The AI Offer You Can Sell Tomorrow Morning — Transcript

All right, so if I was starting an AI business from zero today, I wouldn't pitch project work or retainers. I would just sell hours. This is a one-on-one with a business owner, let's just say for 100 bucks, helping them set up their own AI operating system. And honestly, I think that that one offer would dissolve the imposter syndrome that has like half of my community frozen right now. So today, I'm going to give you guys three things. The exact offer I'd lead with if I was starting from zero, what the offer actually looks like so you could literally run it tomorrow morning, and a plan to land your first 10 clients. So, let's get into it. All right, so if you have been hanging around the AI space for the past, I don't know, 6 months to a year, you've probably been told the same thing, which is to start an AI business, you should be pitching audits that turn into projects and then like five $1,000 a month or $10,000 a month retainers. And these are directionally right. Like obviously, I agree with that. You know, having a few clients on large retainers is the end goal. That's where you want to go. But all of those plays, I think, are kind of higher up on this ladder that I'm going to talk about today. And almost nobody is talking about rung zero of that ladder, like what that actually looks like, which is why I think that so many people just kind of sit there a bit frozen because they can't picture themselves doing what's on rung three or four yet. So, I want to fix that today by telling you guys, don't start by selling projects or retainers, just start by selling hours. So, let me tell you what I mean by that. Specifically, selling hours, helping business owners setting up their own AI operating system, or helping them get comfortable with something like Cloud Code, and just doing that one piece at a time. And if you've never heard of an AI operating system, just stick with me. I've got you guys covered. And if you don't know who I am, my name's Nate. I built an AI agency to over $100,000 a month and then I exited it, and now I run a free school community of over 375,000 people who are learning AI. So, the reason I tell you that is because I kind of get to see this market from two sides. I see what business owners are actually asking for, and I also can see exactly where the people are trying to sell them and where they're getting stuck. All right, so I want you to think about your business model like a ladder. Rung zero at the bottom is selling hours. So, consulting work. Maybe this could be $100 to $500 a session, one-on-one, kind of just like helping a business owner, like I said earlier, with their cloud code setup. So, from there, rung one would be like an audit, maybe $500 to $2,500 bucks for paid scoping, where you go in for like an hour or two, or maybe even multiple hours, and you map their workflows, you find what is automatable, you put together a proposal for the first real build. Rung two is your first project. That is, you know, obviously, maybe $2,500 to $10 grand for one focused scope of work, where you ship a single workflow end-to-end, and you let the numbers there prove the ROI. And then, rung three, which is where you want to be, is retainers. These can be maybe $3,000 to $10,000 a month, ongoing, and that's a really cool opportunity because you could just work with a few clients and have them on some pretty large retainers and make a lot of income. Now, the last two rungs are where almost everyone in the agency space, I'd say, is trying to start. And eventually, yeah, that's where you end up, but you It's really hard to just start there, you know? You've kind of got to crawl before you walk, meaning you have to earn each rung by standing on the one below it. And the reason why I think that a lot of people are freezing is because they're entering into this AI space, they've maybe built some really cool stuff, but they've never worked with a client before, and they try to jump to rung two or rung three without having proof or relationships, and they still have that sense of imposter syndrome internally. So, sell hours, that's rung zero, that's where you start. And I've got three reasons that I want to tell you guys about why I believe in this, but first, let me quickly tell you how I started crawling before walking in my AI journey with a message from today's sponsor. All right, so real quick, thanks to GenSpark for sponsoring this section of the video. If you guys haven't heard of GenSpark, you will, because they went from zero to $250 million in ARR in just a year. GenSpark is a really cool, basically just like an all-in-one platform. If I hover over new, what do we have? We have the ability to build custom agents. We can do super agents, slides, sheets, docs, developer. There's basically anything you might want to do with AI you can find inside of GenSpark, which also means you have access to all of the different models. So, if I click on AI chat and this opens up a new chat for me where I could obviously just say like, you know, hello, I can start to do my back and forth. It can do research, I can search the web, I can look through all of these different models. You can see here. So, if I click on new chat, now I have access to choose between all the GPT models, all the Claude models, Gemini, all of this. But, what's really cool is you can turn on mixture of agents. So, if I say, "Hey, what does artificial intelligence mean and what's a voice agent?" When I shoot this off, not only is it going to go do research and give me an answer, it's going to use a mixture of agents. It's going to use GPT-5.1 instant here. It shows to also use Sonic 4.6. It also chose to use Gemini 3.1 Pro. And there we go. Now, you also have access to some of the image models and stuff, too. So, practical example here, I want to use GenSpark AI slides. I'm going to click on creative and now I can choose between GPT image 2, which I've been loving lately, or Nano Banana Pro. So, I'm going to do GPT image 2. I'm going to upload a brand guideline doc real quick. So, I'm asking it to create me a launch announcement for this live event that we're running, which actually is real. And I'm going to shoot this off and let me show you what we get back from GenSpark. And just a few minutes later, I got this four-page slide deck back. Now, this obviously would take some iteration because I don't love all the wordiness, but it got the brand colors perfect, it got the brand guidelines perfect, it made all of this information, as you can see, and they look pretty solid. And like I said, I would iterate on this and it's just as easy now as just typing my iterations right in here. Then, when I'm ready to go, all I have to do is export it and it's done. Right now, they're also running a get started bonus where new users can try some of the premium features, so definitely check it out while you can. The link is down in the description. And what's really crazy is GenSpark is offering unlimited usage of their AI chat and their AI image for all paid users in 2026. So, if you want to check out those details, come to the documentation here. Now, let's get back to the video. All right, so the first reason is that consulting or teaching hours are basically a mini sales call and kind of like a mini audit. Because the hardest part of any sale is, you know, especially if you're new to sales and you don't come from a sales background, is building trust over a call, you know, or a couple calls. But by the time that you've spent 60 minutes inside of someone's business, it could still be on a call, but helping them set up their own AI OS, they're not a cold lead anymore. You know, it feels way more like a working relationship because your guys' relationship kicked off from a place of collaboration, you know, you guys were literally working together, figuring out things together, rather than sort of this weird dance of a negotiation, right? Like who might throw out a number first and ho

