Workbook Consulting Empire Foundr Modules 1 Thru 4

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com
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WORKBOOK
The Step-By-Step System for Being Your Own Boss

and Scaling Your Consulting Business
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Welcome to
Consulting Empire!
I really want to thank you and acknowledge you as exercises on the following pages, and keep an open mind.
somebody who is different – somebody who is willing to It’s not going to be a walk in the park, but if you trust the
make a commitment to bettering yourself, taking action, process, and follow my proven, step-by-step framework,
and taking the leap toward building the consulting business you will see insane results.
of your dreams.
Now, in the spirit of taking action, I want you to go ahead
The number one problem I always hear people say when and join my Private Facebook Group, exclusively designed
it comes to consulting, freelancing, coaching, or any type for you and your fellow students of the Consulting Empire
of service-based business, is “how do I get more clients?” course.
We’ve all faced this challenge, whether you’re just starting
out or have been in the game for years. This feast-or-famine https://www.facebook.com/groups/consultingempire/
cycle is easy to get stuck in, where you don’t know where
next month’s paycheck is coming from. Use this collaborative space as an open forum to ask
questions, share your progress (especially your wins!), and
Well, I’m here to tell you that once you’ve completed get support from your fellow consultants in this awesome
this course, it’s going to be very different for you. You’re community.
going to be able to build a lead-getting, sales-generating
machine that runs on autopilot, where you can literally I never said it was going to be easy, but I am saying it will be
“pull the tap” and new client leads pour out into your hands, highly rewarding. So, let’s jump right into it.
any time you want.
Be amazing,
We’re going to go through some very exciting stuff Sabri
in this course, as I pull back the curtain and share
with you everything I know from years of growing
my own consulting businesses.
All I ask of you is when you tackle this course,

is please commit to doing the workbook
CONSULTING EMPIRE - COURSE WORKBOOK 2

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Throughout the following pages, I’m
ACTION ITEMS: Course objectives: going to walk you through play-by-play
exercises and templates that will help
you start – or grow – your consulting
• Join the Private Facebook Group: By the end of this course you should be able to: business.
https://www.facebook.com/groups/
consultingempire/ • Build and grow the consultancy business that
you always dreamed of.
• Write a quick introduction to yourself and
your consulting business, • Find and land new potential clients with ease.
then post it in the Facebook Group to get to
know your fellow community members. • Create a virtual client lead generating
machine, where you can put your foot on
the gas anytime you want and have clients
knocking down your door to work with you.
• Automate and systematize your consulting

business so that you can deliver the same
quality service and manage all your clients,
even as you grow.
• Scale your consultancy from individual

to empire – making your first key hires,
creating a contagious company culture,
and outsourcing to other consultants in the
community.
• Add rocket fuel to your consulting business

through Paid Traffic – now that you’ve built
a viable client-getting machine, you can
use Facebook Ads and Google Adwords to
literally buy more clients anytime you want.

NOTES:
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Monetize your interests Shop the competition
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MODULE 1: Start with writing down the things you’re interested • Spend a few minutes Googling the
in – your hobbies, your Google Search history, your competition in your space.
PACKAGING UP YOUR OFFER Amazon search history, etc. How do they describe themselves? What
services are they offering? How are they
What is it that you’re passionate about? engaging new clients?
LESSON 1: What would you be doing in your free time regardless • Call your competitors.
of whether or not you’re getting paid? See how much they’re charging. Find gaps in the
Finding Your Niche - market and start thinking about how you could
be filling them.
What Services Can
You Offer? NOTES:

Finding your niche Minimum viable offer
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Write down your niche / industry / market: Use the space below to brainstorm your MVO (Minimum
Viable Offer). What is the least you could do in order to go
to market? At this stage, don’t worry about a fancy website,
business cards or anything like that. Your MVO should just
be a packaged-up version of your Services / Deliverables that
you listed just now.
Then list out all the Deliverables & Services you could possibly offer within that market:
e.g. a Writer’s deliverables could be proofreading, editing, blogging, social media marketing, digital copywriting, etc.
PRO TIP:
List as many Deliverables as you can – don’t be

modest at this stage! These deliverables don’t
have to be 100% final. This is just to get the ideas
flowing and prove to you how much you truly have
to offer.

NOTES:
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Your “why” ACTION ITEMS
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MODULE 1: WHY do you want to be a successful consultant, • Gather 10-20 images of people / places /
coach or freelancer? What drives you? things that motivate you
PACKAGING UP YOUR OFFER • Create your own mood board or vision board
Financial freedom • Print it out and hang it up in your home or
LESSON 2: office
Location independence
Winning Mindset - Travel while freelancing remotely
• Book in a recurring meeting on your calendar
to look at it every day
Your “Why” Being able to help support your family?
Awesome lifestyle / work-life balance?
Furthermore, what is it that you’re passionate about

doing? What are you gravitating toward, regardless
of whether or not you’re getting paid? That’s where
you want to start.
Tools
Pinterest FREE
pinterest.com
Adobe Spark FREE

spark.adobe.com
Canva FREE
canva.com
Keynote FREE
apple.com/keynote/
Adobe InDesign FREE 7 day-trial

adobe.com/products/indesign/free-trial-download.html

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Scope out the competition ACTION ITEMS
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• How do they describe their services?
MODULE 1: • Compile 3-4 competitors in your field.
• What’s their (free) offer?
• What’s their call to action?
PACKAGING UP YOUR OFFER • How do they convey their benefits / results /
• Start scoping them out on Google Search
and look at which keywords they’re ranking
tangible outcomes? for (both organically and paid search). Bonus
points if you take it a step further and use a
LESSON 3: competitive insight tool like SEMrush.
NOTES:
Assessing The Battlefield • In the Competitive Insight Template Chart, on
the next page, mark down:
- Competitive Analysis 1. Competitor’s Name
2. Competitor’s URL
3. Traffic Sources (e.g. Organic, Adwords)
4. Keywords they rank for (use SEMrush)
5. Their Offer (e.g. free consultation, eBook)
6. Notes (how they describe themselves, etc.)
Tools
SEMrush
“If you know the enemy and know yourself, SEMrush.com
you need not fear the result of a hundred
Ahrefs
battles. If you know yourself but not the Ahrefs.com
enemy, for every victory gained you will
also suffer a defeat. If you know neither the Moz
enemy nor yourself, you will succumb in Moz.com
every battle.”
Sun Tzu, The Art of War CONSULTING EMPIRE - COURSE WORKBOOK 10

COMPETITIVE INSIGHT TEMPLATE
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Competitor #1 Competitor #2 Competitor #3 Competitor #4
Competitor Name
Competitor URL
Traffic Sources
(e.g. Organic,
Adwords)
Keywords
They Rank For
Their Offer
(e.g. free eBook,
free consult)
Notes on How They

Position Themselves

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Killer Elevator Pitch Checklist ACTION ITEM
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Does it talk more about your customers, and Draft your own killer elevator pitch for your consulting
MODULE 1: not just yourself? business
PACKAGING UP YOUR OFFER Is it concise, punchy and to-the-point?
Does it speak to your specific audience and

LESSON 4: their biggest hair-on-fire problem?
Crafting Your Elevator Does it clearly articulate that you have the
solution to that problem?
Pitch
Does it illustrate the desired outcome that
your client prospects are looking to achieve?
Is it void of any vague, esoteric or wishy-

washy language?
Is it 10x better and clearer than your

Example Elevator Pitch (King Kong): competitors?
“We help our clients get more clients by

increasing their traffic, leads, and sales.”

