to give you an exact example as well so you know I'll I'll run you through that later on in the video after you pitch you shut up and you allow the prospect to ask questions and then answer them in a way that gratifies the question is concise Loops back to their goal and shows not tells I can't stress enough this point do not over pitch people keep it clean keep it lean keep it concise and you'll be fine so

number five is explaining payment once the process ECT understands what you sell you need to explain the cost in a way that makes a lot of sense to the Prospect and has a lot of conviction this is number five it's a big turning point because once you've pitch someone here's how it goes is you you'll pitch someone vaguely concisely you know with a lot of conviction like a two-minute pitch on what you do and then they will ask you a heap of questions the questioning can go on for 1 minute can go on for 10

minutes for 15 minutes sometimes once they've asked all the questions they need to understand to to actually like understand the product and what they're buying they will then ask the price question so the price question is an indication of the prospect saying right I understand this enough to know how it works for me and now I'm ready to ask you whether or not I'm able to invest in it and that's how it works and so the price question comes at the end of their line of questioning for you so then we need to handle objections

so once you've explained the price this is where the objections come in the questioning stops the dynamic shifts and you need to be good at sales if the prospect doesn't make an immediate decision to move forward you'll need to handle their objections in a way that doesn't enter their frame is extremely empathetic explores and digs for the truth doesn't trigger the ego still assumes they're going to buy it's without bias about their financial situation and is Relentless not giving up these are the principles of objection handling when someone says oh that's a lot of money

and like I'm I don't know if I'm there yet like I want to think about it I need to go and talk to some people pop it in an email the first thing the first part of call is not entering their frame so you say I am so glad you brought that up um I'm actually a static thank you very much for bringing this to me right because the thing is is you want to sound almost insane because when the prospect gives you an objection what they're basically doing is they're setting a frame for the

conversation if your tone immediately after them having the objection mirrors or matches their tone you've lost right sales is is basically like emotional Warfare okay and the way the objection handling phase works is you either buy the prospect's doubt or they buy your conviction it's a binary State someone's buying something you're either buying their BS and their doubt or they're buying your confidence right they're not buying your product anymore they're buying your confidence and your conviction in your product right and so if you've ever seen a press conference in MMA before or boxing or anything

MMA is a better example if you watch Conor McGregor's press conferences Conor McGregor is a master at framing where he will create this cocky frame and give the other person no choice but to join him even if they come in with a different game plan and that's what you're trying to do with your with your objections like if someone says oh yeah I don't know man like I don't know I just I just think like i' I've done this before it hasn't worked I don't want to take the risk that's a doubtful frame there's a

lot of negative emotion there if you come in and say oh who whoa who what is that to think about no you you You' stepped immed you stepped into their territory Sun sues The Art of War fight them on unfamiliar territory for God's sake if someone gives me that objection like I'm not sure man like I tried this like didn't work it looks too similar i' be like I knew you were going to say that and I'm very very glad you have because you tell me that gives me so much information thank you so just

I let me explain can I explain something do you mind if I get into this do you do you mind if I explore that do you mind if I can I try and handle that objection how would you feel oh I'm so happy you brought it up notice the difference in the frame right um I'm not joining them I refuse I will set my own frame and stay there no matter what and I've done this before even if the objection handling face is going on for like an hour you know it can be like like

15 minutes can be like 45 minutes of pure this this pure conviction and joy that I know I need to generate you also need to have a lot of empathy as well because like if you want to change someone's mind the first step to changing someone's mind and encouraging them to make the right decision is empathy because empathy is like a trojan horse for ideas you know if you want to if you want to argue with someone or win a debate the best place to start is I am like I truly genuinely from the bottom

of my heart want to understand where you're coming from tell me more help me understand that oh I completely hear you okay so this is what you're saying and that's because of this right I I I get it and I am I'm completely on B with you I I see it eye to eye now thank you so much for explaining right empathy if people feel understood they're way more open to suggestion having their mind changeed there's a few more points with the handling objections you can see here but you know I could talk all day

about this and I want to keep it I want to keep it moving so closing closing is basically asking the big question and taking the payment okay so most of the work with the closing is done in the objection handling stage but there comes a point where at the end of the objection handling stage or throughout you need to start asking for the deal when you feel it's appropriate so what I did is I made this handy little diagram to demonstrate and visualize like if you're a beginner or you haven't done many sales calls roughly

like how long each call should take and how long each section should take inside of each call so the intro no more than a minute the questioning should take 20 to 30 this is where you're going to spend most of your time during the questioning the pitching 2 to 3 minutes um answering their questions can be 5 to 15 minutes exp exping the payment shouldn't take more than a minute and then handling objections this can be 5 to 25 minutes depending on like how strong the objections are you have to understand that objections don't exist

in a binary state if someone has an objection like I want to think about it the the objection operates on a scale of doubt and some objections are more powerful than others so you know some people will already have some conviction and they'll say they want to think about it but not really mean it and others will really want to think about it so these these objections you can't treat them the same they're not it's not just an objection you know it's how much of an objection is it and so sometimes I I can overcome

an objection and you get to the truth and root it out properly empathize with them and then convince them otherwise in a matter of minutes but sometimes it can take me like 3 hours and I've had sales calls before that actually have gone on for like 2 hours 3 hours 4 hours because I do not give up if this is the thing this is a very important lesson in sales if you're on a sales call with someone and you truly genuinely truthfully believe that you are in a position to change the trajectory of their life

and take responsibility for their problems and truly change their life for the better and have a massive positive impact on the outcome of their entire existence you have every moral duty to not take no for an answer and this is this is how I used to sell is if if I knew I could help someone and I knew that my product was genuinely going to help them I would stop at nothing to get them on board because I truly have their best interest at heart and I would I would bombard them I would Club them

with conviction say dude listen to me I know this is stressful for you because I know you've tried something like this before and it hasn't worked and you've been burned and you've lost money and I completely understand where you're coming from because that was me but I am godamn certain that easy grow can change your life right insert easy grow or norflow or consultant accelerator right I am godamn certain that this thing will change your life you've told me that you're in this position you're not making enough money you're stressed you can't put your daughter

through college you can't even afford to repair the lawn m right and I understand how painful those things are as a man we all need to mow a lawn you insert a little bit of humor throughout here right it work but what you want is way more important to me I can give you what you want I can give you that $10,000 a month income I can solve the problem I can remove the obstacle I can remove the blockade all I need you to do is overcome this fear of actually having what you want I

am so confident I'm so confident and I need you to say yes because if you don't say yes I'm not going to sleep tonight because I'll be thinking about this call I know it will work and I know it'll work so well because I even guarantee it you cannot lose I promise please come on board I know it sounds like I'm begging I know it sounds like I'm I'm just a psychom maniac here but this is how much conviction I have in this thing my friend here's the thing this is now I'm back in non

sales mode you cannot fake conviction right notice how that was real it was raw it was genuine um if I'm on a call with someone and I truly believe I can change their life all all you have to do to convince people to buy is feel that emotion feel it in your chest and just let it let it come up because you have no problem handling objections if you've if you've argued with someone before passionately about something that is close to your heart you've got it in you so just because it's a Sal's context doesn't

mean it's any different well let's say you've got a political opinion that you believe very firmly about right and you're trying to convince someone to believe the same thing as you a lot of people do this wrong where they just attack and attack and attack and bring their ego into it but if you start with genuine empathy genuine understanding and then you and then you D you if you genuinely believe that your political view is within that person's best interest and if they adopt it they will their life will change and they'll be better off

you you'd have no problem convincing them it's the best thing if you have a specific diet and it's worked incredibly well for you and you truly believe it will work for them you and you love them and you truly care for them your parents for example you'll stop at nothing to convince them you you you'd sit there and you would sing from the rooftops you say I know this will work for you it's work for me I promise just give it a go just try it I really want to see you healthier I know it's

going to work because it is just magical I love you and I want this to work for you right that's the energy you need to have people think handling objections is about being sneaky and planting seeds and stuff like that but it really just comes down to feeling this strong compelling emotion of like holy mother I can actually change this person's life and then let that emotion come up from your gut from your from your heart that that real raw feeling like oh I can change this person's like oh I Can Can you feel it

like you know and then talking and just letting the emotion run anyway next next next point to closing should take a couple of minutes you're just taking their payment and the total call time will be anywhere between 45 minutes to 90 minutes 60 Minutes on average so when you're structuring your calendar and taking sales calls you want to set up a 60-minute meeting do not do a two cool cloth I haven't even mentioned this the two cool cloth is absolute how do I say this without without using a swear word Bonkers garbage terrible awful the

two cool clothes is a cope mechanism for people that don't know how to close it is a waste of time in a high ticket B2B environment it is stupid it is pointless and do not use it I have built my company to eight figures using one cool closes I built my first agency to seven figures using a one cool close the two cool closes whole like you the that we need to have a 50-minute discovery call and then we'll book another call first of all you open up an entire realm of inefficiency because now you've

got two calls now you can it's chaos you you should never really judge someone based on 10 minutes of conversation third of all they won't show up to the second call you're putting another barrier in the way between you and the prospect what I'm saying here is that do one call closes and if after 15 to 20 minutes of questioning you feel they're not a fit end the call but if you feel they are a fit why the hell would you schedule another call and now give them another reason to not show up it's hard

enough to get them to show up for the first call why would you give them another one if after 15 minutes you should just say and and people don't object to this by the way there's this belief that like oh if I book 50 minute calls more people will book calls no there's no people it doesn't make any difference at all I don't get it it's just so dumb I like between the call I want to I want to warm them up send them some information complete waste of time do not do them just do

one cool closes get this entire process done this this process has made me tens of millions of dollars before the age of 25 you do not need two Co closes I could rant about this for a long long time I hate them I just think they're such a waste of time if someone wants to prove me wrong by all means please do book The One Call do the 15 minutes of Discovery and if you feel they not off it end the call do not book a 15-minute call and then think they're amazing and think they're

a fit and then book a second call do you want to know why because in the in that 15 to 30 minutes of questioning that would be the first call You're Building pain You're Building incentive You're Building awareness you're building a problem you're building emotion you're defining the current state and the desired State you want to use everything you get in the questioning to then persuade and convince the prospect later on but emotions are like a warm bath my friend they dwindle and they cool down with time right and so if you get someone all

you know lubed up and emotional I shouldn't really use the word lubed up it's kind of disgusting but you get the point right if you get someone in that state and all emotional that's when they're most primed to buy but if you're an idiot and you allow 24 to 48 hours to elapse between building the emotion and pitching the product and then you hop on the second call and then you're like okay so here's how the product works and here's the price they're not going to buy it because the only reason they would have bought

it in the first place is because of the emotion they currently felt we want to encourage these impulsive immediate decisions because otherwise you know sure you can do the two close if you want to but I just think is a bit silly why would you why would you leave time between asking someone questions that qualifies them and builds problems and pain and then pitching like just it's just inefficient and you can't scale it I've got I've got eight sales reps right now right we tried the two cool clothes for a month and it was chaos

because all of our sales reps are fully booked all the time when I started booking these one calls the one the first calls they would like not have any times to do the proper Discovery calls and then if new be born into just just a mess very stupid so I've tried this myself which is why I have so much conviction doesn't work do not make the same mistake it cost me a lot of money moving on 60 Minutes is how long the call is going to take on average introduction is this long questioning is the

longest part pitching is this long answering is a relatively long part explaining payment takes a second and then handling the objections then the closing so you can see most of the time spent here will be asking the questions and handling the reactions preall foundations so before I walk you through the line of questioning which is here let's go through some foundations so bear these in mind before every call first of all release bias to the clothes before the call forget about the clothes remove your attachment to making the sale and getting them to buy in

the medical world prescription before diagnosis is malpractice do not attach to the clothes until you've understood their situation if they seem like a fit after your line of questioning then attached to the cloth when you're coming into the sales call forget about their money forget about trying to sell them because if you come into the call with an agenda to close them before you understand their situation that's wrong it's mellan it's not good it's a bad thing because you don't know them you don't know you can help them you don't know if they're a fit

or not you don't know if like your product can truly help them you don't even know they've got a problem so why are you assuming you should close someone before you understand them so first attach yourself to the diagnosis so introduce your Biers to the diagnosis before the call instead of focusing on the clothes focus on accurately diagnosing their problem and situation imagine you are a doctor if a patient comes in you aren't going to focus on prescribing a solution until you have a solid and genuine understanding of the problem so look at this from

the prospect's perspective if you walk into a doctor's surgery let's say you've got a pain in your chest right and you're nervous about it if you walk into a doctor's surgery and they sit down and they say okay so what's the problem and then you say I've got a pain in my chest and then they say okay take this medicine you're going to be like what the hell this person they didn't even they haven't done any tests or scans or you know blood tests they haven't even tested my heart rate and they don't even know

what's wrong with me how are they prescribing something based on like there's a smallest Slither of information right you it it encourages like a loss of confidence and it's the same premise so when a doctor sits you down they're not biased to like prescribe a specific thing although if you're in the United States maybe that is a problem um but they they're they're biased to diagnose in if the incentives are proper and doctors don't get paid based on how many drugs they sell story for another day um then your your bias are diagnose okay so

no PR no no prejudging remove any bias you have about the prospect before the call maybe you're afraid because they're older than you or maybe because they don't like you you maybe you feel they won't have the money to buy you you need to remember like before this call happens even if the prospect has alluded to certain things you don't know anything about them let's say that you booked the call with a prospect even though the call was booked they sent you a pretty snipy snarky nasty email like just like a a short blunt email

if you let that blunt email like terrify you and think oh my God I'm going to talk to a dictator here and I'm no you don't know them maybe they were just having a bad day this is the this is the problem with these qualifying questions I could go into this like the lead quality thing as well like lead quality is the biggest mechanism for cope for salespeople it's very rarely the leads that the problem the problem's always the closing ability but this is a story for a whole another day you don't want to prejudge

them so if you get a sales call boook and on the on the sales call form you say have you got the money to invest in in a solution if they put not sure or I don't think so don't assume they haven't got the money that question is there for them to feel as though they are being treated properly through the sales process even if they say they haven't got any money you want to treat them as if they've got hundreds of millions of dollars and the amount of people I've closed say they haven't got

money is insane but this is a problem with sales people is like the if they're not closing if they're not closing deals the first thing they lean on is the lead quality they're like oh the lead quality is just not good like you know we're talking to people that are unqualified qualification is the big mechanism for cope you're not closing because you don't know how not because you're talking to people that are unqualified it's very rare you actually talk to an unqualified Prospect because true qualification is denoted by having a painful problem if someone's actually

got the problem there's no reason for you not to close them primary example A lot of people say I can't close because like people just don't have the money this is an easy fix because if I said to you if I was on a sales call with you and you didn't have any money and I said to you this is a winning lottery ticket you can buy it for $10,000 it's backed by the US government it's guaranteed by the British State NATO will start a war with China if it doesn't cash out properly and here's

this this lottery ticket is going to give you a million dollar if you buy it for 10 grand you got 24 hours are you going to find the money yes you will because you've got genuine conviction if I'm on the zoom call with Joe Biden and the prime minister of the UK and all of these world leaders and they say yes this is I can guarantee my government will back this lottery ticket right going to find the 10 grand to buy it even if you don't have the money right now you will find the money

so this is how I treat my products and how I tell my sales reps to treat my products imagine you're sellling this like people have the money people can find the money if they truly believe that it's going to work and they truly believe that it can solve the problem for them so keeping your ego in check so never make the call about being right okay release all attachment you have to being right as soon as you trigger someone's ego the call goes from being a potential purchasing decision to an ego defense decision people are

going to say some wild stuff and a lot of the time they're going to upset you and you Etc just let go of it all and be professional right never ever involve your ego let go of it all be professional never judge the prospect so I don't talk I'm not talking about prejudging them here where you think like they are a certain thing when they're not I'm saying never judge them on a sales call so as mentioned before the prospect is going to say some wacky and wild stuff and often they will disagree or be

in dis or often you will disagree or be in disbelief about how idiotic they are it's imperative that you do not judge them and remain neutral not letting your personal biases and belief systems interfere with the sale I see this happen all the time like a sales rep will get like emotionally like personally involved in someone's opinion because they disagree with them and they let it kill the deal because then like they challenge it and then the conversation is it just it's so easy like to let your ego steer a sales cool away from the

close and towards like defending a point or a belief so ask yourself what you want more do I want to defend this ideology that I have or do I want to make money and the answer should be pretty simple realize this isn't a game and that you're meeting a human being heart to heart this is no game we're not trying to win or find a little trick or cheat code to win the game of sales we are dealing with people's lives and people's money that's a big responsibility sales is about being human and meeting a

human being heart to heart one human being to another and having their best interests in heart in other words sales is mainly about caring and with that said let let's get into the the script so if you want this Doc and you want this script to download towards the end of the video I'll make it available and you'll see how you can find it so line of questioning so there's some rules to the line of questioning and they are the they are as follows rule one is building a problem rule two is asking every question

rule three is after each answer leave two to three seconds of Silence rule four do not judge whether they can afford the product assume the best five just ask the question don't elongate it six don't bolt anything onto their answers just say okay and move on and seven sound curious and genuinely intrigued as you should be so when you ask the question don't don't elongate it if you need to ask them how much money they're making just ask them how much money they're making don't go into this like you know 30C weird like elongation it

just stupid and if they give you an answer just say okay and move on the whole point of the questioning is to allow the prospect to let their natural latent p or line of thought manifest okay we don't want to bias them in any way we want to ask them a specific set of questions and let them think if we start bolting if we start trying to converse with them through the questioning phase we we interfere and bias their thought pattern which means that that the information we're receiving from them is not pure and from

source and truthful and as a result of that they don't feel like they resonate with it as much and then when you come to position your product as a vehicle to bridge from the current to desired state to solve this problem you'll position is much weaker because the current state and the desired State and the problem have been influenced by you not by them so introduction stage one simple just hey John how's it going where are you calling from today fantastic I'm here in Dubai um listen I'm sure we could talk about our cities for

hours but we should probably just discuss your your business should we jump in and get started bang and then at this point we also say hey just before we do um do you mind if I record the call and if they say why do you want to record it you just say oh it's just so I can have a copy that we can refer back to afterwards and then they should say yes and then you get recalling if they say like hey why haven't you got your camera on you just say that's a really good

question my friend um my Wi-Fi is just playing up today and every time I turn it on my zoom crashes I don't know what's going on but is it all right if I just stick to audio they'll be like okay sure I don't know dude one the thing about the camera sometimes people get like genuinely offended if you don't turn your camera on it's so weird like they it's very very rare but the old person will be like oh I want to see you I'm not going to be able to I'm not going to buy

from you if I can't see you it's like why and it's weird I don't I don't get it but some people get upset it's very rare that someone actually does get annoyed by it but you you'll find out one in every hundred calls it will happen next you're stating the agenda okay so now you basically want to basically set the frame for the call and by setting the agenda you assume control of this sales called okay you now you need to make sure that they are aware that you are in the driver's seat and that

you are dictating the direction of this call if you cannot State the agenda properly and get the person to agree to it and take the driver's seat SE the call will not close it will teil off into some wild mentally draining chaotic conversation and you won't close them so don't bother okay John so how this call will go is I will start by asking you some questions about yourself and your agency to understand your situation and also just a little bit about yourself and then based on your answers if it sounds to me like you're

a fit for what we do I'll go ahead and explain how it works and how we can help and then towards the end of the call you can decide if it's the right thing for you does that sound good then they'll say yes if they say no I want to do this or if they start asking you questions about what you do you dodge the questions you say that's a great question we'll hop into that in a second I'm going to ask you a few first if that's okay and if they say no I want

to ask you questions you say well I completely understand that and I'm glad that you want to get get a clear picture around how it works but that's not how we run these calls so I'm going to ask you some questions and then if they say no I don't want to do it then you send the call because it won't close don't just be their [ __ ] doesn't work stage three is to establish the primary motive so what we're doing here with our first question and with the exception of asking like if if they

agree to the agenda the first question really is a shot across the bow to try and establish to immediately establish the the first critical point of their current situation by the way you're going to see here that this says understand their agency and this is because this is the line of question that my sales reps use and we sell to agencies um so you can just invert this and you can use this for any type of business I use the exact same line of questioning to to sell gyms as well and I know this works

because I've taught this process to like a thousand clients and that's like a thousand people in like 100 different niches probably so it works they've all closed clients establish primary motive so okay John so first things first I'd like to know why you're here so can you tell me what motivated you to book today's call and T take the time out of your day to talk to us what we're trying to do here is find the problem the first thing we're trying to do we're not asking them like anything else like our primary the most

important thing we can do throughout this line of questioning is find and flesh out the problem because the bigger the problem the bigger the pain the bigger the stretch between this this current desire the more value we can basically introduce remember value is created when pain is alleviated how do we make money give value and I don't mean give value in terms of like you know coach someone on the call I mean giving value to them in regards to the fact that like I'm you you can if you buy this you will have value right

that's what I mean by that so how do we make money we give value we add value how do we add value well value is cor when pain is alleviated what that means is if we want to make more money we have to add more value how do we add more value will we introduce more pain so the first thing we're doing here is finding a problem so if you if it's not clear to you what their problem is after asking this question you want to ask the following questions to flesh out the problem so

is there a specific problem you're hoping I can solve for you how long is can you expand on that problem for me ask these open-ended questions like they'll open up um how long has this been a problem for okay it sounds like blank is the problem is this something you've been tackling for a while just building that problem building it building it so stage four is understanding their agency so or business okay so what do you sell with your business at the moment okay you know what Niche you and and this the niche thing won't

make sense if you're in the gym space for example but you get the point um okay so what makes an ideal customer for you okay and out of all of your services what do you want to sell the most so what you're going to ask them is like what are you selling because if you're selling marketing services or business growth right what do you want to sell and then you ask well what do you actually want to sell more of cuz most businesses are chaotic and have multiple product which is a whole problem in of

itself and I could talk about that for hours but I'm not going to but if if you talk to a gym and they say well we sell personal training and then we sell memberships and then we sell low ticket memberships we sell classes we sell t-shirts we sell protein you need to get to the to the bottom of this right like what what do you want to sell the most oh well I want to sell the memberships no no no no I really want to sell the personal training but I think I need I want

memberships as well now now you now you understand what you're working with right and then you say okay well like so you want to sell memberships you want to sell personal training that's the main thing how are you pricing these two things you understand the price stage five understanding current situation so now we're actually getting to the the root of the we're understanding we've built the problem we've understood it to a degree and we also understand like a little bit about their business like and we've got enough to to build a picture here so now

we're going to dive into the current situation so okay John so this is talking to agencies if you were talking to like gyms or something you'd say something different I'd say what are you currently doing to book appointments with potential clients you know then they'll tell you and then I say Okay so how many appointments are you booking per day right now and then they'll tell you so if you're talking to like gyms for example you might not say appointments you might say like meetings or leads or whatever um like how many members are you

actually getting how are you getting members at the moment and how many members are you getting a day now this is a great thing you say per day because it creates more pain because most people can't think in days because they're not getting enough volume of interaction through their outbound conver verion mechanisms to think in the day so if I say to you like let's let me ask if I ask you right if you're an agency owner and I say how many appointments are you booking per day you're like per day I don't even get

one a week by asking them per day we build more pain because now they're like [ __ ] I should be booking one per day or I should be thinking in the day but I can't because I have to batch like I have to batch my appointments into a longer time frame because I haven't got enough to think in a short time frame how many appointments would you like to be booking per day so we're establishing this current situation what's your closing rate like on appointments just to clarify there's no and this is a great

question here so once you once it's become clear they've got this problem and they're not getting enough appointments we come in with this real sort of killer this affirmation okay John so just to clarify and be sure there's currently no system or process in place to predictably generate appointments with the business right just just so I understand this properly you're screwed okay and would you say you're comfortable with the current rate of growth in the business well obviously the answer is no but it doesn't matter because just by asking that question and them them admitting

to themselves they're not there the pain meter going up okay and how much money are you making with this business right now this this question here I'm going to highlight this this is a very very very very very important question their current situation needs to be embellished and represented by a number if it's not it becomes incredibly difficult for you to pin them down and to become to clearly Define because what we've done up until this point is understood their current situation but now we need to Define it and we want to Define it with

a number because you're going to use this number later on because this number is attached to all the pain so if you tell me you're currently making $4,000 a month and I know that at that point you're not happy with how many appointments you're booking you're not comfortable with the business you're facing this big problem that you've explained to me in detail and also there's no system or process in place to grow it I know that $4,000 a month is painful for you and so now I can summarize your entire situation with one number and

I can I can bring all your pain and tie all to a scapegoat which is this number so when I'm coming to close you in the objection handling phase I'm like look man you're making 4 grand a month right now and you're not happy with that and I'm not going to let that stand because we know at $4,000 a month you can't do this this this this this and this so we have to solve this problem there's nothing to think about I know it's going to work all I need to do is trust me and

I promise if you hold my hand we do it together so you need to have this number now what I see a lot of people do is they say would you mind if I asked you how much money you make this is stupid because what you're doing is you're asking them a question to ask them a question you just need to be bold and direct and professional it's similar to a doctor if they need to know some information to diagnose your problem and it's sensitive information you know like the whole like are you sexually active

question when your parents out there they don't care they'll ask the question because they need to know because this is serious so they wouldn't say do you would you mind if I asked you about your sexual activity no no they would just say are you sexually active and then God hopes you are otherwise you know it's very embarrassing right but it's not you get the point I'm being unprofessional but my point is is this just ask them the question and you might be freaking out like I don't want to they're not going to tell me

they will it's a very common question in business stage six understand the desired situation so now we want to start stretching and future pacing then I'd say okay John so what's the goal here um how much money do you want to be making per month with this business let's say 12 months now so what we need to do now is we now need to Define their design situation with a number again so we can then we can then attribute all of the the what would we call the acquisition of pleasure I don't mean in like

a um in virtuous like hedonistic sense right but I'm talking like we want something we can attribute all of the gain of pleasure because they were moving away they're moving away from the pain they're moving away from the desired situation but also like a lot of people in human nature we are moving from pain but we're also moving towards pleasure so the the whole human brain it's really a very simple way like it's it's very complicated of course but it can it's you can reduce it down and with a reductionist approach we can understand that

humans move away from Pain and move towards pleasure and so if we've got this number that they're moving away from we need a number that they're moving towards so what we can do is we can have both forces working to them making a decision because if they're moving away from pain that is enough to get them to buy but if they also feel they're moving towards pleasure which is even better because it's contrasted against the pain you're even more likely to convert them so we we ask them how much money they want to make like

you know so you're making 4 grand a month right now in 12 months time what would be the ideal situation uh 40 Grand a month so now we've got the desire situation defined by a number we start to explore it okay John and what's your motivation for getting to 40 Grand a month just you just shut up and you let them talk and it doesn't matter how long they have to take to answer you just let them talk okay John and so tell me this how would getting to $40,000 a month have an impact on

your life shut up let them talk and if they're not giving you much to this if they're not giving you much of an answer you need to build it out because the the the the more information they give you the deeper your understanding you need them to dream we're taking them on emotional roller coaster here we've just explored all this pain and they're feeling all this Terror and fear and anxiety from the questions about the current situation and suddenly we've switched gears in their mind and now we're getting them to think about how amazing things

could be we are creating this extremely sharp contrast of emotion it's amazing it works so well okay John well that that sounds great so you told me you want to get to 40 Grand a month and the impact that will have is like Financial Freedom what exactly do you mean by Financial Freedom and with with regards to that what exactly does that look like for you would you expand on that for me this is a brilliant question to ask by the way if someone's not giving you enough information just saying to them like would you

mind like just fleshing that out a little bit could you just explain what you mean by that could you expand on that oh man that sounds amazing tell me more we just we're letting them you know build information so here you ask questions about their main motives and it's simple and then okay well how would would you structure your business if it was doing 40,000 a month what would it look like from a team or systems perspective or if it's a gym you'd say okay so just walk me through this so if the gym was

doing 40 Grand a month what would it look like not physically but like how would the business change if it was doing that level you know and then you're building this desire like oh well I'd have this person in place and I'd have this system and this system I'd have a second location I'd have this this and this and we're building this desired situation not only from a personal standpoint but also from the um business standpoint now here's an important question because if the prospect gives a desired situation that doesn't really mean anything you need

to probe and you need to basically expand it so if they're making four grand a month right now and they say oh I want to make six grand a month to them it might feel like a lot but there's not really much emotional leverage there right because their life won't change much by adding 24 Grand a year in in income maybe it will but you know it's not big enough for me you'd say something along the lines of like I think you might be limiting yourself by aiming for six grand what makes you think you

can't go any higher than that or okay so you want to make so you want to get to six grand let's say that for argument sake you can solve this problem of acquisition and you can book as many appointments as you want and that was the reality what would the goal then be if you're not planning or desire in with with your problem in mind what would the goal be this is an important stage seven Gap recognition and releasing control so now what we're doing now that we've defined these two states and we stretched them

out what we want to start doing is getting the prospect to recognize the Gap getting them to admit themselves and to remove this state of delusion that they've been in for the last few years okay John so you're currently making $4,000 a month and you want to get to $40,000 a month so obviously between these two points we've got this Gap right so what do you think is stopping you from bridging this Gap and achieving this on your own so by asking this question by them answering it they recognize the Gap exists but more importantly

they recognize they cannot fix it themselves and so what we need to do is we need to ask this achieving on your own thing because we need them to release control because as soon as they say they can't do it on their own they admit to themselves they need help and we're doing this in a way that bypasses their ego and it's a wonderful question to ask part eight so now we need to wrap the whole thing in even more emotion okay so what we're going to do here is ask some very hard-hitting questions that

a lot of you won't want to ask but you need to ask them do not for God's sake be a [ __ ] and avoid asking these questions because they make you a bit nervous or you think that the person might think that you're being mellian or sneaky remember if you have the best interest at heart everything goes okay John so you're currently making $4,000 a month why not just settle for that and stay where you are sounds like a stupid question they'll get very passionate they'll be like God settle dude like I can't even

like pay my mortgage properly at this point and like my wife I feel like she's going to divorce me because there's so much Financial stress on the marriage and like I mean like my kids don't really like look up to me too much as much as I wanted to and this just you you are going to get a cycle of emotion and all these all these things are going to start coming out out and that's what you're selling by the way right you're not selling Facebook ads or Google ads or funnels at that point if

they admit these things to you you're selling the Reconstruction of your marriage you're selling the respect of your children you're selling being able to pay off your mortgage this is what they're buying their business is a vehicle for them to get things in their personal life that they want to satisfy emotional desires and to like fulfill these deep emotional drives and that is the thing that you sell okay not Facebook ads okay John and if you didn't take action to solve this problem what do you think would happen to your business in the long term

it would fail we'd stay where we are I'd stay in this and that's what you're looking for by the way is the the thing well honestly not much would happen I think we just stay where we are because we've established that where they are is very painful and it really sucks right so important question okay and what would that mean for you if that were to happen if you if you didn't take action to solve this problem what would happen to your agency and then they give you the answer and then you say well what

would that mean for you how would that have an impact on your life if you if if you say where you are okay and when are you wanted to fix this so at this point now we're looking for them to confirm they want to fix it now this is you can power move this question so you say okay John so when when do you want to fix this problem right we're trying to Prime them for an immediate decision so they're going to say now or dud yesterday or immediately right if they say like oh in

like a month then what you do is you end the call or you threaten to end the call you say okay I completely understand I think what would probably be best in that case is we have we have a chat in a month then they'll be like whoa whoa whoaa whoa whoa whoa whoa whoa why can't you just explain it to me now and then you'll say well I I I could but there wouldn't be much point because you're not ready to receive the information or solve the problem yet so I'd rather explain it to

you when you've actually when you're actually able to commit to it um because I don't want to waste your time by explaining something that you can't do at the moment and then they'll say oh and don't okay okay if you okay I want to do it now that's the answer you get we need them to say they want to do it now because by them saying they want to do it now we build something called the commitment consistency bias or the um inconsistency avoidance tendency in psychology as it's known where like they've said they want

to do it now and so you can lean on that in the objection handling phase and say look dude I completely understand the fear but you said it yourself we need to fix this problem now so let's not go back on the word let's just do it power leverage and then the last question it's okay John I think I know the answer to this one but but how committed are you to getting to $40,000 a month and actually making this happen oh I'm hella committed I'm done I'm ready we're building leverage we're building power again

in the objection handling phas I thought you said you were committed right simple so part nine of the of the questioning stage is something called selling the fit so before you can sell them the product in the future you need to sell them the fit and so what you're going to do here right this is what I do on my sales calls this is not a joke I know it sounds a little bit woo and insane is close your eyes and imagine and I mean this this is a very very important turning point in the

