so ladies and gentleman I'm almost three years into my agency journey going all the way back to August 2016 when I signed my first client for $400 a month all the way to where we are right now in 2019 where my agency is routinely signing 8 to $10,000 per month retainers and that's service to you by the way you know I don't know a hell of a lot of things wrong and I've also had quite a few wins right so really in this video what I want to break down is what I wish I knew
when I first started my SMA journey so let's get straight into it now the first thing is and just took me a long long time to understand and internalized easy the client needs you more than you need them you see if you don't get a client or you don't get a meeting or whatever who cares there's so many other potential clients there's so many other meetings to be set except for exception you know because which you're gonna be doing is you're gonna be in volume reaching out to tons and tons and tons of businesses right
whether that be through cold calls pull the emails just cold on it whether that be through you know an actual Facebook advertising to case study funnel which is what we do you know whatever the method might be you are constantly out there in the marketplace bringing in new leads bring more people through the pipeline you know out of potentially 10 solid leads or we even this Ries all it leads you have my cup might have right now if one falls off who cares right there's so many more clients and and for me it was really
hard to move into this abundance mindset when I first started my agency and the funny thing is you know at first I thought oh it's not true but let me just have this abundance mindset because it's gonna help me land more clients now first I'm like of course I need to climb more than the client needs me so then I thought about it and as I said with us every client leaves or a client leaves or we don't matter sidelines who cares there's so many other clients out there but with them if they lose a
high-quality agency look ladies and gentlemen sometimes I not sometimes quite often I get people saying hey estimated saturated estimate is not saturated we are this tiny little niche online you know this this group of people and the issue is you know you're logging into YouTube Instagram whatever this this thing that thing and you are inundated with other agency owners or people making videos about having an agency or this thing at that thing we're just a little tiny tiny segment of the market in an entire world economy you know with industries and industries and industries that
have you know I mean I honestly say probably around like 70% of industries out there haven't even touched market as in not 70 percent of clients within that industry or within that niche because say for example something like restaurants literally it's 30 percent of restaurants out there just don't even do any online marketing or 30 percent of the Jews out there just don't even do any long line marketing right like at all I'm not even saying that I'm saying 70 percent or 80 percent or maybe even 90 percent of the entire rules economy all the
businesses out there don't even do any online marketing let alone some gyms or some restaurants in some cities there's entire industries there have been untapped you know I'm really getting back to my point as I said with us if we don't sign a client no big deal at all but if they don't sign us and this does need to come from a place of having competence you know this does need to come from places you know that you have set up your agency in the right way that you serve one if you only offer one
service and you're going all in on that to become the best of that obviously I have an education company every agency and I helped tons of agency owners out there but I'm still in the field every day trying to sign clients so I speak to a lot of business owners I speak to business owners and I ask them because a lot of clients that for example we used to work with or her clients that we worked with that then brought it in-house you know we still remain friends you know a year year and a half
two years later and ask them I'm like hey you know how often you get pitch or how do you normally get pitch by agencies or you know what sort of things or what sort of pricing models or other agency owners using you and just most of the [ __ ] I hit a cure out there is ridiculous I hear stuff like you know agencies out there charging an onboarding fee and taking 30 days to homeboy client and no [ __ ] after the 30 days the client wants to leave because they paid three cave to
get on-boarded and the first month nothing happened you know I see agencies owners out there offering the diamond package which doesn't [ __ ] mean anything there's like six different things bundling together and there's just that one thing that the client actually cares about right there's this [ __ ] like that there's just a lot of BS with agency owners out there in in terms of even just like a structural foundation of it right so if you're watching this channel if you're listening to me or have even better you're one of my program you know
six figures to me then by now you're gonna know how to set up your agency and that's literally gonna put you ahead of 99% of agency owners out there just the way that you think and the way you've set up your boutique agency is gonna put you way ahead of the competition right so you need to understand in the business owners perspective the way they're normally pitched is hey let's have a meeting and then it's just some dumb ass coming to meaning and offering them the diamond package plus three thousand set up fee for what
the only other way I can describe it is if imagine like you're a celebrity out there and if you're celebrity you just get tons and tons of people coming to you or even let's just seem like you're a big like business thought leader or whatever that means alright let's just say you're like a big business thought leader or you have a big business podcast or something along those lines you know you're just gonna get tons and tons of people reaching out to you every day they just want something from you that you know their outreach
