WEBVTT

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I built a million-dollar business by showing up online and giving value first.

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No sales team, no ad budget, no paid ads, just me, my expertise and a system that works.

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That's Isabella Bedoya, founder of Izzy GPT, who turned AI into something productized and scalable

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and built a 1.2 million-dollar business with no funding, no sales calls, no ads.

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But that wasn't always the case.

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I was one of the first agencies in the world to get a license to be able to

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agents to automate sales and customer support.

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I think we did like 200 calls and we were back to back to back to back for like two,

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three weeks back to back calls.

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And I think we closed two deals.

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It was just like the worst thing.

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Those two deals, we sold $20,000 each agent.

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So we generated like $40,000 from all of that work.

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But then I said, you know what, there's a better way.

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And then that whole system, it generated us $150,000 with like not even that same amount of work.

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What Isabella discovered next didn't just change her business.

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In this episode, it challenges almost everything agencies believe

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about where the real money is in AI.

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There's a psychological factor in sales.

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Getting the first dollar out of your clients is always like the hardest,

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but getting the second is usually 90% easier.

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How that realization led to a very specific shift in what she sold,

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how she packaged it, and how she differentiated in a crowded AI market.

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The biggest gold rush is when you productize your AI agents and your AI employees.

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Analysts estimate like a multi-trillion dollar services market is becoming productized.

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Instead of just being another $2,000 a month agency,

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now you're actually charging $10,000 a month, $20,000 a month.

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And unpack her exact step-by-step system.

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Agencies can copy and package and sell high-ticket AI offers.

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You're probably spending money on paid ads that stop working the second they

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and cold outreach that gets 2% reply rates, SEO that takes 12 months,

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and Google owns that data anyways.

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And maybe it's even referrals that you can't control or predict.

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So I built a million dollar business just by doing none of that.

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For agencies listening, which types of AI agents

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are businesses paying the most for right now?

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Yeah, so first one is speed to lead.

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Speed to lead is basically if you're running ads, right?

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When they opt in, usually have a human callback within 48 hours.

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That's way too long.

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So speed to lead is someone opts in, your AI agent calls right away.

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So anyone that's running ads, that's an easy.

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So if you're an agency actually selling ads, that's an easy add-on, right?

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That's an upsell.

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If you are, let's say another one is the receptionists.

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So the receptionists, these are a little bit interesting

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because some businesses might actually have like really extensive knowledge bases,

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like 30 different things that they can do.

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So if you are selling an AI receptionist,

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just start with like a minimum viable agent essentially.

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Just say like, okay, let's automate the top three questions that you get

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or the top five questions that you get

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and don't put all those services at once

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because that is going to be like a big task.

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But that's a really popular one, the AI receptionist.

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So they call into the business and it just routes you to the right place.

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And then the third one, I would say, so we have speed to lead.

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The AI receptionist, the third one is the after hours, right?

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The after hours for service businesses,

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they don't have anyone to answer the phone.

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They don't have anyone to answer on holidays.

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So those are good agents that they can have,

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that businesses can easily add on

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and agencies can easily set up

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to handle those inbound calls that are happening after hours.

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What is the difference in your mind between an agency that's

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billing $3,000 a month selling AI employees

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and one that's billing $50,000 a month?

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So the difference between an agency that's making $3,000 a month or $50,000 a month,

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a lot of the times is the system.

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It's not how big your audience is.

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It's not how hard you're working,

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how big your team is or what AI tools you're using.

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It's having a proper system.

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And the way that I figured it out is

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you need to have a high ticket offer, right?

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Something that people actually want to purchase

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and high ticket so it actually funds the fulfillment.

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This is where I use value-based pricing, right?

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So we're creating value for a business.

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Charging high ticket is not out of the question

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and it just has to be appealing enough

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and it has to be valuable enough for people to buy it.

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Second thing is having an inbound lead generation system.

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So you're not going out hunting for people.

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People are finding you.

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And when people find you, it's a way better sales process

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because they're coming to you.

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They're being attracted to your content.

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They're building trust.

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They're building maybe curiosity of what you do.

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So when they reach out to you,

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you have higher leverage because they're coming to you.

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You're sending cold emails

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and you're essentially getting replies like,

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don't talk to me.

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Go away.

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Unsubscribe, right?

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So having an inbound lead generation system

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is very effective because of that

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because you're building that trust and that brand equity.

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And then the third thing is having an automated sales system.

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So essentially something that can help you

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not be on discovery calls.

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And that could even look like you using

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your own AI voice agents to take an initial discovery call.

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If you are still setting up calls

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and stuff like that for sales,

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then you could just automate it by having

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a discovery call agent to do the appointment qualification,

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all of that, and then pass it on to a sales rep.

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Or if you want to explore ways

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that you can sell without sales calls,

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then you can use more of a digital sales process

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where you're taking them in maybe to a webinar

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or a boot camp, train them on how you work,

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educate them on your processes,

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and then pass on to selling them something,

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sharing an offer with them

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while you have them in front of you.

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So you sell one to many instead of one to one.

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You've built your entire business around

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a simple four step framework.

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Can you walk us through how this works

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specifically for agencies selling AI employees?

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So because of this four step system,

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I have generated over $1.2 million.

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I have grown to over 47,000 followers on LinkedIn.

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I have been featured on Forbes four different times

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in Business Insider and a bunch of different publications

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where it was all earned media.

