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Module: 1. AAU Agency/Module 3 - The Client Module 24
Lesson: 02. The Client Lesson The Client Tree
Duration: 24:05
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[00:00 -> 00:05] Alright, so this is going to be a pretty powerful lesson and I call it the client tree. Basically,
[00:05 -> 00:10] you want to shake the tree and this is where you're going to, you know, start finding potential clients.
[00:10 -> 00:15] Now, I think this goes without being said, but Google Ads is obviously a place that you can go
[00:15 -> 00:21] look for clients. I'm going to do a separate module on Google Ads for lead generation for
[00:21 -> 00:27] your agency because that needs to spot all by itself. So I'm going to skip over that part here
[00:28 -> 00:32] and just so you know that that's coming later. Now, throughout this lesson, I'm going to be talking
[00:32 -> 00:37] about the client tree. This is an attachment that you can print off or download if you want,
[00:38 -> 00:43] but I'm going to be referring to this as we go through it. But I will be covering this tree
[00:43 -> 00:48] later in this lesson, so stay tuned for that. Now, some of these are going to be maybe you already
[00:48 -> 00:54] have an agency, maybe do Facebook ads and you're going to go after Google Ads or maybe you don't,
[00:54 -> 00:59] you know, you're starting a brand new agency. This is going to give you some of the best ways
[00:59 -> 01:04] that I've done in the past. And I think it'd be pretty pleasantly surprised on some of the things
[01:04 -> 01:13] that you can do without going the old route of, you know, just kind of picking up the phone and cold
[01:13 -> 01:19] calling because nobody wants to do that. If you want to do that, go right ahead. If I had to start
[01:19 -> 01:24] all over, that's probably not where I would start. But if you want to pick up and just dial the phone
[01:24 -> 01:28] then I would start calling service businesses. They have money to spend because they're making
[01:28 -> 01:32] money every single time they go out. I'm going to stop talking about cold calls because you know,
[01:32 -> 01:38] those are you probably don't want to do them. But if you do stick to businesses that are making money
[01:38 -> 01:45] cash on a daily basis. Okay, next, who do you know? This is actually where I got started. And I'm not
[01:45 -> 01:50] saying go sell all your friends and your family because that's not what I'm talking about. What I
[01:50 -> 01:57] did was I had a couple of friends that had their own businesses and people that I knew. And so I
[01:57 -> 02:04] approached them and I said, you know what, Joe, I know you've got this company here. You've got a
[02:04 -> 02:10] great service. I think, you know, if you're not doing ads, I'd like to do them for you for free.
[02:10 -> 02:16] And he's like, what? And I was like, yeah, the only caveat is you pay for the advertising spend.
[02:16 -> 02:20] But I want to work for you for free. You just pay for the ads. I want to get you some business.
[02:20 -> 02:25] I want to cover, you know, get you a good return on your investment. And if I do that,
[02:25 -> 02:31] you know, would you hire me in 30 or 60 days if that works? And he's like, well, what do you mean
[02:31 -> 02:36] hire you? I'm like, well, just pay me a monthly fee to go out and find new clients just the way
[02:36 -> 02:41] we're going to do it. And he's like, well, yeah, if it works, of course, why wouldn't I? And he's
[02:41 -> 02:47] already sold, right? Who's not going to want to, you know, have somebody come in and run their
[02:47 -> 02:52] marketing for free for a month just to make sure it works. Obviously, you're not making any money
[02:52 -> 03:00] on that upfront with a setup fee or for that first 30 days. But this is a great way I landed my first
[03:00 -> 03:05] three clients doing this. So I knew I wasn't going to make any money this month off of them, but I
[03:05 -> 03:10] knew next month, they were going to pay me 400 bucks each. So that was that was how I landed them.
[03:11 -> 03:15] And I, you know, I turned around and made them profitable right away. They wanted to start
[03:15 -> 03:21] out spending 500 bucks. And I got them, you know, pretty much a return on their investment the
[03:21 -> 03:26] first week. And so I already knew that the next month they were going to be my client. And if they
[03:26 -> 03:31] say, well, you know, how much you're going to charge us if this works, you can negotiate that out. You
[03:31 -> 03:37] can go back to the revenue models that we talked about. That's really up to you. But this is what I
[03:37 -> 03:42] did. And I reached out to people that I knew. But I also, there was one instance where I reached out to
[03:43 -> 03:48] I knew a friend of mine who knew the business owner. And I just said, Hey, can you make an email
[03:48 -> 03:54] introduction to for me? And they did that. He just said, Hey, Bob, this is Mike, Mike starting up his own
[03:55 -> 04:00] agency. And he's looking for potential clients. He wants to talk to you about possibly offering
[04:00 -> 04:06] his services for free for, you know, 30 or 60 days done. And because it was a friendly introduction,
[04:06 -> 04:13] I got in the door, I sold him and he's still a client to this day. So that is one way you can do
[04:13 -> 04:18] it. Who do you know and offer to work for free? Wow, that doesn't always sound like a lot of fun
[04:18 -> 04:23] you get the idea. Next, if you're offering if you presently already have current clients,
[04:24 -> 04:28] that maybe you're doing Facebook ads, you want to offer them Google ads, they're perfect, right?
