How to Build a Smart Offer That Scales to $100k/Month

What's up team? In this video we're gonna talk about how to build offers that scale to $100,000 a month, and we're gonna do that using what I call a smart offer. So this is the first of 7 systems we install for clients using the scaling system. So the first one is the smart offer, and this is the foundation of everything we are going to build moving forward. So this is what we're going to cover in this video. Next up, we have conversion. So this is basically the client acquisition system. Then we have attention to record YouTube videos, short-form videos, and how to use AI to automate 90% of that process. Then we have lead generation with ads and outreach. And then we have the implementation on how to actually deliver transformation to your clients. Nurture, how to get referrals, testimonials, and renewals from your clients. And finally, Growth, which is how to achieve 80 to 90% profit margin as a solo founder working 4 hours a day, 4 days a week on the 4 W's, which are work on what you want, when you want, where you want, with who you want. So let's get started. So as I said, the Smart Offer is the foundation because every other system is built on top of this one. But before I get into the framework, I want to tell you why this lesson exists in the first place. So I've been working, uh, over the last 4 years into big coaching businesses. The main one was Clients on Demand run by Russ Ruffino, where I helped literally hundreds, if not thousands, of coaches create their offer, run their ads, and scale their businesses from literally zero to $10,000 to $100,000. And sometimes $1 million a month. So I have installed these systems into hundreds of businesses, and every single one of these businesses started with the same problem. It's not traffic, it's not hiring, it's not building a complex funnel. It is their offer. And generally, when I run ads for— like, it happened to me that I launched ads for two different offers One offer scaled in 90 days to $100,000 a month in profit, and the other offer didn't get a single sales call. And the difference between these two offers were the offer, okay? So one of them was a smart offer and the other one was not hitting the mark at all. So the offer is always the first thing I look into because everything downstream, if it's not working, everything downstream is built on sand. So, um, this is not theory. I've done this for, I said, like 100 businesses, 1,000 businesses at this point. And, um, when you, when you have a clean offer, then everything else is going to work. When you don't have a smart offer, nothing else is going to work. So the most expensive mistake you can be doing when you're making 6 figures is having multiple offers. So when you spread your focus into too many different things, nothing is going to work as well as if you have your focus into one thing. So you have many different offers right now, and because of that, you need to have— you, you need to start every conversation from scratch. Every proposal is custom, every deal is different. Nothing repeats, nothing compounds, and nothing scales. So that's not a business. You created another job for yourself, and the harder you work, the harder it gets for you to leave. So inside of everything we've built here at scalers.io, we run everything from the theory of constraints, which tells us exactly where the bottleneck is in any system and how to fix that bottleneck to increase the output. So If you look at a bottle, you have— this is the bottleneck, like the neck of the bottle. So to drink, it's easier to drink from here than to from the big circle. But that is the constraint preventing the flow of water to grow. So you want to remove that piece in your business to actually increase the flow of leads, of calls, of clients that you are getting on a daily basis. So on all— on each system there is a constraint that we need to fix moving forward, like in a chronological order, and the very first one is your offer. So this is what we're going to fix in this lesson one time, and then everything we are going to install moving forward is going to be installed on top of this. So So what makes an offer SMART in the first place? So SMART is not just a name, it's a 5-part test that every offer must pass before you ship your offer. This is— I've never seen anyone teach it like this, but this is what I found work with me and my clients, and this is how you set goals. So you're probably familiar with SMART goals. And an offer that passes the SMART test can be closed without a sales call, which is what we're optimizing here. The prospect reads it, understands exactly what they are buying, believes it is possible for them, sees that it solves their current pain, and knows exactly what happens next. Nothing is left to ask, nothing is left to delay. They need to buy right now. Okay, so what SMART stands for— these are 5 criteria, and every Element of your offer must pass all 5 before you ship. So specific: one person, one problem, one promise. And the tighter the definition, the higher the conversion rate is going to be. Measurable: the client can put a number on the results. It's not more clarity, it's 100K in 90 days, which is measurable. Achievable: 80% of your buyers read the promise. With your system, not