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They came to me.

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I didn't have to go and pay PR to get published.

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I think my content has been seen over 8 million times

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and I've created also a strategic partner network

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that reaches 15 million people

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through all the partners that also share

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my content and my offers.

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The first step to the whole thing is like,

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how do we attract more people?

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And this is where normally people will run cold email,

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they'll run ads,

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maybe they'll even post on Instagram or on TikTok or whatever.

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In this case, I figured back in 2023,

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when I started going all in on AI,

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I figured if I'm trying to attract business owners

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and professionals, I want to build on LinkedIn.

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And I had already been on Instagram for a few years.

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I probably grew to like 2000 followers.

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But on LinkedIn, I just started posting

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all of my business insights.

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I started posting like actual valuable posts.

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I'll share with you a few examples.

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The biggest name of the game here

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is actually building a personal brand.

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And the reason why you want to build a personal brand

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is because there's only one of you.

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And when you are sharing like your story,

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your experiences, your lessons,

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your wins, your losses, all of that,

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the right people will find,

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will not just like find you

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and find your stuff maybe appealing,

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but it will actually build that resonance

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with your ideal clients.

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For example, everybody knows Elon Musk,

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and we all know Tesla, but we all know Elon Musk.

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And nobody really knows that Elon Musk

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owns like the Boring Company, right?

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So it's like that personal brand is always going to be

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one of the best assets that you can build for yourself.

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You don't have to become a celebrity,

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but at least if you're playing in the online space,

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you're building an agency, you're building a business,

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this is going to be a non-negotiable

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as we continue going down this path.

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So if you just want to make your client acquisition

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more efficient, then building a personal brand,

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posting content that attracts your clients,

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attracts the right people,

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attracts partners that actually want to work with you.

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It attracts podcasts, joint ventures,

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speaking gigs, whatever the case is,

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you're attracting those, they're coming to you.

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They already have some sort of trust

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that they've built because of your content

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and who you are.

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So better deals will come to you.

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And then you have that leverage that

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because they want to work with you,

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you also have the advantage that you can price higher

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because it's you and it's you're only one person

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versus being one of the many, right?

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If an agency owner is starting from scratch on LinkedIn,

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what types of posts should they be creating?

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I post on LinkedIn daily.

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Usually I use a 60-30-10 formula.

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So basically it's a 60% pure value.

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So this is where I share how to,

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frameworks, breakdowns, how the funnels work.

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These are just like deep dives

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where I'm just educating what I've learned.

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30% is usually story and lessons.

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So this is like my story of how I've,

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my story and like my lessons

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that I've learned in entrepreneurship.

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So it creates that resonance with people.

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And then the last one is results and proof.

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So basically this is just sharing like case studies

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or like actual things that have happened

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like client wins or whatever.

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But yeah, it's basically if you keep that formula

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and also one that's not mentioned is the 111 formula.

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When you are posting content,

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always talk about one problem, one solution

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to one ideal client and have one offer.

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And if you keep it consistent,

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one problem, one solution, one ideal client, one offer,

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you focus until you scale up to 1 million

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and then you can start talking about

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different offers and services and expand.

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But keeping it like that focused

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will help you grow a lot faster.

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And then the other thing is a hook.

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If you don't have a good hook in the first two lines,

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people are gonna scroll past your post.

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So what I do is I have usually a strong hook

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and of course I'll play around

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and tweak these and all that.

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But then I have usually like how like my theories work,

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my actual strategies work and all of that.

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And that's essentially what this post is doing.

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But then what I do at the end

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is usually I'll have some sort of call to action.

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And the call to action, I never share links.

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Instead what I do is I tell people to comment below.

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So and then a carousel, this is a carousel basically.

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These get like a lot of engagement on LinkedIn.

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On the second page, I added an offer with a QR code.

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So now I'm attracting people, I'm getting their attention,

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I'm providing value, I'm building trust,

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I'm building more of that personal rapport.

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I'm telling them to comment

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so I can get people actually commenting in the comments.

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And then I'm giving them something to convert into

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within the post without violating any of LinkedIn's

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rules or how they would normally like you know

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throttle the post if you put the link in the comments.

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If you know Alex Ramosi, he's a big proponent of this, right?

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Like just give everything away.

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I'm not saying give everything away,

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but like just give enough that will attract people,

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that you'll build trust.

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And they'll start building a relationship with you.

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And then naturally they'll want to take the next step.

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It looks like you've made an incredible system.

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And it's not extremely complicated,

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but it's terribly focused and efficient it seems.

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At capturing and converting customers.

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Tell us a little bit about that.

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For example, when we were doing the voice agents,

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I would give snippets away.

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Like I would say like I figured out how to automate like

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how to automate.

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If you're running ads, I figured out how to automate

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not losing that person that opted in.

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So it's like speed to lead, right?

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So it would just be that specific solution

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instead of saying here's the whole thing

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of how you automate the whole thing.

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So it's just finding very specific examples

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that it doesn't even have to be like giving away

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the most important part.

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It could just be like,

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here's five emails that I sent that got me appointments.

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Here's a funnel that I used

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that generated X amount of money, right?

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It's like it's sharing little tidbits

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because it's gonna increase people saying,

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wait, how did you do that?

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Can you do it for me?

00:12:15.150 --> 00:12:16.770
Because most people don't want to do it themselves.

00:12:16.850 --> 00:12:18.630
And that's where like agencies come in, right?

