5 Steps to Make Sales Copy EASY

Make Sales Copy Easy

Make sales copy easy?

Tune into today’s marketing minute and see if it’s even possible.

The PROBLEM: Make Sales Copy Easier

When you’re a small business owner it’s CRAZY HARD to write your own sales copy!

Because you’re a expert in your small business. Beautiful products, amazing services… the best around at what YOU do.

But you’re NOT skilled to make sales copy: “salesmanship in print”.

You think you are too close to the process.

Make Sales Copy Easy

Make sales copy easy with this simple template

Common sense says that YOU should be the most qualified person to tell others about your business…

…but when you try to write copy, the “right words” just elude you.

But what if there was a way to make sales copy easy?

Make Sales Copy Easy for YOUR Business

What if there was a simple structure for make sales copy easy?

A step by step formula… that works EVERY time… a template that made everything a whole lot easier?

Then you could stop worrying “but I’m not a good copywriter” because that’s nonsense.

You’re are an EXPERT in what you do.

With a fill-in-the-blanks template you’ll also be an expert at selling!

Good news is, a killer template like this exists.

Keep reading, and “copy” this down 😉

This 5-Step Formula Makes Sales Copy Easy

Forget fancy bullet points and slick wording.

Just talk with your audience like you were sitting with a friend having coffee.


1) Name the audience and their problem.

2) Describe why that problem hasn’t been solved yet.

3) Hint there’s one simple thing your audience did not know, that would totally solve that problem!

4) Describe the transformation if your audience had the solution.

5) Tell them EXACTLY what to do next!

That “what to do next” ^ might be a “like” for your page… click for info… request for email, a referral… even a sale.

Or a REPEAT sale.

Five easy steps.

Look Back ^ and See. Did We Make Sales Copy Easy?

Haha don’t look now… but this formula was used in this very post!

Scroll up and see. I walked you through these five steps:

My audience and their problem: business owners that don’t know how to write sales copy.

Why their problem isn’t solved yet: underconfident, too close to the process

One simple thing you didn’t know: that there’s persuasive formula that works every time

The transformation: you’ll be as expert at selling as you are in the rest of your business

Then to go for the jugular, the call to action.

The action you took was to keep reading. 

Go back and reread.

You’ll never be at a loss for the right sales copy again!

Keep Stepping,



Three Counter-Intuitive Practices That Have Made Me Piles of Money

ss101 principle one

Sometimes the darkest moments in life are when you get the biggest breaks.

Here’s a story about how I learned a 3 very important lessons about marketing, right in the middle of a DISASTER.

These 3 suprising ideas.. and the counter-intuitive practices I adopted as a result… have made me hundreds of thousands of dollars.ss101 principle one

A Dark Day

Late 90’s, Colorado Springs: I had taken a second job to make ends meet.

Cleaning windows in Littleton, Colorado about 65 miles north of my house.

But this morning my boss called and said, “Kurt, it’s over. Sorry… we just don’t have enough work to support the whole crew. I’m letting you go.”

Numb, but still needing a caffeine fix I went to the coffee shop.

Now, I don’t want to over-spiritualize what happened next. But I don’t want to under-spiritualize it either:

Nursing my coffee and wondering how to make ends meet… I earnestly asked God what to do next.

First Principle: An Inspired Voice

So, take this however you will: after my prayer I distinctly heard a voice say, “Go wash these windows.”

Huh. Okay.

I asked the manager,“Hey, your windows are making my eyes hurt. Okay if clean the windows? No charge.”

“Knock yourself out.”

This was the first principle… when you think you need to hustle, you really need to SLOW DOWN and LISTEN.

‘Disaster’ doesn’t mean curtains… it may even mean opportunity.

I read somewhere that ‘crisis’ and ‘opportunity’ are expressed by the same chracter in Chinese.

‘Crisis’? Time to stop and listen.

Ask, seek, knock.

It will be given, it will be found, it will be opened to you.

Second Principle: Service First

Now, obeying the impulse to do the coffee shop windows, I didn’t think of that moment as my big break.

I just was kind of, you know… paying it forward.

Rendering service without necessarily requiring payment of any kind.

Just taking pride in the privilege of work.

As I squeegeed the third of four windows, a gentleman stopped on his way out the door. “Do you do residential?

“Yes I do.”

“Give me your business card.”

“Um… don’t have one on me.”

Which was kinda true… I didn’t have a card on me because I didn’t have one, period.

What happened next was crucial. It meant making or breaking this opportunity!

Third Principle: YOU Get the Contact Info

It would have been easy at this juncture to blow everything. Who doesn’t have a business card?

I mean, really. How could this gentleman possibly think I was trustworthy without even a DANG BUSINESS CARD?!?

The following principle was worth hundreds of thousands of dollars in the coming years:

“Tell you what. I said. “Give me YOUR business card, and I’ll call you to give you a bid. When’s the best time?”

Gary Reddy became the first customer of the newly formed window cleaning company, Crystal Clear Window Washing.

This secret enabled me to build a window cleaning company that not only kept me busy and fed for years… but enabled me to hire five other professionals…

Don’t give your business card away. GET a business card instead.

Giving a person a card puts the responsibility on THEM.

They may lose the card, may forget it for months… but when I have my prospect’s card, I can call them. And it’s kind of expected, even agreed to if the prospect tells me when’s a good time.

Subtle, but powerful principle.

Once Again: The Three Counter-Intuitive Principles

So the first principle in this story was that I needed to relax and call on Someone that had more on the ball than me.

Although things seemed to be dark… losing my second job (that I thought I neeeeeded)  was actually a turning point for me, to the good.

Sometimes the noise and hustle gets to be too much.

So stop and listen.

Second principle: serve without demading payment.

It’s a way to let yourself, others and even your surroundings know that YOU have abundance.

You have enough to give.

He that has, more will be given to him. He that has not, even what he has will be taken away.

Try to only get, get, get… and you’ll end up empty. Chasing “opportunities” that fly away in the wind.

But embrace the idea of serving FIRST, and I guarantee that REAL opportunities will find YOU.

Third principle. I would stop handing out biz cards willy-nilly.

Instead, collect them.

TAKE the responsibility of being the one that calls.

Not everybody gets the subtlety of this shift, but if you do… it will be worth piles of money to you.

Wouldja Ask a Girl if YOU… Could Give HER… Your Phone Number?

Nawwww, shoot.

That doesn’t sound right at all, does it?

So for that reason, I don’t print out business cards for myself. Ever.

I DO print out business cards for my employees, for reasons I’ll make clear in another post.

