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Course Module: 1. AAU Agency/Module 3 - The Client Module 24
Lesson: 14. Its a Numbers Game Spreadsheet
Duration: 08:50
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[00:00 -> 00:06] Alright everybody, this is continuing the training on getting new clients.
[00:06 -> 00:15] However, I need to tell you and I don't want to sound mean or forceful or anything when
[00:15 -> 00:22] I say this, but there's a lot of you I've had conversations with and believe me, I hated
[00:22 -> 00:28] it when people would tell me this, but it's really all about the numbers.
[00:28 -> 00:30] And I created kind of a little spreadsheet.
[00:30 -> 00:36] Now, one thing I want to add to this is do not get caught up on this spreadsheet.
[00:36 -> 00:44] This is just a quick little tool for you to use, for you to see what's possible.
[00:44 -> 00:50] This is something that somebody kind of made for me a long time ago in a job that I had
[00:50 -> 00:56] where they were like, if you do X, you should get X if you follow the system.
[00:56 -> 00:57] And I fought it.
[00:57 -> 00:59] I'm like, nope, I just don't like that.
[00:59 -> 01:00] I don't want to do it.
[01:00 -> 01:06] This is the hardest part of your business is once you get the clients, that's easy.
[01:06 -> 01:08] You've got money coming in.
[01:08 -> 01:12] You can keep these clients long term.
[01:12 -> 01:16] Getting the clients in the door is the initial battle.
[01:16 -> 01:17] You win that battle.
[01:17 -> 01:20] You are going to do great.
[01:20 -> 01:22] We just have to get the clients.
[01:22 -> 01:23] Okay.
[01:23 -> 01:25] So here is a sample spreadsheet.
[01:25 -> 01:30] Once again, this is just to kind of get you thinking of what's possible.
[01:30 -> 01:33] Do not get hung up on this.
[01:33 -> 01:37] When I was doing cold calling, they would use conversion rates of 1% because we're reaching
[01:37 -> 01:39] out to people.
[01:39 -> 01:42] And I was doing cold calling for a sales company.
[01:42 -> 01:46] I did I did it for a number of different sales companies, but they'd say 1 to 2%, depending
[01:46 -> 01:49] on maybe 3% of you're really good.
[01:49 -> 01:52] But once again, you're reaching out to people who you're not offering value.
[01:52 -> 01:54] We were literally just calling people.
[01:54 -> 01:55] That's it.
[01:55 -> 01:57] You hang up, you call again.
[01:57 -> 02:01] But if you are reaching out to people, those are going to be your conversion rates.
[02:01 -> 02:07] But if you're reaching out to people and offering value, your conversion rates always go up.
[02:07 -> 02:08] Okay.
[02:08 -> 02:09] So let's start conservative.
[02:09 -> 02:14] Let's just say, just for sake of argument, that maybe your conversion rate is 3%.
[02:14 -> 02:18] So if you reach out to 100 people, maybe you get 3 of them.
[02:18 -> 02:19] All right.
[02:19 -> 02:22] Now, with that said, this is just a guideline.
[02:22 -> 02:25] Maybe it's 2%, but I want to show you some numbers.
[02:25 -> 02:28] So all you do is you enter in the yellow squares.
[02:28 -> 02:29] Okay.
[02:29 -> 02:31] Right here, I've got just March 1st.
[02:31 -> 02:35] You can enter in whatever date and it will populate below that.
[02:35 -> 02:36] So maybe it's April 1st.
[02:36 -> 02:41] You just enter in the top one, April 1, and it will populate the days following.
[02:41 -> 02:43] I have a month's worth of statistics here.
[02:43 -> 02:48] Then let's just say when you're starting out, let's say you're set up fees 500 bucks,
[02:48 -> 02:49] and your month of fee is $500.
[02:49 -> 02:50] Okay.
[02:50 -> 02:55] I would suggest you all go higher on those, but if you just want to do that, that's fine.
[02:55 -> 02:56] All right.
[02:56 -> 03:01] So let's say on April 1, you reached out to 30 people.
[03:01 -> 03:04] With these conversion rates, you should have landed and these are rounded.
[03:04 -> 03:08] So you might have landed approximately one client total set up via 500.
