Konain Shah on Scaling an Agency & Staying Humble
Summary
TLDRIn episode 71 of the 'Evolve Your Brand' podcast, host Conan Sha, CEO of Copy and Clients, shares his journey of scaling his business to over $50k per month at a young age. Conan discusses the importance of focusing on high-value tasks, the necessity of delivering results, and the strategy of offering services for free to prove his team's capabilities. He emphasizes the significance of having a clear value proposition, vetting clients for long-term partnerships, and the belief in one's own service. The conversation also touches on the importance of sales, marketing, and fulfillment in business growth, and Conan's commitment to continuous improvement and ethical sales practices.
Takeaways
- 😀 Conan, CEO of Copy and Clients, has scaled his business to over $50k per month at a young age.
- 🕒 Conan prioritizes tasks based on whether they are worth his time and align with his business goals.
- 💼 He emphasizes the importance of focusing on high-value tasks and serving Fortune 500 clients over lower-value work.
- 🔍 Conan believes the industry has become more about talking than showing results, advocating for a focus on fulfillment over sales.
- 🚀 To improve client results, Conan took three months off from acquiring new clients to focus solely on fulfilling existing client needs.
- 📈 He has achieved over a 95% success rate with clients by setting clear expectations and focusing on results.
- 💬 Conan discusses the need to move beyond just sales and focus on long-term client relationships and fulfillment.
- 💰 He shares his belief in the importance of making money a skill set, understanding the exchange of value, and not being afraid to invest in business growth.
- 🔥 Conan is willing to take risks, such as offering services for free to prove his capabilities and attract high-quality clients.
- 🌟 He aims to grow his business to $150,000 per month in revenue by focusing on the right clients and maintaining a lean team.
Q & A
What is the key takeaway from Conan's approach to scaling his business?
-Conan emphasizes the importance of focusing on high-value tasks and clients, and ensuring a high success rate in client fulfillment. He also stresses the significance of investing time and money back into the business to achieve scalability.
How does Conan define a 'player' in the context of his clients?
-In the context of his clients, Conan defines a 'player' as someone who can deliver high-quality work and produce a significant return on investment, ideally 4x, 5x, or even 10x the cost of their services.
What is Conan's perspective on the industry's focus on sales versus fulfillment?
-Conan believes the industry has become more sales-oriented at the expense of fulfillment. He has chosen to focus on the opposite, ensuring high client satisfaction and results, which in turn has helped him grow his business.
How did Conan achieve a 95% success rate with his clients?
-Conan achieved a 95% success rate by taking three months off from acquiring new clients to focus solely on improving his fulfillment processes and ensuring his clients were getting the desired results.
What is Conan's strategy for vetting potential clients?
-Conan vets potential clients by having initial conversations to assess their long-term thinking, reviewing their numbers, and evaluating their overall approach to business growth and strategy.
Why does Conan offer his services for free to certain clients?
-Conan offers his services for free as a way to prove his 95% success rate claim. It's also a strategy to weed out clients who may not be a good fit and to attract those who are serious about achieving results.
What is Conan's view on the importance of having a structured approach to business growth?
-Conan views a structured approach, including having systems in place for referrals, direct mail, follow-ups, and various email strategies, as crucial for sustainable business growth.
How does Conan define 'making money' in the context of his business?
-Conan defines 'making money' as the skill set of understanding and providing value in exchange for money. He believes in identifying and solving clients' problems, which leads to a higher willingness to pay for the solutions provided.
What is Conan's advice for those looking to increase their sales?
-Conan advises increasing the number of sales calls and reaching out to the right clients with the right offer and mindset. He also emphasizes the importance of continuous improvement in sales, marketing, and fulfillment.
What are Conan's future goals for his business?
-Conan's future goals include scaling his business to a consistent monthly collection of $150,000, maintaining a lean team, and creating more content to educate others on the importance of fulfillment in service businesses.
How can someone connect with Conan for potential collaboration?