own AI operating system. And honestly, I think that that one offer would dissolve the imposter syndrome that has like half of my community frozen right now. So today, I'm going to give you guys three things. The exact offer I'd lead with if

I was starting from zero, what the offer actually looks like so you could literally run it tomorrow morning, and a plan to land your first 10 clients. So, let's get into it. All right, so if you have been hanging around the AI space

for the past, I don't know, 6 months to a year, you've probably been told the same thing, which is to start an AI business, you should be pitching audits that turn into projects and then like five $1,000 a month or $10,000 a month

retainers. And these are directionally right. Like obviously, I agree with that. You know, having a few clients on large retainers is the end goal. That's where you want to go. But all of those plays, I think, are kind of higher up on

this ladder that I'm going to talk about today. And almost nobody is talking about rung zero of that ladder, like what that actually looks like, which is why I think that so many people just kind of sit there a bit frozen because

they can't picture themselves doing what's on rung three or four yet. So, I want to fix that today by telling you guys, don't start by selling projects or retainers, just start by selling hours.

So, let me tell you what I mean by that. Specifically, selling hours, helping business owners setting up their own AI operating system, or helping them get comfortable with something like Cloud Code, and just doing that one piece at a

time. And if you've never heard of an AI operating system, just stick with me.

I've got you guys covered. And if you don't know who I am, my name's Nate. I built an AI agency to over $100,000 a month and then I exited it, and now I run a free school community of over

375,000 people who are learning AI. So, the reason I tell you that is because I kind of get to see this market from two sides. I see what business owners are actually asking for, and I also can see

exactly where the people are trying to sell them and where they're getting stuck. All right, so I want you to think about your business model like a ladder.

