How To Get SMMA Appointments In 2023 (Complete Masterclass)

Name: How To Get SMMA Appointments In 2023 (Complete Masterclass)
Uploaded: 2023-01-05T14:21:43.000Z
Duration: 5 h 2 min 5 s

How to Scale to $100,000 per Month Step by Step

In this section, the speaker introduces himself and his experience in scaling agencies. He emphasizes the importance of being willing to do what most people won't do and shares some of his favorite offers for beginners.

Introduction

The speaker has scaled his agency to over seven figures and helped 84 agency owners scale to $100,000 per month.

To scale an agency, it boils down to four pillars: setting appointments, closing appointments, client results, and firing yourself.

The speaker's favorite offers for beginners are those that are easy to say yes to.

Freebies and Resources

In this section, the speaker talks about the free resources he will be providing throughout the presentation.

Free Resources

The speaker will provide access to all of his demo presentations, Google review campaigns, launch call presentations, agency ads, cold email scripts.

These resources are worth tens of thousands of dollars but will be provided for free as a way of over-delivering.

Four Pillars of Scaling an Agency

In this section, the speaker explains that scaling an agency comes down to four pillars and emphasizes the importance of focusing on one step at a time.

Four Pillars

Scaling an agency comes down to four pillars: setting appointments with potential prospects, closing appointments once you have them booked, getting your clients good results, and firing yourself by putting systems in place.

Many people make the mistake of focusing on steps eight or nine when they don't even have step two figured out yet.

It's important to focus on one step at a time rather than feeling overwhelmed by everything that needs to be done.

Client Results and Firing Yourself

In this section, the speaker explains the importance of client results and firing yourself by putting systems in place.

Client Results and Firing Yourself

Once you have appointments booked and are closing them successfully, it's important to focus on getting your clients good results.

The final pillar is firing yourself by putting a team in place and systems in place so that you aren't the bottleneck.

Thomas is currently crushing it with his agency but needs to build a team and put systems in place to take it to the next level.

The Importance of Setting Appointments

In this section, the speaker emphasizes the importance of setting appointments and explains that it is the only thing that matters in getting clients.

Getting Appointments

The only step that matters is number one, which is getting appointments.

Most people don't have the same level of intensity around getting themselves appointments.

You have to be extremely aggressive about setting appointments.

Free Trials

If you don't have experience, you can do free trials to get the experience and learn how to get results.

But you still need to get the prospect on the phone.

Innovating on Proven Frameworks

In this section, the speaker talks about innovating on proven frameworks and not being a copy-and-paste entrepreneur.

Copy-and-Paste Entrepreneurship

A lot of people want to just take the exact script that someone else gives them and copy and paste it.

But if you can ask yourself how you can take everything you learn and make it a little bit better or different, you are going to have much more success.

Innovating on Proven Frameworks

Ask yourself how you can beat others by making things better than what they are doing.

Take what works and make it better.

The Popcorn Effect

In this section, the speaker uses an analogy with popcorn to explain why it takes time for results to show up when starting an agency.

The Popcorn Effect

It takes time for results of your actions to show up.

Committing daily actions is important because year one is always hard.

There's always a delayed effect between when you take action (e.g., cold calls, DMs) and when you actually start getting clients.

Focus on Setting and Closing Appointments

In this section, the speaker emphasizes that setting and closing appointments is the only thing that matters in getting clients.

The Importance of Setting and Closing Appointments

This is the only thing that matters.

You need to focus on setting and closing appointments.

It takes time for results to show up, but trust that they will come.

Taking Action on the Right Things

In this section, the speaker emphasizes the importance of taking action on the right things and not wasting time on tasks that do not matter. He shares a personal story about designing a sticker for his agency that did not bring in any clients.

Focusing on the Right Things

Take more action, but focus on taking action on the right things.

Designing stickers or other tasks that do not lead to sales are a waste of time.

Ask yourself every day if what you are doing is getting you closer to making a sale. If yes, continue. If not, stop and ask yourself what will.

Warning: Business is Hard

The speaker warns viewers that building a successful business is hard work and requires dedication and persistence. He shares his own experience of almost quitting his agency three times when it got tough.

The Reality of Building a Successful Business

Building a successful business is hard work and requires dedication and persistence.

