00:00.00
Preston Lee
Hey and welcome again to a different episode of freelance to founder. My identify is Preston Lee with Millo.co and often becoming a member of me on the air is my good friend Clay Mosley from gettripify.com however Clay is unavailable As we speak. He had some household issues. He’s attending to and. The identical day that he had some household points come up. He’s transferring his whole firm to new workplaces which look fairly candy I’ve to confess so we’re lacking Clay this week however he might be again subsequent week on the subsequent episode I’m positive lots of Clay lives in Austin. Texas and I’m joined now at present by our visitor who additionally lives in Austin Texas Garrett hello Garrett so nicely. Thanks a lot for taking time to hitch us on the present at present I actually admire it. Man.
00:38.79
Garrett Clawson
Hey President How’s it going man.
00:45.45
Garrett Clawson
Yeah, no I’m excited to to speak slightly extra concerning the enterprise and listen to your ideas on the place we go from right here.
00:52.29
Preston Lee
That’s nice I I’ve to humble brag just a bit bit. Um as a result of I really like what you advised me earlier than we hit file which is you discovered the present a pair months in the past and also you simply been like binge listening to it and I really like to listen to that um I really like to listen to that the present helps individuals that individuals take pleasure in listening to it. They don’t get too bored with. Clay and I getting lengthy winded or going off on our cleaning soap bins are lengthy tangents. However um, so thanks for listening after which double. Thanks for becoming a member of on a name. We. Find it irresistible when whenever you hear, however we actually actually adore it whenever you be a part of us. We will’t do the present with out individuals such as you Garrett. So thanks a lot for being right here.
01:26.29
Garrett Clawson
Yeah, no that the rambles are one of the best half man I really like listening to um that little nuggets that come from that.
01:29.16
Preston Lee
Yeah, good whole lot all proper? Nicely let’s dive into what you are promoting. A bit of bit inform me and the listeners slightly bit about what you’re engaged on what what you are promoting is how lengthy you’ve been in enterprise inform us about your shoppers simply sort of open up and and inform us what you’ve acquired occurring.
01:42.49
Garrett Clawson
Yeah, no nice query. So I’m I’m from Louisiana initially research political science and sociology at Lsu and Baton Rouge and got here to Austin Texas to get my masters in public administration and actually specialised and honed in on nonprofit administration and technique. And went into the nonprofit area proper? after that and did venture administration grant administration some strategic planning and and actually cherished that and attending to work with a few totally different groups and whereas I used to be in my my 9 to five job as a venture supervisor and a nonprofit I used to be doing grant consulting on the aspect and so. Um, most likely like plenty of the listeners I you crunched late late nights. Um , pull pulling further hours and I I acquired to some extent the place I felt prefer it was sustainable sufficient to to stay my neck on the market and and attempt to do it full time and so ah I acquired that from this this present as nicely. Simply I peopled that.
02:24.40
Preston Lee
Yeah I.
02:40.71
Garrett Clawson
Weren’t positive in the event that they have been able to make the leap and and also you guys have all the time inspired them to to take the leap in the event that they in the event that they really feel prefer it might work and so ah so I did that in March I I stepped out and and began doing my very own factor. Um, and so now I I began an organization known as benevolent methods and so we exist to assist mission-driven organizations.
02:43.90
Preston Lee
Yeah, yeah, completely.
02:59.64
Garrett Clawson
Um, develop Technique Strategic Frameworks and programs that they should to construct wholesome groups construct wholesome organizations and and develop their neighborhood influence and plenty of nonprofits have nice intentions and and so they have nice hearts and wish to assist individuals however plenty of the occasions they simply don’t have that the programs the Frameworks the. Infrastructure that they should to seize metrics. Nicely consider their applications and ship on their mission. So That’s what we’re right here to do.
03:21.21
Preston Lee
Oh fascinating. Okay, so so like if I’m one among your shoppers I’m a nonprofit firm I come to you as a result of I’ve an issue with what like I I don’t have good knowledge on my donors or I don’t have like what what have been the issues that you simply’re fixing for for nonprofits.
03:37.27
Garrett Clawson
Yeah, no nice query. So I I sort of deliberately stayed away from the the event fundraising aspect of issues that’s not the place my background is and and that area is fairly saturated and so I’ve actually I acquired my pmp which is my venture administration skilled certification final yr
03:43.31
Preston Lee
Okay.
03:52.40
Preston Lee
Oh okay.
03:55.99
Garrett Clawson
Um, which is certainly geared in direction of the the personal area the personal sector however there are such a lot of expertise and Frameworks and like designs which are are very relevant to the nonprofit area and so um, the best way I’ve tried to to construct my narrative. My story is is sort of the applications man so coming in.
03:59.83
Preston Lee
Ah.
04:14.25
Preston Lee
Um, how? um.
04:14.82
Garrett Clawson
Um, serving to them , develop sturdy budgets that replicate their priorities set their priorities. Ah actually make clear and hone in on their their identification and their um but their focus and and constructing wholesome groups.
04:28.20
Preston Lee
Okay, glorious I Love that So that you’re you’re really bringing in a few of these issues that ah ah, a business or for revenue firm would would focus actually arduous on however a few of these nonprofits they’ve restricted sources. They perhaps have actually goodhearted individuals however not like these diehard capitalists proper.
04:44.83
Garrett Clawson
Shoot.
04:45.98
Preston Lee
And they also and they also perhaps don’t concentrate on a few of these issues that in a company or might be vital can could make or break a company.
04:54.25
Garrett Clawson
Yeah, no, no completely and so what we’re actually captivated with helps them construct that basis to to change into extra environment friendly to scale their influence. Um and to be extra aggressive and yeah, in the case of the the funder aspect of issues to assist them be extra aggressive for grants and.
05:00.43
Preston Lee
Name.
05:09.58
Garrett Clawson
Um, make a extra compelling case to donors.
05:11.18
Preston Lee
Yeah I really like that Nicely, that’s cool and and a good way so that you can have an effect as nicely. Um, although your what you are promoting is for revenue proper? Ah is that appropriate. Yeah, okay yeah, superior congratulations.
05:19.73
Garrett Clawson
Appropriate yep the place sure so I simply filed my LLC two weeks in the past like.