is just you know the way they are they messaged you and the way they try to stimulate a conversation it just kind of [ __ ] and then when you get that one person with the nail a nail on the head so everything from the way they outreach to the fact that they are a perfect fit for you etc etc then it's honestly like the biggest blessing in world so that's really a mindset shift that I had to have and as I said at first I thought I just take this abundance mind frame and just
think that the client needs me more than I need them but then I actually started realize that once you've got enough solid half a year or a year in two years I mean three years plus under your belt as an agency owner and structure that you've set up your agency in the right way you really are like ahead of 99% of competition you're just so like desirable in the marketplace so that's really the first thing I had to learn or that I did learn and I wish I knew when I first started was that because
I was you know and I don't friends that wasn't at the time if you're listening to this I hope you are if you are a boutique agency you've figured out what a nice you're serving and you're just offering once any of your services to one each and you're just offering one results-driven service then you're literally ahead of 99% of the competition and you do your niche research you know how much customer is worth to them you know what their competitors are youing you know historically how to get results what sort of offers get the best
results for that niche then [ __ ] as I said you're literally 99% ahead of 99% of competition so the second thing that I wish I knew when I first start my agency was one of my favorite sayings is this too shall pass and I don't just mean that in terms the bad stuff I mean that in terms of the good stuff you see with my agency I've noticed a trend you probably can see wow this is a trend everywhere you looking like there's an that there's just peaks and troughs so it's crazy because in
one month it seems like I'll sign three clients or you know this is at least this is the case a year or two years ago I said the further you get into your agency journey the more common sense and the more you know which clients to actually sign and these days I don't sign clients because you know thinking that maybe I can get them results just because I want the money now I really only get a client if I know that I can get a results and because we get are such incredible results there's not
as much stat stagnation stuff like that you know especially when I first got started it seemed like one month at sign three clients and then it would be good and then in one entire month I'd lose three clients and it would never be like one month I sign a client woman that a client or you know the same one that lose a client and assign a client it's like it would be these huge Peaks and his huge troughs and really I had to remember and I have to remember even to this day because you Tuesday
you know the issues with where I am right now because we've got any good results we've gone on some some big names under our belt and because we've got things like our case study funnel running so we've got Facebook adverts running into the case study funnel so we're generating leads every single day when I see a brand or a you commerce business that or infocomm business that I know we can kill it for I also do hold outreach by by a pool bloom on it but kind of the issue these days is because we've got
this coming in I don't remember that saying as much this too shall pass but when I first started I you know I really had to remind myself that if I was having a good month or you know I'd signed a couple clients you know that's gonna pass or it I constantly have to keep a pipeline full otherwise I'm gonna get bitten in the ass and in one month once again the trough is gonna come in and man that that's super painful now if you are in a phase where you're in that trough phase and maybe
in the last few months you've lost a few clients or things are just kinda drying up just remember this too shall pass and it's so funny oh it's always when things get the worst that they start to get the best you know and they battle straight back up that is part of the you know the you know that's the the pendulum swinging as an agency owner and really as any business owner I would say but that's really just a pendulum swinging and you need to remember that it when it swings one way you know in
the wrong direction it's gonna swing back in the right way and it's gonna swing just as much or even further as your last peak that's really number two to remember I think for your emotional health or in your mental health that it's such an important point to remember before we get into this third point now the last point is private victories over public victories so I have the same and I always you know I always tell people that you need to focus on the private victories in order to get your public victories so what is
a private victory waking up at the right you know we know at the same time every day meditating doing the amount of outreach that you need to do for that day with your chosen form of outreach in order to drum up enough meetings for that week or month in order to get your target monthly you know your target amount of clients that month that is a private thing could you see if it's a private victory you know a private victory that's me most of the day mimosa day is just sitting in this desk or you
know in this case there is standing of this desk and just working and that's my private victory and no one knows about it no knows what the [ __ ] I'm doing but it's happening and one of the things that I really wish I started one of the things I wish I had known when I first started my estimator knee is private victories over public victories public victories is well most people celebrate which is when you buy a nice car or you buy a nice watch or and this is the one that really gets people
when you do something good and you put it up on your insta story right we post it on your Instagram be opposed to here or there that is a public victory for whatever reason and if you're a subscriber I recommend you do this go back I'll literally go to my videos go back on my channel you can go back three or four years when I you know literally it's cool because every single thing I've ever done I have on camera you know when I signed my first sort of higher ticket client athlete I'm literally their