NOTES:
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Business models Value-based pricing
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MODULE 1: Hourly Rate Rule of Thumb: Charge 10% of the value you’re
The amount you charge for every hour providing to that client.
PACKAGING UP YOUR OFFER worked in your consulting service
How big of a problem is this to them? How much trouble
are you saving them by solving it?
LESSON 5: Project Rate / Flat Fee / Fixed Fee
E.g. If you’re saving your client $100,000 in lost revenue,
Another easy option for a consulting
OR helping them increase their revenue by $100,000,
Figuring Out Your business model, typically based on an
estimated amount of hours that you think a
then you should be charging them $10,000 for your
services.
Business Model given project will take to complete.
Percentage of Ad Spend / Media Markup

/ Agency Commission
Typically the model used by digital ACTION ITEMS
marketing consultants and advertising
agencies when it comes to media buying
(e.g. Facebook Ads, Google Adwords, TV).
• Spend 10-20 minutes thinking about what your
own business model could be.
Retainer
A regularly occurring fee (usually monthly)
• What’s the best approach for you, and for the
that your client pays you in order to retain
industry that you’re in?
you as a service provider. You can combine
a Retainer with one of the other business
• Don’t stress about it too much – you can
models.
always evolve this over time, and even test out
different business models for different clients.
PRO TIP:
Try combining a Retainer Fee + Performance

Metrics or one of the other business models
to make your income more predictable (e.g.
$1,000 monthly retainer plus a Media Markup
of 5–15%, or some kind of kickback for every
sale / customer acquired / etc. you drive).

NOTES:
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Pricing tips This all adds up to more VALUE for your clients!
www.getwsodo.com
www.getwsodo.com Have the confidence to charge what you’re worth.
If you’re not sold on your value, they won’t be either.
Don’t forget, you can always adjust this as you go.
MODULE 1: • Search around and see how much your Each time a client says yes to your rate, you’ve just
competitors are charging. established a new market value for yourself.
PACKAGING UP YOUR OFFER • Check out what business model they’re using so
you don’t confuse the market. You don’t want to
have to educate clients on a new way of doing
LESSON 6: things.
• Don’t try to outprice the competition when Now, calculate your own hourly rate:
Pricing Your Services you’re just starting out. Keep it simple.
• I want to earn
Let’s crunch the numbers
$_____________________________ / year in salary.
Example #1: Hourly Rate

• Divide this salary by 52 weeks in a year =
• Say you want to earn $60,000 a year salary
$_____________________________ / week.
“A transaction takes place where value • Divide that by 52 weeks a year = $1,153.85 per
week
exceeds price.”
• Divide that weekly income by 40 hours =
• Divide that by 40 hours in a week = $28.85 per
hour $_____________________________ / hour.
Now that you’ve got a good idea of your
business model, let’s talk about pricing your • Mark that up by 40% overhead (covers your
taxes, expenses, etc.) • Multiply that number by 1.4 (40% overhead) =
services. It’s important to keep in mind that
the benefits and results you’re providing to • To give you ultimately an hourly rate of $40.38 $__________________________ ← your hourly rate.
your client should be greater than the price (this is what you should be charging in order to
you’re charging them. Give them 10 times net $60,000/year)
the value of what they’re paying!
If you’re thinking, “This feels like I’m charging too
much,” remember: the client is reaping significant
financial benefits from hiring YOU as a consultant PRO TIP:
instead of bringing on a full-time employee:
To increase your consulting revenue even more,
think about how you can get ongoing Referral
• Cost savings - compared to paying an Bonuses or “Kickbacks” for every qualified
employee’s salary, taxes, health benefits etc. lead or customer you drive for your clients.
• Time savings - no drawn-out hiring process or This keeps you incentivized to keep producing
2-3 months of training/onboarding bigger and bigger results for them. It’s a win-
• Increased productivity - you take vacations on win.
your own dime :)

Example #2: Value-Based Pricing ACTION ITEM
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• Let’s say for calculation’s sake that the average Do the math! Figure out how much you should be
client is worth $10,000 to your client. charging in order to achieve the salary that you want
and the lifestyle that you wish to have.
• Assuming they want to get 4 NEW clients per
month as a result of your digital marketing
services, your performance goal is to ultimately
generate $40,000 per month for them.
• At this point, you can follow my rule of thumb –

charge 10% of the value you’re providing them
($1,000 per new client) – plus your monthly
retainer fee in order to keep you as a service
provider (let’s call this $1,000/month). So…
$10,000 client LTV

x 4 new clients/month
= $40,000/month (client’s revenue)

x 0.1 (value-based pricing)
= $4,000/month (your performance fee)

+ $1,000/month (your retainer fee)
Tools
= $5,000/month (your total income)
x 12 months in a year
Calculate Your Freelance Rate
yourrate.co
= $60,000 annual salary How Much Should I Charge As A Consultant?

foundr.com/how-much-to-charge-for-consulting
Self-Employment Tax Calculator (AND CO)

selfemployment-taxcalculator.com
Quarterly Tax Calculator (AND CO)

quarterlytaxcalculator.com

NOTES:
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Pricing tips Naming tools
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• Think big. Make it something larger than just • namecheckr.com
MODULE 1: yourself, in case you want to hire more people in • https://domainr.com
the future.
• https://www.shopify.com/tools/business-
PACKAGING UP YOUR OFFER • Don’t include your personal name. (e.g. don’t name-generator
just make it Sabri Suby, LLC)
• https://www.leandomainsearch.com
• Don’t limit it to one service. In fact, don’t even
LESSON 7: put the service in your name (e.g. my company is • http://wordoid.com
NOT called “King Kong Advertising”) • https://www.dotomator.com
Coming Up With Your • Keep it slightly vague and open, in case you • https://www.namestation.com
Business Name change your offer in the future and/or add more
services to your capabilities.
• http://www.domainhole.com
• http://www.bustaname.com
• Check and see if your domain name (URL)
and social media handles are available before
paying anything to make it official.
ACTION ITEMS Important Note: Please don’t stress over this or spend too much time on it. Your business name
and domain are honestly not going to make a huge impact on flooding your consultancy with
leads. What we want to be focusing on the most is how to get new clients, and ramp up your
business – which we’ll walk through in detail in the next module.
Now that you’ve got the money stuff all
sorted out, and you know what service and • Jot down 5-10 name ideas for your consulting • Play around with some of the tools
deliverables you’re going to be offering, business
there’s one more step in packaging up your
offer: securing your business name and
domain name.

NOTES:
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Multimodality outreach ACTION ITEMS
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Use audio, visuals, and screencapture to set yourself • Download/Install one of the tools below
MODULE 2: apart from the noise and provide free value to
your client prospect, before you even get them on • Draft up your Multimodality Outreach pitch
using the space on the next page
GETTING YOUR FIRST CLIENTS the phone. Essentially you’re doing a quick audit/
assessment of their situation, diagnosing a problem,
and offering a solution. • Start sending out those videos!
LESSON 8:
Your goals with this outreach are twofold:
Setting Yourself Apart -
Multimodality Outreach 1. PROVE to them that you have the solution to
their problems, by giving them a chunk of value
for free already.
2. LOCK IN a slot on your calendar to get them on
the phone and chat through said solution.
Example Elevator Pitch (King Kong):

Client outreach should be like using a sniper rifle
instead of a shotgun. Reach out to prospects on a
“We help our clients get more clients by one-by-one basis, but do it in a smart way – build a
increasing their traffic, leads, and sales.” process using Multimodality Outreach where you
can fire off a bunch of these quick videos every day
to cut through the noise and grab their attention.
You’ll be amazed at the quality of warm leads you’re
going to get.
Tools
Quicktime (Mac App) FREE

apple.com/quicktime/download/
Loom (Chrome Browser Plugin) FREE

useloom.com

Script template to get you started:
www.getwsodo.com
www.getwsodo.com
Hey [First name],
[Your name] here from [X company] and I’ve just taken the liberty of putting
together this short video for you.
I was taking a look at your [Website / Social Media Program / Google Adwords
etc.] and while I noticed that [say something nice that they’re doing right], I also
noticed that you were [diagnose problem #1] which is hurting your business
because [explain why it’s hurting their business]. All you need to do in order to fix
this and [achieve desired outcome, e.g. increase conversions by X%] is simply [insert
solution].
Some other things I noticed are that you’re [diagnose problem #2] and [diagnose
problem #3], which you can easily remedy by doing [insert easy solutions].
Now what I do is I specialize in [their specific niche] and I’ve worked with clients
ranging from [name-drop a few clients they might know] to achieve massive results.
I’ve gone ahead and put together a [free offer, e.g. a comprehensive 23-point
checklist / audit / blueprint] for you to improve your profitability, and I’d love to
schedule 15-20 minutes of your time to walk you through it, free of charge.
So go ahead just shoot me a reply and I look forward to chatting with you soon.
Thanks.

