5 Steps to Start Making $10,000/Month Writing Online

00:33:19
https://www.youtube.com/watch?v=suOfjK35-8E

概要

TLDRThe video explores the often overlooked opportunity in online businesses: digital writing. Unlike traditional writing professions, digital writers create content for the internet and can earn highly while working flexibly from anywhere. Despite common misconceptions, the video emphasizes that a large following isn't necessary to start making money. Instead, targeting niche markets with specialized knowledge, or 'information advantage,' is key. The video highlights the importance of selling services to businesses as a more lucrative and quicker route than selling products, due to the lower volume needed for high earnings. It also discusses the value of doing free work initially to gain experience and build networks. Essential steps include identifying one's unique expertise, using warm leads, and pitching services by outlining a client's problem and proposed solution. Overall, the video provides strategic insights for building a digital writing business with a focus on education over direct sales tactics.

収穫

  • ✍️ Digital writing is an undervalued opportunity for online income.
  • 💸 Writers can earn six to seven figures annually by offering services.
  • 📈 Selling services is faster and more profitable than selling products.
  • 🌍 Work can be done remotely with flexible schedules.
  • 🔍 Use your information advantage to find clients needing your expertise.
  • 👥 Start with warm leads from your network to find initial clients.
  • 🆓 Consider doing free work initially for experience and building credibility.
  • 📊 Use a problem-solution script for pitching to clients.
  • 📝 Education should be the focus of sales pitches, not hard selling.
  • 🎯 Target businesses, not individual consumers, for higher earnings.
  • 🎓 Experienced writers like Nicholas Cole offer valuable insights.
  • 🛠️ Manual lead generation is recommended before automating.

タイムライン

  • 00:00:00 - 00:05:00

    The video introduces a powerful online business opportunity: digital writing. Unlike traditional writing, digital writing allows people to earn six or even seven figures annually from anywhere on their schedule. The video promises to discuss strategies for starting and growing an online writing business.

  • 00:05:00 - 00:10:00

    The video begins by debunking myths about online writing, emphasizing that a large following isn't necessary for monetization. Traditional product sales require volume, whereas providing services is a more lucrative, immediate path for writers to replace their income.

  • 00:10:00 - 00:15:00

    Offering services rather than products results in faster monetization. The creator recounts real-life experiences highlighting undercharging and learning to value personal skills accurately. They promote selling services to affluent clients/businesses for premium remuneration, sharing their insight.

  • 00:15:00 - 00:20:00

    The video suggests free work as a marketing strategy to build credibility and gain experience. This approach can lead to faster acquisition of paid clients and results in substantial learning and networking opportunities crucial for long-term success.

  • 00:20:00 - 00:25:00

    A problem-based script is recommended for pitching to potential clients, advocating education over sales. By effectively identifying and communicating a client's problem before offering a solution, writers can create value and secure clientele more effectively.

  • 00:25:00 - 00:33:19

    Generating leads involves exhausting warm networks before cold outreach. The video stresses genuine engagement without shortcuts using AI, accentuating the importance of foundational learning through direct experience in outreach endeavors.

もっと見る

マインドマップ

ビデオQ&A

  • What is digital writing?

    Digital writing refers to creating content for online platforms, such as blogs, social media, and websites, rather than traditional forms like novels or journalism.

  • How much can digital writers earn?

    Digital writers can earn six to seven figures annually, working from anywhere on their own schedule.

  • What is the fastest way for writers to earn money?

    The fastest path is selling services rather than products, such as offering writing services to businesses instead of self-publishing ebooks.

  • Should beginners do free work?

    Yes, doing free work can build experience, confidence, and a portfolio, which can lead to paid opportunities.

  • Who should writers target as clients?

    Writers should target affluent businesses or individuals who can afford to pay premium prices for writing services.

  • What's the difference between warm and cold leads?

    Warm leads are people already in your network, while cold leads have no prior connection to you.

  • How should writers pitch their services?

    Writers should use a problem-solution script, educating potential clients on issues and offering solutions, rather than hard selling.

  • Should writers automate their lead generation?

    It's better for beginners to manually go through lead generation to understand the process before using automation tools like AI.

  • What is an information advantage?

    It's the unique knowledge or expertise one has about a subject, which can be leveraged to offer valuable writing services.

  • Should writers only focus on gaining a large audience initially?

    No, it's more effective to offer a valuable service to a few clients rather than trying to amass a large audience initially.

