I just started an agency from scratch to show you guys what is possible with this business model in
just a small amount of time and the right work effic and when I say from scratch I literally
mean from zero I didn't even have an agency name a couple of days ago but since then we've built out
an offer we've crafted a service we've built all of our brand assets build a lead list reached out
to 22 local companies via call calls and emails and managed to secure five meetings with companies
and the first meeting is within the next half an hour now if you haven't yet watched the previous
episodes of this series don't skip ahead go and watch them first because I'm going to be giving
away this entire agency to one of you guys who watched this series the mechanics of that giveaway
can be found underneath this video now as I said I've got the first meeting in just half an hour
from now I need to do a little bit of prep before it honestly I have no idea how the next couple of
days are going to go but I suppose that's all the fun in this series I'm going to show you the good
and the bad and give you a realistic expectation and show you guys what is actually possible when
you get rid of all your excuses and put your mind to something and ultimately I want to inspire you
to go out there and do this for yourself so I'm going to prep for this meeting and I'll see you
on the call when I say prep for this meeting by the way guys it's pretty simple here because we
cold call this company all I'm basically doing is looking through their website and just trying
to see if I can gain any weapons for the meeting itself okay now I want to blur this details on the
screen because I don't want anybody jeopardizing this but what I've got up is the website I've got
up the Facebook page as well just to see kind of what content is being posted at the moment I'm
trying to gain any weapons that I can use in the meeting itself things that I can bring up and use
as leverage now not posting on Facebook since the 1st of April this is a big problem okay um it's
a little bit of a flag because I don't know how receptive they're going to be to an ad service but
also we can leverage this as a reason why they haven't got good lead flow if they haven't and
normally they don't have a meeting with us unless they want to improve the amount of customers
they're getting barely posting on Instagram at at all so again like this is something that
they really want to sort out and something I can leverage in the meetings I've written that down
yeah I've only got a couple of minutes out now so I'm going to prep mentally and then I'll see
you on the call can you hear me Jordan I don't I should have you now there we go second here
how's it going yeah all right you'd always see me make trust me that's a shame I was hoping for some
flower print and pajamas to look at oh no I can show you the wallpaper if you like perfect well
look thanks for for jumping on this call I'd love to learn a little bit more about you guys
and I know obviously I called you but I'd like to understand as well as to why you accepted the call
too like I mean I'm sure you get contacted by people quite often but it's obviously something
about what I said interested you it's just I some of the some of the stuff with advertising
and marketing I just I'm not having time to do it properly simple as that I've got company doing it
which they're failing to do so it's just a matter of I need somebody that can just guide me in the
right direction and if it becomes ongoing then great so it doesn't matter if having a chat see
what you can offer if it's what I need then great okay brilliant so as I said I mean I'd like to
learn a little bit about you and then I can run through what I do and and if there's any Synergy
then then great if there isn't then no harm done and you'll get some ideas and you can run away
with them what is it you've done to date when it comes to actually advertising yourselves we've
tried the just Helston magazine complete failure we've tried well we are still going with Google
ads which is costing a lot of money and it's not what people say it it doesn't do what people say
it does we're trying all the dead obvious stuff we had a little go with Facebook advertising
um I can't say that that proved to be of any use either so it's just a bit of a loss as to
actually how I get any extra working I know everybody goes on recommendation but there's
a point you've got to get to that yeah absolutely all right no I agree but out of Interest what are
you spending on Google ads right now 700 a month with Google are you do you know what kind of cost
per leads you're getting in do you know how many customers you're bringing in from that if any
the none oh right how long have you been doing it for months eight months oh goodness but when
you're spending 700 pounds a month for eight months without without getting a customer not
really no no okay so the problem is with Google is Google is obviously we're expecting people to come
to you so even though you're kind of all you're really doing is hacking yourself to the top of
the yeah the service speed but the problem is is it's the obvious thing for people to do especially
in this industry and so there's there's quite a lot of other people that are doing it which
which will be creating like a lot of competition and high cost okay and then apart from that is it
everything else is word of mouth and are you on like places like Checker trade and so on you get
inbound leads that way or no not not doing check a trade I've got I think I've bought some of those
credits from bark we heard bark yeah yeah and half more than half the time it's an O2 answer phone so
I'm suspicious that they're even genuine leads I think is with those sorry to interrupt you I think
the problem with some lots of them websites is the kind of people that are using them and like where
the leads coming from they're like people that are trying to bid you off and play you off against as
many other people as they can so quite often that those leads are they're not they're not coming to
you for you whereas like even with your Google ads if your Google ads were done done properly and I'm
not doubting that they they are there just might be that in the area Google ads aren't working
that well but even in that sense at least they're coming directly to you and then you're not they're
not being played off a bunch of other companies and then it's a pricewater the bottom so in the
company at the moment what do you like what are you averaging on a monthly basis Revenue wise we
would probably be taking in let's see it depends at the moment we're doing okay at the moment but
there's been no leads coming for nobody's even run Us in six weeks so it's dead absolutely dead
yeah and I'm hearing that throughout the industry anyway I suppose the average is about 14 Grand a
month something like that okay but that's that's Revenue that's not that's only about all Grand
profit which isn't really enough to get by to be honest okay and is it just is it just you in the
company or their other people as well would you have contractors that oh no it's just me me and my
wife are directors but do you have contractors who then help out on on various work yes yeah I've got
a guy doing a bathroom at the moment another two guys that could do are doing kitchens and then at
the moment when we're busy on on trying to do both so yeah so at the moment the shop is closed while
I'm outside which is not great either so yeah yeah have you have you worked out if if you were
at full capacity what kind of what the revenue of the the company could be at if you were out there
it'd be 10 grand a month yeah profit profit yeah yeah so you were talking about just over really
doubling the current point that you're at right now yeah yeah yeah we've easily got capacity to
do two kitchens and a bathroom a month easier and then and then beyond that like personally do you
have the desire to give the if the opportunity is there let's say that you you there was a way
for you to generate enough leads in that were interested would you look to grow the business
and expand the business or are you quite content in keeping everything maximum capacity personally
I mean there's always to have somebody else in the business who would be that'll free up my time
to do site visits during the day and visit the contractors and make sure everything's in order so
it would be nice to have somebody else interview someone else in there on a permanent basis even
if it's just admin to be fair yeah wouldn't have to be a designer they're just just admin that do
all that menial stuff but at least I know that the doors will be open from 9 9 30 until five o'clock
yeah that makes perfect sense yeah okay great well look I based on everything I've heard I mean I
definitely think I could help you I'd love to run for a little bit about what we do I'd certainly
understand the problems that you're facing and yes after swing to a few other companies in the area
last week There's an overtone of a lack of leads at the moment and lack of interest but actually on
the flip side some companies are like super super busy and whether that's some word of mouth and
being established for a long time and advertising I'm not too sure so yeah I have absolutely no
doubts that I can help do you have any questions for me or are you quite happy for me to just run
you through what we actually do as a company yeah no you you tell me what you what you can
offer and then if there's something that I think is missing then maybe we can fill in the blanks
but yeah okay so I just want to quickly cut in and narrate a little bit I want these episodes to be
between an hour and an hour and a half long um so they're digestible and people actually watch them
on YouTube but this meeting was 49 minutes and so if I uploaded it all in its entirety it's going to
take up the entire episode which isn't going to be good because we've got multiple other meetings to
show and a bunch of other stuff so what I'm going to do is I'm going to cut this up into digestible
chunks showing you some of the highlights of the meeting itself and then I'm going to upload the
rest of it in its entirety into our private Community the affluent Academy so those of
you that are inside there can go and watch them behind scenes so bear with me this is a little bit