05:27.11
Preston Lee
Yeah, so so although you may have a for-profit firm. It is a smart way so that you can even have a optimistic influence in plenty of totally different areas. In order that’s actually cool what number of what number of shoppers do you’re employed with at any given time like I do know you’ve solely been doing this since March so it’s kind of arduous to say issues like that. However. Within the final I don’t know six months or so are you’re you working with 2 or 3 shoppers at any given time 10 shoppers at any given time. What does it appear to be why.
05:49.20
Garrett Clawson
Yeah, no, most likely 4 4 to six is the place I I most likely am at any any given time. Um, we we will dive into this slightly bit extra if you need however what I’ve been experimenting with is is slightly little bit of a lead magnet. So having sort of like ah what I name a greatest match funders bundle. And so um, that’s only a 1 time seven hundred and fifty {dollars} bundle the place I’ll that they’ll could have a name and so they’ll give me sort of a profile in our group after which I’ve numerous totally different grant directories that I subscribe to and I’ll I’ll pull for them. The ten most closely fits that I feel that they need to pursue.
06:20.52
Preston Lee
Oh very cool.
06:23.38
Garrett Clawson
And so um, that’s that’s sort of a really fast bundle ah takes two or three days to do um and so these these are sort of ongoing however however yeah at any given time 4 to six
06:34.55
Preston Lee
Yeah I adore it. Um, so do you usually just like the enterprise that you simply do for them is that this such as you are available in, you clear up a bunch of issues and you then’re performed or is that this an ongoing like do they pay you on a recurring foundation or how does how is the the billing look.
06:50.70
Garrett Clawson
No yeah, yeah, ah so I’ve been studying from you guys I’ve been serious about what productization appears to be like like um I I’m nonetheless largely hourly at this level just because I’m I’m nonetheless making an attempt to discern what a great estimate is for a few of these issues when it comes to time.
06:55.12
Preston Lee
Yeah.
07:04.86
Preston Lee
Yeah, yeah.
07:08.10
Garrett Clawson
Um, and so I nonetheless I’m I’m unsure if I’m giving them a steal for the time that they’re shopping for or if I’m ah, actually overcharging. So as soon as I really feel like I can calibrate higher How lengthy it’ll take to do issues I Actually wish to transfer in direction of the prioritization. Um, however ah.
07:20.92
Preston Lee
Yeah.
07:26.30
Garrett Clawson
Was your query once more for us.
07:28.41
Preston Lee
Ah, now that’s okay, um I used to be simply curious if for those who’re largely billing them on a recurring foundation proper now or is it like ah extra of a venture base such as you are available in, you do just a few tasks with them and also you’re performed or or will they be extra like just a few years in a relationship.
07:38.25
Garrett Clawson
Ah, sure.
07:41.96
Preston Lee
With you. the place they’re ongoing shoppers.
07:45.38
Garrett Clawson
Yeah, no nice query. So a few of my shoppers are ongoing and so I’ve successfully are available in and change into their fractional grant supervisor or fractional venture supervisor. Um, and so these these are sort of indefinite ongoing.
07:51.69
Preston Lee
Oh cool. Yeah.
08:01.58
Garrett Clawson
After which different ones do need do do you may have like a discrete venture with a transparent begin and finish I’m working with 1 nonprofit in San Antonio proper now to construct a brand new faculty and in order that may be very a lot a sort of a transparent begin and cease. So it actually relies upon whether or not we they’re they’re right here for the.
08:14.72
Preston Lee
Um, yeah.
08:18.59
Garrett Clawson
The 1 time. Finest match funders bundle or they’re in search of for ongoing help.
08:19.32
Preston Lee
Okay, cool I adore it man um, it sounds such as you’re doing actually cool work. Actually fascinating work. We haven’t talked to a ton of like kind of operations venture supervisor kind individuals and um, so I feel that is enjoyable to discover this and positively within the nonprofit area. We. We don’t have a ton of conversations in in that space and so. I personally love the nonprofit area I I want I did extra in it. Um, so that is going to be a enjoyable dialog I I wish to speak slightly bit about ah the survey that you simply crammed out whenever you got here on the present so longtime listeners of the present know that now we have this very brief questionnaire when when somebody like Garrett indicators as much as come on the present. We wish to be as useful as attainable. So we collect some data forward of time and one of many issues that we really ask you whenever you fill out that questionnaire is on a scale of 1 to 10 one being a freelancer simply utterly working for your self. The enterprise depends 100% on you and 10 being a founder which means. You’ll be able to step away from the enterprise if it’s worthwhile to you may have programs processes most likely staff or not less than subcontractors in place. A crew of some type in place that may be a ten so on a scale of 1 to 10 the place are you and the place do you wish to be in a yr and Garrett you set that at the moment in your in what you are promoting. Your. When it comes to on the the place you’re beginning is at a 2 after which the place you’d prefer to get within the subsequent 6 or twelve months is at a 6 as a result of might you kind of you’ve painted an image I assume of what what you are promoting appears to be like like now might you stroll me via what what a 6 would appear to be to you want twelve months from now. What’s the perfect picture of what you are promoting.
09:50.53
Garrett Clawson
Yeah, yeah, good query. So similar to plenty of freelancers I I at the moment put on all of the hats proper? I do the advertising I do the gross sales I do the accounting the work itself and the place I’d prefer to be in in a yr is having the sources to.
09:58.64
Preston Lee
Yeah.
10:08.19
Garrett Clawson
To Outsource a few of these issues proper? So The the accountant um convey on subcontractors perhaps to do a few of of the Grant providers. The advertising social Media piece. Um I Love programs and so I I really feel like I’ve , sort of honed in on a few of these issues and and and refine them. However. What I actually wish to do simply because so many nonprofits initially come to me as a result of they they need grants and and that’s what I’ve I’ve performed for the longest time frame. So lots of people know me because the grants man proper now? Um, however however the place I actually wish to be helps nonprofits clear up ah sort of what we spoke to earlier the the framework piece considering via.
10:37.24
Preston Lee
Um, my I’ve.
10:45.14
Preston Lee
Ah.
10:45.87
Garrett Clawson
Methods and the the infrastructure that that makes their applications attainable. So ah, actually what I want to transfer in direction of is is these longer um extra extra intensive engagements with shoppers.