[03:08 -> 03:10] The monthly fee is 500.
[03:10 -> 03:14] So right away, your first month, you're making $1,000.
[03:14 -> 03:17] At the end of month three, you will have made $2,000.
[03:17 -> 03:18] Right?
[03:18 -> 03:22] $500 a month for three months plus your set up fee.
[03:22 -> 03:24] At the end of month six, here's at the end of the year.
[03:24 -> 03:27] That one clients were 6,500.
[03:27 -> 03:29] Here's at the end of four years.
[03:29 -> 03:36] And the reason why I bring it out so long is to show you the possibility of what can happen,
[03:36 -> 03:41] because a lot of my clients have been with me longer than four years.
[03:41 -> 03:44] So I did a sample chart you can look at right here.
[03:44 -> 03:49] And I just did, you know, reach out to 20, 30, 18, zero.
[03:49 -> 03:50] Maybe this is a weekend.
[03:50 -> 03:52] You didn't do any work, right?
[03:52 -> 03:54] 20, 18.
[03:54 -> 03:58] And look at what's possible, right?
[03:58 -> 04:05] This could be from a week or 10 days of work that at the end of the year, you look down here
[04:05 -> 04:07] and you could have made $58,000.
[04:07 -> 04:12] Now that is these are by no means conversion rates are set in stone.
[04:12 -> 04:17] In fact, they're going to be worse the newer you are at it until you start to understand
[04:17 -> 04:22] how to overcome client objections and things like that, which you learned with practice
[04:22 -> 04:24] and we'll add some more training for that as well.
[04:24 -> 04:28] But this is what I want you to see.
[04:28 -> 04:36] Inside a month, you could be, you know, easily on your way to a six for your business.
[04:36 -> 04:43] That is what's so important to understand that the more people you touch, the more people
[04:43 -> 04:47] are going to land and the more people are going to become this number.
[04:47 -> 04:51] But look, just from this one month of work, let's say you keep people on average of two
[04:51 -> 05:01] years, $100,000 of work for a couple of weeks, you know, at the end of five years, four years,
[05:01 -> 05:07] that work for that week could have made you or 10 days could have made you $220,000.
[05:07 -> 05:10] That is the most important thing to keep in mind.
[05:10 -> 05:12] You're not working for tomorrow.
[05:12 -> 05:14] You're working for down the road.
[05:14 -> 05:19] I don't want you to look at this and start daydreaming and think of, oh my God, if I was
[05:19 -> 05:24] making this much money in a month, I'll be buying this and I'll be spending it stop
[05:24 -> 05:26] daydreaming, get to work.
[05:26 -> 05:28] This is just a spreadsheet.
[05:28 -> 05:30] This does not mean you're going to make this much money.
[05:30 -> 05:35] You have to put the work in and you have to do the work here.
[05:35 -> 05:37] It's the hardest part of the business.
[05:37 -> 05:40] But when you do it, it will blow your mind.
[05:40 -> 05:46] I did this and doubled my agency in two months.
[05:46 -> 05:47] I wasn't starting from scratch.
[05:47 -> 05:50] I already had a six figure business.
[05:50 -> 05:51] Okay.
[05:51 -> 05:55] And I don't have a lot of free time or at least I didn't then.
[05:55 -> 06:01] I was onboarding clients and all this and I was just trying to do 10 or 15 a day.
[06:01 -> 06:02] That's all I was doing.
[06:02 -> 06:04] 10 or 15 a day.
[06:04 -> 06:06] And if I missed a day, I had to make it up the next day.
[06:06 -> 06:07] Okay.
[06:07 -> 06:13] But then if you click on the clients here, you see and fill in your numbers here.
[06:13 -> 06:15] Fill in 500 or 500.
[06:15 -> 06:18] And let's say at the end of the month, you have three clients.
[06:18 -> 06:20] Here's what you made that month.
[06:20 -> 06:21] Okay.
[06:21 -> 06:23] Let's say in February, you get five clients.
[06:23 -> 06:25] And in March, you get four.
[06:25 -> 06:33] And in April, you get, you know, if you do this for three months, look at that.
[06:33 -> 06:35] You're almost at $100,000.
[06:35 -> 06:39] Now let's change this a bit.