Sal was call imagine the prospect's life completely changed as a result of the next 15 to 20 minutes of this call because now what's going to happen if you've got a good product and you can truly solve someone's problem you are now for the next 20 to 30 minutes responsible for their future and that is a very very heavy responsibility my friend so take it seriously so what you want to do is ask yourself can I change this person's life with my product and if the answer is yes which it should be because you should

be selling something good then you want to feel the emotion come up from your stomach let's say that I was on a call with you and you had a really bad illness and I had a product that could completely remove his illness and I really wanted you to buy it I would just like it you do this really quickly you're not going to sit there for for 5 minutes and just shut up and just just go Um M and the prospect going to be like what the hell is wrong with you right you just shut

your eyes for a second you let the silence sit you feel it you just you like I can't explain how to do this properly it's but that's what I've done for every single sales school that I've closed you just truly feel that like oh my goodness I can change this person's life okay this is important and then you need that emotion to to bring this just insane level of conviction through your speech and it's how you close people and so what you then do is you sell the fit so if I shut my eyes let

me imagine for a second that you as a result of this next 3 second or this next 30 seconds your life will be changed and you you I'll see if I can demonstrate it but it's going to be now my eyes are literally shut and I'm talking to a camera so this looks really weird but you know screw it I'm sure you invested enough in this video so let me just let me just imagine for a second and enter this Frame as if I was going to pitch you something okay John that's all the questions

I've got for you John I'll be honest you are bloody perfect for what we do and I am so happy and I can I can tell you that we can definitely help you get to 40 Grand a month truthfully the ideal client for us is someone who is struggling to get more appointments they're making anywhere between $3 to $7,000 a month and what they want to do is they want to go for that beautiful 10x they want to get from 30 grand you they want to get to 30 grand a month 40 Grand a month

50 Grand a month and the reason they want to do that it's not necessarily to buy a Lamborghini but just more so they can actually have what they deserve to have in their personal life and I believe we can help you get there and that makes me very happy so do you kind of I do you mind if I explain what I do I kind of tripped up a little bit here and there as you always would on camera but did you I don't know if you felt that or not but like to me like

John I have this this is so perfect I am so happy to have you here and I have the utmost level of confidence that we can solve this problem for you you are such a perfect fit and I want to thank you for for joining me today because we're in for a pretty wild ride I am so it feels like this is the start of the rest of your life I'm let me explain do you mind if I hop into it dude you you have if you say it like that you have primed them because

it's real it's genuine it's truthful people are very good lie detectors right they're very good at you know detecting when you're bsing so that's a line of questioning um this document like I said will be available at the end of the video so I will show you how to find it but if you want the line of questioning uh to print out um you can go to this Google doc here and it's all there for you okay so yeah it will be available later that's the line of questioning at this point like this is where

most of the heavy lifting is done the better you are at the questioning the easier it is for you to pitch and close people and handle their objections but feeling that emotion is the main thing feeling that raar just like at the end of this question like oh my goodness like I can you know I can help someone eventually you know you don't need to have the emotion as much because sometimes you'll talk to prospects that aren't emotional and in that case you just have to have this sort of professional expert feeling about yourself but

for the most part the emotion is going to work really well for you the next thing is pitching so instead of actually making the whole document on the pitch I actually made a YouTube video on this um here so if you want this YouTube video once again this this link this link here um I've dude I've made like 500 videos so you're going to struggle to find it um but this this will be available in the in the document I'll explain how to get it at the end of the video with the pitching there's a

lot of important things but really all of them were already explained in this video so I felt like it wasn't necessary to drag this one out any longer now it's time to get to the answering so if you remember we want the pitch to be concise and short and when you watch this video which you should do after this video you'll understand like how to pitch people and what your pitch should look like and also in this video I actually give you the entire pitch that I use to close people right like word for word

I actually even explain it and talk it out so the answering so you give your pitch at a high concise level 2 minutes long you might be thinking Charlie that's not enough time to explain what I do it doesn't matter all you need to explain is that you can solve this problem and that you've got this special system and you want to create curiosity and then by doing that the prospect's now going to ask you questions to gather information that they need to know to understand it and every person is different every person will have

different questions and need a different level of understanding to feel confident in their decision so we need to let them pull the pull the strings here really after pitch in the prospect just shut up it's now their turn to ask questions so invite the questions at the end of the pitch you say okay now I want to know what you want to know and here's the framework for for answering the questions people don't really teach this I kind of had to make this one myself so with the questioning the first thing we do is gratify

the second thing we do is clarify then we answer and then we justify the role of the answer the goal achievement here's the thing we start by gratifying because we it in in Psychology there's this idea called positive reinforcement maybe you've heard of it it was largely invented by a guy called BF Skinner um who was a bit of a um who's a very interesting character actually but I won't get into the psychology of it but you want positive reinforcement which is basically if someone does something you want them to do you want to reward

them for it it's the simplest method for encouraging behavior is you've done something I want here's a reward right so like kind of like why we eat food for example like imagine if when you ate food you didn't feel like any sort of dopic response like you wouldn't eat the food it's kind of like why sex is so pleasurable is because if it's not pleasurable you're not going to do it and it's kind of imperative to us that like we do it because otherwise the species doesn't really work and function and so our genetics are

designed to make it pleasurable so that we do it more now that's not the case in all the animal kingdom I don't know why but I'm not going to get into it anyway I've I've I've spiled here right so gratify when they ask a question you need to start by saying that that is an amazing question that is such a good question or I'm so glad you asked that or oh I never get this question and it's my favorite thank you so much for bringing it up right you gratify then we clarify sometimes people will

ask you questions and it's important that our answer perfectly matches exactly what they want to hear and if you don't truly understand the nature of the question you risk giving them information that they don't need or they don't care about and then if we start doing that we break down the the perceived value of the product because they think they're not going to need it then we answer concisely so then we actually give the answer that they need to know we give them the information through our utterance in a way that is short and concise

and then we justify the role of that answer in the goal achievement let me give you some examples so let's say that someone says on the on the call so okay so I I kind of under so what are the ads look like if you're doing Facebook ads and this is their question what do the ads actually look like I would say that's such a good question question would you mind explaining what you mean by it so we gratify and then clarify right and then they'll be like yeah so because here's the thing what do

the ads look like that's a really vague question it's not you could you could spend 10 minutes answering that and still not actually explain what they need to hear right so we don't just jump in and then spend the next 10 minutes talking about how we color code the creatives and like how we spend like all the time on the copy because they don't care right so you you clarify then they'd say like something like yeah so um like what do what do people actually see that makes them become a lead so they're trying to

understand like the dynamic of the lead generation and I'd say oh yeah well that's okay great question I think I understand then the answer is the answer is so concise and it always should be you say what we'll do is we'll use Simple Text and creative ads and that's the question answered we're not going to go into a whole lengthy shebang about how the ads work we're just going to answer the question because what will happen is that if this answer isn't enough for them to understand how it works they will ask another more specific

question because then they'll ask like Okay and like what do you actually say in the text which is what they wanted to know all along but if we haven't clarified properly and being concise we're not going to get to the bottom what they actually need to know and then if they ask like what the text is then you say well how about I show you they're like okay and you pull up your screen and you find an ad and you say it's something along the lines of this simple right show don't tell so then the

main part of this is going to be like this so oh yeah that's a great question well will you simple um text and creative ads now the good thing is that all the creatives and copy we use have been tested for like 11 other businesses that offer the same thing as you but obviously in a different area so we we know they work um which is one of the main reasons I have so much confidence we can get to that 40 Grand a month mark this is the thing you have to understand that every question

represents an opportunity for you to build further confidence in the prospect another example okay so what makes you different from your competition you'd say like this is my favorite question to answer thank you so much for asking it the way you answer this by the way is as follows truthfully Mr Prospect John I don't know I spend every waking hour focusing on my clients and their problems and I mean to be honest I've never really given much thought to what our competition's up to um I know I'll beat them just by focusing on what actually

matters which is solving the problem we're facing I guess if you're going to work with a vendor would you rather work with someone that's focused on you or the competition right I think this is probably why I've also got a heap of confidence that we can get you to 40 Grand a month sometimes the question is going to be super concise sometimes it might require a little bit more but generally speaking this is the framework you you gratify great question amazing you clarify what do you mean by that could you explain what you mean could

you explain exactly what you need to know you answer the question concisely hey Charlie like okay so where do the how where where do these virtual assistants come from inside of easy grow i' say it's a great question really good one it's simple we use upw work and they usually come from the Philippines we found that they are the best and we've got a very specific way of finding them so that you're only getting talented people by doing that it makes get into 10 grand a month way easier Z if they then have a this

is the thing people ask questions because there's a motive because if the if the person before if if someone asked a question of like where do the vas come from where do the virtual assistants come from in the program Charlie if I say like they come from the Philippines and someone's hired a VA from the Philippines before but that VA has done a bad job now they're going to object but that's fine because I can handle that objection it's not a difficult one to overcome it's a simp you ask a simple question like you know

they're like wellow like I tried like virtual systs in the Philippines before it didn't work i' like well how many did you try they like oh I hired one right and if I just do a quick Google here right yeah what I would then do is I'd say well in the Philippines there's A4 million people do you think it's fair to judge their work ethic and character on one person then they'd probably say no logic right so you can defeat like if someone asks a question it's usually loaded with like an objection but a lot

of the time that objection can just be destroyed just by saying like you know well dude I completely understand that I've hired my first share of virtual assistant before so I know exactly what to look out for because I've had some bad ones and I've had some good ones so I can help you with that but also let's not judge an entire population of workers on one person think that's fair they'll be like do you know what that does make sense I'm not that bothered that's the framework so understand that every question represents the opportunity

for you to build more confidence if handled correctly so I'm not going to go through explaining payment handling objections and closing I might do that in another video and I'm painfully aware that people on YouTube have attention spans that struggle Beyond 10 minutes so I'm not going to keep going and I also didn't design for this video to keep going what I wanted to do here was mainly give you the questioning and the pitching because that's where most of the um leverage you've done if you get the question the pitching and the answering right you

should be able to explain your payment the handling objection thing is is a whole another Beast if you want me to make a video on this if you just put a comment below I can make like a sort of detail video on how to handle them and how to close but the truth is that if you get the question and the answering and the pitching right the objection handling phase is way easier and most people think that objections sit alone but they don't they sit on top of everything else you done so as promised if

you want this Google doc there will be something on the screen now that allows you to find it okay I don't know if it's going to be a QR code or a bitly link there will be something that you can go um my lovely editor Ken will put something on the screen for you um so that you can access this one download it look at the go to that video go to the um line of questioning and stuff i' I've realized that agency owners are kind of like crows like those birds or like those birds

that like go out and then they get like a shiny object and they bring it back to the nest like this is what I'm realizing this is like a shiny object right in the element that you want to download it and keep it in your Google Drive so it's safe and secure and yeah that's just a metaphor for you I used to be the same um I hope you enjoyed this video as much as I enjoyed making it I hope it goes a long way to helping you um acquire a bunch of clients have a

wonderful day and I will look forward to seeing you in the next video Hello friends and welcome to today's video here I'm going to be walking you through the exact pitch that I used to close over 350 smma clients I'm going to walk you through on screen all the words I use and I'm actually going to present it to you and Pitch it to you as if you were a prospect of mine so you can feel exactly what it's like to be pitched by me so I'm hoping that that gives you uh some inverted energy

if you'd like so that you can have more confidence in your sales cours I want this video to serve the purpose of you having Clarity of thoughts on exactly how to pitch people so that you have that box ticked when it comes to building your company my name is Charlie Morgan I've built and scale two companies North flow Consulting marketing agency 100K a month consulting company called imper mqu roughly eight figures let's get into the video all right friends so before I actually give you the pitch a couple of quick Frameworks first one is concise

second one is convicted I don't mean convicted of a crime I mean believing in what you sell okay less is more what you're going to find with the pitch is it short takes me about 1 to two minutes to present it and I'll explain why and give you the reasoning into the psychology of the pitch and how it works the main thing is a conviction it doesn't matter how good you are at writing it only matters how good you are at speaking because you're not going to convince someone to buy your thing on a sale

is called with written words they're spoken and so the way that you speak them matters way more than what you actually say so basically Mr Prospect this is a six week training program okay now the cool thing the first two weeks are designed to make you back your investment and also put some cash in the bank now this is exactly why I asked you how many people you have in your list as we have created a proprietary strategy that makes it able for you to get anywhere between 3 to 10% of these people to book

an appointment with you so for you I mean you're looking at an easy off the bat 30 to 100 appointments in the door and even if your closing rates what like 40% then you'd still be looking at anywhere between an extra 15 to potentially 40 new members and that my friend is without spending a single on ads and that's just that's the beginning of the program so before we've even done anything you've got an extra 30 to 100 members or appointments for members now in week three we help you completely completely transform and also systemize

your marketing so we're going to give you proven ads and proven automated text campaigns so that you're not spending hours and hours following up and trying to book appointments the appointment process will be completely automated okay now typical stats um out of 100 leads 80 are going to show for an appointment and if you're closing 50% that's 40 new members near enough every single month okay and the result truly will be that anywhere between 20 to 50 new members a month using this system sometimes more but I'd rather set your expectations and you know potentially

say you're going to get less and that's basically all an autopilot because we show you how to build the machine and it generates the leads and it gets them into the door with without you having to lift a finger okay and in week four we're going to show you how you can actually convert over 80% of all of the appointments that come in using our sales system so you can share this with your team members and everyone can improve on their sales and week five I love week five it's about becoming a better business owner

in general all right so here we're going to show you how to increase profit how to increase efficiency scaling the business properly and so so much more but most importantly we're focusing on the problem which is how to build predictable and sustainable growth into the business week six seven figure mind or reprogramming your mind for high performance but what we can see here is this program is basically designed to help a micro gym one location right helping a gym owner who is way overworked and underpaid right and what they want is they just want a

predictable way to get new people in the door they don't want a miracle they don't want to win the lottery they just want to help more people in their community and introduce more and more people so they can ultimately build a business that sustains themselves pays for their kids college tuition and allows them to go on more than one holiday a year and that is exactly what we do and as you can tell I get a little bit excited pitching it because dude if you do this that is exactly what you will have so I'm

happy to answer any questions hit me with them that's the pitch notice the power of [ __ ] conviction okay I'm going to off the top of my head Let Me Pitch you Imperium right so if we look at right let me just this is I do not this is not transparency alert there is a link in the description you can click to buy my thing I'm going to use Easy grow my product as another example of how I just off the cuff there's no script or anything just how I would pitch a product I

believe in right you don't have to buy easy grow there's no [ __ ] obligation there's no webinar or anything there's no 997 course it's a high ticket course that is a very for a very specific type of person if you've got clients and you're starting but I don't want this to come across as like a trojan horse thing just I'm going to explain this program to you you in the same way I just did so you have multiple examples to pull from mate right this my friend is easy grow and this this is your

ticket to financial [ __ ] Freedom my friend this will change your life forever and I know I sound like a bit of a mad man saying that but that's because I have personally spent near enough a th000 hours building this and I know that it's just amazing so we start with acquisition Genesis what we're going to be doing here is completely transforming the way you think in your mind towards acquisition but most most importantly of all we're building a solid offer now these ain't just quick 10-minute videos I 3 hours long it's going to

take some work and I'm doing but you watch this video my friend you will have a sales argument that is so bloody compelling that nobody will be able to say no to you so we're going to solve that problem get it sorted get it dusted Sales Systems here we're giving you our entire sales process right all of our standard operating procedures all of the training all of our scripts all the objection handling everything in one so you can convert people reliably consistently gets you close to that 10K a month goal now where we get a

little bit excited is outbound systems here we have seven different methods for booking appointments now you my friend have told me that all you need to get to 10 grand a month is like one appointment a day well I've got seven ways for you to do that seven not just one not just two not three not four seven seven different methods cold outbound cold emails cold DM cold calling two three different ways of doing each of those you can pick whichever one takes your fancy and this will solve the problem dude if you do this

and you follow the instructions laid out on outbound systems you will never I swear it on my [ __ ] life you will never ever ever ever ever ever ever ever have a problem with appointment booking ever again if anything you'll have the opposite problem where you have too many appointments all right trust me you're going to [ __ ] love it once we've done outbound we build inbound once you've got one to two to three appointments a day coming in we want to start building something for the long term we need you to have

people coming to you you can build a business to 10 20 30k a month of going to people but you want to get to Seven figures you need people coming to you so we help you with YouTube we help you with social content we help you with podcasts everything you could need don't worry about this for now because it doesn't apply to you too much but it is there when you need it then we have some ad systems as well which will help you build more appointments honestly you're not going to like once you built

be outbound stuff you won't need anything else but we have it there as a fail safe but none of our clients fail and they're all very safe right we also have mass classes stuff like that so that's just guys back into normal Charlie mode that's an example of conviction right when you're pitching you need to lose yourself in the confidence right it shouldn't be a conscious thing now bear in mind I myself have done near enough 3,000 sales calls so I've I if I count for if I account for all my cold calling experience all

of my sales calls experience and then all the time that I've spent Building Sales Systems doing sales training with sales cing I've put my $10,000 in I can confidently say that I'm an expert at sales because I've put my $10,000 in right 3,000 hours of live calls probably 1,500 to 2,000 hours of listening back to those calls right a couple of hundred or not thousands of hours of coaching people on sales and thousand couple hundred hours on coaching my team on sales and all the call call I've ever done I'm I'm there right so for

me the conviction comes naturally but in order for you to close you need conciseness you need conviction so notice there dude I've just I just walked you through basically easy grow there are near enough 300 videos in here what you'll notice is I'm not going through step by step what I'm doing is I'm covering the key things that matter to you and then I'm linking them back to your goal over and over again the the thing with the sales pitch and listen to this listen to this right the thing with the sales pitch is you

must consistently remind the person of why they should be buying your thing and that is to solve the problem and achieve the goal they want so throughout your pitch you must litter the solution and the desire because if you don't they will lose track of why they buy they will lose track of the value and you won't be able to close them I see people doing 10minute sales pictures going into the weeds and nitty-gritty stuff of their detail dude I closed 350 with this pitch it's a joke it's like it's one page for crying out

loud there's no slideshow there's no deck nothing I'm vague I keep it open I focus on the incentive and the interest right and then what I do at the end is I I explain why it's such a good fit for them I Loop it back to their goal I tell them that the program is exactly what they need to achieve their goal and then I ask them if they've got any questions this is where people go wrong with sales you want to say less during the pitch and what the prospect will do is they will

start asking you questions about how it works and what they will do is they will ask you very specific questions that give them the very specific knowledge they need to make a decision and so what you have to understand is that let's say there are a 100 units of information to your product the the prospect might only need to understand 15% of that to feel comfortable making a decision you understand the 100 units but the prospect doesn't need the 100 units right imagine it you've got you you've got 100 units of information what most people

do with their sales pitch is they just give the prospect all 100 units but what I prefer to do is give the prospect five units and then let the prospect pull from me the units they need to make the decision this is the key thing to sales pchain is you say less so the prospect asks you for more and then that way the information you're feeding them is perfectly aligned with the information they need to they need to have to make a decision and feel comfortable doing that this is the this is the big thing

don't have a super long sales script have a vague high energy concise one 2minute pitch then ask them what they need to know to make a decision because then they'll be like okay so tell me about the marketing thing or and then you say well could you be more specific what do you need to know about it we're always looking for specific knowledge because if if we can align this is the thing the prospect comes into the sales call unconsciously they don't know this but they have a set amount of things they need to know

and understand and have confidence in to make a decision and so if you tell them anything that it doesn't tip one of these boxes you're giving them information which gives them doubt because if I tell you about everything in Easy grow chances are you don't need 80% of it and so every time I feed you a piece of information you didn't need to know to make a decision I sew a seed of Doubt because then you start feeling like you're buying something that doesn't really matter are you with me does this is this making sense

I'm hoping it makes sense right because failure to do this properly results in a confused Prospect results in a lack of conviction and then before you know it you you're not closing and you're not converting it's really important you get this right I don't like slide decks I don't I don't do sales calls with video on all I want is the prospect focused on the outcome they want what's the problem what's the desire and that is what I build my entire pitch around Charlie why don't you do videos I don't do video calls oh but

don't they help people trust you no they help people focus I don't want the prospect looking at me I don't want the prospect looking at my face I want the prospect looking at the future they want to achieve because when it comes to a sales call they're communicating with you as much as they're communicating with the future version of themselves they so desire I don't want to distract them from that right it's important you pitch them vaguely you give them just a little bit of information you tease them they will then ask you what they

need to know you concisely this is the thing when you answer their questions you need to be concise okay Charlie oh so just tell me about how the loom system works of course that is an incredible question we always gratify the question because it's pretty simple psychology it's positive reinforcement someone does something you want them to do more of you you tell them that they've done a good job right because ultimately we want the prospect to ask as many questions as they need to ask because then they have more information to make a decision um

so Charlie tell me how the loom system works that's a really good question man and I'm so glad you brought it up because it's one of my favorite systems very straightforward and simple we show you how to automate Loom recording automate Loom sending and we give you all the standard operating procedures to have a virtual assistant run it we give you all the stuff you run it you're going to book probably one to two appointments a day it's going to help you get to that 10 grand a month Mark um much FAS master I'm not

I haven't really [ __ ] answered that question have I I could go into a 10-minute like tangent on how it works but it's the same principle I'm giving them enough information to fill out their questions been answered and then if they say oh okay well tell me about the virtual assistants how do you find them right then then it's starting to become clear what matters to them right then I'd say that's a really good question we've got Partnerships with um with virtual assistants that don't require any upfront payment that qualified veted and speak English

also we've got all the standard operating procedures so essentially pretty much every single client uses a VA um sourced by our partner does that answer a question okay yeah I think I understand that where where are they based oh they're based in the Philippines you just answer directly just direct answer the less you say the more leverage you have because the more you say the less your words mean this is what people get wrong and I know I'm ironic about this [ __ ] me making a 15-minute video that could have been condensed into into

probably 5 seconds but with YouTube it's different with learning it's different right because more angles more perspective more words typically it's going to be repeated it goes in with sales directness is the secret right um so you answer the question concisely you don't tangent off you don't tell stories you don't go off off on topic you answer the specific question and then you shut up say oh yeah they're based in the Philippines you're going to love them oh I'm so excited just and then they'll be like oh oh so so you said it's a six

week training program right yeah six weeks okay and so what if I get to week four and um I've got like too much work and I can't finish it that's fine man we just we'd extend it for you okay well so you mentioned in like week five you talk about becoming a better business owner what does what what does that mean exactly well it's really simple man we want to help you operate your company what we realize is we got so good at helping people get members that the problem they had was managing the growth

and so what we're doing in week five is teaching you growth management strategies truth is you don't have to worry about that for now let's just get you the members and then you'll have the problem we can solve it for you we basically want to help you solve a problem you don't even know you have yet shut up okay and then they keep asking they keep asking they keep asking and then after what could be three questions what could be 15 questions they will ask you the question that the notes they are ready to be

closed what's the price okay what's the investment that is the final once someone asks you if you do this properly right they will ask you a series of questions and then once they have a full enough understanding to make a decision right once they actually understand it well enough and some prospects might have three questions some might have 10 some might have one some might have five everybody's different you remember we talked about 100 units of information some people might need 90 units some people might need five of them some people might need the just

the pitch right it's different but once they have the units of information they require and need what happens is they will then say okay tell me the price right and then what you do is you just say the price you say okay it's this and you shut up and then they might be you might be sat in silence for like five minutes and then they will either object or they'll give you a decision and if they object well that's a story from day but that's how you get to the point where the prospect is primed

and pitched and bitched all right it's important don't forget this there's my script it's out in the open if I see anyone copy this word for word I'll be very sad because if you've been watching my videos for any period of time you will understand the level of disappointment you will understand the level of disappointment that I will feel in you if you just copy and paste and you don't critically think this through this was for Jims by the way I love you please subscribe so the primary concern that most people have when they start

a marketing agency is how am I going to assign clients if I have no proof or no testimonials you might be new to the space you might not have a huge amount of clients yet or a huge you know established brand that you can leverage and you might be worried you might be a little bit nervous like okay I'm going to go on these sales calls tell these business owners that I can do this thing for them but I've got nothing to back it up and that frightens me because when the objection comes which it

probably will I'm not going to be able to handle it if that's how you feel and you're slightly stressed out about how you can do the sales thing without any sort of proof I'm going to walk you through five different methods that I use when I started my marketing agency to sign my first 10 clients before I had the social proof that I now have okay the beautiful thing about business is it gets easier with time and it's supposed to be really difficult in the first year or two because that's what makes a man or

a woman out of year so I'm going to share these five ideas they are in no particular order although I have left the best one till last and I'm hoping that these go a long way towards um solving this problem for you and helping you my name is Charlie Morgan if you're new to the channel I welcome you I basically built and scaled a marketing agency to seven figures it was called North flow Consulting we signed over 350 clients I now help people with client acquisition through a company called Imperium acquisition we do 500k a

month with over 600 clients but let's get into the video so I'm going to give you five different strategies we'll start with number one which is to befriend a client or become an ally so what you can do you pick your Niche right and you define the demographic or the type of business that you want to work with you go and find someone that you can Ally with so it's like in war you have an ally essentially you find someone in your Market a person in your Niche and you offer to work for them either

for free or with a very very generous parent results offer you're very transparent with your intentions and you tell them the truth that you're still getting started and want you know you want a case study from them and you basically Ally with them you start the relationship very honestly what you do is you say look I'm going to do this for you I will work as hard as I can to make it happen all I ask in return is that you reciprocate by you know letting my clients potentially call you providing testimonials maybe doing an

interview and that's the first thing you have to do okay the thing about Service delivery is it's not something you can learn from an external body it's something that you have to sharpen and practice yourself okay when it comes to learning Service delivery it's it's only something that you can do through another iterations and experience and so having that first client even if it's for free there's nothing wrong with doing that eventually you don't want to sign people for free because they've got no skin in the game but that's a story for another day so

that's option number one is the Ally play option number two is to lean on the offer more than the social proof so what you'll learn about client acquisition is it all comes down to confidence and what I mean by confidence is someone having confidence in you and your ability to do what you say you can do okay now confidence is an emotion right something that we feel that signifies competence to ourselves if let's say that I was going to say I was going to the Grand Prix I might have confidence in leou Hamilton's ability to

win the Grand Prix because he's a competent person he displays competence and I'm getting confidence signals from everywhere you need to give your prospect confidence signals and what that means is you need to give them the confidence they have they need to buy from you right you might be wondering well how like because if I haven't got testimonials or social proof how are people going to have the confidence to actually invest in me give me their money and and you know I I how do I display competence without social proof you have to lean on

the offer so what this means is if you imagine that you know we've got like a scale if I just draw this on the back here right imagine you've got a scale from0 to 100 right different people buy at different levels this is called an action Thresh so maybe someone will buy it 40% confidence maybe they have to have 100% confidence to buy but what you're looking for in those first couple of clients is people that don't need a huge amount of confidence because what you're ultimately going to do when they come to ask for

the testimon soci prooof what you do is you say listen I can't give you the stuff that you need to feel confidence that's why I have such a strong offer so the confidence is either going to come from it's going to come from three things and this will go into my next point in a second it's going to come from your clients and you're social proof it's going to come from you or it's going to come from your offer those are really the only three points of confidence leverage that you have so if you get

rid of the first one you have to rely on the second to and so what you can do is you can say Mr Prospect I understand that you're not able to see interviews and success stories and everything like that and the truth my friend is that it doesn't really matter because that stuff can be faked and you've probably been burned before by an agency that had all this social proof right of course it's happened to you before that is why I want you to have trust in us because we have the offer that they didn't

have so I'm willing to put my money on the line I'm willing to reverse the risk I'm willing to work on a parent results basis or whatever it is you're doing because I know you need to get get your confidence to buy this from somewhere and if you're not going to get it from some of my clients you need to get it from yourself through this offer right so the second plate is to lean into the offer notice say look I know that I haven't got the stuff that you need that's why I've developed such

a strong offer okay so point three is conviction so the the beautiful thing about sales is that if you have so much confidence and you have enough conviction yourself people won't even think to ask you for testimonials so let's say that you're going to buy my program right let's say that I'm selling you an easy grow our Consulting program that helps people acquire clients if I want to sales call with you I'm going to sit down and I'm going to dial my conviction up to the point at which you could not possibly say no because