00:12:18.630 --> 00:12:19.950
We all have the power now of like,

00:12:19.950 --> 00:12:21.930
oh, we can actually do this for you.

00:12:21.930 --> 00:12:23.990
So it's just figure out,

00:12:24.230 --> 00:12:26.030
I'm not saying like for any agency owner, right?

00:12:26.050 --> 00:12:28.350
I'm gonna say like go in and start a whole new offering.

00:12:28.790 --> 00:12:30.510
Just figure out from your current process.

00:12:31.050 --> 00:12:33.190
What are steps that you can either give away

00:12:33.190 --> 00:12:34.970
a little snippet that people are gonna say,

00:12:35.010 --> 00:12:36.170
how do I do it for myself now?

00:12:36.190 --> 00:12:37.030
Can you do it for me?

00:12:37.050 --> 00:12:39.330
And then that's essentially what you want to trigger.

00:12:39.590 --> 00:12:43.310
Some people want like, they'll want like case studies, right?

00:12:43.310 --> 00:12:45.790
Like here's a case study of how I did this.

00:12:47.730 --> 00:12:49.430
And the cool thing about case studies

00:12:49.430 --> 00:12:51.090
is that you don't necessarily have to start

00:12:51.090 --> 00:12:52.670
with like your own success stories.

00:12:53.070 --> 00:12:57.050
When I was trying to break into the SaaS space

00:12:57.050 --> 00:12:59.450
and like see if I could attract anyone in this space,

00:12:59.990 --> 00:13:03.890
I did case studies on like other companies and other tools.

00:13:04.090 --> 00:13:07.330
And it was just my analysis of like how I saw it work.

00:13:07.610 --> 00:13:09.770
And that's enough to like also build trust

00:13:09.770 --> 00:13:11.130
until you get your own case studies.

00:13:12.030 --> 00:13:13.010
But people like case studies,

00:13:13.030 --> 00:13:15.590
they like to see like how other people or competitors

00:13:15.590 --> 00:13:18.890
are doing the things that they want to achieve.

00:13:19.770 --> 00:13:22.470
If you can build calculators, there's tools that,

00:13:22.510 --> 00:13:23.890
there's like a lot of vibe coding tools

00:13:23.890 --> 00:13:27.010
that you can use to build calculators, quizzes.

00:13:28.170 --> 00:13:29.870
Quizzes are also really effective

00:13:30.850 --> 00:13:33.210
because first it's an ego boost for them, right?

00:13:33.210 --> 00:13:35.290
Like let me see what I score,

00:13:35.310 --> 00:13:38.930
but also for the person posting that as a lead magnet,

00:13:39.170 --> 00:13:41.890
it also sort of like gives you insights

00:13:41.890 --> 00:13:43.130
into who you're attracting.

00:13:43.510 --> 00:13:45.530
All of these are on AI agents generated,

00:13:46.090 --> 00:13:49.670
I think like $180,000 in like six weeks.

00:13:50.090 --> 00:13:51.730
All of the agent ones, these are all the lead magnets.

00:13:52.590 --> 00:13:54.710
So this one, this one, this one,

00:13:54.710 --> 00:13:56.310
they all got launched around the same time.

00:13:56.310 --> 00:13:57.650
It was all through LinkedIn content.

00:13:58.010 --> 00:14:00.150
And then same strategy, I sent everyone to a boot camp,

00:14:00.210 --> 00:14:06.470
then I sold them a, let me build your AI agents for you.

00:14:07.150 --> 00:14:09.490
I priced it at like 8,000.

00:14:09.750 --> 00:14:11.650
And then people just bought it without sales call

00:14:11.650 --> 00:14:12.570
straight off the website.

00:14:12.570 --> 00:14:16.030
Once you've captured people with your fantastic lead magnets,

00:14:17.270 --> 00:14:18.910
following up with them and converting them

00:14:18.910 --> 00:14:20.890
is the next job at hand.

00:14:21.270 --> 00:14:22.650
And just like your four step system,

00:14:22.830 --> 00:14:24.970
you've got a really simple

00:14:24.970 --> 00:14:27.310
but focused and efficient follow up sequence.

00:14:27.530 --> 00:14:28.710
Tell us a little bit about that.

00:14:28.870 --> 00:14:30.090
The first email is usually like,

00:14:30.230 --> 00:14:30.710
here's your download.

00:14:30.850 --> 00:14:33.070
Second email is report building.

00:14:33.350 --> 00:14:35.130
Hi, I'm Isabella, this is my track record.

00:14:35.290 --> 00:14:37.450
Third email is like pain point awareness.

00:14:38.510 --> 00:14:40.230
Fourth email is like starting to convert.

00:14:40.310 --> 00:14:41.150
Fifth email, convert.

00:14:41.150 --> 00:14:42.430
Sixth email, testimonial.

00:14:42.470 --> 00:14:43.450
Seventh email, convert.

00:14:44.010 --> 00:14:44.390
Last call.

00:14:44.570 --> 00:14:45.650
One of the things, I track how much time

00:14:45.650 --> 00:14:46.890
people spend on the resource,

00:14:47.310 --> 00:14:48.890
which is why a lot of the resources

00:14:48.890 --> 00:14:51.150
are links and not PDFs.

00:14:51.210 --> 00:14:52.070
So I'll track how much time

00:14:52.070 --> 00:14:53.110
people are spending on the resource.

