Dan Lenny, a videography coach, used Systemology to document his business processes with screen-capture videos and a VA named Milka. He systemized podcast production, LinkedIn outreach, and admin work, cutting his working days from six to three and growing revenue 85% in 12 months while creating a new product to sell to clients.
Questions this video answers
A virtual assistant named Milka (based in the Philippines).
About six months.
About 18 months.
From six days down to three days.
Approximately 85%.
Chapters
A good way to think about this is Dan Lenny, one of our systemologists. He wasn't a systemologist obviously before he came to us, but Den Lenny is a coach to videographers. And I think the first thing to, to learn there is, I mean, Den Lenny had picked his niche, which is awesome. He decided to specialize in helping videographers because he built a very successful videography business over in the UK and then he moved to Australia. And when he got to Australia, he thought, right, you know, I want to see change, I'm going to try something else, I'm going to help other videographers because a lot of them really struggle to build their own videography business. And he can kind of teach them the lessons that he learned along the way. Now he started off as this, you know, solo coach and he came across Systemology, read the book, fell in love with it and decided that he wanted to invest, implemented his own business. And we ended up having a little bit of a chat. He reached out and we connected and we talked about how to tailor what I talk about in the Systemology book to the consulting coaching space because it's a little bit different for coaches and consultants because you don't have a team around you. So the way that he did it, we started off and we did. He said, right, I'm going to apply the critical client flow to myself. And that's where he started. He went through and he mapped the linear journey that the prospect and the client goes through to deliver his core product or service, which was basically his, his coaching inside his video business. So he started off there, then he started to screen record all of those steps, just little loom videos. I don't know if you're familiar with Loom or Zoom or there's lots of different ways you can screen record. But when he like he made a video to walk through the critical client flow, but then he went through each of the different steps and he made little videos on, ah, here's the key marketing strategies that I use, here's how I handle an incoming lead, here's how I sell to that person, here's how I onboard them and basically made a series of videos. He just recorded them over the course of about six months. Then he ended up hiring a va. He hired a girl called Milka, she's based over in the Philippines and he gave her a copy of the Systemology book and said, I want to do this in my business and I've recorded all of these videos for you. Perhaps you can start Milka by watching the videos and doing the documentation. So Milka watched these little videos that Dan had put together. She made little documents like this. And you can see one on the screen here. This is edit videos by removing unwanted parts using shortcut. Anyway, she basically documented videos like these. And what he found was when Milka did that, Milka learned how to do all of these aspects inside the business, like some things she could do and some things that she couldn't. So she might say, oh yeah, I could do those LinkedIn connections. Oh yeah, I can edit that podcast and I can upload that to your website. Oh, look, I don't know how to run the coaching calls. You're going to have to do those. But just going through this process, Milka learned how Dan's business worked. And Dan built up this best practice collection of systems and processes for the way that he ran his consulting business. And over the course of sort of 18 months, he noticed phenomenal changes in his business. Firstly, one of his primary marketing methods was his podcast. And he basically systemized that. The production of it, the booking in of guests, the production notes, the sharing it on the website, the distribution. And we'll talk a little bit about this idea of authority content at the end of this, this webinar. I've got another little thing I wanted to circle back around to, but Dan was able to double the output for his podcast and he was able to connect with twice as many people on LinkedIn. So he got very clear on his target audience because he specialized and picked his niche. Milka went out and started connecting with all videographers. He started posting more consistently on his social media content that was very specific to this target audience. And Milker was doing a lot of that back in admin because really the magic Den brought was when he interviewed people for his podcast. But that was about it. I mean, he's not doing anything special to share it on social media anyway. He stopped doing a lot of the admin tasks, which really got him to focus on only the things that he could do, which were basically creating content, sales calls and working with clients. So he was able to move from six days down to three days, and his revenue jumped up by 85% within 12 months. And he's been growing month on month and he was already doing six figures. So he was able to skyrocket this business by basically rolling together a lot of what we've been talking about today and then leveraging the systems for himself. Now, I told Lynn that I was going to be, I was going to be chatting with you guys today sent me over a couple of photos. He said I could include them in his presentation because he said, you can tell everybody this is what I'm doing with my free time these days. But Den's story didn't stop there. Den decided to become a systemologist. He then he now creates systems for his video coaching client businesses. He shares the best practice systems that he's developed and he basically has developed systems around lead gen sales calls setting up a project. It's all part of what he offers now. It's this best practice where he's developed the systems once. But he continues to sell it to every single coaching client that comes on board and it's added in a tremendous revenue stream through to his business.