just 10%, because this is— we need to make the offer achievable for the typical buyer. Relevant, so that solves the pain that they are actually actively trying to solve this week, not someday, but this week. So they need to be in a painful situation. And finally, time-bound, clear start, clear end, a specific time frame, 7 days, 90 days. Open-minded offers feel risky, and time-bound offer are the ones that are closing. Okay, so let's go through all of these one by one. So we have one specific— so one problem, one person, one problem, one promise, one process. So I help entrepreneurs is not specific enough. An e-commerce entrepreneur is very different than a coach, uh, or coaching business. So, um, you need to speak to them differently. The more specific the person, the less competition there is for their attention. And vague does not convert. Measurable, as I said above, I'm not going to repeat this because we're going to go through it in the 8 Ps of what makes a smart offer, but you get the— it needs to be specific, measurable, achievable, relevant, and time-bound. We're gonna get back to SMART before you create your offer, just to make an audit and make sure that your offer is SMART before you put it in the market. So now the 8 Ps. So what every smart offer is made of. So the smart criteria define the quality bar, but the 8 Ps are the building blocks that fill it. Every element you will build maps to one of these, um, 8 Ps. So, so 5 of them define the offer and 3 of them help for the close. So all 8 must be present before you hit publish. So to define the offer, as we said before, you need one person, so the people you are going to attract, the exact buyer, one specific type of founder, so, so precise that they read it and think, this is for me. Okay, number 2 is the problem, the pain they are actively feeling right now in their language, describing the situation better than they, they can, uh, will help you convert the offer. Number 3, the promise, the outcome with a number and a time frame. So for a goal, we say that a goal without a deadline is just a dream, and it is the same for the promise you make to your clients. It's not grow your business, it's very specific, measurable, achievable, and time-bound. So specific amount in a specific time frame. Okay, uh, then we have the process. So this is proprietary to you, this is not just my coaching offer. 'this is the 7 Scaling System.' So nobody else has the 7 Scaling System. This is something I have created that separates me from everyone else in the marketplace. Okay, so you need to have a name process that signals you have done this before. Okay, and finally, 3 prices starting with done for you, done with you, and done by you, uh, at 10% annual value. So build it done for you first, and then raise 50% every 10 sales. So when you get started, you want to optimize for conversion, so you, you want to have as many sales as possible. And then as you scale, you want to increase your price and focus more on quality of people you're working with versus the quantity of people you're working with. Okay, so this is the first 5 Ps that define your offer. And now to help you close clients with a single, uh, OfferDoc. These are the 3 Ps that you need to make the offer close on, like, without a sales call. So we have pressure— what is the reason to act now? Price increase after 10 sales— this must be true, so this creates real urgency to act now. The cohort close date and limited done-for-you spots— so every single month you can only work with, let's say, 5 clients. This is what the pressure is, um, doing. Then we have the protection: 14-day love it or leave it removes the risk of buying ConvertFence seaters without risking serious business. Okay, so protection is basically your guarantee. This is just an example. You can have a 14-day love it or leave it. I don't really like it, um, but the protection is the guarantee, and we're gonna get to that in another video. So then you have the proof, 2 or 3 client results with name and number. So Mark Dahmer, $1 million a month is proof. This is not a fake testimonials. You need to be able for your— give the ability to your clients to reach out to your past clients and ask them if you actually worked with them or not, and if you actually helped them achieve what you claim you helped them achieve. Okay, so we went through all of this. We have the people, so one specific type of founder or the type of clients you're working with. Uh, one problem and the one that they are in pain right now. So you have the problem and you have the painful situation that they are in right now that makes them want what you actually have. Okay, so you can talk to someone right now that is not going to convert, but you can talk to them 6 months later because they have new pieces of information, new things they are doing in their business. They are currently in a painful situation that makes them want to take action. Okay, then we have the promise, the process. Um, the promise is the end result, so this needs to be measurable and time-bound, so a specific amount in a specific time frame, as I said before. And then we have the process, like the 7 scaling system that you need to find to differentiate yourself from everybody else. Okay, and then we have the prices, so done for you Done with