Full Lead Generation Agency Course (Picking the BEST Niche in 2024)

Hey, hope you're doing well. My name is Jimmy Fung. Welcome to day two of the five days to $10,000 challenge. Over the course of five different videos over the course of these five days, what we'll be talking about is how you can start your own lead generation agency and build it up and get it to $10,000 per month in the next 90 days. So two days ago, on May 1, I put out day one where we talked about what a lead generation agency actually is, what it takes to succeed, and what you can do to set up your cold email infrastructure. Is very important that you watch that video because the action items that you need to do, which is setting up the email infrastructure, it does take two weeks, it takes 14 days. So you want to make sure that everything is set up first. All the email accounts are set up first. In today's video, we will be talking about how to pick a niche, how to pick the best industry to sell lead generation as a service to. And then we also run over exactly what you need to do in order to scrape leads to all of these email decision makers that you will then be reaching out to. So hope you find this video valuable. Day three will be coming out in two days from now. It will be coming out on May 5th. So see you there. See ya. Okay, awesome. Welcome to day two. In today's video, in day two of the five day to $10,000 challenge, we will be talking about how to pick a niche and how to build your leads list for your lead generation agency. In the previous video, in day one, in the previous video, we talked about a couple of things, right? The first thing we talked about was what is a lead generation agency and how do people actually make money with their own lead generation agencies and what it takes to succeed and make money using this business model. We ran over a couple of things. We talked about why making $10,000 per month is actually pretty simple and it's not quite as challenging or as hard as you think. We started by talking about how to actually get started your very first action, actionable item, action step, which is setting up your cold email infrastructure. And remember this process, the process of setting up your email infrastructure, of warming everything up, it does take 14 days. So it's super important to make sure that you do this first and you do everything else in between the 14 days. And that's exactly why I included that as part of day one of this five day challenge. Because everything starts with those email accounts and the longer it takes you the to set up those email accounts and warm them up, the longer it will take you to actually be able to send your emails, send your cold emails and actually line your first clients and make some money. So in today's video, we'll be running over exactly how to pick and decide which niche, which industry that you want to be selling to and how to build your own leads. List of decision makers. So jumping right into it, picking a niche to sell to. So I talk, I speak with a ton of people every single day who are all trying to build their own lead generation agencies, their own lead generation businesses. And almost always the first question when they ask me is, Jimmy, what should be my niche? Jimmy, I don't know what my niche is. And the reason why every single person, almost always, nine times out of ten they ask me that is because picking the right niche for your agency is, is quite literally the difference between making $0 and making tens of thousands of dollars every single month or so. People say, right, that's kind of a myth. And a lot of people say that, that picking the niche is the key between success and failure. However, I'm here to say that that is simply not true as every single niche makes money. So a better question, rather than asking what is the best niche, what should be my niche? I a better question than that is asking is there money in this niche? How much money and how easy is it for them to make money? Those are really the three questions that you want to be asking. Rather than asking yourself what is the best niche, those are the three questions you want to be asking for yourself. Because every single niche has their own individual needs, has their own individual desires, has their own problems and very specific pain points. And if you're in a niche that you simply do not understand, or you're in a niche that you just don't resonate with, it's really only an uphill battle and you will literally get destroyed. You'll get out competed by competitors who actually understand the market inside and out. Because there's people inside those industries that just, they like working in that industry, the pros in that industry. And if you don't like that industry or, or you just don't feel like it's a good match for your own skill set. It's really an uphill battle and it'll be really hard to beat these competitors who are already experts. But on the other hand, if you listen to this part and you're like, okay, I'm just not going to pick a niche, I'm going to just go broad. I'm going to Just work with every business under the sun, anyone who wants to pay me money in complete disregard of industry or niche. So if you decide that you don't want to pick a niche, what will happen is you will end up dabbling in multiple niches or multiple sub niches where you're literally up against competitors who have more money than you, who have a bigger team than you, who have a bigger brand than you. So when it comes to getting your outreach message heard, when it comes to getting your emails across, well, it doesn't really get across because these bigger guys, they make a lot more noise than you do and they're own messaging will suffocate yours. So if you never pick a