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The $1,000/hour Solo AI business (Full Course) — Transcript

by Greg Isenberg · 11,925 words · 1,748 segments · language en · Watch on YouTube

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0:00I've got an AI business idea for you,
0:02and the best part is you don't need to
0:04have an audience, you don't need money
0:06to get started, and you don't even need
0:08to know how [music] to code. You know
0:10how every small business owner right now
0:13is super stressed that they're falling
0:15behind with AI? Well, my friend Corey
0:18Gannon built a whole business around
0:20solving exactly that. And today, he
0:22gives his whole playbook away for free.
0:25You meet a business owner, you spend 30
0:28minutes finding their biggest time
0:29drains, and you prescribe AI tools that
0:33fix it. It's kind of like a doctor
0:34[music]
0:35writing a prescription. He charges $999,
0:39and it opens the door to way bigger work
0:41that he ends up charging thousands of
0:42dollars for. The one thing you do need
0:45to know is you obviously need [music] to
0:46understand AI, and that's the part he
0:49walks you through step-by-step. He
0:51shares how the service works, he shares
0:52the upsells that get him to a thousand
0:54dollars an hour, he shares seven ways to
0:57get clients starting from nothing. It's
0:59all here, it's under an hour, it's a
1:01free course for how to start this
1:03business. And even if you don't want to
1:05start this particular business, this is
1:07going to get your creative juices
1:08flowing around how to start [music] a
1:10productized service agency with AI.
1:13Enjoy the episode.
1:17>> [music]
1:21[music]
1:22>> What's up, Corey? By the end of the
1:24episode, what are people going to get
1:26out of this?
1:27>> So, Greg, we are going to show the
1:29people literally the simplest, I think
1:32the best startup idea of 2026. This is a
1:35way that anybody can make money with AI,
1:37and the beauty of this model, and and
1:39people are going to think that this is
1:40like clickbaity or sensationalist, but I
1:42promise you, you don't even need to know
1:44how to use AI to make money with this
1:47model, because all we're doing is we're
1:48prescribing tools that already exist.
1:50We're not building anything, we're not
1:52implementing anything. This is something
1:54anybody can do. And then, towards the
1:57end of the episode, I'm going to share
1:58kind of the follow-up offer to this that
2:01I'm using to make a thousand dollars an
2:02hour as like an upsell to this uh this
2:05offer here. So, I think this is going to
2:06be really accessible for folks.
2:08>> [snorts]
2:08>> Okay, and you're not just going to give
2:10the idea, right? You're going to give
2:11people the steps so they can actually
2:13copy this workflow and actually build a
2:15similar idea, right?
2:17>> We're going to give them the full
2:18playbook. So, we're going to we're going
2:19to explain the entire offer, how it
2:21works, how to fulfill it. We're going to
2:23give them the exact template that they
2:25can literally download and plug and play
2:27with their own clients. We're going to
2:29show them six things they can upsell
2:32after this uh assessment. And then we're
2:34going to show them seven ways that they
2:36can get clients, none of which require
2:38any capital or any audience. So, we're
2:41pretty much going to destroy every
2:42single objection that somebody might
2:44have when it comes to this business
2:46model. So, we're going to make it super
2:47simple for everybody.
2:48>> The last objection that that is going to
2:50happen is they're they're going to say,
2:52"Corey, like
2:54are you Mother Teresa? Why why are you
2:56being so nice?" What what would you say
2:57to that?
2:58>> I mean, this is literally So, and people
3:00say that all the time. They're like,
3:01"Oh, if you're actually making money
3:03with this model, why would you be giving
3:04away all the sauce?" And it's like,
3:05"Dude, think about how many businesses
3:08exist in the United States of America.
3:10There are millions, right? Every single
3:13one of them, without fail, needs to use
3:15AI in some capacity." And think about
3:18how many of them are actually using AI
3:20at all aside from just prompting
3:22ChatGPT. Maybe 5% of companies are using
3:25any AI tool other than ChatGPT. So, when
3:29we are giving away the playbook, it's
3:30because there is so much opportunity. If
3:33everybody watching this podcast or
3:35listening to this podcast went and
3:37implemented this model, there would
3:39still be opportunity left over. That's
3:41just how much of a blue ocean it is
3:43right now for this type of stuff.
3:44>> All right, let's dive in.
3:46>> So, let's dive in. So, let's talk about
3:49the model itself, right? What is it that
3:51we're selling? So, this is what we call
3:54our AI tools assessment. So, in a
3:57nutshell, this offer is when we we're
3:59meeting with a small business owner. So,
4:01our clients are typically small business
4:03owners who have anywhere from, you know,
4:06two to 20 employees. That's kind of the
4:07sweet spot. 500k to 5 million a year in
4:10revenue, kind of a sweet spot there. And
4:13the offer is, "Hey, we're going to sit
4:15down with you for 45 minutes, and we're
4:17going to do a little kind of like a
4:18structured interview. And in that
4:20interview, we're going to pull out some
4:22bottlenecks and some pain points that
4:24you're experiencing in your business.
4:26And then based on that conversation, we
4:28are then going to prescribe three to
4:30seven off-the-shelf AI tools that you
4:33can implement immediately to reclaim 5
4:35to 10 hours per week. And by the way, if
4:37we can't find at least 5 hours per week
4:41in opportunity where AI can help, then
4:43we're going to give you 100% of your
4:45money back. So, literally, the only
4:47thing you have to lose as a client is 45
4:50minutes of your time. Right? That's
4:52worst case. Best case, you get at least
4:545 hours a week back in your week every
4:56single week. Uh and the average client
4:58saves about seven, right? So, that is
5:00the offer in a nutshell. Any questions
5:02so far?
5:04>> Uh I mean, I don't even need I don't
5:07even need that offer, and I was like,
5:09"Oh, yeah, I'll I'll I'll sign me up,
5:10you know?" Like, that's how good that
5:12was. That was like you know, I think
5:13when you're crafting an offer, you know,
5:15they they say craft an irresistible
5:17offer, right? So, I think like
5:19that that certainly sounds irresistible.
5:22>> Yeah, and think about it, right? Because
5:24every business owner out there that you
5:26talk to when it comes to AI, they either
5:29they they're too busy in the weeds,
5:30right? They're working 40, 50, 60 hours
5:32a week, so they don't have time to learn
5:34this stuff. They're afraid their
5:36competitors are getting ahead of them,
5:38so they just bury their head in the
5:39sand, and they just never take the time
5:41to learn this stuff. And again, the
5:43reason this is such an accessible
5:45business model to people who are even
5:47new to business is because we're just
5:49prescribing tools. We're not like
5:51building an automation, we're not having
5:53to learn cloud code, we're not coding
5:56anything. We're just literally telling
5:57them, "Hey, you have a problem with you
6:00have this problem? Great. I went and
6:02researched an AI tool that fixes that
6:03problem. Here is the name of that tool."
6:06Like that is literally all we're telling
6:08them, right? And we charge $999 for that
6:11assessment. And you know, I've sold so
6:13far in 2026, I've sold about 15 of these
6:16assessments. And 50% of people actually
6:20want you to implement it for them, which
6:22leads into the upsell menu that we'll
6:24discuss later on in the episode. So,
6:26again, 999, some people might listen to
6:28this and be like, "Oh, that's it?" It's
6:29like, "Well, that's just the foot in the
6:31door, right?" We the lifetime value of
6:33an AI assessment client ends up being,
6:36you know, 3, 5, 10K or more. So, we'll
6:39get into that. But let's get into the
6:40weeds of like, well, what do like how do
6:41we actually how do we fulfill this
6:43assessment? And how do we actually, you
6:46know, deliver this to the client? So,
6:49it's four different phases. We'll go one
6:51phase at a time. Phase one is the
6:53discovery call, right? So, this is where
6:56we're on either a Zoom call or a Google
6:58Meet with the client. And the key here
7:00is we just want to make sure that we're
7:02recording the call. Usually I just have
7:03my Fathom note taker in the call. You
7:05can use Otter, you can use Fireflies,
7:07whatever. Just have an AI note taker on
7:09the call.