ビデオをもっと見る

AIを活用したYouTubeの無料動画要約に即アクセス！
字幕
en
オートスクロール:
  • 00:00:00
    all right so if you've clicked on this
  • 00:00:00
    video you've probably thought at some
  • 00:00:02
    point about making money online maybe
  • 00:00:04
    you've considered Drop Shipping or
  • 00:00:05
    creating courses or becoming a part-time
  • 00:00:08
    YouTuber but when it comes to this
  • 00:00:09
    building online business stuff there is
  • 00:00:11
    one incredibly powerful opportunity that
  • 00:00:13
    most people Overlook and that is writing
  • 00:00:15
    now we're not talking about writing
  • 00:00:16
    novels we're not talking about being a
  • 00:00:18
    journalist we're talking about digital
  • 00:00:19
    writing and the people that do this well
  • 00:00:21
    are earning at least six figures a year
  • 00:00:23
    sometimes even seven figures a year and
  • 00:00:24
    they're able to do that from anywhere in
  • 00:00:26
    the world on their own schedule but when
  • 00:00:27
    it comes to building a business through
  • 00:00:28
    writing most people have absolutely no
  • 00:00:30
    idea where to start like how many
  • 00:00:32
    followers do you need do you have to be
  • 00:00:33
    an expert in something and most
  • 00:00:35
    importantly how do you actually find
  • 00:00:36
    people who are willing to pay you for
  • 00:00:37
    your writing well conveniently that is
  • 00:00:39
    all the stuff that we are discussing in
  • 00:00:40
    this episode of business class the
  • 00:00:42
    ongoing series on this channel where we
  • 00:00:44
    explore strategies to start and grow
  • 00:00:45
    your online business so that you can
  • 00:00:47
    work towards what I call the five FS of
  • 00:00:49
    fun fulfillment flexibility and of
  • 00:00:51
    course Financial Freedom if you're new
  • 00:00:53
    here hello my name is Ali and I've been
  • 00:00:55
    doing this online business thing for
  • 00:00:56
    over 10 years I built and sold my first
  • 00:00:58
    sixf figure business while I was a
  • 00:00:59
    medical student at Cambridge I grew my
  • 00:01:01
    next business to six figures while
  • 00:01:02
    working full-time as a doctor and a few
  • 00:01:04
    years ago I was able to quit the day job
  • 00:01:06
    to focus on this business which now
  • 00:01:08
    generates seven figures a year in profit
  • 00:01:09
    and lets me live a life that I
  • 00:01:10
    absolutely love I could not have gotten
  • 00:01:12
    there without the help of a lot of
  • 00:01:13
    friends and mentors in real life and on
  • 00:01:14
    the internet and so in this series my
  • 00:01:16
    goal is to share everything that I've
  • 00:01:17
    learned and that I'm continuing to learn
  • 00:01:19
    along the way so if that sounds
  • 00:01:20
    interesting you might consider
  • 00:01:21
    subscribing to the channel and perhaps
  • 00:01:23
    even joining my free email list where I
  • 00:01:24
    share even more behind the- scenes stuff
  • 00:01:26
    that can hopefully help you in your own
  • 00:01:27
    Journey anyway in today's video I
  • 00:01:29
    delighted to welcome our visiting
  • 00:01:31
    Professor to business class Nicholas
  • 00:01:33
    Cole now Professor Cole is one of the
  • 00:01:34
    world's leading experts in digital
  • 00:01:36
    writing he has built multiple seven
  • 00:01:38
    figure businesses through writing online
  • 00:01:40
    and he's helped thousands of people from
  • 00:01:41
    all around the world go from completely
  • 00:01:43
    zero to making a full-time living with
  • 00:01:45
    their writing so today's lecture is
  • 00:01:47
    going to be a masterclass in building a
  • 00:01:48
    $10,000 a month writing business even if
  • 00:01:51
    you're starting from scratch part one
  • 00:01:53
    the biggest myth about online writing we
  • 00:01:55
    want to teach people what is their
  • 00:01:56
    fastest path to actually making money as
  • 00:01:58
    a writer they a lot of people still kind
  • 00:02:00
    of think that writing is a thing that
  • 00:02:02
    can't like you can't really make money
  • 00:02:03
    from it I've just published a book
  • 00:02:05
    traditional publishing people are like
  • 00:02:07
    oh do I find an agent do I get a book
  • 00:02:08
    deal what do people get wrong about
  • 00:02:10
    making money online as a writer okay
  • 00:02:12
    most fun question on planet Earth for me
  • 00:02:15
    so let's we'll start with the mistake so
  • 00:02:18
    the mistake that writers make I think is
  • 00:02:21
    thinking that you need to have a ton of
  • 00:02:24
    attention in order to start monetizing
  • 00:02:27
    so everyone thinks step one I need a
  • 00:02:29
    million followers so already wrong cuz
  • 00:02:32
    if I told you tomorrow you had to go
  • 00:02:33
    give a speech in front of a million
  • 00:02:34
    people you would have an anxiety attack
  • 00:02:36
    like you don't need a million followers
  • 00:02:38
    second is they go okay well maybe I
  • 00:02:39
    don't need a million followers I just
  • 00:02:41
    need 100,000 or I need 10,000 reduce the
  • 00:02:43
    number okay still my 1,000 FS right yeah
  • 00:02:46
    okay so still still wrong and the reason
  • 00:02:49
    you know there's all these different
  • 00:02:50
    paths you can take to monetizing your
  • 00:02:52
    craft any craft will use writing as the
  • 00:02:54
    example the the fastest path though is
  • 00:02:58
    not selling a product it is selling a
  • 00:03:00
    service because if you think and
  • 00:03:03
    everyone in the Creator World talks
  • 00:03:04
    about selling digital products right you
  • 00:03:06
    sell an ebook you sell a course you sell
  • 00:03:08
    uh cohort-based experience whatever it
  • 00:03:10
    is right but that's not actually the
  • 00:03:12
    fastest path because most of those
  • 00:03:14
    products if not all of them are priced
  • 00:03:16
    in a couple hundred bucks or less or if
  • 00:03:18
    you're selling an ebook it's like $10 or
  • 00:03:19
    $20 right the lower the price point the
  • 00:03:21
    more volume you need so it sounds really
  • 00:03:25
    easy to go okay well I can make you know
  • 00:03:26
    5 or 10 grand selling a $200 course for
  • 00:03:29
    example
  • 00:03:30
    but you have to play that out and go
  • 00:03:32
    okay well how many of those do I need to
  • 00:03:33
    sell every month in order to sustain 5
  • 00:03:37
    10 20K a month sure right you need
  • 00:03:39
    volume yeah I mean especially with a
  • 00:03:40
    physical book like or a physical book is
  • 00:03:43
    my book sold a lot of cop well you going
  • 00:03:44
    to sold like 200,000 copies but I still
  • 00:03:47
    I still haven't paid off the advance and
  • 00:03:49
    our royalty percentage is I think I'm
  • 00:03:51
    allowed to share this about like 15% oh
  • 00:03:53
    you got we got 15 we got a good deal we
  • 00:03:55
    got a decent deal we got 15% but it's
  • 00:03:57
    like I make maybe £1 every time I sell a
  • 00:04:00
    book yeah no it's a horrible so I need
  • 00:04:02
    to sell a lot of books to make a living
  • 00:04:03
    as a professional writer if the thing
  • 00:04:06
    that I was making money from was selling
  • 00:04:07
    books yeah the reason why there's the
  • 00:04:09
    whole cliche nobody makes a living as a
  • 00:04:11
    writer is because of course it's going
  • 00:04:13
    to be hard to make a living as a writer
  • 00:04:14
    when the thing that you're selling is
  • 00:04:16
    priced at
  • 00:04:17
    $20 there's no recurring Revenue most
  • 00:04:19
    people buy a book once they don't buy it
  • 00:04:21
    again and then your deal in that is you
