LIVE Q&A! Start, Grow and Automate Your Agency | Entrepreneur James

Hello everybody and welcome to today's session. So this is going to be a live Q and A around how to start and grow your recruitment agency. So what, what we're going to be doing is taking any questions that you have in the question bar on the chat and I can dive in and give you some advice on either starting and growing your own agency. So I'll just wait for everyone to get in the room and then we can, we can get going. So if you in the chat so far, can you just drop a comment in the chat bar, introduce yourself what your business is or what you specialize in recruitment and we can get going. So welcome Sama. Hope all is well. Let me know if you've got any questions. Hi Robert. Hope all is well, buddy. We've got like 10 people joined so far, which is cool. Let everyone get up and running and hopefully everyone can hear me. Osama asks, what's better, temporary or permanent recruitment, like long term. Obviously temp recruitment is good because it produces more cash flow for your business and gives you more consistent revenue. But to actually get started and to grow your agency in, it's a lot easier to get started on a permanent business. So that's probably what I would recommend. If you are just getting started and then as you go out you can grant like your temp or contract business. I was going to do a bit of a screen share on this session, but I am just actually trying to work out how to on YouTube we can actually share the screen. So bear with me. I'll try and see if we can do that, no worries. Osama, great to see you. So we've got quite a few more participants live, so anyone that's joining the session now, introduce yourself in the comments. Obviously it's an interactive Q and A. So any questions that you've got, introduce yourself, say hello, what you specialize in in terms of your market and what you're stuck with or what challenges you've got right now and I can see if I can dive in and give you some, give you some advice. JD, I'm 23, I've started an agency in the super yacht sector. Cool. I built a website, got candidate CVs but now I need to get clients and also set up contracts when I make Canada placements. Any advice? Well, I would always like advise that you want to be winning a client first, like get a get a job order, get a job to work and then you can go and get candidates or if you've got a candidate, obviously it's selling that candidate into clients. Have you got like current like previous recruitment experience, Jeff? Because if you have obviously you'll understand the process but if not it's obviously it's going to be learning on the job so it'll take you a little bit longer to understand everything. But the advice I would give you would be to go out and get clients in that sector first and sell in that candidate. So actually speak to the clients that are hiring for that position at the moment, go and have a chat with them, explain you can how you can help and the candidates that you've got. See if you can agree some terms of business, send them over some terms of business at a percentage rate of the first year salary and see if you can get an interview arranged. That's what I would recommend. First, Sebastian Zolong, welcome. What's the target for audience today? Basically just a live Q and A, Sebastian. So if you've got any questions, challenges around starting or growing your own recruitment agency, I'm here to answer any questions that you have and see if I can give you any advice. I was saying just before to everyone that's joined, I did have a bit of a presentation to share with you but for some reason YouTube used to let me do a screen share but for some reason no it's not let me. I don't know if it's because I've dived straight into the live and I forgot to click on the screen share but for some reason it's not let me do not. So apologies about that. We'll do that next time so be welcome. Oh sorry, your name's Tom. I've been working in recruiting for three years. Same employer now considering either A taking the plunge and setting up or B working for one other company before setting up. My current employee is massively old school and there's tons of tricks who are missing. My advice is there's never any time like the present. Why would you join another company first before setting up? That is just, that's just responding from a base of fear. So that's more mindset stuff that you're looking at. You're not going to learn any more experience. I would say like working at another recruitment company if you've already had recruitment experience for three years. Especially if they're doing things the old school way. Like what we teach in the program is the new era agency, how we can bolt on inbound, a client acquisition, system automation, virtual team and the systemized business that you can grow and scale doing things what I call the new era way. So you probably learn better for me than actually going for another employer first. So the only thing holding you back would be yourself. I would say let's make sure I'm getting a better position for the lightning. Okay, no problem. JD Steven asks hi James. Looking at sign up with Sonovate, the charges seem quite high though. And is the percent of the full invoice value including. But what a good weights is this for? I presume for contract services that you're using Sonovid for. We actually use Sonovid for some of our contract placements. Some of them we just fund ourselves depending on the deal. But yeah, I mean you, you are paying around about 4% I think you might get 3.54% on the, on the value. So not the best but I think like as I'm growing a business it's just easy to do straight in, simple, good online platform to upload timesheets, etc. So that's why I do it. If I was building out a massive contract division, obviously we'd look at a different solution. But if you're just a solopreneur