How to Make $100K in 6 Weeks With a Productized Service

If I Wanted to Make $100K Before 2026, I’d Do This

https://www.youtube.com/watch/h8IzyVoX_v8

00:00:00.080 If you want to make 100K before the end
00:00:01.680 of the year, even if you’re starting
00:00:02.879 from zero, you need to copy this
00:00:04.720 strategy. This is the exact playbook I
00:00:06.960 use to help my coaching client Timmer
00:00:08.639 close eight deals and collect $112,000
00:00:11.679 in 6 weeks. But I have to warn you, if
00:00:13.920 you follow this like he did, people will
00:00:15.839 literally accuse you of faking your
00:00:17.359 revenue screenshot. So, if you want to
00:00:19.039 change your bank account before the end
00:00:20.560 of this year, follow this and take
00:00:22.640 notes. Step number one, design your
00:00:24.880 model. Your business model is a profit
00:00:27.199 engine. You pick the wrong one and you
00:00:29.519 work for ever. Pick the right one
00:00:32.159 and every sale throws off cash. Most
00:00:35.120 people can’t grow their business because
00:00:37.120 the business model they chose keeps them
00:00:39.680 stuck. It’s kind of like having a
00:00:41.040 compass versus a map. You could have all
00:00:43.120 the will, the energy, the desire, and
00:00:45.280 you’re moving forward. You have all the
00:00:46.800 strength. That’s the compass. But
00:00:48.320 without the right map, you literally
00:00:50.079 can’t find where you’re trying to go.
00:00:51.520 Your business model is the map. So,
00:00:54.000 here’s exactly how you design your
00:00:55.680 business model. The first thing is you
00:00:57.680 have to price it for the outcome, not
00:01:00.000 your hours. The best businesses don’t
00:01:02.239 charge for their time. They charge for
00:01:04.319 their outcomes. Meaning, if you have a
00:01:05.920 team, eventually they’re the ones
00:01:07.600 delivering what you sold. That way, you
00:01:09.200 stay out of it because if not, you
00:01:10.880 bottleneck yourself to be able to grow.
00:01:12.960 Then productize your service. People
00:01:15.200 always go, “You can’t scale a service
00:01:16.720 company.” Guess what? You can. Go look
00:01:18.880 at the Fortune 500 companies. Many of
00:01:20.880 them are services, but they’re
00:01:22.479 productized services. They sat down and
00:01:24.640 said, “Here’s the problem we solve.
00:01:26.000 Here’s our solution. How do we structure
00:01:27.759 it? Everybody buys the same thing.”
00:01:29.520 Essentially, it’s one promise. It’s a
00:01:32.079 productized service. It’s systematized.
00:01:34.799 Have you ever been to a restaurant where
00:01:36.079 you open up their menu and there’s 17
00:01:38.000 different types of food? I’m talking
00:01:39.600 Italian, American, Chinese, all of it.
00:01:43.119 That is a really hard business to scale.
00:01:45.040 You want to pick one thing that people
00:01:47.280 want and then you either do a done for
00:01:49.520 you, meaning they pay you and you do the
00:01:51.280 whole thing, or a done with you, meaning
00:01:53.200 they pay you and you help them implement
00:01:55.119 with them. Either or is productized
00:01:57.280 because they’re still buying that one
00:01:58.880 thing from you every time. You niche
00:02:00.640 down to the product and then you go find
00:02:02.719 the customers that want that exact same
00:02:04.640 thing every time. Otherwise, every new
00:02:07.040 customer adds a ton of complexity and
00:02:08.720 you’ll never be able to scale. Lastly,
00:02:11.120 sell to rich customers. Small businesses
00:02:13.760 are small because they can’t find more
00:02:15.760 valuable customers. The idea of selling
00:02:18.319 things to rich people is one of the
00:02:20.000 simplest ways for you to scale. And you
00:02:22.239 think, well, how do I do that cuz I
00:02:23.840 don’t know any bigger companies? Trust
00:02:25.760 me, just ask. You literally just message
00:02:28.560 them and say, hey, do you guys have this
00:02:30.080 problem? Here’s what I do. We do logo
00:02:32.000 design. Do you have a portfolio? Here it
00:02:33.519 is. Perfect. We’re actually working on a
00:02:34.879 new product. We need a logo for it.
