 Thank you all for coming, and I just want to take a quick picture Because I don't think my wife would believe this many people come to listen to me say stuff, right? so Yeah, we got to do a selfie with everybody Well, thank you. Thank you all for coming We're back at word camp again exciting times, right? The energy is bristlin here at word camp So today we're going to talk about leveling up your wordpress development business So I'm going to talk about seven ways. There might be a bonus way Through here to talk about how you can make a profitable second half of 2019 So you can download slides and other goodies here Jason MCC comm Backslash or slash WC atl 19 And it's also at the bottom on your right The bottom right of every slide just in case you missed this slide All right, so we ready to take it to a whole nother level All right now let's go So who is this for? Are you a freelancer solopreneur solo operator? Digital marketing agency that handles any wordpress development. Do you then? Do you need to get clear on who you seek to serve in the marketplace? You want to work with the right type of client how you can quickly deliver value and get paid on time right and You need to set up a basic sales page So you'd rather cut off your right arm then set up a sales page I have a very basic formula for you here in this presentation So here's what you're going to learn customer clarity, right? You're going to learn who you need to target and how to speak to them You're going to learn how to define your unique value that speaks to your customer's needs How to communicate it in a in a unique way and how to write a basic sales page, right? That speaks to your customer's pain point or their frustration So my promise to you at the end of this talk you'll know this formula right for defining your value and writing a sales page And I'm also going to give you free stuff, right? So I'm going to give you two So all the stuff that I'm giving you today is stuff that I use in my personal business To my master financial spreadsheet templates all with formulas that are going to auto calculate your finances, etc client email templates and a dream client tracking template So when you want to find that dream client here's a way for you to find them and track them You're on it. I don't control the speaker. Oh, okay I'll try to speak up So some rules. This is not a push-button technique, right? So it's going to take some hard work It's going to take some self-discovery, right? So it's going to take at least an hour or two of your day over a week period of time for you to Implement this formula into your business and this is only going to help you if your skill set or your service Actually helps people on the other end, right? So this is not for the mediocre, right? So if you're mediocre at your skill set, you know kudos to you. Let's keep learning But this is not for you. So this is for hustlers and people who are sharp at their craft So does this sound familiar right? You're generating leads, but you're not getting any sales So almost everybody you talk to they want to haggle on that price and or You get a payment you're excited to get started, but you find out you've just been hired by the client from hell right, right or They're just so slow To bring in that money, right the checks always in the mail, right, right? Or pay pals down right like the McDonald's shake machine is always down, right? Or you'd rather cut off that right arm again because you don't want to write a sales page So does any of this sound familiar? Good So the actual problem What you've been doing isn't working because it's based on flawed principles and have some notes here So you're not focusing on that expensive problem and how you can be an out How you can be a true asset to your client and I'm not I'm not just talking about that dream The dream client that just pays on time, right? It's deeper than payment right is deeper than money Working with that dream client You know both of your goals aligned, right? It's a project that you want to work on so that's What I consider that dream client so there's six pillars. So these are things that you need to These are six things you need to get clear on right so today I'm going to walk you through how I completely changed the way that I position myself and how I sell my products and services today So everything that I'm teaching you today is something I've been using for the past few years So to make this work, there's six critical steps and I want to walk you through that Everybody ready to rock? Do it. All right. Who am I? My name is Jason McCullough and I'm an online marketing expert and I specialize in helping high-level experts sell their products Slash services more effectively. I also teach freelancers how to raise their rates get more clients and make better business decisions I'm the national marketing leader for the Freelancers Union and I host a free monthly workshop right here in Atlanta, Georgia And that's my beautiful family right there So there was a woman out there that said I want to spend more time with you, right? Not only that but I want to help you raise a family so hashtag blessed So just ten years ago My business my solo business was just full of complication, right? So many moving parts Full of complication. I was busy selling my skills for peanuts, right? So I was creating websites for Joe the plumber, right? He thought his twenty dollars was worth a hundred dollars, right? Is everybody familiar with that? So I was performing a skill set extremely high-value skill set But