Even successful entrepreneurs like the speaker have struggled with their businesses at times.

Despite the challenges, building a successful business is worth it in the end.

Overcoming the Zero to One Dilemma

The speaker discusses how difficult it can be to land your first client when starting out in business. He compares it to pushing a giant rock uphill until it gains momentum.

Pushing Through Difficulties When Starting Out

Landing your first client can be extremely difficult and feel like pushing a giant rock uphill.

Once you have a few clients, the momentum starts to build and it becomes easier to attract new business.

The Importance of Persistence

In this section, the speaker talks about how persistence is key to success and shares his mindset on why most people give up in the beginning phase.

The Snowball Effect

Persistence is key to success.

The snowball effect - getting bigger and faster with more momentum.

Most people give up in the beginning phase.

Mindset Rant

Stick with it long enough to see results.

Most people never pick up the phone and start day one.

Setting Appointments

In this section, the speaker discusses how to set appointments by picking a niche and breaking down what needs to be done.

Picking a Niche

Three favorite categories for niches are proven niches, big niches, and weird niches.

Proven niches include Cairo MedSpa Dental Roofing gyms, solar, real estate, etc.

Big niches are preferred over small ones that cannot be scaled.

Weird niches are blue oceans but require figuring out as there is no proven roadmap.

Breaking Down What Needs To Be Done

Need to figure out how many businesses are in your niche (minimum 5K).

Proven niches are more competitive, while weird niches require figuring out.

Importance of Passion in Choosing a Niche

In this section, the speaker discusses the importance of being passionate about a niche when starting an agency.

Passion vs Competitive Advantage

Being passionate about a niche is not necessary to start an agency.

It's more important to identify your competitive advantages and pick a niche that aligns with them.

The speaker was not passionate about chiropractors but clicked with them and was good at talking to them.

Picking a Niche

When picking a niche, consider niches where you can resonate with the audience.

If you have experience in a particular industry, it may be advantageous to choose that as your niche.

Choose proven niches and figure out how to differentiate yourself from competitors.

Risks of Small Niches

Avoid very small niches unless you know how to get results because it will be challenging if you get stuck.

Hiring Appointment Setters for Specific Niches

In this section, the speaker discusses whether it's necessary to hire appointment setters based on gender for specific niches.

Gender-Specific Appointment Setters

For niches where there are many women clients, hiring female appointment setters may yield better results.

The speaker recommends hiring someone who can connect with the audience regardless of gender.

Hiring a Female Appointment Setter

In this section, the speaker discusses the idea of hiring a female appointment setter for med spas and how it could be an innovative approach to stand out in a male-dominated industry.

Thinking Differently

The speaker encourages thinking differently and not copying others.

He suggests that hiring a female appointment setter could be an innovative approach to stand out in the med spa industry.

The speaker emphasizes the importance of thinking differently and making small tweaks to be better.

Proven Niches

The speaker recommends going into a proven niche and figuring out how to be better than everyone else.

He advises against going into niches where there are no seven-figure agency owners as it can be challenging to get results.

The speaker gives an example of marketing for med spas with a female lead team as an innovative approach.

Choosing a Niche

In this section, the speaker talks about choosing a niche and being masters of it.

Holistic Healing Niche

The speaker shares his experience of shifting his site to focus on holistic healing marketing for chiropractors, acupuncturists, etc.

He explains that while it's technically not proven, it's similar enough to other sub-niches like chiropractors and acupuncturists.

The speaker advises focusing on one subdivision at a time when advertising or reaching out to these people.

Every Niche Sucks

The speaker warns that every niche sucks, and there's no perfect one.

He advises against niche hopping and encourages focusing on one niche to learn its intricacies.

Going Slow

In this section, the speaker asks if the audience is liking the pace of the discussion and suggests doing a part two next Friday to finish up.

In-Depth Discussion

The speaker notes that going in-depth on these calls helps pick up details missed in other training materials.

Stick with Your Niche

The speaker emphasizes that every niche sucks starting out, but it's up to you to make it not suck.

He advises against switching niches and instead focusing on how to be better in your current niche.

Finding Prospects and Creating an Irresistible Offer

In this section, the speaker discusses how to find prospects and create an irresistible offer.

Getting a Database of Prospects

Scrape your own database using tools like D7 Lead Finder or Instant Data Scraper.

