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The mistake people make is they just say, "I do AI. Do you need AI? Yes, you do. Give me $1,000 a month. I do AI for you." And then every time you talk to the client, you're just doing custom stuff. >> Right. >> Which I would say is 90% of the service businesses out there. Really shitty business to be in because essentially you're just getting paid for your time. And most people, if they netted out their actual revenue per time, they're making less than minimum wage. Like, they could work, they could make more cash working at McDonald's for the amount of time. So what we want to do is we want to productize the offer. So productize the offer means you still get paid to do a thing, but you are selling an outcome, and the time is invested in a specific outcome. Does that make sense? >> Getting there. >> Yeah, so like one is "I do AI for you." The other one is a productized service. >> Okay. >> We want to design a productized service. >> Yes. >> Okay? That's how you go from... What were you doing in mindset? >> Fitness and mindset. >> So you're doing a couple grand in fitness and mindset, and you want to make 10 grand a month in AI. And the problem right now is we got to design the right offer. So we want to get to 10k a month, okay? Now, first thing we got to do is some backwards math. Backwards math, okay? So to get to 10, we got to sell something. I like to sell things for at least $1,000 a month because $1,000 a month is enough money where you can invest in doing stuff to make it. If you charge 100 bucks a month, there's not a lot of meat on the bones. Does that make sense? And since we're selling AI services to a business owner, like one new client in a month is probably worth $1,000. Does that make sense? So worst case scenario, they're going to get a new client a month, right? So, how many clients do we need to get? >> 10. >> Good. Public math, you passed. This is very good. 10 clients. Okay. So, now we have the target, which is 10 clients. Now, we need an offer. Now, the way I like to create offers is ask myself what the market is currently asking for. Okay? So, is it better to have the best burger in town or be around a bunch of people that are hungry? >> Be around a bunch of people that are hungry. >> If you have a lot of people that are hungry, you can have the worst burger and make a lot of money. Most people spend way too much time trying to figure out some unique creative way. Cuz they're literally like, "Hey, I'm going to sell this." Fitness coaching, they'll be like, "Yeah, but there's already a bunch of fitness coach." The problem is not fitness coaching; it's getting the right offer in front of the people and presenting a way that sounds unique, but it could still be called fitness coaching. Okay? So, we need to figure out what the market's asking for. Right now, have you talked to people that are doing AI? >> Not really. >> Okay. If you're like, this building is full of people in business, what do you think their biggest bottleneck is around AI in their business? >> That they're not using it. >> Okay. That's a good place to start. >> [clears throat] >> So, um, they're not using it. Okay. And if they were to use it, what do you think they would want to have it do for them? >> Save them time. >> Yeah. And do you know what it would need to do to save them time? >> Automate their workflows. >> Automate their workflows. Yeah, so workflows. Right? Essentially, there's stuff they're doing, some kind of audit of their calendar that they're like, "Hey, these things I need to... I don't... I got to stop doing these things." Does that make sense? So, a productized service can be a calendar audit to identify three workflows that then buy you back 10 hours a week. Does that make sense? Like some people are like, "Well, that sounds like a service business." No, that's actually an offer. If I sat down and said, "Hey, I can guarantee I can buy back 10 hours of your time using AI, and you just got to pay me a thousand dollars a month for the first year, and I'll do that every month." You know, that's 10 hours a week, but imagine I get you 10 hours a week, 40 hours a month, and I do that every month. Is that valuable or not? >> I would think so. >> Cool. Well, then we figure out the offer. The good news is we all have this tool called Chat GPT or Claude or AI, right? So, we all have a tool called AI. >> Yep. >> Pull out your phone. Cuz in the past, you'd have to sit there and pay somebody like me to come in here and help you create this. >> Yeah. >> Today, everybody has access to the same tools; it's just people forget they have access to the same tool. So, what are your three options for the offer? >> So, my before I came in here, I had AI jumpstart, so