niche, you never really know what your specific avatar or specific ideal client, what they struggle with, and what they pray for every single night. And in return, you will never be able to craft an effective sales argument. You never be able to craft an effective offer. You never have a message that just resonates with him or her. You never be able to build an offer. You'll never be able to deliver a mechanism that delivers what your market is paying for. That's what will happen if you decide that you are not going to pick a niche. You should also understand that some niches are just way more saturated than others. Some niches are way less saturated, some have more demand, some have less demand for your business. So as you're picking out your niche and deciding who you want to sell, Lead Generation two, the very first thing that you want to do is, is first identify your strength and your weaknesses. And you want to start with your own strength and weaknesses. Because what this will do is it will allow you to figure out which industries you might resonate with the best. Meaning it will literally be the path of least resistance as you are picking the first niche that you decide that you want to sell to. So the very first thing you want to do is identify your strengths and weaknesses. And I know if you're watching this video, you're at this part, you're telling yourself that all of this is bullshit. I guarantee you it is not. And the reason why is because if you're able to leverage your own individual strength and weaknesses, the entire process will just go by so much easier, right? Building a business is really hard, at least in the beginning, because you are starting with literally zero momentum. And what you want to do is make it as easy for you to win as possible. And the easiest way to do that is by leveraging your own individual strength and weaknesses. So I guarantee you this is not bullshit. If you're reading this or you're watching this video and you're like, oh, this guy Jimmy, he's telling me to pick and analyze my own strengths and weaknesses. I guarantee you this is very important. If you want to get some quick wins and you don't want to do it by making it harder than it needs to be for yourself. So the very first thing you want to do is analyze your past work or education history. And if you really think about it, there will always be things that you have done before that will give you a fundamental understanding of certain industries way better than others. So, for example, if you studied engineering, you will have unique insights that someone else, such as myself, who studied business in university, would just never have. Those are unique advantages that you have that will allow you to get quick and easy wins if you have sales experience. So for myself, when I was an intern, I did an internship in tech sales. I worked at IBM that gave me unique insights on the sales process that other people who were accountants as an example, would just never have. Those insights. Or if you worked any sales experience, whether that is part time, full time, that will be your advantage that people who don't have sales experience would just simply not have. If you studied marketing, that's a unique advantage. If you have coding experience or programming or development experience, that is a unique experience that you have that no one else has interest, right? Think about what do you enjoy doing and what are your hobbies and passion? Do you enjoy learning about AI and tech? Do you enjoy firing up a MKBHD video and watching the latest tech reviews? Is that your interest? Do you enjoy working out? Do you enjoy going to the gym? Do you go to the gym every single day? Work out, get those pumps in, work your chest, work your legs, whatever the case is, is that your interest? Who do you mainly watch on YouTube? Because I think YouTube people go on YouTube, YouTube to do two things, to either learn or to be entertained, right? For the entertained side of things, who do you watch? Do you watch a lot of mrbeast? Do you watch the Nelk Boys? Do you watch whoever? Right? Who do you mainly subscribe to on YouTube and go to for entertainment? And finally, think about who do you follow on social media? Who are the celebrities that you follow? Do you follow Lionel Messi? Do you follow LeBron James? Do you follow actors, singers, musicians? Who? Who do those people look like? These are all interests that if you think about, will give you unique insights as to who you should first go after. Because if you go after industry that you're naturally more interested in, it's going to be way easier for you to actually do the work and for you to actually succeed in that industry. The next aspect is think about your own skills. Do you have sales skills? Do you have coding skills? Do you have building website skills? Do you have building E commerce stores as experience? What type of skills do you have? And if you're watching this video and you're telling yourself, oh, I don't have skills because I just graduated high school or I'm 18 years old and I have no skills because I was flipping burgers at McDonald's, well, that was me. I had no skills. But I guarantee you, me having no skills, I still have skills. I don't know if that makes sense, right? There's still certain things that I have that other people do not have, if that makes sense. So you want to stop and think about what that is. Now, as you're going through this process, you're going to be doing a little bit of brainstorming and you're going to be thinking about initial industries or initial niches that kind of just stand out for you. So I laid out three key brainstorming rules that you should probably follow. Any industry that you kind of just think about, it should be