choppy I'm going to show you what I can to squeeze everything in cool let's get back to it okay just
just before we do I'll be interested to to know a little bit about what you did on Facebook ads
previously because this does include something of which I will be doing I would be doing let's say
um so what's your history there I think we just used the logos and some pictures and just run a
short campaign on however you die to be honest I didn't deal with it my wife had dealt with
that and I thought well if it's not much money I don't actually know how it's targeting people or
who it's reaching so yeah it's I I think what would have probably happened because when when
people usually dip their toe in the water with Facebook ads there's two sides of Facebook ads
you have what's called a boosted post which is essentially what on the back end is called an
engagement ad and it's let's say you're running an image of some of your works at the local area
it's showing that post to as many people who are likely to engage with it as possible so you might
get some likes you might get some comments and so on from local people but the likelihood of getting
customers is very slim because it's not actually targeting Spenders it's it's time the algorithm
is targeting people who are likely to engage so that's probably I suspect what went on there if
if if your wife build it out because the back end system is quite a lot more complicated than it is
just pick it up and get it moving so let me I'm just going to share my screen a moment I just
want to show you a few things that for context we specialize in predominantly Facebook ads but
Facebook ads is really just the lead source is the service kind of expands beyond that and and
what I've really noticed in in the Norfolk area is there's nobody really doing a good job when it
comes to actually lead generation on Facebook can I just interrupt you there some of these
pictures are jobs that I've installed really the one in the bottom right hand corner was in route
and Hall that one wow and you did this work did you interesting all that did all that work there
yeah I spent about 10 years subcontracting to them cool well I really found I'd have been
consistent on on running ads on Facebook and and not just they're not just stabbing in the
dark they're actually getting results because some of these ads it's called the Facebook ad library
and you can see what companies running ads and for example this ads been launched since April
this year and typically speaking unless they're very happy on flushing money you could down the
drain you would not have an ad running since April last year unless it was working well same again
for these ads that are launched in May and then they've got some new ones launched they've got
a cut and one launch actually just stored as of yesterday and it's great to see them doing this
but but to be completely Frank the the ads are not anywhere near what they could be or should be and
it's great that they're doing it because it'll stand them out on the market and obviously we
live in it even though I I do I would say that that probably the Home Improvement industry is
one of the latest last Industries to kind of be Tech revolutionized but buying habits are changing
and people are more receptive to what they see on social media and so on but but I I do think
there's kind of a lot of room for improvement when it comes to like for example the text and the copy
use no one's actually going to read these big bulks of text like here at Walgreens so it's it's
that can be improved and when you go through to the actual ad itself it's sending traffic through
to the website which is showing projects but the problem is is we're putting a barrier in front of
people what really wants to happen here Mulberry we're doing it to the best they could be is they
would be running what's called a Facebook lead generation ad um which is where you you run your
ad and then when somebody clicks the get quote or learn more button for example instead of it taking
them through to the projects website it takes it takes them through to a form where they fill in
their details now we can add as much information as we want on this this could be what their budget
is what specifically what kind of work they're looking to have I've done and so we can gather
that information on on the back end so we can make sure these people are as qualified as they can be
but that still doesn't mean that they're going to be quote ready for you and that they're going
to actually want to move forward with something and so we don't stop when it comes to the leads
like most lead generation agencies do what we then do is we send them through into a pipeline
management tool so um this is a dummy here so we have different kind of pipeline stages where we're
taking people through the sales process so what we would do or I would do rather is I would contact
the com the people that have filled in the form on your behalf so I would send them over an email
or an SMS or even give them a call if you're happy for me to do so and I would make sure
that they're actually ready to have a conversation with your end on your end so we're not sending you
any leads that are just going to be wasting time I don't want to send you 10 leads and say hey here's
10 people in the area that are interested in some kind of work within their kitchen or bathroom and
then you contact them and it's complete waste of time so I want to have a pre-conversation
with them so you're only actually speaking to individuals that are interested in having this
work done okay yeah yeah do you have any questions on any of that I I haven't heard the term
pipelines at all so yeah it's it's simply it's it's really just I come from a sales background
book I worked in various sales companies in in the in the Norwich area and it's really a pipeline is
really just the different stages of which a lead is in so whether you've sent them out to
quote and and you're now negotiating with them and so on so it's a way for us to track that I
don't know what you do at the moment I presumably believe you just kind of write everything down on
paper like you know you've gone out to X from helsden and you've put a quote and how what's
your follow-up process right now with with leads so I'm quite lucky that most people that come in
stay with us I've had one customer we're going at the moment they lived in reform
so they've come in and seen us and 15 com 15 minute conversation he said I said I'm
very happy he said I don't think I need to look anywhere else we'll be in touch and we'll carry
on so that that project is going ahead and that's actually my biggest project so that's due a start
in a fortnight I think um yeah for me that's what's the biggest job so far 30 grand so oh
brilliant you've got a nice like your perception of your your brand and the website and the way
that you outline yourself on the about page and stuff is it's very it's very personal and I think
probably people like that um that Personal Touch and emphasis on you doing all the craftsmanship
yourself so I have absolutely no doubt that this would work for you which is why when I called you
up I said that I would guarantee you five quote ready leads and I truly believe that if we put a
good offer in front of people and buy an offer I mean a a free consultation but maybe wrap it up as
something a little bit better and we give people the opportunity to raise their hand and say hey oh
look I I haven't seen this company before or let me I've been wanting to get my kitchen done for
a while I've been meaning to get this work done and we actually put you in front of people and
not just rely on them searching you and finding you on Google because I think that's the problem
is that's where the famine is the famine is in is in someone raises their hand and says I would
like to get some work done and then everybody's trying to go for that same thing and on their
Google ads whereas if we can actually put you in front of people who they've got it in the back
of their mind they've parked this am I like I'm one of those people and they've also a company
building walled fitting a wall building whatever the terminology would be I'd be clicking on that
ad and I'll be filling that in right away because I'm waiting for that but I just I don't want to
do it myself and I believe that there is a lot of people out there who fit that market and I think
it's very untapped in the Norfolk area right so I completely understand the position you're in
do do you have any questions about anything or would you like me to run through how this would
work financially if we were to work together yeah that's something we need to chat so my
gut tells me based on the position that you're in as a company it makes the the most logical sense
to redistribute what you're already doing with Google ads at the moment because based on your
current profit margins you're not going to want to spend an extra 1500 pounds a month on Facebook
ads so the cost typically the lowest that we would run this ad campaign for uh would be a 500 pound a
month spend to start off with and then we'd charge 500 pounds on top of that for our service charge
I see okay all right drop the Google ads is that what you're suggesting or my suggestion would be
basing your position drop the Google ads if you haven't had anything in six but if you if frankly
if I was in a if I was running your Google ads and I hadn't generated you a lead in six weeks I would
be embarrassed with what I was doing and I would I would be refunding you the money back and that's
exactly why I have the guarantee that I've got if I don't get you quite ready lease now the caveat
to this is typically speaking I would want a company to spend a thousand pounds for us to have
a really fair test on ads for me to for me to for me to say okay cool we're gonna get five really
hot leads now in this position we're spending 500 pounds I believe that we're going to get at least
five leads in whether all of them are going to be completely quote ready is another question but I
believe that this would be more than enough of a shot for us to truly know okay this is going to
work and then we can scale up spend from there but if I was your Google ads agency I'd be embarrassed
of those results and I'd be refunding you and I would do exactly the same in this position if I
