In this video Jeff Miller reflects on signing a new $5,000 client and the broader lessons that emerged around client acquisition, messaging, funnel design, and operational scaling. He explains how the way a business communicates determines the prospect’s awareness stage, and how aligning messaging from problem‑aware to aspirational can dramatically shrink sales cycles. Using a recent client who moved from a $1,200 cost‑per‑schedule book‑a‑call funnel to a $150‑$200 cost‑per‑schedule system, Jeff illustrates the impact of simple text‑only landing pages, identity‑based copy, and precise audience targeting. He outlines a multi‑stage onboarding framework that emphasizes clear bottlenecks, regular debrief videos, and KPI tracking. The video also showcases the role of his AI assistant, Broomhilda, in automating reporting, creative rollout, and maintaining momentum. Real‑world performance data from Airbnb, tax, health, and fitness clients are shared, along with a technical issue involving Facebook CAPI double‑reporting that skewed metrics. Jeff concludes with a roadmap of four stages for new clients, the value of long‑form YouTube content for outreach, and upcoming in‑person events.
Chapters
All right, so we just signed another client, which is cool. And we got another one scheduled for later this week to pay me money, which is fun. I'm gonna talk about how they fell into our system, talk about the offer, the problem that we're solving. And I'm gonna do my best to speak it in terms of marketing, because I believe that is the biggest lesson in today's video, which is what you say determines the awareness stage of your future clients. And if you communicate it correctly, you can shrink a sales cycle. And so let's go. So this client had been following me for at least 2 years. Not great, right? I should be more aware of my communications to get people that have been following me end up spending more money and not have to wait 2 years, right? So I'll be figuring that out later. But they were following me for 2 years. They had been reading my posts. They had been documenting or seeing me document my journey. And what's interesting is this client was unaware of the problem that I could solve for him until he started reading the posts. And then it was not of a severe enough desire or urgency to pay me money. That changed when they ran their own Book a Call funnel for their e-commerce D2C email marketing offer. So they work with businesses that are doing $5 to $8 million a year. D2C, they can raise your email revenue using their own unique method. So this client saw my stuff, knew of the problem that I had, but did not think their problem was big enough until they started running their own advertisements for their own clients to get clients. Their cost per, I think, schedule was $1,200, but it was not a $1,200 schedule. It was definitely like a, probably a low-tier schedule, that kind of thing, like not great clients. And then this person and this business had been seeing my results about the $148 schedules, $105 schedules, $74 schedules, those types of things. So only after this person experienced it not working for them did they then reach out. So that means I need to change and adjust what I'm saying. I need to go after— I need to send messages that make people more aware of the problem that they have, which is growth. And you can have growth in multiple different methods. One of them is a book-a-call funnel, which is the most consistent, reliable, predictable. I have to do new messaging around that. But they ran their book-a-call funnel. They were doing $1,200 cost per schedule. They probably spent $4,000 or $5,000 on it. And then after a while, they're like, you know, maybe just message Jeff. So when they were aware of the problem and it had the severe enough and the urgency enough, they messaged me. And the reason why they messaged me, by the way, is for twofold. One, They had been reading my stuff and I put a lot of proof on there, but more importantly is in a jab jab hook methodology. Accidentally, by the way, I had put up an offer post saying, "Hey, this is the amount. This is the time frame. Do you want to spend some money with me? Yes or no?" They read that two days later. They messaged me saying, "Hey, I'm interested. Let's talk." Then they scheduled and we had that conversation today. Here's how the conversation went. Hey, how you doing? What's up? What's going on? Blah blah blah. How long you been following me? Oh, where you from? Oh, I know XYZ. Like normal recording. Stuff, right? Then the next part was I say, all right, talk to me, tell me what's up. And I opened up my Google document. I asked about what they do, how much they charge. I said stereotypically, what's the difference between what you charge a client and what it costs to deliver the service? What type of results do you deliver? But more importantly, what have you tried in the past that hasn't quite worked? Is this a shadow? That's a shadow. What has not worked? And then we opened up and realized that they were spending $1,200 cost per schedule. They tried to solve it on their own, didn't work, cool. And then I opened up mine and I said, this is what we're doing for some clients. We had $60 schedules, $150 schedules, $200 