[06:39 -> 06:46] Go up here to conversion rate and change your setup fee to 750 and your monthly fee to 750
[06:46 -> 06:52] and just watch how fast the numbers change and do it here as well.
[06:52 -> 06:54] Look at that.
[06:54 -> 07:02] In three months work with the same numbers, you could be over six figure business.
[07:02 -> 07:05] These numbers are very conservative.
[07:05 -> 07:08] I've landed three clients in a week.
[07:08 -> 07:10] And that was when I was not going very hard.
[07:10 -> 07:15] That's when I was doing 15, 20, 25 reach outs a day.
[07:15 -> 07:17] Now I've done this for a while.
[07:17 -> 07:21] I have more experience, but it is possible.
[07:21 -> 07:24] It's about putting your head down and going to work.
[07:24 -> 07:25] Okay.
[07:25 -> 07:32] And look at this with what 12 clients, you would have a six figure business.
[07:32 -> 07:34] And that's what you need to look at.
[07:34 -> 07:36] Don't look at this like, oh, I, 4,500 bucks.
[07:36 -> 07:39] I'm going to go out and I'm going to, I need a new car.
[07:39 -> 07:41] I'm going to, you know what?
[07:41 -> 07:45] You put your head down and you go to work and then you lift your head after three months.
[07:45 -> 07:50] And then you start looking at what you've made, not what you could be making or what you should
[07:50 -> 07:53] be making, but what you did make.
[07:53 -> 07:55] And that's when you get hooked.
[07:55 -> 08:00] When you're like, oh my God, look at what I just did and look at what is possible.
[08:00 -> 08:03] So you take a look at this, fill this out with your information.
[08:03 -> 08:08] Maybe, maybe seven feet, maybe your monthly fees are a thousand bucks.
[08:08 -> 08:14] Look at how this goes from 9,000 to 12,000, right?
[08:14 -> 08:21] If it's first month, if you're at 500 and 500, you're at a thousand bucks a month.
[08:21 -> 08:31] If you are at a thousand or a 750 and a thousand, you're making quite a bit more.
[08:31 -> 08:33] Okay, keep that in mind.
[08:33 -> 08:37] Now this is going to fluctuate, but take this and just use it for however you want.
[08:37 -> 08:40] But it's just to give you an idea of what is possible.
[08:40 -> 08:47] But figure out or look at it for 20 minutes, put it away and go to work.
[08:47 -> 08:48] Okay?
[08:48 -> 08:49] Hope that helps.
[08:49 -> 08:49] We'll see you in the next training.

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--- FULL TRANSCRIPT ---
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Alright everybody, this is continuing the training on getting new clients. However, I need to tell you and I don't want to sound mean or forceful or anything when I say this, but there's a lot of you I've had conversations with and believe me, I hated it when people would tell me this, but it's really all about the numbers. And I created kind of a little spreadsheet. Now, one thing I want to add to this is do not get caught up on this spreadsheet. This is just a quick little tool for you to use, for you to see what's possible. This is something that somebody kind of made for me a long time ago in a job that I had where they were like, if you do X, you should get X if you follow the system. And I fought it. I'm like, nope, I just don't like that. I don't want to do it. This is the hardest part of your business is once you get the clients, that's easy. You've got money coming in. You can keep these clients long term. Getting the clients in the door is the initial battle. You win that battle. You are going to do great. We just have to get the clients. Okay. So here is a sample spreadsheet. Once again, this is just to kind of get you thinking of what's possible. Do not get hung up on this. When I was doing cold calling, they would use conversion rates of 1% because we're reaching out to people. And I was doing cold calling for a sales company. I did I did it for a number of different sales companies, but they'd say 1 to 2%, depending on maybe 3% of you're really good. But once again, you're reaching out to people who you're not offering value. We were literally just calling people. That's it. You hang up, you call again. But if you are reaching out to people, those are going to be your conversion rates. But if you're reaching out to people and offering value, your conversion rates always go up. Okay. So let's start conservative. Let's just say, just for sake of argument, that maybe your conversion rate is 3%. So if you reach out to 100 people, maybe you get 3 of them. All right. Now, with that said, this is just a guideline. Maybe it's 2%, but I want to show you some numbers. So all you do is you enter in the yellow squares. Okay. Right here, I've got just March 1st. You can enter in whatever date and it will populate below that. So maybe it's April 1st. You just enter in the top one, April 1, and it will populate the days following. I have a month's worth of statistics here. Then let's just say when you're starting out, let's say you're set up fees 500 bucks, and your month of fee is $500. Okay. I would suggest you