Free Ghostwriting Masterclass (from $0 to $10k/mo)

All right everyone, happy Thursday! We're back. We've been on calls all morning. We've been on PGA calls, we've been on our, our Liftoff calls, which is our backend inside PGA. And now we're doing this free webinar for everyone in the school community. Um, great to meet you all. If you've been using all the free resources in our, uh, Ghost Writers Anonymous School group, um, love to take a quick poll real quick. Drop in the chat, where's everyone tuning in from? I always love, and I know we got people from all over the world. And so it's, it's cool to see. Denver, I love Denver. One of my closest friends is out in Denver. Iowa, it's where my brother went to college. Arizona, I live in Arizona right now. India, wow, thanks for joining us. New York City, London, love London, I love New York. Mumbai, I've never been, but I really, I really want to go. Great. Miami, I just moved from Miami. I lived in Miami before Arizona. Winnipeg, oh, hockey country. I grew up, played hockey. That's great. South Africa, I've been to, uh, Johannesburg. Those was really, that was very pretty, very cool. Um, LA, used to live in LA. Nick, glad to have you in here. Wow, so many good places. I can't even keep up with it. Chile, Italy, I studied in Italy in college for six months. Italy's great. I was in Florence. France, love it. So many great places. Houston, Brussels, Thailand, amazing.

All right, well, thanks everyone for, for joining. Uh, my goal here is to make this the most valuable free webinar you've ever joined in your entire life. So I don't take, uh, I don't take it lightly. I know taking an hour out of your day is a big, it's a big commitment. Um, and so first, just thanks for making the time. And I'm going to do my very best to deliver on that for, for you here. Second, big question before we dive in, because this, this will help me tailor the information, uh, to make sure that this is most helpful for everyone. Drop in the chat if you currently have one or more any writing related clients. So if you currently have one or more clients, say yes or no. Yes, no. Yes, no. No, no. Okay, looks like we're about 50/50. Okay.

So, great. So here's the beauty of what we're going to cover. We're going to cover packaging and pricing. And the beauty of packaging and pricing is that it is, it is probably the most valuable skill and the most important thing that you could do, whether you're going from zero to one, or you're going from one to however many clients. Okay. So even if you don't have a client yet, this is, this is stuff that I really encourage you to implement from the very beginning, because it's going to make your life a whole lot easier. And if you currently have a client, I would really encourage you to, and you can do it on this call as we walk through it, I would really encourage you to try and look for all the areas where you can make these tweaks in your existing offer, so that you can make more money, and work with more clients, be more efficient, attract higher quality clients, all of those things. Okay.

Now, last question before we dive in. And again, this will, this will help me tailor the information. Whether you haven't landed a client yet, or you have one client, or a couple clients, and you're trying to figure out more. Drop in the chat, what is the biggest thing that you've been struggling with? Because I want to make sure that I answer as many of these as possible. So what is the biggest thing that you're having a hard time either figuring out, or it's just not working? Okay. Outreach, qualified leads, finding more clients, coming up with a good offer, confidence. It's a big, big thing. We, we work on with people inside PGA. So I get it. Struggling with the pitch to the prospect, crafting the right message, how to get the actual client, knowing how to approach people, impostor syndrome, consistency. Great. Okay. These are all problems that we're very familiar with, because just like all of you, right? Every single person who has gone through PGA, our premium ghost training academy, had these same questions, these same problems. They weren't sure how to, what the best next step was. They weren't sure how to approach these clients. They weren't sure what to say, when to say it, how often to follow up. So we are very familiar with all of these. Okay.

So my goal is to give everyone here as much context and information as possible, so that you can get started on the right foot. And inevitably, I'm going to tell you what's going to happen. Okay. No matter how much I give you over the next 50, 60 minutes, you are going to have follow-up questions. Okay? You just are. And that is where we can be the most helpful. All right. So I'm going to give you as much as possible in order to get started and get going. And I just want to baseline frame for everyone here. There is no way that you don't have some sort of follow-up question. And there's no way that then, that when you go and implement these things, you aren't confronted with something that you're like, I've never seen that before. I don't know what to do with that. Right? And so I just want to emphasize, like, that is the primary value of being able to be mentored by someone who has already done all of these things. Okay? It's not the, you know, everyone thinks it's like, just tell me the, the DM message that you would send. Fine, I'll tell you. But like, that's not the value. The value is, you're going to send it, and then someone's going to ask you a question back, and you're not going to know how to respond. Right? And that is the, that is the value. That is where we can be the most helpful. So with that frame, thank you everyone for giving me the context. Let's dive in and make this the most valuable free webinar you've ever been on in your entire life. Okay.

So we are going to dig into packaging and pricing. What is packaging and why is it so important with pricing? Okay. For those of you who have clients, drop in the chat real quick, what is your existing offer / how much do you charge right now? Tell me how much you charge per word, how much you charge per hour, how much you charge per month. What do you currently charge? Just drop, drop it in the chat. Okay. $75 bucks an hour. $9.99 a month for various emails. $2K for 12 posts per, per project. Depends on the job. $3,100 per three-page website. That one's not bad. Um, per project. $5K for EC. All right, all right. Connie, I see you've been hanging out. I like it. $75 per three. About $100 an hour. So $600 or a thousand per month. Okay. $279 for a five-part email sequence. A thousand for five LinkedIn posts. Okay.

Um, here's why this is going to be so valuable. The vast majority of you who currently have clients are doing it wrong. And that's okay. That's why you're here. Okay? So I'm going to help you fix that. One of the worst things that you could possibly do as a writer is charge per word, charge per hour. And yes, I guess there are scenarios where you charge per month, but most people do it incorrectly. Okay? If you are charging in one of these three ways, you, the reason that you're struggling so much is because that is the way that you're charging for your services. Okay? So let me, let me explain. And I, I can do this with a very simple example. Let's pretend everyone here is a current business business owner. You, you run a $10 million business. You've got a giant marketing budget and you can spend money on whatever you want. Okay? Everyone pretend. Put your hat on. Pretend that that's who you are. Two writers approach you. Writer A says, I charge $75 an hour. Let me know what you need. Okay? It's how most people think about charging for their services. Writer B goes, I specialize in creating email sequences for fintech companies. And what I do is first audit your email capture system. And by the way, I went on your site and you currently have no way of capturing emails. Then I segment the audience into three sub-audiences. Then we tailor the newsletter using Liquid to speak to all three audiences differently. And then we track conversion rates from the email to your specific product or service. I monitor and set all of this up for you. All I charge is $5,000 to set it up once, and then $1,000 per month to continue to test and manage the system. Which writer is everyone hiring? Drop in the chat. Are you hiring Writer A or Writer B? Every single person here is hiring Writer B. And every single person here is ignoring and not responding to Writer A. Okay? So does everyone, everyone see and understand that?