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Preparing to sell ACTION ITEM
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www.getwsodo.com • Print out the Daily Sales Numbers chart on the
next page, or make your own on a whiteboard,
MODULE 2: • Wake up early and use that to keep track of your stats.
• Exercise, get the blood flowing
GETTING YOUR FIRST CLIENTS • Eat a light breakfast
• Structure your day into 1-hour blocks
• Schedule “Hour of Power” 1. How many calls do you need to make in order to
LESSON 9: • Get into “Level 10 State” send out a pitch?
• Don’t check email
How To Sell & Start • Avoid social media
• Send all emails and proposals at the end of the
Making Revenue Now day 2. How many pitches do you need to send out in
order to land a client?
Treat sales like a game 3. Now, how many clients do you ultimately want /
need to close?
(Think back to the “Pricing Your Services” lesson)
Every single one of us is in sales. In order to Let’s get some wins on the board! Tracking your
land clients, and ultimately, to solve their metrics helps motivate you to push forward, and
problems, you need to be able to sell – to helps you figure out your Conversion Rate so that
you can scale up your marketing and build a client 4. Take Figure 3, divide it by Figure 1, and that’s
effectively communicate your value. Here your desired Conversion Rate of lead-to-close.
lead gen machine (which I’ll go through later in the
are some tips to get you set up for success. course).
%

Daily sales numbers
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DATE:
DIALS:
PRODUCTION: PITCHES PROPS STRATEGY PAPERWORK CLOSED DEALS

MADE SENT SESSIONS SENT
CALLS OF TIME OF CALL PHONE NUMBER CALLED PROSPECT WEBSITE

THE DAY FOR
ANALYSIS

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1st Email – Day 1
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Subject Line: Package?
MODULE 2:
GETTING YOUR FIRST CLIENTS

[First Name]
LESSON 10: I’ve found some problems with your

[Website / AdWords / Facebook Ads / Press Coverage / etc.]
Written Client Outreach - and I’d like to send through a package containing summary, can you spend 5 mins with it?... reply with a quick yes/no.
Email & Linkedin Thanks,
[Your Name]
2nd Email – Day 3
Subject Line: Re: Let’s connect
Hey , here again,

[First Name] [Your Name]
I understand you are no doubt very busy, however, I’m just following up on the previous email I sent you.
Let’s have a quick chat to go over some ideas I had for your site. I’ve got a few quick fixes that can
.
[solve most common problem]
I’ve still got two openings on my calendar for this week check them out here:
[Calendly link]
Thanks,
[Your Name]

3rd Email – Day 8
Subject Line: Re: Problem

www.getwsodo.com
www.getwsodo.com
, I know things can get crazy with the everyday runnings of the business. However, as it currently stands you have some alarming
[First Name]
issues and problems with that need to be addressed.

[insert x]
This is why you don’t have .

[desired result]
Let’s have a quick chat and go over how we can stop you from .
[experiencing X problem]
You can grab a time here:

[Calendly link]
Cheers,
[Your Name]
4th Email – Day 14
Subject Line: Re: That Guy
Hi , I don’t want to be THAT guy who keeps sending unwanted follow ups.
[First Name]
Please let me know if you’re not interested in a and I’ll take you off my list of
[big benefit]
companies to check in with!
Thank you.
[Your Name]

NOTES:
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Mindset Your Attitude Determines
www.getwsodo.com Your Altitude
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MODULE 2: • Get into state – the right state of mind is critical • Believe you can sell ANYONE
• Set aside whatever’s happening in your life and • Believe your product is the best and is worth 10
GETTING YOUR FIRST CLIENTS get centered before jumping on the call times what you are charging for it
• Do some push-ups, star jumps or body-weight • Be willing to call back and follow up FOREVER
squats to get the blood flowing and shake up • Know your pitch cold (practice, practice,
your state practice)
LESSON 11:
• Take some deep breaths... close your eyes... get • Have everything to gain, and nothing to
Pro Tips For Phone •

laser focused and HUNGRY for success
Visualize a fantastic call and close •
lose
Be the one in control
Pitching •
•
Prepare!
Ensure you are in a quiet room free from
•
•
Treat everyone respectfully
Never depend on one call or one deal
distractions • You must get frequent before you will ever get
• Use a hands-free headset to make the call, great
ideally using VoIP so incoming texts or other • You must pay the price of success
calls do not distract you (keep mobile phone out • Remember: Successful people do all the things
of reach to eliminate any distractions) that unsuccessful people aren’t unwilling to do
• Record ALL calls to listen to and analyse daily/
weekly
• Turn off your computer or close your laptop and
all tabs to eliminate any and all distractions Daily Success Ritual
• Take good notes and store data
• Build a list
• Research / investigate the list • Get up early
• Look for personal connections • Workout
• Anticipate objections • Eyes on the prize
• Get calling • Look at your calling numbers from the day before
• Follow up • Start with daily training
• Clean your space
• Find your pump up music
• Get into state
Pre-Call Investigation
.
• List of common problems your customer will pay

to solve
• Seek out personal connections
• Build a list of contacts
• Search for media coverage of the prospect
• Check out prospects website
• Search social media pages for inside info
• Google reviews
• Check to see if they have won any awards
• Research top three competitors
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Getting Past The Gatekeeper
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MODULE 2: Gatekeeper: Hello, XYZ Company. How can I help you?
GETTING YOUR FIRST CLIENTS If you know the Decision-Maker’s name: If You DON’T Know The Decision-Maker’s Name:
LESSON 12: You: ________________ please. You: Hi this is ______ and I’m calling about your
____________ account/service/program/etc (It’s always
The 8-Figure Samurai Gatekeeper: Who’s calling? good to where possible to say you are calling about
an existing ‘account’, ‘service’, or ‘program’ that they
Sword Phone Script You: Tell him/her it’s ______________________. already have in place i.e. Google AdWords account,
Do you know if he/she is in? Facebook Ad account, PR program etc.) And need to
speak with the business owner or person who handles
Gatekeeper: Where are you calling from? this.
You: Just tell him/her it’s [YOUR COMPANY Gatekeeper: Where are you calling from?
NAME]. He/she should be
familiar with us. I don’t mind holding thank you. You: It’s [YOUR COMPANY NAME]. They should be
While this is not a perfect fit for every single familiar with us. I’ll hold thank you.
type of consulting business – it’s the closest
thing there is. I have perfected this from
over decade of being in the trenches selling If they ask what the call is about? or When they ask what company you’re calling from:
over the phone, face-to-face, one-to-one
and one-to-many.
You: Would you tell him/her I’m calling regarding your You: He/She should know why I’m calling. Would
________ account / service / program / [Whatever you you tell him/her it’s _________________from [YOUR
Like the making of a Samurai sword. I have
are calling about – Keep this vague and NEVER pitch the COMPANY NAME]. I can hold a moment while you
gone through the laborious process of gatekeeper] Are they in? I’ll hold while you get him/her. transfer me. Thanks.
hammering out and ‘folding the metal’ back Thanks.
on itself, iterating over the years to forge
the strongest and sharpest sales script .
possible.
If the decision-maker says they’re not familiar with your company:
You: Really? Tell him it’s about the email I sent him last Tuesday.
Continue to: The reason I wanted to speak to you...

