Six Key Areas for Service Business Automation [#08 Jono Catliff]

I literally have like 38 blueprints. They've been plug-and-play for my business in my community. People come in, they just implement them and they automate their entire business. We signed a client and they ended up paying us like at least like $50,000 in the last year and we just handled their

recruitment. Jonno Catliff is a serial entrepreneur and founder of Automatable and DJIing. ca, Canada's largest DJ service. After automating his own event business to run without him, he turned his passion into an AI automation agency and a YouTube channel with over 100,000 subscribers in less than 12

months. Today, he's sharing on how he scaled from a small photography gigs to hundreds of thousands in revenue all through automation. For anyone watching this podcast, what they're going to figure out is first of all how they can apply a tool like NAND to their life to extract as much value from that tool. Probably the number one money maker we had was when leads came in to our website, we would call that person in 60 seconds. So you literally would have your finger on the freaking like return button. As soon as somebody hung up a sales call, it would automatically generate a three in one document. Contract, invoice, and proposal. — So from 30 minutes to 3 seconds, save 60,000. — Wow. — In the first month joining, he made $35,000. — What did he do different? Like talk to me about like what did he sell? Why is he different? Why did he get results and other people might struggle? So John, let me ask you this question. There's going to be a lot of people that are watching this podcast that want to get value out of this. So, what is the value that they're going to get by watching this podcast? What do you have to say to them? — For anyone watching this podcast, what

they're going to figure out is first of all, how they can apply a tool like NAND to their life to extract as much value from that tool. And really, there's two ways that I see you applying extracting value. Number one is saving time. Number two is making money. It's as simple as that. And that's why we're here today. Now, you're somebody who's been able to build a go from zero to 100,000 subscribers in less than a year by just making this type of content. Um, what have you seen in terms of like what are the real applications that you've been able to see people sell to be able to get a lot of outsized returns and generate a lot of value? Like what are some people from your community that you've taught to be able to get results in this amount of time? — Oh boy, we're going to be here for a very long time, Dylan. I could go on all day, but you know, I think the reality is like you can sell one-off automations, right? And you can even just for nice little pointer out there, if you want to get started, Upwork's probably the best place to start. But if you want to sell one-off automations, that's one thing. But I think endtoend systems is really what clients are looking for because when people come to me and people spend like $50,000 a year on automation services, they're looking for endto-end solutions, right? Something that's going to take care of everything. So I would break those endto-end solutions down at least in the service-based sector into six different areas. Number one, marketing. Number two, sales. Number three is fulfillment. Four, recruitment, analytics, and bookkeeping. Those are typically what people want. Inside those, we can just focus on marketing, for example, because usually when you're selling automations, people want to tie it back to some measurable ROI. Usually, it's sales, leads, or time saved. So marketing is a great place to start cuz you're generating leads and sales for people. But I would say like I don't know something like cold email and LinkedIn outreach is a great option. Saves hours every single day. Let's be honest, nobody nobody likes doing that stuff manually. And also blog generation. Um that like automating a system like that in Naden got me 1,500 clicks every single day. So 1,500 clicks a day on Google. Some of the pages I was indexing on day one. I would say in my last business like it brought me in maybe like three or four or five leads every single day just from that. Um which is crazy. Other things could be like um automating your social media content that's gamechanging as well. And so anything like top of the funnel is usually a great place to start because it's directly tied to the money that a company's going to make. — 100%. And that sounds great. Let's take it first with your story, right? So originally I believe you were in like wedding photography. So talk to me about what did you install in your business like this these blog systems to help you get up to that seven figures.

— Yeah. So when I started um my business like we're I don't know we we're nowhere close to that and it's a very personalized industry so it's like you know hard to scale conventionally because you're depending on hiring people. But um with tools like NAN we were able to automate every single task that we were doing. So I literally just sat there and wrote down everything that I was doing like more than twice and then we automated it. And so when I think about it, like, and again, we could sit here for like days just talking about all of the systems that went into building that, but like at a high level, it's automating the process of finding leads through um you know, different uh channels like of course SEO or like bark. com, which is a like a platform that where you can buy leads from, right? And then other areas as well. We got leads through like Google Ads and Wedding Wire and other places. But once those leads came in, one of the best things that we did, and this is probably the least sexy automation that will make you the most money possible, it's probably the number