So this is fundamentally why packaging is so important. Because the first thing that you need to wrap your head around as a writer is that you are not selling your services. You are not selling your talent. You are not selling the fact that you are a writer. Everyone understand that? You are not selling the fact that you can write. What you are selling is a solution to a problem that a specific business has. If you sell your talent, you are a commodity. If you solve problems, you are a specialist service. And this is fundamentally what becoming a premium ghost writer is all about. And this is why so many writers on Upwork struggle because they go, I charge $30 an hour. I'll write anything you need. Just let me know and tell me. And meanwhile, all the premium ghost writers are going, I go to this specific business, I can help you solve this specific problem. I will do all of it. All I need is for you to give me some approvals and I'll run the show. And there's a reason why Writer B makes 10 times more money than Writer A, even if they have the same level of talent. Does that make sense? The skill almost has nothing to do with it. How well you can write has almost nothing to do with how much you earn. Now, I'm not saying a bad writer. I'm just saying how well you write has very little to do with how much you earn. The way that you earn more all is a game of packaging. It is the way that you package your service.

Now, before we move on, this is something that I, I, I want to double-click on. Does anyone want to take a guess? Drop in the chat, why this is so unhelpful for business owners? Because a lot of, a lot of times writers think, well, no, I mean, I, this is my hourly rate and I'm happy to be helpful and just tell me what you need, right? So why, why is this so unhelpful? Charles, you got it. Chat's moving fast. I saw, I saw a couple people say it. The reason this is so unhelpful, and this took me a very long time to learn, is that you are putting the burden on the client. Okay? So Writer B says, hey, I'm not going to put any burden on you. I identified the problem. I identified where the missing link is, where the opportunity is. I can tell you exactly what you need to do to fix it. I can list off all the things I'm going to take off your plate. And I will make it my life's mission that you don't have to spend any time thinking about this. All you have to do is just pay me invoice and I'll take care of it. Writer A, on the other hand, goes, this is how much I charge. Why don't you go tonight after you've worked your whole day, and when your kids are trying to spend time with you, why don't you go spend some time figuring out what to do with me? You just put the burden on the client. And so that is why, that is fundamentally why writers who charge per word, per hour, or the mistake is they say, I charge per month, but I'll write anything you need. So they're like, I charge three grand a month and it's just an open retainer and you let me know what you need. Well, all of those put the burden on the client. And that is why those types of writers attract lower quality, lower paying clients. Okay?

So for everyone here, if you want to attract high quality, really kind, really smart, really fun, really interesting clients who also pay you a premium, you have to get out of Writer A land and you have to get into Writer B land. Quick pause there. Does that make sense for everyone? Drop in the chat before we continue. I want to make, does that click? Okay, good. Because this, it is so simple, and yet this is the fundamental mistake that all writers make. It's, it's like my life's mission is to go and edify as many writers on this as possible. Because when I started, I was Writer A, and I was like, I don't understand how I'm supposed to pay my rent writing blog posts for $20. And then when I understood packaging and pricing, all of a sudden I became one of the highest paid ghost writers in the world. Okay? So I'm telling you that this, this is the separating factor. Okay? So let's continue. Everyone understand this? Great.

Okay, so now you know I need to create a packaged service. So how do you create a packaged service? So first of all, what does a packaged service really mean? A packaged service means you, over and over and over again, it means that you perform the same service, the same way, for the same types of clients. Same service, same way, or the same types of clients. Okay? This is a different way of saying you niche down. Because it is fundamentally impossible for you to package a service if you are constantly doing different things for different people. Okay? So let's go back to our Writer A and Writer B. Writer A, this is what Writer A's inevitable situation looks like, especially as like, your average freelance writer. So they have one client paying them, we'll say $2,000 a month for, you know, four blog posts. Then they have another client paying $1,500 a month for, uh, four weekly newsletters. Then they have one client paying them, you know, uh, $500 bucks per X thread. Then they have one client paying them $250 per call, giving them feedback on their web copy. Drop in the chat, drop in the chat if this is you. If this is some variation of what you do. You have, you have a couple different clients and each one you're doing something different for, and you're doing it at different price points, and they work in different industries. And right. Okay, so at least a handful of people. Okay, you're doing it wrong. Okay, that's why you're here. Good. We're gonna fix it. Okay. If this is what your client list looks like, and for everyone who doesn't have a client yet, I promise you that this is what it would look like if you don't implement what I'm telling you here. This is what this is the future. This is what your life will look like. Okay?

And the reason is because writers, first of all, they don't understand this. And because, because they don't understand this, they live in a constant state of scarcity. So instead of going to a specific type of business and saying, I know how to help you with a specific problem, they create an Upwork profile, they say, I charge $30 an hour, and let me know what you need. And the result of being reactive like that is, first of all, you don't have any pricing power. Right? You, you're essentially saying, hey client, tell me what you need me to do, and I'll do whatever you need. Which inherently means you attract lower quality, lower paying clients. Because you attract lower paying, low quality clients, you feel like you have to take every client that comes your way because you don't know where the next one's going to come from. And so you're always saying yes to whatever thing the person asks you for. Which fundamentally means you end up in a place like this. You're just taking whatever you can get. And when this happens, it might look like you have four clients, but this is where you are actually the least productive and the least profitable. Because each client has a switching cost. Right? Writing blog posts is different than writing newsletters. Writing newsletters is different than writing threads. Writing threads is different than reviewing someone's web copy. Working with one client in health and fitness is very different than another client in fintech, which is different than a client in biotech, which is different than a client that has a marketing agency. And so why you hear that trope so often where freelance writers are like, I'm burned out, I'm underpaid, it's so hard to make a living as a writer. I can tell you exactly why that happens. Because these decisions lead to one negative outcome to the next. And so because you're taking whatever you can get, you end up with this very messy client load.

Now, let me show you what the ideal scenario is. This is what we train every single ghost writer on in PGA. This is what your client load should look like. What is the difference? Drop in the chat. What is the difference between Writer A and Writer B? It's the same service, the same way, and ideally for the same types of clients. Okay? So there's a couple things that happen when this happens, right? So first of all, let's go, the benefits here. What are the benefits of this? So benefit number one, because all the writing is the same, you have minimal switching cost. You don't have to really change how you're thinking when you're going, I'm writing an email. Now I'm writing another email. Right? The same thing's true if you replace this. This could be anything. Here's another example. It's the same thing. There's minimal switching cost. So if you could only take on, now, here, here's where this is important. If you could only take on four clients before because you're so burned out and you're so tired all the time, when you reduce the switching cost, let's pretend that that means you can take on one more client without feeling like you're pulling your hair out. You just got 20% more profitable and you can handle it because you have efficiencies. Right? So benefit number one is, because you're doing the same thing, you have minimal switching cost, which means you have higher productivity, which means you can make more money. Because you have limited resources. Right? You're one person. You can only work so many hours a day. You can only work so many hours a week. So you have limited resources, which means you need to figure out how to make the resources that you have as productive as possible. How do you do that? Reduce switching cost.