-Those interested in connecting with Conan can reach out via his website copyingclients.com, or find him on social media platforms like Facebook, Instagram, and Twitter under the handle Conan aop.
Outlines
🎙️ Podcast Introduction and Scaling Business
The podcast episode features Conan Sha, CEO of Copy and Clients, who has successfully scaled his business to over 50k per month at a young age. The host discusses Conan's experience with podcasting and his approach to choosing where to focus his time and energy. Conan emphasizes the importance of evaluating whether tasks are worth his time, especially considering his high-value clients. He shares his journey from doing everything to focusing on tasks that align with his expertise and the value he provides. The conversation also touches on the need for action and results in the industry, rather than just talk, and the importance of having a proven track record.
🚀 Prioritizing Time and Building Client Relationships
Conan Sha talks about his strategy for selecting tasks and clients, focusing on high-value activities that align with his business goals. He discusses the importance of being selective with his time and how he has transitioned from a 'do-it-all' approach to a more strategic one. Conan also shares his philosophy on putting his money where his mouth is, emphasizing the need for action and results. He explains how he has built a high success rate with his clients by focusing on fulfillment and setting clear expectations. The conversation delves into the importance of having a long-term vision and not just seeking immediate results, as well as the value of vetting clients to ensure they are a good fit for the business.
💼 Insights on Wealth Creation and Business Growth
In this segment, Conan Sha shares his views on money and wealth creation, drawing from the teachings of Naval Ravikant. He explains that making money is a skill set that involves understanding the exchange of value and the importance of addressing problems that clients are willing to pay a premium to solve. Conan discusses his approach to sales and marketing, emphasizing the need for a high volume of outreach and the willingness to invest in the business. He also talks about his goals for the business, including scaling to a higher monthly revenue and maintaining a lean team. The conversation highlights the importance of continuous improvement in sales, marketing, and fulfillment to achieve business growth.
🌐 Conclusion and Call to Action
The podcast concludes with the host inviting listeners to connect with Conan Sha, particularly those who are coaches with a revenue of at least a million dollars. Conan's contact information and social media handles are provided for those interested in learning more about his services. The host also offers an opportunity for male entrepreneurs to join a free business Mastermind group. The episode wraps up with a focus on the importance of taking action and surrounding oneself with the right people and environment to achieve business success.
Mindmap
Keywords
💡Fulfillment
💡Sales-oriented
💡Bottleneck
💡Agencies
💡Revenue
💡Scarcity mindset
💡Investment
💡Masterminds
💡Comfort trap
💡Action
Highlights
Conan sha, CEO of Copy and Clients, shares his journey of scaling his business to over 50k per month at a young age.
Conan discusses the importance of focusing on tasks that are worth his time and align with his business growth.
He emphasizes the need to move beyond just talking about success and to actually deliver results.
Conan details his initial approach to business, doing anything and everything to save money and time.
He talks about the shift in focus from sales to fulfillment and the importance of client results.
Conan shares his experience of taking three months off from sales to focus on improving client outcomes.
He explains his philosophy of 'putting your money where your mouth is' and backing up claims with actions.
Conan highlights the importance of having clear expectations with clients and focusing on long-term relationships.
He discusses the challenge of maintaining a high success rate and how he achieved over 95% with his clients.
Conan talks about the industry's shift towards sales over fulfillment and his strategy to focus on the opposite.
He shares his approach to vetting clients and ensuring they are a good fit for his services.
Conan explains his strategy of offering services for free to prove his success rate and build trust.
He discusses the self-belief required to offer services for free and the importance of filtering clients.
Conan shares insights on creating a clientele of dream clients who stick around for the long term.
He talks about the importance of having a structured approach and being able to deliver ROI to clients.
Conan discusses the mindset of long-term thinking in clients and how it aligns with his business philosophy.
He shares his views on the importance of sales, marketing, and fulfillment in scaling a business.
Conan emphasizes the need for continuous improvement in sales, marketing, and fulfillment to achieve business growth.