don't get you results I don't spend the money I get from my clients until I know that I'm actually
doing well for them because I have to return it to you I absolutely will but I think this is your
best shot right now like getting more leads in okay so and then and so where would the that would
all be on Facebook and social media would it we'd be running out on Facebook and Instagram because
Facebook owned Instagram as well yeah so what kind of age group do you think there'd be aimed
at or was it irrelevant because I'm finding a lot of people our customers so far anyway are people
with a little bit of disposable income or are retired and have some money to spend and they they
wouldn't necessarily necessarily be social media people I I think that you must be I think that you
would be shocked to actually hear the demographics of of Facebook users I I think I think you'd be
surprised we can we can definitely Target an older demographic and we can we can Target those peoples
with people with with confidence so I would work with you on what your ideal customer looks like
and we will Target those individuals that's what that's who we'll shoot for so really that's a
complete change of tech for me Isn't it it is but what have you got to lose at this stage if you're
placing all that money on Google business if you're taking money from something that is losing
you money then what if you've got to lose you've got everything to gain from investing it into
something that could be there'd be more upside there couldn't agree more yeah gonna agree more
so why don't we do yeah interesting you know I keep getting stats through from this company
saying oh you know you always second or third sometimes top of the page with Googles for these
ads and they've now changed their attack again with and adjusting all they're doing is actually
just clicking suggestions that Google put to them and um what they're actually doing what they're
actually doing is just stalling you because they shouldn't be telling you where you're at the top
of the page of Google they should be saying how many leads they're generating for you that's the
only thing that matters doesn't matter to you whether you're at the top page of Google that's
does that inflate you the ego the business it doesn't do anything yeah they're just blowing
smoke is all yeah yeah okay have you got an example so there isn't one of your clients clients
no it isn't and I'll be completely transparent with you this is the first time I'm getting into
the Home Improvement industry I've got marketing experience I'm in a big circle of marketers I've
got X sales experience myself as well and that's why I have this risk-free guarantee because I
don't this is this isn't a risk view that you you would get absolutely every penny back that
you spent with me bar what you spent on Facebook ads do you improve the Facebook page as well you
manage that as well or is it just solely marketing so we would use your Facebook page and then what
we'd do is we would create would help you create a Facebook advertising account it was very simple
we can either do this on your behalf or we can jump on a really quick call like this and set
it up and it that would be your account so like let's say as well that we we start running your
ads there's no reason why in the future you can't take it over internally if we scale you
to a certain point where you can have that person in the office who's running some admin which would
be an amazing position to be able to get you to we can then help you we can teach that individual
to run things internally I recognize that this doesn't make the most sense for for companies
to be working with agencies forever I quite like the idea of helping facilitate you to run that
in-house so you can actually make more profit out of it as well so that would be the road map okay
yeah they come with the whole what are they call it organic I think that's what they call it only
the organic searches I I think I think organic is important I noticed that you guys aren't
doing much on your organic socials at the minute I would strongly advise against if you can try and
dedicate some time to putting even just taking a before and after of any job that you're doing and
getting that uploaded or at least sending it over to a company who can do it for you it will make a
big difference especially in this day and age on a platform like Instagram I see you've got a page
but there's not really content going out there that will make a difference right now but to be
fair I didn't even know when somebody set that up I have no idea when how to set up and who who
did it to be fair and I wouldn't even know how to get onto Instagram yeah I'm one of that generation
who's never really been in on that generation used to go down the pub to do my socializing yeah but
now it's it's a whole different generation so where do we where do we take it from here then
we no I would yeah where do we take it from here it would be as simple as booking in an onboarding
call early next week week where you can get everything set up and we're good to go from there
we would have a conversation about what potential offer we could maybe put forward into some
terminology we're using I'll bring suggestions for that I'll get a bit of content from you and then
we can launch the ads as of mid next week and start generating some loads okay so as you say
I've got nothing to lose at the moment there's no nothing on on the contacts page so I think maybe
we need to change Tech what about is this a green light I think let's say I'm about 90 convinced can
I say that yeah but I would ask you what I need to do to to fill that remaining 10 right now
but what would make this an actual no-brainer for you that I'm I'm happy well I've got to get my
head round that Google is this all-encompassing and influences everybody's lives and as much as
people well certainly 90 of people's lives anyway and it's just getting away from that
well if I get away from Google nobody's gonna find me because I'm not a Facebook and a social media
user I don't know the scope of the people it can reach and the and the clientele I want to provide
my service for because to be honest it would be people in there late 30s 40s 50s and 60s I do
have more of an income and you know our wise with how they spend the money that makes sense look
there's 18 of people that use Facebook or over the age of 45 years old and and Facebook users
monthly currently there's 2.98 billion active users so there's 18 of those users of the age
demographics so we're talking about hundreds of Millions millions of people who are within your
age demographic so you're not actively going out there and trying to get these people if in Norwich
or even Norfolk the industry is quiet right now and not many people are needing work then every
single person that's advertising on Google will be affected by that because the traffic has died
down whereas on Facebook we're not relying on people that are going uh and searching for this
work themselves we're relying on the people that are looking at their kitchen on Monday morning
and being like oh this could really do a bit of work and in a Monday afternoon seeing an ad
and being like oh let me send a message to these guys and see how much this would be right I see
if you can aim you can aim at a demographic yeah and how would you target people to an air can you
target people to an area as well we can do we can do an area we would Target homeowners only
living within a certain area who are within a certain age bracket yeah absolutely all right
can you give me 48 hours just to have a chat that's obviously my wife is part of the business
she normally trusts what I say but it's yeah it's just a conversation of of us having just
courtesy obviously yeah you know clearly Google we're spending we're just throwing money down
the drain with Google at the moment yeah yeah I just ask one final thing in a high professional
situation you have a conversation with your wife what is it that your wife could say that would
actually put you off moving forward with this probably nothing but it is just the
courtesy isn't it what are you paying the current agency I think it's 200 a month at the moment
yeah essentially we're essentially talking about the same amounts of money that you'd be seeing
it's pretty much the same amount of money by the sounds a bit yeah why don't we say instead
of took 48 hours we have a call tomorrow afternoon okay and we have a quick chat I'll check in with
checking with you you see where we're at we can answer any final questions and all being well we
can book in an onboarding call for early next week and we can get started we can do that all
right let's do that yeah it's just that's just the courtesy of having that conversation with my wife
um as she's you know she's part of the business yeah I completely understand I'm looking forward
to turning that wasted money into profited money and so I don't want to I don't want to get you
one or two jobs a month I'd like to scale this up and get you multiple jobs on a monthly basis and
get you with that person in the office that's what makes me tick I'd like to help businesses
grow and I'm passionate about this if you have any other final questions no I mean just what
if well if it is do you have a tiny contract or is it just rolling month by month or is there a
no I I wouldn't I wouldn't look to tie you in on a contract I would I would give you a contract from
courtesy just so you know that you're covered on your end so what I'm promising you is legit and we
would do a 30-day rolling happiness guarantee if you're not happy you can leave at any time
um that's absolutely fine I've got no why would I tell you when I wasn't getting new results I don't
want to have difficult conversations with people and it's just not something I want to have to do
but I will if I have to what I would do though probably when we're getting getting you great
results at the one or two month point and where this is working really well is I'll probably
offer you some kind of incentive to stay with me for longer and then tie you into a contract at
which point you're going to be begging me to do so anyway because things will be going well that
well yeah if the if the leads start coming through because we we all well we all know you as you say
if you're not part of the kind of this industry until recently this is always a quieter period