Rung zero at the bottom is selling hours. So, consulting work. Maybe this could be $100 to $500 a session, one-on-one, kind of just like helping a business owner, like I said earlier, with their cloud code setup. So, from

there, rung one would be like an audit, maybe $500 to $2,500 bucks for paid scoping, where you go in for like an hour or two, or maybe even multiple hours, and you map their workflows, you find what is automatable, you put

together a proposal for the first real build. Rung two is your first project. That is, you know, obviously, maybe $2,500 to $10 grand for one focused scope of work, where you ship a single workflow end-to-end, and you let the

numbers there prove the ROI. And then, rung three, which is where you want to be, is retainers. These can be maybe $3,000 to $10,000 a month, ongoing, and that's a really cool opportunity because you could just work with a few clients

and have them on some pretty large retainers and make a lot of income. Now, the last two rungs are where almost everyone in the agency space, I'd say, is trying to start. And eventually, yeah, that's where you end up, but you

It's really hard to just start there, you know? You've kind of got to crawl before you walk, meaning you have to earn each rung by standing on the one below it. And the reason why I think that a lot of people are freezing is

because they're entering into this AI space, they've maybe built some really cool stuff, but they've never worked with a client before, and they try to jump to rung two or rung three without having proof or relationships, and they

still have that sense of imposter syndrome internally. So, sell hours, that's rung zero, that's where you start. And I've got three reasons that I want to tell you guys about why I believe in this, but first, let me

quickly tell you how I started crawling before walking in my AI journey with a message from today's sponsor. All right, so real quick, thanks to GenSpark for sponsoring this section of the video. If you guys haven't heard of GenSpark, you

will, because they went from zero to $250 million in ARR in just a year.

GenSpark is a really cool, basically just like a all-in-one platform. If I hover over new, what do we have? We have the ability to build custom agents. We can do super agents, slides, sheets, docs, developer. There's basically anything you might want to do with AI

you can find inside of GenSpark, which also means you have access to all of the different models. So, if I click on AI chat and this opens up a new chat for me where I could obviously just say like,

you know, hello, I can start to do my back and forth. It can do research, I can search the web, I can look through all of these different models. You can see here. So, if I click on new chat,

now I have access to choose between all the GPT models, all the Claude models, Gemini, all of this. But, what's really cool is you can turn on mixture of agents. So, if I say, "Hey, what does artificial intelligence

mean and what's a voice agent?" When I shoot this off, not only is it going to go do research and give me an answer, it's going to use a mixture of agents. It's going to use GPT-5.1 instant here. It shows to also use Sonic

4.6. It also chose to use Gemini 3.1 Pro. And there we go. Now, you also have access to some of the image models and stuff, too. So, practical example here, I want to use GenSpark AI slides. I'm going to click on creative and now I can

choose between GPT image 2, which I've been loving lately, or Nano Banana Pro. So, I'm going to do GPT image 2. I'm going to upload a brand guideline doc real quick. So, I'm asking it to create me a launch announcement for this live

event that we're running, which actually is real. And I'm going to shoot this off and let me show you what we get back from GenSpark. And just a few minutes later, I got this four-page slide deck back. Now, this obviously would take

some iteration because I don't love all the wordiness, but it got the brand colors perfect, it got the brand guidelines perfect, it made all of this information, as you can see, and they look pretty solid. And like I said, I

would iterate on this and it's just as easy now as just typing my iterations right in here. Then, when I'm ready to go, all I have to do is export it and it's done. Right now, they're also running a get started bonus where new

users can try some of the premium features, so definitely check it out while you can. The link is down in the description. And what's really crazy is GenSpark is offering unlimited usage of their AI chat and their AI image for all

paid users in 2026. So, if you want to check out those details, come to the documentation here. Now, let's get back to the video. All right, so the first reason is that consulting or teaching hours are basically a mini sales call

and kind of like a mini audit. Because the hardest part of any sale is, you know, especially if you're new to sales and you don't come from a sales background, is building trust over a call, you know, or a couple calls. But

by the time that you've spent 60 minutes inside of someone's business, it could still be on a call, but helping them set up their own AI OS, they're not a cold lead anymore. You know, it feels way more like a working relationship because

your guys' relationship kicked off from a place of collaboration, you know, you guys were literally working together, figuring out things together, rather than sort of this weird dance of a negotiation, right? Like who might throw out a number first and how do we like,