00:02:36.800 That’s how it works. The mid-market
00:02:38.959 customer is so much better to sell to
00:02:41.599 than the small business customer because
00:02:43.760 small businesses value money more than
00:02:46.239 time. And if you’re selling to them,
00:02:48.080 they’re going to haggle you for the
00:02:49.920 dollars. They’re going to have
00:02:51.200 unrealistic expectations for the little
00:02:53.440 amount of money that they’re willing to
00:02:54.720 pay to have that problem solved. Whereas
00:02:56.560 a rich customer, one that’s bigger, a
00:02:58.480 mid-market, they have no problem.
00:03:00.400 They’ll just pay you upfront. You could
00:03:01.760 say, “Hey, it’s 50% deposit.” They’re
00:03:03.360 like, “Yeah, that sounds good.” because
00:03:05.360 they value time and quality over money.
00:03:08.720 So, it could be everything from logo
00:03:10.319 design and then making sure that you
00:03:11.760 implement it into their social media. It
00:03:13.920 could be AI automation and making sure
00:03:15.920 that they have support in case they want
00:03:17.440 to tweak or change anything you built
00:03:18.800 for them. It could be implementing a
00:03:20.959 software tool to make a team more
00:03:23.040 productive and then them paying you more
00:03:25.120 so that you coach and train their team
00:03:27.200 for the rest of the year. It’s the
00:03:28.800 service you sell plus the coaching or
00:03:30.640 the support that’s what makes it more
00:03:32.400 valuable. So, if you want to make a 100K
00:03:34.400 before the end of 2025, take the concept
00:03:37.040 of a productized service plus some
00:03:39.360 coaching to support them and now you can
00:03:41.360 sell your service between 10,000 to
00:03:43.519 12,000 in the first transaction.
00:03:45.840 Meaning, you only need 8 to 10 clients
00:03:47.760 and you’re there. That’s one client per
00:03:50.319 month. And if you did that, you’d crush
00:03:52.239 your goal. Now that your product’s
00:03:54.159 locked in, it’s time to design your
00:03:56.000 offer. Step two, build a one-page offer.
00:03:59.120 Your offer is not your website. It’s not
00:04:02.000 even what you say you sell. It
00:04:04.640 essentially should be distilled into one
00:04:06.720 page that sells the result. People want
00:04:09.280 to buy your transformation. They don’t
00:04:11.120 want to buy your product. You think all
00:04:12.959 the bells and whistles is what makes
00:04:14.480 them impress. No. They want to hear that
00:04:17.040 the problem they have and your benefits
00:04:18.720 to your product is what they’re buying.
00:04:20.639 How clear is the value? How believable
00:04:22.880 is it? Did you put credibility
00:04:24.240 indicators? That offer sheet has to sell
00:04:27.440 the person without you saying a word. If
00:04:29.600 you do this right, and I’ll teach you
00:04:30.800 how, it’s a gamecher for revenue. Think
00:04:33.280 about the perceived brand. Do you want
00:04:35.600 to be a fine dining restaurant that
00:04:38.160 comes across as like refined and high
00:04:40.960 value and the experience and people that
00:04:43.520 you’re selling to don’t care about the
00:04:45.040 price cuz they’re there for the quality?
00:04:47.120 Or do you want to be IHOP, right? Where
00:04:49.120 you sell literally volume of sugary crap
00:04:52.720 that takes a lot of people in the back
00:04:54.400 kitchen to figure out and your menu is
00:04:56.080 about 17 times larger. less options when
00:04:59.440 you’re starting and you want to scale
00:05:01.120 fast. It reduces confusion and it makes
00:05:03.440 buyers buy easier because there’s no
00:05:05.840 other options. Here’s my rule. A
00:05:07.600 confused mind never buys. If you ask me
00:05:10.240 what I do and I say, “Well, it depends.”
00:05:12.400 Guess what? You’ll lost me. If I ask you
00:05:14.320 what you do and you say, “We design the
00:05:15.919 best logos in the world for small
00:05:17.280 businesses.” Well, that’s cool cuz I’m a
00:05:18.960 small business and I hate my logo. See
00:05:21.120 how clear that is? A confused mind never
00:05:23.759 buys. You have to make what you sell
00:05:25.919 crystal clear. For example, Timmer, who
00:05:28.479 was having a hard time trying to sell
00:05:29.840 his marketing services because
00:05:31.280 essentially he was saying, “We do
00:05:32.720 marketing help.” All we did was change
00:05:34.639 it to, “We guarantee a 30% increase in
00:05:38.160 AI search result rankings in 90 days or
00:05:41.039 your money back.” Same skills, clear
00:05:43.440 promise, and he closed a 12K client in
00:05:45.840 48 hours. So, here’s how you create this
00:05:48.080 one-page offer for yourself. First off,
00:05:50.960 we have to agitate the pain and create a
00:05:53.919 promise. Think about in a sales
00:05:55.440 conversation. Are you ever worried your
00:05:57.120 team’s going to make a mistake that’s
00:05:58.320 going to cost you more money than you
00:05:59.759 pay them annually to have them employed?
