The Typical Process of Reaching 100k/mo with an Agency Offer
In this instructional video, Daniel Fazio explains how agency owners can scale from modest revenues to $100K‑plus per month by (1) accelerating client acquisition and (2) building systems that allow them to handle five times more clients. He defines authority as the market perception built through case studies, social proof, and parasocial relationships, and shows how higher authority enables higher pricing and risk‑reversal tactics such as guarantees and performance‑based pricing. Fazio outlines the three universal acquisition channels—content/organic, outreach, and paid ads—detailing platform‑specific strategies for YouTube, LinkedIn, X/Twitter, and Instagram, and stresses the need for repeatable, systematic execution. He then introduces a bottleneck‑analysis framework (sequential “boxes”) to map every step of a service delivery or lead‑gen process, identify throttling points, and assign each box to humans or AI to increase throughput. A concrete example of hiring a videographer to eliminate the filming bottleneck illustrates how delegating tasks raises output. Throughout, he promotes his “Client Ascension – AI Assisted Agency” program, which provides playbooks, live coaching calls, and a private community to help agencies implement these frameworks.
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What is the typical process of reaching $100K per month plus with an agency offer? So I've worked with probably a couple thousand people at this point inside of Client Ascension on kind of one-on-one coaching-esque basis. And I've obviously seen a tremendous amount of people get stuck between— I don't know, it could be $5K a month, could be $20K a month, somewhere around there. And it's normally pretty difficult for somebody at that level to conceptualize what even needs to occur to reach numbers like $100K a month or $200K a month or $300K a month. Because you're probably sitting here thinking, like, How many more sales calls would that be? How many more clients would that be me servicing? And it's obviously a tremendously higher quantity than you're currently servicing right now. So we got people like Tyler with a $700,000 exit, $650K a month, $400K a month. And what is the difference between these people and those people who are sitting at maybe like $30K a month or $32K a month or $30K a month? Like, what is occurring for these numbers to happen at all. And that's what I'm going to talk to you about inside this video. So if you don't know me, my name is Daniel Fazio. We've made about $33 million across agency offers, info, and SaaS. I'll put screenshots here just so you can see it real quick before we get into this. The probability that you get results like this is pretty much close to zero. I don't want to make it seem like, oh, this is an income claim for you that you're going to get results like this. You probably won't. Very small percentage of people who are able to successfully do this. So there's 2 things I want to talk about today. The first is accelerating client acquisition, and the second is even being able to handle 5 times more clients. And these are the 2 topics that we're going to talk about today. So the first one we're going to start with is accelerating client acquisition. Well, there's 2 things I want to talk about. First is authority. Now, what is authority? What this is is your conception of how somebody sees you in the market. And this is normally derived via case studies. So like, what did I just show you when we started this video? It was a bunch of case studies of results of my students. So what does that mean? I also showed you authority in terms of here's us making $33 million across this offer, this offer, this offer. So now if you've never seen me before, you may now have an inclined conception of me As a figure of authority. Now compare it to that if I'm just some random dude who didn't have any of that at all. And there's obviously other subtle things involved in this. Like for instance, you see the background here and there's like a bunch of high-rises. I'm clearly got this Vibor, which is like $4,000 or something like that. And if I switch over to this camera over here, now you see that there's 2 camera angles. Now what would that mean? It means I at least have 2 expensive cameras and I probably have a videographer behind me who's handling this, which is exactly what I'm doing. And you might see how many YouTube subscribers I have, which is like, I think 34,000 or something at the time of this filming. And then you might Google search me and you'll find my LinkedIn, you'll find my X/Twitter, whatever. Maybe you'll find my Instagram. Maybe you'll click on one of my links in the description and then you'll start getting my ads. And then you're gonna continuously see me over and over and over again and develop what's called a parasocial relationship. We'll talk about that later. But primarily to scale, you need to substantially increase your price. So I imagine that when you've signed your first client or your first couple of clients, is probably on some kind of pricing arrangement that is more in favor to the buyer than it is to you. But like, why