Matt Clark — Chief Rainmaker, Entrepreneur, LinkedIn marketing

it is what's involved in time for another guest and this one is a guest that you may or may not have heard before if you have good because there's a lot of new stuff we're going to be talking about if you haven't well let me introduce my special guest to you it is none other than Matthew Clark the chief rainmaker from you've done you've done a lot of a lot of stuff there can be it is still called the virtual edge isn't it you haven't changed that yes that's correct no company name is still the same yep Matt Clark it's so good to have you on the show with us once again we spoke it feels like not too long ago but it was long ago it was over a year ago it was like wow yeah it's good to be back so much has happened as well yeah I think the last time I saw you guys was at mix fest last year that's right she's like in the interim lots of has happened with you and lots has changed we're gonna get into that but for those who don't know who Matt Clark is give me a little bit of your of your background so I mean how far back do you want to go skip we'll skip the you started life at a very young age so yeah how did you get to virtual age yeah excellent so you know my background that I don't come from a digital marketing background my background is actually in door-to-door sales I started selling door-to-door in the UK when I was 18 after I finished school and you know my dad was like you're gonna be the first person to in the family to go and get a degree and I was like I think you got the wrong person there man I I really didn't like school and so I went over to the UK did door-to-door sales there for a year came back to South Africa and continued my door-to-door sales career selling telephone systems PA BX copy of CCTV door-to-door to businesses and I landed up starting up a business with two with two partners and I mean we grew that business drastically I mean within four years we were doing you know a hundred million round revenue all door-to-door sales we're back 60 staff members 25 salespeople and that was kind of like gave me a really good base for everything that I was gonna do further on but it got to a stage whereby I wanted something different you know I was working like a madman and salespeople coming and going all the time it's like a really high-stress crazy environment and I just I wanted something different and so I decided to go on this journey of you know I heard this thing is right make money online work from anywhere in the world live the laptop lifestyle right turns out if you don't structure your days properly you land up working from anywhere means you work from everywhere and I don't know about you but I don't want to be on the beach with a car with a laptop like I want cocktails and sunshine and maybe good music as well you know yeah I get that yeah that's that's one of those things I mean a lot of it in the advert is you know work from home and it's a picture of the guy sitting on the beach with the laptop I'm like not really hey no no if I if I can afford to go away I'd like to go away and maybe leave my laptop behind absolutely you know I've been listening to a lot of Jim Rohn and slightly off-topic and you know he said he gets asked the question all the time how do you have this work-life balance and he said your work-life balance is a lie there's no such thing what there is is being present because what happens is that you know if you're at work you're sitting dreaming about being on the beach or on holiday with your kids and your family and all the rest or friends or wherever it is and then when you're on a holiday you're thinking about all the work that needs to get done so you never really present so having the fabled work-life balance is not actually that it's about being present in what you're doing so that you can extract the best out of the situation that you're in yeah and so like I sold my shares in the business and you know the two partners carried on with with what they were doing and they did really well and were really successful and I just wanted something different so there was a time a couple of years ago is about six or seven years ago now where you know a lot of these international speakers were coming out to South Africa and I started seeing what they were doing and I loved it you know these guys making millions of dollars traveling the world making money while they sleep online business I was like this is what I want to do and so I noticed a lot of them were using a system called infusion soft which would help them automate their processes automate their businesses so that they could go and do all of this and what happened as a result was I decided like I'm gonna dive deeper into this and I landed up going flying over to Arizona and getting certified and I started helping organizations to automate their businesses and to grow their businesses using online marketing strategies and I to learn all of the stuff from scratch right I didn't have a computer open for like eight years before that and so as I started diving into this and I started realizing I started realizing that you know we could help people automate their businesses but now a bigger problem arose is that they needed to drive leads into that so they could get more leads and more clients and you know we went down the route of Facebook ads and Google ads and I didn't have the technical ability to be able to get the right results for that and one day a friend of mine said to me it's like you got to check out LinkedIn and she gave me a couple of things to take a look at on LinkedIn and as we started diving into it we started seeing that it was the simplest and most straightforward platform available and what I was able to do is take the learnings that I did in the door-to-door sales and apply it online and I could virtually knock doors right speak directly to the ideal client and I didn't even have to go through a gatekeeper didn't have to speak to their receptionist just speak directly to the person that I wanted and what started happening was that we were knocking 20 doors a