00:06:01.840 See what I did there? I agitate the
00:06:03.600 pain. The promise is the opposite of
00:06:06.080 whatever that is. The promise is, what
00:06:08.240 if you could hire anybody and have a
00:06:10.639 system that they followed that would
00:06:12.000 make it impossible for them to make a
00:06:13.600 mistake. I’m asking another follow-up
00:06:15.600 question that creates the promise. That
00:06:17.840 is your offer sheet. The second part is
00:06:20.160 we need a three-step plan and milestones
00:06:22.639 with dates to let the person know we got
00:06:25.520 this. See, the more detailed the plan,
00:06:27.680 the more you’re communicating that
00:06:29.120 you’ve done this before, you understand
00:06:30.880 it. You’re the expert. Not their
00:06:33.120 timeline, your timeline. That way, they
00:06:35.759 feel guided and supported. It doesn’t
00:06:37.840 matter if you sell modifications to
00:06:40.160 high-end cars, plumbing, logo design,
00:06:43.919 AI, SEO. This process applies to
00:06:47.039 everyone. Having a three-step plan and
00:06:49.039 milestones with dates communicates
00:06:51.120 you’re an expert. And the reason we have
00:06:52.880 a three-step plan, not 17step plan, is
00:06:55.280 you want to make it easy. You want to
00:06:56.639 make it simple. So lead with your best
00:06:59.039 stuff. If you’ve got 17 things, pick the
00:07:01.520 three that you think aligns with the
00:07:03.120 pain and the promise and just put that
00:07:04.800 in there. The rest of it, guess what?
00:07:06.800 They’ll discover it once they buy from
00:07:08.400 you, which just makes them more excited
00:07:10.479 because you undercommitted and then you
00:07:12.240 overd deliver. Then we have to offer two
00:07:14.319 options to buy. Why two? because we have
00:07:17.280 to price anchor the actual offer. One
00:07:20.479 option is going to be really expensive.
00:07:22.720 The reason why it makes the thing you
00:07:25.039 actually want to sell seem like a steal.
00:07:27.599 So, for example, if you sell a 10
00:07:29.840 $12,000 item go five times more. You
00:07:33.199 know, let’s say it’s $100,000. So, you
00:07:35.599 sell a $100,000 product. You sell a
00:07:38.560 $100,000 offer or service and it’s more
00:07:41.360 than what they really need. Or we have
00:07:43.840 this other option. That’s your second
00:07:45.759 option, which is all the things they
00:07:48.080 wanted. That becomes the no-brainer
00:07:50.880 offer. Whereas the really highly priced
00:07:53.039 one is very alakquart, very white glove,
00:07:56.879 very custom. And most people are like,
00:07:59.280 “Look, I get that sounds really fancy
00:08:01.360 and attractive, but I’m okay paying this
00:08:03.599 price because it’s actually what we
00:08:04.879 need. That’s more scalable. That one is
00:08:07.680 there just to make this one seem cheap.”
00:08:09.840 So, for example, my brother sells homes.
00:08:12.080 When he presents the home, let’s say the
00:08:13.919 home he wants to sell them is a million
00:08:15.520 dollars. He presents the3 to4 million
00:08:18.160 home where the furnishings are literally
00:08:20.560 from Europe and the yard is like a half
00:08:23.840 million buildout of landscaping and the
00:08:26.960 doors are made with mahogany and like
00:08:28.800 you see what I’m saying? He goes, I have
00:08:31.039 that option which I think could be
00:08:32.880 really interesting. I don’t really know
00:08:34.399 if you’re willing to stretch your budget
00:08:35.760 that much. But then we have essentially
00:08:37.919 what you asked us to do and that price
00:08:40.240 is only a million dollar. See, it’s only
00:08:42.000 a million dollar and a million is not
00:08:43.599 cheap. So, it’s only a million dollars
00:08:45.279 because it’s the second option that
00:08:46.640 makes a $3 to $4 million just anchor
00:08:48.720 this one a lot better. You can apply
00:08:50.560 this to any business and you will get
00:08:52.640 more sales for your actual product that
00:08:54.720 you want to sell just by having a price
00:08:56.560 anchor. And then last but not least, you
00:08:58.959 have to have a call to action in your
00:09:00.800 offer so that it is easy for somebody to
00:09:03.519 say yes. You could have a checkout page
00:09:05.760 that goes to a deposit and make it
00:09:08.000 really simple. Again, my brother sells
00:09:09.760 houses on his iPad. There’s a button.