He provides advice on how to connect with him for coaches looking to scale their business.
Conan concludes with his vision for the future of his brand and the importance of ethical sales and conscious branding.
Transcripts
what's up guys welcome back to another
episode of the evolve your brand podcast
this is episode 71 and on today's
episode we've got Conan sha the CEO of
copy and clients Conan's been able to
scale his business at a very young age
to over 50k per month consistently I
wanted to bring him on to learn just how
he did it have you done many of these
podcasting in your career so far I used
to do them a lot lately it's just been a
quiet ride slowly getting back to the
content game you told me today when we
reconnected you're like I'm very busy so
how do you choose where to put your
focus at first the way I thought of it
was like is this thing worth my time
I'll give you a little backstory yeah
when I was first starting out it was
more so like hey I'll do anything and
I'll do everything cuz it saves you time
saves you money it doesn't save you time
but it you know saves you money mostly
cuz that's I would say your biggest
bottleneck at that point now it's also
like is it worth my time so if it's like
a $10 or $20 or even $50 an hour task
like it's for my team and not for me but
I'm still busy like so like I have
clients that are Fortune 500 clients so
I need to like go have meetings at them
which would be worth a lot more than you
know 10 or 50 or even 100 bucks an hour
you're all about putting your money
where your mouth is so what does that
kind of mean to you to not just be
someone that's talking about doing
things but someone that's actually
getting things done I think this
industry as a whole has become more of a
talking game rather than a show and tell
game everybody can post a story and
everybody can make a post and everybody
can give recommendation everybody's an
expert in their field but have you done
it if so how much and what were your
results cuz everybody's like an expert
like yeah what are your results though
let's say your results are yeah dude my
clients crush it how many of them what's
the percentage oh but my some of my
clients are bad I get it but still what
is the percentage and what have you done
to combat that and how how is that
helping I come from an agency world and
agency get are like a really bad rep
like dude they suck they this they's
that blah right but I'm like in our
world it's like cool and that's
everybody else am I going to let that
happen to us as well no this happened we
were I would say 6 months into our
agency I I kid you not 50% of our
clients were getting results other half
weren't and we always thought it was
them and that's how even most coaches
were like yes it's that guy but no no no
what have you done to combat that so I
literally took three months off of
acquisition meaning I made zero sales in
3 months I focused 100% of my time on
figing out the Fulfillment game getting
my client results right now I have over
95% success rate proven track record and
it's like and with clear expectations
with clients I think a lot of people
miss that Mark and if they just invest
more time into it cuz I think the
industry has become a very sales
oriented game rather than a fulfillment
oriented game and that's how I've been
able to grow right because I play the
opposite game everybody's like yeah I
need to reach out and I'm not saying
it's wrong right like do it I need to do
more of it but is it at the expense of
the Fulfillment or can you do both and
do it at an expert level that you claim
when I look at stats of Tony Robbins
course competion L is 4% I'm like why
it's Tony freaking Robin how do I feel
about all these other gers in the
marketplace and that scares me my goal
is how can I make it the shortest most
concise and get them the best results at
the same time honestly that's hard so I
I've done it done for you created Sops
created and I stick with one market in a
way I stick with one I don't change I
don't know other markets I could take on
that 5,000 $10,000 $15,000 a month CLI I
just don't cuz I know I can't get them
results cuz I haven't been in that
industry for a long with that experience
where you've gotten to a place where
you're very focused on who it is that
you serve and how you serve them what
kind of LED you in that path you had
failed four businesses you went negative
in your bank account and then you got to
this place where now you're working with
clients like clickfunnels like Dan
Kennedy so what changed for you what was
the Catalyst for change along your
journey honestly service upfront doing
work for free and willing to do it I
know it's hard but I don't want to do
work for free I need to make money and I
get it I've always been a service first
type of guy I'll ask for anything and
everything after and I know they'll give
give me referrals a he did work for free
B it's freaking great three we need to
keep this guy cuz most people are just
trying to get that one sale I'm not
playing that game I want to play the six