Second, you become known for a specific type of service. Okay? The most powerful form of marketing is word of mouth. It's not paid ads, it's not organic, it's not having viral YouTube videos. The most effective form of marketing is word of mouth. If you have happy clients telling other people about you, your business will grow. Right? Now, here is a really easy example as to how powerful word of mouth can scale for a specific thing. Okay? You're all just going to, I'm going to do a little magic trick. You're all going to see it. Is everyone here familiar with Ryan Holiday? Ryan Holiday's work? Anyone ever read "The Obstacle Is the Way"? Okay, drop in the chat. What is Ryan Holiday's category? What is he known for? Drop in the chat. What is Ryan Holiday's category? What is he known for? Huh? Isn't that interesting? Every single person just repeated the same word. How could you possibly become known for something specific if you are providing different things to different people all the time? If one day Ryan Holiday wrote a book about stoicism, and the next day he wrote one about dating, and the next day he wrote one about the the history of finance and macroeconomics, and the next day he wrote. Right? If he did that, and I asked the question, you all would give different words and different answers. The reason that everyone says the same thing over and over and over again is because he's become specific and synonymous with one specific thing. So when you perform the same service over and over and over again, you become known for that specific service. All of a sudden, you're the email guy. You're the LinkedIn gal. You're the, whatever people associate with you. You become known for.

Third, you become known in a specific industry. So let me tell you a little secret. All the course creator people, all know each other. All the big YouTubers, all know each other. All the top ghost writers know each other. All the fintech entrepreneurs know each other. All the people in crypto know each other. All the top people trading NFTs all day know each other. Anyone seeing a trend here? The trend is that the more time that you spend in an industry, the more that you, you become known for that industry. And the more that you meet and understand who the other players are in that industry. Okay? So whenever you see someone really, it's like, wow, they have so much opportunity. The vast majority of the time, it's because they're doing the same thing, the same way, for the same type of client or business in a specific industry. Okay? And so when you're the average freelance writer and you're just doing whatever for anyone whenever they ask for it, you're not allowing any of these things to compound. You have no compounding. Right? You, you don't learn the people that are in that specific industry. You don't learn how to speak that industry. Which leads to the fourth benefit is you acquire what we like to call an information advantage. Okay?

So anyone here, does anyone here currently write in a very obscure industry? Something like, it could be cryptocurrency, it could be agriculture, it could be anything obscure. Forensic science. Okay. Workers' comp, medical billing. That's a great example, Connor. Okay. Workers' comp, medical billing. If you work in that industry, you understand things about that industry that the vast majority of everyday people do not. When you have an information advantage about an industry, your value and your perceived value as a service provider goes up dramatically. Okay? So an easy example would be like, I'm a freelancer and I write anything for anyone. That's Writer A. Right? Writer B is, I've been a ghost writer in the financial world for five years, and I specialize in writing education for finance companies on the internet without getting flagged by legal. Okay? For everyone here who hasn't worked in finance, I've had a bunch of ghost writing finance clients, so I know this. A small information advantage. Part of why financial companies struggle so much to create content is because their legal team is constantly telling them what they can and can't say because they don't want to get in trouble. So if you're a ghost writer and you go to a financial company and you say, hey, by the way, it's not just that I write and I create this content and I help you with this thing, but I actually understand how to do it in a way that your legal team doesn't constantly flag you and tell you you can't say that. Well, how much more valuable are you to that company than Writer A? You're more valuable by a factor of 10. And it's because you have a small information advantage. Right? You speak their language.

So for everyone here, the whole game is to identify where you have an information advantage. Now, does that mean you have to be working in an industry for 15 years? No. Here's a really easy and fun example. I was obsessed with trading Pokemon and Yu-Gi-Oh cards when I was a middle schooler. I could go ghost write for trading card companies because, guess what? I spent six years of my childhood life obsessing over Pokemon cards and Yu-Gi-Oh cards. That is an information advantage. So do you need to be a professional? No. Do you need to have some certification? No. Do you need to have worked in the industry for 15 years? No. You literally just have to know more than the average person. Okay?

Now, I can see the objection and the question over and over and over again in the chat, which is, but Cole, isn't that going to pigeonhole me? Isn't that going to weed out so many potential clients? What if I don't want to get specific? Right? If I told you tomorrow that 10 people wanted to work with you, you would have a panic attack. You actually wouldn't be able to immediately start working with all 10. So the, the default and the faulty belief is that everyone thinks they need more than they do. First, the second faulty belief is really misunderstanding how much opportunity there is in each individual niche. And so here's the irony about niching down. And I've learned this. You know, I've mentored 10,000 plus writers at this point, and I can't tell you how many times I've seen this. Okay, niching down irony. Everyone ready for it? Can't tell you how many times I've seen this. If I say to you, so you say, I want to go after a lucrative niche. Just tell me what it is. And I tell you, here's a super lucrative niche. Go after XYZ. Just, here's the answer. Go do it. If you see someone, if nobody is doing it, you say, that's too small. There's no opportunity there. And if somebody is doing it, you say, someone is already doing it. It's too saturated. So which one is it? Is it that there's no opportunity, or that there's too much competition? And this is the irony of whenever people get into the, I don't want to get specific, I'm not going to have enough opportunity. It's, you're, you have two opposing things fighting in your brain at the same time. Okay? So which one is it? Is it that there's no opportunity, or there's too much competition? I'll give everyone here a really great example. Anyone here listened to the, uh, the podcast "My First Million"? They had a guy on there, his name is escaping me. He was talking about his paid newsletter business, and he has a paid newsletter in the agriculture space. And it's a paid newsletter that specifically talks about marketing in agriculture. How do you market a farm? How do you market new products and services specifically in agriculture? I'm sure this is a blended number from other parts of his business. The paid newsletter does $20 million a year. Everyone hear that number? That's a very specific niche. And if I told any one of you, hey, I bet you would go make millions of dollars if you went after agriculture marketing. 99.9% of you would say back to me, that's too specific. Specificity is the key. Specificity is where all the compounding is. Specificity is where you differentiate yourself. Specificity is how you become known for a niche. You own that. Everyone continues to refer to you over and over and over again.

