52 Minutes That Changed My Recruitment Business FOREVER

Hello, ladies and gentlemen, in today's video, I'm going to give you a sneak peek behind in one of my recent private trainings where I reveal how we use clay, AI and automation in order to scale up agencies without having to hire lots of employees. So I walk you through the exact method, the 2024 agency model, and how you can place an operations integrator in your business around about a cost of 1000-1500amonth to basically manage all of the lead generation. So hope you enjoy the video and I'll catch you soon. So client attraction system, like most agencies don't have a real client attraction system, so that relies on one to many outreach, one to one outreach Dream 100 campaigns and LinkedIn and email outreach campaigns. So having a consistent flow of getting leads inbound, that works every month and you can turn it on and off like a tap is very, very important. And then once you get the leads, you need a client conversion system. So a client conversion system, I call it the signature sales pitch deck. And this is something I've defined, extended us easily over 4 or 5 million in terms of per net fee income from this pitch deck where I pitched it to over 160 clients, won a lot of them exclusive retained. So you can actually get the lead, but you can also convert them ahead of your competition, which is very, very important. And then once you've got the clients and you've got the jobs, you need a remote sourcing system. So you chicken and egg. So as you, when you've started your agency, you've probably seen this, you try and post a gut to try and win clients, get your first client, you get a job in and then you haven't got any connections with candidates or you can't get candidate cvs. You kind of get candidates across the line fast enough and you lose a team competition, then you got to start all over again. So what you really need to build is a remote sourcing system with some automation as well and a structured process where you've got outreach happening all the time in your candidate niche without you having to do that. Because as business owners, and especially recruitment business owners, we wear so many different hats, the last thing you can do is waste 20 to 30 hours a week sourcing candidates. And then once you've done that, the final piece of the jigsaw is a delivery machine. So that's a way that you can actually make placements without you doing them yourself. So it gets to a point at some point where you want to stop being a solopreneur and you actually want to have what we call Delivery consultants or 180 recruiters that can actually do the placements for you. You can make money whilst you're on holiday, you can make money whilst you're working on other business ventures and you can work this make money whilst you're winning morning business in your agency. So hopefully that makes sense. Just checking in, everyone can hear me. Everything making sense so far. Just type a yes in the chat just so I know. Welcome to everyone else that's joined. Welcome Andrew. Welcome again Ken. Yeah. Everyone hear me quit. Okay, so something agency roadmap so you might have seen a quick poll in there. Some people have probably already voted which I've seen Pretty much a lot of you have startup phase for those that don't know is yeah you're starting up so you're either a recruitment consultant or lead or manager and you want to start your own recruitment agency. So that's why you're in startup phase. 0 to 100k profitability is very high, 80, 90% and your main problem is get your first client, make your first placement and really figuring out how to actually build an agency. That's start phase. Solopreneur phase is probably the sweet spot. So I've just seen on the poll here which I'll reveal in a second 47%. So almost half of you on this call today are solopreneurs which is great. So you should be between about 100k to run around 250k. Some people that might be a little bit above, a little bit below. Your profitability is always high. So 70 because you're trading time for money. Okay so you're putting out easily. I know for fact you're doing 50, 60 hour weeks and your main problems are probably low fee paying clients, not enough good clients, no retained clients, hiring, probably firing your first employees. So you probably hired and fired a 360 recruiter or you've tried to hire a VA and you didn't onboard them correctly, you didn't have right systems in place, you maybe have tried to find a source there. Again you didn't give them the right type of structure, sops and onboarding to make them be successful and really building your agency. So you probably work too many hours, you make some placements and it's probably feast and famine. So one month it might be doing two or three placements. The next month zero next month, zero next month, two then trying to open a client, you've lost a client and it's just a constant cycle. So what you tend to find is I've seen the soul openers, they never go in a linear progression, it's just very steady and you'll get to a point where you're comfortable and that's pretty much all you'll do. So it's Normally around about 10 to 20k months on average. A solopreneur does. But then when you add in all of the systems and the stuff that I'm going to show you with today, you can really take that solopreneur model, a really nice and tidy 5,600k profit a year. The next step phase is what I call petite agency phase. So like small agency. So that's where you are not just doing placements yourself. So you've either got a couple of sources, you maybe got an ops person, you've maybe got a delivery consultant. And your main problem then is hiring the right people, onboarding them, Ops management, sops. You're working a lot in the business still, so you're still having the COVID because you've got employees, you're having to make sure that they're not performing. You need to perform and dive in and do the deals, make replacements and then it's really prioritizing the services and getting exclusivity. I would say this the boutique agency phase. So there's around 120% of you in that right now. That is what I would call the new wilderness stage. So one of my good friends, Daniel Priestley, founder and author of many books, Entrepreneur Revolution, being one of them and oversubscribed, he talks about when you get 13 employees, that's your wilderness stage. In recruitment agency world, your wilderness stage is really around about the four to seven employees. That's probably where you don't want to be because you're too small and you're not really a seven figure agency weight but and you've got a good reputation on the market, you can deliver 100k a month and you'll