one money maker we had was when leads came in to our wherever they came from, we would call that person in 60 seconds. So, you literally would have your finger on the freaking like return button being like, I'm going to submit a quote form. And literally as your finger is coming off, you get a call on your phone and you'd be like, "There's no freaking way that is this company calling us. " And they would literally pick up their phone, answer it, and in a matter of like 10 seconds, we'd be talking to them. And that is not I'm going to tell you a stat here. It's not mine, but it's a stat widely accessible online. If you call in 60 seconds, you increase your conversion rate by 391%. Or four times the amount of sales. So, I can't tell you anything in business that has ever got me a 4x return on investment in a simple 5minute setup. [snorts] And so, it's stuff like that you compound over time and you kind of go through all the marketing and then the sales and then the fulfillments and recruitment and all those systems. You implement all these automations and then you can scale because all of a sudden you're not the one doing the work. You have automation doing it all for you. — Talk to me about this. How would you build out a system to be able to get that? Like give me like an in-end flow like if I wanted to set up a system where I had leads come in and then I have someone call them or something call them in the 60 seconds. What would a general flow like that look

like? — Yeah. Gotcha. So, um it's funny. I just actually recorded a video on this yesterday because this is one of my favorite things is the automation of the whole sales funnel. But I would say like when a lead comes in, — typically it's from a form. Like typically you'll drive traffic to your website. Somebody will fill out a form on that site. There's multiple ways they could inquire, like it could be a newsletter, it could be calling, form submission or whatever, but usually it's form. And as soon as that form is submitted, that's the trigger. And then you can send yourself a text message being like, "Hey, this person just inquired the and you could literally receive open that text, click the phone number, call them in 10 seconds. " Or you could trigger a phone through like a phone call through an AI platform like Vappy or Retail. Or if you wanted to make it manual, which is what we did because we're in the wedding space and it's super personal. We don't want like as soon as somebody gets a whiff of AI calling. It could it's maybe not the best just for somebody planning their wedding, but uh you know we just automatically called with our sales reps and we had like you know we hired 25 people in the last year in that company. — Got it. So you figured out in terms of the workflow, okay, how do I automate the process of the dial and the reach out? But then you have the human connection which is the most important part of the sales. So you figured out I need to automate this section to be able to do the dialup, but then I need to scale up the human component of my automation that increases the likelihood for the conversion. — So here here's why this matters because I was actually reading a stat the other day. Guess how much time a sales rep actually spends selling? Take a guess what percentage of time? — Uh 30%. — You're actually pretty freaking close. That's impressive. Maybe you read the stat. It's 35%. But the thing is like what happens if you could just automate all that boring admin work that let's be honest like sales reps just hate doing anyways. Like nobody likes sending off invoices and contracts and all that kind of stuff. And so what happens if you could just automate that so that the same sales reps you have on your team or maybe it's you doing it can just spend 50% of your time taking calls or 60% of your time. Think about how that could scale very quickly just by freeing up all of that time. And so you can keep going down that salesunnel and automate certain things that people are doing. One, do you mind if I share one more example here? — Yeah, let's go. — Cool. Because this is probably one of the I take back what I said earlier. This might be the most unsexy automation. And I say it's unsexy because when I create some videos, they don't always do the best, but it's funny cuz they're like the most game-changing things for me. It was the automation

that as soon as somebody hung up a sales call, it would automatically generate a threein-one document, contract, invoice, and proposal. So, you end the sales call, and we're doing an internal form. You click the form, submit it, sends the notes to the CRM, generates that document, sends it to the client in half a second. That ended up saving us $60,000 every single year because it took our sales team 30 minutes to do it manually, which was automated. We sent out 16 proposals a day, which is approx approximately 8 hours that we saved every single day. — So from 30 minutes to 3 seconds, save 60,000. — Yeah. Legitimately. — Wow. — Yeah. It's probably the best automation I ever built. Took me I want to say like a year or two to build it. Um and I sell it all the time to clients cuz literally any service business, one of the things they probably hate doing the most in sales is invoices or contracts or proposals. Nobody likes doing that. — Uh, at least that I've ever met.