you know, almost like you feel like you're playing mind games on each other trying to bring prices down or up. And when you're doing that, they're just not ready to drop five grand on a project, right? Like they're not ready to commit

to a monthly retainer, but they are going to be more willing to commit to like a couple hundred bucks to spend an hour with someone who can show them what AI can actually do in their business, help them avoid the troubleshooting

headaches and answer questions that they have in real time. So, the proof requirement on your side is much smaller because you don't need a portfolio or a bunch of testimonials to sell a one-hour session. So, the next conversation

isn't, you know, will you pay for this project for $5,000? It's basically, "Okay, great. We've set all this up.

We've worked together a little bit. Now, what's next?" Okay, so reason number two is that you're basically getting paid to scope. You know, a lot of agencies will charge for these discovery calls or for these scoping sessions, but this hour or

the couple hours that you're sitting on there learning about their business and their context and their workflows is basically a discovery call, but you're actually getting paid for it. So, instead of a one-hour zoom where they describe their business to you, you nod

and you take notes, you're actually like inside and you're helping them build stuff out already. You're seeing things like where their data lives, you're seeing things like what their team complains about, what's automatable, what's political, and what their kind of

like main priorities are. And it's funny cuz those are exactly the things that you're looking for when you're running a discovery call. And then reason number three is the longer that you work with them, the harder it gets for them to

switch away from you. Because let's say you've done two or three sessions with someone. You know their business better than any other AI consultant that they could hire because now you know the team. You know, you spent a few hours

with them. You know the data sources. You know the workflows. You've helped them configure the sort of AI operating system that they already have set up. So if they did want to for some reason work with someone else, it would have, you

know, just that pain of switching vendors because they would have to re-explain all of that and get familiarized with someone else. And most business owners just don't want to do that. So you become the obvious choice for the next engagement and trust me,

once they start building stuff and seeing the power, they're going to want to do more. And you're the next choice.

Like you're the first person that pops into their brain. And this part's really important because I lived this and I actually did offer consulting calls in the early days of me starting up my agency, you know, people could just book

in. I'd help them out for an hour. And some of these people I'd never met before actually went on to become some of our longest running clients, which was obviously awesome. But the problem there was that I wasn't really thinking

about it in that way at the time and I really wish that I was. You know, I was sort of treating those consulting calls as just another way to make some side income, honestly. And I was thinking about it just as like practice and

getting more data. I was thinking about it like tech support, really, like troubleshooting. You know, people would hop on, I'd help them fix the thing, I'd get paid and then the engagement would be over. And I just kind of had it like siloed in my

head as like, you know, consulting calls over here and my real like my real projects agency work over there. Two separate like totally separate things, but there it really is one where like the first piece feeds directly into the

next. The first one is the step in the relationship that turns that, you know, consulting call into a project which gets turned into a retainer. So anyways, I'm just trying to say if I had the mindset of going in like that, of

educating them, building alongside them and earning the right to the next conversation, then I think it would have been way more lucrative because I probably would have gotten so much more business out of those consulting calls.

I had run a lot of those, but even though a few of them turned into long-term clients, most of them didn't.

And it's probably because I just wasn't looking at it the right way. So, think about it like this, the hour is not tech support, it is the first deposit into that long-term partnership that you're trying to build. Okay, now I want to

give you guys some macro proof for why this offer works right now in 2026 more than it ever has. And then we're going to get into exactly what happens inside that hour, so you know exactly what to do. Because honestly, if you don't run

the hour the right way, then none of the stuff is going to matter. So, I've mentioned this study a few times, it's really interesting, but IBM ran their 2026 CEO study on 2,000 CEOs at major companies. And two stats from it kind of

tell you everything. So, the first one is that only 25% of employees are using AI regularly. And the second one, which kind of goes right with it, is that 85% of CEOs say that their employees have the skills to use AI. So, there's a 61

point gap between the people who could be using it and the people who actually are. And every CEO is basically just staring at that gap. And they're asking themselves, how do we close it? And it's not just the operators, the employees.