Now, if in YOUR business it’s kind of expected, go ahead and print them I s’pose.

But if I did hand out biz cards… I would be sure to ask for my prospect’s card first.

Remember that the POWER is not in supplying your own information.

It’s in capturing your prospect’s information and driving the interaction.

Okay Steppers!

Thanks for joining me for today’s triple-shot latte of marketing wisdom.

Ask nice in the comments below,

…and I’ll send you a PDF of how I was able to turbo-charge the “get their card” strategy, in two different but wildly profitable ways.

Til then,

Keep Stepping!


How to Cold Contact B2B Using Facebook, Step by Step

cold contact using Facebook pm

Why would any small business owner want to learn to cold contact B2B using Facebook?

If your business serves other businesses, the lifeblood is getting new leads.

But getting those leads can be like walking barefoot into your kid’s room.

You never know what sharp objects you might step on, just trying to do your job!

This guide will show you how to navigate the landmines, while getting to the gold:

New leads, new relationships, new accounts,

…and new money.

I can’t promise you the kind of results that I’ve had, BUT..!

It’s possible to make sales the same day you try this.

Let’s dive in!

Cold Contact B2B Using Facebook Step 1: Search

It isn’t hard to find businesses that need your products and services.

What can be hard is finding the right approach to make business connections that last.

The best way is to test, test, and test some more… and do it LIVE with real subjects.

Here’s how I got a pile of new contacts to sell to,

…and make them HAPPY that I called on them!

Step one is to know your target customer.

For this case study I typed my target audience, “real estate broker” into the search bar.

cold contact B2B search results... click to embiggen ;-)

Over 200 results in my geographical area!

Finding prospects to cold contact B2B using Facebook is a snap; these guys WANT to be found.

You’ve narrowed down the field to your exact audience.

Now for the first “money move”. Read on…

Cold Contact B2B Using Facebookstep 2: Like and PM

Before striking up a conversation with a business, you’ll want to “like” their business.

Caution: do this over the course of 2 or 3 days.

Facebook doesn’t like you texting too many businesses, one after the other.

Makes ya look like a ‘bot, or worse… a spammer. Which you are not, if you are honestly offering value.

After I “copy and pasted” the same opener to about ten businesses,

…FB began giving me the message “this feature is not available right now” -in red letters. Not a good sign.

To fix this, I made sure to:

  • keep the number of businesses I was contacting to a limit of ten per day, and
  • vary the wording of the opening sentence

Now, I should tell you that at first I crashed and burned the art of cold contact B2B using Facebook.

This is because I was trying too hard to “sell“:

Me, me,me. How d'ya LIKE me?? This greeting was met by the sound of crickets...

Me, me,me. How d’ya LIKE meeee?? This first greeting was met by the sound of crickets… (NO reply)

Getting a conversation going with a prospective B2B customer is a lot like dating.

Ya might get your face slapped a few times before you “score”.

Others gave me the brush-off. And no wonder! I was going for the jugular without building a real conversation

Others gave me the brush-off. And no wonder! I was going for the jugular without building a real conversation

There’s a true art to selling, without selling. Sound confusing? Maybe, but absolutely true.

But take heart, young padawan! You’ve just taken your first step into a larger world 😉

Learn to use the “Jedi mind trick” move…

Cold Contact B2B Using Facebook Step 3: Ask Open-ended Questions

PMing a “cold” prospect is like trying a pickup line in a bar.

Now, before you feel too icky for practicing your pickup lines,

…realize that you and your prospect dressed up to go out for a reason.

If you didn’t want to socialize, you wouldn’t be hanging out where people talk in the first place.

But ya gotta have skillz 😉

So while your end game is to ask for the sale… don’t lead with that.

Instead of just pushing a link, start a real conversation.

Ask your prospect open-ended questions:

This broker knows her biz... she thinks I'M the prospect. And that's okay, at least we're talking

This broker knows her biz… she thinks I’M the prospect. And that’s okay, at least we’re talking

It really doesn’t matter what the reply is, as long as you begin a conversation…

The power of the open-ended question: One broker said yes, the other said no. But again, we are talking

The power of the open-ended question: One broker said yes, the other said no. But again, we are talking…

Whether the prospect says yes or no to this ice-breaker question, the main thing is that we are now engaged in an actual conversation.

A conversation that began without ME talking about ME.

Now for the “ninja” move…

Cold Contact B2B Using Facebook Step 4: Pivot

Note that above ^ I began the open-ended questions with:

  • my prospect’s first name and
  • the particular area that he/she serves

That variation in text takes care of Facebook’s radar.

I’m not just cut-and-pasting the same thing like a ‘bot or a spammer.

But since I’ve broken the ice and have a real conversation on my hands,

…I can now pivot the prospect’s interest.


cold contact B2B search results

I keep this script on hand because it works. “Whoops, sorry!” –HERE’s the pivot ^

Every time (so far) that I pivot the conversation with the prospect’s interests in mind, they are more open.

Which brings us to the “end game move “:

Cold Contact B2B Using Facebook Step 5: ASK

Now for the equivalent of asking for your target’s phone number…

…you ask for permish to contact your prospect again.

She's interested! Time to ask permish to contact again.

She’s interested! Time to ask permish to contact again.

The ONLY thing you should be focused on right now, is to establish contact.

NOT making an immediate sale.

You’ll want to ASK…
(or, even better! …let your contact ask)
…for further information.

Remember, the fortune is in the follow-up.

Your goal is to establish a timeframe and a method for getting back together again soon.

cold contact B2B contacts

Often, you don’t even have to ask permission to contact again. If you’re offering real value, THEY may chase YOU


One of the best things about cold PMing is that you can have several conversations, at different levels, going on all at once!

cold contact B2B multiple screens open


Okay, Steppers!

This is it for this Step-by-Step: How to Cold Contact B2B using Facebook.

In the meantime I’ll challenge you to try these principles:

  • determine the exact audience you will be targeting
  • “like” the business so you can PM them
  • use open-ended questions to start the ball rolling
  • “pivot” at the correct moment to tell them your story
  • ASK for the permission to contact them again.

Need help on any of these five Steps? Put your Q’s in the comments.

Til then,

Keep Stepping!


The One Day Business Plan

Make Sales Copy Easy

The One Day Business Plan. I like the sound of that, don’t you?

This is actually less a “business plan” and more a sales and marketing plan.

But since the sales and marketing plan is an integral part of a business plan, and I’m going to argue that it’s the most neglected and least understood.

One Day Business Plan

Coffee, a tablecloth, a coupla hours’ work + some ingenuity. The ONE Day Business Plan

The sum and substance of the 24 Hour Business Plan is this:

SELL something NOW.