didn't know how to charge more for it So or I didn't even know how to find the people that would charge the amount of money that I needed to charge To really make it profitable. So as a result, I was a highly effective developer slash marketer And I was you know really making peanuts, right? I was barely eating ramen noodles even though I was getting people big results on the other end So my light bulb moment. I read two books ten years ago one the 22 immutable laws of marketing number two Duct tape marketing. So these two books showed me what I was doing wrong I was marketing myself as a generalist and As enough as a commodity. So I'm sure you're familiar with the job boards. It used to be odesk now. It's up work Elats freelancer, etc. I was on those job boards, right? You're a commodity because it's only your your avatar or your profile picture a little mumbo jumbo right here about who you are and A rating either a thumb up a thumb down or a five-star, right? So now you're a commodity and I was marketing myself as a commodity instead of a specialist So that's what I was doing wrong So what do things look like now for me? I do have a successful business. So I help people get rid of their headaches Or their expensive problems I make a good living of that so shouts out to Matt Mullenweg right and shouts out to everybody who makes WordPress possible because you've helped me pay mortgages carnotes and Set up a retirement account So I've worked with over 200 really really great clients in the past 10 years And even though I specialize it's not been a death sentence I still get work from other types of businesses and other business genres So just because you specialize in one area doesn't mean it's a death sentence for your business You're going to get work from other places So I call this my purple unicorn strategy My daughter Adeline likes unicorns and she likes anything with a color purple So I call this my purple unicorn strategy. So here's an outline or an overview of that And we're going to break down and dive deep into all six critical steps here I'm sorry. Everybody needs to take a picture. Okay. Yeah, go ahead Right. So these are things these are six critical things that you need to get clear on and so once I got clear on this I was I was just it's like I was stumbling onto my dream client And I was stumbling onto these people that wanted to pay me a lot of money, right? But again, I had to put in a lot of work a lot of self-reflection on who I am What are what I want out of my business and what I want out of clients. So it's not easy So pillar one You always want to go three layers deep on who you seek to serve you want to get really specific and here's an example I want to work with Marketing directors or slash managers in the medical device industry who are looking to increase their patient outreach programs That's super specific, right? But again, it's not a death sentence. I'm still going to work with other types of businesses, but this helps me Raise my rates because this is very specific. It's a very specific problem that this type of client has We're going to hold our questions to the end. Yeah, so make sure you hold your questions to the end and I'll make sure to answer them so Here's a formula right so from Jonathan Stark if anybody's and not Game of Thrones, right? He's just he's a real dude named Jonathan Stark You can find him at Jonathan Stark comm Really great guy. He's a software developer, but he's a pricing authority slash expert in pricing solopreneurs in the development space So check him out, right? but he has a formula which helped me get clear and so I Am a discipline who helps target market with expensive problem unlike my competitors and here's a unique difference And so here's an example of that I'm a web developer or web designer who helps fortune 500 retailers with abandoned shopping carts on their e-commerce sites And unlike my competitors I use a B split testing to focus on the bottom line Instead of wasting my time with arbitrary design changes. So That helps you stand out from the crowd, right? It helps you stand out from You know, all the other people in the marketplace and it gets really specific, right? I mean just this you can charge 10 grand alone just for that that statement So pillar two what problem do you want to help them with right? So they got 99 problems. You just got to choose one of them, right? So just make sure you choose one problem and make sure that that's an expensive problem that way you can raise your rates, right? so You want to help them with something really expensive and the exact ways that you want to help them with that Right, so what are the three to five to seven to ten to twelve? What are the listicle ways that you can help them with that expensive problem, right? So these are the features and benefits, right? So the idea here is to create a product-size service with a fairly limited scope a fixed price and a fixed delivery deadline Right so that way you can create a repeatable process that you can execute on over and over again And you're confident that you can quote them on price So I specialize in PSD to WordPress and my white space or my pocket is Quoting people over the phone. I have a fairly limited scope and a fixed price So unlike my competitors who have to quote you, right? Well, it depends. Can you send me the PSD? I need to quote you. I'm gonna give you a flat rate price right there on the phone and nine times out of ten I'm getting started by the end of the day because I've already gotten a payment through fresh