Episode 873 - WATCH THIS to get $1,000,000! (No manifestation techniques needed)
01:00:50 Share

Time is precious, and so are our pets. So time with our pets is extra precious. That's why we started Dutch. Dutch provides 24/7 access to licensed vets with unlimited virtual visits and follow-ups for up to five pets. You can message a vet at any time and schedule a video visit the same day. Our vets can even prescribe medication for many ailments, and shipping is always free. With Dutch, you'll get more time with your pets and year-round peace of mind when it comes to their vet care.

I titled today's conversation mind map $1,000,000 opportunity points as in you have access to right now $1,000,000 opportunity points and that is what I would like to explore with you today. This is built on the foundation like all the other videos on this channel.

on the foundation of having built three successful businesses. Number one, I've been an entrepreneur for 16 years now. Number one, 2009 to 13, an IT business. Number two, 2013 till today, I have a consulting practice. And also, 2013, I started my YouTube channel, not this one, but another YouTube channel, which I'll link to in the description, which I built a success.

And what I have discovered in consulting is there are literally infinity, infinite opportunity points to access millions of dollars and they are available to you right now. That is what I would like to explore with you today.

Before I do so, I would like to announce, you may have already heard the announcement on the 25th, which was my birthday a few days ago, I released my book on entrepreneurship. I call it The Direct Path to $1 Million, How to Turn What You Already Have into a Fortune. You don't need to look elsewhere, as we discussed on this channel. You have everything that you could possibly need now to

to generate a lavish, steady, dependable income consistent with integrity and mutual benefit through entrepreneurship. If you're interested in the book, I'll link in the description to it and you can get a copy of the book.

And we go very deep into what we talk about in the book, which is also very precise on this channel. Again, built on the foundation of real entrepreneurship experience as a result of being an entrepreneur for 16 years, but not just being an entrepreneur, working with thousands of businesses. So what do I mean by $1 million opportunity points? Well, let's explore.

An opportunity point for the context of our conversation today is the space between the parts that make up the whole within a business where creativity can emerge. Now, what do I mean by this specifically is opportunity points, points of opportunity, which is a space between parts.

appear, these opportunities appear, $1 million opportunities appear specifically before, during, and after each area, the following areas here, prospecting, lead generation, client acquisition, and ongoing client relationships, which we explore in my book. This is how I categorize it. Optimizing these opportunity points is how we increase conversions.

both turning prospects and leads into clients and engaging in ongoing relationships with the clients, whether it be offering them additional products and services or partnering with businesses to create products and services and offer it to them, or as a referral partner or an affiliate, offer products and services to them, which, by the way, all benefit them.

So they are actually getting wonderful benefit from working with you, but they can receive additional benefit. But you might not have those products or services. You may have them, which is fine. If you don't have them, that's fine as well. You can partner with businesses and create these products and services to offer more value to your clients and thus have more ongoing business with them.

You can as a referral partner, refer business to other vendors and get a percentage on that. You can also within your organization create additional products and services. And as mentioned, you can partner with other businesses or you can bring on people and there's technology available which you can bring on to create products and services to serve your clients.

Now, the opportunity points, as mentioned, are available. There's a space before prospecting, during prospecting. There are infinity spaces, let's say, during the sentences, during the conversations, where

Clarity is found and creative ideas emerge during prospecting, so prior to prospecting, during prospecting, and after prospecting. The same is true for lead generation, prior to lead generation, during lead generation, and after lead generation. The same is true for client acquisition, the sales presentations.

the webinars or the zoom sessions one-on-one or meetings you do online offline with clients to present offers to discover we call this exploratory conversations in my book again a link in the description to the book as well as if you're interested in downloading a copy of this mind map i'll also put a link in the description so client acquisition or exploratory conversations lead to client acquisition a prospect a lead becomes a client that's

That's client acquisition. Prior to client acquisition, during client acquisition, conversations or exploratory conversations, there are opportunities, infinity opportunities to generate millions of dollars. And also after conversation with the prospect or lead and the exploratory conversations, what do you do after? There are opportunities there as well. So this conversation is designed to broaden your perspective.

so that you can realize that you are right now standing on your own acres of diamonds. We have exploratory conversations like this and it naturally emerges. The clarity brings forth what to do prior to prospecting, what to do during prospecting, what to do after, which represent these million-dollar opportunities. Same with lead generation, same with client acquisition, and same with ongoing client relationships.

So to stimulate these ideas, which are already there and there are infinity of them. By the way, I do this with businesses. I've been doing this for years with businesses in my consulting practice. When we focus more on the sales, the marketing and the innovation side, which is what's bringing in the money. So when we focus more on those areas, we have these kinds of conversations, although they're more tailored and precise conversations.

for the entrepreneur that I'm working with or the team that I'm working with or the business that I'm working with. But this is the kind of thinking that we engage in conversations with each other to discover, to bring awareness to the fact that there are these opportunity points and what do these opportunities look like? Well, let's explore these four areas. So as mentioned,

To help clarify, we can look at it from the perspective of before, during, after. So prospecting, before your prospecting sessions, during the prospecting sessions, and after the prospecting sessions, there are opportunities to bring in more business, to convert clients, to optimize your prospecting so that you can acquire more clients, so that you can get more yield from your prospecting.