— And so what's cool about this and from my understanding is that you're saying that you have this kind of like copy paste, deploy and sell kind of thing. So you have these systems that you've known work that you've created that you provide I think in your community that they can say this is a proven methodology for increasing sales and then it sounds like the power of init is that you could sell this type of system more or less implant it and then iterate on it. Is that the process for like if someone's a part of your group to be able to get more clients and sell things that work? — 100%. It's like literally just copy and paste templates and then you sell them. That's essentially it. And by the way, that's free on my YouTube channel and then I also have a lot of uh content in my school community as well. I just was on the call with somebody in my community and it was a business call and they're saying like, "Guys, you should just literally copy and paste Jono's blueprints because like I'm selling them for a,000, 2,000, $3,000. " I just like take a screenshot. I show that to clients and I'm like, "Here's what each one does. " And they're like, "Yeah, I want that one. " Like almost like a catalog when you go to a restaurant almost. And he's just like slinging $2,000 deals off the blueprints. told him I need a 10% royalty on everything he sells in the future. — Yeah. So then it's what's cool about it is then with it in you can show the visual flows. You can see it moving through the system. You have a catalog of like if you're having a marketing problem, here's my marketing solution. You have a sales problem, here's my sales solution. And so these copy and paste templates, especially if you're like, for example, if people were to target the wedding industry, right, you probably have a number of different systems that you could roll out inside of that niche. you what niches have you seen that work well to be able to deploy these types of workflow uh into

— so literally it's just service uh businesses so if you're like a service business you're in the trades you're in the wedding space you're doing anything that's a service — could be online marketing too I literally have like 38 blueprints that have plug they've been plug-and-play for my business in my community people come in they just implement them and they automate their entire business now keep in mind there's Obviously like slight nuances to it like every business is slightly different but it's going to get you very far very quickly as well. — Yeah. And truth be told on this one it's you can get this template to put in place but you do have to have some of these skills say okay I'm going to put this template in place now we got to do some fine tuning right maybe don't plug it into Salesforce plug it into hotspot HubSpot or any of these other types of things. So that's what it sounds like. Sounds like this will get you 80 90% of the way there, but you still have this little tweaking that you need to do to make it from just an example, which will close the deal and make you money into actual implementing so they get real ROI value that you can keep them as like a retainer client or something. Is that typically how you how they roll through these AI agency automation um services? — 100%. I would say that like if for the clients that I work with and the businesses that I see it's like kind of eerie how similar when you look at a service business like how similar the marketing channels could be how similar the sales channels could be like at the end of the day like every kind of service business has a rapper it's like they are going to acquire leads through these 15 channels Google ads SEO whatever and then they're going to have relatively the same like sales funnel that they're going to go through they're going to jump on sales calls usually the call to action is follow-up calls until you get an event of yes or no. Then the deal closes or the person says no, I'm not interested. Right? And so the blueprints through all of those are very similar. They're very similar. And then you just have to slightly tweak like the last 5 to 10% depending on the industry that you're actually in. — Yeah. — And of course you need to know the tools to be able to do that or hire

somebody that can. And I think what the like the thing that most people aren't aware of is how quickly someone can get up and get running with, you know, a proven system, a methodology, a framework to make this happen. So, talk to me about some of these uh case