[04:28 -> 04:32] They're already paying for marketing. You're just offering them a different service. So I'm not
[04:32 -> 04:37] going to spend a lot of time on that because, you know, I think it's pretty self explanatory.
[04:37 -> 04:42] Next, referrals from current clients. For those of you who are just starting your own agency,
[04:42 -> 04:48] you need to make sure you listen to this as well, because this is powerful stuff. If you already have
[04:48 -> 04:53] current clients, and for those of you who's just starting an agency, obviously you won't.
[04:54 -> 05:01] When you do offer them rewards for referrals, I do not do this enough.
[05:01 -> 05:09] But this works like crazy. So I would sit here and say, go to my current clients, all of them,
[05:09 -> 05:14] send an email out to all of them or reach out on the phone, or when I'm, you know, talking to them
[05:14 -> 05:21] on the phone, say, Hey, we're expanding our agency and your services obviously not going to change
[05:21 -> 05:26] at all, neither of your prices. With that said, we're just trying to fill up some more spots.
[05:26 -> 05:34] I would like to offer a referral fee to anyone who refers us a new client. I tend to overspend
[05:34 -> 05:40] on this. And here's why. I will say something like, I will offer you $200 if you refer as someone
[05:40 -> 05:48] who becomes a client. And that brings in referrals. Why? Because people love money. And I'm not really
[05:48 -> 05:54] taking that $200 out of my pocket. Because what's going to happen is, I'm just going to take that
[05:54 -> 06:03] money off of this client's next bill. Or if they want, I will send them the $200. But not until that
[06:03 -> 06:08] other referral becomes a client, which means once that referral becomes a client, they're going to
[06:08 -> 06:12] come in the door, they're going to pay me a setup fee. I'm just going to take the money out of that.
[06:12 -> 06:19] I don't have to come with the money out of my pocket. I can pay once a client pays for a setup fee,
[06:19 -> 06:27] or I can take it off present clients next bill. Okay. This is huge. If you can get away with it for
[06:27 -> 06:32] a hundred, fine. But what I found is that the more money you throw with them, the better off they're
[06:32 -> 06:39] going to be. Go back and watch that lifetime value of a client video. I believe it's in module one.
[06:40 -> 06:48] And when you do take a look at what I'm talking about. Will I pay $200 now for a client that could be
[06:48 -> 06:55] with me for five years and bring in 30,000 bucks? Absolutely. Would I pay $200 to that client that
[06:55 -> 07:02] can come in and be with me for six months? Maybe it's a $1,000 a month client, 200 bucks for six
[07:02 -> 07:10] grand plus and setup fee, maybe another grand. Absolutely. This is a quick, quick way to do it.
[07:10 -> 07:16] You can also do this when you're working with those other people that you know or those business
[07:16 -> 07:22] owners. You know, you can pay a referral fee to anybody that you know. Send it out to your entire
[07:22 -> 07:28] network. Hey, I'm looking for people that want to become my clients. I'm willing to pay 200 bucks
[07:28 -> 07:34] once they become a client. And I will send that to you in a Visa gift card or whatever you want to do.
[07:34 -> 07:38] And who knows? Maybe you've got some entrepreneurial friends that are like,
[07:38 -> 07:43] yeah, I've got three family friends who are business owners. I will introduce you. And if you
[07:43 -> 07:49] get clients off of that, guess what? You just paid $200 for a client that's going to pay you,
[07:49 -> 07:55] what? $750 for a setup fee plus 500 bucks a month. And just to get started, awesome,
[07:55 -> 08:01] awesome way to get going. Not only that, but when your business gets going, this is an
[08:01 -> 08:07] awesome way to keep it going and keep building it because you are literally giving cold hard cash.
[08:08 -> 08:15] A lot of it, but you're just trading it. You're trading $200 for a possible $20,000 client.
[08:15 -> 08:21] So if you gave me $200 right now, but I gave you $1,000 back, is that a deal you would take?
[08:22 -> 08:32] All day long you would. Remember this lesson. Next, another good spot, home advisor. Go to home
[08:32 -> 08:41] advisor, homeadvisor.com. Home advisor is a basically trusted home project website where
[08:41 -> 08:46] contractors can go and put their information on there. And they will buy leads from home advisor.
[08:46 -> 08:54] The problem with that is home advisor will sell that lead to four or five other companies.
[08:54 -> 09:00] So let's just say I go in here and I look for a plumber. I follow this process. I need a plumber
[09:00 -> 09:06] from my house. I fill out this process. Home advisor is going to take my information and they're going
[09:06 -> 09:12] to sell that lead to a local plumber. And that local plumber is going to give me a call. The
[09:12 -> 09:19] problem is they sell that same local lead to three or four other plumbers. So if that one
[09:19 -> 09:27] contractor is paying $50 for my information, home advisors also selling that same lead for $50
[09:27 -> 09:33] to four other contractors. So it's first come, first serve. These leads that these contractors
[09:33 -> 09:38] get from home advisor, they literally come across their phone and everybody drops everything that
[09:38 -> 09:44] they're doing because they just paid $50 for it. And they all call me as the client or the homeowner
[09:44 -> 09:50] at once. So I literally did this once. I filled this out to have a home project done. And while
[09:50 -> 09:56] I and within 10 seconds, the phone rang. And while I was on the phone, there was about three other
[09:56 -> 10:01] calls that were trying to beep in because they were other contractors that were trying to contact me.
