Watch me close a $9,500 AI Agency Client (Live Sales Call) transcript

You're about to watch a live recording of my sales call inside my agency where we close this client for 9.5k USD. So, by the end of the video, you'll see exactly how I framed the offer, how I handled the objections, and finally, how I closed. With that being said, let's dive in. Let's jump right in. So, what did you see or hear that made you want to book in a call? Well, you know, so I'm a financial advisor, you know, basically I don't know.

Like I do everything. So, there's tons of stuff that probably should and could be automated that I have no clue how to do it. I mean, obviously, uh you know, I saw you on the Alex Gill thing. And [clears throat] um you know, I'm looking at that program. But, you know, while there's a ton of stuff that, you know, yes, I can learn it over the next 6 months and implement some of myself, somehow I think uh you might be a little bit more proficient at it than I will be even after 6 months of going through their courses.

So, and I'm not really sure, you know, the standard operating procedure, all of that. It's all in my head, and it just is, you know, it changes every time I do it. So, I need to figure out a way to just systematize it and make it less, you know, it's like as a you know, as we take the dog out for a walk, it's like choose your own adventure. If the dog wants to go down the street to the right, we'll go down the street to the right, right?

You know, I need to make my business a little less of a dog walk. >> [clears throat] >> I want to walk you through your business. Is it an agency? Uh what do you guys do? Uh so, I give financial planning for individuals. So, I mean, I work with the power company here. Let's say you worked for the power company in accounting or in the IT department, right? I know your pension, I know your uh your retirement plans. I basically talk to clients and say, "Hey, you know, you want to retire in 20 years, 10 years, 2 years?" You know, I need to know what you have, I need to know what you're planning to do, what your income needs are going to be, and I put together a financial plan using different softwares.

It'll say, "Oh, yeah, you we can produce $10,000 a month for you. We can produce 20,000. We can produce 4,000." And we factor in social security, we factor in all the different things that you're going to need. You know, so that's one piece of it. But then there is the I've got to make sure that the quarterly reports go out. I've got to make sure that, you know, everything's in the CRM, that there's, you know, it just it's every aspect of running a business from keeping up with the compliance, making sure all of my filings and reports to the government agencies that say, you know, here's our net capital, here's this cuz we we have custody people's money.

All those different things are done. But they're basically workflows that I've got to do. It's just they're not they're in here and like I said, they tend to change almost, right? Monthly. So, I don't know that I'm quite really ready to have you try to help me with it because I know it needs to be done, but it's not as easy as, oh, well, it's this step, this step, this step, this step. I mean, it is, but it's just not like I couldn't go, here's my manual or here's how I do it.

It's a painstaking process of getting it done, which is why it never gets done. So, I mean, so why do you feel you hopped on a call here today? I mean, you said you need help with it, yet you feel like you don't you can't get help with it. So, what's the sort of dilemma here? Like, do you think you're ready to take that next step? >> Well, I I I guess that really depends on like where like what your process does as far as, you know, we're going to you know, we'll get your standing operating procedures, we'll get you like I think I could regurgitate some of it, but I don't know that it's, you know, I don't know how like I don't know how much detail you need on what I do for you to go like, oh, I can, you know, I can take your like simple like some of books are needed.

Have it go into my CRM, have them go on to, you know, have it on the calendar. I mean, I use Calendly, so it shows up on the calendar. But there are a series of things that that could kick off. Right now, it just goes on to my to-do list and eventually it gets done and it's, you know, kind of like what's the biggest fire on any given day is kind of how I'm feeling about it. It's like, "Oh, I've got a client coming in tomorrow, so that plan's got to get done today, right?" You know, cuz last week something else happened and there was something more pressing than going like, "Oh, if I didn't have to worry about doing these four other items, I could have done the plan up last week." Right?

So, that's where I'm just It's you know, it's a I'm kind of a hot mess as far as, you know, just it's like on-time delivery, but it's not as efficient as it could be. And so, I don't know like how organized or unorganized I have to be to help help you out with that. I mean, obviously I've hopped on a ton of calls, talked to a lot of business owners, so I 100% understand where where you're at right now and the stage of business you're at right now.

Why don't you walk me through sort of why do you need automation in it? Like, what's the process look like right now? And how does Well, so like every every month I get 120 statements that in theory should go into client folders. I know, you know, just from other advisors I've seen that are way more tech-savvy than I am, that they run it through like I'm going to make up a term I don't know like a PDF parser where they just take like the jump the the download of the 80 files or the 90 files and run it through a program that basically then takes Dan's account statement and puts it in Dan's client folder.