10:59.19
Preston Lee
Yeah I really like that so is it is part of that like being the fractional. Um, what did you name it fractional venture venture supervisor or one thing like that. Yeah yeah, yeah, yeah, yeah.
11:09.36
Garrett Clawson
Yeah, yeah, yeah, fractional grant supervisor and fractional venture supervisor which generally appears to be like like 20 hours a month of labor and so once more nonetheless making an attempt to determine find out how to greatest strategy the pricing construction there. Um.
11:15.84
Preston Lee
Proper.
11:22.78
Preston Lee
Yeah, yeah.
11:26.49
Garrett Clawson
What what? I’ve been doing so far is is successfully saying hey I gives you as much as 20 hours a month price of this work I’ll invoice you for what I do and so if I if there’s not 20 hours price of labor I solely imagine for what I do if I’m going over twenty I’ll make sure that to clear it with you first? Um, and so sure, that that’s one among.
11:30.52
Preston Lee
Stuff.
11:45.71
Garrett Clawson
Of the forms of relationships that I’ve with shoppers.
11:46.39
Preston Lee
Acquired it cool however I assume I assume a part of the query is like in that in that excellent world state of affairs a yr from now. Are you hoping that all your shopper relationships appear to be which are you hoping that it’s slightly um ah yeah, like that’s actually the query.
11:58.56
Garrett Clawson
Yeah, yeah, no completely.
12:01.12
Preston Lee
That that’s the perfect like that that state of affairs is the perfect or or is there one thing else. That’s even higher for you.
12:07.58
Garrett Clawson
No I feel you’re precisely proper? So ah, there’s a framework. It’s sort of like Eos the entrepreneur working system. However however for nonprofits or missiond pushed organizations and it’s known as the 6 levers framework and so that you you’ll be able to.
12:16.91
Preston Lee
Okay.
12:21.53
Garrett Clawson
Take ah and a a boot camp successfully with with the group that has developed that framework. You’ll be able to change into sort of an authorized marketing consultant with them and so ah via that you simply um, have the supplies to sort of are available in assist a nonprofit develop what they name an organizational working system and so that you’re considering via.
12:28.51
Preston Lee
I’ll name.
12:40.29
Garrett Clawson
Um, an identification or assume their identification focus cohe crew cohesion management within the group momentum ah just like the rhythms and cadences of various issues that they do and ah that’s ah a sort of a discrete venture proper? So it has a begin and cease date. It’s usually about 4 months lengthy and after that. Ah.
12:45.93
Preston Lee
Yeah, yeah.
12:58.76
Garrett Clawson
Type of the target is to both flip them unfastened and and allow them to run with this new device if they’ve or to successfully come on as an ongoing ah strategist of kinds to assist them proceed to construct out these levers and simply discover your practices.
13:09.50
Preston Lee
Um, yeah, nearly ah, nearly like a C O o or one thing proper? like ah like ah operations. Yeah yeah, superior I really like that.
13:16.84
Garrett Clawson
Proper? Yeah, like a FractionalC o of kinds. Yup, in order that that may be the target I really like considering an image.
13:22.36
Preston Lee
So That will be the perfect after which after which so so a yr from now like would you hope that that you’re the FractionalCO or that you simply’re perhaps sending teammates out to try this otherwise you do it as nearly sort of an company mannequin the place they’ve entry to three or 4 individuals on a fractional foundation or or what does that look Like. Or do you not know. It’s okay to not know too.
13:41.56
Garrett Clawson
That’s a fantastic query pre. Um I feel now I feel yeah, there’s positively some ambiity videoity round it nonetheless um I feel a yr from now I might nonetheless wish to be doing plenty of that. Nevertheless I do assume half a part of.
13:49.33
Preston Lee
Sure, if.
13:55.47
Garrett Clawson
I Imply some those that should not as aware of the nonprofit area aren’t most likely aware of the grants course of however grants contain plenty of ah it it reaches throughout whole Group. So It touches each a part of programming when it comes to management administration and so um I feel that that could be a nice. Ah. Doorway Mainly for individuals to to seek out our providers and and work with me I’m utilizing our already. It’s only for you proper now for these of you listening? Um, however however I do assume that could be a service that I might wish to proceed offering as a part of of the corporate.
14:21.76
Preston Lee
I.
14:28.47
Preston Lee
Yeah.
14:31.10
Garrett Clawson
And so I might see bringing individuals on to offer a few of these ah these satellite tv for pc providers I Guess you might say.
14:35.46
Preston Lee
Cool, yeah, excellent. Nicely I wish to handle one thing that we’ve talked about up to now already after which I wish to dive into questions or roadblocks that you’ve however I feel that is useful for you and for for a lot of listeners. Um, you’ve talked about a pair occasions that you simply’re getting hung up on the pricing piece the place it’s like nicely I don’t know . I’ll provide you with 20 hours or as much as 20 hours however I’m unsure how a lot that ought to really price I’m unsure if I’m giving them a deal or no matter, and many others, and many others. And I’m making an attempt to determine find out how to product ties and and I can inform by the best way you’re speaking about it that you simply that you simply perhaps know the place I’m going with this proper? however nevertheless it helps simply in a particular state of affairs to perhaps make clear. So.
15:06.64
Garrett Clawson
Yeah, yeah.
15:09.34
Preston Lee
If it have been me providing this fractional Cmo or sorry fra. That’s what clayta or Clay did beforehand Cmo if I have been providing this fractional c o or fractional grant supervisor or no matter it finally ends up, you find yourself calling it. Um I might simply cost a flat month-to-month payment for that after which your hours. Don’t matter which might be scary on this in your finish proper? as a result of it’s like nicely what if I work 40 out 40 hours this month and I solely construct them for 20 nicely don’t initially, proper? Um, you continue to handle your time on the backend to just remember to’re worthwhile. However. However what that does is it makes it does just a few issues. It makes the choice very easy for the for the choice maker. So that you you simply say I cost $5000 a month and I and I provide you with round 20 hours a month as a fractional c o and after which. That’s very easy for them to say nicely if we have been to rent a full-time particular person to do that. We’d must pay them. 120000 a yr or one thing I don’t I’m once more I’m making this all up. However um, they they do these calculations even on the fly of their head and so they’ll say oh that’s a reasonably whole lot proper? And so whenever you’re a fractional particular person whenever you’re like.
