So good morning, good afternoon or good evening wherever you are listening into in the world. And a huge welcome back to our last day together team. Can you believe it? Our last day together. Give me a me in the chat by the way if this event has absolutely flown by. By the way, give me a little me in the chat if this has absolutely flown by. Yeah, honestly team, every single time I run this event, I always find it it it’s both things at the same time. It feels like it’s gone really quickly, but but also kind of feels like we’ve been here for like a month. Anyone else kind of get that? Give me a one in the chat if you get that as well. Beautiful. So, team, welcome back to day number three, our last day together where we’re going to round off the remainder of the system. We’re going to be covering the three things that going to stop you in your tracks in this business. We’re going to go through how you do deliver this business to clients and then how you can start to run this like a business. So, it means you can have 10 times the amount of clients. It doesn’t take 10 times the amount of time. Give me a 10 in the chat if we like the sound of that. being able to get 10 times the amount of clients and revenue without it meaning it’s 10 times the amount of time. Bit of a tongue twister. 10 times the amount of time. Beautiful. Now, before we do get going here today, look, again, I told you I I’m not going to say your names out loud. Don’t worry. You can sit and relax. cuz I know that some of you had a mild panic attack. But team, I just want to extend a personal congratulations to all of you that have joined on either the blueprint, the accelerator, or the partnership level. Give a massive give them a number two in the chat as a big congratulations to everyone there team. Absolutely amazing. In fact, I have been told as well, it looks like we’ve already already had one person join us on the partnership level, which is so exciting. Let’s go and earn some money together. Now, if you haven’t had your call, cuz there’s always people in the chat that go, “No one’s called me yet.” Don’t worry, it is coming. Just keep your phone on you. And reminder, you will not miss anything. If your call is during one of the sessions, you have a full recording of this event. Do not worry about that team. Give me a number six in the chat if that makes sense.
Beautiful. Now, in this session here, team, what I want to focus on is making sure you do something with this event. I know that sounds crazy, but no, no, my job is to make sure you do something with this event. In fact, let me get my screen full screen here. One second. There we are. Even better. We get it. Let’s get it full screen. That’s a little bit better, isn’t it? My job is to make sure you do something with the event team. And what I want to focus on in this session here are the three things that hold every single person back that are going to stop you in your tracks. Because ultimately, team, yesterday we learned that our beliefs drive our feelings, which drive our actions. But the number one feeling that holds us back is and always will be fear. Team, give me an F in the chat. If we can agree on that, fear is the number one thing that holds us back. But the funny thing is, team, fear is really sneaky. Fear actually shows up in three main ways. Now, the first one is the obvious one. We know this one. It’s the outright panic. The heart beats faster. The palms get sweaty, the knees get a little bit shaky. We know that feeling of fear. But the second one is excuse making and delay tactics. Oh, Sam, this is absolutely perfect. It’s exactly what I’ve been looking for. It’s just not the right time at the moment. Yeah. Do you know what? It’s absolutely perfect. I’m just really, really busy. I’m just super busy at the moment. I I don’t think I’ve got the time to do it. Now, here’s the thing, team. They sound logical, but they’re not. It’s not the right time. It sounds logical, team. It’s not. It’s emotionally driven by fear. I If you think now’s not the right time, let me know in the chat. When is the right time? Ask your brain that question. If it says it’s not the right time at the moment, just say to yourself, when will the right time? It will go, I don’t know. Actually, I don’t know. I’m just super busy at the moment, team. In the history of the world, if you’re busy now, in 6 months, you’re more busy. There’s just excuse making and delay tactics. And what we’re doing is our brain is desperately trying to stop us leaving our comfort zone. So, we come up with all of these reasons why we can’t do it. And then the last one, team, is the sneakiest one. It’s resistance to any change team. We don’t like change as humans, do we? Finish my sentence. Better the devil you know than the one you
don’t. Says who? Says who? It’s the incredible thing is that we all resist change. Look, there are three things on this planet no human being can escape. Death, taxes, and change. It’s the three constants we all agree on. We’re all going to die. You’ve all got to pay taxes and things are going to change. But we don’t want things to change, do we? And this is the irony of human beings. Give me a one in the chat. If you have anything, someone or something in your life that you love right now, give me a one in the chat. If you have something or someone that you love.
Yeah. How did you get that team? It was a result of change. But then what we say is no no but that’s enough change. That that’s enough change. It’s weird isn’t it team? But look the reality is team fear it’s not real. It’s a magic trick. It is literally an emotion we produce to try and avoid future perceived pain. It’s not based on anything real. Anything that’s happening right now that will harm you team. That is madness. That danger is real. Fear is a choice. We are literally avoiding something that might hurt us in the future but probably won’t. Team, that’s madness. And look, the best soap opera in the world, you know those crazy soap operas, team, the best soap opera in the world, it’s in our heads, isn’t it? But there’s a reason why it feels so strong. No look team I if I were to ask you as an example what is the meaning of life what’s the meaning of life you’d all give me a different answer philosophically speaking now team if we were to look at this on a base science level anthropologically speaking i.e. Look the study of human beings. There is only one meaning of life. It is called the S and R principle. It is to survive and replicate. That’s it. Now, as human beings, we’ve grown to a level of conscious consciousness to add meaning to life. But every single living species on this planet team, we are here for two purposes. Number one, to survive. Number two, to replicate. If we cannot survive, we go extinct. If we cannot replicate, we go extinct. And built into that survive hardwired in your DNA team is a need to avoid danger. It’s encoded in your DNA. 10,000 years ago, that little voice in the back of your head said, “Maybe you shouldn’t walk into that dark cave alone. You might die.” Now, here’s the thing, team. We have grown to a level of society where every moment of life is no longer a struggle for life and death. Ask yourself a question, team. When’s the last time you were in true, and I mean true life and death danger.
For some people on this call, it’s never. And even if it was recent, even if it was been a couple of times, team, it wasn’t every moment of every day, was it? 10,000 years ago, if you didn’t catch something to eat or pick something to eat, you couldn’t nip down your local grocery store, you might die. No look that level that fear that holds us within that security there we where we want to survive that level of danger team we don’t have that danger in our lives anymore. Well that base instinct to protect us doesn’t just disappear. No we’ve got rid of danger but that feeling that was danger 10,000 years ago team that’s just now fear. That is why for so many of us team if I asked you to confront your biggest fear even if it was no life and death danger it would feel like life and death as an example team maybe some of you your biggest fear is public speaking
if I asked you to present in front of 500 people it would feel like it’s life and death wouldn’t it that there is no danger here that is Why that feeling of fear is so powerful sometimes. Does that make sense by the way team? Give me a yes in the chat if that makes sense
cuz the f I give you a great example. The first time I met my mother-in-law, she’s a very wise woman. We just chatting and she just said something to me stuck with me forever. She said, “You know what Sam, you’ve been through a lot in life. Some of it actually happened.” It’s so true, isn’t it? And that’s the reason why kids are so damn happy team. They don’t have a file in their brain that’s called everything that could go wrong. And they’re living in the now. They don’t let fear hold them. They let danger stop them. They don’t let fear hold them. Cuz ultimately team, look, the mastery of fear isn’t the absence of it. It’s understanding it and controlling it.
And what we need to do team is we need to understand the journey that fear plays and the journey that we’re going to go through because I can promise you it’s not what you think. Now, every single journey starts inside of our comfort zone. Give me a C in the chat if we can all agree. Every journey to get everything you’ve ever wanted starts in our comfort zone. I’m going to start here in the comfort zone. got everything you want team everything starts in a comfort zone and everything you want in life is outside your comfort zone the reason they call it your comfort zone not your wow life is amazing zone but in order to battle fear we need to understand the journey of it now I was sat thinking what’s the best way that I can teach this cuz it kind of feels sometimes doesn’t it team from where you are now to get everything you’ve ever wanted in life and business it Almost feels like climbing a mountain, doesn’t it? Give me an M in the chat. If it it literally feels like climbing a mountain, doesn’t it? So, I sat and thought, what’s the best way if it feels like climbing a mountain, how can I teach this? Well, the best way to teach us is to tell your team about the time I climbed a mountain. You see, one of my biggest fears on the planet is like falling off a ledge, like off a building, off a cliff, off the side of a really high railing. Anyone else have that? Give me a me in the chat. Anyone else have that?
Yeah. My biggest fear, my number two fear, by the way, is open water. It’s called fasilophobia. I hate swimming in the ocean when I can’t see the bottom. Uh-uh. I’m not doing it. Don’t tell me there’s not a megalodon down there. We know more about the surface of the moon than we do the ocean. But there I am, team. I’ve worked with Chris, sorted out my business. We’re going to cover that today. It’s an amazing session. Team, I’ve got over this kind of having to work long hours and I was like, you know what? I want to go and travel the world a bit more. Give me a tea in the chat. Who wants to travel the world when they’ve got a business where they can run it from their phone and laptop? By the way, yeah, I’d already done Southeast Asia. I was like, you know what? I really want to go to South America. I want to go to South America. So, I decided to plan a 3 and 1/2 month trip there. So, I’m going to do it. Now, look, here’s the thing, team. My idea of an adventure, my idea of an adventure is this is what I wanted to do. I wanted to book a one-way ticket from London to Buenosirus, book one night in a hotel and work it out from there. Anyone else think that’s an adventure? Give me a one in the chat if that’s an adventure for you, by the way. And give me a two in the chat if you just had a mild panic attack. Yeah. So, team, look, the person I went there with was a massive planner, huge planner. It’s all about compromise, right? So, I remember, you know, I was like, “Okay, we’ll do a bit of planning.” just sat there at my laptop one day just typing away and they went do you know what we should do and I was like what we should do the 4-day Inca trail to Machu Picchu and I was like okay well I’ve heard of Machu Picchu what’s the Inca trail oh it’s amazing it is hiking up a mountain for 4 days to get to Machu Picchu
Now, here’s the thing, team. One of my biggest fears in the world is falling off a mountain. And I’ve just been presented with hiking a mountain. Fear instantly kicked in. And I remember going, “Oh, oh my god.” And I was like, “Brain, you need to help me out here. Come on, brain.” Ah, well, well, don’t then you need to like acclimatize cuz it’s quite high up. Yeah, you need to acclimatize. They recommend a minimum 5 days before, 5 days after. I was like, “Oh, well, I mean, that’s what including, you know, the four days of the I mean, that’s 19 days. That’s a big chunk of time, right?” Oh, don’t worry. I’ve already checked. There’s loads of other things you can do which are just as amazing.
Good answer. Come on, brain. Ah, well, if there’s so many amazing things to do, why rush it? Let’s Why would you skip it this trip? Come back. Spend a couple months there. Good job, brain. Actually, I just looked at the Peruvian government’s website. Matthew Pichu is subsiding quite substantially. They could be doing work at any moment. Might shut indefinitely for a very long time.
Good answer. And team, to my eternal shame, I pulled out my phone and I Googled how many people have died on the Inca trail? None. Damn it. What kicked in, team? What kicked in? instantly fear the excuse making, the delay taxes, and I caught myself and I said, “Book it.” And they were like, “Great. It’s a $100 deposit each.” I went, “Nope. Here’s my American Express. Pay the whole damn thing off.” Why didn’t I just do a $200 deposit, team? I don’t mind losing $200. If I’d have only put $200 in, minimal skin in the game, I would have just quit. I mind losing $4,000. Does that make sense, team? Give me a four in the chat if that makes sense. You got to have a bit of hurt money in there. It’s a rule of thumb. You want to take something seriously, spend more money on it. I do this in all walks of life. If I want to get fit and healthy, I buy the most expensive supplements I can. I buy the most expensive gym outfits I can. And I hire a personal trainer because you know what? Now I’ve invested that much money, I’m going to take it that seriously, aren’t I team? Does that make sense? So there I was. I was like, “Wow, good job, Sam. You’ve overcome fear. Congratulations.” There I am. I’m in Cusco. And we start the walk, walking along on day one. As they say, all the gear, no idea. And I walk along and I turn around a corner and team the path winds up and then drops off the face of the planet. And I go, “Can someone take a couple of photos of me?” I hate photos. I re I hate photos. I do. I hate photos. What was I doing? Again, an a delay tactic, an excuse making. And I tell you the funny thing as well. I if I was on my own, I promise you to my to my very I would have turned around. I would have turned around. But here’s the thing, team. the night before. The night before he had to go for a safety briefing with like, you know, like the the the Peruvian Sherpers. And we went there the night before and there’s the two of us and eight strangers. It’s a group of 10. And we were just sat there chatting, you know, people from all over the world, people flown in from America, from Europe, from India, spent their life savings on this magical trip. And we’re just sat there chatting. And all of a sudden the door boom slams open and we’re like, “What was that?” And our little 5 foot1 Peruvian sherper comes swaggering over like John Wayne and just stands there in absolute silence for about 20 seconds as we all kind of stare at him like and he looked at us and he said we are now a team. All of us make it to Machu Picchu or none of us make it to Machu Picchu. And I went, you son of a Oh, that’s brilliant. What had he done team? He made me accountable cuz if I quit now, it’s not about me anymore, is it? There’s other people that are affected. And for you and your journey team, fear is going to show up twice. The first fear, by the way, probably already shown up. The first fear has shown up because the first fear is, am I actually going to make the decision? Am I going to do this? You’re probably going through that fear right now. Am I going to build this business? Everything about you in here is saying yes. And this kicks in. It’s the battle between the head and the heart, right? The heart goes, “This is everything I’ve been looking for.” And the head starts going, “Yeah, but what if this happens? What if this happens? What if this happens?” Team, it’s a myth. It’s a lie. Your brain trying to drag you back down to your comfort zone here.
Yes is an acceptable answer. No is an acceptable answer. Maybe is not. You’ve got to get off this fence of maybe team. Yes, great. No, great. Maybe not good enough. If we’re saying to ourselves maybe, have the courage to say no. Stop kidding ourselves. Stop lying to ourselves. have the courage to say, “Yeah, I’m not going to do it.” Or have the courage to say, “Yeah, I’m going to do it.” And then fear kicks in the second time, team, when you start taking action. You’re going to procrastinate. You’re going to have delayed tactics. You just got to keep pushing through it, team. Give me a one in the chat if that makes sense.
Now, the next step after that, team is the overwhelm and the confusion. This is a nasty, horrible, insidious, disgusting trick your brain plays on you. And pay attention if this has happened to you before. Because where the overwhelming confusion kicked in for me, team was the start of day two. I was like, well, I’m committed now. I’ve done a day of hiking. I literally cannot go back. The only way I’m getting back is them airlifting me out of here, and I don’t want to do that. It’s embarrassing. And I remember the next morning I’m trying to pack my bag and I’m just getting like frustrated. I’m like just why is why does everything not go back in. I I’ve taken it out. I haven’t added anything. But for some reason my bag’s overflowing. Oh my god. So annoying. I was just getting annoyed. I was everything was overwhelming. I literally sat down. They were like, “Oh, do you want a tea or coffee?” I was like, “Can I just have a minute, please? Jesus. Oh my. Give me a minute. Just need to gather my thoughts here. I’m sorry. Sorry, I don’t mean to be rude, but I And I remember team, we were walking along. We left and it was like half hour into the hike and I was like, “Oh my god, stop. Stop. Everyone stop. Everyone has to stop right now. We need to go back. I need to go back. I need to go back to camp.” The sherper come up to me. I was like, “What’s wrong?” I was like, “I left my sunglasses. I need them. They’re like super expensive. I bought them specifically for this trip. They’re like loop around the ear so they don’t fall off. I I I need to go back.” And he went, “Okay, it’s fine. I’ll send one of the guides. Can you use your other glasses in the meantime?” I went, “What do you mean? I only have one pair of sunglasses.” And he went,
“You’re wearing them.” And I went,
“Team, it’s the most embarrassing thing that’s ever happened to me.” And the reason I bring this up, team, is because when you’ve pushed past fear twice, you’re not done. What happens then team is your brain purposely overwhelms you, purposely confuses you. And the reason for it, team, is your brain is desperately trying to drag you back down to your comfort zone and it’s trying to get you to say something like this. Are you ready? Well, I guess someone like me can’t do this, but at least I tried.
Give me a me in the chat if you’ve just had a realization. My brain has done this to me in the past. What a horrible trick your brain plays in your team. It’s not that you’re overwhelmed. It’s not that you’re confused. It’s not that someone like you can’t do it. Your brain is just dressed desperately trying to drag you down to your comfort zone. When you feel the overwhelm and the confusion team, celebrate. Be patient. You’re on the next step here. And if you can push past that overwhelm and confusion team, then we hit the panic point. And for me, the panic point was on day three. So, when I went from 1,600 m above sea level to 4,200 in half a day, and the funny thing is here, team, this is where you’re all in. This is where the brakes feel shorter. This is where the walk feels harder, the air gets thinner, the effort that you need to put in at the panic point compared to your comfort zone is double, triple, 10 times. You’re still fearful. You’re still overwhelmed. You’re still confused. You maybe haven’t even got the results yet. You haven’t seen the reward. Every ounce of your body is saying, “Stop. Turn back.” But you can’t.
You’re all in. Your brain is going to get you to question every single decision you’ve ever made. It’s a myth. It’s a lie. Trust the system. And if you can push past fear twice the overwhelm, the confusion, and the panic point, you will end up team with everything you have ever wanted. Because when you hear yourself saying, “I just want to quit.” That resistance, the overwhelm, the confusion, they’re not signs you’re doing it wrong. They’re signs you’re doing it right. Celebrate it. Be patient. And Tony Robbins says it perfectly, team. What you fear is a clear indicator of what you should do next. And you need to get comfortable being uncomfortable. Team, so many people live their lives in their comfort zone. Look, the reality is team, look at nature. If you’re living inside your comfort zone, you’re not growing, are you? Look at nature. Look, when a plant stops growing, what does it start to do? Team, let me know in the chat.
Star’s dying. God, Sam, that’s a bit of a strong bit of a strong analogy, right? It really isn’t. The harsh reality of the world we live in, team, is most people are dying. But it’s a slow, painful death by a thousand cuts.
Every day you drive to a job you hate, cut. Every time a bill comes and you panic, cut. Every holiday you miss because you can’t afford one this year, cut. Every time we look at the disappointment in our children’s eyes, cut.
Cuz ultimately, team, look, you can have your comfort zone or results. You can’t have both. And we’ve known this for centuries. Benjamin Franklin, one of the founding fathers of America, said, “Most people die at 30, but they aren’t buried until they’re 70.”