at the minute, then I would be recommending Sonovit for sure. Yes. For invoice factoring. Okay. For invoice factoring on perm fees. If it's on perm fees. I looked into this when I first started but once you've made one or two placements you've got £5,000 through the door, £10,000 through the door as long as you're following up with the invoices, having strict payment terms like seven day payment terms if you can, 30 days if, if you need to extend it with the client and just making sure you've got a good follow up process and you work with the right type of clients. You shouldn't need invoice factoring if it is for permanent. What I would do instead, I would offer 5% off your invoice with your perm clients if paid within seven days. So for instance if you've got a £10,000 fee, offer £500 off 5% of the fee. So the fee will be 9,500 if you pay within seven days. Usually that'll work for some of the smaller businesses. Ellie, welcome. Ellie, how much do you charge for your program? I'm looking for a coach. But when you want to spend 1500 pounds, more than happy to talk to you about the program, how it works. Ali, we need to see if you're a good fit first and you need to assess if I'm a good fit. For you. So what we do is if you schedule a call with me then we can go through where you are and assess which program, whether it's a program or one on one that's going to be best for you to get you the result that you need. So I would recommend booking in a call and we can go through that. So best way to do that is entrepreneurjames.co.uk. if you go on that website, watch the training video if you haven't already for five minutes a pop up will come on to schedule a call. If not, I think my colleague Trish might put in the chat bar if you don't mind. Trish, just the link to booking a call and you could do that. Sebastian, I would love to hear what service you offer and how does it work. So in terms of service offering like I help recruiters or industry experts start, grow and scale their recruitment agency using a proven framework and system. So if you're looking to start or grow your agency, I can potentially help you. We've just got a link in there Elite. If you wanted to book in a call, feel free to do that. Joe Richmond, welcome. Thanks for joining. Any advice for selling a candidate to a client? Video message will be good screen sharing like bullet points of what the candidates about and why they are good for that company. If you can't get them on the phone, naturally obviously a phone cell is the best, most efficient way. If not maybe a video. I seem to be able to easy win clients but then have a hard time finding candidates. I'm recruiting for funeral directors interest in the market at the moment given the current situation. Yeah, you're gonna have a hard time finding funeral directors because they're all busy. So I don't know if that's the best niche or not. I don't really know that sector but I'd imagine it's tough at the minute like in terms of tempting people away because there's probably not like it's not as if like I don't know that type of job too much but it's not as if there's gonna like no one grows up wanting to be a funeral director. I don't think so. Traditionally they're family based businesses where the sons and daughters have grew up so they, they take over the business, etc. Etc. So personally I would just switch sectors if you're struggling that hard. Normally I would say like you need to dig a little bit deeper using the tools like LinkedIn, job boards etc, but for that market, if you think strip it down to first principles. Where the funeral directors come from then usually like family members or co founders of that business. So it's going to be very hard for them to leave now because they'll all be busy given the current market conditions. So I'm not surprised you find it easy to win clients. Yes, we always want to operate in a candidate short market. So if the jobs you're pulling, they're paying a lot more money than where the person's working at now, you could use that as leverage, No problem. Stephen. Jd before you started, Ronald James, did you pitch to an investment panel? Yep, I pitched to a couple of recruitment investors, got offered, had two or three offers from investors up to the amount of quarter million pounds. But I turned it down and I decided to go it alone and take the full risk myself. And then I invested in mentors, courses, programs to build the business the new way. And I'm so glad I did that because I have 100 control over my business, 100 of the profits are mine and it's a lot easier to to grow that way. Don't get me wrong, the investment would have helped grow probably a little bit quicker, but it would have done things the old way. There would have been a lot of pressure to do that as well and you would give away a big piece of the pie when you pretty much don't need to. Sebastian says what can I do if your zoom interview times are not suited to me? What country are you calling from? Sebastian and I can see if Trish can adapt some times for you to have a call. We're based in the UK so normally the time is available between 10am and 7pm UK time. Robinson. Hi James, I want to start a recruiting agency. May I have your advice? Sure. What advice would you want? Probably the quickest way for that. I've got a video on the YouTube channel actually. How to start a recruitment agency like the basic fundamentals. Have you got recruitment experience already? Robinson? Like what industry do you specialize in? Hey Robert. Advice on dealing with prospects who got back to LinkedIn prospecting but then just send us to HR. It's a common cop out where they the hiring manager or that senior C suite executive hands you off to HR. It's always a tough one because HR's main priority is to try and mainly recruit direct and save on recruitment fees and they've probably got their own favorite recruiters