7:11And all we're doing on this call, right,
7:13is we're just asking questions. We're
7:15pulling out problems, we're not pitching
7:16anything. So, we're asking them
7:18questions like, "Okay, walk me through
7:20your day yesterday. What do you tend to
7:22do in a typical business day? What are
7:24tasks in your business that you dread
7:26doing? Where does your work pile up?
7:28What are things that you've tried to
7:29automate in the past and failed?" And my
7:32favorite question is, "If you could wave
7:34a magic wand and basically delete any
7:37process in your business, what would
7:39that process be?"
7:41And a lot of times, Greg, you'd be
7:42shocked, the answer is email. They're
7:44like, "Oh god, if I if I just never had
7:46to answer an email again, I'd be a
7:48different person." It's like, "Well,
7:49that's solvable to a degree using AI."
7:52So, that is that's a discovery call. And
7:55when it comes to the discovery call,
7:57every time I do a discovery call, I have
7:59to bite my tongue because it's like most
8:01business owners have this a lot of the
8:03same problems, and they'll be kind of
8:06giving me one of their problems, and I'm
8:08and right away I'm like, "Oh, I know
8:09exactly what tool they need." And I have
8:11to bite my tongue and force myself not
8:13to prescribe on the first call. The
8:16first call is only for probing. So, that
8:19that's what we do on the discovery call.
8:20And then we've got the AI note-taker
8:22taking notes. We've got that transcript,
8:24which can move us into phase two.
8:27So, phase two is where we use AI to
8:31analyze the transcript, right? So, we
8:33take that transcript that our AI
8:35note-taker produced from the discovery
8:37call, and we literally just give it to
8:39Claude. Now, we've built a skill inside
8:42of Claude that takes that transcript and
8:44runs some really deep research to pull
8:47out the pain points and go out on the
8:48internet and find the exact tools that
8:51can fix the pain points that the
8:53business owner mentioned.
8:54But, you could get away with a pretty
8:56simple prompt, right? Feed in the
8:57transcript, prompt Claude something
9:00along the lines of, "Hey, I just had a
9:02call with the business owner. Attached
9:04is the transcript of our conversation. I
9:06need you to go on the internet and
9:07research off-the-shelf SaaS or AI tools
9:11that can fix those pain points." Like,
9:13it's this prompt is pretty much that
9:15simple.
9:16And what Claude is going to do is Claude
9:18is going to catch patterns that you
9:20might have missed in that transcript,
9:22and it's going to pull out pain points
9:24that you didn't think were solvable, but
9:26Claude is actually going to be able to
9:27find a tool that can solve it, right?
9:30And what we do during phase two, kind of
9:32the quality assurance step of phase two,
9:34we don't really just take Claude's
9:36output at face value and then move into
9:38phase three, we're going to review the
9:41actual output, right?
9:43So, for example,
9:45um there's been times where we'll run
9:46this analysis and maybe the client one
9:48of their pain points is they don't have
9:50a way to follow up with their prospects
9:52because they don't use a CRM.
9:53And then Claude will go and prescribe
9:56like Salesforce.
9:57And so, you know, the quality assurance
9:59step is you look at that and you're
10:00like, well, this is a four-person
10:02landscaping business, they don't need
10:03Salesforce. So, I'm going to sub in a
10:06different CRM solution that's more
10:09appropriate for a small business. Does
10:11that make sense as far as like sometimes
10:12you got to make a judgment call and sub
10:13tools in and out?
10:15>> Yeah.
10:17For for phase two, like how important is
10:22how important is things like evals and
10:25context to make sure that the actual
10:28output is you know, not 100% there, but
10:3095% of the way there?
10:33>> Yeah, so that where that's where it
10:34comes down to. Like once you've done a
10:36few of these assessments, you can you
10:39can take the transcripts from ones that
10:40you've done and the the finished reports
10:43from ones that you've done, which is
10:44phase three, and feed those back into
10:47the skill, so that Claude knows what
10:49good looks like, right? So, that's the
10:51thing. With with this assessment
10:52business, the first probably two or
10:54three that you do, the AI analysis is
10:57going to get you, you know, 60 or 70% of
10:59the way there. Like you're definitely
11:00going to have to make a few judgment
11:02calls and substitutions when it comes to
11:04the tools. But by the time you've turned
11:06this into a skill and you're on your
11:07fourth, fifth, or sixth assessment, the
11:10skill's going to be pretty dialed in and
11:12there's plenty of times where I can run
11:14phase two and it's literally copy-paste.
11:17Like I'm like, yep, these are good. I
11:18agree with all these. We can move on to
11:20phase three. Now, with that said, during
11:23phase two, there's two really good
11:25resources that I use and that I
11:26encourage people to use when they are
11:29researching AI tools. One of those is
11:31futurepedia.io,
11:33which is a really big, you know, tools
11:35directory AI tool directory websites.
11:37They were actually just acquired by
11:38HubSpot. Another one is there's an AI
11:41for that.com. So, both of those websites
11:44are just big AI tool directories. They
11:47have thousands of different tools on
11:48those websites and they're a lot of
11:50times they're tagged by by like by
11:54industry. So, it's like, "Hey, I need
11:56you know, my client is a realtor, right?
11:58I need AI tools for realtors." You can
12:00go to there's an AI for that.com and
12:02sort by, you know, real estate tools,
12:04for example.
12:06So, that is phase two in a nutshell.
12:08Does that make sense?
12:09>> Yep.
12:11>> Awesome. So, moving on to phase three.
12:14And now, this is the part that we've
12:15iterated on the most. So, phase three is
12:18where we actually generate the report
12:20and this is the client-facing
12:22deliverable. This is what we send to the
12:24client and this is what we sit down and
12:26review with the client during phase
12:28four. So, when we first started doing
12:31these assessments, we used a tool called
12:33Gamma, gamma.app, to build the report
12:37inside of Gamma. Gamma's great. I've
12:39nothing wrong with Gamma, but once Claw
12:41Design came out, we just found it was a
12:43lot easier to build this report in Claw
12:45Design. So, that's what we use nowadays.
12:47And I'm going to show you guys the the
12:49template and we'll give you a, you know,
12:51the an ability to download that as well
12:53and use it in your own business in a
12:54second, but from a high level, again,
12:57this report it was built in Claw Design.
12:59It's templatized, so we can pretty much
13:01plug and play any new client's
13:03information. And that template contains
13:05a few pieces. We've got an executive
13:07summary where we list out the main pain
13:09points, the main solution that they can
13:11expect to achieve if they, you know,
13:13implement our recommendations. We've got
13:16a priority matrix that we call the
13:18effort versus impact matrix. So, that's
13:21just kind of our framework for showing
13:23them, "Hey, we're this report focuses on
13:26the implementations that are both high
13:29impact and low effort, right? Stuff that
13:32that's easy to implement, but absolutely
13:35moves the needle. We call those quick
13:37wins, and that's why these are
13:39off-the-shelf tools. Like you can
13:40literally just sign up for the tool,
13:42start and you know, start using it, and
13:44then you've gotten the benefit out of
13:45it.
13:46Then we move into the actual
13:47recommendations themselves. So, hey,
13:49these are the actual tools we recommend.
13:52You said you had pain point X,
13:54here's tool Y that solves it, right? And
13:56we just kind of go down the list that
13:57way.
13:59Then we go into a four-day quick win
14:01plan, or sorry, quick start plan.
14:04And the idea behind this is so when I
14:06show you guys this report, it's pretty
14:08simple, like pretty easy to understand,
14:10but there's still clients who are going
14:12to be overwhelmed looking at this
14:14report, right? They're going to be like,
14:15"Oh, this is great, but like uh like
14:17where do I start? I don't know where to
14:18start, so I freeze and I don't do
14:20anything." So, that's the idea behind
14:22the four-day quick start plan, is you
14:25know, that is our way of telling them,
14:27"Hey, on day one, you do this very
14:29simple action. It'll take you 5 minutes,
14:31and then you've got the benefit of that
14:32tool. Day two, same thing. Day three,
14:35day four." So, if they just follow the
14:37four-day quick start plan, which again
14:39should take them no more than 10 minutes
14:41per day, then they will get the vast
14:43majority of the benefit of the report
14:45just in 4 days.
14:47And then lastly, we've got the financial
14:49impact slide. So, that is where we
14:51quantify the exact benefit, the exact
14:54ROI that they are going to get out of
14:57this report, right? Where we tell them
14:59in numbers, "Hey, you paid me $999.