How do we make this happen? See, you be the hero of your own movie. Ask yourself, what does the hero of the movie do? The hero jumps when it’s scary. Cuz we need to celebrate and embrace fear. It means we’re about to break through into success. And one thing you got to understand team, you can’t judge where you’re going to be in a year, 2, 5 years right now from who you are today. The person you are today is not the person that’s going to achieve that goal. You will be required to change and grow. You will be required to put the effort in. It’s going to be really hard at the beginning, messy in the middle, and amazing at the end. Because what we all think about before we go up the mountain is what we have to give up to play that bigger game, not what we’re going to gain at the end. And again, it’s that what will it cost me? Team, it’s not will it cost me, it’s what will it make me? Cuz otherwise, team, when the pressure is off, we’ll make excuses again. Can’t decide without my partner. Don’t have the money. I’ll do it next time. When there’s no accountability and the pressure is off, team, we will, all of us, slip back into our old ways. I mean this with love. I’ve never met a person that has built a business on their own without help and support ever. You have never achieved anything of greatness in your life alone. And that’s why successful people have mentors, accountability, and a strong peer group team. We’ve had this our entire life. We didn’t call them mentors. We called them mom and dad. We called them teachers, professors, bosses at work, friends. And it makes climbing that mountain so much easier and so much more comfortable to you. Why struggle and only get help if we fail? That’s what I used to do. And looking back at it now, it it’s it’s almost moronic. It’s ridiculous. I’d say, well, you know, let me try and build the business and if I lose a load of money, then I’ll go and get mentorship. It makes no sense. It’s like me being overboard in the ocean and someone saying, “Let me throw you a life jacket.” Oh, no. No. Uh, let let me try and when I’m drowning. Yeah. Then throw me one, team. If you want us to be your mentor, I love you for that. If you don’t want it to be us, get it somewhere, please. You’ve got to get it somewhere. Let’s be willing to cross that panic point that separates successful people from those creating mediocre results. And that’s exactly how we need to behave in business. But you know what, team? We also need to recognize excuses for what they really are. Best friend chat here team.
The reasons why we can’t do this, i.e. the excuses team. They are you making a choice to stay stuck where you are. And I know that’s hard to hear. I know some of you want to say it’s not an excuse. I’m not making a choice. We are. We all have a choice team. You have a choice you need to make on this event. Am I building this business? Yes. Am I building this business? No.
So, what I want to do here, team, is I want to look at the top reasons why we can’t build this business. Now, look, full disclosure, team, this is a bit of an emotive part of the event. Some of you might be feeling like you’re getting your backs up a little bit. Team, I am not speaking to any one of you individually. All I’m going to do team is I’m going to look at the top eight reasons why we can’t build this business. Take these emotional reasons. I’m just going to shine a light of logic on them team. Give me an eight in the chat if that’s fair. Team, I’m just going to talk to you like your best friend. That’s it. Nothing more. So, the first one. Oh, Sam. I just can’t afford it. Team, if it’s important to us, we can afford anything. Think back to the example on day one. I think it was. I lose track of days. Can you raise $20,000 to save your family? Great. Well, you can raise $20,000 for your business. All it tells us, team, if we keep saying, I can’t afford it. Number one, we’ve taken ourselves out the game. Number two, it’s just not high on our priorities. Go and look. There’s always a way to afford it, team. I don’t have the time. This was my favorite one, by the way, team. I don’t have the time, Sam. Do you know what I kept saying to one of my first mentors? I just don’t have the time before I finally pulled the trigger. And they did an annoying thing that I’m going to do for you, team. Tell me about your date. I was like, pardon. I was like, tell me about your date. And he asked me and I was like, well, I woke up. What time? I know like like 7 7:30. Which one was it? 7:30. Okay. And he made me go through minute by minute. And you know what, team? It turned out that I was watching 4 hours of TV a night. Yeah, you’re right. I don’t have the time. My priority wasn’t my future, my business. My priority was watching TV. Look, I’m not telling you team, throw your TV away. But are we okay to watch three hours of TV a night and put one towards our business? Yes or no team? Let me know in the chat. And by the way, team, this takes two to three hours a week. If you don’t have two to three hours a week, that is the exact reason why you need to build this business. And if you don’t have two to three hours a week, here’s my secret. You ready? Sleep faster. Trust me, works every time. It won’t work for me. I’m different, team. I mean this with love. We’re not. Okay? It doesn’t matter what your background is, team. This is a system. Whether you left school at 16 years old or you have five PhDs, it’s a system just like a McDonald’s burger. If you go to a McDonald’s Big Mac, you can have two people read the same instructions. Someone who left school at 16, someone who’s got five PhDs. As long as they follow the system team, the Big Mac is the same. You don’t know who has five PhDs and who doesn’t when you bite into that Big Mac. It’s a system. You just got to follow the system. I’ll do it later. Now’s not the right time. I find this always it’s always a little bit because this was again one of my favorites. It It’s always a little bit of an of an arrogant thought. And I mean that with love team. But who the hell guaranteed you a later? Who guaranteed you a later team? Every morning we wake up with breath in our lungs and blood in our veins is a gift.
Who who offered you a later? Yesterday you said tomorrow team tomorrow never comes.
I’ve already invested elsewhere and it didn’t work. Look team I if that’s if that’s the case. I’m sorry to hear that. It sucks. I’ve been there. But guess what? You invested probably in an idea. This is a business. This isn’t an idea where you’ve got to go and build everything yourself. It is a business that you’re walking into. And look, the reality is, team, if you’ve invested elsewhere and didn’t get the results, I’ve been there. It sucks. I know. It doesn’t mean that you don’t need help and support. It means you just got to pick better. It means you got to pick better, team. And look, to give you a bit of advice my mom gave me when I was 15 years old, team, if you want the rose of life, you’ve got to go through a couple of pricks on the way. How brilliant is that? Look, don’t let your past worries stop you getting the help and support you need, team. It will be an honor and a privilege to show you there are good people on this planet. The next one is a bit of an emotional one. I can’t do it because of the kids. Team, having recently become a father, I have a whole new insight on this one here. If you’re going to say I can’t do it because of the kids, I’m sorry. that is so unfair on them. And if you’re going to use them as a get out of jail free card, you need to be willing to tell them one day. You need to stand there on their 18th birthday and say, “Hey, do you know what? Happy birthday. I could have been really successful, but I couldn’t because of you.” Now, if you’re not willing to do that, h have the courage to say, “Look, yeah, you’re right. I’m afraid. I’m using my kids as a get out of jail free card. I’m afraid team. Everything I do is for my daughter. My little Daphne, everything I do is for her. Everything. It’s not I can’t do it because of the kids. No, I do it because of the kid. Does that make sense? By the way, team, give me a five in the chat if that makes sense. I’m not ready and I’m waiting for the right time. Team, when are you ever ready? Were you ready for kids? I wasn’t. Do they wait inside this inside my wife’s belly for another six months? No. The kids come in whether you like it or not. And look, if you spend your time waiting for the right time, team, you will spend your life waiting. And what a waste of life that is. Now, here’s the thing that you might have these in your life, team, but don’t use them as a reason.
So, what I want to do here, team, we’re going to do a quick little exercise here. We’re on page, it’s around about kind of page 20, 21ish of your workbook. And again, the exercise is called recognizing excuses versus reasons. I want you to write down to what reasons have stopped you from taking action before. And I’ll ask yourself an honest question knowing what we now know. Were they reasons or were they really excuses in disguise? And what I also want you to do there team is also ask yourself how will you catch yourself from doing this in the future. So I’m going to give you here I’m going to give you around about kind of five or six minutes team. Five or six minutes and off we go.
and finishing up there. Team, by the way, give me a little seven in the chat. That’s a pretty damn useful exercise. By the way, team, give me a seven in the chat because it’s so true, team. Look, if we spend our life waiting for the right time, we’re going to spend our life waiting. Have you noticed, by the way, that the older we get, it feels like time is speeding up. Give me a one in the chat if you’ve noticed that, by the way. Yeah, there’s actually a scientific theory in that cuz that time isn’t speeding up. It isn’t. It’s a constant of our universe. If time starts speeding up, it breaks the laws of physics. What is speeding up team is our perception of time. And it’s called the proportion theory. So look, when you were 9 years old, that one year between your 9th birthday and your 10th birthday, that one year accounted for 10% of your existence on this planet. You only had 9 years before that. Between your 29th and 30th birthday, that one year only accounted for three% of your existence on this planet. The year wasn’t 10, it’s now three. So every year you get older, it gives the perception that time is speeding up to you because all of us one day you’re going to wake up and there won’t be any more time to do the things you’ve always wanted to do. It’s what they say the definition of hell on earth is is one day meeting the person you could have become if only you were brave enough. Cuz ultimately team, every single one of us, if you want to achieve greatness, you’ve got to stop asking permission. Asking permission from everyone. Cuz sometimes your growth scares people who don’t want to change themselves. And look, a big one here, team. Don’t be worried about earning more than your partner. So many times we get resistance from a partner. And I’m very lucky. I have a partner that supports me in everything I do. But I know that’s not always the case. If maybe you’ve got a partner who’s resistant to this, talk to them. Tell them that the funny thing about this is is we so often like brand this as like they’re trying to hold me back. Have you ever thought, by the way, maybe this just comes from such a deep rooted place of love. Maybe they’re worried that if you start this business, you’re going to create a life where there’s no room for them in it. Maybe they’re worried. Talk to them. Tell them you are doing this for them team. Because honestly, look, we might have these in your life. Don’t use it as an excuse, team. Give me an F in the chat. By the way, if going through that journey of fear was so damn useful, by the way, team, it’s the first one covered off. Now the second one team, the second thing that’s going to hold us back here is I want to talk to you about the world’s history of wealth. It’s called the book of wealth. They publish it in 1895. They did 400 sets of the book and they gave it to the wealthiest families in the world. It was who was wealthy, why they were wealthy, and how they were wealthy. Now Dr. John D. Martini from the secret scoured this book and found the number one indicator to earn wealth as described by in the book and it’s not what you think team it’s not compound interest it’s not business it is very simply team the people you hang around with i.e E the law of association. Who you spend your time with defines who we are. Subconsciously team we all crave to fit in. It’s something you can’t control. Safety in numbers. And ultimately team as human beings we need people. You’ve got to stop thinking you can do everything in room without help and support. We crave human beings. Two crazy facts, both true. Number one, do you know if a baby, and I know this recently, do you know if a baby is born, if they do not feel human contact, they’ll pass away.
Human touch is literally the reason you are alive, team. Think about that. And what’s the worst punishment guards can give to someone in prison? It’s solitary confinement. In what I can only imagine is the dangerous and most scary place on the planet, the worst thing they can do is put you alone in a safe where in a cell, sorry, where you’re safe. It drives people insane. We need friends, family, mentors, peers, everyone. But here’s the thing. Don’t just let yourself be put around people. You have to be brave and choose who you’re around. Because the crazy thing about this is if you think of your six friends you spend the most time with team six friends you spend the most time with if you add up their their their yearly salaries divided by six it is eerily close to yours team. If you are the richest person in your friendship group you might need a new friendship group. I want to be the dumbest brokeest person in every friendship group that I am in. Why? because the only way I can go is up.
But ultimately team, we need to be brave and decisive when we’re picking our peer group. And the reason I say that team, if you are constantly hearing from people around you, who do you think you are? Why don’t you just give up? Why do you think you’re better than us? Why do you have to be so greedy team? You’ll quit. You will.
You will. No, I’m not telling you that you have to cut friends out. What I’m saying is probably for the first time in your life, team, you need to organize your friends. You need once a year friends, once a month friends, once a week friends. Give an example. My once a year friends, team, these are people I went to school with. They’re still in the same city, same hometown we grow up in. They go to the same bars. They all [ __ ] and moan about their jobs, their partners, but they’re not willing to do anything about it. I don’t want to hear that. It annoys me. Do you think they want to hear about how amazing my life is? No. It annoys them. If we spend too much time together, there’s friction. There’s tension. We see each other once a year. We get catastrophically drunk. We reminisce about the old times. We go our separate ways. We have a better friendship for it. Now, my once a week friends, there’s people like Chris, Georgie, the people that lift me up. When I turn around and say, “I’ve got an idea.” They don’t say, “Wow, who do you think you are?” They go, “Tell me more about it. How can I help?” Now, look, the reality is some of you, by the way, team might have family members who if they were friends, you’d see them once a year. Don’t see your family once a year. Like my mom, I love my mom to bits. If she was a friend, I’d see her once a year. Don’t see your mom once a year. She gave you life. The reason being is because look when I when my mom turns around to me and goes, “How’s business going?” I go, “Oh, absolutely amazing.” Yeah, me and Chris just spent $50,000 on his new mentorship program. Super excited about it. We’ve hired in three new members of staff. She looks at me and goes, “Are you okay? Are you safe? Are you on drugs?” But look, the reality is, team, she’s not trying to hold me back. She’s trying to protect me, isn’t she? I made the mistake of saying, “Mom, I’m in my 30s. Stop worrying about me.” And she went, “Have kids.” I was like, “What?” She goes, “I will worry about you till the day you die.” And then guess what, team? I had a daughter. And I went, “Yeah, I get it now.” So, if you’ve got family members around you that are maybe damaging for your business, here’s what you do. You ready? Change the conversation. Make it about them. When my mom says to me now, “How’s your business?” “Yeah, good, thanks.” “And how are you? How’s work going? How’s your wrist? Is it still okay? How’s Jane? Is she still being a bit of a [ __ ] at work?” She is, by the way. She’s horrible. I make it all about them.
I have a better relationship with my family now, team. There’s a great expression in psychology. You ready for this? Just because something could be said doesn’t mean it needs to be heard. Give me a wow in the chat. By the way, if that has just saved you thousands of hours of arguments, it’s beautiful. So, team, we’re not going to do it right now. I’m conscious of time, but some homework I’m going to set you is I want you to organize your peer group. It’s around about page 22 or something in your workbooks. Go and organize your peer group. Who do you want to see less of? Who do you want to see more of? And by the way, doesn’t make you a bad person. You will have a better friendship with them. If someone goes to once a year, they can go on their own journey. They might become a once a week in the future team. Give me a W in the chat if that makes sense.
Beautiful. And then the last thing I want to cover here team, we’ve done fear, we’ve done friends. The last thing I want to cover off here, team, which holds so many people in their tracks is failure. Team, we have such a fear of failure. Are you ready for this? You have failed at every single thing you have ever done in your life. So have I. It’s called learning. Richard Branson said this perfectly, team. You don’t learn by following the rules. You learn by trying and failing. My daughter’s going to try and learn to walk and fall down 50 times a day. She’s not going to turn around and go, “Yeah, maybe walking isn’t for me.” Then team, you’re going to fall down all the time. You’re going to fall down. But failure isn’t falling down. Failure is choosing to stay down. Because failure is the fastest path to success. Team Winston Churchill, one of my idols, said it perfectly. Questionable drinking habit, mind you. Success is going from failure to failure without loss of enthusiasm. Team, you got to be willing to make mistakes. Confidence comes from failure. You know that whole fake it till you make it. That’s lying. Don’t lie. Confidence comes from getting it wrong, learning, improving. That’s where confidence comes. Cuz you don’t learn anything from winning team. The only thing you learn from winning is I like this feeling. I’d like it again.
Cuz you win some, but you learn more. And the famous quote of Thomas Edison, well, you failed a thousand times. No, it isn’t. I just found a thousand ways how not to make a light bulb. It only takes one.
Cuz I know it’s a bit of a morbid thought team, but you need to ask yourself a question right now. Ask yourself the question. How do you want to be remembered?
How do you want to be remembered? I do this normally once a month. I shut my eyes in a dark room and I imagine myself hovering over my own funeral. In fact, humor me. Shut your eyes right now, team. Imagine yourself who you are right now in this moment. Imagine hovering over your own funeral. Ask yourself a question. What are people saying about you?
Are they saying, “You know what? I always felt like they were unhappy. I always thought they were going to do more. They had so much potential. It’s a shame they didn’t fulfill it.” Or are they saying, “Do you know what? They inspired me. They tackled fear head on. Honestly, they made me want to be better.
Cuz ultimately, team, look, we have a choice to live in fear where we are or to take the leap and finally get what you want. Cuz that’s what it is, team. It is a leap of faith. If you’re waiting to be 100% before you take that leap, you’re going to be waiting. You’re never 100% team. How do you want to be remembered? Life isn’t measured in the years we live. It’s measured in the lives we touch. And the reason why so many of us don’t want to take that leap is because we’re worried it will highlight our flaws as a human being. Team, embrace your flaws. Who ever thought that your flaws are what make you uniquely you? Tim, I I can’t be a public speaker. I have flaws. In fact, some of you have noticed it. Give me give me a yes or a no in the chat if you’ve noticed it. But team, I have flaws. I have a nervous twitch. I’ve had it since I was 2 years old. I constantly rearrange my shirt. I flick. I wiggle in my chair. I pull my shirt down. Then I don’t like it. So, I pull it up and I pull it down again. I’ve got to get it over my hair, constantly moving my hair. I do this with my eye all the time. It feels like there’s just a tiny bubble of air under my eye all day long. So, trying to pop it. It’s a massive flaw, team. I can’t be a public speaker, right?
Yeah. I let that story hold me back for a long time. There’s a beautiful Japanese art form. It’s called kinugi. Look, in the western world, if you’ve got a bowl, you drop it and it cracks into 10 pieces. Team, we throw it in the bin. In Japan, they put it back together with gold. Because for centuries, they have known something with flaws is always that much more beautiful.
in this world. Look, why would you want to blend in when you were born to stand out? Every single one of you, you’re all already good enough.
You’re already good enough, team. So, now you know your thoughts can literally create any life you want them to. Now you know you can have the biggest impact and leave a legacy behind. I want to end this end this session team with one simple question and it’s only a question you can answer. What will you do? What will you do team? So I hope you have enjoyed that session. Give me a me in the chat by the way if you absolutely loved that session. and give me a me in the chat if you absolutely love that session by the way team. Beautiful. And again, a massive massive thank you for all of the very very kind words in the chat. Honestly, it really does mean so much to me as well team. So, a massive massive thank you. Look team, we’re going to go ahead. We’re going to take a 10 minute leg stretch. For those of you that were maybe on the fence, um I can see some people also asking for the application team. If we can post the application link team, get your application in. Okay, get your application in. It’s just a conversation. Have a chat with us team. Get those applications in. Good luck on your meeting with our business development team and I will see you back here in 10 minutes for an incredible session. Thank you so much team.