00:14:53.170 --> 00:14:56.630
Then I'll track some of those questions for opt-in.

00:14:56.790 --> 00:14:58.210
It's like a Bant questioner,

00:14:58.310 --> 00:14:59.890
so budget authority need and time,

00:15:00.310 --> 00:15:01.350
timeline for solution.

00:15:01.570 --> 00:15:02.730
So I'll ask that.

00:15:03.130 --> 00:15:04.410
If I'm in discovery mode

00:15:04.410 --> 00:15:06.950
and like what language do I need to be using,

00:15:07.150 --> 00:15:08.350
then instead of doing Bant,

00:15:08.350 --> 00:15:11.430
I'll do opt-in for the lead magnet.

00:15:11.490 --> 00:15:12.790
And then what's your number one challenge

00:15:12.790 --> 00:15:14.090
with this subject right now?

00:15:14.590 --> 00:15:15.950
Why do you need an agent?

00:15:16.030 --> 00:15:16.990
What's your number one challenge

00:15:16.990 --> 00:15:18.590
that you think you need an AI agent?

00:15:18.670 --> 00:15:19.610
And then people will tell you,

00:15:19.610 --> 00:15:21.590
oh, it's the tech, it's this, it's that.

00:15:22.010 --> 00:15:24.190
So then that feeds my marketing material.

00:15:24.330 --> 00:15:25.810
So when I post content,

00:15:25.810 --> 00:15:28.230
I create emails or whatever,

00:15:28.450 --> 00:15:29.530
I use their language.

00:15:29.710 --> 00:15:31.690
I'm like, oh, if you're dealing

00:15:31.690 --> 00:15:32.770
with tool overwhelm,

00:15:32.830 --> 00:15:34.210
here's five steps to do it.

00:15:34.210 --> 00:15:35.230
And they told me that.

00:15:35.350 --> 00:15:36.810
So I just use their language back

00:15:36.810 --> 00:15:40.130
the people that are being attracted by all this.

00:15:40.130 --> 00:15:41.670
This sounds really counterintuitive,

00:15:41.750 --> 00:15:43.490
but you stopped doing sales calls.

00:15:44.170 --> 00:15:45.130
So what replaced them?

00:15:45.710 --> 00:15:47.570
I hate doing sales calls.

00:15:47.950 --> 00:15:49.850
It's the worst thing ever.

00:15:49.850 --> 00:15:51.630
And the reason why I don't like it

00:15:51.630 --> 00:15:53.870
is because it almost becomes

00:15:53.870 --> 00:15:55.590
like this big task.

00:15:55.850 --> 00:15:57.930
It's like a big time draining task.

00:15:58.090 --> 00:15:59.850
Usually it's the sales call.

00:15:59.890 --> 00:16:01.650
Typically it's five minutes of small talk,

00:16:01.770 --> 00:16:03.410
35 minutes of asking questions

00:16:03.410 --> 00:16:05.170
to qualify them to see how you can help them

00:16:05.170 --> 00:16:06.390
to understand their problems.

00:16:06.810 --> 00:16:09.070
Then it's 10 minutes of actually presenting the offer.

00:16:09.410 --> 00:16:10.210
And then it's 10 minutes,

00:16:10.410 --> 00:16:11.530
usually of overcoming objections.

00:16:11.570 --> 00:16:13.270
And if you're doing this from a cold audience,

00:16:13.390 --> 00:16:15.290
even more because they don't trust you.

00:16:16.070 --> 00:16:17.550
So I didn't like that

00:16:17.550 --> 00:16:19.170
because I felt like it was always a game

00:16:19.170 --> 00:16:20.770
of like who has a bigger,

00:16:21.110 --> 00:16:22.170
almost like a bigger ego

00:16:22.690 --> 00:16:25.230
to out overcome the objections or like,

00:16:25.230 --> 00:16:26.830
it just comes from a place of power.

00:16:27.150 --> 00:16:28.250
I didn't really like that.

00:16:28.550 --> 00:16:30.530
I don't really want to be the type of person

00:16:30.530 --> 00:16:32.150
that's convincing people to work with me.

00:16:32.170 --> 00:16:33.070
If you don't see the value,

00:16:33.090 --> 00:16:33.990
you don't see the value.

00:16:34.230 --> 00:16:35.630
When I started the voice agency,

00:16:35.630 --> 00:16:37.210
when I merged it with someone else,

00:16:38.170 --> 00:16:39.670
our first few calls,

00:16:39.830 --> 00:16:43.490
like we did, I think we had like 200 calls.

00:16:44.210 --> 00:16:45.410
I posted on LinkedIn.

00:16:45.570 --> 00:16:46.430
The post went viral.

00:16:46.630 --> 00:16:49.110
It booked us like 200 or 300 calls on our calendar.

00:16:49.490 --> 00:16:51.250
And we were back to back to back to back

00:16:51.250 --> 00:16:53.250
for like two, three weeks, back to back calls.

00:16:53.990 --> 00:16:56.070
And I think we closed two deals

00:16:56.070 --> 00:16:58.470
and it was just like the worst thing.

00:16:59.290 --> 00:17:00.170
And those two deals,

00:17:00.310 --> 00:17:02.550
we sold $20,000 each agent.

00:17:02.630 --> 00:17:05.390
So we generated like $40,000 from all of that work.