broad and not too specific. What I mean by that is one of the biggest mistakes I see people make is, is they pick an industry and they go just really, really niche. They go really, really specific. And what that looks like is, for example, a broad industry might be something like marketing agencies. And a very niche market might be UCG ad agencies or Facebook ad agencies, or SEO agencies. Those are sub niches, as SEO agency is a sub niche under the overall umbrella of a marketing agency. And in the beginning you want to start broad because you kind of just don't know what you're doing. And if you approach a market which is too niche and you just burn through your entire leads list, your entire total addressable market, you're not going to have any more leads, right? So in the beginning you want to go broad. And as you are building your business and you're dialing through your process, you go through the process, you have everything built out and everything just looks good and you optimize it to make it more efficient. At that point, you can sub niche or you go into the niche that you have really strong case studies in. But at least in the beginning, you want to be broad and not too specific. The next brainstorming rule is this should be a B2B industry. Not B2C. So you need to be working with B2B businesses. And the reason why is because the B2B industry is generally a lot higher ticket. They're selling the services, they're selling the products to other businesses, and as a result they, they're charging very high ticket. Right. It's very hard to find a business that is B2C that's selling to consumers, selling a product or service for $5,000, $10,000, $20,000. Because most people, statistically, most Americans, I think 56% of Americans don't even have more than $1,000 saved in their bank accounts. And if you're selling to people who statistically don't even have over $1,000 in their bank account, it's pretty hard to sell something for 10k. But businesses on the other hand is completely different. They're very, very high ticket. And it's not unheard of to find businesses selling their services for multi 5 figures for 5k, 10k. Some of my largest clients, they sell their own services for quarter million dollars, $250,000 because businesses can afford it. So you want to make sure they're selling the services to other businesses. So for example, an example of B2C businesses are plumbers or realtors or gyms, stuff like that. That's B2C. Those are not B2B. The next brainstorming rule is make sure that they check their emails and their phone consistently. So for example, if you're working with stores or you're working with trades, like businesses in the trades, they're probably not industries that check their emails consistently because that's just not how businesses are being conducted. So think of an industry which just check their emails and phone consistently. But that's not too hard to think about. So as you're doing this exercise and you're brainstorming different B2B industries, this is kind of just where most people will get caught up. Because picking a niche is just really not that hard. And let me explain. So outside of those three brainstorming rules that we just outlined, your only questions should be do you like them? Can you help them? And can they pay? And those are three very important questions that you need to answer. And I found this image, I think I found this from Alex Hormozi, his $100 million offer book. And what he outlined is the four things that you want to look out for as you're picking an industry. The first one is make sure you're working with an industry that has pain, that has a problem, because if you're able to solve that problem, then you will be paid in proportion to how painful that problem is that you're solving. The second thing is purchasing power, because again, we kind of outlined this earlier. If you're selling to an industry that is very low ticket to selling the service for 50 bucks, you're not going to be able to charge two or three thousand dollars every single month because the math just doesn't matter because they don't have the purchasing power. But if you're selling to an industry that sells their own products or sell their own services for, let's say $50,000 per single client, then you could very easily charge them two or three thousand dollars because you know they can afford it. So that's purchasing power. The next one is easy to target, pretty self explanatory. Don't make it harder for yourself than it needs to be. If you're picking some random niche or random industry that's just really, really hard to locate, really, really hard to get in contact to, you're kind of just doing yourself a massive disservice and finally growing. Try to pick an industry that's growing because if an industry is kind of shrinking, the overall industry as a whole is not going to be too good and the boat that you're choosing to be a part of is kind of just sinking. So that's pretty self explanatory. And these are the four things that Alex Hormozy kind of just outlined that you want to look out for as you're picking out an industry. And alongside these four things, you also want to consider these questions as you're doing your research again, right? It's very similar to these four things. Do they have pain or common pain points? Do they have money? Are they easy to target? And is the industry grown? So, moving on, most gurus, online people online, they're just trying to sell you a course. The gurus will tell you to pick a specific niche, but what they also don't tell you is most successful agencies have tested multiple different niches before they found the one that they resonate with the best that they resonate with most. Realistically, what will happen is as you are going