00:09:12.160 They click the button. It goes into a
00:09:14.320 credit card form with the client. They
00:09:16.399 put in the credit card details to put
00:09:18.160 their deposit to lock in their home.
00:09:19.680 Even though the home has to go to the
00:09:20.959 bank and get the mortgage approved and
00:09:22.160 all that stuff, there’s a $5,000
00:09:24.000 non-refundable deposit that just sets a
00:09:26.959 commitment. Too often I see
00:09:29.120 entrepreneurs talk to somebody, they
00:09:30.959 say, “I love it. I’m in. I want to do
00:09:33.120 this.” And then they go, “Cool. I will
00:09:35.440 follow up with an email, with a
00:09:37.360 proposal, and then we can talk next week
00:09:39.680 to make sure that we set up your
00:09:41.040 payment. And then all of a sudden, they
00:09:42.720 get ghosted because the person in the
00:09:45.600 moment was ready to do the thing, and
00:09:46.880 then they went back to their life and
00:09:48.160 got busy. If you just do the call to
00:09:50.800 action in the offer dock to make it
00:09:52.800 simple for somebody to say yes, you will
00:09:54.640 make money. If you want my exact onepage
00:09:57.040 offer template that I’ve used to sell
00:09:58.880 tens of millions of dollars, just click
00:10:00.640 the link in the description and I’ll
00:10:02.080 send it over. So, now that your offer is
00:10:04.160 dialed, it’s time to talk to people.
00:10:06.240 Step number three, talk to strangers. I
00:10:08.480 know your parents said, “Don’t talk to
00:10:09.760 strangers.” I’m telling you, talk to a
00:10:11.200 lot of strangers. Why? Because the more
00:10:14.079 hands you shake, the more money you
00:10:16.320 make. Today, it’s never been easier than
00:10:19.440 ever to make money if you just talk to
00:10:22.160 people. There’s almost two billion
00:10:24.800 people on the internet connected over
00:10:27.440 this thing called social media that you
00:10:30.079 can use to get in front of people to
00:10:32.079 chat with them. I’ve personally sold
00:10:33.839 over $3 million in 11 months on
00:10:36.720 Instagram DMing people on the back of my
00:10:39.760 boat. I still do it today. I love to
00:10:42.240 chat with people in the DMs. If you
00:10:43.920 message me on Instagram, guess what? I’m
00:10:45.680 going to reply. Is this Dan AI? No, this
00:10:48.000 is Dan. Why do you do this then? You
00:10:49.839 have so many followers. I just like
00:10:52.160 people. I like seeing if I can be
00:10:53.760 helpful. I’m really good at it. I ask
00:10:55.839 the right questions. I get clarity. Most
00:10:57.839 people don’t like to waste my time. And
00:10:59.360 guess what? I have a team that monitors.
00:11:01.040 And if somebody wants to drag their feet
00:11:02.399 and not be responsive, it gets kicked
00:11:03.920 over to them. So, I don’t mind. But it
00:11:05.760 is me in the DMs. Please don’t over
00:11:08.480 complicate this. I mean, the other day I
00:11:10.079 was with my buddy Mike and we’re having
00:11:11.360 dinner and I just was like, “Bro, just
00:11:13.600 send a 100 DMs. Here’s the format. Just
00:11:16.240 send it.” And he sent those DMs and he
00:11:18.399 closed six clients in 72 hours. no
00:11:20.959 calls, all over chat with a stripe link.
00:11:23.920 Now, I know you’re thinking, I can’t do
00:11:25.680 that in my industry. I have coached
00:11:28.240 4,000 people to do it in every industry,
00:11:32.320 every small business, every big
00:11:34.079 business, mid-market, enterprise, SMB.
00:11:36.800 It’s how people want to buy today cuz
00:11:38.720 they don’t even want to get on a call.
00:11:40.800 Scheduling a call to have a conversation
00:11:42.480 when they’re already in the DMs. You are
00:11:44.880 in your Facebook Messenger, you’re in
00:11:46.720 your email, you’re in your text
00:11:48.079 messages, you’re in your Instagram DMs.
00:11:50.320 Your clients are also there. Talk to
00:11:51.839 them. So, here’s how we sell by chat.
00:11:53.760 The first thing, golden rule, can’t skip
00:11:55.839 it, never miss it. Opens. Always chat
00:11:58.480 with the people that follow you. I call
00:12:00.000 it an open because it’s an open-ended
00:12:02.000 question. They follow you, you message
00:12:03.920 them. Are you here for the content or
00:12:06.480 are you looking to grow your business?