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So, welcome back everyone. Welcome back. Come on team, we know the drill. Go ahead, locate that chat box. Give me a number five in the chat. Who is back? Give me number five in the chat. Who is back? Because in this session here, team, we’ve got an incredible, incredible session with two unbelievable people who I’m going to introduce you to separately as I come along. But look, let’s just kind of like set the scene where we are at the moment in your business. Okay, look, you’ve done the hard work. Okay, you’ve got your LinkedIn profile optimized. You’ve done your LinkedIn sales navigator search. You’ve got AI reaching out on your behalf 24/7 365. Someone has come back to you and said, “Yes, I’m interested, but I’ve got a couple of questions.” You’ve then copied that message. You’ve pasted it into your LinkedIn objection handler. That’s given you the perfect response. You’ve gone back to LinkedIn. They have then gone, “Okay, yes, I want my free audit.” They’ve gone through onto your free audit funnel, filled in their name, their email address, their contact number, filled in all of the details specific to their business. They’ve then gone through the audit, gone, “Oh my, how am I leaving so much money on the table? A free strategy call? Of course, I want to take that free strategy call.” You’ve then jumped on the phone with them. Remember, your job isn’t to try and hard sell them. The audit funnel is already done all the work for you. Your job is to just confirm what is right in their own heads. You have been paid upfront. You have got a monthly retainer going to be hitting your account every single month. Oh Sam, now now I’ve got to I’ve got to deliver the S. What do I do? Is this where all my time is going to go? How do I deliver them? How do I get the client results team? That is exactly what we are covering in the next two sessions. How to run your clients, manage this business, and then in the next session, how to run this like a business. Cuz ultimately team, in the next two sessions, we’re going to be going through the things that mean you don’t need to spend hours and hours and hours running your business. Okay? Look, our goal here, Explosive Growth Academy, isn’t for someone on here to be in a full-time job. Go, I I want to break through the shackles of my full-time job. I’m going to set up my own business. And then you set your business up and then you’re working more hours which happens so many times. And again there is a difference between being a busy self-employed person and being a business owner. Give me a me in the chat if you want to be a business owner not a busy self-employed person. Beautiful. So team, we have got the pleasure, we have got the pleasure of having one of the world’s top experts on AI, how to run AI like a business to take you through the first part of this session. And when I mean team, we bring you the best in the world. Team, we bring you the best in the world. this speaker team. She frequently gets asked to travel to these events with 2, three, 4,000 people in person and online to be the expert on how to systemize and use AI and team. She is unbelievable. Now, I met this person genuine what about eight or nine years ago, I think I met them. They set up their own agency just like we’re doing here. by the way, team, set up their own agency and it has been an extremely successful agency to the point where her business has literally bought her a house in one of the most amazing areas in London. She didn’t pay for it. Her business paid for it team. She’s run unbelievably successful agencies that she started from scratch and team. It is an honor to have her with her. not only to have her with her, but have her as part of the team here at the Explosive Growth Academy because she is our head mentor and our head coach on our mentorship programs. Those of you joining the mentorship program are going to have the privilege to have her help, support, and guidance on a weekly basis. And trust me team, when we go through this session here, you’re going to go, I need to be a part of that. I need her helping me on my business here. So team, without further ado, please welcome on stage our head coach and head mentor, Georgie. Over to you. I’m going to go ahead stop sharing my screen. Pass it to you team. Enjoy this session. Georgie, over to you. Thank you so much, Sam. Hello everyone. I am really excited to be here. My name is Georgie and I run a digital marketing agency. I adopted AI around 3 years ago now, making it quite almost the predominant feature of my business. Um, and with all my clients, the way that I like to talk about AI is talking about it as mindful AI. Um, of course, my mantra with AI is that it is a tool and if you do not learn it, you will be getting left behind, specifically around online business and marketing. And in addition to that though, there are areas where you can improve and spend a lot of time making sure that the systems are in place that help you save time so that you can do things elsewhere. controvers on the other side of things, not controversially, contrary to that, um you can actually spend a lot of time wasting your time getting it wrong. And that is where mindful AI comes in. Doing it with intention rather than just spouting out things that don’t actually make a difference for your business. Now, excuse me when I turn my head. I’ve got two monitors here. So, one of them um is up here with a bit of work going on. Um and obviously, I’ve got you guys here as well. So let me talk start by explaining a little bit about where I began. So I’ve been in um business since 2019. Um and I started by investing in a mentorship program. Um I since then have spent tens of thousands of dollars on making sure that my business scaled to where it needed to be. Um and that included then also integrating AI into it. Now I completely self-taught myself AI. I felt like I knew enough about social media marketing, online business, funnels, getting clients that I could just teach myself the fundamentals of AI. And it it turned out that as I was teaching myself, other people maybe struggled to learn it as well as I had done. Therefore, I became almost the educator in AI for them. So, running an agency has taken me on a journey. Uh, I started off by charging £50 a month for my clients. Um, posting every single day to their LinkedIn, their Instagram, and their Facebook. I would do all of their posts on Canva. And essentially, that was my fundamental role. I expanded and started learning about funnels and marketing and community building on social media and all of the nuances that come with actually being able to make genuine sales from social media. Since then, and obviously with that, I spent lots of hours, 50 hours plus, managing all of my clients. It scaled to the point where I had around eight clients in my business, and I just couldn’t keep up with the workload. But AI has come in and has taken a majority of that off of my hands. So I’m able to focus on the bits that I love, which is the education part of running my business and of course getting more clients through the door and just building out who knows about me in this space. So we’re going to talk a little bit where the opportunities are for you when you are building an agency. So let me just drop down to the next slide.
We can establish that we are you can actually build something for a client from scratch that includes social media, blog articles, podcast scripts, completely autonomous, all configured. You could be churning out 50 pieces of content without actually having to do any of the work. Now, the idea behind this is yes, you can go to chat GPT. Yes, you can go to Claude and I will show you a little bit about how I go about doing all of these things and why made is such an incredible tool and something which then takes the time off your hands. Now, don’t worry, we’re not going to go and create a fictional client. But essentially, what we can do is just really demonstrate and see what we can make with this. So let’s talk a little bit about the deliverables of what a client needs and why they’re important. So first you have the social media posts. This is your top of funnel. Billions of people are on social media from Instagram, Tik Tok, LinkedIn, Twitter or now known as X. With these posts, you are able to capture a cold audience that you wouldn’t be able to capture anywhere else. Okay? So if you see a business that is not present on social media or not consistently present on social media, that is your opportunity to say to them, look, you can be present on social media without putting in any of the effort needed to do so. You can create daily posts which has the image which is then has the caption scheduled to their account so that it goes out consistently within that client’s niche and with their written voice. You can build funnels a website. So a landing page and a website I like to think of them as kind of in synergy with each other. There’s really no point in just having a website that just sort of talks about you. You need to have some real estate online that actually is able to allow people to drop into your world. Whether that’s through collecting emails, and we’ll talk about that with lead magnets. Lead magnet is an offer that you have and a free guide or report as it says here, an offer that is free that you then give to people in exchange for your for their email. It then enables you to build a list and that list will become your warm audience where you can market to most of your um to your uh uh your offer to um a really good example, sorry for trailing off. I wanted to draw on this example that I had is that um a girl within our industry, she just created an online course um and she launched it to her email list of 600 people. Uh she recorded the whole thing and uh she had made a,000 within 9 minutes. So that is the power of creating that list. And that is recent, very very recent this month. In fact, booking calendars super important when you are trying to get people onto sales calls. If this can be automated, then that is part of the thing that you don’t have to worry about. Boom, there’s a booking. It’s in your calendar. You know that you’re free. You don’t have to have this back and forth all the time. Blog posts so important. Now with the with the dawn of AI and the use of GPT and claude and perplexity, people are the these LLMs are scanning the internet for information. So if you are able to be able to put long form articles out there relevant to the niche of the client that you are working for, then they will be more discoverable. Okay? So the discoverability is why it’s so important that blog posts are actually back. You’ve al probably heard of Substack now which is sort of the next growing uh platform. Podcasts scripts generated which we can then actually produce a voice for. So you don’t have to sit in a recording studio. The voice is done. It’s recorded. little clips can be created of it with some B-roll content with some captions over the top which can be chopped up and popped into Tik Tok podcasts are so so popular on Tik Tok and also YouTube shorts which is of course the last one which are these short form video scripts cut down from the same source of content. Now, you look at that and you think, I honestly don’t know how I’m able to do that. And true, if you were to do this all on your own, you would have one client and you would be working for them flat out probably 50, 60 hours a week, right? So, we don’t want to be doing that. This is where maid makes it so so brilliant because yes, you can be using um Vidyars for the YouTube shorts or Hey Jen to create the podcasts and 11 Labs and Claude and Perplexity to do the research and chat GPT to create the images with Darly. You’re flicking off everywhere. You’re going here, there, everywhere. And we we don’t really want to be doing that. We want it all in one central hub. Okay. So, this is what we’re going to look at now.
Here we go. So, we have our client profile. We know who our client is and we are going to go to make.com and build a scenario. This then generates a pathway of all of these things and it is auto delivered. Now, the thing the key here is, and I’m going to preface this now, this is the part that you need to spend the most time on in order to spend the least amount of time once it’s up and running. Okay? It’s the thing that you need to just commit a deep dive work into in order to make sure that it’s all working and then it runs. Okay? That is the key here. Now, we’re going to I’m going to walk you through a little bit about my journey with AI and what I can do and how powerful it is. And I’m just going to share my screen so you can see it. Um, and then we will be getting on to what this looks like inside.com.
Now, this is my Instagram account, uh, the Georgie Elizabeth. Um, feel free to give me a follow if you have Instagram already. As you can see, one of my mantras is post less, sell more, use AI mindfully. Okay, so let’s take a look at the posts that I have now. You can probably see that there has been a slight change in my branding, something that I’ve been looking to do for a long time. But from this moment onwards, can you tell there’s been a little bit of a difference? No. Other than it’s blue and maybe the fonts changed slightly. Um AI took over creating my carousels from this point onwards. So everything here has been produced using AI. Um and you can see there are some really indepth carousels going on. Um so we can let’s just have a quick look at this one for now. So you can see there are lots of information all on AI. Uh, sorry, not an AI made by AI, but built specifically tailored to my audience.
Okay, these take me minutes. Minutes. Because all I’m doing is I’m asking AI to go in and do a search of a particular topic that I wanted to look for, any current news feeds. I find what’s trending at the moment and then I build my content strategy out of that. From there, I ask my chat GPT or my claude, depending on what it is that I’m after, to create the carousel itself. And once it’s created the carousel, I used to have to go and manually download it and take it into my better business suite, which is my scheduling tool here. So what it has now enabled me to do with made is enabled me it will automatically schedule these posts. Okay. So this is not me scheduling the posts. Made is able to schedule the posts for me. Now imagine if you could do this for another person and just create all of this without needing to um without needing to go in and set up a scheduled post. So, if I were to go and set up a scheduled post, it would be create create post. It would then take me here very very slowly.
Add photo. Add caption. Pick the date. Publish. Okay. Now that seems relatively straightforward, but if you are doing this for for several clients and they are posting every single day, these 50 posts can get a little bit tedious, right? This system again and again and again and again. Okay, so we want to erase those parts, the parts which are not helping us create and produce content. Okay. So now we’re going to have a quick look as to what it is and how it looks inside made.com.
Okay. So this is make.com and what we’re doing is we are going to be creating a scenario. Now a scenario is a form of automation. Okay? So it’s essentially we are building out everything that I’ve sort of explained here which is researching the content, creating the carousel content, writing the caption to go with it, taking it to schedule and then scheduling and publishing. Okay, that is the system that we’re doing, right? So what you would do is you would go ahead and create scenario and from there you would build out what that scenario would look like. Again, this is probably one of the most complicated parts of all of this and the bit that you might have to spend the most time doing. However, once it is done, it is done. You can see that there are actually built-in tools here, right, for you. Now, here is one that I prepared earlier. I’ve also got most popular before we continue. So, you can see OpenAI is on there. Um, you’ve got Gmail, you’ve got Google Sheets, Google Drive. But here is one that I created earlier. Okay? And this is a 100% automated social media machine and I’m going to walk you through what it does. So we start right at this orange one here, which is my RSS Google tool. And what this does is this will go and it will run and search for topics of interest. So, as you’ve probably seen in in my Instagram account, I work very closely with moms. So, I have a feed running to search for news articles that are around moms in business. Okay? And so, I’ve copied this feed and I’ve popped it into this um section here. So, it is currently doing a search. Then what it does is it takes it to perplexity where it summarizes summarizes all of the articles that we have. Okay. So then we go into our router and our routter here is able to split out this instruction into the different channels. So the first one here is to write it writes it based on this summary based upon the news articles. It will write a caption and send a tweet. The same goes for um Instagram where it will write the post. It will use Darly to create the images and then it will produce it into Instagram. The same follows for the Facebook post where it will then publish it inside Facebook. Okay. Now to me this it may look like a little bit intimidating but that’s okay. It’s a new tool. It’s something that everyone, you know, every new tool that comes in, you do have to just take a little bit of time to practice it. But once it is done, it is done. Okay? And there are many, many other ways in which we can look at this. There are things where you can use Google Sheets to add into this. Um, planning tables, anything that you think is going to help with your clients. So once we’ve done it, you can choose how often it runs for. Okay? which I think is really really cool as well. So you can run this weekly, you can run this every day, you can run this every 15 minutes. We wouldn’t want to do that but you could. So that is the power of make.com
and I’ll just pull us back into our dashboard here. You can add teams, user roles, everything like that. very much your central hub for automating all of these different AI tools so that you don’t have to be jumping into GPT or Claude and then your scheduleuler, you know, we’re we’re pulling this all together and it does it for you. How amazing is that, right? So once you’ve got that established, you can see how quickly we are able to follow this system of producing a client profile going into make.com building out a scenario and then the AI will generate it all for you and then it is autod delivered posted publish it published there are no manual steps involved. This has been a gamecher something which I will never look back from and ultimately again if you are not stepping into using AI now you will be behind. you know, this is where the people this is kind of going to differentiate the people that really lean in and look at this and go, “Okay, this is really is where this is going.” Because ultimately, your computer does things that you would never think it could have done before. It’s now automated. You know, there was once a time where you could you’d had to start a car by winding it up at the front and now you do it with a key. All of these things will become so second nature and we’re at the beginning of it. Okay? And this is where you really start to see the people that can truly benefit from knowing this little extra information than the businesses and the people that you are working with and the clients don’t have. Um before I pass you back on to Sam, I just want to jump in and leave you with a little message uh which I think is really important just for you to hear. So, let me just get it up. Okay, here we go. By the way, by the way, I think that every single woman that is listening to this podcast, doesn’t matter where they work, it doesn’t matter what they do, has to get their head around AI because we missed as women the first tech boom. And we will miss this boom if we don’t like really embrace it in with every fiber of our being. doesn’t just apply to women, but obviously you see the point. There is a boom happening. Business owners are clicking into this and we need to seize it with every fiber of our being. Well, thank you so much. Um, I’m going to pass you back to Sam who is going to take you through the rest of the session, but it has been an absolute pleasure. Um, and I really do hope to see some of you again in the not too distant future. Have a wonderful rest of your session.