studies for success that people have come through your program, what they've been able to do. Maybe they they're coming from maybe they're a single mom or maybe they're, you know, Bob who's unemployed. Give me an example of someone who's come into your community and the results that they've gotten by implementing this. — Yeah. So, I can give you so many. I don't think we have enough time for everyone, but I'll start with one. Tim, he stuck out to me. And Tim, if you're watching this, uh you're an amazing person, but uh Tim came because he was learning all these tools for like a year and he made this big post about it in the community. He was like, "Look, I tried this and I tried that and I just couldn't make it work. " And it, you know, I knew there was potential in the space and both my parents were successful entrepreneurs and, you know, there was obviously that desire for him to follow in their footsteps and and you know, um, you know, be successful in his own path and he was trying everything and he was about to give up. And he came into the community, messaged me, he's like, "This is the last ditch effort I'm going to have before I just throw in the towel. " And I remember he messaged me two weeks later. He's like, "Jo, I just got my first deal. " And he's like, "I'm so grateful for everything that you've done. " And he kept jumping on calls and we'd work together back to back to overcome all these problems. And then, you know, by month one, it was like five deals. Then, you know, month and a half, he's like, I found like a co-artner or co-founder and we're going to launch this business together and that was my dream. And so, it it's just really inspiring to like kind of see that. — Before we get to Julian, I do have a question about Tim. So, Tim got five deals. Can you talk to me what were some of the things that he sold in terms of these automations that were able to help him close these deals and then how did he get these deals? — So I don't know like the exact specifics and I don't want to talk like on his behalf too much but I can give you like the general framework. So in my community I have multiple different transformations to take people through. Either it's to automate your existing business or it's to acquire your first couple AI automation customers so you find close and fulfill them. And essentially he went down that path of finding closing and fulfilling deals. And what I do is cuz I redid the course like three or four times cuz like I need this to be actionable where every single video takes you one step closer to your end goal. And so he just followed the course and he went on to Upwork and on Upwork he created a profile. I told him, you know, through step-by-step videos like how you can make a banging profile, how it's going to stand out, how you're going to, you know, um, start attracting clients. And then, you know, walked him through every step on how he should be messaging people. And then he started getting on his first couple sales calls. Obviously, we have like lots of sales training there and live calls that I go through with my own clients on there as well. And you know, he's obviously like a really smart guy and he just ended up closing deals and they're all around like automation and like all that kind of stuff. — Got it. So, do you recommend like just focusing on one thing like Upwork versus LinkedIn versus whatever? Like how do people like if I'm just trying to get a couple my clients like should I what should I focus on? What area for acquiring lead love

acquiring lead should I focus on? love this question and everyone kind of starts the same question. The bottom line is I would focus 100% on Upwork at the beginning and here's why. Because if you look at any other marketing channel out there, Google ads or SEO or even things like social media or whatever, they're going to do they're going to require one of two things. time or they're going to require money. One of those two things. And um in the case of SEO, you could run it for like 2 years and if you have the right strategy, then great, you might acquire some leads. But you could also run it for four years and not get anything. On Google Ads, you're probably going to have to dump like four, five grand into just learning the tool and understanding how it works and split testing and landing pages and all this kind of stuff before you even see like some success with it. With Upwork, you have 4,000 people at any given time that are looking for a automation services. And so, you can sign up and get customers. And on top of that, it's the cheapest platform. Even when I compare it to like LinkedIn or cold email or Google Ads or SEO, because I've done all of it, that is the cheapest platform by far. I think it's like $2. 14 on average to send out a proposal. If you compare that with Google Ads, if you're lucky, in my last business, we got it at $35. Got it. So, what I'm hearing you say is that there's probably a progression to this. So, so step one is you kind of need to get your feet wet. — That easiest way to do that is to do Upwork, take on the work, get some money, get some case studies. And once you get that under your belt and you feel like that's a good base, then you could then progress to other things like advertising on LinkedIn or maybe making social media videos about the results that you've gotten or do some Google ads saying, "Hey, I've helped wedding photographers uh save $60,000 in business from 30 seconds to 3 seconds or 30 minutes to 3 seconds by doing this process, right? " And then they could show their the nodes spinning and all that jazz. Is that what you're saying? — 100%. I It's a ladder, right? Like I'm not saying never go to other platforms. I'm just saying you got to start somewhere and you might as well start with the lowest hanging fruit because the thing that most people need is a win like quick wins at the beginning so they get the confidence to feel like hey I can do this like I have confidence in myself that I can continue on. Upwork is the place to start. I think the next place is to get those wins, get case studies, understand how it works and then share that on places like LinkedIn. Like every week I was posting like once a day. It took me 5 minutes and I was getting like up to like maybe 100,000 views every single seven days. Like it's absolutely insane. And like if you're — on LinkedIn — just by sharing my case studies of the things that I built — and it's like if you're getting 100,000 views every seven days or half a million every single month pretty much like you're going to get a lot of people interested. They're going to reach out to you. So that's another awesome strategy as well. a lot of people. — So, let's let's take this a little