And then, oh, Dan has another account, that goes into Dan's client folder. Right? So, all of my accounts go into that, all of your accounts go into your folder. Right now, I just keep them in one big folder, and if I ever really need them, I can go find them. To know that I could have a folder that would be everybody's individual name statements, and at the end of the month just take that zip folder, drop it into a program or into whatever it goes into, and have it just break everyone out into their own accounts.

Same thing with every quarter I get an invoice. You know, with 180 different invoices that I just keep in in massive, you know, it's like they're all in one, and if I need to find it, I can go find it. But, like to actually have that all in a client folder, so that when I'm having a call with you, I don't need to go on to other software to go download the individual statement or go into that folder to find it. I could go to your client folder and go, "Here's your last three statements for the last quarter.

Here was your invoice for the last quarter." You know, it's stuff like that that it's helpful in the moment, and then like every 3 years, we have audits from the uh uh District of the State of California. California sends out one of their regulators, and they come in and say, "We want to see all your client statements. We want these seven clients, all their statements for the 6 months." Well, now I've got to go back and go get those and download them and pull those out.

And it's Again, it's not like undoable, but if I could just go to your client folder, copy, paste, put them in the folder, it makes my life a whole lot easier, and it also takes that mental space that it's taking up around. Oh, I know I'm not doing this in the most efficient way. And walking through sort of So, so you feel like right now your client delivery isn't isn't as optimized as it as it could or should be. Yeah, it's not It's It's like everybody gets a slightly different version of the same thing, right?

So, it's not Like I said, I don't No one's complaining that, "Oh my god, I'm not getting I don't feel like I'm getting stuff." But, the time where I'm going, you know, feeling like a cat chasing a laser pointer, if I were just focused on, "Okay, I'm going to do this cuz I know all these other things are happening, and when I go into find it, it's there," Mhm. then I could go like, "Oh, yeah, I probably could do four blog posts a month instead of once one every 2 months." Right.

So, you feel like those those mundane tasks are preventing you from doing the things that you actually want to do or can grow the business. Yeah, and it's And you know, as I was reading some uh I think it was the book was today. It was a But, it was like I get this list of things to do, and I'm going to go, you know, I just want to feel like I'm doing something, so I'm going to check off all the easiest things. And then, you know, it's like, eat that frog, right?

The frog stays on the corner of the table because it's like, that's going to take all morning, right? Let me just get a few things done, and then I'll deal with it in the afternoon, and then I never get to deal with it. Until the frog is now, you know, hopping mad and on fire, and then it's like, okay, now I got to deal with that. Yeah, it's more so like, when the problem comes, you have to deal with it, but uh beforehand, no.

And walking through this like down on a personal level, like, how does that make you feel that you that you've had to do this this way, and sort of how how is that >> It's the way I'm running my business, which is not the ideal way. So, like, I know there's ways to do it more efficiently. I just don't have the time to stop and figure it out, which is why I like this thing with Outschool. Okay, we're going to do it on Sunday Saturday and Sunday mornings.

All right, I mean, I usually do something during those hours, sleep and then work out or something, but I can make that work for 6 months if it's going to help. And even if I just had you help me with my tasks, I still will learn stuff there that I could do in other things. So, that's where I'm just trying to figure out like, you know, and from where I am right now, just the way my cash flow goes, I know the beginning of July is when I'm going to have money to do anything.

Right? So, it's, you know, if there's if it makes sense and there's something I should be doing that, you know, in the third quarter I was working with you on it, I could start work, you know, spending time to go like, okay, now I need to get this done and this done and this done because the stuff that you could help me with is going to also [clears throat] free me up to help get more of it done. I mean, you mentioned you can do the Outschool program, like, why why don't you just go over that?

Well, I'm I'm going to do that, but that's going to take to December, right? So, as I said, if if I just took what they're doing with like the uh faceless YouTube channel and the the creative stuff, and had you help me with the automation, I can I'm sure I can learn some of it. Like, again, I don't think I'm going to learn it or be as good at it as you would be, but why wait till December? I mean, obviously, if it's 50 grand, well, I'll probably wait till December.

If it's something less than that and it's, you know, within my budget, why would I wait? What's your What's your budget? Just just so I can sort of gauge for for like a program like that. I mean, I'm doing probably about 15 to 20 grand a month in revenue. Mhm. Right? So, What's profit there? What's the profit margins on? Uh probably about 30 35%. So, you know, and and one like one or two clients generally pays for most things.