schedules, and we did it with a landing page that had a lot less maintenance and adjustments. So by that I mean we were not doing like a huge VSL or severe complications. For the most part, our landing pages are just text that looks good, and then We asked some qualifying questions. This client had a VSL, and I'm not necessarily against the VSL, but VSLs typically have the opportunity to accidentally appeal to the wrong kind of client, which was his big lesson. Because I'm constantly talking about don't say sick and tired, don't do irresistible offers, don't give me frustrated, don't give me angry, none of that stuff. I don't want people who are those feelings because they will not end up purchasing. At all whatsoever. So, by the way, if you run that type of marketing, you know exactly what I'm talking about, which is when you run an ad that said, "Are you sick and tired? Are you frustrated?" You know, very pain-focused. You end up talking to people who have that, and they're not great clients, and it's really not a good culture to work with. You really want people that are more aspirational, more driven, more motivated. So it's the equivalent of saying, "Hey, if your sales rate sucks, you know that you're losing hundreds or thousands of dollars." Every single day, and your debtors and your mortgage is calling, and you gotta pay all these bills, and I know what that's like because of blah, blah, blah. And that's what his messaging was like. And it really sucks, 'cause if you read that, you're like, oh, the world is gonna come to an end. And that's one of the reasons why he could never get anybody over the line. I think out of like 7 schedules, sorry, 7 shows, he got 1 purchase. Couldn't get them over the line because you are literally making people realize that they are in a survival mode. And you're telling them, hey, if you're sick and tired, frustrated, pissed off, angry, schedule a meeting with me. So that's what his clients were. We really want to have more of an aspirational desired type of thing. So instead of saying something like, and take the sales call example, instead of saying, your close rate is 15%, and every time somebody doesn't buy, you see money leaving the door. Instead of saying that, we could say something like, if you know that doubling your close rate could bring you one step closer to making $1 million a year, what would you be willing to invest to make sure that happens for the rest of your life? That's a whole different person. Even if it's the same body, them as a persona, it's wildly different. And Tony Robbins calls them states or identities or something like that. If you prompt somebody with sick and tired and frustrated, you're gonna make them very, very conservative. If you prompt them with future and one thing away, even though I kind of hate that. And if you could just figure out that type of wording, you're gonna get a purchase and you'll probably end up working in a better working relationship. We see that happen a lot, again, with sales offers. We have people that I compete with that charge $300 a month for their sales consulting and their entire community's people are sick and tired. That sucks, bro, a whole lot. And I know other people on the other side that charge $10,000 a month for sales consulting. And everybody there is super happy. Again, it's the narrative that you put out into the world. So when we deep dived into his stuff, he was accidentally in this bucket, which is probably simply where he was a year ago or 2 years ago when he started it. Sick and tired, frustrated, I need to make money, I need to get out of my situation, that kind of stuff. But that is not his desired clients. That's not what his clients wanna see, and it really doesn't reflect the results that he's working for. So as an example, his ideal clients are D2Cs making $5 million a year. D2C e-com Instagram. It's a license to print cash as long as you don't actually spend anything on inventory, right? All your money goes into inventory every single month, so you end up taking home 5 or 10 or 15%. But if I say that, we're not gonna have a good time. So instead of saying that, I'm gonna say things like, if you're at $5 million a year and you wanna get to $10 in the next 90 days, and you know that the next unlock is taking your average email subscriber from $100 to $300. I have by far the best system and methodology for doing so. Very different people. So when we had the conversation, I looked at his ads, we realized that his entire philosophy behind writing an advertisement was just attracted to the wrong crowd. The $1,200 cost per schedule, 1 out of 7 closes, that kind of stuff. And even though the work was the same, He was not getting the inbound and the close rates that were necessary. So when I showed him the text-only landing page, when I showed him the AI UGC, when I showed him the winner spinners of the case studies, he realized pretty quickly that he could take my skill set, work with me one-on-one, and then create marketing that went from up here to up here and end up getting like $200 cost per schedules. Because for currently, if he's spending $1,200, he could get 6 times as many at-bats, right? So that was a whole different conversation and a whole different mental shift and