The same study basically says that managers and leaders who aren't AI fluent are not going to be leaders much longer. Like if you can't lead an AI native team, you can't lead in 2026 and beyond. So, now you've got CEOs staring

at a workforce that isn't using AI, and you have a layer of managers on top who are about to be replaced if they don't catch up. So, this is kind of a panic moment at every level of the org chart.

And the answer is not a $30,000 strategy deck from a big a big firm like McKinsey. The answer is one company at a time automating one workflow at a time and upskilling essentially one manager and one employee at a time. And that is

what you are here to do with selling your hours to start. So, let me kind of just like reframe this for you. The hour isn't I'm going to come in and teach you guys ChatGPT. Like people had actually

printed with that business model. I know some people that have done huge workshops just teaching ChatGPT and it worked really well, but I think that the market's evolving a little bit more now and I think that's a bit too small. So

now your hour is so much more than that. It's setting up the AI operating system. Now, I should probably pause here real quick because I keep saying this whole AI operating system thing and I haven't even told you guys what that actually is

yet. So if you've never heard of it, you might be confused. I'm not going to teach the entire framework right now on this video, but here's the short version of it. So an AI operating system is basically a system that you operate in,

right? Like think Mac, you operate in your MacBook or Windows, whatever it is. And it captures your business data, it captures your subject matter expertise, it runs your workflow, it helps you operate day-to-day, kind of like just all-in-one place. And that whole point

is that your business stops being bottlenecked by you because you now have the system that has all your data and your context and you can build automations and agents inside of that AI operating system and you can build that

in Cloud Code or Codex or whatever it is, but I have mine right now that I typically am using in Cloud Code. And obviously you don't need to be a developer or an engineer to build one of these or to use one of these. So I just

launched a completely free 2-hour course inside of my free school community that walks you through the exact framework and just exactly how I built mine and how you can build yours. I even give you a free GitHub repo to get started with.

So the link for that is down in the description below. The move here is go take that course, learn the framework yourself, and then once you have your own AI operating system, just turn around and use that exact same framework

that I'm teaching you guys with your clients and just teach them that. And that way instead of staring at a blank screen wondering what you even teach in the hour, you literally have a playbook already. So now that that's out of the way, let me

give you basically the exact pitch that I would lead with. I would say something like, "What I want to do here is I want to help you set up your AI operating system. We're going to connect your business data, your information,

everything that's important about the way that you think day-to-day, and we're going to extract your subject matter expertise into this AI system so that your business isn't bottlenecked by you anymore and you can focus on strategy.

You can start working on your business rather than in it. This is going to give you more room to grow. It reduces your key man risk if you ever want to sell and that's what I think we should set up

for you. We're offering an operating system. We're not offering an AI tutorial. So the reframe right there is everything. I think that the part that I really want you guys to like stick in your head is that the

business owner is the only person who can actually build the right system. Like you're going to help them but you couldn't build it for them because they have their own subject matter expertise.

They know the workflows and the customers and their IP better than anyone else does. So your job is to make their existing expertise dangerous with the tool. You're basically selling them leverage. So the hour that you're going to be with them is

basically transferring tool fluency to where their domain fluency already lives. So if you walk into the session with that framing, every consultant suddenly has a product to sell. All of you guys that want to, you know, call yourself an AI consultant, you now have

something tangible to give them. And then practically, here's kind of how the flow looks like inside of that actual session. So you're going to start to gather their background data, right?

You're going to walk them through the difference between, you know, using Claude in the desktop app versus Claude in something like the VS Code extension and explain what all that means if they've never used something like that.

You make them tool fluent at a high level so that they feel less overwhelmed because as you start extracting their context and their knowledge into a project folder, they're probably going to feel a little bit overwhelmed and so

you are there to help them out. You're going to need to connect their data sources. They might be curious about like, "Oh, what's MCP or what's an API?" and you're just You want to be able to explain that in a very simple way. And

then after you're doing all this like onboarding and setup, it'll break at a natural point, you know, somewhere after about an hour and then you're going to schedule your next session so you guys can keep the momentum and keep building

this system. Now most people might think that the hour is about showing off AI knowledge but it's not. It's really about, like I said, managing overwhelm because every business owner is probably going to walk in and be super super

excited but also completely overwhelmed at the same time, right? Like I think we've all been there. So, your job is to keep that overwhelm low enough that they want to book in another session with you.