Like if I get a million-dollar account, that's going to be probably about 7 to 8,000 dollars a year in income. Right? So, again, I don't know what your stuff costs, but how many clients do I need to get to make that worthwhile? Again, if it's 10 clients, well, then that's still not out of the question because when I get a client, the client generally persists. Right? It's not like, "Oh, I made five grand off of them this quarter or this year and I'm never going to make that money again." So, that's where, you know, I mean, there's guys that in our business that can double their book in two years.

Right? And you go from going, "All right, if I'm making 15, in two years if I'm making 30, that's worth an investment." Right? Uh with without skill specifically, it takes you 6 months. Like what Why do you feel the need to do it now? Like what what What made you want to reach out now? Just cuz you know, I saw it and I've been, you know, using ChatGPT and other, you know, the basic tools to get some stuff done, but again, it it's kind of like everything else I'm doing.

It's half-assed and not like organized. And [clears throat] in six I'm going to be in six months I'm going to be straight where I am right now, hopefully with new tools that will take some of that off the plate. >> And do you do you feel like right now then you're you're ready to make that change and you know, and actually streamline your time delivery? Yeah, I don't It's like I If I don't, nothing's like My business is at a point where I don't know that it can grow much more without either hiring somebody or becoming more efficient.

And so if I can become more efficient, raise the income, then when I hire somebody, I can at least be making what I'm making now because the growth will fuel who I can hire. Right? Like if I can get another seven or eight clients, well then I can afford to pay somebody 60, 70 grand a year to come help me. And do you feel like you right now you can take on seven to eight clients with the way that you're managing things?

I can bring it just the what I'm the really the benefit is going to be the back end of all of a sudden now I have time to actually service more clients and do the things that I just don't get to. The just the check-in, hey, did you know this quarter we're just making sure everybody's beneficiaries is correct. Or hey, can you send me your tax return so we can run the tax report for you and we'll go over your tax return.

Right? We just paid taxes, you know, in April. You've got it, you know, you owe it, you didn't know. Do you really understand what your tax return is saying? Right? Like stuff like that I can do, but that's the one-off right now. That's the hey, you know, we're going to talk next week because you called me to book a meeting and you send me your tax return and I will get I'll do a report for you and we'll go over that when we talk.

Versus me proactively calling you and saying, hey, send me your tax return because I want to book a meeting with you in two weeks to follow up on other stuff and you know, it's still it's just that it's not like it's not working, it just could be better. And if it were better, it would be easier on me and better for the clients. I think that's worth spending the time. Like I said, I'm going to be doing this in October, November, December, January next year and if I can pick up some stuff with that over out without outskill over the next six months, even if I get half of what they're going to teach, right?

I will be better off and I think I will basically get clients from what they're going to be able to help me do Mhm. will pay for the course. On uh outside from AltSchool, why do you feel like you need that extra extra help from me here to I mean it seems like AltSchool is perfect for to teach you some stuff. >> Yeah, it just because if I can have you helping me and by the end of the third quarter, I have stuff automated, A that's stuff I don't have to do.

What I think just what you can do would help me find time to find clients that would pay for what you're going to do. So, if I can have you help me and by the end of the year get one or two clients that could help pay for what you've done and then I get one or two clients from what I learned from AltSchool. If it's March of next year and everything's been paid for, it's better than have it being October of next year before it gets paid for.

Right. I I mean I [clears throat] don't want to be pessimistic here, but let's say you don't you don't figure out a system to actually streamline this. What would that look like for you and your clients and and your work? Well, what it means is I just I don't get much bigger and I continue to do what I'm doing. And you feel like I mean how's that how's that going to make you feel if you don't get much bigger? Is that like a really Well, it's not it just it's there's like what I'm doing now is you know, it's just it becomes a grind.

Like I'm doing more menial stuff than the stuff that really is what people hire me for. Do you have a family, Dan? Uh girlfriend, done. That's it. Got you. Got you. Got you. So, you mean you being a guy how many hours do you work a day right now? I I'm here probably from 9:00 to 6:00 every day. If it's it's probably not all productive work, but I'm here. You know, some days I'm here playing office, other days I'm here actually working, but you know, and then occasionally like I'm in on the weekends, but my girlfriend helps me on the in the in our I had a tax practice where I which I gave to her and you know, so she's working, you know, kind of just around the clock hours, too, cuz it's you know, she works out of the house, so if we're like, "What are we doing?" "Uh not much.