Effective Openers For The Decision-Maker
(Once You’re Past the Gatekeeper)
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If they say yes: You: When I can get your full attention for about 18 minutes to demonstrate how we
can [BIG PROMISE] for your company? I assure you this won’t be a waste of your time.
You: Hi ____________? This is _________________ from

[YOUR COMPANY NAME].
If they say no: You: How are you currently using/doing/applying_____________ to solve [BIGGEST
Look I know you’re busy so I’ll get right to the
PROBLEM]?
point.
(customer response)
My company specializes in [SOLVING BIGGEST
PAIN POINT] …
You: Okay. Would you be open to learning simple ways that you could [ACHIEVE DESIRED
...and the reason I wanted to speak with you
OUTCOME] and solve [BIGGEST PAIN POINT] without [THEIR BIGGEST FRUSTRATION]?”
personally was to show you how we can guarantee
[BIG PROMISE] like we already have for hundreds
of other companies/people/etc. similar to you.
Do you have a minute to talk? If they say You: I can call you back in 30 minutes, unless you’d rather pick another time?
they’re busy:
Effective Closing Techniques
If they say yes: Schedule the meeting.

You: Great. It sounds like your business is a perfect
fit for us. I’d like to prepare [INSERT GODFATHER
OFFER] i.e. a FREE 23-Point Audit / Roadmap /
Action Plan / etc.) on [SUBJECT] and go over it with If they say no: You:Is there something you’re still not sure about?
your later in the week.
(customer response)
This will help us determine what’s working now and
what your You: Well, in our experience there’s 6 different mistakes that can
business needs for explosive growth. prevent people / businesses / etc. from receiving [HUGE BENEFIT #1] and
[HUGE BENEFIT #2]. I would simply like to give you a [INSERT GODFATHER OFFER]
Are you available this week or next week for the complimentary Audit to remove [BIGGEST PAIN POINT] and achieve [DESIRED OUTCOME].
meeting?
Do you think a no obligation strategic meeting like this could help you understand your
business/problem better and achieve [HUGE BENEFIT] ?

What Type Of Service Do You Offer? What Are Your Prices?
The Alternative Choice Close
Explain briefly what you offer in 60-seconds or less You: It all depends on the level of support
tying everything back to the benefits
www.getwsodo.com
and what we do for you. Whether we’re doing
www.getwsodo.com
[SERVICE #1 YOU OFFER] or [SERVICE #2 YOU
You: What works better for you Tuesday or
Thursday for me to run you through the audit?
OFFER] i.e. driving traffic or developing sales
funnels, we create custom plans for every client. Morning or Afternoon?
You: We do SEO, Facebook Ads and email There is no cookie cutter approach – this will all be
marketing to generate hundreds of leads each tailored specifically to you/r business. How is your 10am / 2pm looking?
week for our clients – but we need to do a free
audit/analysis/etc to better analyze your situation/ (Always giving them options and not asking them
business to determine [HOW TO ACHIEVE to think or ‘work’ for you. You want to make this as
DESIRED OUTCOME FOR THEIR SPECIFIC easy as humanly possible for them).
What’s The Catch?
BUSINESS] i.e. who your target audience and
dream buyer is and where we can find them for Ok great, I’ll speak to you on Thursday at 10am.
the lowest cost possible. Before I let you go, is there any reason you don’t
You: There’s no catch. Look I’ll be super
transparent with you. This is how we get clients. see you would be able to make that time?
However, let me be clear this will NOT be a sales
pitch! We believe in delivering value in advance… (you want to lock down this appointment making
AND if you see the value in working with us, you sure a solid appointment and they’ll be available to
Common Objections might just want to become a client. If not, that’s give you their undivided attention and be available
completely fine. You will walk away with a FREE for the call – this will ensure they check their
[INSERT GODFATHER OFFER] Audit etc. calendar)
We’re Already Working With XYZ Company
Customer: Yes, all clear I’ll be good for that time.
or
How Do You Compare To XYZ Company? You: Ok great, I’m penciling you into my calendar
now and I’ll send you over a meeting request what
Give Your Recommendation the best email address for you?
You: Awesome! That’s great that you’re already Ok done! Locked in and I’ll speak to you then.
working with a company that looks after your
[INSERT WHAT YOU ARE CALLING ABOUT]. You
obviously see the value in delegating that to a You: Look, I recommend you schedule an Audit
professional. (i.e. a FREE 23-Point Audit / Roadmap / Action
Plan / etc.) on [SUBJECT]. There is no obligation
and I can go over it with your later in the week.
End The Call With Impact
What I’d like to do is simply schedule a Free Audit
with you to determine what you’re doing well
now and what you need to achieve [DESIRED From the hundreds of people / businesses I’ve
OUTCOME] in the fastest way possible. If anything spoken to, we’ve found that most people in your
You: Excellent, you made a great choice and, I’ll
it’s simply a second pair of eyes and perspective on situation normally are not fully utilizing [INSERT
give you my personal guarantee that this will be
it – which can only do good, right? THE THING YOU ARE CALLING ABOUT] i.e. Google
the best 20 minutes you spend working your
AdWords account and can benefit greatly from an
business this month/year.
audit of their [THING YOU ARE CALLING ABOUT].
Sound good?

NOTES:
www.getwsodo.com
www.getwsodo.com

CHEAT SHEET:
www.getwsodo.com
10 Key Components of an Ironclad Consulting
www.getwsodo.com
Contract
MODULE 2:
Ownership Rights
GETTING YOUR FIRST CLIENTS
Payment Terms
Late Payment Fee

LESSON 13:
Project Termination Notice Period
Ironclad Contracts Cancellation Fee
Obtain Right to Include Work in Your
Portfolio or Website
Limit Number of Revision Requests
Non-Compete
Contract Start Date + End Date
Set Clear Expectations on Both Sides
Contract tools
The Freelance Contract Generator

https://www.and.co/the-freelance-contract
Resource for forming your business, Intellectual

Property law, etc.
https://www.legalzoom.com
Please Note: This document is not legal advice.

Consult with your lawyer for more specifics
on contracts – this is just a guide for some key
components/sections you may want to consider for
your consulting or freelance contract.