  • 00:04:24
    get 10% of the revenue so you're not
  • 00:04:26
    even getting all $20 right you're
  • 00:04:28
    getting $2 and so then that leads to the
  • 00:04:31
    cliche well nobody makes a living as a
  • 00:04:32
    writer right and that's wrong and so
  • 00:04:35
    your fastest path if you're sitting
  • 00:04:37
    there and I I think so often people have
  • 00:04:39
    this conversation where they go I want
  • 00:04:42
    to make money every option is available
  • 00:04:44
    to me well no every option isn't
  • 00:04:46
    available to you there's usually one
  • 00:04:49
    thing you're trying to optimize for in
  • 00:04:50
    your life and if you're working a
  • 00:04:51
    full-time job and you're like I want to
  • 00:04:53
    get out of my full-time job your number
  • 00:04:55
    one concern is how do I replace my
  • 00:04:57
    full-time income right so your fastest
  • 00:05:00
    path to replacing your full-time income
  • 00:05:02
    is not selling products because products
  • 00:05:04
    take longer cuz you need to build an
  • 00:05:06
    audience in order to sell them and you
  • 00:05:08
    need to sell them in volume it's much
  • 00:05:10
    easier to go find one client that is
  • 00:05:13
    willing to pay you three grand four
  • 00:05:15
    grand five grand to do something for
  • 00:05:17
    them so it's actually monetizing through
  • 00:05:19
    a service so your fastest path as a
  • 00:05:21
    writer to 5K as a side hustle you know
  • 00:05:24
    10K 20K replacing your full-time income
  • 00:05:26
    and then some is to just go find one
  • 00:05:29
    person and go I can help you solve
  • 00:05:30
    problems in your business okay it's not
  • 00:05:32
    to go be some viral Creator you can do
  • 00:05:34
    that just do that later oh by the way if
  • 00:05:36
    you're enjoying this video so far then
  • 00:05:38
    you might like to check out my
  • 00:05:39
    completely free 7-Day Focus crash course
  • 00:05:42
    it's at Focus crashcourse tocom it's
  • 00:05:43
    completely free you enter your email and
  • 00:05:45
    then every day for 7 days I'll send you
  • 00:05:46
    an email that has some principles and
  • 00:05:47
    strategies and evidence-based tips on
  • 00:05:49
    how to become more focused so completely
  • 00:05:51
    free check it out all right so we've
  • 00:05:53
    just talked about the biggest myths
  • 00:05:54
    about making money online as a writer
  • 00:05:56
    we're now going to go into Professor
  • 00:05:57
    Cole's five steps for making 10K a month
  • 00:06:00
    through writing online step one identify
  • 00:06:03
    your information Advantage let's rewind
  • 00:06:06
    we'll we'll do a bit of a role play
  • 00:06:07
    let's say I'm 26 years old I've been
  • 00:06:08
    working 2 years as a doctor in the UK's
  • 00:06:09
    National Health Service and I'm like you
  • 00:06:11
    know I think I enjoy this medicine thing
  • 00:06:13
    but you know if I project out 10 years
  • 00:06:14
    15 years 20 years will I continue to
  • 00:06:16
    enjoy it I'd love to have man if I could
  • 00:06:18
    have 5K a month coming in I'd be able to
  • 00:06:20
    quit my job and be able to take my Gap
  • 00:06:21
    here be able to travel around the world
  • 00:06:23
    and then I can always come back to
  • 00:06:24
    Medicine later if I feel like it y but I
  • 00:06:26
    sort of feel like but like I don't know
  • 00:06:28
    I just went through med school I I don't
  • 00:06:29
    have any skills other than the stuff
  • 00:06:31
    around being a doctor okay so step one
  • 00:06:33
    is you have to identify your information
  • 00:06:36
    Advantage so most people this is this is
  • 00:06:38
    where how they start they go I'm not
  • 00:06:41
    happy I've decided I want to do
  • 00:06:43
    something different and then they just
  • 00:06:44
    let their imagination run wild and they
  • 00:06:46
    look at you today like you know Ali this
  • 00:06:48
    world we're now 5 million plus YouTube
  • 00:06:50
    subscribers productivity expert they're
  • 00:06:52
    like I want to be that okay first of all
  • 00:06:55
    you didn't start there your goal is not
  • 00:06:58
    to just imagine and think you know what
  • 00:07:01
    what is the the most legendary version
  • 00:07:04
    of myself and how do I go be that
  • 00:07:06
    tomorrow because that's not how the game
  • 00:07:07
    works it is so much easier to start by
  • 00:07:10
    asking yourself the question where do I
  • 00:07:11
    already have an information Advantage
  • 00:07:13
    what do you mean by information
  • 00:07:13
    Advantage so information Advantage is
  • 00:07:15
    you've been working as a doctor for 3
  • 00:07:18
    years right you graduated medical school
  • 00:07:19
    what whatever you inherently know more
  • 00:07:22
    about that subject than someone who
  • 00:07:23
    hasn't had those experiences right it's
  • 00:07:25
    inherent the problem is we all take the
  • 00:07:27
    knowledge that we have for granted
  • 00:07:29
    everyone I know is also a doctor so it's
  • 00:07:31
    like big whoop being a doctor it's not a
  • 00:07:33
    big deal yeah so to to to the classmate
  • 00:07:35
    sitting next to you you're like I don't
  • 00:07:36
    know anything or I don't know anything
  • 00:07:38
    different right but remove yourself from
  • 00:07:40
    that classroom and you actually know a
  • 00:07:41
    lot relative to the entire population
  • 00:07:44
    right so Step One is recognizing in
  • 00:07:46
    yourself what information do you take
  • 00:07:48
    for granted because that information is
  • 00:07:51
    what allows you to go help someone so
  • 00:07:54
    thinking of it in the reverse if I run a
  • 00:07:56
    biotech company for example do I want to
  • 00:07:59
    hire someone who speaks and understands
  • 00:08:02
    medicine and that and that you know
  • 00:08:04
    health and wellness industry or am I
  • 00:08:06
    just going to go hire some random person
  • 00:08:08
    that has no idea what any of those terms
  • 00:08:10
    mean so the misunderstanding and why I
  • 00:08:13
    say that ghost writing is the fastest
  • 00:08:15
    path to monetization is because anywhere
  • 00:08:18
    you have an information Advantage you're
  • 00:08:20
    already fluent in that industry all
  • 00:08:22
    right so the key takeaway here is that
  • 00:08:24
    we all have our own information
  • 00:08:26
    advantages and the only thing you really
  • 00:08:28
    need is to just be a a little bit more
  • 00:08:30
    of an expert in something than someone
  • 00:08:31
    else ideally than the person that you
  • 00:08:33
    are selling to that doesn't mean you
  • 00:08:34
    need to know absolutely everything about
  • 00:08:35
    a particular topic you just need to know
  • 00:08:37
    more than the average person and the way
  • 00:08:39
    that I often think of this is it's okay
  • 00:08:41
    to be a guide you don't have to be a
  • 00:08:42
    guru I think a lot of people hold
  • 00:08:44
    themselves back with this idea of like
  • 00:08:45
    I'm not enough of an expert in thing X
  • 00:08:48
    therefore I couldn't possibly build a
  • 00:08:49
    business around thing X but if you have
  • 00:08:52
    an interest in the thing if you spent
  • 00:08:53
    some time reading or learning about the
  • 00:08:55
    thing or watching videos about the thing
  • 00:08:56
    if you spent time doing the thing even
  • 00:08:58
    if you're not an expert in the thing you
  • 00:09:01
    still probably know more than most
  • 00:09:02
    people and as long as you're not trying
  • 00:09:03
    to front or trying to fake expertise
  • 00:09:05