so it's always a tough one to overcome. It is possible just being personal really and why you can add value differently to the other agencies and Just asking. Look, can you give us a shot on one of these roles? We solely specialize in the space. This reason, this reason, this reason, this is why we do things differently. And I think I can add value when you, when you're drilling down to micronations like you are and you've got a good track record, maybe name drop a couple of companies that they'll recognize who you've specialized in. No. East J.D. thank you. Robert. Like do I just plug hiring manager back into marketing campaign? Potentially, yeah, it depends. Like if you're dealing with hundreds of different prospects like I know you are because you're obviously in the program Robin doing a client acquisition system, you can plug them back into the marketing campaign or you can just take them out, deal with it manually. If they were dream 100 obviously like we're teaching the strategies, use the different touch points but if not, forget about the move on to the next one. Robinson I don't have any experience yet, but I have a great desire to start this kind of business. It's tough. Like if you haven't got recruiting experience, it's going to be two times, three times as hard because you one, you're learning, you're learning how to be a recruiter but then you also trying to run a business as well. So it is really, really tough. 90% of businesses fail within five years. So you need to have a good strategy in following the footsteps of someone that's been there, done that is probably the first advice. Get a mentor if there's a program you can follow. Like I said, that's what we do. So we could potentially help you with that. But then you also need to understand recruitment and learn the recruitment aspect. So the best way to start would be watch my video on how to start. Your agency will be a good start if you've got a defined niche. Are you an expert in a certain industry? If so, is that industry in demand? Because you could potentially start in that which would give you a little bit of an advantage. Hi Stephen. Stephen asks I'm a big advocate of sending specs of candidates then following up on the phone. How many do you recommend to send down a week or is that too old school for you? Yeah, I don't do that. So it's up to you how many convert. I always like try and aim to have three client prospect meetings per week. So whatever your conversion rate on specking out and following up on the phone is, it is not something that we do but just make the numbers work. So reverse engineer and if I can have three client meetings and convert two out of three of them per week. How many candidate specs and phone calls do I need to make? Noise fasting. If you just follow the link, we might have like all of the time slots after five booked. That's all. If you are stuck with that, just reach out to Patriciaonaldjamesgroup.com and she'll try and get you an initial call. Booked in. Robert asks Just thought I'd mention this. Had a LinkedIn prospect tell us to send our candidates to the recruiters they use. Thought the guy was completely out to lunch. That was funny. Jimbo Jones, how much did you pay? Welcome. How much did you pay yourself at the early stages of your business? The minimum first year. We had a great year, so probably the first three months I didn't pay myself much because I started the business on a loan and a credit card. So it was just living costs. And then once you started making placements in I reinvested in myself. I invested a lot in learning and elevating myself. But I would even that first year by the end I was probably close to earning six figures like in terms of like personal income from the business. Kept the majority in, but I had holidays as well. I had six holidays in that year. So I still have a nice lifestyle. The business is there to serve you. Not you said the business you've got to work hard. But also I paid myself well. Are you still an active biller? No, never have been. Jimbo. I think we've made since going probably 500 placements or something for the last five years. I've made one or two placements, just chipped in. But I've never. I purposely built the business from the start for me not to make placements myself. So the business didn't fully depend on me. I still went out, went out and win the clients, but I didn't do the full 360 rule. But a lot of you will have to do that at the start. But then the idea is to build a. A sourcing system in a virtual sourcing team and then hire recruiters yourself that can do the delivery. Robinson, can you and I have a meeting about my goal. I will really appreciate it. I. I don't do meetings, Robinson. I just don't have time for them with the greatest respect, so. But as much value as I can give is literally on my YouTube channel, which is why I do these Q&As. No problem. Jimbo, JD asks, how much does your mentor program cost? The industry is definitely in demand, but there's quite a few competitive agencies just need a mentor. I haven't worked in recruitment before, but sales. Yeah. I'd recommend trying to get a, a mentor. I don't know if you've had a call with us already or not, jd. So ring a bell? I don't know if we have spoken to you or not. Our, our investment in the program is a cost. It's less than one recruitment placement but it is an investment. So because I am giving away a lot of the secret sauce of what I've done to build my business to seven figures and we give you clear strategies on how to win clients and systemize the agencies, there's a lot of value in there and there's a lot of support calls from me, et cetera as well. Yeah. In a different perspective. Yeah. You just spoke Trish. Yeah, I think, I think we have spoke or Trisha spoke. So it's more probably when you, when you're ready jd. In terms of investing, it's probably the key thing. So I don't