All right, happy Thursday morning, everybody. Welcome back to the podcast. If you are so unfortunate

as to be watching this on YouTube, I'll start shaving when we get a huge

amount of subscribers. Most of you currently are listening to the audio version and I'm just still in the

audio first mindset, but we are posting this to YouTube for those of you who like to listen to

podcasts on that platform. Okay, so we've got a great one for you today. Today I spoke with an agency owner who's going to share his story very transparently.

He is doing around $300,000 in revenue and has a goal to get to a million.

And we're going to talk about some of the ways he's gotten to where he's at and where he's headed and stuff.

But just at the top here, I wanted to talk about something that jumped off

the page in this conversation to me and something I've been thinking a lot about lately.

It's simply this, that in the case of today's guest, there's only really a handful of people

on the planet who fit the ICP. And of those people, he only needs to bring in a handful of them as clients in order to reach his goal.

And so then the question becomes we're getting laser targeted.

Who are these few handfuls of people?

And how do they make decisions?

And how can we reach out directly to them?

And what are some frameworks for thinking about this?

Lucky for us, there is a famous one that a lot of listeners of this podcast have used

incredibly successfully. I want to share it with you today. You can find the rudiments of it in the

ultimate sales machine by Chet Holmes. Now, I've also created a template that you can download wherever you're

listening to this and just take a look at how you would build out a plan to systematically,

and as Chet says, ruthlessly build a relationship with the key people who have the power to help

you get to your goals. This is also something

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