you, done by you. So this is the same offer with 3 different levels of access. Done by you, you have zero access. Done with you, you have coaching access. And done for you, you do everything for people. It can be consulting, one-on-one coaching, whatever. And what changes is the amount of time that you spend with people and the price that your access to you costs. Okay, so the more access to you, the higher it costs, basically. Um, and generally what I like to price my offer at is like 10% of what I can help someone achieve. So if you're in the making money, uh, for example, so a client going from $10K to $20K per month gains $120K per year. So your done for you, done for you floor is $12,000 because you help them make $120K per year. You can sell this at 10% which is $12,000. Okay, the done with you sits roughly at one quarter of that, and done by you roughly one, one tenth. Okay, so build the done for you first. This is going to be the easiest to sell. So you need to work with clients, you need to like prove that what you're doing is working, and this is the easiest, easiest to sell to, to clients. Then, um, as you work with clients done for you, you're gonna get the testimonials, you're gonna get pretty much everything you need to run the flywheel. And now you can create some leverage. So this is where you create the done with you. So now you have a course where you— and AI agents where you help people do the work and ask you questions on what to do. And finally, number 3, which is the last one, is done by you. This is where you have a complete program and AI agents doing the work for your clients. Without you being involved. Okay, each tier teaches you what the next one needs to deliver. Skipping this order produces a Done By You product that does not work because you did not deliver the Done For You in the first place. So make sure you do Done For You, Done With You, and Done By You in this order. Generally, you want to raise your price every 10 sales across all tiers so that creates natural urgency and scarcity. So announce the next, um, increase in advance. So prices goes up after the next 10 sales. Honest urgency, no countdown timers, and early buyers get rewarded. And you keep the same price over and over for the people who joined early and trusted you in the first place. Okay, then we have the pressure, the reason to act now instead of later. A price increase in the next 10 sales, like I said before. Without pressure, qualified prospect delay indefinitely. I will start next month. This, this is what you can hear. I have to think about it, or this kind of things, because they don't have a reason to start today. And the guarantee is what removes the risk of the transaction. Otherwise, nobody will buy your, your offer. And proof— this is really what makes people want to work with you. They say, if that worked for this person, then it might work for me. As well. So it removes the risk of believing the promise is real because people went through it before you and it was working for other people. And the question they ask themselves is, has this worked for someone like me? And the proof showed them that it did. So as I said before, you need to name your signature system. So your process needs a name before you, we build your I help sentence. Uh, because you can't tell people like, this is my coaching offer, uh, this is my framework. You need a proper name that everyone can tell their friend about. Okay, so for me, the scaling system— you can have like the method, the blueprint, the protocol, the formula, whatever you want— is, as long as it makes sense and it's logical for people to understand it, it's fine. Uh, the name signals that you have codified the process into something repeatable. It gives clients language to refer others. So you need to pick a name now and you can refine it later, but you need to do it before you help write your IHELP statement. Okay, so before we move into, uh, the next step and doing the smart audit and building your IHELP statement, I want to tell you that if you go to scalers.io on the link below this video, you will have access to the Offer Architect. And the Offer Architect is going to walk you through the one person, the one problem, the one promise, the one process and the 3 prices you are going to need to build a one-page offer doc that you can send to anyone that wants to work with you. In addition to that, I have the Smart Offer, which is free for everyone to get when you get to scalers.io, and I basically tell you everything about the Smart Offer. What is a Smart Offer? Like, you have pretty much everything you need in here, and then we go deep into each step of the process. So how to define your one person, how to define the one problem, what are the pain drivers that these people have, how to define your one promise. All of this until you build your one-page offer with the Offer Architect. And finally, the Launch and Validate, which is going to give you a launch to prepare for social media. You need to warm up your audience, tease something coming So we have a marketing architect that can help you draft all of this, all of this launch. And then once you have connected in the DMs, in the comments with people, you can move to the pre-launch, to the launch, to the last call, and the post-launch to get referrals