16:04.53
Garrett Clawson
Yeah, yeah.
16:14.96
Preston Lee
Billing your self or or um, advertising your self as a fractional particular person have in mind they’re all the time evaluating that to nicely what would a full-time particular person price me and so as a substitute of as a substitute of claiming like nicely how a lot as a result of very often when when organizations pay full-time staff. They pay them on a wage foundation as a substitute of an hourly foundation and in order that’s.
16:21.93
Garrett Clawson
Yeah.
16:34.40
Preston Lee
That’s really all we’re doing right here is is transferring from an hourly to a wage in a way. We’re saying my fractional wage is $3000 a month $5000 a month. No matter versus the full-time wage of somebody in my place could be.
16:38.56
Garrett Clawson
Yeah.
16:51.70
Preston Lee
$12000 a month or one thing like that. So I feel it’s simply necessary to bear in mind , organizations very often. Sure, pay by the hour however whenever you begin to stand up into extra of those superior positions. They pay by the wage and perhaps you’ll be able to inform me if that’s not true in in non-forprofit however not less than within the in extra um for- revenue area that I’ve been in. That tends to be how that comparability goes and and that’s the comparability they make when making an attempt to determine whether or not or to not rent you versus , nickel and diming every hour that you simply work for them or don’t after which billing turns into a lot simpler too as a result of you’ll be able to simply set them up on an auto invoice factor they put of their bank card when you invoice them. .
17:23.41
Garrett Clawson
Certain.
17:27.69
Preston Lee
$3000 each month till you cease? Um, you don’t have to love ship them this this month I did 15 hours and this month I did 17 hours and I’ve to name you once I go over and issues like that it simply it simplifies plenty of items. So.
17:41.51
Garrett Clawson
No, that that makes whole sense and I feel sure I feel there’s plenty of worth to what you’re saying and I feel what what I’ve sort of run into simply in my expertise and one thing that I’m persevering with to attempt to a B check in some methods is the.
17:53.11
Preston Lee
Yeah.
17:59.74
Garrett Clawson
Once more I Love Nonprofit that’s spent my whole life in nonprofits. Um, however they they’re in plenty of methods very cash delicate and and and understandably so however what what I’ve run into with however even making a few of these bigger proposals proper? for like an on like ah a 4 month engagement the place we’re.
18:06.43
Preston Lee
Um, yeah, yeah.
18:19.38
Garrett Clawson
Constructing a strategic plan which is a number of thousand {dollars} and so um I’ve been making an attempt via sort of the hourly work proper via that. Finest match funders bundle to get my foot within the door to begin constructing a rapport with them to to begin serving to them perceive hey that is these are different methods we will proceed to work collectively.
18:36.83
Preston Lee
Um.
18:37.36
Garrett Clawson
Would really make this piece the grant writing piece more practical and so how would you? how how would you suggest and I feel that is relevant to the personal sector in addition to the the social sector is how do you I hate use the phrase upselling as a result of it sounds it sounds so um, misleading. However.
18:45.89
Preston Lee
Yeah.
18:56.16
Garrett Clawson
How do I assist nonprofits perceive and understand the the worth in a few of these these pricier alternatives.
19:03.88
Preston Lee
Yeah, so I feel initially, there’s there’s this tendency to consider gross sales on this actually? Ah, such as you stated misleading or sleazy or ah, unattractive means and I feel the primary method to overcome that’s to comprehend the worth that you simply convey proper? so. actually actually foolish however however easy instance of that you simply go to Chipotle you purchase a burrito and the upsell is what chips and guac proper? or chips in caso or no matter. Nicely sure, it’s costly for some some tortilla chips and a few guacamole. However. However the worth. The individuals adore it proper? So persons are excited to pay for that upsell and so it’s not this like and and and it’s not that huge of a deal to simply decline it proper? So in order that’s I do know it’s a foolish instance however upsells work the identical means whenever you’re pitching to a shopper proper? For those who um. If in case you have for those who’re providing a certain quantity of worth however you may have the flexibility to supply much more worth then that’s what you’re promoting is like I’ve I’ve helped you to a degree 5 what I wish to assist you to is a degree 8.
20:13.22
Garrett Clawson
Yeah, yeah.
20:15.35
Preston Lee
And and for those who take a look at it for those who take a look at it from that viewpoint you then’re really providing to do extra for them and sure, that’s going to price more cash nevertheless it’s not such as you’re saying give me more cash and I’m going to do the identical work. You’re saying I wish to do I Need to add this further worth I Need to assist your group get to the subsequent degree in. This factor XYZ right here’s what it prices by the best way however let’s not concentrate on that. Let’s concentrate on that is the worth I’m going to convey you proper? and and that makes these conversations a lot much less awkward as a result of it then it doesn’t really feel such as you’re coming to them saying like please give me more cash. Feels such as you’re going to them which frequently these upsell moments do proper? It simply looks like I Simply don’t wish to ask for more cash as a substitute. It feels such as you’re going to them saying. Let’s do extra collectively I may also help you extra.
20:57.36
Garrett Clawson
Yeah, yeah, no, that’s I feel that’s nice and and that’s why I do assume not less than in my area that it is smart to to have that that low hanging fruit for them proper? I imply grants is is the factor that they need it’s they consider it as free cash and.
21:13.47
Preston Lee
Um, and.
21:17.80
Garrett Clawson
Um, sadly that’s typically not the case and so ah, having these these sort of restricted engagements which are which are simpler for them to swallow. They don’t must go get approval from another person proper? to to do one thing like that does enable the rapport constructing that that makes these forms of of cells simpler.
21:26.80
Preston Lee
Um, yeah, yeah I Love that giving him? Um, yeah.
21:36.17
Garrett Clawson
However I feel you’re precisely proper? It’s it’s exhibiting them that the worth um and and connecting it to their ache factors proper? and demonstrating why why it solves a a root problem.
21:45.46
Preston Lee
Yeah, completely and and and as you get extra shoppers and also you take note of like oh shoppers who usually have bother getting as many grants as they wish to obtain um even have this different problem often or they’re linked proper? and so you’ll be able to are available in and say like.
22:00.92
Garrett Clawson
Yep.