books So find that pocket find that white space and figure out that limited scope with that fixed price So when can they expect the result so? Every business runs on time time is money and any Down website cost them money correct. So you want to Define when are they going to expect this result that specific business result, right? And so when I speak about the specific result so when clients give you a testimonial They're not going to say well that was beautiful code, right? They're going to say my website helped increase calls to my sales department, right? So that's the type of stuff they're going to say and that's the type of business outcome that you want What's it going to cost to get that result so again notice I said result and limit your scope instead of fixed price Exactly how are you going to deliver this help right so? Traditionally you might set up a staging site or a development environment and then migrate that over right are you going to zip it up and Send it to them or are you going to send them a flash drive are going to are you going to mail it off via pony express? How are you going to deliver this help you want to get really really clear on how and when? You're going to deliver this help so that's the last step in these critical Purple unicorn strategy So here's an overview of that again if you missed the picture the first time you can get another picture But that is the purple unicorn strategy and again These are six critical steps that are going to get you clear on Who you seek to serve and how you serve them and how much you're going to get paid? So now we're going to go on to a basic a very basic sales page formula So here's my easy sales page formula right? So this is a this is an overview again I do have another overview so in case you missed this picture you can get another picture so The first part of this sales page is the pain you want to lead with the problem you want to lead with the frustration right so Like I said, it's it's you know referred to as a problem section or the headache section right and it's literally just you Describing that pain that your ideal customer is facing right you're explaining how frustrating it is for them and so if we were using an umbrella or a rain analogy, right you're cold and wet out in the rain and That seems pretty frustrating So the dream right so In this section you present the reader with the mirror image of the pain right sticking with a rain example a Dream would be You're warm and dry But notice I didn't explain how they got from cold and wet to warm and dry house way right So the fix this is also the offer section right so you want them So when you're in that dream section you you just want them to picture You know their ideal scenario right which is that business outcome on the other end But now you're going to go into the fix right and this is where you're explaining how you're going to fix that right so And in the Umbrella scenario or the rain scenario we're talking about They could get inside of a taxi they can get into the breezeway or hallway They can get a raincoat a poncho a hat or an umbrella Right, so that's the fix to their solution So the first call to action so make sure that you have some sort of specific Purpose right so you can only move people along one step at the time in your sales process right So you can't ask them to do six or seven things on one page Make sure you're asking them to do one specific thing is that to schedule a sales call with you is that to fill out your Multi-step nine page form or you know, whatever it may be or to download some sort of content upgrade Is it a checklist? Is it a PDF? Is it a presentation? You know, whatever it may be Make sure that it's one step one call to action and make sure that call to action is consistent throughout your page So social proof which are called trust signals so if People have been leaving you Facebook messages take a screenshot of that Facebook message And you can now embed that on your site if people send you a tweet and they think your service is awesome Screen cap that embed that right or if you have Google my business Reviews embed those as well or Facebook review wherever you're getting your reviews and however you're getting them So fresh books has a built-in review system. So when you send an invoice off, they pay the invoice It asks them for review or testimonial and of course that gets emailed right to you You can screen cap that and then put that on your sales page. So you just the point is You want other people Telling you how awesome you are you don't want to tell yourself how awesome you are right? So you want other people to believe that So Any objections right I'm sure we all get the same type of stuff like why are you so expensive right or why is your price so high or How are you going to deliver this or or how are you you know? How do you work or how do I pay etc? So there's some there's some common objections There's some common questions you want to have an FAQ section in your sales page, right? So this is going to educate The person aunt that's viewing your page before they even talk to you over the phone So that way you've eliminated that education portion of your 15 minute or your 30 minute call And I get right to the business and asking them You know, you know all about their project And then here's what makes you unique You want to make sure that you put something on your page that makes you stand out from the rest and Make sure unique if not you're just a commodity and you look just like everyone else and They're