pretty much probably work in the hardest and small boutique agency phase, trying your best to get to 7 agency. So sometimes the sweet spot is either solopreneur, but not how you are right now with all of the systems automation and the remote team of sources and ops. Or you want to be in seven figure agency stage. What you don't want to be is not surveyors or small boutique agency types. So hopefully that makes sense. If you've got any questions also in the chat, feel free to put them in. Basically I'm just going to go through the order of the questions as as and when Sophie, that makes sense. I think everyone's pretty much quoted for this now. So I'll show you the poll. So you'll see 31% of everyone on today's session is starter. The main part, 45% is solopreneur. But we want to flip that solopreneur into what I would call a fully leveraged solopreneur. Petite agency is something so we need to get all of you up to seven figure agency players which a lot of this roadmap will help you with as well. So I'll just share the results and you can see that. Okay. So the roadmap so feel free if you want to take a screenshot a copy of this so you can keep it and put it on your on your wall or as a roadmap. This is pretty much the roadmap that I developed over the last 10 years running my own agency, figuring everything out myself, trying to work out what are the best tools, what are the best automation tools, what are the best VA systems, what are the best sourcing systems. Every single thing. And I really what I did a boiled down the key fundamentals of what you need at every stage. So you 0 to 10k this is your bread and butter. These are foundations you need in every business. And some seven figure agencies don't even have this foundation. So this is how we choose to work together. Maybe in the future what we build out first. What you need is a solid client acquisition system, live lead system. So every time in your market there's a lot of needs coming out which I'm going to show you with what you can do with clay. We've got our clients now where we plug in the system where every single lead, let's say for instance for us it might be software engineers in the northeast of England. As soon as any client posts, any job like that, we've got clay going, it'll scrape that job, it'll find it within 10 seconds of being posted. It'll find the correct hiring manager that will verify their email address, it will add it in a campaign and instantly that we plugged in. So that's a cool email software into play and it'll pre write up using our chat GBT script a three to five stage email sequence that will drip on straight away to that hiring manager to try and get the job on. So that's running in the background. That's a machine. And you can imagine, look, it might not pull jobs all of the time, but even if it's pulling a job a month or every few weeks that could be an extra 100k, 200k of revenue jobs that you can place at such one strategy delegate LinkedIn chat with your VA and your your marketing sourcer and then obviously as we go to 2040K. So that's most of you in the solar panel phase. Once you've got the foundations built, it's the mid tier that you need built out next. So having your signature service pitch deck here in the middle to make sure that you can pitch retain an exclusive business building out the correct candidate nurture campaign. So you might have in your ATS a lot of candidates but you're not really reaching out to them properly. You might get a job in and you spec it on to all of the candidates. You need a real automated sequence that's nurturing these candidates every single month because you know once you get a candidate, a good candidate in your niche, you can place them hiring first delivery consultant pre one day a week. So I always talk about how I built my business. Ronald James from day one I only ever wanted to work four days a week and I really kept that promise. Yes, there was times I might work 50, 60 hours a week figuring this out. But once I got everything dialed in, I always took Mondays off. So I called it Blue sky thinking Mondays. A lot of my friends have adapted this now so I'd get a nice journal, a book and I go to the coffee shop and I plan working on the business that day. And that really freed me up. But I could only do that with the right systems in place. Again, Dream 100 Campaigns, Magic Ladder, winning retainers. These are the key things that you want to have 20 to 40k a month. So these are between 2 to 4 deals a month and then as you scale to sudden figure attractive system my skill building out your marketing system really dialing in inbound marketing because you need to make sure that you're consistent with inbound marketing and really systemizing the ops. So play automation and play.com, which is something I'm going to cover today, that's going to be as you scale can really leverage a lot more time that you're going to buy back. So why are we building a business in the first place? So who has heard of Michael Gerber or read the book E Myth for those of you that have joined one of these sessions before, you probably know what I'm talking about. But for those that are new, let me know yes or no if you've heard of the ema. So basically the the premise of the book EMYTH is Michael talks about regardless of how much you may identify with being an entrepreneur, it's really a myth because most businesses are started by them iOS but our definition of entrepreneurs are people who go into business with a vision of a company they want to create that doesn't rely on their own ability to produce results. Now what that exactly means is we, we've all started a business for freedom. Okay? And disagree me with me if you want in the chat but from everything that I've all of the agency owners have helped is freedom. So freedom to where I want, when I want and do what I want and have the financial freedom to be able to do that as well. And, and what happens when you start recruitment business and a lot of you on the solopreneur phase, very, very hard to build a real business, okay. Because most businesses are in fact started by what he calls technicians or what we would call recruiters. So these are we're basically glorified recruiters that are still doing the recruitment part. So they're people who create a place to go to work for themselves instead of working as an employee and they make that fatal assumption that understanding the technical work or the recruitment parts I being a good recruiter means they'll be successful in building a business that does the recruitment work. And we know that's an assumption that just not true. And it's not only the primary cause of most of the failure rate with recruitment businesses in general. Half of businesses never make it to the fifth year anniversary and that's the same in recruitment world. It leaves the survivors in survival mode and many just hanging on and others having just lost their passion because it's just not having fun anymore. Just out of interest, so for those of you that are on the webinar right now, how many years have you been in your business right now? So just put a figure number so 8 years, 2 years, 1 year and obviously your startup phase will be zero just to get an idea. So wow. So we've got a big range here. So we've got 079331042122 15. Linda welcome Linda. 