I'm going to go for a run." Okay, I'm going to get decent tax returns, right? Like we ended in April and she still has 100 people that she needs to file taxes for. It's interesting, I mean, cuz you want to grow, but essentially, if it if you don't implement a system, do you really want to grow the business here, or do you does it not really matter for you if you stay No, I mean, I'd like to grow the business because like if I could do the same like if I could do more clients with the same amount of work.

I'm not so much concerned about working less, it's just getting more done in the same amount of time. Because there's guys that have run, you know, firms that gross a billion dollars with two people. Right? I'm not even I'm not even at 100 million yet as far as assets under management. Right? I'm at about 50 million. So, I don't think it's unbelievable to think I could double 100 million with basically being run by one person.

So, You sound exactly like a like a client that I had. He was a consultant. He said the exact same thing as you just it just popped in my head, uh where he had clients, he felt like everything was all over the place, and he just wanted more clients with the same amount of work. Um so, I mean, we just did some stuff for him. We helped him out with that. Um so, I mean, I I I I resonate with what you're saying. It's like I'm not It's not like I feel like I'm overworked.

So, if I could be doing twice as much revenue with the same amount of work, why not have twice as much revenue? So, 30K is the is is that the goal right now? I mean, now, but it it like so, I had a coach in another program I was in who was doing basically the same amount of revenue that I was doing when I started. Four years later, he was doing a million and a half. Right? So, that took him from like up to to the 30, then to 60, then to 120, and you know, it's like I just right now getting to 100 million under management would be a great goal because, you know, it's like I know tons of people that do that.

So, I don't think any of them are any smarter, they just have better kind of infrastructure. Once you get to 100 million, it's the first 100 million that's the hard part. Getting to the second 100 million or the 200 million is not as hard, and it doesn't take as long cuz you're getting growth and you're paying clients, and then you have systems in place. It's It's of if I find that right person, right? Like that's the other part of bringing somebody in that can then help operate the system.

At some point, you know, the guys that ultimately get to billion-dollar practices, they just stop They're not even dealing with clients. They're just doing intake or all they do with is deal with clients and they have people that do the intake. So, I'm not quite sure which way I would go if that actually came down to it. I mean, there's aspects of doing the creative, you know, doing the marketing, doing that is interesting.

But then there's also times you're sitting down with clients and helping them through the prob- you know, the problem and see them go like, "Oh, I can retire." And you can just see the weight come off of their shoulders. That's kind of powerful and a fun part of the job, too. Do you want to retire anytime soon? Probably not for another, I don't know, 12 to 15 years. So, your goal right now is to get to 100 million in AUM.

Right. It's the next target. I don't know if that's the ultimate goal. Let's do short-term goals here. I like the the next goal, then. And how What would that mean for you uh personally, hitting that goal? You know, it just it would be the next milestone. It's You know, I mean, I've run triathlons and marathons and stuff like that. So, it's like you set a big goal, you go do it, and then, you know, sometimes it hurts to get to it, sometimes it doesn't.

But then you get there and it's like, "Okay, that's possible." You know, like I I ran my first marathon like this like 30 years ago, and I finished the New York City Marathon, came across the finish line, and one of my first thoughts was, cuz I'd started doing triathlons also that summer, "People do a 2.4-mile swim and a 112-mile bike and then do that?" [clears throat] I was like, "That's insane." Well, 4 years later, I finished my first Ironman.

And I came across the finish line, and my first thought was, "I know how to do that faster." And I didn't run one for 8 years. 8 years later, I ran it 2 minutes faster. And I was 8 years older. Right? And then another 8-year break, ran one, and then the following summer ran one, and it was again 20 minutes faster. And then took another break, ran at like 44, I ran my fastest Ironman ever. Man, that's that's actually one of my dreams actually to do an Ironman.

I did back in back in the days and You know what? If you can if you can run a a 10K, you can run a half marathon. And if you can run a half marathon, you can run a full marathon. And if you can run a marathon, you can do an Ironman. It's just like the gateway drugs of you just push yourself a little further and I watched a 73-year-old lady finish an Ironman in Ironman Canada and she came [clears throat] across the finish line with somebody in tow and they're driving her, she's 73.

She's like, "Well, I you know, I've been watching this race for 25 years and I [clears throat] just wanted to see what it was all about." And then she turned and they're like, "And who's this with you?" "This is my son." And they're Well, "How did you feel about this?" He goes, "Well, I wasn't as excited, but I couldn't very well let her do it on her own. So That's awesome. >> you know, I got to believe you're in as good of good of shape or better shape than the 73-year-old lady.