00:17:05.990 --> 00:17:07.310
But then I said, you know what?

00:17:07.330 --> 00:17:08.070
There's a better way.

00:17:08.310 --> 00:17:11.370
So I introduced my old partner to my bootcamp system.

00:17:11.450 --> 00:17:12.650
And I'm like, I'm going to post content.

00:17:12.830 --> 00:17:14.990
I'm going to drive them to a LinkedIn to a bootcamp.

00:17:15.250 --> 00:17:16.970
And then I'm going to upsell them

00:17:16.970 --> 00:17:17.970
into buying our agents.

00:17:18.110 --> 00:17:20.030
And then that whole system,

00:17:20.250 --> 00:17:22.450
it generated us $150,000

00:17:22.450 --> 00:17:24.390
with like not even that same amount of work.

00:17:24.810 --> 00:17:26.430
So I was just like, this is ridiculous.

00:17:26.590 --> 00:17:28.390
We're spending all this time getting on sales calls

00:17:28.390 --> 00:17:30.230
when we can just do a bootcamp once a month

00:17:30.230 --> 00:17:33.270
or maybe even like once every three weeks or something.

00:17:33.490 --> 00:17:35.530
And then upsell them to our high ticket offer

00:17:35.530 --> 00:17:37.290
without having to get on all these calls.

00:17:37.730 --> 00:17:39.410
It's just so much better of a process.

00:17:39.590 --> 00:17:42.430
You use low ticket bootcamps instead of discovery calls.

00:17:42.890 --> 00:17:45.290
Why does that work so well for warming people up?

00:17:45.610 --> 00:17:49.870
A bootcamp is like a $47 a month type of offer.

00:17:50.850 --> 00:17:54.210
Sorry, not a month, a $47 virtual event.

00:17:54.410 --> 00:17:56.350
I'll usually do this like once a month.

00:17:56.810 --> 00:17:59.750
And that virtual event is usually like a three day,

00:17:59.750 --> 00:18:06.350
it's like a three day, one hour a day training.

00:18:06.450 --> 00:18:09.490
And I'll teach them like how to go from point A to point B

00:18:10.270 --> 00:18:12.930
of a really specific challenge really, really fast.

00:18:13.010 --> 00:18:15.230
So basically it's three days and those three days

00:18:15.230 --> 00:18:16.590
they get like a little training.

00:18:16.970 --> 00:18:18.370
And then those three days,

00:18:18.370 --> 00:18:21.870
my whole purpose is to actually like show them

00:18:21.870 --> 00:18:24.190
and educate them on what my services are doing.

00:18:24.530 --> 00:18:26.710
So this is essentially just like an education layer

00:18:26.710 --> 00:18:29.190
that I added so that when people are coming

00:18:29.190 --> 00:18:31.910
and warm for my content, this three day bootcamp

00:18:31.910 --> 00:18:33.830
really, really warms them up into like,

00:18:33.990 --> 00:18:35.890
okay, what am I actually missing for my business?

00:18:35.990 --> 00:18:41.190
At one point I showed how to use AI as a personal coach.

00:18:42.090 --> 00:18:44.070
So this is just one of the offers.

00:18:44.290 --> 00:18:45.670
So I just build a funnel.

00:18:45.930 --> 00:18:47.510
And then if I just scroll down here

00:18:47.510 --> 00:18:48.850
just to go through the pricing.

00:18:50.930 --> 00:18:51.850
Or is it?

00:18:53.670 --> 00:18:54.210
Here we go.

00:18:54.510 --> 00:18:55.830
So basically it's three days

00:18:55.830 --> 00:18:58.010
and those three days they get like a little training.

00:18:58.010 --> 00:19:00.950
And then those three days my whole purpose

00:19:00.950 --> 00:19:04.130
is to actually like show them and educate them

00:19:04.130 --> 00:19:05.650
on what my services are doing.

00:19:06.010 --> 00:19:08.150
So this is essentially just like an education layer

00:19:08.150 --> 00:19:10.670
that I added so that when people are coming

00:19:10.670 --> 00:19:13.350
and warm for my content, this three day bootcamp

00:19:13.350 --> 00:19:15.290
really, really warms them up into like,

00:19:15.410 --> 00:19:17.510
okay, what am I actually missing for my business?

00:19:17.890 --> 00:19:21.810
And then so I'll have like the actual bootcamp $47.

00:19:22.250 --> 00:19:24.090
And then I'll have some sort of upsell

00:19:24.090 --> 00:19:25.970
to try to increase the cart value.

00:19:25.970 --> 00:19:28.230
And usually I'll put that at like $199.

00:19:28.350 --> 00:19:31.110
Now this is, I don't know if I have another one

00:19:31.110 --> 00:19:32.230
that's active right now.

00:19:32.370 --> 00:19:32.710
Let's see.

00:19:34.050 --> 00:19:34.290
Yep.

00:19:34.530 --> 00:19:35.310
Vibe coding, right?

00:19:35.370 --> 00:19:38.490
So I did one on how to build apps.

00:19:40.330 --> 00:19:41.510
And then, yeah, the whole thing.

00:19:41.690 --> 00:19:43.490
It just tells you, it walks you through a whole thing.

00:19:43.930 --> 00:19:45.490
Build it on how to build apps.

00:19:45.550 --> 00:19:47.790
So my content for that whole week or that whole month

00:19:47.790 --> 00:19:49.670
was around like vibe coding and building apps

00:19:49.670 --> 00:19:50.510
and stuff like that.

