Transcription
Hey everybody, welcome back to another video. I got a banger for you today. We're going to go into my entire business model from start to finish and how I'm able to drive leads for my agency using my personal brand. It makes me anywhere from 10 to about 40 grand a month, depending upon how much I feel like working, how much content I feel like putting out there, and how many new clients I feel like taking on. So if that's something of interest for you, if you're looking to stop being a slave to your business, then we're going to dive into all three of these systems, as well as the automations—a lot of the glue that connects it all together—how the entire workflow goes from content marketing on the top of funnel to my lead generation and sales process, as well as the delivery and retention that I have from my low-ticket, my mid-ticket, my high-ticket offers.
And then, um, I'm going to dive into exactly what my three highest leverage activities are after having done this now for almost two years. This probably—um, actually I lied, it's about a year—uh, but almost two years since I started writing content online. But this document will be shared with you, so check the link in the description below. This entire thing is available for you down there.
In the first section you see here is the content marketing section. So, for for some context, I wrote my first LinkedIn post—was my first ever piece of social media content—with the idea of, "Hey, I'm going to try and eventually start a business and make money from this thing." Well, I actually started uh writing content online on LinkedIn back in in March of 2023. It was the day before my birthday, March 30th. I will never forget that day. And about four or five months later, sometime in August, I—because of the demand and some of the money I was making, the demand for my time and for certain services that I saw—I started my business. Now I actually didn't initially—I was ghostwriting, and I didn't start the Automation and systems agency until about December, January of 2023, 2024—January 2024. For, and right now in November, we're almost a year into that business, and again I've I've been able to pull anywhere from 15K in some of the slower months, 10 to 15K in the slow months, to about 40K in some of my highest-producing months so far. And this is combined revenue across my personal brand, my offers, as well as my agency.
I am not looking to grow an eight-figure, 10-figure agency. Just I've done those things in the past; it's just not something I want to do moving into my 40s. When I turn 40 next year in March, I'm looking for more free time in my life, so I'm looking to control my income. I'm looking to control my career path. I'm looking to own a distribution, or multiple distribution assets, by growing audiences and collecting email addresses, providing value for those people, coming up with new offers—basically being able to control my entire future financially and in my career.
At the top of my funnel, where everything starts, is collecting attention and building trust. And a lot of my content ideas actually come from personal experiences over my, you know, almost 20, 20-year career. They come from sales calls. So when I sit down with prospects for both my agency or my personal brand offers, uh, people, you know, they tell me their problems, they tell me the things, the solutions that they think they need, they tell me why they think they haven't achieved their goals or what types of goals they're aiming for. Um, they advertise these things for me, and these are great content ideas because if I'm looking to close some business, well, who better to talk to than the person that has the problems that I'm sitting on a call with, closing business, right? So you want to kind of—um—so you want to really focus in on what your prospects want, not what you think they want. And collecting case studies of how I took a customer from A to Z in their desired result, or sales calls with prospects—whether you close them or not—that's a lot of really great data that you can reuse in your marketing. I also take inspiration from other content creators out there online, just because that is a high-leverage activity that creator has done the research, has uh gone out and maybe done some SEO on what a great YouTube video uh how it would perform, or a Google search, or maybe they've had years worth of experience in a in a niche we're talking about a thing or marketing themselves that I just don't have. So use the, you know, use the stepping stool of other creators, other entrepreneurs, uh, time, the time and the effort and the money that they spent into creating that piece of content to draw ideas from. Now don't steal from them, right? You want to model what works, but you never steal.
Um, and again, back to the personal experiences thing, these three on the left are what really call out to your IDE, IDE-al client, prospect, your ideal customer. But the one on the right, this is where the authenticity, this is where the creating a unique brand, this is where separating yourself from everyone else uh happens for you. So if you're someone who's just an AI-generated content writer, I highly suggest adding in your own personal experiences in your flair, because that will separate you from the pack uh in the future, especially as more and more AI-generated content, content is produced online.
So as you see here from all these ideas, I write, I I physically write—me, human Ryan—writes the long-form newsletter which I have hosted every week inside of Substack. This is a long-form newsletter that you're reading or watching, and I'll either record the video first and then kind of break it down into a newsletter, or I will physically write the newsletter because maybe I just have an idea and I just got to get it out of my head and onto paper or onto the computer, and then I'll build the video off of that. So it could go one way or the other, but in either case, it's really just a long-form something piece of content that gets released at least once a week. Right now, my schedule for the autopreneuer newsletter is to do a deep dive like this one time a week on the weekends. Subscribe if you haven't already.
Now what happens from there is I break this one long-form piece of cont, content or video or newsletter into a shorter-form, multiple pieces of short-form content. Now I'm not a writer. I think I'm a good writer, but I'm not a copywriter by any means. I don't claim to be the best uh, you know, social media expert on knowing exactly what the platforms want, but what I do claim to be is someone who understands how to use AI tools and automations to create massive leverage for yourself inside of your own business. So the way I do this—let me actually—I'm looking at my—here we go—just making sure that my—um—you guys can see everything here—here we go. So the way I do this is I use a custom GPT that I built. I call it my AI employees that has a preset—that has preset templates—so content templates, let's call it LinkedIn templates, Twitter templates, whatever you want to call them, but you know, anywhere from I don't know, 50 words to 150 words—very short, short to medium-form content—and I use that custom GPT, my AI ghostwriting employee, to help me repurpose this long-form thing. So I feed it the long-form thing; it has the knowledge of all of the piece of content I've written and writes in my voice, and me and the ghostwriting employee, the AI employee, will actually work together inside of a ChatGPT interface to create that shorter piece of content. So I take one, and it's usually broken down into anywhere from three to like seven pieces of content, and once I have that ready to go, that's when I do some light human editing. You know, if you've ever written anything online, you know very well that um when you write something and you're like, "Damn, that was great," and then you put it down, you come back two days later to review it before the post goes live, you're like, "What the hell was I talking about here? This doesn't make sense." So I like to give myself—um, for the most part—like to give myself at least 24 to 48 hours after writing something just to let my mind forget about it and to kind of let the idea breathe in my head first. Then I go back, and actually it's it's kind of wild how instantaneously you'll be able to spot things that you just didn't see from staring at it for so many hours as you were writing content previously or thinking about the idea. So I do some human editing, and it gets added to my content calendar database. Now my database that I have is inside of Airtable. If you've never used Airtable, it's basically just like Google Sheets like had a baby with Notion, and uh, but the way it's structured from a technical standpoint is that Airtable is much more database driven whereas Notion is much more like project management driven. Because what happens is I have an automation that literally posts the one piece of content that I have scheduled for that day or two—because sometimes I'm writing twice a day now—and it will literally post it across Twitter, LinkedIn. I used to do it on Instagram and Threads, Facebook if it's a short-form video, YouTube if it's long-form; it gets uploaded to YouTube—all of these places. But if you look here, right, they all get published across—off—well, right now it's all five of these pieces of uh, or all five of these social media platforms—YouTube, Twitter, LinkedIn, Instagram, and Substack notes. Notes are just basically like little posts on Substack. But um, the coolest part about all of this is that I wrote the content one time; it got broken down into multiple pieces, and automation actually publishes all of this for me, and then I'm done. Like that is my piece of content for the day. I'm now getting leads across at least five platforms in this example here.