Here are some things to keep into consideration. So before prospecting, consider where do you go for your prospecting? It is important to be clear as to where your ideal prospects reside. As you go over to various events, venues, locations, particular places in the world where your prospects are more likely to be,

When you go to these areas, as you engage with prospects, it is also helpful to take each one of these prospecting sessions as an opportunity to refine your prospecting further. So if you go to events, spaces, and communities where your ideal prospects would be,

Consider that there's no limit to refine these particular locations. So let's say an entrepreneur goes to an event and this event is on funnel building, let's say. Building funnels, online funnels to run paid advertising to or to run YouTube traffic to.

which nurtures the relationship with the lead and converts into a client and ongoing business with the existing client. That is, let's say, the intention of this event that they're going to. And what the entrepreneur offers as an agency is the paid advertising. So we could say it's safe to assume that there would be many prospects there.

So this is a probably a very highly qualified prospect zone, this event, very refined. Now, they might consider refining it even further. They may discover that although there'll be thousands of people at this particular event, there's actually private breakout sessions happening for those that have YouTube channels.

And these YouTube channels, these individuals are interested in putting funnels in place. And so it's very specific now. These are YouTubers who are interested in or exploring putting funnels into their business for their marketing, for their sales, for their lead generation, for their client acquisition, for their ongoing business with existing clients. Now, it just so happens to be

this entrepreneur that has the agency specializes in YouTube advertising. So although they can attend the event and meet a lot of people, we could say that it might be more fruitful for them to attend this specific breakout session, maybe go to the event for that specific breakout session. And then they can ask the question, where else are their businesses located?

Because I specialize in YouTube advertising, let's say. I don't, Joseph doesn't, I don't specialize in it, but let's say this entrepreneur specializes in it. Where are YouTubers or people that would like to do business on YouTube residing? Maybe there's specific groups, maybe there's specific events.

And since these individuals are offering products and services on YouTube, where is it highly likely that they would entertain or explore paid advertising specifically? Now, a bunch of them might not even know that it's possible or might not be open to that kind of conversation of running ads. So this is where the next part comes in.

We can ask situational questions that open up natural conversations for where it could lead to an exploratory conversation where they can book a calendar session with us where we can explore further how we can put in paid advertising on YouTube specifically into their business to drive that funnel that they're going to put in place from maybe the other service providers there or what they're going to learn at this event.

So some questions to initiate the conversation. Now, it's very qualified when you go there to these kinds of locations. Very specific. Entrepreneurs, business owners that run YouTube channels that are interested in funnels, but they don't have anyone to offer the paid advertising or they've never explored it.

So generally, if you offer that, you can go in there and just flow in conversations. But sometimes what I find with entrepreneurs is they ask me, how can I start conversations? So when I'm prospecting, what are some conversation starters that I can have for me to, let's say, start the conversation and during the conversation, everything flows accordingly.

So here are some ones. What originally got you interested in this topic? So you can create a little list and keep it on your phone of opening questions that you could ask when you go to these kinds of events, such as what originally got you interested in whatever topic, funnels or building a YouTube business or creating a YouTube channel. How are you finding the experience, event, marketplace, session, etc.? And

What happens is if you ask these questions is it just starts the conversation and it's a lot easier for those that don't know how to initiate conversation to have a few conversation starters. Another one is how did you get started with industry, hobby, or activity? So what I like to do prior and what I teach is to set the intention. This is a number three point that I have over here categorized under before.

Set the intention to enjoy the interaction. So rather than going to the prospecting sessions or let's say going to the events with this intention of I got to get prospects, I need to get prospects, which can come off as very pushy. Set the intention to enjoy the interaction, to meet new entrepreneurs.

to have fun, laid back, flow-based way, natural way, approach with a calm, kind of therapeutic, I like to relate to it this way, is there are business owners that are going to these events and they love to have conversations at these particular events that they might not be having outside of these events.

And that's very therapeutic for them. So if we engage in conversations with people and then we see that they're getting this benefit where someone is actually listening to them and engaging in something that they're interested in and we're providing that, essentially someone to listen to them, someone to have a flow-based conversation without pushing us, then they can be very receptive. And that also takes off the pressure from you prior to going to these events because

because then you don't force yourself to go to these events. As I mentioned in a previous video, just as you can be magnetic in lead generation, lead generation is typically considered as a magnetic form of marketing. You're getting leads. You can also be magnetic while prospecting. By going to these events, by just showing up to these events, it can acquire clients. This is what I've done, and it has worked very effectively.

Now next is during. So prior, that's how we can prepare for prospecting, which these are opportunity points. So you can optimize these points here. And by optimizing these points, by considering some of the things that I mentioned, and also there are many more that we could explore in upcoming videos. By considering these, what happens is it increases your conversion from prospect to client.

because the relationship flows harmoniously, naturally, and it doesn't come off as being pushy or salesy. And it's a lot of fun. And for those that I have taught this to, who had a hard time with prospecting,

They had anxiety prior to prospecting. They thought it was very stress-based, force-based. They didn't want to do it. They actually started to enjoy doing it because we see that it's actually just about going to places and having a wonderful time and talking about things that you're genuinely interested in talking about with people who are genuinely interested in talking about the same things. The next is during.