15:02Well, you're going to get X dollars per
15:05month back as ROI from this report every
15:08month from implementing these tools."
15:10And so, I'll show you, Greg, what that
15:12template actually looks like. So, again,
15:14we built this here in KloudDesign.
15:17It's pretty simple. And guys, uh for the
15:19folks in the audience, right? We wanted
15:21to to open source this and give this
15:22away to you guys. Y'all can go to
15:24audittemplate.ai
15:26and download this exact template and you
15:28can plug and play directly into Cloud
15:30Design.
15:31So, again, we start off with a little
15:33title slide, super simple, you fill in
15:35your client name, date, business type,
15:37primary focus.
15:39Then we go into the executive summary.
15:41So, again, this is where we highlight,
15:43just like the really the main one or two
15:45pain points. There's only enough space
15:47for that. The main outcome that they're
15:49going to achieve from implementing the
15:51tools in this report.
15:53Uh a summary of the hours they can
15:55reclaim each week. So, remember, our
15:57guarantee is at least five. So, this
15:59number, 99% of the time is going to be
16:02in the range of five to 10. Like I said,
16:04our average client, this number is seven
16:07hours per week that they can reclaim.
16:09And then we list the primary focus of
16:11this report. Now, I'm going to take a
16:13second to explain what that means
16:15because when it comes to any AI tool or
16:18implementation or automation or anything
16:21we're doing with AI,
16:22it's got to pull one of three levers for
16:25it to be worth our time. It's got to
16:26make us more money, which is
16:28effectiveness, it's got to save us time,
16:30which is efficiency, or it's got to
16:32increase the quality of our product or
16:34service, which is quality.
16:36So, basically, we look at all the tools
16:38that we prescribe and we say, "Okay,
16:40you know, are the majority of these
16:42tools are they going to Which of those
16:43three levers are they going to pull?"
16:45And then that's what we put into primary
16:46focus. So, right off the bat, the client
16:49can look at this executive summary
16:51slide, know exactly what they're going
16:53to get out of it in terms of primary
16:54focus, and know exactly how much time
16:57they're going to get back based on, you
16:59know, the hours they can reclaim each
17:00week.
17:01So, you're with me so far, Greg?
17:03>> I do I am. It's just What I like about
17:05this is, you know, it's the first time
17:07I've ever seen this, but it's so it's
17:10it's like stupid simple. I don't mean
17:12that in like a
17:13>> It is.
17:14>> mean way. I mean that in like
17:17it's so simple that anyone could
17:20see this and be like, "Great. This is my
17:22pain point. I would like to save time.
17:26You know, the outcome of making my
17:27product is better, you know, and
17:29important to me." So, I think what's
17:31really cool about this and your whole
17:33and really like the framework for this
17:35whole I mean, people listening to this,
17:37they don't You don't necessarily need to
17:39start this exact business, right? But
17:41the You know, one takeaway I have is
17:45create an extremely stupid simple
17:49uh output.
17:51>> Yep. As simple as possible. Again,
17:53because a confused mind doesn't buy.
17:56Even though these people are technically
17:57already your clients, a confused mind
17:59doesn't implement. And therefore, a
18:00confused mind doesn't get the ROI. And a
18:03confused mind doesn't upsell, right? So,
18:05we want to make like we've I'm telling
18:07you we've iterated on just this report
18:09piece here 12 different times to try to
18:12make it's like, "Okay, how What can we
18:13delete? What can we simplify? What can
18:16we rearrange to make the ROI so freaking
18:18clear? And to make it so easy to
18:21implement." So,
18:23that's the executive summary slide.
18:25Then we jump into, like I said, the
18:27effort versus impact matrix. So, this is
18:29just our framework. I I don't think we
18:31invented this by any means, but it's
18:33just a way of, you know, explaining to
18:35the clients, like I said earlier, we
18:37focus on this report focuses on the um
18:41the solutions that are both high impact,
18:43they move the needle, and low effort,
18:45they're easy to implement, which is that
18:46top left quadrant which we call quick
18:48wins.
18:50Next, we summarize the quick wins. So,
18:52on this slide, here we have we literally
18:55just have a line that says like, you
18:56know, the one-liner of their pain point.
18:58So, it's like pain point summary, and it
19:00points to tool, right? So, for example,
19:02it might say, um you know, "5 hours a
19:05week in email" points to SaneBox, which
19:08is probably our most prescribed tool for
19:11getting out of email, right? Taking
19:13notes by hand in meetings points to
19:16fathom.ai, right? So, this is just like
19:19the summary of the tools that we're
19:20prescribing.
19:21And then the next slide, which is
19:23recommended solutions, this is the slide
19:26that we This is where we deep dive on
19:28the actual tools and the solutions that
19:30we're recommending. So, when when we get
19:32into phase four,
19:34which is, you know, the review call, we
19:37spend probably 50% of the review call
19:40with the client on this slide. And this
19:42is where we're showing them, again, name
19:44of the tool, pain point that it solves,
19:46the cost of the tool, the setup time,
19:49and how much time it's it's going to
19:51save them, right? So, this is where
19:53we're literally like, "Hey, this is your
19:55pain point. This is the tool. It costs
19:57$10 a month. It's going to take you 30
19:59minutes to set up, and it's going to
20:01save you 2 hours a week." Any questions,
20:04right? And then it's boom, boom, boom,
20:06onto the next. So, again, we're like a
20:07doctor. We're just prescribing. A doctor
20:09that needs no qualifications whatsoever
20:11to do this business model.
20:13So, that is the the recommended solution
20:16slide.
20:17And then again, we get into the four-day
20:19quick wins plan. I think I already
20:21elaborated on that, so we won't go too
20:22much deeper.
20:24And then
20:25this is the what comes after quick wins
20:28slide, and I actually didn't have that
20:30in my diagram. This I'll touch on this
20:32real quick. This is where we kind of tee
20:35up any upsell opportunities, right? So,
20:37going back to the effort versus impact
20:39matrix, you'll notice the top right
20:42quadrant, we have it called major
20:44projects. So, these are those solutions
20:47that we, you know, from the discovery
20:49call we identified, but there's not
20:51really like an off-the-shelf tool that
20:52can just fix it right away. These are
20:54the These are the implementations that
20:56are both high impact, they move the
20:58needle, but they're high effort, right?
21:00It's more than just, "Hey, install this
21:02tool." It might be, "Hey, we need to
21:04build a dedicated agent for this." Or,
21:06"Hey, you actually need a knowledge base
21:08here, right? Or something along those
21:09lines. So, we take those major projects
21:12and we put those into the what comes
21:14after quick win slide. So, this is where
21:17we're teeing up the upsell for the
21:18client. Cuz when we start talking about
21:20these, naturally the next question is,
21:23oh, well, can you help us do that?
21:25Right? So, we're kind of planting that
21:26seed in their mind early. Then we've got
21:28the financial impact slide, where we
21:30show them the true monthly net ROI,
21:32which is their weekly time returned
21:35multiplied by their hourly rate,
21:37uh minus their monthly tool cost, right?
21:41And the average cost of the tools that
21:43we prescribe for clients is about $60 a
21:45month. So, again, on average, they're
21:47able to save 7 hours a week in return
21:50for $60 a month. That's an insane ROI.
21:53And most business owners' time is worth
21:57hundreds of dollars per hour, in many
21:59cases thousands of dollars per hour.
22:01You're talking about a monthly net ROI
22:03that is always in the four-figure range,
22:06always. Sometimes in the five-figure
22:07range. And that's if they implement what
22:09we're telling them here.
22:11>> Mhm.
22:12>> And then lastly, this is just our next
22:13steps, which is usually just, hey, you
22:15know, implement the four-day quick win
22:17plan and book your review call, which is
22:19phase four, which we'll get into next.
22:21So, any questions on the actual report
22:23itself, Greg?
22:25>> I just I got to think that a lot of the
22:27recommendations are going to be using
22:29like the big boys, you know, like
22:31Anthropic, Google, OpenAI. So, how
22:36how often are you actually recommending
22:39more niche tools? And am I wrong about
22:42that, you know?