It's just like I said, when people are like, "What's what's the goal?" Is that like I don't really have an end goal cuz I just I just know I don't know what's possible, right? So That's very key. Yeah, definitely higher the expectations and you're like, "Oh, 100 million? Well, I went from, you know, 50 to 100 in 2 years, why couldn't I do 100 to to 200 in 2 years?" I mean, so if it takes you four, again, who cares? I'm not like the amount of time it takes is not the you know, it's And that's the thing you learn from doing an Ironman.

The race is not the fun part. It's getting there. It's the hours of I got to go out and do another 7-hour training day today. And in the moment, it's not a lot of fun, but when you nail it and you get to the race and you finish the race and you feel great, the race is the reward. Whether I wait 6 months or not doesn't make a difference. It's if there's a way that you can help me and it makes sense, you know, I'm never going to be any younger, I'm never going to be any, you know, less stressed or less whatever.

So why would I wait to try to fix a problem? I always said there's there's never a perfect time to start something, right? There's When's the best time to invest? When you have money, right? So, I mean, I guess tell me like what it like what does it look like to work with you as far as what would you say, all right, so you're kind of a hot mess. Here's what we need to narrow down or here's what like what does that look like and then not that it's all about the money, but obviously I've got to pay for it.

So, like what does that work out to as far as, you know, is it in my budget? Is it not? I don't know. Gotcha. And and you feel like you're 100% sure that you're ready to invest um into into making that change to to at least for the business. Yeah, I mean, I I I'm I'm in the Outskill program, right? Like I made that investment. Again, I have I get I basically I get paid four times a year. You know, 1st January, 1st of April, 1st of July, and 1st of October.

So, when I get paid in on July 1st, I've got money, you know, is in the budget to spend and it's just a matter of how much does it wind up costing because, you know, I there's certain amount of capital I always have to have on hand. Like I've got 40 grand sitting in the bank cuz it's got to be in the bank for the state of California to not like if I go below a certain level, they're like, "No, you've got to be able to you know, then you have to file these different reports." So, there are certain capital requirements we have.

But, you know, there's ways to make things happen. It's just a matter of until I know what that looks like, I I can't say whether yes or no I can cuz I've spent way too much money on say a website that didn't work that I've redone. So, I'm not afraid to spend money on things that there's an opportunity to have it work. It's just, you know, when I find a canned website, I'm like, "Whatever, get rid of it." I just I that if it's not working, why keep it there?

Get something else that will work. Right. And do you feel like you have to wait until July to make the investment or if if there are opportunity came today and Well, I mean, it just it's it's not so much they have to, it's being able to pay. Right? Like I wouldn't expect you to start working if I, you know, if I need to write you a check for whatever, if I can't write that check without going below my minimum capital, even though I've got the money in the bank, I like I don't have the money to then do that.

So there's like just like operating capital it has to be there. So depending on what that looks like, I mean if you said hey, I can take a down payment on this and then you can pay me in July, they could start tomorrow. It just uh know, I need to understand what that looks like and what you need for me. Yeah. Because if I can't produce what you need, I could get it organized. Right? Like it's just a matter like, you know, going back to the business model, I need a training plan.

Right? If it's like, oh, you just need to show up and come to the gym and we'll get you in shape, that's great. If it's, well, no, you got to be able to run, you know, a five-minute mile before we can start training, well, then I got to go do some work. 100%. I mean do you do you want me to get into sort of what we do and how we do it? Yeah, like if you just but so basically what I'm looking for is how do I take things that I'm doing that I've got to do repeatedly Yeah. and automate some of it.

Like now, I know that, you know, you can't automate a hey, Rex call, uh you know, let's take this, call this person coming in right now, put it in my call log and put it on my calendar to call them back. Right? Like I don't need that. But I need go pull my I don't I don't even know if you could go pull a report from my QuickBooks, right? To pull down that report and put it in a folder so that I can just go get that out of the folder and fill out the other form that I have.

And and maybe you can set it up that it could actually read the report and and fill out the form. I don't know what's possible. I mean I mean I can get into our whole process so I think it'd be interesting for you to hear as well. So we have a four-step process. That's audit, implement, uh automate, and then optimize. All right? So what that looks like is the audit part is probably the centerpiece. It's really the the value here.

Uh it gets us 50% of the way there because what that looks like is us going deep dive into what your process looks like, what it could look like, and how we can get you there. It's sort of like setting a strategy, setting a blueprint of what next for for the implementation and the automation, sorry. The implementation phase is taking that that results from the audit and doing all of that and making a structure of for a system, right?