Asking meaningful questions and inviting prospects to share about themselves, their goals and challenges. So while you're at these events, while you're in conversation, what's something you're really excited about that you're working on lately? Is there anything in particular you're hoping to learn or change or achieve right now? When you think about your next level, what's the biggest opportunity you see for yourself?

So you're having these conversations with them and you're discovering their pains, their needs, their desires, their frustrations, their challenges, which are all opportunity points. Essentially, by asking these kinds of questions, they start opening up. And then you can relate to...

what they're saying and relate what they're saying over to your offer and you may even consider customizing your offer and presenting your offer to them in the exploratory session might not necessarily be while you're at the event.

Because what I like to do is say, you know, let's talk about this. If this is something you're interested in moving forward with or you would like to explore it further, we could jump on a Zoom call and we can talk about it. Or after the event, we can get together for coffee and we can talk about it or something like that. But every time you're asking these kinds of questions, you're discovering. And it's very flow-based, as you can tell.

It's not stress-based, it's not force-based, it's not awkward at all. And the more you apply this, the easier and easier and natural it gets. And you'll get to the point where you go to events and venues for prospecting and it happens so easeful and effortless, you'll wonder how could it ever been any other way.

How could this is such a stark difference? I'm having so much fun prospecting versus before it was so stressful. How was it that way before? Well, because before the individual might have been putting a lot of pressure on themselves and not acknowledging what's facilitating the client acquisition.

which is just a heartfelt conversation. It's a heart-to-heart conversation, very natural and flow-based, which brings me to point number two. Listen actively without rushing to pitch. Create a relaxed and engaged environment. The offer can be made on the exploratory session. It doesn't need to happen right away. I allow space to build a relationship with the client. That space that we talked about, opportunity point,

The space is a million-dollar space. Why do I say that? Because what I have found, and I've closed a number of big deals in IT and consulting, is by allowing four or five minutes of space to listen to what it is that they're sharing and listen attentively without even necessarily responding. Actually, you could even say doing nothing. I actually found that I converted way more into clients just by allowing space for that clarity to emerge.

And they got the clarity. And then they put two and two together. We put two and two together on the session, the exploratory session, which we'll talk about in a moment, the client acquisition sessions. And we facilitated a deal. Or they put two and two together while I am listening to them that this would be a great person to work with.

Number three, let the conversation unfold naturally, building trust rather than pressure. So I can feel it. This is where emotional intelligence comes in. Feel if this is getting too much on the pushier side. I like no pushiness at all. It is tension, pushiness, release it. Relax into the flow. Allow the conversation to unfold naturally.

What you say, what they say will flow naturally effortlessly. As you gauge if there's tension, release the tension. As a matter of fact, that is a high leverage point. And it is such a simple high leverage point that by releasing the pressure, it actually allows space for them to put two and two together that working with you is the best thing for their business.

And maybe they do want somebody to put in, let's use the example of the YouTube ads campaign. Maybe they do want someone, but they want to work with a firm that's pleasant, an agency that is pleasure to deal with, that is fun to deal with. As I had mentioned a number of times, in my IT business, I had acquired a lot of clients

Simply for the therapeutic factor being the primary behind the scenes or let's say foundation that the service was built on. What I mean by that is they enjoyed me and my team coming into their office and working with their team and providing the services in a way where it was actually quite pleasant for them.

And I know, and you know, that we enjoy connecting with people. We enjoy relationships with people that we feel in flow with. We tend to naturally call people to hang out that we feel flow with. Guess what? The same thing is happening behind the scenes, outside of the formalities of the deals. It's happening meta to it. And you'll notice it.

I've noticed this with my IT business. I've noticed this with a number of the businesses that I've worked with. Their conversion numbers are higher than other businesses that offer the same product and service. And I'm looking at it and I'm saying, what's the distinction here? They're offering the same products and services. They're delivering on time. They get the results. But one has significantly more business. They acquire way more clients. And then I found that

The way that they were going about this, you know, Napoleon Hill in his book, Thinking Grow Rich, called it spirit of service. And then later on, he changed it to mental attitude of service. So the way we go about doing things is important. Now, after. So after you've done your prospecting session, you go to the event, you've made some contacts, consider this. Keep them in the loop. Send a light, friendly message, maybe a text message. I like, you know,

I personally, even though I understand what follow-up means, my follow-ups are not actually pressure-oriented. Text messages, DMs, casual conversation with intention. Casual conversation with intention to jump on a Zoom session, to jump on a one-on-one, wherever it may be, online or to meet in person offline somewhere. Casual conversation, hang out for coffee, have a lot of fun and explore ways that we can work together.

and text message and message accordingly. Actually, it's interesting. I actually find that by infusing more of the casual, warm-spirited, warm-heartedness in there, it actually results in higher conversions. Because again, see it from the perspective of the prospect. If the prospect gets a text message from a service provider and it feels stress-based, they might just ignore it. They might just say, you know what, I'm working on something else. I can't deal with it right now. And nothing wrong with them for doing that.

Yet, if they get a text message that they have an association to you, let's say they have formed an association to you of being flow-based and fun and joyous, they respond pretty quickly. I found that to be the case as well. Imagine friends you have for a moment where you naturally feel like engaging in conversation with them. They sent you a text message. You may drop what you're doing and respond to that text message.