day I was picking up meetings every single day and those meetings were turning into customers and then we thought well we probably know a couple of other people that could use this and you know two and a half years ago we decided to go full-time into helping businesses grow using LinkedIn and you know in this time we've helped over a thousand on two thousand five hundred entrepreneurs grow in 18 countries and it's been life-changing you know both for us and for our clients it sounds absolutely amazing and I know the first time we talked oh it's like hmm LinkedIn yeah whatever yeah that will be platform battle with Facebook it's a place that you you only LinkedIn you just put your blooming CV on there and hope for the best exactly and you you told me at that stage no and you said to me LinkedIn is big and it's only gonna get bigger absolutely and we we had an agreement that I was going to test out your system and there's two sides to testing out the system so one is that the system works okay absolutely and equivocally however and this is where I stuffed it up you have to actually market the right thing that's is the right fit for you because if you're trying to sell something that you don't really care about you're not gonna make it and that's what happened to me yeah so you know hats off to you guys because it does work I know it works I've seen it working with other people not just what you guys have said it didn't work for me purely because I was trying to sell the wrong service and I think the key yeah I think the key is there is that you need to have a business because your business you were trying to get it up and running and the key to success is you've got to have a business that's up and running it's got proven results that you want to grow and you know taking something right from idea phase and and and and we've actually worked something around that of how do you get that and you know the key to actually solve that problem is to go and do market research you know do market research before you try and launch it yeah find out what people want before you tell them or try and sell them what you think they want exactly that's just like magic formula that we've that we've that we've gone deeper into it's called ask people what they want and give it to them it's revolutionary I tell you it's revolutionary revolutionary I am talking to none other than Matt Clark he is the chief rainmaker at the Virtual Edge we'll be finding out more about what the guys are doing where they're going to when we come back it is what's involved great to have you along with us and we're back my special guest is Matt Clark chief rainmaker at the Virtual Edge we're talking about Matt about the company and just about what they're doing we're talking about linked in and things like that because I thought this is a nice time to have a chat to you Matt because I've seen you and Wesley have been doing quite a lot of stuff and it and I was like okay but did you guys not get the memo about this covered thing because you know all around us we see people that are in serious serious straights we see people that are losing are losing their jobs and I mean my sister has is in the process of being retrenched and just at her company it's upwards 700 plus people who are suddenly going to be unemployed now you guys seem to be thriving how is that so we kind of went the other way and and you know I believe a lot of it is look there's there's some industries that it's just been tough and it's just closed down and unfortunately I mean we've got some clients that you know are in the retail industry or they've got wedding and conference venues and I mean it's just been tough and they've had to lay people off but you know with every with every crisis comes great opportunity and I think the key is to look at where are the opportunities you know we we actually got hold of a really interesting report that showed us some of the businesses that are gonna really struggle over the next two years and you know in order for you to to actually make it you've got to pivot I mean we saw a lot of our a lot of our clients and a lot of organizations that used to do business all in person all face-to-face running events moving everything online and because of that they've had to adapt their strategy they've had to adapt what they do how they do it and as a result of that their businesses have actually grown because what they've realized is where they could have a limited and a limited amount of people that they could see face-to-face because of location and travel and all the rest they now have gotten unlimited amounts of people that they can see faced it that they can see online I mean we've got clients in Australia that are doing virtual wine tastings right virtual right house shows right for real estate like people have gotten creative man it's it's absolutely amazing you know we have a bit of a joke in our company at the moment it's like who actually started covert and it was probably zoom these guys have just thrived well I mean that's that's what we're talking on at the moment nice is we're getting via zoom I've been for the last couple of months been working from home running the show from home it's been challenging it has been but I mean there's there's a lot of things that have been learned as well you know zoom yeah there's scarp there's there's so many different different platforms but you saying you're saying you must have a business now what happens meant if you know somebody sitting listening either to this either live on the radio or they're listening to the podcast version of this and they're going okay this sounds interesting they may well have a business that's that's struggling at the moment or they may have an idea is yeah what you guys do with the virtual edge is it something that they should be looking at yeah absolutely you know the biggest thing is that if you've got a business already you need to be taking it online it's that simple and you need to be able to grow it online because if you look at what the definition of a business is and the purpose of a business rather