And what happens from here is—see this, these uh gray dots here around this box—as you can see this box here—I'll actually—you know, that actually looks a little better—yeah, let's do that—this gray box is the collection of all of the pieces of content that I've written for the month. After 30 days, I'll analyze that and pick out the winners. And what's a winner to me? A winner is one that A, got me newsletter signups or new leads or customers; B, did really well with that particular social media platform's algorithm—maybe it just took off—or C, it just got a shitload of engagement. People were commenting, you know, uh, good comments, bad comments, whatever it is, it stimulated a reaction in the audience enough to take time out of their busy day to not only stop scrolling to click "see more" or read the entire post, but enough to actually get in the comments section and react to my post. People don't understand how much—when you start to see people who are not the, you know, the engagement bots and uh people who just engage for the sake of growing their own stuff—but when you start to see new comments, like new people you've never seen comment on your work before show up, that means you're you're pushing the right buttons with your audience, especially if they're your unique um client uh sort of avatar, the person you're looking to target. And then in this example here, I'll recycle those—like I'll pick the winners and I'll literally just reschedule them 30 days, 60 days, 90 days from now and recycle the best posts. Maybe I might change the hook to run a test; maybe I might change the call to action. A lot of times I actually change the call to action um and some of those winners and some of the other content I actually post inside of communities. So I'm a member of a a few Reddit forums; I'm also a member of quite a few number of Slack communities, and I will actually like take that short, medium-form post—just value-based post—and just post it in those other communities just to help people, you know, Karma—just giving back to those communities—and these are all obviously with the intent to drive leads for my business.
So what do I consider a lead and how do I actually capture those leads? Well, for one, I have lead magnets. This this Whimsical diagram, for example, even though this is my operational flowchart from start to finish, it's also a lead magnet. I mean, I could link up various videos and automations and offers and things that I'm looking to sell or websites, opt-ins that I'm looking to drive traffic to; I can link it inside of this. But I've created lead magnets, PDFs, um, digital downloads, things like that in the past. And in order to collect—and in order to get that lead—or I should say, in order to get that lead magnet, the individual will have to opt in; they'll have to give me their email address. Now the other way is, let's say a post is uh trying to relate back to a Substack artic, article or newsletter article that I wrote in the past, while it's like, "Hey, you know, you can uh get the article here, looking to dive deeper, you know, head over here," and that will generate more free newsletter signups. And then, of course, my five-day educational email course on how to build your AI marketing machine that has been a phenomenal, phenomenal driver for new leads for my business. And not only this, but it's also a really great way to start building relationships with people, uh, new leads that I just would never have known who they were otherwise, because a lot of the uh sort of tactics and strategy I have in this email course is uh generating email replies back to me, and I think that's most important—to have those private one-on-one conversations with prospects. Uh, so every morning I wake up, and I have quite a few number of email replies from prospects to talk to people I've never met before, people who are telling me this is fantastic, and I'm kind of stimulating that sales conversation and building authority and trust, of course, which is most important. Uh, so those three—really lead magnets, the free newsletter signups, and then the five-day free email course as well—and how they get those things is while they're taken to a thank-you page, and even on that thank-you page, there is a sales process that gets started, but also from the email flows that happen from the email marketing that I do for the business.
So uh, just to break the email flows down a little bit more. So if you sign up for a lead magnet, well, you're automatically added to my weekly newsletter and my welcome sequence, and in that welcome sequence, there's usually an email every two to three days for about a week or two. I don't really like, you know, pretty long drawn-out welcome sequences because I'm constantly writing new stuff, but anytime I write an email—let's say I write a spontaneous email today, and that email pops off or it gets me a lot of customers—well, I will add that email back to the welcome sequence and just keep stacking assets on top of that evergreen sort of automation that happens so that every new customer from today onward will get that email as well. At the back end of that welcome sequence, some people like to do an email a day for the first seven or 14 or 30 days. I've tested a lot of things in the past, and I think just given that I do a a weekly deep dive like this, the best sequence for me is at least having someone having an email uh two to three times a week, and um usually it's two plus a newsletter for me, or three plus a newsletter if you're in the week welcome sequence, but that tends to work best. Now if you're in the free email course, you're going to get an email a day for like seven or eight days I believe in that um and then you're added to the main newsletter after that happens. All you get is a once-a-week deep dive and any other sort of spontaneous emails that I write if I'm selling workshops or trying to promote something or offering some sort of free value as well, but it all really is geared towards starting the sales process. So that is content in a nutshell.
But here's a list of some of my a, automations and AI assistants that I have running inside of this entire op. So in the content marketing side, I have a social media content idea scraper; I have a ghostwriting AI assistant that helps me with my content; I have a content recycling automation that basically takes a look at all of my winning stuff and says, "Hey, this this worked; consider recycling it, you know, 90 days from now, 60 days from now." I have the content publishing automation, which is just basically the uh whenever my content is scheduled inside of the Airtable spreadsheet, it blasts it out to all of my platforms. I have the email marketing automations that happen as well, so my lead magnet delivery sequences, my newsletter welcome sequences, my five-day free email course—that's all being automated. This—I'm not writing those emails every single time—so everything is being automated from that section.