As in, right now.

Rather than dressing it up, take the most basic version of what you think you want to offer and… write an offer.

And put that offer “out there”.

A Good Enough Plan Now is Better than a Perfect Plan Later

Rather than a slick sales presentation, use a GEO: Good Enough Offer.

If the GEO gets sales, then you not only have a bona fide opportunity…  but you have two of the most valuable assets you can have:

  1. A little CASH in FIST and
  2. The market intelligence that tells you have at least some idea of what sells!

Go for at least three actual sales.

What are actual sales? Sales that DON’T come from your mom or your in-laws. Not from your friend that wants to “help you out”. Not the church group throwing you a bit of charity.

No, these need to be three for-real customers, that are parting with their hard-earned cash.

Because… you’ve made it clear that what you’re selling is worth more to them than the money they’re spending.

Use the cheap (or free!) platforms that are available to you. Offer something for sale.

To be blunt, but truthful… you oughtta  quit trying to do it perfectly; just throw some shit on the wall and see what sticks.


Okay, let’s break it down. What do you have to sell, and what platform should you use to put up your Good Enough Offer?


Products are physical deliverables.

From your used exercise bike (my favorite example) to gift boxes to donuts, products take the least time to sell.

If you have :

  1. Access to something of value and
  2. a way to communicate to folks that value that thing,

…you’ve got a business.

Know where to get 1000 paintballs for $20, and a group of folks accustomed to buying paintballs for $40? Yer off to the races! Buy boxes, ship boxes, collect the diff.

All you need to do is cultivate a buying list and you have a very NON-time-consuming biz opportunity.

Unfortunately, if you are making the product yourself it’s time-intensive anyway. But wherever you’re starting, use these easy ways to begin to market your product:

Platforms. Use your computer or your phone. List your stuff on Craiglist (or the Craigslist Pro app), eBay (or the eBayMobile app), Wallapop, LetGo, Etsy, Carousell, VarageSale, Decluttr. There might be some other apps or sites to use in your area or for your particular kind of product.

Also, for folks that sell products on Craigslist ya might also try NextDoor or Facebook neighborhood-based selling groups.

Words that Sell: Don’t feel the need to be fancy. List the item, the price, your contact info. Easy as pie.

If you can post a picture of the item, or preferably a picture of a HUMAN enjoying the product, that’s a plus.  Answer questions promptly and see if you can get PAID.

Follow Up. MOST of all business that’s done, anywhere, is repeat business. Yours or someone else’s. Make sure it’s yours; get the names and contact info of every customer so you can let them know you were thinking about ’em just before their paintballs ran out.


If what you have to offer is a service, you can usually make bank pretty quickly if your service is in demand.

One Day Biz Challenge

At first we used signs to advertise. Now Google serves up customers without charge—NICE! Learn more in the One Day Biz Challenge

If what you offer is local it’s possible to get jobs through Craigslist; some of my first dollars from screen repair came through that venue.

<==Also, signs do pretty well. My son and I made six and before we were finished putting them out, we got our first customer!

Let’s look at other ways to advertise your service:

Fiverr, Upwork, FiverUP, SEOclerk, Damongo, GIGBucks.

Zeerk works like Fiverr but pays commish the same day instead of after a two week delay.

Words That Sell: I like the R,T,O plan: list the (desired) Result, followed by the Time frame in which that result will be delivered, and as if reading your prospect’s mind address the Objection.


“Your lawn will be greener than any of your neighbor’s in five treatments even if you think you have a brown thumb”
“Get a job offer on Indeed  in two weeks, even if you think your resume is too weak”
“Lose 15 pounds in 15 days and still enjoy your favorite foods”.

Now, it should go without saying that you should be able to deliver in the promises written in these beautiful RTO models 😉

WOOP! WOOP! Profound statement alert:
{{{Words make people do things, especially things they already want to do.}}}
So learn how to write offers.


Know stuff?

If you know something that people are interested to learn, a great way to make a quick $100-$1000 is to offer a class.

Nothing like an event tailor-made for your market to give your business a shot in the arm

Nothing like an event tailor-made for your market to give your business a shot in the arm…

Most recently I used a Facebook event page to promote a ladies’ self-defense class.

11 participants X $45 = dang near five hundred bucks for a three-hour class.

I already had the location so the only overhead was a 24 pack of bottled water.

Now, it’s not bragging when you know you’ve done something good for someone else, that they coldn’t do for themselves, that you charged them for. It’s just good business.

Words make people do things, especially things they want to do.

Words that Sell:

The RTO formula isn’t the only template that works. I also like the “For… I will” copy that works so well for services on Fiverr.

It doesn’t have to be Fiverr, you understand; just list what you will do and for what price.


“For $5 I will write a romantic poem for your Valentine’s card”
“For $20 plus gas I will rent my motorcycle to you for six hours”
“For $100 I will design you a killer logo and upload it to all your social media properties”

Don’t Forget the Most Important Part of Your Business Plan

I mentioned it before in this post: the most important part of your One Day Business Plan is the followup after you get three honest-to-God customers.

With all these ways and means to sell, it’s easy as falling off a log to make a little bank. But remember, the money is NOT in your product. It’s in your market.

Making money afterward is even EASIER than the log drop if you know what you’re doing.

Here’s the most overlooked, underrated and most VITAL SECRET about making a business successful. It’s realizing that every single sale you make is an introduction. Every relationship you nurture makes you closer to financial freedom.

Yes, I’m talking about your customer listTHE most valuable asset any business can possibly have.

So when you make a sale, be sure to save the contact information of your buyer… and remain in contact.

It’s easiest to make a sale to an existing customer. Just give them more of what they already want.

BIG truth… It doesn’t have to be what you sold them in the first place. It just needs to be something they want.

If you deserve their trust, they will buy from you again.