Amazing team. How incredible was that session with Georgie? Just give me a me in the chat by the way if that was an amazing amazing session with Georgie. Yeah team, this is how we run it like a business. Remember, look, five years ago, every single thing that Georgie showed you, you had to go and do that yourself. You had to do it manually. And now, with the systems in place, we can have everything done for us. So, Georgie, a massive, massive thank you. Also, give me a yes in the chat if you’re excited to be able to speak to Georgie every single week. and just make sure hey I’ve got a couple of things to clarify and knowing that you are going to literally one of the world’s top experts. Yeah, unbelievable. With that in mind there team, we have got the privilege of bringing on my business partner for our next couple of the remainder of this session and our next session. know that you have heard me mention Chris several times over the event and you’re probably sat going who is this elusive Chris figure that Sam keeps mentioning about well team you finally get to meet him in this session and he is going to be taking the entirety of the next session let team I don’t want to take away too much for him to give you a bit of an introduction himself as well but Chris is genuinely not only my best friend in the entire world. But he is genuinely one of the best entrepreneurs I have ever met. And it isn’t because he does these flashy things. No, the reason why Chris is one of the best entrepreneurs I’ve ever met is because he runs a business exactly how a business should be run. Now, he was a huge huge before we were business partners here at the Explosive Growth Academy team. He was a huge inspiration to me in my own business before we started the business when we were just friends because what I would do was I would get a client on in my agency. I would do everything manually. I’d be doing emails. I’d have a text message over here. Someone sent me an Instagram message. And my life was in shambles. My I was earning great money. My life was in shambles. I quit my full-time job working 40 hours a week. Now I’m earning like 20, $30,000 a month, which is amazing. But now I’m working 60, 70, 80 hours a week. And it’s because I didn’t make that transition from busy self-employed to business owner. And Chris before we were business partners showed me the way. And the crazy thing, look, this might not be the, how do we say the uh the sexy stuff in business that we all love earning money, going getting off a phone call going, “Wow, look, $5,000 in my bank account.” That’s great, but that’s that immediate reaction. What we’re going through in the remainder of this session and in the next session means that you set it up from day one. So you have a life where your business goes around your life, not your life goes around your business. Cuz that’s how I started mine team. And I see this so many times. People set up a business, their business becomes their entire life, and then 6 to 12 months later, they burn out and then they don’t want to do it anymore. That’s not what we want. We want you to set up a business so that a year from now you can quite literally sit on a beach in Thailand knowing that your business is running without you there. That is how we set up a business. And hey, maybe you don’t want to be in Thailand. Maybe you want to be in the Swiss Alps at a skiing chalet. You know what? Maybe you just want to be at home. Maybe you don’t want to have to just be constantly on your phone, constantly on your laptop, and actually have a life. could be me in the chat if that’s what we’re all searching for. By the way, team, yeah, and that is exactly what Chris is going to go through in the remainder of this session and in the next session. Team, make sure you pay attention because after these next two sessions, I’m going to come back for session four. After these two sessions, you are going to see a clear path to not only how you can actually grow this business, but how you can run it. meaning that you aren’t constantly shackled to your computer, shackled to your desk, and a slave to your business. So, without further ado, team, give him loads and loads of love in the chat to, as I say, the man, the myth, the legend, Mr. Chris Peele. Chris, over to you. Uh, guys, welcome. My name is Chris Peele. Uh, firstly, thank you to Georgie there. um absolutely incredible person, head mentor on our mentorship program and just such an amazing person for you to be learning this stuff from out there doing it every single day. Um yeah, Georgie, thank you so much for that session as well. Now, for those of you who don’t know me, my name is Chris Peele. I’m Sam’s business partner here at the Explosive Growth Academy, one of the co-founders here as well. Um, and I have got the pleasure of spending the next uh, well, a couple of sessions with you um, to go through how we put the operations of some of this stuff into practice and how I um, have built my own businesses using the operational processes that I’m going to be teaching you today. But it didn’t always start here for me. I haven’t always been running my own businesses. In fact, you know, not that long ago, just over 10 years ago now, I was living a very different life to the one I live now. I I actually started my career in the corporate world. I was firstly working within car companies and then I went to uh to work with well what I thought was going to be my my dream job. Uh the one I dreamt about having since I came out of university and I got um I got headunted to go and work at PWC as a management consultant. It’s all I’d ever wanted. It’s all I ever dreamt that I thought I wanted to do. But it didn’t take me long before start cracks started to appear in this uh illusion of what I thought was going to be the future of my working life as well because I found myself in this real meat grinder scenario working you know 70 even up to 80 hours a week sometimes spending you know days at a time away from home at the time me and my uh my then girlfriend now wife had just moved in together as well and literally just after we moved to London together for me to go and work for PWC I was I was working away Monday to Friday every single And I thought, well, that’s that’s kind of my future. That’s what that’s what my career is going to look like here, I see. But then one day changed everything for me and made me realize that there’s a different way of doing things, a different path that I could be going down or that I should be going down, maybe is a better way of saying this. And and I call it my miracle day. And this was back in what was it like 2014, I think. 20 Yeah, 2014. And I was on the train back into London after a day out on on site with uh with our clients down in the south side of London. And I was on the train back in. It was a rush hour train. It was absolutely packed. And I call it my miracle day for for three reasons, you know. First miracle was that when the train showed up, a London rush hour train showed up on time. I couldn’t believe that to start with. But then the second miracle was that on this rush hour train there was a seat available. Couldn’t believe it. And then the third miracle and the actual miracle here is that the person I sat down opposite on this train was the person that hired me for that role there at PWC. And the conversation we had over the next kind of 40 50 minutes back into London changed my perception on what my future should be and changed my perception on business forever. Now this was somebody by the way that I really respected, somebody that I looked up to. You know, have you ever had one of those bosses that you you kind of wish you were kind of like one day? Well, this was my person. All right. This was the person that uh I I had had got to the top of the company, but had got there because they were really talented. They put the work in. They made the sacrifices. And they were the kind of person that got there and still felt like a really nice person. Not that [ __ ] boss that you’re thinking of right now, but the one that actually deserved to be there. Now, I hoped that, you know, 20 years from now, I would be in their shoes. They’d recently been promoted to a director of the company and because of the nature of the job, because of as consultants, you spend a lot of time out of the office. You go to client sites all the time. I hadn’t seen this person since they were promoted. So, we started talking. We started talking about what we’ve been up to, what clients we were working with, just office politics, all the kind of usual gossipy stuff that you chat to your colleagues about. And when the conversation took a lull, I I took the opportunity to say, “Well, you know, look, Matt, his name’s not Matt, but I’m we’ll call him Matt for the purpose of the story, just to protect his identity.” Um, I said, “Look, Matt, I I just want to let you know, um, mate, I’m really happy for you. You know, you you’ve put in the hours, you put in the time, you’ve got to the top of the company, you must be over the moon.” And I expected, you know, to see his face light up, to see smiles and look look excited and happy about his achievements. But it was strange because looking back across that train table from me was not the face of somebody proud of their career, somebody who had made it to the top and felt vindicated for all the time and effort and sacrifices they had made. But it was this stony gray expression with eyes full of regret. I said to him, “What’s what’s the matter?” And what he told me then will stay with me forever and is a massive motivator for everything we do here at the Explosive Growth Academy and everything I’ve done in my own businesses ever since. And all he said to me was he said, “Look, Chris, I know I should be proud. I know I should be happy. I’ve put the time in. I’ve made the sacrifices. I’ve given up time with the families. Missed holidays, missed school performances. but I’ve made it to the top. I was like, so you what’s the problem? He was like, well, the problem is that ever since getting promoted, I’ve had to start working weekends just to stay on top of all the extra work, all the extra responsibility. You know, I’m out of the house so early in the mornings that my kids are still asleep. I get back so late at night that they’re in bed again. You know, the only time I get to be mean, to be a husband to my wife and a father to my children is Sundays. And by then, I’m I’m just so exhausted from all the stuff that’s happened during the week, all the time I’ve given, all the hours I’ve put in to work that I just can’t I can’t enjoy being with my family anymore. All I want to do is sit on the sofa and just binge watch Netflix. You know, I feel like my relationship with my wife’s going down the toilet. And he said, “The biggest joke of all, Chris, do you know what the biggest joke of all is?” And at this point, I didn’t even know what to say anymore. I said, “I don’t I don’t know what what is it.” He said that the biggest joke is that despite the payriseise that I now get, despite the bonuses I now get because of all the extras that I now have to pay just to keep my life from ticking over, just to keep things moving, cuz I have no time for anything, the extra rent cuz he’s got to rent a place next to the office cuz he hasn’t got time to commute back to his family house anymore. uh the extra dinners with clients and time spent with clients, the extra tax, the extra laundry service because he physically can’t wash his clothes anymore because he hasn’t got time. All these extras, despite the pay rises, despite the bonuses, I now make less at the end of each month than before I was promoted and with a hell of a lot less time and a hell of a worse quality of life. And that just hit me like a freight train. And I knew at that point that if I didn’t do something different with my life, if I didn’t change the way I looked at time and operations and how to run things both within my life and my business, my my then to be business, I would be that person 20 years from now if I’m one of the lucky ones, right, to make it to the top, cuz not everybody does in a big corporation like that. If I’m one of the lucky ones, I could be that person there sitting there telling the young 20some year old that I regretted the last 20, 30 years of my life, of my career, of the time I’d invested. And I decided, no way. I needed to make a change. And that’s when I found this agency model. You know, I set up my first agency. It was um it was high volume, low sales price, high volume, fast-paced. And I loved it. I loved how quickly you could make sales. I love how quickly we can build up refer recurring revenue. I then set up a couple of other agencies over the 12 years I’ve been in business now. I’ve set up over three agencies. They all turn over $10 million a year in sales. Now, that is only possible because of the systems and the operations that we built into the business. You know, just just without getting the operation right, you can be the best salesman in the world. If you sell without delivering, you will not have any customers. Okay? It’s delivery that keeps the customers. So, let’s have a look at how you can deliver within this business model that you’ve been learning with us at this event. So, the first thing I want to talk to you is about how we can get client on boarding done right. Because imagine the delight you’ll be able to create for your clients if within just 24 hours of them agreeing to work with you and making a payment, their content is already going live. Just think how happy they’re going to be. Think how happy you’d be in that situation. You bring an agency on board and with the next day the first piece of content’s going out across all platforms, all these touch points with all these new customers that you’d never even thought that you could get just because you signed up with you. So, how does this work? Okay, how does this work? Well, firstly, we receive payment. Okay, now we’re going to build automations in here wherever we can, but there is going to be an element of human touch required to make sure that we maintain the relationship and build something that people are going to want to keep working with. So, the first step is receiving payments. Now, we’re going to set up triggers. Again, we’ll use make like Georgie’s just shown you. We’re going to set up triggers so that when the payment arrives, it triggers your client’s Slack account. Okay. So, we set up the channels and it triggers a welcome message to them. Then we’ll take them through on boarding. That will be the first 24-hour period. They’ll receive a message. Again, we’ll automate that message. Sends them a series of questions about their business and what they do and any regulations. What’s their niche? What kind of voice do they want their their content to have? What’s their actual offer as in what are they selling? uh and any kind of compliance things that we need to know about for their specific industry that needs to make its way into the content. Then we’ll go into the configuration stage. Now, this is where we start to feed the answers through our AI systems to understand the model and then we feed it into make to start building those automations. Now, this we’re not building content calendars here. All right? And things that we’ve got to go through and manually approve. That takes too much time. We need to build this in a way that it’s going to be automatic using the make systems that show Georgie shown you there using Claude for our for our content writing. Now these answers will feed from Claude into make to automatically generate the content and start putting it out and then we’ll reach steady state within just 2 days with daily content posts going out auto autonomously and weekly spot checks where you actually check on what is being done. Okay. basically you’ll check the reports, you’ll check the KPIs, the key performance indicators of their uh of their content. Now, by doing that, we’re saving so much time because we’re not having to go through and manually do everything ourselves. We’re going to be setting up automations for a lot of this. So, there are things that the client will see and then there’s things that will work. So, this is where we need to understand, all right, what does the client actually see? So your client when you sell your service to them, they are going to see every day content going out every single day that is on brand that sounds like them because we’ve taught it to sound like them with our onboarding understanding of their business and their voice and it goes out every day at the same time the time that we decide and it’s there. They don’t have to go and check anything. They don’t have to approve anything. They don’t have to sit there coming up with ideas. It just happens. Now to do that we use our tools. All right? We use our make.com scenario builder to generate ideas for content to build the content and to post the content and schedule it onto all the different platforms. That’s going to run on autopilot for you. You set it up once, it’s going to run forever. The client will also see that they get a weekly report. Now, that weekly report needs to have a personal note from you. And more on that in a little bit, but they’ll get a weekly report with a personal note that you’ve added on there. So, how do we do that? Well, we build in um using Claude to scrape all of our data into one place and it puts together the report from you, but it won’t send it until you add your manual line. So, you personalize things to make sure that it feels like you and it feels um relevant and and targeted to their specific business. Um the client’s going to see a dedicated Slack channel where they can get their answers uh to questions fast. So, they pop a question in and an answer comes back within a few minutes. Now, how do we do that? Well, we have our chatbot. Okay, you plug your chatbot into your Slack channel and it will mostly self-drive. Now, we will have also a bit of a triage process for messages coming in there. Now, Claude will assess the the message and go, well, is this one I answer or does this need escalating to you? Okay, if it’s just a run of the day message, like, hey, how many views did our post yesterday get? It will automatically answer it for you. If it’s something like um you know maybe something a bit more obscure but still sort of run-of-the-mill like um oh there’s a bank holiday coming up. Are we still putting content out? Again, it can automatically do it. If it’s something more like where it flags it as more higher risk like hey I’m not very happy with the wording of the content that we put out on this day and I’d like to discuss it. Okay, it needs a bit more touch, right? So that’s the point at which it will flag it to you to to to jump in and decide how you want to handle it. So it can be mostly self-driving but with a process built into it to triage those messages and understand is this something I can handle myself and I’ll just deal with it for you or should I get you the student to uh actually step in and decide how to handle one and then the client will also get a monthly checking call. Now this is the part we don’t want to automate. All right? We need that human touch. They’re going to have a call with you personally. You’re going to be the one on the phone. You need to understand their business and be able to talk about their businesses. why it’s so why it’s still so important for you to add those personalized lines to the weekly reports so that you’re actually seeing the information, understanding your client’s process so that when it actually comes to the point that you’re having that weekly check-in, sorry, that monthly check-in with them, you um you know what you’re talking about. You’re not just going to be trying to trying to make it up as you go along. So, the gap between those two columns, that is the business. That’s the architecture of the business. What the client sees and how you build it, two separate things, but this is the architecture behind it. It’s how we actually deliver for this client. So, how can you run 10 clients without working 10 times as hard? By systemizing, by using these tools. All right. Now, if you don’t do that, imagine fast forward 10 years from now, you want to grow, but you want to do everything yourself and you want to do it all manually. And you go, “Oh, you know, things come up and I’ll just take care of it myself. I won’t bother setting these automations up. I’ll just do it myself. It’s only going to take 10 minutes.” Well, then as soon as we got 10 tasks from a client, which is not unheard of, then that’s 10 lots of 10 minutes. That’s 100 minutes. Well, now imagine you’ve got 10 clients, that’s 10 times 100 minutes, 1,000 minutes. And before you know it, you’re working a full-time job. Now, you’re lucky. All right? Cuz back in the day, when I set up my first agency, AI wasn’t a thing. In fact, when I set up all of my agencies, AI wasn’t a thing until we brought this uh the the AI into our businesses when it came out. But when I was setting up and trying to scale my businesses, AI didn’t exist. Or maybe it did, but it was something in a lab somewhere somewhere. You know, you didn’t have consumer access to it. So, I had to hire. Anytime I wanted to grow, I had to hire people. There wasn’t automations that I could build in from day one. If I wanted to grow and I needed more time and I couldn’t do everything myself, I had to bring in people. Now, that cost me thousands and thousands of pounds. Now, for every extra person I hired, it was another few thousand a month to just pay their salary. Now for a fraction of the price you can add the the time of an entire team of people for you know like the couple of hundred bucks a month it’s it’s revolutionized the amount of resource you get to put into your business wasn’t even an option for me back then. You will benefit so much faster than I ever was able to and therefore you’ll grow so much faster than I was able to when I first started my business. Okay, it’s one system. We build the system once and then we simply clone it per client. Okay? So once you’ve built your make scenario to do all your automations for you. Well, once you built it once, guess what you’re going to do with your second client? Copy, paste. It’s the same process. Guess what with the third client and the fourth client? Copy, paste. Copy, paste. Things don’t work differently. The content might be different and that’s fine. Look, as part of our client on boarding, we get to understand their voice and their messaging and what they’re selling and we tailor the content to the client, but the system is identical. And that’s why this is so powerful because whether you’re running one client or you’re running a 100 clients, it’s the same system to deliver that content. Does that make sense, team? Give me a five in the chat if you can see how scalable this becomes when you invest in the automations here when you use these tools to scale up that business. Yeah. Amazing. Cuz look, your workload doesn’t change. I mean, it does a bit, but not in terms of creating the system. You created it once, you copy and paste it. Yeah. You still have to do your weekly spot checks, and obviously that that work will scale with clients, but we’ll talk in the next session about how we can bring people in to do that for us. But that’s it. It’s just your weekly checks and your monthly calls. That’s all that scales at this point because all the content generation is done automatically. It’s just your weekly spot checks, entering in your personalization of their weekly report and your monthly phone call. So, every client that you add adds an additional weekly spot check and an additional monthly phone call. Well, if it’s a halfhour phone call and it’s a 15minute spot check, what’s that? That’s going to be an hour of spot checks a month and a half hour call. That’s an hour and a half per client. Are you okay if you have 10 clients, you go working 15 hours a month? Do you see how scalable this becomes to you? It’s phenomenal. It’s revolutionized how quickly people can grow businesses. Okay. So, the machine is what builds the content. All right. The machine, the system we’ve built there builds this content. But we’ve got to think about the people on the other end of it, the actual client. All right. So, let’s talk about the people because people’s uh pe people have emotions. People have feelings. Content and systems don’t. All right. That’s a case of build the robot, manage the emotion. All right. So, let’s talk about the people. So, the core tension, we’ve got to avoid over automation. All right? If you try to automate everything, you might already have preempted this and gone, “Well, that sounds great, Chris, but I don’t want to do an extra weekly spot check for my clients. I don’t want to have a monthly call with them. What I’ll do is I’ll set an outbound AI calling system that will call my clients for me and and then I don’t have to talk to them at all. Guess what? You will have no relationship with your client at all. You can still tell if an outbound call is AI. It just comes across. You don’t know what it is. Just something doesn’t feel right. There’s too much of a delay before talking. It’s not natural. Okay, maybe one day that will change, but right now it’s over automating, right? We need to make sure um that we have a human touch to this because if your client discovers that you’re telling them that they have a personal update every week and actually a few months in it comes out that it was it’s been AI generated this whole time and you’ve just been saying to Claude, “Yeah, add a personalized statement to this.” and it comes out with no human review, that person is going to feel misled and and genuinely has been misled. You know, if you’re selling personalized, it needs to be personalized. Okay? You can’t tell them one thing and then do another. Uh it’s actually worse than if you just been upfront with them and just say, “Hey, look, yep, we send you an automated plan or an automated report every month.” At least there you’re not deceiving anybody right now. Imagine for a second if the client wants to have a call three months in with you, they request a phone call and you’ve overmated everything. Everything’s been AI the whole way. You haven’t been doing your weekly spot check on the reports. You haven’t been having a monthly call with them just to touch base and see how things are going, check what’s working, check what’s not, see how many new customers they’ve got. And then you get on this call with this client after three months of working together personally and they ask you a question about their business and you don’t have a clue. Just imagine how embarrassing that’s going to be. Okay, don’t fall into the death by automation trap. Automation’s fantastic. Obviously, that’s a lot of what we’re talking about, but we have to have limits. There has to be we cannot overmate. And we learned this the hard way. By the way, team, I at one stage automated everything. And then as soon as I jumped on a call with a client, I had a call from one of my team. One of the clients wanted to talk about something. They wanted to refine the way we were doing something. I jumped on a call with them um as the person that they specifically requested to speak to and they started asking me my opinions about the way we were wording stuff, about the way we were presenting the message, about maybe a change of direction. And guess what? I didn’t have a clue a who they were and b what they were talking about because I’d automated the entire thing. I’d never spoken to this person in my life and yet they thought they’d spoken to me. It’s not a good look. It was so embarrassing. Okay. Absolutely embarrassing. Learn from my mistake. Okay. we had to change our things and demate a little bit, pull it back a little bit so that we maintain that human touch, that human connection for