Now what is my highest leveraged activity inside of content marketing? Well, one, I want to publish a weekly Substack newsletter. I want to publish any newsletter that's a deep dive that shows prospects who are now opted into my funnel, who have trusted me and are looking for more of what I do. I want to build that trust and authority by publishing one, at least one weekly long-form uh something they can pick apart, take with them, you know, find value, find little nuggets within systems, automations, AI tools, what I'm doing in my business—again, back to the case studies thing, using a case study to teach and show other people what I'm doing, kind of like this with my own business—um, that is a highly valuable, highly leveraged activity when I have couple thousands of—I should say that is a highly leveraged activity when I have, you know, 16, 17—I think I'm almost 18,000 followers, subscribers, etc.—across all my networks. I want to also improve each new—with every new YouTube video. So YouTube for me is a high-leverage activity. YouTube videos—it is just wild to me how freaking evergreen YouTube is. Like I created my first YouTube video is a deep dive on Justin Welsh's—at the time was a $4 million funnel; I think he's close to like seven or eight million now—it was on Halloween 2023; it was my first ever YouTube video; it's a 30-something-minute-long video, and that video is still getting 10 to 15 views every single day, and we're a year and a year and two weeks later after it was published. So that never happens in any other social media channel outside of like Medium, Substack, and YouTube. I don't know of any other social media channel or platform that is as evergreen as YouTube. And with all the AI-generated textual content out there, and even, you know, uh AI-generated images and even soon AI-generated videos, a video like this that you're now—you've watched this far along; you must be highly engaged; you trust me; the no-like-and-trust factor is now gone through the roof; my authority and my um intellect is now out there in the public; my expertise and what I do uh it's now solidified with you since you're here this long in the video—and YouTube, in my mind, and video is the only real way to do this. Now I am not a YouTube channel expert; I've only got 300-something followers on there; haven't really taken YouTube seriously until like last month; I was just kind of publishing stuff randomly as I felt like recording, but now I'm on a real holistic YouTube-driven marketing kick where every—with every single video, I just want to improve one little tweak, and I'm going to try and put out three to five videos a week unless I'm recording an hour-and-a-half-long one like this one. But uh, that is a high-leverage activity for me in my content marketing. And then, of course, what else, right? Well, how are we leveraging ourselves? We're finding and recycling the winning content, the the stuff that works. I want to keep using it until it's dead, until it no longer resonates or is no longer valuable.
So now we have our lead gen and sales section. So a lot of people screw this up, a lot of people, and they, you know, it's it's no fault of your own; you essentially are listening to all these content creators—for lack of better words—not business owners, but content creators.
That act as if they are suddenly startup entrepreneur wizards, but all they really are is just marketers. I call them gurus. You know, I got to create a common enemy here, but the gurus will tell you, you know, “stick to one platform, master that one platform,” etc.
Well, the shame of it all is like that stuff used to work, and the people like Justin Welsh, um, Ben Me, all of these other people who grew to massive heights online maybe just using one or two platforms—those days are done, unfortunately. The reason why is they all took advantage of the, um, you know, the PW—I can’t really say it; I think YouTube might ban me or something if I say the word—but the PW that happened during 2020, where lots of people were getting sick. Right? If you remember that, well, everyone was home, everyone was constantly on social media trying to like talk to loved ones and figure out what was going on and, you know, getting news. Well, they took advantage of all of that free traffic, and coupled with the fact that there was like almost no AI-generated content—there was like 5 to 10% of every piece of content you saw was written by AI—they were only done by people who were super technical or who had technical people building those automations for them.
But now that, you know, my grandmother is using ChatGPT, AI content is ramped up. The amount of noise that, you know, there’s only so many impressions to go around uh, for everybody, every new content creator. So a lot of these gurus, they tell you to stick to one place. Do not stick to one place. Please, for the love of God, have multiple email sources—I mean, sorry, multiple lead sources—and collect emails; collect emails and DM the crap out of people. Those are the two places that you only can control the outcome from, and email addresses, in my mind, are going to be the most valuable distribution network for you or anyone that you know to own in the future, once AI starts doing almost everything for us in the next five to 10 years.
So here are my lead sources. Now that you’ve had a moment to think about that and look, look over this visual here:
Client upsells—right, people who pay me money, they’re probably going to pay me more money if I do a great job. So always go back to the people who, right now, are closest to vest, you know, people who know, like, and trust you, but also actually trust you enough with their hard-earned money. Go back to them and upsell them stuff. You know, collect data from them; ask them how, how else you can help them, even if you don’t have an offer to upsell to people. Like, go back to them and actually ask them, “What else would you like? What else would really help you right now?”
Referrals are always great. I wouldn’t build a business and agency entirely just off of referrals, but referrals alone can literally double your business. So many, many people don’t even ask for referrals.
Um, set up bird dogs. A bird dog is when you give someone a, uh, I don’t know, a percentage or a specific dollar amount just for sending you people from their network. And if you take entire—you take control of the entire sales process—they trust you because maybe they’ve already been a customer or maybe they’ve just been a subscriber and a hot lead on your uh, email list for quite some time. Well, give them money; give them an incentive to actually start sending traffic your way. Not only that, but they already know what type of traffic you probably will need, the type of person that you can help. Great source there.
Cold email—so cold email campaigns that I’ve been running, I’ve had them automated now since early in the beginning of this year. It took me a little while to figure out and dial this in, uh, but like end of last year when I was starting this, I was getting pretty terrible results with my cold email, and to be honest with you, I wasn’t really focused so much on it on improving it primarily because I was mostly focused on improving my content and my brand presence online. But cold email is a massive opportunity to help you scale. It will take you a little bit to get set up; it’ll take you a little bit to figure out your, your best message, your the best converting email, um, but positive replies are usually the metric that I, um, that I’m looking to improve, not just replies, because you get—people are like, “You know, stop emailing me. How did you get my email address?” All those things, right? But cold email campaigns allow you to go out to the internet, go to other places, um, that sell leads, sell email addresses, sell enriched data, and they allow you to run automations and send with one email domain that is already warmed up. You can more than likely send anywhere between 10 to 20 emails a day safely, uh, without getting your domain health either throttled or, um, you know, nerfed, as we call it, some of us nerds out there. U but cold email campaigns are very valuable once you’ve got an offer dialed in, you’ve got client results, and you’ve got a very stable backend delivery process and sales process. You can really ramp up the cold email engine and start pushing a ton of traffic into your sales funnel.
Strategic Partnerships—are anyone that maybe is adjacent to what you do. So in my case, right, if I have automations for let’s say solopreneurs, if that’s you know, solo consultants or business owners, well, what if I know of someone that has a community that teaches those individuals how to get more leads, how to close more clients? Well, that person is going to be selling their stuff to my target audience. Well, what if his—his clients need better systems? They need—they’re looking for automations to help them do more things more efficiently? And what if my automation client, you know, they’re—they have the really uh, elite-level systems now, but maybe they’re struggling with one area of the business that this person could really help with, dialing in their offer or their copywriting or something. So strategic partnership is just that, and you want to develop these strategic partnerships over time; you want to really nurture those individuals and make sure that to let them know of how you can help them, and then eventually they’re going to just ask you, “Well, how can I help you?” And again, back to the bird dog thing, I always send people who send me leads, I will always give them a dollar amount for, um, referring highly valuable traffic to me that I end up closing for business. Typically it’s anywhere between 10 and 15%, depending upon, you know, what they close them for, but you know, if they buy a a $4,000 automation from me, well then, you know, $400 to $600 comes your way just for literally sending the person uh, through my sales process.