going to go down the street and hire the other person Your second call to action again, it has to be consistent with the first call to action and Make sure it's just one step Schedule a call so through Calendly or Vc to or you know, however you book your calls It can be through there or again. It can be your form or content upgrade however you want it to be But just make sure that your second call to action is consistent with your first call to action Or it can just be an anchor link that takes them back up to the first call to action However, if you want to work that And then urgency sprinkle in a little urgency, right? I only take on one new client a month. You better hurry up, right? So limited supply even though it's all digital, right? The first 10 people etc, right sprinkle in some urgency to get them to at least Book that call or take that for that call to action step and again that's the overview of the easy sales page formula and so I Urge you to just pull up like a Google document or a Word document whatever your text editor is right pull that up and Just put all the text in your text editor. Don't worry about Designing a fancy sales page right now just put all the words in a document and then worry later About laying it out and looking fancy, right? Don't get fancy up front just put it in a document or write it on a cocktail napkin if you want to right just make sure you Just get the words down and then sleep on it Let it breathe overnight come back to it again, right and so that's really important because this is going to be You know the tool in your utility belt that's going to help sell your services or your products and That's just an easy sales page formula So I want to help you move forward, right? I'm just hard-wired to help people who help other people and And because of that, I just I want to help you Move forward and I host a free Monthly workshop the first Wednesday of every month and you can go to Atlanta Freelancers Union spark comm It's free to sign up. It's free to attend. There's free beer so The Chambley Dunwoody area is where we usually host the first Wednesday of every month from 6 30 to 8 30 the next topic is Financial or finance best practices for Freelancers So if you're like me, you're terrible with money and you need to learn how to manage your money better So that's the next topic. So I am done Let's get to these questions I mean Three layers deep Okay, let's go back to that Yeah, so so when When you're trying to figure out who you seek to serve you want to make sure that you go three layers deep, right? So instead of I do web design services. I'm looking for you know, like it says here Yep, very very specific With a very specific problem. So make sure you go that three layers deep In the bet When you said you seek to serve, did you already kind of like know your niche and go up to them? Or was it kind of just over time? I know I just I was like throwing a spaghetti at the wall in the beginning So I just learned it over time. I learned who I like to work with over time So it in the beginning it was it was I was just doing everything Sorry, and then second question. So did you go to people or was it in the beginning just word of mouth through friends? So I actively pursue Projects or clients so especially like here like marketing managers and marketing directors. You have to actively pursue them So I go to trade shows and conferences in that particular niche So like the medical device industry I will attend a medical device conference either by invite of a current company I'm working with or I'll just pay to go and I will actively pursue Targets so I'm reaching out in advance Or I'm researching in advance via leaked in to find out who the marketing managers With the big booths and the sort of medium booths there and I'm approaching them right so I'm trying so in my research process. I'm finding out Do they like alcohol or do they like coffee? Do they like steak or do they like burgers? And then I'll invite them out for dinner Or drinks, of course, that's all expendable, right? And I try to walk away with $50,000 or more leads from any trade show or conference Can you show us your home page or an example of like something that kind of shows what you've just talked about like as a good example That statement, I mean because what you're what you're calling a sales page Mm-hmm. I'm a little confused. Do you mean that is it like a home page? No, it would be a it would be a sales page for a specific service So your home page is completely different your home page is your receptionist, right? That's your admin Pointing people in the right direction throughout your site, but your sales page. That's a deep link inside of your website So let's say for your web design services, right? So your home page slash web design And it's a it's a specific page built and created specifically to sell that service So if it's PSD to WordPress it's specifically for PSD to WordPress. Does that make sense? Okay You can call it a landing page or a sales page, right? Yeah, it's the same principle Some people call it squeeze pages landing pages Sales pages. Yeah, you know the the object the object Objective is to get them to take one action on the page, right? Whatever that action is for you and your business We got we got a whole 30 minutes people Yeah Yeah, so the so a General overview of the freelancers union. So we help with freelancers advocacy so non-payments insurance benefits retirement accounts, right so we have IRAs and It's all at no cost, right? So it's just partners that are