NOTES:
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www.getwsodo.com

In this lesson, we talked about the ONLY thing that you
really need in order to build your consulting brand: a
landing page.
www.getwsodo.com
www.getwsodo.com
Don’t stress about having the best logo, or the slickest
MODULE 3: business cards, or company swag. Sure, these are nice
to have, but they aren’t going to flood your business
BUILDING YOUR CONSULTING with clients. You really just need a landing page that’s
clear, clean, and shows people that you exist – and gives
BRAND you something to drive traffic to once we build up your
funnel later in the course.
LESSON 14:
Branding & Marketing

Must-Haves
Now in the next 3 videos, I’ll walk you through my
17-Step Secret Selling System that will allow you to
craft the perfect copy for your landing page – or any
medium, for that matter – so you can start getting
those prospects knocking down your door!
“Movement is better than perfection.”
Landing page tools
Unbounce
https://unbounce.com
Clickfunnels
https://www.clickfunnels.com
Instapage
https://instapage.com
Leadpages
https://www.leadpages.net
Landingi
https://landingi.com
Lander
https://landerapp.com

NOTES:
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www.getwsodo.com

The 17 Fastest
Sales-Producing Secrets
www.getwsodo.com
www.getwsodo.com
Known To Man!
MODULE 3:
BUILDING YOUR CONSULTING

1. Call Out Your Audience 3. Create Irresistible Intrigue
BRAND Address your audience at the start of your ads, at After you’ve crafted a headline that demands
the top of your landing page or sales letter. attention and sub-headline which position your
LESSON 15,16,17: big promise, it’s now time to dial up the intrigue
with some ‘Magic Bullets’ (bullet points). Write
Step-By-Step Secret Se- out 10-20 additional headlines and trim it down
to your best 6. Each bullet should call out the
lling System For Writing difference pains, fears, hopes and dreams of your
target market and add an element of intrigue (i.e.
Your Landing Page The Little-Know Secret To ___________________That
____________________ Don’t Want You To Know)
2. Demand Their Attention With A Big Promise

Headline (e.g. National Enquirer)
Grab the attention of your reader with a big
promise headline. (example: Finally, 16 Secrets
About Revealed!!!) and
then back it up with a straightforward explanation
in the sub-headline.

4. Identify Problem 5. Provide Solution
Identify the audience (who they are, how they feel) or Reveal a solution to their problem with your services
www.getwsodo.com
www.getwsodo.com
tell a story about a problem, a struggle, or a challenge. and then prove that this solution is the best viable
option that exists.
Explain very vividly how your target market feels
when experiencing the problem. They should feel as
if you’re reading their mind and be left saying, “Yeah,
that’s exactly how I feel.” Agitate the problem so they
really feel pain & agony and are motivated to take
action. Remember, people are much more motivated
by moving away from pain than they are about moving
towards pleasure.

6. Show Credentials 7. Detail Benefits 8. Social Proof
Prove to them you can be trusted and People don’t care about you or your service — they You must build credibility and believability in your
establish your credibility and demonstrate
your expertise. At this stage, your reader www.getwsodo.com
only care about what it will do for them. ONLY talk
www.getwsodo.com
in benefits. Features tell, benefits sell. Use bullet
business and your offer. Use third party validation
to build authority (example: research statistics,
scepticism is high and must be quietened.
points to call out each benefit. Tip: Make a two- quotes from credible or authoritative sources, etc.)
They’re telling themselves, “Sure, he says
he can fix my problem. That’s what they all column list; in one column have all the features
say. I’ve been told this a hundred times.” So, and in the second column have the corresponding
prove to them now that you can be trusted, by benefit.
showing them your credentials.
List your credentials (any one of these):

1. Results you’ve achieved
2. Successful case studies
3. Prestigious companies (or people) you have
done business with
4. The number of customers you have served
5. Press mentions you’ve received (any and all)
6. Important awards, badges or recognitions
9. Make Your Godfather Offer
Your reader must feel “you’ve been there and
done that” with great success and they can In order to convert, your offer must be:
expect the same.
• Clear and easy to understand: there should be
no question as to what your audience is getting in
return for their email/purchase/registration.
• Value based: your offer copy should be focused

on how it will fill a need or solve a problem.
• Concise: keeping it short and to the point will

drive more conversions.
• Persuasive: if there ever was a place to bust out

your salesperson chops, your offer is it.

10. Add Bonuses 12. Reveal Your Price 14. Give a Powerful Guarantee
Add relevant bonuses or sweeteners to the Add prices together to calculate value, then reveal Remove, eliminate, reverse, take out perceived
offer. These should be highly desirable but not the real price that’s much cheaper than this total risks. Longer guarantee = less returns. A guarantee
essential to reaching the desired outcome –
www.getwsodo.com
www.getwsodo.com
sum. Explain why the price is what it is and why it is transfers the risk from the buyer to the seller. And
prospects simply need to want them. such a great value. that shows the buyer that if the product doesn’t
deliver, they won’t be at a loss of time/money…
thus eliminating the pain of buying. Whether it’s a
no-risk money back guarantee or a promise to not
share their information, guarantees remove the risk
associated with your offer.
13. Inject Scarcity

Offers without scarcity don’t sell as well, but it
needs to be genuine or you’ll destroy your business.
Think about it, if you don’t need to take action now,
11. Stack The Value when will you take it? NEVER. 15. Call to Action (CTA)
Use the value stack to do just that… stack up Examples of scarcity include: The call to action is a command. Be specific and tell
the total value and benefits of everything in them exactly what to do. Keep it clear and direct
your offer i.e. tell them how much everything • Putting an expiration date on your offer (your audience shouldn’t have to play 21 Questions
is worth, then paint a vivid picture with benefit • Flash sales to figure out what you want them to do). Ask them
explanations to raise your offer’s perceived • Countdown clocks to do ONE thing – the more hoops you ask them
value. • ‘Doors are closing’ to jump through, the more likely they’ll be to say
• ‘Only X left at this price’ ‘screw this’ and leave.
• ‘Buy before X to avoid a price hike’
Scarcity has been shown time and time again to

skyrocket conversion rates. The best marketers use
it because it works.

16. Warning
ACTION ITEM
Warn them against the consequence or what
will happen if they don’t buy..
www.getwsodo.com
www.getwsodo.com • Now that you’ve drafted up all of these
components, put them to work on your landing
page and share it with us in the Facebook
Group!
17. Close with a Reminder

Always include a closing point or “P.S.” It’s
the 3rd most-read element of your page or
sales letter. Remind them of your irresistible
Godfather Offer. Include your Call to Action
and remind them of the Scarcity (limited time
or quantity).

NOTES:
www.getwsodo.com
www.getwsodo.com

I really don’t want you to look at advertising as a Just think: if you could go to a vending machine and put
‘cost’ to your business. The truth is, you’ll really $1 in, and out comes $3, $5 or even $10 – wouldn’t you
be investing as much money into that vending machine
www.getwsodo.com
unlock a lot of freedom in your consulting business
www.getwsodo.com
when you begin to advertise. as possible?
MODULE 3:
As a general rule of thumb, you should look to
BUILDING YOUR CONSULTING allocate 20-30% of your client revenue toward a
marketing budget. But feel free to spend more if you
BRAND have a client lead-getting machine established (after
I show you how to build it in the next module :)
LESSON 18:
Creating Your Marketing

Budget While Bootstrapped Your Marketing Budget
Current Income → Take 20-30% → Divide → Divide

Per Year of that amount Figure B. by 12 Figure B. by 52
(this is your annual (this is your (this is your
marketing budget) monthly ad spend) weekly ad spend)
A. B. C. D.
ACTION ITEM
• Go ahead and work out the quick math of what your • Stay tuned for the Bonus Paid Traffic Module at
estimated marketing budget might look like for the the end of the course, where I’ll walk you through
year ahead, and then join me in the next Module exactly how to set up Facebook and Google
where I’ll show you how to invest it in scaling your Adwords campaigns that get clicked like crazy.
consulting empire!