through your process of building your own lead generation agency, what will likely happen is you will test probably somewhere between three and ten niches before you find the one that kind of just works the best for you. And I know for myself, I have tested and I have signed clients from a bunch of different B2B industries. So I have worked with clients that are Marketing agencies that are PR firms, that are software development agencies that are software companies, assassins that are recruitment agencies. I have worked with all of these different industries, a couple more actually, but I only included these five over here. And, and the point being is I have tested and worked with all of these different industries before I found the industry that I like working with the best, which is recruitment agencies. And this is exactly why copying someone else's niche, it just might not work for you. Because when I was first building my own lead generation agency in October 2022, I was really, really tempted to copy someone else's niche and I even tried that. But after you work with a bunch of different clients, you start to get a really clear idea on who you want to work with and who you just don't. Right? And that's why I'm with recruitment agencies, because I just enjoy working with them. So there are a bunch of different niches, more niches than I can count that realistically, you only need to enjoy working with and you will be set, you only need to find one and you'll be good. So my advice to you is to spend five minutes brainstorming different industries, writing them out, doing some surface level research on that industry and just picking a random one. And for additional guidance to ensure that you pick a good niche, you should be picking an industry which is relatively large, so again, relatively broad. You want to look for one with Ideally at least 10,000 or more of these companies inside the industry. Again, you want to pick one that's B2B, so they sell their services or products to another business. And, and you want to pick one that is selling the service for a high ticket price. So ideally $5,000 plus $5,000 or more, and if it's below $5,000, it's going to be very challenging for you to get them good results. So I went on ChatGPT and here is a quick list of niches where lead generation, selling cold emails as a service would actually be effective. There's 15 over here just by itself. You could pause this video and take a look over here, there's a bunch of them. And the point I came up with this list is because I want to illustrate to you that there's just so many different industries that this will work for. So have an abundance mindset, don't think that there's only one or two that works. There's countless industries that work. So as long as you pick a niche that kind of just fits all of these requirements that we outlined so far in this video, I would just run with it and just start doing your research. And it's actually super important for you to do your research on your niche because if you don't do research, you won't be able to resonate with your market. And even in the scenario where you book calls with your niche, you will kind of just make yourself look like a fool because people will be talking about a very specific thing that only industry insiders know of. And you'd be left there kind of just scratching your head because you have no clue and you just never did research. So what you could do is you can conduct research by going onto YouTube, going into different Facebook groups to research your target. That's personally what I have done. Anytime I pick a new industry and pick a new niche, this is exactly the process that I follow to conduct research. And you need to be doing the exact same thing. It doesn't take that long. So you want to make sure you're doing it. And as you're going through the research process, you want to understand some of the following things. You want to understand how their business model works. Pretty self explanatory, very vanilla, basic stuff. You want to understand how they get paid, what they typically do to get new clients. So what is their typical sales process? Are they doing ads? Are they running emails already? Are they doing LinkedIn? What does that look like? You want to understand their type of sales process and problems, common problems and pain points that they have, how much money they make per one client. So the lifetime value of a single client, what does that look like? And again, if it's below $5,000, it's probably not a good fit for your own lead generation services. And then you also want to understand common words and common jargon. So I'm going to show you right now how I would personally do research. And you want to do this yourself as you're coming up with your own industry and conducting your own research. So let's say I brainstormed and I was like, all right, I'm going to do some recruitment agencies. That's actually the industry I'm in. Now what you want to do is just hop onto YouTube and just search up how to start a recruitment agency. And I already did this search myself with, which is why you see it here and you see a bunch of these different videos of people talking about how to start a recruitment agency. And this applies for any industry. If you pick marketing agencies, how to start a marketing agency, how to start a logistics company, how to start a software development agency, how to start A PR firm. You get the point. And you will always find videos. What I urge you to do is watch through some of these videos. Watch through two or three of them. You don't even have to watch the whole thing. Watch it at 2x speed. Because what you're trying to do is you're not learning or your goal isn't to build an actual recruitment