Okay. Now, here's the irony of specificity. I don't have the book on my desk. If anyone has read the book "Positioning" by Al Ries and Jack Trout. Okay. Now, here's the irony of of specificity. Specificity is like a constellation. Wow, I can't spell today. So here's what that means. So people think that by getting more specific, you're weeding out opportunity. Yes, that's true. And no, it's not. Okay? So I'm going to explain why. Let's pretend that you decide my niche is going to be, um, ghost writing, um, email sequences for real estate professionals. Okay? This is really specific. And the industry we're, we're going to say is real estate. Now, here's the, here's what's interesting about specificity is that it actually acts more like a constellation. Meaning, the thing that you choose to get more specific about actually allows you to attract other tangential audiences. But there's an unconscious assumption that because you are specific, that means you know what you're doing. And the person who is the tangential audience draws the parallel and assumes that you can also help them. So that is why I say getting more specific means less opportunity. Yes and no. It doesn't. Because if this is where you get specific, who are the other tangential opportunities that this might attract in a constellation? If anyone wants to drop them in the chat, go for it. I'll rattle some off here. If you say real estate, you're probably also going to attract real estate investment funds. People who invest in real estate. You might attract crypto or blockchain real estate companies. You might attract real estate agents. You might attract real estate training companies. People who train real estate agents. You might attract lenders. Yep. Airbnb owners. Title companies. So wait, but Cole, if I get more specific, I don't have enough opportunity. Really? You have more opportunity than you could possibly wrap your head around. Even just one of these, one of these is enough for you to build an entire career. But there's an irony about getting more specific where the more narrow that you say you go, the more naturally you you attract these people in this surrounding constellation. Because they assume if you say that you can help this group of people, well, we're sort of similar. I bet you could also help us too. So you are really not limited whatsoever.

Okay, quick pause. Does this make sense for everyone? And is this helpful? Are these things that are helping you think through, okay, what is the right way of going about this? Yes? Good. Okay. I told you my goal was to make this the most valuable free webinar you've ever been on in your life. So I'm trying to compress 10 years of hard lessons I've had to learn in here for you. Okay? So all of this on the industry and niche side is really, really important.

Now, let's just, let's just rattle through some of the ultra other faulty beliefs and questions that I know are out there. Okay? So one is, how do I pick something? Well, the first thing is, you just look at your own personal interests. You start with what jobs have you held? What careers have you worked? What are, what are things that you're personally interested in? How did Ryan Holiday decide to start writing books about stoicism? He really liked reading Marcus Aurelius. It is literally that simple. Okay? So you don't start with, how do I find a niche or an industry by going, everything is an option. No. You start with where you have some information advantages. Where have you worked before? If you've worked in that industry, you probably have a small information advantage. You should start there. Right? If you have a personal interest in something, if you're a hobbyist, you should probably start there. Right? Okay. But here's the follow-up. But I have too many interests. Okay? So first of all, pick one. There's no right or wrong answer. You just pick one and get going. Second of all, is what you do is you stack rank them and you look for the one that you know the most about. Because sure, I'm interested in a lot of things. That doesn't mean that I know that much about them, right? So for everyone here who's asking the question, I want to make money as a writer and I would like to make money as quickly as possible. The answer to that question is, start with what you already know about. Then over time, sure, if you decide you want to move to something else, by all means, go for it. Right? You can do that. This is not a marriage decision. But all of the compounding and all the rewards come from people who specialize. Period. Full stop. End of story. That is the summary of the game.

Okay. So then follow-up question. Yeah, does your content have to revolve around the industry? Doesn't have to, but would that make your ship sail faster? Probably, right? So my goal, and this is something I talk about all the time inside our premium ghost training academy too, with other writers. My goal is to tell you, look, here are the ways to think about these things. Now, obviously, you can make whatever decision you want. But my goal is to give you these different containers of how to think about it. And something, you know, I've spent the past couple years thinking a lot about this. And something that I notice writers really, really, really struggle with is on one hand, they say, I want to write what I want to write about, and I want to write what I'm super passionate about. And on the other hand, they say, I want to make money as quickly as possible. And the answer is usually not both of them. Okay? This is, this is a really hard lesson that you're all going to have to learn. Writing for passion is 100% okay, and I encourage everyone here to do it. But you can't say, I am the most important person in the room. I want to do what I want to write about, and why aren't other people paying me? You can't say that. Right? If you want to make money as quickly as possible as a writer, you are not the most important person in the room. The client, the potential client, the industry that you want to serve is the most important person in the room. Okay? And this is coming from someone who my degree is in fiction writing. My college degree is in fiction writing. I love literature. I don't read the New York Times bestseller life, life help, whatever books that's trendy. Like I read Dostoevsky. Okay? I am a hardcore purist when it comes to writing and creative writing and literature. And I have separated in my brain that I can't wake up every morning and go, I want to write what I want to write about. I don't understand why the world isn't rewarding me. If you want to do that, go do that. But don't turn around and say, why aren't I making any money? Okay? This is a lesson that took me 12 years to learn. So that's why I'm harping on it. Because I know that fundamentally, buried beneath all of the other faulty beliefs, this is the core problem. The core problem for every writer is, I want to be fulfilled and I want to make money. And very rarely is there an overlap. Now, sometimes there is an overlap. Sometimes an overlap occurs as you get better at something. I am incredibly fulfilled with the work that I do. I love doing these calls and sharing and teaching other writers. I love creating digital products. But I also love it because I've gotten really good at it. Right? That's what happens. Fun fact for everyone here, by the way. This is James Patterson's entire story. James Patterson grew up loving literature. He studied English. And then James Patterson realized, you know what? Me writing short story anthologies isn't how I'm gonna buy a jet. So what did he do? He went and decided to write commercial fiction and mystery and thrillers instead. And now he's worth $800 million. Okay? So you have to start from a place of what is my goal? And these are two fundamentally different goals. Okay? So I think it's important to trace all of that.

Now, let's go back to everyone on this call. If you are on this call, that means that you probably want to figure out how to monetize your talents as a writer. You want to get into writing. You want to have writing as a side hustle, a lucrative side hustle. Maybe you're already writing full-time and you want to make more money. Maybe you want to pivot out of your career and then make writing a full-time income. Right? So if that's true, we're going to put the, I want to write about this thing over here because I'm passionate about it. We're going to put that away for a minute. Okay? If you want to keep a journal, go for it. But we're gonna, we're gonna put that away. And instead, we're going to talk about how you make money. Okay? And so all of these things are important to understand if you want to make money.

