Advisors lead by developing a trusted relationship with prospects. This takes out a lot of traditional pitching for business and transitions to paid connections. You become more of a consultant than just a hired gun.

Drew Sanocki and Michael Epstein are partners at Growthengines.io, which has grown from being brand new to generating $1 million in revenue in less than a year through retainer work. How has it gone from nothing to where it is at now in such a short period? What impact does that have on the way that it sells?

Today’s topics include:

• Agony and pain that comes before success and figuring out a model
• Insights: Moving from 1-OP projects to ongoing retainers, and going
  to higher-end retainers
• To go up market practically and mindset-wise what needs to change is
  the 80/20 rule: 20% of clients were driving 80% of the revenue;
  building an agency that targets the 20%
• Structuring things differently to attract and convert the bigger
  fish; generating valuable content and marketing, and focusing
  offering on the highest value adding aspects
• Typical Lifecycle: Hear about Growth Engines, sparks interest,
  follows a call to action/lead magnet, and tag leads for initial
  engagement and email sequence
• Selling Process: Once prospect is qualified, they are funneled
  through various offerings, such as courses and roadmap growth audit
• Sometimes a sales call is not even necessary; convince them without
  it
• Focusing on standardization, process improvement, and fulfillment
• Communication Process for Qualified Prospects: Emails for engagement,
  but not a lot of selling that has to happen
• Follow-up efforts with those who choose not to opt-in
• Pulling data to generate reports and drive presentation deck to
  deliver to client; making deliverable more productized and systemized

Resources and links:

• Growth Engines
• Growth Audit
• Nerd Marketing
• Drip
• Jonathan Stark
• AutoCrat for Google Sheets
• Mastering Drip Email Marketing Automation