is that? And it's fundamentally because like, yeah, yeah, yeah, you have to think of like, it's almost like you're the ugly duckling. You know what I'm saying? Like the demand for you specifically is not as high as it could be. So as demand goes up, that means price goes up. Will also go up given a finite supply of something. So for instance, if you— how would you increase your demand for you specifically? Let's assume that the market is fixed. There's some amount of people selling Meta ads as a service, whatever. That's probably— maybe that's your service. You could sell anything. It doesn't matter. But how do we— if we can get people to increase the demand for you specifically, that would result in the price of you going up. So fundamentally, what we're talking about here in authority is how do we use authority to increase the demand for us specifically so that we can increase the price? And this isn't always like an absolute amount of price because you might have something where it's like you may be using guarantees, you may be doing stuff like performance-based pricing. So what this means is like if the demand for your service specifically goes extremely high, You may be able to remove a guarantee and still be able to sign clients. But you've probably heard me say in other videos, well, Daniel, you always say to use a guarantee. And why do I say that? Because that will also increase the demand of your services in the absence of authority content. But then you might be saying, well, Daniel, what if I also have authority content? I also have a guarantee. To which I would say, well, then that would substantially increase the total demand, to which you could probably charge even significantly more. And that's exactly what we do. For instance, if you go to the program that we have, AI Assisted Agency, you will find 2 things. One, there's a shit ton of case studies, and 2, there's also a guarantee. So what does that mean? It means that our demand for that specific product is extremely high. Now, what happens if you have zero authority content, you have zero guarantee, you have zero risk reversal for your product in any capacity? What it means is that your price is going to be low as fuck and you're not going to be able to command particularly high prices. You get what I'm saying? So fundamentally, the way The way this works is when you sell a service, a client is interested in making a return. That's all it is. They're trying to make money. So how is that expressed formulaically? I'm literally going to give you an equation to do this. So you have expected return divided by risk. And you want this number to be as high as possible because when that number is as high as possible, what that is literally saying is the amount of return that I am going to get by buying this product or service for you is high per unit of risk that I need to incur. So what that means is we need to make this go low and make this go high. So we need to do 2 things here. We need to make the client believe that the expected return that they're going to get is high and highly probable, and the units of risk that they need to incur is low and low probability. So how is that done? So earlier we talked about case studies. When you have case studies, what that means is, for instance, if you have a case study where it shows this guy made $650,000 per month working with us, that probably makes you more comfortable in my ability to coach you and consult you on the success of your business as opposed to if all my case studies were this guy hit $5K a month or this guy hit $10K a month, right? It makes you— The quantity of case studies that exist, if I have like hundreds of them, then it's gonna make you more comfortable and expect a higher rate of return as opposed to if I had 1 or 0, which a lot of you guys might have. So that's what you need to do. Now, again, there's some specific set of you who just don't have any case studies at all. So what we need to do instead, in order to, again, remember, make this number go up, is you need to reduce the units of risk. How do we reduce the units of risk? Well, we talked about before, you have a guarantee or you work on a performance basis. And you've watched a ton of my stuff about making cold traffic offers. You've probably heard me talk about that. Again, I need to reiterate it one more time because I am, promise you, objectively correct on this. If you use a guarantee or you sell your stuff on a performance basis, you're gonna get a tremendously shit ton more people who are interested in it. And this is particularly important if you don't have case studies. Why? Because of this equation. This is how it works. And if you've ever been into investing, and I have a finance degree, what this means is what this is actually, this is an actual expression in investing. It's called a Sharpe ratio. What that means is what is the expected return I'm going to get on a stock in comparison to the units of risk that I incur? Now over there, risk is formulated by variance of the stock and like how volatile it is. But this is just perceived risk from the client. Is this making sense? Because it needs to make sense to you because it's super important and it