22:02.20
Preston Lee
We’ve really discovered with with most of our shoppers. They’re not getting grants due to this different factor that we will additionally assist you clear up and so that you’re like contributing to the larger problem which perhaps is grants or perhaps grants is the smaller and one thing else is the larger however nevertheless it kind of all contributes to this like once more we may also help you at a degree 3 or we may also help you at a degree 8
22:06.75
Garrett Clawson
Yeah.
22:19.11
Preston Lee
And naturally these price totally different however we’re going that can assist you it doesn’t matter what and and there’s a spot for everyone and Clay Clay talks loads about that kind of tiered bundle concept and um, so yeah I feel there’s positively alternative there the place perhaps 1 bundle is simply fundamental grant help. However then one other bundle is like the entire programs processes.
22:20.29
Garrett Clawson
Yep.
22:27.56
Garrett Clawson
That’s good. Yeah.
22:39.28
Preston Lee
Operations and grants after all however prefer it’s all kind of inclusive and you then simply have totally different choices and other people choose what they need.
22:46.89
Garrett Clawson
Yeah, no I feel that’s that’s actually good as a result of then not less than they’re they’re moving into it with with such as you stated that that full menu of choices and 1 factor that I’ve began doing that has been useful is doing ah an organizational well being evaluation or a grant readiness evaluation.
22:52.26
Preston Lee
Yeah, yeah.
23:02.92
Garrett Clawson
And so it’s it’s a means for for me in a short time to what Nevertheless, they they begin to work with me whether or not it’s a 1 time grant that they wish to do or one of the best match funders bundle or or one thing extra intensive to get to assist them see. Ah. Type of ah, an an general image of their group’s well being and that has been useful to say hey look you and and plenty of it’s is self-reported and so I ship their senior management their employees a survey throughout these these totally different levers and so they they report.
23:33.50
Preston Lee
So oh cool.
23:38.95
Garrett Clawson
out of 1 out of 10 I feel our management cares concerning the individuals on the bottom or no matter it’s and half a part of what I do earlier than I even do the grant writing is present them the outcomes of that survey and and present them. Okay, right here’s right here’s the place the ache factors are that that you simply’ve expressed that your employees has expressed and. Yeah, we will begin to sort out a few of these issues or we will do that extra restricted grants bundle so it offers them. Yeah, some some latitude to determine what they wish to do.
24:06.97
Preston Lee
That’s actually cool. Um, yeah I really like the thought of getting the ache factors immediately from them after which addressing these um as a part of your bundle. That’s actually actually neat. So okay, so let’s let’s hold going right here. Let’s speak about so we’ve recognized what what you are promoting may appear to be ah in in a yr from now we’ve talked about perhaps this. Concept of upselling or or totally different worth structuring and find out how to work that every one out what what else is what else? Do you see as a hurdle or a query or one thing you’re dealing with whenever you look ahead twelve months and also you say we’ve painted this image what it ought to appear to be what’s standing in your means and the way can I assist at present.
24:40.70
Garrett Clawson
Yeah, ah so I feel like plenty of like lots of people which have known as in earlier than I I’m not a pure marketer I’ve by no means taken a advertising course. Um I’m am taking the morning advertising behavior class proper now that.
24:55.00
Preston Lee
Um, god.
24:57.71
Garrett Clawson
Um.
25:01.90
Preston Lee
Yeah, I’m wanting it up. Um I’ve heard of it however I can’t It’s been a minute since I heard of it. Let’s see.
25:05.15
Garrett Clawson
It’s as a result of I’ve used moxie and um oh he’s gonna be so mad at me once I can’t consider his identify Austin Church
25:11.41
Preston Lee
Ah, nicely, we’ll both let this be humorous or we are going to oh yeah Austin sure after all Austin Church yeah and yeah, good good good friend. Um doing a little actually cool stuff I had forgotten that he made this the morning advertising behavior. Yeah yeah, very cool. No, that’s nice. You’re good will will ah we’ll hyperlink to this as nicely for the listeners.
25:26.63
Garrett Clawson
Ah, sorry Preston I derailed this.
25:31.42
Preston Lee
Um, you’ll be able to examine this out as nicely. However for those who go to freelancecake.com that’s Austin’s web site and he has his programs there after all and 1 of them is that this morning advertising behavior. Yeah, completely.
25:34.85
Garrett Clawson
Yeah.
25:42.48
Garrett Clawson
Yeah, in order that that’s been a fantastic course and a fantastic asset up to now however that’s positively not one thing that comes naturally to me and so I’ve I’ve been making an attempt to do my due diligence ah learn the books the Seth Godin that is advertising get extra shoppers. Yeah, all these totally different books and.
25:59.12
Garrett Clawson
I Assume what what I’m actually wrestling with proper now’s is plenty of the the lead magnets proper? just like the the purpose is to offer worth to somebody. Yeah earlier than you they you count on them to enroll to to pay for one thing from you and I feel what I’m actually beginning to see and and wish to get forward of.
26:04.55
Preston Lee
Oh um.
26:18.89
Garrett Clawson
Is is generative Ai proper? So earlier than somebody to place hours into constructing an e book or some template that was actually useful for somebody. Um, and even actually like newsletters and issues like that now. Um that that an chatchi bt or bared can generate in and seconds or minutes at most.
26:37.53
Preston Lee
Ah.
26:38.90
Garrett Clawson
Um, and so clearly simply fundamental provide and demand proper? as there’s extra provide of these issues the the worth the inherent worth of these issues goes down and so I’m curious. what? for those who have been sort of in my place six months into a brand new enterprise. Um. How would you I assume make the most of these in a means that also supplied significant worth to somebody. Um, that’s ah a possible prospect.
27:04.77
Preston Lee
Yeah that’s a fantastic query as a result of what you what you wrestle up towards is like how do I’ve a lead magnet that um, that gives worth however however that doesn’t take up a bunch of my valuable time notably when it’s simply you and and when although you’re not billing by the hour or you could be however however when. your time actually actually issues in what you are promoting. Um, and and so the pure tendency is to say like nicely I’ll I’ll I’ll write or I’ll generate an e book um or or some kind of written materials one thing that individuals can learn and be taught from and I feel I feel that may work. It’s clearly you’re proper, there’s. There’s 1,000,000 billion of these in each nit I imply I imply however even earlier than chat ept and all this ai stuff , ebooks simply have been round eternally and and um notably as lead magnets have simply been round eternally and so that’s.