know if you want to try and do two or three deals yourself, get some money in the bank, invest in yourself more and then go that way which could work. So no problem. Cool. Has anyone else got any questions? I said before the start like I wanted to do a screen share and I think I've started the live stream with selecting screenshot. I was going to do a little bit of a presentation around giving a bit more value. So we'll try and do that one on the next one. But in the meantime, if anyone else has got any questions, feel free to ask. Anyone's thinking about starting an agency. Now is a great time with chaos becomes new order like there's never been a better time in a recession. Dip to make as an entrepreneur this is the times you thrive on because this is when you take risks and you get the bigger rewards in life. So take the opportunity as it is, don't listen to the news and media. Tune out from that and really back yourself to grow. Because if you don't risk anything, you risk everything in life and it's important to really back yourself. Anyone wanted to know more about the program? Like the idea is, what I did was I built assets and systems to give me leverage so then I could duplicate myself and that enabled us to grow and make more profit as well. So the idea eventually is to build these what I call mini flywheels in your business where it's not relying on you and that gives you an unholy like disturbing advantage in the market. Compared to people doing things the traditional way which is one to one and very manual and very old school. It's all about starting with first principles, boiling things down into its core parts and knowing what is true and what works and then you can really build out your blocks from there. And that's what like I teach and help teach in the program of building out the individual phases that it requires to grow your agency. So if anyone's got any questions. JD Any good books you recommend? Yeah recommended some books on the channel to get started Entrepreneurial Rebel Entrepreneur Revolution by Daniel Priestley was a good book. That was one of the first books I read that spurred me on to start my own business which was cool. Always come back. I'm looking on one of my bookshelves in here. Felix Dennis how to Get Rich, one of my other favorite books. Welcome Alfie has covered had a bigger impact on your perm fees or contract billings. Definitely permit be like 30% down at the minute probably for two months. We were maybe 40 to 50 down and then which gradually came back more demand for contract at the minute. I would say. Hi Andy Rogers, what was the biggest setback you didn't expect? I don't think anyone expected the pandemic like we did. So it was a slight setback but we, we evolved and reacted to it best we could because I've always built the business on principles of like lean and agile, streamlined and nimble boutique agency. We do still have like I would say big cost as such. Obviously we have a, a big nice office. I invested a lot of money in obviously employees are your biggest cost and then your tools, your systems etc and all of that. So reassessing what we did and didn't need and it was great because you look back and you think all of the as your business grows and when you get seven figures there's always room to trim the fat because there's things you just take out and you, you're having your business as a cost because you don't really feel it because you've got a lot of money coming in. But then when you really strip it back and assess it and I always ask the question does this have a direct relay ROI on us making more placements and if it's a no then I get rid of it. So there's a lot of things in marketing like a lot of like the touchy feely stuff like the fluff that you probably don't need and you just think you need it. But obviously that was a setback. What else was the Biggest setback I didn't expect. Yeah, I'd say obviously the current situation was a bit of a setback but I've enjoyed it and not enjoyed lockdown as such. Even though that was a good time to self reflect as well and spend some more time spiritually and slow yourself down. But there's always going to be setbacks with clients like deals falling through, etc. But I try not to get stuck in the weeds of like individual things. No worries, Robert. Yeah, I wouldn't worry about like the HR as such. You're just gonna have to keep going to the next one until they've got a need that you can deal directly with. The highway managers is. Is the main. Is the main one or they need to fight your corner to get them to work with you is probably the big thing. Get them on side every day, man. How do you do with factoring? How do you deal with factoring? Do you mean invoice factoring? What do you mean specifically? Are you wearing a Royal Oak offshore watch? Yeah, yeah I treated myself a while ago. It was a watch I've always wanted and nice spot. Alfie, what BD methods are your team using during COVID Given it's now much harder to retire managers by calling an officer choreographed with people now working from home. Yeah. Video outreach campaigns, LinkedIn campaigns, email campaigns, probably the three BD methods that you could use. All of my strategies anyway didn't involve doing cold calls, Alfie. So I wouldn't say we've really been hit with that. But I could imagine it's tough if that's a strategy that you're using at the minute now you need to adapt. Mark Burke. Hi James. I've done a couple of placements and now need an accountant to pay myself and to just do all of the standard accounting stuff in the business. How much should I budget on this? Not a lot. I would get 0x e x E R O as the accountancy software. You can pretty much do most of it yourself. Your accountants. Unless like once you've made enough placements to be VAT registered, you can't maybe paying a thousand pound a year. I wouldn't worry too much. Still pay yourself