8 over 20 for Francisca 1/2 10 years 1 4, 1610 10, 1486 big range as well, which is interesting. 4 years, 13 years for 18 years. Scott. So you'll see like what you tend to find is in, in recruitment and when you start your own business like this, you end up being in this industry for a long time if not pretty much your full lifespan of business is 100. So and what you'll tend to find is a lot of people aren't having fun anymore. And that like when you drive a car and, and you drive to your local shop or your supermarket or where it is, you realize, do you look back and think, how did you get there? Did you take the like left turn, right turn? Did you remember when you put the indicate on all these things? Were you going in your subconscious just driving through to the shops without even thinking about how you drive? And this is the same for your business. You're doing the same things over and over again. You get the same outcome and for one reason, because you've been in it a long time now and you think that is just how it is and you just can't get unstuck and it's very hard to get the passion and enthusiasm. So my point to you is like you're all on here for one reason or another and one reason is that you want to do something different. You realize that things need to change. And this could be the stepping stone for you making things change. Because you do not want to get to the point where your business isn't fun anymore. And probably for some of you on this session right now, if you're honest with yourself, you probably hate your business or it's just not fun anymore. And that's really sad way for it to be. But it doesn't have to be that way forever. Like things can change and turn a corner. We felt plenty of people that have been 10 years plus 20 years in the game, equipment and being blown away, which I'm going to show you later on of how they've changed the business pretty much within two or three weeks. James hates the inconsistency. Very, very true. Okay, so one thing's for sure is, let me just go back a slide. So if you're a recruitment agency on it, you may be understanding a recruitment and for another agency, but it doesn't mean you're prepared to build a real recruitment firm that can thrive whether you are in the business or not. Because that can only get you so far. You being a good recruiter and being able to build can only get you so far because at a certain point you can't help but feel the impact of all the demands of owning and operating a business that you really weren't prepared for. Now I'm trying to stay on top of everything. It can be pretty overwhelming and you can spend a lot of time working without feeling you're getting anywhere. And really it's a tragic expenditure of time and effort we all know we're on this planet for not a long time, guys, and time is finite and we can't buy a bar. And it doesn't have to be that way. So working on it, not just in it, can change everything. And this was the big game changer when I met Michael Gerber. The first year in my business and the call to work on it is a call to think the way a true entrepreneur thinks. To the entrepreneur, the business operates without them. So remember when I said when I start my business, I said I didn't want to do placements and I didn't want to work on Mondays. I just had a thing for Mondays. Like I was working in a recruitment agency and Hydro Franklin happened to when you were Sunday and you rest and then you back in Monday morning again, like the dreaded Monday morning. I wanted to eliminate that and have Mondays as fun. So that to the technician or the recruiter, the business operates because of them. And a lot of you, everything has that happens in terms of clients, job board, everything happens because of you. Now what we want to do is build a real, whether that's a 7 agency or what I would call highly leveraged now the recruitment, you make some profits, you make some placements, then you realize they are a slave to their own machine because if they stop, the business stops and then the money stops. So basically you have a job. You see this probably in the summer when you take holidays off. Like I'm going to show you some actual live examples of some of our clients that took holidays off and placements happened without them. And their sources found candidates and pull jobs without them, sign terms of clients without them. All of these things was a big game changer for them when they took the holidays off. Okay, so my video keeps skipping. So bear with me one second. And I'm just gonna, I'm just gonna move indoors just to make it a little bit more clearer because it might be, it might be the WI fi signal. So one, one second, I'm just gonna change locations. Can everyone hear me? Okay, now. And the signal should be better. So apologies about that. Yeah, all good. Okay, so where are we so building a real equipment company? So a business that has systems and a self managing team goes, makes profit and doesn't need you day to day. And one thing I want to ask you right now is how much are you in the business right now? So that means doing everything. Are you working in the business versus on it? So some people might be 100, some people might be 90 in it, some people might be 80%. 50%. Just to give me an idea. So I'm using everything. 100. 100. Luke down 100%. Married to it. James 110%. Okay, so a lot of hundreds there. Okay. So it's fair to say that 50%. Lindsay, which is good. Connie. 