[10:01 -> 10:06] And the contractors use this service because they do get leads. The problem is is that one,
[10:06 -> 10:11] the leads are not exclusive. They're going to four other contractors. Number two, the leads are very
[10:11 -> 10:17] expensive. And if that person, if that contractor does not get a hold of that lead right away,
[10:17 -> 10:23] chances of them even touching base with them or getting them to return a phone call are slim and
[10:23 -> 10:28] none because right, whoever contacts me first is a lot of the times if they can sell or one of the
[10:28 -> 10:35] ones I'm going to use. So contractors actually kind of hate this service. They get leads from it,
[10:35 -> 10:40] but they don't want to use it because it's so expensive. So go down here, go down to the bottom
[10:41 -> 10:46] and you can find the most popular city. So I happen to live in Minneapolis. And I can see
[10:47 -> 10:52] a lot of the related projects. So I can click on air duct cleaning.
[10:54 -> 10:59] And I can scroll down here and I can see Minnesota air duct cleaning corp,
[11:00 -> 11:06] Windows of Hope Services LLC. I can see their phone number. Now these phone numbers are tracking
[11:06 -> 11:12] numbers. So don't use them. Let's just say my cleaner Minnesota, I would go do a search for that.
[11:13 -> 11:19] And I would say, all right, here's my cleaner Minnesota. And I could, you know, call them if
[11:19 -> 11:25] their phone number was here, which it's not. You can probably just go find them my cleaner Minnesota,
[11:26 -> 11:33] go to their websites. And yeah, you can see their phone number right here. Okay. So that's a great
[11:33 -> 11:40] way to do it because these guys do not like paying home advisor prices. And if they're paying that,
[11:40 -> 11:49] they're probably willing to pay you to get exclusive leads at a much cheaper price. Now one thing you
[11:49 -> 11:54] need them to keep in mind is these companies might also be doing Google ads, which is great. The best
[11:54 -> 11:59] part about this is that these guys are already paying to market. They understand the value of
[11:59 -> 12:07] marketing. And yeah, you get the idea. So just go back and, you know, take a look. You've got plumbing,
[12:07 -> 12:14] you've got other related projects, siding handyman services, those are great landscaping companies.
[12:14 -> 12:20] You see, you know, carpenters, insulation. And these are all local companies are already paying
[12:20 -> 12:27] a lot of money to market. So guess what? Use this information. Do not call these numbers. These are
[12:27 -> 12:34] tracking numbers. This company might get charged for it. So just make sure you're using, you're
[12:34 -> 12:40] going and doing a quick search. So what I would do is I would come here, find a, so we're insulation
[12:40 -> 12:49] contractor. I would just copy these names down onto a spreadsheet under insulation contractors,
[12:49 -> 12:54] and then go find their phone number and reach out to them or their email. Now this actually was
[12:54 -> 12:59] brought to my attention by one of our students in the group. And I thought it was beautiful.
[12:59 -> 13:09] D seven leadfinder.com. Now what you can do with this is you can enter in a keyword. You can choose a
[13:09 -> 13:15] city. It takes a little while to run, but you get the, you can see what will happen is you can
[13:16 -> 13:23] see the business name. You can see the phone number, email, where they have other profiles.
[13:23 -> 13:30] Also, you can see what category they're in and so on. So this can help you can't figure out phone
[13:30 -> 13:35] numbers. But the best part is this can help you figure out emails. You're going to enter in business
[13:35 -> 13:42] names, find the email of the business and send them a cold email like, Hey, I noticed you're
[13:43 -> 13:49] advertising on, on home advisor. Don't worry. I didn't click your ad or call your number or anything,
[13:49 -> 13:53] but I wanted to reach out because, and so what you're going to do is you're going to find that
[13:53 -> 14:00] template in the next training, which will be called cold email training and template. Okay,
[14:00 -> 14:06] you can find that information there. So home advisor is another great place. Another thing you
[14:06 -> 14:12] can do is go to Facebook. This one takes a little bit longer. It's a little bit more legwork. But
[14:12 -> 14:16] if this is what you like to do, so this is a way to do it. If you really want to niche down to
[14:16 -> 14:22] specific industries, what you can do is you can go down here to groups and you can search groups
[14:22 -> 14:29] and you can type in plumbers. Now you're going to click see all you're going to see all these
[14:29 -> 14:35] plumbing groups. Okay, so welcome to the world's plumbing associates. 80 posts a day. That means
[14:35 -> 14:40] there's a lot of you can see there's 35,000 members. So what these are a lot of times plumbing hacks
[14:40 -> 14:46] and plumbing professional discussions. These are most of the time plumbing business owners,
[14:46 -> 14:52] people that work in plumbing companies that that are part of these groups. So if you find one,
[14:53 -> 14:59] plumbers only handyman you not apply. I'm not sure if that's one plumbing fails. You know that's
[14:59 -> 15:07] going to be a lot of plumbers in there plumbing mafia, service plumbers of America. But what
[15:07 -> 15:12] you may be able to do is you might not be able to get in unless you're plumber. So you click on plumbing
[15:12 -> 15:17] only pages for everyone in any one from all the world to post their pictures share their content.