4 Steps to Make Your Word of Mouth Advertising Blow UP!

In today’s two minute read, discover 4 Steps to Make Your Word of Mouth Advertising BLOW UP!
(uh, in a good way 😉 )
Heya, Steppers! Ready to do one thing that makes your business better today?
Woudja appreciate tne powerful strategy to make your word of mouth advertising go sky high,
…that makes everything else you’re doing to market your business better, or unnecessary?
Mm. Thought so.
==> Bullet list, first thing in the morn:
  • It’s really, REALLY important to get feedback about your business.
  • It’s critical to get postive reviews as well. 
  • And the lifeblood of new customer acquisition is having glowing testimonials from your existing customer base.
  • Finally, you gots to have word of mouth, dawg. Get referrals, your cheapest and best way to score more business
SO, my favorite Stepper…
Howza bout getting ALL FOUR ^  key pieces of effective word-of-mouth advertising, in one fell swoop?
“Wooohooo!” I hear ya saying. “NOW you’re talking…”
So one of my SS101 marketing clients is a chiropractor. Recently, we sent his patients a four questions survey. As a result he has 48 reviews on Google My Business, Facebook, and Yelp.
That pile of word of mouth advertising happened to increase his profits, even in the middle of a huge transition for his business.
All this because I sent ONE carefully worded email to his customer base, and had him follow an easy step-by-step…
(…and you know I’m all about those step-by-steps, don’tcha Steppers!)
Okay. So here’s how to get a huge pile of feeback,postive reviews, and glowing testimonials:
  1. Buy a gift. In my chiropractor’s case it was an Emerson 50″ HD TV, about $300.
  2. Send an email to your existing customers. Explain you NEED feedback, and that if they take a two-minute, four question survey they get their name in the hat to win the prize
  3. Put this four-question survey in SurveyMonkey (it’s free) and let the games begin!
Oh. At this point it might be good to tell you what the four questions are…
You’ll want to personalize them a bit for your particular biz,  but don’t complicate them.
Stick to just these four questions.
Here ya go:
  • What problem did you first call us to solve?
  • How did we solve it for you?
  • How did it make you feel to have this solution?
  • Can we quote you on that? 🙂 Would you post a review, and/or would it be okay to tell others what you said about our service?
Lookee. Feedback, reviews, and testimonials quick as ya please.
And sometimes this quickie contest leads to new business… referrals… as well.
And, BONUS! Ya might notice that each review/testimonial follows a template.
The perfect “problem-solution-feelings”  format, that lends itself perfectly to your copywriting.
Now, some critics of this method might say that you are paying for reviews.
(Uh, I’m thinking…yeah… soooo…?)
But the plain truth is that while you ARE kinda fishing for compliments, you will get valuable feedback from negative comments too. Which is perfectly fine.
Use that intel with the right frame of mind, striving to improve your service (or in some cases, to weed out problem customers… I’ve done that too). Just know that feedback, both negative and positive is vital to your biz.
Meanwhile, utilize that postive feedback, mmmk..?
Without stretching the imagination you can see that feedback becomes the basis for:
  • Discovering your niche and your USP
  • Testimonials you can sprinkle into your ad copy
  • Reviews that build credibility and visibility to your biz!
Can ya dig it?
Ah, but Grasshopper. Remember that wisdom without action is dead.
Your mission, should you decide to accept it, is to use the four questions method to populate your copy.
Word of mouth advertising is both the cheapest AND the most effective way to score scads of new bizness.
But you have to be purposeful about it, or the next guy will run you the h*ll over.
Let me know what you find out about marketing and improving YOUR biz with these simple steps.
Til then,
Keep Stepping!


Install Habits: Increase Success in Business and Life

Welcome back! In the last installment of this series, we visited the phenomenon of “ego depletion”.

Willpower has a limit. No matter how “Strong willed” a person is, there’s a breaking point where he or she reaches for the donuts, or the pipe, or the bottle.

Whatever YOUR weak point is… whether it’s procrastination (guilty!), temper, or your habits will always reveal it.

Now, this post is not going to be concerned with defeating bad habits.

That’s a post for another blog.

Instead, we’ll be going after developing the behaviors you want to have.

Why Install “Good” Habits?

As a serial entrepreneur, I’ve found that only a few key habits really matter to get a business up and running.

Among those habits:

  • A daily ritual of “you” time that refreshes and energizes you before the day’s onslaught of stress
  • A habit of connecting regularly with existing customers about their needs and getting feedback
  • Daily reading through the ads and marketing of people in similar markets (including competitors) to glean ideas
  • Testing every part of the sales process (the ‘funnel’) to detect bottlenecks
  • Tweaking ad copy to anticipate and answer customer’s objections
  • Documenting processes and procedures to save time in the future

Your own business will have its own set of important tasks beside these crucial, basic ones… but the more important thing with ANY task that you as an entrepreneur undertake is this:


So how does an entrepreneur make sure to do the few important things instead of the many urgent ones?

After all, owning a business may seem like one fire after another needs putting out, depleting you of the necessary willpower to do what’s needed every day.

How to Install Good Habits

Every New Year’s Day or right around it, we promise ourselves to do better. I’m going to eat right. I’m going to exercise. I’m going to take that risk. I’m going to… fill in the blank.

But by Valentine’s Day that resolution is a dry husk of nothing.

This is because of ego depletion… every decision we make, even ones that are in our own best interest… COST us something. And at one point or another we just decide the price is too high and give up.

How do we install automatic behaviors that don’t drain the decision-making tank?

How do we “stick” to a habit and make it part of our daily routine?

Introducing  the Tiny Habits Method

B.J. Fogg, a behavioral scientist dedicated to research about forming positive habits has a unique model.

There are three key components:

  1. Difficulty (perceived)
  2. Motivation
  3. Triggers

One obstacle to forming a habit is the target behavior’s (perceived) difficulty.

For example, if you don’t already have the fitness habit… going to the gym seems like an overdue visit to the dentist.

You imagine everyone making fun of you for not being more fit already.

You dread the effort of learning the newest exercise routine.

You think about how sore you’re going to feel… and haven’t even done a single crunch.

B.J. Fogg’s model shows that even with the best intentions, the perceived difficulty makes establishing a new habit hard potatoes.

It’s easy to slip out of the program when the perception is, “MAN! This is gonna be soooo hard.”

The second factor is motivation.

In my case, I recently suffered a stroke. I’ve got to change my diet, levels of stress, and other lifestyle adjustments. The motivation is HIGH.

But in the case of most 48 year old non-smokers in good shape… the motivation to change may not be as urgent.

If your insurance doesn’t think you’re at risk for a stroke, you probably don’t be that motivated to stick with the New Year’s rez.

The third factor is a trigger.

The trigger presents the reminder to do the behavior before it becomes a deeply ingrained habit.

Whether that’s as simple as putting your running shoes in the doorway, or as drastic as having a sponsor for your AA meetings… the trigger to DO a certain something at a certain time is crucial too.

The Fogg Behavior Model “FBM” does a great job of visually predicting whether your target behavior stands a chance of becoming a habit.

What Determines if You’ll be Successful at Starting a New Habit?

SO again: difficulty (perceived), motivation, and a trigger.

Respecting these three factors makes the job of installing a new habit a breeze.

I’ve been using the B.J. Fogg Behavior Model with pushups.