So what I like to do in prospecting is see it as, as mentioned, although you can make an offer during the prospecting, consider that what I find to be really helpful, and generally we do this with prospecting, is we invite them for an exploratory conversation. So rather than turning this event that they're going to into a place where now we're doing a sales presentation in the event, I see it as, you know, let's take it offline. Let's take it

to dinner later on, or let's jump on a Zoom later on, or let's hang out and talk. I may use a Calendly link, send them a Calendly link, and they can book a time on my calendar. We'll jump on a Zoom. That's an exploratory conversation. So I'll send them a link to book a session with me. And maintain timely communication that feels organic, as mentioned, not pushy, in between.

maybe even if let's say they booked the session with you to explore of how you could provide the service for their business, three weeks out, you might check in with them and ask them about the event in between. Let's say if they flew to the event, they say, you know, how was your flight back? By the way, did you check out that restaurant that I had mentioned? And, you know, share some stories and back and forth. And again,

Maybe not too much. This is the thing about gauging and emotional intelligence is you get better at it with practice. The ideal amount that the flow is maintained so that it's very natural. See, all the stuff that we're talking about here and what I teach is natural relationship building. As a matter of fact, I have a number of clients that take what we talk about here when we work on their business and their sales, their teams, et cetera, and they apply it to their personal lives.

their dating life, their relationships because they find it to have parallels. Although we might not use some of the phraseology and the things that we say in business, it's all the same when it comes to relationship building. Is there are places where you go to meet people, you connect, and then you stay in contact. Now the same is true for lead generation before, during, and after. So again, prospecting, we're actually going to places.

Lead generation is we're setting things up. Maybe we run advertising campaigns. Maybe we have lead magnets. And if you'd like to explore this further, I recommend my book. Again, I'll link in the description to it. We get into these things and I've set it up very cohesively. And on this channel, we expand and go into nuances, etc. So you haven't subscribed yet. I recommend doing so because we have a lot of fun in these conversations. As you can tell, I love to do it.

And so even when prospecting, it's the same kind of thing. I have fun talking about the things that I love to do. You have fun talking about the things that you love to do, and they want to work with you because you are genuinely interested and you genuinely do what you love to do. So lead generation is setting up. We'll use the example of lead magnets. For example, on my other channel, in my videos before, and I have it on this channel as well, I say, if you would like a copy of this mind map, the link is in the description.

So people join the mailing list to get access to the mind maps. And then we stay in touch. I may make some offers now and then they take me up on the offers because they have built relationships with me. Like you have built relationship with me. If you have taken up one of the offers that I've mentioned,

So that's a lead magnet. So lead magnets can be videos, eBooks, courses, training videos, mind maps. That's what I did. I don't know anyone that was doing mind maps when I put that lead magnet in place. And I've been doing that for so many years now. I had my channel since 2013. Yet it was an effective lead magnet because at one point the email list was at 25,000 people.

So when I put an offer out for my programs, a significant portion of them ended up buying my programs. So that's the power of lead generation. Now how do you optimize lead generation?

Before, define clearly who you're looking for. And this you get better at with practice. Through conversations with prospects, through conversations with clients, through conversations with your audience, DMs, text messages, I'm constantly in contact with my audience, my leads, my clients, my prospects.

Because I'm always looking for ways to provide them the results that they're looking for and I come up with ideas as to what to create for lead magnets, etc., and how to position everything accordingly, whether it be the headline, the copy, the introductory video on the page, or the content that I create. What I'm interested in is working with a particular segment of the population on the internet that consumes content.

And so my message, as you can tell, is very distinct. My style of communicating it is very distinct, yet it's my natural style. And you can then define what this ideal client looks like. And you can then determine based on that client avatar. If you're a student of my entrepreneurial program, I talk about how to create one.

what to offer as a lead magnet and how to word it, headline, the copy on the page, etc. so that it is compelling and what to mention in the videos as a call to action so that it's compelling so that they will actually opt in and get a copy of your lead magnet, whatever it is. So prior to these are things to consider. Have conversations with yourself, with your team,

And with, as mentioned, audience, prospects, leads, clients, etc., mastermind go to events to get clearer and clearer and clearer on the demographics, the interests, the pains, needs, desires, frustrations, problems, which are all opportunities that you could solve with your lead magnets.

Number two, prepare compelling messaging that aligns with your ideal leads, desires, and challenges. One of the ways to get really good at lead generation is to write messages, put them on Instagram. If you're a fan of my Instagram, you'll see I post Instagram messages and I write over there and put captions in my messages and get into lengthy details because I

As I do it, I mean, I have a lot of fun doing it, but one of the things that happens is I could see the kind of language people relate to and then even find my prospects and my clients and people that engage with me using the same kind of language. So we have the same kind of language that's being used and that might be different than the other service providers out there or other Instagram profiles out

Yet the messaging is compelling for the specific targeted audience that I'm interested in working with. And this is something to think about prior to lead generation and think about often, I would say, in a fun, joyous way. And certainly, as I mentioned earlier, this is an exploratory conversation. So you could see when prospecting, when we talk about client acquisition in a moment, with a more of an exploratory conversation energy,

what happens is it naturally emerges. The relationship naturally emerges. I'm not sure where you are right now. You may be listening to this while driving. You may be sitting down and watching this. You may be going for a walk. But as we're communicating here through this video, there's ample amount of space for you to come up with your own ideas. So in other words, we could say this video is facilitating communication

opportunity points, facilitating that space for these opportunities to naturally emerge. You may have already a bunch of ideas that may or may not be what I said, but that's great because I don't want you to take what I'm saying here and say, I have to apply this. I would like to really encourage you to think for yourself. And this is what I encourage in my other channel as well. So that kind of messaging, communicating in a way that's one-on-one, you get better at it with practice.