For a system um that's doing the whole client delivery from the client signs until the client is delivered, and then optimization over every month, like you said, quarterly reports and all that sort of stuff. And then we have automation. So again, that's using the audit results to look at those repetitive tasks that you have alongside your job and look to automate them. Of course, like you mentioned, you're a smart guy, you don't you can't automate everything, right?

But that's why we have the audit to look at the things that we can automate and the things that we can't. Right, once we see that, cuz I just from what you've told me, I know that for a fact there's a few things that we can automate already, we can then look to automate them and build a system upon that. And then optimization, it's having the the optimization over over time, over two two to three months for you guys to use it, for you to use it specifically, and then see if there's any changes.

But again, this is done for you, right? We do everything from the audit to the implementation to the automation to the optimization. So that's sort of what we do. Does that Does that sort of make sense? Yeah, I mean I kind of go through your yeah, your offer piece you sent out. So that makes sense. So I guess the from the audit point, since that seems to be kind of the the meat of it, like like what do you need from me or what is it just basically you coming in to start asking a lot of questions or like what are we like how are you how is the how does the audit work or what do you need to know in that in the audit?

I mean, it's a good question. So the audit is typically a way for us to sit down, what it looks like is me and you sitting down. It's very very conversational. I have a bunch I ask you a bunch of questions, right? To understand your whole process, what it looks like end to end, all the different intricacies within each workflow, each process that you have, and really deep dive. Go deep dive into your process, each client, what that sort of looks like, your general sort of process that you go through, the system that you have in place, what softwares do you use, and yeah, it's just me asking you a bunch of question on call and we map it out in front of you.

Yeah. Okay. That's what it looks like. And then so, like you said, the audit on the timeline you said it's basically within like 7 days and then the Notion dashboard is like a 30-day window and then the training. So, in that month like is it basically you do the interview and then you go like, "Okay, I got it. I'm just going to go away and do that." or is there like during the audit in that first 7 days do we have a few calls cuz like you're there going, "I need this or that." or like >> That's a good question.

So, the audit is typically if I need more information from you, we can either jump on a call, which I'm very amenable so we can jump on a quick call to go through a few things if there are a few things, or else we just email you if you need like the small things from let's say some document and send me that document. Um but typically the audit is 1 to 2 hours so we get everything done within then like all the things that I need in order to go to the implementation phase.

And we just do that. Okay. Fantastic. All right. And then so, I guess what does that look like from a the I'm assuming you need a payment up front and or I don't know if it's all up front or up front and then later or like how does like how does the payments work and Before we get to the payment, do you have any other questions in terms of the whole process, what that looks like from what I just said? You know, on a high level it makes sense.

I mean, obviously how you get from this conversation to now you've got like my three meeting process set up, you've got my week like there's like the client-facing side and then there's a non-client facing side. And I got to believe there's stuff on both sides that can be automated. So, you know, it to me the client-facing stuff is important, but it's the you know, the operational side also that is, you know, kind of the anchor because that's the you have to do it.

The client stuff ultimately I don't make money unless I'm talking to somebody. Yeah. Right? Like so I'm going to make money where I talk to you. You know, I'm not making more money by not talking. You know, for me the the three meeting process that I do or the meeting process I have is simple enough to go through and yes, there were things that can be automated like the reminders and all of that. And I think that's an important part of it cuz that is some of the stuff that I fall off on, but I guess the problem I have on automating some of that is it's like they almost have to be separate because nobody does the meetings at the same interval.

You know, it's not a okay, hey, you know, we're going to meet today and we're going to meet in 7 days for our next meeting. Now, I can tell people that's how it works, but it just never seems to stick. Right? Like, oh, you know, my dog got sick or the what you know, all right, well, when can we do it? Right? So if it's if you kick it off and it's like, you know, going to remind you that we're going to meet in an hour and you know, I haven't run back into it just that because, you know, I didn't catch that meeting got canceled or moved.

You know, those are the parts of the automation that I guess I I don't know how to deal with some of the What do you mean idiosyncrasies? There's there's a lot of a lot of things that you that you're looking towards automation and those everything you have just mentioned, that's everything we've covered, right? From client client series, everything from the client signing until the end. That's operations, client-facing operations, everything within there.

That's I then honestly speaking, I want to build you a system that scales, right? That you can actually use for each client, whether that's client-facing, whether that's operational. I think operational is very very important because that's the thing that's going to get you to a point where you're getting more clients and doing the same amount of work. Right? That's where we want to get you. So any other questions you have that I'm No, I mean I think it's I mean I think you have an understanding of where I am at least organizationally.