agency or build an actual marketing agency, but what you're trying to do is trying to put yourself in the shoes of someone who is running a recruitment agency or someone who is running a marketing agency or someone who is running a software development agency. And watching these videos will give you a really good understanding as to what that business model actually is, how to get paid, the overall vanilla things that you just need to know about any business model. This will give you a very strong fundamental knowledge. So I would strongly suggest you watch some of these videos. Watch through two or three. That might take you 30 minutes to 40 minutes, but it will give you so much information on how and what you actually need to know in order to pick the right niche. This will answer a lot of your brainstorming questions. After you watch the videos, your next step is to actually find different Facebook groups. So you can find a bunch of different Facebook groups that I'm in Facebook right now. This is my Facebook account. We see I have 20 plus notifications because it's been a while since I use Facebook. But the purpose of what I'm showing you right now is I actually found this group. It's called the Recruitment Nation. Starting and scaling your recruiting business and you can find groups for anything, right? Facebook is really good for this purpose because you're finding a bunch of these different groups. If I do marketing agencies, just a bunch of different marketing agency groups. This is just one recruitment agency group. There's like a hundred other recruitment agency groups and you want to join them. And the reason you're joining is because you want to be conducting research inside these groups. You see there are 1,9k members, almost 2000 people in this group who are all actively trying to build their own recruitment agencies. And this will give you a wealth of knowledge because if you're smart about it, you're going to understand a lot, the common problem, problems and common pain points that these 2,000 recruitment agencies are currently facing. So for example, this guy, I think he's the admin, he says, who wants to see me close a 100k recruiting deal live? Comment me the 25 comments. So this is a sales thing. A lot of people probably Struggle with sales. So you know, that's a common problem. How recruiters get paid up front. Some recruiters love working under contingency. If you're doing recruitment agencies, you, you might see this and ask yourself, what does contingency mean? You could go and search this on Google, conduct more research. But this is what I mean. This is how you find and understand common jargons and common terms inside this industry. Because if you take a sales call and a recruitment agency says, oh yeah, we are a contingency recruitment agency and you don't know what that means, you're going to make yourself look like a fool, right? So this is a great way to find out what the common terms, what the common topics are inside this industry. Want the LinkedIn templates that get three to five hiring managers in your DMs per week? There's 122 comments. There's a lot of people, 100 people are asking for this. This is more of an outreach thing. So a lot of recruitment agencies, they actually use LinkedIn as part of the outreach process. So this guy, he understands that people use LinkedIn and he knows people struggle with LinkedIn. So he's telling people, we have a way to help you land three to five clients in your DMs every single week. Call, comment, a word and I'll send that to you. So you know, outreach is a problem specifically for LinkedIn roles. Selling a course, pretty ironic. There's a lot of stuff, right? How do you find nurses beyond LinkedIn? And indeed, you know, that's what people do, right? So this is what you want to do, right? Is using groups like this. You will find a lot of people who are just talking about these things, right? And you could be creative, just be smart, think outside the box. You can search up things like outreach. Let's see if there's anything for that. Is anyone trying to build out. So this is not. There's not really that many posts for this. We could try emails, see if people are using emails for cold emails, direct phone numbers and email addresses. Right. There's nine people. So people want. This is leads, how to get leads using to acquire new recruiting clients and top tier candidates to 6 comments here. There's a lot of stuff. Let me see. Getting new recruitment clients using cold emails. So this guy who's the admin, I think he made a video talking about how recruitment agents could use cold emails. There's five comments there. A question a guy had pretty recently in January 2023. What is the email and data scraping Tools you guys are using for LinkedIn, sales navigator. I've dabbled in ones, but I'm trying to find the best bang for my buck. There's 26 comments over here of people just giving inputs. Apollo, stuff like that that you know that people are struggling with, scraping leads, stuff like that. Right? Let me see. Posts that you see. Maybe there's a couple other ones. Right. But yeah, that's how you know that people need cold emails. Cold emails, right. People are talking about cold emails for your recruitment agency. How do you guys get your first client? So this person, Tisha, he or she, I don't know, he or she, they're struggling with getting the first clients. So you know that there is an outreach problem that people have. Business development. That is the jargon that recruitment agencies use for generating leads. Right? Free workshop on business development, new business development tool, stuff like that. And again, right. You want to be leveraging a bunch of these different groups to gather as much information as you