identity for him. So it came on board as a $5K client, which is great. Plus there's recurring in there. Plus as soon as this time is up, we're going to have a conversation about upgrading or moving to performance. And it's likely a scenario where my team will take over and then we can constantly make sure that the pipeline is open like we're doing for other clients. So that was pretty useful. Again, as a philosophy, me documenting my journey and constantly talking about the results and then unpurposefully putting an offer post, that's tier number 1. That was the first thing that we did. The second thing is that when he messaged me, he already knew the price point and stuff like that. So that alleviated a lot of frustration. And the third is when I outlined the results and talked about changing his persona of his ideal client, that made him come on board very, very quickly. There's a couple other things that I should have done as I say this out loud, which is A, I need to get better at making my clients realize of the new opportunity, which is a derivative of solution-aware, problem-aware. I'll work on that more often. Like the big opportunity is gonna be book a call funnel. I need to say something like that, right? So I'll start introducing new methodologies or sorry, new communications to communicate that. The other thing that has been very good at unlocking whatever stage that I used to be in the last 3 or 4 months, which was very, monotonous, very gerbil in a wheel, very same shit, different day kind of thing, is doing these 10 to 20 minute debriefs as necessary. A couple things happen. The first is that it allows me to, to create an asset for AI Jeff, which is rolling out soon, to keep that asset up to speed very, very quickly. And what ends up happening, by the way, is every time I create a 10 to 20 minute video, I get a DM of somebody saying, hey, can I pay you for consulting? Or can I come on board as a client? The other interesting part, by the way, is when I talk about what my worst clients are doing and what my best clients are doing, my current clients right now start to do that, and I attract clients who want to do that. As a derivative of that thought, what I discovered is that when I am in Slack responding to a client's message, after the fact, it almost feels like, to them, like I'm making it up, which is not true. We follow a framework and a methodology. It's been the past 10 years. It shit works. But if they are unaware of it, they do not see it consistently. And— oh, there we go, came back. They do not see it consistently. And they are not reminded of where they are in that stage. It almost feels like there's always a problem. instead of always opening a bottleneck. And so the last $4K a month client that we ended up having conversation with, I was very, very clear of like, hey, we're gonna go through 4 or 5 major stages over the next 4 or 5 months. The first one is going to be figuring out how to open the bottleneck of inbound DMs and book a call funnels. We are in that stage. If I was unaware of communicating that we are in stage 1, it's likely the client would've realized Or said something like, hey, Jeff, these ads are not working. You need to rework them. Instead, I said, yes, they are not working. That's part of stage 1, like we talked about. We are testing different messaging to find out your cost per booked call and cost per schedule. We need to let this hit the test limit or the limit spend that we established in this stage. He says, okay, cool. It's all going to plan. Correct. Right? So unless my My ability, unless that client is very much aware of their stage and their requirements, it almost feels like I'm on the back foot and there's always a problem. So I'll take an example of my previous video where I was pretty miffed about a client leaving and saying they got zero conversions over 4 months. What I should have said on that sales call is over the next 4 months, we're going over 4 stages. At the end of the first stage, we're gonna have a sit-down. And review any adjustments and bottlenecks that need to be opened, ranging from cost per schedule, show rate, and close. If I had the wherewithal or the consciousness of that like I do now, it's likely this client would have stayed on board and we would've solved their no conversions over the past 4 months. Honestly, I believe it was a technical error, but whatever, what are you gonna do, right? So again, the end-of-day debriefs and the communications of stages and bottlenecks have enabled me to get out of the monotonous same shit different day style and get back into creativity and building. The other big unlock that I've had in addition to these 10 to 20 minute YouTube videos where I'm always getting a DM, and those clients tend to be a little bit more aware of what's supposed to happen, is that my AI agent has taken a lot off my plate and is running it at probably 80%. Here's what I discovered as somebody who's in the creative building stage. It almost felt like no matter what, I was having to move my organization forward, which is incorrect. I just haven't established standards or KPIs like I should be doing, and I haven't established bonus plans or structures, right? But when I have my AI assistant and it's