27:59.35
Preston Lee
I I feel it must be actually actually compelling. Um I might say I most likely obtain an e book like as a lead magnet. Possibly yearly now the place I used to on a regular basis proper? And so so I feel that’s I feel you’re smart to to maintain that in thoughts. Um.
28:01.28
Garrett Clawson
Yeah.
28:09.53
Garrett Clawson
Yeah, yeah.
28:17.55
Preston Lee
For me what I’m studying just lately is lead magnets carry out a lot better in the event that they align extra intently with the service or with I ought to say with the factor that you simply’re really promoting and so for those who’re promoting a service. Nicely let me again up. So so an e book then could be a fantastic lead magnet for a small e book could be a fantastic lead magnet for.
28:24.45
Garrett Clawson
Oh.
28:36.90
Preston Lee
A bigger guide a printed guide and even a course um a neighborhood issues like that the place it’s all data based mostly so you may have you give slightly bit of knowledge free of charge after which they purchase plenty of data proper? Um, you consider like when you may have like a.
28:46.80
Garrett Clawson
Yeah, yeah.
28:52.63
Preston Lee
Ah, free trial is sort of the identical concept proper? You get a month freed from Youtube Premium to offer it a attempt to you see the actual worth in within the factor and you then really purchase it and I feel generally what we by accident do is we create these lead magnets which are fairly dissimilar from the service that we’re providing um due to that factor that I talked about to start with which is like.
29:10.10
Garrett Clawson
It’s good.
29:12.27
Preston Lee
I Can’t offer this service free of charge to infinite variety of individuals. Um, and so however however I so I feel you must you must discover the correct stability between does this align with the service that I’m really providing like this this preliminary like your sort of smallish bundle. You talked about with grants.
29:18.48
Garrett Clawson
Ah.
29:30.82
Preston Lee
I imply that may be clearly a fantastic lead magnet proper? It’s enormous worth. Um, and I ponder for those who might simply take a smaller slice of that and do like um , ship me some details about your nonprofit and I’ll ship you 3 locations that you simply won’t have thought-about to search for grants previously and it’s. And it sounds such as you’re doing plenty of backend work. However in actuality you perhaps you perhaps arrange this technique the place you may have a complete checklist. Um, and you want perhaps in a spreadsheet or someplace you want give classes or um or no matter and and all it takes is like.
29:51.72
Garrett Clawson
Um.
29:54.27
Garrett Clawson
Transfer.
30:06.89
Preston Lee
Aligning the questions within the questionnaire with some columns in a spreadsheet and as quickly because it filters it out. It mainly simply offers you 3 to five choices and also you simply e mail it again to them like you might actually automate that I feel um, it will take work to arrange on the entrance of it that’s sort of the thought proper? after which slightly bit much less work ongoing.
30:16.56
Garrett Clawson
Yeah.
30:24.82
Preston Lee
And after which I feel that aligns extra with the the precise service that you simply present proper? and and as a substitute of like right here learn this guide as a result of that’s simply extra work for them. The service you’re offering is much less work for them and so I feel your lead magnet ought to.
30:29.10
Garrett Clawson
Yeah, yeah.
30:38.68
Garrett Clawson
Yeah, okay.
30:41.95
Preston Lee
Ought to scale back their workload as a result of that’s what you’re promoting I don’t know is that coming via in any respect.
30:46.30
Garrett Clawson
No, no yeah, no, that’s good and I’m even considering and it’s rather less automated however however even just like the the organizational well being evaluation proper? that I used to be speaking about earlier. Um I feel that I’m making an attempt to assume via methods I might even make the most of that and perhaps.
30:53.90
Preston Lee
Yeah. Um, yeah.
31:02.63
Garrett Clawson
Possibly there’s a method to like Auto generate a report or one thing like that based mostly on on responses that they submit or one thing like that that that not less than helps them change into conscious of the of the issues and in some ways in which benevolent methods might come alongside them to deal with them. So yeah.
31:16.79
Preston Lee
Yeah, 100% I imply this may take some this may take some know-how for positive. Um, relying on you know the way comfy we’re with tech you might need to rent somebody however like Search engine optimization corporations come to thoughts. They’re the right instance of this, you will get like a free search engine optimisation audit and also you simply. You set in your your web site and it simply scans it for for very fundamental standards of what makes. Ah, a web site Search engine optimization pleasant or no matter after which that simply spits out an automatic report after which it’s like if you need assist with any of this. We’re right here proper? And so um.
31:46.67
Garrett Clawson
Yeah.
31:50.10
Preston Lee
Assume you might do one thing comparable I don’t assume it must be fairly as superior as like scanning a web site however um, yeah, such as you stated they might they might enter some issues about their enterprise and you might I might think about via some kind of kind builder or once more you might rent somebody on fiverr or on upwork that can assist you with this. Um, however you you develop some kind of kind the place they fill it out and based mostly on their solutions. It generates options and you then say and these are all good Options. You’re welcome to execute on these by yourself for those who need assistance executing on them I’m right here I’ve performed it for different shoppers with nice Success. , um, that may be a pure lead in.
32:24.96
Garrett Clawson
Yeah, and it might even be simply because we’re not speaking about not less than not but dozens of leads a day pouring in and so it might even be price particularly for those who’re speaking about ah a extra important monetary funding on their aspect. Um scheduling. Ah.
32:32.83
Preston Lee
Yeah, yeah, yeah.
32:44.74
Garrett Clawson
Ah, 30 minute factor with them or an hour with them to stroll via the outcomes of their survey so that you give the survey to them free of charge the evaluation to them free of charge schedule an hour with them stroll them via the outcomes and and successfully speak to them about what how you might come alongside them to deal with these points.
32:48.23
Preston Lee
Um, yeah.
32:58.90
Preston Lee
Yeah, and and I feel you must stroll the effective line between that being a gross sales name and being really including worth proper? Um, as a result of once more you’re promoting. You’re promoting that you simply’re going to avoid wasting them effort and time. Um, and so for those who take up their time with with a name it. It positively must be excessive worth versus like.
33:04.92
Garrett Clawson
Certain yeah.