people. Now, that shapes every design decision that follows. Okay, once we start to go, well, I’m going to automate as much as possible, but I’m going to retain human elements, we need to start thinking about, okay, at what point do we retain those human elements? So this is where I want to introduce you to our matrix table here that’s going to help you decide whether to automate or whether you should be involved. All right. Now we’ve got four different scenarios. All right. High stakes to low stakes, low frequency to high frequency. So if something is high stakes, that means, you know, it’s it’s it’s high risk. There’s, you know, things could go wrong, relationships can get damaged, contracts could be lost. Um, but low frequency. So things like customer complaints, things like cancellation requests, things like price changes. This is where we want to be the ones dealing with it. All right? You need some human touch at that point. You got to pick up the phone. You’ve got to give them some love. You need to have that human element. If it’s high stakes and high frequency, so let’s say for example, um there’s critical information that you need to know. Okay? So there’s a human element here. So, for example, if you’ve got uh your weekly report, for example, it’s a great example. If you’re building your weekly report, it happens all the time. It happens every single week, but it is high stakes because the client’s relying on this for information. Yes, let Claude draft it. Let’s automate that that manual data scrape. So, Claude will pull all the data together and build this report structure for you, but it’s still up to you to check through it and add your personalized note. You may also want to think about first time moments here as well. for the first time a client deals with you, you may want more personal touch than like the 50th interaction, for example. Like when somebody’s new and and starts working with you, they will want a bit more assurance that that they’re getting you. you know, once they’ve once they’ve got used to the dynamic and they’re seeing the content they want and they’re happy with it and they’re seeing their reports and they understand them and the amount of questions they’ve got drops and they’re just seeing the value and it becomes more routine, then automating up at that point is fine. Okay, so high stakes, high frequency, um, keep a human element in there, but allow AI to build a lot of it. Um, low stakes, low frequency, we want to follow fully automate this. Okay, so there’s low risk. It doesn’t happen that often. Um, you know, that could be the example I gave you earlier, for example, where we had uh a client might message in the Slack group and say, “Hey, we’ve got Christmas coming up. Are you still going to be putting in content out over Christmas?” You know what? That that’s fully automated. Let the um let the let the chat bot, let Slack deal with that. Um and let them respond on your behalf. It’s not highstake stuff. All I’d say is just do spot checks on it every now and then. just check you’re happy with the tone of how it’s dealing with it and tweak the prompts if required. Um and then low stakes, high frequency stuff. This is low risk but high regularity. Um this is things like your daily content posting, um the daily report scraping into the Slack channel. This is where a lot of time can be saved, okay? Because it happens a lot. Excuse me. It happens a lot and it’s um it’s it’s lots of admin. So you can sync lots of your time in there preparing all this if you want to. Um we fully automate this. This is where you know we build the system once and we let it run with our defined parameters. Again, yes, look, we’re we’re not just leaving it forever. We’ll spot check it. We’ll make sure we’re happy with the quality of the output. We’ll make sure it’s not giving stupid answers to stuff, but we do that like periodically rather than having to do it on a daily basis and create all the content ourselves. So that’s how we want to think about triaging things. All right, we want to think about how which of these do these things fall into and apply our automations to the uh the low stakes high frequency first because it’s going to give us the biggest time save, then the high stakes high frequency accepting the fact that we’re going to keep um you know an element of human touch in there. Um and then the lower the lower frequency stuff after that. Okay. So, a couple of things I want to run through with you here. Um and we call them the two tests. So we have the deception test and the first time test. Now again these are just ideas to help steer you as to whether something should be fully automated or have human touch and how to present it. So the first one is called the deception test. So face basically if the client later learns that a specific message was unsupervised IIA would they feel misled? Yes or no. Okay. If they do feel misled, then we need to either just be very open about it from the start or we need to retain some human element in there. So that and that that’s really what this is about. It’s about being open and transparent with your client. Don’t pretend to them that a human’s going to do something if they aren’t. Okay? So take it take this event right now for example. Um, like if you attend this event and you thought you were going to have Sam, Georgie, and myself presenting to you and then actually it was just this pre-recorded AI bot that was sitting in the corner um and and wasn’t real, um, then you’d probably feel quite deceived as well, right? Well, look, the good news is this is real. No, I’m here. I’m real. Ouch. But this is this is not pre-recorded. But if it were and we were trying to pass it off as not well then if it was just this AI chatbot and we’ said that it was going to be us you you’d probably feel deceived right? So think of it like that and then think where else you know where else does that apply? Well I’m sure none of you would feel deceived to learn that it was our AI systems that sent you the link to join the call. I’m sure none of you would feel deceived to learn that it was our automation systems that sent you your welcome email. You know, the there’s a certain element, right? In fact, you’d probably be quite disappointed if a company you’re trying to learn about how to build an AI business from hadn’t used AI in their business, wouldn’t you? Um it would make you think, well, why are you teaching me this then? It doesn’t make sense. But we’ve got to be honest about it. You know, we’re not sitting here um saying that uh that we singlehandedly type every message and you wouldn’t expect us to, but we are saying that this is me, Chris. You’ve seen Sam, you’ve seen Georgie. We have recorded this content for you and we are here. So, we that that’s the big difference. You’ve got to be upfront about it. You’ve got to go and show um what it is that you’re actually delivering. Um I may be laboring the point now. So, let’s move on. The second one is the first time test. Now, this is this is to do with the client’s first time interacting with your company. So, if it’s their first report, you may want to, you know, send it manually. You may want to check through it a bit more. If it’s the first time a problem comes in from a client, you may want to engage with that problem yourself a bit more. Um if it’s the first, you know, first anything, it gets more attention um than if it’s just something that’s now become routine. It’s something that we do, you know, with the client every day. We’ve done it a bunch of times. We’re going to keep doing it a bunch more times. The more repeat it is, the more okay it is to automate. As long as, again, as long as we’re upfront about that fact. Now, this is a principle, not a tactic, okay? Don’t let your automation be a secret. If you’re going to automate, if you’re going to use AI, tell your clients where you’re automating and using AI. It’s really that simple. And it’s a credibility signal, not a confession. Again, the more you tell clients, look, we built this system. It’s going to do this this part for you automatically. I’m going to chip in on this part. It shows you’ve thought things through. It shows you built the system. It’s way more credible actually to have have these things happening for you. Shows you taking this seriously and running it like a business, not just some guy with a laptop sitting on the beach somewhere. Okay. So, so don’t be afraid to to tell your clients where you have automations in, especially if they ask. Now, we want to be upfront about this. Okay. So, um what does it look like? All right. So, here’s here’s some of the stages from when a client on boards to when they leave. Um and and who’s actually doing the work at each stage. Um, so the first one is the receipt of payment. Okay, so if we’re receiving payment, um, who’s receiving that? Well, it’s it’s well, it’s us receiving it obviously, but it’s it’s all automated. All right, it’s it’s happening without us doing anything. It’s um, we want to fully automate that stage. There’s no need for you to be involved there. Now, with the onboarding, look, you want to have a certain amount of involvement. All right, you might want to be the one talking to the client. You might want to ask some questions. Um, but we want to automate as much as possible. So, wherever we’ve got this little handshake symbol, that’s a combination of AI doing some of it and human doing some of it. Uh, the configuration, the activation, and the steady state daily posting. We want to keep this fully automated. Now, by configuration, activation, I mean like the research into their niche, understanding their voice. We have the plug-in from their from their output. So they give us the information, we plug it into our AI, it understands it, develops the voice, it looks for any kind of uh specific talking points and it looks for how it can um steer clear of like red uh sorry regulation points and not say things that are going to get them in trouble within their content. That we let the system do. All right. Then with the ongoing daily operations, um it’s combination. So, as we’ve said already, we’re going to let the system pull it all together into one place, create the reports, uh, deal with the Q&A, unless it requires human interruption. So, that would be things like, um, you spot checking the weekly report, still requires a human. It would be things like, as we spoke about before with our escalation of questions, if it’s something the AI feels it can handle, it will deal with it. If it’s something higher risk, it will pass it to you. All right? So there there’ll be a combin joint venture between you and the AI on that one. Um the anomaly and risk handling as I’ve just said. Yeah. So if if something comes in that is that is higher risk, it will pass it up to you. Otherwise, it will just handle it. Uh and the monthly conversations, the monthly calls and check-ins again will use the the system to pull all data for us. We might get it to give us a report before having the weekly sorry the monthly uh call with the client. um and then use ourselves for that actual call. So we we handle it. We do the halfhour phone call, we do the check-in, but we have the system collect all the data for us before that. So we’re not spending hours pulling data together. Then any offboard or renewals or churn or complaints, these kind of end of relationship stuff where we say, well, are we going to part ways or are we going to extend? This you want to be dealing with personally. All right, that’s human only. You don’t want to automate that. Otherwise, you’ll just lose that client straight away. They’re going to need the human touch at that point. They need to feel the connection so that you’re the person they want to keep working with. Okay. And um the one non-negotiable, all right, I I kind of alluded to this a couple of times. I don’t want to bang the drum on this too much, but I’m going to say it again just to really reinforce this. The non-negotiable is that we’ve got to have that element of human touch. So yes, Claude will draft your weekly report, but we have put a mechanism in place that doesn’t allow it to be sent until you add a personalized line to it. Okay, this is not something we’re suggesting. This isn’t something we’re enforcing. All right, you need to have the personal touch per client once a week. You know, we’re talking about a a 15minute input once a week to add this personal line. Okay, this is how you continue the human relationship. uh and you know without that there’s no no reason for them to continue to work with you. You know at the end of the day despite AI being a massive thing despite businesses becoming more and more automated at the end of the day we are still people making the decisions. So you need that human connection because a connection a relationship that has a good human connection attached to it will outlast the one that is just a robotic transaction. Okay, they will choose you over some other AI company that pitches in the same service but is fully automated every single day. Keep that human relationship and you’ll out compete those who are trying to do everything as um as an automation. All right, so give me a number 10 in the chat if that makes sense. By the way, give me a 10 in the chat if you’re going to be a 10 out of 10 u AI agency here. Fantastic. So good. Lots of tens. So keep that human element and you will out compete those that don’t. So three things okay three things that you get that humans uh well sorry that we have created but that you will just copy and paste our students just use now the first is slack all right every time you set up a client you’re going to create a slack channel now the slack channel will create or the slack manifest I should say will create the channels and it will create the report out and communication channel per client but once you built it once you can copy and paste it for every new client um the the make blueprint like Georgie just showed you. Um we will create that once and then we can just copy and paste it. Okay. So you actually, you know, build all the uh get get all the the modules, you connect them together, you uh give it all your credentials so it can access the right accounts, but once you’ve done it once, you just copy and paste the the blueprint for your next client and then add their credentials to it, change their voice for it. So um really really simple. Once you’ve built it once, you just copy and paste. Um and then we got our prompt library as well. So the things that you tell your system so it acts in the right way. Okay. So you build your prompts for claude once and then it can handle the operations then just simply copy it across to every channel um every time a client is added. Okay. It’s the beauty of tech here. It’s copy and paste business building. Absolutely fantastic, hugely powerful tool. Now look, this may feel confusing a little bit, but just remember for everyone who’s joining mentorship that this is broken down for you step by step. you can just follow our guide on how to set it all up and we’ve got everything ready to go for you along with the weekly calls with Georgie um and our own prompt library uh for those of you who have access to that. So you you can just use that to help build all of this. And that’s it team. So you have watched u 10 clients worth of work running on autopilot in a single sitting. Just use the tools that myself and Georgie have shown you during that session. And then the only question that you’ve got left answers left to answer is how many clients are you going to be willing to say yes to? How far do you want to take this business? Because if every client only adds an extra weekly touch point and an extra monthly call, you know, how much time have you got here? You can scale way beyond just a couple of clients. But in the next session, I’m going to show you how we can scale beyond that even further and some of the things that people get wrong when trying to set this up so you can avoid the traps that countless business owners have fallen into. All right, it’s going to be a 10-minute break, team. I will see you back here in 10 minutes. We’re going to be talking about how to build a business around this system. Have a great break. I’ll see you shortly. Bye-bye. So, welcome back everybody to session three. And in this session, we are going to be diving into how to turn all of the stuff we’ve learned so far about how to run this business. We’re going to be talking about professionalizing that inputting systems and building the business for growth. Because who’s here to get one or two clients? Yeah, not many people in the chat right now. Give me a five in the chat if you’re here to grow something far bigger than just a couple of clients. You actually want to generate some lifechanging wealth from this. That’s you. Give me a five in the chat right now. I can see them coming in already. Loads of fives. So, you’re going to want to pay attention in this session because we are going to be talking about how to turn this from a single person operation into how to scaling it up to well, as far as you want. Now, personally, I have run three agencies that have all exceeded 10 million pounds of revenue in each year. Now, the way I’ve done that is by not relying on myself. Sounds counterintuitive, I know. Well, surely you know Chris, you’re the if you’re running the agency, don’t you have to then rely on yourself? Well, yeah. Look, I’m in decision-m and this is where we need to get you with with this session. We need to understand how to be professionalize it, but also how to take you out of the picture so you’re not the one trying to do everything. Now, again, like that’s that’s my example, but take other people. You know, think about Jeff Bezos. He started Amazon in his garage with a laptop. He was one person, one laptop and just a load of passion. But today, Amazon has over 1.5 million employees globally. Same person, Jeff’s still there. Same passion, same enthusiasm. But what changed? What changed was structure, was systems, was professionalization, and was processes. Now, time is your biggest limit. Okay? We all have 24 hours in a day. It doesn’t matter whether you’re the guy on the street with a begging cup or you’re Jeff Bezos with one and a half million employees. Those two people have the same amount of time in the day. But what’s very different is how they use those hours. Okay? If you’re in employee mindset, you’re trading that time for money. If I work one hour, I get paid for one hour. If you’re in business owner mindset, we need to be thinking, well, for one hour of work, how many multiples of that hour of output can I create? Okay, the business has to replace your time. Otherwise, that will become your very very quickly become your single biggest constraint. Now, some of the stuff I’m going to go through in this isn’t going to be the sexy stuff. All right? It’s not the how to get 10 clients in the next, you know, 60 days. But what it is is the difference between doing this yourself and maybe getting a couple of clients and building an agency that far outlasts you. So, give me a one in the chat. If you’re ready to dive into this and understand how to build your business, give me a one in the chat. Fantastic. Loads of ones. Let’s dive into the content here. Now, the first thing I want to tell you about, excuse me, is running it as a business. Okay. Now, look, there’s two ways you can do this. You I could do it as me, Chris, running as an agent, but then I’m just me, Chris. What I want you to do, and what every successful business here will need to do, is run this as a business. That means go and register a legal entity. Now, there’s tons of benefits of doing this, but let me start you off with a real story about why you need to do this, just to understand this first point on our slides here, limiting your personal risk because a really good friend of mine, really smart guy, well, really smart marketer, okay? He landed a great client. It was a $50,000 contract. The trouble was everything was verbal. There was no formal written agreement. He hadn’t set up a company and protected his interest that way. So when the client had an issue and blamed my friend for that issue, he was sued for breach of contract. Now the case wasn’t really valid. There wasn’t technically a breach of contract, but the contract didn’t exist and all the liability was on him as a person. Now because he was a soul trader and they wanted to sue, that meant they went after him. Okay, that went they went after his personal assets. His house was the one at risk. he had to pay the legal cost to defend himself. That was $15,000 of out-ofpocket expense and he lost the court case. So, not only did he get sued for the $50,000, he also had to pay the illegal fees. And because there was no business structure in between him and the client, it was his things at risk. Now, with one simple change here, registering as a limited liability entity, now whether that be an LLC, whether it be an LTD, whether it be a GmbH, you know, the terms are different in different countries, but if you register as this limited company, you he wouldn’t have been the one being sued, okay? It would have been his company. What that means is that all of his stuff, the things that belong to him, they remain safe. They’re still his. So, okay, what’s the worst case scenario? Let’s look at that. The worst case scenario is, okay, the company gets sued. Maybe the company can’t afford the lawsuit. The company goes under, but my house, my car, my children’s future, it’s still safe. It’s still mine. They can’t touch that. My liability is limited. So, the first thing we got to do is protect ourselves. Now, the second thing is that if you run as a business, you’re going to be way more tax efficient. Now, obviously tax rules differ country by country. if you’re in the US even state by state right so there’s going to be different setups around this but generally speaking across the board regardless of country you can be far more tax efficient if you invest and you build this business as a company you got multiple levers you can pull you know if you’re a soul trader and you make 50k well then you’re getting taxed on that 50k all right because it’s all your income so you’re getting taxed on the full amount if you run it as a business well then you can start using taxdeductible expenses you can pay yourself salaries. You can have business expenses run through the company. You know, anything legitimate business expenses that helps move your business forward can reduce your profit and therefore your tax. Anything that you do make as profits, you can take dividends on. Again, dividends generally tax at lesser rates than income and therefore are a more tax efficient method to get this out. Now, this means that you’re going to reduce that tax bill. Now, you might be thinking, well, Chris, I haven’t made any money yet. Why are we talking about tax? We got to start with the end in mind here, team. All right? We got to start with thinking, well, if I’m going to build wealth, how am I going to keep that wealth? How am I not going to have it all taxed away from me straight away? And do running this as a business gives you so many more options. Now, you’re going to have to run this by an accountant as well. All right? You’re going to have to run it by an accountant because the different advice will be different in each different territory, excuse me, territory. So, your country specific accountant will give you countrysp specific tax advice on how to get the money out of your business in the best possible way. Further than that, it’s going to give you far more credibility. If you’re coming as a business, if you’re findable online, if you’re if you’re um you know, you have a legal registered entity that’s insured, that’s set up, that has track record, you’re going to have far higher trust. Now, a lot of companies will have requirements for who they work with. Okay? And that means that they have to have certain insuranceances in place. They have to have certain um you know, evidence of them existing online. And if you want to win these bigger contracts where you’re going to have the higher fees and the higher retainers, then you’re going to need to have that online presence, that ability for people to go and check you out and look you up and find stuff. So, it’s going to make you appear far more professional, even if you’re just starting out, by the way, because there’s something there beyond just you. On top of that, by the way, give me a give me a two in the chat. Who is here building this business because they want something that outlasts them? who’s here doing it for something beyond their own, you know, perhaps financial gain. I’m going to wager that a vast majority of people on this call right now are here because they want to leave something for a family. They want to grow something for people that they care about. And by the way, if that’s not you and you just want to make a load of money, hey, kudos to you. No, no judgment here at all. But the the thing is, if you run as a business, you will have far more options around estate planning as well. All right? You can bring family members into the business as shareholders. You can then start paying off dividends to shareholders. You know, you can start having contingency plans. If it’s just you and it’s all on you, the moment you step out in front of a bus, the moment you get sick, the moment something happens, the business stops. Okay? As a soul trader, as just yourself, you are risking it all because you are the one that it stops with. As soon as you’re out of the picture, as soon as you want to take a sick day, your business stops. start running it as a business, build in the systems, build in the automations that we’re going to be talking about and you will have a company that can run without you. You know, you become a part of it rather than the whole thing. Now, also, if you want to leave something behind and you want to be able to leave something for kids, number five in the chat, by the way, if you’ve got some kids and you want to leave something for them, pop a five in the chat. Yeah. Okay. Lots of people, actually. So, if that’s you, then um this is the way that you can start to to bring your kids into the picture. Now I have two daughters. Um they uh they are not yet shareholders because they’re too young to be. But the plan within our family is that they will one day become shareholders of the business. They will start to be able to draw dividends. They’ll start to be able to take salaries. Uh and hey look, even if they want to do their own thing and go on their own career path, that’s completely cool. The thing is it gives them something that they can always fall back to. And on top of that as well, if we want to build something beyond ourselves, if we want to grow something large, at some point you may want to access some capital. Okay? You may want to attract some investors. You may want to take out loans for your business to help you grow it. If you want to be able to do that stuff, running as a company is essential. Okay? Banks, investors, loan companies, they’re all going to want to see some track record. They’re all going to want to see some kind of legal entity there that they can lend against. So, a bunch of reasons there why you need to be running as a limited company. All right? But the biggest one for me is the top two. All right? It’s limiting that personal risk. is building that tax efficiency so that you can run this efficiently. Give me number five. That all makes sense. By the way, if you can see now just how uh you know powerful a limited company structure is and how it derisks things massively for you. Okay. Amazing. Good. So the next thing I want to talk to you about guys is um the the structure and the responsibility that comes with that structure. Because here’s the thing. If you’re going to run a company and you’re going to become