but it's much quieter than normal so you know you kind of relying on people having a bit of a break
and thinking about their holidays in August and then when it gets to mid-august they start then
think about what they want to do before Christmas which is maybe a new kitchen and a new bathroom
they're not thinking about the holidays then no and that's that's the difference yeah definitely
I understand okay all right let's speak again this time tomorrow then and let's all being well we'll
I'll change tack yeah something's got something's got to happen something's got to give up the balls
are getting close at about three months time so I can't expect to can't expect a different result
by doing the same thing you've always been doing amazing it's really great to meet you and I'll
chat to you tomorrow morning perfect thanks have a good day have a good one cheers just got back from
the gym uh let's see if we actually are getting ghosted um it's day later from when you would have
last seen there someone would be calling back it was the one that we thought was pretty Keen
um to be honest um just needed to check with his wife classic but said there wasn't anything his
wife could say anyway let's ignore that and see if we can actually get them on the phone
foreign
Jordan calling how you doing
yeah not too bad thank you all good yeah we did get to catch each other yesterday
no no um I must admit I haven't had a conversation with my wife as I've planned to okay so we'll add
that over the weekend and we'll uh you and I can have a chat on Monday morning okay not a problem
at all yeah I I appreciate something came up is it do you have any questions since we last spoke
no I think if she may come up with some
some questions but other than that no it's uh yeah I think everything's pretty straightforward
not a problem at all right anymore you have a wonderful weekend and weather's amazing for it so
um you enjoy and I'll um I'll speak to you on Monday morning catch up soon have a good one okay
um not bad um could be better if it was going to be a hard no then we would have got to fill out
rejection it's going to speak to his wife over the weekend with all the established that it's just a
courtesy conversation I imagine we're gonna have to do some rejection handling worst case scenario
we've still got that weapon of a free trial um so we'll give them a call Monday morning and see how
we get on cool excuse the messy cabinet but I was just digging through these drawers as I was
sorting out this Aquascape and I just found a bunch of old contracts from literally
this is my first ever client conduit battered um and then I'll show you this
I forgot I even had these this must have been before I had like digital contracts 800 pound a
month service charge this is organic posts and AD management so I was doing social media management
back then as well contract signed dated 2017 this is when I was my first ever client that I signed
the rest is history and these are a bunch of other ones as well kitchen and bathroom showrooms that
1K and like 1.6 k for their e-commerce site as well because what are these contracts so long
man like I'm writing paragraphs in here I had no idea what I was doing back then you go 700 pound
a month service charge look at this this ratio is terrible one thousand pound service charge
500 pound and spend like I would never even tell how much of an amateur I was I would never do that
these days always have if I'm charging 500 pound ad spend I'm doing 500 pound service charge if I'm
doing a thousand pound service charge I'm doing a thousand pound ad spend okay it needs to be like a
equivalent 100 never should the ad spend be lower um than the service charge it's just gives me a
surging gratitude for the journey that I've had um with this agency like this meant everything to me
when I first started like I can remember all the emotions of walking into this restaurant um I'm
I'm almost certain that I got this first meeting door-to-door but then I had the meeting I came
in with like this cockshaw sales mentality I just like I came from like this um I came from it was
door-to-door sales but I just come out Telly sales as well like probably like Boiler Room type sales
lines came in with all these sales tactics and it was just an absolute mess and I just was just
overwhelming her of all these sales tactics and really it was just a lady who was had a struggling
restaurant who needed some help and and I was the vehicle too Dad I remember she went off and got a
coffee and I had a word for myself and I realized this is just a conversational problem-solving
exercise and I dropped all of the ego and and just talked about solving her problems and I managed to
sign this this company up it changed completely transformed my life I knew back then that going
into starting an agency was gonna I knew in my gut it was going to be a big decision and it was going
to be my first step into business but never did I ever know or imagine that from these first clients
I was going to make millions from the agency business model and it all just comes from that
active decision that one decision in One Singular day when you've just had enough when you're tired
to say I deserve more than this and I'm going to take a risk and I'm gonna bet on myself and I'm
gonna start a company and nobody's gonna hold me back nobody's going to tell me different and all
my friends and my family back then I knew deep down they thought I was taking a Monumental risk
my parents tried to talk me out of quitting my job my friends Loki that I had back then weren't
really my real friends they wanted me to fail that takes proper courage to do that so for any
of you guys who are watching this and you watch this series and you're motivated and you make
that decision to to go and dive in I respect you endlessly because it takes a lot of Courage that
what takes even more courage is the resilience to continue through all the nose because
for every contract that I got signed and there are hundreds more digitally I got a thousand those and
uh on cold calls on emails DMS in meetings and that's the thing that you need to toughen up to
the things that I have achieved are not possible without the resilience that I have crafted
over the years of running this agency and you're gonna need that coming into this
but if you commit and I mean fully commit you can create such an incredible life for yourself
and I'm a token of that that's cool man I haven't seen those in a long time I didn't I knew I had
them but I didn't know where they were and since I moved to this house okay um I got a meeting coming
up so uh gonna do a little bit of prep for that and then I'll see you there recording in progress
I wonder if it's going to be our first no-show
and give them a few more minutes
[Music]
thank you
[Music] okay it's annoying I'm putting that down as a no-show
that's annoying I really wanted a Clean Run is what it is it happens it's natural I've
got no email no text it's 10 minutes past he's not showing up and it's an industry
Home Improvements where people are out on the job they're working he could have said
yes to the on the cold call just to get me off the phone and they'll actually wanted
the meeting there's a bunch of different reasons um protocol is send an email right
now and follow up I could also give them a call in to see what happened
um but I to be honest I think I'm just going to send an email because I've got a pretty busy day
outside list I'm pretty back to back with other stuff I'm gonna go get a haircut shortly and
then I've got another meeting this evening it's so yeah probably no recording before then I'll
see you on the next meeting how are you doing hi Jordan you're right yeah not too badly not too bad
uh listen thank you for taking this call I know we had to rearrange it a couple times but we are
here now I want to ask you some questions about your business first of all I just want to learn
a little bit more about you guys and then I would like to present what I can do when I was a little
bit of loose from the coke I think you're out on the job um at the time so I want to run through
exactly what we do and if there is synergy between what we're doing what you're doing at the moment
then I'll put an offer forward on how we could potentially work together but first of all I know
I called you but there must have been a reason why you accepted themes in the first place so I'd love
to know from your end why you said yes to having a meeting with me I was just interested in what you
kind of said like I will need everyone needs new work not losing anything worst case scenario end
this call with some new ideas and you can go and Implement yourself yes yeah absolutely okay great
um can you run me through a little bit more about what you guys are doing at the moment
when it comes to getting clients like how are you actually getting business in right now
someone who knows yeah fine fine that's what I've been told by a lot of Word of Mouth in
the industry but yeah I have seen that you're really hot on um Instagram and Facebook which is
great so it's kind of nice to speak to another uh young business owner in the industry so yeah yeah
absolutely so can you just paint a picture of just where you are at the moment in the business so
when did you actually launch the company how long have you been running
um I said what about five years ago how how far have you managed to build the company to date
would you mind me asking what you're making on a monthly basis at the minute probably
um came from 40 50 000. okay okay what's the profit margin on that look like
um it's not probably about I mean it depends between like 30 40 okay
great love it and and so out of that what would you say like the main services so
what what what's taking bring in the most of the revenue in would you say most main is bathrooms
and kitchens and I think you mentioned to me on the phone that you were you were booked in I
vaguely remember you booked in at least a couple of weeks or a couple of months in advance but um
[Music] so my friends and such they've booked in for more more time than that [Music] um I
mean it's currently working but more virtual is good am I correcting and assuming then if you
did have more jobs coming in if there was more uh more lead to say you have the desire to grow the