step further. Okay, so step one, go on to Upwork, get your leads, get your case studies, get your results. Step two, you can go on LinkedIn and then this is where you could build some automations. I know there's some kind of like here's my case study. If you want, DM me and then you kind of bring them through a funnel. Can you talk to me about any automated processes around LinkedIn to be able to convert these posts on LinkedIn into some sort of possible leads for your AI automation business? Yeah. So, typically how it works on LinkedIn and by the way, like I don't actually automate these posts on LinkedIn. Um I will literally just take a screenshot of that in workflow. So, you have your built. You just take a screenshot of that and then um I just create like a picture post. It literally takes me 5 minutes. I get AI to write most of it. And there's really three or four main tenants to this. And if anyone's watching this and they're looking, they want to know what it looks like, just go to my LinkedIn channel. like you can see it some of those posts are getting 50,000 views individually and I this is not me saying hey I have like a 100,000 person following I literally just started my account and I'm getting these results but essentially you want a hook at the beginning you want a reason why then you break down what it does in steps and the biggest thing is just a call to action at the end it's like if you want this blueprint comment something down below follow me and I will DM you the blueprint and then I'll create a notion page with the blueprint and then just DM them to that and you can have like a on that notion page that you send them to obviously they're going to go there because they want to see the blueprint and on that blueprint you just say hey if you need help building this out or other things here's my website contact me love it one thing with that too so just talking about this is that — there is a misconception I think a lot of people have and the misconception is this I need to have a lot of followers in order to get a lot of views but because of the Tik Tokification of the world aka it doesn't matter how many subscribers you have it's how much is the algorithm thinking or perceiving that you are having a lot of engagement. So you might have 10 followers on LinkedIn but if you get a 100 comments on your video on LinkedIn then the algorithm whether it's LinkedIn or any other channels will then push this out to the masses regardless of your subscriber count. — Yeah, I would agree with that. I mean like end of the day content is king. If you deliver value that's better than everyone else then you're going to get better than results that are better than everyone else too. like I've I'm, you know, I've grown many channels from nothing. And like if you make a really good post, it'll grow. But I also think like on the other flip side of that, if you're like, it depends on your priority in life, right? Like if your priority is to make money really quickly, I would go to a platform like Upwork. If your priority is like build a brand and long-term equity and all that kind of stuff, then social media is great. But you're probably going to be screaming into a void for months without people giving you any attention. They're not going to like reach out to you. you're not going to make any money and that is a sacrifice you're just going to have to make if you want to build that brand long term. — Yeah. And that's where what comes in to

mind on the part of like online marketing kind of stuff is very simple phrase do something epic and then talk about it and doing epic stuff on Upwork and then talking about it on LinkedIn is a great way to hack the influence generation that you do online. — Yeah, — I love it. Yeah. Talk to me about Julian. You mentioned to me before Julian part of your community and the results that person got. — Yeah, Julian is like I swear he came out of the womb just like selling. He was just like slinging a automation sales on day one. But um he uh he's so charismatic and in the first month joining he made $35,000 and I was like blown away. I was like man like you are incredible. And then on month two was $75,000. And after that, it's just like every single time he's on uh our business calls, he just pulls up his phone, he's just like scrolling through Stripe being like, you know, 10K, 15K, 7K, all this kind of stuff. And uh yeah, he's uh he's a natural porn salesperson.

— What did he do? What did he do different? Like talk to me about like what did he sell? What do you think he is different? Why did he get results and other people might struggle? — It's multiple different things. Like first of all, I want to highlight once again, he's very gifted at sales. Obviously, he probably I'm just being facicious. He's probably didn't start that way. Nobody's just naturally good at sales. He probably had to acquire it over some time. But I think that he did a couple other things well as well. Like first of all, he actually cataloged what I was mentioning like catalog cataloging earlier. He went ahead and did that and he just showed products in front of clients and wrote down what it was like. And you know the interesting thing is that I admire about him is like you miss 100% of the shots you don't take. if you don't put your products or services in front of people, they're never going to buy it. So what he did was he said, "Screw it. I'm just going to put everything in front of people and if they resonate with it, then I'm going to charge them money for that. " And so he did that. He's also very good at expressing value and tying it back to return on investment. And so when people look at the builds that he's offering and he's able to showcase like the value that they're actually getting, then it becomes a no-brainer offer because it's like, "Yeah, you're going to pay me 10 grand, but I'm going to make you $100,000. " And they're like, "Where do I sign? " right? Because it's like somebody's getting you that ROI. And I'm just pulling those numbers out, by the way. But like, you know, the way he goes about doing it is exceptional. And one other thing that he mentioned was he joins a lot of um you know, private groups with high net worth individuals as well. And so he has a good community of people. — I've seen that method and I've