is to get and keep customers that's it now what that means is that if you've traditionally connected with customers face-to-face or your business has been offline you've just got to find a new way to connect with people you've got to find a new way to reach people and that's what the online world does now we use LinkedIn as as the tool for this because if you take a look at you know Facebook is a social platform Instagram is a social platform and you know what does that mean well generally it's people share pictures of their kids and their dogs and they travel and connecting with friends and all the rest but LinkedIn and the reason why we love it so much is that it's because it's a professional network right the people that are on there are people who are there to do business they're there to build connections they're there looking for opportunities and so if you go in with the right mindset that you are there to build relationships and build networks and look for opportunities you're gonna be successful right and it actually doesn't matter if you're starting out I mean you know we typically work with people who have got businesses already that are doing well that want to they want to take to the next level but you know if you start taking a look at the kind of results that people are getting using this platform and you know if you're selling something for like 500 grand you know it needs to be something where you can get on a phone call with them it's got to be worth your time to get on a phone call with somebody to set up a sales call to meet them in person or online because it does take time and energy input but here's the beautiful thing that we've seen is that when a lead as an example if you're looking at getting clients we're typically seeing a 60 to 70 percent conversion rate from these needs that come in into a new customer that high yes Wow okay I mean with with email marketing and then a lot of the other stuff you're getting like I don't know between three and seven to ten percent conversion rates you're talking 70 percent yep and we're booking here's the crazy thing we're booking between 10 to 15 highly qualified sales calls every single week through the system now you know you don't say it yourselves as the virtual edge or your customers as well yeah customers as well you know they can turn this thing up or down you know as much as they want so some some of our people you know they only need two clients a month some of them need 15 or 20 clients a month so you know some of them have got a sales team where each of the sales team needs 5 to 10 clients a month okay you know so then it gives you scale if you've got salespeople on there as well generating needs well I mean this is this is something that's that's very interesting because a lot of the the training stuff I used to do it just split up between communication skills and and presentation and and the sales side of it and salespeople have totally totally a lot of them have just lost it at the moment I mean you know I know I've got a good couple of mates that are that are in the various sort of in various sales capacities and they're battling I mean they're like this is a weird thing and then of course you know now that you take stuff online how do you sell a house online how would you sell a motor vehicle how do you sell a service people are sitting there and they're totally confused about this so how does the system help with that absolutely and you know it's it's it's super simple David and I think the biggest challenge that most people have and this is this is a business problem this is not an online problem because I tell you man like we've seen people have the most incredible incredible results we've seen people have an 800% increase in sales in two months and we've seen people go like we've got some international guys that we work with as well we've seen people go from you know $8,000 a month to $25,000 a month we've got another guy who went from $30,000 a month to $120,000 a month another guy go from $12,000 a month to $35,000 a month you know property coach here in South Africa you know pick up 250,000 ran in sales in two weeks and a market research company here in South Africa working with large organizations I can't really say any names or anything like that but you know these are people not just internationally but locally the difference that they've done is that they've been innovative they've embraced online and they're looking for new ways to still drive their business forward so with anything it's got to come with a vision and that vision needs to be strong where are you going with this thing but then once you know where you're going with it now you've got to break it down into the details so you've got to get laser focused who is your ideal find because the spray and pray method that most people are you have been using in the past doesn't work anymore right the more specific you are yeah people want to deal with a specialist right yeah I mean when I was chatting to somebody they were like yeah with LinkedIn you know we can do and I'm like but if you get to those five ten yeah but five or ten people that are the right people at the right time at the right place it just makes sense absolutely well here's the thing right LinkedIn is just a tool LinkedIn isn't the solution to the world's problems right it's a tool people need to realize that and like any tool how you use it is what's going to determine the results yeah absolutely I don't know if you've seen that there's that that one meme where the guy's sitting in his office and the dudes there is a handyman and he's got the drill and he's not trying to screw the screw in but the drill is off and he's taking the drill and he's obviously got the screw drill bit in there and he puts the screw he's turning the whole drill to screw the screw in right yeah and so what that illustrates is that the the wrong the right tool in the hands of someone who doesn't know how to use the tool is not going to get them results oh yeah yeah right so you know it's like the big mistake that most people make is they're using