business further you would like to expand it or be in well yeah absolutely I mean I mean nobody
wants to work with a tool so that I'd definitely rather be be the man who tells people what to do
right so um when it comes to like the Instagram side of things so I was looking you obviously
posting a lot of before and after photos and so on um have you ever tried to to
boost those posts or have you ever tried to run ads on them in the past um yeah I mean um
okay that's interesting I mean I I've spoken to a lot of companies that have have been in the
area that have said for example that they've run ads before and normally what happens the reason I
asked about the boosting is a boosted post really is just in what we call an engagement ad on the
back end so what it actually does is it just shows that post to people that are likely to engage with
it they're going to like it they're going to comment on it and so on but they're not really
going to convert which is why you often find um little to no results with that kind of thing okay
so there's another meeting this is me the rating obviously so we just established the making 50k
a month which is great on like a 30 40 margin so they're very qualified they can afford the
service we dive into the discovery stage a little bit more it goes on for about 18 minutes with the
presentation we find out about the services that sell well and the ones that like to sell more of
we dive into specifically presenting our lead generation service as a solution we compared to
competitors and so on and so forth and I thought I did a really good job here at explaining the
service especially considering that this business owner is a lot younger than the previous that we
have spoken to and so I presume they're a lot more tech savvy in the way that I was
explaining it maybe I didn't explain as in-depth because when it came to asking if they had any
questions this is what happened do you have any questions on any of this and how this works
um well I mean um to be honest um I don't really understand it but um okay I mean if you want to
try and delve into how it does work yeah I mean let me let's let's backtrack a little bit then
because I want I want I want you to understand this so you when you when you go on Facebook
yourself you've you've seen like posts that look like this you've seen ads like this and so the
problem is with what you're doing at the moment and the problem with just waiting for people to
come to you or or even some companies are running Google ads for example and they're searching on
Google and they're finding you is you're a victim to the traffic that is is out there or you're a
victim to the interest in the area at the moment so let's there might only be 20 people that are
actively looking to have a kitchen remodels uh in the Norfolk area right now and so what do they do
they're going to go on social they don't know someone they're going to go on social media and
they're going to search they might stumble across you they might some Lacross competitor they're
going to go on Google they're going to look through competitors websites they they might find
you to buy not right and if you're not running Google ads you're probably not going to be found
so that's how 90 percent of people people in the industry are doing this but what I'm proposing you
do instead is just put yourself right in hand to the people so what what I'm what you're not going
to be tested to understand I mean you'd be shocked at the the daily active users on on Facebook I
mean as as you know everyone is just addicted to their mobile phone um and just scrolling
down their feeds endlessly I mean this is the most effective way to get yourself in front of
your ideal customers um but what we would actually be trying to do is not target the people that are
raising their hand and saying yeah I'd like to get my kitchen done we're trying to Target
someone who 6 a.m in the morning they've woken up they've gone into their kitchen it's looking a
bit shoddy and they're like oh we really need to get this done and then in the afternoon they're
having a coffee and then they see an ad from and they're like [ __ ] there's a company here that
is in my local area I just had that thought this morning and because nobody else is doing it you
can make the most of those buying habits of people because at the end of the day over the last 10
years buying habits have transferred so much even though you're in an old school industry they've
transferred so much away from going out there bringing up and word of mouth is great but I do
believe it's going to be a dying art eventually I don't think word of mouth is scalable I think word
of mouth will build a stable business but it's not scalable you can't grow a company that way
but what we're doing is yeah yeah for sure I mean it was but we want to put people put you right
in the hands of your ideal customer exactly where they are at the time that they don't expect it and
therefore they're then going to raise their hands and say hey let's have a quote and then therefore
you're gonna get those hotter leads who are not going to be going to your competitors because
they're not going out there and actively looking for it okay does that make a bit more sense
do you believe that this is a good solution to the issues that you're facing right now well a lot
a lot of my problems is a little lack of lack of time sorry so Outsourcing it would definitely help
yeah yeah my time not to do better things I mean I just want to I just want to work this out with
you I mean we guarantee at least five quote ready leads for you and on the basis of you
closing you said 50 of those we're looking at even if we just said two of those being closed
what's your average value of a job um it can be in between anywhere between five and fifteen thousand
five and fifteen so if we just said 10K then I mean you're looking at 10K revenue of your
34 margin you're you're so we're essentially saying 20K Revenue you're you're looking at
um what eight nine K in profit from and that's our guarantee as well so we would guarantee
that to you and so if we weren't to get you that you wouldn't pay us absolutely anything
okay yeah um I mean how are you really got enough okay so should we go through Costa you haven't
got any questions on the service itself because nicely comes down to realize okay okay fine no
worries so it's a simple service charge we we charge the monthly retainer of 800 pounds and
then you would then have to spend 800 pounds a month on ads as well so it would be 1600.
so as you can um I don't know delve into that a bit more delve into it in what way what would
you like to know 800 again so when does that start so you so I get the free bit and then so
no there's no free bit so essentially you'd be paying up front for the service for the month
um and you'd be spending money on ads gradually throughout the whole month let's say for the next
30 days let's say you did go ahead today and we started working together realistically it's going
to take a week and a half or so to actually get up and running once we're up and running the ads
are launched you'll you'll be you'll you'll be paying on ads 800 pounds gradually throughout
the month paying to Facebook and we guarantee that you'd get five quote ready leads if we
didn't hit that number and I know that we will based on my experience based on the marketing
groups that I'm in and and people that have had mental men I know that this will work we would if
we weren't to get those results we would give you every single penny back yeah okay so you wouldn't
you'd get the money back that we'd you'd spent with us you wouldn't get the money back you spent
with Facebook but that's not going to happen I always I have an e-force and I've always been
taught to under promise and over deliver and I truly believe I want to promise you five leads
right but I want to generate you 10 or 15 and so you're not just happy with me because I've
generated you the five I promised you I want you to be referring me to everybody else you know in
the industry for you them to get leads on someone or or not which you'll probably end up holding
be back as a as a guarded Secret okay well yeah no I understand that I understand it I was just a
bit I was just a little bit confused yeah I've been nice okay so with that in mind and then
on the basis of you potentially making 20 000 in revenue from the guarantee and getting those two
clients over the line on the base of the five quote ready so every month 600 pounds and then
you'll be paying us 18 uh and you'd be paying us 800 every month and you'd be paying Facebook 800
every month yeah that's correct but I want to lay this out as a caveat that's where wood started off
because I believe that I can prove to you that we can get really good results at that point but I
would actually look to spend more than that in the future and obviously it works yeah absolutely of
course yeah obviously that's a lot of money but I mean if it comes back in um so what happens if it
just doesn't work let me just like then that's it I mean if it doesn't I mean there's a lot of
things that we would explore before we'd get to that point obviously you can understand what my
apprehension because I've never done anything like this of course I can I completely understand I'm
a complete stranger I only called you a few days ago we barely got acquainted right I'd
like to believe that we'll build a friendship throughout working together if we do but um I
completely understand your hesitation that's why I have the guarantees in place I don't want to have
difficult conversations we have a 30-day guarantee happiness guarantee you can get out at any point
if you wanted to get out halfway through the month you can leave if you wanted to get out after seven
days after you've spent only a couple hundred quid you can get out I don't I don't believe that'll
be the case I truly believe well I know that we'll be able to get you those results that's why I have
that guarantee I don't want to waste my time just as much as you don't want to waste your money oh
that's right okay yeah it's not very good business model I mean yeah all right and yeah we'll do it
yeah we'll do it yeah awesome okay amazing this is this is gonna be great I'm so I'm so glad
um okay great so um look I'm I mean let me answer some of your questions uh I'll just