00:12:08.000 That’s what I ask them because that’s
00:12:09.279 what I help people do. The key is you
00:12:11.040 always end on the thing you want to help
00:12:13.040 them with. Are you here for the videos?
00:12:15.040 Are you looking for help with your kids?
00:12:16.959 Are you here for the content or are you
00:12:18.880 looking to add mods to your car? Are you
00:12:20.800 here for the funny stuff or are you
00:12:22.959 looking to buy your first home? No,
00:12:24.800 actually, I just talked to you in the
00:12:26.240 hallway at this event and I just wanted
00:12:28.000 to say hi. Oh, Bob, how’s it going? Let
00:12:30.560 me know if you ever decide to buy a
00:12:31.839 house. Until then, great to have you as
00:12:33.360 a follower. It sounds so simple. People
00:12:35.920 don’t do it and they’re sitting on piles
00:12:38.800 of money in their followers. I had a
00:12:41.200 fitness guy had over a million followers
00:12:44.000 and could not afford to quit his job. He
00:12:46.079 was working a day job. He was passionate
00:12:48.079 about fitness. He was sharing videos and
00:12:50.160 he couldn’t bring himself to quit his
00:12:52.079 job cuz he didn’t know how to make
00:12:53.760 money. I said, “Have you considered just
00:12:56.079 talking to the followers?” He said,
00:12:57.680 “What would I say to them?” And I taught
00:12:59.279 him this. Well, he spent the next 3
00:13:00.959 days, I think he almost got divorced
00:13:02.720 because he was just in love chatting
00:13:04.959 with people. It never occurred to him.
00:13:06.800 So then we have to qualify them. We have
00:13:09.120 to ask questions. to let us know, are
00:13:11.120 they the right fit for us? My rule when
00:13:13.200 I’m trying to sell something is I don’t
00:13:15.040 even know if I can help you. That’s the
00:13:16.560 frame. So, can I ask you a few
00:13:17.920 questions? Of course. Tell me where
00:13:19.600 you’re at right now. If I sell business
00:13:21.200 coaching, tell me about your revenue.
00:13:22.720 What about your team? What’s the impact
00:13:24.480 you’re trying to have? Then the third
00:13:26.079 part is I need to know what their goal
00:13:27.760 is. What are their goals? What are they
00:13:29.519 looking to accomplish? I always like to
00:13:31.360 use a 12-month or one-year focus. Then
00:13:33.760 I’ll just ask them in a year what are
00:13:35.920 your targets around revenue team kind of
00:13:38.720 the impact you want to have. One of my
00:13:40.560 favorite questions to ask is imagine we
00:13:42.720 were getting together in one year and
00:13:44.560 we’re meeting up at your favorite
00:13:45.760 restaurant and we were celebrating the
00:13:48.079 past year because we worked together and
00:13:49.600 you just got a lot of stuff done. What
00:13:51.760 would we be celebrating? That’s just a
00:13:53.600 fun assumptive forwardlooking question
00:13:56.800 to get somebody already on board with
00:13:59.120 actually working with you. You can use
00:14:00.880 it for logo designs and HVAC in selling
00:14:04.240 homes. This applies to everything. Then
00:14:06.320 we have to go to the gap. The whole
00:14:08.480 point of a sale, it only happens in the
00:14:11.360 gap. The gap between feeling the pain
00:14:13.680 they’re feeling today about not doing
00:14:15.440 anything and the promise that you sold
00:14:17.760 and what it could feel like. When you
00:14:19.920 get them connected to the pain and then
00:14:22.639 you stretch the gap to what they want,
00:14:24.880 the possibility, their vision, their
00:14:26.320 future, that’s called the buying zone.
00:14:28.560 The center is where the sale happens.
00:14:31.120 Some people might come in and they’re
00:14:32.480 overconfident about their abilities to
00:14:34.160 solve the problem themselves. So, you
00:14:35.600 got to ask them questions that get them
00:14:36.959 over here. Some people are
00:14:38.399 underconfident. You got to build them
00:14:40.079 up. You do that with questions. The
00:14:42.800 right question moves the person closer
00:14:44.959 to the buying zone, stretches the gap,
00:14:46.959 and that is where the sales made. These
00:14:48.720 are the three quick rules that I always
00:14:50.639 tell my clients to follow. Number one,
00:14:52.720 short messages. essentially chat as if
00:14:55.519 you’re a teenager and it’s just short
00:14:57.519 and sweet. Nobody wants to read
00:14:58.959 paragraphs. They want to just interact
00:15:00.880 and scan. So, always end with a question
00:15:03.199 so that you keep the communication
00:15:04.720 flowing. I like to aim for about like
00:15:06.560 nine messages before I drop the offer.