can. So even just this process by itself that I just outlined with you over the last 10 minutes or so, hopefully you're starting to see how you would actually conduct research for your own niche. So jumping back into the doc for day two. So as an action step, I want you to pause right here and I have three action steps for you. The first one is go through the brainstorming exercise and spend no more than 30 minutes doing this again. Right? Don't take too much time to think of a niche. The second thing you want to do is come up with three to five different niches that you're potentially interested in selling lead generation to. It doesn't have to be in detail, just three to five initial niches that you're just thinking about after you go through the brainstorming exercise. And the third thing you want to do is conduct the YouTube and Facebook research that I literally just walked you through. How to do that, like 10 seconds ago, right? Using that exact same process, I want you to conduct some YouTube and Facebook research on the three to five initial niches that you just brainstormed and that you just thought of. So you went through the process, you picked through the niche, you did your research, you went through the Facebook groups, you watched some YouTube videos, and you came to the conclusion and you picked one singular industry. Your next step is to actually build your email leads list because we've identified who you want to work with. But the question now is, is how do we actually reach out to these people? Well, what we need to do is to build a leads list because obviously we're sending cold emails and you need email addresses and valid email addresses. Right. You need to come up with that list. So how do you exactly to do that? Well, what we're going to be doing is we're going to be putting together a spreadsheet with the decision makers and their email addresses. And what you'll be doing is obviously you'd be reaching out to these people with your offers. So let me just show you how I would put together a leads list live. Right. And I, because I think that would be the best way for you to understand how to do it. So there's a bunch of different tools that you can leverage. The most common ones are Apollo and LinkedIn sales navigator. For the purposes of this video, I would recommend you use Apollo mainly because of its cost. It's relatively low cost relative to other tools and it's also relatively simple to use as well. So I'm just going to jump into Apollo. This is Apollo IO. I'm just going to move this over to the side and you can set up a free trial account. Because what I'm about to share with you will work on a free trial account. So I'm gonna do is I'm actually just gonna pull up the URLs as well so that you can see how this works. So once you're in Apollo, this is what this is going to look like. What you want to do is you want to go on the left side, go under search and you're gonna see a bunch of these different filters. The very first thing you wanna do, let's assume you're doing marketing agencies. Let's just use that marketing agency. So I'm gonna show you how, how to build these filters. And this is very important because a lot of people, they just struggle with this because they're just not using the right filters or they use the wrong filters, whatever the case is, or they don't write the right things. The first thing I always do is I go under locations and I pick locations. So obviously I'm in Canada and if I was selling my own lead generation services to marketing agencies, I'm going to be targeting the top five big English speaking countries. So that's usa, that's Canada, that's uk, that's Australia, and that's New Zealand. There's obviously a bunch of other English speaking countries, but for the purposes of buying power, those are the five countries I would target. And if you're able to speak other languages, that's an advantage that you have because English is obviously the most competitive for this type of stuff, for email outreach, for any outreach really in general. And you're able to, let's say, speak in Spanish and outreach in Spanish. That will give you a massive advantage because there's less people outreaching in Spanish than English. But for, obviously for what we're going to do, I'm going to put in North America, which is Canada, U.S. i'm going to put in United Kingdom, United Kingdom. I'm going to put in Australia and I'm going to put in New Zealand. So that will be the locations. The next thing I'm going to do is I'm going to target employee size. So obviously there's a bunch of. And again, a lot of people struggle here. As a beginner, when you're first starting your own lead generation agency, I strongly suggest you target 1 to 20. You could target higher, but understand that the type of problems that these companies face will be completely different. A company between 1 and 20, really 1 to 10, to be honest, they're really small companies and most likely the problem that they'll be struggling with is they just need more leads. They don't know how to get more leads but. Or they don't want to get more leads themselves. But if you're targeting a company with 30 employees, with 70 employees, more likely than not they have a dedicated sales team. They have someone else managing the sales department outside of just the founder. They have a head of sales, a VP sales, maybe even a sales manager. And what they're looking for is another person to scale up the efforts. They already have five salespeople and they want a six salesperson. Right. So I wouldn't necessarily suggest targeting really large companies that are larger than 20 employees. At least in the beginning you could. But if you don't get good results, that's probably going to be why. The other