a director of a company, you then have obligations. All right? it becomes uh there comes with a set of legal responsibilities. So as a director you’ve got to do certain things. Firstly, probably quite obvious, you’ve got to act within the law. All right? If your company starts breaking the law, the director is the one legally responsible for that. So follow the law. Register your proper your your company properly. Keep your records, you know, be honest about what you do. Don’t mislead customers. No, be honest about what you earn. Don’t pay employees cash under the table. Keep it all above board and on the books. The the problem is if you cut corners, you’ll get caught. You know, ultimately audits happen. All right? Whether it be from the tax the tax service, you know, HMRC here in the UK, uh, Inland Revenue, whoever the local tax company, uh, the tax services in your country, they will audit you at some point. And if you have been cutting corners, if you’ve been doing shady stuff, it’s going to come back to bite you. There are fines, there are penalties, there’s reputational damage. If it’s bad enough, there can even be criminal charges. So, just follow the law, guys. It’s pretty simple, really. Just abide by the law. If you’re a company, you’re going to have to file some accounts as well. At the end of each uh tax year, you have to file your accounts. Even if you’re the only employee, all right? Your company still has to declare its profits. So, even if there’s a small profit, you will need to file your annual accounts and pay corporation tax or company tax on those profits. Again, rates vary in different states, in different countries, so you’re going to want to get a local accountant for this, okay? They will help keep you um uh above board and following the right process. Now, if you employ people, which again, if we’re following the stuff we’re going to talk about in this session, ultimately you’re going to have some employees in the business doing things for you instead of trying to do everything yourself or just automating everything. But if you’re going to have employees, there comes a whole new swamp of requirements, employment rights. Okay? Now, again, these vary by country, by state. So, again, get local advice for this. But the point I want you to understand here is that if you’re going to have employees, you got to treat them fairly. That means even if there’s one contractor, there’s certain rules you got to follow. There’s minimum wages you’ve got to follow. There’s got to be contracts. There’s got to be records. But these vary by country. So get to know the rules in your country. Now, assuming we’re going to grow, if we’re going to grow this business at some point, we’re going to have so much revenue coming in that we’re going to hit VAT here in the UK or sales tax elsewhere. and you’re going to have to uh register for sales tax and start to charge this additional tax on your payments. Now again that varies by country so I can’t give you one overarching rule for this but you know different governments come in they change the rules and different states change the rules. So this does require local knowledge and for that reason there is one golden rule here is to work with a local accountant. Now, but by that I mean if you’re in Spain, don’t hire an accountant based in Wisconsin. Okay? It seems pretty obvious, right? But I see it all the time. People hiring accountants from the other side of the planet just because either they got a better price or the guy sounded good on the phone. Look, you need a local expert. All right? Get somebody who’s based in your territory because if you’re going to sell globally, you got to understand tax locally as well. There’s also stuff like data protection. In Europe, we have the GDPR rules. uh you got the CCPA in California, others elsewhere, but you got to handle that all of them basically say the same thing. The thing is you got to handle data privately and securely. If you breach data protection rules, you’re going to get you’re going to get fines. So, uh make sure you understand the rules in your country because if the business [ __ ] up, you are the one responsible as the director. So, I’ve already got it here. Look, the solution is get a good accountant. Get one who knows your country’s rule. Okay? Okay. Now, you might be thinking, “Oh my god, this sounds so complicated.” You don’t need to know every single thing inside and out, every every line of tax code. You don’t need to know that. But you need somebody on your team who does. The solution is simple. A great accountant will fix all these problems. Okay. Now, moving on to operationals design. Let’s get into some of the actual building things here. Now, I’ve already said to you, look, your time is not um it’s not infinitely scalable. All right? You have a finite amount of time. And the problem is that is as soon as you try and do everything yourself and you don’t build this beyond you, you become the bottleneck to your own business. You become your business’s biggest problem. I know it sounds ironic. It sounds contradictory, but it’s the fact if you are the hard truth is this. If every single client and every single decision has to go through you, you’re probably going to be able to handle about five clients. At that point, you’re just not going to be able to scale. You’re going to be so much in the operations that if you haven’t automated, you haven’t built this beyond yourself, you’re just going to burn out if you try to grow. And you’re going to find, excuse me, that you have less time to actually focus on the growth because for every client you add, you add this much delivery. You add client one, you got this much delivery, but now you add client two, now this much of your time is in delivery. Add client three, now this much of your time is in delivery. Well, what’s left for growth? It’s it’s getting smaller and smaller, isn’t it? the chunk over here is getting s squeezed and squeezed and squeezed. So by the time you hit five clients, the amount of time if you if you haven’t automated stuff, if you haven’t built beyond yourself, the amount of time you have actually to grow the company is is next to nothing and you’re going to get stressed. You’re going to get overwhelmed. You’re going to burn out. You are not running a business at that point. Okay? You have a job. Okay? You’re going to have a job. You’re going to hate it and you’re going to be overwhelmed. So we need to build some systems and scalable systems within this. Now there’s three levels to this. All right. The first one I want to focus on is client on boarding. Now that means instead of when you get a client um and trying to do everything yourself and trying to just follow uh you know maybe a system that you’ve got but without any automation, we want to start and and doing everything manually. Sorry. We want to start automating this from day one. So let’s think about client on boarding. All right. What happens when a client signs up? Well, we’ve got to send them a welcome email, right? We got to thank them for their business. We got to lay out the terms. We’ve got to remind them what they’ve bought. We got to give them receipts. We got to do all that stuff. Now, you can sit there and type that out every time if you want, but again, it’s going to take up too much time. So, we want to start setting up things to run automatically. We need autogenerated emails. We need a welcome email that goes out as soon as somebody clicks the buy page on your sales page. Automatically, the welcome email summarizing everything they’ve got goes sent out to them. Now, how many emails have I had to write there? Well, it’s one, isn’t it? I write the template and I let the system send it up for me. Again, I could I could take out my phone. I could start booking people in for calls on my phone or I could set up a calendarly setting so that people can book calls. I tell I tell the system when I’m available and people can just book the time slots whenever they want. I don’t have to call people up. I don’t have to text people reminders. They get a link and they book their call. We want autoc contracting. Again, there’s tons of different softwares you can use for this, but we want contract templates set up that then get sent out that also confirm payment automatically. We want to set up welcome sequences so that certain things happen in the right order without us having to manually send it out every time. And every time we have a um an automation or a report to be sent out and we want to send deliverables again, if we can collect all that data automatically without having to go shopping for all of our data and putting it all together and then emailing it to the client and we can just set up a system that does all that for us, then we are going to save so much time. So with automation, you’re going to spend about 30 minutes setting each client up. But then after that it runs itself versus five to six hours per client trying to do it all yourself and then actually send it and then every time you get a new client it’s another six hours and another six hours it’s going to get overwhelming with automation 30 minutes set up the client set up the automations and then it runs from itself. So huge savings in time available to you in client onboarding. What about reporting? Okay, once we’ve got these clients, we’re running their business uh their business outreach for them. We’re running their marketing for them. We want to be able to give them reporting cuz it, you know, fair enough. Those clients are going to want to know how things are going. Now, again, if you want to do this all yourself, you can spend, you know, three, four, five hours a week pulling everything together, going through looking at the stats, you know, analyzing data on an Excel spreadsheet and sending them a custom bespoke report. Hey, they’re probably going to love it, but it’s not scalable. It’s taking too much of your time. So, we want to set up automations here as well. So, we get an automated data pool. We use stuff like make that we’ve already spoken about. We use things like make, pull this data together, build it into a weekly report, and instead of you having to do all of that kind of scraping around time, you can just review the report, recommend any alterations from your side and send it out to the clients. So, we’re taking without automation, we’re looking at two to three, you know, maybe even up to five hours a week of just pulling data together and sending out reports. But with automations again once once we set it up once it runs every time. And again the great thing about this is it’s completely duplicable. Every client’s going to get the same report right. So once we built the system once we go copy paste and then our system is ready for the next client. So it makes the setup for every client almost instantaneous. Okay. There’s there’s just minutes of time required instead of hours. And then you can spend your time, you know, uh 15 to 30 minutes a week reviewing those reports, giving any personal touches to it and sending out to the clients instead. Now, what about beyond that as well? Well, then we also want to think about our follow-ups. You know, once clients contracts come to an end, we may get to the end of contract, we want to think about renewals. We don’t want to lose clients, right? If we’re getting paid retainers, we want to keep those retainers rolling. You know, if we’re providing a value and they’re getting value and you want to keep earning, we’ve got to keep the contract going. So, we want to think about how we can also automate things like upselles. Uh, think about how we can ask for testimonials and reviews. Think about how we can get reminders sent out automatically. So, let’s say you’ve got your client set up, everything’s running, you’ve got your reports going out, they’re happy, you’re happy. Instead of having to pick up the phone and call them and say, “Hey, Bill, it’s been great working with you. Look, I’d really appreciate a testimonial.” We could send them a pre-recorded video that we record once saying, “Hey, look, hopefully you’ve enjoyed uh working with us so far. You’ve got the results. We would love it if you would be able to share a quick 5 minute video of how uh the the process has been so far. Here’s the talking points A B CDE E.” Um, and send that out to them automatically instead of you having to do it every single time. Um, same with contract renewal. Again, instead of tracking your contracts and trying to work out, well, when does that first client finish and then I’ve got five clients now, so I’ve got five contract renewal dates that I need to keep track of. Well, let’s automate that. Okay? So, we we teach our system when does our contract renew? And then 30 days before the end of that contract, we start sending out the renewals. Okay? Now, again, if we we can automate client feedback as well. If we if we see that the client has stopped being responsive, if they’re not coming back to us for questions, if there’s no check-ins from the client, we can set up sequences that run without us there as well. The key rule is that you can’t do any of this stuff unless you understand the system yourself. So do it yourself once, understand the system, and then critically document what you want. Now again, could be rough and ready to start with, that’s fine. Maybe a checklist, maybe a walk through, but understand what happens in what order. checklist it out and then build systems and automations around it to do it for you. Give me a seven, by the way, if you’re liking the idea of a of a business here that runs without you. You’re starting to get an idea of the different things that can be automated so they’re done without you. Okay, great. Loads of sevens. Perfect. That’s what we like to see. All right, so next moving on. We got to get paid. Um, who’s here to get paid, by the way? Number one in the chat if you want to make some money. Absolutely right. We all want to make some money. So, we’ve got to have a way of getting paid. So, this is one of the first things we’re going to do when we set this business up. We’ve got to have payment gateways. Now, um the most obvious one and probably one of the biggest ones in the world is called Stripe. Thing with Stripe is it’s not available in every country, okay? It’s available in about 40 countries around the world. Now, if you’re not one of those 40s, you’re going to need a plan B. Okay? Now, luckily, there’s a bunch of others out there um that work all over the place. They each have their strengths and weaknesses. Um, but yeah, just to name some of them here, we got Wise. They are global and growing. We got Revolute. Again, same. PayPal. Probably everyone’s heard of PayPal. Pretty much works everywhere. Um, less ideal. Okay. Not quite as implement uh integrable with certain systems, but again, available pretty much everywhere. Um, and then country specific gateways. You know, if you’re if you’re in a smaller country maybe that doesn’t have access to Stripe, you may have a local payment gateway option that is just based in your country. But but the main thing here is team always have more than one. All right. Now, we have a couple. In fact, we actually have three set up in our businesses um just as the ultimate reassurance, the ultimate safety blanket because what we don’t want to do is have a client who wants to pay us money and us not be able to charge the client. Okay? It’s the worst thing. Your business doesn’t exist if you can’t collect payments. So, Stripe, if it’s available, have a backup option as well. So, if for any reason Stripe doesn’t work, and it happens, by the way, we’ve had it multiple times where the our our preferred payment gateway either fails or if we have too many people signing up at once, maybe it it hits a bug, we need to have that backup available to be able to send people payment links. Otherwise, if you’re not collecting income, your business stops, okay, you don’t have a business, right? So, let’s get two of those set up to make sure that you are safe. Now, we also want to talk about revenue. All right, if we’ve we’ve got our payment gateway in, we want to talk about earning our money. Now, one-off transactional payments, they’re great. Look, they do the job. You get some money in. But the problem with being paid once is that you’ve then been paid. Sounds obvious, right? But so many businesses are set up this way. I do one thing, I get paid one time. I go and find my next customer. I do one thing, I get paid one time. You know, there’s not that many people that have a recurring revenue model, but it has become more popular lately, and there’s a massive reason for that. Subscription models have become more popular. You can get your protein shake on subscription. I buy coffee on subscription. You know, things that just come every month. I don’t even have to think about it. You know, sometimes, ever happened to you, by the way, where you get your subscription lands on your doorstep. You haven’t actually finished the first one yet, but the next one’s come anyway. They’ve made their money anyway. I’ve got about four packets of coffee in my shelves right now because I’m not drinking enough coffee. It keeps reminding me I need to go and change that subscription to to make it less frequent. But the point is they’re making their money. It’s a great business model. They’re making their money every month. Whether I need it or not, I’ve subscribed to it. Now, again, we need to make sure we’re not selling something that people don’t need, but we can build this business in a way that we get paid every month instead of just oneoff. Okay? Because if we do it oneoff, then you’re done. It’s transactional. You’ve got no income. You got to hustle for the next customer and you get what’s called lumpy cash flow. You land a customer, you get payday, you’re going out eating, you’re celebrating, and then 30 days later you haven’t been paid again. So, we need to go and find another customer and then get paid again. You can’t hire because you don’t know what your income is. You can’t automate as well because you don’t know how what softwares you can do. And it makes planning so much harder if you got to fight for every single customer and therefore fight for every payday. So, we want to set this up in a recurring revenue model. Okay. Now, that means that we land our client once, we do the work and get paid, but then we have a recurring revenue element to it as well. Because with that retainer model that we’re talking about here, if you can negotiate a 12 thou uh sorry, £2,000 a month predictable recurring revenue, then you know what your your business looks like for the next 12 months. Add another client, great, it’s another 2K a month. Add another client, great, it’s another 2K a month. Now, I can start planning stuff. I can go, well, now I’ve got five clients and I’m getting 10K a month. I can plan in, well, maybe do I need my first VA. Do I want to bring somebody in who’s going to cost me, let’s say, $1,500 a month. Um, well, I know that I can afford that now because I know what my monthly recurring is. Maybe do I want to look at my next piece of software, and I can plan all of this in far far better than going, brilliant, I’ve got 5K, I’ve hit the one-off or 4K, I’ve hit one-off payment. Now I’m watching that erode if I try and hire someone or I try and pay uh pay for software because I don’t know when that next payment’s coming. It makes it so much more stressful, so much more harder to plan. Now, we got to position this with a client as well. A client may ask you for a one-off payment, okay? They may ask you to pay off one time, and we can do that, but the trouble is you need to be focusing on this retainer as well because if you don’t, then it’s not going to give you that that consistency. Now, the way you want to explain this to your client is say, “Well, look, I can deliver the project for you one off, but then there’s no support. If it goes wrong, there’s no one picking up the phone. If it if it doesn’t work 6 months from now, if the market changes or the the algorithms change and how we’re doing this, it’s done. There’s no there’s no ongoing support. What works way better is where we deliver the project and we monitor this for you and we refine it and we optimize it and we tweak it and we we figure out for you what’s working best and what’s not working. change it to get you the best results. So that’s how we need to explain this. Okay. Now, that will give you that that stability, that recurring cash flow. But I picked up on a word there that I really need to emphasize, and that is cash flow. All right? You need to make sure that there’s enough money coming through your business. And this is the biggest killer of businesses, by the way, is failing to manage cash flow. Because the thing is, as soon as you get paid or sorry, as soon as you land your client, you’re going to get paid once you deliver the project. But you have to incur your costs up front. So every client incurs you a few extra costs. Okay? You got to deliver from day one, but you going to invoice 30 days from then, right? But you got to pay your VA on day five. You got to pay your subscriptions for your softwares on day 10. Maybe you got your make subscription coming out on day 15. Before you know it, you’re getting paid at the end of the month when you’ve incurred all your costs up front. We got to manage this cash flow. Firstly, try and get paid up front so that you always have the buffer in your account. But secondly, always leave that buffer in an account. Okay? Now, we have a rule in our business. We have 90-day buffer. That means if I don’t make a penny of revenue in any of my agencies, I know that the cash in account will cover us for 90 days. That’s all my staff salaries. That’s all my subscription salaries. It’s all my operating expenses. So for just to put some numbers to this, if my operating expenses were 10K a month, I want to build up a buffer of 30K. So I know that if I don’t make a penny of revenue, I’m at least covered for 3 months. Now again, it’s very unlikely that I’m making a penny of revenue, but the point is it creates safety. If something happens like um I don’t know, a global pandemic, not that they ever happen, right? But if something happens and the world goes crazy for a few months, we need to have that buffer in there. All right, give me a five if this making sense. By the way, if you can see the importance of having that safety net there, you can see why you’ve got to build up this this buffer in the account so that you’re running this like a business. You’re keeping it professional and you’re going to keep that safety net there. Now, look, if a client does not want to do a retainer model, which is always what we’re going to suggest, all right, we always want to get that retainer. But if a client’s like, “Look, I’d rather pay more but only one time.” Fine. We’re not going to turn business away. But there’s got to be a premium for that because what you’re doing there is you’re otherwise you’re just devaluing your services. You got to charge them a premium for a one-off payment. Okay? So cash flow and profit, they are not the same thing. Revenue does not equal profit team. Okay? So if you see loads of people going, “Oh, I’ve just made 5K from my agency.” Well, do they mean 5K revenue? Do they mean 5K profit? We got to break this down. And I want to show you in this session here why automation is your profit’s best friend and therefore your best friend as well. Because let’s say, let’s look at it. If we did everything manually, all right, we’ll take the manual example first. If we make £5,000 uh sorry, $5,000 sale and we collected 5k in cash, but we’re going to deliver it all manually. We’re going to get a VA to do it. We’re not going to do it ourselves. We’re going to get a VA to do it, but then we got to pay that VA. Let’s say they they they earn $1,500 and then we got to pay for our tools, our softwares, go high level, etc. And maybe we’re running some advertising and we’ve got our software and our accountants fees. At the end of it, our profit is actually 2,200. Okay, now that there’s a big difference, right? But if we automate, you will save a huge amount because the second client doesn’t have recurring costs. Without the automation, every new client adds this stack of costs. Okay? Every new client requires additional virtual assistant time. So that means that every new client makes you 2,200 because you replicate your costs. But if you only uh sorry if you automate every new client that you then add only adds the extra subscriptions or licensing costs and the the small amount of time in setting it up. So client one may still incur all of these costs minus the BA right if we’re automating but after that every client only adds an extra license cost or only adds a bit of extra time so it’s far more profitable. So fully automated, sorry, completely unautomated, five clients following these numbers is going to make you 11k of profit. But if we automate it and therefore we’re only adding an extra couple of hundred dollars a month of cost, well then that same five clients makes us 21K with a hell of a lot less of our time and management built in because it’s again it’s a set and forget system. We set it up once, we let it run. We do minimal input just to review it and give that client a personal touch. Now, beyond this, we want to build some financial dashboards. You know, you want to track your metrics. If you want to run this professionally, you’ve got to track the pulse of your business. And businesses have different pulses, right? They have different key performance indicators, KPIs. Now, some of those are um MRR, monthly recurring revenue. Okay? Our monthly recurring revenue is the amount of money that comes in every month and we know it’s coming in because we signed a contract for a fixed period with a monthly recurring revenue. We got to track that because that’s how we plan our operating costs. We also want to track our operating costs. How much money are we spending per month to be able to deliver for that client and obviously we want to keep a big buffer. We want to keep our profit margin intact because once you take your monthly recurring revenue, your monthly recurring operating costs, that gives you your profit margin. And we want to track that margin as well. If we see our operating cost ballooning without our revenue expanding well and and therefore our net profit margin shrinking, we got a problem. We got something broken in the system. We got to fix this. Now, these KPIs, your key performance indicators, are how we keep track of the health of our business. It’s how we make sure that things are running smoothly. And they’re like your early warning system, okay? They tell you if things are going wrong. One of the big ones to track is turn rate. Okay? If you start to see a churn rate, and by that I mean the number of clients not renewing or dropping off and you having to go find new clients to replace them. If you start to see your churn rate increasing, well then you know you got a problem. Something’s not working. Something in the system is not providing the value the client expected. They’re not happy with the service. We got to go on and find out what these problems are so we can fix them. Okay. We also want to track our costs per client. Again, if you start to see that you’ve overdone it on some of your softwares or you’ve overdone it on some licenses or you’re starting to put too much time into each client and you see that cost per client increasing, you need to step back and look at your system. What have I what have I designed in wrong here? Where am I spending too much time? Where have I added too much cost to this process? Now, one to keep mind of is cash and bank. But this comes with a health warning because so many business owners and some really good friends of mine as well do this. But so many business owners will track the health of their