22:44>> Yeah, so, you'd be surprised. I mean,
22:46there are so many software tools out
22:48there. And And that's the funny thing,
22:50too, is like a lot of what we're
22:51recommending are literally just SaaS
22:53tools. Like, there's no AI involved at
22:54all, right? It's just a SaaS tool that
22:56the business owner didn't know existed.
22:58A lot of times that's what they need
23:00because they just didn't know it
23:01existed. Now, many times to your point,
23:04it's like, "Oh, well, you know, you're
23:06doing XYZ workflow that's clearly a
23:08bottleneck for you. The best solution is
23:11just to turn that into a Cloud Skill,
23:12right?" And so, a lot of what we
23:14prescribe is, you know, Cloud Skill for
23:17this very specific workflow.
23:19Realistically, it might take them 20 to
23:2130 minutes to build, but most business
23:23owners have never built a Cloud Skill,
23:26which leads itself perfectly into our AI
23:29concierge upsell, which is what we'll
23:31get into later on in the episode, which
23:33is like literally tailor-made for that
23:35exact use case, and we'll talk about
23:37that here shortly.
23:40So, phase four is the review call,
23:43right? This is where, so, you know,
23:45we've we've done the report, we've done
23:46the discovery call. Usually, we email
23:49the report to the client before the
23:50review call just so they have time to
23:52review it before the call, and then we
23:54get on another Zoom with them, usually
23:56about 30 minutes. And this is where all
23:58we're doing is we're screen sharing the
24:00report that I just showed you, and we're
24:03just walking them through each
24:04recommendation. Like I said, "Hey, you
24:06have this pain point, you need this
24:07tool."
24:08And then we ask the three closing
24:10questions. We say say things like,
24:12"Well, you know, of these
24:13recommendations, which is the most
24:15urgent for you?"
24:16And then, "Hey, do you want to do this
24:18yourself, or would you like my help in
24:20implementing some of these solutions?"
24:22And then lastly, "What's your timeline?
24:24Like, are these are these pain points
24:25like killing you, or is this something
24:27that, you know, you could you could live
24:29another 60 days with these issues in
24:31place?" Right? So, by asking those
24:33questions,
24:34Greg, 50, sometimes even 60% of the
24:36time, these people want implementation.
24:39They're like, "Hey, this is great. These
24:41are awesome, you know, I but I have no
24:42idea how to build a Cloud Skill. Can I
24:45just hire you to coach me on it, or can
24:48you just come and build it for me?"
24:50Right? And that is the entire assessment
24:52flow beginning to end, which leads us
24:55into the upsell menu, which we'll talk
24:57about next. So, any questions on the the
25:00assessment flow that we just talked
25:01about?
25:02>> I mean, I think the beauty of just
25:03audits in general is like you're getting
25:05paid
25:07to upsell them more services, you know?
25:12So, what you could be doing once you are
25:15can you know, once you have a very solid
25:18system and once you're you you know, you
25:20you believe in the in the service and
25:22and all these things and you're ready to
25:23scale,
25:25you could take $200 of that thousand and
25:28put that into meta ads and start
25:31acquiring customers, you know? And then
25:33you're creating the holy grail of lick
25:37you know, self-liquidating funnels where
25:40you're basically getting paid to
25:44get people to buy your service and it's
25:47a beautiful beautiful vending machine.
25:50>> Exactly. Yep, and that's why again, ever
25:52since like doing this business and and
25:55really focusing on these assessments,
25:57I've become
25:58I've become um you know, I'm I'm a big
26:00believer in assessments as like a what
26:03you know, tripwire offer a foot in the
26:04door offer or whatever you want to call
26:05it because again, your client is
26:07literally paying you
26:09to uncover opportunities for them to pay
26:11you more. Like that's that's what a good
26:13audit does.
26:16So, let's talk about next the you know,
26:18the expansion menu, the upsell menu,
26:20whatever you want to call it. I've got
26:21here in my diagram $9.99 is just the
26:23door, right? It's totally just the foot
26:25in the door. So, it's like all right,
26:26we've got a we did an assessment for a
26:28client. We we showed them what was
26:30possible. What is it that we can sell
26:32them next? Well, there's five, really
26:34six different things that we can upsell
26:36them after the fact.
26:38One of them is what we call a process
26:41redesign or sometimes called process
26:43optimization. And this is something that
26:45I have sold to clients before. We've
26:46sold this a couple of times. We The ones
26:48we've sold, I think we sold one for 3K
26:50and one for 3500.
26:52But this is where like literally all
26:54we're doing with the process redesign uh
26:56uh
26:57project is we're just fixing a broken
26:59process. We're not automating it. We're
27:02not implementing AI. We are just taking
27:04a process that is 16 steps and making it
27:07seven, right? So, for example, one of
27:10our process redesign clients, this was
27:12an e-commerce seller that had a workflow
27:14where he was uh monitoring his ad spend
27:17on Amazon every week and it was taking
27:20about 10 hours a week. And what he he
27:22came to us and he's like, "I Guys, I
27:24just want to automate this. I just want
27:26to hand this off to AI and be done with
27:27it." And we were like, "Whoa, like
27:29before you automate this, we've got to
27:31fix this process first. If we just go
27:33and throw AI at your existing process,
27:36it is going to fall apart." So, again,
27:38we signed him on a deal to literally
27:40just fix the process. And we process
27:43mapped the the current process as it
27:45stood today, and then the deliverable
27:47was the future state process. Hey, here
27:50is the blueprint. Here's what the
27:51perfect process is going to look like.
27:54And by the way, if you want to if you
27:55want us to automate the the new process,
27:58that's a separate engagement. Does that
28:00make sense?
28:01>> For sure. Yeah. Crystal clear.
28:04>> So, that is a process redesign. Now, the
28:07next uh thing on our upsell menu is just
28:10like your simple everyday automation
28:13build, right? And this is your like your
28:15Zapier flows or your make.com flows or
28:18your n8n flows. Th- This is ideal for
28:21processes that where there's a very cut
28:24and dry input, there's a very cut and
28:25dry output, usually just like one to
28:27three steps where, you know, a Claude
28:30skill or like a a Claude workflow a lot
28:32of times is overkill. So, I'll give you
28:34an example. We had a client for for a
28:36simple Zapier build where they're
28:38wedding venue uh rental business. Their
28:42their operations manager, every time
28:43they got a new client, she had to go
28:46into Asana and duplicate a bunch of
28:48Asana items. Like a project, you know,
28:51deliverables, tag people like but it was
28:54the same process every time.
28:56And so we were like, well, we could
28:57let's just go into Zapier and make that
28:59a Zap, set it up one time and guess
29:01what? As you scale, as you grow your
29:03business, that's a process that's going
29:05to scale with you. And we charged them I
29:06think like $1,500 for that. And we I
29:09think she was spending maybe 30 minutes
29:11a week on that on average, which doesn't
29:14sound like a lot, but this is a business
29:15that's growing pretty well. So, you
29:18know, 30 minutes a week today is going
29:19to be 2 hours a week a year from now.
29:22So, pretty pretty useful build for them.
29:24And again, that's like you don't need to
29:26be a genius to know Zapier. Anybody
29:28could build that after watching, you
29:29know, 2 hours of YouTube videos.
29:31So, that's another option there.
29:33>> Or just asking Claude what to do, you
29:36know?
29:37>> Yeah. Yeah, and like theoretically that
29:39could have been a Claude skill, but that
29:40was that was actually early on. Like I
29:42mean, skills were a thing, but we just
29:44we weren't that deep into that world at
29:45that point. But yeah, that I mean,
29:4890% of the time the answer is a Claude
29:50skill, I will say.
29:52And so, uh the other thing on the upsell
29:54menu, and this is one of my favorites,
29:57is what we call a knowledge system. And
29:59so, I'll give you an example of a
30:00knowledge system that we built. So, one
30:02of our clients is a business broker. He
30:04sells businesses. And he he'll get, you
30:07know, six to eight listings per year,
30:09cuz these are high dollar value, low
30:11volume, um deals.
30:13And every time he goes to list a new for
30:16sale, he said this is his words, he gets
30:19four to 500 emails from interested
30:22buyers all asking him the same five
30:25questions. Like,
30:26"Hey, what's the EBITDA? Hey, you know,
30:28how long have they been in business?"
30:29Like literally the same questions. And
30:31he's like, "Corey, I'm I'm sick of it.