Mr Prospect if you buy this your life will change forever and I mean that from the bottom of my heart to the [ __ ] High Heavens and I am so happy and so excited that you're here with me because I have everything that you could possibly need and more to solve these problems to make this dream come true I am the man for the job that might sound cocky but I have so much confidence that I can solve this for you and I I let's just get started let's do it because I know it's

going to work can you feel your emotion right sales is the transfer of emotion what that means is that the state that you are in emotionally is the state the prospect will be in emotionally if you stay convicted in the frame you're in so if you're pitching to someone and you've got loads of doubt and you're sort of anxious and you're quite timid and quite shy and you're like yes like it works really well you're not going to give the person the confidence they need and so this comes into point two but also point three

where they're going to get the confidence from the offer from you or the clients that you've got if you haven't got the clients then it has to be you and the offer and so even if you're not feeling super confident cuz you you might then be like well Charlie how do I feel confident if I'm not able to deliver results you kind of just have to fake it till you make it and that's not the best piece of advice in in most circumstances but what you need to do is have confidence in your ability to

learn what needs to be learned right so when I was starting my agency and the first person that I signed was a guy called Ian who ran a gym up north in the UK I was honest with him I said you'd be my first client but like the amount of the this I had such a filthy amount of conviction I said to him I said Ian if you buy this from me and if you give me £1,000 of your money I will go to Helen Back to make sure this works for you I would run

three marathons consecutively to make sure you get results I will do anything and everything in my power I will dedicate 24 hours a day s days a week to your business and to solving this problem for you and I swear summly on my life that I will stop at nothing to get you results it will be all I think about it will be all I obsess over for the for until it comes until you get results that's all I if you haven't got confidence in your own ability have confidence in your abil to establish the

ability because the conviction has to come from somewhere that's the thing is sales is conviction you won't convince someone if you haven't got conviction if it feels dishonest and disingenuous to have conviction in something that you're not even good at yet you need to make sure you get it from somewhere so maybe it's in your ability to find the ability okay so that's number three what I'm going to give you next I've put here is how to lie right and I'm not going to encourage you to lie to prospect um the best way to sell

someone is to be honest and transparent and just completely straightforward but there is a tool in in the Arsenal that you can use in the event that you want to give someone the impression that they're in a safe Pair of Hands even if you so if you're certain you can help them but you haven't got the social proof to back it up but you know damn well that it's the right thing to do and you know they join you you will change their life but you just haven't got the social proof then you can use

this line so please don't use this in a mellan way I've never used this in a mellan way if I caught any of my sales reps doing it like this I would skin them alive and then fire them although rhetorically I'm not going to skin them alive here's how you do it so someone says I want to see social proof and you say oh I really appreciate that but I can't you have to give a reason you can't just say I can't because then they will be like well it's because you don't have it so

this is technically going to be a lie but I'm not encouraging you to use it unless it's the right thing to do and that is it up to you you have to use your own prudent morality to decide you say Mr Prospect unfortunately I can't give you the stuff that you need social proof wise because the problem with digital marketing is it's very emulative and we want to protect our clients from vultures or copycats so if you're working with me and then I suddenly share your business with a bunch of other people perhaps in your

area or elsewhere in the industry your advantage becomes diluted because now everyone can look at your business they can see the marketing from a third perspective and basically take what you do so every single client we have they come on board on the premise that we do not share them they are private they are protected because if I go around telling everybody who my clients are then everybody in the market can go and look at the copy the funnels and everything that we're using for them which ultimately means that our service is reduced and you

get less leads also not to mention my clients pay me to make them money not the other way around so that's that's an angle you can take don't know why I I keido handed that there but that's an angle you can take please do not use that in a mar Val and malevolent way be trust be trustworthy be honest be transparent but it's something there if you want to use it so that is number four so then that brings us last but not least to number five right number five is probably my favorite and it's

for you to release your expectation of making money so you start this business to make money for Financial Freedom but patience is a virtue in this instance so if it was me smma is significantly harder to start than it was four five 6 seven years ago when I started people have been Lear people are more wary it's harder to deliver results harder to get clients and you know I think a lot of people are very cognizant of that what I would do if I was starting is I would release all attachment to getting paid because

you know if you want to build a six fig multi sixf fig business it's not going to happen in a couple of months although we've had instances in our community where it has but it's rare right release all attachment to getting paid get yourself a stable income with a full-time job or something and go to businesses and say I want to start this I'm going to change your life I'm going to change my life in the process I'm going to give you everything that I've got but you don't have to put any risk on the

table if you cold called a thousand businesses and said look I am a 18-year-old College Dropout I'm going to make it big in this Niche but I need to get a foothold would you be willing to take a chance on me if there was no risk involved to you you say that's a thousand people 10 of them 20 of them 30 of them are going to be crazy enough to say yes now I do not advocate for free trials right but in the beginning if we take a non-binary stance there's nothing wrong with removing the

pressure because if you're if you're thinking to yourself right now oh I've got no clients but I'm going to charge $1,000 a month or I'm going to charge $2,000 a month you probably fail all of this intense pressure to do with sales calls because you know you're not worth that but if you remove that and you just accept the fact that you might have to get into the trenches and do some work without getting paid for a short while then you can relax cuz there's no longer you're not selling anything there's no pressure you're selling

them on the future the future you so you say look in 3 to four months I'm going to have 25 clients and I'm going to be so good at this that you're going to want to keep paying me so you can come on board you give me two months you give me three months you give me everything I need now there's a caveat to this where maybe you want to ask them for a couple of$ hundred as a setup fee software costs or to to cover my media buyers cost or something like that use your

own intuition and your own judgment wisely don't just go out offering free trials to any they needs to be a good business they need to be qualified they need to have some level of authority in the niche I wouldn't just go doing it for any random person sometimes if you're worried about how to sign clients without testimonials the best way is to get the testimonials which just means you have to delay the gratification of actually making money by 3 or 4 months and if you've got a stable income and you're willing to work the extra

6 hours 8 hours a day outside of your current job and put 12 hours a day 6 days a weekend you will make it happen you will make it work so those are the five ways in summary allying befriending someone who you work for free for essentially to to build rapport and they can they can sort of sell your thing for you the second thing is we know that conviction or confidence comes from three areas your offer you or your clients we remove the clients you're left with your offer which is option number two or

conviction in yourself which is option number three if you haven't got the conviction in your abilities you need to have conviction in your ability to find the ability okay um number four is that sort of how you can essentially get away with it and you can say look I can't give you social proof because of this because of that because of this if you give people is a in Psychology there's an idea called the reason respecting tendency if you give people a good why and a strong case for um reason you'll be fine and the

last but not least is the less sexy option it's less shiny but it's to reverse the risk it's to say to people look here's me I'm being honest I'm being transparent I'm being straightforward I'm sure you get pitched by people all the time who don't know what they're doing but I want to be honest with you okay so that's how I would do it that's not how I had to do it when I started although the thing that I had to build was the conviction and my first few clients I signed I was like look

man if you trust me with this money and you give me what I need you to give me to make this work I will go to Helen Back to get you results and I truly meant that I said to I said to my my second client was a guy called Neil who ran a gym in the Midlands in the UK and I said to him I was like dude if you trust me here and if you if you come on board and you you let me take you on as a client I will I will

not sleep until you get results and I meant it and dude like the the first like couple of days his campaign went live he didn't get many leads and I literally didn't sleep I I was up to like 4: 5 in the morning just working on his campaign and then I made it work and he was like well you you told the truth because you can only have genuine conviction if you actually believe what you're saying so if you're not willing to go above and beyond for your clients and those first few clients you might

as well quit man cuz you're not going to get very far this is not a 4-Hour Work Week thing so that's everything for me I hope you enjoyed it if you like the video just like it helps me help you if you can subscribe that' be great I'll see you in the next one so in today's video I'm going to be walking you through a framework that I've developed that is probably the best and single most viable strategy that I've ever found for handling objections on sales calls um objections are the biggest bottleneck for every

salesperson I don't care what anyone says like anyone can ask questions on a discovery call and picture service but pretty much no one can handle objections to the point where they can actually change someone's mind and get someone to have their Paradigm and belief system and confidence levels to align with theirs it's a very useful skill to have and it's one that people seriously lack and there's there's a reason for this right it's it's difficult thing to do there's a lot of I mean in our agency training program we've literally got like I think two

two to three hour videos on objection handling in every single intricacy but what I want to do today is to provide you with a framework that I've developed and i' I've probably done about what like [ __ ] 1,500 Discovery calls at this point you know like full 45 to 60 Minute phone calls with business owners selling High ticket Services retainers and Consulting packages and I probably signed about 500 clients got 30% conversion rate if I aage out over my lifetime um and that's like and that's all from cold traffic right that's all from I'm

just going to move my camera over here minute that's all from like um from businesses that like had no idea who we were before the call and it's kind of interesting like how do you do that on like a one cool cloth um and so what I want to do in today's video is give you the framework that I've developed to actually make that happen um from an objection handling perspective now the first thing to understand about objections is that they are almost never what they seem right and this is the biggest thing that trips

people up so I'm going to hop into Myro on my like whiteboard software in a second and explain like in visual format how we look at this because it's so [ __ ] helpful um and I'm happy to really excited to share with you because it's going to completely change the game for you for objection handling um but before I do that the main principle to understand here is that an objection is never what it seems to be and objections are smoke screens for a lack of certainty um pretty much every objection translates to I

don't have the confidence that you can do what you say you can do or I don't think that what you're charging is conducive to the value which I will receive from what I purchase those are the two things every objection translate into I don't care if they say they haven't got the time or like to to buy to to do what you're doing I don't care if they say anything to speak to their wife I don't care like if they say um like oh I just I I want to think about it any of these

things they will translate to I don't have the confidence that you can do what you say you can do right and that's not a personal attack it's just the truth it's just they're too afraid to say that and articulate it because they don't want to upset you or cause conflict um which is quite a common thing and all you have to do is get on a sales call with someone who doesn't have a very good service and figure out like that's exactly what you will do so I'm in the habit at the moment of accepting

Discovery calls from people who say they can help my agency get more clients and like I'm always open to it I never judge a sales person for their grind so like I'll be on the the call and um and then they'll go through they'll do the question they do the process which I sort of understand but I'll answer it diligently and then I'll get to the end of the call and I'll have no confidence that they can deliver what they say they can deliver because they they just you can it's sort of apparent they don't

they don't have the confidence they haven't kept clients for longer than 3 months like just it's pretty obvious um then you know what to look for and so like what I notice is I don't want to buy from them because I don't believe in what they're selling I don't have the confidence it can deliver for me but what I've noticed after doing like 10 of these calls just out of curiosity for other people's sales processes is like I I find it really uncomfortable to say to people look Charlie or look John or look Steve or

look Sarah I'm not going to buy from you today and that's because you haven't demonstrate demonstrated enough confidence in what you're selling I don't believe you and I think you're lying to me which is basically basically what I'm saying but I don't say that because it's a horrible thing to say it's not actually it's not horrible it feels horrible to say but it's it's a form of feedback that is is quintessential to someone's development so perhaps I should say it um but instead it manifests itself as me saying uh yeah I'll think about it or

let me talk to my business partner I know that the answer is no and I know there's no [ __ ] way on Earth that I'm buying this stupid thing that this person's selling um but I I struggle to sort of say oh yeah I don't want to buy it because I think it sucks right and so you you'll find this is the case if you hop on a sales call with someone and um I don't care what it is if you're buying a new car or if you're going to buy a agency training program

or if you're going to buy anything right do this and you'll notice that a lack of confidence will manifest its way into a lie basically um it's kind of cool to see so what I want to do today is introduce you to the framework that I've used to overcome these objections and instill more confidence and certainty into your prospects on these sales calls it is the most important skill you can have as a sales person by a by a mile it's the hardest one to learn it's the most painful one to learn and actually put

into practice but if you can do it and if you can understand what I'm about to tell you you will [ __ ] fly and there's nothing on there's no objection on Earth that will stop you right so the framework is underpinned by a principle that I've taken from Albert Einstein's approach to science right might wonder what the [ __ ] how does that have anything to do with this but it does trust me so I think it was Einstein or Newton one of these scientists that was recruited of saying that recruited saying um 90%

or 99% of problem solving is problem definition okay and what what what they're basically saying Einstein on Newton whoever it was they're basically saying that in order to solve a problem all you really have to do is Define it because we we probably know the solution to the problem but we can't see the problem we're deluded we're blind right we can't actually understand what it is we're trying to fix and Achieve and the same is true for objections 90% 99% of objection handling or conquering as we call it in our program is just objection definition

figuring out what the [ __ ] the person's actually objecting to and we know that they're always objecting to a lack of confidence regardless of what they say what lie they spin for you but it's really important that you figure out like what's underpinning this lack of confidence because then you can you know you can find the thread of the objection and just unravel it and pulling it and pulling it and pulling it and then it will unravel this this little tiny doubt the prospect has that's been completely magnified and blown up in the the

Consciousness that's completely irrelevant to where what you're selling and your situation so it's a really interesting thing to understand and I'm going to give you the framework to root out these objections because all we need to do is Define what the damn objection is get really [ __ ] clear on what's holding the person back and then we can attack it the problem you have right now is people are saying to you Charlie I want to think about it and your rebuttal is something along the lines of oh what do you need to think about

or oh well listen we have this incentive based pricing thing or oh we don't need to think about it let's just do it one of these stupid it's not stupid it's not stupid I take that back because it's it's it's the most logical answer but it's also the wrong answer because we know that I need to think about it or I need to speak to my wife or blah blah blah blah blah translates to a lack of confidence and so what we need to do is drill down to figure out why this need to think

about it is coming about and so yeah going to hop into my computer now explain this to you if you're still here watching this I commend you because most people have really shitty attention spans when it comes to this stuff and if you finish this video and you watch it 50 like I watch Like 1500 times that's an exaggeration for some reason my Consciousness has carried through how many Discovery calls I've done into that example it's really interesting thing the brain does with numbers but besides the point complete tangent if you go through and watch

this video it might not click with you but if you go through and watch it again they'll start to click and then again and again and again and you want to do what I've done with a lot of videos on YouTube that been really helpful is you you find something you find a problem you've got which could be objection handling or for me for example it was non-binary thinking which is a topic for another day and I found this awesome video on it and I've literally watched it about 100 times and it's just completely ingrained

into my life and I fix that problem and people need to be reminded more than they need to be taught so I'm giving you this sort of for warning here with this video if you find it useful and your objection handling is weak and you're struggling this is the thing that you need and I encourage you to watch it over and over and over and over and over and over again until it's ingrained in you and it's basically part of your existence so I'm going to hop into my laptop here and get onto myo and

basically explain how to do this I couldn't be more excited because like sales is sales is a [ __ ] art form I love it and I want to introduce it to you so I'll see you in there all right people so we are in the laptop on loom and thought I would pull up the quote which I totally butchered um but this is the premise of the idea that I have right in how I've applied this to objection handling so it was Einstein I was accurate with the actual scientist but he basically says that

if I had an hour to solve a problem I'd spend 55 minutes thinking about the problem and 5 minutes thinking about Solutions so what this basically translates to and what he's saying here and what I've deduced from this quote is that if you have an hour to solve a problem you want to spend the majority of your time defining what the problem actually is and looking at it through different angles and different models and different Scopes and then the last little bit of time you've got is when you ask think about how you solve it

because if you don't know what you're solving then you're probably not going to solve it right and this is this is the sort of um Authority that I wanted to underpin today's video with because a lot of people will just give you ideas and they haven't really got any logical base or critical thinking to support them and so let's hop in here right so here is the model and the visual cue that I've basically developed um and I've talk this to a lot of our agency clients and it works really well for them so here's

how I want you to sort of see this thing right um and I need to click on this okay so objections have layers objections like onions you can peel them back to get to the middle and the core of the problem you can use any metaphor here um the the metaphor I usually use with clients is that objections are like those Russian dolls you get um you know you might know what I'm talking about here um if I hop into here you know these like these ones right you've got one 2 three and the irony

with this is that like it truly is the case that um this is what objections look like because like at the beginning it looks like really big and scary like something you could never unpack or something you could never open up and figure out what's going on but then when you figure out what's underneath it there's another thing and then you're like oh what this isn't as big but it's still scary it's still like I mean these things are [ __ ] terrifying if you ask me but besides the point you know you get into

the second doll and it's still big and you're like okay well what's inside of this doll and it's still big and you get to the bottom of this little cute one on the right when it really isn't like scary at all and it's like okay so interesting matterful for you there but here's how it works right so at the top we have the objection okay so let's just take the the objection of I need to think about it right I want to think about it this is the objection now you probably have heard this before

in your Sal schols right and it's a it's a bit of a [ __ ] because you're you're going to be like oh [ __ ] okay you think about it so what you're then going to do is you're basically going to start thinking how can I get this person so that they're not they don't think about it so you might basically ask the question which is quite an interesting one what do you need to think about right and blah blah blah blah blah right what you think about question mark and then they'll basically say

oh I just need to think about it or they won't really give you an answer so what we need to do here is we need to understand that this this objection this line which is what's standing in the way of you're getting the deal um is fundamentally complex and it's underpinned by things that you cannot see and the things that the prospect doesn't even know they have a problem with yet and so what we need to do is what I call drilling right objection drilling basically and what we want to do is find our way

to the Bedrock this is an interesting idea it's going to unravel so what we need to do is we need to drill down and we need to drill down with a question here so when the prospect has an objection any objection I don't care what it is you need to say to the prospect um Mr Prospect when someone says that to me it's usually because of one of three things um they either lack confidence in me and my company and what we represent they lack confidence in themselves and their ability to implement what I'm telling

them to do or and usually most commonly there's something to do with the system that we operate and run that you don't understand or that you don't actually have full confidence in out of those three things me you and the system what do you think it is that you're lacking confidence in and that you're not quite certain about yet and that's what you do you ask that question right it's a really good framework and what this does is they'll then basically Define the problem at a top level nine times out of 10 it's going to

be the system sometimes it they'll just say oh it's me sometimes they say oh it's you but it's rare that this is the case if you do calls properly and so let's just go with the example of system as that will be most common but you can apply the same principle here to all these other ones and so what you want to do now is once they say I think it's it's the system and then they'll sort of give you some sort of vague answer like all yeah I just I still don't quite understand how

what it is you do how it works or something like that which is a sign that you're not being you're being too vague like when when you're pitching people you want to find a non-binary dichotomy balance between being too vague and giving enough information so they have an idea as to what they're buying but not enough of an idea to get paralyzed with the information you provided it's a big difficult thing to do but we now know the problem is the system so they don't need to think about it they just don't quite understand what

they're buying or they understand but they don't have the confidence it's going to work and so what we need to do now is we need to drill again okay because if we try and handle the objection with something like some like oh don't worry about our system it's great at this level it's still not their objection it's better to try and attack the objection from this level than this level but you still won't really get very far because it's not why they're objecting and so we need to drill down again and we say okay Mr

Prospect so this is this is where your knowledge of your product comes in but you can ask an open-ended question or you can ask a multiple choice question at this point so you've got open or you've got multiple choice right so like with open-ended you can be like okay I totally understand John and I'm glad we're getting to the bottom of this so you've said that you lack confidence in our system you don't quite understand what it is we do what specifically what things or what thing say things plural it might be more than one

what specific things are you lacking confidence in or you don't quite understand about what we do or if you know your product really well and you know why this objection usually manifests which you won't until you've done the open-ended question about 100 times so [ __ ] write that off for now or with multiple choice and what I'm able to do with our businesses because we've done so many sales calls is I'll be able to predict that 90% of the time because of how many open-ended questions I've asked their objection will be to do with

lead quality lead quantity or something else like different and let e want lead quality or quantity and then it's something else that they'll need to explain you give them multiple choice or is it something else and then you always root back around to open-ended so when you're using multiple choice questions in this level of your objection handling you always have like one option is always other because otherwise you're going to put words into their mouth that they don't think they have and then they won't think there's a problem and then there's a problem so you

have like option one option two option three and then we this is a multiple Choice question here me you on the system but we can use this because it's Universal and we need to get specific to drill down to this next Point okay so you'll see how this is unraveling so we asked the multiple choice question or the open-ended question like okay let's get specific so you you've talked about lack of confidence in the system I am totally empathizing with that and I'm really glad you brought it up because it gives me the opportunity to

introduce different models what you're lacking confidence in and so what will then happen is when we get specific about this is they will say something along the lines of um you know it could be like ah you know Charlie I'm just the thing that I'm really uncertain about and that I'm worried about is whether or not the lead quality will be good okay so we've got the problem awesome right lead quality okay and so at this point we can try and handle the objection and be like okay cool here's why it's not a problem but

we still don't stop there we apply the same [ __ ] model again I know I keep swearing this video but it's a point that I must drill home with um I want the language that I'm using to have some sort of imperative measure to it so you actually do the damn thing we draw down again once again with open or closed questions um sorry not closed multiple choice or open and So like um you're probably going to be using open questions because you won't know what the problem is but with lead quality in the

gym space and all the calls I've done I know that it comes down to one of two things prospects don't show up or prospects don't have the money sometimes it's they don't have the motivation so what I would then do is if John said to me Charlie I'm just lacking confidence in in the lead quality you can produce I said John I get that awesome thank you for that when someone says that it's usually because the prospects they've had previously don't have the money or the prospects don't have the motivation to purchase or the prospects

don't even show up in the first place out of those three things what where's your where's your main concern lying or it might be all three of them what what is it John and then he'll tell you and then he'll be like oh like it's it's just because like they won't have the money and now we have hit what I call down here the money this is objection Bedrock okay so important so important to understand the simple model so now what we've done here is we this takes some time takes 5 to 10 minutes of

detailed conversation and good question passing and now what we can realize is that the prospects need to think about it was basically like it's a smoke screen because the thing is as well is until we drill down and actually bring some order to chaos and get clear on what the problem is the prospect won't know what they're lacking confidence in and so we have to ask this line of questioning to actually get to the bottom of of what the hell is going on and so like they went to think about it because they don't lack

confidence in what you do but they're too afraid to tell tell you because they don't want to upset you or cause conflict simple or it's usually actually a mirror of their discomfort of someone making them uncomfortable with their product but story for another day and so what we do is we we ask them a question is it youi or the system it's almost always the system and so now we've established that they lack confidence in the system okay so their objection is no longer I want to think about it we know it's a problem with

the system they don't have the confidence and then we drill down and we're like well what about the system is it you're having a problem with we give them choices or we leave it open so they can explain and articulate themselves which is a powerful thing to have them do and then they tell us the general problem with the system it could be lead quality it could be lead quantity it could be bad bad experiences in the past with previous agencies um it could be like a specific testimonial on your website that rubbed them up

the wrong way we don't know until we ask right and so after that we then proceed to say okay well what is it about that testimonial or what is it about the lead quality and then they tell us it's actually just to do with the fact that all the agencies we've used before we've got leads in the door we've got leads in lots of quantity but we never ever ever find they have any money and so the biggest objection I have the reason I'm not buying from you Charlie and they won't they won't say this

but this is basically what they're saying the reason I'm not buying from you Charlie is not because I need to think about it not because I have a lack of confidence in your system well it is but I have a lack of confidence because I don't think the leag quality will be good because I have a bad past experience now we have an objection to attack and now we can think about it okay p intended now is the time where we actually overcome the objection and the small amount of time we have to to do

this in is pretty straightforward and so let me give you the model that I would use to overcome this and it's very very very straightforward so the first thing is that like when you are building your product and developing your service you need to sort of develop it with objections in mind because prospects know what the hell's going on and like if you haven't got something in your service or offer that directly counters the big objections your prospects will create and curate on the call then you're [ __ ] right but you need to be

prepared for these things okay so here I'm not just going to sort of say to the prospect oh don't worry about that what I'm going to do is I'm going to sort of map this out for you actually let's let's sort of let's scroll down a bit here okay so what I'm going to do here is I'm going to say I'm going to use a framework okay and so the first thing we're going to do is we are going to um what's the word praise praise and empathize right so I'm going to say John thank

you so much for that I'm really glad you shared this with me and I empathize with your situation I know how horrible it is to talk to prospects who are not qualified and waste all your time it's [ __ ] horrible isn't it a resounding yes will come from this statement right yes it's horrible I know how difficult it is that's why I'm objecting to it number two okay not acceptance statement this is a really powerful thing that I use in sales and I've I developed it after like thousand calls it works really well so

then what we do is we say John I will simply not have this I will not let this objection stand in the way of us working together it's an outcome that I I cannot let happen because it doesn't need to stand in the way because it's not a problem the reason why and then that's that's number three okay so reason so we we say I John I simply cannot let this happen if you don't if we don't move forward today because of of the of the problem of the belief you have that the prospects won't

have the money I have fundamentally done a I've done a bad thing I've done wrong by you by not signing you because I've got something here that actually solves this problem directly and we've directly attacked and solved this issue for all of our clients and it's not a problem and I want to share with you why it's not a problem is that okay with you right and so we we go for permission then we we give a reason okay and so what you then do and this is where it's up to you to sort of

have a good product basically because all you need to overcome objections is a good product and so then you sort of just explain like the system that you have to make sure prospects have money so like for example in the gym space like you know we'll talk about qualification right qualification forms we'll talk about targeting top 1% zip cat right so oh John listen the reason this is not a problem and the reason this is not going to stand in the way today you don't even enter their frame of entertaining the idea that they're not

going to move forward you assume they're going to move forward and that all you need to do is introduce them to the reasons that you can provide for them to actually move forward and it's really simple and so I it's not a problem John because we've got so many ways of overcoming this because it's exactly the thing that stood in the way of so many clients getting results and so we attacked it until we solved it and this is exactly why I want to work with you because what we're going to do John every single

lead that you receive from us has going to is going to go through a five-step qualification form they're going to receive a call from us to validate they're a real person and they have Financial investment to actually buy from you and buy your membership we're also going to go ahead and only target people are in are in certain ZIP codes of your area so we know they are of above average median household income so that it's impossible for you to receive a lead that doesn't at least make like 100 Grand a year and we're also

going to give your sales team the best price objection handling techniques you've ever seen in your life and it will completely change the game for you and you'll be able to sign pretty much anyone anywhere on your membership without the objection of price those three things we've developed proprietarily for all of our clients and they work incredibly well and you won't have to worry about that money thing then you shut and then they'll be like okay and then you sort of round it off like can you see how that's can you see now why this

is not a problem and then they'll say yes because you've given them reasons reason respecting tendency is a cognitive bias in Psychology and if you just say to people D don't worry about this or it's fine we've got you that can work sometimes but backing it up with like two or three solid reasons is really [ __ ] helpful and so to overcome objections it really is just about how good your product is Right conveniently I've drawn that in like a scaling angle but like you need this is this is what you need to do

for every objection so this is just one objection John might have like four or five of these and so he'll he'll be like he'll be like oh the problem is money and then then you'll you'll do this and you'll you'll sort of attack the objection and you'll tick it off and you you'll beat it and then he'll be like oh okay yeah yeah I S I see where you're coming from that does make a lot of sense but I I still just think I need a bit of time and then you just go through the

same process over and over again and you say to them John is it do you need a bit of time because the money problem still exists and then he'll say no no no no no because you you've over come that and you you tick that off right and then what you do instead is you say Okay so let's go back through that process because I'm so Keen to work with you um where are we at now so we're still on the system right you're still lacking confidence there's something to do with the system yeah I'm

I still am okay you go back exactly back through it it's all you have to do over and over again and in the program we call this objection looping where like you just want to sort of like loop around and every time you sort of loop around you basically just build more and more confidence in the Prospect and all you have to do is just take off a certain amount of objections and then you'll close the deal and you'll make more money than you can [ __ ] imagine it's it's a difficult thing to do

actually no no it's not difficult to do it's difficult to know to do this naturally without having someone to toast do it like I've just done here okay so this is basically my framework for handling objections and I'm going to label this the Imperium right framework and what we're going to do is we're going to call it the Imperium Bedrock framework uh Imperium objection Bedrock framework that's what we'll call it okay so that is the Imperium objection Bedrock framework okay and it's really important you know how to do this because I don't care how many

calls you book I don't care how many positive replies you get I don't care how many emails you send how many LinkedIn connection requests you send I don't care how good your product is I don't care how good you are at asking questions on calls I how good you are at pitching if you cannot overcome objections and you cannot change people's minds and get them to share your confidence and give them specific logical con con concise reasons to buy from you you will not win and you will not make any money and this this video

could be one of the most useful things not From perspective of my narcissism and my knowledge I'm just sharing with you what's worked for me and helped me close over 500 High ticket deals at you know 6 to 10 grand Consulting deals and 1.5 to 3K month retainer deals repeat repeatedly over and over again without any issue Works [ __ ] well okay so that is everything for today's video I hope you found it useful and I will see you in the next video thanks for watching subscribe today I want to talk about a mindset

shift you can make for your objection handling on sales calls um if you haven't got enough sales calls right now when you have enough sales calls your next problem will become objection objections um there's two problems agencies tend to face with acquisition the first is actually booking appointments and the second is like handling their objections because anyone can ask some questions and have some cool pitching but then the prospect's like oh I don't know then you'll just like oh fine whatever um in today's video I'm going to give you just a real quick little mindset

shift you can make and if you make this mindset shift it'll make the objection handling part a lot easier um so this channel is basically built to help people help gr agencies because most agencies are really struggling to get clients um for multiple reasons but objection handling is one of them so let's talk about it so the the premise of this um this concept this idea basically revolves around the fact that when you're handling objections you need to help the person get out of their own way um so let me articulate this with an example

so a while ago we had an agency own join our program and he he was objecting he was like a just let me think about it let me take some time I want to do this I want to do this this first and I was like I said to him I was like mate oh there's my battery thing I was like mate do you think that this is going to work like if you buy it and you do it do you believe that you have the confidence that what I'm saying is true and that we

can help you and he was like yeah I actually do like I do think that you can genuinely help me and I was like okay well obviously you want to think about it I'm assuming that's just because there's a bit of fear and a bit of anxiety you can feel something in you that's just making you feel a bit uncomfortable right and he was like yeah and that's that that there that that there is empathy is when you can actually acknowledge someone's emotional state and tell them how they feel back to themselves then it creates

a lot of trust um and he was like yeah like I do want to do it cuz I've seen the results and I've seen the testimonials and you got the guarantee and this is all there Blah Blah Blah by the way I'm not pitching the program and um and I said to him I was like all right well listen what insert his name here I'm not going to give anything away I was like look I just my job here then is basically to help you get out the way of yourself because if logically from a

business persp persective you know it's the right decision to make but emotionally you're struggling then we need to work together to overcome these emotions and I'm not going to sit here and like try and handle your objections instead I'm going to sit here and try and help you nurture a mindset that allows you to remove the emotions that you know shouldn't be there to prevent you from making the decision you should be making um and this is a really profound way of handling objections because if what you have is genuinely the right thing for the

person which is a secret to objection handling if it's if it's the right fit you can actually help them um instead of seeing objection is like a oneway street where you're like battling them to try and get them on board you want to work with them to overcome the objection so you almost want to imagine that you're like right you know join my team and we'll look at this objection together and figure out what we can do to get you past it because we're in this together and it's a collective and we both know we

can you know have something good happen here but there's just something in the way and we need to overcome it so basically the point here is you want to see objection handling as like something you do for them not against them if that makes sense so like I can't tell you how many people we've got into the program we've helped them overcome their objections and then they buy the agency program we have the Imperium agency program and like four months later they messaged me just randomly like thank you so much for being persistent on that

sales call because I wasn't going to buy but you made me buy and now it's is the best thing I've ever done um and that's the sort of like attitude you need to have when you're going into the objection handling phase because it you have to create this Dynamic where they're like I'm not sure and you're like come on like hold my hand I'm going to pull you along I'm going to put you on my back and you know like carry you to to the decision um so you have to basically perceive objection handling as

a collective um instead of seeing it as Like Us Versus Them you want to see it as us and Them versus the objection because two tends to be much better than one and you can frame this in all sorts of ways so like practical examples one I gave earlier or you could say something like um so look John we've got a brilliant fit I'm I think we can both Rec recognize that it's a pretty good fit right yeah cool okay um so we noticed a fit and we've got this you've just laid out that this

is the reason that you can't come on board do you want to work with me to try and overcome that right and then you just shut up and then they'll be like actually yeah okay and then you just got their permission to just completely attack right their objection and they're also on your side um this won't work if they're giving you [ __ ] so someone's like oh let me talk to a business partner but they actually haven't got a business partner they're just too polite to say they don't want to do the thing um