fucking works. So how else do we increase authority besides case studies? Well, we talked about this earlier and I said I was going to talk more about it. Parasocial relationships. Okay, what is a parasocial relationship? This is when somebody has a relationship with you and you don't even know they exist. So for instance, if you saw Leonardo DiCaprio walking on the street, you'd probably want to take a picture with him. You like him. You know him. You like him. You trust him, perhaps. He doesn't know who you are. That's a parasocial relationship. And that's because you've watched a ton of his movies and you derived enjoyment from his movies. He literally gave you something, entertainment, without him even knowing you exist. That's what content on the internet is. That's like literally what that is. So for instance, a specific set of you guys watching this right now, You— some of you may have watched like legitimately 30 hours of my content already. What that would probably mean is that you have a parasocial relationship with me. Now, you've heard me talk about this as well. And there's cold traffic and there's warm traffic, right? And you probably heard me say the phrase cold traffic offer, warm traffic offer, right? So a cold traffic offer would typically be something like, I'm going to get you this specific result. And if it doesn't happen, I'm going to give you this risk reversal. And here's a bunch of results that I got for other people doing it, right? And what that would mean is you could probably sell that to cold traffic. And I, I've obviously talked— I'll leave links in the description to the videos to learn more about cold traffic offers. But there's the 4 pillars of cold traffic offers, and you can watch those videos if you want to learn more about that. But then you have warm traffic offers, and the example I've given of this is, for instance, I sometimes sell 1-hour consulting calls and they're $1,500. And a lot of you guys will go to the links in the description and you will literally purchase that from me. OK, what would happen if I was advertising a cold traffic offer where it's done for you, it's new money, it has a guarantee, and it has a bunch of social proof versus I sent them to danielfazio.io, which is the 1-hour consulting calls? Do you think that would work? That warm traffic offer would work advertising that to cold traffic on Meta ads or YouTube ads? And the answer is absolutely not. You get what I'm saying? So what this means for you, normally what you're actually trying to do in this and building a parasocial relationship is it's almost as if you're just turning cold traffic into warm traffic, which is what you should always be attempting to do. Because the amount of content that somebody consumes for you, it's going to increase the probability that they purchase something for you. Why is that? Because of this, because of parasocial relationships. That's literally why that occurs. Okay, so what kind of content typically, 'cause a lot of you guys watching this, you're probably selling some kind of agency offer, some kind of coaching or consulting offer, like where should you make content? And what I've anecdotally found myself across all the people who I've got case studies for and personally my own business, this is typically the tier list of what we see working. So YouTube is 100% absolute king, and this is across agency done-for-you offers, info offers, consulting offers. Software offers like literally everything, YouTube is the absolute best. And you have to like imagine why that is. If somebody's watching a long-term, long-form YouTube video that's educational in any capacity, compare that to the kind of person who's just doom scrolling Instagram Reels or TikTok. Like obviously this person is gonna be more highly invested into the education of themselves and take personal responsibility over the results that they get in their life. You get what I'm saying? Okay, next. For done-for-you offers, what I'm finding work very well— so like agency offers— is LinkedIn. Now typically what's happening over here on the LinkedIn side, you're doing outreach to people in your target market, like the connection request with a note and in-mails and posting content simultaneously at the same time. Now you can also do this thing where you buy a bunch of verified profiles and get a shit ton of those, and then you like systematically do like thousands of pieces of outreach per day. And that's one thing we find. Twitter/X. This is a little weird. It's almost better for software, but it's like you can obviously sell consulting and done-for-you services on it. But I've typically found that Twitter is more like a partnerships type thing where it's like very highly sophisticated people on Twitter. So it's almost like you can't really sell them coaching or info. So you got to be like, You got to be very strategic about Twitter. Now also, Instagram is good, but only for specific kinds of offers. Like, I'll give you, for instance, if you sell like a trading biz op or something, it's probably going to rip on Instagram because it's like fundamentally for retards, right? So also like relationship stuff will work very well on Instagram, like