NOTES:
www.getwsodo.com
www.getwsodo.com

The Client Lead Generation
Machine:
www.getwsodo.com
www.getwsodo.com
MODULE 4: • The Halo Strategy
• The High-Value Content Offer
THE CLIENT LEAD GENERATION
• Larger Market Formula
MACHINE
• The Godfather Strategy
• The Magic Lantern Technique
LESSON 19:
• The Stallion Funnel
The Proven Funnel for • Closing The Sale – From Nurtured Lead to Paying
Client
Getting MORE Clients • Referrals, Testimonials & Case Studies
Throughout this module, I’m going to be referring By using the techniques and strategies in the following
to the term “funnel” – which is a controlled path lessons, you’ll be able to do exactly that – and build a
in which you take a cold prospect or disinterested machine that gets clients coming to YOU, asking for
wanderer, and turn them into a warm lead and your services.
In this next module, I’m going to show ultimately into a paying client.
you how to truly scale up your consulting
business, and build a lead-getting, sales-
generating machine that brings clients
flooding in on autopilot.
At this stage, you’ve packaged up your ACTION ITEM

offer, you’ve hustled hard to land those
first few clients through cold calls and
• Buckle up, watch the next lessons, and get ready to
multimodality outreach, and you’ve set up level up your consulting business!
your branding and landing page to reflect
the value that you provide. Now, it’s time to
add some rocket fuel to the fire.
Everything you’ve done up to this point has

been leading up to this moment – and next,
I’m going to show you how to really take
your consulting business to new heights.
Here’s a sneak peek of what you’re about to

learn…
NOTES:
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www.getwsodo.com

www.getwsodo.com
The very first step in building your Client Lead
www.getwsodo.com
Generation Machine is something I call the Halo
ACTION ITEMS
Strategy. This is something we use at my agency
MODULE 4: every day, in order to properly identify who our • Using the Halo Strategy template worksheet
target audience is at the top of our funnel. More
THE CLIENT LEAD GENERATION importantly, we use it to understand what is actually
provided and the tools I mention in the video, and
fill out the data for your market.
MACHINE going through our prospects’ minds – what their
pains and fears, hopes and dreams, and hair-on-fire
burning questions are. • What are the most common burning questions that
LESSON 20: are coming up among your prospects?
The Halo Strategy Once you have this data, you can use it to build your
funnel and target EXACTLY what your prospects are
looking for.
Places to Gather Data:
• Google Search
• Facebook Groups / Forums
• YouTube Comments
• Amazon Reviews
Tools
AnswerThePublic
answerthepublic.com
Halo Strategy Worksheet (see next page)

“Always enter the conversation already
taking place in the customer’s mind.”
- Robert Collier
HALO STRATEGY
www.getwsodo.com
www.getwsodo.com
Score of importance
Theme Most common 2nd Most Frequent 3rd Most Frequent
(1/10)
Hopes &
Dreams
Pains &
Fears
Barriers &
Uncertainties
Glossary of Verbiage, Jargon and Niche Specific Terms or Language
Term Description
NOTES:
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www.getwsodo.com

www.getwsodo.com
www.getwsodo.com
Once you’ve figured out the most hair-on-fire
burning questions that your prospects are asking,
MODULE 4: and what their primal desires are, you can now craft
a piece of free content targeting that question. This
THE CLIENT LEAD GENERATION is what I call the High-Value Content Offer.
MACHINE
LESSON 21:
Types of High Value Content Pro Tips
The High-Value Content Offers
• Incorporate your prospects’ burning questions,
Offer wants, needs, hopes and dreams from the Halo
• Free Report Strategy directly into the title of your High-Value
• E-Book Content Offer.
• Ultimate Guide • Make it actionable. (e.g. “10 Tips on How to _____” or

“X Ways to Y”)
• Cheat Sheet
• Create goodwill and trust before you’ve even
• Checklist started doing business with them.
• Roadmap • Include numbers to make it feel even more tangible.
• Blueprint • Add colorful language to dial up the volume and
• Webinar intrigue.
• Mini-Course • Speak to the problem that they’re facing, and/or
promise the solution.
• Swipe File
• Once you’ve developed one, make another – you
can have multiple High Value Content Offers pulling
in client prospects from different channels.
“This is the very first transaction that you are

making with your marketplace.” CONSULTING EMPIRE - COURSE WORKBOOK 54
Title Ideas for Inspiration ACTION ITEMS
• “A 4-Step System to Get Your Business Featured in •

www.getwsodo.com
www.getwsodo.com
Brainstorm 10-15 ideas for a High Value Content
Forbes, Huffington Post and Elite Daily in the Next Offer that you can create
7 Days” • Think about different formats (e.g. Free Report,
Ultimate Guide, Cheat Sheet)
• “The 22 Money-Murdering Mistakes That No Web • Pick your favorite idea and circle it – then start
Designer Would Dare Tell You” drafting this up!
• “The 6 Little Known Things That No Wedding

Photographer Would Ever Tell You Before Taking
Your Deposit”
• “The 4 Little Known Things That No Bank Would

Tell You to Reduce Your Mortgage Rate”
• “The 6 Hidden Loopholes From a Retired Tax

Attorney That Show You How to Not Pay a Cent in
Taxes”
• “6 Little Known Foods That Are Causing You to Get

Fat”
• “5 Different Types of Fruit You Can Eat That Will

Accelerate Fat Loss”
• “How to Lose 10kg in the Next 90 Days Without

Spending Hours on the Treadmill”
• “The 11 Things That All Newly Divorced Dads Must

Know About Online Dating”
• “Our 7-Step Proven Property Formula for How You

Can Buy Your First 10 Homes in the Next 10 Years”

NOTES:
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www.getwsodo.com

www.getwsodo.com
www.getwsodo.com
Now that you’ve pulled a whole bunch of prospects into the top of your funnel, then captured them as a lead with your
High Value Content Offer, and nurtured them with your Magic Lantern email sequence, it’s time to make them an offer
MODULE 4: that they simply can’t refuse.
THE CLIENT LEAD GENERATION

Follow the exercises below in order to brainstorm your very own Godfather Offer.
MACHINE
LESSON 22:
Step 1: Create Your “Details Sheet” (Features and Benefits)
The Godfather Strategy
List out all the Features of your consulting services, then translate each one into a Benefit that directly solves your
client’s problems.
FEATURES BENEFITS
Once you’ve written all your benefits, circle the most irresistible 2-3 benefits that would get your prospects worked up
into a frenzy if you were to actually deliver this.
“This is the very first transaction that you are
making with your marketplace.” CONSULTING EMPIRE - COURSE WORKBOOK 57
Step 2: Step 3: Step 4:
Draft the Most Irresistible Offer Dial It Back to Something You Can Kick the Bruised Knee
You Can Possibly Think Of Actually Deliver
www.getwsodo.com
www.getwsodo.com
What is the absolute best offer that you can reduce down Take the idea(s) you just brainstormed, and then make it a little Thinking back to your Halo Strategy research, how can
to writing? Forget about your lawyer, or any industry more realistic. What could you legally and/or realistically offer you agitate the problem that you know your prospect is
regulations at this stage. Think blue sky! If you could wave that still sounds as enticing as what you just wrote? Dial it back experiencing? Think about how you can translate this into your
a magic wand and create the most ridiculous offer that you a bit to something you can actually back up and deliver on. Godfather Offer.
could give to your marketplace, what would it be?