Hire a virtual assistant to scrape databases for you.

Pay for a database from different service providers.

Creating an Irresistible Offer

An irresistible offer is crucial to getting prospects to say yes.

Easy Yes Offers are the best way to get started. Examples include:

30-day free trials

Free Google review campaigns

Free reactivation campaigns

Test drive offers are also effective. Examples include:

$199/week test drive program

$99/week test drive program for month one only.

Conclusion

The goal is to make it as easy as possible for prospects to say yes and build momentum.

Easy Yes Offers

In this section, the speaker discusses easy yes offers that beginners can use to attract clients.

Easy Yes Offers

The speaker suggests offering a week-long trial of their program for $99 as an easy yes offer.

Another suggestion is to offer 10 free booked appointments and then have the client pay for additional appointments or a reactivation campaign.

The speaker recommends sending the first 10 patient appointments for free as a down-sell option if the client cannot afford the full package.

This offer helped the speaker's agency reach $20k per month in revenue.

Pricing Strategies

In this section, the speaker discusses pricing strategies for beginner agencies.

Charging for Appointments

The speaker recommends charging about $1k-$2k per month once you have results and social proof.

However, when starting out, it's better to make it easy for people to say yes by charging less. For example, one of their dental agency offers was $500 for the first month only until they had more clients.

Once you have around 50 clients, you can be more aggressive with your pricing.

Appointment Fees

For the first 10 appointments generated through ad spend, the speaker suggests offering them for free and having the client cover ad spend costs. After that, fees depend on your niche and numbers.

Finding Your Niche

In this section, the speaker discusses different niches that can be pursued in the health and wellness industry.

Focusing on Cairo or Physical Therapy

Focusing on Cairo or physical therapy can be a solid niche because they offer massage and cupping, but sell bigger packages.

The amount charged per appointment depends on how much money the business is making. Ideally, profit should be around $1000 per client.

Creating an Irresistible Offer

Once you have results and know how to get clients, create an ultimate irresistible offer with three categories - big promise, removing risk, and mechanism.

A big promise is important as it sells the result rather than just marketing services. It could be something like getting 20 pre-paid appointments in 30 days or 10 patients in the door.

Removing risk can be done by offering a refund if promises are not met or giving a little taste at first before payment is required. Pay-per-performance offers are also effective in removing risk.

Mechanism refers to how the service will actually deliver results for clients and is crucial to crafting an effective offer.

Selling Results Over Marketing Services

Clients care about results more than marketing services so it's important to sell them on what they will actually get from your service rather than just advertising your marketing skills.

Prepaid Patients and Show Up System

In this section, the speaker talks about a system that he learned from Dr. Brian Smoot to increase patient show-up rates by collecting payment before appointments.

The Problem with Patient No-Shows

Chiropractors complained about patients not showing up for appointments.

Speaker called clients to ask about their show-up rates.

The Solution: Prepaid Patients and Show Up System

Dr. Brian Smoot in California had a 90% show rate by collecting payment before appointments.

Speaker implemented the system and saw success without offering a guarantee or removing risk.

Selling something new is easier than selling something better.

TikTok Ads for Local Businesses

In this section, the speaker discusses how he was an early adopter of TikTok ads for local businesses and how it was easier to sell because it was new.

Early Adoption of TikTok Ads

Speaker tested TikTok ads for local businesses before anyone else.

As soon as he found success, he encouraged others to sell TikTok ads because it was new and hot.

People wanted to do TikTok ads even without a guarantee or risk removal.

Selling Something New vs. Better

In this section, the speaker emphasizes that selling something new is always easier than selling something better and gives examples of how being first-to-market with a new solution can be advantageous.

Example: Running Ads for Recruiting

Many local businesses are struggling with recruiting/hiring.

Speaker suggests running ads to recruit people just like running ads to generate leads.

Being the first person running ads to solve recruiting problems can give you an advantage in a saturated niche like dental offices.

Qualifying Clients and Creating Offers

In this section, the speaker discusses how to qualify clients and create offers that work for them.

Qualifying Clients

To qualify clients, they must be willing to spend a certain amount on ads, follow your process, and use your offers.

Set rules that clients must meet in order to qualify for guarantees.

Creating Offers

New offers always beat better offers.