Monon a year three year 5 year 10 year
game in a way how can I keep these
clients cuz I'll make more profit that
way it's always been service first and
really like we're about to launch ads we
like hey if you're a sellf business I'll
write your emails for free or write I'll
do your copy or build your funds or run
your ads for free for 30 days just try
me out and I bet you I'll Crush whatever
agency you're currently using me and my
team will come in we'll do it for free
part of my team is like are you sure cuz
you know kind of work you'll get we also
have pretty well reputation based on the
clients that we currently work with yeah
you don't need to offer for free if
you're already working with Dan Kennedy
and clickfunnels you don't need to also
for free have a billion dollar client I
have fore 500 that are like companies
that are being traded on the New York
Stock Exchange I don't need to offer my
work for free I can easily charge six
figures for it but it's to prove a point
cuz if I say I have a 95% success rate
let me prove it and I'll do it for free
at my expense I will pay for my team
what's coming up for me though when you
say that is like the amount of
self-belief that you have in yourself in
your offer in your product in your
service like you really believe in it so
you can stand behind doing it for free
knowing that the money is going to be
there in the end of the day maybe by
doing it in the way that you do it you
also weed out the customers that you
don't want to work with because if
you're doing it for free you can also
just like if they're difficult say you
know what I don't want to deal with this
headache and qualify and filter the ones
who you really do like to work with and
that that's kind of my next question
which is like what have you found out to
be the way in which you've been able to
create clientele who are like dream
clients that end up sticking around for
the long run I'll let you in on more
Cent perspective what are they really
looking for an a player who can do the
work do it well here's the thing as a
CEO and especially if they're big they
have their current team they want a
players you want they don't want you to
be a b or a c player it is not worth
them paying you per hour or per month or
however long you're paid for your
payment Cycles it's like they want the
work to be Roi at least four five is 10x
if not more if they're paying you 5,000
a month can you get them 50 Grand back
right within that month if they're
paying you 10,000 a month can you get
them 100 Grand and for me it's more so
like okay can I get them a million back
within that month it's you knowing your
fulfillment better than anybody else in
the market and you know like you were
saying how I'm super certain there's a
great quote I've heard once which was
like boys are confident men are certain
even when I'm calls like they can see it
like they know it a thing that I'm
trying to build up yeah it's cool but
it's small but it's it's like a very
high level of clientele but it's small
like I only have like a few dozen
clients but you know it's more so I want
to jump on calls even the sales got our
team jumps on calls how many testimonies
do you need to see and then I can tell
you that you're arrogant for not working
with me it becomes a money thing they
just want to hoard it are you clear
Conan on like the values of the people
that you like to work with like the
values of the clients and how they show
up I could be wrong in this I can vet
people really well just having a few
talks with them I'm like all right cool
this guy it's him even when I'm making
this offer our team was like how would
you vet people yeah there's a whole
bunch of seven fig businesses that are
going to come but how are you going to
vet people if they're long-term thinkers
or not they're just going to stay and
I'm like I can tell just been talking to
them a few times looking at their
numbers and just see the way they think
usually you look at quarterly reports
and be like okay cool here's where we're
going here's the numbers we need to hit
and here's the people that we need to
have in place to hit those numbers yeah
so it's like and if they even even
thought like that or even like spoke
like that I'm like okay cool we can work
with these guys but if they're like yeah
we need to make this work in the next 30
days I'm like interesting what needs to
work what numbers I kid you not if they
don't even have their numbers figured
out we're not a good fit you're looking
for clientele who are on top of their
numbers they're structured they've got
processes in their business they're not
coming from this like needy scarcity
pushy place of we've got to get results
right away they actually have have this
long-term vision of what they're looking
to achieve and they believe in themsel
just as much as you believe in yourself
is that right yeah but who do we need on
the team those certain numbers they
hired some other agency and let's say
they didn't get them results they wasted
3 months $330,000 and whatever ad spend
SL whatever else and their team and all