Step 5: Examples of Real Godfather Godfather Strategy Tips
Back Your Offer Up Offers for Inspiration
With A Powerful Guarantee
www.getwsodo.com
www.getwsodo.com
• Bad/Okay Offer (mattress company): • Dress up the value of something you’re already
‘Buy your mattress online. Fast and free delivery.’ Or doing for prospects. (e.g. turn a free 30-minute
Offer their money back if you don’t get the results you’re ‘Australian made with free delivery. Buy your mattress phone consultation into a “$1,000 Digital Marketing
promising. Remove ALL doubt and risk. Make it a no-brainer for online today for better quality.’ Blueprint”)
them to move forward with your services.
• Godfather Offer (Koala Mattress): • Think back to your High Value Content Offer ideas for
‘Get Australia’s best-reviewed mattress, delivered to inspiration. How can you dial up the intrigue and make
If you’re feeling stuck, use this formula: your door in four hours for free, for a 120-night trial.’ this offer truly irresistible?
• Essentially, “brand” your offer. Make it feel bigger than
Result: Over 12,329 reviews, with almost 10,216 of it is.
We guarantee them 5-star.
(big promise) • Agitate the problem. Kick the bruised knee.
• Bad/Okay Offer (home builder):
‘Home Builders Melbourne. Explore our latest designs.
in Designing luxury homes from a range of elegant
(timeframe) designs. Inquire now!’
• Godfather Offer (Enzo Homes):
or ‘We’ll build your new home in just 30 weeks or give you These Are NOT Irresistible
(money back) $5,000 in cash.’
Offers (even though they’re
Result: Went from $0 to $7,000,000 revenue in just 8 good features)
Now, put it all together! Use the “Notes” section in this months.
workbook in order to keep refining and crafting your Godfather
Offer so that your prospects simply can’t refuse it. • Bad/Okay Offer (SEO agency):
‘Best SEO management. Digital marketing experts.’ • Great customer service
• Outstanding quality
• Godfather Offer (my agency): • Being innovative
‘Guaranteed Google rankings in 90 days or we work for
free.’ • Having a great team
• Being responsive to your customers’ needs
• Having great reputation

NOTES:
www.getwsodo.com
www.getwsodo.com

www.getwsodo.com
Now that you’ve hooked in your leads with the High
www.getwsodo.com
Value Content Offer, and prospects are opting in for Magic Lantern Content Ideas:
your email list, it’s time to nurture and engage them so
MODULE 4: that they are much more likely to become a paying client.
This is where the Magic Lantern Technique comes into
THE CLIENT LEAD GENERATION play.
• Checklist
MACHINE
• Blog Article
With this technique, you can guide your prospects
along the path toward their desired outcome, using 3-4 • PDF Download
LESSON 24:
automated email touchpoints where you give them more • Swipe File
The Magic Lantern and more free value.
• Video
Technique
The Magic Lantern Technique Magic Lantern Tips:

accomplishes several things:
1. Increases trust in your expertise and services • Automate it. Set up a drip-fed automated email
sequence, triggered when someone downloads
2. Decreases skepticism among prospects
your High Value Content Offer.
3. Guides your prospects gradually closer to their
• Use your Godfather Offer. Make 10–20% of each
desired outcome
content piece your “pitch” at the end.
4. Creates an extremely warm lead with a high
• Create an “open loop.” Always hint at the bottom of
likelihood of becoming a paying client
your nurturing emails that there’s something else
coming soon.
By the time you get on the phone with them, they’ll feel • Make it a gradual progression. Slowly guide them
like they already know you, and their trust will be at an toward their desired outcome. Don’t start with your
all-time high. most valuable piece of content – save this one for
last.
• Repurpose! You can take some of the ideas from the
High-Value Content Offer exercise that you didn’t
use and turn them into Magic Lantern touchpoints.

Example: PR Consultant
www.getwsodo.com
www.getwsodo.com
ACTION ITEMS
• Map out your own Magic Lantern journey

• What is your prospect’s desired outcome?
• What are the 3-4 steps to gradually get them closer
to it?
• Bonus: Start drafting the content for your nurturing
emails, and actually go ahead and set up your
automated email sequence!

www.getwsodo.com
www.getwsodo.com

NOTES:
www.getwsodo.com
www.getwsodo.com

www.getwsodo.com
www.getwsodo.com
ACTION ITEMS
MODULE 4:
THE CLIENT LEAD GENERATION Study the Stallion Funnel Blueprint, then run the numbers of your own business using the worksheet below.
MACHINE
LESSON 25:
The Stallion Funnel • Figure 1: How many clients do you want/need to obtain in order to fund your lifestyle
and monetary goals? Write this number here. (This will correlate with the final “Sale”
box on the Stallion Funnel Blueprint.)
• Figure 2: Now, work backwards. How many phone calls will this require in order to
close this number of clients? Multiple Figure 1 by 5 (assumes 20% conversion rate from
Call to Sale).
• Figure 3: Next, how many people will you have to put through your Magic Lantern
Journey in order to get them on the phone? Multiply Figure 2 by 12.5 (assumes
8% conversion rate from engaging with your content to then booking a call on your
Calendar Page).
• Figure 4: How many cold prospects will actually opt-in for your content? Multiply
Figure 3 by 5 (assumes 20% conversion rate from cold prospect who lands on your
page to actually opting in for your VSL or entering your Magic Lantern sequence).
• Figure 5: Now, Figure 4 = the amount of traffic (individual prospects) you’ll need to
drive to your landing page in order to achieve Figure 1 (desired # of clients). Multiply
Figure 4 by $1–$2 per click, and you’ve just established your digital marketing budget
range with the Stallion Funnel!
Note: I’ll go through digital media buying and copywriting (specifically for Facebook Ads and
Google Adwords) later in the course, in Bonus Module 7. But this should get you started on
driving paid traffic to your Client Lead Generation Machine!

The Stallion Funnel Blueprint
www.getwsodo.com
www.getwsodo.com
Bonus: The Advanced Stallion Funnel
www.getwsodo.com
www.getwsodo.com
NOTES:
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www.getwsodo.com

www.getwsodo.com
www.getwsodo.com
At this stage, your prospects feel like they know you, and If they’re NOT a great fit for you, be prepared to walk
away.
that you understand the problems they are experiencing
even better than they do themselves. Now, what takes If this person isn’t going to match up with your vision for
MODULE 4:
place next to bring it all home is a simple phone call in what a dream client should look like, don’t force it. Shoot
THE CLIENT LEAD GENERATION which you can seal the deal with this client – without them straight. Be confident that you have a full calendar
having to use any sleazy sales tactics. booked with consults and phone calls from your Client
MACHINE Lead Gen Machine, so you don’t necessarily need this
They’ve downloaded your High Value Content Offer,
adding their email address to your list; then they’ve one.
LESSON 26: been nurtured by your Magic Lantern emails; and finally, You can have the confidence to walk away and know
they’ve said yes to your Godfather Offer, and booked a that there are dozens or hundreds of other leads in your
Closing The Sale - From time on your calendar to chat. funnel.
Nurtured Lead to Paying Now, it’s time to sell like a doctor.