30:33Like I'm spending all my time answering
30:34these same five questions. What can we
30:36do to where AI can help with that
30:38process?" And I was like, "Well, why
30:39don't we we build a custom GPT
30:42that's trained on the marketing package
30:45for that specific listing. And instead
30:47of giving out your email to interested
30:49buyers, we send them the link to the
30:51custom GPT. So, we did exactly that. We
30:54literally took his most recent listing,
30:57trained a custom GPT on it, and then
30:59gave the link to both the seller of the
31:02business to verify that everything was
31:03accurate, as well as potential buyers.
31:06And just last week he emailed us and
31:08said, "Hey, thought you might want to
31:10see some feedback from both sides of the
31:12of the deal in this case. Both the
31:14seller and the buyer said something
31:16along the lines of, 'Hey, this is like
31:18the most interesting experience we've
31:20ever had when it comes to buying or
31:21selling a business. You're way ahead of
31:23the game.'" So, it made him look really
31:25good, right? And it pulled two levers
31:28that we mentioned earlier of ROI.
31:30Efficiency, now he's not having to
31:32answer 500 emails, he's having to answer
31:34zero. And quality, his buyer and his
31:38seller now having a much higher quality
31:40of service, right? So, that's one of my
31:42favorite examples. I use that all the
31:44time, and that's an example of a
31:45knowledge system there.
31:47>> And custom workflows is
31:50>> Custom workflows again is is very
31:52self-explanatory. This is when you're
31:54just going in and building, you know,
31:56hey, a business has a a proprietary
31:57process that's very specific to how they
31:59do business. Almost always that's a
32:01cloud skill, right?
32:03>> Yeah.
32:03>> I have prompts here. This is a little
32:04outdated. It's skills plus, you know,
32:07reference files at that you set up for
32:09the business. You, you know, you train
32:11their team on it, and then you let them
32:13plug and play. And then there's even,
32:15you know, you could even bake in a
32:17recurring revenue component there
32:18because businesses operations change all
32:21the time. Like, hey, you can pay me
32:23three grand to come in and build a set
32:25of skills for your customer onboarding
32:27process, for example. But what happens
32:29six months from now when you get a new
32:31tool or that process changes, right? You
32:34could be paying me uh monthly or
32:36quarterly or however often we set that
32:38up to maintain that for you and to
32:40update that skill as your processes
32:42change. So, that's really all a custom
32:44workflow is.
32:45>> Yeah, that's one thing I notice about
32:47all these is they're one-time fees. So,
32:50have you ever
32:51considered it's $400 a month or $1,000 a
32:54month and you get XYZ deliverables?
32:58>> Yeah, so we we have and that's actually
33:01something so this I saved my favorite
33:03upsell for the very end and that is one
33:05that I'm currently implementing today to
33:07to get recurring revenue. So, we'll talk
33:09about that and for sure like for all the
33:11ones that we mentioned
33:13you can get super creative and for
33:15example, you know, if you find a client
33:17that has a big need for knowledge
33:19systems, you could build a retainer out
33:21of it. You could say like, "Hey, for
33:23three grand a month, I will build you up
33:25to two knowledge systems per month,
33:28right?" Or, you know, whatever. You can
33:30get super creative or for
33:32another client, "Hey, for two grand a
33:34month, I will build you up to three
33:37automated workflows per month, right?"
33:39So, you can build a retainer around any
33:42any way that you see fit. It really just
33:43depends on how big is the client and
33:45what is their needs look like.
33:46>> And also like
33:48it's easier to sell monthly if you've
33:52built trust and confidence with them.
33:54So, sometimes you have to do
33:56a little
33:58like show them. You have to show them,
34:00"Hey, I could build the skill here. Oh,
34:01it's starting to work. Okay, you want
34:03more of these? Well,
34:05you know, for $1,000 a month, I can give
34:06you two of these. You know what I mean?"
34:08>> Yep. Well, and that's the beauty of the
34:10assessment, too, right? Like these We're
34:12not pitching these cold. Like these are
34:13people that are already clients. So, it
34:17it's a lot easier to pitch
34:19you know, a $5,000 Claude skills pack to
34:22somebody who just paid you $1,000 than
34:25it is to pitch that to somebody that is
34:27like cold traffic off a Facebook ad, for
34:29example, right? And another just side
34:32note, I forgot to mention this, but one
34:34thing that I love to do, now I I usually
34:36don't lead with this cuz I I don't want
34:38to do this if I don't have to, but a
34:40really good way to get an upsell over
34:42the finish line and get a prospect off
34:44the fence
34:45is if you already did an assessment for
34:47them for $999, you could say, "Hey,
34:50how about I just credit the $999 you
34:53already paid me towards the
34:56implementation, right? So, instead of
34:575K, it's 4K." So, basically the
34:59assessment is free. Like, that works so
35:02well. And what I really like to do is
35:04mark up the upsell an extra thousand
35:06dollars and credit the assessment
35:08towards it regardless. So, that way I'm
35:10still making the same amount of money,
35:12but psychologically they feel way better
35:14about it cuz they're like, "Oh, I'm
35:15getting a thousand dollars off."
35:17>> Or actually you're making a dollar more
35:19cuz you're
35:19>> Yeah. Yeah. Technically it's profitable.
35:21>> Yeah.
35:22>> [laughter]
35:22>> Yeah.
35:24Yep. But that's that's like one of my
35:25favorite strategies for sure.
35:27>> Cool.
35:28>> And then so lastly, we've got like a
35:30full implementation. So, that's what I
35:32consider any number of any combination
35:35of things we already mentioned on this
35:36list. Like, hey, maybe a client needs,
35:39you know, two processes fully
35:40redesigned, they need a couple of Cloud
35:43Skills, and they need you to build them,
35:45you know, a Zapier workflow. That might
35:46be a $8,000 package, for example, right?
35:49So, full implementation is kind of all
35:51the above.
35:53>> So, the big question people are going to
35:54have is, "Okay, this sounds great, but
35:56how do I actually find customers to sell
35:59to if I don't have an audience, if I
36:01don't have capital?"
36:04>> I'm I'm way ahead of you. So, that's
36:05exactly what we're getting into next,
36:07and that is hands down, not even close,
36:09the most common question I get by far.
36:12>> Yeah.
36:12>> So, we're going to go into seven methods
36:14that people can implement to find
36:17clients, again, that require no capital,
36:18require no audience of any kind.
36:21And these are all like I think these are
36:22pretty unique. Like, these aren't just
36:23the ones that you're going to hear about
36:26from anybody or that you're the Cloud is
36:27going to tell you. So, the first and
36:29this is one that I'm actively
36:31implementing. I have an AI meetup in my
36:33town that I'm hosting scheduled for July
36:3529th. And this is where, just like I
36:38said, you go and you host a local AI for
36:42business meetup, right? That's how you
36:44position it. So, the idea here is, you
36:47know, if you host this meetup, you go to
36:49a co-working space, you partner with
36:51them, you say, "Hey, I'm going to bring
36:5230 local business owners into your space
36:55to get to get exposure for your space.
36:57Can I have your conference room for an
36:58hour for free?" Right? So, you can kind
37:00of go and barter with a co-working
37:01space. And the idea is you're the one
37:04putting this this meetup together. So,
37:06you're automatically perceived as the
37:08expert. And what we do is we show up,
37:11network for 10-15 minutes, we give a
37:1320-minute presentation,
37:15literally about how to use Claude,
37:17right? Like, that seems to be the hot
37:19topic that most business owners, it's
37:20like simple enough for them to
37:22understand, but advanced enough to kind
37:24of wow them, if that makes sense.
37:27And then we, you know, we work the room
37:29and we collect contact information from
37:31everybody at the door, and we follow up
37:33within 24 hours offering the assessment.
37:37So, that's something that I kind of
37:38equate this strategy to SEO. Like, are
37:41we going to get a client at our first
37:43event on day one?
37:44Maybe, but more than likely the clients
37:47from this are going to come, you know,
37:49from our third, fourth, fifth, sixth
37:50event. Same way with SEO. Is that going
37:53to drive clients on month one? Probably
37:55not, but on month 5, 6, 12, 16,
37:58absolutely. So, my plan for the AI
38:00meetup is to turn this into like a local
38:03event, really an event brand, where I'm
38:05the leader, I'm running this every
38:07single month, and it's going to bring a
38:08lot of local business owner leads into
38:11my ecosystem for this offer.