you can't really do this until you've established what the true objection actually is so like if someone says I want to talk to my business partner i' be like I didn't know you had a business partner cuz would have qualified them before he'd be like yeah well he's actually a silent business partner and like you know he doesn't really he not too involved in the business I was like well you haven't mentioned him at all throughout this call so that indicates to me that you're the main person that would make this decision but you're just

a bit worried to do that on your own is that right and they' be like yeah to be honest I just on the second opinion it's like all right well that's exactly what I'm here for right you can see how you sort of like transition this into a um sort of teamwork Collective style approach it's a very good way of doing objection handling um and it it does just you know sometimes you just need to help people get out of the way of themselves um and you need to help them overcome that emotion because really

like the main thing with objection handling is all you have to do is build enough confidence like that's really the only the key to hold any like any sort of objection is just understanding that they're in a position they're in an emotional state of doubt and perhaps a bit of anxiety maybe some fear and your job is basically to say look I recognize these emotions I know they make you feel uncomfortable and I know that buying will maybe extend them for a limited period of time and that's not pleasant for you however in the long

term those emotions will completely fade away or you might get those emotions but with a bigger problem that we help you you know the solutions to create problems and that could create more pain for you down the line but for now like what's more painful Mr Prospect making a decision to purchase something that actually helps you solve this problem which by the way is guaranteed to work or not making a decision and sitting with the problem for a much longer period of time and you just shut you give them two options they like I must

so that's just a quick like real small little tweak to make like with objection handling just the mindset like tweak I'm thinking about here is just don't see it as you versus them see it as you and them versus the objection and try to get them on your side so that when you are handling the objection it's almost like you know you can do a lot more damage from the inside if that makes sense um so that's everything for today's video I hope you enjoyed it um if you did enjoy it you can just like

it because well there's literally a button to say you liked it um you can comment any other video suggestions you might have and also subscribe talk to you soon have a good day if you do what I'm about to explain sales will become very easy for you I don't mean easy in the sense that you're you're going to Breeze through every deal because for full transparency sales is never going to be a walk in the park however if you're struggling to close deals or you're worried about whether or not you can close deals this video

is for you and it should help you so chances are you are an agency owner a coach or consultant you got a service or you're starting and you know that one of the hurdles you need to overcome is sales you know you need to convince people to actually buy from you if you're not able to do that you're not going to make any money you might even be procrastinating sales calls by not doing Outreach or trying to do other things like build websites because fundamentally you're a little bit of frer sales and you're a bit

worried about it so in this video I am going to teach you a technique that I've used many times I think I've conducted probably about 2,500 sales calls I've closed well over 600 700 High ticket deals in my time so I'm going to walk you through one of the main things that I've learned and it should help you close more deals so my name is Charlie Morgan I've built and scaled two companies U the first one is called North flow Consulting it's a marketing agency I scaled it to seven figures and got rid of the

clients because it became a bit too messy now I run Imperium acquisition which is a multi7 figure soon to be a figure coaching company and I make these YouTube videos to help people make client acquisition easy but without further Ado let's hop in so this technique revolves around something that you're going to be doing outside of actual sales calls okay so it's not something that you're going to be doing when you're inside of the trenches in in the actual call itself it's something that you need to get used to doing in your every day-to-day life

and by doing it outside of sales calls when you come into sales calls things get easier so it revolves around one simple premise and that is basically that we buy as we sell so what we can actually do and this is really interesting is we can hold up a mirror between how we do something and how we expect other people to do things and you can do this anywhere in life with all sorts of different scenarios and situations for example if your tendency was naturally to get aggressive when someone you know had a go at

you or red up your ego then naturally that's what you would think other people would do in that situation so as humans we're very narcissistic at our core and projection is one of the the primary means of irrationality whereby we expect other people to do what we do and we expect our Behavior to be mirrored and emulated in the situations we'd find ourselves in if we looked at other people so how does it Supply to sales and why is it important here's the thing right so if you are really indecisive if you negotiate really fiercely

if you can't say no to people because you're always leaving them in a maybe Zone because you don't like the conflict then what do you think people are going to do to you on sales course so here's the thing about the mirror and here's the thing the way that you buy things in your everyday life whether it's a gym membership a high ticket product or a lawn mower whatever you buy the way that you purchase that thing and the Dynamics of the interpersonal Dynamics you use to communicate your intentions and obviously negotia everything that is

how you will naturally expect people to buy from you and this is a really important lesson so one thing that a lot of people struggle with is getting prospects that const like cannot say no to you they're always leaving you in the maybe Zone it's not like yes or no it's always like oh I'll think about it let me sort think about it if you are someone in a buying situation who always wants to think about it and you're really indecisive and you can't give a yes or no answer out of fear for what happens

on both sides then when you start trying to sell your services and close people what's going to happen is you won't be able to get people to give you a decision because fundamentally you're unconsciously accepting the fact that people are just indecisive because you're indecisive so you're always going out to people and saying oh like I'll think about it or let me like I've got to do this first or like ah it's not a yes it's not a no I just need to mull it over if you do that and you put yourself in a

Sal scenario where someone says they need to do that then you will have no inclination or awareness to push them or to try and handle that objection because fundamentally that's what you would do and so this is like an ego thing it also refers to a word called practice which denotes that we give action to belief if you believe that everyone always wants to think about it then you will naturally tailor your sales calls to go in that direction which is quite dangerous so another example of this is being like price averse right so you're

always worried about the price that's the main thing you're constantly fearful of is how much something's going to cost and you know you you'll go through and you'll explore things and then you're always at the end like ah the price like what's the price going to be if your relationship as a buyer with price is a negative one then you're naturally going to emit that energy to your prospects on sales calls and probably you're going to lead to people thinking that your price is negative in some way or another the main way that this manifests

is with the objection handling phase however it also manifests in the questioning phase of the sales call when you're running a discovery call your primary objective is to you know ask questions to diagnose their problem and start drudging up some pain in the Prospect and you know traditional and and what I believe to be good sales advice is to basically start asking painful questions and what I mean by painful questions is questions that by the prospect answering them lead to the prospect feeling a bit uncomfortable so if I said to you right now if you

were on a sales scenario you're struggling with sales if I said to you like well how many deals have you closed today and you said well I haven't closed any and then you'd say well why do you think that is and then you'd say oh it's because of this this this and this and you said considering you're not closing any deals how is this having an impact on your life right now by you answering that question the answer is obviously going to be negative it's not going to be a pleasant one to answer if you're

afraid of asking scary or difficult or you know painful questions on a sales call then the only reason you're afraid of doing that is because you're afraid of what would happen if someone asked you so if you're on a sales call and someone asked you one of these questions you might judge them for it you might think they're being slimy you might think they're being like all slick and like oh this horrible sales repap trying to manipulate me so if you if someone ask you that question and you saw them as like some sort of

manipulative nasty piece of work what you will do is when you need to ask that question you snooker yourself because you think other people will judge you the same way that you judge the people the people who are asking you so what we can do very often with specific things like sales is is put a mirror up between like our thoughts and behaviors and our perception of other people's thoughts and behaviors it's not always the case it's very rarely the case that everyone behaves in the same way you do if you're the kind of person

who's always asking for a discount how do you think you're going to respond when someone ask you for a discount well because you always ask and you always want that people are always going to you know if someone asks you you're going to give it to them and probably give them even more so you need to be really cognizant of this I'm really careful when I learned this and when I became aware of this and I started studying like how this mirror effect works I corrected all of my buying behaviors so basically like now if

someone gives me an option to buy something it's a yes or a no on the call and and this is the thing right this is where people go wrong with this because they think like oh but what but surely if I start saying no to people that's going to make other people say no to me that's actually a good thing we love yeses we love NOS but we hate maybe I'm always willing to say no to someone if I genuinely don't want to do it if they've made their best effort on a sales call if

it's not a fit for me and I don't want to do it I'll just tell them I'll say look not for me there's nothing wrong with that at all because if anything that you want to attract that energy from prospects on your sales calls because then you can clear out the people that aren't interested and just cut to the core of the people that are don't be afraid to say no to people let's say you receive a cold call or someone not on your door and they're trying to sell you something if if you if

you tell them to [ __ ] off and you put the phone down and you swear and you judge them or if the person who knocks on the door you shut the door and think oh what an [ __ ] what do you think people are going to think about you when you try and do those efforts so if you're judging every cold caller every person who's knocking on your door every cold DM you get every cold email you get if you're constantly saying oh these people are so [ __ ] annoying they're irritating I

hate them when you have to do that behavior to grow your business you're going to project all of that judgment internally externally onto the people that you're reaching out to and that fear will [ __ ] you and it will snook you and prevent you from actually doing tasks and activities you need to do to grow so it's often the case that like if you want to grow your business you just have to clean up your own personal life as soon as I started saying no to people I wanted to say no to I stopped

negotiating and asking for discounts I actually answered people's questions without judging them and I truly listened like this is another one if you want people to listen to you on sales calls if you want to have that Authority and you want to demand their attention then you have to give that attention to other people when they're trying to sell you it's kind of the same with YouTube videos right for example if I click on a YouTube video I will watch the Youtube video in full the reason I do that is because if I'm the kind

of person who uses YouTube is this sort of like almost like it's like Tik Tok where I'm watching One video for one minute and then I've got five tabs open and then I'm doing something else over here and then whenever I'm watching someone's YouTube video I will give them the courtesy of canceling all my tabs turning my phone off and just watching the video and paying attention and watching the whole thing because that's what I would want someone to do if they were watching my video and so I'm able to sit here and talk without

any fear as to whether or not someone's going to click off and that might be irrational because it might be the might be the case that you know a lot of people cck off this video and don't watch the full thing but ultimately enables me to make better clearer content because I'm not worried about something like that in essence this is like probably the most important thing that I've learned in sales I say probably the most important there's going to be like tons of other little things that I've learned but this is a big one

because if you're judging people if you can't if you're always sat in the maybe Zone with your decisions if you're always asking for discounts if you're not listening properly to people like in your personal life you will carry all of that [ __ ] will manifest as fear and anxiety and you'll be going into sales calls basically like a a scared dog right which is probably not the best animal to be when you're doing sales schols so yeah have a good day thanks for watching cheers ladies and gentlemen so if you sign a new client

for a social media marketing agency what do you do in this video I'm going to basically explain or it won't be me it'll be my business partner bo bo is going to explain how to basically when you sign a new client what is the standard operating procedure for making sure that client is properly well received into your business now last week I a video on our onboarding process the funnel the guide and stuff like that so that might also be useful but in this video specifically for our agency when we had norflow Consulting before we

sold our clients we basically had 64 done clients and we would on board new clients every single week like you know five six clients a week sometimes and what we did is we devised a very specific standard operating procedure or sop for short and we would roll that out for every new client that came on board and today I want to share it with you because a lot of people need this stuff because the initial conditions of most agency owner and client relationship are pretty shaky because there are no procedures so without further Ado let's

get into the video hello everyone and welcome to the Imperium agency incubator Service delivery the onboarding session and in today's video we're going to go over a little sop a standard operating procedure I've created for you guys just so you can start systemizing the way that you sign on clients and the step-by-step approach you take once you've actually signed those clients as the way to scale any business is by systemizing every little procedure and structure in your business as that's the only way to skill right we can have a lot of freedom and creative Spirit

once we have when we have a couple of clients but as soon as you start Landing five clients a week 10 clients a week 20 clients in a month you're going to need to systemize all these little parts of the business starting with what you actually do when a client signs on and the great thing about soping this and documenting all of it is that eventually once you start scaling to really big levels you'll be able to onboard your team members very easy and you'll be able to just give them these sop so they can

take care of it for you right uh and that's what we're going to be doing in this video so without further Ado let's get into it so I've created a very good very um very good usable sop for you guys that is obviously available in the download section below as a um pdf version now what I um basically what we're going to start with I'm getting a couple of messages here on slack some of you will be familiar with that um little notification there so without further Ado so the first of first of all thing

is obviously you get a new client so woohoo you've got a new client that's absolutely brilliant now what we're going to be doing is we're going to be going over the next steps of the process so you've signed on a new client he's he or she is ready to go ahead that's absolutely brilliant great job on that you've obviously uh done the sales process correctly now the second thing is um the second step is get a payment so always get some form of payment before any uh any of the work starts this is rule number

one to running a agency this can be a management fee a one-time payment a startup fee a deposit I don't care if you're doing um you know pay on performance you're doing management fee with a guarantee whatever you're doing get money up front it doesn't have to be the full payment it doesn't have to be what you're owed just make sure that you get paid up front before any work starts as I see this so many times happening with starter agencies is they get a new client or they at least get a yes right they

do all this work they get funnels ready they write ads without getting any form of payment and then a week later the client changes his mind or um the client uh you know uh ghosts you and you've done all of this work without actually getting paid for it get commitment from the client so there's an agreement there not just from the contract standpoint but also from the monetary standpoint getting paid and having a client pay you is a great sort of emotional agreement that you have between the company and the client where the client is

truly vinced uh and is truly ready to get started so that's option two so the way that we do that is we use payfunnels for our own agency you can also use PayPal if that isn't available to you uh I don't really recommend PayPal um it's just not reliable at all I've heard so many nasty stories about PayPal holding thousands of dollars tens of thousands of dollars in um in in accounts for months on end uh this has not happen to me personally but I don't recommend using PayPal but it is an option you can

use um and that's why I've added a never keep money on your PayPal account as I see so many people using PayPal as like their savings account and trust me just use a normal bank account that is you know FDA approved or whatever you're using right just make sure that you're using a real legit bank account that just uh ensures your money um just keep it all in a secure place because PayPal is for sure not to be trusted so you can use payfunnels um if you're using something else that does the exact same thing

just keep doing that if you're still looking for a good way to capture payments we highly recommend pay funnels so um this basically means that this is link this something so in the PDF you can click this yourself and you can go to payon so this is what payos is it's super easy it's basically made for online businesses and agencies makes invoicing super easy you can create an invoice in like 10 seconds um with all types of like free trials attached to it monthly recurring Revenue um you know the amount of months people want to

be charged you can also set up onetime payments all types of currency fees it's what we use it works incredibly well it's what a lot of the lot of big companies use as well and it's super easy to use because it basically just shoots out a simple payment link instead of like this big invoice or whatever um and the client can just use the the link if they don't give credit card or something like that now what we have done is we've connected our payon account to our payment provider stripe which is where we capture

all revenue um and this is what a payment would look like um and that's just what we use there should be a line here between stri payment to bank account um but that's kind of you know just imagine that basically that's where we basically where all of our agency Revenue goes to and then after that it gets transferred over to our business account so that's option two main thing main takeaway from from number two is always get some form of payment before any of the work starts then the third is send over a contract get

that contract signed very fast get the payment and then get the contract signed those are the first two things before any other work starts before you schedule onboarding calls before you do anything else get payment and send over the contract and make sure it's signed so we obviously you can use hello sign which is a software you can use docu sign which is the one one we use and we can use Panda do now we've got a little help video for you here I thought it' be very useful for you guys if you're using docy

sign or you're thinking of using docy sign that you can click on in the um in the pdf version now this is basically the video so I'm just going to kind of show you how it would work on on docy sign and just to show you that you can do this sop in literally 5 minutes like that's how long it takes to get all of these steps done just to show you how fast um how fast you can get to work on this so here we go for e e all right so that kind of

goes to show how easy that is um if you're not if you're still choosing between um uh signage contracts or signage softwares um I'd recommend just going with docy sign not just not because Panda do or h sign isn't better but simply because we use docy sign so we'll be able to offer you the most support on on that software that would be step three and those two steps would really be the first two things before any work starts like I said after that so you can if you can use just an onboarding funnel and

this kind of all combines together um and we're going to go over on boarding funnels in different videos and stuff like that and on boarding funnel is really just where everything already is so you can just send your client a login or a um you know a funnel a link and all of the all of the the onboarding stuff will be taken care of um so that's basically just all the options however we've also added some extra options if you don't use an on boarding F onboarding funnel um send over a welcome email just you

know letting them know how great of a decision they made working with you and the next steps right uh then send over an onboarding document or a question form if you have one usually this contains just simple business information questions maybe some Lins that you need like login information creative that you need etc etc um admin access to the Facebook business manager of course if they have one if they don't have one you're obviously going to need to create one for the client which is again can be done in the onboarding funnel um and that's

step one so this can this this can be a funnel you've built by yourself or it can just be a simple PDF uh step-by-step PDF um numbered from you know for example 1 to 10 connected to certain looms showing how certain parts of the uh steps need to be done you know when it comes to maybe building the business manager it's good to kind of give visual reference and show clients how that needs to be done and then how to invite you uh to that said business manager so when that is done U the easiest

way is by just having an onboarding funnel so you can just send a login and a link um and you can do that in like 10 seconds then after that scheduled the onboarding call uh for most of you for 99% most agencies do do an onboarding call and I do recommend that um where you kind of just go over you know just everything that is necessary to get started schedule that in on the calendar um as early as possible preferred and then then number six is on board on on your support system so we're going

to go over support systems and the support systems we use but this can be slack this can be email WhatsApp or any other different type of software Facebook just set them up with on board with the support system and make sure that you make it clear to the client that any form of communication is going to go through this on uh support system keep support nice and Central will will will help you in so many ways I cannot even I canot even explain uh once you start scaling to multiple clients so that is this video

download this little onboarding dock and why this is great is not just because you don't know these things but it's great to build Sops like this and kind of have that in file for when you start hiring people for these type of jobs because the simple thing you can do is really just give them an sop like this and they'll be able to go at it plug and play like so so that was this video that was the new client sop I'll see you guys in the next one let's go hello everyone and welcome to

the Imperium agency incubator Service delivery the on boarding section and in today's video what we're going to be discussing is the onboarding document SLS survey so what we're going to be doing in this video is we're going to go over the survey that we use the tools that we use and how we all connected to each other um and automated basically as what I see happening a lot with agencies is day you know they have certain information that they need from the client to be able to come to be able to run campaigns but they

don't have it automized uh a automated and they don't also don't have it connected to systems and it just adds a bunch of complexity and a bunch of steps that shouldn't be there um as with scale it becomes infinit infinitely more difficult to manage all of this stuff so we've gotten some pretty good resources um I'm going to go over the template that we basically use it's not the exact same template but it's pretty much the um exact kind of layout and you can use for your own agency copy and paste it obviously change change

a bunch of stuff to it make a sh your business you might use some different tools you might use anything else I'm just going to show you what we do um however if you're using any different tools to to deliver on all of this stuff of course just use what you want to use so without further Ado here's what we're going to cover so we're going to cover the client onboarding survey and it's basically just a template templated version because it isn't um the one that we use exactly for our agency um but it's more

just a really good layout that you can use for your own onboarding um as there are some important steps and some that we need to know as an agency before we can actually do the work and it's really our responsibility to understand the market the client is in before we can start advertising right it's very easy to just have a couple of ads in a funnel here and there but we need to find a true understanding of of their Market what they're looking for their paying points their problems not only from the client but also

from the the client's customer um perspective which obviously the client knows a lot about as they have been usually in that type of business or in that Niche for years now so there's a they're very good um information tellers this also helps us because as soon as we start scaling um these onboarding surveys are basically our goto when we're looking to learn more about our market and our markets market right um so it's very important that we collect all this data and keep very good track of it Etc then we're going to uh show you

how to create a Google onboarding survey which is the tool that we use it's free it's super easy it connects to all the necessary things that we use as an agency there is probably 30 different softwares out there that offer the exact same thing but you probably have to pay for them now some of you already are paying for for tools like that and then just use that tool right um but if you're not and you're still searching I highly recommend just doing Google um because it's free it's super easy we use Google Drive basically

for anything and it does the trick incredibly well so the first thing is first um oh yeah by the way before I go you can connect all of this with Sapia and send responses to your email SL CRM keep nice data collection of all of this stuff um send it to the to the appropriate team members or vas Etc connect it to all your CRM systems so there's a lot of cool stuff you can do with it so without further Ado let's get into the template so we've created a very good template for you that

basically shows our exact question process when a client signs on so I've gone over the new client sop like twice or three times now um if you haven't seen that definitely go back into the videos and watch that first and there is a onboarding document attached to that sop and what that really means is we might have done the onboarding call already or maybe we haven't but there's always going to be this part of the process um where we need some information from the client just standard basic questions but also some deep dive questions where

we truly find out um some important things so because it allows us to just run the best marketing campaigns and get the best results um and we call this a client onboarding uh survey and this is just fully made on Google it's connected to our company's Google Drive um and it just makes it super easy so the first things first is what we have the the name right here you can name it whatever you want um doesn't really matter so please complete their survey so that we can um so you can better understand your business

and goals please take the time to complete this survey as thoroughly as possible the better you answer these questions and the more information you provide the better will be able to serve you as a client and deliver amazing results right um and that's just important like this is the client really needs to understand that they can't kind of fast fast track this and kind of just get it done like we want this to be as detailed as possible because the more information we get the the higher our chances of success so the first things first

is we obviously just get an email um that's good for a bunch of different reasons I'm not going to go to too much into that uh most of this information we'll probably already have in some sort of way but it's good to have one point uh one medium or one channel where we just compile all of the information as as soon as you starts getting past 10 20 30 clients you don't want to go searching for what the owner's name is or what their email is is or that company right you just want one spot

where all the information is from all your clients so it's super easy and efficient um so first of all we ask the owner's first name and last name then we use uh ask for the email used for payment probably usually the same email that they fill in right here but sometimes it isn't we ask for the full company name we ask for the company website um owner owner phone and mobile and this is really for emergency say something just [ __ ] hits the fan and something crazy happens like we've never actually used this but

it's really good to just have a direct line with the personal phone of the owner uh don't recommend just calling that and using that all the time but it's really good to have that on file if something crazy happens um company phone number again just a pretty standard all team members it's a good understanding to really just figure out um you know what sort of the pyramid is of the entire company you know who are the assistants who are the managers what are their roles etc etc so we can get a full picture and the

location address is especially important for Leen as we're obviously going to be doing locational targeting um so getting a full address of course you can find this on the website as well but again like I said you don't want to go searching around for a bunch of different um answers to questions that you need from the client so it's good to just have one point um so again we re ask that which shity should we call out in our marketing so we do this a lot for gyms you know attention London hey London Calling all

ladies London right just what re resonates with the location uh and what type of City would they respond to or area right and there's usually usually it's just the location right it's just the city that they're in but sometimes it's maybe the county name that's more preferably used or the state or whatever right and it's just good to kind of know that um because that can help us a lot on our ads it's very important um as we use ad templates for our ads however sometimes we still need to know we still need to fill

in what what exact sort of locational uh what location we're going to be calling out um so which email or emails would you like lead appointment leads appointments reschedules and cancellation notifications sent to we do this through high level and it's just good because it's very and you know it's good for the client to get notified on all different you know processes and how many leads are being generated and etc etc we do the same with phone numbers you know where would you like those notifications send to pretty basic pretty standard stuff and again once

we're setting everything up here you can basically just have this open like this form with the answers of the client and you'll be able to you you'll have everything you need like the ad setup the funnel setup the uh High L setup the lead nurturing setup etc etc um are you okay with agency name agency name using a 7 to 10day free trial in your marketing so that's what we use for our marketing we use a 7 to 10day free trial for gyms um but obviously you would just want to put in your main offer

there um most of the time this will be prediscussion maybe franchise rules or whatever they would type something and something else in and this is good to know um because we you know we need to make sure that we actually do things that the client is okay okay with doing so who's your assigned CSM that's more of a question for agencies that have csms if you have if you have a big team of csms it's just good to compile this because once you you know need some sort of client information you want to know who

to reach out to very fast you don't want to go sort of to the backend systems and figure out who the CSM is for watch client uh have you conduct conducted your own boarding call so most of these questions here are going to be a simple yes but if it's a no that's a problem right so we know we'll know that maybe the CSM slacked off or didn't show up to a call or maybe they didn't uh you know enroll properly into our support system etc etc so have you conducted your boarding call yes or

no are you enrolled in our support system yes or no and did you receive your onboarding application website we call it a funnel it's really just it's just a page right um but again these are all things that they need to be uh connected to before we can do anything um and most of the time this this will be pre-done already but sometimes it won't because a team member usually doe to human error um so it's important to still ask those questions anything we should know about maybe you know some sort of you know some

just anything the client thinks is important for us to know we're going to add that um learn more about our client referral system so we'd like to push this as much as possible you'd obviously want to add your own stuff uh to our clients because referrals can really be 20 30% of all your client uh growth um once you really start growing so referrals is going to be a really great way to grow your business um so definitely you want to you know display that as much as possible basically then the these are basically the

standard questions um highly recommend you add these if you don't have these in your process just makes your life a lot easier and then we go to the next section which is all market research questions so these are these market research questions are extremely important to us in our process please take your time and fill these in with as much detail as possible so I think we have around 30 questions here that just basically answer everything in marketing agency would ever know now will we use a lot of this stuff probably not we probably will

use some but it's really good because as soon as you start scaling to 20 to 50 clients and you need a true understanding of your Market to grow and innovate you're going to be using these answers for your own marketing for your own Outreach as we're going to be diving a lot into the pain points of the client the things that they struggle with the the you know their terminology and the buzzwords and we're going to use that a lot for our own agency as well for our business basically so the first question is how

many leads per month do you currently get from your online marketing just to kind of figure out what they're doing how much will our agency help them and how how important will we be will we be 80% of all the leads coming in will we be 10 20 right how many of those leads do you consistently turn into customers um so if it's like 90% you know that's good to know because it's good to set expectations as usually leads generated from Facebook are not going to be 90% conversion rates um how many leads do you

expect in the next month and if you closed Facebook leads before this is very good as a Facebook lead is some it's an entirely different animal um as for inance a referral so it's very important to to know if a client has actually had experience with this type uh type of lead and process before how quickly can you respond to customer inquiries of course the faster the better the more uh lead responses we're going to get and and of course if you're an Ecom nich and this doesn't make any sense you just want to add

your own things here things that make sense for your niche in your Market um how many dollars does your average customer spend with you very important kind of gives us just a true understanding of LTV uh and also true understanding of what money we're bringing to the table say the client in total spends $3,000 with us and that is fee and AD spend basically just all the money spent with the marketing agency and that $33,000 in total generates 15 customers in a month and this answer says that a total customer an average customer spends 800

bucks then we know at least that the client's making good Roi uh and profit um because they basically spent three 3K with us uh combined and they made a um or actually not 15 clients I said right so and they made 10K plus um from our results so this is good to understand because you know if we're doing Audits and looking at where can we improve is this client actually making any money we'll just go to that simple question and see uh how many customers we've created um or at least how many customer opportunities we've

created and see if it makes sense from an II standpoint um this is very good otherwise you know you're going kind of going to be um uh surprised if a client leaves because she don't really know what's going on so describe your target market to and specific stereotype is very good for our ad targeting obviously how many customers do you need to keep your business growing again you know this is just a really good Baseline um to know if what we're doing is actually helping the company survive or if we need to step up our

game what marketing are you currently doing what's working what isn't um very good just gives us a true understanding of maybe things that we shouldn't try for this client um what has been your best performing marketing and how much are you spending this is good because sometimes there's just some really good ideas out there and this just allows the agency to learn more um like I can tell you right now from our client standpoint like some of our best campaigns and best processes we've learned from gyms already doing that and then just learning from that

and implementing those systems for other clients um what other marketing agencies and programs have you tried and what frustrations do you have with them this is very good because it kind of allows us as a marketing agency to not do those things right and improve as a business um which products or services are most profitable for you this is a very good thing especially if you're Ecom or you're selling multiple products good to know what you should promote um in Market describe what you normally do for a new customer you know do you normally promote

classes trials tests uh challenges um what's winning for you leads Roi conversions how many customers would you need to pay a marketing company um which they're obviously doing right now so it's good to kind of know what we should hit if they want to continue paying us um which type of customer do you like working with gives us a good uh client Avatar who pays the most again gives us a good client avatar for our ads who's your most consistent client is that more male or oriented is you know are your are your best clients

above 40 gives us all types of little little good information points that we can use for our ads in our service um what are their interest Hobbies groups associations where they live and what do they do again really good for our marketing what's your biggest challenge when it comes to programs like this like what do you struggle with most is it is it support right should we you know focus on support most with this client this just tells us a lot and this all feeds into our retention right um how would it feel if this

problem was gone um this is very good you know know what know what we're fighting for um what's your goal in regards to this program this is a good understanding because if it's like a million dollars next week you know this is we're going to have to kind of break that expectation down a bit um or bring that expectation down a bit if they expect the craziest results in the shortest amount of time because that never happens of course um what's your biggest goal and how would you want to improve uh over this coming year

again probably it's usually going to be growth oriented but just an important question how much does an audience Trust like how much does how much confidence does the business owner have in his own business and we need to hope that it's high otherwise like especially with Legion businesses like there's only so much we can control um and if the bu business isn't healthy the owner isn't confident in himself in his team in his overall company it's going to be very hard for a marketing agency to do anything um because the business owner just doesn't trust

in his business as a marketing agency we're not a one fix Wonder right we're we're a benefit or um you know we help and we acel accelerate growth but we can't fix businesses that are broken what's the price of your product or service um in dollars how does it compare with alternatives are they do they have competitive pricing is that something that we can use in our ads right stuff like that how long does it take to explain to someone the way you can help them pitch time how you know what's the sales process the

longer usually the worst right so very important because it kind of tells us like how much volume we need to bring in for a client to get a customer how active is your target audience on Facebook are they on Facebook a lot are they on Instagram a lot owners will know this information how um oh actually there's a double question that's a that's a that's a whoopsie there so you can just remove one of those um how uh bad does your ideal customer want your product or service right is this a is the product that

your client is selling a need is it necessary to the client's life or is it really a luxury um it's always going to be easier to promote needs right um what's your current close rate for cooled warm and Hal traffic it's very good if if an owner knows the knows this data right if they have a lot of experience with marketing ages and Facebook leads and stuff like that gives us a good understanding say it's well we know if we get 100 leads on Trials we're going to close 20% looking at the data from the

last 12 months that's good then we know and then we just look at the ROI standpoint okay if we get 100 leads this client's going to get at least three times Roi so let's make that our Focus um how long is our validation phase right function of how long um how long skills gos you know how much leads are worth history of online activity for businesses and online activity of customer um etc etc very important um describe what you normally do for a firsttime customer like what is their sales process is that something that we

can improve on and the more you grow as marketing H the more you'll learn how just your Niche works and how businesses uh how businesses in your Niche succeed and if it's something that's just tedious and you know from a for a fact that it doesn't work might be something you need to talk about with the client um who do you know that would benefit from your product and service again just more market research questions um what do you think the primary advantage of doing business with you or your businesses over your competitor like again

like a confidence question like what makes your business good why should we work with you why should our marketing get people to sign up are you even worth is your business even worth growing right um what do you think the primary advantage of doing business with you or your businesses over your competitor like I said it's the same question another oopsie there another double question um after all this goes well would you prefer a written or verbal testimony this is kind of good setting expectations like we're we're going to get good results and we're going

to get a testimonial for you from you and what proof of results or testimonials do you have this is great um like using case studies and stuff like that it's going to be great for our marketing usually and then they have an option to send a copy of the responses and they can submit um and it'll be sent over to the business uh to the agency which is you now just looking from a background standpoint this is basically what it would look like from an admin view uh you could edit these questions etc etc etc