And you have to make sure that you're not making them feel behind or feel stupid.

So, slow it down when you sense them losing the thread and keep them engaged.

You know, constantly asking them, "Does this all make sense? Do you have any questions? You know, you can always ask me any questions, as many as you want.

I'm here to be a resource for you." Cuz if you lose them and they feel overwhelmed, then they're probably not going to book in that second or third sessions and then definitely not going to want to book in a project. So, if you

respect their pace and you treat them with patience, they're going to want to keep working with you. And now, now some of you might be thinking, "But Nate, what if they ask me something that I actually don't know the answer to?" And

that's a great question and it might happen and that's fine. You know, you don't just you basically would just say, "Honestly, I don't know. Like, let's figure it out together." And I don't think that that's actually a weakness.

That's actually just part of the job, you know. I think that it gives you an opportunity to show that you're confident in your abilities and that you can take that extra step. You know, I remember a few times on my first couple

consultant calls where people would ask me about certain types of like maybe a database structure that I hadn't worked with before and I would tell them, "You know, honestly, I don't know. I've never had a use case where I had to deal with

that, but what I'll do after this session is I'll do some research. I'll test it out and the next time we meet, I'll make sure that I understand if this is something that you actually need in this system or if we can take a

different approach." And yeah, they're really going to respect that because you're not supposed to be Google, right?

Like, you don't need to know everything on demand, but you're just supposed to be their problem solver and you're supposed to be their barrier between really complex stuff and what they want to do. And so, the fact that it's going

to take more than just 1 hour for the business owner to set up their AOS is obviously great, but it's great for you and great for them because they get to spread out the cost, you get to spread

out the work, you get to deepen the relationship every single session. And I want to hammer this home as well. Right now, especially when you're starting out, it's not about the cash. Like, trust me, the cash will come, but right

now you're prioritizing for reps and for experience. You need confidence. You need to have more conversations with business owners. You need to get good at explaining things. So, you go above and beyond on every single one of these

hours. You over-deliver. You stay on an extra 10 minutes if you need to. You send a follow-up email afterwards with two or three things that they could try that week. And maybe that means you don't start off the bat charging 250 an

hour. Maybe you just start at 50 an hour or, you know, 99. Because once again, you're not optimizing for cash today.

You're optimizing for the cash 6 months from now, and all of that has to start with reps and experience up front. Where do you find these people in the first place, right? Because nobody is going to sell anything if they can't even get a

single conversation booked. So, this is a layered plan, seven steps, each one kind of builds off the next. Step one, before you ever pitch a business owner, just teach your friends. Like, seriously, just your buddies, people that you are very comfortable with,

people in your network who don't even own a business. Text three of them right now and say, "Hey, I've been getting really into this AI stuff. Can I come over and show you how Claude code works or help you set up these AI tools for

whatever you're into." And that's it. Just no pitch, obviously, no payment. You're just teaching your friends something real. And that's going to be like real, raw practice, which is going to be huge because you're in a low-stakes environment. You're

with people you're already comfortable around, and you're literally just showing someone a tool that you're passionate about. And after you've got through that a few times, you're going to realize like, "Wow, I explained this horribly. And all three of them asked me

the same questions about this. So, I know now, next time I teach someone this stuff, what I probably need to do a little bit better." Because if you went from never teaching someone to trying to teach a business owner when the

pressure's like the pressure's on for real, you're probably going to mess up, and you're going to feel very intimidated. And so, now you can hop into an actual sort of like a high-pressure situation with a real business owner feeling a lot

more confident. So, then step two is to text the business owners in your network that you know, or ask people if they know any business owners or people who may be interested in learning more about AI. So, I would basically send a text