And the way I do this is to reflect upon the comments, the discussions I have with prospects, clients, my mastermind group. If you're interested in that, I'll link in the description, Flow Based Prosperity. Constant contact, constant communication with my clients, my team members, my vendors. And a lot of times my team members and vendors are people that have been friends

viewers on my channel. I have engaged in business with them to provide services for me for whatever my requirements are. But I'm constantly in contact and I encourage constantly being in contact with your prospects, your leads, your clients, your audience, and that will facilitate in practice. Writing emails, posts on Instagram, as mentioned, I write emails if you're on my email list.

This one right here, I don't send the email out. If you're on this particular email list, this one comes out once a week because it's entrepreneurial focused. But if you go to my other YouTube channel and you join my mailing list, you'll see I send three emails out a week and sometimes more. But I have a lot of fun writing these messages and it's based on relationship with your audience. You can gain enough insight so that when you do optimize your lead magnet,

it will be very fruitful. Position your lead magnet, opt-in page, or offer strategically in places your ideal leads are likely to encounter it. So again, this is prior, before, positioning. Where do you put the lead magnets? Well, they can go on your Instagram profile. They can go, as mentioned, my links in my YouTube videos if you have different social media accounts.

Sometimes what happens is you may get invited to speak on a podcast and then referred to a particular video on that podcast. The host links that video in the description. There may be a specific lead magnet for that particular audience. Now, during lead generation, optimization points can include

Optimizing your headline, your copy, your lead magnet, trying different lead magnets to see which one converts. Check the conversion on how many people visit or land on the landing page and how many of them opt in and then you can get even more refined.

Based on how many of them opted in, how many of them took you up on the initial offer and the offers that followed. Let's say it was the funnel. And does one lead magnet convert into ongoing business better than another one? Or does one lead magnet convert more on that front end offer and another one not as much?

And if you go about this in a playful way, you find that you have at a particular point, and I did, I have a very simple funnel on my primary YouTube channel, yet I left it like that for years because it was plenty of conversion. But let's say I wanted to optimize it. I could do that, exactly what we're talking about right now. I could adjust my lead magnet and test it, split test it, headline, copy, and see what performs. And where do you get the insights for the headline, the copy, and the lead magnet, as mentioned?

by engaging in conversations. So you can see why all of this is based on, and that's why I put so much emphasis on my book, on relationships. Relationships. You see, these are all opportunity points for relationships. Prospecting, relationships. Lead generation, relationships. Client acquisition, relationships. And ongoing client relationships, ongoing business, relationships. Relationships, relationships, relationships. How do you really know?

You can guess if you would like. I recommend engaging in ongoing conversations with clients and engaging generally more often with prospects, leads, your audience, etc. You go about it in a way where you're having fun and you're enjoying the conversations. As mentioned, they naturally open up and they share exactly what it is that they're looking for, which then can be turned into lead magnets.

They can be turned into products and services offerings. It can be turned into additional products and services that could be offered for ongoing business. Make sure the message is emotionally compelling, clear. CTA you'll see on my opt-in form. It's very simple. This one and on my other YouTube channel, very simple. And track what's converting. And you're doing a split test, let's say AB split test.

The one that wins ends up being the one that you can move forward with. And then maybe you might run another test out of curiosity. Once you get dialed into one, you'll get a consistent amount of lead flow and then you could leave it like that. But what I have found is that it can shift as well. And that's totally fine. Market can shift. The interests of your audience can shift.

But then if you are having a number of initiatives in place for lead generation, if a few of them don't work out, the other ones work out and that's fine. Just by having this kind of conversation, as mentioned, I have these conversations with

consulting clients and they pay really good money to have these conversations ongoing with me. We go back and forth on conversations like this because they're highly focused and they're focused on what is driving the revenue, the opportunity points, which is available. There are infinite opportunity points and it's very precise, the conversation on prospecting, lead generation, client acquisition, and ongoing client relationships. Just by having these conversations, they come up with optimizations to grow their business. Okay, then there's after.

Engage warmly with the new leads, send personalized welcome messages, or you can have messages on whatever email marketing software that is more personal, welcoming, and inviting even to customers.

a Calendly session with you to have a conversation. If you get a large amount of leads and you're not interested in having that many conversations, then you might not do that one. But let's just say if you get a particular amount of leads and you have a team of people that can connect with the leads and build a relationship with them, you can do it, your team can do it, that can be really helpful as well.