So yeah, no, it's >> I'm going to jump into the the boring stuff, the the numbers. So, typically we do a upfront investment of 9,500. That's the investment that we have, yeah. That's everything or the that's the upfront then there's more? No, that's only on it we only have one one fee, yeah. Okay. All right. Yeah, I mean that's not out of the realm possibilities. It's not I mean I don't have that obviously $9,500 in the bank to do between now and July 1st.

Once it's done, whatever we I guess how do we determine what what done looks like or what we're going to do based on the initial interview? Like Yeah, and then like how do we just like how do we say this is what we're going to do from the start? Yeah, no I I totally get what you mean. So, it's again the the process is from client signing until the end, right? So, everything that you can think of in between with the automations, with the actual system, that's everything covered.

Now, specifically into the actual detail, that's for the audit, right? The audit allows us to to deep dive into to that specifically, into what it could look like, uh and all that sort of stuff. That's more for us to see what your process looks like now, what it could look like, how we can get you there. So, I'll give you a few examples of what we built before for different clients, the results, all that sort of stuff will go into the audit and and you can visually see what it looks like.

Okay. And then so, where does like the the like the client signing to, you know, the end the end being what? The client says I want to become a client and at the end they're now a client or like I guess I'm trying to figure out where the operational side of that falls into that cuz that like some of that stuff is things that are not and then anything to do with the client and them signing. It's just more like client services.

Right, that's exactly what it is, right? The operational side. So, the client signing, it doesn't all have to be client facing, right? But the client signing is when we start to you have to service the client on even if it's not client facing. You're What do you have to do for each client every month? What are those tasks you have to do every month? How can we look to automate them? How can we build a system that scales for each client?

Yeah, that that's sort of what we do on that end. Okay, fair enough. That's the ability to bring in like two new clients. So, that is not outrageous. It's just a matter of obviously getting those clients in the long run, but even if you got if I got one new client out of it in two years, it would pay for itself. >> Awesome. So I mean what we can do from here is we can obviously sign you up and book your onboarding call.

The onboarding call will be I take the onboarding calls personally cuz I like to to go with with clients and and do the audit there. We'll sign the contract and obviously pay the the upfront before that call to make sure everything lined up. Yep. And again on that [clears throat] call we'll go through your system, what that looks like, and then start everything there. But it's more I don't want to say anything before we start the implementation cuz you'll see everything we do and and and that sort of stuff.

Does that sound good? Yeah. And so on my end what what what do you need access to from the programs and things like that? I don't know how familiar you are with a pro like programs like Wealthbox, which is like a CRM. Have you maybe seen that or have you This this probably doesn't make a difference. It's got an API. You can probably figure out how to make it work. Yeah, well I mean everything that you that you're thinking of like all all these like small little things, that's all for the audit.

And trust me, I've had I've had business owners before they sign up. They're like, "Oh, like what about this?" Everything will be done in the audit and they're they're much more relaxed after the audit cuz we do a whole road map for you to visually see what it looks like. Just like me when I make an investment, I typically want to see I don't want to be sure that that the road map is there. So that's why we have everything in the audit.

It's onboarding call. Uh that's sort of thing. All right, cool. So next steps now is to get the to get you booked in for the onboarding call. That's 1 to 2 hours, so I'll typically do 2 hours just to make sure we have enough time. Um and we can get the the invoices all paid today just so we're we're good to go on that. Does that sound good? Yep. Well, sorry. I'm sorry. So the payment I can't make until July just so we're clear on that cuz it I don't have the $9,500 today to do that, but when I run my billing on July 1st, generally the money hits my account by like the 6th.

So that's when I can make a payment. So, if you if you if you want to wait, you know, do a follow-up call or just, you know, set me up to have an invoice come in then, that's fine. If you want me to send a contract and then I can pay you in July, that's fine. I just the from cash-wise I don't I'm not going to have the cash flow in on, you know, in my bank that I can send out. I mean, I've got [clears throat] nine grand in the bank right now.

It's just got to be there for the state of California not to come shut me down. Mhm. Okay. So, it's more so you don't have the money to actually pay for it. It's more like Yeah, it's just like so I mean, I've got I've got the money. It just is got to be, you know, it's in like a a account that has to keep a balance above a certain amount. So, it's just, you know, when I do my billing at the end of this month Yeah. I'm going to or at the end of June, you know, I'll probably have like 45, 50 grand sitting in the bank.