    when you don't actually have it you can
  • 00:09:07
    be pretty authentic and honest with how
  • 00:09:08
    you're approaching your particular
  • 00:09:09
    expertise you can be a guide you don't
  • 00:09:11
    need to be a guru and if you do start to
  • 00:09:13
    make some money writing online then you
  • 00:09:15
    might want to invest that money with a
  • 00:09:16
    service like trading 212 who are very
  • 00:09:19
    kindly sponsoring this video trading 212
  • 00:09:21
    is a fantastic app that lets you invest
  • 00:09:23
    in stocks and shares and funds in a
  • 00:09:25
    commission-free fashion they've got a
  • 00:09:27
    great social pies feature that lets you
  • 00:09:28
    copy the investment of other successful
  • 00:09:30
    investors as well as managing the
  • 00:09:32
    allocations of your own Investments you
  • 00:09:33
    can browse all of the different pies and
  • 00:09:35
    see what other people's asset
  • 00:09:36
    allocations are and then if you want you
  • 00:09:38
    can literally just copy and paste that
  • 00:09:40
    specific P or asset allocation into your
  • 00:09:42
    account so for example let's say I
  • 00:09:43
    created a pi that invests 50% in apple
  • 00:09:45
    and 50% in Tesla then you can just copy
  • 00:09:47
    that and you can invest your let's say
  • 00:09:49
    £1 based on the allocation as well they
  • 00:09:51
    also have a new trading 212 card that
  • 00:09:53
    gives you 1.5% cash back on purchases
  • 00:09:55
    that you make with it and this is
  • 00:09:56
    designed to seamlessly integrate with
  • 00:09:58
    your trading to on to invest account and
  • 00:10:00
    lets you earn cash back on your daily
  • 00:10:01
    purchases while also compounding
  • 00:10:03
    interest on your uninvested cash in 13
  • 00:10:05
    different currencies the card is also
  • 00:10:06
    free and there are no sneaky fees or
  • 00:10:08
    subscription plans so if any of that
  • 00:10:10
    sounds up your street then check out the
  • 00:10:11
    link in the video description and that
  • 00:10:13
    will take you to this page where you'll
  • 00:10:14
    be guided on how to sign up for an
  • 00:10:15
    account and if you use the promo code
  • 00:10:17
    Ali Ali that will give you free
  • 00:10:19
    fractional shares worth up to £1 so it's
  • 00:10:22
    free money you might as well sign up all
  • 00:10:24
    right so step one was to identify your
  • 00:10:25
    informational advantage and now we move
  • 00:10:27
    on to step two which is sales to
  • 00:10:29
    businesses so at this point a lot of
  • 00:10:32
    people a lot of a lot of Medics I know
  • 00:10:34
    and this was me back in the day um would
  • 00:10:37
    have said okay I have an information
  • 00:10:38
    advantage in that I got into med school
  • 00:10:40
    so why don't I just do tutoring for
  • 00:10:42
    people to help them get into med school
  • 00:10:44
    dot dot dot yeah okay so now think about
  • 00:10:47
    who you're selling to yeah so tutoring
  • 00:10:49
    who are you selling to well you're most
  • 00:10:51
    likely selling to broke college students
  • 00:10:53
    or people in med school right or their
  • 00:10:55
    parents if they're applying to med
  • 00:10:56
    school and the parents are rich for
  • 00:10:57
    example but tutor ing is already price
  • 00:11:00
    anchored to a certain thing right like
  • 00:11:02
    most people like how much are you
  • 00:11:04
    willing to pay hourly for tutoring most
  • 00:11:06
    most tutoring T of dollars per hour so
  • 00:11:10
    the second thing is you have to go okay
  • 00:11:11
    I have an information Advantage now who
  • 00:11:13
    is the mo the most affluent customer
  • 00:11:17
    right well it's a biotech startup that
  • 00:11:20
    just raised $30 million or it's an
  • 00:11:22
    executive for a Pharma company or it's
  • 00:11:25
    right all of those businesses to them 5
  • 00:11:28
    grand is nothing 10 grand is nothing but
  • 00:11:30
    if you go pitch you know a parent of a
  • 00:11:33
    kid who needs help via tutoring 10 grand
  • 00:11:36
    is a lot of money right so the second
  • 00:11:38
    thing is going okay I have an
  • 00:11:39
    information Advantage now who are all
  • 00:11:41
    the customers that would be willing to
  • 00:11:42
    pay me a premium to help them solve
  • 00:11:44
    something in their business yeah this is
  • 00:11:46
    already I think a a massive like sort of
  • 00:11:50
    mind-blowing thing for people to realize
  • 00:11:51
    that different people value money at
  • 00:11:53
    different level significantly
  • 00:11:54
    differently and especially businesses
  • 00:11:56
    value money at a completely different in
  • 00:11:57
    a completely different way than
  • 00:11:58
    individuals do yeah how how did you
  • 00:12:00
    first appreciate this sort of disparity
  • 00:12:03
    in how people think about money well I
  • 00:12:04
    mean the honest answer is I just under
  • 00:12:07
    charged for a long time until it became
  • 00:12:09
    so painfully obvious to me that I was
  • 00:12:11
    undercharging you know like when I was
  • 00:12:13
    first starting out I remember charging
  • 00:12:15
    $25 or $50 an article and thinking you
  • 00:12:18
    know the jump from 25 to 50 was a lot I
  • 00:12:21
    was like oh I'm charging a lot and then
  • 00:12:22
    the jump from 50 to 100 was a lot and
  • 00:12:24
    there was a story that I tell sort of
  • 00:12:27
    often in our programs is there was a
  • 00:12:28
    moment where I was pitching a ghost
  • 00:12:29
    riding client I was probably
  • 00:12:32
    27 and we met in this restaurant in La
  • 00:12:35
    and he was hiring me to ghost write this
  • 00:12:37
    white paper for a for a crypto startup
  • 00:12:39
    they were trying to launch and I
  • 00:12:41
    remember going into the meeting being
  • 00:12:43
    like okay how much should I charge I'm
  • 00:12:44
    I'm going to throw outrageous number in
  • 00:12:46
    the air and I remember I mustered up the
  • 00:12:48
    courage I was like I'm going to charge
  • 00:12:50
    10 grand to write this white paper and
  • 00:12:52
    we're sitting in the meeting and he we
  • 00:12:55
    it all goes great and then he goes all
  • 00:12:56
    right so what's the damage how much is
  • 00:12:57
    this going to cost me and I said it's
  • 00:12:59
    going to and at the last minute I almost
  • 00:13:01
    backed out you know but I was like it's
  • 00:13:02
    going to cost 10 grand and I like waited
  • 00:13:05
    and he looks at me and he goes I just
  • 00:13:08
    want you to know that I was prepared to
  • 00:13:09
    pay three times that but you already
  • 00:13:11
    said the number so 10 grand it is and I
  • 00:13:14
    walked away from that meeting going I
  • 00:13:16
    have no idea how to value my value yeah
  • 00:13:20
    and I think that's something where it
  • 00:13:21
    doesn't matter I see it in our ghost
  • 00:13:23
    Writing Academy all the time too we we
  • 00:13:26
    train ghost riters to build and write
  • 00:13:28
    these educational email courses for
  • 00:13:30
    people we go you can sell this for 5
  • 00:13:31
    grand no problem no matter how many
  • 00:13:33
    times we tell them you can sell this for
  • 00:13:35
    5 grand there's a large percentage of
  • 00:13:37
    people who the first time they pitch it
  • 00:13:39
    they they can't even get the words five
  • 00:13:41
    grand out of their mouth and it's
  • 00:13:42
    usually only until you experience it a
  • 00:13:43
    couple times where you're like wow
  • 00:13:44
    everyone's saying yes to $1,000 like
  • 00:13:47
    maybe I should charge more right all