Focus on innovation and being new and different.

Modify strategies slightly for your niche. The more saturated the niche, the crazier or newer the offer needs to be.

For less competitive niches, basic strategies can work.

Selling Appointments for Mattress Stores

In this section, the speaker discusses how to sell appointments for mattress stores.

Offer Creation

Sell appointments instead of prepaid appointments.

Create an offer that works for your niche. For example, free pillow on show up could be an offer for mattress stores.

Sourcing Appointment Setters

Source appointment setters from Upwork or onlinejobs.ph.

Reach out to potential appointment setters through Instagram.

Strategies Based on Niche Saturation

In this section, the speaker discusses how strategy should vary based on niche saturation.

Niche Saturation

The more saturated a niche is, the crazier or newer an offer needs to be.

Use strategies that worked a few months ago if the niche is less competitive.

Example Strategy - Tick Tock Ads

Tick Tock ads were hot for chiropractors but not as much anymore due to saturation.

Tick Tock ads could work well for mattress stores since there are no other agencies offering them.

Three-Part Series

In this section, the speaker discusses the possibility of doing a three-part series.

Three-Part Series

The speaker suggests doing a three-part series to cover all the knowledge he has on building a seven-figure business.

Working with hundreds of agencies has given him unique insights.

The first part covered in this video is just one step in the process.

Setting Up Prospecting Channels

In this section, the speaker discusses the importance of having two prospecting channels - inbound and outbound. They recommend setting up one channel where you're going to them and one channel where they're coming to you. If you don't have money for paid ads, set up two free channels.

Two Prospecting Channels

My Philosophy is to have two prospecting channels - inbound and outbound.

Set up one channel where you're going to them and one channel where they're coming to you.

If you don't have money for paid ads, set up two free channels.

Paid Ads

If you can invest in paid ads, do paid ads and one free Channel.

The speaker suggests bringing in Isaac to teach a whole training on how to do paid ads from start to finish.

Free Channels

Examples of free channels include cold email, Instagram DM's, Facebook DMS, and cold call.

Cold call is working well again after a period of being less effective.

Instagram DM's are currently very effective.

Scripts for Instagram DMS and Facebook DMS

In this section, the speaker provides tips on how to engage with potential clients on social media platforms like Instagram and Facebook.

Engagement Tips

Follow their page and engage with their content by liking pictures or commenting on posts.

Don't use templated messages; try to engage with them personally.

After engaging with them, send a message introducing yourself and your agency.

Starting a Conversation with a Compliment

In this section, the speaker emphasizes the importance of starting a conversation with a compliment and an open-ended question.

Starting a Conversation

Starting with a compliment can make people more receptive to the conversation.

Ask an open-ended question to keep the conversation going.

Use questions that you know they will say yes to.

Making an Offer

In this section, the speaker talks about making an offer after starting a conversation.

Making an Offer

Drop your offer after asking an open-ended question.

Modify your offer if necessary.

Show them proof of how your system works.

Using Scripts for Different Niches

In this section, the speaker discusses using scripts for different niches and shares examples.

Scripts for Different Niches

Use different scripts for different niches.

Share scripts with others in your network.

Tweak existing scripts to make them better suited for your needs.

Optimizing Your Instagram Profile

In this section, the speaker talks about optimizing your Instagram profile.

Optimizing Your Profile

Create multiple profiles to scale up messaging efforts.

Optimize your profile by offering free trials in exchange for testimonial videos and adding them to your profile page.

Social proof is important, so make sure to have testimonial videos on your profile.

Tips for Prospecting Gyms

In this section, the speaker provides tips on how to prospect gyms effectively.

Creating a Profile

To avoid looking like a page that's trying to sell crypto, create a profile that looks like a normal person. Add social proof and create multiple profiles.

Cold Calling and Instagram DMs

Use Thomas's script for cold calling. Cold call during the day and send Instagram DMs at night.

Send 500 emails per day using the email template provided by the speaker. The email should be vague but high level, stating that you're looking to partner with a gym in their area to send potential gym members to them. Drop your offer and ask if it's worth a chat. If interested, reply with your number so you can chat over the phone.

Volume of Touch Points

Do more than just free prospecting channels; match paid ads with free prospecting channels.

Aim for at least 100 touch points per day between cold calling and Instagram DMs.