33:17.20
Preston Lee
Clearly on the finish of it. You’re going to promote. They’re going to know that. However but when you may make it tremendous excessive worth. Um, yeah, yeah, it makes plenty of sense.
33:24.60
Garrett Clawson
Yeah, yeah, yeah, yeah, so as a result of yeah, nobody desires to take a seat via on the time I assume Timeshare calls are totally different since you not less than get fed often however ah however you’re proper? Nobody.
33:31.97
Preston Lee
Ah, yeah, yeah, however however nobody desires to hop on a gross sales name fireplace an hour. Ah so.
33:36.52
Garrett Clawson
Completely yeah I feel that’s nice and I feel that that survey the survey outcomes ought to present some worth to them to not less than sort of give them some perception into how their persons are feeling what assist them higher articulate the problems that they’re experiencing. Yeah after which.
33:48.82
Preston Lee
Yeah, what you might do too is like um to to actually just remember to keep inside as a result of the entire level of the lead magnet too is like that you simply’re not losing a bunch of your effort and time on it when not mandatory. Though I’ll let me pause I’m going to return again. So so what I used to be going to say simply in order that I bear in mind.
33:54.21
Garrett Clawson
I Can do this.
34:06.50
Preston Lee
Is we might do a video model of this. So let me say that in only a second. However earlier than I say that um I do assume ah I feel it was Gary Vaynerchuk has some good recommendation on this the place he’s speaking about like constructing audiences. However I feel this is applicable when you may have when you may have um whenever you’re smaller and also you’re making an attempt to get like simply. Construct up this guide of enterprise. Yeah, you’ll be able to you stated this garret you’ll be able to spend extra time with like excessive contact um alternatives the place you’re actually invested in even free of charge invested in in your shopper’s success via your lead magnet as that as that grows and also you get increasingly. leads and increasingly referrals and no matter. Clearly you’re going to have to regulate that. However I really like your mind-set about that the place you say upfront now I can spend slightly extra time. It’s effective. Um, particularly if a shopper a brand new shopper comes out the the opposite finish of the entire course of proper? So yeah.
34:52.69
Garrett Clawson
yeah yeah that’s nice um so yeah I wish to circle round for those who for those who’re okay with it circling a background only for a second on on the ai piece. So what does it appear to be to to leverage that in a means that doesn’t similar to throw extra junk into like. The the massive mountain of web junk that’s already on the market.
35:16.67
Preston Lee
Yeah, yeah for me. So let me say this actual fast piece about video after which I’ll speak about ai so so I feel you might additionally do like a name like or not a name the thought of a name however over video so that you make like a perhaps a loom. Um, I’m considering of like internet designers who do that and you then simply hold it to fifteen minutes proper so it’s such as you submit your web site. You get a web site audit after which I do a 15 minute loom and I say right here’s all of the stuff that we might repair and make higher and you might do that very same factor with their organizations proper? So anyway so you might do that decision. You’re speaking about perhaps the subsequent degree is as soon as when you begin getting. Extra and fewer extra leads much less time you are able to do like a video model ten fifteen minutes simply knock them out all in someday anyway one thing to bear in mind. So so ai um, that to me is the most important wrestle with ai is we have been already producing as as a species.
35:59.94
Garrett Clawson
Her.
36:13.50
Preston Lee
A lot content material earlier than Ai got here round proper and now it’s similar to even in it’s not even been a full yr since chat Gpt has been a giant deal and it’s similar to you could simply inform there’s similar to a lot extra Ai generated content material video written all of it pictures. Um.
36:15.40
Garrett Clawson
Now.
36:30.96
Preston Lee
So I don’t know if there’s a method to generate stuff via ai and never add to the pile of stuff as a result of everybody’s doing it. It’s it’s going to be a giant a part of it the best way I’ve discovered to leverage Ai in maybe a wiser means or not less than a more practical means for my enterprise. Is to make use of Ai as extra of a companion as a substitute of an worker proper? and so I’d say hey chat apt I’m considering via writing a small e book on the next and right here’s the define I’ve.
36:49.90
Garrett Clawson
Yeah, yeah, that’s good.
37:02.95
Preston Lee
Is there something you see that is likely to be lacking that I ought to embody after which they’ll be like oh perhaps on this chapter you must embody da duh. It’s like oh nice after which you’ll be able to go write that or they may give you chat Gpt might generate it relying on how the way you wish to work that however I are likely to I are likely to work with chat Gpt and I do loads in my enterprise however extra.
37:06.67
Garrett Clawson
Oh.
37:21.74
Preston Lee
Ah, extra to love sounds foolish as a result of it’s not an individual however prefer to bounce concepts to to um, fill in gaps that I do know I’ve to say like what ought to this embody that I’m not considering of proper a minute.
37:34.89
Garrett Clawson
Yeah.
37:36.78
Preston Lee
In principle then it takes the entire of the human expertise and says nicely most individuals who speak about this factor that you simply’re speaking about. Additionally they speak about this factor so you must most likely embody that that’s sort of how how I have a tendency to make use of chat Gpt as a substitute of simply write me a guide about no matter.
37:51.88
Garrett Clawson
Yeah, and and I’ve , simply experimenting after all like I’ve tried to to ask it to do a few of like these longer items and as soon as it as soon as it as soon as it will get a previous about 3 paragraphs. It’s its will get fairly straightforward to inform that it’s tragedy. Be.
37:57.78
Preston Lee
Yeah, yeah, yeah, yeah, yeah I feel no and there are instruments which are which are getting.
38:07.84
Garrett Clawson
Um, so so yeah I Completely agree I feel there’s nonetheless it’s to not a spot the place it’s It’s able to changing the human author.
38:16.60
Preston Lee
Are utilizing it nicely or not chat jpt essentially however utilizing Ai. Nicely Jasper I’ve heard does actually good work. My good friend Ryan is constructing a device known as write blogger um, that helps with these lengthy kind points. Ah so there’s there’s choices on the market I’m positive there are Ai e book. Writing writing providers I I’ve little doubt there’s most likely 1000’s of them already. Um, however however for me, it’s it’s kind of like how do I increase the work I’m already doing with AiNot how do I exchange the work I’m doing however how can I make it higher or or quicker proper? you might prepare.