40%, which is good. So there's a lot of you in 100%. It's fair to say that a lot of things have to change. So the reason why it's important not to be 100% in your business, whatever results you had last month, last year, the year before, it will repeat because you're not doing any time to change anything, to implement any new strategies because you're just in it with blinkers on, just doing it, doing it, doing it, doing it. Just pedaling that bike. So the big paradigm shift for everyone right now is all of you that are 100, it needs to change. And it can start from Monday. Lose guy thinking Mondays taking. And how I did that first was I would take half a day off on Monday. So I wouldn't start my day till one in the afternoon on Monday. Emails can work. Things can wait on Monday. So you could start off in a coffee shop till 1 o', clock, go to the gym, do what you want in the morning, relax and then plan your week. That's one way you could do it. And then eventually start easing on to full Monday off. But again, you need some systems, you need some strategies to do that, which is how I'll help you today. So, so why remove yourself? Well, why would you start the business in the first place? Remember we talked about freedom, financial freedom, but so you can spend more time on high value tasks just making more money, working on it, not in it. Have more fun, get the business fun again, take holidays when you want, make more money. And most importantly, things don't stop when you stop. That's the most important thing. Why you need to remove yourself and implement this. So the amsource method of remote teams. So everyone, welcome to take a screenshot of this. Now, this is how my team works. My team's a little bit bigger than this model, but this is what I would call the perfect seven figure agency model. And you can tweak this for the solopreneurs that just want to have two or three remote sources and ops. It works really well as well. Yeah, Lindsay, you want to travel more? Okay, so this is what we call the 2024 agency model. This is something that I talked about extensively inside our program as well. Obviously got the systems there Projections, team goals, tool stack. So on the left hand side there's more systems to that, but the key systems is having a really dialed in client acquisition system. Having a candidate sourcing machine that's consistently getting candidates inbound to you into your diary or your recruiter's diary. A consistent signature sales pitch deck that can close retained and exclusive business inbound, automation that really dials in to connect in with every candidate, to nurture every candidate and every client and operational excellence. So having an OPS integrated VA that's working on all of the zapier links, the automation, the clay.com, which is something I'm going to cover today, those are the key systems. Okay, now projections. Now you can take out delivery consultants if you want. So you can replace yourself with maybe three delivery consultants or you could have you and one delivery consultant which a lot of people have in the program. The main piece down here is like a marketing sourcing side. So having the marketing sources, and these are the sources that are doing video outreach, voice note outreach, LinkedIn selfies, email outreach, they're doing all the social media. There's a lot that we train them to do for you to place in your agency and then one can graduate to a marketing source. Indeed. Now the cost of this for instance is a thousand dollars a month each sourcer. So between one thousand and twelve hundred dollars which again I'm going to dive into today. One remote operations there you might have a general va. So this team here on the right hand side is pretty much going to cost a 5km, not even one placement. And then your delivery consultants, obviously you're going to be paying commission wise. Now the delivery consultants we can, what we've developed and evolved is using South Africa or South America and they are pretty much a third of the price of a UK recruiter or US recruiter. So a lot of people in our program now graduated the marketing source and they've evolved to be in a delivery consultant and they're doing deals of 20, 30k placements a month and you're probably paying them 2k a month including commission at 3k a month. So big pocket margins and less risk. There's one thing I've seen with a lot of solar panel agencies that hold them back is you're very scared to have the risk of responsibility of paying their wages. Every month it's more pressure on your shoulders. Okay, so we try and take that away in this model as much as possible. Luke's asking all the deals in their local countries are global. No, these are UK So they're based in South Africa, but they're working for UK companies and US companies or Europe, if that makes sense. Which I'm gonna, I'm gonna show you a little bit more on this session. And then so that's your team. So you could have a team of between four, two, eight or nine in your team. You might choose to have a peer whether they're remote or in office. I love having my peer. I think it's a big thing. Like once you get to like consistent 50, 67k months, it's a big thing. But basically your four delivery consultants on this projections here could generate a million pounds in terms of revenue fees and your cost probably wouldn't even. I'm doing it really reserved if like a 50% cost basis. So let's say all in 20% to 25% homes and, and cost for your delivery consultant and then your sources, it can be even higher profit margins. If everything's in South Africa and you go through us with the sources, that type of thing, it could be even cheaper. But to do a million a year and this is without you. Okay, so there's, you've got two differences. So your solopreneur, fully leveraged model will be you doing the deals, still replacements yourself, but you've got team of two or three sources, one offs and maybe one period. So you make high profit margins, 70, 80% and you could probably still do 5, 6, 7k a year in fees and you probably take home 500k or 600k of that. Or you can have a seven figure agency where you've got four delivery consultants that pretty much replace you. Because always one's going to be shared, one's going to be average. You might have a couple of superstars. That's how it's always going to work. So you never want to be in stock with just one. For example, the same with the sources. We always say build a team into sourcing team because it's an asset. So your goal will be around about 80k per month if you wanted to get to that magic million a year. And these are the key goals. Grow your candidate webinars. You can attract candidates inbound, which is something we teach in the program. Build your brand, win more retainers, keep the expenses low, build a strong remote culture and get more inbound candidates and your tool stack. There's a few more in there now with clay.com, for example, that we've added in, but these are the main foundations. Groupify, we recommend instantly is an email outreach tool we recommend Slack to manage all of your business. Very very important. You own Slack. Streak CRM manages your client needs. An ATS system is very important as well. Active campaign you can use to nurture. But that's probably something if you need further down the line. You don't need it now. G