Ideally, aim for 500 or even 1000 touch points per day.

Profitable Content Machine

Interview 10 people in your niche for one hour each (10 hours total).

Upload those videos as podcasts on YouTube.

Have someone cut up those videos into short form content for Tick Tock IG reels Facebook reels and YouTube shorts.

How to Get Clients for Your Agency

In this section, the speaker shares his favorite hack to set up prospects for success and explains why he thinks content is not a good strategy for most agency owners.

Using Interviews to Build Authority

Reach out to successful people in your niche and ask if you can interview them.

Use the interviews as content on your website or social media profiles.

Prospects will see that you have interviewed authorities in the niche and be more likely to trust you.

Content as a Strategy

Creating content is hard and may not be an effective strategy for getting clients.

Use content to build authority and make your paid ads and free prospecting channels work even better.

If two agencies are competing, the one with more content will likely win.

Homework: Two Prospecting Channels

Have two prospecting channels up and running within 24 hours.

Cold call or send cold emails or Instagram DMs.

Speed of implementation is important.

Questions from Viewers

Getting Interviews with Attorneys

A viewer asks how to get interviews with attorneys when they are difficult to reach.

Identify their biggest problem (e.g. lack of time).

Offer a solution (e.g. virtual assistants).

Leverage the interviews as content on your website or social media profiles.

Email Outreach Tips

In this section, the speaker provides tips on how to improve email outreach for attorneys. The speaker emphasizes the importance of keeping emails short and to the point.

Keep Emails Short and Direct

Many attorneys struggle with time management and time allocation when it comes to case management intake forms database management and all other tedious tasks.

Emails should be short, direct, and personalized at the top.

Make your email like a TikTok ad - quick, fast, and to the point.

A good example of a short email is "Hey first name, I don't want to waste your time. I'll optimize the out of your conversion rate and if you want and you won't pay unless you profit reply back to get the conversation started."

Interview Angle

If using an interview angle in an email outreach campaign, make sure it comes from one of two angles:

As a student looking for feedback

As someone with a podcast looking to interview top attorneys

Personalize emails by doing research on potential clients before reaching out.

First Clients

Focus on getting your first client before expanding outreach efforts.

Why You Shouldn't Stop Outreach After Landing Your First Client

In this section, the speaker explains why it's a bad idea to stop outreach after landing your first client.

Building Bad Habits

It's a terrible habit to build if you stop building your business every time you close a deal.

The speaker uses the example of Apple Store's Genius Bar, where they repair stuff and sell at the same time.

Losing Clients and Relying on One Client

You will always lose your first client, and some clients may be successful with or without you.

Building your entire system based on one client is building off of bad data because what if he is the problem not you?

Having five clients can help test things out and see if they are working or not.

Bell Curve in Business

Most clients fit into a bell curve where the top 20% are successful with or without you.

Your job as an agency owner is to get as many people to the right side of the curve more efficiently and faster.

On average, out of 100 clients, there will be bad clients who get bad results due to many different factors.

Importance of Statistical Significance

You need statistical significance in order to actually see if your results are good or not.

Having more clients allows you to observe what's working and what's not working.

Conclusion

The speaker emphasizes that having only one client is not enough for statistical significance. It is important to keep outreach and not rely on one client.

Setting Appointments and Texting vs. Calling

In this section, the speaker discusses the importance of not stopping setting closing appointments and suggests testing out a first name question mark text to diagnose issues with ads or nurturing sequences. They also recommend calling directly instead of texting and suggest recording calls to coach others.

Hiring Someone for Appointment Setting

If resources are limited, start with text appointment setting before hiring a caller.

Clients' leads may not respond to texts on higher levels, so consider hiring someone when necessary.

Testing Out First Name Question Mark Text

Test out a first name question mark text as the first message to diagnose issues with ads or nurturing sequences.

If they respond, better nurturing sequences are needed; if they don't respond, the issue is with ads or offers.

Calling Directly Instead of Texting

It's always better to call directly instead of texting.

Record calls on High level to play back and figure out what's going wrong and coach others.

Improving Text Messages for Better Deliverability

In this section, the speaker suggests taking out prices and pictures in texts that might scare off potential clients. They also share their own text messages as an example.