status you know with the camera with Sean who's the CEO and founder of athlete and I'm like hey we're in the athlete office this is Sean my new client blah blah but when I got zip refused to climb there in the zipper Google's office same with Furio system to go grab your garage and there would like James Taylor like all of my first five six seven clients I have it all on camera and to be honest now looking back I don't really know why I did I think is because if you even look back further
than that I used to make videos back when I was going to the gym and then going you know go to the gym and then reading books and like living my entire journey over the last before you document and you can see me from in brixton book mongers on a Sunday you know spending ten pounds on three used books because I couldn't afford new books three four years later a multi-millionaire and I don't know why I did that I guess it's cool that I did if you are an agency owner out there understand that social
media Instagram YouTube has zero [ __ ] value for you I did not have my education business and sometimes I think about it well if I didn't have my education business I would delete Instagram entirely delete YouTube delete Facebook in fact on my phone Facebook's deleted I did a six-week trial on using Instagram or deleting Instagram entirely and my team just managed at all it was [ __ ] amazing was literally like the bet in terms of focus the best six weeks of my life now we did a survey and it's quite clear that people
liked the fact that like I actually run an agency a very successful agency and they like to see when I have a you know discovery called sales calls with potential clients on the zoom they like to see when I have my strategy section or the onboarding call where the client meets the rest a team where we have our weekly team meeting you know what we're talking about client campaigns people like to see that sort of stuff and they like to see the journey and they like to see what I'm doing generally so that's why I've
gone back and started using Instagram in but for those of you guys or namely Instagram stories because that's a real killer for those of you guys who are agency owners which should be most of you guys just to meet Instagram honestly Instagram Facebook social me is the most cancerous thing on earth read a good book called is this book the shallows shallows by Nicholas Carr what the internet is doing to our brain this book is a is amazing this aback when I still used to read the back books I used to read a paperback book
a week now I moved to Kindle just for the cliffnotes that I gave everyone in the community I see this so so much it's plaguing all agency owners out there I see so many agency owners that are so fixated on the public victory aka spending all their time on Instagram or Instagram stories posting this [ __ ] facade of what they're doing rather than focusing all the private victory so rather than waking up at the same time every day rather than actually putting in the [ __ ] work in their agencies rather than stacking up
all of these private victories which is look here's the thing if you stack up enough private victories it's like this spring load that gives you your public victories right do you really think the purse has a Ferrari or Lamborghini think they just got that no that was just private victory on private victory on private victory do you think all the nice [ __ ] I have comes from you know just they never know it's literally just I did the simple things when no one was looking right it wasn't cool you know it wasn't cool it
wasn't sexy no one was looking right no one was looking if I hadn't you know if I don't get out of bed in the morning I guess technically have a personal training I did this to force myself I have a personal trainer that comes to my house every morning so I guess he knows but look I'm here alone I don't do the work no one knows if I don't meditate no one knows right if I don't read no one knows if I don't build the business no one [ __ ] knows right because I'm in
private but it's all of those private victories there made me a multi-millionaire at 19 that is why it's because as I said go look on my [ __ ] YouTube back when I was 16 I spring-loaded all those private victories at 16 I didn't have to meditate I didn't have to read a book a week I didn't have to go to gym I didn't have to work on myself but I did I spring-loaded those private victories when no one was looking because I knew they would give me those public victories years down the line and
the issue is people are forgetting about all these private victories here and they're just going straight to the public victories and the easiest way to do that you see if you don't have money you can't walk to Washington by a $17,000 Rolex you can't do that way because you haven't put enough pride victories you can't walk into the the car dealership and and walk out with a four five eight that's not possible so instead of putting in all these private victories in order to get the look like actual public victories or you know for you
your public victories literally just might be being able to travel the world that might be the point is where the public victory is it's it's a win that other people appreciate and other people pat you on the back and other people see for me my wins of the day is when I meditate or when I wake up on time or when I go to the gym or when I sit on my desk at the same time every day and focus for an hour have my 15 minute break focus for an hour have my 15 minute
break folks for an hour have my 15 we focus for now and repeat that four nine ten hours that's my [ __ ] private victory so what I'm saying is people are forgetting all about these private victories right here and it said they're like oh you know I haven't put enough pride victories to go buy myself a nice Walter buy myself a nice car or travel the world or you know take care of my mom or whatever it is that you want to do you know I haven't actually earned any public victories but how about
I just go on Instagram and I just post what I'm doing and this thing in that thing which it literally brings zero [ __ ] benefit to your agency you really think your clients are looking at what you're doing day by day no it's the dumbest [ __ ] thing on earth and when I see agency owners doing it it just it honestly baffles me it baffles me because they said social media is cancer from the ball of my heart and I know that as I'm trying to get to ten 20 30 40 50 million