Suite boom. Better proposals is the tool that we use to pitch the retained yeah Clay's getting added on because when. When I recorded this last time we didn't have Clay in there. But don't worry, we're gonna well spotted. I'm covering this in a second. And then Hubstaff to manage your remote team job boards and that's pretty much it. That's pretty much the. The post stuff that you would need Google Workspace and email calendar for every client. No you don't need other clients. This is just for your team. You would need ClickUp's good. We use that internally for the agency blueprint. So our customer success team use ClickUp. It's a good tool project management wise. Your clients are using whatever they need like you. You don't need to worry what email they use. What CRM do you use to track your biz dev sales efforts? So we use StreakCRM for your lead management tools. So client acquisition system. Once you've dialed that in Vince with Clay instantly and you outreach maybe with Apollo for data then I like having Streak CRM to deal with the maybe responses and yes responses because it sits in the Gmail inbox. Works really well. Any other questions on this model before I move to the next piece? Just want to make sure everyone's getting the questions answered. Shazad I think Dripify can do the job well. Depends on niche. Yeah I recommend we're quite big on Dripfi and there's hundreds of our clients inside the program. We certainly use Dripfi. Hi Linda. Good insurance company. Just depends. Depends where you are. What do you mean an insurance company? Do you mean for just standard business insurance or is this for like contracts and one thing you can do with instantly now is you can buy domains through then host your Gmail through there and basically they do all of the demark settings the skim like all dkim like all of those annoying little sequences. To have more domains is. Is pretty much done in instantaneous so something I would mind. Yeah Hiscox is what we use as well. Thanks for that Colin. You shouldn't not be sure on Slack. Just use Slack. It's the best. I've got four of my companies all remote and slack and that's the main tool that everything's run through. If you want to use Microsoft Teams, use teams like I said. I mean whether you're using slacker teams, it's not going to help you make an extra few million a year. For example. It's a tool to communicate. So yeah, we used to use Fincherry four or five years ago. Again they've got two big up top level one or whatever. Every one of you that are on this webinar do not need that type of ATS or CRM system because you're the solar panel that's going to be going more leverage or you're going to be something of agency but it's going to be very petite to eight to 10 people. So you don't actually need that level of CRM. Yeah, just not a fan of Microsoft. I think Google is so much more open source. There's so many more plugins. It just works seamlessly. Microsoft again no one needs Microsoft unless you're going to build a company bigger than 15, 20 people. Really Microsoft's built for enterprise level clients. Yeah, we still use VakudaFlow. Nicole Hygiene is okay. I haven't tested that one but I don't know if it. I haven't heard good or bad things. So you can book in the call with good Apple with one of our partners. So if you speak to Manan tell them you with James Blackwell agency blueprint and they give you discount as well. I have go high level for my other business. It's not really something that would work for us. Bonage is a good system. Yeah. Okay, so what is the marketing sourcing system? So I talked about this team here. For every solopreneur that's on here. In particular for all of you that are on here. Start is is for the software phase. You need to get clients first. You need a solid client acquisition system, proven where to get clients and a proven way to pitch them because you're not going to win new business over bigger agencies than you or people that are more hungry than you. So you need a way to stand out. So it's very important as well. So the marketing sourcing system. This is an unsourced marketing effort to sourcing more candidates into your diary whilst increasing your brand. So it's twofold. So imagine you've got these sources so they're out there working under your brand in your company. So it shows that you're a bigger person than just a one person agency and they're reaching out to every candidate. Video, outreach, voice, follow ups. They've Got templates that get trained on with us, they get video outreach training with us in the academy, they get voice training with us and how they actually chat. So it's like DM chatters on candidates. All the stuff that you do in sourcing gets eliminated and it moves to more sources. Now the benefits of this is one, they source more candidates into your diary. The second kick is even if they didn't source many candidates at the start, your diary, it's increasing your brand exposure and the omnipresence. So all of you came on this webinar organically in one way or another. Whether you see me on Facebook, LinkedIn email list, a post, a LinkedIn invite invitation, that's an only presence. Same with the marketing sources. So they're reaching onto your target market every single day. And each candidate gets an outreach maybe every four weeks to six weeks. Every time a good candidate comes on the market, who they're going to think of? They're going to think of the 10, 15 other agencies that just DM the job specs or him or her job specs or message or the pretty bubbly marketing sourcer that took the time to record a personal video. Personal follow up started adding value. It's actually I see as paid advertising. So you've got a source that you're paying $1200 a month for. I'm paying $1200 a month to advertise my business to all the candidates that I can make 10 20k placement from eventually, which gives me what? 2000x all wrong. So that's the genius of modern sourcing system. And on average it helps you and your consultants make an average of 2 to 3 extra deals per month once it's fully dialed in. So what they do video outreach. Loom videos and selfie videos because you don't want to do them and one of you could definitely just want to do so if you have a marketing source that's just trained to do this as their unique job, you get so much more leverage, you get so much more outreach, you get so much more placements done. Follow up messages, messages to candidates help your consultants close more deals. Social media posts Canada nurture emails increasing the brand awareness. They deal with the job board searches. All the job boards get the job boards onto the ads, help you push events and webinars online. Daily personalized