the spray and pray method so let me ask you a question David if you hurt your back right who do you go and see who do I go and see well I would go to me I would go and see one of two people I would either go to a doctor or a chiropractor what what kind of what kind of doctor um well if it was a really bad back injury a back specialist okay so why not a GP because it's not a general problem I don't have a cold I want to go to somebody you can pinpoint what my back issue is hence the alternative of chiropractor or physio right physio there we go yes yes so we do this we do that unconsciously I mean that's you just want to go to the best you want to go to somebody who knows okay because you know that they can solve your problem now the mistake and and also what is their message to the world we're gonna fix your back or knees or whatever it is right yeah it's very specific yeah and so the problem that most organizations are having big and small I mean you know we work with some organizations that are doing you know 200 million 300 million 400 million round a year right most people are not doing that right I think there's a very small percentage of companies that do that but most people are not doing that but the problem is still the same right I worked with and I'll give you an example of this right because once you get your ideal client right you've got to create a message that's going to move them to buy so as an example our message on LinkedIn and your message needs to be clear it needs to show a measurable result in a fixed time frame through a certain methodology and I'll give you an example of this and you know so what we do is we help people get leads on LinkedIn now on my profile I could say LinkedIn lead specialist which is still pretty specific I mean you know it's LinkedIn and it's a lead specialist right instead what I've got is I help coaches consultants and advisors get two to five high value leads per day from LinkedIn through the Rainmaker lead system okay that's short it's concise to the point and it tells people what you do I mean it's what it says on the tin exactly so when people look at that they know how to work with me before they even talk to me okay let's get into a little bit more of that and let's get into this Rainmaker lead system when we come back it is what's involved my special guest is Matthew clock from the virtual edge and we're back with Matt clock and we're talking LinkedIn we're talking business I love chatting with with with Matt and in fact with Wesley as well with the sort of another part of the virtual edge because you guys are always just so positive and you seem to be so full of energy and I think this this comes from from being of service you know I think it was was Zig Ziglar who once said you can have anything you want in the world if you help enough people get what they want it was Zig indeed so I think you're living there to tell me about this this Rainmaker is is that where we start because I know LinkedIn has changed a lot as well over the over the last year or so that they've been doing a whole bunch of other interesting things that but video and all sorts of things and yeah tell me about this this this LinkedIn training Rainmaker system yeah brilliant and you know once again you know LinkedIn is the tool and they've given us a lot of different amazing features that we can use but the reason why I like LinkedIn so much is because it really resonated with me it resonated with me because I didn't have to go and learn how to run Facebook ads I didn't have to be a technical person that specializes in that I didn't have to be somebody that can run Google ads or anything like that because it's the stuff is pretty specialized right and a lot of the times you want to have an expert running the thing because you know when it gets to scale it becomes unpredictable and it's like a black hole like you've really got to know what you're doing whereas when I took a look at LinkedIn I mean my number one thing was I just wanted to get in front of more of my ideal clients if I knew that I could have more conversations or more meetings with my ideal clients I'm gonna make sales and my business is gonna grow because I've got the sales ability right and that's what I wanted so you know coming from the door-to-door sales background I was like I don't get all this technical stuff I'm not technical I mean you must see what my handwriting looks like David I still write in block letters and I have to write in black pen otherwise I freak out because I've been filling out so many finance applications I'm like I freak out if it's not a black pen next time I see you I'm gonna hand you a red pen and tell you to write something I just won't do it it's fine it's like you want something from me I'm not gonna do it it's fine okay like I look at that and we jumped on LinkedIn and what it allowed me to do was to virtually knock doors which meant that I didn't have to leave my house to go in get in front of my ideal clients all I had to do was set my profile up in a way that would it that would speak to the ideal clients that would show them how we solve their biggest problems how we take them from where they are right now to where they want to be put in some testimonials so my profile does half of the work for me so that by the time I talk to somebody the questions that they're asking me is how do we make this work for my business not what do you do and how do you do it okay all right so it's a lot of that that sort of you know initial sort of tail sniffing and are you okay and who are you and what what in the old conventional sales methodology was called prospecting that it's free done essentially yeah a large part of it does get pre done so that you know by the time you're actually having the conversation on LinkedIn you can be a lot more direct you know I think and I think everyone's experienced this right where you get these messages on LinkedIn and someone says hello how are you and they're starting like a friendly conversation and you like what do you want like what are what the hell do you want for me and then the next