business based on what’s in their bank right now. They land a big client, they get this big payment, they go, “Hey, I’m I’m a millionaire. I’m making so much money. Look at my bank account.” And then they forget that there’s cost to pay out of that and they start spending based on the revenue. We can’t do that. We got to spend based on profit. Okay? We got to know how much is actually ours. How much how much do the uh do the do the Inland Revenue want? How much do HMRC want? How much of that is VAT or sales tax? How much of that is due to our employees? We got to keep track of these things. Cash in bank is a good like spot check on your business, but it is not long-term health. Do not trick yourself into thinking that the cash you have today is the cash you’re always going to have. You know, one of my agencies, for example, we we get uh we have quite a few credit clients, right? They pay at the end of the month. We deliver for them um and we incur costs throughout the month. So at the end of the month, our account goes like the balance jumps up and I’m looking at it at the end of the month going, “Hey, this is great.” You know, everything’s going perfectly, everything’s going great. And then all the salaries go out and I go, “Oh, it’s fine.” Then all the sales tax get moved to the savings account and it’s dropped down again. Look, if I if I made decisions on my business based on the end of the month balance versus like the fifth of the month balance, I’d be making totally different decisions. And that’s a risky place to be because you’re not making decisions at that point based on fact. You’re making decisions based on a number on a sheet at that one point in time. What we need to do is track our profits. Understand the monthly profit because that is way more powerful and way more informative for you than just the cash you got in your bank right now. Okay? Do not fall into that trap. I guarantee you will at some point. All right? It’s okay. You’re going to look at your account after you’ve been paid and go, “This is amazing. We I can spend all this money.” And then remember that you’ve got obligations and things to pay. But look, the main thing is if we’re automating this, I’ve shown you in the profit margins app. If you automate it, the profit margin is going to be so much higher for you anyway. All right. Now, building this dashboard, tracking these KPIs, this is going to give you a health check on your business on an ongoing basis. It’s going to make managing that business far far easier for you as well. Now, we talked about automation. Automation is definitely where you want to start, but at some point, if you’re growing this beyond just a few clients, you’re going to want to hire some people as well. Now, the first trap myself and loads of people in business make, I have fall into this one on a few occasions, just to be honest. Um, the trap that you fall into is hiring too late or hiring for the wrong reasons. Now, I’ve done it loads of times where I get really, really busy and go, I need to hire somebody. I need somebody to take this part of my job off my plate. But the problem is I’ve left it too late and I’ve got so busy doing that job that actually going and advertising for people becomes harder. You know, actually interviewing those people becomes harder. Training that person becomes harder because my time’s been squashed. You got to hire ahead. Okay? Now, it’s harder to do because you feel like you’re hiring before you actually need it. And the reality is you are. But you’ve got to do that because if you don’t, your time gets gobbled up and you don’t have the time to bring that right person in. Find them, selecting the right person and training that person will be uh will be a time commitment. So you got to do it before you need it. So how do we decide which things we do first? Well, ask yourself first, what do you hate doing? Okay, if you hate preparing the reports and going through the data and and making recommendations, have somebody come in to do that for you. If you hate running ads or you don’t have the skills to run ads, maybe you’re just bad at it, maybe you don’t have that skill. Number two, you’re just bad at the thing, then then don’t try to train yourself to become an expert in everything. Okay? There’s loads of stuff in my companies I don’t do. I wouldn’t know how to do. I don’t try to know how to do that. What I do is I bring in somebody who is an expert in that. Okay, we we’re doing a massive system implementation in one of my businesses at the moment. Uh one of the agency businesses we’re building brand new booking platform. Uh we got a load of developers in uh they’re project managing the development. I don’t have a clue what they’re doing half the time because they’re talking in language that I don’t even understand. Talking in code stuff. No idea what’s going on. But what I have got is I got Tony. Okay, he’s my project manager on this. He’s managing that development. The end of the week, he comes, he gives me a summary. He talks to me in English and I understand because it’s not developer, it’s not developer language. And he says, “Right, here’s what we’ve done this week. Here’s what we need to do next week. These are the decisions I need your input in.” And then that’s that. Okay. I don’t try to become an expert in coding to work on the coding project that we’ve got going on right now because it would take too much time. Okay? I firstly, yes, I would hate doing it, but also I’m bad at it. So, I put the right people in place. Think like that and it will go a long way to getting you to to to to growth and to success. Okay. Now, you can’t put someone in place until you understand the scope of what you want them to do. You got to document things. Okay. We need checklists. We need understanding of what needs to be created here. And we need to understand a process. So, we need to document our tasks. Again, rough is fine. Just checklists. things like video walkthroughs, checklists, um project specs, outcomes you want to create, things that give someone guidance, because here’s the thing. If you can’t explain it to yourself, you can’t explain it to somebody else. You can’t train somebody on that. Now, again, I’ll take this coding example for instance. I didn’t try and work out the lines of code that I need to type to create the booking platform we needed to create. I’d have been wasting my time. I’d have been there for decades. What I created was an outcome that I want. I want a system that does this. These are the features I want and these are the skills I need the person who’s going to manage this to have. And then I brought in the expert to project manage this and find the developers. Right? So we create our rough guidance, we create our outcome and what we want that person to do and then we bring them in. Now you can test this as well, but let’s let’s take it back to like um more relatable stuff. Okay, let’s say that we don’t want to uh do follow-ups. All right, maybe you don’t want to do sales calls and you just want to bring someone in to run calls for you. Well, instead of just going straight to an employee and hiring somebody and and kind of gambling on are they the right person and have you got your your your script right and do you understand the benefits of your service to be able to teach them how to sell your service before testing on that? Why not and giving someone a load of employment rights that that may or may not be the right person. Why not test it with an outsource hire? There’s loads of freelancing websites out there. Upwork, Fiverr, uh Freelance, there’s loads of them. People per hour is another great one. Now, you can give somebody a trial on there, and there’s lots of freelancers that that advertise their services. You can go on to hire them later, but you can take them on on a couple of month trial. See if you know get test your process. Have I explained things right that allows this person to sell that product or that service? And then if they’re great, then offer them a permanent contract. You don’t need to dive feet first into employing somebody. You can test this with freelancers first. Refine things. They may give you some great feedback. Again, I’ve I’m not going to lie to you anybody. I’ve had failed hires in the past. All right? I’ve had people come into my businesses that I didn’t explain things well to that couldn’t do their jobs effectively. Now, I’ve got some great feedback from that process. I’ve got some great learnings from that. I’ve had people go, “Well, I just don’t understand this part of the service. I don’t understand what we do in this instance.” Well, that that’s great feedback for me. I can refine my process, refine how I’m teaching that person to sell the thing that they need to sell and then improve the output. But by testing it on freelancers, it gives us less risk. All right? You’re not as bought into the decision. You don’t have to give them employment rights. You don’t have to give them recurring salaries. If things don’t work out, you can terminate a contract without lots of legal ramifications. And when hiring, I want to introduce you to what I call the three times rule or the 3x rule. Now, I if I’m hiring somebody into a role, there’s a cost to do that. Let’s say that cost is 15 grand a year, right? If it’s a virtual assistant, let’s say they’re based in a lower lower labor cost part of the world, uh, and they’re working just a few hours. And let’s say it’s going to cost me 15 $15,000 a year to hire this VA. I need them to allow my business to do at least three times the revenue that they’re costing the business. Now, let me explain that. If I’m busy doing something and I’m happy to do the selling and I’m happy to do the onboarding of clients, but I need somebody to take the operational stuff off me. If I’m going to pay them 15 grand a year, I need that 15 grand to allow me to sell at least 45 grand a year. So, I’m three times in the cost to my business. So, every time I bring somebody in, there has to be a return on that investment. Now, that might not be as obvious as, right, I’m hiring someone for 15K. I need them to sell 45K for me. For sales people, it’s really easy, right? You’re you’re hiring somebody that has to create more than more revenue than they cost. But for people like support staff or admin staff or operational teams, they need to free up capacity for growth that exceeds the value of the cost. All right, give me a five in the chat if that makes sense. By the way, if you understand that you’ve got to have a a multiplier. If you just bring somebody in and they cost you 15 grand, but they create space for 15 grand, well, there’s no growth there. There’s no point in doing it. You may as well just carried on doing it yourself. But if you bring somebody in, there’s got to be a return on that investment. A return on the time you spend hiring them, selecting them, training them, and investing them. And for me, that’s three times. All right. Loads of fives coming in here as well. Great. That’s good that that’s hitting. All right. So, who should we hire first? All right. All right, who should we hire first? Well, I’ve given you a bit of a guide there. Firstly, what do you hate doing? What are you bad at? Okay, they’re they’re great places to start hiring. If you can’t fully automate it or you don’t want to automate it to the point that you’re going to alienate your client, and you need some physical interaction between you and a client, um, bring people in that will free up your time the most, take you out of doing the things you hate the most, take you out of the things you’re not skilled in the most. So, that might mean things like reporting, might mean things like admin and VA work. Now for that a virtual assistant is perfect. Okay, they can pull stuff together for you. You can automate things um to the point that the human touch is required. They can then provide that human touch that gives you a great return on investment. It kills all the like the bureaucratic admin stuff because that is such a time sap. Now the automations we spoke about earlier with make are going to do a lot of that for you already. Here we’re talking about once you’ve grown beyond that and you need someone to do something with the output of those automations. Now, by having somebody deal with the admin bits, it’s going to free tens of hours a week. Okay? Now, that tens of hours, you can do what you want with that. You can go and sell to more clients. You can bring more clients in, grow faster. Hey, maybe you just want to sit back and enjoy 10 hours a week to do things, you know, spend time with your family, do things that you love doing, follow your passions. Um, it’s up to you at that point, right? Um, now, if you if you’re in growth mindset here as well, you may start start to want to advertise your services. You may be going, “Oh, look this dripy stuff. This is great. this is bringing me some good leads, but I want some people coming to me. I don’t want to just do outreach. I want people coming to me as much as possible. I’m willing to put some money on the table. I want to advertise and have customers finding us. Well, great. That’s cool. Maybe you want to run some adverts in that case. Now, do you understand the Facebook algorithm for running ads? How they approve or deny your ads? Do you understand, you know, pay-per-click advertising? Do you understand all these different things that you may need to do? If you don’t and you’re not a specialist, get an ad specialist. All right? they they are going to be a huge return on investment because trying to figure it out. There’s a lot goes into digital marketing and advertising. It’s not just a click a couple of buttons, hope that Facebook’s AI bit gets it right and that they got the targeting right and the messaging right and that it’s all going to be fine. All right? And specialists really do add a lot of value to your business when you find the right one that knows what you’re trying to achieve and you brief them properly. So, if that’s not your strength, get somebody whose strength it is. Um, you may want to think about copyright support. Okay. Now, once there’s a genuine bottleneck, okay, we’ve already talked about using AI and automation to do a lot of the copywriting for you. Okay, it’s copy and paste, right? Copy and paste for your for your messaging. Um, you know, AI to build your your your copyright for most of it, but you’re going to have somebody looking over things. You’re going to have to have check checkpoints in this. Now, if you don’t want to be the one spending time and as you grow and you have more and more clients, having to review more and more copyright, again, a copyright support may be a great person to bring in at that point as well. Um, again, where do you find these people? It’s things like Upwork, it’s things like Fiverr. Um, you know, and then local um freelancer platforms, you know, online PA is a great one. Um, yeah, there’s tons of them. Tons of them, but Upwork, Fiverr, People per Hour, these are the massive ones that are out there. Um now LinkedIn posts uh referrals can also be a good place to find these people. Uh again I prefer the the freelance aspect first before hiring employees for for all the reasons that I spoke about earlier but yeah they can be they can be ways of finding. Now costs for these people will vary by country. The great thing about running an online business is you do not need that person to be based in your country, state or even city. You can have them all around the world. Okay. Now, I run um all of my agencies out of England, but I have people all over the globe that work within our agencies. We got people all over England as well. We’ve got people in Ireland. We’ve got some people in the States. We’ve got people uh in South Africa. We got people in India. We’ve got people in Pakistan. It’s a global team because I don’t need them here. I don’t need them to be sat in an office next to me. I can see what they’re doing. Everything’s online. So, I can see what they’re doing. The management is is is far easier than it ever used to be. You don’t need to have, you know, the supervisor who’s looking over people’s shoulders. If you set up your systems right and your dashboards right, your KPIs will do the talking for them. Um, so um, make the most what I would say is make the most of the global economy. You know, if you’re bringing people in, you don’t have to look at your local labor rate. Look at the global options available to you. Now, if you are going to bring somebody in as an employee and you’re going to commit to that person because they’re a great person, you want them as the team permanently and you want to offer them an employment contract, not just a freelancer arrangement, get a bit of legal advice before you do it to understand your legal obligations as an employer where you’re based because they differ. They differ at different places. Employment rights here are different to well, even on the state level in America, right? um you know if you’re in Europe you’ve got uh different employment rights than you have in in Britain. It really differs and it really depends on your local area. So again get a bit of legal advice uh before employing. Look for industry bodies that can give you that advice as well. Um there’s some really great like Federation of Small Business is one here in the UK as well. Brilliant service. You can get loads of independent legal advice. Uh and it doesn’t cost much at all. It is set up for small business. Basically every country has their own version of that. So find your independent small business advice bureau and and they will often offer you legal advice service as a complimentary service as part of being a member of that um of that of that platform. Okay. So let’s finish off this but by by talking about what you need to be doing next. All right, your next steps and what you need to be doing to stop yourself from drowning. Okay, to make sure you’re setting this up in the right way now immediately. Okay, don’t delay on this. In fact, I tell you what, why not? Why don’t you do even do it in the next break? Go and register your business. Okay? Register your LLC, your LTD, your GMBBH, whatever your local acronym is for businesses, business registration in your country. Go and register your business. Okay? This is going to give you um that that setup that that uh liability protection that we spoke about earlier. Now, once you’ve done that, you’re going to need a separate bank account because you can’t use your bank account for business funds. You got to have a business account. You’ve created a completely separate legal entity yourself. you are you and your bank account is your bank account. Your legal entity needs its own bank account. Okay? It needs to be separate. So go and create a business bank account as well. Um and then schedule a call with an accountant. Right? You want a local accountant. Tell them that you’re starting an agency. Ask them to walk through the tax implications for your agency. Understand VAT and sales tax. When do you need to register for it? At what point do you need to think about that? For your first clients, generally speaking, again, this is a big generalization, do check in your country, but generally speaking, for your first couple of clients, you’re not going to need to register because there are thresholds that you have to meet. That’s not to say that there’s not states or countries out there where you need to register from the start. So, do get advice on that from a local accountant as well. Now, they may give you that first consultation free. They may charge you a few hundred for it. Whatever. It is money well spent. Okay? Get to know your rules in your market. That is week one. So my challenge to you straight away is go and register your business. Go and do that on the next break um week one and two. After that we want to think about our payment infrastructure. How are we actually getting paid for this? So go and set up your payment processor, your Stripe or your local alternative and your backup. Remember we got to have that backup so that if someone wants to pay us money and Stripe for whatever isn’t working that day, we have an alternative. We have the ability to collect money without relying on excuse me on relying on a single system. um go and speak to that accountant about BIC sales taxes. Uh determine at what point you need to register and within some some accounting software, go and set up an invoice template. All right, with payment terms included, right? You want all your terms and conditions laid out there. Again, there are packs on this that we can give you. Um make sure you stay tuned for how you can get those as well. Um and then after that, make sure you go and document your processes. All right? You need to start figuring out how you want things done before you even have your first client. All right? You do this even without clients. Why would I do it if I don’t have a client, Chris? Sure, I should focus on getting a client. No, we got to get it right from day one. Think this through. If you get a first client and then you’re trying to figure out how to do everything at that point, well, is there a good chance, team, that you may not serve that client to the best of your ability? Of course. So, figure out how you want this to go. How do you want your discovery call to be run? How do you, you know, do you have your contract set up? Have you got your first call booked in? What’s your deliverable time frames going to be? Now, rough spine, look, just maybe it’s even just checklist, things you’re going to need to do once you get that first client as well. But create that checklist so you know how you’re doing things. Um, what does your report out look like to your client as well? Maybe create some templates for that and maybe even give yourself a video walkthrough of going through a template version of that so as soon as that client lands, you know exactly what’s going to happen. All right, thinking a bit further out. Okay, we need to start automating our things. We’re going to need to work, sorry, we we need to get make to build our workflow. So, for our lead coming in, how do we close them off? How do we build the contract? How do we get the welcome sequence in? We build all of that out in make like we showed you earlier. We want to automate our weekly reporting using make and Loom and with this video tool to show our clients what they’re getting exactly and how it all works and set up our email sequences for our follow-ups and our upsells. Now, you probably got your first client on board by this point, but your your upsells and your renewals won’t kick in for a few months. So, you set it up before you need it. So, we know it’s all going to work. And then from month three, we start thinking about think about this like a business. We start thinking about the finances. Start building our financial dashboard, our monthly recurring revenues, tracking our costs, tracking our profit, tracking the amount of hours we do. Okay? Now, if our profit’s good, happy days. We keep scaling. As soon as we see our profit margin starting to get squeezed, that’s an alert. We need to look at, well, what have I done here? Where have I added too much cost? Okay, make sure that you’re focusing on return on time. Okay, now because here’s the thing, most people just wing it. They land a client, they haven’t registered their business yet, they they take a bank transfer to their personal account, there’s no tracking, there’s no reports. Everything’s being done manually. And six months in, they’re working 80 hours a week. And they got less money than before. They’re burnt out. They’re fed up. They they wonder why they started. Follow the advice we’ve given you in this system in this sess session. Sorry. Build your checklists. Make sure things are done above board. F build build it within a company and build teams before you need them and you keep yourself free to focus on the operation of this company. Okay. Now, pick one of the things from this checklist. I’m going to give you one. I’m going to give you one straight away. Okay. Your challenge right now is to go and set up your business. Why delay? Why wait? Now look, one of the things you’re going to do, I guarantee when you go to set up your business, one of the things you’re going to do is agonize over what to call your business. Here’s the thing, team, it doesn’t matter. Okay? The only person, and this is a probably a reality check for a lot of people, the only person that your company name matters to is you. Okay? It’s just a fact. No one’s going to not trade with you because they don’t like the sound of your company name. They’re going to trade with you or not trade with you based on what you show them is possible from your service. So just grab any company name, make it relevant to the industry and make it relevant to you and register your business. Build the step of that protection. You’ll be ahead of 90% of people trying to do this straight away. And that’s all it takes. The first domino has fallen and from that one domino falling, it changes everything because suddenly you’re not thinking like a freelancer anymore. You’re thinking like a business owner. So what have we covered here? Well, look, we’ve covered about professionalization. And it’s not just the paperwork. It’s not about bureaucracy. It’s about the foundations. Setting things up right, getting our payment processing in place, getting teams of people in place, getting our systems documented and done in set ways so that we can scale far beyond the amount of um of clients we could ever have just by ourselves. We talked about automating our systems and scaling things before we actually need to. Okay, protect your time at all cost, but remember to document things first. We talked about financial reporting and your profit margins and your key performance indicators being the health systems for your business. Your profit margin tells you is this model working or not. And we talked about hiring people to bring in to repeat and do processes that you either hate, things that you’re not good at, things that require skills you don’t have, and take that repeatable workout, but only doing it once we have it done and and either defined our parameters, the way of doing things, know how to do it ourselves, or produced outcomes that we want them to achieve. So that when they come into that role, they know what to do and they know how to be successful in that role instead of just coming back to you and asking for things all the time. And we’ve spoken about the health of our company and our legal compliance. This matters as much as sales. There’s no point selling something if you don’t protect the cash at the end of it. If you just flush it down the toilet, it’s gone. We need to keep an eye on our cash flow. We need to stay legal and above board. Now, if you do that team, you will be able to build a scalable business. Okay? This is what 90% of people just don’t do these things. They think like the freelancer. They try and do everything themselves. And by doing this, you will be ahead of 90% of people that ever start a business in the first place. So your action now is to go and register your business. Now, if you haven’t already done that, or if you haven’t already signed up for it, this is your reminder that you have just a short amount of time left in this event to be able to register for the next steps. I’ll just duck out of the way so you can see these sessions here. But we have the three tiers of our mentorship program. I know some of you have already been accepted into this program, which is absolutely amazing. So, congratulations to you if you’re one of those people. But if you are still on the fence deciding, should I get my application in or not? Now’s the time to do it. Go ahead and click on the link in the chat, get your application in over the next break, and we’ll see you on the final session. Take care and goodbye.