  • 00:13:49
    righty so the key takeaway here is that
  • 00:13:51
    if you really want the fastest path to
  • 00:13:52
    making a full-time living as a writer
  • 00:13:54
    you need to find a small number of
  • 00:13:56
    people willing to pay you a large amount
  • 00:13:59
    of money you do absolutely not want to
  • 00:14:01
    go the direction of trying to get a
  • 00:14:03
    large number of people to pay you a
  • 00:14:04
    small amount of money for example my
  • 00:14:06
    book Feelgood productivity New York
  • 00:14:08
    Times and Sunday Times bestseller this
  • 00:14:10
    is not making very much money because I
  • 00:14:12
    make maybe $2 or $3 per sale of this
  • 00:14:14
    book maybe even less I need to get a
  • 00:14:16
    hell of a lot of people to buy this book
  • 00:14:18
    it's really really really hard to get
  • 00:14:20
    250,000 people to buy a book it's so
  • 00:14:23
    much easier to get one person to pay
  • 00:14:25
    $250,000 for a particular project or to
  • 00:14:27
    get like a hand full of businesses to
  • 00:14:29
    pay you 5K a month 3K a month 10K a
  • 00:14:31
    month and this is something that is
  • 00:14:32
    absolutely worth emphasizing if you are
  • 00:14:34
    trying to start a business it's you know
  • 00:14:38
    let's say the goal is to get to 10K a
  • 00:14:39
    month right like one way of doing that
  • 00:14:41
    is to get 10,000 people to pay you $1
  • 00:14:44
    right another way of doing that is to
  • 00:14:45
    get one person to pay $10,000 another
  • 00:14:47
    way of doing that would be to get I
  • 00:14:48
    don't know five people to pay you $2,000
  • 00:14:50
    or finding 2,000 people to pay you $5
  • 00:14:53
    unless you're experienced in this
  • 00:14:54
    business thing you would think that
  • 00:14:55
    these are kind of equivalent or maybe
  • 00:14:57
    even it's easier surely it's teas you to
  • 00:14:59
    find $2,000 people to pay me $5 because
  • 00:15:01
    $5 is nothing but actually no it does
  • 00:15:03
    not work like that essentially the
  • 00:15:04
    smaller number of customers you're
  • 00:15:05
    targeting and the higher take of that
  • 00:15:07
    price point is the easier it is to find
  • 00:15:09
    those people and generally the easier it
  • 00:15:11
    is to make that sale now at this point
  • 00:15:12
    we are going to Fork paths a little bit
  • 00:15:14
    because there is actually an alternative
  • 00:15:16
    path that you can use to make money as a
  • 00:15:17
    writer early on and so now we're going
  • 00:15:18
    to talk about our alternative step two
  • 00:15:20
    which is to do free work the second
  • 00:15:23
    thing in this whole you know like what
  • 00:15:24
    is your fastest path to 10K a month I
  • 00:15:27
    would actually and I do I often advocate
  • 00:15:29
    for the step before that which is you
  • 00:15:32
    shouldn't even try and charge for the
  • 00:15:33
    first thing that you do you're level one
  • 00:15:36
    right like you having 10 copper or zero
  • 00:15:39
    Copper at level one makes no difference
  • 00:15:41
    you can't buy anything with 10 copper
  • 00:15:43
    anyway right so a lot of people whenever
  • 00:15:46
    I talk about the ROI of free work
  • 00:15:48
    everyone comes back and they're like no
  • 00:15:49
    you should get paid what your worth is
  • 00:15:52
    and your value and you should never do
  • 00:15:54
    free work and don't let people take
  • 00:15:55
    advantage of you and I'm like you're
  • 00:15:56
    thinking about it completely wrong in
  • 00:15:58
    the beginning free work is basically a
  • 00:16:01
    marketing cost it is a way to remove all
  • 00:16:04
    friction and get yourself paid in
  • 00:16:06
    experience credibility pattern
  • 00:16:08
    recognition right so all of a sudden you
  • 00:16:12
    don't have the constraint where you go
  • 00:16:14
    all right I'm going to charge three
  • 00:16:15
    grand for this and someone goes no okay
  • 00:16:17
    want to know how you remove that barrier
  • 00:16:19
    you don't charge three grand and you
  • 00:16:21
    just say I'll do it for you for free and
  • 00:16:23
    everyone thinks no that's a short-term
  • 00:16:25
    loss but if I told you you're going to
  • 00:16:27
    go pitch that service for three grand
  • 00:16:30
    and it's going to take you 9 months to
  • 00:16:32
    get someone to say yes or you could
  • 00:16:34
    pitch it to someone for free today do a
  • 00:16:37
    project and then the next month have
  • 00:16:38
    something to point to that you can
  • 00:16:40
    ladder up to a client month two which
  • 00:16:42
    one would you take and it's only in
  • 00:16:45
    hindsight or once you explain that that
  • 00:16:46
    person goes oh I would do the second
  • 00:16:48
    path but that's not what most people do
  • 00:16:51
    yeah you know and you have to realize
  • 00:16:52
    that in the beginning getting paid in
  • 00:16:54
    cash is actually not the most valuable
  • 00:16:56
    thing for you you want to get paid in
  • 00:16:58
    conf I can do this you want to get paid
  • 00:17:00
    in building a network oh now I know
  • 00:17:02
    someone who can introduce me to other
  • 00:17:03
    clients there are a lot of things more
  • 00:17:06
    valuable than getting paid a 100 bucks
  • 00:17:08
    or 1,000 bucks so the key takeaway here
  • 00:17:10
    is that building the skill of being able
  • 00:17:12
    to provide enough value to be able to
  • 00:17:14
    charge for it to make money that is more
  • 00:17:15
    important than the money itself at least
  • 00:17:17
    at the start at the start you're trying
  • 00:17:19
    to learn you are not trying to earn and
  • 00:17:21
    so doing work for free is often the
  • 00:17:22
    fastest path to getting started and
  • 00:17:24
    learning the really valuable skills
  • 00:17:25
    building your portfolio getting
  • 00:17:26
    testimonials and to be honest you know
  • 00:17:28
    this is a secret that no one really
  • 00:17:29
    tells you at the point where you start
  • 00:17:31
    charging a lot of money for your service
  • 00:17:33
    and people see your testimonials no one
  • 00:17:35
    needs to see how much you charged those
  • 00:17:37
    clients in those testimonials the five
  • 00:17:39
    testimonials that you have on your
  • 00:17:40
    website or whatever those might have
  • 00:17:42
    been clients that you worked for for
  • 00:17:43
    free but your client who's paying you 10
  • 00:17:45
    grand doesn't need to know that all they
  • 00:17:46
    see is the testimonial itself it is
  • 00:17:48
    quite hard when you're a complete
  • 00:17:49
    beginner and you have no experience
  • 00:17:50
    under your belt to get someone to pay
  • 00:17:52
    you money for something it's doable but
  • 00:17:54
    you have to get pretty good at sales and
  • 00:17:55
    you know we're going to talk about that
  • 00:17:56
    a little bit further on but as soon as
  • 00:17:58
    you offer something Val valuable for
  • 00:17:59
    free now it's super easy to get someone
  • 00:18:00
    to say yes because everyone wants
  • 00:18:02
    something valuable for free and then you
  • 00:18:03
    deliver on the value you get a sick
  • 00:18:05
    testimonial they're super happy they'll
  • 00:18:06
    probably want to start paying you for
  • 00:18:08
    more work now because they're so happy
  • 00:18:09
    with the work that you've done they'll
  • 00:18:10
    probably refer you to their friends
  • 00:18:12
    because now they're so happy with the
  • 00:18:13
    free work that you've done and you have
  • 00:18:14
    a sick testimonial for your website all
  • 00:18:16