38:14Next, we've got door knocking, right?
38:17And I know people hear this and they
38:19they're they shut off, they cringe,
38:20they're like, "Oh my god, I can never."
38:22Guys, first of all, door knocking is the
38:24single best way to learn sales, period,
38:26full stop.
38:27Second, I had a guy DM me on Instagram a
38:29couple weeks ago saying, "Corey, I heard
38:32you on another podcast. I heard you talk
38:34about door knocking. I went to 30 local
38:37service businesses in my town. I asked
38:39to this I asked to speak to the manager
38:41or the owner. Of those 30, I had I set
38:45up five meetings, and of those five
38:47meetings, two of them became clients."
38:49And I'm like, that's literally how it
38:51works. He's the only person. There was
38:53like 150,000 people heard me talk about
38:56that on that podcast. He's the only
38:58person that did it, and it worked. And
39:01because it works, right? Like if this is
39:03a method where if you need a client
39:04today, you go knock a door. If you need
39:07a client this week, you go knock a door,
39:09right? This is like the opposite of the
39:11AI meetup in the sense that the results
39:13are pretty much immediate. But again,
39:15nobody's going to do it. Like if if
39:17somebody listening to this goes and
39:19knocks a door and gets a client from it,
39:21cuz it works, send me a DM or send Greg
39:24a DM and tell us that you did it, cuz
39:25I'd love to retweet you, spotlight you.
39:27This is the type of stuff I love. Like
39:29these people that knock doors are built
39:31so different. I've knocked hundreds, if
39:32not thousands, of doors in my life, and
39:34it's great.
39:36Next is LinkedIn DMs, right? And these
39:39are not the cringe like AI spam slop DMs
39:42that you get probably every time you log
39:44on LinkedIn. These are the ones where
39:46you're targeting, again, local business
39:48owners in your city or town.
39:51And you're probing. You're asking about
39:52pain. You're asking about how are they
39:54currently using AI in their business.
39:56We're not pitching in message one.
39:58That's the quickest way to never get any
40:01success from cold DMs, right? So again,
40:03I might go find, you know, Joe, the
40:06owner of the HVAC company who's on
40:07LinkedIn, and I might send him a message
40:09and say, "Hey Joe, my name's Corey. I'm,
40:11you know, I I probably live somewhere
40:12down the street from you. Um very
40:14curious about how you're using AI in
40:16your business. Would love to give you
40:18some free feedback on ways that I think
40:20you could implement AI. Like it could
40:22just be that.
40:23>> Like why not just take your phone out
40:26and be like just yap for 30 seconds. I
40:29love the idea of like I probably live
40:31down the street from you. That's a
40:32really good hook.
40:33>> Yeah. And and you I think on LinkedIn I
40:36think you can send voice messages on
40:37LinkedIn, too. Um you know, Loom's work
40:40well for this. Like again,
40:42I love these methods because these are
40:44all things that 99% of people will not
40:46do. So, the competition for these
40:48methods are so low. And the people that
40:51do do them will do them for 3 days and
40:53then quit. So, this is the stuff if you
40:55hang in there for 7 days, you're in the
40:57top 0.001%.
40:59Right?
41:01Now, the next method is doing free
41:03audits or free assessments for the
41:05people in your network. So, everybody
41:08listening to this podcast knows other
41:10business owners, whether it's from their
41:11gym, from church, you know, other
41:15parents of their kids' friends, right?
41:17Whoever.
41:18All it takes is a quick text message to
41:21that person and say, "Hey,
41:23I'm I'm getting into the AI services
41:24world. I'd love to spend 15 minutes with
41:27you completely free of charge and just
41:29show you one way that AI could benefit
41:31your business. Would you be open to that
41:33meeting?" Right? And the mini audit as
41:37kind of a lead magnet is something I
41:38preached a bunch. If we can kind of
41:40dangle that carrot in front of people,
41:41"Hey, I'll show you one way AI can help
41:44you. I'll prescribe one tool that you
41:46could use that's AI powered. Well, and
41:48if you want the full assessment, right?
41:50That's the upsell.
41:51>> Yeah.
41:51>> So, that's a really good way to get in
41:53the door.
41:53>> One way to frame that that makes it
41:55irresistible to people is you just say
41:59worst case scenario, you learn one or
42:02two tools and learn how to use them that
42:05you never heard of. Best case, you have
42:08a partner who can, you know, build
42:09skills and do all this AI stuff that
42:11you've probably
42:14you know, been on your to-do list, but
42:16you haven't gotten to it. So, if you
42:17like frame it as the worst case, they'd
42:19learn something, then I find that's
42:22super super
42:23impactful.
42:25>> Yeah, that's a really good point. It's
42:27like I I love
42:29I love that line of, especially when
42:31doing cold outreach, it's like, "Hey, at
42:33the very least, you're going to get
42:35XYZ."
42:35>> Exactly.
42:36>> And as long as XYZ is not, you know, XYZ
42:38is usually like a pretty decent outcome
42:40for them, then they're going to be like,
42:42"You're right, I have nothing to lose."
42:45Awesome.
42:46So, next up we've got agency partners,
42:49right? So, again, most people listening
42:51to this, you probably have an insurance
42:53agent, you probably have a an
42:55accountant, you probably know a
42:57marketing agency owner or a coach or a
42:58consultant. Guys, all of these service
43:01professionals, think about how many
43:02clients they have that are also your
43:05ideal client. And also think about how
43:08many of those clients are coming to them
43:10asking them questions about AI. And if
43:12they don't have a way to answer
43:14intelligently or they don't have someone
43:15to refer them to, it makes them look
43:18bad. So, by simply going to these
43:19professionals and saying, "Hey,
43:22I'm in the AI space. I would love to
43:24help out any of your clients that have
43:25any AI-related questions. I will happily
43:28send you a a referral fee if I end up
43:30working with anybody that you send my
43:31way." Pretty much that simple, but the
43:34key there is follow-up, right? You're
43:36not going to get like a an A1 referral
43:38partner from one outreach attempt.
43:40Usually it takes following up every two
43:42to three weeks saying, "Hey, any of your
43:44clients ask about AI lately? Would love
43:46to act as a resource. Happy to meet
43:48anytime." Every two or three weeks,
43:50you're going to get referrals if you
43:52just keep that up.
43:53>> You can even
43:54you can even say like, "Hey, we can do
43:56like a co-branded
43:58workshop
44:00>> Yeah.
44:00>> together, where say you're a tax
44:03accountant. It's like, how do you use
44:06AI to be more um um
44:11you know, optimize your finances. And
44:13it's like brought to you by Corey and
44:16the tax accountant firm, you know. So,
44:19they're they're staying top of mind.
44:20They're producing value for their
44:22customers.
44:23And you're getting access to their
44:26customer base.
44:27>> 100% And you know, what I love about
44:30this is
44:31if you were smart, you would combine
44:33method five agency partners
44:35>> Mhm.
44:35>> with method one AI meetup. You would go
44:37and find And this is what I did for my
44:39first meetup that I ran back in January.
44:41I partnered with a local realtor who was
44:43super plugged in. She knows everybody in
44:46Charlotte, right? And I went to her and
44:48I said, "Hey, let's do an AI for
44:50business meetup in your office. You can
44:53invite your clients and your other
44:55realtors and it can be basically a big
44:57free AI enablement session for them."
45:00And she loved it and we did it and I got
45:02a client out of it. So, that that works
45:05really, really well.
45:07>> Cool.
45:07>> Next, uh this is one of my favorite
45:10methods. There's a guy in my community,
45:12Dennis, who's crushing it with this. He
45:14did one of these this week. So, this is
45:16your This is the AI office hours play.
45:19So, this is where you go and you
45:21approach a co-working space and you say,
45:23"Hey, you've got, you know, 20, 30,
45:26however many people in your co-working
45:27space. I would love to just come into
45:30your space once a week for an hour and
45:33just offer myself as a resource to your
45:35tenants. Any AI-related questions they
45:37have, I will be just sitting there
45:39working on my laptop and they can just
45:41come up to me and ask any AI questions
45:43they have, right? This works so well
45:46because
45:47it's a win-win for everybody involved.