that kind of stuff. But it's like if you have like a normally like, oh, like a content offer may work well on there, but then you would need good content yourself. It's very finicky. I've never personally got good results with Instagram, only Instagram ads, not Instagram organic. However, if you follow my Instagram, daniel.jf1, what you'll probably find is that's the profile I run a lot of ads from. And if somebody goes to that, it's normally clips from my YouTube being posted. So what is that? Like fundamentally, what am I doing there? Like let's revisit this. So I'm sending cold traffic ads running from my profile, and I happen to have shit on the profile in order to turn them warm. And I read some study one time, it was something like 70-some, I don't know the exact number, 70 or 80% of people who clicked an Instagram ad clicked the profile that the ad was running from. So I found that very interesting, so that's exactly what I did. I started posting like clips and shit on my Instagram 'cause I'm running ads from the profile, right? Now real quick, you might be thinking, well Daniel, if I'm gonna make YouTube content for instance, that's gonna mean I need to make videos for 3 or 4 straight years and have 30-something thousand subscribers and get a couple thousand views per video just like you. No, wrong. So I'm going to impose some screenshots over here and you'll see Oliver who said, update on this, closed my first do-it-yourself package at $5K consulting. I have 70 views this month. He got $15K cash collected from YouTube. Again, that's 70 views on YouTube, right? I have another one I'll put here. This is Andre who said, closed my first client from YouTube recently while I had 17 subscribers and the video he saw had 15 views. Get what I'm saying? OK, so if we're visiting the full topic of this video, it's accelerating client acquisition, right? So literally, what does that mean? So it's like if we took all this stuff that we were just talking about, like YouTube, LinkedIn, Twitter, Instagram, what this means is that you need to create a system around it, right? So let's recap this real quick. There's only 3 ways to get clients. And every single strategy or whatever or method or tactic is going to fall within these 3. Right? You have content or, or organic, right? So like referrals would fall under content or organic, right? You have outreach and then you have ads. Those are the only 3 possible ways you can acquire clients for any product or service whatsoever at all. There's literally nothing else. Anything is going to fall within these 3, right? So what does this mean? It means that you need to find some method or strategy within one of those that works repeatedly for you. And it's going to be different based off of what your product or service is. For instance, say you sell a done-for-you cold email offer. Well, you should probably do that shit yourself in outreach. You get what I'm saying? Now, I also anecdotally know that if you run ads to that, It works. And if you start doing content organic and you're getting the people from this cold searching you up, or you're sending them shit pre-call, or like sending them YouTube videos as like follow-ups, now that also works for you. And you— what eventually needs to happen over time is that you combine all 3 of them. But what I'm trying to get at here is when you find a specific one that works, you need to do the shit actually repeatedly. So if I give you, for instance, if we talk about, I don't know, let's go ads. I run a ton of ads. Now what this means is when you're making ads, you need to make a shit ton of new ad creatives, right? Then you need to assess the performance of ads that were made and you need to see what won, what didn't win. And then you need to make split tests on pages, make VSLs and split test this and this and this and this and assess the results. So then what will normally happen is I'll film a bunch of ads, I'll run those ads, I'll get feedback on them. I'll see which ones got the most spend and the most results. I'll iterate upon those, make those ads into different formats, and see which ones actually result in more business. Now you'll also see that I post a ton of YouTube videos. Obviously, here you are, right? So now not only do I get to see the views of each of them, what you'll find is I also have in the links in the description, you always see like my, my shit will have like a, like a question mark L equals. And it's like, what the fuck is that? That is me tracing what you click, right? So all of my ads also have that. So that's, that's Hyros. That's using Hyros to track all that. So not only can I see which videos get the most views, but also how many people turn into leads, how many people book calls, how many people end up buying. And then I could see like on a first click or last click basis which actually works. Now you need to make a process around consistently actually doing this shit because If you do something sporadically, it means you're gonna get sporadic results. That's just how it works. That just straight the fuck up is how that works. If you're trying, if you're wondering like, I'm stuck at $10K a month or I'm stuck at $20K a month and how do I get to $300K a month? The reason why is likely because you are doing shit sporadically and you don't have a system for it and you have no accountability to yourself. To actually do it every single day or every single week and have a schedule on it. 