one is is where the guys reach out and I say look I do I do app development I do this this this and this let me know if you want to talk you're like that's also a little bit lame yeah right okay so you want to have a structured approach that is direct that can build rapport that can have a direct conversation and get somebody to give you their contact details in the shortest period of time so that you can jump on a call with them okay that's it I want to take them from online to offline as quick as possible but also educate them enough before they get on a call with me that they're not asking what do I do they're asking how do we make this work for my business hey that that definitely is making some sense now to me it's just just move along a little bit though so I'm sitting at home because I'm thinking about my listener now and and you know that the situations that they're in I mean I've got some very good friends that are in the events industry and that's where people are sure I don't know I'm trying to support this light essay read campaign as much as I can yeah because these these event people are just taking and beating but if you're sitting somewhere whether you're able to go to work whether you have a business or not where would one start with this is there an entry point can I test the waters so to speak absolutely I mean so what I've done is that we've actually created a free training on our website called the 20 minute profile makeover where people can go in and download that for free and actually going to implement some of these strategies and it's going to challenge you because you've actually almost like as an example if you're in the events industry and your your industry has been closed down you've got to reimagine what you can do with your business now which means that when I ask you who your ideal client is you may or may not be giving me the same answer as what it was before we before this whole thing happened right yeah you may need to reimagine your business which means your ideal client might change and I would even encourage people start thinking how can they do business not just in South Africa but outside of South Africa you know I think that's been a really big saving grace for us is because you know we focused a lot of our attention on you know international business international clients earning in dollars I tell you man when the dollars when the rand is it's like 19 random dollars just like you're making money extra money for nothing there's yeah you were like thank you very much American yeah and now it's going down to like sixteen point four sixteen point five and I'm like damn it go back up there still better than a poke in the eye with a blunt stick as they would say but Matt or a kick in the nuts talking talking about some other watering I just did the thought of what you see but talking you know have you noticed this is very much a South African thing we were we seem to be a little afraid to look outside of our own borders as though maybe we're not good enough you know I think there is an element of that we definitely see a different mindset in people in the I'd say in the general population okay because there are a few people out there who their mindset is just and some of the clients that we're working with their mindset is just that they're gonna make this work no matter what happens whatever they need to do legally and ethically they're going to make it work but at the same time it is an international thing I mean people are people are afraid around the world people are scared and people are taking things they're being a little bit more timid but you know at the same time we are finding that you know people internationally are they are a lot more aggressive in their approaches but I think that also does come from you know there's a lot of support internationally for businesses for people as a whole so it is very different we have got a different climate we have got a different culture we have got a different mindset and we do see in the general population people are a bit more fearful here you know it's an interesting dynamic it may it does make sense and I can see that that people would be but you know a lot of people as I mentioned earlier on and there's people that have been retrenched so maybe they're sitting with a little bit of retrenchment funds and they're wondering what to do with it maybe they come up with an idea because you know I think the one thing that I really believe is going to save our country is entrepreneurs and I believe the more businesses and the more self-employed people that that we can get out there the better for our country and economy as a whole when when we come back we're gonna wrap up and I just want to talk to you about you know we mentioned briefly that you've got the free 20-minute makeover I want to see what the other steps are when we come back cool it is what's involved my special guest Matt Clark he is the chief rainmaker from the virtual edge and trust me just looking over the last little while while these guys know what they're talking about and they have been making it rain we'll be back and wrap up with Matt Clark in just a bit and we're back it is what's involved wrapping it up with Matt Clark chief rainmaker from the virtual edge so Matt people go on to the website I would imagine because you guys have automated a lot of stuff and they can sign up for the free course yes is that okay yep so this takes them through the 20-minute profile makeover which will take them through you know clearly identifying the ideal client coming up with what we call a pickup line which is that that that message that I spoke to that that gives you people a clear expectation of how to work with you before they even talk to you and then to take a couple of steps and actually doing your profile makeover so what happens from that I mean very often what we see is that if people have got connections already on LinkedIn very often what happens is that by doing those little updates they generate leads and people want to start having conversations with them this happens all the