vetted through the freelancers union and so that's what the freelancers union is all about is Advocating for your rights as an independent worker or slash freelancer Yeah, so there been Well, there's been movements for freelancers isn't free to help with non-payment Is that's but that's not what you're talking about, right? Got it I Right so I have a have something Right, so I have something very similar in one of the sheets that I give you on the freebies page There's a paycheck divider worksheet inside of the entire workbook So the master financial spreadsheet there's several workbooks and one of them is a paycheck divider And it's doing what you're talking about. So if you have separate bank accounts You can take a percentage of that and you know, you enter in Your income on one worksheet and it's going to automatically divide that paycheck or that payment And that's how I handle my books. It's an Excel spreadsheet. Yeah, I'm still I'm still old school I just I don't do fancy software Except for fresh books Yeah, my CRM is actually a spreadsheet Yeah So there are times I get pushback, you know, you know, why are you so expensive or and so I'm handling a specific problem and so My main objection to that or I always put it back on them and I say compared to what right and so they They say well, you're you're so expensive or You know, why are you so expensive and I say well compared to what right? And Depending on their answer, right, you know, I'll hit them with another objection, right? But that usually makes them think for a second. They're like, oh, well, you know, there's really nothing to compare this to right, right? It's not like a There's not a price comparison out there for web design But there are but yeah, there's plenty of objections, but I have a in objection Like formula. So if you want to get with me after the talk, I can actually send that over if you want. Yeah Yeah, how do you nurture your leads and What about a lead what once you get to your lead, how do you nurture that along? So I use active campaign Active campaign has a CRM feature in there. So, of course, I have my My standard fancy CRM in an Excel spreadsheet, right? So that's my preset my pre-sales process, right? And then once I qualify them and I get them to the point like oh, I need to put these Subscribers into a nurture process. That's when I upload You know that one or ten or five into active campaign and I have a sequence of emails Depending on what service I've qualified them for there's going to nurture them through that process So about seven to ten emails is going to nurture them through that process And if we if they don't hit the goal by the end of that seventh or tenth email Then I'm going to recycle them through another like anti follow-up sequence Can you give a short example? so So for e-commerce So I'm Talking about an expensive problem like cart abandonment right so cart abandonment is an expensive problem. It's a common problem and How much it could cost them right so I use statistics and stats and I have links out to sites that they can read those stats and So for email marketing so for I do a quarterly newsletter service And there's in that nurture sequence. It's taking them through You know stats and figures about quarterly newsletters, and then it's telling them This is actually a quarterly newsletter that you're on You know, so it's it's it's telling them you are on this service Right now you so it's always asking why right so when you get to the like qualification call or You're researching So in the research phase without talking to them You're you know, you're finding out what their business is right? And I'm pretty familiar with that the two or three industries that I work in the most and so I know I sort of know those Expensive problems just by working in the industry But if you don't you can talk to them and you can keep asking them You're like how does your business work? You know, is there is there people that help you along the process do you have product managers? Well, what are the product managers do? And and how are they expense products and do they travel and you know, what's the sales process like? So just always it's like my three-year-old daughter like why right? She just asked why why why right? Why is the sky blue? It's blue because this oh, why right? You just keep it's you know The three-year-old sales tactic right you just keep asking why Over and over again and just always stay curious, right? I'm just curious by nature, and I just want to know You know what makes their business tick and you'll eventually find out that You know that home page that they've self diagnosed their self with is really just them trying to get acquired in the next nine months Like oh, we're just trying to clean up our business to get acquired in the next nine months Oh, that's then you don't need a home page. You need something else, right? So we need to clean up these other areas first right so then you'll find out what that really expensive problem is To get them over that hurdle Way in the back How do you figure out if someone likes a beer or a cup of coffee? So it's a it's stalking them on social media, right? So it's easy nowadays So if I see a martini in their hand On social media, that's a easy giveaway, right? But if I you know if I stalk through and I don't see any alcohol pictures Then my first lead-in is going to be a coffee, right because you're never going to offend somebody with a coffee, right? They might tell you oh, I don't drink coffee But you're not going to offend them with