As part of my recovery from a stroke, physical exercise is a must. My goal is to get to 100 pushups, a performance level I enjoyed as recently as three years ago.

The problem is that I’ve let go my level of performance, and need to regain the habit of daily pushups.

The “willpower” method of installing the habit is destined to fail if I try to do too much.

  • Perceived difficulty of doing 60 pushups: HARD.
  • Perceived difficulty of doing FIVE pushups… much easier.

Next, the motivation: I recognize the necessity of being more fit, and know that it will help with my recovery.

Furthermore,  being successful at installing this habit will build confidence that I might be able to install other, just as important behaviors.

Motivation is often expressed as pain.

In my case, the pain of consequences is greater than the pain of change.

  • Motivation to recover the power of speech by physical exercise and other habits: HIGH
  • Motivation to be complacent and keep the status quo: LOW

Finally, the trigger.

B.J. Fogg recommends taking an existing habitual behavior and linking it to the desired, target behavior.

In my case… I brush my teeth most days 😉

That’s a perfect trigger.

The formula is: “After I brush my teeth, I will do at least five pushups.”


Now, here’s the deal:

Because I get off top dead center and do five pushups… often I end up doing MORE.

But it’s the (perceived) low difficulty and high reward, coupled with the reminder of the trigger… that gets me doing the habit.

Faithfulness to the habit is the hard part (which we just gave you a hack for persuading your mind to accept)… afterward, the habit keeps you going and hopefully, upward and onward to greater success.

I’m reminded of Jesus’ mustard seed example. He said that if you had the faith of a mustard seed, you could move a mountain.

Well, sometimes the mountain that needs moving is ME.


And rather than doing it one mountain load at a time… It’s easier and more likely to result in success if we start by planting one tiny seed at a time.

Okay, Steppers! Your turn: I want to challenge you to go to B.J. Fogg’s tinyhabits.com site and take the challenge to establish three positive behaviors that will help you in your business and in your personal life.




Tiny Habits to Double Your Effectiveness

Today’s Daily Success Step is “Tiny Habits to Double Your Effectiveness.”

Our behaviors are what determine our success. Yes, luck can play a part… so can the advantages and disadvantages imparted to you at birth. But in the end, it’s about actions that you take repeatedly that determine your outcome.

Every behavior you do can be classified in one or the other of three ways:

  1. Programmed, stimulus/response behaviors
  2. Habits
  3. Deliberate acts, often after careful reasoning and forethought

Now, 1) stimulus/response is how you came from the factory. Put a hand on a hot stove, “OW! That hurts!” Not a lot of delay, no real decision making, pretty predictable behavior.

2)Habits…well, I’ll get to that in a second.

3) Deliberate acts are interesting in the fact that there’s a finite amount of willpower that every human has. Folks that use “willpower” to make and stick to decisions a limited amount of “fuel” to do that.

This is a real phenomenon called “ego depletion“. Get this: if you were offered a tasty treat and refused, that same day you might skip your new class at the gym. Why? Perceived effort.

Maybe you had every intention to start that new workout class, but you used ‘willpower’ to resist the sweet snack. NOW the perceived effort to go to the new workout class is greater.

Because you already consumed some of your willpower juice…  there’s not enough to get you going.

Okay, so how does this impact YOU and your bottom-line profits?

Well, you know that there are a number of tasks that every entrepreneur needs to do.

And it’s like a chain… because EVERY link counts.

As an entrepreneur you know that some things are easy and hard. Some things are fun and some just have to be done anyway. It’s a necessary evil, especially when you’re small and can’t delegate tasks you don’t want.

Here’s where habits come into play:

The stimulus/response thing doesn’t require a lot of decision. You still might face ego depletion there, though… if there’s a tiger chasing you the stress consumes willpower juice same as a really tough decision.

But HABITS… habits don’t consume any willpower points from your available cache at all. It’s… habitual.

SO that’s what I what to encourage you to do: take the most important, profit making actions that depend on you to do and do well, and find a way to turn it into a habit. When you do, you’ll experience a freedom that’s unparalleled.

It’s automatic.

Now, you might need to make decisions now and and then, and that’s a gooood thing. You’re not a robot.

But whenever you really need the willpower juice to make those decisions, you’ll be better equipped with a non-depleted ego.

I dunno who said it, but I read somewhere that a habit is a relic of a decision made long ago.

For the next DailySuccess Step, we’ll look at how to install those habits, so they work for you instead of against you.

See you then!

Keep Stepping,



Side Hustle to Full Time Income, Part THREE: Always Look for the Next Step


Taking your “side hustle” to that hallowed place where it replaces your full time income… is accomplished by a series of uncovering sources of new clients, while doing a great job serving your current clients.

Business books talk about this in theory all the time. Actually doing it has a cumulative effect.

Just stack the work you did yesterday, on top of what you did the day before… by staying faithful moving forward you can eventually build an empire.

Another Report of Mobile Screen Repair’s Progress on Shoestring101

In today’s post, I’ll walk you through an actual, evolving Shoestring business that started with the goal of making an extra thousand bucks a month.  We started it while you were watching… and have kept it going this whole time.

After faithfully following the Shoestring101 marketing principles day after day, it now grosses three, four hundred dollars a day most weekdays. Even more on weekends.

More importantly, this simple business promises to do much, much better than that. Very soon.

Many folks say, “I’ve got twenty years’ experience”, but what they really mean is that they have one year of experience, in which they’ve done the same old, same old thing every year–twenty times in a row.


Step by Step: “Side Hustle” to Full-Time Income

You’ve been watching the story unfold with my screen repair business.

At first, it began as a challenge I took on this very site, saying that I could start with less money than an evening out to dinner and a movie… and turn it into over a thousand dollars’ profit in 30 days.

Getting Off Our ASS and Getting the Word Out

The first iteration of our marketing was to buy signs.

At first we used signs to advertise. Now Google serves up customers without charge---NICE!

At first we used these cheap signs to advertise. Now Google serves up customers without charge—NICE!

Six signs cost $62.66 and we put them in busy intersections.

The fact that we already had a great USP… “We Come To You!”… caused the phone to ring before we had all the signs out.

But our journey didn’t stop there.

Because along the way we figured out how to force Google to send us business for free.

Side Trip – An Accidental Discovery Grabs PILES of Bizness

We learned about all the free online places to post the service: Craigslist, Facebook, Facebook Pages, Facebook Groups, YouTube, Fixr.com, Yelp, Google+, and using Fiverr to post to dozens of free directories.

This led to the accidental discovery of how to get local SEO juice, even when you don’t have a website!