And every time you have a conversation with them, it is not just a conversation to build a relationship with them. It's also a conversation that could result in client acquisition because, as mentioned, they can reveal their pains, needs, desires, frustrations, and those are all opportunities which you can then build.

convert them into clients by offering products and services, or you can partner with businesses to create products and services, or you can refer products and services to them and take a percentage of that. And then what happens is that they benefit greatly because they get those results they're looking for, and you benefit from additional revenue.

After, keep the conversations alive. Again, as I mentioned with prospecting, flow-based, emails, ongoing emails, texts, if applicable, invitation to free sessions, group sessions, masterminds, etc.,

Number three, encourage a natural progression towards a conversation or booking without chasing. So as mentioned, what I like to do with lead generation and prospecting is eventually bring them over to an exploratory conversation, which I go into detail in my book. Again, the link is in the description to it.

And this exploratory conversation, which you could call a sales presentation, I call it exploratory conversation because I'm not attached to the outcome. If they buy, if they become a client, great. If they don't, great. I got lots of optimization points of the conversation. They may benefit from me referring them to a particular business, which is totally fine. They may later on come back and buy products and services. They may refer people to me.

They may end up talking about their pleasant experience that they have with me, etc., etc., etc. And that also can grow the business. They may also open up a door for me, as in they may refer someone to me that can bring me as a guest on their podcast, which then I can acquire clients. They may...

refer someone to me who is interested in me speaking at their events and then I acquire clients over there, they may end up opening a door to someone that can further my business so they benefit, the person that they're referring benefits, I benefit.

By taking a more exploratory approach, by taking the whole pressure out of sales presentations, we allow space for these kinds of things to naturally emerge. Although, let's say, the individual, the entrepreneur, the business owner, the sales professional is focused on acquiring the client, consider.

If you force someone into becoming a client and they are turned off by that and they were not going to become a client, but maybe later on they were going to become a client, that might not be very pleasant for them and they may not come back. They might not want to do the deal with you, but they might refer business to you. So we want to allow space, as mentioned, space for these opportunity points to emerge.

So before the client acquisition, here are some points, and I've shared also going beyond the scope of this mind map, a number of points that can be implemented. Set the stage for the call, prepare notes on what matters to the prospect and how you can serve them best. Value proposition, which I'm going to take a note of that because I would like to discuss that in an upcoming video.

Preemptively share insights via short emails, videos, or helpful resources to build authority, trust, relationship prior to the exploratory conversation. So as mentioned, prospecting, lead generation, generally what I like to do is invite them over to an exploratory conversation on Zoom. Nowadays it tends to be more on Zoom, but when I have my IT business, it would be go to the client's site, meet up for coffee, and phone call would work as well.

And then also number three, in relation to before, frame the upcoming calls as an exploratory conversation designed to help them, not to pressure them. One of the things that I found to be really helpful is let's map out what's going on on the call. Let's map out if it's something going on with their sales team. Let's explore what's going on. Rather than saying, this is what we're going to do for you, which sounds quite reasonable to say that, it might be helpful to say, let's see what's going on

Let's take a look. Let's map it out. I'll pull out on my screen a flow chart and we'll map out the process. Let's explore. Let's see what's going on. And they get excited about that because they don't see it as, okay, I'm going to go on this call and I'm going to get pushed into buying. They see it as what's in it for me. I get to have fun having this conversation. I get to see what's going on. And you know what? They know if there's a match, then they're going to move forward with it because that makes sense. So that's before some ways to optimize during optimization.

Conduct the conversation with curiosity, discovery and value first energy, no rushing to close. My style that has been effective for the businesses that I've run, the clients that I've worked with who have applied this and it has been effective and also removes all the pressure is literally no pressure sales. It's exploratory.

It is not to say that we might not use things like, okay, if you sign up today, we'll offer you a deal or something like that. But even that is not done with pressure. We genuinely say, if you are interested in signing up today, we can work a deal with you. Or if you buy up front X amount, then we can work a deal with you. That's not force-based. It's incentivizing, yet it happens in a very flow-based way.

During clearly articulate your value proposition, as mentioned, we're going to discuss value proposition. We're going to get into nuances with that in an upcoming video. So subscribe to this channel because we're going to go very deep. Did you see how many videos we've created so far? 45 minutes to an hour long. There isn't a channel like this that I've seen on YouTube that has gone this much in depth in a short period of time.

In fairness, because I do have 16 years of experience as an entrepreneur and I have worked with thousands of businesses. And also I have been involved with this literally from morning till night, but not from a stress-based way. I genuinely love what I do because when you love what you do, everything just happens. And as you do what you love to do, it doesn't feel like work. Right now we've been talking for like 40 something minutes, but to me it felt like 15 minutes and we can keep talking.

we can go on as you know from my other channel some of my videos go on for like three hours but we're gonna keep this one around under an hour or an hour or so and we're gonna explore upcoming so so number two during clearly articulate your value proposition in a way that mirrors what they truly care about so their pains their needs their desires and frustrations there's no limits to

how refined an entrepreneur sales professional can get at being on point in a flow-based way by connecting and articulating what you offer, the benefits that they get in relation to their outcome, their desired outcome, their overcoming the pain, the whatever frustration that they have.

the area in the business they would like to be optimizing, the kind of results that they want to have, whether it be increasing their revenues, reducing their expenses. How can we help you in a way that is clear to the point in relation to the product or service that we're offering? And that might benefit from customizing your offer so that it fits. I found this to be really helpful. That's why I love exploratory conversations.