run you through how this would work timeline wise are you free on Monday or Tuesday next week I mean
I can I come with some time around and be free yeah okay we can do we can do the evening again
if that works well for you what I'd like to do is let's shall we say um 7 P.M on Monday evening
so so what I'd like to do is book in an onboarding call where we'd we'd run through all the specifics
uh ahead of that I'll send you over a contract um and a a payment link um don't worry it's not like
some rigorous contract it's actually just to cover you rather than me it's just to show you that I'm
committing to this guarantee it doesn't tie you in for any term whatsoever I never want to tie
you in when I'm getting you results I'll probably offer you some kind of incentive to stay with me
for a longer time but we'll cross that bridge when we come to it on the call on Monday I'll
run you through exactly how this will work I'll get some content from you we'll set up a Facebook
ad account and then all being well we should be able to launch ads by the end of the week
have you got any questions at all for me um no not really no I mean you pretty much come
with it I wasn't expecting it to be that straightforward to be honest but
that's absolutely fine so what I'm going to do is I'll start a chat with you on WhatsApp
um and so I'll send over the agreement and uh the invoice is attached to the
agreement at the end of signing that if you have any questions on it at all just fire
it over to me on Whatsapp I'm available anytime don't worry about messaging me
and off time I'm kind of always working to be honest um as I you I'm sure um fun
um and then we I'll send over a candy 5 p.m or 7 P.M sorry on Monday you can tell it's been
a long day and then we'll have a chat and go over all the Minor Details then awesome it's
been lovely speaking to you um good to talk for longer can't wait to work with you and prove
this will work and I'll chat to you on Monday Wicked thank you take care thank you bye-bye
[ __ ] yes that was it was the the energy at the end of that cool was like weird it was like okay
let's do it and then I was like okay you got any questions and normally I'm so used to like
people especially in closing e-commerce brands which is what I've done for so long it's been
so long since I've had to close local Legion um there's normally so many questions there's
questions about tracking questions about mechanics questions about the contract and the terms and so
on and so forth and he was like yeah okay well let's just do it and I'm like I was expecting
more I don't know why I said that um [ __ ] yes [ __ ] yes I'm static um okay brilliant so it's a
800 pound a month retainer if I had closed that five years ago when I first started my agency
I would be over the [ __ ] I'm over the moon now like this is a great feeling I'm so glad that that
we pulled that off but I would just be so ecstatic as a new start agency owner at 800 pounds a month
now if we're not going to get rich from doing that but it's a very very respectable service charge
actually a little bit more than I was gonna go in with but because I found out that their revenue is
between 40 and 50k which is more than the other companies I've been speaking with I'm like oh
[ __ ] it why don't we just go in with that and see how we get on um which is amazing I'll tell
you one thing that I would add to that is I was thinking about this throughout the call and I was
going to use it as my last weapon and something that you guys I was I was kind of feeling like I
might have to offer him a free trial and I think I was very fortunate in that position that I didn't
have to do so and I just want to reiterate to you guys like don't watch this and think okay that's
exactly the result that I'm gonna get because it might not always be the result that you'll
get and you might close someone for for lower than that you might have to sign someone up on it on a
free trial the priority is not the money I'm not excited because we've got 800 pounds okay I don't
I really do not need 800 pounds well I'm excited about is the fact that we just got the clothes and
there's a new start agency owner that is the most important thing you get the clothes you get them
in you get the experience you have the ability to start running ads you can start learning the
industry asking them questions working alongside this client that is so much more valuable than
that 800 pounds that we we just closed them for it's not about the money it's about the
experience I want to manage those expectations for you guys it's amazing that we just closed our
first Revenue as part of this experiment I'm gonna get this all sorted and I'll keep you guys updated
morning Miss Jordan calling how are you doing
yeah I'm not too bad thank you I'm all good how's your week been so far
yeah yeah well I'm out on site but uh yeah there's there's not a lot going on in the
showroom that's for sure so fine fine well let's let's do something about that did you did you
manage to have a conversation with your wife in the end yeah yeah it wasn't as positive as I
thought choosing to think that she could do all that I went okay she just said what would he be
doing that I'm not well it kind of knows the ins and outs of how Facebook adverts work and yeah um
I don't think you do that turned into the less of a conversation more of a disagreement so this
is the last thing you want left since then so uh it's I think it's almost a matter of
um mainly having a chat with her directly I was about to say um I'd be more than happy to
have a conversation and and and honestly it's not a conversation that I haven't had before
um I think I mentioned to you when we had a call before many people think that they've
ran Facebook ads before when they've just hit the Boost button but really that's I mean it's
the tip of the iceberg you're barely even getting started with anything at that point and they're
so ineffective at that stage but I'd be more than happy to have that conversation and and
um and run through how it's different and educate on it a little bit as well and I'm
sure that we could come to some kind of um Mutual understanding there um and then we can get the
buy-in and and your life will be a lot easier as well well this is it yeah because this is
it is getting a bit stressful the fact that we've had no inquiries and we are we've still got work
um to finish and and jobs to help me to do but it's at that stage of you know nothing
coming by the end of the month we're going to be pretty much scuffed by the end of August so yeah
um yeah no no I completely understand I think obviously with the added pressure of then just
spending all that money on Google ads as well and I can completely understand in your position that
can't can't be favorable but but as I said to you before like I wouldn't be being so persistent on
ringing you up if I truly didn't believe that that we could get you the results that we'd guarantee
you so so what are we why don't we arrange that call uh with your wife I mean do you know what
her schedule at all is there a time in the evening that I'll be able to speak we'll see um she works
in um one of the private schools in Norwich so she's actually finished for the summer so she's
in the showroom at the moment um she's feeling down to the weather to be fair but she went anyway
um so that might be wise to have a phone call maybe later this week or we can all
you know if I'm I'm there with her the three of us can have a chat yeah
yeah that that that'd be good I mean what's what's Friday how Friday is for you usually
um probably this week could I can do pretty much any time on Friday
or I've also got Monday uh morning as well from uh 10 a.m till about
from 10 to 12 really same time between 10 and 12 on Monday or pretty much any time on Friday yeah
I'm out on site again Monday so that would have to be it would be by Friday um well I'll give it
back to the showroom in about half an hour after chat with her and then at my painter or give you a
phone call back this morning just to see what's you know to make either that Arrangement or
actually have the call but well um yeah I'll be in contact with you in about 45 minutes an hour
or something yeah that that's absolutely fine um I'll send you a couple of errors
might be maybe now an hour and a half from now to be fair but yeah yeah that's that's absolutely
fine and what's your mobile number because what I'll do is I'll send you a text so you've got my
personal phone number instead because this is just a this is a dialing software that we use
um in the company so I'll send you a text so you've got my actual mobile number cool okay
no worries um well I'll send you a text if you've got my details and then I'll wait on your message
about when we can do Friday see you then perfect no worries I'll speak to you shortly take care
okay so um it's key there that I've got the mobile number uh because and that indicates we're
absolutely not getting fobbed off we wouldn't have a mobile number there if that was the case
um so this is at this stage I'm not really sure um what to do I know what to do to get the client
open line that's going to have the meeting on Friday but that means that this client is not
going to be in this episode because times of the essence I've been kind of waiting to see if we can
squeeze this one into this this episode so we'll have to slap this in the next one the result uh
but very promising uh to be completely Frank like I have absolutely no doubt that I can convince the
wife that no she's definitely not run Facebook ads profitably before and we had the original meeting
and Jonathan stated that his wife had boosted a couple of posts before and we all know a booster
post is simply an engagement ad it's really going to have no effect on leads generated whatsoever
and so all I need to do is explain that and show the back end of the Facebook ad system and we're
very easily going to demonstrate to what that she really doesn't know um how to properly run
Facebook ads and we truly can get them some great results especially joint with the fact that those
guys are still wasting money on Google ads he's quiet right now so he's feeling the pain I didn't
want to kind of twist the knife too much I will do that on the call on Friday uh but yeah I'm
feeling very I'm still feeling very optimistic about signing that client some of these clients