    right so we've talked about identifying
  • 00:18:17
    your informational Advantage we've
  • 00:18:19
    talked about selling to businesses
  • 00:18:20
    rather than two consumers and we've
  • 00:18:21
    talked about the alternative path to
  • 00:18:23
    doing free work although even that free
  • 00:18:25
    work should ideally be for a business
  • 00:18:27
    rather than for a consumer as I move on
  • 00:18:29
    to step three in the process which is
  • 00:18:30
    the problem pitch so I'm a junior doctor
  • 00:18:33
    I have an informational advantage in
  • 00:18:34
    medicine I know I like writing I used to
  • 00:18:36
    write essays in med school and I liked
  • 00:18:37
    you know I had a personal blog back in
  • 00:18:38
    the day and blah blah blah you know all
  • 00:18:39
    that all that kind of stuff who could
  • 00:18:42
    possibly want to pay me five grand a
  • 00:18:44
    month to help grow their LinkedIn
  • 00:18:46
    presence and yeah it would probably be a
  • 00:18:49
    big farmer executive maybe the CEO maybe
  • 00:18:53
    someone in the CC Suite maybe someone
  • 00:18:54
    who's the VP level or director level or
  • 00:18:56
    whatever let's go simpler than that the
  • 00:19:00
    family friend of yours who's a
  • 00:19:03
    doctor and they have a small bus they
  • 00:19:06
    have a private practice and they want to
  • 00:19:07
    create content on LinkedIn to help
  • 00:19:10
    promote the fact that they're like a
  • 00:19:11
    shoulder and blah blah blah surgeon or
  • 00:19:12
    whatever Dermatology that kind of thing
  • 00:19:14
    my dad's a spine surgeon okay so how
  • 00:19:17
    does my dad get more people to know that
  • 00:19:19
    he's a great spine
  • 00:19:21
    surgeon you either put your name up on
  • 00:19:24
    Google and hope yeah that's one strategy
  • 00:19:27
    which is what most of them do or you go
  • 00:19:29
    I'm going to start taking this into my
  • 00:19:30
    own hands I'm going to start educating
  • 00:19:32
    people right what are what are the
  • 00:19:33
    reasons people have back pain what are
  • 00:19:35
    the ways to get rid of back back pain
  • 00:19:37
    without surgery if you have surgery how
  • 00:19:40
    do you recover faster what foods should
  • 00:19:42
    you eat what exercises should you do
  • 00:19:45
    right so it doesn't take very long you
  • 00:19:46
    start thinking through it and you're
  • 00:19:47
    like okay well that's pretty easy and I
  • 00:19:50
    bet your information Advantage would
  • 00:19:51
    allow you to do that and how many
  • 00:19:53
    doctors are there in the
  • 00:19:54
    world like a lot right so you don't need
  • 00:19:58
    all the doctors you need one doctor okay
  • 00:20:01
    and so what am I pitching then let's say
  • 00:20:03
    I come up with a list of three family
  • 00:20:05
    friends who are all doing Private
  • 00:20:07
    Practice in one's a spinal surgeon one's
  • 00:20:09
    a radiologist and one's a dermatologist
  • 00:20:10
    and I'm like you know sweating thinking
  • 00:20:13
    of sending these
  • 00:20:14
    emails what am I saying okay so this is
  • 00:20:17
    awesome so irr resist will offer script
  • 00:20:19
    we'll just do it like word for word okay
  • 00:20:21
    so um I'm going to stick with the the
  • 00:20:24
    spine example because I because I'm
  • 00:20:26
    familiar with it okay so first thing is
  • 00:20:28
    you have to do your homework and
  • 00:20:29
    understand well what is what does this
  • 00:20:31
    person do and what do they specialize in
  • 00:20:32
    and what's their problem another big
  • 00:20:34
    mistake most people will go apply for a
  • 00:20:37
    job on upor or Fiverr right when you do
  • 00:20:40
    that what you're effectively doing is
  • 00:20:41
    raising your hand going I have no
  • 00:20:43
    control I have no pricing power I have
  • 00:20:45
    no leverage I am applying for the job
  • 00:20:47
    you tell me what you need and I will do
  • 00:20:49
    whatever it is that you ask okay as a
  • 00:20:52
    result that is why you have no pricing
  • 00:20:54
    power because the power Dynamic is wrong
  • 00:20:57
    right they are the boss you are the
  • 00:20:58
    employee
  • 00:20:59
    Inge more you have to F the dnamic you
  • 00:21:02
    have go to them and you have to educate
  • 00:21:04
    them on a problem they didn't know they
  • 00:21:06
    had or a problem that they know they
  • 00:21:08
    have they just haven't gotten around to
  • 00:21:09
    fixing right so you go to the doctor you
  • 00:21:12
    go problem you want higher quality
  • 00:21:16
    customers you have a private practice
  • 00:21:17
    you want more people who uh are
  • 00:21:20
    interested in back surgery but like a
  • 00:21:22
    specific type of back surgery so for
  • 00:21:24
    example my dad specializes in minimally
  • 00:21:25
    invasive spine surgery okay so it's like
  • 00:21:28
    that's the type person you want to
  • 00:21:29
    attract right the the the problem though
  • 00:21:32
    is that you don't know how to find them
  • 00:21:35
    they don't know whether they can trust
  • 00:21:37
    you or not Etc right the reason that
  • 00:21:40
    problem is happening is because you have
  • 00:21:42
    a website that isn't optimized for
  • 00:21:43
    anything and it would be really easy to
  • 00:21:46
    find those people on LinkedIn you just
  • 00:21:47
    need to start creating content right and
  • 00:21:50
    the ultimate negative consequence of
  • 00:21:52
    that problem is that until you start
  • 00:21:54
    educating people you're just going to
  • 00:21:56
    sit there and you're going to hope that
  • 00:21:57
    customers walk through the door okay so
  • 00:22:00
    if you start with that like little mini
  • 00:22:02
    problem script it's impossible for the
  • 00:22:04
    other person to sit there and go I'm not
  • 00:22:06
    listening right of course they're
  • 00:22:08
    listening because you just educated them
  • 00:22:10
    on the whole problem of their business
  • 00:22:12
    which is not hard okay then once you've
  • 00:22:14
    educated them on the problem because
  • 00:22:16
    they can't care about the solution until
  • 00:22:17
    they care about the problem so you first
  • 00:22:19
    anchor them in the problem then you go
  • 00:22:21
    the solution to this would be if we
  • 00:22:24
    started educating people on minimally
  • 00:22:26
    invasive spine surgery on Linkin be
  • 00:22:29
    really easy here's some sample topics
  • 00:22:30
    right the benefits of doing this is that
  • 00:22:33
    we would be able to start reaching
  • 00:22:35
    people that would either be interested
  • 00:22:37
    in this or would uh maybe know someone
  • 00:22:39
    who's interested in this and then
  • 00:22:40
    ultimately we could move that social
  • 00:22:42
    audience over to our email list and we
  • 00:22:44
    could even run like localized ads if we
  • 00:22:46
    wanted to against that email as we could
  • 00:22:47
    do retargeting and the ultimate positive
  • 00:22:51
    outcome of that is if we do that you
  • 00:22:53
    will have significantly more control
  • 00:22:54
    over lead flow for your business
  • 00:22:58
    problem script solution script and then
  • 00:23:01
    they go okay that all makes sense so how
  • 00:23:03
    much so you have to go through all of
  • 00:23:05
    that before you go oh no problem so we
  • 00:23:07
    can create social content for you every
  • 00:23:10
    month it's three grand a month I take
  • 00:23:11
    care of the ideas the writing all I need
  • 00:23:13
    is about 30 minutes of your time uh once
  • 00:23:15
    a month even we do a quick recap call