Upwork—I’ve recently joined Upwork. I’ve been on Upwork in the past, never really took full advantage of it, but I don’t believe in Fiverr, although one of my coaching clients gets some leads from Fiverr, but Upwork is really great, especially if you have an agency. So this is more of the done-for-you style of thing, and you’d be surprised if you offer a service that you think is not like, “no one on Upwork is looking for,” Upwork can be a really valuable lead tool for you, because think about it in terms of a bullseye on a dartboard. Well, cold emails, like, I’m just cold blasting someone and just sort of spraying and praying that the person I’m reaching out to is actually interested and has the problems that I’m looking to solve, but maybe they don’t. But the people on Upwork, they literally go to Upwork ready to pay someone to solve a problem they know they have and know that they can’t solve themselves and need to hire an expert or find a solution. Now, is every—every single lead of the same quality on Upwork? No, of course not. But again, you know, sending 10 to 20 proposals can get you two to three clients versus sending 10,000 emails might get you five to 10 clients. So Upwork is great, and I highly suggest you go on Upwork. I mean, at least send three to five proposals a week in addition to everything else that you’re going to run here. Get on Upw—there’s no reason why you shouldn’t be on Upwork now.
Communities—back to the communities. This could be forums, school communities, Facebook communities, uh, Slack communities, really anywhere where you know your target audience lives is just a—is just a great way to build more trust. Um, communities actually feed your social media as well. Actually, delete that. There we go. Just clicked an arrow there. Communities will feed your social media because you’ll be posting free value in there. People will be DMing you; they’ll be reaching out to you; they’ll find—find your links; they’ll start subscribing to your stuff, especially if they find it valuable. And communities are great. I actually have a lot of strategic partnerships that I’ve developed from just meeting people in communities who are close enough to my audience or have uh, larger followings than me or a service that I know is hyper-valuable to my audience.
So in all of these lead sources, and these are not—this is not the exhaustive list, this is just my specific business model, but um, the client upsells, the referrals, the cold emails, and the strategic partnerships, for the most part, those responses come through to my email inbox. Um, the Upwork has its own sort of online DM platform. Communities, again, and social media, a lot of those leads will actually ping me; they’ll direct message me uh, on those specific platforms, and they’re kind of synonymous with each other, but I like to live in both email and the DMs. I think that that’s where the most uh, value lies in your time; it’s the highest leverage activity that you can do inside your sales process, talking to prospects—such a forgotten anomaly today in a lot of the AI-driven world we live in.
But if you see here, low-ticket offers—so I actually don’t sell anything directly in my posts or my, um, you know, my initial outreach, but sometimes on social media I will run an actual promo and I’ll link directly to the actual low-ticket uh, sales page, the actual pricing, opt-in, get your thing now, like if it’s a $100 workshop, I will link directly to that workshop page and inside a ConvertKit, and that’s where most of my email automations happen as well. Now, again, the email replies and direct messages, well, what am I doing inside of those, inside of that actual um, medium? Well, I’m qualifying and understanding, can someone else help them if they’re not qualified, or are they looking for something that maybe, you know, it’s not a specialty of mine? It’s kind of like a just a side service, value-add, or can I actually help them, which means that they are qualified to go through my sales process? If they’re not qualified, you should absolutely always never leave a prospect, especially one that you’ve built a relationship with—never leave a prospect just alone in the dark saying, “Oh well, that’s it; that’s at the end of my road here with Ryan,” because they’re still going to see your content; they’re still going to actively engage with your stuff; they’re still going to help you grow your business in some way. So the best way to leave a prospect is to just say, okay, in my head real quickly, “I, I have a huge network of business owners and entrepreneurs,” so immediately I’m like, okay, uh, “who else do I know can actually help this person?” Not only am I building, again, the strategic partnership thing, not only am I building more trust with strategic partners to give them value first so that they’re thinking of me every time they come back to me, but it also helps the prospect, the person in my audience who know, likes, and trusts me at this point, but they’re just not qualified for my service or my things. And then I always give them one piece of helpful content of mine, and you see where this leads to more than—typically this will be—let me actually move this to the back range, send to the back. Oh, it’s because this line is gray too, so that’s why I had it like this; that’s why it was like this. But you can see this line here goes directly to YouTube, and you know what, I might actually just move this to this box because, you know, really it could be a Substack article; it could be a YouTube video; it could be something that I know is like, “Hey, you’re not there yet; here’s where I would start, and here’s a piece of content I released that would really help you get you, you know, moving in the right direction to perhaps become qualified so that I can actually help you in the future.”
So if someone is qualified, well, if they’ve bought my low-ticket offer, I’m still qualifying them for more of the sales process because the low-ticket stuff, I’m not jumping on sales calls with people to try and sell $100 workshops; that’s just not an appropriate use of my time; it’s not efficient. But if someone’s interested in a coaching or community offer or my actual automation and AI build services, my agency, well, I consider that high enough ticket to where I want to book a meeting. So I’m trying to qualify them through a a sales-by-chat process that I have or, um, you know, some type of, “Where are you at now? Where would you like to be? Why do you think you’re not there? And what do you think’s missing that you know you need to get you there?” And that’s basically the four sort of qualifying steps or questions in a conversation with someone that I have to like get through in order to book a meeting, and that could take, you know, a couple of weeks to build that relationship; that could literally be five minutes after I post something on social media and someone’s like, “This really hit—this is me; you literally are talking to me.” Someone said in one of my emails I wrote. So once that happens, I know, oh, okay, well, like, “I’m hitting the bullseye now; let’s—let’s talk about it; let’s see if I can actually help you, and let’s see if you are the person whose timing is right, finances is right,” all this good stuff.
So when I book a meeting with someone, if they no-show and I have to rebook, I have a specific follow-up cycle. This is an automation that happens inside of my database that will rebook the meeting, follow up with them, you know, just get back and forth to try and get them in the actual meeting. So the sales call actually happens, and there’s three paths they can go down. We have the “not a fit ever” path, which is this one right here, and if they’re just—if I was way off on the qualifications or what they’re looking for was or what—what they thought I offered was not what I actually offer, um, and they’re not a fit for—for my stuff ever, well, I want to opt them out of my sales funnel, my follow-up cycle, and I want to move them back to the marketing process and again refer them to someone else who can help, because you never want to leave a prospect alone and wondering what to do next. They will remember if you send someone to another entrepreneur in your network, someone that they actually—maybe they’ve known or they don’t know or someone they’re just like, “Wow, I can’t believe Ryan’s friends with that person; like, that’s phenomenal,” or, “Ryan uses this person,” and you actually help them. They—these people who are not your customer, will never be your customer, will send you customers. This happens to me in 20 years; this has happened to me so much more than I can even quantify or count, and it always—it’s like—it’s like when you launch a boomerang and you’re just waiting for it to come back; like, it always comes back to me when I least expect it, and it’s—it’s hilarious how this karma cycle works. But again, just back—I, I can’t harp on this enough: never leave a prospect who you—you spent time with, on a call, booking a meeting, DMing and emailing them; like, you spent a lot of your time; don’t just drop them off at the bus station and expect them to, you know, figure out what to do next. Like, get them to the station; show them where the ticket uh, uh, you know, booth is; right, just get them there; get them as close as possible as you can, whether it’s from your own content, referring someone else, help someone; that’s what this whole ecosystem of business is about.