00:19:50.790 --> 00:19:53.270
And then the backend when we're in the bootcamp

00:19:53.270 --> 00:19:56.270
then I'll say, oh, and here you can see

00:19:56.270 --> 00:19:58.030
I'm also testing your own pricing, right?

00:19:58.050 --> 00:20:00.010
I'm saying like, well, what if I do VIP general?

00:20:00.150 --> 00:20:01.590
What if I do add-on?

00:20:01.690 --> 00:20:03.690
So I'm constantly testing, just see what works.

00:20:04.010 --> 00:20:05.530
But the thing about this bootcamp

00:20:05.530 --> 00:20:08.370
is that it's creating this,

00:20:08.810 --> 00:20:11.330
there's a psychological factor in sales.

00:20:11.650 --> 00:20:13.570
Getting the first dollar out of your clients

00:20:13.570 --> 00:20:14.550
is always like the hardest,

00:20:14.750 --> 00:20:16.910
but getting the second is usually 90% easier.

00:20:17.290 --> 00:20:18.890
So the whole ideology is

00:20:18.890 --> 00:20:20.510
what if I can just educate them,

00:20:20.570 --> 00:20:21.490
get them in my circle,

00:20:21.490 --> 00:20:23.870
get access to me for like a few days,

00:20:23.950 --> 00:20:25.090
actually make it live.

00:20:25.090 --> 00:20:26.090
They can ask me questions.

00:20:26.130 --> 00:20:27.310
I'll provide a lot of value

00:20:27.310 --> 00:20:29.150
so that we can build that trust

00:20:29.150 --> 00:20:31.770
and that connection a lot faster.

00:20:32.150 --> 00:20:35.330
So now on day three, when I pitch an offer

00:20:35.330 --> 00:20:39.050
and it's pretty much just here's my service, right?

00:20:39.050 --> 00:20:40.790
Like here and here's how it works.

00:20:40.950 --> 00:20:43.510
And it's like some sort of high ticket offer,

00:20:43.750 --> 00:20:47.510
3000, 5000, $10,000 offer, whatever the case is.

00:20:47.930 --> 00:20:50.070
But because we spent three days together

00:20:50.070 --> 00:20:51.830
and we have Q&A time,

00:20:52.090 --> 00:20:55.270
it's essentially doing one sales call

00:20:55.270 --> 00:20:57.290
for multiple people all at once

00:20:57.290 --> 00:20:59.990
so that I don't have to then go on multiple sales calls

00:20:59.990 --> 00:21:02.450
one by one and pitch the same thing over and over again.

00:21:02.590 --> 00:21:04.790
And then when it comes time to like actually saying like,

00:21:04.890 --> 00:21:07.290
okay, here's the next step, continue working with me.

00:21:07.690 --> 00:21:08.950
It's just a no brainer

00:21:08.950 --> 00:21:11.450
because now they know they have a problem

00:21:11.450 --> 00:21:12.850
and now you're the right provider

00:21:12.850 --> 00:21:14.710
that's in front of them that they built trust

00:21:15.770 --> 00:21:18.250
and that like connection with the last few days.

00:21:18.250 --> 00:21:20.430
You do a virtual event that eliminates

00:21:20.430 --> 00:21:21.670
a lot of the resistance

00:21:21.670 --> 00:21:24.150
and it also eliminates the fact of having

00:21:24.150 --> 00:21:25.850
to do a bunch of one-to-one sales calls.

00:21:26.150 --> 00:21:28.910
So what has to exist on a landing page or deal room

00:21:28.910 --> 00:21:30.750
for someone to confidently buy

00:21:30.750 --> 00:21:33.170
a high ticket AI employee without talking to you?

00:21:33.370 --> 00:21:35.330
If you want to sell it without sales calls,

00:21:35.370 --> 00:21:38.530
you have to be extremely like very focused

00:21:38.530 --> 00:21:39.990
on your ideal client

00:21:40.690 --> 00:21:43.490
because you literally have to lay everything out for them

00:21:43.490 --> 00:21:44.570
so that it makes sense.

00:21:45.070 --> 00:21:47.950
So if you're selling AI voice agents,

00:21:48.850 --> 00:21:52.110
and you're trying to sell gym owners and realtors

00:21:52.770 --> 00:21:54.470
and business loan brokers,

00:21:54.810 --> 00:21:56.450
that's going to be all over the place.

00:21:56.590 --> 00:21:59.290
It should only be focused to one specific person

00:21:59.290 --> 00:22:02.790
and the term is called buyer's enablement.

00:22:03.310 --> 00:22:04.570
So up until now we've all been

00:22:04.570 --> 00:22:05.970
in a seller's enablement market.

00:22:07.150 --> 00:22:08.910
I think like maybe two years ago

00:22:08.910 --> 00:22:09.790
things started shifting

00:22:09.790 --> 00:22:11.570
where now it should really be buyer's enablement.

00:22:11.610 --> 00:22:14.350
So how do we enable our buyers to buy from us

00:22:14.350 --> 00:22:15.690
because buying has changed.

00:22:15.690 --> 00:22:18.290
And now people know that when they get on a call

00:22:18.290 --> 00:22:18.970
they're going to be sold.

00:22:19.030 --> 00:22:20.270
People hate getting on calls.