45:49The co-working space gets a huge value
45:52add that they can offer to all their
45:53tenants. The people in the co-working
45:56space obviously get value because
45:58they've got an AI expert that they can
45:59come and just get free consulting with
46:01for an hour and you get value because
46:04you're literally plugging directly into
46:06your ICP. Everybody in that office is
46:09probably a potential client for you. And
46:11if you do a good job and help them and
46:13answer their questions, naturally they
46:15are going to want more. They are going
46:16to want to hire you. And a perfect
46:18example of this, like I said, a guy
46:20named Dennis in my community hosted one
46:22of these this week. So, and he took it a
46:25step further. So, he reached out to I
46:27think like 10 different co-working
46:29spaces, got two of them to agree.
46:32And before the first one that he hosted
46:34this week, he door knocked a bunch of
46:37local businesses and restaurants and
46:39said, "Hey, can I have some free gift
46:41cards to give away at this co-working
46:44office hours as a way to, you know, get
46:47more people in your door." He got $175
46:50of free gift cards from local businesses
46:53that he used as a carrot to get people
46:56to show up to office hours. He got 11
46:58people to show up to the first office
47:00hours. Two of them he has follow-up
47:03calls set up with. And I guarantee you
47:04at least one is going to be a client.
47:06So, that's a way to combine office hours
47:10with door knocking and just generally
47:12being a beast, right? Like, I love that
47:14initiative so much. So, that works
47:16really, really well.
47:18And then lastly, oh, go ahead.
47:21>> Yeah, no, lastly. I mean, post your win.
47:22I mean, pretty self-explanatory, right?
47:24You're basically
47:26as you're going about life, you're just
47:29documenting either by creating short
47:31videos, posting on X, images, stuff like
47:35that. And, you know, you're just trying
47:37to build in public as they say.
47:40>> Exactly. Yeah, and again, not to go too
47:42deep into this one, but the one point I
47:44want to make here is, you know, a win
47:46doesn't need to be, "Oh, I saved this
47:47person 40 hours this month." Like, a win
47:50is literally, "Hey, this person texted
47:52me a question about ChatGPT and I gave
47:54them a really good answer and this is
47:56This was their question and this is what
47:57I said. Like, a win to you is probably a
48:00lot less significant than you realize,
48:03and people can benefit from a lot of,
48:05you know, any sort of AI expertise or
48:07or, you know, {quote} {unquote} wins you
48:08might have.
48:09>> And I think, I mean, people listening to
48:11this know about building in public and
48:14why it's important. I think what's hard
48:15about it is, especially in the early
48:18days, like, you just don't have that
48:19much You don't have that many wins. You
48:21don't have that much to say, {quote}
48:23{unquote}. So, you have to
48:27you know, manufacture a little bit of it
48:29and just and just think, "Okay, how can
48:31I create content that's highly valuable
48:33for for my ICP?" And it might be, for
48:36example, you know,
48:39uh
48:40the one ChatGPT prompt you need to see
48:42today, you know, and that's what it is.
48:45And you're just like, "For, you know, 90
48:46days, I'm going to I'm going to
48:49release a a prompt that I think is super
48:52valuable, and the results I'm going to
48:53create a carousel, and I'm going to
48:55stick to it."
48:56And hopefully, by the end of the 90
48:58days, you know, as I'm getting clients,
49:01as I'm doing assessments, as I'm
49:03building this, you know, business, I I
49:06start getting real results, right? I
49:08start getting real texts from people
49:10being like, "I implemented this." And
49:12then that's when you can layer on some
49:13of that stuff.
49:15>> Right. 100%. So, those are the seven
49:18ways to find clients. And then, last but
49:20not least, this is my very favorite
49:22upsell of them all, right? And we'll
49:24kind of uh we'll kind of go through this
49:26rather quick, but it's it's an impactful
49:28offer. This is what I call uh my AI
49:31concierge offer, right? This is
49:33done-with-you consulting. And this is a
49:35method that I'm currently using to make
49:37over a thousand dollars an hour
49:38consulting with business owners.
49:40When I came up with this offer, again, I
49:42didn't know if anybody was going to buy
49:44this, so I started just telling
49:46everybody I talked to about it.
49:48Of the first six people that I told
49:50about this offer, I closed five of them
49:52and generated where I'm at 8K I was at
49:548K MRR in the first 10 days. And I kept
49:57raising my price for everybody that said
49:59yes, and people kept saying yes. So,
50:02there was clearly a demand here and I'll
50:04I'll explain to you exactly what that
50:05is. So,
50:08the offer, right? This is how we create
50:10monthly recurring revenue because it's a
50:12retainer where the client pays you every
50:14single month. So, the offer in a
50:16nutshell is I'm doing two 45-minute
50:19calls per month with the client where
50:22I'm literally just on a Zoom call with
50:25them. They are sharing their screen and
50:27I am helping them use Claude co-work and
50:29build Claude skills. That is it, right?
50:33So, again, from the assessment, the
50:35assessment might have uncovered
50:36opportunities for them to build skills
50:38or workflows for them to automate. It's
50:40such an easier upsell to say, "Hey,
50:42well, if you want me to do it with you,
50:44I can be your in-house AI concierge and
50:47twice a month we can do working sessions
50:49to build this stuff together." And
50:50that's, you know, when I started it at
50:5212 the first person I quoted at 1,200 a
50:54month, the next two at 1,500 a month,
50:57the uh fourth at 1,800 a month, and then
51:00the fifth at 2,000 a month. And so,
51:02that's my current client roster. And
51:04think about it, if you're if they're
51:06paying you 1,500 a month for two
51:0845-minute calls, your effective hourly
51:11rate is $1,000 an hour,
51:12>> Yeah.
51:13>> right? So, that's how I mean, I I'm not
51:15a big fan of trading my time for money,
51:18but for $1,000 an hour I'm willing to do
51:20it, right? And I think most people would
51:21agree.
51:22>> Yeah. I think
51:24uh one one interesting strategy here is
51:26on your website on your landing page for
51:29this offer, what you can do is say like
51:31four spots only uh at $800 a month and
51:35then it goes to $1,200 a month and then
51:37four spots there and then it goes to
51:38$1,600 a month. So, you want to
51:40when you're thinking about creating any
51:42offer in a service-based business, I
51:45mean, you know, well, in product
51:46businesses, too, but specifically with
51:48services,
51:49there needs to be some sense of urgency,
51:51or else people really don't do anything.
51:54You The beauty about this business is
51:56there is some inherent built-in urgency
51:59in the sense that AI is on everyone's
52:01minds right now, but you still need them
52:04to pull the trigger to hire you
52:06specifically as that person. Sometimes
52:08it's because they're like, "Corey, he's
52:10the best." Or sometimes it's like, you
52:13know, "Corey, I met him at this meet-up,
52:15and like I trust him." But sometimes
52:18it's, "You know what?
52:19$800 a month feels like a fair price for
52:22these sets of deliverables. I'm going to
52:25go do this, and I don't want to pay
52:26$1,200 a month." So, that's just a
52:28little tip for people.
52:30>> 100%, and something I've said repeatedly
52:32is that, you know, I have a lot of other
52:35stuff going on other than just this AI
52:37concierge offer. So, I have five clients
52:39right now, and I'm legitimately capping
52:41it at six. So, every You better believe
52:43every time I get on a sales call with
52:44people, I tell them, like, "Guys, I'm
52:46taking one more client for this offer,
52:48and I have two other calls this week
52:51with people interested. So, like, if you
52:53say no today, and one of them says yes,
52:56I promise you I'm not working with you
52:58until one of my other people turn." And
53:00like, you have to hold that obviously
53:01has to be legitimate scarcity, which it
53:03is for me. So, that's that's just a
53:05really good point. Now, so again, the
53:07offer, two 45-minute calls a month, all
53:09we're doing is is building Claude's
53:11skills. That's literally all we're
53:12doing. Um in between calls, another
53:15piece of the offer is they get unlimited
53:17Voxer access to me with a
53:1912-business-hour response time. Now,
53:22what I want to specify here is that this
53:24it sounds like a lot. So, well,
53:26are they
53:27They're probably going to be hitting you
53:28up 24/7. Guys, you get almost no
53:31messages. Like, it's shocking. It's
53:33very, very high perceived value, cuz
53:35when you're pitching somebody, they're
53:37like, "Oh, great, I have this guy on
53:39call to answer any questions I want
53:41anytime." The reality is of my five
53:43clients, only three of them have
53:45messaged me and they have messaged me
53:47once each over the last about two and a
53:50half months. So, the Voxer workload is
53:53virtually zero, but very high perceived
53:54value.