[15:17 -> 15:23] Why not join your plumbing friends and enjoy the group? Depending on what this is, what kind of
[15:23 -> 15:29] group is all you have to do is click on join group. You click the profile that you want to join the
[15:29 -> 15:35] group with and you send that. Now it just sent it but I'm going to cancel the request because I don't
[15:35 -> 15:41] care about plumbing the plumbing group. But what will happen is if you get questions asked to you
[15:41 -> 15:48] to join the group, answer them and be honest with them. Okay. So what will happen is they're
[15:48 -> 15:53] going to you may have to answer those questions to even get in the group. And then I'm going to show
[15:53 -> 15:59] you what to do once you get inside the group here in a second. Be honest with them. So are you a
[15:59 -> 16:05] plumber or do you know are you part of a plumbing organization? Be honest say no. You know what kind
[16:05 -> 16:09] of business do you own? I own a marketing agency. Just see if they let you in. If they don't
[16:10 -> 16:14] you know apply to a bunch of these plumbing hacks and plumbing professional discussions.
[16:16 -> 16:20] Dedicated to plumbing professionals by plumbing professionals. So let's say I went to this one,
[16:20 -> 16:29] I click join group. And see here's one where I ask questions. So answer the membership questions.
[16:29 -> 16:33] You must answer all three to get approval. Are you a plumber or in the plumbing industry?
[16:33 -> 16:37] Say no. What's the name of the company work for? What's your specialty? Man, C.
[16:37 -> 16:42] Need digital marketing by gaining industry. You promise not to bash others or be disrespectful
[16:42 -> 16:48] or meet a removal. Do you read the group rules where you abide by them? Yes. And then submit.
[16:49 -> 16:53] Now if you get denied, you get denied. They just won't let you in. You won't even see it receive
[16:53 -> 16:59] a notice of it. Otherwise, if they accept you, what will happen is you can go into the group. So I'm
[16:59 -> 17:04] going to cancel the request. And I'm going to show you how what you do inside a Facebook group.
[17:05 -> 17:10] Okay. So once you're inside a group, the way you're going to find the way you're going to help people
[17:11 -> 17:18] is you want to go to the search button or the search icon there and then take a look for marketing.
[17:19 -> 17:24] You offer a marketing service and you want to talk to somebody about marketing. So right here,
[17:24 -> 17:31] it says you can read through some of these and what will happen is you might find marketing consulting
[17:31 -> 17:37] offering multiple services. Ads is one part of our marketing that was driving me bunkers. So
[17:37 -> 17:44] please looking forward to learning and mastering it. Okay. So if I have a ads course, which I do,
[17:44 -> 17:50] I could actually reach out to this person and comment. Okay. I might just comment and say, hey,
[17:52 -> 17:56] you know, what are you, what are you looking for? But what will happen is you're going to be looking
[17:56 -> 18:01] for, let's say you're in the plumbing group, you're going to see people say, I'm struggling with
[18:02 -> 18:08] ads. I can't figure out how to run ads for our plumbing business. And you could just comment to
[18:08 -> 18:14] that person and say, where are you struggling? That's it. I want you to leave a very close-ended
[18:14 -> 18:20] like, where are you struggling to find help? Where are you struggling with your marketing?
[18:20 -> 18:25] And they'll tell you, keep the conversation going. The one thing you don't want to do is you do not
[18:26 -> 18:33] want to tell them to give you a call or to PM you private message you, because a lot of the times
[18:33 -> 18:38] these groups are moderate, and if you try to sell your services or anything, they'll just ban you
[18:38 -> 18:43] from the group. And you'll know you've been banned when the next time you try to go to the group,
[18:43 -> 18:49] you can't get in. Okay. So just keep the conversation going. Answer their questions,
[18:49 -> 18:54] because what will happen is the more engagement that they have on this post, the farther up the post
[18:54 -> 18:59] will come. And most of the time they won't even ask you how to contact you, what they'll do is they
[18:59 -> 19:05] will click your profile, right? And they'll go to your profile. And just like if somebody went to
[19:05 -> 19:11] my profile, they would see down here found our PPC video training, found out Mancy and he digital,
[19:11 -> 19:18] and they could see how to get in touch with me. Okay. So this is a, it's a slower way to work,
[19:18 -> 19:24] but you can put yourself out there as the expert and other people will join the post and join that
[19:24 -> 19:31] thread and that question and answer and watch it just to see, you know, what the answers are. So if
[19:31 -> 19:36] you're going in there, you are literally going in there for 20, 30 minutes a day going into those
[19:36 -> 19:43] groups, looking for people who need marketing help and offering your services essentially for free.
[19:43 -> 19:49] You're saying, Hey, I can, here's an answer to that question. Here is, here's what I would do.
[19:49 -> 19:54] This is something that's worked in the past. You're not selling, you're putting yourself out there as
[19:54 -> 20:00] the expert and people will find you. And this actually does work quite well, a little bit more time
[20:00 -> 20:07] consuming. But if you have an issue, you know, cold calling or cold emailing, that might be a way to go.