00:22:20.570 --> 00:22:23.130
And then you just create a like a deal room.

00:22:23.190 --> 00:22:24.690
It can be a PDF.

00:22:24.850 --> 00:22:27.070
You can look at tools that create deal rooms

00:22:27.070 --> 00:22:31.630
and that deal room you add everything that they need.

00:22:31.850 --> 00:22:33.910
You add what is the value proposition?

00:22:34.470 --> 00:22:35.650
What is their problems?

00:22:35.970 --> 00:22:37.930
Why is this the solution for them?

00:22:38.190 --> 00:22:39.390
How you can solve it?

00:22:39.550 --> 00:22:41.510
What are some examples of how you solved it?

00:22:41.570 --> 00:22:44.850
What is maybe an agent that they can play around with?

00:22:46.130 --> 00:22:47.250
Everything that they need.

00:22:47.330 --> 00:22:49.430
Everything that they need to make a proper decision.

00:22:49.670 --> 00:22:51.350
So then usually at that point

00:22:51.350 --> 00:22:52.990
it's like I fully understand it.

00:22:53.030 --> 00:22:55.010
I usually put a chat bot on every landing page

00:22:55.010 --> 00:22:57.790
and then essentially it'll just ask you

00:22:57.790 --> 00:22:59.430
like you'll ask it whatever questions

00:22:59.430 --> 00:23:02.530
but it's trained to be kind of like a ninja salesperson

00:23:02.530 --> 00:23:05.270
because you'll ask like where do I find this?

00:23:05.270 --> 00:23:06.690
And it's like, oh, go to page seven.

00:23:06.870 --> 00:23:08.870
By the way, tell me more about your business, right?

00:23:08.930 --> 00:23:10.290
So it's like doing that qualification.

00:23:10.730 --> 00:23:12.610
It's still following the same sales principles.

00:23:12.610 --> 00:23:13.910
It's just in a different way

00:23:13.910 --> 00:23:15.930
that it doesn't have to be you doing it.

00:23:15.930 --> 00:23:18.790
You've designed your system so people can buy without calls.

00:23:19.750 --> 00:23:22.310
So if someone asked to hop on a call with you

00:23:22.310 --> 00:23:24.370
what does that usually mean and how do you handle it?

00:23:24.690 --> 00:23:26.470
So if they still want to jump on a sales call

00:23:26.470 --> 00:23:28.230
I'll usually send them an email and ask them like

00:23:28.230 --> 00:23:29.690
is there anything specific you want to talk about?

00:23:29.710 --> 00:23:31.310
And then they'll say, oh, I want to talk about pricing.

00:23:31.510 --> 00:23:34.090
I'm like, okay, what do you have in mind?

00:23:34.210 --> 00:23:35.970
And then we'll kind of do that over email.

00:23:36.610 --> 00:23:39.410
But if it's like they actually are pressing for a sales call

00:23:40.090 --> 00:23:42.330
it usually isn't more than like 15 minutes

00:23:42.330 --> 00:23:44.730
and those 15 minutes is really just to like get alignment

00:23:45.150 --> 00:23:45.890
solidify the trust.

00:23:46.090 --> 00:23:47.430
Like, are you actually going to do this?

00:23:47.510 --> 00:23:48.550
Yes, I'm actually going to do this.

00:23:48.830 --> 00:23:49.950
Okay, cool, right?

00:23:50.030 --> 00:23:52.010
It's like that last little bit of trust.

00:23:52.290 --> 00:23:53.890
But yeah, most of the times

00:23:53.890 --> 00:23:56.330
I'll just try to continue to do it over email

00:23:56.330 --> 00:23:58.850
and if I still I'm not able to do it over email

00:23:58.850 --> 00:23:59.890
and I have to jump on a call

00:23:59.890 --> 00:24:01.090
then it's usually about logistics.

00:24:01.110 --> 00:24:04.150
At that point the people have already self-selected.

00:24:04.150 --> 00:24:05.310
They already know it's for them

00:24:05.310 --> 00:24:06.810
and it's just a matter of like

00:24:06.810 --> 00:24:08.330
I just want to make sure you're a real person.

00:24:09.790 --> 00:24:11.210
And it shouldn't take long.

00:24:11.210 --> 00:24:13.170
It shouldn't be a whole objection handling game

00:24:13.170 --> 00:24:14.090
or anything like that.

00:24:14.250 --> 00:24:16.550
After you've sold the very first agent

00:24:16.550 --> 00:24:20.230
a lot of agencies and the actual businesses themselves

00:24:20.230 --> 00:24:22.850
that are using agents leave money on the table.

00:24:23.690 --> 00:24:26.290
And so tell us what they can do as next steps

00:24:26.290 --> 00:24:27.930
after the first one's live and successful.

00:24:28.410 --> 00:24:31.290
Yeah, so if we start with like the first price point

00:24:31.950 --> 00:24:33.770
the first price point is essentially like

00:24:33.770 --> 00:24:34.730
how do we get them in the door?

00:24:34.770 --> 00:24:37.790
And that's usually what I consider that to be

00:24:37.790 --> 00:24:39.150
is usually the boot camp

00:24:39.150 --> 00:24:41.370
or some sort of like low ticket training.

00:24:42.270 --> 00:24:44.390
The immediate upsell is usually the

00:24:44.390 --> 00:24:46.230
how I shared in the funnel, right?