00:15:08.720 Meaning nine back and forth. So, really
00:15:10.880 diving in, seeing if I can even be
00:15:12.959 helpful, giving them examples of other
00:15:14.800 people we worked with just like them.
00:15:16.560 And the last one is we have to test the
00:15:18.079 commitment. Asking somebody over chat on
00:15:19.920 a scale of 1 to 10, is this a now thing
00:15:22.240 or a later thing? and they go, “Yeah,
00:15:25.120 it’s probably a later thing.” Perfect.
00:15:27.440 Go back to the pain. Try to quantify it.
00:15:30.240 Have them communicate what would that
00:15:31.839 mean to your life if you continue to
00:15:33.839 make the decision you’re in right now.
00:15:35.600 Too often, people aren’t willing to
00:15:38.079 really help the person get clarity
00:15:40.000 around the impact that not changing is
00:15:42.880 having on their life. And it’s in the
00:15:44.800 lack of you willing to do that that
00:15:47.279 loses you the opportunity to serve the
00:15:49.360 person. and you think, “Well, it’s not
00:15:51.199 really my business to tell them or ask
00:15:53.040 them that stuff.” No, it actually is.
00:15:55.279 You have to act differently. You have to
00:15:57.759 test the commitment. And if you want to
00:15:59.279 do this before the next 6 weeks, you’re
00:16:01.360 going to have to go pro. No amateur
00:16:03.040 hour, short messages, and always end
00:16:05.199 with a question. So, now that they’re
00:16:06.880 leaning in, it’s time to get them to
00:16:08.959 buy. Step number four, make the offer.
00:16:11.839 All the money in the world is made in
00:16:14.160 the offer, and more specifically, the
00:16:16.320 follow-up. That’s where the fortunes
00:16:18.079 are. Like most people make an offer and
00:16:19.839 then they just like let the person ghost
00:16:21.600 them. No, no, no. Think about it. Pizza
00:16:24.240 is best served hot. See, you know that
00:16:27.040 if you wait too long, nobody wants it.
00:16:29.120 We want to get it to them when it’s hot.
00:16:31.040 And you don’t want to delay. And your
00:16:32.639 inability to ask for the deal. It’s
00:16:35.040 what’s causing the issue. The other day,
00:16:36.399 I was talking to my buddy. He had two
00:16:37.839 people he was talking to. One person, he
00:16:39.680 said, “Here’s the two options I’ve got
00:16:41.440 with a checkout link.” And he got
00:16:42.880 ghosted. The other client he talked to,
00:16:44.480 he said, “Here are the two options with
00:16:45.680 the checkout link.” followed up after 30
00:16:47.759 minutes.
00:16:49.519 Followed up 60 minutes, client paid in
00:16:51.519 full that day. What’s the difference?
00:16:53.680 People get busy. Help them solve the
00:16:57.120 to-do list problem by just being on top
00:16:59.440 of it. Your inability to want to feel
00:17:01.920 pushy is stopping you from serving
00:17:03.759 people. Fortunes are made in the
00:17:05.439 follow-up. The first part, it’s a
00:17:07.439 one-pager. It’s got everything in there.
00:17:10.079 It talks about the pain. It makes it
00:17:12.079 irresistible. It’s clear. It’s got the
00:17:14.720 checkout link and it’s got the packages
00:17:16.480 and the price. Again, don’t forget you
00:17:18.959 can download my template below in the
00:17:20.959 description. Just click the link and
00:17:22.240 I’ll send it over to you. But that we
00:17:23.919 have to have. The second part is what I
00:17:25.760 call a two-part close. Once I send it to
00:17:28.000 them, I send it and I say, “Let me know
00:17:30.080 if you have any questions or if you’re
00:17:31.919 in, just reply in.” Because the second
00:17:34.640 part is the assumptive close. And I
00:17:36.559 always want to end on that. They have
00:17:38.160 questions, they’ll ask the questions.
00:17:39.600 But changing your language will increase
00:17:41.679 your close rates by just with the
00:17:43.520 confidence you’re assuming they’re going
00:17:45.120 to move forward. The final part is the
00:17:47.200 follow-up ladder. Write this down. We
00:17:49.200 want to go 30 minutes.
00:17:51.919 60 minutes. Are you still there? The
00:17:54.480 next morning, just wanted to bump this.
00:17:57.280 24 hours. Did something happen? 3 days.