um you can add a bunch of type of questions you can add long form questions you can add options there's a bunch of cool stuff you can do and I'd recommend having a little bit of play play around with it and of course adding things that you need to know that this survey is missing or if it doesn't fit your Niche like Ecom right just change it around make sure that it fits your business models uh or your Niche basically um it's going to compile all responses in here so it's a really like I said

a really just one good point where all client information is at and here's a bunch of settings and I'm just going to go show you our settings just so you can copy those so responses we collect all email email addresses um we send responders a copy of their response if that is what the client wants allow response editing we don't um we just want you know the the real rule stuff um this also usually makes client responses take longer limit to one response not on um form default so collect email addresses by default and question

defaults make questions required by default um we turn that off as we just do that manually sometimes there a question that we you know that the client can choose we obviously don't make it a quiz um because it isn't a quiz right so that's what it would look like and how you can edit it you can you know obviously it's super easy it's Google they know what they're doing it's a super easy interface a baby could use this but really okay so that's that and that's our onboarding survey so there'll be this example will be

in uh the description below you can check it out copy it change it around do whatever you want with it um I also missed one thing you can also customize the theme you can give it different colors right you can have a little bit of fun with it you can give it a header image make it look a little bit more professional you can give it formal um uh formal font style I don't really like it because I can't really feel like I can't really read it that that well so I just do basic because

honestly the client does not care one second what font you use that's really just one of those things that an agency can spend way too much time on um and there's a bunch of cool stuff you can do you can have to play around with it and you can send it using this method right here you can send it over email you can send it using a link you can shorten the URL and you can also embed it to a website um so if you want to make make it look a bit more professional you

can add it to one of your website pages and have a little bit more fun with the editing process and stuff like that so that's that so the next thing is how to create a Google Drive onboarding survey so first of all go to Google Drive you go to the top left you do new you create a Google form name it client on boarding survey there's an example which I just showed you right here you add a description add the question you need and then you can connect it to zapia um and most of you

will be familiar with that um all of you really because we've mentioned it so many times and you can connect that to your slack or your team member communication platforms you can connect it to your emails and to your CRM right anything that connects to zapia you can connect it with um as is shown right here right Google forms Integrations um zapia lets you connect Google forms with thousands of most popular apps so you can automate your work and have more time for what matters most no code required super easy to do everyone will be

familiar with this and you cannect can connect it to basically all the important stuff so definitely do that um because it's just makes everything a little bit more automated and easy to use and processed right so there is that so that was the um how to create uh or no that was the onboarding document survey video very important super straight to the point um but if you don't have anything like this you definitely need this in your agency because it's going to be a God's uh God send for you and it's going to save your

business and save you hours a week uh once you start scaling which all of you will um if you're obviously using our attraction method so I'll see you guys in the next video goodbye hello everyone and welcome to the Imperium agency incubator Service delivery the onboarding section and today we're going to go over onboarding funnel and this unboarding funnel really ties everything together what we've been discussing in this module and will make your agency so much more efficient scalable and overall just more fun by having an onboarding funnel instead of sending seven 10 different things

having two different calls and you know whatever you need to do all you need really need to do is have a call with the clients sell them get payment sign the contract and after that send them the onboarding funnel link and your work ends there until everything is done and this really cuts out 80% of your entire sort of onboarding process and really your work only starts when everything is ready and you only have to do the setup which as you guys know is usually not the thing that takes the the most it's usually usually

setting connecting your business managers um getting creative getting the survey filled in ETC getting on boarding call scheduled all that sort of waste um you don't need as you can simply use an onboarding funnel so now in today's video we're going to go over a template that I've built out for you guys uh that you can really just plug and play of course it really is a template so you're going to have to fill it with your own stuff however it really does give you a really good layout on how an onboarding funnel would work

now you just have to personalize it and make sure that it fits your agency you're going to have to record some videos um maybe change some sections if it doesn't really make sense for your Niche or add some sections if you you know if there's just missing gaps however the template and the foundations of a good onboarding funnel are going to be discussed in this video so without further Ado let's get into it so here's what we're going to cover we're going to go over our onboarding funnel and I'm going to give you a little

walkr of it so as you guys know we've gone over this the new client sop right you get a new client you get the payment you send over the contract and then you can do you know welcome email and I always recommend doing a welcome email and you can do onboarding documents and question forms but what you can really do is you can do get a new client get payment send over a contract and then send a welcome email and attached to that welcome email is the onboarding funnel link that does all of these stuff

for you so admin access onboarding documents setting them up with a support system uh a schedule document now I'm going to show you a funnel and this funnel does require some sort of software highle clickfunnels any type of you know landing page builder however if you don't have the budget this funnel can uh this can be a funnel you've built out yourself or it can just be a simple step-by-step PDF sheet right so for example let's just say this is the onboarding funnel and you have a bunch of points here you instead of having this

fancy thing which I highly recommend down the road to get because it just makes more professional more efficient but if you don't have the budget all you can really do is just create a simple document um and have you know an onboarding document with 10 steps and every step has a loom attached to it that walk through how to set up a certain step right um and that'll make more sense once you see the onboarding funnel so that's the budget way you can do it so without further Ado here is the onboarding funnel and this

is built into click funnels which some of you use some of you don't um I'll leave a share link down below descrition the description but what I'll also do is I'll leave a link to uh so basically this link um of these 11 steps uh in the description as well so you can use those links and for high level if you're a high level user you know that you can use links to copy and paste pages and basically Imports pages into your high level account so I'll leave those links down below there as well if

you're using an entirely different landing page builder then obviously just you know U what I would recommend is just getting a 14-day trial on clickfunnels um using the share link and then what you can do is just um basically you know build the you know have two screens build build this funnel into your own website builder um and then cancel the 14-day free trial and you'll be good so there's a lot of ways you you can do it so without further Ado we're going to go into it so it's an 11-step funnel however for some

agencies this can this really only needs to be four steps for some it needs to be 20 steps again this is just a template a layout a foundation you need to have some fun with this and you need to put in your own stuff same goes for the videos how you want them structured uh if you want a video at all maybe you want it more text form have fun with this and build out your own thing you should know what is necessary to get a client completely onboarded and what you want to do is

very simply just put that into your onboarding phone make sure that all the uh checks are checked right if that makes sense or all the points are are crossed off um so we have 11 however you know some agency will have seven some agency will maybe have two some agency will have 30 doesn't really matter just make sure that it has your onboarding process in it so step one would obviously be a video just uh getting started um with agency name and what this funnel really does it kind of really just funnels through um step

by step making it super easy for the client to follow um and very easy to manage so step one just getting started with agency name this can be ack quick welcome video so for our agency we have obviously the GM go accelerator account um which is our course training and if You' have something like that I highly recommend uh adding that to your step one and that would simply just be you know log to your gym go accelerator account right here um for instance this would be our gy accelerator account which you guys should have

access to so what we do when we sign up a client is we send them their account right and um then they can basically use this button to log in to their account um and this is basically just our training but this is what we would do right I'm not saying you need a training program like this but if you have a training program like this then that's the way that you should uh should set it up basically um and then what I highly recommend for all these videos is having a resources and download section

now these resource and download section are all kind of managed the way uh you would basically just um attach a link to the to the text here so slides could be a share link on your Google drive to the slides of the video transcript if you're doing that be a share link to the Google document with the full transmit SC script in there you could have worksheets again just a share link and step one URL um which just be this URL right here um and then link to this text just so um clients can bookmark

this right because sometimes they don't have all the time for the entire onboarding funnel step um onboarding funnel um you know all the steps so having them allowing them to save URLs obviously they can do just themselves by looking at the thing right here but it just adds some extra um removes less complexity so that would be step one right then step two for us would be explaining our system and offer you know the system we're going to be using maybe we'll show like a little sop um the offer we're going to be using etc

etc kind of just walking through a quick video and again these only to be 30 to 1 hour long videos these can be really quick 5 to 10 minute recorded videos um just walking them through like you don't need more than 40 minutes of footage for these 11 steps because they're really just quick walkthroughs showing them what the client needs to do before they can go with the next step um then they can go to step three and as you can see all of these are just connected to each other um until the last step

but they can always just go you know back uh or forward whatever they want to do right and the great thing about this is before I move on when a client on board is and you send them the welcome email all you really have to do is just send them the link of step one and then they can get started that's it like after that your work is done and your work starts when they're done with the funnel right which makes it super easy and we'll allow you will this will systemize your agency to massive

levels so I highly recommend doing this um so yeah step two then you would go to step three setting the right expectations so we would add a video like this just setting the right expectations of what a Facebook lead is not expecting a million dollars by next week just getting everyone ready um step four the myth of lead quality kind of going over how there's no lead quality is non-existent it's how you work the leads and what you do with the leads and just maybe like a little video on that then step five would be

the onboarding call and then we would ask them to schedule their onboarding call that would be part one one um and we would just link it to a caly I think I just linked it at cal.com but you can use whatever scheduling software you're using or whatever um but this way you're even automating the whole scheduling part of this right by just telling them like look explaining a little video let's set the on boarding call this what we're going to be discussing you could add like a preparation worksheet uh to the resources and downloads that

they need to finish or what they need to have ready etc etc then they would go to step six um Facebook business manager setup like this is going to save you so much Time by instead of hoping on a call with clients and getting their business manager set up you can show a video on how to build and set up their business manager and then at the end once all of that is done in the video they can simply just link their business manager to your to your business ID that's it and that way you

save yourself 30 minutes per client uh when they sign up by setting up their business manager if they don't have one getting all of it ready you can simply just put that in a video form and when they're done they can connect their business manager to your business ID and you'll be good right that's it's super simple um so next step the onboarding survey like we've gone over this but again super easy instead of you know a bunch of back and forth Just it'll be just part of your onboarding funnel part one the onboarding servy

which you guys have gone over just a very simple link with the onboarding survey that they need to fill in um before they can go to step eight super simple like and you know in the video you can simply explain how it works what they need to fill in why it's important and this does not need to be a 30-minute long seminar or webinar like this can be 2 minutes um Step eight so support system and client Community if you have one um so part one could be connecting to the client support system so if

you're using slack it could be like a slack invite link or if you're using Whatsapp business um it could be like a little video showing you what number to message and then you'll make a group for it which I've discussed in different videos if you have a client Facebook group it could just be a simple link to the client Facebook group and I think I linked the Imperium group here um as you can can see but basically super simple you can walk it over and then step nine introducing to high level if you're a legion

agency and you use high level kind of showing them how high level Works what high level is maybe like a little tutorial on how to schedule vid how to schedule appointments how to use the texting system how to use the calling system etc etc um and then step 10 um sending your creative like again a very you know a process that can sometimes take so long for a lot of agencies while in reality you can simply just record a quick two 3 minute video showing you what uh showing you know the clients what you need

and then showing them how to you know upload all their creative to a Google Drive Right a Google drive folder and then showing them how to create a share link for that Google drive folder and then at the end of the video they can email it to whatever email you would want that's sent to so we would have a specific email set up for that on boarding um and it's super simple because that way you can just explain look upload like all your best pictures and videos to this Google drive folder um or create your

own Google drive folder and then upload all your creative and then create a share link and send that to this email super simple super easy and just takes care of so much chaos and clutter and then the last step would be our reporting system and final words how are you going to do reporting when are they going to get reporting etc etc you going to add a step 12 maybe like scheduling in your check-in call um you know 30- days scheduled out or two week scheduled out and that could be link to your CSM it

could be could be linked to you whatever right you could have bonus videos here or or could your bonus videos could be in the training program right which we discussed in um in Step One highly recommend having that if you're if you have like certain systems that you want your clients to follow when it comes to like um followup and stuff like that highly recommend just building a little training program and this doesn't have to be some fancy trading program like the one you're in right now it can also just be linked to a Google

Document linked as uh which has videos there right video links like could be that simple um and then in the video you could explain how important is you watch that if you want to get really good results you need to follow these systems otherwise you know you're not going to get rate results etc etc and these could just have a bunch of bonus videos but you can also just remove the section if you have a training program or something like that um and then that is it the onboarding funnels done the schedule the onboarding course

scheduled in and you don't have to do anything else like it's that simple so uh check it out um you can import this into high level if you're using that you can just you know use the clickfunnel share link if you're using clickfunnels and if you're using something else or you're on a budget just create a Google Document and you know create it step by step um on a Google doc and just link it to videos or you can use your own web page builder sign up for click funnels for 14-day free trial um use

this uh use this template and then once you're done cancel click funnels and you'll be good um so yeah that was the onboarding funnel very short very just resource filled video but incredibly valuable because this onboarding funnel right here really ties everything together right everything we've discussed the onboarding calls the follow-up systems the um surveys the onboarding funnel would ties it all together makes it efficient and automated um so without further Ado let's move into the next video goodbye hello everyone and welcome to the Imperium agency incubator Service delivery onboarding seven figure support system now

in this video what we're going to be discussing and what we're really going to be going over is the support system and the tools and the way that we process our support for our own agency uh and I'm going to show you exactly and how you can do that basically for your for your agency now in this video we're I'm mainly going to discuss the way that we handle our support and I'm not saying that the way that we do it is the only way to do it I know so many agencies that use different

tools that use different ways different methods um etc etc so this is really up to you however if you are still looking for a good support system and the one you're using right now is really hurting your attention and your overall client satisfaction then I highly recommend you switch over to what we're using um not only is it free but it's also super honestly I think support the way that we handle support with our clients has been one of the main um main indicators on you know sort of it's I've never heard from a client

that the the that they didn't enjoy our support and that the way that we handle our support wasn't honestly one of the best they ever seen um just simply because we make it so easy to use uh very informal and clients love that so that's the way that we do it however there's so many other good ways to handle this and so many other ways great agencies do this I'm just going to go over our seven figure support system however just realize that this isn't the only way to do it there's a lot of ways

to do it but obviously the way that we do it is a way that I know how to explain it so that's what I'm going to go over the tools we use Etc however there's a lot of other stuff you can do so without further Ado let's get into it here's what we're going to cover we're going to go over our support system so basically just a very simple so step by step that shows exactly how we set up our support system and especially the tools we use and how we structure that and other than

that we're also going to discuss maybe some other tools for client support as I know for instance for the e-commerce Niche another tool was very heavily favored just simply because those businesses usually use that tool but again um I'm also going to go over some other tools but again this is really up to your agency how you want it structured and what you feel is important um and what you think is going to be best for your business I'm just going to show you how we do it so our support system sop so you've probably

seen this little flowchart already if you've watched any videos prior to this right it's the new client sop how we manage that the sort of the steps we use the software we use Etc so you obviously sign a new client you get the payment you send over contract then you send them over the on boarding funnel or you just add them to the things that you need need WR on boarding document which we've gone over maybe you want admin access to the Facebook business manager etc etc then you schedule an onboarding call or a launch

call whatever you'd like to call it and then you on board them to our support system so I've added on to this sop that you guys are very familiar with and show you exactly how we structure our support system and how we kind of automate this well not really automate as there is some manual aspect to it but how we systemize this as support is gr and you can basically use anything you want if you have three to five clients or maybe even a little more but as soon as you start scaling to 30 40

you need a centralized support system um that you can easily automate that you can duplicate and that it's just easy to use and that's just one point of reference right and what we use and I know this might seem surprising to some of the um agencies watching this right now agency owners watching this right now is we use WhatsApp business I know crazy right WhatsApp such a simple messaging app um that the whole world users except for maybe the United States um really what'sapp business for such a large agency yes we use WhatsApp business as

we look at it from the client's standpoint and not from our own standpoint of course if we were the agency we' we'd rather prefer maybe using slack or any difficult softwares and stuff like that however why we chose WhatsApp business is because we really looked at what would the client want and what type of support system what they want to use and we always went back to Whatsapp because WhatsApp is so easy to use it's user friendly and basically you know it's the most used messaging app in the world uh which means that that won't

be the issue in our agency right that clients um when it comes to clients using support and that's why we use WhatsApp business so this will obviously be available in the download section below which I'm going to go over every single step explain how we use this uh and how we do it so we have WhatsApp business and you can uh download the PDF down below you can sign up here um which basically links you to Whatsapp business it's super easy it's completely free as well which is going to be great for some for uh

for a lot of you guys uh that are definitely not looking to add an extra $50 to $100 a month your expenses by some sort of fancy um support software um and WhatsApp business is basically a um it's it's really just WhatsApp but just another version of it which allows us to really segment and centralize our support but not mix it with our personal dealings right which um which a lot of you will have if you're using WhatsApp for yourself personally so that's the first thing you want to do and the great thing about this

as well is you might think oh but WhatsApp is like a phone based app so yes it's a phone based app but you can also get it on your computer which is great for uploading files for being more efficient um etc etc and this is also something you want to make clear to the um client that they don't just have to they don't just have to use their phone they can connect it to their computers as well which sometimes makes it a little easier to you know do some high LEL stuff like you know maybe

write up reports or upload documents etc etc um so that's the first thing you can do that here you can click all these links so we start with WhatsApp business um and you can sign up here and what the main thing you want what I I want to stress when you're sign up for what WhatsApp business is don't use your personal phone number um keep personal and business separate and we recommend using a Skype phone number um which a lot of you will probably if you watch the sales training Charlie kind of shows you how

to set all of that up if you don't know that just go to the sales training but basically you can buy an actual real phone number that receives text and can call anyone in the world you can buy a US American number you can buy you know your local number if you're not from America or you can buy UK number whatever um and this will act as a real phone number and we can use this phone number as our business phone number right because we use it for sales calls or whatever uh client calls and

we can use this phone number um which clients sometimes are very familiar with for our WhatsApp business account and this is great because it allows us to keep everything separate right the last thing you want is to have your personal phone number um where you maybe already have a bunch of WhatsApp messages with friends and you know family and stuff like that mixed with your clients that's a big no you want to have WhatsApp business solely for clients um and a Skype phone number allows us to do that so that you can definitely do that

uh it isn't really that expensive and this is what that would look like um I have two personally I have a New York number and a California number and I think we use the California number for our support um but as you can see you can send and receive SMS as well which allows us to set up a WhatsApp business account because that's the main thing you need is you need a number that receives smses um SMS or text because um that's how you set up the account on WhatsApp which you learn in just a

second so that's kind of the the left hand side you can basically do that um and optional this is what we do for our agency but this is honestly not something I'd recommend unless you're unless you have 20 clients uh more than 20 clients is you can integrate your WhatsApp business account with fresh desk which is a um different type of company and fresh really allows you to centralize support on a different software plus it connects to zapia which you can use to connect to your other support channels like slack email and just connect with

your team members and automate a bunch more because those main thing the main downside of whatsa business is it doesn't um directly connect with zapia um it uses a a form of API and it doesn't use you know you can't really connect WhatsApp to zapia so if you want to connect WhatsApp business to zapia you need a u middleman basically and we use fresh desk for that and fresh de is really just a um it's kind of like a client support software that has a bunch of different features and it's really good um but really

this is only for for agencies doing minimum 20 30k per month before you really want to hop into this otherwise just use WhatsApp business keep it all free keep the budget low and you're going to do just fine but if you want to go the extra step then you can get fresh uh fresh desk which you know just seamlessly kind of integrates with WhatsApp business so you can definitely do that um and as you can see fresh desk does integrate with Zia but WhatsApp business doesn't so there is an important because if you type in

on zapia WhatsApp it should appear WhatsApp Messenger um here WhatsApp Messenger customers um WhatsApp M has not yet built an integration on zapia so there you go we need a middle man for that basically so there is that you can use all of that um also there's a very good video on how to use WhatsApp it's just from a YouTube video I've watched it it's very good it's just on YouTube from some other channel I don't I don't really know who this I don't really know who this is um oh God there we go but

basically it's a good 8 to 9 Minute video shows you exactly how to set everything up highly recommend you just check that out and follow along basically um you can find that back in the PDF um so once all of that is set up what we do is we make a group um and we name it the client business name and this is such a great way so we don't just we don't directly message just one person or the owner or the marketing manager but what we do is we create one group per client account

and this makes it so great because if you have a team and if your client has a team you can basically keep all supports centralized to one point of reference instead of talking to the marketing manager here talking to the owner there we can keep all of it nice and nice and clean on one simple group and there's also a little help help sheet that shows you how to invite and um how to create an invited group and a WhatsApp group allows you to allows you up to 256 participants now look that's I've never never

actually maxed out on that I think the max group we've ever had um on WhatsApp is like 12 or 13 something like that so more than enough you're going to need and what you want to do is you just want to name the group the client's business name and you want to give it a profile picture of the client's business name and if you as soon as you starts getting to 10 to 20 30 clients per month you're just going to have 20 30 groups uh and every group is one single client and that group

will be the support Channel and the only support channel for those clients and then what we do is we invite all relevant team members on the client side and on the agent side allowing us to really make our support not only super fast because there's always someone usually online but allows us to make it everything efficient because everything that's being discussed on the support channel will immediately be known by all the relevant team members on our side for instance the media buyers the app managers but also on the client side so the owners the marketing

managers sales managers Etc right so you want to um invite all relevant team members so this won't just be you know a a chat where the owner is at but this will be a chat where the owner is at the marketing managers the sales managers everyone that is a part of the um that is a part of the process and that is necessary for everything to work will be in this group and it's super easy and clients love this because they'll be able to they won't have to do everything themselves which is especially if you're

working with big companies the owner just doesn't want to be bothered with this and he's usually going to Outsource the agency stuff to other CL uh to other team members um so those team members need to be part of the group as well but obviously the owner wants to stay in the loop and he wants to know what's going on so that's why he's is going to be part of the group but most of your contacting if you work with companies like that is going to be with marketing managers and sales managers not with the

owner directly but that's why we make a big group where we add everyone same goes for the agency team if you have a CSM um you know client success manager if you have media buys ads managers support reps right all of that you want to add all of those people into one group and this the great thing about this is it isn't doesn't just make support super easy super efficient because your CSM can kind of handle the dayto day and media buyers can give reporting and stuff like that or just the one chat but it

also allows um it allows it makes a client feel like it's more of a partnership than anything as you're going going to have a group of five to 10 people um all with one single purpose growing the business um that is named right here on option one right and that's the main thing you're going to have medium uh um coming in you're going to have sales managers and client team coming in like hey guys we're we're having some trouble with the sales team do you guys have any tips or marketing managers maybe having questions or

owners having questions and it just allows you to really centralize and make everything very efficient and clients love this like we know this like I've never I've the amount of times I've heard from clients we absolutely love your support system is I think honestly unparalleled between or on um I'm forgetting the word but basically we work with a lot of clients that have worked with marketing agency in the past and they always say to us your support system is honestly the best I've ever seen um and this will all feed into your retention right so

we do that invite all relevant team members and then we obviously send a welcome message so what we try to do is hey welcome welcome to Whatsapp this is going to be our main point of communication you're going to introduce all the team members in the group um simply just so clients and or their team members understand who's in the group and what type of questions they can ask Etc um walk through on how to use WhatsApp support so you can create a little sop maybe even a little loom video just showing like how does

this how does this work you can connect it to your PC you can connect to your desktop you can upload files Etc and the main thing you want to point out is WhatsApp is your only method of communication between the agency and the client of course you can have calls on that but all communication all messaging must be done through WhatsApp and you really want to set this expectation and this rule from the start because it allows you to really make everything a lot more easy I see so many agencies they you know they have

one client on texting they have one client on Facebook Messenger one on WhatsApp one on email like that's great when you have three to five clients you're doing less than 10K per month but as soon as you start really scaling into a seven figure agency you need you you basically just need one point one good point where all support is at and that is what our business and clients love our support system it's super informal right it isn't professional or anything and a lot of agencies think that you need something very professional and fancy otherwise

clients won't respect you or think you're know some sort of chump the Bas it's basically the opposite clients love this because you know you don't want a formal relationship with your client um you want a um a good relationship with your clients some one that is friendly and what WhatsApp really does it kind of um because WhatsApp is really where you message your friends and stuff like that and it allows us to kind of get that sort of relationship with our clients which really feeds into our retention and Rapport building that we do with clients

right um it's informal it's easy to use it's available on phone and desktop fast response time as obviously we have all the entire team in every single group um it's also a you it's also just easier because most times you know especially when it comes to team members I don't recommend this for yourself but especially when it comes to team members the supports poor time on you know a phone message a lot faster than an email stuff like that and it has no learning curve as even for United States based clients most of them will

be familiar with WhatsApp and probably already have an account so it's super easy to use because that's the main thing I see with support systems so much with agencies and where they go wrong is they invite you know a uh clients to all these different software um and they simply just don't get used and that's not because there's no support they don't want any support the clients it's just simply because they don't it's very hard to force someone to use something new right use some sort of different software on a daily basis so integrating your

support system in an already existing software or messaging app that your clients already use will make it very easy because clients will immediately know how to use it and has no learning curve right WhatsApp is the most used messaging app in the world um and that's it basically means that it's super easy to use and very uh user friendly right um which some other softwares really AR and that's why I always recommend just using something that clients are familiar with as it's very hard to force someone or force a client to use a software that

they aren't familiar with that they've never used and which means that you're going to get a bunch less support messages and that isn't a good thing because I can tell you right now clients have the support questions but they're basically going to not do it and blame you for that right they're going to have these questions um but they don't know how to ask them or they'll ask them less because they aren't familiar with the software you're using which means that your retention is going to suffer because of it um because they all have support

questions and they all have questions like that but they don't like the support method you're using um which is going to hurt your retention a bunch so that's why I always recommend using something clients are familiar with that is easy to use and user friendly so definitely check this out it basically shows you in our entire system and this is what we use um when we were managing 50 60 clients at a time we basically have 50 60 groups all in one tab um and I checked it basically at the end of the day every

day and my team members were checking it on a daily basis and if there was anything important from one of the groups I would be informed on slack um and it's really nice because it just keeps everything super Central it's free to use and you can easily scale with this so um if you don't have a good support system or you can feel like your support system just isn't good enough I highly recommend you try WhatsApp business and the way that we do it all right now I'm going to have some honorable mentions here before

I end the video so other tools for client support is help desk help desk um is a pretty good one but it's I think it's integrates like again I'm not really very familiar with these I think it integrates pretty easily with email and I know some big agency that use this like I said WhatsApp or whatever software you use it's not it's not the only way to do there's a lot of ways to be successful with client support just make sure that it's good and systemized um you have slack which is really m ly for

Ecom agencies as usually these companies like I don't recommend integrating a gym owner or a dentist with slack they have no idea how to use this software it's way too complicated and clients are just going to hate it um but for Ecom agencies I've heard that it's very good because most Ecom businesses are already integrated in slack but it kind of goes back to the simple rule of it has no learning curve right of course integrating your clients with slack is great because slack is awesome we use slack but it's only great if your clients

know how to use it and use it every day otherwise it's not that great like using slack for Legion business is usually not the way because they have no clue how slack Works they have no they have no um incentive to learn it and they're just going to hate it in every way so wouldn't recommend it you can use email right it's just if you're going to use email or Facebook messenger and groups I highly just recommend using Whatsapp business um Facebook messenger and groups is great when you're sending like courses and you know this

type of program because because it's you know community community type but if you're just doing one-on ones with clients I highly recommend just going to Whatsapp business as Facebook messenging groups kind of forces you to be on Facebook which will really eat into your productivity um email as well it's slow it's not fun you know it's just I wouldn't recommend it you also have zenes I don't have any experience with this but when I was making this video um one of the people I was talking to used this and he said it's very good so

um it's also made for client support and yeah just kind just check this out and see if this might be the better option for you so that was our seven figure support system um video the SOP is down below you can check it out um and if you have any questions on this just ask let us know um yeah that was this video I'll see you guys in the next one goodbye drawing my time on this planet I have built over 300 marketing campaigns for my smma with North to my old agency we signed over

350 clients over a four or 5 year time period and they were done for you clients so every time we oned a client we had to go through a rigorous process to set their campaigns up and in this video I'm going to walk you through how I would visualize campaigns and how I'd build them out so that I knew they would be successful I'm going to walk you through probably one of the most important things you need to understand if you want to acquire clients and keep them so this is a service delivery video um

and it's going to walk you through how I see campaigns and how I sort of map them out before I launch them okay so we're not going to be diving into business managers or anything cuz that's Technical and that's boring what I'm going to do is show you how to see all right and I'm hoping by doing this that it improves your ability to deliver results for clients in fact I know it will because I delivered results for over 300 clients and we kept them all for a very very very long period of time using

this model so let's get into it my name is Charlie Morgan I've built and scaled two companies an agency called North flow Consulting seven figures Imperium acquisition a consulting company multi figures do about 500 Grand a month I'm going to walk you through how to build campaigns now this can be for I used to we only used to do Facebook ads for our clients alongside some other stuff like database reactivation so this is going to be my model for Facebook ads it will probably also work for YouTube ads Tik Tok ads God forbid you do