advertisements for your business use the ATS. So your CRM system probably got 10,000 candidates on there so they can email until they get the candidates connected on LinkedIn or and or they can use your LinkedIn voice notes or video saying hey, my name is Sarah. Colin asked me to reach out, I'm his PA or whatever it is to bring some status and you can do it on each other until they get up to speed. The whole idea of the modern source is they'll get 30 to 40% connection rate. So it just takes time to ramp up. But in the meantime, job boards and your email list from your ATS. How much does it cost? Between $800 to $1200 per month. Working remote you can offer incentives for each candidate that is successfully placed. So on average we reverse Engineer, that's around $200 to $400 and that's going to save you 20 hours per week or your recruiters time to make more places. The whole idea is buying back time so you can get out of that solopreneur phase where you do everything. This is just a screenshot of like so we've got a marketing source in the academy we've had almost 180 sources that we've found, trained and placed in our agency class. This is just one zoom meeting, two pages. You can see that of all the sources that come on from all the different agencies trained by our head of marketing department on sourcing and outreach. These are the type of posts that your video jobs are there to do. Yeah. So Stuart is asking, are there any particular outsourced providers in South Africa that you recommend? Yes, us. That's what we do. Sure. Just we do this for you. So we find them, we train them in the company for four or six months and we place them with you. So then you need to prepare them this all so that your employees, we find them trend for you. Yeah. So these are just some of the wins of people at work. Gary Dillon, he's in our seven figure lead program. Does over a millionaire in his agency now his not shot earlier one of the new South African sources identified, connected, forwarded a good candidate to me, told me to submit a client for interview. Hired first placement in week 7 and it made €13,800 and it probably cost 1k to pay them. And this is a candidate that Gary wouldn't have found himself. Was team wouldn't have found himself. So yeah, three, three submitted for Suzanne to the bottom left hand corner. Three placements made by our marketing sources. 17, 600 pounds placed. Three jobs filled by a candidate sourced by a Martin Sources based in South Africa. These are all through our process and system. We found them, sourced and trained them and this is everything they do in terms of Language worked. Five deals in this week, none done by him or his business partner Danny deal source by the software from Arena. Great example. I just took a screenshot from last month. So three weeks ago, fifth placement made yesterday for our account manager while we were working on. Really happy about this. This is the market source of 15 polls booked in for the week. Two candidates, client interview, one got another again, she went on holiday. So as I said before, I'm going to show you a story about one of the members inside the program went on holiday in Egypt for two weeks, one of the first holidays for a while and her marketing source that actually secured three placements while she was on holiday. So the source that organized the interviews, liaised with the clients and candidates and made the placements. So as Rona said, this is the first holiday since setting up our business and she's been In I think eight to 10 years that I've actually been able to stop working and completely relax and just came back to three placements. This is a snapshot from the marketing sourcer because we've got the group of the sources in. She said I just wanted to share my win. I've made my second and third placement since joining in May. So within what, two, three months she's made three. So that's how the marketing sourcing system works for anyone. Obviously I'm going to cover off a little bit more on this in detail for those that are interested, for those that are interested in booking a call for this, I'll just pop you a link, we can walk you through a demo, exactly how the sourcing system works, how we get on boarded, the costings, etc, how you pay them, anything that you need a question wise, feel free to put in a call. My team is live ready now. You can put in a call within the next hour and they can walk you through that for those who are interested. Okay, so someone mentioned James, you haven't said anything about clay. Okay, so the AI method for using clay. So one of the key things that I'm going to give you today for everyone that's came online like I promised is the Clave recruitment playbook. So this is just one of the playbooks that we use that we implement in teams that we help 48 pages to scale your business with clay. Clay is very powerful. So I was just on the call with one of our coaches inside the program, George, who's one of our clay experts and Graham our other clay expert. And there's just so much you can do with clay. The problem is you can run away with it as well. So one thing that my job is with all my experience scaling recruitment agencies is you don't want to automate too much. So you don't want to get carried away with like building too many clay playbooks and too many sequences because then it just gets too convoluted. The most important thing is is it going to buy me back some time? Is it going to make me more placements? Those are the two questions you ask with every single clear thing that you're going to implement. Okay Michael, thanks for having a proper chat. I don't know what you said there. Okay, so so basically what you can do, so the first thing that scenario one for example with clay, the first thing you can do, you can auto script live drops and write your personalized message check. True. Remember what I said before about how we've got. You can have the live mute system and you when a job in your niche, say it's a software engineer in Newcastle, as soon as you cover the market faster than anyone else and you get an outreach messages to that hiring manager who within five minutes and basically play can go in and find the jobs you can do. The search criterion here, there's a step by step process of how you do it. So how we search for the job titles in here, software developer New York for example, how you import the options. So how are you going to import and enrich your data? How are you going to find the contacts? So the next step, you need to find the contacts and company. I'm not going to go through all of this. For those that are interested in having this blueprint workbook, more than happy to give it to