time and then once you go through that training there's another 57 minute training straight after that which will go even more in-depth and then at the end of it you know if you decide that you want to work with us and you really like what you see you can book a call and we can see you know what where you are in your business and what's going to be a good fit to get you to the next level now this is an important question man so yeah I'm let's say that that my list is listening in they're going okay and and let's use the example if they've got some retrenchment money or whatever the case is if they get hold of you and they do this and they think okay maybe this is a way to go if it's not a fit if you're going this indeed you really don't have an entrepreneurial spirit because there's it I think there's a difference between having an entrepreneurial spirit and being desperate okay and I can totally get being desperate will you say to them listen we're not a fit absolutely absolutely I mean look we want to make sure that that the people that come in with us we can actually get them results right because sometimes very often people come in and you know they may not have the right mindset to the right product or service in which case our advice would be go and do some market research you know and sometimes people and we'll give them a strategy on how to do that as well but sometimes you know people come in and it's it's just yeah it's they need a lot more work than what we can help them with you know like I said where we do our best work is where people have got an existing business that they want to take to the next level and that's where we do our best work it's not getting them off the ground to the level where they're making money okay good well at least we've clarified that that that I'm happy at so now once you've started working with somebody once they've gone is it is it is it still called the the Rainmaker system absolutely so then you would sign up to the Rainmaker system and then from there you guys have now subsequently you've got it another couple of tiers as well yes absolutely so you want me to take you through them these do cool so what we were seeing is that you know we help people on Rainmaker lead system to generate leads and they're generating a lot of leads and then we saw another gap is that the leads were coming in but the sales weren't happening and it wasn't translating into revenue so we realized that the big gap was that while we can help people generate leads most people don't have the sales skills and the sales ability and the experience that I've had right okay so what we decided to do was to add on another portion to the training which actually helps people convert more of those leads into paying customers but also combine it by using systems so that you can automate the lead generation flow and then also to a large part automate the education process before they buy so I'll give you an example of this right how my process works currently and this is what we teach our clients and we're booking between 10 and 15 highly qualified sales calls from this every single week and people that are buying you know high-end programs from us so how it works is that the profile is set up correctly we reach out to the ideal client and we specifically target them we send them a personalized connection message they then connect we then send them a personalized welcome message which says you know something along the lines of look this is who we help and what we do these are the results that we've helped people get I shared some of those results in the beginning and if you'd like to get results like this let's get on a call see if there's a good fit they then send the email address in their cell phone number so that's what I consider a lead first of all it's very targeted okay then from there we pick up the phone and we do a five-minute qualification call and this ensures that they are a good fit okay and because I'd rather be spending five minutes talking to somebody and qualifying them then spend an hour talking to someone and finding out at the end that they're not a good fit yeah yeah makes sense absolutely yeah and especially if you're driving out to meet people I mean like some salespeople waste too much time in their day like they'll set up a meeting they'll spend an hour driving after the person or sitting in traffic or whatever it is they get to the meeting either the person is not there or they spend an hour going through and they don't get the deal and then they spend an hour driving back back that's your day gone yeah right I want to make sure that this person is qualified and they're excited about the call so then if they are qualified and it's a good fit then we'll actually set up a sales call and in between that sales call they have to watch a video which educates them on the process and how it works and what we do and all the rest so what it means is that by the time somebody gets to the sales call they have already had an initial interaction on LinkedIn they've taken look at our profile they know what we do how we work and all the rest they've been qualified they've watched a video they're still showing up to the sales call which means they're ready to buy yeah and that's why we have a 60 to 70 percent conversion rate on our sales calls because you've read it out and I know it's a fairly good expression but you've weeded out the tire kickers by that time well we've just made sure we've qualified people and we've just made sure that the people we're speaking to we can genuinely help them you know that's that's the big part I mean if we can't help people we're not going to get on that call with them it's that simple I'm not gonna waste my time or their time okay and so what we did in this level of the program which is the next step up is that we went and we wrote the connection messages we wrote the welcome messages we wrote the qualification script we wrote the video script and we wrote the sales script so people can just plug straight into that they can personalize it for their business and plug straight into that