LinkedIn ads or something else like that all right so the key to understanding ads is to understand biology I'm not going to go too deep into that but you need to know how variation Works how natural selection works if you want to understand how to build successful campaign so I'm going to briefly touch on that and then I'm going to walk you through the model so when you're running ads you want to look at your ads like organism in an environment okay and you want to look at the algorithm of the media buying platform as

nature okay so what this means is you have the algorithm right which sets the condition for survival so this is like nature imagine for example the algorithm is a forest right your ads are these little squares right over here and let's just say that these ads could represent like trees in the forest or [ __ ] woodl or something it's like an organism what nature does to organisms is it tests them so nature says these are the conditions for survival and then it goes and it tests the organisms against those conditions for example if you

are a mouse in a forest and the ground is brown and if you're a white mouse you don't have conditions for survival because you don't blend into the ground which means Birds of Prey will kill you okay simple model right so the algorithm is going to go and look at your ass so you need to see this in the same way Facebook or YouTube sets the conditions for survival and in order for your answer to be successful you must meet those conditions so the market sets them the algorithm sets them in order for you to

achieve success with your campaigns you want to create as many organisms as possible this is for example why turtles lay I don't know how many eggs turtles lay but I know they lay hundreds so like a turtle won't just lay one egg it will lay hundreds of eggs in the hope that one or two of its Offspring is able to make make it adulthood so it can reproduce right we're looking to do the same thing with our ads when we produce ads we don't just want to produce one ad for our client or two ads

or three ads we want to produce as many as we can that make sense with the budget we've got to play with so that we can have this big wide net of different variables so that when the algorithm comes to shuffle through and test these things and the market comes to test these ads maybe one or two of them are going to be successful and then we can use those one or two successful ones to propagate and duplicate so that's the model right that's the framework I'm hoping you understand the basic premise and here is

how you build it so what you want to do is you want to look at this in you want to look at your service delivery or your your service itself in three different levels okay you should be familiar with this but I'm going to explain it so we have the campaign level up here okay so the campaign level is obviously like the shell that contains the adsets the adsets of the shell which contain the ads so we have the campaign level then we have the adset level and then we have the ad level so the

way this works is it's sort of macro micro inside of macro micro micro inside of micro which is inside of macro okay you usually have one campaign now you can have multiple campaigns and I'm going to explain how in a second and I'll explain exactly how I M this out so you have the campaign then inside of the campaign you can have multiple ads sets so it could be anywhere between like 2 to 10 for example and then inside of each ad set you might have like three to four ads right so I'm going to

walk you through this and you need to bear in mind the one thing that you are constrained by the one limiting factor of your ability to test variables and to find the ads that work is the budget so when you're taking on done few clients for ads I would never ever recommend taking on a client that has less than $1,000 a month to spend if you if you can't get $1,000 a month 750 is fine 500 can do but really you want $1,000 a month to play with because without that it's hard to shuffle through

enough variables to make it work and if a business can't afford to spend $1,000 a month on ads they probably shouldn't be spending any money on ads in the first place right so just just a heads up so let me walk you through how this works what I would always do so I used I'm going to give you the example of modeled how I model this out for gyms now I know that this model will work for other um niches but since I did it in the gym Niche like over 300 times I'm going to

walk you through like how I model it out if you're in the chairo niche or the dental Niche or the real estate Niche the same princip will apply but you might have different variables and I'll explain so for example with gyms I would basically have two campaigns right so or usually I'd have three campaigns I'd have two cold and one warm so one retargeting but that's a story for another day we'll just focus on the cold campaigns for now so with gyms I would split my campaigns into M1 and W1 now here's the variable at

the campaign level the variable that I would be splitting between was men and women if you run ads for real estate agents or dentists or chiropractors is you're probably not going to split your ads by the gender the reason that it worked well in the gym space to split by gender is because you can call out men and you can call out women differently because me men have different physical desires and fitness needs and wants to women so if you try and bundle men and women into the same into the same campaign women want to

lose fat men want to gain muscle right women want to balance their hormones men want to increase testosterone women want to work out in a community men want to work out alone there's you have to understand your Niche well enough to do this but my point here is that you might not want to split between men and women because a lot of the time and what I actually found out after a while is I wouldn't even bother going for men because women did so much better so what this is actually this is exactly what I

mean by the scientific testing thing because over time I learned that the algorithm the environment you know this this big allseeing all encompassing Market basically was able to select for me what was better because I found that when I was advertising to women and men right the average cost per lead for for men this was in the UK so I managed to get a really cheap at points was like £10 then the average lead for women was like5 so just by knowing that I could just by running ads to women my the efficiency of my

campaign was effectively doubled right so that's that's just an example of of how powerful this sort of method is so that's that so what I what what I eventually did is I figured out that you know women were the right you know person to advertise to and so when you're running tests the very conception of your agency you have to test the big variables like is it better to run out to men or better to run out to women and this is why with your agency it's going to take you longer than a year to

get to 10 grand a month because you need to build this Service delivery knowledge to become a true expert and you can't do that without experience and without regular testing so it takes some time eventually I figured out that women were the best so what I then would do right and let's um let's do this so let's just say we've got one campaign right and we call it W1 because we're just running ads to women that's the primary variable that we're going to set at the ad set level and that's that that's how you determine

whether or not you should have multiple campaigns there should be one primary variable that you're experimenting with whether it's the gender of the people right the location or the the usually if you're doing it on a broader level it's going to be the interest targeting however if you're if you're advertising for local businesses never ever use interest based targeting never ever use any demographic targeting just leave it blank and just draw a ring around the business and let your copy and your message bring the people that you want okay because ultimately you're constrained by the

size of the audience the last thing you want to do is use any sort of hyper targeting cuz it doesn't work trust me let's just take one campaign so what I would then do is I'd have this campaign right and then what I'm going to do is you want to use what we call a branch and node model okay so what we're then going to do is we're going to start to visualize this so I'm going to bring this out here bring it out here like this what we're then going to do is we're going

to draw these little nodes down like this once we've got The Campaign level sorted we need to build the adsets right so what I'm then going to do is I would basically do this by the copy I was using this is how it would work so what I've actually done is I've gone into my old adbank this is in my some somewhere deep deep into my Google Drive and I managed to find it to show you what this looks like so at the adset level because I've already defined the gender the adset level is determined

by the type of copy that I'm using because that's what I wanted to establish next is which copy performs the best right because ultimately when it comes to Facebook ads specifically I'm talking Facebook ads here there's three primary variables for local businesses that determine the success of the campaign the copy the creative and the targeting right those are the three main things the targeting for local businesses should always be local right and you shouldn't use any any sort of demographic targeting so you're not going to put in any interests or anything like that the only

thing that you'd really be differentiating with but sometimes is the age of the people you're targeting but even that typically doesn't matter too much right as long as you're like as long as the age you're targeting is relevant to the offer you're presenting for example with gyms we found that like women between the ages of 25 and like 55 would be good anything north of 55 the women couldn't handle the workouts anything below that they were usually already in the gym anyway right so that sort of middle-age sort of spread for lack of better words

what a horrible word to use middle age spread but either way let's look at the abbank what I would do is I I had code names for different pieces of copy this is NFC right and you can see my copy here right this was helps right um and this was oi I don't know why I named them this I just did here's another example um here so women won right this was for online stuff when when Co happened um this was women to you can see this here right this is men one we've got unisex

one we've got unisex 2 so a bunch of different variables basically so what we then do is I'd come into these um nodes if You' like and I'd name them so I'd come in here and I'd put like helps and then I'd come in here and I'd put oi and I'd come in here and I'd put NFC right another example I had was FLC and one other example of top my head what was another code name c for celebration so I had these pieces of copy that I'd written and then I code named them and

then what you do is you name the adset after the so this would be helps in Brackets W helps in Brackets um only helps W nfcw FCW and c l w and then this way I was able to basically deduce like which one's going to perform best now this is where it gets interesting so what I'm then doing is I've got five adsets right and so what the whole plan here is if I've got a $1,000 a month budget what it allows me to do is it means each ad spend each ad set can be

dedicated $200 a month in budget so what I wouldn't do is I I never turned on campaign budget optimization I never had CBO on I'd always set the budget at the adet level because CBO has a bias which means if the initial conditions of one piece of AD copy are better than the other then that receives all the budget but it's not enough of a testing period so that might have changed cuz I haven't run ads through Facebook ads for a long time but that's how I used to do it so each each ad set

as a rule of thumb needs to have $200 to $300 a month to perform right otherwise it's just not enough that's roughly what is that like something like $8 a day or something I'm not quite sure where it gets interesting next the next variable that you test for is the um images this is exactly how I mount it out so we've got one campaign then we've got five pieces of um copy here and then what I would do is I'd have different I'd have more nodes like this so one two 3 four so what this

would then mean is I would basically have the client send me four pictures right so I'd pick four usually four or five right depending on the budget four or five because each each ad in this sense now has $50 a month which doesn't sound like a lot but it helped it worked so you get the client to send you four pictures so for example women working out in the gym is what I'd ask for maybe maybe I select a picture of an older woman a picture of a younger woman a picture of a middle-aged woman

and a picture of a group of women all together right what I would then do is I would label those pieces of media either 1 2 3 or four so I would have the pictures labeled so maybe the the old women would be one middleaged women two young women three and group of women four what I'm then going to do is I'm going to create four variants of each ad so here right I've got one I've got two I've got three I've got four so what this now means is I've got one campaign and I've

got five adets but I've now got what is it so four yes I've got 20 ads right so now I've got 20 ads what this means is I have 20 opportunities to prove a fit to the algorithm so we have to look at this in the same way that nature does we've got The Offspring essentially and so it it this gives you so much more power trust me it's a [ __ ] it's horrible to build this out inside of the ads campaign manager but what I would do as you can see over here for

example is i' build out the um I'd have my copy ready to go um without the spelling mistakes hopefully I'd build out like all the copy and I'd get all the images and stuff sort of like mapped out and ready and I get it all mapped out and ready and it was really that simple and so now when I run my campaigns I can observe the cost per lead or the cost per mile CPM or the cost per click or the click-through rate or the funnel converion rate I can track everything back to the specific

variables and so what this allows me to do is first of all I know women are going to be the best so I I Target them anyway then I'm asking myself for this location for this Market because all all local markets are slightly different you might think that all gyms are the same and they are to a degree what works in one city will probably work in another but you still want a layer of algorithm mic protection right and you have that through multiple variables because now I've got a stronger chance of survival and that's

all you're trying to do when you're running ads for clients is you you need to imagine that you are the turtle and you're trying to lay as many eggs as you can to give your Offspring the strongest chance of survival because let's say that I'm targeting um let's say for example here we're targeting Colchester right which is a city in Essex in the UK so let's say this is the market of Colchester and this specifically was for a um specific gyming culture S I won't name the names now let's say in this market let's say

this like variable of copy doesn't resonate so it doesn't work and neither does this variable of copy doesn't resonate and neither does this one right what that now means is we can find two that do and then what we can later on do this is what I used to do all the time um was something called propagation or like you know gene splicing essentially which is where you combine what works with something else so you marry them and you produce Offspring so I'm like okay well the helps W copy seems to work really well and

the celebration copy seems to work really well so what I'm going to do is I'm going to take the first part of the helps copy and I'm going to times it by the celebration copy at the end to produce maybe HC right which once again sounds like some sort of STI but you get the point right then you have this sort of hybrid you know almost of things that already work and then from that you can you can maybe test more copy than you can combiners until you eventually create this Mega species that just works

everywhere and that's truly what I managed to do with with these campaigns um so let's just come back out here now what it also allowed me to do so it allowed me to test the variables of the audience but it also now allows me to test the type of images that work best because in this market maybe it's the case that elderly women or you know I say elderly women who are over 40 don't be offended if you wi over 40 I do apologize sincerely but now it might be the case that women who are

slightly older are a better fit so what I might start to notice is a pattern where you know if let's say number one is the picture of the older woman right if number one keeps getting the lowest cost per leader after like a month or two then I can start to optimize for that then I'm like okay well I know number one works the best because I can see the cost per lead here is $3 where the cost perad for these ones is is$ 10 so I'm going to get I'm going to go back to

my client and say this picture of this person worked really well can you get more pictures of this person or more pictures of this nature and then over time this is how you keep clients is [ __ ] just keeps getting better and better and better with most people's ad campaigns and most people Service delivery the client experience reduces and gets worse and worse and worse over time and that's because people don't build their campaigns out properly just like this so you want to think in this branch and node model where you give your campaign

the strongest chance of survival by people say like don't put all your eggs in one basket it's exactly what turtles do it's exactly what most organisms do you know you want to have as much Offspring as possible with as much genetic variation because now we've got 20 different ads that are all slightly different and so we have 20 different chances of survival if you take on a client and you run you run one ad you you you've you've completely ruined it right so if you take an agency that just runs one ad and you take

an agency that runs 20 ads which one do you think is more likely to be successful the one that runs 20 ads you literally are 20 times more likely to find proof of concept and find something that you can scale and propagate when you when you know biology this stuff makes sense and this is weird because most people think oh I don't want to I don't want to learn about biology or any of this strip but if you know how natural selection works then you know how advertising works with these media buing platforms the market

in the algorithm are natural selection machines and the DNA that produces the the genotypes which produces the fitness or ability for survival is determined by three things you've got the DNA of a of a an ad essentially is the copy the creative which is the picture or the video and the audience if you get those three things right then you have a healthy string of DNA that can be duplicated and propagated and eventually you can just naturally select all the way to something successful that's how it works that's how I see it maybe you don't

see it the same way but ultimately every single time I take on a client I would I would map this out in literally using like a legal pad like this is I would just map it out and draw it out and think right I've got this amount of budget how many variables do I want to to have what images do I want to test and what am I going to label them which types of copy do I want to test do I want to have multiple campaigns because then if I've got $2,000 a month then

maybe what I'm going to do over here is call this campaign women 18 to35 in Brackets 1 and then I'm going to have another campaign with everything else identical but the only difference is that I'm going for women who are 35 to 55 brackets one so I'm going to do that if I haven't got this constraint of budget maybe I've got $2,000 a month so I'm going to have two campaigns right then I've got 40 ads like they're all very similar but there's these micro variations which make all the difference in the long term all

right I will see you again in the future I love you so much thanks for watching take care hello everyone and welcome to the Imperium agency incubator Service delivery um the seven figure agency our seven figure agency database reactivation now in this video what we're going to be discussing is database reactivation um what it is how we use it if you're already familiar with this it probably make a little bit more sense if you're not just follow along with this video um and really how a data how we've used database reactivation to scale our agency

to seven figures as honestly I think without it we wouldn't have gotten very far database activation allows us to basically guarantee money in the pocket for every single client that we sign up without using a single dollar spent on ads and this strategy IM immediately differentiates us from our competition having an agency and being and and being able to run an agency that knows how to get your how to get your client results really good results sometimes even groundbreaking lifechanging money um money results for your clients by simply using a free strategy which is which

is what a database activation is has truly being the key to the suc success for our agency we've been able to improve our offers we've been able to improve our marketing we've been able our sales processes was now basically turned into um you know giving uh I don't even know giving um it I I'm losing my train of thought it it basically allowed us to really scale our agency and on every in every single level um on every single level because of this strategy uh and today in this video I'm going to discuss what it

is how we use it the results we've gotten for clients uh the SOP attached to it for our agency and how you can set it up yourself um in high level which is the tool we use for database reactivation now without further Ado let's get into it so here's what we're going to cover what is a database activation how does it work what does it really mean and it really is super simple it sounds maybe very complicated or something that you aren't familiar with and that's fine um but it's incredibly incredibly easy and guys I

can tell you right now if you add a database activation to your agency and to the service that you're selling to your clients you'll be able to make your offer better you'll be able to charge more and you'll actually get your clients literally twice the result that you're currently getting from probably just utilizing paid ads and the best part about all of this it's 100% free it's a it's literally a organic strategy that does better than thousands of dollars worth of AD spend and I know that might sound crazy but that's truly what a database

for Activation does I'm going to give you some examples example text and email messages we've used and you can use for your agency results we've gotten for clients why this is so easier to sell and use for your agency's growth which I've already kind of gotten into a bit our database reactivation sop and how to set up a Dr or database activation in high level now this is one video and there's going to be missing parts um you know this isn't a tutorial program this is all about where we talk about strategy and then it's

going to be your responsibility to build it for your agency now the entire setup that we use for gym owners and that we show gym owners on how to set up um in our done for you and done with you program is available in the bonus gyth accelerator program that you've also gotten um as part of your package um and that'll be in module one building your appointment machine and in module 2 the Alchemy of free appointments which is what a database reactivation does it gets you free appointments now without further Ado what is a

database reactivation simple it's a bulk out found text or email campaign to your client's marketing list or database I can't tell you how many businesses especially local businesses have 2,000 3,000 4,000 sometimes even 10,000 or 20,000 phone numbers and leads just in the database just in the VA right email think about email marketing lists think about um you know old customers and leads from other campaigns and this doesn't just this isn't just a campaign that you can use for local businesses you can easily use this strategy for Ecom as well and add that to your

service right um the amount of data a lot of these businesses have lying around from old marketing campaigns especially if they're old businesses you know 10 years plus is absolutely insane and the best part about this and why this service works so well and this strategy works so well is because clients rarely utilize those lists meaning there's so much money to be made by simply using a databas activation because it really is just a bulk outbound text or email preferably text text just works 10 times better than email sending one little simple message to that

list with an offer attached to it and getting people to sign up for that this can be leads this can be old customers just any data that clients have lying around that isn't currently a customer so for jyms it would obviously we're not going to send this to members um but if it's for Ecom or for a business that you know has repeat buying right so for instance dentist industry um you know the dentists might have a lot of clients that show up once every 6 months however getting them in for a teeth whitening or

something else that is fine as well so just use common sense with this it's 100% free this is the best part about a database activation campaign because no client's going to say no to this because it doesn't actually require any money from them so it's literally a 100% free campaign that makes our clients a b a load of money and the minimum that we usually make our clients with the database activation the absolute minimum is usually around a grand $1,000 in a monthly recurring revenue and yes $1,000 isn't going to be a life changer it

isn't going to change the game however that's $11,000 per month for the client in their pockets before we even spent a dollar on ads now you can be you can charge more than a grand right but it gives your clients such a big confidence boost when you make them this um that money for free off the bat very fast gives them a massive confidence boost uh and trust in you knowing that their at campaigns where they are going to spend money are going to be spent wisely it also gives them extra funds to play with

like ad spend so an example client would be a list of 3,000 phone numbers names and emails just leads old customers Etc just what they have lying around just an actual database and what we would do is we would send one simple text or email with an offer and an order responder um triggered on that message asking leads if they're interested in the offer we simply send one text hey you know this is business do you want to sign up for this offer the better the offer the more results you're going to get if they

respond with a certain phrase which we add into the on onto the message they immediately get order they immediately get added to our golden follow-up system for clients that's it that's what a database activation is it's so simple but honestly there is no strategy out there that is free that is more instant result that is faster to set up and that is easier to use an example average of the an example average results would be 3% of this list signs up for the offer and books an deployment now 3,000 phone numbers names and emails is

very common for a lot of businesses and 3% is a very big average like the results get a lot higher than this that's 90 appointments for free 90 appointments now just look at your stats and think how much you would have to spend on Facebook ads or Google ads to get 90 appointments for your clients a database re activation allows you to do that for free for your clients and this is why adding a database for Activation will build your seven figure agency it will do all of the work for you it is really that

good and why this works so well on top of your paid ad service is because it's first of all 100% free there's no objection to this it's guaranteed results like I said say you have a list of 3,000 your client's going to get at least one customer from that at least I tell you that right now so it's guaranteed it's free and it's guaranteed results some are better some are lower but even if the uh you know your your list has your client has 3,000 uh a list of 3,000 and they only get five appoint

appointments out of it that's still fine that's still five appointments probably one or two customers and it's free remember that and it gets results and money in the bank for your client in the first week of starting and this will give your client all of the cont confidence they need to stick with you for the long term and to be able to trust in your ad process it will decrease support it will um decrease you know flaky clients that are you know just always panicking and freaking out you know when no leads are coming in

from Facebook ads doing this will build such a strong bond with your clients because your clients will pay you money and you will make them money immediately without spending an extra Cent right it's a really true it's just a transaction like they pay you money this could be a setup fee for a database reactivation and Facebook ads you start the Dr you get them 50 appointments they close 10 to 20 clients they add $2 $3,000 to in their bank and you know you know how hard that is so it's so hard to get instant return

for clients when you're using ads it's usually a very slow long-term process which adds a lot of challenges to the agency to keeping those clients for the long term so they can actually reap the benefit of the ad spent but a DI Cuts away all of that process and simply just makes your client's money off the bat and the main thing that will get you uh amazing Dr results is a really strong offer really like I said it's all the businesses like you've heard this a million times like this is It's because people need to

be reminded more than they need to be taught basically right um an offer is basically everything and the best DS are usually just utilized because of a really strong offer like this will work very well for you if your clients using strong offers so example text and email messages like what does this actually look like in the market right like we've discussed this and that's all great but what does this actually look like right this simple outbound text that we send to The Client List to get results for them and appointments and customers like what

does it look like very simple five examples here High name it's Olivia at company are you currently stuck at home but still want to stay healthy and I have good news today we're giving out a few 21-day challenge special offers to our new online trading program if you want one just reply yes online and that yes online if that phrase is texted back they immediately get added to our follow-up campaigns because we have a autoresponder trigger to that which is possible on High level the other one hi um you know John it's Olivia at Imperial

emergency today we're giving out a few free 10day passes if you want one just reply one word 10 day or another one John it's Olivia at Imperial Majesty today we're giving out a few sixe transformation packages a few free sixe transformation packages if you want one just reply one word six challenge John it's Olivia at Imperium agency today we're giving out a few free 14-day passes and a complimentary one-on-one personal training session if you want one just reply one word one word 14 day and another one hi John it's Olivia at Imperium majy today we're

giving out a few free 10day passes as a Black Friday special if you want one just reply one word Black Friday this is it I know it may look way too simple for this to work but guys utilizing this in your agency will change the game for you in every way possible it will allow you to offer better which will allow you to get more meetings the sell selling process is going to be so much easier because it's a lot easier to say look spend a grand with us then spend another grand and hope to

get your money back then spend a grand with us we're going to immediately make that money back for free and then we're going to start ads right like just think about how much easier it would be to sell if you have a strategy like this for free that gets your clients 90 appointments right off the bat in the first week this will allow you to also charge more and the best thing your clients are going to get better results which allows you to get more case studies which will get to you more referrals like this

Dr can literally be the starting point of your seven figure agency and your'll success because it basically feeds into everything we need it helps with our service it helps with our selling process it helps with our offer building and building an irresistable offer it helps with our marketing right what we did for nor though was we advertised 100 appointments um 100 plus appointments guaranteed for free in your gym in the first 90 days that's it and we could only guarantee that 100 appointments if they have a certain if they had a certain list size however

if they had a smaller list size we just guaranteed them 50 or guaranteed them 30 but the amount of responses we got from that and the amount of clients that were ready to sign up for that was insane because the best thing about about it was and this was just an add a benefit 100 appointments for free guaranteed in the first 90 days without spending a single Dollar on ads like just think about how good of an offer that is if you would get an email with an offer like that hey I can get help

you get your agency 100 appointments for free in the first 90 days um in the first 90 days without spending a penny on ads you're going to sign up for that and the ways you can structure this in your offer is you can do pay per appointment for just a simple Dr you can get paid massive amounts of money three four grand for just running the Dr and after that running ads right you can just get paid a management fee and your diaza and added benefit to your service there's so many ways you can squeeze

so much value out of out of running a database re activation that you must be mad if you don't add this to your agency service this month okay because it really is this simple it isn't complicated at all it's an outbound text campaign to the client's list using simple two sentence texts like these with introducing you know just calling out the person we're texting introducing the company highlighting our very strong offer and then telling them how they can get it by giving us you know one word and then the order responders will do the rest

it's completely automated as well it's like it's so easy to do this so results we've gone for clients you've seen this slide before if you've watched certain types of videos but this is the results we've got so client a 240 clients in 10 months all of the clients we start off with is a is is through Di and you can see like 10 months 14 months 36 months 16 months the only way we were able to retain clients for that long is because we were able to get them absolutely crazy results in the first month

which allowed us to um build trust with them but it also allowed the client to spend money with us because they made money from us off the bat without spending a cent on ads 532 clients in 14 months one of one of our no I think the most successful client in our history using a Dr and ads 46 clients in one month with a Dr now just think about the LTV for from from your Niche right 46 clients I'm just going to use the gym Niche for example so our average client charges $100 per month

and their average retention is 10 months so every client um so every uh every customer for our clients is worth $1,000 when you look at it from a lifetime value perspective now we run a Dr for client C and he got 46 clients in one month for free zero zero Penny on that I don't know how much he invested with us I think like five five six grand now that is $4,600 in the bank right cash but from the lifetime value point of it that is I think five grand spent and $46,000 in lifetime value

earned without any ads just think of how well you could do using this strategy another one client D 90 confirmed deployments in two days client e 60 new clients in one month a Dr 60 new clients again we can use the same example the amount of you can charge by getting results like these with a Dr is crazy guys 25 new clients in one month also a Dr and using a day Dr as well I just want to add as a starter agency is going to make it so much easier for you to scale because

you'll be able offer really great things you'll be able to offer 50 appointment guarantees 100 appointment guarantees simple pay on performance uh structures where you get 50 to $100 per appointment say you do the 90 appoint you know you use client d as an example you get paid per appointment let's just say 100 bucks 50 bucks you use a Dr which is completely free super easy to set up you get your client 90 confirmed appointments if you're charging $100 per appointment or $50 per appointment you've got $4,500 in the bank in two days with one

client and guys they're going to make that money back very easily another one CLE G 69 uh 69k or no 96k wow uh monthly recurring Revenue in 16 months we use ads and Dr 65 clients 25k profit in 7 weeks Dr and ads and this client actually remember I think we spent like around $2,000 on ads mainly like call Traffic ads but most of it came from the D 7.4k in Mr in month one just the Dr now let's just say you're charging 2 Grand per month three grand per month you run the Dr you

get them a 7.4k monthly recurring Revenue in month one without spending his Penny on ads I one cent J 1.7 million annual revenue in 36 months one of our long-term clients Dr on ads client K 120 new clients in 6 months Dr NS now these are obviously very crazy results but this is honestly this is honestly not even that far from what the average is which allows you to do very well with the the so why is this so easy to sell and use for youres I I'm kind of going to skip this slide because

I think I've already kind of touched on that point like I said you'll be able to get your client results for free you'll be able to make their money back in the first 30 days you'll be able to build rapport and trust with the client because you get them results very fast you'll be able to offer better because you'll be a you you can basically get your clients really great results and make them a lot of money for free um you can make your marketing better you can make your selling so much easier it's a

hard sale you know saying to your client spend a ground with us spend another two grand on Facebook ads three grand in the hall right um and then hope for your money back otherwise you're screwed or spend a grand with us we're going to make you 1 to 10K in the first month for free and we're going to use that money that we've made for free and reinvest it back into ads so we can keep on scaling like just think of what you would probably you know be more comfortable with selling and what would be

easier well obviously option two right so our database activation sop it's a super simple sop but it really kind of explains everything obviously all available in the description so our database reactivation s so so first of all we run a Dr to our client's list every four months with a new offer this will allow us because there's going to be a lot of non-responses right like we get a 3 to 10 response rate or 2 to 10 response rate that means there's still 90% that's still you know can still apply um which means that we

can just keep refeeding our offer um and new offers like Black Friday specials Christmas specials new offers to the same list and keep making money for our clients for free like the amount of the amount of growth you can um um put through to your clients by just using the strategy is is crazy the also one thing another great thing is you're going to be running ads right and a lot of those ads are not going to a lot of those leads are not going to show up that you've gotten from the ads right you're

going to feed those back into the D meaning you can squeeze even more results out of leads so let's just use an example um just so you can kind of see how crazy this could be okay so client database usually 1 to 10K some have a very large some have a little less the standard is usually around 3,000 the larger the list the more weeks it will take before the client is finished signing up all the leads so be prepared for that be prepared that you might sign on a client and not run actual ads

for them for the next 30 to 60 days and that's fine gives you time to prepare means you have to higher less because you have more time for clients and onboarding just all types of pluses so you're going to upload this client database to high level there will be video on that shortly um and we're going to use high level for all of this stuff so let's just say uh the client example um I'm just going to put down a box here and I'll delete it later in a second so let's just use client example

that we sign on has a list of 5K 5K 5K leads all right perfect now we upload that to high level let me just give it a little nice background or which one was it this one there we go um client example list 5K all right perfect now we're going to upload that list to high level right upload that list to high level great done easy now we're obviously going to select a strong offer I'm just going to use an example of a 10-day free trial for gyms um the stronger the offer the more results

you get your clients which is just plus plus plus for everyone now what we're going to be doing is we're over the next month or depending on how much calendar space they have and how much volume they can handle we're going to be sending bulk text message campaigns now we trigger these messages with an autoresponder meaning if the prospect responds back with a certain line or phrase they they automatically get added to our lead nurturing campaigns now these campaigns you see right here you'll see these reply with one word yes online reply with one word