But what if they’re not a fit, maybe just not right now? So they’re still qualified, but for whatever reason is off—they don’t have the money, whatever it is—but you always want to downsell and have other things that you can—other uh, creative mediums that you can help and that also generate you revenue. Well, what happens if they are ready to move forward? Well, now we have a potential high-ticket client here for my agency, and I have a really cool automation that takes the transcriptions and the AI-generated summaries from Fathom for all my sales calls, and it runs them through an automation that instantly tees me up; it drafts for me a proposal to send to them in PandaDoc. And I use PandaDoc for my proposals because PandaDoc allows me to templatize—ofm.com—the from the transcription, the client info, the pricing we discussed, the potential sol—solutions that I have linked back inside of this automation and their pricing, um, the scope of work, the timeline, like all of the stuff, the problem statement, the solution statement; it gets pulled from the transcript from the discussion from the questions I asked on the sales call and drafts for me a proposal in a scope of work like within minutes, so that way I have five to 10 minutes to edit right after the call; it’s sitting in my inbox in my PandaDoc uh, dashboard, and the potential prospect within minutes. When excitement is high, when they get off the the actual call with me, they get a proposal within minutes; it just shows world-class; it shows you’re serious about your business. And not only that, but I don’t have time to sit inside of PandaDoc generating and writing proposals all day long, so it’s a really cool automation that we have there as well. And of course, you want to always move this person into your marketing process again. So—so once you have an email and a sales call booked, maybe you have some type of email flow, like post-sales call flow, where you give case studies or testimonials or, I don’t know, speak to their problems even more and—and give them some solutions for free. Um, if they don’t sign the proposal, I have a follow-up cycle that happens, and it will resend the proposal just to make sure, and once they sign, we start the onboarding process.
So now let’s dive into the lead and sales automations and systems. So I have cold email campaigns that are running inside of Instantly. If you don’t know anything about cold email again, it’s a very high-leveraged activity that you can have; I mean, literally running in the background that takes me, I don’t know, half an hour to an hour to manage every single week, and I’m getting in touch with thousands of people every single week. Now, they’re very cold; they’re not warm yet, but it’s a volume game; it’s a—it’s a high-leveraged volume play; it’s guaranteed to land you some sales calls.
Uh, my Upwork project notification system—so I’m connected to Upwork’s API, and I have—whenever a new project comes out, I have it feed a spreadsheet for me automatically, so I don’t really have to log into Upwork to do the searching uh, to rely on Upwork to give me an accurate search result about a new project. And one thing that I’ve learned about Upwork so far is that the faster you can reply to a brand new project that gets posted, the quicker you get a response from the owner of that project, and more than likely the higher your chances are to getting hired for that project, especially if someone’s like, “I just need to hire someone now immediately ASAP; let’s go.” That really works well. So I have every—all of the Upwork projects that are relevant for me being filtered and dropped into a spreadsheet for me every single day.
The automatic email replies—so I have a ton of stuff inside of my—slide this over there—we go. I have a ton of stuff that happens inside of my content, like my courses and things like this, where I’m like, “Hey, reach out to me if you’re interested in XYZ in my, you know, ABC product,” and a lot of the automated email replies are, it’s like, “Want this thing for free? Reply to this email and let me know you’re in,” and as soon as…
That email reply comes in well; they're getting an automated email reply from me. That happens with automation. So, for my 5-day free course, as an example, my 5-day free course, day six, you can get the whole—all the automations that you just learned about—you get them for free. All you have to do is post a testimonial saying, "Hey, here's my," or, "I just took Ryan Hutchinson's 5-day course," and then you reply to me in the email saying, "like here's my testimonial, give me my free thing," and you get all of the—you get a total workflow setup videos, how to install, and the automation template pre-built, done for you, that gets automatically delivered to that prospect as soon as I see that they have the testimonial and that they emailed me.
I have a sales-by-chat system as well. This really is more of a system rather than an automation. I do have a custom GPT that knows my entire sales process, my sales-by-chat process, what to say here at this part of the conversation, what to say next, how do I respond to this—all of the stuff. It's kind of the "if-then" statement for my sales system, and I have it inside of a custom GPT, so I can just copy and paste someone's conversation into that GPT, and GPT will tell me exactly what to say next and will give me pretty close to accurate results for my voice, for what to say. I'll edit, I'll tinker real quick, I'll send it back to that person, and we're well on our way for the next step.
I have an AI executive assistant that qualifies a lot of the leads. So just show you real quick, so at this qualification and segmentation section to determine like qualified or not qualified, sometimes it could come through a form—Google form for things—sometimes it's just me doing it in the DMs and direct email responses. But for the most part, um, I have this qualification system set up to where if you don't meet XYZ minimum thresholds, I don't even talk—like I don't even respond to you via email—um, none of that stuff. What I'm trying to do is just filter real quick, filter real quick, filter real quick, have the touchpoint immediately after the filter, and then alert Ryan to let Ryan know what to do next. Do I need to send them to someone else in my network or refer a piece of content to them if they're not qualified? Do I need to immediately hop on a sales call with them if they're qualified? My AI executive assistant will send the meeting link, "Hey, here's Ryan's calendar," um, just like different things based upon the qual—quality of the lead and whether or not it's a high-ticket lead, uh, or someone that wants to get started now or whatever it is, right? But I have this AI executive assistant that handles this stuff for me.
I have a sales call proposal generator automation, which we talked about earlier. So, as soon as the sales call happens, the transcription from Google—from Google Meet, as well as the Fathom transcription—Fathom records all my stuff for me and teases me up a good summary transcription—the automation will prompt an AI model to grab all of the information needed in variables—different variables like cost, project start date, proposal deadline, name of the service, name of the client, name of the, you know, all this stuff—name of the prospect—and it will automatically feed a PandaDoc proposal template that I have. Now, it's not going to get 100% of the way through, and I do have to go through and edit this, but it takes an otherwise 2-hour-long, you know, proposal from scratch process—two to three hours of writing and proposals—and it immediately feeds a template so where I can take 5 to 10 minutes after the sales call happens, fill in or edit the necessary information, give it a once-over, and the literally in 15 minutes after the sales call happens, the prospect gets that proposal sent from me, and it's—it's helped me so much in this process.