'Cause I imagine what's probably happened is you became an entrepreneur 'cause you don't wanna work for somebody else. You don't wanna clock in. You don't wanna do this. You don't wanna do that. Neither do I. But there hits a certain level where you hit some cap, which is likely why you're watching this video in the first place, and you wanna take it to the next level. And then you quickly find out that there's a reason why there's a 9 to 5. There's a reason why people have these deadlines for these specific things. You need to do this super quickly, and if you don't do this, you're gonna get fired. And these— there's these KPIs, and you, you discover why a job is designed like that in the first place, because that is required to get results at all. You get what I'm saying? Okay, so we've talked about accelerating client acquisition, right? So there's everything you got to do, and you got to make a system behind it and actually keep yourself accountable. But how do you even develop a system? And this bleeds into what the second section of this is— handling 5 times more clients. Now, I'm going to take a wild bet and say that at some point in your life, you have subconsciously sabotaged your lead gen or your sales calls because you didn't want to sign more clients. You literally thought to yourself, why would I want to sign more clients? if it just means more work for myself? And the reason you're thinking that is because you are the one executing the work for the client. So therefore, why do I wanna do that? 'Cause then I just have to work more and I don't wanna work more. That's why I became an entrepreneur so I can have freedom. I can make a bunch of money without needing to work a lot. But yet here you are wanting to ascend your business to levels it's never been before that therefore requires that you do things you've never done before, right? So let's talk about this. There's a book called The Goal. I forgot who it's by, but it's really good. It's about a story of this guy. He's running a manufacturing facility And this thing is having like a whole shit ton of problems. It's like this machine breaks down and this breaks down and this breaks down. It's a whole fucking pain in the ass to get the parts made for it. So here's what happens. And so he ends up hiring a consultant to teach him about like, how do I make this manufacturing facility work well and actually like get shit out so it doesn't go bankrupt? And this is pretty much what he learns. And it looks like this. Now I want you to imagine that box 1, 2, 3, 4, there can be 5 boxes, there can be 10 boxes, there can be 30 boxes, it doesn't matter. But fundamentally what you need to understand is that the input of box 2 is the completed output of box 1. And the input of box 3 is the completed output of box 2, and such is the nature continuously. What does that mean? It means if there's a problem With box 2, box 3 and 4 cannot run at its highest capacity, and the total output, which is— imagine this situation— money is reduced. That's a problem because we want as much of this as we can possibly get. So what do I mean by this is, let's say you have a client, and I don't know, let's say it's for a cold email agency, right? So, okay, so like what would step 1 be? It'd probably be domains and inboxes. So you got to register those, right? And then you got step 2 over here, which is probably building a lead list, like doing all that shit, right? And then you got over here, we got scripts, and then we got reply handling to actually book the calls. So what would, what would it mean if like you signed a done-for-you cold email client and you're having a tough time scraping enough lists for that client. Like, I, I can't— I, I, it's, it's too much time for the clients. Each of these clients, there's such a high volume of cold email that I need to do for them, and it's like, it's just so much time sitting there going between this software and this one and this one and this one and this one and this one and this one and generating all the lists for them. It's a total pain in the ass, right? What would that mean? It means that this is being throttled. Now, fundamentally, if we go— this, and this throttling can either be mechanical Or it can be subconscious. So like, for instance, if you know that you fucking hate building lead lists and it takes you long as fuck to do it, you're not going to sign another client. You're going to subconsciously sabotage your lead gen, subconsciously sabotage your sales calls because, you know, I'm already fucking throttled on this so hard and it's so much work. I literally can't do it. So I'm simply just going to not. And then you complain about like, my business isn't growing as much. It's because you're literally sabotaging the shit yourself. Right? So what you need to do here is each box— and this applies not only to the fulfillment of clients, it's also any lead generation or marketing system. This is literally how everything