00:18:01.280 Did I do something wrong? 7 days. Did I
00:18:05.280 just get ghosted? Now, I like to be
00:18:07.840 playful and fun in my follow-up. So, you
00:18:10.400 can do whatever you want, but go 30, 60
00:18:12.960 next morning, 24 hours, 3 days, 7 days,
00:18:15.120 and you will close more deals. Now, if
00:18:17.600 they pay you, you can just skip to step
00:18:19.679 six. But if they don’t, it’s time to
00:18:21.840 overcome some objections. Step five,
00:18:24.240 overcome objections. Now, here’s
00:18:26.480 something powerful to understand. If you
00:18:28.640 bring up their objections before they
00:18:30.320 do, it’s called an obstacle. It’s way
00:18:32.720 easier to deal with an obstacle than an
00:18:34.960 objection. and you do it early, you’re
00:18:36.640 qualifying them. So that’s why I always
00:18:37.840 say test the objection. For example,
00:18:39.679 have you put a budget aside for X
00:18:41.840 result? Have you talked to your business
00:18:43.679 partner about this? Having all the
00:18:45.600 things you know they bring up in the
00:18:47.039 objections early on negates it so they
00:18:50.000 can’t use it later. Do you understand
00:18:51.440 how powerful that is? But if it does
00:18:53.120 show up after, here’s how to overcome
00:18:54.799 those objections. These are the
00:18:56.480 objections you hear all the time. I
00:18:57.919 don’t have the money. I don’t have the
00:18:59.280 time. I want to do it myself. I need to
00:19:01.600 talk to my partner. I got to think about
00:19:03.679 it. Not now. or they ghost you. This is
00:19:06.480 where selling actually starts. So,
00:19:08.480 here’s my framework for overcoming any
00:19:10.720 objections. The first step is to
00:19:12.720 acknowledge. They say it’s too expensive
00:19:15.039 or I can’t afford it. You say, “Makes
00:19:17.039 sense. I’d ask the same. Totally fair.
00:19:19.520 It’s non-combative.” Do not push back
00:19:22.160 and say, “Actually, it’s really
00:19:23.600 cheap.” Don’t say stuff like that.
00:19:25.520 Literally say, “Totally hear you. That’s
00:19:27.760 fair. I’d ask the same thing.” You
00:19:29.520 dissolve them pushing back on you. Step
00:19:31.760 two is you isolate the objection.
00:19:33.600 oftentimes they’ll say it’s this when
00:19:35.760 it’s actually something else. So I like
00:19:37.280 to go beside this, is there anything
00:19:39.039 else in the way? That way you get rid of
00:19:41.600 all the game of whack-a-ole of
00:19:43.360 objections they could play and we
00:19:45.120 isolate the one. If they list more than
00:19:47.360 one, pick the real one which matters
00:19:49.679 most. Step three is to clarify. When you
00:19:52.799 say that, the money, the time, wanting
00:19:55.200 to do it yourself, what do you actually
00:19:56.799 mean? Now, I know you might think you
00:19:58.400 know what they mean, but just sit back
00:20:00.240 and let them answer. Get the simple
00:20:02.320 facts. I’m not debating with them. I
00:20:04.400 want to hear what they mean by that
00:20:06.240 statement. Step four is the reframe to
00:20:08.559 the outcome. Right? So I might say
00:20:10.480 something like, “Well, the goal you
00:20:12.240 mention is this outcome by this date.
00:20:14.799 That’s why we do it this way. Wouldn’t
00:20:16.960 this pay for itself?” And then you ask
00:20:19.120 them and they go, “Hm, yeah, I guess it
00:20:21.679 would pay for itself.” Perfect. Step
00:20:23.679 five is offer a simple path. Give them
00:20:26.080 two options, but tie it to the words
00:20:28.320 they use. Okay? It’s called echoing the
00:20:30.799 sale. The best way is you say this. Here
00:20:32.720 are two ways we could do this. Which
00:20:34.320 feels right to you? Option one, not
00:20:36.799 spend any money and keep getting the
00:20:38.799 same results. Again, echoing the words
00:20:40.640 that they use when you say those
00:20:42.240 results. Option two, invest the money
00:20:44.559 and make it back in 30 to 60 days.
00:20:46.880 They’re probably going to say option
00:20:48.159 two. Perfect. Step six is close with a
00:20:51.600 question. It’s the assumptive close.
00:20:53.200 Want me to drop the link? Should we lock
00:20:54.960 in your spot? Assume they’re ready to
00:20:57.120 move forward. And then sh silence is the
00:21:01.280 ultimate closer. Get the deal. Move on.