coffee so I have an active campaign sequence for onboarding and the And the freebies that I give away the client email templates. There's an onboarding email sequence in there as well But it's telling them, you know, you know welcome, you know, thank you for you know trusting me with your project Thank you for your payment because if they're getting The email sequence that means they've paid me already. So thank you for your payment And then here's how to work with me, you know bullet points. Here's an email primer Here's a best so one of the next emails there is an email primer Like here's how to best work with me over email, right? Because I don't want to box them into this project management solution, right? Because they have enough going on, right? They have their own database and their own work, right? So let's just work via email, right? Just old-school, right? Because I'm a I'm a solo operation So it's not like I'm managing a hundred different clients. I'm only managing a handful of clients a month So and that helps, you know That helps me get along So I don't have to do like I don't have to box people into my project management process I just work with them and they may have their own right They may they may already be working in a sauna and they might they might want me to come into that And I have no problem with that so but the onboarding process is you know thanking them, right? You know for trusting me with their project and thanking them, you know for the payment Walking through how to work with me over the next, you know 10 12 14 or however many weeks this project may be And then what it looks like during mid-development. So I have it timed So for certain services, I have it timed where at the fifth week mark That email is going to go out at the fifth week And so here we are at your stage of the project blah blah blah and here's the next steps for that And then here's what your website is going to look like where here's what your project is going to look like for launch So I have that timed as well. So towards the end of the project. They start getting emails That's talking to them about what this launch process is going to look like they need to start gathering All the info that I need like cPanel login information Domain registrar login information etc. So it starts priming them and prepping them to to get that information over to me And anything else that I may need and so that's what that onboarding and nurturing process as a client looks like Sorry, I know another question. So you mentioned you did PSD to HTML Someone was telling me I should look into Adobe XD for responsive design But I was wondering it's kind of a two-part question One do you make like do you do you make them? Do you make the web design portion and then a mobile design portion separate in Photoshop? Cuz I'm more of a Photoshop person or do you Like use whatever software tool and then second question Sorry is do you send them the mock-ups or do you kind of already have it done and show them? So when I get the project, it's been designed by someone else and I'm just creating a custom child theme From that design So I'm not actually doing any of the design work Does that make sense No, I'm not outsourcing it. It's like a so like a traditional marketing agency here in Atlanta would have their in-house designer Designed the web page You know the desktop version of the tablet version and the phone version And then they would come to me to to create a custom WordPress child theme from that design So I'm just getting the PSD files, right the Photoshop files. That's what I'm getting Correct. I am the developer not the designer Okay, can I get your contact cuz I'm kind of the same boat where I'm more of a developer than a designer I didn't even know you could do that. I thought you had to have both Yeah, yeah, definitely see me after out in the hallway. We'll talk Getting those designs and then translating I mean do you sit with the designer and the client I guess I mean often I don't do any content. I just do Laura Mipsum, right? I just I dummy text the whole thing It's up to them. That's where that's what happens in my fairly limited scope Projector so it's a fairly limited scope at a fixed price. I don't do any content, right? So for e-commerce, I'll set up three products, right? Three dummy products I created a tutorial video out of that, right? And so out of those three products, it's three separate types of products so it might be a standard product a variable product and Any other type of product that they have but I create three tutorial videos for them really quickly and then they Do all the the hand work for their own products and their own content Do you I guess There are times yep, so if I'm brought in early, I definitely guide them right so here's some I send them You know like some articles and you know knowledge base links to some standards Right Right, right Right Because I use Genesis for development, right? So I'll send them, you know a lot of Genesis resources, right? So here's some standard practices for your header here's some standard practices for your footer And if you stick to these we're gonna have an easy smooth project. Yeah, and that's if I'm brought in early if I'm not Then I mean I just do what I'm told right so I may I may dig into it And I might find it difficult and so I'll just go back to the designer Or I may go back to the client say hey, this isn't really working, but here's a solution. I always come Yeah, I always come with a solution But then services you're saying you're