that effort it's gone it's in the air
just to come back the next year and be
like damn we're at the same spot we
thought we were going to grow if they're
putting all their eggs in like the
agency's basket that's a scary time for
a business because you're really
depending on that person I read a lot of
Dan Kennedy he had like 36 different
acquisition systems and I'm like what
how I started building well I'm still
building mine but at least somewhat like
I'm trying I want to be a perfectionist
but I know I need to take imperfect
action but it's it's more so like okay
do you have a referral system do you
have a direct mail system do you have a
follow-up system that goes on for like a
year do you have a cold email system do
you have a warm email system it's like
the smallest thing even if it gets you
one client a year you need to build it
I'm like wow like that's crazy cuz that
client is probably worth you ,000 one
time and if you keep it for a long time
it's 80,000 100,000 or even quarter of a
million dollars you think that Dan
Kennedy is playing up to his full
potential I think he did back in the day
why do you think that if he's not right
now or if there are other people out
there oh he sold his business he sold
his business so if there are other
people out there who aren't playing up
to their potential why do you think that
is though they think it will be good
automatically later on like they'll
somehow figure it out it's the soldier
analogy where like a soldier goes to war
and he thinks he's not going to die but
guess what every Soldier is thinking
that so he goes to war he's like but
it's not going to be me right it's just
not me cuz everybody's like that guy
will be unsuccessful and he will F but
it's just not going to be me so I'll be
good I'll go play my games I'll
procrastinate I'll do whatever oh I'll
be good and that's the Comfort trap I
love that story just not going to be me
yes it is and you better believe it I'd
rather be paranoid than be like oh it's
not going to be me I even tell my team
this you want to be paranoid act like
you're not going to get it done you'll
do twice the effort and that may not
even be it I'm a small guy in the
industry at least for now I don't know
if I'll be big maybe who knows but I'll
do my best and that's all that matter
compared to probably the guys that are
listening to this they are probably
putting you on a pedestal subconsciously
wondering how is this guy making
$50,000 plus consistently per month you
talked about how making money is a skill
set do you want to elaborate more on
your beliefs around money wealth
creation and how you've been able to
generate so much abundance for yourself
I would recommend everybody to go read/
wall watch nval raan a lot of my money
principles come from him that's a huge
recommendation I've listened to is how
to get a bti podcast probably like 15
times and it's 3 hours long but I kid
you not if you ever going for a long
drive or even an hour long you will love
it making money is a skill set at least
the way he explains is like you need to
learn how money Works money is just
literally an exchange of value somebody
needs X thing you just got to be there
to provide it but it's difference of
value so watch this right you knock on
somebody's door and be like hey I'll cut
cut your grass and they were like sure
I'll pay you 50 bucks and you knock on
enough THS you'll make 1,000 bucks maybe
within that day maybe within that week
if somebody has a brain tumor a bigger
problem and it's life or death for them
they'll pay all the money in their bank
account and more they'll sell their car
they'll do whatever to get rid of that
problem it's literally an exchange of
value you just change the problem if I'm
on sales calls the cost of inaction and
like I said the soldier analogy where
like somebody's not going to be
successful if you heighten that they're
like crap it's like the end of the world
for them they're willing to pay you more
for you solving that problem because
they want to be successful and so does
every business but that's I would say
more emotional the higher you go up
especially when you're dealing with
higher level clients they're very
logical but in terms of like making
money this is going to go opposite of
what I was talking about earlier but not
a lot of people do sales the right way
they don't do enough of it I kid you not
I'm some masterminds and I apologize if
you're watching this or listening to
this but your 10 reach outs are going to
get you nowhere my team automated 1500
of them per day per account I spend
$5,000 a month on just cold me email
alone why I'm like why not cuz I get an
hour why automatically yeah cuz it
produces results for you cuz you see a
return on your investment you actually
took the risk and stepped out of that
comfort zone trap and a lot of coaches a
lot of agency owners aren't willing to
do that they're not willing to invest
their profits back into their business
they're not willing to put their money
where their mouth is so it's so
refreshing to see someone like you come