10day reply with one word six challenge reply with one word 14 reply with one word Black Friday so these are order responder triggers so whenever a customer replies back with these full onew messages and it doesn't have to be capitalized by the way but we make it capitalized just so it's easier to so it stands out they immediately get added to our golden follow-up system for clients right and you guys have gone through this already but it's basically this system so this is It's Dr is basically just another way of getting leads and after that

it's the exact same process we would use for getting leads to show up and book appointments and stuff like that a Dr just gets a lot of leads back into the pipeline and then immediately we add them to our golden follow-up system for clients and squeezing as much value out of those leads we've generated through Dr all the Dr is really really is is running ads for free that's really it like that's the example you can use it's just running ads for free instead of spending a grand to get 100 leads you spend nothing and

you get 100 leads or 200 leads and then you get the same result out of this system that's it okay um so the average text response rate is 2 to 10% so let's just use again just an average list 5K um 30 30 days to send 30 days to send response rate response rate is let's just use the example of 3% again on the low side can definitely be high let's keep it on the low side right okay perfect now we send them through automatically golden followup system and our clients obviously make a boatload of

money without spending a dollar on ads and then we start pay traffic campaigns now let's just do the math here oh that's not supposed to happen let's just do the math here all right 5K response rate response rate uh 3% of 5K is 150 so responses 150 now with our golden follow-up system responses 150 now with our golden follow-up system that'll turn into 100 120 Employments just going to remove this line because there's no need for it actually because I'm going to delete this section anyway it's just for the video now with our golden follow-up

system those 100 appointments are going to turn into 70 showups probably more let's just use 70 shops your client is going to get 70 people into the business now conversion rate conversion rate does that sales ra ratio is 50% result 35 clients now LTV of a client let's just say let's keep it on the low side why not 750 right so your client for free made 35 * 750 now I'm not a math genius so I'm going to do this uh I'm going to type it in 35 * 750 26 Grand and some change I

hope I'm getting um I'm hope I'm this is getting clear on why you should get a use a Dr okay a list that your clients were barely using in 30 days or 60 days even doesn't really matter in 30 days let's just say client pays you client example um client pays 3K up front for for uh 3K up front for startup 3 to 5K doesn't really matter list 5K 60 days to send response rate of 3% 150 responses 120 appointments 70 shs conversion ratio 50% and these are all pretty low numbers except for the conversion

ratio that's 50% is pretty good but the other the others are pretty low so it'll probably turn out to the same number result 35 clients that should say lifetime value is $750 LTV result the total the clients going to make on these clients 26 Grand and cash probably I don't know how much client is you know depending on the business but let's just use $50 right 35 * 50 that is um 1750 if I'm not mistaken I'm just going to type it in 1750 so yes they didn't um they didn't make their money back right

with what they invested with us uh in month one right they made 1,750 cash but this is already a hell of a lot better than what most marketing agencies do and clients will know if they sign up 35 clients clients they will know that you made them 26 Grand because they know their numbers just as well as you do so they know 1750 in the pocket R have clients well if you just deliver the same service we have been delivering for years now we're going to make 26 grand out of these clients and this can

be done with Ecom with dentists with teeth whitening it doesn't really matter um because the strategy always to stays the same it's a bulk text to an to an already existing list with a strong offer now for Ecom like you know it can be like a new order like it can be like a free plus shipping offer like it can be that simple and you know you might get 300 orders free plus shipping but those 300 orders might turn into an average order value of um five grand six grand and you'll have 300 customers that

will Reby and you know you'll have other systems in place so just think about it right like even for Ecom this is a strat you want to use but this is really like this is how it look this is what it looks like and we haven't even started the ads right we haven't even started the ads like this money is 26 Grand half of that can immediately be reinvested into ads meaning you can 10x the results meaning you can charge more and keep them for longer that's the SOP that's the system and this works like

a charm the database activation is one of the biggest things that um is connected to our agency like truly having something like this you're going to do very well you'll be able to offer great things and you'll be able to get your clients kickass results because again I'm just going to say it like all these numbers are really great but you need to remind yourself on one thing these are free results actually I'm lying it's not free this sending 5,000 texts on twio probably going to cost you 20 bucks right all right so 20 bucks

that's the cost it's kind of like having just very cheap CPM basically so that's kind of the SOP I hope this is getting through to you and I hope you're just as excited as I am and I hope you're immediately already building a plan for adding this to your agency as this is truly going to be the game changer for you like truly all right now how to set up a d high level high level now this one is recorded by the high level guys it's also available on I think the high level support site

it shows you how to all the basics of how to set up the Dr um in high level however there's one thing that they don't show you um you can always reach out to us if you want to know how to set that up is they use the positive intent feature on High level um for getting leads like just people saying like yes I want this oh yeah great send it over etc etc and we use the autor response feature where a client has to type in a specific word and then they get Auto and

then they get added to um our follow-up systems like our follow-up campaigns which is this right here right um and that's simply just set up by a trigger okay so most of you will know what that means if you're familiar with high level if you're not familiar with high level get familiar with high level first um I'm not even going to touch on that there's literally a billion videos out there that give you hourong tutorials and you'll be in high level expert literally within the day then you can come back to this video and start

working on your database re activation the main thing I'm going to stress on in this whole thing these are all technical things right the main thing that matters with the Dr is just having really good office that's it because these texts are all very simple two sentence texts a baby can write this the main thing that matters out of these texts is the offers that you're using to send uh that you're using to get them to get people sign to sign up that's the main thing like don't focus on the fan stuff don't focus on

any automations just figure out a really good offer that you can use for your Dr first because the higher the offer the higher the response rate right meaning the more eventual lifetime value result your client will get so very important now I'm going to give the Reign to the high level guys um to show you how to set up a DI high level the technical side of it and without further Ado I'm going to go into that video and I'll see you guys in the next one but this should be very exciting honestly please just

get on this like that it's going to be a game changer for you all right I'll see you guys in the next video goodbye all right so let's talk about what we are going to learn in our lesson we are going to learn how to build a database reactivation campaign for a fictitious client Dr Bob who's a dentist who is interested in offering a free teeth whitening if you book a cleaning database reactivation campaigns are awesome great ways to land new clients because you can show what you can do without them having to spend money

on ads so let's say you're like all right Dr Bob give me your database I'm going to shoot out a text blast and so our campaign's going to start with a Text Blast that's going to go out to his database saying hey I've got 10 free teeth whitening vouchers here on my desk would you be interested in one now we're going to then leverage artificial intelligence to filter the replies so anybody who replies back positively that says yes yeah sure awesome sounds good will automatically be added into the follow-up campaign that says great um I've

got a voucher with your name on it the next step is to just go ahead and click here to book your cleaning in order to redeem your teeth whitening um and then we could extend that we'll talk about how you could extend that um nurture campaign out over the course of a couple of days um but the next cool thing that we're going to build is a little filter bot that can understand certain replies that may come back to your nurture campaign so um we're going to talk about here are three common ones maybe somebody

would ask about pricing maybe someone would ask about location maybe somebody would ask about ours um we're going to build the location one and so once you understand how to build one you could build as many as you like so we're going to build one that will understand if somebody ask back hey where you located what's your address Etc and it would automatically send a reply back answering the question and then saying and once again here's the link to book your cleaning when you're ready um then we're just going to so we're going to have

a booking widget somebody fills out to book their appointment and once they do we're going to push them into an appointment reminders campaign we're going to do all that by following the steps that I've outlined down here and so we're going to go through each step inside of high level we're going to build this whole thing out on the highle platform um so you do need a high level in order to follow along but the great news is that we offer a free 14-day trial so you can just head on over to go high.com sign

up for a trial and you'll be able to follow along with our lesson all right so in order to get started the very first thing that I have to do is just create a new sub account in high level for Dr Bop so I'm going to breee through this really quickly we have all these different industry snapshots I'm just going to start with a blank and I could search for real business here but because Dr Bob's Dentistry is not a real one I'm just going to make one up Dr Bob the dentist Bob dentist.com and

this is Dr Bobs one two three dentist Street in Philadelphia United States PA and 215 by55 five five cool so let's create that sub account awesome and now I can hop down into Dr Bob's and now we're ready to get started okay so first off we can see that I don't have a Tulio number yet for Dr Bob which is going to be a problem because we want to send text messages on his behalf right so I'm going to click resolve and quickly just grab a number let's just throw in an area code here all

right great that number looks good perfect so now I have a toio number set up um a phone number that I can use perfect so now we are ready to get started we're going to go sort of backwards here so the first thing that we're going to do is create a calendar for Dr Bob our cleaning and free whitening calendar so let's hop over here and we're going to go already in our settings area um we would just go settings and then we would click calendars I'm going to add a new one and I'm going

to give it a name of cleaning plus free whitening we have lots of options in here I'm not going to go into all these um you know availability all this kind of stuff link it to Google Calendars Etc um but we are going to just uh leave it all blank for today and hit save okay great so now we have our calendar taken care of we can come over here and just keep track of our progress um by my oops I guess I'll just turn it a different color here so done all right next up

campaigns we're going to build four campaigns for our demo today the first one is going to be our offer blast campaign so let's go here and we're going to go left-and column to marketing campaigns and we're going to create a new one we're going to give it a name of um offer blast so let's I would probably do Dr like for database activation to keep it all straight and now we're in campaign Builder so this offer blast is just going to have one message in it and it's going to be an SMS so here we're

going to say hi um and then I would grab a custom value of the person's first name and say this is your favorite dentist Dr Bob I've got a few free teeth lightening vouchers here on my desk would you be interested in one and I'm going to hit save okay so now that I have have my one textt message in my campaign here I can come up here and publish it all right great so there is campaign one whoops looks like I can't do one at a time so let's change that back and we'll just

have to remember that we took care of that I'll just do a dash all right next up our positive reply nurture campaign so this is when somebody says comes back and replies to that text positively we're going to put him in this campaign that says great um go ahead and click here to book so we're going to go back to campaigns we're gonna oops we want to add a new campaign here and we're going to call this positive reply and nurture so here again we're just going to do an SMS that says great I've um

I've got a voucher uh let's call it let's reiterate our offer free teeth whitening voucher with your name on it the or we could say like in order to redeem your whitening next step is to book cleaning you can grab a day time that works for you by clicking here and now we need the link to our booking calendar so I'm going to save this and let's go get that link so we're going to go back to settings calendars and over here we can see we can get a link straight to our booking calendar now

we're not going to go into it today but I would probably I would actually go into funnel Builder and build a landing page for this so I can put you know Dr Bob's logo on there and dress the page up but for our demo today linking directly to the calendar will work so we're going to come over and we're going to go back to that campaign and we're going to put our Link in here okay and that's obviously a pretty long and not attractive link but when I would make my real landing page I would

have a nice URL right so let's hit save okay great now um this is going to be a nurture campaign right so we want to get back right back to them so after zero minutes they're going to get this reply of when they get added into this campaign um but we would also want to continually remind them right so like I'd probably want to send um another text tomorrow so like hi Chase just a friendly reminder from Dr Bob that you've got a free you know teeth whitening voucher waiting for you um don't forget to

book your cleaning by clicking here and again we would throw the link to the calendar right and so we might want to say we want this one to go out one day later and then maybe we continue that right so maybe after we send this one we also want to send a voicemail so here I could upload a voicemail saying hey it's just following up wanted to make sure you know we get you books you can get your cleaning and your teeth free teeth whitening right so maybe that one would go out like an hour

after we sent the text message and so I could continue just building on this right I'm just going to leave it like this for now um and again change this from draft to published okay so there's our second campaign now next up we have our location campaign so this is going to be the one if someone were in the nurture campaign and they were to ask a question about our Dr Bob's location this is the campaign that the bot would push them into um so let's call this let's go back and so instead of creating

a new one what I'm going to do is actually just duplicate our nurture campaign so I'm going to click into it and copy it and we're going to change this one to be asked about location plus a nurture campaign and we're going to put that in Dr Bob's sub account so when we go back to campaigns here it is we're going to click into it and we're just going to change this first message because we know that they just asked about our location so I'm going to change everything up until our booking widget so we're

going to say we're located at you know One two3 Main Street right across from the Starbucks um here's booking link again when you're ready to book your [Music] cleaning and receive your cleaning plus a fre teeth white you know something like that and then the rest of the nurture is the same right I want them to get the rest of whatever I had so I'm going to leave all that in there and I'm going to scroll up and publish that all right so again we're just building this one possibility that the bot would answer with

if people ask about location but you could build multiple campaigns right maybe you want one campaign that answers questions about insurance or one campaign like we talked about that answered questions about pricing or hours um again you would just repeat the steps that we just did for that location campaign that we just completed all right so the last campaign that we're going to build is an appointment reminder campaign so let's just copy this name real quick here and we will hop back to campaigns and we're going to create a campaign called oops I can just

paste it appointment reminder campaign now with appointment reminders what's cool is that I knows if somebody goes into a campaign and they're carrying a pending appointment that they booked via a booking widget so what that enables us to do is things like this so we can write a text message and say um hi Chase just a friendly reminder actually the very first one that we want to do is a confirmation right um so we're going to say hi Chase your uh uh cleaning plus a free teeth whitening man I'm having trouble trouble typing today free

teeth whitening um appointment for and then we grab the appointment start date and time and then we'll can throw in the time zone just so there's no confusion uh is confirmed we look forward to seeing you then and then maybe you just throw in like you know Dr Bob or you could just come down here to the account and throw in the account name um by default whatever you want to do and hit save so we want this one to go out right away which is good and then we want to build our reminders right

so again we could do this with this SMS and email and Facebook message and all sorts of stuff we're just going to do SMS today so hi Chase just a friendly reminder of your cleaning and free whitening appointment tomorrow at and then again I would reiterate this to be at um the start date and time with the time zone um and you know maybe you want to throw in things like you know please reply to confirm that you're going to still come or whatever that might be so let's say this one we could set to

go out before one day and let's just do one more I chase oops we would use the dynamic variable here just a reminder of your and again I'm not going to type it all out but your appointments in one hour you look forward to seeing you and again it's all fully customizable you can make it say whatever you want but I would do before one hour Okay so we've got our appointment reminder campaign all ready to go we'll take it out of draft publish it and now we have finished with all the campaigns that we

need for our lesson today all right so next up we're going to start building some triggers which is where the the fun really begins so the first one is our positive intent trigger so let's hop over to the leftand column and head down to triggers we're going to make a new one and we're going to call this database reactivation positive reply okay so on the left hand side we have to set our condition so we're going to choose customer replied and then we need to Define this a little bit so we want to say they

replied to a campaign that was our offer blast right we're going to push out that offer saying hey we've got these free vouchers would you be would you be interested in one and then we're going to choose the intent type of their reply is positive okay so if somebody replies positively the action that we want to take is to add to the next Campaign which is the positive reply and nurture okay so that's all our first trigger needs to do anybody who replies to our blast positively is going to get pushed into our positive reply

in nurture campaign so we just scroll up to the top hit save take it out of draft and activate it and we will be ready to knock out our next trigger our next trigger is actually going to be a a little full of triggers all related to people asking about a location so let's go back to triggers and I'm just going to make a folder to keep these all um neat and tidy so we're going to say database reactivation um ask about location and we'll make a trigger and we'll say Okay so this one is

going to be located and we'll put it in that folder that we just created so now we are going to say okay if somebody replies and they're in our they replied to our Campaign which was the positive reply and nurture campaign that's the one that we just put them in with the previous trigger and their reply contains located we want to add them to the asked about location plus nurture campaign okay so any reply that says located it will push them into here we're going to hit save publish it now we're going to click back

to triggers and we're going to duplicate that one and this one's going to be the same thing but with a question mark because we have to differentiate if somebody says located and it happens to be at the end of the sentence the question mark we need to have that as an option so it gets recognized so let's locate let's replicate this in Dr Bob's okay here it is let's move it real quick to our folder and let's go edit it and here we're going to put located with a question mark okay save active Okay and

let's go do that one more time just to illustrate this point so let's duplicate this this one and this one would be address so same thing Dr pobs okay move that into our folder oops and let's edit it and so this one would be address because maybe they might say what's your address instead of where are you located so we're just we're creating all the different possibil ities of things that we know people might say that indicate to us hey they're asking about a location so that our bot that we're building right now can go

ahead and push them into the right campaign to answer that question so let's hit save active okay and so that's all we're going to do for this one but you could see how you could keep building out different variations um based on what they might ask under the topic of location all right and now last up we just need our trigger that's going to push people who make a booking into our appointment reminders campaign so let's go back to triggers we're going to add a trigger and we're going to d new booking okay so on

our leftand side our condition is going to be when a customer books an appointment in our calendar that is our cleaning in our free whitening calendar that we created in the very beginning we want to go ahead and add them in into our appointment reminder campaign now you might want to add a bunch of other actions over here too like maybe create you know send an email to Dr Bob saying hey we got we generated a new booking for you maybe you want to add them to a pipeline create an opportunity there's tons of things

you can do in here we're not going to do anything for our lesson today we're just going to keep it simple like this and we're going to hit save and activate all right so the last step is for us to create our bulk request to push everyone into our offer blast now before we would do that we would need contacts in the system to bulk request into our blast um so let's do a couple of things the way that we identify contacts is through tags so I'm just going to go to settings tags and create

a tag really quickly um and we're going to call this database reactivation you know group one or something like that okay so now let's talk about how we would upload contacts so we would get them from Dr Bob's system whatever that system may be and we would come into contact smart list and we would import them so this is going to ask us for a CSV file and I actually don't have one here on my desktop but you would you know go through the normal steps you upload the CSV it would ask you to map

the fields It'll ask you what you want to do if it encounters a duplicate contact and then at the end it would ask you if you want to tag the people that you are importing and we would just enter that tag that we just created DB group one so let's pretend that I'd updated a list and so I'm just going to add myself in here as if I were on that list okay and there I am now let's just go give me that tag so again we're pretending I came through in that upload and now

I'm here in the database with a tag um okay let's do a refresh here so we can see my T oh I forgot to save when I applied that tag so let me just do that again real quick tags group one save there we go and now will see me with my group one tag perfect so now we can go create our bulk request by going to marketing bulk requests we're going to add a new one we're going to give it a name so let's call it database reactivation group one we're going to select the

campaign that we want to push everyone into which is our offer blast we're going to select when we want it to happen so we want to do it now we're going to choose all contact types and here's where we're going to choose the tag so this is saying okay only the people that have this tag do I want to push into that blast campaign if I left this with no tags it would push everybody in the um database into that campaign so here we're just going to do people with our tag we're going to hit

add and then the last step that we need to do is just push play to set this bulk request into motion and then we can test out what we've built so I'm going to go ahead and hit play okay so that's going to run in a second in the meantime I'm going to open up um my softphone which is going to be actually I don't have it loaded on this computer so I'll just open up my phone and we'll go run a test so we can hop over to campaigns and we can we're going to

see this zero change to one as soon as that bulk request runs so we can say we can see here it's going to run at 510 which is 1 minute from now so I'm just going to pause until that happens okay so there it went and now if we come back to campaigns we're going to see that there's one person in that campaign if I clicked that it would show me who is in here so we can see that the um the one step in it has been completed and so if we pop over to

the conversations tab we're going to see that the system sent out our database reactivation blast right hi Chase see it put my name in there this is your favorite dentist Dr Bob I've got a few free teeth whitening vouchers here on my desk would you be interested so now it's waiting for a reply and remember we built that positive intent trigger that's going to know if I come back and say yes yeah sure awesome um so let's test out I've got my phone open here and I'm going to say sounds good okay so boom sounds

good the AI knew that sounds good is positive right I didn't have to say yes and it added me into our follow-up our nurture campaign so it said great I've got a free teeth whitening voucher with your name on it in order to redeem your whitening the next step is to book a cleaning and remember we linked to our booking calendar now let's pretend that I wasn't quite ready to book because I have question right and remember we build a bot that understands if a question is about a location so let's say I type back

um where are you located okay boom there's my reply and remember boom our bot kicked in we're located at 1 123 Main Street right oh and I made a typo across from the Starbucks here's the booking link again to go ahead and book a free whitening so okay great my question has been answered I'm satisfied I'm going to come in here I'm going to choose a day in time and I'm going to put in my details and if I had turned on sticky contacts it would have already put in my phone number because it already

knows my phone number but I'm just going to fill in my details here okay great I can skip that and now I can add that booking to my calendar so because I made a booking our last um trigger that we set up is going to fire and then oh there we could see it already did hi your cleaning has been uh for and again it threw in my day and time has been confirmed we look forward to seeing you then and now remember I'm going to get those other messages that we added leading up to

my appointment and just I'm just curious as why it didn't say my name and so it's probably because I made an error somewhere so if I go campaigns appointment reminder campaign sure enough I chose user first name when it should have been contact first name and that would have fix the issue all right so that's it for our lesson to recap we were able to run a database reactivation campaign for a potential client Dr Bob he didn't have to spend any money on Advertising we we were able to take his exist existing database and drum

up new interest and get people to automatically book onto his calendar using some cool little Ai and some cool little Bots that we created that can answer some questions thanks a lot for hanging out and taking our lesson hey everyone and welcome to this video in today's video which is called long-term clients Mastery my business partner B is actually going to explain how we kept clients for years on end for our marketing agency when we were running North flow Consulting at our Peak we had 64 done for you clients and we had processes strategies and

procedures to improve our service delivery and more importantly improve our relationship with our clients so in this video we're basically Bose going to explain exactly how we did that the process Etc let's get into the video hello everyone and welcome to the Imperium agency incubator Service delivery the service delivery Vault and welcome to the long-term clients Mastery video now what we're going to be discussing in this video is really how to keep and retain clients for the long term All The Insider secrets that we've learned over the years and really just everything laid out step

by step on how to keep clients retained as we see that this is such a massive problem for agencies they sign on 10 clients in one month and they lose them three months later um and you're basically in this constant sort of feedback loop a constant cycle of adding clients and losing clients while in reality the best agencies and the way your agency should work is you can sign on 10 to 20 clients in the first two months and those 10 to 20 clients should really be sticking around for the next 6 to 12 months

minimum that's how you build a monthly a great monthly recurring revenue and that's how you build a sustainable and stable business otherwise you're always going to be back to basically the starting point after a certain amount of time while in reality your client should stick around long enough for you to actually build a business and actually build um consistent income a really good monthly recurring revenue and the way we do that is by retaining clients as the reality simply is is that retaining clients is always going to be easier than adding on new clients now

I'm not saying don't work on adding on new clients that should be your main focus at all times that's how you grow a business is by just getting more customers however by implementing what I'm going to teach you into this video today into your agency you'll be able to pretty much double or three time Val uh uh 2x or 3x your lifetime value per client meaning you will make twice or three times more by just doing the same things you're doing right now but just keeping your clients longer so without further Ado here's what we're

going to cover in this video we're going to re be revisiting the only four things you need to scale on agency to7 figures the things attached to those four points and what we need and what we uh what we're really will be talking about in this video attach to those um attached to those four things it's very important to revisit this as truly sometimes growing an agency gets over complicated to such a massive extent um while in reality it's actually pretty easy when you uh simplify it which is what we're going to do we're also

going to talk about what you can work work on to increase retention so really just all the points um you can uh work on to increase retention and I can guarantee right now 50% of what I'm going to State on this list is something that you're not implementing or perfecting or improving on in your agency right now so after this video you can immediately start implementing and working on building systems for that as yes retention has a lot of personal and manual play to it however anything in this agency game especially online marketing agencies etc

etc can be systemized and oped you know if that's even a word uh and we're going to be talking about in that video we're also going to be talking about the golden retention strategy so what's really the golden retention strategy that you can plug and play into your business today to get your clients to show uh to to stick around for one uh for one month uh for for for longer basically and what I want this video to do is for everyone if you follow and actually Implement what I'm teaching in this video you'll at

least keep all your clients for one month extra and the amount of Revenue and the amount of a game changer that can be for your agency is is uh instrumental so it's this is such an important video um I'm also going to be discussing the importance of month one month one things need to happen things need to happen fast why is month one so important in the agency space and how can we make month one kickass uh we're going to go over our month One support sop so what is really the system we follow on

month one to um keep clients happy keep them confident in month one as there it's such an important aspect of this um how to keep clients interested and excited this is something that you see a lot even if you're getting really good results clients will eventually just leave because we're always prone to new things it's kind of like shiny object syndrome the same works with the agency space and your clients so how do we keep clients interested how do we keep getting Revenue uh generating Revenue out of our existing clients which is always easier than

getting new clients how do we keep them exciting and how to keep them for the long term we're going to discuss rewards and Gifts um how to use them what you can gift uh give your clients uh on the certain time frames that they've been with you very good if you implement that into your agency your clients are going to love you um and really just summarizing it all on the last point is building your retention game plan is 10 points and how to summarize really the 10 steps and the 10 uh 10 things you

need to focus on when you want to increase your attention um which all of you should want I hope um we're really going to summarize that in the last point so revisiting the only four things you need to scale an agency the seven figures so the first is booking appointments right this is just such a crucial part without any appointments you don't have a Lifeline to the business and your business isn't actually proactively going towards the growth goal right which is it all comes down to booking appointments right the way we do that is by

using ads called email called messenger called calling and building inbound systems if you are doing these things you're going to get a lot of appointment you're going to get at least 30 to 100 appointments a month especially if you use the systems uh laid out in this program because they're the best booking uh appointment booking systems out there right now and I can say that with a a very hard guarantee like we've really got above and beyond showing you how to book a incredible am amount of appointments with your clients and our stuff really works

so if you got that home down with using ads called email called messenger called calling and building inbound systems appointments will be flowing in next thing is obviously closing appointments right use seven figure sales sales strategies um it's probably the best sales training um for the agencies in the world right now um and again I can say that with extreme confidence I it's literally one of the best trainings you can ever do when it comes to sales in this space uh and if you haven't watched it because you're either you know you you don't think

it's important or you just haven't had time I highly recommend watch the module even if you think you're already really good at sales you can always improve with sales sales is not something you can perfect and then hiring sales reps um hiring sales reps you can do that use building your team module and then just put your sales reps on the sales 7even figure sales training uh strategies um you know send us a message if you want them if you want us to make them account them in uh an accounts etc etc um but definitely

send your sales reps to 7 fig strategy even if they're already uh proven sales people send them through that training and they'll learn so much more so the main two things we're really going to be discussing is the last two points on um on building a seven figure enty which is delivering your client kickass results and scaling and systemizing so delivering your client cast results is honestly pretty simplified you know the the most simplified way to put this is really just proven ads proven funnels lead nurturing systems for texting email and uh and um and

uh inbound outbound calls and just having a really good support system because support is always going to feed into your retention into your client's results as a lot of clients just aren't really that great business owners um so we need to work on that but that's it that's delivering your client kickass results proven ads proven funnels lead nurturing systems and support and proven ads I'm also going to put in their um proven ads also I'm going to put in their organic strategies which we use for our agency and you're going to be do really well

if you have that as well and then scaling and systemizing is obviously just hiring hiring certain people you know client success manager sales reps um ads managers etc etc automated onboarding which we've discussed in another module high level using High the high level software to automate your lead nurturing and you know just really keeping everything together really great software uh improving Sops for everything um as soon as you starts getting to seven figers are going to have systems that just work and you want to sop everything in your business from the booking appointments to the

closing appointments to the delivering your client kickass result to the scaling and systemizing everything needs to be sopd and laid out in a step-by-step way that way you'll never actually uh you'll never you know be you'll never lack in a in a part of the system because it's always sopd and you'll be able to Outsource very easily because you can just hand your team members proven Sops so that's that very important you want to stick with this if you focus on these four things for the next 5 years you're going to build a massive business

a really successful business uh with high profit margins and you're going to do very well you're going to do very well it's going to be a lot of fun so whenever you're you're you know just not sure what to do next or what you should work on always revisit these four points so what you can work on to increase renion so the first is just results it's simple if you aren't getting your um it's simple right if you aren't getting your client's result the result they're looking for this can be appointments sales increased conversions Etc

your clients won't stick around for very long we can do a bunch of checking calls give away free trainings offer 10 plus different things if your but if your agency isn't getting consistent results you won't keep clients like I'm not going to go too much into that um because there's other modules that show you how to improve your results but this is common sense you need to be able to get your clients good results appointments sales increase conversions etc etc what we're going to be discussing in this video is how you can improve retention when

your results part is already good or you know at least semide decent um because you know results it's just common sense the second one is Rapport and relationships right you need to build systems and Sops for building rapport with clients working on building a good relationship with clients where you can call your clients quote unquote friends Almost will go a long way and will feed massively into your attention you have to realize when clients are leaving you have to you know just look at your your own friend group say your your friend you were paying

your friends to be friends with you or to for some sort of service right they're your friends so just think about how hard it would be to say uh to cancel on those friends and say no to those friends and basically tell those friends that they aren't good enough pretty tough right that's going to be a challenge right disappoint your friends is a challenge so having clients be quote unquote friends can go a very long way as it's simply just very hard for clients to actually cancel on you or whatever it is that they're doing

to not no longer pay you right when they're friends it just gets very tough and that's what we want as um results are always up and down in the agency space and especially for clients um and if you're friends with your clients if You' got Good Rapport and good relationships clients will will a lot of the time give you an extra chance give you an extra month or give you an extra two months which allows you more time to of course improve the results and of course make more money from your clients as they simply

just give you another chance another one is month one which I'm going to dive into further into in a second right month one the result you get on month one will be the stepping stone to good retention make your clients a bunch of money on month one and they will never want to leave you ever the way to guarantee this with our agencies we utilize a database activation which gets our clients 50 to 500 free appointments in 30 days plus our Google review Campaign which our clients 30 to 100 plus free Google review campaigns in

30 days we don't even touch ads in the first 30 days we just do a database reactivation and a Google review campaign that cost the client absolutely zero to do and it all the work comes from us and it immediately makes our client a boatload of cash and gets them a really good brand recognition use the Google review campaign and right right there We've Got Confidence we've got trust we've got Rapport we're already working on the relationship we've already got kickass results and that month one building that foundation on month one feeds into our attention

um in a massive way like being able to crush it as an agency on month one will do literally almost all the work for you right expectations this is another massive one you need to set the right expectations client they need to uh clients they need to understand that advertising and taking a business um and growing a business actually let me just change that and growing a business and growing a business takes time and doesn't happen overnight they need to understand that the Facebook lead is different than the referral they also need to know that

they are going to have to do a lot of work themselves we're trying to grow businesses here from from clients and no business is grown by laziness by uh complacency by doing nothing um just paying someone to take care of the entire growth part of the business never works a client needs to understand that and a client needs to understand that they're going to be pushed and they're going to be challenged and they need to do a lot of work themselves they also need to understand um that a Facebook lead like say you pitch you

know we're going to get you 100 leads they're they're looking at it from the mind like oh 100 leads the only leads I'm getting is referral so it must be the same quality it isn't I'm not saying Facebook leads are bad but Facebook leads is definitely a different animal than than they walk in referral they need to you need to set the expectations off the bat otherwise you're going to be expecting the Moon and they're going to end up with nothing uh and they're going to blame you for that another one is think different SL

be different most clients have been with agencies before you need to try and differentiate yourself other client otherwise clients will feel like they made a mistake very fast increase your support touch points get results fast don't just do Facebook ads and funnels we have to differentiate ourselves from our competitors we have to be different we shouldn't even be compared with our competition we should be so good at what we're doing we should be so different should be such a different animal that when you compare your agency to your competition it's like comparing apples with oranges

it just doesn't work because we aren't an agency we are a results monster the only thing you do is make your clients money and yes you could summarize it or you know you know categorize it as a agency but we aren't an agency we are the driving tool the driving motor that gets our clients to the next level that's what we are we are problem solvers we are not marketers another one is education most clients aren't very good business owners it's just a fact it is our responsibility to not only help clients with their marketing

but also with all the other aspects of their business sales automation operations mindset very important one etc etc yes a marketing agency you know Facebook ads a fantasy and they're flashy and they and you know most people think that's the only thing you need to do and the clients will do the rest etc etc um I'm not saying that there's not a hint of Truth in that however it is our responsibility to improve a business it's not to deliv leads it is our responsibility to improve a business improve its product improve its owner improve its

team so that CL so that business can grow okay that's the job because people pay us to grow businesses people don't pay us for leads people pay us to grow businesses support another one the more frequent and human your support/ communication is the more clients will appreciate your agency clients don't want to be left in the dark they need to be able to reach you send frequent check-in messages do a bi-weekly monthly checking uh bi-weekly or monthly check-in call ask if they need help as much as you as much times as you can make your

support easy to use and keep response responses uh response times Low Time Low uh response times low this all feeds massively into your attention support needs to be a one Innovation right actually try and improve your retention systems come out with new things don't just stay dormant for 12 months try to actually improve try to be better use different systems new strategies new offers I don't care right clients will appreciate this because it all feeds back into the other things I've already discussed but you need to be proactive because clients will stick around with a

proactive company because if you're being proactive that means you're being proactive on the client's business and that is what clients want and that is how they will stick around for the long term any agency can get a CLI of result in for a month or two and they'll stick around for a month or two your clients but if you can innovate and constantly improve and get your client results for the next 24 months guess what they're going to do they're going to stick around for 24 months and it's such a massive difference if your retention

is 3 months or 24 months or 12 months we're talking about say you're charging $1,000 here we're talking about a literally a N9 to $221,000 Difference by just adding an extra 9 to 24 months to your retention or 21 months right which is you know with your current retention could be five extra clients six extra clients so what tell me what is easier keeping one client for six to n months longer or adding five new clients of course just keeping that one client but the the financial result for you is the same that's why I

want to stress how important this stuff is another one speed right the faster you can get things done the higher your attention rate quick results quick onboarding quick support etc etc it all adds up as we are all very instant gra gratification we're humans that basically get massive dopamine spikes from instant gratification and if we can make our systems as instant as they as they human as they human can be like a database activation like good support like quick onboarding using an on boarding funnel the higher our support will be it all adds up another

one is the golden retention strategy right the number one thing that will help your retention is by adding coaching and training to your agency most agencies think they need to do everything and there's a small bit of Truth in that statement we need to give the clients the right foundations we need to take care of a lot of the systems but it also requires work from the client a lot of it and a lot of a lot from the team the best agencies the best seven figure agencies push their clients to be better they challenge

them to improve and expect it from the clients you need to expect nothing but pure bloody Excellence from your clients because you have to realize that you might think oh but clients don't want to hear that you know they just want to be lazy and you know to have me take care of everything etc etc big businesses unbuilt like that and pushing our clients challenging them and really forcing them to improve is all in the best interest of the client right and agencies and clients need to work as a partnership that is working towards one

goal the growth of the business that is not just your responsibility it is also that of the client and by simply doing everything for the client and expecting nothing in return your clients won't actually improve themselves which is why they don't get results and in turn they will blame you for that so that's why we need a sort of a a 50/50 split on responsibility and we need to push and expect this from our clients and the way to structure this is by adding coaching and training on top of your done for you systems and

this shouldn't just be a nice benefit a value ad for your clients this should be a this should be mandatory it shouldn't just be mandatory to watch the videos it should be mandatory to implement what is discussed in the coaching and in the training and that should be in the contract as well and we need to get clients out of their comfort zone as when you do that amazing things happen like I said and I'm going to say it again whatever you know whatever message your brain is telling you right now why you shouldn't or

couldn't do this realize that it's all in the best interest of the client because if we do this your clients are going to do very well which is what they want which is why they paid you and the way are done for you slone with you agency structured is we take care of the ads we take care of the database reation we take care of the Google reviews we take care of the funnels tracking automated Tech emails and we iterate however what we expect from clients is to watch and implement the sales training the client

should do all outbound calling and have follow our exact system from step one to step bloody 30 I don't care but they need to follow that every single time per lead or golden follow-up system which is discussed in other videos and that should be in the contract and that should be bloody expected from them lot of bloody said but still retention training we give that as well and mandatory coaching sesss that's the way we do it and we don't just you know put this in our ads and put this in our sales pitch to make

them buy and make our product seem more expensive no we need and expect this from our clients we don't just want them to watch all of this stuff and learn because you can't knowledge is nothing what without the action applied to it right without using the knowledge into actual action so we expect that it's mandatory and the tools you can use is for instance you can hire coach or a trainer that helps your clients improve their business think of already successful clients or think of your client team members that can record training videos for you

that can record entire modules that you can hire on as a coach Etc right don't go looking out for people that don't know what they're talking about because you're usually you usually already have the perfect coach or trainer in your client portfolio another one is a client success manager right a CSM to be accountable to support them to push them to answer questions to do checking calls Etc sales Trading this can be through a course or through calls right most clients are sucky at sales and by just simply increasing our client sales conversion rate by