in your entire company works. Every single thing could be categorized into just sequential boxes like this. So what does this mean? It means that you need to take each box, and each box needs to be fulfilled either through humans or AI. So what does this mean? It means that you need to take whatever system you're working in your business— that could be a lead generation system, it could be a client fulfillment system— and you just sit down and take a piece of paper and write out what are the actual boxes. And it could be 10 boxes within some specific system. And write down how are you currently doing it. Is this me Is this a person on my team or is this AI? And you can use AI for a lot of shit now because you can connect it through MCPs and APIs and browser use and literally get it to do basically anything at this point. But the premise is that you need to be able to visually look at it and understand what exactly is the bottleneck that is throttling me here. So let's use an actual live example of something that's occurring for me right now. So a really good growth strategy for my personal business is making YouTube videos like this that work very well, building teleparasocial relationships. It really works as a good sales asset. So if I took this YouTube system right here, this is what it looks like. So we have ideating videos, which is literally coming up what to say in the videos. Then we have the actual filming of the videos. Then we have editing. Then we have thumbnails. And then we have posting. So previously what was occurring was This was me, this was me, this was an agency, this was an agency, and then this is me. Where was the bottleneck of me not being able to produce more, right? Because you can't film a video before it's been ideated or scripted. You can't edit a video before it's been filmed, and you can't make a thumbnail for a video that doesn't exist yet. You can't post a video that doesn't have all the previous ones conducted. So how do I make it so that I can get more shit out? And this also applies to ads, by the way. So what did I do? The actual bottleneck seemed to be these 2, filming and ideating. I couldn't come up with enough videos. And when I did do one, if I had an idea of how I wanted to film it, it was a giant fucking pain in the ass. So what did I do? I hired a full-time videographer. His name is Ricardo. He's sitting behind this camera right now. So what did Ricardo help me do? He comes over to my house, And he sets a bunch of cameras and lighting and shit up, and there's a bunch of shit I don't wanna do. And what that's done is it's made this bottleneck go away. So the throughput of this is now higher. So where does the bottleneck exist then? It exists here. So now I'm probably gonna eventually work something out with Ricardo where we're trying to figure out like, what's the best way to ideate? What's the best way to do this? Right? And then that Ideating throughput will also increase, which means ultimately we get more money, right? That's exactly what we want. That's the whole goal of you doing anything like this in any regards whatsoever, is to make more money. Let's not bullshit ourselves around that. This process applies to literally every single thing inside of your business. So I imagine if you are one of those people who are stuck at $5K a month or $10K a month or whatever, and you want to get to multiple hundreds of thousands of dollars per month, and you would like my help doing that, I'm going to leave a link in the description to Client Ascension. Client Ascension is the name of the company, has a product called AI Assisted Agency where we teach you how to do all the stuff that I just talked about today. So it has 3 components inside of it. First are the playbooks of how to do all the client acquisition, bunch of client fulfillment, hiring, building a sales team, all of that. Everything that you could possibly need to scale up to those levels is inside there in playbooks. And if you don't want to go through playbooks or SOPs or videos, then you can come to live calls instead. We have literally 20 live calls per week, including with me and other 6 and 7-figure agency owners. Every single person inside of there is a 6 and 7-figure agency owner. The people who are teaching, we don't do that thing where it's like you get a bunch of fucking $4 an hour Filipino VAs to regurgitate bullshit. And the third is a private community. So it's a private community with a bunch of other 6, 7, and some more beginner-level people in there, but we segment them out and so that you could talk to all the people. See what everyone else is doing, network with them, and then get all the alpha that you need to grow your business. So that is at go.clientascension.ai. This is what it looks like when you click it. This is the page you'll go here, and then what happens is it will take you over here to watch a video of exactly everything that we do. And if you're interested, after you watch that, you click this button, you put an application in, and then you can schedule a call with us to join. And if you got any value from this video, please leave a like, comment, subscribe, all of that. I'll see you in the next one. Peace.