thing is the type of people, the decision makers at large companies is going to be different as well. When you're targeting a company with one to 20 employees in 90% of the time of any purchasing decision, the decision maker is the founder themselves, the founder, the CEO, the owner, the co founder, the owner, the. Those are the type of people who are the decision makers. If you're targeting a company with 60 employees, more likely than not the decision maker might not even necessarily be the founder. It could be a vp, it could be a director, and that sales process itself might also be longer and you might not be able to one call close people as easily. So I would target 1 to 20 at least in the beginning after that I would go into job titles. So again, we're selling to companies that are 1 to 20. So as a result, we know the decision makers is going to be the founder, it's going to be the co founder, it's going to be the owner, it's going to be CEO, it could also be the coo, but these would be the main roles. Right? Again, right. If you're targeting larger companies, these are probably not going to be the decision makers. You're going to need to think of who those decision makers are and add them here and segment that list so that you're able to be specific. So these are the six ones that we're going to use for the purposes of marketing agencies, 1 to 20 in the big five speaking countries. So the next aspect is now that we have it narrowed on the people specifically we need the industry and keywords. And under Apollo there's a search industry tag with a bunch of different stuff. So if you're doing marketing, there's marketing advertising. But I strongly do not suggest doing you use marketing and advertising because one of the things of Apollo is it kind of struggles with the industry tagging and you want a more manual process. So you do not want to be using the built in industry tags. And a lot of people, they actually use the built in industry tags and as a result their leads list is just not that accurate as a whole. I recommend leaving that blank altogether. Instead I recommend going down here into company keywords and pressing include keywords and, and exclude keywords. These are the ones you want to do and this is a more manual search. So what you want to do is think about common keywords that your industry will be using. So for example, for marketing agencies it's obviously going to be reward marketing, it's going to be ads, advertising, social media management, it could be SEO, it could be TikTok, it could be Facebook, it could be Instagram. There's a bunch of different stuff, right? If you're doing recruitment agencies, those keywords might be recruitment, it might be employment, it might be hiring. If you're doing software development agencies, those keywords might be software development, mobile app development, web development, iOS development, those are keywords. Think about the keywords that you will be searching onto Google if you were to find those type of companies. So for marketing agents there are these ones, there's probably a couple others, but. But I'm just going to put these ones for now. And the most important part is exclude keywords because this is how you make your leads really targeted how you want to come up with the keywords you want to exclude is just go through some of these. So obviously Kraken ads. This is probably an ads agency. We're going to take a travel marketing agency. I think a lot of these are marketing agencies because this process with the include keywords is pretty, pretty accurate relatively. And I know for a fact that the ones that you want to exclude are ones like SaaS because we're not targeting software companies, we're not targeting platforms. I would remove consultant. Consultant and I would remove coach as well. Those would be the ones that I would remove. There's probably a couple others. You could probably just go through this and look over here inside the keywords and see. So media buying. That's accurate. TikTok SEO PPC. I think that's a good one. PPC is a good keyword to add. PPC. That. That didn't really do anything actually. Right. But this is how I would do it. Right. And then I would go through some of these again. Right. I would spend some more time and just look through all of this. But so far from what I'm seeing this leads this is pretty accurate. So based on this, this is how you would set up the filtering. And we see that there are 177,000 people that fit what we're looking for. This is your ICP. These are the 177 people that, that you would then reach out to. What I would then do is I wouldn't use any of these other filters because they're just not accurate. I wouldn't use buying intent. I wouldn't use owner. I wouldn't use any signals. This is just not accurate at all. And I wouldn't use any email open. Right. Don't use any of these filters because they're just not accurate at all. I'm just going to open the more filters just so that you can see some of the other filters that. That exist. But again. Right. I don't recommend you use any of them at all. If you're going to use any. Right. It's going to be these ones. Do not use any of the email statuses. A lot of people do do it and I think it's not that accurate or not even. I think based on the data of me doing this process myself, it is just simply not accurate at all. So these are the only filters that you want to use. I'll press apply filters again. We have 177 and your next step after we have these filters is to scrape these 177,000 people. The easiest way to do that is by taking the URL. And that's why it went above and I showed the URLs. Because I'm going to copy this URL, I'm going to pop into leads magically. This is what I use to scrape leads. You're going to type in a