I may customize the offer or I may communicate the offer in a way that's compelling so that they can see clearly without trickery. Actually, they see really how it's beneficial for them and they move forward with the deal by either customizing it or relating over directly to the benefit that they'll receive, to the outcome that they'll receive in relation to the pains, needs, desires, frustration. And or I may create additional products and services and offer them on the fly sometimes or email them later on.

Or I have vendors that I could refer to and work a deal or partner with and work a deal and provide a solution. And so thus the client acquisition session becomes very fruitful in many ways. Also, co-create a path forward together during the conversation, inviting collaboration rather than pushing a sale. So consider if you're a consultant to see yourself as an individual who is going to be there for the long haul.

you are an individual that is, or a business, that is not only going to provide what you mentioned, not only deliver on what you had recommended, but because of your knowledge and expertise in innovation, sales, marketing, operations, finance, leadership, your knowledge and expertise in relation to prospecting, lead generation, client acquisition, ongoing client relationships, et cetera, and some of which you have acquired, let's say, through these videos,

you can be there for them after they have received the benefit from what you had proposed. Let's say you put that ad campaign in place to go with the example earlier.

they're now having a steady lead flow and they're acquiring clients and they're getting return on investment for their advertising, you may now help them optimize their sales, optimize their other parts of their business so that, let's say, even their operations and fulfillment so that they're able to acquire more clients, maybe reduce their expenses, etc. That results in an ongoing relationship.

which we're going to talk about in a moment, but looking at it from the perspective of co-creating a path forward together. And by the way, you don't have to know exactly how it's going to look. What I find, and I've worked with thousands of businesses, as mentioned, it naturally emerges.

Next is after. So we talked about before the client acquisition conversation or exploratory conversation, the things that we can do, some of the things during, and we're just touching the surface so that we can explore more if you would like. And so if you would like, if you have any questions,

leave a question in the comments below, and then I have been exploring those that have left questions, and I've answered the questions in upcoming videos or videos that I've released. If you would like questions answered, you could leave a comment in the comment section, and then I will answer your questions in upcoming videos, which could be nuances you would like me to explore or specific scenarios we can discuss to your benefit. Okay, after.

Follow-up. The follow-up part, it doesn't feel like follow-up stress force-based, but personalized proposal or summary that echoes what has been discussed in a timely way and optimizing that, different ways of delivering the proposal. Sometimes it's make a video that highlights what's being discussed.

in the proposal and explored and summarized in a way that is very step-by-step and tells them what to do. Sometimes people like to do that. I've done that to be effective or a particular document that is presented in a way that is very to the point and just offers a link so that they can register or sign up via payment through Stripe or PayPal or something like that.

playing around with those emails after the conversation to optimize accordingly are million-dollar opportunities. Why is that the case? Because let's say if they weren't optimized, the clients might be confused afterwards and then the entrepreneur or the sales rep, when they reach out to him, now it seems more pushy. But if you optimize that area, what happens is right away they sign up or it's easier for them to sign up. Consider as we're getting into nuances,

You get better and better at this as you continue along the journey. You don't have to optimize everything at once right away. Start with a few high leverage areas or even one, and that's plenty. Because as mentioned, just one of these areas you optimize can result in $1 million of additional revenue.

For example, large volume of ads being run to a campaign, millions of dollars of ads, one of these optimization points, like for example, when we talked about lead magnet, can add another million dollars, maybe not right away over the course of a week, but over the course of months or a year, a million dollars or two years or three years.

which is going to tie in nicely to ongoing client relationships. But before that, reinstate the value proposition aligned to the desired outcomes, keep the door open for further conversation. So consider that all of this is about you meet someone, whether it's through prospecting or lead generation, and

In a flow-based way, you're optimizing the different conversion points and you're discovering opportunities that naturally emerge as you allow space for it so that the relationship can be very smooth and thus the smoothness of it allowing space for being in flow essentially and allowing space for that clarity to emerge results in discovering opportunity points which are just some, for example, what we explored here but there's infinity more.

Because you are right now standing on your own acres of diamonds, as Russell Conwell put it in his wonderful book, Acres of Diamonds. Now, acquiring clients, we talked about lead generation, prospecting. Let's talk about ongoing client relationships. So right when a prospect or a lead becomes a client,

Before we ask for referrals, before we ask for more business, not necessarily always the case, but generally, before we say, here's another thing that we could do for you.

It is helpful to consider these before points here. Number one, create a seamless onboarding experience that reinforces the promises made during the sales presentation, during the exploratory sessions, so that when we deliver on our promises, they're more likely to refer business to us. They're more likely to engage in ongoing business with us.

Set clear expectations and timelines and gather any necessary information to begin strong. So that way it's clear, there's integrity, and it's consistent. Then deliver a warm, welcoming experience right from the first point of the service. That way they know what it's like to engage in a relationship with you and they form a lasting impression of the consistency of the quality of your service right from the beginning.