Now, here's the most important part, and this is where it all ties back to the packaging of the service. Can you serve more than one industry? Sure. If you specialize in one industry, could you help someone else in a completely different industry? Sure. But the most important part of packaging and pricing is that you provide the same service or related services. Okay? Now, let me explain why. When you're coming up with an offer stack for a service, the bottleneck to creating a valuable offer stack is understanding all the pieces that go into it. So we're going to do a little exercise real quick. And I'm trying to think, um, anyone that's on the PGA team, if you're on this call, to drive home the point, I want you to participate too. Okay? So everyone, real quick, drop in the chat a bulleted list of a quick offer stack for what you would help someone with if you were going to write an educational email course for them. Drop in, drop in the chat, couple bullets. What is your quick offer stack if you were going to build an educational email course for a client? What are you going to help them with? All right, I'm going to go out on a limb and I'm gonna say that everyone except Jacqueline has never done an educational email course for a client before. Is that true? It's okay. It just proves the point. Yeah. Okay.

So here's, here's why that is such an important and revealing exercise. Is because again, there's Gabrielle, that's exactly right. I don't know what to answer. You shouldn't know, right? Of course not. Because you haven't done it yet, and you haven't dug into that yet. And part of the irony about what freelance writers do is they go, I will write anything for anyone. And as a result, your level of understanding on any given service is like a fraction of what is possible there. You have an extremely surface-level understanding. Right? When you pick a service, right, when you pick a service, you start to understand all the little nuances that go into it. Okay? So for example, if we pick a, a service, let's say I'm going to go, I specialize in creating educational email courses for, um, online course creators with products that are $350 or less. I guess that symbolizes. Okay, so super specific. This specific service for this specific person. And even not even all of them, just you have to have a, like a async product selling an async product, $350 or less, right? More specific, more specific, more specific. The entire key to sales, quote unquote sales, is actually has nothing to do with sales and it has everything to do with education. And the way that you educate a prospect and the way that you educate a client is by telling them all of the things that go on inside that service. So that's why that little exercise is so important. Because notice how if I were to say, hey, what's part of this service? If you don't know, how are you going to list out all the things that go into it, right? And the thing to remember is that this is actually every client. Every client doesn't know what goes on inside these services. So why you pick one and why you specialize in one is because then you start to have an information advantage in that one specific service, which allows you to speak to it more compellingly, which allows you to educate the client, which makes it more likely that they want to work with you. Okay?

So let's go through this. We'll go through it one more time. Writer A says, I build you an opt-in. That's about all they understand. Surface level. It's all they understand about this service. Writer B says, here's everything I'm going to do for you. First, I'm going to come up with a compelling offer for a five-day free email course designed to attract your target reader. I did some research. I can see from your website that you are targeting this reader, uh, in this industry, at this experience level. So that's who we want to go after. Then I'm going to assemble an outline of the five-day email course. I'm going to pull insights from a recorded interview call with you and I'll fill in the gaps with my own research. Then I'm going to set up the landing page. I recommend using Carrd. We can get this set up very quickly. Carrd isn't very expensive, etc. Then I'm going to set up ConvertKit. This is where we'll host all the emails and and build the automation sequences. Then we'll do a final review. And after all the copy has been finalized, I will load into ConvertKit and set up the automation. And then to launch, we will execute, uh, a viral drop strategy that I've found to be really effective on your LinkedIn. How could you possibly know all of those things if you say that you provide every service for every person in every industry? You can't. You can't. And that is why writers that specialize are the ones who attract those types of clients the most. Because they can get on a call with a client and articulate to them, these are all the things that I'm going to help you do. Right?

Now, here's a really powerful and important follow-up question. So Carolyn, this is a great follow-up, asks, but what if your only skill is writing? What if you don't know how to use ConvertKit? What if you don't know how to do these other things? Welcome to the future of digital writing and ghost writing. If you want to increase your value as a writer, you can no longer just be a writer. Everyone here understand that? Especially if you add in AI and just multiply what I said by 10. If you want to make really great money as a writer, you cannot just be a writer. Daniel said it in the chat too. Yeah, more skills, the more skills that you have, the higher your earning potential. So if you go, I'm just a writer, you're way down here. If you're like, I'm a writer who understands how to also use ConvertKit, you're up here. If you're like, I'm a writer who understands ConvertKit and I know how to set up automation sequences, you're up here. If you're a writer who knows how to use ConvertKit and set up automation sequences, and you also understand how to use Liquid, you're up here. Okay? So you can think of it, it's very simple. There is a direct correlation between the amount of skills that you have and the amount of money that you make. So for everyone here, right, it's like, why does PGA exist? PGA exists because we go, well, we're not just helping you become a better writer, but like, that's not even the most valuable part. It's the fact that we give you all the other skills. Well, now you know how to use ConvertKit. Now you know how to set up automation sequences. Now you understand how to set up landing pages. Now you understand how to create free valuable offers. Now you know how to use tangible copy when you write those offers. Now you understand packaging. Now you understand pricing. Now you understand how to speak on sales calls. Now you know how to overcome objections. Now you know how to answer client questions. There is a direct correlation between the amount of skills that you have and the amount of money that you make. And again, one of the biggest mistakes that I see writers make is they spend their entire lives thinking that the game is about getting better at writing. And I hate to break it to you, but unless you're trying to write the next Pulitzer Prize winning novel, that's not the game. If you want to make more money as a writer, it is not about becoming a better writer. If you want to make more money as a writer, it is about acquiring all of the other tangential skills that increase your value. Okay? Does everyone, everyone understand that? All right.

So when you are thinking about building a packaged service, here's really, let's distill it down into a really basic checklist. Okay? The thing that you want, I'm going to pull this from here. Same service. Here are the services that I would recommend if you want to make the most money possible as a ghost writer as quickly as possible. The big three are: you build educational email courses, you write weekly newsletters, or you create social content. And I would focus on X or LinkedIn. The fourth and the nuance, the more advanced one would be like, uh, advanced email sequences. So these, I, I would do this later after you've done the big three. But the more advanced, this is where you would have like book a call sequences for sales organizations. You might have FOMO sequences going into like a cohort-based course or a product launch. You might have like a 10 or 20 educational, uh, email sequence going into a product launch. There's all sorts of other. You might have an abandoned cart sequence. There's all these other advanced ones. The big three, the three where you make the most money as a ghost writer are these. Okay? Educational email courses. We train people inside PGA to charge five grand per EEC, and then we tell them and show them how.

To upsell them onto other services, weekly newsletters, you're usually looking at four newsletters a month and usually in the ballpark of like three to five grand per month. We've had, um, we've had people in PGA charge more than that, though. Seven grand a month, eight, eight grand a month. And social content, it's usually some blend of like one short-form per day and two long-form per week, and usually in the ballpark of like four to 7K per month.