all go higher on those, but if you just want to do that, that's fine. All right. So let's say on April 1, you reached out to 30 people. With these conversion rates, you should have landed and these are rounded. So you might have landed approximately one client total set up via 500. The monthly fee is 500. So right away, your first month, you're making $1,000. At the end of month three, you will have made $2,000. Right? $500 a month for three months plus your set up fee. At the end of month six, here's at the end of the year. That one clients were 6,500. Here's at the end of four years. And the reason why I bring it out so long is to show you the possibility of what can happen, because a lot of my clients have been with me longer than four years. So I did a sample chart you can look at right here. And I just did, you know, reach out to 20, 30, 18, zero. Maybe this is a weekend. You didn't do any work, right? 20, 18. And look at what's possible, right? This could be from a week or 10 days of work that at the end of the year, you look down here and you could have made $58,000. Now that is these are by no means conversion rates are set in stone. In fact, they're going to be worse the newer you are at it until you start to understand how to overcome client objections and things like that, which you learned with practice and we'll add some more training for that as well. But this is what I want you to see. Inside a month, you could be, you know, easily on your way to a six for your business. That is what's so important to understand that the more people you touch, the more people are going to land and the more people are going to become this number. But look, just from this one month of work, let's say you keep people on average of two years, $100,000 of work for a couple of weeks, you know, at the end of five years, four years, that work for that week could have made you or 10 days could have made you $220,000. That is the most important thing to keep in mind. You're not working for tomorrow. You're working for down the road. I don't want you to look at this and start daydreaming and think of, oh my God, if I was making this much money in a month, I'll be buying this and I'll be spending it stop daydreaming, get to work. This is just a spreadsheet. This does not mean you're going to make this much money. You have to put the work in and you have to do the work here. It's the hardest part of the business. But when you do it, it will blow your mind. I did this and doubled my agency in two months. I wasn't starting from scratch. I already had a six figure business. Okay. And I don't have a lot of free time or at least I didn't then. I was onboarding clients and all this and I was just trying to do 10 or 15 a day. That's all I was doing. 10 or 15 a day. And if I missed a day, I had to make it up the next day. Okay. But then if you click on the clients here, you see and fill in your numbers here. Fill in 500 or 500. And let's say at the end of the month, you have three clients. Here's what you made that month. Okay. Let's say in February, you get five clients. And in March, you get four. And in April, you get, you know, if you do this for three months, look at that. You're almost at $100,000. Now let's change this a bit. Go up here to conversion rate and change your setup fee to 750 and your monthly fee to 750 and just watch how fast the numbers change and do it here as well. Look at that. In three months work with the same numbers, you could be over six figure business. These numbers are very conservative. I've landed three clients in a week. And that was when I was not going very hard. That's when I was doing 15, 20, 25 reach outs a day. Now I've done this for a while. I have more experience, but it is possible. It's about putting your head down and going to work. Okay. And look at this with what 12 clients, you would have a six figure business. And that's what you need to look at. Don't look at this like, oh, I, 4,500 bucks. I'm going to go out and I'm going to, I need a new car. I'm going to, you know what? You put your head down and you go to work and then you lift your head after three months. And then you start looking at what you've made, not what you could be making or what you should be making, but what you did make. And that's when you get hooked. When you're like, oh my God, look at what I just did and look at what is possible. So you take a look at this, fill this out with your information. Maybe, maybe seven feet, maybe your monthly fees are a thousand bucks. Look at how this goes from 9,000 to 12,000, right? If it's first month, if you're at 500 and 500, you're at a thousand bucks a month. If you are at a thousand or a 750 and a thousand, you're making quite a bit more. Okay, keep that in mind. Now this is going to fluctuate, but take this and just use it for however you want. But it's just to give you an idea of what is possible. But figure out or look at it for 20 minutes, put it away and go to work. Okay? Hope that helps. We'll see you in the next training.