Now, during the client relationships, deliver on your promises, consistently providing the value and services you outline, stay attentive to evolving needs, challenges, again, pains, needs, desires, frustrations. During the relationship, during the fulfillment, for example, in my IT business, during providing the IT services, we were asking questions, we may go to the office of the managers, and we may discover additional problems

offers that can be made, not necessarily at that particular point, but after we fulfilled on everything. There were opportunities for us to discuss what we've put in place. And then I would say, okay, well, this individual had this challenge, which is an opportunity. This other individual feels this about the speed of the wireless, et cetera. And we can help you with that. So there were these opportunities during the client fulfillment phase

So we talked about onboarding during the client fulfillment, opportunities that I would move forward with by presenting it afterwards, after I fulfilled on it, which resulted in ongoing business. If I didn't invest the time to enjoy the relationships, have these conversations and allow space, as mentioned, opportunity points is the space between the parts that make up the whole in the business. So in this regard, we're looking at the space in prospecting

the space in between prospecting and client acquisition, the space and lead generation, the space in between lead generation and client acquisition, the space in client acquisition conversations, exploratory conversation, the space in between client acquisition and ongoing client relationships, and the space in between during the fulfillment while we're

communicating with the clients, phone calls, emails, etc. while we're fulfilling, while we're engaging in a relationship with them and delivering. Maintain regular, meaningful communication, updates, check-ins, small wins, celebrated together. One of the things that we do, for example, in Flow-Based Prosperity is I announce it in the start of the sessions, my group coaching and mastermind service. I say, anyone would like to share question, insight, perspective, anything you'd like to explore and wins.

Because celebrating wins, not only is that wonderful for the relationship of the client to celebrate their wins, and they might not have anyone that is celebrating their wins, but also that might open up more opportunities of how we can work together or videos that I could create or additional products and services or other people in the group can also find ways of supporting that individual, adding to those wins, etc.,

Before, the onboarding is on point. We can continuously refine for eternity. You get better at it with practice. During, we're delivering exceptional service. We can continue to refine for eternity. You get better and better as you optimize. After, now you can ask for ongoing business. You can make an offer during the fulfillment. You may even, before you fulfill in the service, discover another opportunity which you can offer right after.

Those opportunities are there. And what we find is if the onboarding was pleasant, it was joyful, they had a great experience. During the fulfillment, they had a great experience. They're more likely to refer business to you. So after we may ask for referrals or we may say something like, if you know anyone that could benefit from this and they'll make the referral.

Or even if they don't make the referral now, they'll keep that in mind because they'll know about the experience that they had in the onboarding, the experience that they had during the fulfillment. When they want their friends, their family, and other businesses and entrepreneurs who they have great relationships to also benefit greatly. Now, after you can look at the fulfillment process.

and the onboarding experience as mentioned we would have conversations with the clients on-site when I was providing the IT services and we would discover additional needs, frustrations, pains, desires or goals and then we would make offers or we would bring in business and partner with those businesses and make those offers or

we would refer the client to another business and maybe take a percentage on that deal. Thus, all of those areas help and benefit the client greatly and it results in additional revenue streams. So those are opportunity points. And speaking of which, point number three to optimize, build a trusted network of partners, vendors that you can refer them to, expanding the value you bring even beyond your direct services.

So if you have vendors that you work with, partners that you work with, people that throughout your journey in entrepreneurship and your business, consider forming relationships and you've benefited greatly from and you see that they have also exceptional service that they deliver, exceptional products. They have a great experience that they facilitate for the clients. Consider having a list of vendors and partners that you can refer business to, even if you don't get a percentage on it.

Why? Because when you have a ongoing relationship with a client, even if you don't make money from that, what happens is at a later point, they may refer business to you or they may come back and engage in ongoing business with you or you may create a new product and service.

And now you have a list of people that you could reach out to that, let's say, for example, in my IT business, I don't run it now. If I did come up with an IT solution, I may call up the clients that I had in my past. And because they had that relationship with me, a wonderful relationship, they would be open to have an exploratory conversation, which then they can become a client and now a business partner.

is kicked off from the ground zero, which could go right away to a million dollars pretty quick because of valuing relationships. So I trust you found this video to be helpful. If you would like a copy of this mind map, the link is in the description. Thank you very much for watching. I'll talk with you soon. Take care.

Time is precious and so are our pets. So time with our pets is extra precious. That's why we started Dutch. Dutch provides 24/7 access to licensed vets with unlimited virtual visits and follow-ups for up to five pets. You can message a vet at any time and schedule a video visit the same day. Our vets can even prescribe medication for many ailments and shipping is always free. With Dutch, you'll get more time with your pets and year-round peace of mind when it comes to their vet care. Marketing is hard.

But I'll tell you a little secret. It doesn't have to be. Let me point something out. You're listening to a podcast right now and it's great. You love the host. You seek it out and download it. You listen to it while driving, working out, cooking, even going to the bathroom. Podcasts are a pretty close companion.

And this is a podcast ad. Did I get your attention? You can reach great listeners like yourself with podcast advertising from Libsyn Ads. Choose from hundreds of top podcasts offering host endorsements or run a pre-produced ad like this one across thousands of shows to reach your target audience in their favorite podcasts with Libsyn Ads. Go to LibsynAds.com. That's L-I-B-S-Y-N ads.com today.