53:56So, that's the offer, right, in a
53:58nutshell. What do we actually do in the
54:00sessions? Like I said,
54:02the bulk of the sessions is spent
54:04teaching them how to use Cloud Co-work,
54:06helping them build Cloud skills. Now,
54:08the only thing that differs is on the
54:10very first call because most clients
54:13have not ever used Cloud Co-work before
54:15or if they have, they never like set it
54:17up properly. We actually built a Cloud
54:20plugin that we give to the client that
54:23just walks them through a guided
54:24onboarding. So, on that first call, I
54:26tell them, I'm like, "Hey, this first
54:28call, we're not building anything. We're
54:30setting the foundation. I'm going to
54:32send you this plugin. I'm going to
54:33hand-hold you through this onboarding.
54:35And on this onboarding, we are going to
54:38connect your tools. We are going to
54:40create your context files. We're going
54:42to create your global instructions. I'm
54:44going to show you what a scheduled task
54:46looks like. And I'm going to show you
54:48what a skill does. That's all we're
54:50doing on call number one. So, that way
54:52every call after that is 10 times more
54:55effective cuz we built that foundation.
54:57And again, every call after that, all
54:59we're doing is we're looking at their
55:01workflows and saying, "Okay, you know,
55:03you're currently doing onboarding like
55:04this. We're going to run what I call AOA
55:07on every one of their tasks. Audit,
55:09optimize, automate." So, audit, show me
55:13how you do it today. They walk through
55:14it. Optimize, let's cut the fat. It's 13
55:17steps, let's make it seven. Automate,
55:20let's turn it into a Cloud skill. And
55:22it's rinse, repeat for every one of
55:23their workflows as long as they're a
55:25client.
55:26Does that make sense?
55:27>> Yeah, for sure.
55:29>> So, that is what we cover in the
55:31sessions. And then, what makes it feel
55:33like a premium engagement? Well, before
55:36the first call, we send them uh a Google
55:38Form, which is an onboarding form, which
55:40is almost like an additional mini audit.
55:43But the the point there is we ask them
55:45more pointed questions, right? We're
55:47saying, you know, what 90 days from now,
55:50what would make this engagement feel
55:51like a win? And that's when they give
55:53you a very specific answer. And Greg, of
55:55my five clients, I think four of the
55:57five we have already achieved their
55:5990-day win, and it's been about 60 days.
56:02And really, we for a few of them, we did
56:04it in less than 60 days.
56:05>> And then you remind them that You're
56:07like, "Oh, hey." Then you remind them,
56:09you know, you're like
56:10>> Exactly.
56:11>> You know,
56:12"Hey, when you when we first started
56:13working together, you said this would be
56:16success, and like we exceeded that." And
56:19then you can upsell them again. You know
56:21what I mean? Like, what what what what's
56:23more what There's all That's the thing
56:25about upselling is there's always
56:28there's always an upsell to the upsell
56:30to the upsell to the upsell. You know
56:31what I mean? Like
56:32>> Yeah.
56:33>> And you know, you could say, "Well, I
56:35want to focus like I already have all
56:38these product offerings. I can't deal
56:39with more product offerings." Maybe, but
56:43maybe you you know, i- if it is working
56:45super well, you can be like, "You know
56:47what? I'm dropping
56:48two of my clients, or I'm going to wait,
56:50you know, maybe you don't want to drop
56:51your clients, of course. But like you
56:53wait until two churn.
56:55>> Yeah.
56:56>> And once they've churned and you have
56:57more bandwidth, you're like, "Okay, I'm
56:58going to put
57:00a $10,000 an hour package together, or
57:02$100,000 an hour package." Um
57:06and you you know, you can always go up
57:07market up market up market and and make
57:09it more and more premium as things go
57:11on. People forget that. People forget
57:13that in services businesses that there's
57:16always a more luxury luxury luxury
57:18experience that a certain ICP is going
57:22to want. And by focusing on this group
57:26of people, you're kind of missing out on
57:28on those. That being said, it you have
57:30to take it one step at a time, right?
57:32You can't do all at the same time and
57:34expect to have everyone.
57:36>> 100%. Yeah, and and focus is key. And
57:38that's why for most people what I tell
57:40them is, you know, do the assessment cuz
57:43that's relatively easy to fulfill, and
57:45then choose one of the upsell options
57:47that we mentioned, right? I I recommend
57:50AI concierge, but you might say, "Oh, I
57:53want to specialize in knowledge bases,
57:54right?" So, I do an assessment and then
57:56or knowledge systems, right? We do an
57:58assessment and then we build knowledge
58:00systems. We do an assessment and then we
58:02build cloud skills. So,
58:04again, that's the offer in a nutshell.
58:06What makes it feel premium? Like I said,
58:07that that pre-engagement form. And then
58:11we've actually got a one-pager in Notion
58:13where all of their all the whole client
58:16engagement lives. And in particular, we
58:18have an inventory of everything we've
58:19accomplished together during the
58:21engagement. So, that is what's staring
58:23them in the face that says, "Hey, we did
58:25this, this, this, and this this month.
58:28Okay, yeah, I'm going to keep paying
58:29Corey $1,800 because these things are
58:31impactful." So, that Notion hub is
58:33always updated after every call. I email
58:36it to them after every call. We make it
58:37front and center. And that is the AI
58:40concierge engagement, and that is that's
58:42the full stack, man. That's everything.
58:44We just gave it all away.
58:46>> I appreciate it. The one thing I think
58:48that people need to reflect upon after
58:50understanding the stack
58:52is how can you make this unique to you?
58:55So, if you live in a particular
58:56geography, if you understand a vertical
58:59better than anyone else, how can you
59:01niche this down and then niche it down
59:04some more so that when people are coming
59:08to you about this, it feels like you're
59:12the person for that, you know? I think
59:14that's a that's a really big important
59:16thing because
59:17there's thousands of people and we
59:19talked about this in the beginning. Yes,
59:20there's thousands of people starting
59:21things like this. Um and the pie is
59:24infinite, but, you know, what what's
59:27going to you know, attract
59:30the right client, is going to help you
59:33retain clients, what's help what's going
59:34to help you make it easier and feel like
59:37fishing with dynamite is going to be if
59:40you just focus on a particular ICP,
59:44a particular ideal customer profile,
59:46you you focus on attracting them,
59:50you know,
59:51just just really focus on them and
59:54you're not just like, "Hey, I'm doing AI
59:55transformation. Like, come come work
59:57with me."
59:58>> Right. I think either being the go-to
1:00:01guy in an industry or being a go-to guy
1:00:03in a um geographic area, right?
1:00:05>> Yeah.
1:00:06>> So, again, I'm in Charlotte. I'm sure I
1:00:08would be doing very well if I was the
1:00:11the AI guy in Charlotte, right? And
1:00:13that's partially why I'm doing the
1:00:14in-person meetups. At the same time, if
1:00:16I had, say, 10 years experience in
1:00:18financial services, well, then I would
1:00:21probably be smart to brand myself as the
1:00:24AI guy for financial services or the guy
1:00:26who does AI assessments for financial
1:00:28services. You're going to be able to
1:00:30charge more and you're going to be able
1:00:31to you're less prone to pricing pressure
1:00:35when you when you niche down like that
1:00:36and you have the the expertise to back
1:00:38it up.
1:00:39>> Corey, thank you so much for coming on
1:00:41the pod. Um I'll include links for where
1:00:43you can follow Corey uh on social and
1:00:46learn more about this business model. Um
1:00:49Corey, I know uh I know you listen to
1:00:51the pod, so it's cool to have you on for
1:00:55reals and uh
1:00:57this has been fun. I I learned a lot.
1:01:00>> Yeah, thanks so much for having me,
1:01:01Greg. Really appreciate it.
1:01:02>> Later.

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