00:24:46.270 --> 00:24:49.910
I have like some sort of 199, 299 upsells

00:24:49.910 --> 00:24:51.390
so I can increase the value ladder

00:24:51.390 --> 00:24:53.690
or I mean the average cart value

00:24:53.690 --> 00:24:56.710
and then after the boot camp

00:24:56.710 --> 00:24:59.010
then I'll have some sort of like high ticket offer.

00:24:59.070 --> 00:25:01.050
So now it's like let me build your agent

00:25:01.050 --> 00:25:02.510
for like $8,000.

00:25:02.730 --> 00:25:05.190
Let me do let me build you an app

00:25:05.190 --> 00:25:07.450
an MVP for like 5k or something, right?

00:25:07.450 --> 00:25:08.670
Like 10k even whatever.

00:25:09.510 --> 00:25:12.190
But that backend upsell of the boot camp

00:25:12.190 --> 00:25:13.750
it's usually a high ticket offer

00:25:13.750 --> 00:25:16.350
and then the recurring revenue usually comes in

00:25:16.350 --> 00:25:20.550
as like whatever the service might be.

00:25:20.650 --> 00:25:22.670
If it is an agent then it's like okay

00:25:22.670 --> 00:25:23.770
here's a recurring revenue.

00:25:23.850 --> 00:25:26.650
Here's the maintenance plan for your agent.

00:25:26.690 --> 00:25:28.170
It can be $500 a month.

00:25:28.190 --> 00:25:29.810
It could be a couple of grand a month, right?

00:25:29.810 --> 00:25:31.450
It really just depends on your offer.

00:25:32.450 --> 00:25:35.650
And then after that I have the high ticket experience

00:25:35.650 --> 00:25:38.530
so that people that have already gotten a lot of value

00:25:38.530 --> 00:25:39.590
from all the other stuff

00:25:39.590 --> 00:25:41.590
and they want to work at a closer capacity

00:25:41.590 --> 00:25:44.730
then I started doing retreats last year

00:25:44.730 --> 00:25:46.650
so we'll do on these like retreats

00:25:46.650 --> 00:25:53.250
and then that can go those are like more premium offers

00:25:53.250 --> 00:25:55.430
because now there's like a house that you have to rent

00:25:55.430 --> 00:25:57.210
and private chef and logistics

00:25:57.210 --> 00:25:59.970
and it's just bringing like a tight knit group of people

00:25:59.970 --> 00:26:01.770
so it's more of like a mastermind retreat

00:26:01.770 --> 00:26:05.210
and then we just talk about it's just like a few days

00:26:05.210 --> 00:26:07.090
where we just like talk about how to grow the business

00:26:07.090 --> 00:26:08.110
how to continue the growth.

00:26:09.110 --> 00:26:10.670
I also help them figure out

00:26:10.670 --> 00:26:12.250
like what agents we need to build on top

00:26:12.250 --> 00:26:16.270
so I build them agents that like are replicas of them

00:26:16.270 --> 00:26:17.670
they're AI avatars of them.

00:26:18.590 --> 00:26:20.110
So that all comes baked in

00:26:20.110 --> 00:26:21.490
and then the growth partnership

00:26:21.490 --> 00:26:23.950
this is now if you actually want to become a growth partner

00:26:24.550 --> 00:26:25.950
a growth partner is an offer

00:26:25.950 --> 00:26:27.510
that you shouldn't have more than 10 of those

00:26:27.510 --> 00:26:29.370
at any given time of the year

00:26:30.170 --> 00:26:31.770
because if you have more than 10

00:26:31.770 --> 00:26:33.390
like it's just going to be really hard to fulfill

00:26:33.390 --> 00:26:34.730
so as a growth partner

00:26:34.730 --> 00:26:37.350
you become an extension of their team

00:26:37.350 --> 00:26:39.850
and you actually start doing work for them

00:26:39.850 --> 00:26:42.650
and instead of just being another $2,000 a month agency

00:26:42.650 --> 00:26:45.670
now you're actually charging $10,000 a month

00:26:45.670 --> 00:26:47.030
$20,000 a month

00:26:47.030 --> 00:26:48.530
but you're also getting revenue share

00:26:48.530 --> 00:26:50.830
because these are like long-term business partnerships

00:26:50.830 --> 00:26:52.010
it's not necessarily

00:26:52.010 --> 00:26:53.870
it's something that you sign for the year

00:26:53.870 --> 00:26:55.650
it's not something that you sign

00:26:55.650 --> 00:26:57.490
for like a three month or a one month thing

00:26:57.490 --> 00:27:00.090
and those growth partners those are awesome

00:27:00.090 --> 00:27:02.970
because you definitely increase what you're worth

00:27:02.970 --> 00:27:04.310
you increase your revenue

00:27:04.310 --> 00:27:05.510
you increase your

00:27:05.510 --> 00:27:08.790
you essentially grow through the revenue that you're generating

00:27:08.790 --> 00:27:10.250
the rev share that you're generating

00:27:10.250 --> 00:27:12.710
without having to scale through more clients

00:27:12.710 --> 00:27:14.850
so you don't have to turn your whole thing

00:27:14.850 --> 00:27:15.810
into a growth partnership

00:27:15.810 --> 00:27:18.250
but at least one or two or three growth partners

00:27:18.250 --> 00:27:20.750
definitely make a big chunk of change

00:27:20.750 --> 00:27:22.150
like difference in your business