just need a longer nurturing period he's fighting his own battles that he said like he had a Barney
with his wife over it right but he wants to do it and he's convinced they're not doing it properly
right now so Friday that's when we're gonna get the clothes you're not gonna be able to see it
in this episode but we'll get it in the next one okay it got something cool to share with you guys
I literally just got an email from Panda docs to say that we've had our first contract signed and
payment made on that contract as well let me show you right now so this is Panda Doc it's
a digital contract tool and that we use for all of our clients I'm limited to what information I
can show you about the client because I don't want to give anyone any opportunity to jeopardize what
we're doing here um but hopefully you can see this so we got our agreed monthly advertising budget
this is this page where we show all the kind of costs Facebook and Instagram we've got 800 pounds
that's our starting budget and then we have our agreed monthly service list we've got our lead
generation service 800 pounds so it's a modest service charge there and we allow additional room
for service stacking normally when we add them in our in our agency in affluent dot Co and then also
sometimes we do drop prices as well so we might put a discount on here too but it's just a very
very simple contract pricing page and if we go down to the bottom you can see we have signatures
here as well and on the right hand side you can see you can attach a payment on Panda doc so when
somebody signs they have to pay as well we've got a 800 pound service chart processed via stripe
which is a payment processor which is a big relief because the client never truly is signed uh or
signed up until you get the payment from them it has happened in the past where somebody says yes
and then they don't actually make payment and they ghost you and now I knew that wasn't going to be
the case here because I've been in touch back and forth with the client by WhatsApp asking answering
a couple of additional questions or also have the onboarding call this evening as well so I know
they're going to sign and make her make payment when we've got a call coming up this evening so
now I get a document the process of delivering results which is great because we've achieved
what we wanted to achieve from this series by signing up a client and life now show you the
rest which I suppose means we can go over to the plan and we can mark off sales meetings done we've
potentially got another client over the line but we uh I've got that meeting on Friday later this
week so we'll only find that out later on in the series so we might even have two clients over the
line but for now we've definitely got one and so now we're going to move on to delivering results
we're going to onboard the client this evening we're going to develop an offer establish their
ICP build a marketing plan launch ads and of course generate them some results I'm so glad
I'm going to show you the entire process what I'm actually going to do right now is I want to show
you guys based on the results that we've got so far in a series a bit of a road map so scaling an
agency from where we are now to 10K a month and even 100K a month I'm going to show you based
on the results we've generated in the series I'm also going to show you like a worst case
scenario if you were like a complete beginner what kind of thing to expect so I want to do
this on figma I think figma's probably the easiest place for us to do this call this agency roadmap
okay so current situation so we reached out to 22 leads and we've got five meetings and
that's cold calls cold calls are King we would never have got five meetings
from emails and then we could have got one Potential from email okay so we did have somebody
respond to our emails very favorably and I'll show you that right now so we had someone called
um and I said I sent the original email and they said I'd be happy to have a chat perhaps 10 a.m
this is the number uh the iron then actually forgot to respond because I kind of forgot I
was recording this to be honest and then logged into emails like [ __ ] someone emailed and said
that they wanted to have a meeting so I respond saying my apologies for the delay it appears
my original response was stuck in the outbox and then they said they couldn't do that in time and
then I suggested another time and they came back and suggested another and we kind of went back
and forth and didn't actually get to a range of time in the end and what I didn't do is send any
Chase UPS I didn't cold call this company later I absolutely could have done but I called them up
right now I could probably secure a meeting with them to be completely honest with you I don't want
to sign up loads of clients on this series I want to give this agency to one of you guys so you can
do such but I've achieved what I wanted to achieve here I wanted to sign up one or two clients so I
can demonstrate how you can get results for them but one of you guys could absolutely go out there
almost 100 secure a meeting with this individual and you'd then potentially have another meeting
there so we had one from email as well and then from those was we had a black total we
had six attended meetings we had two no shows one rearrange okay but I didn't actually rearrange
for the same reasons as why I didn't respond to this individual or show you that this was
that we had a meeting with I sent my reminder for the meeting hope you had a good start to week just
to confirm I'll call at 10 A.M hi Jordan I'm sorry if short notice something has come up at work I
won't be available today can we rearrange for next week okay so they wanted to rearrange I sent then
suggest some times I didn't hear back but if they just wanted to ghost they wouldn't have responded
to this email they still want to have some kind of a meeting I haven't called them I haven't emailed
back but if you did then you would be arranged be able to arrange another meeting with them so we've
got one rearranged there now from that we signed up one client one client potential okay so I feel
like pretty confident about this potential as well I'm gonna speak to the wife and and and get them
over the line I'll demonstrate to you guys how you can pay those conversations so essentially what
we're looking at from 22 leads is we've got one client signed and one potential we're not going
to class this one potential for now if this comes through then great we'll change the statistic but
for now we've got 25 22 leads one client signed um so even if we said like we're kind of 22
client 22 leads one client signed okay and that's pretty much where we're at which I'm pretty happy
with with this series and this would not have been possible if we hadn't been making cold calls okay
if we were not making cold calls and we're just sending emails there's no way we would have signed
up one client from 22 leads maybe if we got lucky but I'd likely it would have been a lot simmer so
pretty good now let me build a road map based on these results here um in fact we'll just
make this a little bit easier so instead let's just like we're going to do this based on 25
leads let's say for 25 leads we're going to sign up one client so that is a 50 close rate
which is unrealistic for you but I've been doing this for a long time and I can do this in my
sleep your clothes rate is going to be more like 25 so let's build out a roadmap to 10K
um and let's round the 22 liter 25 leads 25 leads is getting us two meetings attended 25 leads is
one day's Outreach if that it's really half a day five days in a week is 100 leads is 10 meetings
10 meetings is five clients signed four weeks in a month that's 20 clients signed 20 clients
based on 800 service charge will increase is 16 000. so that's like a best case scenario here in
one month based on the current stats that we've got now there are many variables that will come
into play here but based on the close rate that I've got currently this is kind of the best case
scenario you'd have to reach out to other leads in in other cities you certainly couldn't just
do that locally I would run out of leads very quickly you would also struggle to deliver 20
clients by yourself you definitely have to get a team member or two in with you there so I can
still be doing Outreach but this is not impossible this is the best case scenario here certainly not
realistic for any of you guys to achieve in the initial stages so let me just like take this over
here and let's do a more realistic roadmap in comparison to that one based on what you guys
could do based on the numbers from I've worked with thousands of agencies over the years the
stats from them so roadmap to 10K your situation so let's say 25 leads I've found that 25 leads
will get one meeting on average one good meeting okay and this is based on total Outreach so this
is based on cold calls this is based on emails and maybe DMS but just cold calls and emails um cold
calls are absolutely essential if you're not cold calling you're not going to be getting one meeting
from 25 leads it's a bottom line okay so if you're scared of cold calls think about why you're scared
of cold calls maybe watch some of the videos on my YouTube channel get over that fear because
that's how you're going to be getting the results that I'm showing you on screen okay if you're not
prepared to do that then you need to fight through that that fear okay 25 leads is one day as we've
already said but it's really half a day you could do more than this if you want to five days it's
100 leads and it's five means you're going to be doing about a 25 close rate in the initial stages
okay I've actually found the average to be 30 but I just want to do it this is like a worst case
scenario so add those uh five meetings so if we do four weeks you're going to be getting 20 meetings
and then 20 meetings five clients signed okay so from those five clients let's do this on the basis
of my 800. and I will talk about the variables in a minute 4K so 4 8 12 over the course of three
months you're going to be on 12K and that's it so it's going to take you three months to hit 10K on
this basis on consistent Outreach now for those of you that are watching this thinking well that's
all just like a best case scenario based on these numbers actually this is worst case scenario based
