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I'm going to show you how to get your first five customers in 10 steps.

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The wild world of YouTube has videos everywhere telling you how to scale and grow,

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but I think people overcomplicate it.

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And so this is actually a sneak peek from my new book.

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100 billion dollar leads, let's come to 819, you can go to acquisition.com,

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forward slash leads.

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Let's dive in.

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I had a video that did really, really well that talked about how I got my first customers

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in every one of the businesses that I ultimately scaled to multiple millions of dollars a month.

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But we were like, that's amazing.

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But how do I do this today?

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And so if you don't have a business, one, get an LLC which you can find on legal zoom,

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go to a bank with your LLC papers and get a bank account and then go online with

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Stripe or PayPal and get a way to process money.

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When you do those three things, congratulations, you're now a business owner.

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Now from there, you have to do the next thing, which is you have to let people know about the

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stuff you sell in order to get them to buy it.

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There are 10 steps that we're going to walk through and by the end of these 10 steps,

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you will be able to have five customers or more with no money out of pocket just time.

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So the first step to getting this going is you need to get a list.

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But I don't have a list, Alex.

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You're damn straight you do and I'll show you right now.

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Number one, I want you to go to your email account and I want you to pull all the contacts

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that you have in there, anybody that you've ever messaged or emailed.

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That becomes list one.

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List two is I want you to go to every single social media profile that you have.

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So go to your social media profiles where you can direct message people.

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So if you have followers that you can DM or message,

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I want you to write down every single one of those people.

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That's list number two.

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List number three, I want you to pull out your phone

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and I want you to look through your contacts and I want you to export them.

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List one is all your email contacts.

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List two is all of your social contacts.

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And list three is all of your phone and private personal contacts.

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If you add all three of those together,

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you will have a shitload more leads than you thought you did.

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And you're like, wait, you're going to ask me to contact these people, slow down,

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not yet and we're not going to do it in a really weird way.

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All right, I'm sure I had to do it in a classy way.

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This is how I start every business I have and have people thank me for it.

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The second step is that you pick a platform.

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All right, so you have all these contacts but you're going to have to pick one platform

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that you're going to start messaging or emailing them with.

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The way to pick which one you're going to use is start with the one that you have the most people on.

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So if you have the most Instagram people or you have the most email contacts,

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you have more people in your phone than any of those, start there.

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Step three, but what do I say?

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You personalize your message.

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So what you want to do is you want to use something you already know about the personal prospect

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in order to initiate reaching out to them.

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This is also just called being a human being.

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So what you do is you take 30 seconds, you look at someone's profile and you say,

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oh, they have got this thing, we have something in common,

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something interesting happened, whatever.

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And you can reach out to them with that as your primary message.

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So for example, you can be like, hey, saw you got a baby.

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Hey, saw you switch jobs.

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Hey, saw you move.

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Hey, you saw that movie last weekend.

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It doesn't matter.

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All you need to show is that you took a few seconds to actually not just blast some sort of message.

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And you reach out to 100 people every single day.

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So let's say you had 3,000 people between all your emails, all your phone contacts,

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and every single follower across all your social medias.

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Step four, you reach out 100 every single day, which means the first four hours of your day

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goes to that because when you are starting a business, if no one knows you have a business,

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the first thing you did is to let people know that you exist,

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which is why advertising will take the majority of the beginning of your business career.

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Everything must be hard before it can be easy.

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It took you 20 years to send your first DM and it'll take you two minutes to send the second one.

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So just get over the hump, send it, just something so you can realize that you won't die.

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Step five, what do I say if they reply?

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You warm them up.

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I use a framework that I call ACA.

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You acknowledge, that's what A stands for, compliment, and then you ask.

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For example, I can acknowledge and say, oh, so you have two kids that would be the

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acknowledgement of something they just told me.

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So it shows active listening.

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So see, it's the second step is you're going to compliment them about the thing.

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So it's like, wow, you have two kids.

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You must be a superman working full-time and having two kids.

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We now complimented something about their life.

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We gave them a positive label that when we go to ask,

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we're going to tie our ask to the compliment.

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We just gave them to the label that they want to reinforce about themselves,

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because they want to stay consistent because they want us to feel that way about them,

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since we gave them that compliment.

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So we then say, hey, so you're superman,

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then we transition to whatever type of question it's going to lead them to the service we sell.

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So if I sold therapy, I might say something like, man, how do you get timed to yourself?

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If I were selling weight loss, I'd be like, hey, how do you have time to eat,

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write, and work out doing all that stuff?

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It doesn't matter what you sell, talk about them, you compliment them,

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and then you link that to the next leading question that will lead them down the path

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the thing that you ultimately want to help them with.

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Wait a second.

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This is how it's like selling.

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It's not because we're talking to fucking humans.

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It's already, which, by the way, this is step five.

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You can find the other steps and step 10 of the chapter of blah, blah, blah,

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which you should check it out.

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It's $1.99 on Amazon.

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It's Mondo, and I do that because I hope that you make all the money in the world,

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and then eventually get big enough that we can invest in your business so we can even more money

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together. That's why we do this stuff.