it's a 90-minute session. >> Okay. >> Of just helping them out with whatever, basically one workflow done by the end of the call, or you don't pay. >> Okay, so 90-minute workflow, yeah? For how much? >> It was for $444. >> A hundred forty-four or forty-four? >> Four hundred forty-four. >> Okay. >> Then I had the core offer, which was a thousand nine hundred ninety-seven... nine ninety-seven. Uh, it was one workflow per month. You get a dashboard and a personalized AI agent. >> Yeah. So, you got 444, 997, and then? >> And then I had the 5K a month, which is I called the AI ecosystem, which is their entire business becomes AI. >> Yeah, perfect. What I love about the offers you just assigned: the 444, which is a one like an initial call in a workflow, and then the 997, which is a monthly, and it gets them how many? >> Uh, dashboard with your constraint. >> Yeah. >> Uh, gets them a personalized AI agent. >> Yeah, dashboard. Personalized AI agent. >> And then a workflow per month. >> And a workflow per month for 997. Yeah, and then 5K gets them what? Deployed to their whole business? >> Pretty much. >> Some training for their team? Maybe a monthly call? >> Uh, not—they get 3 hours per month with me, and then the 997 gets... >> Okay, let's never sell what you just said: "3 hours per month with me." Never say "3 hours per month with me" in a sales call. >> Okay. >> You get 3 hours of training. >> 3 hours of training. >> With my team. >> With my team, which is just... >> Nobody needs to know that. I don't need to know that. And at the end of the day, if you're the one that delivers it, bonus. If you're not, not upset. Most people don't realize: people don't buy their time; they buy their standards. If I hire you to do something for me and you say you get me, and then I don't get you, I'm upset. But if you say you get your team and you get me, I'm happy. And what I'm really buying is your methodology. That's why it's called a productized service: that is your method for how you do this. Cuz there's a thousand people that say they can do that. But you're telling me that you have a specific way you do it that's different. You tell me why it's different. That's the offer. Okay? So right off the bat, you say "me and my team." >> Me and my team. >> "Me or my team." Yes, you either get on a call with me or my team. Cool. You got three options. I'm going to save you a lot of time. We start with this one, and the reason why is that it's easier to down-sell to go down or up, but we got to get the core. So your core is 997 per month, which is exactly what I said. >> Beauty. >> It's kind of like that's cuz... and this is what the AI told you. But this is literally the best practice, okay? So, the offer is one workflow, a dashboard, and an agent. Cool. What I love about those three things: again, nobody's buying those. They're buying the benefits. So, when you design your offer, did you ask it to take that core offer and create the offer like an offer deck? >> May I... may I... I don't recall what's on it. >> Okay. Well, I would do two things. One, I would do a deck, okay, which is the pitch deck. This is where you walk somebody through once you get them on a sales call. >> Yeah. Yeah. >> But then you also have the offer doc, right? Which is the document that outlines it, cuz that's what we're going to use when we go over here. So, let's assume you took the 997. You ask your AI, "Hey, create me a pitch deck that I can present, also an offer doc that I can use in a chat." If I'm on a call, I want to present a deck. If I'm on a chat, I can sell in the chat. Most people don't realize that the world is fatigued of having to get on sales calls. Most people buy and know more about what you're selling than you know. So, don't make me get on a call to do a whole discovery call if you can just tell me over chat. Big idea. Most people don't realize you can literally make a million dollars a month over chat. Real quick, you've made it to the end. Let me tell you what I know about you. You're not somebody that's looking to do shelf help. You're not somebody just doom scrolling on social media. You're here cuz you want to build, build a real business, and you're sick and tired of not getting the real insights to grow inside your business. So, I want to help you avoid all the pain trying to figure this out the hard way like I did it. That's why I put together everything I've ever learned into the Scale Workbook. It's the internal document that I use with every founder I work with that turns a chaotic business into a money-making machine. And teaching you all of this without burning more hours. It's totally free. The link is in the description, or you can just scan the QR code on the screen, cuz I'm here to help you build your empire.