on conversion rate here and based on doing cold calls but I'm going to give you some variables
to just make this even more realistic for you because this won't happen perhaps that you all of
you I've seen many people achieve this many many people have achieved this because they've sticked
their daily Targets in many cases because they've reached out to more leads there are variables that
will affect this I want to be straight up with you guys so let's look at um variables let's look at
like the comms first like potential things that will affect this and they'll buy content I mean
these are negative things in general I just mean these are things that will affect this this this
um Target this roadmap here first one is free trials now we're very fortunate that with the
one client and maybe two clients that were signed we haven't had to do a free trial and that's to do
with the confidence that I have on the call that's to do with the offer Market fit but
with some of you guys for your first one to even free client you will have to offer a free trial
now as I've demonstrated throughout this a free trial is going to be used as a weapon in Your
Arsenal it's going to be something you're going to use as a last resort you don't want to be going
forward and offering this off the bat you want to try and see if you can get money straight away but
there's no shame in doing free trials okay free trials are a great way for you to prove yourself
get the practice and show that you can do what you say you can do and at the very least just for you
to learn on the job okay so do not be blinded by the money when you first did that start out
go off for a free trial if it gets you to climb pre-trials um bad results okay one or two clients
now this is something that no one really talks about but I'm a little straight up with you like
I haven't generated incredible results for every client that I've ever worked with especially in
the early stages as an agency owner if 90 of the clients you're working with you're getting great
results for then then brilliant but marketing is something that I mean you can't control all the
variables as a start sometimes you can have the best ads in the world the best funnels
the best offer but there's something to do with the business their service delivery the reviews
or just a bad product Market Fitness moment in time sorry it's a bit loud outside that means
you just can't get them the results that you want to get them now in the early stages you might not
fully understand your service yet you might be learning on the job your first one or two clients
you might not be able to get great results for now this is just going to be a small subsection
of you but I want to pre-warn you that this can be a bad variable now the worst thing you could
do when this happens to you is start moving out it's really bad I can't get results and then you
just fall off the face so you can get a job again no you man up you pull yourself together and you
just learn that your service needs to be improved and so you figure out ways that you can improve it
and you take that exercise and you go put it into your new clients and then get better results and
so on okay and speak to an expert who knows how to generate results they'll be able to identify where
you went wrong with that specific client and you need to expect these kind of things to happen bad
variables free trials bad results and then we also have Outreach fatigue now this is you not
like your Outreach fatiguiness and your Outreach stops working I mean you just like fatigue from
reaching out to 25 leads a day now I've been conditioned in sales every years and years I know
that you need to stick to your Targets in order to be successful some of you guys haven't been in
sales yet will get the motivation for a couple of weeks and then you'll start dropping off and that
is okay but you need to recognize that you've got Outreach fatiguing and you get back on the
horse okay but even a couple of weeks of delayed Outreach can set this target back quite quite
largely or quite exponentially as we've already established if we're getting five meetings a week
if you have one week of Outreach that's going to set you back so we then have a general motivation
okay so your general motivation is a massive one okay we come to pits and troughs that's why we
generally I recommend getting accountability cut Partners being in private communities getting a
mentor so you can work from people with people and piggyback off their motivation but General
motivation getting off the horse is going to affect this massively we can come back to these
but let's see if there's uh let's go through the positive uh variables now there are some things
that will affect this and because some of you guys will I mean some of you guys are going to
hit 10K in three months some of you are going to hit 10K in six months so I mean these this is a
realistic kind of time frame good or bad between three and six months if you're actually putting
in the work I've seen people do this a lot sooner I've seen people sign up five figure clients for
their first client that doesn't happen a lot but it does happen I've seen people take 12
months because they're just motivation is all over the place and they're not consistent Pros
first of all we have great service if your service is great you're gonna increase the price so if
you're generating 30 40 50k a month for your client 100K a month you're definitely going to
increase it from 800 pounds our calculations here are based on it being 800 pounds per client one's
going to be 1K one's going to be 2K one won't even be 3K one might be 500 pounds they're going to be
variable across the ball but as long as your service level is increasing you're going to be
able to increase your price so that's a massive bonus existing network is a big one many of you
will already know business owners you already know ideal client in your network identify those
reach out to them that's going to give you a massive unfair advantage and getting to give
you a massive head start as well other variables we have communities slash accountability so this
combat General fatigue and Outreach fatigue General motivation outfit reach fatigue when
you're in a community of other agency owners or on the same path of you or at different stages
of their Journey hence like the affluent Academy for example you can get accountability partners
that will work with you on a daily basis and make sure you're sticking to your targets they
might be people that are doing the same thing as you right now or they might be coaches who are
going to whip you into shape and make sure you're sticking to your targets like I had when I first
started in sales we have accountability partners and coaches inside of the affluent Academy for
that very reason so we can keep people on Target and a final thing is a mentor if you've got a
mentor if you've got someone around you like you're watching my videos right now but if you
physically work with me one-on-one inside one of our programs then you're going to have the ability
to pick my brain anytime you want to or any other coach that we've got inside of our program I don't
care if it's me it could be someone else for all I care but a mentor is very very important
because when you're struggling when you've had a bad day when you've got you're struggling to
get results when you don't know what to say to someone on a certain sales meeting you can speak
to someone that's already been in that position 10 times 100 times over who can then give you
advice based on what is actually going to work so instead of you just stumbling through it and
failing forward you can have your failures but then learn from them instantly because someone
can give you advice because they've been in that situation before and they know exactly what to do
because they're seasoned okay so having a mentor is something that's going to give you a very large
unfair Advantage which is why so many of the people that have mentors get to the 10K a month
in closest to the free month Point um then other people who are trying to go at it alone okay so
this is going to give you an idea of a realistic roadmap that you can follow I wanted to lay this
out to you because we're kind of looking at this in some condensed like three day series type thing
um so the results are kind of a little bit skewed but I want to extrapolate this over a couple of
months so you can see what is actually possible now I knew when I came into my agency you can
tell I'm getting worked up here because this topic is something I'm so passionate about when I came
into my agency when I first started my unfair Advantage was always in sales not because I was
a good salesman but because I understood that the secret to success in any sales related industry
is sticking to your realistic daily sales targets it's understanding that the micro your 25 leads
per day that you're reaching out to is what it's going to equate to the macro your 10K a
month income it's not going to be what I do today which is going to get me the result tomorrow it's
what I do this month which is going to get me the result next month and so if you understand that
and you stick to your targets like a compulsive Obsession every single day because you've looked
at this roadmap and you've had it laid out to you in a worst case scenario and you think okay I just
need to do my 25 leads multi-platform strategy do my code push through it because that one thing is
going to make me successful then it's physically impossible to fail as an agency owner if you're
sticking to your targets if you're reaching out to a niche that desires your service and you're
offering a service that's going to increase their revenue it is physically impossible to fail if you
have all of those three things in check so guys run over have you enjoyed this episode I'm so glad
we've got a client over the line so I can show you the next steps I've got the onboarding call this
evening so I'm doing a little prep before that and I'll see you guys in the next episode cheers
so now we're testing out three different ad creatives one eight pound a day each share
this with the client which I'm gonna do right now send them a message on WhatsApp just to make sure
that they're happy with the creatives and the design that we've gone for and we are good to go