a year I will have to cut out social media click in its entirety you know something like YouTube the cool thing is I can do this and I don't from the minute this is shot to the minute it's posted and and when it's posted I don't have to look at the comments I do I try to respond sometimes I don't have to spend my time focusing on the comments it's not it's battable right I can batch it all up and then schedule it queue it etc etc so I know as I'm trying to get to
20 30 40 50 million a year I'm gonna have to do with that I'm gonna have to let go a lot of things and for me social media is the thing that weighs most people down so especially when you're just first starting and especially if you're an agency owner your social media brings zero [ __ ] benefit to you so just cut it out just cut it out you know when I was building my agency and especially from zero to 10 15 came on really in just my first year of building an agency I'd sign
some clients and then I spent all my time posting on Instagram and replying people on Instagram and trying to get people entrepreneurship advice and trying to give people value when why I should just focus on a real [ __ ] business right here the clients that actually matter the clients that are actually paying me money and go ahead and try to find more clients just like that private victories over public victories all day every day because private victories are will get you the public victories and I don't just mean that in a general life sense
I mean that also specifically when it comes to social media so rather than posting this all on social media that you are successful the best possible life that you can have is no social media no one knows who the [ __ ] you are and you're rich that is the best life that you can have I'm telling you honestly that is the best quality of life that you can have so what you should wish for yourself is not to you know post on Instagram and network with some other entrepreneur idiots right there aren't successful I
mean hey if you want to network widen your network with some real people that's why you guys don't really ever see me like collaborate or hang out with other like online entrepreneur influence or type people because I would much rather go to my other friends my other business owner friends that have been in real estate for 30 years or you know one of my friends about to sell his company from multiple eight figures let that sink in he's quite young multiple multiple multiple eight figures so I have friends like that real business owners and never
have Instagram right those are the ones that I'm gonna listen to so as I said you know rather than founder posts all this [ __ ] on social media if you were a youtuber or you were a gamer and that was your business I would understand this is the only reason I'm on YouTube and the only reason I'm on really social media in general is because I have the education company and people like seeing content like this write this content with you and me it builds trust or I'm giving you free value entirely free it
builds trust and people like to see the day-to-day people like to see the fact that ocean 'man actually still runs an agency and he actually openly talks about every single client he's ever had and he has evidence of every single client has and how much those clients pay and he's a basically an open-book people like that so the only reason I do it is for my education coming if I didn't have my education company oh man honestly Instagram we're all get shut down YouTube and all everything will [ __ ] get shut down I would
just be exactly the like my friends are which is Rich's hell real real money rich and no one knows who you are because that's honestly the most incredible life possible stop [ __ ] focusing on all the online entrepreneur dummies and instead focus on your [ __ ] clients because your clients are the one does it pay you and go get more of those clients all right so ladies and gentlemen those are three things I've learned while building my agencies that are probably a little different from what you hear I mean there are some very
fundamental basic ones like pick on an itch and stick to it another one will just focus on one ROI driven results driven service right so my agency runs Facebook Ads and we do a little bit of Google as well for info product and e-commerce clients so ladies and gentlemen to conclude those are the things that I wish I knew when I first started my estimated journey probably stuff that you're not really going to hear because look there are some more foundational stuff that I didn't want to talk about some of the biggest game changers for
me we're really just picking one nation and taking one service those were to be on some big big game changers but I want to talk about some you know some other more underlying stuff that you know you won't see anywhere else on YouTube so I hope you enjoyed and remember if you are looking to start an agency start now the best time is now because really with an agency an agency is like a fine wine you know every year it just gets better and better and better right and then you know eventually you start to
get to almost as Holy Grail where everyone knows who you are or at least within your reach clients come to you begging to work with you you get retainers that honestly sometimes like to meet baffle me right because of the systems and processes we have a place so the way in which we can deliver the services it's just so efficient they get such incredible results and the retainers are just mind-boggling and it's situated just clean efficient business model if you do it the right way and it's just so stay right it's so steady and you
know I have very very little little stress in an agency which is amazing definitely not the same was my education business that thing is cash and money hungry and time hungry so ladies and gentleman is said I hope you enjoyed this video if you are new here make sure you go ahead and subscribe if you are already a subscriber go ahead and make sure you turn on that Bell notification now we get no fight when you get videos just like this these the tons of fluff out there as we already discussed so when you get
a video like this you don't want to make sure to watch it and implement it ASAP so hope you enjoyed and I'll see you next one