that kind of reads like this. I'd say, "Hey, I've been getting really good at this AI stuff, and it's been giving me, you know, superhuman productivity. So, would you be open to letting me come over for an hour and walk you through

setting up your own AI operating system? You know, completely on me. I just want to get the reps in. Then step three, after you do a few of those sessions, every one of them gets the same question at the end, which is, "Hey, if you've

got any friends or business owner buddies who'd also want to learn this kind of stuff, let them know that I would love to help them out." So, now you're kind of even expanding more on your own warm network. Then step four,

you can also join communities. There's so many different like AI or business-focused communities. Mine has over, you know, 370,000 people right now. And that means that there are a lot of support issues being posted every day. So, you can help people out. You

can offer to jump on a call. Just, you know, some of these people will also pay you or maybe want to collaborate with you. Some of them might introduce you to other people. And I've literally watched so many people in my community just

partner up or land clients or even get full-time jobs just because they were being active and helpful in whatever communities. Step five is to build and public. Once you start doing these education sessions and you're building these workflows and setting up

things, just post them. Like it doesn't have to be like you're an influencer or you're posting your face or whatever, but post a case study on LinkedIn or write an article about this and just put them somewhere um on your personal website. Like make a

portfolio. Just have some sort of virtual resume somewhere so that later when people look you up or, you know, when you're reaching out to people, you can send them something to give you a little bit more, you know, trust. Step

six, once you've got a handful of people who have booked in some sessions with you for consulting hours, you can just start winning more business with them, like I talked about earlier. And the part that I wanted to stress here is

don't be pushy and don't pressure them. Just keep delivering, keep being helpful, and at some point in the conversation just naturally becomes like, "Hey, you know, we could build this out together. So, here's what I charge for that." And at that point it

feels so much less like you're pitching them, just more like you're recommending something to someone who already has some trust in you. So, then step seven, and only once you've got your proof, then you can start like walking into

local businesses. You can go to local tech meetups. You could go to local marketing events. You could walk into actual local businesses as well telling people that you want to help. And that is the ladder. Every single one of those

steps is something that you could literally start doing this week. And once you run a few of these kind of like consulting sessions, something kind of awesome happens, which is the hour doesn't pay for just, you know, the $250

or however much you mark it up as, it pays for something a lot more valuable, which obviously is basically just getting your foot in the door for real conversations. So, let me give you guys a quick example. I was running some

consulting calls with this client and we were basically like just building out an automation together because he kind of wanted to learn end to end and I was helping him out with that. So, he would literally just screen share, we would

talk about the automation, we'd build it together, and as he was showing me what he was doing and I was helping him build it, I would explain what are the different nodes and how to think about prompting and we would, you know, how to

think about evals and AI models and stuff and we were working on this together and during the third call, I remember he paused and he goes, "Wow, this is actually going to take a lot longer than I thought, isn't it?" And I

was like, "Yeah, I mean, it's it's a pretty big lift, but just probably a few weeks of focused work, but it's going to add a lot of value." And right after I said that, he was like, "You know what?

Are you available for project work? Like, could I just have you build this for me instead?" And so like, in that case, I didn't have to pitch him on anything, you know, all I did was I was just showing up and I was helping him

and I was making sure he wasn't overwhelmed. And once he had that trust in me and he kind of knew that I wasn't an expert, right? But I knew more than he did. And that's all he needed to

basically pitch me. But of course, not everyone's going to come out and say, "Hey, can I just pay you to do this for me?" You can still drive that conversation yourself once you've actually seen enough about their operations to have some ideas of

workflows that would actually provide value. You know, you don't just want to throw out random agents and workflows.

You want to say, "Hey, I realized you have this problem and I know a good workflow that we could build together that would actually solve that problem exactly. So, if you don't mind, I'd love to, you know, in our next session, just

dive into that one a little bit more and talk a little bit more about it. And then I can come back with a full proposal on how I think we should build it and why I think it's going to impact

your business so much." Because I want to be honest with you guys, obviously you're not going to build like a multi-million dollar business if you're just trading hours for money. I mean, the math doesn't work, it's really hard

to scale. You just need a bigger and bigger team if you're going to do that.