[20:08 -> 20:13] If I was, if it was me again, I'd done this before, I've spent a couple weeks doing this in the past,
[20:13 -> 20:19] where I went in like an hour a day. And today didn't come in right away. But within a week or two,
[20:19 -> 20:24] people started to reach out to me. So Facebook groups joined become, you know,
[20:24 -> 20:30] joined professional groups become the expert. I just showed you D seven lead finder. But watch
[20:30 -> 20:34] our following training. The one spot pass, this will be cold email training template,
[20:34 -> 20:40] which will be the next lesson. Sorry, not module, but the next lesson that will walk you through on
[20:40 -> 20:45] how to reach out to these people. Once you find out their information. So this is a graphic I came
[20:45 -> 20:52] up with to talk about the different lead or different places you could find potential clients. And I
[20:52 -> 20:57] kind of broke it up on things that I like to do personally and things that I don't necessarily want
[20:57 -> 21:03] to do. But I wanted to give you the options. So we start with cold calls. Now cold calls are
[21:03 -> 21:09] obviously exactly what they are. You're calling somebody your, you know, it's a numbers game. But
[21:09 -> 21:14] it takes a lot of time. Now on this side, you can go to Facebook group like what we talked about in
[21:14 -> 21:19] the video. But once again, those are cold, they're not necessarily looking for you. And it takes time.
[21:20 -> 21:27] Home advisor. Now it takes a little bit of time. It's not as much. Because you can do it quickly.
[21:27 -> 21:31] But those are lukewarm. I don't say they're cold leads. I say they're a little bit warm because
[21:32 -> 21:37] of the fact that they're already marketing, right? Those are people who are already spending a ton
[21:37 -> 21:43] of money. And they would be rather welcome to not probably spend it with home advisor, find a lot of
[21:43 -> 21:48] the I find a lot of clients that literally will say to me, you know, we'll say, we would just want
[21:48 -> 21:52] to, you know, we're going to help you build your business. He goes, I just want to spend enough money
[21:52 -> 21:57] and get enough leads where I'd have to deal with home advisor anymore. Cold email template,
[21:57 -> 22:03] which we're going to go into in the next module, which we'll walk you through on how to talk to
[22:03 -> 22:08] people who already are running ads. So those are kind of warm leads are already running ads.
[22:08 -> 22:15] Take some time. But what you're doing is you're offering some free advice, which is obviously huge
[22:15 -> 22:22] in offering to help them out with a mistake that they made. And that will eventually, you know, save
[22:22 -> 22:28] them some money. So that's why I put this one up at the top on this side. Over on this side,
[22:28 -> 22:36] this is these are the ones I love. These are the ones that I consider pretty much red hot. So you've
[22:36 -> 22:43] got who do you know, right? When you're just getting started out, who do you know? You've got to know
[22:43 -> 22:47] somebody that owns a business or somebody who knows somebody that owns a business. And those are easy
[22:47 -> 22:52] introductions that people will make, assuming that you're, you know, you're a stand up guy or stand up
[22:52 -> 22:58] gal, right? They want to those those aren't hard to get. I don't talk about this in the video,
[22:58 -> 23:04] but obviously running Google ads. I don't talk about it because, you know, we're going to show you how
[23:04 -> 23:10] to do it. But running Google ads for your agency is not hard. It can get very expensive because
[23:11 -> 23:15] some of the keywords can be quite expensive for digital marketing. We're not going to run
[23:15 -> 23:20] them for those, obviously. That's a little bit too expensive. But those are people who are looking
[23:20 -> 23:26] for you, looking for what you have to offer. And I will do a module on Google ads for your agency.
[23:26 -> 23:31] Okay. But those are people who are looking for you. So that's a hot lead. They have a problem. You
[23:31 -> 23:38] have a solution. You're putting yourself in front of them. This is still my favorite referrals,
[23:38 -> 23:44] because it's easy. It's a warm lead, but you can offer some cash just like I talked about in the
[23:44 -> 23:50] video. That is absolutely phenomenal when you can just say, Hey, I'll give you, you know, I'll put
[23:50 -> 23:56] up 200 bucks because I know I'm going to get a thousand or 20,000 eventually in return. So those
[23:56 -> 24:05] are, you know, those are the ones that I really like. So that is what I call my client tree. Hope that helps.