random email. So we're just going to put in, let's say my email and Apollo search URL and and then the number elites Apollo caps out at 50,000. And how I would approach this is since there are so many leads, I would scrape as many as you can, as many as you can afford, as many as you as makes sense. And the reason why is because this process, the weakness of it, the cons of it is it doesn't save your leads list. Which means that if you're scraping 5,000 here, 5,000 there, 5,000 two weeks from now, you will run into the risk of scraping duplicate leads. So to combat this, I like to just scrape as many as I can. So obviously Apollo capsule at 50k of these 177, there's nothing we could do about the duplicates because it just caps out at 50 and we can see it's $150 for 50,000 leads. If you're doing let's say 10,000 leads is 40 bucks, which is significantly cheaper than the Apollo plan, right? So the Apollo plan is around $99 a month for 2500 email addresses. So this scraper is a lot cheaper because if we look at, there's not even an option for 2005, but let's look at 3000 is $12, which is significantly cheaper than the $99. So I would use this to scrape, I would just press submit and then obviously it's going to send you an email to the email that you just put on, you're going to make that payment and after that, within a few hours is going to send you over a CSV file directly to your email inbox. That will be your leads list. I'm not affiliated with leads magically, I don't know who runs it. This is just personally what I use to scrape leads. After that you're going to get a CSV file and you're going to need to verify your email accounts. And the reason why is because all of these email addresses, these email accounts that you see on Apollo, they're not all going to be completely accurate, right? So for the purposes of this example, just going to select 25 and I'm going to export this and open this up on a Google Sheets and show you what I mean by that. Okay, so for the purposes of this example, what I went ahead and done is from our Apollo search, I exported 25 leads. These are the 25 leads and I put them up into a Google Sheets over here. And obviously we have the names, the first name, the last name, the title of the company, the email addresses. What you will find is Apollo is missing certain email addresses. So of those 25 that we exported, we have 16 email addresses. But the problem is even in these 16 email addresses, not every single one of them is verified. And what that means is, for example, maybe these people, they move companies or maybe they change email addresses or whatever the case is. And if you email these people, the email will bounce. And if you are sending emails and you have a really high bounce rate, so the industry average is if you're getting over 3 to 4 bounce rate, 3 to 4% bounce rate, then your email deliverability will take a massive hit. And all of the emails that you are sending, all your cold emails will just land in the spam box. So as a result, you need to make sure you are verifying these email accounts. Right? Because if you just send it to these 16 email accounts, it's just not going. Or at least 15 email accounts, it's just a very large percent of them are just going to bounce. So how do you actually verify it? So there's a bunch of different tools that you could use. I personally use this tool, it's called Million Verifier, just another one called Never Bounce. I'm just going to try to log in to show you how this works, but it wasn't letting me hug in earlier actually. So I think those are all the buses. Okay, so it let me logged in now. So what you want to do is take the spreadsheet. I'm just going to name it something. Apollo Leads. Apollo Leads. And what I'm going to do is I'm going to download this as a CSV file and then I'm going to upload it into Million Verifier, going over here and there are 15 email addresses. I'm going to just start verifying. And this might take a little while. So it's going to take a couple minutes. It says it's going to take 15 minutes. Hopefully it takes less for the purpose of the example. But what I'm showing you here is this is going to verify your email addresses and it's going to double check for you to make sure that all the emails that you are sending to that they actually are verified and that if you are sending to them, they're just going to work and they're going to work well. So jumping back into the doc, that's how you would find the leads on Apollo, that's how you would scrape the leads and that's exactly how you would verify the leads using Million Verifier. After you verify using Million Verifier, those are the email addresses that you're able to safely send your cold emails to without any risk of it bouncing, causing all your email domains to have really poor deliverability. So that's basically it. So as an action step at this point, after you have picked your niche, I want you to go to Apollo and set up the filtering similar to literally just what we did to to go and get your leads. After that, the second thing you want to do is scrape as many leads as you can using the Magic leads scraper and then finally run your CSV file through Million Verifier and this will result in a CSV file that you will then be able to use for your own cold email campaigns. So that's basically day two which is picking a niche and scraping leads. Hope you found it today valuable in the next video. And day three we will be talking about how to craft a six figure offer, how to write effective cold emails that actually gets replies and how to build out your VSL your video sales letter that will turn interest into tangible sales calls for yourself. So I'll see you in the next video in the next day of the challenge. See you there. See ya.