E.g. “Based on everything that you’ve told me today, I don’t
think my program is going to be the best thing for you to
Client Do a “diagnosis” and a thorough needs analysis. See
reach that desired outcome.
where it hurts. Don’t prescribe anything until you know I don’t want to waste your time or mine – I wish I could help
what their pain points are, what problems they’re facing, you, but I’m honestly not going to do you justice by going
and how they’re currently dealing with said problems. ahead with this. So I really wish you all the best, but it’s just
not going to be a great fit for us to work together.”
E.g. “Tell me a little bit more about what you’re currently
doing to [achieve desired outcome].” [ Then, simply end the call. ]
Further identify what problem they’re experiencing,
what they’ve tried in the past, what hasn’t worked, etc. If they ARE a great fit for your services/program,
Probe them with a series of follow-up questions to find
out more details about the challenges they’re facing. then move them forward.
E.g. “What have you done so far to address this problem?” E.g.
At this stage, you still don’t want to have ever mentioned “Hey [Firstname], it looks like you would be a perfect fit for
your product, or what you do, or how much you charge. my program.
You want to take a completely different approach than a This is what it would look like if we were to work together… [
typical salesperson. lay out next steps and how your process works ].
[ Tell them why they’re a great fit ] I feel that my service
Find out if they’re the right fit for you. would be perfect for you because essentially what we do is [
list out 3-4 steps / benefits / reasons / bulletpoints of how
Before you close the sale, you need to find out if they’re you can help them ]. And then once we do that, we go ahead
going to be a fit for your program/services. You’re and [ continue outlining how you will get them to their
“dating” them as much as they’re dating you. desired outcome ].”
There will be some leads that aren’t necessarily the right Tip: If you’re feeling stuck on this part, think back to
kind of client for you. This phone call is your chance to your “Detail the Benefits” section from your landing
find out for sure, and vet out the unqualified leads from page, as well as your Details Sheet from your Godfather
your funnel. Strategy exercise!
Once you’ve diagnosed their problem, and you’ve
established that they’re a great fit, then you can proceed
“You have fundamentally changed the to tell them about how you can help them.
psychology of the sale.” CONSULTING EMPIRE - COURSE WORKBOOK 69
Take the next step. Get their buy-in. the money? If I could make the money make sense, could we get
Once you’ve detailed the benefits, then you can open them this handled for you?”
up and invite them to take the next step with you. This is a test to see if there’s anything else holding that
prospect back from making a decision.
E.g. “Does this sound good to you?”
Find out how receptive they are to the information that
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www.getwsodo.com
you’ve been discussing. This is also a good transition into If they say “No, it’s just the money,” then start them with
talking about pricing. the lowest tier package.
E.g. “Cool, I totally understand that. How about we do this?
Give them pricing options. How about we get you started on the light package, which is
just [$X,000 per month] and let’s get you some wins on the
Always give 2-3 pricing tiers / options / packages that you board, get you some forward momentum, and then further
offer; detail the benefits of each tier; and then PRESCRIBE down the line we can perhaps look into getting you up on
one of them specifically to that prospect. that medium package. But this is going to be a great starting
Lead with the high-tier package and see what their response point, and also to help you out with the finances, I’m happy
is. But ultimately you want to be pitching them the middle- to honor that waiving of the setup fee being [$X,000] if we
tier package – the price of which should be just a little bit can go ahead and get you set up today.”
more expensive than the low-tier package, which is the one By giving them options in this way, you’re moving their focus
you are in business to sell in any case. onto “which package do I want to sign up for?” and NOT “do I
At this point, it’s an added bonus if they take the middle- want to sign up at all?”
or high-tier package, and you can always fall back on the
low-tier package to guarantee yourself a certain amount of
revenue. If you don’t feel confident “selling” or closing the deal on
the phone, don’t worry…
E.g. “I really feel like this middle package would be the best
solution for your needs. Usually that’s [$X,000 a month] and Just remember, after you’ve taken the prospect through
then an initial [$X,000] setup fee for me to get the process your whole funnel and sales process, they are the hottest
started and for me to write it all up for you.” leads that you can ever get. You don’t necessarily need to
“sell” them on anything.
They should already feel like they know, like and trust
Then, get them to take action now. you and they’ve booked in a time to chat with you on your
Give the person an action-oriented pricing schedule that calendar.
ensures they don’t walk away from the call without making a All you have to do on this call is to do a diagnosis, write a
decision. Think about, what sort of incentives you can offer prescription, and to help that person get to the desired
in order to motivate them to decide today? outcome that they’re looking for.
E.g. “...However, I’ve found that the best type of clients that I get
the best results for are the ones who have the ability to move
quickly and be very decisive. So, if you can decide with me today The only person you have to sell to is yourself.
that this is the program that you feel is going to be the best fit for You need to fully be sold on the fact that the solution you
you, I’d be more than happy to waive that setup fee and get you provide to your clients is worth 10 times what you’re
up and running, and get you those results that you’re after.” charging.
If you’re not sold on it, why should they be? Make sure you
If they come back to you with reservations, such as, are fully confident in the value of the results that you’re
promising, and
“Hmm that’s just a bit too expensive for where I’m at
right now…” then you can fall back on the lighter plan. you won’t even need to sell at all. Your enthusiasm and
confidence will shine through regardless, and all you need
E.g. “Look, I completely appreciate and understand that you may to do is make this conversation as enjoyable as possible on
not have the money for that right now. Is there any other reason them.
that you wouldn’t want to move forward with this, other than
NOTES:
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www.getwsodo.com

As I’ve said in this video lesson, referrals are NOT
my recommended strategy for scaling for client
Quickstart Questionnaire for
base, as they are not a predictable source of leads. Testimonial Interview
www.getwsodo.com
www.getwsodo.com
However, I DO highly recommend gathering as many
testimonials and case studies as you possibly can,
MODULE 4: so that you can leverage these across your digital 1. What problems were you experiencing before
channels and let your clients do the talking for you. we started working together?
THE CLIENT LEAD GENERATION 2. How did I/we help you solve them?
MACHINE 3. Where are you now? How has your life changed
since working together?
LESSON 27:
Referrals, Testimonials & Types of Social Proof to ACTION ITEMS

Case Studies Consider
• Written testimonials, pullquotes or reviews • Go out and get at least one client testimonial
• Phone video (created by client) • Make it text-based or a simple phone video
• “Produced” video case study • Bonus points: share it in the Facebook Group!
The King Kong Blanket
Once you’ve collected several testimonials and/or

case studies, put them everywhere! Include these
pieces of social proof in your:
• Landing Pages
• Proposals
• Email Sequences
• Email Signature
• Retargeting Ads

NOTES:
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www.getwsodo.com

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The Step-By-Step System for Being Your Own Boss

All I ask of you is when you tackle this course,

CONSULTING EMPIRE - COURSE WORKBOOK 2

• Automate and systematize your consulting

• Scale your consultancy from individual

• Add rocket fuel to your consulting business

CONSULTING EMPIRE - COURSE WORKBOOK 3

CONSULTING EMPIRE - COURSE WORKBOOK 4

CONSULTING EMPIRE - COURSE WORKBOOK 5

List as many Deliverables as you can – don’t be

CONSULTING EMPIRE - COURSE WORKBOOK 6

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Awesome lifestyle / work-life balance?

Furthermore, what is it that you’re passionate about

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3. Traffic Sources (e.g. Organic, Adwords)

4. Keywords they rank for (use SEMrush)

5. Their Offer (e.g. free consultation, eBook)

6. Notes (how they describe themselves, etc.)

Sun Tzu, The Art of War CONSULTING EMPIRE - COURSE WORKBOOK 10

Notes on How They

CONSULTING EMPIRE - COURSE WORKBOOK 11

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Does it speak to your specific audience and

Is it void of any vague, esoteric or wishy-

Is it 10x better and clearer than your

“We help our clients get more clients by

CONSULTING EMPIRE - COURSE WORKBOOK 13

CONSULTING EMPIRE - COURSE WORKBOOK 14

Percentage of Ad Spend / Media Markup

Try combining a Retainer Fee + Performance

CONSULTING EMPIRE - COURSE WORKBOOK 15

CONSULTING EMPIRE - COURSE WORKBOOK 16

Example #1: Hourly Rate

CONSULTING EMPIRE - COURSE WORKBOOK 17

• At this point, you can follow my rule of thumb –

$10,000 client LTV

= $40,000/month (client’s revenue)

= $4,000/month (your performance fee)

= $60,000 annual salary How Much Should I Charge As A Consultant?

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Example Elevator Pitch (King Kong):

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PRODUCTION: PITCHES PROPS STRATEGY PAPERWORK CLOSED DEALS

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CONSULTING EMPIRE - COURSE WORKBOOK 26

You: Hi ? This is _____ from