10 to 20% our client businesses will grow with the leads they have right now one-onone support right added attention to detail and to clients will go a long way group coaching calls on Zoom the same structure we do in this program client Facebook Community the same structure we do in this program this all feeds into each other as people will be clients will be way more V motivated when they see other clients absolutely crushing it and that they are not the ones crushing it they're going to to get that extra push to do the work

which is what it all comes down to it's just do the work right online course right use an example gym growth accelerator which you get in this program as well as a a nice added bonus right um that online course has done massive has helped us in a massive way for our agency follow-up Sops right action steps calling scripts voicemail scripts texting scripts email scripts when I said most agencies expect to do everything for the client and when I said there's a hint of Truth to that the hint of Truth is that we do need

to send our clients into the right direction however clients are eventually going to actually have to do the work which is 90% of the job another one is strict expectations SLG guidelines in your contract the only way to really guarantee that clients are going to do the stuff is by literally having them sign for it if you want your clients to call lead 20 times over month every single lead generated they need to sign for it in the contract and if they don't sign for it in the contract they don't get the guarantee they they

aren't available they aren't um you know applicable for refund whatever the hell it is but it needs to be in writing and the client needs to sign for it because it's not only good for you protection wise but it's also kind of sets like an emotional rule for your clients like they read the expectations they signed for it now they're going to do it another one is business uh business Improvement resource right training scripts templates we can make our clients life a lot easier by taking care of a lot of things and basic basically kind

of like um literally feeding them the right stuff however eventually the action is going to have to come from the client and like I said before these things shouldn't just be nice benefits they should be mandatory otherwise clients will simply just not use them clients won't do it they're lazy then they just they paid you now they expect a million dollars etc etc if you don't make this mandatory meaning it's literally the rule book of working with your agency and if you don't do it you shouldn't you're not going to work with those clients and

if they don't want to do you just not going to work with them um otherwise kind just will not use them even if they are very disciplined etc etc if you don't tell them and don't expect it from them they won't do it n one is the importance of month one which I've kind of already touched the results you get on month one and how your agency performs is the most important aspect of retention it really is on month one clients are scared not confident they don't trust you etc etc it's basically just the worst

scenario clients expect the most and usually the results on month one or the lowest which is a pretty tough scenario to be in for a lot of agencies as you know it's kind of like they want the most positive thing um while in month one usually the most negative thing happens and you will never be judged more than on month one everything you do will be put into question any you know the support questions the the how long it takes if you take an extra 24 hours everything will be under a massive microscope on month

one and this is exact L why our magic should happen on month one our magic I mean the results so what should we do on month one as an agency well first of all set golden expectations for example if you're just running ads or you're doing SEO which is you know slower clients need to know that know that month one's going to hurt and that instant gratification won't be part of the deal on month one if you can't get client results fast make sure they they are expecting that to happen on day one that's the

only way to go around it if you can't get your client's results fast on month one they need to know this another one which in my opinion is way more fun way way easier as well our agency always gets a job done on month one we truly overwhelm our clients with mind-blowing results as soon as possible and how do we do that is well we simply can't be that fast with ads it's hard not predictable and cost money and cents usually already spend money with us and then forcing them to spend even more money is

never fun and always just just it's just not something the client wants to hear so what we do and I advise you do the exact same is utilize database activation and Google review campaigns these are golden strategies for getting our clients fast results without spending a penny on ads like we make our client basically break even and profit on month one without spending a single penny like I know it's like it's the best you can basically do as an agency and everything is discussed in this program a Google review campaign and database activation all discussed

in this program how to set it up what it is exactly so if you're not using it in your agency um that's on you and if your clients are not sticking around for long enough and you're not utilizing these things that's on you no one else if you are just running ads and have no organic strategies in your agency you are doing yourself and your clients a massive disservice marketing does not mean just Facebook ads marketing is everything marketing is every any action committed towards marketing the business and growing the business and making more sales

etc etc that's what marketing is just don't just think oh I'm running a marketing AG that must mean only Facebook ads or Google ads no marketing means any way anything that we can do to market the business and organic like database recation Google review campaigns email marketing are massive over are massively overlooked simply because agencies don't want to do them they don't think it's part of the game they if you feel like they're above that it's too hard to set up etc etc fine like I don't care do what you want but don't come to

us uh blame blame don't blame us when your retention is low and especially don't blame your clients if you don't have organic strategies that brings in a boatload of results on month one because I'm telling you right now why your clients are not sticking around is because you don't get them good results on month one and if you can find a way to get really good results on month one make them a boatload of money break even plus ads uh plus a profit with ads by all means do that but if you don't which for

most of you you don't month one is usually the testing phase your next step is to utilize database activation and Google review campaigns even if you're watching this in Ecom agency database reactivation and Google reviews review campaigns work just as well for an Ecom agency as they do for a legion agency there is no excuse so the importance of month one right month One support as well um month one is the most important time to really utilize your support systems you want to go super heavy on the calls coaching checking messages response time Etc like

you need to kind of do um do five times what is what is necessary uh when it comes to support on month six like you need to really go heavy on this as on month one is where it matters the most right a 24-month client doesn't care if you take two to three days to respond to a support message they already trust you and they are comfortable in your in your ability to get the job done now I can say this from experience we have clients that stuck around with us for 24 plus months um

and I don't even speak with those clients anymore and our team doesn't speak with those clients anymore like we have some clients that we haven't talked to in 3 months like not a word we just do the job we get the job done we get them results they know what to do to get the to you know nurture the leads Etc they get Sals everyone's happy they keep paying us etc etc because you know they're a 24mon client the trusts already there the relationship is already there they're already off friends like I really like those

long-term clients um but a month one client on the other hand they don't they don't trust you they don't are they aren't confident in your ability to get the job done so that's why we need to go extremely heavy on making sure your clients feel supported and heard and the month One support sop is very simple we we do this every single time with a month one and if you do this I know it seems extreme that's because it is because this but this is something you definitely want to attach to your month one um

because it's just very important right so on on day one right we um the first thing we do is set the right expectations on day one and include them in um include them include them in our on boarding and contract so we repeat this three times we set the right expectations on the call we set them right expectations on the onboarding funnel um using a video and we set the right expectation on the contract and make clients sign for it and if if they don't sign for it and if they um don't do the things

that we expect from them they aren't they aren't um applicable for whatever guarantee or refund you know guarantee we're using another one to send the immediate welcome email right like immediately welcome them to the to the family set them up straight uh new client gift right this can be a free swag we call it uh t-shirts coffee mugs books gift cards Etc clients will immediately enjoy that like a free t-shirt or like a free sweater um or like a couple of free t-shirts it's going to cost you like 50 to 100 bucks per client um

but it pays massive dividends massive dividends um uh into the client retention after that onboarding call immediately onboarding process then we do client launch approval this can be for ads dat recation review campaign just whatever we're starting uh client approval launch and then two to three days after whatever we're launching immediate check and text hey how are you guys doing are you guys progressing well are you already getting some results is there anything we can help with um then 7 days after launch we do 15-minute checking call you want all of this scheduled beforehand uh

so just a quick 15-minute checking call because this is where that sort of like that if results aren't like already like um incredibly good um that this is where like clients are going to wonder if this was the right decision they're going to be scared they're going to be not confident they might like just just want to just change everything because they feel like they made a mistake and everything is happening too fast etc etc um so that's why we do a 50-minute checking call 7 days which is obviously like absolutely no time the chances

of getting really good results over those seven days are very low but that's exactly why we do the 15 minute checking call on uh after 7 days then 14 days after launch we do another 15 to 30 minute checking call so basically just a week after um then 21 days after launch now you can do another checking call that's going to go a massive way but you can also do text again just like checking in then 25 28 days after launch another 15 minute check check-in call and then 30 days after launch a loom report

saying how what you guys have done um what you've delivered so far and how you're going to improve this is the month One support so and I highly recommend you implement and plug and play this into your business today because this works extremely well so how to keep clients interested and excited right clients are always going to you know we are always you know we're a shiny object syndrum people uh that's just the way humans work in general um and even if you're making your clients a mill million dollars profit a month sometimes they just

leave for no reason because there's just this new thing like a new agency that's offering some sort of new software or a new coaching program and I think oh you know like this just let's just start changing a bunch of stuff I know that sounds crazy but when you've been in this game long enough and some of you can attest to this this does happen Okay so the way that we keep them interested even if we're already getting them good uh good results is pitch new stuff right so different offers new marketing campaigns holiday ads

different platforms another Dr um etc etc right new stuff works great as an upsell strategy as well like you can literally generate more Revenue than You're Expecting from one client by just upselling them Google ads or holiday campaigns right like just like hey you know we're we just built a um a year-long holiday campaign um where we show you our Black Friday ad where we will where we'll be implementing our Black Friday ads our Christmas apps or Easter ads you can sell it for a grand, 1500 easy or you can just give give it away

for free keeps clients excited keeps them interested because there's just new things around the corner look at Apple right look at basically any successful company you know at the time of recording this video there's already an iPhone 13 and you know it's not that not that different from the iPhone 12 I think only the camera is different but Apple has understood that even if it's not necessary and even if the old iPhone does the trick just fine we need to keep our clients interested and excited uh and that's why they constantly release new products of

course there's a money but like I said you know same with upsells of course there's a money reason attached to it right it just allows them to make more money however they keep updating and keep adding giving their clients new stuff even when it's totally not necessary even when the iPhone 12 was already good they still put out the iPhone 13 because they understand this rule same applies for um agencies and for example say you're doing Facebook ads right now after 3 to 4 months offer Google ads as well charge double charge 30% more charge

50% more don't charge anything I don't care whatever you want to do that's your your responsibility and how you want to structure that but this will feed into your retention and stay in touch and keep moving forward right month one is important yes but stay in contact with your clients um and I kind kind of contradicting myself here when I gave you the example for 24-month client however after 24 months there's really no nothing else more to talk about um we have a really good relationship but you know for the first 3 to 12 months

this rule definitely stands um right keep talking to them and keep building that relationship with them what we recommend after 3 months is a minimum of one checking call per month and two bi-weekly checking messages to keep the conversation going and once you start scaling you can just have your CSM do this um but this is honestly not that much work for or the money you're making from a client say you're making two grand per month for a client uh and after 3 months one checking call and two bi-weekly messages you know that's not really

that much um so you know highly recommend doing that because it will allow you to keep your clients loer another one is send gifts wish them a happy birthday create a client Community all of these things are massive and help so uh much when your client retention send them a monthly gift a new book a personal note a bottle of wine wish them a happy birthday like it's so simple in the sales process once they've closed you just ask them hey when's your birthday we usually in our agency have really great gifts and are really

you know uh we give give out amazing gifts to our clients when they're when they're when their birthday is there that's massive like a $50 birthday gift can literally give you an extra two three months in retainer fees from your clients because it's simply doing that and client Community as well it's so nice to just have clients talking all about the same thing and just communities just do very well there's a reason why there's a community for this program without it you know we wouldn't be growing as fast as we are we wouldn't be doing

as well as we are and all of this all of this right like the details of it all of this comes down to one thing is just care about your clients they are not dollar signs they are humans and humans want to be heard and listened to so take and go the extra mile this is why our a in our agency we don't automate retention I know some agencies do but it sucks and clients don't appreciate it right the whole point of retention is human touch and building relationships and you can't build relationships when you

zapier everything right so that's why we don't do that our agcy even when we're at seven figures because it's just not necessary and we know the reason why we skilled the seven figures is because we kept the retention part of the game manual yes it's a little extra work yes it costs a little extra money but it's all an investment into the long term and it all feeds into our attention which again feeds into our total revenue it's also the reason why the biggest agencies in the world have literal people where their only job is

to just work on client relationships like if you've seen Mad Men it's not a show that I'd recommend watching it's not like something you actually learn a lot from but a lot of you will have seen it because it's very public show right account managers these are people that are still exist to this day where their literal only job that's their only job is just to keep the clients happy right dinners uh gifts you know feel heard listening to them talking to them that's their only job and we obviously call that csms client success managers

but it's basically the same thing their only goal is to just keep the clients happy that's it so rewards and Gifts here are some examples right so you can give clothing uh and honestly I'm going to give you a little list there but have a little bit of fun with this and just be add your own personal touch to this like I know everyone wants templates and Automation and everyone wants everything kind of just like hand fed to them but some things you know just use a little bit of creativity to this so for for

one month one to three you can give away sweaters t-shirts Etc uh same goes for office supplies right a coffee mug with the agency logo on it um pens Etc then after 3 to six months you can give them a personalized gift something that you that is special to the client and the client Alone um hand note um a book that maybe you know adds to that dinner coupons you know really works really well like hey here's a $100 G $100 give dinner coupon to Nando I don't know it's just you know have a little

bit of fun with this like I said alcohol right alcohol is kind of just the standard standard basic gift but it always does a trick and people always appreciate right wines champagne whiskey and that you can do that month six to n free services you know just like saying like hey you know because you've been with us for such a long time we're going to set up your retargeting campaigns or we're going to take care of your lead calling for one month for free just because we appreciate you so much that that right there will

immediately add an extra two to three months to your attention which in turn is like you're it might seem like you're giving things away for free but you're actually charging for it you can do that month 9 to 12 in person meetups and dinners seminars right month 12 to 24 like this is going the extra mile and clients love this and they will stick with you forever when you do things like this go the extra mile and building a retention game plan is kind of summarizing everything I've discussed in this video into 10 simple points

one is focus on results get your clients good results build good client relationships go big or go home on month one not only in the results part but also in the support part set the right expectations on day one tell this to the client and also put it into your contract be different and innovate innovate right don't even try to compare yourself to your competition just be a totally different animal you're not an agency right you are a problem solver you give results you get results educate and Coach your clients support right be human and

reach out don't try to automate all over everything in the world there's no point because it doesn't work eight efficiency and speed try to be sufficient and fast with anything you can this will feed massively into your retention nine push and challenge your clients it's going to be hard it's going to be challenging for you and for your clients but it's all with the clients goals in mind and it's eventually um will help them so much and 10 is just care like I I could I could have like um skipped this entire 40-minute video and

just told you care about your clients and the rest will follow and that is really the reality care about your clients care about who they are see them as human beings and not just monthly retainers and dollar signs and you'll do very well in the space and your attention will be very good all right I'll see you guys in the next video goodbye hello my friends and welcome back to another video today I'm going to be sharing with you something that I used to get my clients better results when I was running a done foru

marketing agency um in the gym space this will work for pretty much any lead gen Niche I don't think it's going to work for Ecom although the model will but you'll have to sort of change some stuff around I'm going to be giving you a spreadsheet it's a very shiny spreadsheet I Ed this basically every single client I had um at our Peak with North flow Consulting we had a 64 done few clients we were running a seven figure run rate and we basically had one of these sheets pretty much for everyone it allowed us

to keep clients for anywhere between 6 to 12 months longer than the average agency and in this video I'm going to basically explain how we use this sheet and how it can basically save your entire life from a service delivery perspective and I'm really hoping this goes a long way to helping you on your journey so you can become more successful and everything like that there's no pay wall here I'm not going to ask for your email you don't have to join a Facebook group or anything this is just free um all I ask in

return is that you do not quit Okay that's really what I want from you here um you'll find the link in the description below and um you know it would help me if you subscribed and shed some love um to the channel so yeah other than that I'm going to hop into the video now I don't have a 997 course I'm not going to pitch you anything throughout this video until the very end which point you are welcome to leave if you so wish darling all right talk to you later have a good day all

right so when I was doing done marketing for gyms I had very good client retention um you know 6 to 12 months typically is how long clients would stay and a lot of that was in large part due to what you're looking at on the screen here um this client results tracker that I basically built it's very simple but I'm going to walk you through how to use it and more importantly how you need to think about Service delivery so if you want your service delivery to be successful if you want clients to be happy

you need to build a system right and if you don't understand what a system is you might think you do but you probably don't so what you need to do is you need to reframe your perspective of your service and re reframe the perspective of your systems so I'm going to show you how to look at it right so what I want to do is walk you through like what does the service delivery system actually look like because if you don't understand that and I show you this you're not going to understand what the point

of the she is right so what you need to do is you need to imagine that your service delivery is something like a pipe right so let's just zoom in here and we will draw two um two of those Your Service delivery is a pipe okay and what this basically means is the system to Service delivery has something called throughput right so throughput basically denotes value flowing through a system and if you're not familiar with it I'm going to sort of explain what it looks like right what is Service delivery from marketing agency well it's

delivering customers to the business you're working for right so what you've got to do is you have to ask yourself the stages of conversion it which which someone goes from stranger to business customer okay once you understand those stages of conversion what you can do is you can build processes or subsystems that achieve the conversion okay so what we need to do for Service delivery is put together a mechanism of conversion at small stages to take people through the stages of conversion right so what this basically looks like and let's sort of um let's just

draw this here right we're not going to play NS and Crosses but here we have stage one right here we have stage two stage three and stage four okay at stage one we basically need to this this is the first stage of conversion right and this is where we need to take someone from a stranger a complete stranger to someone who has some level of Interest right but the first stage of conversion for Service delivery is going from stranger to interest we've got their attention we've said something that spikes their interest and now they actually

might take some action towards you know talking to us right so stage two right is the next stage of conversion where they go from interest right so they go from interested forgive the writing right they go from interested right to a lead right and what this means is their interest and Curiosity has peaked so they're actually giving information that you know in exchange for information so that's really what this stage of conversion represents you've got my interest I like the offer I like I like the sound of it I'm happy to part with my personal

information so you can contact me to tell me more about how this works that is the point of stage two so the point of stage one is taking people who have no idea who you are and putting a stimulus in front of them putting some words in front of them or a picture in front of them or a video in front of them that by them coming into contact with it they start to think okay this might be for me I'm quite interested we convert them from stranger to interested person stage two is from interested

to lead so stage three is basically lead to appointment now this might seem pretty obvious this stuff but trust me it will help you understand from a parad perspective so stage three is lead to appointment so the third step of conversion for Service delivery this is specifically for lead generation by the way prob might be the similar thing to Ecom but I've never done Ecom so I can't teach it but the third thing is lead appointment right so what that means is I've given you my information and you've you've reached out to me and I

want to book an appointment right so they they schedule they they verbally or you know um digitally commit to a specific time that is what an appointment is is it is a verbal or digital commitment to a discussion that is that is if we take the first principle of appointment that's what we're trying to do here so when we say we're trying to book appointments what we're really trying to do is we're not trying to book an appointment we're trying to get a verbal or digital confirmation of discussion right that's essentially what we're trying to

do right and then stage four is obviously um pretty straightforward from here right we have the appointment you know the actual appointment itself um to the show now you could add a stage five here right which is obviously going to be the show to the close however if you're doing marketing for businesses and you're doing a done marketing service you probably don't have much control over stage five because ultimately it's their responsibility to close the deals right the the truly successful agencies do have things in place to coach clients on sales but we're going to

keep it simple right so we have these four stages of conversion right now here's the thing right this thing operates on a level of what we call throughput in systems thinking right throughput is the flow of flow of value through a system how do we Define value when it comes to Service delivery well value is created by this system when someone flows through to the next stage so value flows when someone converts from stage one to stage two right and then value once again flows when someone converts from stage two to stage three and value

once again flows when someone converts from stage three to stage four right if value does not flow throughput is not flowing right and what that means is there is a bottleneck so let's say that you know we get people to go from stranger to interest and from interest to lead but then lead to appointment people don't convert this is where the bottleneck basically becomes so if you imagine you know if we take a if we take this is going to be awful but if we take a bottle right let's just say this is a bottle

definitely not a bottle but you get the point forgive me right if you imagine that you know this is the system right now there's throughput flowing you know there's no constraint on the system you know we've got know 100 units are flowing through here right and then what happens is we hit this bottleneck right the end of the bottle whereby maybe only 20 units can flow and so we start to build up this big sort of like backlog of value which is basically becoming waste so when when value cannot flow waste is created and when

waste is created systems break and Destroy themselves because there's no longer enough input to create the output at which value would be perceived by the client right so besides my awful bottle drawing I'm hoping this is starting to make sense you need to think in systems and throughput in value in order for you to have a good Service delivery process because a lot of people think it's just about creating the right copy and having the right funnel and then calling someone up yes it is but you need to understand the mechanisms of conversion that create

value for your clients in order for you to create them okay so how does a spreadsheet come into this and why is it important so Service delivery is all about defining bottlenecks right it's all about building out you know in in theory a system or a collection of processes that allows value to throw through these by basically converting people from One Stage to the next right so that's what we're trying to do with this right is is create value by flowing people through these conversion through these conversion stages so what we need to do is

we need to be able to at every moment every day Define where the potential bottleneck is because you can have a system that functions fine but in the future it might not function fine you need to know what's going on right so what we do is we use this bad boy this spreadsheet okay let me zoom in a little what we're basically looking to do here is track data every single day so what I would do for my clients is you can see I was doing this in you know 3 four years ago 2022 and

what I do for my clients I had this spreadsheet right and what I would do every day in blue is I would track yesterday's data right so if I'm running Facebook ads I would come in I would track the ad spend how many Impressions we made yesterday how many clicks we got yesterday right specifically clicks to the funnel right so we're looking for people who clicked on the link to express their interest we're not looking for clicks like likes and comments and stuff if you're taking people through to a funnel you want to use an

external bitly link so you can track the conversions because Facebook's tracking is [ __ ] these days form starts and leads so this is going to tell you like how many people started the form to actually become a lead and if you're using type form you should have access to this information if you don't then you won't be able to track this it doesn't really matter the main thing we're looking for is the actual leads then schedules right so these are the things that you can track so add spend Impressions clicks form starts leads maybe

not form starts if you're not using type form but leads and schedules now what your client's going to do every single day is track what's in pink so they're going to track how many calls they conducted how many sales they made and how much money they made right so this is a two-way it takes two to tango with metrics in this instance right what you're looking to do here is assess the overall health of the entire system this gives you the view of the entire bottle right so imagine that your service delivery system is a

glass bottle right it's you know it's it's wide or whatever and basically what you can do with these metrics and these conversion rates and stuff and these these cost cost per conversion is you can start to Define if any bottleneck is starting to show so you can go in and open them up so most of most of problem solving is problem defining right and so if your service delivery system isn't working and you don't know why it's because you haven't got the data so a lot of people say this where they're like oh like yeah

I my service delivery is like really bad or like I can't seem to get results for clients or you know every time I take someone on it doesn't work and then you say why and they say I don't know maybe I need to change the copy or yeah I'm thinking about changing the go high level snapshot it's like well why are you doing that I I don't know I'm just guessing you cannot afford to guess when it comes to systems you need data to provide you with a accurate reliable predictable way of defining what is

preventing value from flowing so you can open that BT neck and allow value to throw which is why clients will keep paying it right because value to a client is qualified people walking through their doors right if that stops happening then it's not going to work anymore but here's the thing right you might be looking at you know your system if you don't know your metrics you're you're kind of screwed because if the thing isn't working you've got no way of defining why it's not working it's kind of like imagine that your service delivery system

is like a vehicle that you take to a car garage right garage whatever to get it fixed if your car won't start there's a reason right but trying to fix a service delivery system without knowing the data is like trying to fix a car without popping the hood right it's like oh my car won't start oh may maybe I need to change the oil or oh no I know what it is if I just change the spark plug it'll be fine like you don't know and what's going to happen is you're going to end up

fixing things that don't need to be fixed and probably ruining the car and the same thing is true to the the the service delivery system right having these metrics allows you to pop the hood and see exactly what's going on and you can do a diagnosis it's the same thing with the doctor surgery if if you feel sick or if you're unwelded or you've got a problem the doctor will go in and they will say they will ask ask you a bunch of questions and they will diagnose you after the questioning it's the same principle

here if you're not well if your system isn't well and it's not contributing value to your clients then you need to be able to diagnose the problem and hone in specifically on what problem you've got and then you can solve it right so in essence what we're going to be doing here is keeping a daily log of the data and we track yesterday's data right so it's important that you're not logging at the end of the day because obviously the day hasn't finished yet we want to only report on what happened more than 24 hours

ago and let a full day elapse before we actually log something right so if you come in to log your ad spend at you know 8:00 p.m. Facebook has still got 4 hours to spend it before the day is finished right so we log on yesterday's data Impressions so you're going to come in here and put in how many Impressions you made which Facebook will tell you right or YouTube whatever you're doing now it's going to give you CPM which is your cost per mile or you know essentially cost per thousand Impressions and this is

where this is the first sign of Health right so in order for us to go through stage one right which is strangers of Interest we essentially need to we we need to make Impressions right we need to actually find strangers and give them our stimulus right and so that's a good good indication here if your stimulus isn't getting people interested you'll have a really high CPM and this is the thing like if you've got a really high CPM it might just be the case if your whole Service delivery system isn't working it might not be

because of anything but the fact that you you've just got the wrong audience right so this allows you to define the problem so then we have clicks which is how many people click to the funnel and this will give us our click-through rate right this is our first conversion rate that measures the overall health of our system is if I show 100 people my um I show 100 people my ad how many people or my my ads in total like how many people are going to click through that is the first dention of conversion or

the first Den notion of interest is clickthrough rate right so then we have CPC which is a cost per click then we have form starts and leads you probably won't be tracking form start so you can just remove this but leads so once we've got leads we it allows us to calculate our fcr and our LPC right fcr is is is um form conversion rate so you don't need you probably won't need to be tracking this because like like I said you you're probably not going to be using type form it's what I used so

you don't have to but LPC is landing page conversions right so essentially what this means is if someone lands on your page what are the chances they become a lead right in this case you can see it's 33% now if I had a whole month of data here it would actually give me the averages of all of these things at the bottom which gives me an overall you know monthly average of of all my metrics then I have um CP so cost per lead tells me exactly how much it's costing for me to generate a

lead then I have schedules you know what is the like likelihood someone will schedule and that is then calculated by the appointment booking rate then I have the TPB which is the cost per booking then it's where it gets to the client section they're going to be putting in the calls it gives you the show rate the cost per conducted call the sales conversion rate um is calculated here and also the the CPA which is a cost per acquisition of a new customer essentially profit loss will'll tell them the profit loss on the ad spend

and then Roi will give them the percentage Roi on the ad spend you spent and Ro Roi ma stands for Roi moving average so it will show you the moving average of the ROI as you progress right if you want to make more of these sheets you can just duplicate them I'd recommend you have one for each month of the year for each client and trust me like this gives you an uncanny level of clarity right so if you're not getting results for a client there's a reason why it's not magic right there's no it's

not like there's some sort of you know person against you or anything and typically it's not because of a massive problem so you know if you've been with a client for two months and then suddenly they get no they're not getting any sales or appointments and you start wondering why it helps to have this data because you can then ask yourself like okay well is the show rate in kpi yes the show rate's in kpi and you work your way backwards here so the show rate is not the problem is appointment booking rate not the

problem no cuz we've got a stable appointment booking rate and then you go and you say is the LPC the problem you think oh the LPC is only you know 10% when before it was 33% and then you go in and you look at everything that affects the LPC right the landing page conversion and you figure out that for some reason the form like maybe your um subscription to type form has ended or something some [ __ ] like that do you know what I mean or even if your LPC is fine and you dig

down and you find that the click-through rate is really bad and then you think oh well why is the click-through rate really bad and then you find out that you've basically got your frequency is spiked on your ads so you you just need to refresh the creative or refresh the audience when you have like these Upstream problems where oh my God my clients are getting no results my clients are getting no problems it's usually just because of one or two small things that aren't functioning properly it's like if your entire car engine won't start it's

not always going to be because it's not because you going have to change the um the gears or like the gearbox or anything maybe there's just one Cog that fell off and a safety mechanism kicked in and there was just one bolt that wasn't bolted on completely tightly it's like if if you if you're not a good mechanic or you don't have a good mechanic you might replace the entire gearbox without realizing that you just needed to tighten a little screw that's basically the point I'm trying to make here this is an insanely valuable thing

to have um I would suggest you use it for all of your clients and you know this is one of the reasons we got such good results for our clients because you know we always had the data if there was a problem or if client stopped getting results we could see exactly where the bottleneck was immediately and we could look at the glass bottle that is this spreadsheet we could point and we could say there is the problem and if you you know if if you drag and drop you you can calculate like a weekly

average or a bi-weekly average or a monthly average and you let regression to the mean do the thing so what you don't want to do is make the mistake of checking this like religiously every day you want to do it every day but you only want to act on at least five days of data right so say for example you have one day or two days in a in a row maybe even three days in a row where your results are awful and you see a bottleneck form it doesn't mean a bottleneck has formed it

just means that the data is maybe regressing to the mean right so regression to the mean is where averages do not represent themselves in small data sets right so let's say for example like you know you you have three days in a row where your cost per click randomly goes up it doubles to what it usually is that might Panic you but then if you just relax and cut and just breathe you might find the next day you get Triple the amount of clicks that you ever would have gotten a normal day before so averages

present themselves in large data sets you must learn to think scientifically and be rational when it comes to data but I wanted to share this sheet with you because it helped me make you know hundreds of thousands of dollars maybe even Millions with my agency before in terms of the additional recurring Revenue value we got as a result of being able to jump on problems and solve them for clients and trust me when you send a client this they're going to be like holy [ __ ] they actually know what they're doing like there's someone

who really knows like what's good and and what you need to do and everything like that so that's basically how it works I could walk you through some more details but I think it's pretty simple and you should understand you know at a base level what I'm trying to help you understand here if you need any further help with this sort of stuff you can always maybe add a comment or drop any of the video suggestions you've got down below by the way if you like if you you might find that your pretty decent Service

delivery if the bottom neck you've got is actually acquiring clients the same thing applies here and we teach acquisition in more depth and easy grow which is our program if you want to explore easy grow you can go and check it out there's a link in the description I don't care if you explore it or not for full transparency there's a sales funnel that's designed to get you to book a call with a member of my team to talk about buying our program it's partly why I make these YouTube videos I don't you don't need

to click it there's no stress but if you want to check it out by all means please do um like the video if you liked it comment anything subscribe it would honestly make my day and then this is quite a direct and pragmatic video I haven't really you know made too many jokes here and there I've just wanted to sit down and get it done so I hope you found this useful and I will look forward to seeing you in the next video thank you so much