00:21:04.720 Now with people buying again, 6 weeks,
00:21:07.039 100K, it’s time to deliver on your
00:21:08.880 promise. Step six, deliver with a
00:21:11.120 system. System stands for save yourself
00:21:14.559 time, energy, money, and stress. If you
00:21:17.280 sell something and you want to scale it
00:21:18.960 up fast, you have to make sure your
00:21:20.640 fulfillment or your delivery is simple,
00:21:23.600 easy, and repeatable. That way client
00:21:26.400 wins creates more sales. It kind of
00:21:28.480 builds on itself. I remember a while ago
00:21:30.240 I was chatting with somebody on
00:21:31.440 Instagram and they told me their process
00:21:33.600 and it was messy. All they did was
00:21:36.320 change their whole process into
00:21:38.320 five-step checklist that got the client
00:21:40.880 a win in the first 7 days. And then that
00:21:43.679 person wrote about it, which got them
00:21:45.840 two more clients because they got the
00:21:47.840 win early cuz they had a checklist to
00:21:50.000 get results. So here’s how you
00:21:51.760 systematize your delivery. These are
00:21:53.760 literally the five easy steps that every
00:21:56.080 business can use. The first one is we
00:21:58.080 have to set up a kickoff call. A kickoff
00:22:00.640 call after a purchase helps everybody
00:22:03.840 feel good. You go over and you recommit
00:22:06.240 what they want. You talk about how
00:22:08.000 you’re going to deliver and it’s really
00:22:09.840 for both people to get on the same page.
00:22:12.559 Step two is gather all the inputs.
00:22:14.799 Gather every asset, every piece of
00:22:16.880 information you’re going to need to
00:22:19.039 start the work to be successful. Don’t
00:22:21.120 gather it as you’re moving along. Step
00:22:22.960 three is you have to get it built. Ship
00:22:25.200 the first deliverable, whatever you sold
00:22:27.200 as soon as you can get a client a win as
00:22:29.200 fast as possible. Ideally in five days,
00:22:31.360 but commit to seven so that you overd
00:22:33.520 deliver when you get it to them in five.
00:22:35.280 Step four is review. Every day I want
00:22:38.080 you to review with your team or
00:22:39.760 yourself. How am I moving every client
00:22:41.600 forward? If you do that every day, it
00:22:43.679 will keep the momentum. Number five is
00:22:46.000 you have to get them a real win. I
00:22:47.679 talked about this in the first step, but
00:22:49.600 I always think about when I get a new
00:22:51.120 client is what’s the time to first value
00:22:53.520 TTFV and I can define that and
00:22:56.320 essentially they feel it. As soon as
00:22:58.640 they give me a whim, guess what I do
00:22:59.919 with that? I ask them if there’s anybody
00:23:01.520 else like them that I might be able to
00:23:03.120 serve cuz I’m asking for a referral.
00:23:05.039 Here’s the way I like to ask. I say,
00:23:06.799 “Hey, you’ve been getting great results
00:23:08.320 so far. I appreciate you showing up as a
00:23:10.559 great client. I have a question. Who are
00:23:12.159 the one or two people that you feel
00:23:14.000 would be a great fit for this program as
00:23:15.520 well?” It’s not do you have one or two.
00:23:18.240 It’s literally who are one or two. That
00:23:20.480 one little tweak in language will get
00:23:22.720 you a ton of referrals.
00:23:25.600 That was a lot. But that was exactly how
00:23:28.720 I’d make 100K in six steps over the next
00:23:31.600 6 weeks. Now, I don’t want you to just
00:23:33.919 watch this, but actually take action.
00:23:36.240 Write it down below. Make a commitment.
00:23:38.320 What are you going to sell? What’s your
00:23:39.840 offer? How are you going to start having
00:23:41.679 chats with people that could buy? Are
00:23:43.679 you committed to always asking for the
00:23:45.280 sale? Are you going to do the work? Or
00:23:47.200 are you just going to use this as
00:23:48.880 another thing that you feel like, I’ve
00:23:50.720 collected some knowledge, some shelf
00:23:53.200 help? I feel good, but I put it on the
00:23:55.600 shelf and it doesn’t really help you.
00:23:57.600 Let’s not do that. I need you to
00:23:59.600 actually implement what I just taught.
00:24:01.440 One piece, one offer. Do something. But
00:24:05.039 this could be the next 6 weeks your
00:24:07.200 chance to make 100,000. And remember, if
00:24:09.520 you want my one-page offer template,
00:24:11.440 it’s below in the description. Just
00:24:13.279 click the link and I’ll send it over.