I have a whole article on how to force Google to give you multiple front page listings for free in your local area.

I want you to finish reading THIS post, but by all means right-click on this link to bookmark this other powerful post to read later:

If you have a local business you can’t afford to be without this powerful way of getting on page one of local search results without paying per click.

This ^ was the next iteration for both my screen repair and my martial arts studio: getting leads and clients for FREE from Google.

But that’s not where we stopped.

Finding Barrels of Fish to Shoot: Multiple Customer Avatars

Now that the unpaid advertising had taken over (I haven’t really used any form of ‘paid’ advertising for two years) we started to dial it down to focusing on specific customer avatars:

  • Real estate management companies
  • Realtors
  • General Contractors
  • Roofing Companies

In other articles here on Shoestring101, you saw where I targeted these specific customers.

When a real estate management company started using us as a preferred vendor, I went to Melissadata.com and purchased a list of all the other local real estate management companies. Cost around six bucks… then just a few phone calls later we started to fill our dance card.

So real estate management was one category of client to appeal to. But after enough real estate agents called to get an ugly screen door fixed as a cheap facelift for a house they were selling, we got the picture and started to target real estate agents.

Read on to see the practical application of one of my central ideas

Sacred Cow Slaughter: Business Cards are a Waste of Money

Elsewhere I’ve written about the utter uselessness of printing business cards. A much better practice is to get the other party’s card! True story: Mobile Screen Repair had its first $500 profit day before I ever had biz cards made.

It’s kind of a crapshoot, really, to give someone a card and hope that they’ll call you.

Can you imagine if, instead of getting a girl’s phone number… you just handed her your own contact info? Might work once in a blue moon, fella… but I wouldn’t count on it.

Yes, at one point or other it may make sense to you to have business cards made. But in my thinking it’s one of the last steps in marketing, not the first. Go ahead, make ’em up if it makes you happy… but realize that biz cards are for repeat business, not for getting it in the first place.

Case in Point: Instead of Handing Out Your Card and Hoping

Now, if you want to score business for real… here’s what I advise to do instead of handing out your biz card like snowflakes.


To truly generate new business and bottom line money, get their contact info instead. Leverage THAT into something much bigger. Here’s an example of how that might work:

An agent from “the Platinum Group” asks for my card, says he’ll hand it around at the office.

Now, most folks would give him a handful of cards and stop there.

Instead, I asked for HIS card…

….”liked” the brokerage he works for on Facebook…

…giving me the ability to instant message with their social media person…

…which invited me to come in and put flyers into the personal mailbox of each of 45 agents.

Some of which I was able to hang and chat with…

…and guess who made it into the company’s “Trusted Vendors” little black book? 😉

Now when an agent has the screen problem… that I can solve… they look me up in their own book.

Does that beat the living snot out of handing a single agent my biz card, yes or no? 😎

Yet Another Customer Avatar

In January this year, you wouldn’t think I would be busy repairing screens.

But a general contractor was doing a lot of repair work for an apartment complex after a hailstorm. Roof, paint, even plants needing replacing.

Oh, and screens.

After doing 120 screens in the first week of January, we figured we just might be on to something with this working for general contractors thing.

So again we hop over to Melissadata.com and get a super-affordable list of general contractors to call on and offer our services.

More than Lather, Rinse, Repeat

So, my very favorite reader… Seeing a pattern here?

We haven’t just been sticking with the “one year’s experience, repeated twenty times”.

Instead, we’ve been striving to find new and creative ways to find lots and lots of customers, while continuing to use the old ways as well.

We’ve been expanding iterating and evolving the process of finding customers.

Or making it easy for them to find us.

So what’s the next big step for Mobile Screen Repair, the pet project of Shoestring101?

Leveraging Relationships: The Next Big Shoestring Step

SO to tell you the next iteration that mobile screen repair will undertake… I’ve got to tell you two quick, seemingly unrelated stories.

First: one of my screen repair customers asked if I had a ladder, and would I be happy to help him replace the “window bead” that a hailstorm recently damaged along with the screens?

I agreed and he showed me the trade. Not hard, really: just pull out the old window bead, use it as a template to cut and shape a new length of window bead, and snap it into place.

Oh, you don’t know what “window bead is?”

S’ok. Neither did I.


window_bead_repair_colorado_springsHail Damage to Window Bead Repaired $10

So, it’s this stuff that surrounds the outside of a window.

Remember how I told you we discovered a way to get free Google juice and get listed multiple times on the front page of search results for local business?

Well, it doesn’t do you any good to have a kickass system to qualify for keywords… if you don’t know what keywords customers would even use.

SO at first, it seemed that a side service by Mobile Screen Repair was not gonna happen.

Okay, end of first story. Here’s a second:

Another customer told me that just a few weeks before a big hailstorm, he’s on a golf course… and meets the fella that owns the roofing company …the one that happened to refer me.

That roofer gave my customer a business card (wait.–maybe this will undermine my ‘no biz card needed’ assertion earlier– awww, too late) and promised him a 5% referral fee if he got any business for him.

Anyhoo, immediately following the hailstorm… our hero, my customer, goes up and down the street in his (fairly affluent) neighborhood and scores the roofer 21 jobs!

The roofer honored the 5% commish agreement.

That put tens of thousands of dollars into my customer’s pocket.


A Tale of Two Stories

SO these two stories were the germ of my next big move for Mobile Screen Repair.

On the one hand, I’m thinking to expand from just repairing hail-damaged screens into repairing “window bead”… but dunno how to qualify for something most folks wouldn’t search for…

On the other, I’m thinking how awesome it must have been for my customer to pretty much drop a name 21 times and get a five-figure payday out of it.

When the confluence of these ideas hit me.

Since getting new biz from the internet is a breeze for me, due to the hacks I’ve learned…

…and since at least one roofing company (that I already happen to work with!) seem to be okay with a finder’s fee…

….why not simply qualify for the keywords, “hail damage” and grab both markets?

To quote His Sheldon-ness:


The Next Big Step for this Shoestring Stepper

Stepper, that’s my next big gambit.

Not shabby for a business we started (while you were watching) for $62.66.

I don’t know how this idea for growing it to the next step will perform… if at all.

I DO know that keeping your ear to the ground and looking for ways to leverage your business relationships is the way to keep growing.

Who knows? Maybe soon Mobile Screen Repair will be the Mobile Hail Damage Team or some such.

Or this idea may fail miserably and I’ll have done a bit of work, qualifying for keywords but without a payoff.

Awwww, durn.

Either way, you heard it here first.