  • 00:23:18
    you've already written a book so I can
  • 00:23:19
    pull a lot of the content from that book
  • 00:23:21
    and that's it happy to help and is this
  • 00:23:23
    all in a single email like how what what
  • 00:23:26
    ises the process of sending this out
  • 00:23:27
    look like so that would be the call so
  • 00:23:30
    to get them on the call right is you
  • 00:23:32
    start we have a phrase we talk about all
  • 00:23:34
    the time which is in the beginning your
  • 00:23:36
    Niche is your network so you have an
  • 00:23:38
    information Advantage your Niche is the
  • 00:23:41
    fact that you have a family friend who's
  • 00:23:42
    a doctor y okay great that's the first
  • 00:23:44
    person you should go pitch because they
  • 00:23:46
    are most likely to answer your text or
  • 00:23:48
    answer your email or answer your call
  • 00:23:50
    right so the first thing is you open
  • 00:23:52
    with problem hey know it's been a long
  • 00:23:54
    time since we chatted Uncle yeah you
  • 00:23:57
    know Uncle whoever ever uh quick
  • 00:24:00
    question I was thinking about your
  • 00:24:01
    business you know how do you typically
  • 00:24:03
    get customers you know is that something
  • 00:24:05
    that you've been thinking about you know
  • 00:24:07
    are you struggling to get leads in your
  • 00:24:08
    area tell tell me about what's been
  • 00:24:10
    going on okay that could be a text
  • 00:24:12
    message that could be an email that's
  • 00:24:14
    and then Uncle Johnny might reply to
  • 00:24:16
    that yeah saying oh yeah it's actually
  • 00:24:18
    been kind of hard we advertise on Google
  • 00:24:20
    but nothing happens exactly that sort of
  • 00:24:21
    thing and then you go cool I've got a
  • 00:24:22
    couple interesting ideas why don't we
  • 00:24:24
    hop on a call together and I'll walk you
  • 00:24:26
    through uh how this works I I found
  • 00:24:28
    something that I think would be really
  • 00:24:29
    beneficial for your business Uncle
  • 00:24:31
    Johnny goes all right cool I got 30
  • 00:24:32
    minutes on Thursday and then you go
  • 00:24:34
    through problem script solution here's
  • 00:24:36
    what I would do for you so that is
  • 00:24:39
    significantly easier than going how do I
  • 00:24:42
    build an audience of 100,000 people and
  • 00:24:44
    sell 200 courses a month every month
  • 00:24:47
    forever right all righty so that was
  • 00:24:49
    step three the problem script let's now
  • 00:24:51
    move on to step four which is to talk in
  • 00:24:53
    education not sales yeah I had a a
  • 00:24:56
    mentor in Chicago who used to say you
  • 00:24:57
    are never selling
  • 00:24:58
    anything to anyone you are giving them
  • 00:25:01
    an
  • 00:25:01
    opportunity everyone knows when they're
  • 00:25:03
    getting pitched right so the whole
  • 00:25:05
    methodology that I'm a firm believer in
  • 00:25:08
    is you want it to all sound like free
  • 00:25:11
    Consulting everything that you do every
  • 00:25:13
    text message every email every phone
  • 00:25:15
    call every Zoom call it should all feel
  • 00:25:18
    like hey I see what you're doing I just
  • 00:25:20
    I can't help myself like you're making a
  • 00:25:22
    mistake I I just wanted to point it out
  • 00:25:24
    and help you do with it what you will I
  • 00:25:27
    just wanted you to know
  • 00:25:28
    right and when you do that the other
  • 00:25:31
    person can't help but go well ah you
  • 00:25:35
    just educated me on a problem and now I
  • 00:25:37
    know I have this problem and then
  • 00:25:38
    inevitably they go to you and say so is
  • 00:25:41
    that what you do then you go oh yeah no
  • 00:25:44
    that that is what I do I specialize in
  • 00:25:45
    that and then they go can you help me
  • 00:25:48
    and you go sure i' I'd be happy to help
  • 00:25:50
    right so you're almost you're not
  • 00:25:52
    pitching them and going by from me
  • 00:25:54
    you're educating and like guiding them
  • 00:25:56
    until they're forced to go I need
  • 00:25:59
    someone to help me is this what you
  • 00:26:02
    do nice that sort of takes the fear out
  • 00:26:06
    of selling because even in the way I'm
  • 00:26:07
    describing and I'm using the word
  • 00:26:08
    pitching which yeah no even
  • 00:26:10
    subconsciously has a certain energy
  • 00:26:12
    about it that feels like I'm trying to
  • 00:26:13
    sell something yes if you understand the
  • 00:26:16
    power of that and you build that skill
  • 00:26:18
    where you don't talk in sales you talk
  • 00:26:20
    in education you will make money forever
  • 00:26:25
    because that that is the bottleneck the
  • 00:26:27
    bottleneck is not someone going you know
  • 00:26:30
    do I want to buy from you yes or no the
  • 00:26:32
    bottleneck is that the person doesn't
  • 00:26:33
    usually know the problem that they have
  • 00:26:36
    mhm it's very reverse psychology but but
  • 00:26:39
    also it can be summarized I think really
  • 00:26:42
    simply in abundance mindset or scarcity
  • 00:26:45
    mindset when someone is overly pitching
  • 00:26:49
    you right you you pick up on this
  • 00:26:52
    scarcity that they have right cuz
  • 00:26:54
    they're like I need this client which
  • 00:26:56
    inevitably makes the other person feel
  • 00:26:57
    like well
  • 00:26:58
    why do you do you need clients because
  • 00:27:00
    no one wants to work with you right and
  • 00:27:03
    then you like get turned off from it but
  • 00:27:05
    an abundance mindset is like hey it I'm
  • 00:27:07
    good on CL I'm actually full yeah I just
  • 00:27:10
    wanted to point this out to you because
  • 00:27:12
    I think it would be helpful and that
  • 00:27:14
    abundance makes the other person feel
  • 00:27:16
    like well if a lot of people want to
  • 00:27:19
    work with them and if they're so
  • 00:27:20
    abundant with what they have it must be
  • 00:27:23
    really great I do want to work with them
  • 00:27:25
    so it doesn't it actually doesn't matter
  • 00:27:28
    whether you're full or not it doesn't
  • 00:27:29
    matter if you have 10 clients or not
  • 00:27:31
    it's the energy of are you operating
  • 00:27:34
    from scarcity or abundance I have any
  • 00:27:36
    like this key takeaway this really
  • 00:27:37
    helped me when I struggled with sales a
  • 00:27:39
    few years ago in my own entrepreneurial
  • 00:27:40
    career which is that really our goal is
  • 00:27:42
    simply to educate rather than to sell
  • 00:27:45
    something we're just giving someone free
  • 00:27:47
    education we're just helping them out
  • 00:27:48
    out of the goodness of our hearts and
  • 00:27:50
    you know the law of reciprocity is if
  • 00:27:51
    you give someone valuable stuff for free
  • 00:27:54
    they will want to find a way to pay you
  • 00:27:55
    back for that all right let's move on to
  • 00:27:57
    step five now which is to generate lots
  • 00:27:59
    of leads and as you'll see from when I
  • 00:28:01
    had the conversation with Professor Cole
  • 00:28:03
    I was pretty surprised by what his
  • 00:28:05
    response was to this section like what's
  • 00:28:08
    your sense of how many emails SL like
  • 00:28:11
    assuming I was going to go cold like I'm
  • 00:28:13
    reaching out to local doctors in my area
  • 00:28:15
    who I only have a tangential connection
  • 00:28:17
    to IE the fact they live in my area how
  • 00:28:19
    many emails does it take to get a
  • 00:28:21
    response to get a get someone on a call
  • 00:28:22
    do you have a sense of what these
  • 00:28:23
    numbers are I would say so even still I
