The Wealthy Consultant: Confessions of a 9-Figure Advisor

At the top of the funnel, you’re just attracting and creating leads. Maybe they’re good leads; maybe they’re not. A good “top of funnel” is about creating lots and lots of leads. Once you get to the middle of the funnel, you start collecting more information, and with this information, we can qualify the leads.

We qualify leads at scale in two main ways: (a) Need and (b) Time. A need qualification answers the fundamental question: Do they even need what my business provides? A time qualification answers the next question: Do they have the resources to solve it now, or will they solve it later? Need deals with intent, and time deals with the more normal “c

there are three main areas you need to scale fulfillment: Curriculum Community Coaching / Customization

The next level is when someone goes from opting in for information to sending you money for training. This takes them further down, known as a “product qualified lead” (PQL). You can categorically put MQL and PQL on the same level, but a PQL will be more likely to go one step further into the bottom of the funnel.

If you want better clients, be a better client. If you want to get paid on time, you pay on time. If you want people to respect you, start by respecting yourself. The mirror runs our perception of the world, and that perception of the world is predictive. We are the cause, not the effect.

Partnership is not reserved for equity partners, though. You can monetize your leads and clients through joint ventures (JV), affiliates, and white labels.

You will need to learn to cater to people who have the means to pay you what you want to earn. As long as the value you deliver exceeds the money they’re paying, you will have no problem collecting it.

A product, which creates a PQL (product-qualified lead), is a great form of demonstration. Whenever someone has to pay to access something, they will pay more attention to it.

Services break from “education” or training and enter the realm of labor. You’re not showing them how to do something or fix an issue; you’re fixing it for them.