And then, of course, my follow-up cycle automations. They are different at different levels for different things, but they all pretty much follow the same principle that—so my top three highest leverage activities for sales, for the lead gen in sales process are: one, I want to be physically communicating with warm leads—you know, people have taken the time out of their day to engage with my content, to reply to an email, to DM me, thanking them for something or thanking me for a piece of content or for some helpful thing that I offered for free. I want to communicate with these people—like they need to know who I am, my personality—they need to know that I'm there for them if they ever need to reach out and want to purchase something or have a question or get stuck on something. That is a high-leverage activity. Helping people is always a high-leverage activity; don't let anyone confuse you differently. We live in a world where personalization and helping other people is so rare that just doing that—which should be a foundational baseline for every business owner—but just doing that can literally send your business into the next stratosphere.
Improving each new sales call. So, again, this is with every new sales call that happens, I want to make sure that I am getting better. I want to make sure that I'm asking the right questions. I want to make sure that I'm doing things that are uncomfortable for me in order to reward or help the prospect move to a decision—not forcing a sale—but, you know, it's uncomfortable sometimes asking for money, asking people to buy things now. I want to make sure that the little things that I'm uncomfortable with—like questions like, "Where you at now with your revenue?"—like that's a very sort of droopy-pants style question, especially if you don't really have—never met the person before—it's a tough question to ask. So I want to make sure that on each new sales call or sales chat, I'm improving with every new chat that I have, meeting every new person.
Strategic partners for me—finding new—finding new strategic partners is one of the highest leverage activities that you can do if you are brand new to business. One great strategic partner that you build a relationship with can literally be an entire lead channel that you'll never have to go find leads again. Would I recommend that happening, uh, for you? No, because then as soon as that strategic partner changes or, you know, the economy fluctuates, that lead channel is gone forever. But it could literally change the trajectory of your business, and for me, I just love meeting new people, I love helping other people, so—and I love making money too, right? So finding new strategic partners is a high-leverage activity for me as the business owner.
So now we're officially out of the sales cycle, and we're getting leads from sources; we're communicating with prospects; we're qualifying; we're just giving value as much as possible to people, and we're selling our services. Now, when someone actually gets the proposal, what's cool about PandaDoc is inside of PandaDoc there is a Stripe integration. So the moment that someone signs the proposal, they're taken to a Stripe checkout page with the actual pricing from the proposal, with the actual invoice, and when that person pays in Stripe—well, new purchase payment process—I want an automation in systems to start the onboarding process for them immediately. Because not only do I have global clients that, you know, could pay me when I'm in the middle of sleeping, um, but when someone pays you money, the buyer's remorse starts almost instantaneously after someone gives you money, regardless of how much work you've done in the sales and marketing process to build the trust. Now you're on the clock; now they want to know is this person who he or she said they were through about the last months, weeks, and months of building the relationship with me, you know, building that trust and that authority with me. So this could be anything from a $7 offer to, in my mind, a $100 offer. Now, this is a one-time fee that someone pays to get something just super freaking valuable that—the goal of these low-ticket things is not necessarily to make a ton of cash or, you know, to infuse your business with this like thing all of a sudden that's just going to stand up revenue and keep your cash flow going, but it's more so to give people a taste as to the value you provide for the amount of investment that you charge. So I'm psychologically conditioning someone who spends $100 on a workshop with me. I want to make it so the person is like, "There's no reason why I shouldn't at least give this guy money for all of the stuff that he's trying to give to me," and that has allowed me to upsell people on medium- to high-ticket services. It's allowed people to send me more referrals, more emails, uh, to refer my newsletter over to them or my 5-day free course over to them. Um, that's how I think about low-ticket.
But once someone purchases and again, once the recorded demonstration and live demonstration take place—let's say it's maybe it's just a recording that I had from the past—they're immediately given file and folder sharing access in Google—this is all happening via automation, by the way—their email gets stamped into my CRM, and the day that they purchased gets stamped next to—in a specific column—gets stamped next to their name, and after 10 days they're given an automatic follow-up to say, "Hey, you've been—you've had this thing now for 10 days, how's it going? Have you used it? Give me some feedback. Any wins? Did I get you a win? Did it help you in whatever?" By the way, I also have XYZ, you know, upsells or whatever it is, and you want to try and collect the testimonial from someone at every stage. It could be a free lead magnet—get a testimonial from a free lead magnet; it could be a low-ticket, a mid-ticket, a community or continuity recurring service—recurring offers—get testimonials at all stages because testimonials help other people to opt in more to your thing, and if you think that testimonials like should only be collected for your high-ticket stuff, think again, because you need all the help you can get from social proof to get as much leads as possible at the top of your funnel. So collect a testimonial even if for a low-ticket. Then again, the templated upsell happens; it could happen in the 10-day check-in, or it could happen after you click the testimonial—really just depends on however you want to set up this flow—and when that upsell is taken, as you see here, well, now it's going to lead them right back into the payment processing for—maybe it's a mid-ticket community and course; maybe they took a one-on-one coaching; maybe they want you to build the service or the thing for them—so that upsell just leads right back into the payment processing cycle.
But what about if not right now? Well, if someone's not interested right now, they get added to the same follow-up cycle that happens over here in order to potentially book a meeting or to talk about more services, offers, you know, clarity calls, one-off clarity calls, that type of stuff. So that's low-ticket, and of course, after that, you know, through that follow-up cycle, when that follow-up cycle is activated, well, again, you want to send them right back into your marketing process, but you also want to use the customer insights, the questions they asked—maybe it was on the workshop, maybe it was in the emails, maybe it was the questions they asked when you tried to upsell them on something—objections—"Not right now because XYZ, my business doesn't need automation because…" Well, that's an objection that's pretty stupid, right? That anyone can come up with. Well, I want to use that back in my marketing process. So I want to use that in my content, I want to use that in my sales pages, my copywriting, my landing pages—really anything—everything and anything can happen—but you're collecting data, and you're reusing it at the top of funnel, at the beginning of your customer journey process because now you're speaking directly to the thoughts, the worries, the anxieties, the fears that they have to help them build more trust for themselves, their brand, their business, and to get to where they need to go.