38:44.19
Garrett Clawson
Yeah.
38:52.50
Preston Lee
In 1 of your threads with chat Gpt. You simply hold the identical thread as a result of contextually, it’ll bear in mind the stuff you speak about and you’ll have ah you’ll be able to have a saved thread that um that it’s like right here’s the submission I simply acquired from this enterprise based mostly on the issues we’ve talked about what suggestions would you make to them after which it simply.
38:59.11
Garrett Clawson
That’s good.
39:09.73
Preston Lee
Expedites What you’d do Anyway, , um, and and kinds it out in a for them and you might ship it over So after you evaluate it. However anyway.
39:14.63
Garrett Clawson
Um, yeah.
39:21.99
Garrett Clawson
Now that’s good and I feel and I’m positive individuals felt this fashion when like the pc was invented as nicely. It ah at first it’s prefer it positively speeds issues up however you then nearly really feel such as you’re you’re not offering the identical degree of worth to the shopper as you have been earlier than whenever you needed to do it by hand and so ah.
39:23.87
Preston Lee
Proper.
39:39.86
Garrett Clawson
It’s studying such as you stated that if something that that provides you further time to offer extra worth to them proper? as a result of now you’re not having to do that administrative sort of low-level work. You’re capable of assume extra creatively take into consideration technique take into consideration program design in ah in a means that’s yeah extra tailor-made to them. So.
39:43.57
Preston Lee
Um, sure, yeah.
39:53.77
Preston Lee
Yeah I feel that’s I feel that’s the place we’re going to see individuals notably and I’m no ai skilled. However I’ve spent most likely an excessive amount of time simply geeking out over it and I feel that’s the place we’re going to see notably like freelancers or small enterprise house owners actually successful with Ai within the first few years right here goes to be.
39:57.44
Garrett Clawson
Like that’s actually good.
40:08.20
Garrett Clawson
With.
40:11.46
Preston Lee
How do I do extra of what I’m already doing in the identical period of time that is notably true whenever you’re a solopreneur. You’re the one particular person in your organization and you’ve got 24 hours in a day max. It’s like okay, how do I do what I’m already doing do extra of it with out working extra due to the ability of Ai.
40:27.42
Garrett Clawson
Um, yeah, that’s actually good.
40:30.12
Preston Lee
Yeah, nicely good man this can be a lot of enjoyable work. We’re developing on the top right here however I wish to make sure that when you’ve got any questions we might do some speedy fireplace if there’s something you are feeling like is standing in your means right here to get to that degree 6 that you really want in a yr I imply what else what have we omitted something.
40:47.60
Garrett Clawson
Now we talked about plenty of the massive stuff. Um, there’s been plenty of of actually good takeaways I feel having the ability to to leverage that organizational well being evaluation and ah schedule a while to to begin constructing , mom such as you stated, perhaps it’s an hour. Possibly it’s a small nominal payment that they pay to be a part of that. Um.
40:47.92
Preston Lee
Nicely.
41:03.40
Preston Lee
Um, yeah.
41:05.21
Garrett Clawson
To to nonetheless give them some possession and a few stake within the recreation however utilizing that as a chance to to assist them perceive the issues that they’re experiencing to begin constructing that rapport with them and that facetoface context after which assist them. solid some imaginative and prescient for what what an extended? ah. Extra strong engagement can appear to be so I feel that’s good after which yeah, positively wish to begin considering via um a few of these sort of retainer type flat payment packages.
41:30.70
Preston Lee
Um, yeah, cool. Yeah I feel I feel these 2 2 huge gadgets would take you a great distance over the subsequent six or twelve months um I’m reminded I learn this morning in Pat Flynn’s information publication. It’s known as unstuck and he was speaking about. Um I can’t bear in mind what he stated nevertheless it was one thing like for those who if. In the event that they received’t rent you or in the event that they received’t convey you on or no matter present them first. What you are able to do. He talked about his good friend Noah Kagan who runs um appsumo and he was like worker 30 at Fb or one thing anyway and tremendous fascinating man. Um, and I’ve I’ve kind of adopted him on-line in addition to Pat however um.
42:00.92
Garrett Clawson
Um.
42:09.76
Preston Lee
He he needed to be employed by an organization by mint. Ah, the cash firm and and and needed to return on as their advertising particular person and the Ceo was such as you don’t have any advertising expertise. He’s like oh yeah. So then as a substitute he drafted up this large advertising plan and the c and despatched to the Ceo who employed him on the spot as a result of the plan was so good and so all that to say ? um.
42:30.79
Garrett Clawson
Me.
42:36.58
Preston Lee
when you’ll be able to’t simply inform them or when when you’ll be able to’t simply promote them on it if all it fails present them what you are able to do proper? So I Love what you’re saying about this like spend a while with them and upfront you may take a loss on that. However in the long term. It’s going to be price it as a result of they’re more likely to rent you.
42:54.50
Garrett Clawson
Completely and I feel if if the target to to get to a 6 proper is to do these long term engagements the place you you successfully come on as a fractional x um that that’s like that hour is.
42:59.92
Preston Lee
Um, and.
43:06.90
Preston Lee
Oh yeah, yeah, even a half a day or a day um could be nicely price it if it means yeah in the event that they’re going to convey you on for a 2 yr contract that’s utterly price it proper? So yeah I agree good level.
43:07.17
Garrett Clawson
Nicely spent. Um, if it means getting to construct a relationship with them. Yeah.
43:21.20
Garrett Clawson
Name.
43:22.40
Preston Lee
Proper? man? Nicely why don’t you let all of the listeners know one final time the place they will discover you if there’s any nonprofits listening that wish to rent you that may be unimaginable I Know we’ve additionally had grant writers on the present earlier than. So perhaps there’s individuals you’ll be able to community with which may be capable to assist what you are promoting however tell us the place we will join with you.
43:33.10
Garrett Clawson
Cool. Yeah, completely so you’ll be able to see extra about benevolent methods find out about our providers join my publication at benevolent strategiesies.com and that’s b e n e v o l e n t methods.
43:51.22
Preston Lee
Superior I adore it Garrett! Thanks a lot for taking time to return on the present at present man all proper take care. We’ll see. Yeah.
43:53.50
Garrett Clawson
Dot com. Yeah, glad to be right here. Thanks.