Whaddya think, guys? Will this strategy of directly grabbing customers that have a need for hail damage to be repaired, and funneling referrals to other professionals work? Or will it be a gi-normulous flop?

Leave me your thoughts in the comments section.

Til my next report,

Keep Stepping!


Side Hustle to Full Time Income, Part TWO: 10X Your Business

Use Shoestring101 Techniques to 10X Your Business

So, as ya might know, one of the businesses that I document here on Shoestring101 is a come-to-you window screen repair service. I started it as part of a 30 Day Challenge to go from 0 to $1,000 per month.
$1,000+ profit (we took $1195) in the first month is a good proof-of-concept. Of course, the low four figures per month isn’t how you quit your job; but 10X your business and now we’re talking. You can read about this side hustle’s inception here, and its first five figure month here.
One of the reasons we were able to grow this little side hustle into a full-time income was using the Shoestring101 principles and techniques. Today’s post is about a recent application in the screen repair biz of the Shotgun/Laser technique.
Today’s the day I drop off my marketing message. I’ll let you know how it goes in the weeks to come.
(Whaaa? You say you DON’T KNOW the Shotgun/Laser technique? Do you hate puppies?
Go to this blog post immediately after reading this email and  learn to easily 10X your business)
So here’s how the story goes:
A recent client that called me was a Realtor; the sale of his client’s home was being held up.
The home inspector wouldn’t pass it until the screen door got fixed.
What would a normal businessperson do?
  • Show up; do an excellent job, charge a fair price.
  • Give the client a stack of biz cards, say, “Thanks, and please refer me to your friends”
  • Rely on chance and that guy’s good will to promote their business for them
What does a Shoestring101 kind of guy do instead?
He employs a variation of Shotgun/Laser technique:
  • Show up; do an excellent job, charge a fair price.
  • Get a biz card from the client, find out what you can about him
  • …and use that intelligence  to reach every single one of his buddies, on purpose.
Hey which one of these approaches do you think will get you more paying customers?
So here’s what happened.
  1. Showed up, did a great job.
  2. Got the Realtor’s card.
  3. He works for “The Platinum Group” Real Estate Agency.
  4. “Liked” The Platinum Group on Facebook.
  5. Now I can message whoever is in charge of their sosh media!
Here was the message I sent:
Chat Conversation Start
MAY 3RD, 4:59PM
Hello! Message for admin: Are you the appropriate person to contact about getting this message to the rest of your agents? One of your agents, (NAME) recently used my service, which is on-site window screen and screen door repair. Often a home inspection turns up this problem. Let the sale move forward by handling this detail in one call. 719-360-9559
MAY 5TH, 11;37AM, 4:59PM
Hello. Thank you for your message. If you would like to bring brochures to our office we would be happy to distribute them to our agents. We have 45 mailboxes. Thank you and have a good day.
Whaddya think, Stepper?
You know that most bizzes grow their base by repeat and referrals.
But it’s okay to build your business on purpose, too… eh, whaaaat?
In the first few sentences of this blog post I promised the Shotgun/Laser technique could 10X your business… and that’s by no means an exaggeration.
Let’s see how I justify claiming that you can multiply your business by TEN, just by employing the Shotgun/Laser technique:
SO I showed up, solved my client’s problem by fixing the screen door. That’s $49 in my pocket, took $3 worth of material, and about 15 minutes to finish the job.
Imagine if I had handed my Realtor client five business cards. Assuming that the stars align and he does remember to give them out to others in his office, that’s still only four or five potential clients I’m reaching.
But you just saw my invitation ^ to put my marketing message directly into the mailboxes of 45 agents.
And each of those agents stands to have at least one sale this year… that’s being held up at inspection… because of a stupid screen door or window that needs repairing.
The minimum service call that we do is $49. Two weeks ago my son and I did screens at a house totaling $505, but let’s use the minimum numbers here:
Say that of the 45 Realtors that get my letter, only one in four give me a call, ever.
And each of those eleven Realtors only needs me for the $49 service, and they never call me again.
That’s $49 X 11 = $539 worth of business.
All this for sending one text…
…making 45 copies of my sales letter…
…and hand-delivering it to The Platinum Group when I’m in the neighborhood.
How’s THAT stack up next to “Here’s some cards… will you please hand them out to your friends?”
Snicker, snicker.
Now I know that printing up some business cards is one of the first things most folks THINK they need to be in business. I say it’s one of the last.
Truth be told… I actually didn’t even have cards made for my screen repair business until after we were doing $500 profit days.
No joke.
Kurt, this is only one out of piles of variations on the theme of Shotgun/Laser.
If you haven’t read my book or any of the articles I’ve done on it, you and your business deserve to know how you could be doing 10X as much business, with very little or no advertising expense.
D’ya think it might be worth your while to explore that teeny tiny detail?
If you think chasing your tail and spending piles of money to get just a few paying customers is for the birds, and want a silly-simple fix to 80% of your marketing problems,  go to this blog post immediately to learn more about the history and application of the Shotgun/Laser technique.
Oh… and take a jacket. You’re about to learn how to “make it rain!”
Keep Stepping,

Take Your Side Hustle to Full Time Income, Part 1

side hustle to full time income calculator

I got an email from one of my Subscribers: “I have a side income  and a full time job. I would love to just do my business, but can’t afford to ‘quit the day job’… yet. How do I take my side hustle to full time income?”

This Subscriber has a small biz on the side and it’s doing okay… but not near enough to live on.

But that’s a happier situation than you might think…

Congratulations, dawg. You got past the most important hurdle: “validation”.

validate to side hustle to full time income

“Validation” – proof of concept for a business- is the hardest part. After this it’s kinda like lather, rinse, repeat to scale from side hustle to full time income…

Validation is the stage where you determine if a business idea can actually make any money. You do this by actually attempting to make sales and figuring out what works.

So guess what. THIS post is NOT going to be about validation. You can find examples of that in three places here on Shoestring101, or go to my very favorite work on the subject: “Will it Fly?” by Pat Flynn.

Who’s Talking About How to Take Your Side Hustle to Full Time Income?

There are plenty of resources encouraging people to start their own business. Think 4-Hour Workweek by Tim Ferris, or The $100 Startup by Chris Guillebeau.

And there are countless other resources teaching how to manage an existing business, better. For example, The E-Myth by Michael Gerber, or Duct Tape Marketing by John Jantsch.

But there aren’t many guides for navigating the no-man’s land in between… the exact, clear steps to take the aspiring entrepreneur from:

more orders than you can handle to scale side hustle to full time income

More orders than you can handle will scale your side hustle to full time income. It’s a problem, but a much BETTER problem to have than no orders

“Hey, cool! Somebody actually bought one of my widgets!”