to transfer dividend into your bank account and the accountant can sort all of that out in maybe it's four or five months because until you pass the VAT threshold. So if you have registered vat, obviously you'll need them to do the VAT returns but zero like you pretty much manage all of that yourself. That's what I'd advise buys and just keep making more money. Then you can sort it out like do it yourself in zero. But then he can do your, your tax return and your company return and your personal return maybe in four or five months you could probably keep going with that until you get someone on board. Robinson did you ever, did you go to school to become that kind of entrepreneur? What was the biggest challenge you faced on starting that business? James no, you don't teach entrepreneurship at school. I would say self learning, self development, self hustle, always wanting to make money. But I didn't start like I had my first business when I was 2021 but then I worked in employment selling cars and then started as a recruitment consultant then set up my second business which is Ronald James at 27. Biggest challenge you would I would say would be myself some mindsets as I teach a lot of this in my training because what elevated me was mindset like there's so much fear and when you brought up in that mindset mentality like it's very hard to be an entrepreneur because there's a lot of anxious thoughts, a lot of fear, a lot of self doubt. Is this going to work failure like you need to surround yourself with the right people and keep learning and evolving all of the time surrounding yourself with the right mentors and the right mindset because it's main thing that holds most people back is the limited mindset and you need to learn to rewire your brain and to drown out that what I call the monkey mind that keeps telling you you can't do. Thanks every day man. JD Good investment watch. Yeah the AP I again you invest in watches like watches don't really lose money if you buy right so you can enjoy the luxury but also you're not wasting money as such because it's not depreciating. It's an appreciate NASA but mind you I never had a good watch until year four. My business I think yeah three and a half four so like again it doesn't happen overnight but it's important to reward yourself when you're successful. Mark thanks James Legend. I'm not fat registered but can, can I just pay myself more than 2k free dividends just because we're doing a live here? I am not a qualified accountant or take any legal advice from myself. Just a disclaimer there but as far as I'm aware you can pay yourself the 2k dividends as long as you're making profit when we you can the accountant can sort out later the deck work declaration to what you will the tax man etc but you can pay yourself on the business bank account your personal now in the accountant when you bring them on in three months time can sort it out for you. Hi Richard. Richard's part of the program so welcome Richard. I know we've just finished our live Q A so still hungry to learn more which is good. What's the best free recruitment apart from slack you utilize? I don't know I think you've got. You've got most of them in the program anyway Richard not we've recommended so you don't need more. One thing I've learned like shiny object syndrome like less tools, less systems the better in terms of like when I say systems I mean have good systems in your business but the actual tools in the technology you want less and condense as many as possible. Everyday man. Can you talk a bit about invoice factor please? I'm looking to place tech contractors and we'll have 30 day terms who could get caught on cash flow. Listen, it's risky at the minute especially given the current climate because I know our provider they'll only give small credit limits on contractors at the minute unless the company squeaky clean. So it is going to be harder place and a lot of tech contractors. If you haven't got an established business will you be paying higher fees? So invoice factoring it's not something that I'm like really clued up on. Like as an expert as such I only like to talk about things that I know a lot about. So I wouldn't want to give inappropriate advice. But what I would say would would be there's a big demand for tech people in contracting but that's because businesses haven't got the cash flow. So unless you can fund that or the invoice factoring company will be willing to fund that. I don't even think a lot of them will give you low limits to start off with anywhere or those companies. So step by step you're probably not going to be able to place 10 for instance with the same company because I don't think an invoice fact can come you'll take that risk unless you get it insured, unless you can fund it as well. Is there a spiritual guru you follow? Yeah, funny enough there's a guy called Sad guru which is S A D H. I'll sit in here. He was recommended by a friend so I've been following a lot of his stuff, watched a few his YouTube videos and read his book and then think like a monk is a basic one to get started with Jay Shetty. That's a popular book at the moment, so I'd recommend that as well, which I know is more Buddhism. I've just put in there the books I recommend at the minute like Think and Go Rich. I've got the original like the Law of Success, Think and Grow Rich by Napoleon Hill. The. The actual manuscript one from 1925. So that's like pretty much the basic best booth that you would read. And he goes, I mean they've got 15 lessons here. Definitive purpose, self confidence, taking initiative, imagination, action, enthusiasm, self control, thought, concentration, failure. Like it's all in there because he studied like all of the billionaires for a long time, likes of Henry Ford etc and what made them successful. So definitely start with that key person of influence, Daniel Priestly. Good basic book