actually used that method before where I' i've noticed when I join groups, the more expensive the group to join, the more high quality the people are there. And so when I join a highle mastermind, then you're basically with a bunch of people that might not be in your specific niche and you might be the person that can help them with those services. And so when you join a highle mastermind, that is a great way to have this kind of be a what I call a regional superstar inside this area where a lot of people are looking for these services and then you can kind of build trust and authority inside of that small ecosystem which is which a good move. It was interesting because I was reading Alex Hermosy's book and he was like, "If you're going to go into a hot dog selling stand business, what's the one number one indicator that you're actually going to make sales? " And he asked a bunch of people and they're like, "Oh, this or that. " And what his answer was is you just put your hot dog stand in front of a hungry audience. So if you know a football game ends and everyone comes out and they're hungry and your hot dog stand is the first thing they see, everyone's going to be hungry and they're going to buy it and it doesn't even matter the price almost. And so, you know, if you're in groups like this and the cool thing about these groups is you have very intelligent people that have very successful businesses and most of them have built it up with manual labor their time or sweat equity or whatever. And if you're that person being like, "Hey, by the way, you know, I can automate pretty much everything you're doing, they're going to be like, "Wait a second. I just have to pay this much money. You're going to automate this. This is going to save me this much time and this much money. It's a no-brainer. " — Yeah. And one of the things to do that in like a non like in an ethical marketing kind of way is if you join that community and you're inside that group and you start looking at what people are posing questions. If you have your catalog, you can say, "I've solved that problem, that lead generation, that followup of sales call, that marketing thing. Here's the workflow that I put together. Here's the template. If you want it, go ahead. If you want some help doing it, come sign up and just I'll give you a hand. " That's a I think a really good demonstrate value first. And I think you touched on a good point there which I think is worth bringing up again is like it really depends on how you go about doing it. Like if you just go in there and start spamming like hey I'm going to like sell these services then of course you're going to get booted immediately. But if you go about it the right way and uh like I think that the biggest thing and what he said which I want to reiterate is like you don't go in there and you sell. You go in there you're like how can I provide so much free value to these people that they are like I have to pay you for the service like I feel bad just taking from you all the time. And if you do that well then you're going to succeed.

— Yeah. And that's reciprocity. You put enough stuff out there enough value especially when you can show not tell. this is what I've gotten results with this automation platform and this is how I can help you. Um I'm curious too uh there was a guy named Joseph. You talked about voice agents. How did he do because this is a very specific thing selling voice agents. What was Talk about his journey and what