which means they don't need to be a marketing expert they don't need to be a sales expert they don't need to have the level of experience that I've got they can just go and do this and already I mean they could be closing at 20 30 40 percent without any sales experience that's where it gets fine which is yeah that's definitely fun all right and then yeah and then there's a level above that as well which is really for businesses that are really doing well they may have a sales team you know they're growing the business we typically see people like this you know their businesses are doing over 5 million rand a year and you know that's kind of like the starting point and this is where we really help them refine their processes put in automation put in some systems build a sustainable business with predictable and repeatable lead generation processes sales processes get their positioning right get their tech stack right maybe even implement some webinars if they're ready for it and really get and take a look at their offer to make sure that they've got a high ticket scalable offer and this is really building a sustainable business that can take them to high seven eight figures as well maybe even nine figures no no on that note though but this is still the gist of this is that it's still that lifestyle kind of business that you dictate your own terms in terms of working in the amount of hours you're not going to be putting in 16 18 hours a day no no no well look here's here's what I believe right is that you've got to design your life the way you want it you've got to set your goal so one of the exercises that we take some of our top clients through is is planning the actual life so we take a look three years in advance and we say cool what revenues and profits do you want to be making and then we look at the motivation why is it important to you to do that and then what does your lifestyle look like and then based on your revenues and profits in your lifestyle what kind of team do you need to build what business do you need to build in order to achieve that then we break that down into what needs to happen in the next 12 months the next 90 days so the business now runs in 90 day sprints and then in the next week and then daily what happens on a daily basis in order to get you closer to that and so most people are just you know trying to sell and make more money but you've actually got to design your business the right way now we've broken this down into something that people can do in in 60 to 90 minutes a day which will include the lead generation and their sales and if they just put in that I mean that's a very small commitment the guys who do the best are putting in two to three hours a day but that's a very small commitment to achieve the lifestyle that you ultimately want to achieve absolutely yeah that that's that sounds very very durable that's before I let you go where do people go to get more info where do they go to sign up for the free training brilliant so there's two ways you can connect with me one is gonna be very obvious and it's gonna be on LinkedIn so you look for Matt Clark SA on LinkedIn and connect with me let me know that you heard me on David what's the show and so I can let David know as well yes that would be nice I'll absolutely let you know when people reach out to me so they must just send me a message and tell me they heard me on your show yes they'd say David sent me and then you'll be okay exactly 100% 100% okay so LinkedIn and LinkedIn first place all right LinkedIn first place Matt Clark SA and then the second place is go to our website www.thevirtualedge.com and go and download the training go and watch the training and if you want to book a call with us then schedule a call and we'll see if it's a good fit to work together I think that is absolutely fantastic brilliant idea Matt Clark SA on LinkedIn that's Matt with two T's okay yes double T Matt Clark and then Clark is CLARK no E at the end CLARK okay we've got it otherwise the virtual edge.com you can download that training there Matt thanks mate I appreciate you taking the time out having a chat to us I hope you get lots and lots of people that are gonna chat to you about it and yeah I think this is a brilliant system that you've gotten if we can help more people there along the entrepreneurial journey so much the better yeah thanks for having me back on again and I really hope that you know there was a lot of value given to people today and you know if you've got questions reach out to me we're very accessible and we really just want to see people get results that's the number one thing that we love to see absolutely and I can and I don't often do this but from a personal perspective I know Matt Wes and the team they committed they totally committed it's a great system yeah it works you have to work the system the system will not just work for you it's very much the same as if you get a gym membership and you never go to gym nothing's going to change you actually have to go to the gym yeah you have to put in the work so that thanks Matt and a big by the way very big congratulations on your recent wedding thank you yes mrs. Clark must be very happy now yeah absolutely stoked you know we were supposed to get married on the 11th of April and everything kind of fell apart there and one of our clients actually owns a wedding and conference venue and they you know they came up with a plan for us so we managed to get that all done it was it was stunning it was it was actually better than what it was going to be before so we're just very grateful and super happy fantastic well I wish both of you guys the absolute best and I'm sure we'll chat again soon in the not too distant future looking forward to David always enjoy talking to you thanks mate bye bye bye there we go Matt Clark joining me chief rainmaker from the virtual edge don't forget if you want to find them Matt Clark essay that's ma double t Clark CL ARK is a on LinkedIn you can find him otherwise at the virtual edge.com until next time to you and you and especially to you thank you for listening