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All right, that being said, step six, invite their friends.

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When you're talking about this stuff, you're not going to sell them.

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This is fucking huge.

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You're not going to solicit them for whatever your services are.

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You ask to question, they're going to tell you stuff, and then it's going to be like,

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oh yeah, by the way, do you know anyone who's looking for X, Y, and Z?

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Because I'm opening up a few slots to help people do exactly that.

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Here's why this is so important.

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You're not asking them.

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You're just asking them if they know anybody.

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And since your friends with them and since your contacts,

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you're asking them for a favor.

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You're not asking them to buy from you.

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This should make you not feel weird about messaging people because all we really did,

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let's backtrack, is that we paid attention to people,

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we actively listened, and we complimented them.

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And then we asked them how they're dealing with something out of curiosity.

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And then we say, do you know anybody?

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If they say, hey, I'd like to find out more.

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Now what they have done is they've transitioned from a lead to an engaged lead.

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A lead is somebody that you can contact.

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An engaged lead is someone who you can contact,

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comma, who has showed interest in the thing that you sell.

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If she says, you know what, I haven't had a lot of time to myself.

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Or I haven't been able to keep up with my workouts, et cetera.

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Now they have shown interest in the thing after you say, hey, do you know anybody?

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Then they say, well, me.

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Boom.

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Well, then how do I get them to buy from me?

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We're going to give them the easiest off in the world to say yes to.

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You're going to make it free.

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They probably know that you're not that experienced.

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I mean, in my due, you're DMing them.

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So you're not running some massive PR campaign across Times Square.

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Just be honest.

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So go the round.

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I'm going to give you two versions of this.

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One is a slightly longer one and one is slightly shorter one.

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You say, by the way, do you know anybody who is

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described their struggles looking to dream outcome in time to lie?

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I'm taking on five key studies for free

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because that's all I can handle.

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And we're being honest because this is a first business

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and you fucking have no idea what you're doing.

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So you better not take more than five customers on it.

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I just want to get some testimonials for my service or product.

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I help them repeat the dream outcome without effort and sacrifice.

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It works.

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Period.

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I even guarantee that people get dream outcome

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or I'll work with them until they do.

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I just had a girl named XXX work with me to get dream outcome

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even though she described the same struggle the person you're talking to

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is struggling with because you just asked them about it.

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And I also had another guy who got the dream outcome

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and it was his first time.

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I'd like to get more testimonials to show it works across different scenarios.

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Does anyone you like come to mind?

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If they say no, here's a really funny way you can respond to that.

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You say, ha ha, does anyone you hate come to mind?

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It breaks the weirdness, right?

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If there is any.

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Honestly, that's when you'll sometimes get the real response.

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Hey real quick guys, are you a business owner or you want to start a business?

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Well, the first thing that any business owner needs is someone to sell their stuff to.

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And I spent the last decade getting proficient at advertising

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to the point that right now I have a 36 to one return on advertising.

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Meaning for every dollar I put in, I get $36 back.

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And I spent two years and 2,000 hours writing 19 drafts of my next book,

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$100 million dollar leads, where I share everything that I've learned for you,

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foe free.

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And if that sounds at all interesting, go to acquisition.com,

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four slash leads to register for the event.

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It's absolutely free.

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Everyone's invited.

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It's virtual.

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I'll see you there.

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If you don't have time to say all of those things,

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you just say, I help the type of customer get dream outcome in time period without effort

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and sacrifice.

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And I guarantee x, y and z to decrease risk.

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That's it.

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That's if you just have that moment to deliver one thing of what do I do, okay?

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Now, this is important.

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The reason we do it for free is you say, hey, I'm going to do all this stuff for free

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as long as you promise to do three things.

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One, you actually use my service.

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Two, you give me feedback on it.

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And three, leave a killer review if you think it deserves one.

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Those are the terms of exchange.

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I work for free as long as you use it.

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You leave a review and you give me feedback on what I could do better.

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Some special snowflakes are going to be like, you should never sell your time for nothing.

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You suck.

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You have never done this before.

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So it would be unreasonable for you to be good.

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And so why would you want to sell sucky service to people you know?

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Give it away for free and you're actually getting the better end of the deal.

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I'll tell you the quick story of Warren Buffett and Ben Graham.

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Ben Graham was the goat back in the day for investing.

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Warren Buffett was just a kid out of Columbia and wanted to go learn investing.

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And he offered to work for Graham for free.

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Graham said you're getting the better end of the deal.

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The actual answer was you're overpriced.

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So free was too expensive for Graham because Graham knew that he was going to have to invest more

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in getting Warren good enough to actually work for him.

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And so right now these first customers, they are exchanging something for your service.

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They're exchanging their time and their effort and some stuff later that you're going to have them do.

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Just because you're not getting paid doesn't mean it's free, but it is monetarily free.

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The reason I want you to start with that is that one, it'll get you more reps.

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Two, you probably suck.

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Three, you need to learn how to suck less and you suck less by doing more.

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And it's way easier to get more people to work with you if you lower the barrier to free.

