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It’s 2021 and I had just launched a coaching program helping business owners make money online.

Things were going pretty well until I started running into a problem.

All of a sudden I started getting leads that I wasn’t use to.

This business owners had more successful businesses than I did. And quite frankly wanted nothing to do with my DWY coaching program.

Like this guy I’ll call Bill.

Bill was 60 years old and had built a successful brick and mortar consultancy.

Not only did he not understand social media marketing, funnels and email marketing but he just flat out didn’t have the time to do it.

At one point he said to me “Raylen, there isn’t much about business you can tell me that I haven’t heard before”

Touche.

So I went another route. I decided to ask out of curiosity, “what if instead of teaching you how to do this I just did it all for you?

I don’t just tell you what to post, the emails to send and funnels to build but I then turn around and just do it for you. Would that be valuable? “

“How much”? He said.

After a long pause I answered back $4,000 a month and you can cancel anytime.

After a LONG awkward moment of silence he agreed.

And that’s when my agency was born. Only I had a small problem..

I didn’t actually have an agency.

I called my friends who I knew were great brand strategist and content experts Tim and Elisa and less than 4 hours later we had an agency.

This backward strategy of building after a sale is what I leaned into after this.

No more wasting time spending countless hours and months thinking about a possible offer not knowing if people will actually buy.

If I had an idea I would try enrolling someone into it THEN I would build it.

Want to start a coaching program interview 20 people and see if they will buy your idea at a discount.

Have a new digital product you want to build and think might be of value, start a waitlist and then build when you hit a certain number.

Life is too short to build shit no one wants.

So sell it first, build it second.