you. So just, just type in yes in the chat and I can ping it in and yeah, so this is how it's going to find all of the jobs. It's going to. This is clay at work, finding the job URL, finding the point of contact. So it'll tell you if it's on the point of contact or not scraping the job description. So basically what this does is it'll find the job spec, it'll see the key nuances that are in that job spec that are unique, different to the other companies and then it can craft a personalized chatgpt message mentioning those little nuance things. So it means outreach message that's hyper personalized as well, so it doesn't look automated. Okay, so a lot of you want this, which is cool to give it to you and then the job search tool that. Let me see, share this copy. Okay, I'M just going to pop it in the chat now. No one else needs to say yes by the way. Just clogging up the chat and I've just popped it in there for you all. So you should all have a copy of that now. And then it's doing the job search. So look like I built this and I'm giving so our operations team implement this in our, our agency and the agencies that are inside how we could accelerate in the program. So I'm just giving it to you as, as a gesture for free and you can implement it yourself. My personal opinion on this is you do not want to waste too much time becoming a Clear expert. It will not make you more money. It will not really free up your time anymore or cost you more time. But for those that are passionate about it. So maybe one in, I don't know, one in 50 of you might actually love doing this play and going down the rabbit hole and spending hours and hours like I have team up Clay. I've got no association Clay. But I'll give you an example. I think the ones because we can put, we can actually install this for you with our Clay expert and set up all of those campaigns, all of the playbooks. That just works and away it goes. You've got live feeds and you never have to do it again or you can do it yourself. So I think so the pay monthly plan is 3, 4, 9 which is 10,000 credits of like these are like the Clear searches and outreach. That's pretty much you can get away with the starter phase depending on how much scale you want to do. So you could start with starter phase and you could maybe most people are in the 3 format so but you're buying back time. So you do an outreach that if it just pays for one placement or one client, you find in the next 12 months it's what cost you 4k for that? We probably made a 10, 15k placement that we can't. I mean that's an extreme scenario like you're going to make probably way more than that. Yeah, it's protected ip, Michael, so of course you can't download it. So we don't want this copied and just sent out to anyone else. I'm giving it to you for personal use. So if you wanted to download it and copy it, then that's the reason why it won't work. Google, can you clarify if Clear will be used for client or Canada acquisition book? So there's the stuff they can do for both. So repeatable jobs. So the most important Thing at the start when you implement players is client outreach because candidate outreach is I, I still believe that the marketing source of model and what I was showing you about the personalized outreach is very, very important. Especially in 2024, 2025. Every candidate's inundated with messages. The last thing they want is another automated message. Okay, so very important. You have the marketing sources to do down with your candidates. The only reason you would use clay, I think for a lot of the, the candid outreach is if you're in a big one to many space, blue collar workers and just volume based recruitment. But if you're in niche based recruitment, you don't want to do too much on CL itself straight away. It should be more about client average. Okay, so this is why we've got the scenarios in here in the playoff for that. Okay, so everyone's cool. Clear. Any questions on this? Everyone's got the copy. So this, this is just. Yeah, some of the strategies that you can go in implement and like I said, you can go down rabbit hole, you can get to install it so you can find people on upwork, you can speak to our team. Like I said, we've got a specialist in clay and I'll give you an example of this with our specialists. One of our clients 6 days ago got a client from George's email strategy. Okay, expert. So thanks George. Love your approach. And before he did call that email outreach himself, he had 3,000 emails, he got no responses. Then he used our playbook, we typed up and implemented the email strategy for him. He got two meetings straight away offer outreach of 550. So the difference is it's not the tools, it's how you imply, how you apply it and how you implement it, which is very, very important. So like when you come into the program here, we roadmap everything out for yourself. Your mindset's a big thing. But the rest of the pieces like building on the client outreach campaign. So defining your niche market, building your client maps, setting up the campaign. So we help set this for you. The client outreach, your automation tools make sure the copy's right, the email campaigns are right, video outreach is right, the 3100 denomination and then you're hiring your first office for you. That's the first part of clients then said with candidates is obviously LinkedIn automation, video outreach, setting up the email nurture campaigns, job fill matrix and then your marketing sourcer. These are the key pieces that we help you implement on both sides. I think someone is asking about the candidate site. Yeah, you should be able to just make a copy of this. So on here you should just be able to or you just keep the the document how it is. It's got the sop. So okay, so questions on this is is this wise to use Apollo to find Canada emails and send them a job opportunity since not good tools except few that offers email finder. Yep. Apollo's been working really well for a lot of members inside the program. So yeah Apollo is something I would recommend and that can work really well. Naomi, did you mention who would be managing clear or will be from your team? Yes, you would take the clay out and we can implement those playbooks and install them in for you custom and then you could have which is why I'm going to come on to because once you've got clear setup for example you're going to need what I call aux VA or someone that can do the tech because again you could do it but it's another 1020 hours a week more time or you want to do what you do best which is pitch high level clients, win retained business, deal with the client side working on the business line. So it depends if you want to work in it more. Okay. But there