to get started with. Growing your personal brand and business Hope Get Rich by Felix Dennis. For sure. Robinson with how many stuff you started cop? Robinson asked with how many staff you started with the business gyms. Like I started just myself and then I trained my younger brother, age 19, with no experience to be a recruiter. You still have mentors? Yeah, of course. Everyone has mentors. Like my mentor now I pay 50000 pounds to be six months to as a personal one on one mentor, part of a mastermind. It's $36,000 a year paid at least probably 40, 50 grand in programs this year. So the more you make, the more you should reinvest in yourself. So I started off, the first program I paid for was a thousand pounds. I thought it was a lot of money at the time and now that would be nothing. But the more you invest in yourself, the more you will grow. It's very important that you get past that barrier like what your friends and family think. Because there's only a small percentage. That's why they call it the 1% club. That will take these risks and will go against the grain and invest in themselves. Take the risk, make money. What. What's the most important lesson you've learned? I would say go if you go. But also like sales is the most important thing. So stay close to the money. Like you've got a need of a client. You. You supply that need with the talent and make the placement. But the most important thing is focus on the money and focus where energy goes, money will flow. Like making sure you focus on the things that make money. There's so many things in business you think you have to do. Great example was a guy asking the question about the Accountant like made two placements just make more money. You can sort that out later until you've read that register, you don't need to reply every month to say how much money you've made to your accountant. Like you can sort that out in a few months time. So just keep focusing on the outcome that will produce the revenue. What's the best Esther, welcome. I think we spoke before so hope all is well. What's the best applicant tracking system startup should use mentioned a couple times? Jobadder. We don't use it but I know that in the market it's been recommended a few times so I know I think you can get started for a hundred dollars a month so I'll probably recommend that one. But first, like if you're winning clients, just use a Google spreadsheet. You should be investing in yourself to learn you don't need an ATS until you've made 10 placements. I would say Richard, no problem mate, just checking all just making sure I'm not missing the trick with anything else. Like you said, everything is all in your programs. Best thing I ever did. Wrong question. Boom. That's a cool testimonial. Thanks Richard and I'll catch you on next week's call. Jay says, any advice for sports recruitment startup company? What? What would you specialize in? Sports recruitment? What? What do you mean? Like place and what? Tell me the job titles. J Everyday Man. What about legal docs, contracts, terms? Can I download them? You. What was the website we used to use? There's a website I used to use which is like you could do like legal docs for quite cheap and you would put in what you want and it would personalize it a little bit. I'm trying to think what it was. Let's see if I can find it for you. Let me come up in Google. Is it Lore Depot? Here's a free one. Lord that. Oh which I think you can get a few free ones there. Google like just try and Google them every day. Robinson, initially how much money did you have to start that business? £10,000 credit card, £10,000 loan. I said no problem Joe. Back to work. Enjoyed watching. Thanks again for your thoughts. No problem Joe Robinson, how much money do you need? So sorry, I've answered that question yet. Can you talk more about the program please? What's included? What does it cost? What can I get out of it? Best thing to do is in the link I'm going to put in the training link so maybe my colleague Trish will pop in. Just a training Link first just to go through what's included in the program. But basically what's included is everything you need to start, grow and scale and automate your recruitment agency. So we'll talk first around how to build a solid client acquisition system so you can win three to 10 clients in the next 90 days, how to map out your niche and define it, how to get inbound candidates coming into your agency and how to then automate and then systemize your business. And how to build on a virtual team that will help with your sourcing. I cover off everything I've done in my agency, Ronald James, to get us to seven figures. I have pieced that and boiled it down into its key fundamental parts so people can replicate that model and build on their own successful agency. Alfie, how long did it take before you made your first placement? In my own agency, I think it was four weeks. Four weeks, then week five. We did a placement in week six. So we did three deals in six weeks, but nothing for the first three weeks. First placement there was only a thousand pounds. Learned a lot from that though. And then the next placement I think was like £5,300. Cool. Well, guys and girls, I'm gonna wrap up in a second and we've all around. I think I'll give you 45 minutes of my time. So I hope you all found some value in that and it was great to have you all on the session. Next time I'm going to try and do a screen share and do a little bit of training, but like I said, apologies this time. I don't know what happened with the YouTube Live, but for some reason wouldn't let me screen share. But I hope all is well. Anyone that's interested in learning more from me, feel free to reach out. Entrepreneurjames.co.uk follow the training, booking a call if you're ready to learn and invest in a mentor. And yeah, thanks to everyone that joined and I'll catch you all soon. Cheers.