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If people don't want to work with you, even for free, then ask them why.

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Because the reason that someone tells you they don't want to work with you even for free

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is because there are hidden costs associated with whatever thing you sell.

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If you figure out what all those hidden costs are, you can eliminate those hidden costs

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and then be able to charge significantly more for your solution later

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compared to the other people who charge for it and still include those hidden costs.

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So I'll give you an example.

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I got solicited in this exact manner to do short form videos.

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This is way back when I hadn't done anything.

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And a guy message me and said, I want to do short form videos for you.

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And he said, you don't have to do anything.

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I will take all the stuff you already have online and I will make them for you

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and I'll even post them for you.

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Like you actually just need to say yes.

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And so I said, yes, and guess what?

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You started making short videos and he started accepting payment for it

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because he had removed the hidden costs.

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If people get value from this thing that you have, especially if it's free,

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they're far more likely to leave positive reviews, give you feedback

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and send their friends and family.

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Once we have that, we have our first customers.

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Now we go to step eight, you start back at the top.

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So you had that big list and we hit all of them once and back again.

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So some of those people, by the way,

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when you ask them if they know anybody,

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they actually just give you people that they know that might help

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and you get free leads.

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Because if you reach out to 3,000 people with a free thing,

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you'll get five people who will take you up on it.

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I promise you.

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So now you're like, but Alex, I can't work for free forever.

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Now we're on step nine, start charging.

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Once people start referring,

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that's when you know you were good enough to start charging.

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When this happens, all you do is you go back up to the script that I just read to you

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and you change free to 80% off.

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And you say that's for the next five.

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What do you do after that?

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You change the 80% to 60%.

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After you get those five, change to 40, then to 20.

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Then you're at full price.

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But guess what?

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It doesn't have to stop there.

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You can go 20% over.

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You can go 40% over that.

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Because there are no rules.

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And if at that point you're way better,

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you may merit that because of the value that you deliver.

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Because ideally, you're charging full retail,

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but now you're at 10x the value.

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Value that you have done has gotten better

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because you figured out from the feedback

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that these people that work with you for free

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have told you so that you can make it even better for people who pay you.

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Once you have those people and you started transitioning,

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congratulations, you are in business

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and you are making money.

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You will at some point reach capacity

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of supply and demand is the single truth of business.

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When you fill up all your slots with free people

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and discounted people, now you have true scarcity.

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And so you can ethically sell with conviction

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that you really don't have that much room.

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And so then you can sell someone with conviction

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that you don't have a lot of supply.

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They will desire you more because you are scarce

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from a resource perspective.

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And then they will pay the same or premium

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in order to work with you.

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And then you turn to your free person

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and you say, I am accepting somebody

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who is paying full boat in order to do this.

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If you would like me to keep doing this for you,

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you would have to start paying to match them.

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Are you comfortable with that?

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If they're not, no sweat,

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because all you did is you helped them for free.

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And you say, no worries.

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Can I get the killer view you asked me for?

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Or I asked you for.

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In those free people, you have to love and cherish them

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more than anyone else in your life.

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Because they're going to get your business

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in three different ways.

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One, they're going to leave you reviews

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that are going to get your business.

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Two, they're going to send you people

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that are going to get your business.

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And three, they themselves may transition

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into paying you, which will also get your business.

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Don't think short.

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Think long.

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And you'll make long money.

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Now, you have paying customers.

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You're reaching your capacity.

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You're consistently raising your price

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because now there is more demand than you have supply.

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And we have artificially created a condition for profit.

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So what's the 10th step?

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Keep them warm.

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You've got this big list of people.

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Check in like a human being.

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Provide value to them on a regular basis.

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When you do that, you continue to reinforce

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and deposit goodwill in the audience

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because what will happen eventually is

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you won't even need to ask them

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because you've provided enough value.

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You start posting enough testimonials,

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enough results, talking about some of the

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intrench stuff that you're doing right now

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that people will be like, hey, that's actually pretty cool.

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Hey, can I find out more about that?

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And then they will actually start soliciting you.

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And that's the game.

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That's how you go from zero to hero

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and get your first five paying customers.

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If you just like that episode,

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then you are going to love the free virtual event

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that I have for my next book, $100 million leads.

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And before you click away,

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listen to what I'm about to say.

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Fast forward three months from now.

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Your friend is using something

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that you didn't have access to

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and their business is growing.

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Another person posted about how grateful they are

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that they went to the event

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because they're using these skills

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that they learned from the free thing

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that I'm going to give

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to only people who are there live.

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And give you some context.

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We have the tech now

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that we are going to scrape every single person

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who is at the event.

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And they will be the only ones

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who gain access to a project

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that I've been working on for four years.

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Which means that every person

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who is not on the link live

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is not going to get it.

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And I'm doing that

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because I know I'm going to piss off

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99% of people who are not there.

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And it's because the next time I say,

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I'm going to give away something.

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It's going to be awesome.

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You're going to want to be there.

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I want people to believe me.

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And if you haven't taken action on it yet,

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go to acquisition.com,

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forward slash leads.

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I'll see you there.