Okay, so this is the first part. You want to pick a service and you want to specialize in it. You want to get really, really good at it. The same way, this is the important part. You want to list out all the things that you do inside that service over and over and over again for people. Okay, so if you pick educational email courses, you're like, this is my checklist. These are all the things I do for you. If you write weekly newsletters, you make a list. These are all the things that I do for all of my clients. Standard procedure. If you write social content, you make a list. These are all the things I do for all my clients. Standard procedure. FYI, inside PGA, we literally just give all this to you. We're like, this is the service, this is how much you charge, this is the offer stack, this is what you say on the sales call. Like, we just give it all to you.

Okay, now, here's the important nuance. Around the same way, you want to avoid what I like to call custom orders. So this is where a client walks in and goes, yeah, I would love for you to write my weekly newsletter, but I was wondering, could you also add in infographics? No, no, no, no, no, no, no. Because now you're not offering a package service anymore, right? It's like going to McDonald's and, and everyone's like, I just want to, you know, a cheeseburger, a cheeseburger, a cheeseburger. And then one person walks in and it's like, is there any way that you could take the meat from the cheeseburger and make me like a spaghetti bolognese? Right? It's like, technically, I guess could you? Yeah, but like that's not what you would do. And that's not what the restaurant would ever do, right? And yet, this is what writers do every single day. The writer's like, I run a shop that does this. And then someone walks in and it's like, could you do the exact opposite of that? And they're like, you know what, why not? Why not do something completely different for you? And you don't realize that you just cut the efficiency of your one-person writing business in half. Okay, so the same way is you want to avoid doing custom orders.

Okay, and then the same types of clients, you ideally want to perform the same service, the same way, in the same industry, over and over and over again. This is how you become known for a niche that you own. And again, I just want to reinforce for everyone, there is a constellation surrounding any industry that you. So just because you start digging into a specific industry doesn't mean that you weed everybody else out. You have to look at the constellation and what are all the tangential opportunities that hover around that industry because you can work with them too.

And when you have all of this, this is what makes it very easy to just say, and I charge $5,000, or and I charge, you know, $4,000 per month. You've given all this context to the person, and then it becomes very easy. It's like, do you want me to take care of all of this for you? If so, it's five grand. Cool. Sounds good. That is way easier for the client than saying, I charge $75 an hour. What would you like me to do? Because the client doesn't know, and it's your job to educate them.

Okay, so is all this making sense? Is this helpful? Drop in the chat. Is this a new way of looking at things for everyone here? I don't, I, if, if you've been making these mistakes, or if you're currently making these mistakes, I don't fault you at all. Nobody explains this to you. No one teaches you this. These are all things that I had to learn on my own. Took me a very, very, very long time. It's very hard. And that is why I'm so passionate about helping other writers not make these mistakes because these were literally life-changing for me. I went from living in a really, really dumpy apartment in Chicago, making minimum wage, trying to build a side hustle selling blog posts for $20. And then all of a sudden, I started to understand packaging and pricing. And I started to learn about this. And I repositioned myself as a ghostwriter. And I started selling the same package service over and over and over again. And I generated millions of dollars.

What, when I built my ghostwriting agency, our ghostwriting agency scaled to $180,000 per month. We had 23 full-time employees, half writers, half editors, and like two or three salespeople. We had 60, 70 clients at any given time. And we did one thing. One thing. We wrote 800-word thought leadership articles for startup founders and CEOs. That's it. We didn't, we didn't do landing pages. We didn't do email sequences. We didn't do opt-ins. We didn't do sales letters. Now, I've done all of those things over the years. I've, you know, I've had my own clients where I did that. But we grew my agency to millions of dollars in revenue selling one service.

So whenever people say to me, no way, if I get that specific, or I only do one thing, I'm not going to have enough opportunity. That you just, you have a skill gap and you don't know it yet. Because I promise you, you could build an entire, you could, you could build a multi-million dollar ghostwriting agency just doing EECs. You could build a multi-million dollar ghostwriting agency just doing weekly newsletters. You could build a multi-million dollar ghostwriting agency just doing social content. You could build a multi-million dollar ghostwriting agency just doing social content on one specific platform.

Okay, so it's not that the opportunity doesn't exist. It's that there's all these other skills that you need to build in order to unlock those opportunities. And those skills are not just, hey, I got better at writing beautiful sentences. That's not what the game is. The game is about specificity. It's about information advantage. It's about niching down. It's about creating a productized service that you can offer over and over and over again. It doesn't change. Every client has the same standard procedure. It's about learning how to articulate these benefits. It's about understanding when a client hits you with an objection, what do you say? Right? It's about overcoming all of these same faulty beliefs that you have. I had them too. That are making you sit there and go, well, there's no way I could do this $5,000. No way. No way someone could afford that. I'm here to tell you that that is just fundamentally wrong. There's a gazillion businesses out there that want to, that want to pay you that amount of money. The problem is that you need to be the one that goes to them and says, I'm not hedging. This is what I specialize in. And when you stop hedging and you stop thinking that you need every opportunity on planet Earth, the right opportunities then start coming to you because you understand how to speak to it.

Okay, so we've gone a little over an hour. We've covered a lot. Any questions that I haven't covered? I'm sure there's tons, but I don't, I don't mind hanging around for a little bit and answering, uh, any questions that that people have. Drop them in the chat. Yes, there will be a replay. We will distribute this. You're welcome to watch it as many times as you'd like.

All right, let me, let me pull a couple of these. All right, so Jonathan, question about selling outcomes. Writing thought leadership articles, want to focus exclusively on that, but delivering an article isn't an outcome. Okay, this is a cool question. I don't even need to read the rest. I understand it. Um, we, we have been covering this for the past like three weeks in PGA. It's a great question. So the thing that a lot of ghostwriters don't understand is that when it comes to educational assets, thought leadership articles, educational email courses, weekly newsletters, social content, right? The outcome is very simple. You don't have an opt-in. Now you have an opt-in. You aren't creating social content. Now you're creating social content. You don't have a weekly newsletter, or your newsletter isn't consistent. Now you have a weekly newsletter. So much of the, the internet game, you have to remember, the first step is that most people aren't even in the game. They're not even playing. And so a lot of times writers think that they need to promise like, I'm going to get you X amount of leads, or I'm going to get you X amount of customers, or I'm going to, I'm going to guarantee that I generate X amount of revenue. You don't have to. I tell this story all the time. I built my entire agency by not promising a single outcome. Not one. I never said I guarantee you this amount of views. I never said I guarantee you this amount of email subscribers. The only thing I said is that you're a founder. You want more people to know who you are in your industry on the internet? Correct? Yes. Great. Right now, you're not doing it. We're going to help you do it. That is the outcome. You are not playing the game. Now you're playing the game. Okay. It is so simple, but it is a very hard thing for a lot of people to understand, especially when you're, when you're pitching and working with startup founders, or high net worth individuals, or business owners of sizable businesses. Okay, the outcome is that they just aren't doing it.