happened. — Yeah. So first of all I want to do a shout out to uh Joseph. He actually just created a YouTube channel so he's brand new and I'm sure he's going to crush it. — But uh but yeah, so Joseph has been crushing it with AI Voice Agents. So, he got it like he actually ended up messaging me the like maybe like a month or two ago. Man, time just flies. But he's now making uh six figures on Voice AI agents. Sorry, Joseph. I hope I'm okay to say that on this podcast. But uh but yeah, man, he's just crushing it. And the cool thing about him is like I come from a background where I'm like super conservative with voice AI because like I just know that like with my clients in the wedding industry, if they knew that they were talking to a Voice AI agent planning their wedding, they would be like, "No, 100%. " They would just hang up the phone, maybe leave us a bad review on Google, and they would just walk away. And that's just the industry because it's hyperpersonalized. People spend thousands of dollars on one of the most important days of their life. but with the right audience, the right target, obviously there's a there's a, you know, there's a market for it. And so he's building these really cool voice AI projects that are able to just do calling automatically. And what he was saying was through a lot of the tests, people are like laughing and joking with this voice AI agents and they don't even realize they're talking to a non-human, which is really cool. — So it's that going deep into one niche field. Can you talk to me about what are these voice agents doing? like who are they serving and like what are the what what is the benefits of having this voice agent for those companies? I'll preface by saying this isn't like my space just because, you know, I don't specialize in that by any means, but I think that when it comes to like voice AI calling and there's a lot of like red tape around it and I just want to like kind of highlight that because it's such an new and emerging industry and depending on the geographic location that you're in, maybe it's allowed, maybe it's not or whatever. But um a lot of people are just automating a lot of the calls that they're having to do in mass. So, it's like they have maybe let's say um a re like I'm just pulling something out, but like maybe like a re-engagement campaign. They're like, "We have this list of 100,000 people. We need to reach out to them and see if we can get more sales. " — Got it. So, it's reactivating maybe an old list, a list that's not active and you can reach out to them with voice calls and maybe upsell them to a new service — that Yeah. And again, I just want to preface by saying this really is out of my domain, but I would imagine that's what people are doing or it's like customer service or it's um appointment setting. So like a lot of the times you get a lead coming through and then you're like you have the voice I call that lead and then you qualify that person on the phone instead of you having to be like spending your time doing that. And if they do a good job then it will send a link back to that person to book for the closer to talk to that person. And so that's probably the most applicable use case that I see people doing um is the appointment setting.

setting. — Okay. And then in terms of we talk about what are these automations that you think are the ones that are the most resellable? What you've seen gain a lot of traction? You talked about one being this ability to send proposals and cut that time way down. What are some other ones that you think are just really popular and really hot? — I'm into boring automations that just work. Boring automations that do two things. They're going to save you time and they're going to make you money and that's it. Right? To me, that's a sexy, amazing automation. Um, but I would break down like in at least in the service industry six areas and then we're going to talk about the individual builds within there. But top you can think about like an a funnel, right? Goes marketing, sales, fulfillment. That's typically a service business. And then on the side you have maybe recruitments, you have analytics and you have bookkeeping. And so those are the six kind of areas of a service business that you know are most people are going to want to automate. And that just happens to be pretty much all the areas of a service business. Anyways, obviously there's a couple things here and there, but um you know, we signed a client and they ended up paying us like at least like $50,000 in the last year and we just handled their recruitment. So they come in and uh they need to hire people and unfortunately recruitment like depending on the industry sometimes people can be super flaky and uh it's just very timeconuming to go into indeed and grab out every single person every single day and then message them and then take them through six touch points in their journey and so we automated all that and all they do is they just show up for a point uh interviews and that's it. So that's one example. Um, in terms of the marketing, we got the content generation systems like automating social media content. That's what I use cuz I might have like 30 projects at any given time. And so you can organize everything. You can send out notifications. Like if you have like a multi-person team that you're dealing with, things can get super disorganized super quickly. And so I use NAN to automate all of that and to keep it all together. blog generation systems is uh is super popular. Contracts and invoices and proposals. That's something that anyone that wants to automate sales is going to want. Some of the uh you know just being able to communicate and automate that. So when like a new lead inquires, being able to call immediately, text, email, and then get them onto the sales call speed to lead system, that's incredibly val valuable. Pretty much any business that deals with sales is going to want something that's going to give them a 4x ROI. It's a no-brainer. I mean, like there's so many things I could go on all day about the automations, but I think the real thing that I'm trying to say is like um there's so many things to start out with. Pretty much anything you're doing manually can be automated. The question is should it be? And if you're doing it twice or more times, chances are potentially you do want to automate that. And um really that just buys back all of your time. And when you compound those gains over the course of 10 years or 20 years, it's a no-brainer.

— That's that stacked leverage, right? You're stacking leverage by building out these different automated workflows. And then you already have it done. You've got a a catalog of marketing, of sales, of fulfillment, of deployment, and reactivations. And then you can go back and say, if you're in the space, I've already got a suite of things that I can install. One last thing I want to talk on before we start to wrap this thing and close out is talk about I know a lot of people in this AI automation space are trying to figure out how to get retainers and they're trying to figure out like what does it look like? How do I get a high-end retainer so I can get that lifetime value to be higher for the customer on my side of things versus the cost required. So you said Andy was able to do something. Can you talk to me a little bit about Andy's journey?