So let's say mid-ticket. So my mid-ticket is my community plus courses. So let's talk mid-ticket. When someone purchases a mid-ticket, this could be a $500 to $1,000 offer. I even consider as high as $1,500 mid-ticket on some of the services I offer because, again, the goal of each step in this process is to move the customer up the funnel to a higher-ticket offer. So you want to give them—let's say it's the—the two coaching calls—someone might be interested in your coaching offer, but for me, my coaching offer right now is $4,000 for a three-month engagement—maybe they don't have the four grand, maybe they're nervous to spend that on my sort of mid-high-ticket coaching offer. Well, inside the community, if they purchase a founding member offer for $1,500 bucks, not only do they get all of the school community, the courses, the forums, the group coaching, they get everything that comes with the community, but they also get two free coaching calls with me. So my—my time is discounted for them, but it gives them the real-world experience of what it's like to work with me for coaching. So at each stage, at each stage of the value ladder, of my offer ladder, I'm giving someone a little taste or an actual real-world sample of what happens at the next level up. That's important to remember when you structure your offers and everything else. Um, so when someone purchases this, they get automatically added to the school community; they get a templated onboarding email, or in the school community, there's also a forum in there where people can ask questions and such. So there's a pinned post that shows them exactly where to go, how they—how to ask questions and where they can go to get those answers for those questions. I also have, for certain levels of mid-ticket offers, I have individual check-ins that I do. So, you know, if someone purchases a $1,500 offer from me, well, at least once a month they're going to get a personalized DM from me—not automated—but just something that I, you know, have a friendly reminder for myself to do that just says like, "Hey, how you doing? You know, it's been 30 days, it's been 15 days, like are you confused? I saw you haven't logged in in 10 days, how come? Did you not find enough value in here? What else are you looking for?" You want those check-ins to collect feedback, and it's just a—it's just a great way to build relationships with your current customers. Like no one does this—do the unscalable things that are high-leverage, high-reward for your time invested, and they will reward you over time. And then, of course, they get the group coaching sessions as well. Inside my community, I do a—one to two times a month—like every other week—I do a group coaching—sort of whether it's a deep dive or a Q&A—it's really anything; it's kind of student-led inside the community. Anyone can show up and ask questions; that recording gets added to the classroom, and then everybody can view at their own convenience. I also, at a certain point in time, want to definitely collect a testimonial from people after they've been involved in this program or with this offer, and again, you know, I can't harp enough on the testimonials at each stage thing, but collect testimonials, and after that testimonial is in or in addition to the testimonial inside the email, you want to upsell them on something else. So the upsell is, "Will we be continuing, you know, with this service?" Then it's just an automatic payment—payment is collected—or are you going to take the upsell, which leads right back to the new purchase and could be the payment for mid-ticket or high-ticket. And then what about not right now? Well, they're still in this sort of continuing the service thing unless they're just like done with the whole program altogether, and then they move again into the follow-up cycle. You take those customer insights; you use that in your marketing—same repetitive operational workflows.
So let's say they took the high-ticket or mid- to high-ticket coaching offer for me. Um, when someone buys a coaching program for me and they get access to me one-on-one, here's what I don't want to do: I build automations to remove myself and my team, my virtual assistants, whoever it is, from clicking buttons. I don't want to click buttons at all. I have zero interest in creating client dashboards. I have zero interest in sharing documents and folders or creating new folders for them, sharing it with the client. What I have an interest in is this right here: I'm actually going to bold this: **get a quick win and the kickoff call.** Because I know if I have a quick win before the kickoff call happens—and this is hard to engineer—you really have to think about this, and it might even be sort of like custom for each client—like you just don't know how to structure this until you're in the middle of—of running this offer—but I want to get them a quick win. Again, back to the buyer's remorse thing—when someone spends four grand with me for three months, you know, whether it's a—a—a financed payment every month or whether it's that full four grand right up front—like that there's buyer's remorse that happens; they want to know, "Can Ryan deliver on the service that I'm now paying them for?" So you want to get them as quick a win as possible and automate the other stuff in order to let your focus dial in on getting them a win. The kickoff call is very structured; I lay out what to expect; I ask questions that determine what are their goals—not what are my goals for them—what are their goals, and we reverse engineer on the call each week in the coaching calls, "How are we going to get there? What do you need from me to make that happen?" And that's the easiest way for me to take every new customer that comes to my coaching service, collect necessary data to make accurate decisions and to reverse-engineer outcome to reverse-engineer their desired result. Uh, after that kickoff call happens, the entry for, uh, let's say call one or, you know, what to do next—that's all created inside the project management system, which if your automation has already created the dashboard in or the documents or the folders, whatever it is—some repository, some area where you're storing stuff where you can actually give the client access to—to view, to—put notes in there, to—you know, give feedback throughout the week when you're away from each other before the next call happens—whatever it is—you want to have an automation that automatically does that from your side and allows the client to do it from their side as well. Fulfillment happens; the whole coaching program happens; let's say the coaching program is done with, and then, of course, it's the same exact sort of templated workflow here, right? We're sending a templated email asking for continued service—like, "Are we going to continue with the coaching program? We'd really love to have you continuing." Yes, well then we collect another payment; we go back into the PM system to create a new entry for continuing the service onward. Not right now? Maybe the program's done with—not right now? Okay, great. "Can I get a testimonial from you?" Automatically mark the—the project as completed, or you can do this manually yourself. Follow-up cycle—you take those customer insights; you use them in your marketing, and you follow up with them in 30, 60, 90 days to possibly have another coaching service or for other low-ticket, mid-ticket offers.
So now we're at the high-ticket services. AI and automation are my agency's services; we typically provide lead-gen systems, we provide content systems—systems—and we also provide project management style automations for companies that have high-volume processes, uh, and/or a very high level of manual tasks with very low technical capabilities—like recruiting firms, just given my background and my 15-year history inside of recruiting and HR Ops, or um, accounting firms—people who have no real technical desire or skills but have really high volume, especially during busy seasons, and maybe some legacy software or legacy processes that they use to do their operation. So accounting firms are right for that; legal firms are also right for that; small consulting shops—I'm trying to think of who else—even like—I've even worked with a bunch of home remodeling companies; you know, they have to do a lot of marketing, a lot of SEO, a lot of things online, generating a…
A lot of traffic leads; they have to churn through a lot of leads to get, you know, a $40,000 bathroom renovation. So that's my AI and Automation Services for high-ticket. Again, it's—if you look left to right here—for the coaching. Even though I'm working with multi-million dollar, seven-eight-nine-figure companies, I'm still doing the same process. I'm having an automation that creates all the stuff for the client and for me. I'm trying to get them a quick win before the kickoff call happens.