needs to be a shift especially for you solopreneurs on that for you to get anywhere past being a solvent and doing everything yourself. You're going to have to invest in team and you can do an outsourced team with sources in South Africa and an ops person. It's going to be a lot lower cost. You can afford to then do an extra 2, 3 deals a month and then you can start building on the system. That's a key thing and that's the same with you in particular agency phase and start affairs. So start affairs, get your first client, make your first 10k placement and then you should be looking at either an ops person or a tool set or at least someone help hold your hand up how you're going to build out the agency. So reverse engineer back to Michael Gerber building the business. All of you people in startup which I think 30 of you chances you succeed are very very slim without help because you need a roadmap of working on how to build a business to just being a good recruiter. So you've already got a lot of people around here that have done that and being solopreneurs but they're stuck again because they haven't built the foundations of like building a business and having time working on the business because it's just been good this all the time. That makes sense okay, so we talked about the, the marketing sources, we talked about Clay. Now we're going to cover off operations integrators in the actual system. So a remote operations integrator, they have virtual system to set up and configure the complete lead generation tech start systems and clear. So this is going to free up 20 hours easier week of your time that you're going to spend building and organizing your outreach campaigns as well as testing all these new tools, looking into clay, implementing them just so then you can buy that time back and make more placements per month, make more money, get more food and what they do. So they're skilled in automation. So we train them again in our academy with our experts on all of the lead generation stuff that we teach in the program. AI play.com instead of the tech stack they set up the LinkedIn automation, the set of all the domains they can do, all the templates of the emails, the LinkedIn messages, the market map, the CRM, set up the email inbox, save your automations, make automations company set up everything and then they're there, your little AI experts. So as AI is evolving, as you've probably seen with ChatGPT like Take north, then you've got Claire, then you've got all sorts. You need to stay ahead of the curve and for you to be cool. Still up in a new edge, you take advantage of it AI and you can beat all of their 2900 man recruitment agencies out there because they will be slow to implement. You will waste a lot of money on experts, consultants, etc. But they'll not know who's going to own it. You have an operations beer in your corner that's going to help deliver few and let us implement playbooks and deploy it. You can get everything deployed in the first two weeks so we can implement the auto scraping laptops, personalized message on reach the bacon positions, finding rapidly growing companies on autopilot, setting up an evergreen campaign in play and setting up the client campaign and play. We set all of this up for you and that's what they can do with the operations and the grid is so just some wins on any with for example it affirms to me there's absolutely no way that I would have been able to do this on my own and I'm very grateful to you guys in the training and tomorrow's user ops FIA and in a matter of two weeks my ops integrators completely reshaped our tech stack. So this is from Alex and Supercharger client in Canada outreach Hiring my operations integrator through the agency grouping is the best hiring decision I ever made. Daniel Andy is a great example based in the UK join our last does the US market big leaves and his biggest engine was operations in the grid that's really implemented as business. Jody Shed just recently hiring operations incubator my best move can't express my enough gratitude to Rehan who's our head of ops and he's the one that found him trained them massive assets our team and this is you the sort of building a great remote team that doesn't cost much but it's giving you so much leverage and giving you so much traction. Daniel Boyle for example we just landed our first big client from our live leads automated play system set up by our ops integrator. Looms are sent money but the leads came from the system. Thanks blueprinting. I mean I could go on and on. Julia just shared obsessed with my ops integrator because once you've got this ops integrator in anything you see with AI or cool stuff you can say look can you have a look into this? Can we do something with this? And this is you in the mindset of working on business.in it. Julie Shen My opposite started yesterday and she's already pushing it. So one day in I'm still early days with the tech stack at agency blueprint she spear is heading the full implementation. I have had time to do recruit flow instantly. Xavier running email campaigns. I've had Apollo for six months but only used to use for full email addresses for one offs I never know. So how many of you are that you buy the tool, look around it but you don't do anything because you haven't got time to do that. And it's not time best spent. So this office one day has done all that. Streamlined internal communications, organize inbox, LinkedIn, inbox website. That's everything. Minimal labor costs again 12001500 dollars. So operations integrators we placed 96 opposite place fully trained. 19 promoted BD managers they do all the time outreach. 60 have fully automated outreach systems now installed in their agency. And on average two to three time meetings are getting booked per week, 25 hours on average saved per five. So all these clients have a mini me deployed in their business. So you've got mini mes both on sources and ops integrators. Shalina was talking about its openers moving that model. The best way is to replicate yourself and create mini mes of the lower value tasks that you don't want to do. Okay, so if any of you want any help with implementing this, whether it's the full system, whether it's an ops integrator, whether it's clay, whether it's a sourcer book in a call today, not here to heavy sell you. If you want to work with us, great. We'll show you how it works. We'll map everything out. We want to only want to work with people that are really interested in the new way of thinking, with agencies that want to have more freedom back. They want to make more financial freedom for themselves and they're sick of doing things the old school work. So it'd be interesting.