“Holy Order Fulfillment, Batman!

…How am I ever going to deliver all these dang widgets?”


Too often, great ideas die on the vine because the entrepreneur has the “side hustle” up and running… but can’t afford to take the leap from part-time to full-time.

If he (she) quits the “day job”, there will be too much demand to pay the bills, and too little time to get up and running from side hustle to full-time money. It’s a lot of stress when you have a choice between growing the biz and paying the rent… so I recommend the following steps if you think you’re ready to go full time:

Take Your Side Hustle to Full Time Income, One Step at a Time

SO you’ve started a small biz venture and it’s making a little  bit of money. You can’t afford to “quit yer day job”… just yet.

BUT..! You don’t think it’s possible to grow your business to the point that you can live off it alone, without devoting full-time effort to it, either.

Catch-22… or is it?

The first step to freeing yourself of being a wage-slave and becoming your OWN boss is to determine what that really looks like.

Begin with the end in mind. Start with your goal, working BACKWARDS to take side hustle to full time income

Begin with the end in mind. Start with your goal, working BACKWARDS to take side hustle to full time income

Depending on what stage of life you’re in (full-time student, single, newlywed, new parent, kids and a mortgage, empty nester, retiree) there are different challenges facing you, time- and expense-wise.

You’ve got to take your target income and work backwards.


  • all the expenses of producing your widget or delivering your service…
  • and how much you’re able to sell it for…
  • you’ve got to crunch the numbers and arrive at how many customers you’ll need

After you have your “Freedom Number”, it’s simply a matter of working on your self-sustaining marketing funnel.

We’ll talk about that ^ in Part Two of this little series.

So,  compute your “Freedom Number” first. Fortunately, I’ve got a little tool that does just this. It’s called the Side Money Blueprint Freedom Calculator and it’s FREE to folks on my email list.

side hustle to full time income calculator

The Freedom Number Calculator will tell you how many customers you need to quit your day job.

In case ya missed it, ^ that was just one more bribe erm, REASON to join the SS101 email list. Run, don’t walk… okay, click and get yourself added. Then ping me by replying to one of my emails with “Calculator” in the subject line and I’ll send it to ya free.

Take Your Side Hustle to Full Time Income the RIGHT Way

Lots of folks would love to monetize their hobbies and interests to the point that the hobby pays YOU, instead of the other way around. And it is possible.

But there are hazards.

Having done this (taken a side hustle to full time income) three times, with three very different kinds of businesses, in three different decades

…I’m going to say something that may not seem obvious to the entrepreneurial spirit. Here it is:


Please. <====!

Going from part-time to full-time is really very simple once you understand a few principles about scaling your marketing and delivery. But without responsible accounting and money handling you can get yourself into serious trouble.

Hear the voice of experience:

It’s very tempting to look at all the money coming in and think that it’s, um… YOURS.

keep money separate after you take side hustle to full time income

Make sure that you and any partner(s) you have understand to separate business money from personal

Wife #1 didn’t get this. Check it: in the late 90’s, with over $13K/month coming in (and only $4K in expenses), I still had a car repossessed. This is because we didn’t communicate effectively with each other, and because money that wasn’t ours got spent before we even got it… making mess upon check-bouncing mess.

You HAVE to understand that gross does not equal net, and understand it on a GUT level.

And any partner of yours needs to understand that too…

The conflict over this was one reason for the failure of my first marriage. My ex-wife didn’t understand that five figures a month coming in was not a license to spend, spend, spend. And I didn’t understand how to make her understand, so I took her name off all the checking accounts.

This factor was a big one contributing to the end of my first marriage. And, yes, I might have handled things much better… not pointing any fingers because  three end up pointing back at me.

But, my point for you is that if you start making booo-kooo money, but don’t have the tools or mindset to manage that money properly, it will be nothing but trouble for you.

So start learning NOW to handle it when you start getting big paydays.

The best way to do this is to plan to take a salary from your business equal to what you’re bringing in now from your “day job”, at least until you have 3-6 months of expenses saved up.

THEN it might be okay to negotiate a raise to your level of lifestyle.

I tell you, if you leave this step out and you’re broke now… you will STILL be broke… only ‘broke at a higher level’… when you start raking in lots of cash.

Learn discipline and don’t spend all you make. The business money is separate from the personal money, which you pay yourself in the form of a salary… until you are BEYOND “stable” and finally thriving! Then it could be time for a vacation- a PAID-for vacation (no borrowing! save for it instead).

And don’t forget about taxes.

Okay. Rant complete.

Next Step to Take Your Side Hustle to Full Time Income

Make it rain. With the right application of marketing, message and media you can scale your part time side hustle into full time income

Make it rain. With the right application of marketing, message and media you can scale your part-time “side hustle” into full time income

Okay, so I’ve cautioned you to:

A) Start at the end… your desired income… and work backwards to find out how many customers you’ll need to scale to full-time, and

B) KEEP your fuh-reakin’ business money and personal money SEPARATE.

I think now it’s safe to give you the next step:

C) Decide what kind of customer you want more of.. and find out where they’re hangin’.

If you’ve been side-hustling for a while now, you have probably come across at least one sweetheart client. A customer that buys easily without trying to talk you down in price… is a pleasure to deal with good, honest feedback but no whining complaints… is ecstatic with your product or service… gives you raving testimonials… and refers you new customers.

You’ve more than likely also picked up a troll or two 😉

Now it’s time to do two things:

  1. Build an “Avatar“… an imaginary profile that’s a composite of your favorite customer(s) ever
  2. Conduct a survey of all your existing customers to find out exactly how they found you, what they love about your business, and most importantly how you can reach more of them

This ^ is market intelligence, which will help you design both your message and your medium for the marketing campaign that will take you to full time income: your self-sustaining funnel.

I’d love to tell you what questions to ask in that survey, and what a self-sustaining funnel is and how to construct one (both online and offline), but, uh…

…just look at the time.

We’re 1400 words into this thing and I wouldn’t want to ramble, now would I? 😉

Watch this space. On May 1st we’ll unpack the “Avatar” idea and show you examples of self-sustaining funnels. Imagine advertising for free… or even getting PAID to advertise… unleashing a supply of leads only limited by how many you can serve at a time.

side hustle to full time income calculator

The Freedom Number Calculator will tell you how many customers you need to quit your day job.

Meanwhile, subscribe if you haven’t already to my daily, military-grade marketing tips and ping me on email to send you your “Freedom Number Calculator”.

Keep Stepping,