When that kickoff call happens, I want—I want things to happen during that call—and I want to collect data from the client to know am I—am I aimed at the right target for the client for their desired result? I'm creating the entry in the PM system, the project management system. I'm doing fulfillment. I'm recording a delivery video and sending a templated email with their thing that I said I was going to do to the client. Most of these clients are really busy; they don't have time to sit on calls with me all day. That's where a productized high-ticket service really, uh, can sort of supercharge your company to, you know, seven-eight-nine figures. It's when a lot of your delivery process is templated, like in an automation. A lot of the sort of the middle ground of the process is very standardized. But maybe someone uses Notion and they don't use Airtable, um, like I do, or maybe someone uses, uh, Typeform rather than a Google Form like I do. So you're kind of subbing out the front end, and you're also subbing out where it goes in the desired result in the back end. But really, the rest of the automations that I've built over years for clients, they can be reused as reusable delivery assets to the client, and that's what a productized service really does. It eliminates you from creating these highly custom, bespoke-level services that zap all of your time, all of your energy, and even resources—whether it's manpower, technical resources, financial resources, human capital—and you want to create a templatized delivery system for clients.
Now, in my case, if they need a revision, of course, we do a revision, and we get back to the entry being created in the project management system. We fulfill that revision, and we do the same thing over again until it's ready to go, and then we collect the testimonial. Once the testimonial is collected, we mark as completed, and at this point, I'm sending the final invoice for the final payment. So usually, my Automation Services is 50% of the total project fee is due upfront to start, and the moment we mark it as completed and we deliver and everything's good, it's kosher, then when I mark it as completed, I have an automation that sends the remaining 50% of the project as an invoice and Stripe to the client. Now, with that invoice, we also make sure that after we collect the final payment that we're trying to send a templated email to them requesting more work: "Hey, we did great work; let's keep it going. I—I remember, uh, halfway through the project, you said that this was going to be a need in the future. Are you interested in us getting started on this now? Should we wait another 30 days?" Like whatever it is, you can find little upsells and, um, value-adds that you can continually work with with one client, and they've paid you money; you've delivered a great service; you've done all this work. Think about this: you've done all this work. From—let's zoom out, look at this—I've done all of this work. Why would I not want to continually upsell and request more work from the same client? Why would I not want to do that? So don't drop the ball here and just mark it as complete, collect your final payment, and then, you know, start sharing the case study. You want to work with this client until they are completely exhausted of your services, and there is almost nothing left for you to do for them.
So if they're interested, again, what I do is we go—we take them right back to the meeting being booked; we have a sales call, send the proposal and scope of work for the next round of stuff, and then we go through the onboarding process again, somewhat—maybe we're not creating new stuff, but we're—we're basically running through this again. If not right now, the final is the follow-up cycle. We take the customer-level insights that we had from the entire project, and we're now, uh, back in the marketing throws again. We're using this successful customer, along with the journey that we took them on and everything we documented on the process; we're using the testimonial they gave us, and we're using the results that we generated to show at our top of funnel to show brand-new prospects and customers—potential customers who have never heard of me, have never seen me before. I'm using it in my content to be like, "Here's what I do; here's what I just did for this guy or this gal; here's what we just did for company XYZ. If you're interested in this and you have this problem, we—this shows I can solve it for you. You know, book a call today."
Now, on the, uh, delivery and retention, which is this final process over here, right, it really follows the same basic flow structure, but there is a separate automation that happens to onboard, let's say, a high-ticket service client versus a coaching client versus a community customer versus someone low-ticket. They are four very different onboarding phases, and they all have their own separate automations that happen for each one of those, um, and the meeting-to-content-ideas automation. So every meeting I have, whether it's a prospect meeting, a sales meeting, all of that stuff, client meetings, onboarding meetings, offboarding meetings, delivery Q&A, community calls—really anything that happens—I want that to immediately get added to my marketing ideas generator, and I have an automation that will take the transcripts and literally give me potential marketing ideas, potential content ideas from that stuff. The client project completed automation: so as soon as I mark a project complete, um, or as soon as it—something happens—the project is marked complete, then it adds them to a follow-up sequence, or it will, uh, immediately send the upsell email or the request template email—template request testimonial email—different flows for different things there, but these are all happening via automation from my CRM as soon as I click one button. That automation will, um, again, send the testimonial request, uh, or upsell them on different things. And then one of the last ones I have in there is the low-ticket check-in—this is a sort of low-to-mid-ticket—but a check-in email that happens when someone purchases something 10 days later: send follow-up check-in email asking how they're doing, asking the wins they got, asking different things.
Now, in the delivery, retention, onboarding phase, fulfillment phase, the highest three leverage activities for me as the business owner, as the founder, are: one, I want to get clients a quick win—usually it's within the first week after payment. The faster you can do this, the better retention and attrition and referrals you're going to have; just the better overall experience you're going to have with the client, the more things you're going to be able to sell to them down the line—line—because they trust you. So get a quick win—five days really max, first business week, three days is the goal, 24 hours you are like god-tier level at what you do—but try and get them a quick—a quick win immediately within the first few, uh, days—hours after they give you payment. So that is, uh, for me, that is a high-leverage activity is trying to do that stuff for my current paying customers. Two: upselling current customers. Well, if I'm upselling my current customers, I did—again, I keep saying this all the time, but like you see this entire flow, you did all of this work just to get this purchase—all of this work, look at all this purple, look at all this—why would you drop the ball as soon as someone—as soon as you collect final payment down here? Now you got to start this whole—whole process all over again. Why would you do that? Why would you not just want to keep upselling your current customers? It's a high-leveraged activity. Um, productizing and templatizing: try and build a template, a guideline, and a structure around it to where I don't have to spend time after maybe the first two to three times delivering this new service—new thing—I don't want to spend any more time repeating myself with duplicative processes to deliver this service. So I try my best to think about ways, okay, in the last—so I did this three times now, I built this automation three times, and I delivered this for this client three times now in the last two weeks, the last month—where in this process can I build a template for an automation for a system for something that the work that I know I'm going to have to do again is already pre-done for me to where I only have to insert little things here or there, or I only have to insert myself in like one call to be able to—to handle and delivery, uh, or deliver for this client. So productizing and templatizing my current services, or when I create new offers, trying to do that as quickly as possible.
All of this stuff you just learned is all inside of our school community, but I've got hundreds of automations inside of the classroom to where you—all of your setup, different pieces of tech, all of your content writing automations, lead capturing, lead nurturing, uh, data collection, uh, gosh, previous workshops that we've run, automations for beginners, if you're brand new, how to build an AI marketing machine; we got recommended tools, sales funnels, operations and client delivery automations, business strategy, and I'm now creating a client acquisition roadmap that will teach you every single week from day one to day 90 exactly what to do to scale up to 40K a month. That's where my business is today. Um, this is the community that I run that is just for individuals like you, if you're a business owner looking to build a personal brand, build an agency, or build a service-based business using systems, AI tools, and I implore you to come join us. Check the link in the description below. That is it for me today, but I really appreciate you taking the time for this entire deep dive. Again, the Whimsical diagram will be in the description below. I'm Ryan Hutchinson; I will catch you guys in the next one. Subscribe to the channel; peace.