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Alright, so this is going to be a pretty powerful lesson and I call it the client tree. Basically, you want to shake the tree and this is where you're going to, you know, start finding potential clients. Now, I think this goes without being said, but Google Ads is obviously a place that you can go look for clients. I'm going to do a separate module on Google Ads for lead generation for your agency because that needs to spot all by itself. So I'm going to skip over that part here and just so you know that that's coming later. Now, throughout this lesson, I'm going to be talking about the client tree. This is an attachment that you can print off or download if you want, but I'm going to be referring to this as we go through it. But I will be covering this tree later in this lesson, so stay tuned for that. Now, some of these are going to be maybe you already have an agency, maybe do Facebook ads and you're going to go after Google Ads or maybe you don't, you know, you're starting a brand new agency. This is going to give you some of the best ways that I've done in the past. And I think it'd be pretty pleasantly surprised on some of the things that you can do without going the old route of, you know, just kind of picking up the phone and cold calling because nobody wants to do that. If you want to do that, go right ahead. If I had to start all over, that's probably not where I would start. But if you want to pick up and just dial the phone then I would start calling service businesses. They have money to spend because they're making money every single time they go out. I'm going to stop talking about cold calls because you know, those are you probably don't want to do them. But if you do stick to businesses that are making money cash on a daily basis. Okay, next, who do you know? This is actually where I got started. And I'm not saying go sell all your friends and your family because that's not what I'm talking about. What I did was I had a couple of friends that had their own businesses and people that I knew. And so I approached them and I said, you know what, Joe, I know you've got this company here. You've got a great service. I think, you know, if you're not doing ads, I'd like to do them for you for free. And he's like, what? And I was like, yeah, the only caveat is you pay for the advertising spend. But I want to work for you for free. You just pay for the ads. I want to get you some business. I want to cover, you know, get you a good return on your investment. And if I do that, you know, would you hire me in 30 or 60 days if that works? And he's like, well, what do you mean hire you? I'm like, well, just pay me a monthly fee to go out and find new clients just the way we're going to do it. And he's like, well, yeah, if it works, of course, why wouldn't I? And he's already sold, right? Who's not going to want to, you know, have somebody come in and run their marketing for free for a month just to make sure it works. Obviously, you're not making any money on that upfront with a setup fee or for that first 30 days. But this is a great way I landed my first three clients doing this. So I knew I wasn't going to make any money this month off of them, but I knew next month, they were going to pay me 400 bucks each. So that was that was how I landed them. And I, you know, I turned around and made them profitable right away. They wanted to start out spending 500 bucks. And I got them, you know, pretty much a return on their investment the first week. And so I already knew that the next month they were going to be my client. And if they say, well, you know, how much you're going to charge us if this works, you can negotiate that out. You can go back to the revenue models that we talked about. That's really up to you. But this is what I did. And I reached out to people that I knew. But I also, there was one instance where I reached out to I knew a friend of mine who knew the business owner. And I just said, Hey, can you make an email introduction to for me? And they did that. He just said, Hey, Bob, this is Mike, Mike starting up his own agency. And he's looking for potential clients. He wants to talk to you about possibly offering his services for free for, you know, 30 or 60 days done. And because it was a friendly introduction, I got in the door, I sold him and he's still a client to this day. So that is one way you can do it. Who do you know and offer to work for free? Wow, that doesn't always sound like a lot of fun you get the idea. Next, if you're offering if you presently already have current clients, that maybe you're doing Facebook ads, you want to offer them Google ads, they're perfect, right? They're already paying for marketing. You're just offering them a different service. So I'm not going to spend a lot of time on that because, you know, I think it's pretty self explanatory. Next, referrals from current clients. For those of you who are just starting your own agency, you need to make sure you listen to this as well, because this is powerful stuff. If you already have current clients, and for those of you who's just starting an agency, obviously you won't. When you do offer them rewards for referrals, I do not do this enough. But this works like crazy. So I would sit here and say, go to my current clients, all of them, send an email out to all of them or reach out on the phone, or when I'm, you know, talking to them on the phone, say, Hey, we're expanding our agency and your services obviously not going to change at all, neither of your prices. With that said, we're just trying to fill up some more spots. I would like to offer a referral fee to anyone who refers us a new client. I tend to overspend on this. And here's why. I will say something like, I will offer you $200 if you refer as someone who becomes a client. And that brings in referrals. Why? Because people love money. And I'm not really taking that $200 out of my pocket. Because what's going to happen is, I'm just going to take that money off of this client's next bill. Or if they want, I will send them the $200. But not until that other referral becomes a client, which means once that referral becomes a client, they're going to come in the door, they're going to pay me a setup fee. I'm just going to take the money out of that. I don't have to come with the money out of my pocket. I can pay once a client pays for a setup fee, or I can take it off present clients next bill. Okay. This is huge. If you can get away with it for a hundred, fine. But what I found is that the more money you throw with them, the better off they're going to be. Go back and watch that lifetime value of a client video. I believe it's in module one. And when you do take a look at what I'm talking about. Will I pay $200 now for a client that could be with me for five years and bring in 30,000 bucks? Absolutely. Would I pay $200 to that client that can come in and be with me for six months? Maybe it's a $1,000 a month client, 200 bucks for six grand plus and setup fee, maybe another grand. Absolutely. This is a quick, quick way to do it. You can also do this when you're working with those other people that you know or those business owners. You know, you can pay a referral fee to anybody that you know. Send it out to your entire network. Hey, I'm looking for people that want to become my clients. I'm willing to pay 200 bucks once they become a client. And I will send that to you in a Visa gift card or whatever you want to do. And who knows? Maybe you've got some entrepreneurial friends that are like, yeah, I've got three family friends who are business owners. I will introduce you. And if you get clients off of that, guess what? You