So, like I said, selling those hours is the on-ramp. You have to earn your way up the ladder. Audit, the consulting hours is rung zero, and then you've got audit, project, retainer. So, there is something else I want you guys to keep

in mind, which is basically like what do you really want to do and what you enjoy doing? Because if the idea of texting three friends or random business owners sounds scary, or the idea of hopping on like a consulting call and

teaching someone how to do something is also scary, then maybe being a business owner like isn't what you actually want.

And that's completely fine because there are other paths. Like I do think that it's really good to get out of your comfort zone and push yourself a little bit, but there still are other paths.

And it's important to at least acknowledge that. Because you could also partner up with someone who loves that like sales part, you know? And you could just be the AI builder or the AI educator. I've seen tons of these sorts

of partnerships form just by getting involved in communities. You could also land a job somewhere as like an internal AI consultant inside a company, or maybe you already work at a company. You could start educating people on your team and

educating managers and stuff like that, leading these internal AI workshops, and in that way get noticed and maybe get a promotion. There was this IBM study that I mentioned earlier, but this one was a different one from IBM. And it basically

said that 57% of chief AI officers right now were actually promoted from inside the company. So, the path doesn't always have to be entrepreneurship. And you always have to think about like, how do I make a safe pivot, right? Like I'm not

saying that you should just quit your day job and go start selling these hours. Like be safe about what you're doing here. And then the final thing that I wanted to talk about is what happens if you're doing these consulting

sessions and you're struggling to sort of like make that pivot into like the next step, the audit or the project. Don't push. Just say something like, "You know what? I hear you. You know, I'm just a text away

whenever you need this. I'd love to come back and help you out." And then just leave it clean, you know? You know, there was no pressure there, there was no bad taste in their mouth, and this is really the mindset shift you have to

have because some business owners are just not ready yet. And it's not your fault. If they haven't felt that ROI, if they haven't fully believed in AI yet, then it's really hard to convince them, especially if you don't have like

really, really strong, specific, targeted case studies. You know, you're not going to convince an unconvinced buyer to suddenly just be bought in. So, that's a much tougher ask than people realize. And the other thing is, if you're talking to someone that's not

very excited about this stuff, and you have to like, you know, really pull them in, that's probably not even a partnership that you want to be. You want to work with someone who's excited about it and is also willing to meet you

halfway. So, just do the whole, "Yeah, no worries, no pressure, but I'm your guy whenever you need me." All right, so to bring this whole thing home, I made this video for really one core reason, and I started to go off on these

tangents here, but it was basically about the imposter syndrome, because that's like one of the main patterns and issues I see in these communities. You know, really smart people, really capable people, just sitting on the sidelines or struggling because they

feel like frauds when they try to pitch these projects. They don't know how to price them and all this kind of stuff.

So, what I want you to take away from this is that imposter syndrome really isn't a confidence problem, it's more of a a rungs problem, you know?

If you feel like a fraud, it's probably because you're trying to sell something that you've just never done before, which, you know, you're probably going to feel like a fraud. But if you just kind of step down the rungs a little

bit, and you start with rung zero, and you're navigating in an environment that you feel a little bit more comfortable in, then you're going to be able to slowly dissolve that imposter syndrome.

And I will say the other brutal truth is that it doesn't fully ever go away.

Like, I still have imposter syndrome almost every single day. So, I don't know. Hopefully that makes you guys feel a little bit more comfortable. And that's why I really think it's important to optimize for reps and experience, because even if you don't directly feel

it or notice it, if you're talking to a business owner and you've had 20 hours of consulting calls, you know, under your belt already, they will notice that. Like, they will be able to tell, even if you can't tell. So, just

remember, everything that I walked you guys through assumes the fact that you've already built your own AI operating system, because if you haven't, then how do you expect to teach someone else to do it? So, that free course that I dropped in my free school

community is linked down in the description. But, that's going to do it for today. So, if you guys enjoyed the video or you learned something new, then please give it a like. It helps me out a ton. And as always, I appreciate you

guys making it to the end of the video, and I'll see you on the next one.

Thanks guys.