— Yeah, so Andy was able to and I believe this was actually on Upwork as well. He closed a $60,000 deal and that's paid 10 $10,000 every single month with the option of continuing afterwards. And um yeah, so in order to close higher retainers, I mean like it's like a ladder almost where there's multiple rungs. You don't go into the arena and you just start slinging 10k deals right away. Usually you kind of work your way up to that. And so what I like to think about it as is when you're starting in automate like just I don't want to say even a automation I just want to say like business in general the best currency to go after is social currency and the reason I say that is because we're talking about leverage here right if you if you were a client and I came to you and I said hey Dylan my average rate is $50 an hour but what I'm going to do is I'm actually going to work for free or I'm $5 an hour and I'm going to go above and beyond so that I give you ridiculous a ridiculous return on investment that's so crazy that it's going to blow you way. And all I'm asking for in return is

that if I do a good job, all I want is a video testimonial and for you to refer me to two people that I could potentially work for free on their projects as well. And so then you start getting this chain of like video testimonials. Why I think this is interesting and just let me give one analogy because on my last business, we couldn't make Google ads work until we put on video testimonials and then the cost per conversion dropped down dramatically. And the reason why is because when people are hiring like a service business typically, here's how I find it works. People know they have a problem. They know they need a solution. They know they have a budget for it. And the only thing they are trying to do is justify whether you're the right service provider for them. And the way they figure out if you're the right service provider for them is social proof. Because social proof um why it's so important is because the best indicator of future performance is past performance. So if you can say, "Hey, I've done it for these 10 people," they're going to look at you and be like, "Okay, this person's going to do it for me. No problem. " And then that's how you can start justifying higher prices. And so it's a ladder where you start with social currency, you work your way up. Once you have enough social currency, people are going to start coming to you being like, "Hey, can you help me? " And once you have so many deals coming through the pipeline, then you can start being picky picking, you can start picking and choosing the deals that you want. And what's going to happen is your um supply or your demand is going to tie like you're not going to be able to service as this many clients naturally. What happens is you're like I'm working 16 hours a day. I need to double my cost and then half the clients leave and then you start working you know with those clients and then eventually it goes up to you being full-time again and then you double your your price and you know through a higher supply you can just you're through more demand you can just naturally raise your prices and then that leads through the door of hiring contractors which turn into employees which turn into a large AI automation agency and so essentially a automation agencies are just freelancing where you're hiring other people to do the work for you. And so that's kind of the natural evolution that I see playing out for most people. — Yeah. I kind of think of it almost like uh the Yelp model of like, you know, you're hungry and you're looking for a good place to eat. So you're trying to find some place got a lot of reviews and in lie of a Yelp mechanism, you have all these video testimonials and so all of a sudden if you have 10 15 video testimonials of people saying, you know, Jonno is an incredible human being and here's the results he got for me. That builds that social cred. And then you're able to then leverage that to be able to get uh higher paying clients or more confident clients that are higher quality. — In my experience, like I tried making all these like crazy long landing pages and don't get me wrong, they can work for sure. But in my experience, the thing that worked the best was just social proof. — That's it. — It's like people get on the phone, they're like, "Wow, I can't believe how many amazing testimonials. " And the funny thing is half the time they don't even watch them. They're just like, "Wow, you have like 50 testimonials there. I don't need to watch. I just know that people are going to be happy. — Makes complete sense. This has been incredible. Jonno, uh I'd love to say if people want to get a hold of you and find you, uh whether online or how do they do that?

— First of all, yeah, you can take a look at my YouTube channel and hopefully you can find some amazing free value there and take that value and then sell that to other people or use that as your portfolio so that you can showcase the results that you've gotten through yourself. Like you could literally go to my YouTube channel, download the blueprints, tell people like use those as case studies on Upwork, tell people how those like those blueprints helped save you time or earn you money and then sell them to other people and uh you can get it completely for free. And if you want more advice or more help or hands-on, you know, calls or additional blueprints, then you can take a look at my school community. — Beautiful. Thank you so much. It's been an honor and pleasure, my friend. Much love and I'll see you on the other side. — Dylan, thank you so much. It's great to see you. — Absolutely. Take care now. Bye.