Taking Out Prices and Pictures in Texts

Take out prices that might scare off potential clients.

Consider taking out pictures that might affect deliverability rates.

Example Text Messages

Use "first name?" as the first message.

Follow up with a message about winning a voucher for a treatment at your studio.

Ask when they have five minutes to chat to activate their voucher and reserve their spot.

Follow up again with quick questions to get them interested in signing up for the voucher.

Using the "Winner" Angle to Get Responses

In this section, the speakers discuss how using the "winner" angle can be an effective way to get people to respond.

The Psychology of Urgency and FOMO

The "winner" angle is a psychological tactic that can make people feel like they won something, creating a sense of urgency and FOMO (fear of missing out).

This tactic can be effective in getting people to respond quickly.

Getting People on the Phone

If someone responds positively, it's recommended to call them for a quick chat.

It's important to confirm if they prefer morning or afternoon appointments before scheduling.

Testing Your Texting Strategy

A good test is to add a first name question before sending Thomas' script.

Sending a picture with your message can increase response rates.

Collecting Payment for Vouchers

In this section, the speakers discuss how to collect payment for vouchers and provide scripts for doing so.

Collecting Payment for Vouchers

To collect payment for vouchers, call the person and ask when they would like to schedule their appointment.

Offer them the next available spot and confirm their contact information.

Ask them how they would like to take care of the voucher today.

Scripts for Collecting Payment

Joel's script involves asking about availability and offering an appointment time before asking about payment.

It's recommended to ask for a deposit to hold the spot instead of asking for the full amount upfront.

Closing Question

In this section, the speaker discusses the closing question and how to secure a fully refundable deposit for the voucher.

Closing Question

The last step is to put down a fully refundable 25 security deposit for the voucher to secure your spot.

You could take a security deposit instead of taking payment if they don't show up. It's more psychological so that they feel like they paid and are more likely to show up.

Taking $399 on the phone would be hard. Instead, offer to take a security deposit as it ensures two things: number one, you're serious about using the voucher, and number two, no one loses out on this offer because someone else took their spot.

If someone can figure out how to get spa patients to pay $399 on the phone, that's next level.

Consulting Chiropractors

In this section, the speaker talks about consulting chiropractors and helping them increase their lifetime value of customers.

Consulting Chiropractors

Chiropractors already have their internal sales model dialed up. Help them close leads by offering something called the three C's course coaching community.

Find a successful chiropractor or someone in your niche who is good at closing sales. Offer to do their marketing for free as long as they help with coaching calls for your clients and build out a course on sales and closing.

Remember why businesses hire you - it's not just generating appointments but also making money. Most business owners suck at business, so if you send too many appointments to a bad business owner, they will blame you.

Building a Business in Medical Industry

In this section, the speaker talks about his experience working with Rorick and Dr. Jen to build out a course for his clients and weekly coaching calls. He also shares insights on the challenges of building a business in the medical industry.

Working with Rorick and Dr. Jen

Rorick and Dr. Jen helped the speaker come up with all the scripts, master the pay ahead system, and build out a course for his clients.

They also did weekly coaching calls to help him succeed.

Challenges of Building a Business in Medical Industry

The lifetime value of customers in massage therapy is low, making it difficult to build a sustainable business.

Selling to one-off massage therapists who do it because they like helping people can be challenging.

It's important to pick one niche and stick with it for at least 12 months to see results.

The speaker recommends finding a higher ticket niche or going after chains/franchises instead of one-man teams.

Long-term Care Plans

Chiropractors sell long-term care plans that cost at least $1500 upfront.

Revolutionizing an entire industry like massage therapy would be difficult but not impossible.

Tough Niches in Healthcare

In this section, the speaker discusses tough niches in healthcare such as massage therapy and therapists. He suggests pivoting towards proven niches like PT or working with attorneys instead.

Tough Niches in Healthcare

Massage therapy is a tough niche because therapists are not money-motivated and there's no system for clients to come back.

Therapists are focused on having good work-life balance and building relationships with their clients, making it difficult to sell long-term care plans.

Pivoting Towards Proven Niches

The speaker suggests pivoting towards PT or working with attorneys instead of massage therapy or therapists.

Personal injury lawyers, for example, are motivated by money and can be a lucrative niche to work with.