and this kind of thing. So this entire system walks you through all of it, and I share how it works step by step in the Smart Offer course, once again, that you can get for free at scalers.io. Okay, so let's go back in, um, the lesson. And before, uh, we move forward, I created the Smart Audit for you to really define if your offer is ready for traffic or not. So you need to run your offers through this before you publish and you send your one-page document to anyone. So 8 questions, and all 8 must pass, otherwise your offer is not going to convert. So, can you name 3 real people who fit the description right now of your— of the people you help, by name, without thinking more than 10 seconds? So if you can't find 10 people that would need your offer right now, you need to think again and make sure that this is very, very specific to at least 3 people that you know. Problem: can you describe their exact pain in their language, not yours, and in one sentence? Okay, if not, you need to think about it a little bit more. So you can talk with the offer architect here, and he's going to walk you through to do all of this. Um, then the promise: does your outcome have a specific number and a specific time frame? So scale to $100K a month in 90 days and not grow your business? Yes or no? If not, you need to work with the Offer Architect. Does your process have a name? A name process signals that you have done this before. My approach is not a name, name process. So you need to have something like the Scaling System that shows people the 7 systems you can install in their business so they know this is a repeatable process that can work for them as well. Pressure. Is there a reason to act now? A price increase date, a cohort close, limited, done-for-you spot. Without pressure, qualified prospects delay forever. They don't have a reason to act now. Protection. Do you have a guarantee that removes the risk of the transaction? Um, so we're gonna go into the different types of guarantees. Sometimes you don't even need a guarantee, but if you're just getting started, it's better to have one. Then we have proof. Do you have 2 or 3 client results with names and numbers that hit your promise? So for example, Mark D'Amma, $1 million a month. Ross Ruffino built a $100 million business, and I've worked with both of them. So if any of the 8 fail, the offer is incomplete. So you need to fill them all and have to have your, your smart offer. And when you're done, this is where you're going to build your I help sentence. So that compress everything you've done above into one sentence. And if you cannot finish this in one second, your offer is still fuzzy. So for me, I help 6-figure founders scale to 7 figures without sales calls, without a team, without complex funnel. And the process is by installing the 7 Scaling System. One sentence, your entire offer in a single line, and the people slot must be someone very specific. So that's why I ask you if you know 3 people you can name by name. The promise must have a number and a time frame. The pain must be something they would say in their own words, and the process must have a name as well. So if any slot is vague, the offer is still fuzzy. Narrow each one until the sentence is so specific it could describe only one type of person. Okay, so your action item right now is to build your one-page offer doc, which takes 20 minutes with the Offer Architect in here on the right. So you have two ways of accessing this. You can access it in the Start Here, which is the, the free course, or in the Smart Offer, where you have like the detailed course on, uh, on the Smart Offer with like literally going deep into each of the 8 Ps that we are going to help you create to have a smart offer. Okay, so let me go back so we can wrap this up. So if you want, uh, the course, I added a button here. You can get into, uh, skaters.io to get access to all of this. But basically, tell it, uh, what do you want to do? If you want to help create your offer if you don't have an offer yet, or if you need help refine your offer, and it's going to walk you through all 8 Ps, and it is going to give you an offer doc ready to share to your clients. And you can even export it to Notion if you're using Notion. You can connect to your Notion account, uh, you can connect to Google Docs, you can connect to Asana, whatever, whatever tool you, uh, you have in here, we can connect to it, and we can export the the, the offer in there. Okay, so action item: your goal is to open the Offer Architect and build your one-page offer, all 8 Ps. And this is going to give you one link that you can share with anyone that wants to work with you. And this is the output of this system. Everything else we're going to build in the scaling system is built on top of this. So Make sure that you spend at least 20 minutes creating your offer doc. Talk with the Offer Architect. I literally made this as easy as I can for you to make sure you have a smart offer, you cover all 8 Ps that makes a smart offer, and you have your one-page offer that you can share with your clients in 20 minutes. So in the next video, we're going to talk about the client acquisition system to turn your offer doc into a closing machine that runs Without Sales Calls. So I will see you guys in the next video. Peace.