I mean, I we typically take an investment before the call. So, I want to help you out here. Like when we when we we're looking to split up the payment cuz we can do that. What do you have today that you can invest to make sure that we have that sort of down down payment before we before we kick things off? Yeah, I could make a payment probably about 3,000 right now. And then could do the balance before we do the call.

Okay. Do you want to do 3,000 today, uh 3,000 next month, and then 3K on July? Would that work for you? >> Uh I would So, for right now it's like I don't Money doesn't hit the bank like I didn't know deposits till July like 2nd or 3rd. So, I could do three now and then I can do six in July or like again, I don't I'm I'm happy to sign anything but it's just I know that I can do the the three now and the 6,500 in July.

Let let me call my co-founder to see if that's fine uh to do that to kick things off. Just give me 1 second. Yeah, there's Yeah, okay. I think we can we can do that. Um he mentioned we'll do 3,000 today and then we'll we'll obviously have the the rest the balance on on 1st of July. Yeah. Um if that's if that's good with you. That's fine. Awesome. So, let me leave the link here for the onboarding call. All right. And then so via onboarding call, do you want do we want to do this in July then just so or do you want to do that I'm fine to do whatever you want.

I mean I was thinking we would wait till July since I can't I'm going to pay you. Uh I mean really depends by you. Um but we can we can run it now, we can do it in July. Okay. No, if you if you're okay to to start before that's fine. I just And these are those are my times. Okay. What time is 10:00 a.m. my time for you? Everything that you see there is your time zone. So, That's Uh 10:00 a.m. for you. So, you're in what EST?

Uh no, I'm on West Coast. I'm I'm in LA. Done. Yeah, I'm saying probably I mean 10:00 or 11:00 works but I'm thinking that 11:00 is getting later for you. So, let's So, that's going to be in half an hour basically. Okay. So, yeah, yeah. Then have Well, [clears throat] I could do I could do 10:00. Next Friday the 6th is probably the best day that I'm seeing there for Do you have a preference or I think as soon as possible for us would be would be great.

On the 6th All right. So, let's do the 6th. It'll be 10:00 a.m. Okay, I just saw you booked in for June 6th. Yeah. So, that's all good. All right. And then yeah, the link on that Then how old are you? Um 57. And what when's the last marathon when's the last Ironman you ran? What age? Uh last Ironman would have been 2012. So, that was like 40 No, 13. Would have been 40 five. And then ran my last marathon in 2020. That's awesome.

All right. Something went through. I'm pretty sure it says thanks for payment. Yeah, looks all good. Um I just received it. Okay. Beautiful. You see. Awesome. Okay. Then I'm super super excited to to kick things off on the onboarding call again. What it looks like is we go through your process what it looks like now, softwares, all that techy stuff that that we need to know the specifics. Again, uh for after the call, if I need anything from you, I know you're I mean, it seems like you're a flexible guy, so we can obviously jump on a call whenever you want.

And the implementation itself is usually 30 days. That's sort of the the timeline there. Um, it can take less, right, usually, but I mean, I'll obviously let you know with all that stuff. June 6th is when when you booked the call, so I'll see you then. Yeah. Again, I'm super excited you're joining the team. I'll let my co-founder know, send you an email to welcome you to the agency. Anything, uh, prior to there that I should be thinking about or things that, like, you know, I should What What would work for me the best, just to make the most out of our time on June on June 6th, is what it looks like is me and you on a call like this.

I share screen, and we map all your flowchart. So, it'd be best for me to see exactly all your workflows, all the little things that you mentioned, I want to automate invoice creation, whatever it is, right? All the all the all the small workflows that you're like, "Okay, I wish I could automate this." Even if it's an idea that you don't know what's possible, that's amazing. I'll tell you if it's possible or not. Um, and clients have come to me in the call that are like, "I came up and can automate this." And I'm like, "No, that's not possible, but this is." Right?

So, we that's what we obviously exchange, um, different things. So, what I need from you is an open mind, and I want you to write down exactly all the workflows that you've done. And not in too much detail, cuz we'll go in detail on the call. Um, but again, it's 1 hour, 1 to 2 hours, right? Depends on on how fast we go and what we can get done on the call. Uh, but no, apart from that, it's nothing else. We're all good.

All right. Thank you for your time, sir. Thank you. I'll see you I'll see you soon. All right. Talk to you later. Take care. Bye-bye. All right. So, just to wrap this up, the client ended up paying $3,000 on the call itself and $6,500 a month later. So, the full deal was 9.5K. So, now you get to see exactly how a real sales call actually looks like end to end with real framing, a real offer, a real objection, and a real close.

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