Monday morning and I go through my 9-page report and I can tell my AI assistant, all right, roll that, roll that new framework out to all the clients. Here's a creative that is working, make adjustments, or here's a creative that I want you to roll out to all the clients, put in these ad sets, and then make that a standard way of working. It feels like there's somebody else driving the business, which is really what I've always wanted, but I could not learn to communicate as such. For some reason, part of me is like, why would I have to tell you this, ex-employee? Aren't you as smart as me? And they are, but they just have different values and priorities. And when I see opportunities, sometimes they see options. And instead of having this idea of like, hey, I need to take action on it right now and I can do 10 different things in the next 10 hours, they will often freeze and say, okay, but what am I supposed to focus on? My brain goes, just do all of them. What's wrong with you? But they don't view that simply because I haven't communicated it correctly. And my AI assistant, Broomhilda, has done a very good job of keeping that progress and that momentum and that movement very, very quickly. Broomhilda is now 3 weeks old and she's having a great time. Some other client results, and I think I'm ranting on this video, but there's still some framework behind it. Last week, our Airbnb client got 221 schedules at $150 a pop. We have 2 tax clients, one of them 39 schedules at $105 each. The second tax client is getting 4 schedules at $223. Tax client number one is getting absolutely railed today, like railed hard, and nothing is working. Everything is pissed off. The numbers are all wrong. The thing is burning down and I'm supposed to say everything is fine, just like the meme, right? I think what happened, by the way, is they have an automation that I can't see. That is reporting to Facebook and is either doubling or tripling the reports to Facebook. So what ends up happening is last week we were getting $105 schedules, but Facebook is reporting to me $30 schedules. Wrong. Wrong, right? But I believe that they have accidentally set up new automations that is feeding CAPI directly into Facebook, and that's why we're getting a false positive. which is causing it to go all loopy, and we're getting just trash results today. And Tuesday's usually a pretty good day. The second client who got 4 schedules at $223 a pop, she's brand new to me, but not new to advertising or tax. And one of the things that we ended up building out was a new page, new dataset, new pixel, that kind of stuff. And we started getting applications. In fact, we got 17 unique applications for, I think, $1,500, which is a fantastic cost per application. Name, number, and email. What do you owe, and do you want somebody to call you back? That kind of stuff. What we discovered is that of the 17, she only got 4 schedules, and the reason for that is because she was asking 12 questions on her booking form by accident. Okay, no problem, we can fix it. So we ended up fixing it. When we looked at her stats, by the way, she got 4 schedules. One of them they had a conversation with and they scheduled for next meeting. The second one booked in for a Friday, but they were not open on Friday. Again, that was like a technical oops. So she could have had a 50% close rate. Cool, right? The health coach is getting 12 schedules at $234 a pop. The other health coach is getting 26 schedules for $74 a pop. So it definitely feels like a book a call funnel is trending very, very well. I have another client right now that's in the fitness space. We launched ads for him and we gave him a script. It took him a grand total of like 6 minutes to do 6 15-second videos. Cool. And he's getting $1.86 IG DMs. Nuts. At one point, by the way, he had 1,000 DMs over 2 days. What the fuck, right? He has an AI setter, and so the AI setter is keeping up. What's interesting, by the way, is the people that were booking in his women's health offer were women in their 60s. And his ideal client is women in their 30s and 40s. The reason why there are women in 60s is because the woman that he highlighted in the testimonial was that, right? So knowing that the dress size angle and that woman was working, but working with the wrong audience, we relaunched it and he's getting $100 cost per application. Sorry, $100 cost per schedules. Fucking aces, bro, right? For this client, I still wanna roll out a book a call funnel, but we'll handle that later. And I think that's everything. Yeah. So kind of in summary, we brought another $5K client. We went through the frameworks and the stages to prompt them and get them geared up for the next tier offer that we want to go to. So stage 1, 2, 3, and 4. Their onboarding meeting is with us tomorrow. Doing these long-form YouTube has done 3 major things. The first got me out of the same shit, different day vibe. kept my AI Jeff up and running, which is coming soon. And then more importantly, helped me communicate en masse to future clients and current clients. I have had a DM every single day I do one of these. So we're gonna keep it up. And we're also doing an in-person event. So that should be fun. And that's everything. Peace out, y'all. Bye. Bye.