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Welcome back team. Welcome back everyone. Go ahead, give me a number five in the chat. Who is back? Come on. Look, we’ve we’ve had nearly three days together. You should have had five locked and loaded, ready to go. You knew I was going to ask it, team. You knew I was going to ask it. By the way, just give me a me in the chat if those last two sessions specifically with Chris and Georgie were absolutely incredible. Give me a little me in the chat if they were unbelievable team. And look, that’s the difference here. Can you now see the difference between getting a client, getting 10 clients, and all of a sudden running around, as we say in the UK, like a blue ass fly, running around busy, constantly working, and then all of a sudden not really know what’s going on, clients unhappy, they drop off, and then you go, “Well, where I was at 10 clients now, I’m at one.” That happens all the time. People grow, they fail. They grow, they fail, they grow, they fail. When we put systems and processes in our business team, we just grow. We just grow. Give me number two in the chat if that makes sense. By the way, team beautiful.
So, team, it’s a little bit of a bittersweet welcome back, isn’t it? It’s a little bit of a bittersweet welcome back because this is our last session of the event. It’s the last session of the event. And by the way, those that went a in the chat, gold stars for you. Well done. But it is a bit of a bittersweet cuz yes, it’s the last session of our event. However, tomorrow is the first day of your new life, isn’t it? Tomorrow is the first day of your new life. Give me a me in the chat if tomorrow is the first day of your new life. Fantastic. Cuz look, ultimately team, we’ve gone through the entire system. We know step by step what we need to do. We’ve seen it play out in front of us. You’ve seen it literally in front of your very eyes. The last session here, team, I I don’t want to take up too much your time. I want to be respectful of your time, but the last session today is making sure we leave here taking action. Making sure you are changing your life and having this not be another good idea. Sitting another 6 months, 12 months, 2 years, 5 years down the line. Because look, we all came to this event team, didn’t you? You came to this event to make a change. Money is not the end goal. Freedom, choice, time. Money is the vehicle that allows us to get there. And there are consequences, team. Remember, there are consequences to this being another good idea. And my job in this final session is to make sure that we fully understand this cuz look, we know the window is open, but the window doesn’t stay open forever. The window closes just like every single window in business does. Bitcoin January 2015 $217 team. The window started to close. It’s not fully closed. Look, you can make you can still make money in Bitcoin now. It’s nowhere near nowhere near as much as you could in January 2015. And I can promise you right now team, it’s not going to take over a decade. The way that AI is growing, advancing team, this window will close quicker than others. And we need to be aware of the three biggest factors about this window closing team. Number one, where the market is now. Look, AI powered content services are still new enough. In fact, give me a one in the chat if you really learned it for the first time on this event. Yeah, it’s new enough that these local businesses, these businesses, thesememes, they don’t know about it team. They’ve never been offered it. It is that new incredible thing that is going to allow them to go, “Wow, this is exactly what I’ve been looking for.” The longer we wait, the more people are going to be doing it, team. Every single month, more agencies like this will open. More niches will fill up. More business owners will get a first offer from someone else. And those of you that take action now, team, there is no competition at the moment. And if there is, it is absolutely minimal. It’s minimal. Team, imagine right now when the internet first came out. Imagine when people start hearing of the internet, you were one of the first people to offer people websites. Team, you’d clean up. Think about trying to offer someone a website. Now, what happens is, well, they say, “Well, I I’ve spoken to five other people.” Now, firstly, you’re competing with five other people. But then what happens is team, the business owner has got the power. They start to say, “Well, they did it for $3,000 up front. Can you beat that?” So, then you go down to two. And then they come back and say, “Well, actually, I told another agency you’d do two. They’re doing one.” And then all of a sudden, team, it gets harder and gets harder and gets harder because at the moment, right now, team, there has never been a better time to start an agency. In fact, tell a lie team, at this moment in time, there is one time that was better to start an agency. That was yesterday. You know yesterday there was one time that was the day before. There is no better time right now team. The competition is minimal. These businesses have never heard it. But when you show them this team, it blows them away.
But there is a consequence of waiting. The consequence of waiting team, there’s multiple consequences. First and foremost, team, if you wait another 12 months, that could be $75,000, $100,000 of missed income. What would difference team would that do to your life right now? Even if team, even if a year from now, you only signed one client, what would $5,000 upfront and $500 a month, total of $11,000 do for your life right now? That’s an $11,000 payrise for 2 to three hours a week. Are we really going to get an $11,000 payrise in our full-time job for only two to three hours a week? It doesn’t happen, does it? But it isn’t just the monetary terms for you team. The niche, the city, the client who was going to be yours had you started today. If we wait six months from now, team, they’re already working with someone else. They’re already working with someone else. How many opportunities have we all myself included, by the way, team? How many other opportunities have we missed because it wasn’t the right time? We were super busy right now, team. We’re always busy. We’re always busy, right? We’ve already covered this. If we’re busy now, in six months you’re more busy. And then we look back and go, I wish I’d done it then, but now I’m even more busy. I’ll do it in six months from now. 6 months goes by. Well, now I’m even more busy. I wish I’d done it six months ago, but even a year ago, but now I It’s just a repeating cycle. Nothing changes without change. Nothing changes without change. And ultimately team, it’s about drawing a line in the sand. The conditions are never going to be perfect team. If you want everything to be perfect, if you want everything to be exactly how you want it to be, team, I can’t help you. I can’t help you. No one can help you. That’s not life. Cuz ultimately, team, everything you’ve seen on this event, team, if everything you’ve seen is true, what are we waiting for? What are we waiting for? You’ve seen the system built out in front of you. Because ultimately, look, like I said, all the way back day one, session one, there’s two types of people on this planet team. And right now, there’s two types of people in this room right now. The one who decided and the one who waits for a better time that never comes. And I wish team I wish I could answer that for you. I really do. I wish I could answer for you. I can’t. I can’t answer that for you team. Is everything perfect right now? No. Do you know 100% of the business? No. You’re never going to know 100% of the business. Team, all we need to know is one very simple decision. Am I committed to make a change in my life? Am I committed to build this business? Not this fad, not this thing like an NFT that people make money and then all of a sudden, wait, what? What happened to it? Drop shipping. That came and went as well, didn’t it, team? This is a genuine legitimate business. A business that worked 50 years ago, a business that works today, and a business that’s going to work in 50 years. We’ve got to make that decision, team. Like we said, yes is an acceptable answer. No is an acceptable answer. Maybe is not an acceptable answer. Team, we’ve got to stop living in the land of maybe. Give me a yes in the chat, by the way, if that makes sense.
We’ve got to stop living in the land of maybe. Look, the reality is I get it where you are, team. I’ve been there. I was 99% sure to start this business team. I wasn’t 100%. We’re never 100% sure about anything, are we? When I got down on one knee, I wasn’t 100% sure. When I asked my wife to marry me, I was 99.999% sure. Wasn’t 100%. All I want you to do, team, is make a decision. If it’s yes, fantastic. If it’s no, fantastic.
But make a decision, team. Don’t be the person that leaves here kidding ourselves, lying to ourselves. I’m thinking about it, team. There’s nothing to think about. It’s a yes or it’s a no. And if it’s a no, I respect that. And the easiest way, team, for us to ensure we get those results is to get the guidance, the support, and the handhold. You’ve seen the options team, the AI agency blueprint, the AI agency accelerator, or the AI agency partnership. you know the step by step. Do you need guided by age? You need support when you need it. Do you need more hands-on to get your first clients faster? Or team, do you want to become business partners with myself here and Chris? The reality is team, we’ve just got to choose a path. We’ve got to draw a line in the sand. We’ve got to make a decision. Yes or no. Either one is an acceptable answer. maybe isn’t because regardless of what happens team I told you this all the way from day one whatever you decide absolutely whatever you decide team you leave here respected from myself from Chris from every single person like we said look this is not about pressuring anyone into a decision they’re not ready for no one will be kicked pushed shoved pressured anything that isn’t right for them but it’s about giving you the tools giving you everything you need to make the right decision for you. All I ask team is that little voice in the back of our head, that fear that is holding us back, just tell tell that one to quiet down a little bit. Because if we are 99% team, the only way to get that extra 1% is to do it. There is nothing I can say. I know that some of you right now are start going, Sam, I’m 99% sure. I’m just waiting for you to say those magic sentences that make it 100% team. There’s nothing I can say. There’s nothing I can do right now in this moment. The only way to get that 1% is to take action. Start building this business. That 1% comes from you taking action and seeing those results firsthand. But like I told you all the way back, team, some of you are going to work with us. I love you. I respect you. Some of you aren’t. I love you. I respect you. Just make the decision. Give me a yes in the chat if that makes sense. By the way, team, give me a little yes in the chat if that makes sense. Beautiful. So, next steps team, look, your next steps. First things first, team. Look, for those of you that have joined on any level, whether you join the blueprint, the accelerator, or the partnership, I want to say a massive, massive congratulations and also a massive thank you team for putting your trust and your faith in us. I promise you, you will not be let down. Now, for those of you that join, again, huge congratulations. It is going to be an incredible 12 or even 18 months working together. I cannot wait to be starting getting stuck in here. I know that Georgie is going to be super excited. For those of you that are going to be working with her on a weekly basis and for those that have joined on the partnership team, we are going to have some fun building that business quite literally together and making some money together as well. But regardless of what level you’ve joined on team, all I want you to do is just keep an eye out. Make sure you look out for your email, your onboarding email. Okay, team, please check your spam and your junk. It is automatically sent out to you. Please make sure you do check your spam and your junk. Inside of there will be all of your next steps exactly what you need to be able to do to go through and also steps for your welcome webinar to make sure team you are set up for success to ensure that you have got absolutely everything you need. Now, for those of you that have joined, and also by the way, those of you that are going to join, I know that there’s some of you that haven’t had your call yet. If you haven’t, don’t worry. Keep your phone near you. Our team are calling through them. And I know that a couple of you are maybe just finalizing your steps. But team, every single one of you, don’t work. When this event finishes, whether it’s morning, afternoon, or evening for you, don’t work. For those of you that are joining us, I have a strong strong suggestion. Team, relax. Go and celebrate, okay? Go and celebrate. If you drink alcohol, go and get yourself a bottle of champagne. If you don’t drink alcohol, go and get yourself a bottle of non-alcoholic champagne. My wife had it when she was pregnant. They call it no secco. It’s not quite sham, but it’s like non-alcoholic procco. Go and celebrate. And the reason being team is because ultimately the decision you’ve made right now truly has the power to be life-changing. Enjoy it. Embrace it. And I’m going to give you a tradition that one of my mentors, one of my first mentors gave me. I’m going to pass it down to YouTube team. My one of my very first mentors, they said, “Go and buy a bottle of champagne. Keep the cork on the cork. Write today’s date. Write the level of mentorship you joined. Write the amount you’ve invested. Keep it somewhere safe. And every single mentorship program that you ever join, add a cork. Because here’s the thing, team. There’s good days, there’s bad days. And I’ve got literally, it’s about this big. I’ve just got a huge glass jar. It’s full of corks. I think I’ve got about 20 plus corks in there. for every mentorship program I’ve ever joined. And when I have a bit of a tough day, I just go and read them. I remind myself what I have done that other people don’t. The fact that I take myself, my business, and my future seriously.
And it’s a beautiful, beautiful way to commemorate that team. And when I get to 50, I’m going to create a huge collage out of it as well. But relax, celebrate, keep a lookout for your emails coming out with your next steps. Remember team, it goes into your spam, it goes into your junk. Do not miss it. Make sure you have that on there as well. And for those of you that what for any reason, if you aren’t looking to join us and work with us moving forward on either the blueprint, the accelerator, or the partnership, absolutely fine. Like I told you, team, I really meant it. I really meant it. If you’re going to work with us, great. I love you. If you’re not, great. I love you. My only request from every single one of you team is take action. Okay? Go into implementation mode. Don’t look at this and then go, “Oh, well, maybe I’ll try trading. Maybe I’ll try affiliate marketing. Maybe I’ll try this. Maybe I’ll try property and real estate. Maybe I’ll try this.” Team, you’ve seen it in front of you. Freedom, choice, and time. That is what we’re here for. This business gets you there quicker than other businesses. The window is open right now. Do not go and spend another 12 months, 2 years, 3 years looking at other options. Take action. Build this business. Don’t look back a year from now and go, I wish I had done it. Team, give me a yes in the chat if that makes sense here. Team, give me a yes in the chat if that makes sense. Beautiful. Wlette team, as we wrap up the event here, first things first, I just want to say genuinely a massive, massive thank you first and foremost to every single one of you, okay? Every single one of you team, without you being here, we couldn’t do what we do. It would just be me, myself, Chris, Georgie. It would just be us talking to ourselves for 3 days. And that’s just weird for everyone involved. But the fact of the matter is team every single one of you has invested time, energy, effort and money to be here and I sincerely hope that it is not just match it has surpassed your expectations and I just want to say on behalf of myself, Chris, the entire Explosive Growth Academy team, a massive, massive thank you to every single one of you for being here. Give yourselves a massive number five in the chat as a big big thank you to every single one of you as well. Beautiful. I also just want to say a massive massive thank you before we do finish up here team to every single team member at the explosive growth academy for making this just so unbelievable. Chris, my business partner with the most unbelievable sessions. Georgie coming in our head coach and head mentor doing an amazing session on make.com there and just being there to help and support Dylan Seb every single person behind the scenes here that make the explosive growth academy in my of course humble yet biased opinion the number one education business on the planet and there is a reason team why plus 70% plus people have taken this with both hands and come and work with us moving forward. And it isn’t myself, it is the entire team around it. So, please give a massive number seven to every single member of the Explosive Growth Academy team here. Massive, massive thank you. Um, and the last thank you is really just kind of a bit more of a kind of a personal one if you don’t mind me indulging here, team, is that you kind of got to know me a little bit over the three. Well, I hope you got to know me over the three days here. And look, how I am right now, it is how I am from the moment I wake up to the moment I go to sleep. And look, I put myself under a lot of pressure here, team, because I have this insatiable need to help as many people just like you to be able to start living a life of freedom, a life of freedom that I have the privilege of living right now. And I’ll be sat there watching a movie. There’ll be like this real inspirational quote. I’ll pause the movie. I’ll run down to my office. I’ll spend 20 minutes making some slides, updating the event. I come up and my wife just very patiently say patiently looks at me and says, “It’s really exciting. You’ll have to let me know what you updated.” And ultimately team look without the support of my incredible incredible wife without the drive and the motivation that I have received from my just perfect daughter Dafany. I I wouldn’t be here doing this and helping every one of you. So I know that they’re not here to hear this. I know they might be able to hear. They might be just in the in the other room here. But team, please just give a massive, massive number nine in the chat and a massive thank you to my incredible wife Crystal and my beautiful daughter, my inspiration, and my world Daphne as well team. So, please give them a massive, massive thank you in the chat. And I want to leave you here with my favorite quote of all time. And this quote has the power to quite literally change your life. And it’s from the famous author F. Scott Fitzgerald. And it’s very simply this team. You can change or stay the same. There are no rules to this thing. We can make the best of it or the worst of it. I hope you make the best of it. And I hope you see things that startle you. I hope you feel things you have never felt before. I hope you meet people with a different point of view. I hope you live a life you’re proud of. If you find you’re not, I hope you have the courage to start all over again. And with that team, I just want to say a massive thank you. It has been an honor and a privilege to serve you over the last three days. That has been the explosive growth academy 3-day event. I have been Sandrus. Get out there team, implement, change the world. And I’ll see all of you very, very soon. Thank you so much team.