up and then talk about this openly about
how you're not afraid you're not afraid
to hire in fire you're not afraid to
invest thousands of dollars per month
into your business because you know that
that's what's going to you know help
help you to get to the next level as we
start to end this first collaboration
together is where are you going with
your brand with your business and with
your life I'll get into that but I think
one point I want to you know just take
it home is I don't think a lot of people
are willing to sacrifice honestly like
I'm willing to go to zero tomorrow if
that's what it takes and I'm not afraid
of it because I've been there enough
times you got to play the Sacrifice game
what is that thing that's holding you
back it could be spending too much money
on the shoes you like on the games you
like on the clothes you like whatever oh
I got to go to this cool restaurant
stuff oh but I got to go take out this
girl though or or guy or whatever or
this car or like I'm a big car guy by
the way I I have two and I'm I regret it
I want to sell both of them but in terms
of us and where we're going we're very
small in a big pond and but we're
growing fast I think by the end of this
year we should be at around $150,000 a
month consistently cuz that's what
matters and when I say per month I don't
mean revenue I hate Revenue everybody's
like I made 30 grand a month but yeah
what' you collect I talk collected
$150,000 a month collected that's the
goal for us keeping a lean team and not
having too many people with six of us
right now probably 8 to 10 by by the
time we get there I think I just want to
create more content more people are
aware of fulfilling your duties as
whatever type of service business you've
run I want them to know that it's easier
than they think if only they get out of
their own way and I still tend to be in
my own way a lot of times most of the
time you dissect that goal state that
dream state in what that client wants
and then you figure out what the problem
is what is in the way of where they are
versus where they want to be but it's
the same thing like you just admitted
with yourself s it's like you've got a
place where you want to get to let's say
you're at 50k per month consistently and
you want to scale to 200k per month and
you know that the only way you're really
going to be able to do that is just by
getting out of your own way your
negative thinking patterns your toxic
habits or the people that no longer
serve you maybe it's the environment
that you're living in you're not
surrounding yourself with enough
entrepreneurs or enough like-minded
people who are scaling their business
simultaneously none of that is good if
you don't act on what you're supposed to
act on actions speak louder than words
took the actions of being around the
right circles replacing your bad habits
with the good on but it's the last thing
you can do your red light tunnels and
cold plunges and all that but that isn't
going to make you money your sales
skills your lead magnets your ads your
email list you reaching out and growing
your brand making post you letting other
people know that you exist and here's
what I offer is going to what make you
money one of the biggest equations was
more calls equals more sales in a way go
even further the more of the right calls
equals more sales it just becomes a
numbers game at that point more are the
right people in front of you with the
right offer with the right mindset then
the right fulfillment on the back end
and you've got to continuously work on
those three pillars in your business
your sales your marketing and your
fulfillment if you start to neglect one
of or multiple pillars in that Palace
that you're creating there's going to be
leaks and you're not going to be able to
scale as far as you want to wow man it's
a lot of really powerful information I'm
sure someone listening to this might
want to connect with you if they do is
there a way to reach out to you and who
would you like to connect more with uh
if you're a coach doing at least the
million dollar or above in Revenue uh
would love to talk about how we can help
you skill and grow your business few
ways to reach out to me it's Conan
copying clients.com that's my email but
you can find me on Facebook Instagram
Twitter I'm available on all of them at
Conan aop thank you so much for jumping
on I like to keep these interviews kind
of compact so that people have the
ability to actually get through it and
who knows maybe we'll do another one in
the future you guys know what I'm about
I'm about connection conscious branding
and ethical sales so I really Echo a lot
of the things that Conan talked about in
this episode the one thing that I can
offer to you is if you're a male
entrepreneur you want to be a part of a
free telegram group or a business
Mastermind just reach out to me and I
would love to tell you more about that
so with that being said have a beautiful
rest of your day con in and we'll see
you guys soon
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