Focus on Moving the Needle Forward

In this section, the speaker advises the listener to focus on things that will move their business forward instead of spending time and brain space on things that will give marginal improvements.

Be Careful Where You Put Your Brain Space

The speaker advises the listener to be careful with where they put their brain space and make sure it's only focusing on moving the needle forward for their business.

It's easy to get paralyzed with small questions that won't actually make a difference in your business.

Spending less time and brain space on things that will give you marginal improvements is key.

Don't Get Paralyzed by Small Questions

The speaker emphasizes that whether you use Go High Level or Calendly doesn't matter as much as getting a thousand appointments.

It's tempting as a beginner starting out to fill your brain with things that don't actually move the business forward.

Be extremely careful with where you're putting your brain space.

Reaching Out to Business Owners in Your Niche

In this section, the speaker discusses reaching out to business owners in your niche and shares an example of how someone is doing it successfully.

Reaching Out On Behalf of Car Detailing Business

The listener suggests reaching out on behalf of a car detailing business instead of an agency when DMing potential clients.

By saying that an agency has done something for them, they can offer referrals for free car detailing services.

This approach allows them to reach out to businesses in the same niche without being caught.

Faking Connections

The speaker warns against faking connections when cold calling potential clients.

He shares an example of someone who lies about being friends with someone on LinkedIn just to get a foot in the door.

The speaker emphasizes that honesty is always the best policy.

The Way of the Superior Man

In this section, the speaker shares his favorite book and gives his opinion on using books to grow your agency.

Favorite Book

The speaker's favorite book is "The Way of the Superior Man."

He recommends it for men who are looking for answers to questions they experience in life.

Although it uses hippie language, he believes that if you take out the fluff, it contains valuable information.

Using Books to Grow Your Agency

The speaker believes that most books are irrelevant when it comes to growing your agency.

He suggests using books more to spark ideas and open up your mind rather than as a way to grow your business.

Getting tactical knowledge through people like Thomas and taking action is going to be your best teacher.

Targeting Small Countries

In this section, the speaker discusses targeting small countries and how to approach it.

Niche Down on Service

When targeting small countries like Greece, niche down on your service instead of your niche.

For example, be a TikTok ads expert as an agency that does TikTok content for businesses in Greece.

Opening up to different services can help you resonate with more clients.

Use Your Accent as an Advantage

If you're not from the US and want to target Greece, use your accent as an advantage.

For example, say "I'm the Greek marketing guy" or "I'm the Italian marketing guy" in your ads or sales calls.

You can also use it to get people to like you more by saying things like "You're gonna hate me because my accent is a little hard."

Pick Niches That Align With You

Pick niches that align with you and your persona.

For example, if you're from Sparta, market yourself as the Sparta marketing guy for digital marketing services.

This way, you can resonate better with potential clients who share similar interests.

Offering CRM System and Lead Calling Services

In this section, the speaker answers a question about offering a CRM system and lead calling services to clients.

Offer CRM System as Your Own

Offer your client a CRM system as if it's your own product/service.

Automate it for them and teach them how to call leads themselves using a script.

Becoming Your Own Software Company

In this section, the speaker talks about his future plans of becoming his own software company and how he is new to the dentists niche.

Future Plans

The speaker wants to become his own software company in the future.

He emphasizes that it's important to offer something big and then explain how it can be achieved.

He mentions that he is new to the dentists niche and has been working on it for a month.

Selling Promises Instead of Deliverables

In this section, the speaker discusses how he advises people in his program to sell promises instead of deliverables.

Selling Promises

The speaker advises people in his program to sell promises instead of deliverables.

He gives an example of selling a promise of getting 20 patients in 30 days prepaid.

He suggests that people should make their offers big and then explain how they can achieve them.

Making It Easy for Dentists

In this section, the speaker talks about how difficult it is to break into the dentists niche and suggests ways to make it easier.

Breaking into Dentists Niche

The speaker mentions that dentists are tough to get into as they are extremely selective.

He suggests making it easy for dentists by offering them a 30-day free trial followed by pitching them on $2K per month.

He shares an example of one of his students who went from zero to $100K per month in six months using this strategy.

Conclusion

In this section, the speaker concludes by thanking Thomas for having him and signing off.

Conclusion

The speaker thanks Thomas for having him and signs off.