just paid $200 for a client that's going to pay you, what? $750 for a setup fee plus 500 bucks a month. And just to get started, awesome, awesome way to get going. Not only that, but when your business gets going, this is an awesome way to keep it going and keep building it because you are literally giving cold hard cash. A lot of it, but you're just trading it. You're trading $200 for a possible $20,000 client. So if you gave me $200 right now, but I gave you $1,000 back, is that a deal you would take? All day long you would. Remember this lesson. Next, another good spot, home advisor. Go to home advisor, homeadvisor.com. Home advisor is a basically trusted home project website where contractors can go and put their information on there. And they will buy leads from home advisor. The problem with that is home advisor will sell that lead to four or five other companies. So let's just say I go in here and I look for a plumber. I follow this process. I need a plumber from my house. I fill out this process. Home advisor is going to take my information and they're going to sell that lead to a local plumber. And that local plumber is going to give me a call. The problem is they sell that same local lead to three or four other plumbers. So if that one contractor is paying $50 for my information, home advisors also selling that same lead for $50 to four other contractors. So it's first come, first serve. These leads that these contractors get from home advisor, they literally come across their phone and everybody drops everything that they're doing because they just paid $50 for it. And they all call me as the client or the homeowner at once. So I literally did this once. I filled this out to have a home project done. And while I and within 10 seconds, the phone rang. And while I was on the phone, there was about three other calls that were trying to beep in because they were other contractors that were trying to contact me. And the contractors use this service because they do get leads. The problem is is that one, the leads are not exclusive. They're going to four other contractors. Number two, the leads are very expensive. And if that person, if that contractor does not get a hold of that lead right away, chances of them even touching base with them or getting them to return a phone call are slim and none because right, whoever contacts me first is a lot of the times if they can sell or one of the ones I'm going to use. So contractors actually kind of hate this service. They get leads from it, but they don't want to use it because it's so expensive. So go down here, go down to the bottom and you can find the most popular city. So I happen to live in Minneapolis. And I can see a lot of the related projects. So I can click on air duct cleaning. And I can scroll down here and I can see Minnesota air duct cleaning corp, Windows of Hope Services LLC. I can see their phone number. Now these phone numbers are tracking numbers. So don't use them. Let's just say my cleaner Minnesota, I would go do a search for that. And I would say, all right, here's my cleaner Minnesota. And I could, you know, call them if their phone number was here, which it's not. You can probably just go find them my cleaner Minnesota, go to their websites. And yeah, you can see their phone number right here. Okay. So that's a great way to do it because these guys do not like paying home advisor prices. And if they're paying that, they're probably willing to pay you to get exclusive leads at a much cheaper price. Now one thing you need them to keep in mind is these companies might also be doing Google ads, which is great. The best part about this is that these guys are already paying to market. They understand the value of marketing. And yeah, you get the idea. So just go back and, you know, take a look. You've got plumbing, you've got other related projects, siding handyman services, those are great landscaping companies. You see, you know, carpenters, insulation. And these are all local companies are already paying a lot of money to market. So guess what? Use this information. Do not call these numbers. These are tracking numbers. This company might get charged for it. So just make sure you're using, you're going and doing a quick search. So what I would do is I would come here, find a, so we're insulation contractor. I would just copy these names down onto a spreadsheet under insulation contractors, and then go find their phone number and reach out to them or their email. Now this actually was brought to my attention by one of our students in the group. And I thought it was beautiful. D seven leadfinder.com. Now what you can do with this is you can enter in a keyword. You can choose a city. It takes a little while to run, but you get the, you can see what will happen is you can see the business name. You can see the phone number, email, where they have other profiles. Also, you can see what category they're in and so on. So this can help you can't figure out phone numbers. But the best part is this can help you figure out emails. You're going to enter in business names, find the email of the business and send them a cold email like, Hey, I noticed you're advertising on, on home advisor. Don't worry. I didn't click your ad or call your number or anything, but I wanted to reach out because, and so what you're going to do is you're going to find that template in the next training, which will be called cold email training and template. Okay, you can find that information there. So home advisor is another great place. Another thing you can do is go to Facebook. This one takes a little bit longer. It's a little bit more legwork. But if this is what you like to do, so this is a way to do it. If you really want to niche down to specific industries, what you can do is you can go down here to groups and you can search groups and you can type in plumbers. Now you're going to click see all you're going to see all these plumbing groups. Okay, so welcome to the world's plumbing associates. 80 posts a day. That means there's a lot of you can see there's 35,000 members. So what these are a lot of times plumbing hacks and plumbing professional discussions. These are most of the time plumbing business owners, people that work in plumbing companies that that are part of these groups. So if you find one, plumbers only handyman you not apply. I'm not sure if that's one plumbing fails. You know that's going to be a lot of plumbers in there plumbing mafia, service plumbers of America. But what you may be able to do is you might not be able to get in unless you're plumber. So you click on plumbing only pages for everyone in any one from all the world to post their pictures share their content. Why not join your plumbing friends and enjoy the group? Depending on what this is, what kind of group is all you have to do is click on join group. You click the profile that you want to join the group with and you send that. Now it just sent it but I'm going to cancel the request because I don't care about plumbing the plumbing group. But what will happen is if you get questions asked to you to join the group, answer them and be honest with them. Okay. So what will happen is they're going to you may have to answer those questions to even get in the group. And then I'm going to show you what to do once you get inside the group here in a second. Be honest with them. So are you a plumber or do you know are you part of a plumbing organization? Be honest say no. You know what kind of business do you own? I own a marketing agency. Just see if they let you in. If they don't you know apply to a bunch of these plumbing hacks and plumbing professional discussions. Dedicated to plumbing professionals