Um, yeah, this is a good question. Pricing per month or by asset and outcome. So if you're selling something like an educational email course, it makes more sense to, to price it per, uh, asset. So that's why we train writers to charge $5,000 to build an educational email course. It's like a project. There's a defined start and end. Other things like a weekly newsletter is something that's recurring, right? Or social content, it's recurring. Like once you start those things, they are recurring. Advanced email sequences are more of projects. It's like, I need you to build me a book a call sequence, or I need you to build me a FOMO sequence, right? So it depends on whether or not the thing is a project or a recurring service. And the whole key is, it's not that there's a problem charging per month for a recurring service. You should do that. The mistake that writers make is that they set a monthly retainer and then they go, let me know what you need. And now it's not a product service, a productized service anymore. So you can, you can charge per month, but you have to be very clear. I charge four grand per month. I write four newsletters for you. Inside each newsletter are these things. And that's the service. So if you hit me up asking for help to write your company's press release, I'm going to say no. Okay, so it has to be a productized service.

Um, so when you say do not take custom orders, does that mean we only write and leave the design for the company? So this is where it depends on your service and, and on your offer, right? You, you might make your offer, hey, I specialize in, in, uh, writing and creating, um, visual weekly newsletters. So not only do I write it, but I also work with Canva, or I work with, you know, AI, or I have like another contractor I work with, and we actually build visuals to, uh, visualize the different things that we explain in your weekly newsletter. You might come up with that and go, that's a cool differentiated service. If that's what you want to offer, then by all means, offer it. But just productize that and say that's what I do for every client. Because that's then what allows you to build efficiencies, right? What you don't want to do is say, I write weekly newsletters. And then one client comes and says, hey, could you actually visualize some of these in our newsletter? Well, now you're asking me to make you spaghetti bolognese, right? And it's not a product service anymore. So you have to create the discipline of saying, this is what I do, and this is what I don't do.

All right, yeah, so the whole, uh, removing the why hire a writer if AI can do it. For every person here, if you want to increase your defensibility and increase your defensibility as a writer, I'm telling you right now, the way to do that over the next 10 years is all of the tangential skills around building these different assets, not just writing them. Now, obviously, there's still value in the writing, right? But AI is going to, AI is your friend. AI is going to make you more productive. But the thing that is going to be harder for business owners to replace is they can't really open ChatGPT and say, hey, could you create me a card account? And then could you also set up this landing page? And then could you also connect it to ConvertKit? And then could you also set up the automation sequence? And then could you also set that? That's going to be hard. And even though I can already see signs where, you know, pretty soon we're going to have agents and operators and, and AI tools that could probably even help with that. I'm telling you, there, it's going to be 1% of companies on planet Earth that are even going to know that that's possible. Most people don't even know that you can set up a filter in their Gmail. You think they're really going to know, like, how to set up an AI agent to connect multiple platforms? No. So it's not like all these things are going to evaporate tomorrow. But the way that you make yourself more defensible is that you acquire these other tangential skills. You're not just a writer anymore.

Okay, this is a good question. Do you send out a rate card or discuss it over a call? If you are sending out a rate card, you're probably doing it wrong. No, no, no, no, no, no, no. The thing about price is that price sits in context. Okay? There's, there's a joke in the, the luxury world where it goes, how do you sell a $10,000 watch? Anyone want to guess how you sell a $10,000 watch? You put it next to a $100,000 watch. If I tell you that this watch is $10,000, every person here is going to go, that's really expensive. But if I put it next to a $100,000 watch, all of a sudden that seems like a pretty affordable watch, right? And so the whole key with pricing your services and explaining the value, this is the last, this is the last thing I'm going to give everyone here because we could, we could talk about this for hundreds of hours. Okay, this is the last thing I'm going to give everyone here. Before you tell someone how much it costs, you have to first ground them in the problem and the opportunity.

So I'm going to give everyone here, this is high level. This is like the outline of the script that we, we train all writers in PGA on how to execute. When you go on a sales call, this is the high-level outline of what you would speak to with the client. You do not say, hey, here's my rate card, here's how much I charge, let me know. No, no, that's like the biggest mistake you could possibly make. You never say the words, let me know. Okay? Instead, here's what you do. You go to the client and you say, problem. I took some time and, and I identified a problem that is probably either costing you money or leaving money on the table. Okay? It's either upside or downside. Cause of the problem. This is what's causing it. I know why it's causing it because I've seen this problem over and over again. You specialize, right? Consequence of problem. If you don't fix this thing, here are the ultimate negative bad things that happen. Solution. Here's how you solve this problem. Benefits of solution. When you solve this problem, good things like this happen. Ultimate positive outcome, which means you can finally XYZ. If the, if the prospect doesn't understand and isn't educated on the problem, they can't care about the solution.

And say that again. If the prospect doesn't understand the problem, they can't care about the solution. And so what writers do is they go to people and they say, hey, I'd love to perform this service for you. And they skip this and they go straight to solution. The person can't care about the solution until they first care about the problem. Okay? So the whole game is you get someone on a call. And again, in PGA, all we focus on here, here's how to do that. Here's how to reach out to people. Here's how to identify people. Here's how to prompt the call. Here's how to get them on the call. Here's what to say on the call. But the whole game is, here's this problem that I've identified. I'm going to make you aware of the problem because most of the time it's a problem the client didn't know they had, or a problem they know they have, they just haven't gotten around to solving it. It's always one of those two things. And so you have to get them to understand the problem and really ground them in the urgency and the value of the problem. Because once they care about that, then they care about the service you provide.