doing the development of design Those two things work together. Thank you. You're just working off of someone's design and developing And the reason I'm asking is because I often Building out and automation campaign on the back end where I feel like One of my strengths is building is you know kind of plucking that into an existing strategy And I so I struggled with how to talk about the results. I'm creating I feel like the result I'm creating is sort of the efficiency of the process versus the money right So PSD to WordPress or development is just one service offering in my utility belt. So marketing strategy Or the brainwork is really like the cash cow, right? And so for them in the medical device example, I work with him very early on and I developed the patient Outreach strategy Because they had a focus group and they did research and they found that in that particular Type of surgery which is heart surgery The patient had direct influence on what goes in their body in terms of heart valve And so it was it was a no-brainer to create a patient outreach strategy In tandem with a surgeon Outreach strategy as well. And so that's that's what I developed early on So I was able to develop everything from scratch like the automations The informational sites, etc. Yeah, so that's yeah So that's that's the best for me right here If you follow that You'll probably make an extra $60,000 this year, right? Just Defining, you know, what it is that you do and what makes you unique and stand and stands out, right? And this can be your LinkedIn summary, right or your LinkedIn bio So you can go through past projects, right? So, you know one way is to go through, you know, like your your roster of past projects So and then find out what was the business outcome like what what happened on the on the tail end of that project Was it a better website? Was it a paper-click campaign? Like what was the what was on the other end of that? project and then if possible reach out to the person or your contact and find out what happened like did you know did did sales increase did you know Support calls increase like what happened after your project, especially if it's you know You've wrapped up the project for a significant amount of time, right? So reach out and get some feedback and find out what that is and go through your past projects And if you don't if you're just starting and you don't have past projects Just think about a project that you would want to work on and try to reverse engineer that and find out what would be the outcome to that project Problems instead of them spending two days figured out I figured out for me our So that they can continue moving on and I found once I'm niche Yeah Yeah, and again, it's not a death sentence, you know It's not like you're gonna be stuck in that niche forever, right? You're going to get other types of work Because you've become an authority or an expert in that one topic and other people are going to want to hire you for other things, right? Well, why don't you do Shopify, right? Tell me why, right? And so you'll you'll end up getting worked in other areas But you'll you'll make a bulk of your money in that in this one area So if you follow this formula or this template, you're gonna get Generalize you're gonna find out because it's gonna take some work to get here, right? So this is not an easy task. But once you get this down Yeah, everything everything is going to be clear for you, right? So the content that you need to create for social media is gonna come out of this It's gonna be really clear like everything is going to start to become crystal clear to you, right? How you how you should go out about networking or what events you should go to, right? You're like, well, I've been wasting all my time at these events, right? Once you get this down, everything gets clear to you. Yeah Yeah, yeah, and it's it's easy to get Right Well, we know the person who builds the blueprint gets the money, right? That's the most profitable part of the project is building the blueprint. You're building the house, right? You know You're not you're you're getting a larger sum of money, but over time is going to diminish, right? It's it's less profitable. So you're at building the blueprint You're probably at you know 60 to 80 percent profit margin. You're building the house You're probably at 30 or 20 percent profit margin, right? Over a period of time. So the most profitable part is your brain work Yeah $80,000 Yeah Yeah Yeah Right Yeah And I've found that it in order to get to this point to find out what it's worth Just keep asking them why the why conversation. So why you know why hire someone so expensive like me? Why take on a risky project and you know go through six or nine months of development? Why even do this? Why not go to Upwork and find someone? Why not go to Fiverr and hire someone there, right? And then through that they're going to tell you the reasons why right? Well, we tried that already and it didn't work out or We need to do this now instead of six months from now, right? Because we're we're bleeding cash at the moment and we need to fix this Button problem that's happening on our site, right? So they're gonna they're gonna tell you why but it's not if at any point They're like, you know what I should go to Upwork then You know you don't have to write a proposal, right? You can hang up the phone and go back to what you were doing, right? At any point so If there's no more questions, I'm a I'm done Thank you for showing up to hear me talk and I hope you level up