  • 00:28:26
    would not recommend even opening the
  • 00:28:29
    door of cold leads until you have fully
  • 00:28:31
    exhausted warm leads and the way I think
  • 00:28:35
    about leads in general is I put them
  • 00:28:37
    into two different categories I call
  • 00:28:39
    them leaks and faucets so a leak is
  • 00:28:42
    someone who goes you know my my sink is
  • 00:28:46
    leaking help me right so a leak is
  • 00:28:48
    someone who has the problem that you can
  • 00:28:50
    help a faucet is someone who goes my
  • 00:28:53
    faucet's running fine I don't need your
  • 00:28:54
    help but I know lots of other people who
  • 00:28:56
    do so they a conduit to other people and
  • 00:28:59
    so one of the biggest missed
  • 00:29:00
    opportunities is people go well I'm
  • 00:29:02
    going to go pitch you know all these
  • 00:29:03
    cold leads no you should start with all
  • 00:29:05
    the people that you know go to each of
  • 00:29:07
    them and go do you have a problem if yes
  • 00:29:10
    I can help you or hey I'm trying to grow
  • 00:29:12
    my ghost writing business do you know
  • 00:29:13
    anyone who needs help creating content
  • 00:29:16
    on LinkedIn or anyone who is creating on
  • 00:29:18
    LinkedIn but needs help moving that
  • 00:29:19
    audience over to an email list right
  • 00:29:22
    that's interesting like I I remember
  • 00:29:23
    coming across that line some somewhere
  • 00:29:25
    it might have been one of in one of your
  • 00:29:26
    books and often messaging someone or
  • 00:29:29
    emailing them saying hey do you know
  • 00:29:30
    someone who's looking for this thing
  • 00:29:32
    nobody doesn't it's the easiest thing
  • 00:29:33
    either they know someone or Chan they be
  • 00:29:35
    like oh actually I could kind of use
  • 00:29:36
    some help with that myself yes but it
  • 00:29:38
    feels like a more gentle pitch than can
  • 00:29:40
    I help you grow your content on LinkedIn
  • 00:29:42
    or whatever yes it's like do you know
  • 00:29:43
    anyone who might be looking for this all
  • 00:29:45
    right so warm leads are people that are
  • 00:29:46
    already in your network in some way or
  • 00:29:48
    another they know you in some way and
  • 00:29:50
    cold leads are people who have never
  • 00:29:51
    heard of you and now we're going to talk
  • 00:29:53
    about the numbers that you need to hit
  • 00:29:54
    in order to try and Target these sorts
  • 00:29:56
    of people well we tell people in p GA is
  • 00:29:58
    if you're starting warm with your
  • 00:30:00
    network you should begin by making a
  • 00:30:02
    list of 50
  • 00:30:04
    people yeah 5 leaks and faucets I was
  • 00:30:07
    thinking five yeah
  • 00:30:08
    no F five is like you took you know one
  • 00:30:12
    step into the starting zone and like
  • 00:30:14
    killed two bores and then are like why
  • 00:30:16
    don't I have all the Epic gear right so
  • 00:30:18
    starting warm you should make a list of
  • 00:30:20
    50 people that you know that either
  • 00:30:22
    might need your help or might know
  • 00:30:23
    someone who need your help if you're
  • 00:30:25
    going cold minimum you need to reach out
  • 00:30:29
    to 100 people and I don't mean go get
  • 00:30:32
    some software tool where you scrape
  • 00:30:34
    emails and then just copy paste spam
  • 00:30:36
    send 100 emails or 100 DMs I mean
  • 00:30:39
    identify 100 quality people do your
  • 00:30:42
    homework on each one send them a message
  • 00:30:45
    if they respond create a loom problem
  • 00:30:48
    script outcome solution script pitch
  • 00:30:51
    them right like you should go through
  • 00:30:54
    that entire process for each of them and
  • 00:30:57
    only then should you go okay I genuinely
  • 00:31:00
    did my homework and genuinely educated a
  • 00:31:02
    100 people and zero said yes and even at
  • 00:31:06
    that point it doesn't mean that it
  • 00:31:08
    doesn't work it means you have a problem
  • 00:31:11
    you have a bottleneck somewhere in there
  • 00:31:13
    and your job is to identify that
  • 00:31:14
    bottleneck remove it and do it again do
  • 00:31:16
    it again what are your thoughts on um
  • 00:31:20
    using chat GPT to automate some of this
  • 00:31:22
    Outreach and
  • 00:31:24
    stuff I think the the the big
  • 00:31:27
    misunderstanding with AI is everyone
  • 00:31:29
    wants to automate things they've never
  • 00:31:31
    done
  • 00:31:32
    before you can't automate something that
  • 00:31:34
    you haven't done and even if someone
  • 00:31:37
    tells you how you don't understand it so
  • 00:31:41
    you're not getting the full value out of
  • 00:31:43
    it so this is one of those just like
  • 00:31:45
    first principle beliefs that I have
  • 00:31:47
    which is the metaphor I like using is if
  • 00:31:50
    you were to run a marathon you would
  • 00:31:51
    train with ankle weights so that by the
  • 00:31:53
    time you ran the marathon you would take
  • 00:31:55
    the ankle weights off and it would be
  • 00:31:56
    easier right so whenever I'm doing
  • 00:31:58
    something I always ask myself what is
  • 00:32:00
    the what are the ankle weights so in the
  • 00:32:03
    beginning it seems like the longer road
  • 00:32:05
    to go H I have to go educate and talk to
  • 00:32:09
    a hundred people well yeah in the
  • 00:32:11
    beginning that is the longer road
  • 00:32:13
    instead of just you know trying to
  • 00:32:15
    automate the whole process and defer to
  • 00:32:16
    technology but after you do that you are
  • 00:32:20
    significantly more educated about the
  • 00:32:23
    process how to do it well what drives
  • 00:32:25
    the outcome what are the mistakes that
  • 00:32:27
    then allows you to leverage Tech but if
  • 00:32:29
    you skip that step you think you're
  • 00:32:31
    taking the shortcut and then guess what
  • 00:32:33
    shortcut ends up being the longer road
  • 00:32:35
    because you skipped the whole learning
  • 00:32:37
    yeah all right so the key takeaway here
  • 00:32:39
    is that if you do want to make money
  • 00:32:40
    online as a writer or in fact with any
  • 00:32:41
    business you need to generate lots and
  • 00:32:43
    lots of leads and you've got to start
  • 00:32:45
    off by doing that by yourself by going
  • 00:32:47
    through the whole process yourself so
  • 00:32:49
    that you understand how it works you can
  • 00:32:51
    always add in AI tools like Chad GPT and
  • 00:32:53
    clae and whatever further down the line
  • 00:32:55
    but trying to use them as a crutch early
  • 00:32:56
    on because you can't be bothered to
  • 00:32:58
    actually do the work you're probably not
  • 00:32:59
    going to make it if that's the case now
  • 00:33:00
    in my own journey of Entrepreneurship
  • 00:33:02
    writing has actually been a really
  • 00:33:03
    significant part of the process and a
  • 00:33:04
    few years ago I made this video over
  • 00:33:06
    here which is how writing online made me
  • 00:33:07
    a millionaire this is a different method
  • 00:33:09
    than the one that Professor Cole is
  • 00:33:11
    talking about here it is more of a
  • 00:33:12
    creative first audience first approach
  • 00:33:14
    to making money through writing so you
  • 00:33:15
    might like to check that out over there
  • 00:33:16
    if you are interested thank you so much
  • 00:33:17
    for watching see you later bye-bye
タグ
  • Digital Writing
  • Online Business
  • Freelancing
  • Writing Services
  • Entrepreneurship
  • Marketing
  • Client Acquisition
  • Information Advantage
  • Business Strategy
  • Lead Generation