All right, so let me, uh, just to wrap things up here, let me rattle through this little script here and show you how this works for a service. Okay, so let's pretend I was, I was pitching another, like another course creator who has some sort of program. And I go, hey, I took some time to to poke around your website. I see that you have a, a 30-day coding boot camp where you teach people how to code using AI, and you do it. It's a cohort-based course. That's really cool. The problem though, is I went on your website and the opt-in is that it just says subscribe to my newsletter. So I don't know if you're aware, but that's really not an effective opt-in. But when people just say subscribe to my newsletter, that, that conversion rate is usually like 1% or less, right? The cause of the problem, like that's why you're not collecting as many emails. So you have a great cohort-based program, but you have all this web traffic, and most people aren't converting. They're not typing in their email. How are you ever going to contact them? And as a result, I'm guessing that every time a cohort rolls around, you feel like you're constantly trying to chase customers, right? You might even be spending money on paid ads. Why are you doing that? You have a ton of traffic to your website, you're just not collecting any of the traffic. You're not getting, you're not incentivizing them to type in their email. But I can tell you how to solve that problem, right? If you want to increase the conversion rate of people on your website, you want to go from 1% to 10, 20, 30%. You should build something really valuable like an educational email course. What are the benefits? The benefits of having an EEC is that now you can educate people on autopilot. So they type in their email, and all the questions that they would have about your coding boot camp, we could actually answer them over the course of a handful of emails. And when we do that, we are not only collecting more potential customers for future cohorts, but we're educating them. And so that means when the next cohort comes around, they are more likely to want to sign up because they understand it. That is not sales. Everyone, that is education 101. And so anyone who thinks, oh, I have to go be salesy to land clients, you don't know how the game works. It has nothing to do with sales. It has everything to do with education. And once you educate the client on a specific problem that they have, the very next question they ask you is, is that something that you would be able to help me with? And then all you have to do is say, yeah. And then you go right back up here and you go, yep, this is what I provide. These are all the things that I take off your plate. Here's the whole productized service. I specialize in this. I only work with companies just like yours. And I do all of this. It's a one-time project, usually takes about a month, 30 days, and I charge $5,000. And that is the secret to making money as a writer.

So was this helpful? We're going to break. Daniel, if you want to, if you want to drop some resources for people. Is this helpful? I said my goal was to make this the most valuable free webinar you've ever been on in your life, and I hope I delivered on that. Awesome. I'm glad. There's a lot in here.

All right, so I'm going to tell every single person here what's about to happen. Okay, here's what's going to happen from here. And I know because again, I've lived this and I've watched a thousand plus writers go through this. So I, all of this is just ingrained into my brain. Let me tell you exactly what's going to happen from here. 50% of you will get off this webinar and go, that was really interesting. And then you're not going to do any of it. And that's okay. Right? So that first 50%, your primary bottleneck actually has nothing to do with the information and everything to do with, you need someone to hold you accountable. That's the primary bottleneck, right? And if you would like, you can continue telling yourself and watching motivational YouTube videos and saying, you know, if I just hype myself up a little bit more, I bet I'll do it tomorrow. If you feel like that's what you need to try and do, again, by all means, go for it. Do it. You know, if you, if, if you could have done it, you probably would have done it already. But if you want to try again, go for it. Or you can let us hold you accountable. So that when you hear these things and you go, wow, that's really interesting. And you just need someone to constantly go, hey, why aren't you doing it? Hey, why aren't you doing it? Hey, why aren't you doing it? Right? That, that is the primary value that we would provide you.

That group of people, the next 30% of people are going to get off this call and they're going to go, wow, that was really helpful and that was really interesting. And you're going to go and try and execute 1% of this. And you're going to run into the tiniest bit of friction. It's like, it's like you're riding a bike and you go over like a tiny little hill and all of a sudden you like feel the bike go, right? I'm not talking about running into a brick wall. I'm just saying, just a little hill, right? Just a tiny little hill. And you're going to freak out and you're going to go, oh my God, there's no way this works. This person sent me back a negative message. I don't think I can do this. This, no way Cole was wrong. It doesn't work for my niche. It doesn't work for my industry. Insert a million different faulty beliefs and objections, right? And then when that happens, you're probably going to go join the first, first group of people and go, I guess this isn't for me. Which means your bottleneck is some blend of accountability and continuous education of, hey, that thing that you just experienced, that's actually not a negative, that's a positive. Congratulations, you, you just got your first no, right? One of the biggest things we celebrate inside PGA is the first time that someone tells you, please never contact me again. Congratulations, you're finally doing follow-up. The amount that you should, right? So you need some blend of accountability and just continuous reframing. It's not a negative, it's a positive. It's not a negative, you're growing. It's not an obstacle, it's just a little bump in the road.

Okay, if, if all this is resonating, yeah, it's because I'm not making this up. I've watched a thousand writers go through this, okay? So I, I know. And then the last 20% of people, here's what's going to happen. You're probably high agency and you're going to take all of this and you're like, you know what, I think I can execute this on my own. More power to you. I encourage you to do it. Go do it. But if you want to move a hundred times faster, what's going to happen is you're going to execute some of these things. And then a client is going to ask you a question and you're not going to know how to respond. Or you're going to find yourself in a situation and you're not going to know what to do. Or another client is going to ask you to do something different and you're going to feel torn and you're going to be like, well, should I go in this direction or should I go in that direction? And for that group of people, the primary value is just let us tell you all the right answers. Now, can you figure it out on your own? Sure. Just, you're going to make the wrong decision over and over and over again. And then you're going to learn. And so instead of paying for it with money, you're going to pay for it with time. And you're going to pay for it with frustration. You're going to pay for it with doubting yourself, right? And so it just depends on which, which way you want to pay for it. And it's fine. Like, if you, if you decide that you want to go do this on your own, we have our free school community. We do free webinars. I write about these things all the time. I publish stuff on my YouTube channel all the time. If you want to do this on your own, by all means, go for it. Or if you just don't want to make all the same mistakes that I had to make for 10 straight years trying to figure out all these things on my own, then just let us tell you the answer.

Okay, so I share that with all of you just because I know the different paths. I know where writers go from here. I can, I can share these things until I'm blue in the face. But at the end of the day, if you don't implement them and you aren't consistent with how you implement them, then it really doesn't matter. And this was, this was just a really entertaining hour and a half webinar that you were on. And I'm glad, glad I entertained you. But nothing changed, right? So I hope this is helpful for all of you that feel like, wow, I learned more in this one webinar than I have in, you know, the past however many years trying to figure this out on my own. Now imagine this on a weekly and daily basis. And a year later, you will have grown so much that you won't even recognize the version of yourself sitting here today. And I've watched a thousand people go through it. So I hope this was helpful. I really do hope that this was the most valuable webinar you've ever been on in your life. Uh, continue making use of the free resources that we drop in school. We do it for a reason. Uh, yes, we have PGA, but truthfully, like, I, I, I would do all of this for free. I am doing this for free right now. I, I am very, very passionate about helping other writers figure out how to monetize because I struggled with it for a very, very, very long time. And I think the world does a very poor job of telling people how to monetize their talents as a writer. And I would like to fix that or play some small role in it. So thank you everyone for making the time. I hope you have a great day. Watch the replay. Take as many notes as you want. And I hope to see some of you inside PGA where we do this all day, every day. All right, see you everyone.