by plumbing professionals. So let's say I went to this one, I click join group. And see here's one where I ask questions. So answer the membership questions. You must answer all three to get approval. Are you a plumber or in the plumbing industry? Say no. What's the name of the company work for? What's your specialty? Man, C. Need digital marketing by gaining industry. You promise not to bash others or be disrespectful or meet a removal. Do you read the group rules where you abide by them? Yes. And then submit. Now if you get denied, you get denied. They just won't let you in. You won't even see it receive a notice of it. Otherwise, if they accept you, what will happen is you can go into the group. So I'm going to cancel the request. And I'm going to show you how what you do inside a Facebook group. Okay. So once you're inside a group, the way you're going to find the way you're going to help people is you want to go to the search button or the search icon there and then take a look for marketing. You offer a marketing service and you want to talk to somebody about marketing. So right here, it says you can read through some of these and what will happen is you might find marketing consulting offering multiple services. Ads is one part of our marketing that was driving me bunkers. So please looking forward to learning and mastering it. Okay. So if I have a ads course, which I do, I could actually reach out to this person and comment. Okay. I might just comment and say, hey, you know, what are you, what are you looking for? But what will happen is you're going to be looking for, let's say you're in the plumbing group, you're going to see people say, I'm struggling with ads. I can't figure out how to run ads for our plumbing business. And you could just comment to that person and say, where are you struggling? That's it. I want you to leave a very close-ended like, where are you struggling to find help? Where are you struggling with your marketing? And they'll tell you, keep the conversation going. The one thing you don't want to do is you do not want to tell them to give you a call or to PM you private message you, because a lot of the times these groups are moderate, and if you try to sell your services or anything, they'll just ban you from the group. And you'll know you've been banned when the next time you try to go to the group, you can't get in. Okay. So just keep the conversation going. Answer their questions, because what will happen is the more engagement that they have on this post, the farther up the post will come. And most of the time they won't even ask you how to contact you, what they'll do is they will click your profile, right? And they'll go to your profile. And just like if somebody went to my profile, they would see down here found our PPC video training, found out Mancy and he digital, and they could see how to get in touch with me. Okay. So this is a, it's a slower way to work, but you can put yourself out there as the expert and other people will join the post and join that thread and that question and answer and watch it just to see, you know, what the answers are. So if you're going in there, you are literally going in there for 20, 30 minutes a day going into those groups, looking for people who need marketing help and offering your services essentially for free. You're saying, Hey, I can, here's an answer to that question. Here is, here's what I would do. This is something that's worked in the past. You're not selling, you're putting yourself out there as the expert and people will find you. And this actually does work quite well, a little bit more time consuming. But if you have an issue, you know, cold calling or cold emailing, that might be a way to go. If I was, if it was me again, I'd done this before, I've spent a couple weeks doing this in the past, where I went in like an hour a day. And today didn't come in right away. But within a week or two, people started to reach out to me. So Facebook groups joined become, you know, joined professional groups become the expert. I just showed you D seven lead finder. But watch our following training. The one spot pass, this will be cold email training template, which will be the next lesson. Sorry, not module, but the next lesson that will walk you through on how to reach out to these people. Once you find out their information. So this is a graphic I came up with to talk about the different lead or different places you could find potential clients. And I kind of broke it up on things that I like to do personally and things that I don't necessarily want to do. But I wanted to give you the options. So we start with cold calls. Now cold calls are obviously exactly what they are. You're calling somebody your, you know, it's a numbers game. But it takes a lot of time. Now on this side, you can go to Facebook group like what we talked about in the video. But once again, those are cold, they're not necessarily looking for you. And it takes time. Home advisor. Now it takes a little bit of time. It's not as much. Because you can do it quickly. But those are lukewarm. I don't say they're cold leads. I say they're a little bit warm because of the fact that they're already marketing, right? Those are people who are already spending a ton of money. And they would be rather welcome to not probably spend it with home advisor, find a lot of the I find a lot of clients that literally will say to me, you know, we'll say, we would just want to, you know, we're going to help you build your business. He goes, I just want to spend enough money and get enough leads where I'd have to deal with home advisor anymore. Cold email template, which we're going to go into in the next module, which we'll walk you through on how to talk to people who already are running ads. So those are kind of warm leads are already running ads. Take some time. But what you're doing is you're offering some free advice, which is obviously huge in offering to help them out with a mistake that they made. And that will eventually, you know, save them some money. So that's why I put this one up at the top on this side. Over on this side, this is these are the ones I love. These are the ones that I consider pretty much red hot. So you've got who do you know, right? When you're just getting started out, who do you know? You've got to know somebody that owns a business or somebody who knows somebody that owns a business. And those are easy introductions that people will make, assuming that you're, you know, you're a stand up guy or stand up gal, right? They want to those those aren't hard to get. I don't talk about this in the video, but obviously running Google ads. I don't talk about it because, you know, we're going to show you how to do it. But running Google ads for your agency is not hard. It can get very expensive because some of the keywords can be quite expensive for digital marketing. We're not going to run them for those, obviously. That's a little bit too expensive. But those are people who are looking for you, looking for what you have to offer. And I will do a module on Google ads for your agency. Okay. But those are people who are looking for you. So that's a hot lead. They have a problem. You have a solution. You're putting yourself in front of them. This is still my favorite referrals, because it's easy. It's a warm lead, but you can offer some cash just like I talked about in the video. That is absolutely phenomenal when you can just say, Hey, I'll give you, you know, I'll put up 200 bucks because I know I'm going to get a thousand or 20,000 eventually in return. So those are, you know, those are the ones that I really like. So that is what I call my client tree. Hope that helps.

