Acquiring big win clients for your business is not an easy-breezy task. It requires incorporation of numerous elements including lead generation and marketing. Matt Inglot is a man who has cracked the lead generation code. He shares to us how to find ideal coaching clients online, advising how we should not just email them to sell to them but instead to create value for them. He explores more interactive lead magnet tools like calculators and quizzes, and highlights other useful mediums for acquiring clients. Learn more how you get those big win clients from someone who knows what it’s like to be on top, reach rock bottom, and get back up again and turn your website into a lead generation machine.

Acquiring Big Win Clients with Matt Inglot

My guest is a business expert who has cracked the lead generation code, having figured it out after fourteen years in business, but it was only in the last few years that he started getting the amazing results that he does now. In the first half of his business life, he did everything wrong leading to almost going out of business in 2011. Does that sound familiar to you? That’s what happened to me. With $400 left in his checking account and being $40,000 in debt, he knew he had to do something. It was in that time of desperation that his true inspiration finally came. Since then, he’s grown steadily every year. Now, he’s here to explain exactly how he did it and how you can too. Welcome, Matt Inglot, to the show.

Thanks so much for having me here, Mitch. I’m honored to be on your show.

I’m honored to have you, Matt. You’re running a company. You’re busy. You’ve got clients and you took your time to talk to me. That is an honor. Thank you. Matt, how did this all start for you? You’re a successful guy now and as we said in the intro, we know what you went through a little bit. Give us some detail. How did this all start for you?

It started in undergrad and it started because I needed to make money. I was a student. I was going to school. I had a pretty amazing job at a startup. Unfortunately, at 20 years old, I quickly learned one of the harsh realities of the world, which is that startups have a tendency of running out of money. Here I was supporting myself because that was the only way I could get through school, was to pay my own way. The job that I was relying on to pay me to be able to pay tuition and everything, suddenly disappeared out from under my feet. I started doing what I knew how to do on the side, which was how to build websites. It started off as me building websites for people.

Over time, being someone that has the entrepreneurial bug and also growing up in Waterloo, Ontario, which has a huge entrepreneurial community, I realized that I didn’t want to build websites for people. I wanted to build a big company. Before I figured out a lot about how to run a business and before I had even graduated, I was figuring out how I could grow things as quickly as possible. I ended up leasing an office. I ended up hiring my first employee while I was still much a student, getting drunk on the weekends and doing my full course load and everything. At the same time, I was responsible for someone else’s livelihood. For a while, I was able to keep this up. I was able to find enough people that needed some website built to be able to keep hiring more people, to expand my office and to somehow keep this thing going.

How did it change?

A problem started to materialize. The more I kept trying to build a business and play Mr. Bigshot businessman, the more I started realizing that we weren’t making money because we were building these $5,000 websites, which worked when I was a student, had no expenses and didn’t have to pay anyone else. As my expenses started coming up, as I realized I had employees, I had office space, I had to pay for coffee delivery, the economics of it weren’t working. At the same time, I realized I had never figured out a process for getting clients. Once we got to a certain point, I realized that I couldn’t keep this going on luck alone. There were many times where we were a little bit away from being in trouble. That finally snowballed on me where we had a few months where for whatever reason they sucked. I couldn’t get enough business. Everybody kept saying no. The next thing you know, I was suddenly $40,000 in debt. I blanked and I realized that we had been running out of money. I kept telling myself, “It will be fine.” It wasn’t fine. I was stressed out, to say the least.

Figure out what’s not working, and let it go. Click To Tweet

What you said though is probably something that many of us, our audience I’m sure have been through something like this, I know I have. Part of it is that we operate on hope sometimes. It sounds to me you did not have a handle on your finances. You pretty much said, “The way to solve this problem is simply selling more, make more money,” but ultimately that wasn’t happening. It sounds like that’s what got you in trouble. Does that resonate at all?

Absolutely. The sell more thing was working as long as we are selling more. As soon as that stopped, I realized that most of these projects weren’t super profitable. Eventually it was like, “This isn’t going to work.” This happens over a few months and I get progressively more stressed and anxious. It’s hard to think back to that time now. It hurts because at the end of it, I was not sleeping. I was super anxious, super worried and working insane hours. I’d be there at the office long after the cleaners had left. I’m staring at my bank account. It’s getting lower and lower. Finally, I’m faced with the fact that after years and years of blood, sweat, tears and late nights trying to make this thing go, I was starting to figure out like, “How do I make a company go bankrupt because I’m almost there?”

Let me ask you a question because it brings up an interesting point. You said you were $40,000 in debt, were you $40,000 in debt to the bank or to personal relationships like friends and family?

It was $40,000 to the bank. On top of that, there was more money that we owed on the longer-term loan to another bank in Michelin, the tire company through a program where they closed the plant. To make up for that, they gave entrepreneurs a bunch of money as favorable loans.

You needed to develop a relationship with the local bank in order to go $40,000 in red, is that right?

Yes. How they trusted a twenty-something-year-old with all of that money, I’ll never quite understand. I had a lot of awesome people vouching for me, for better or for worse. I ended up with a line of credit that allowed me to go that far in debt and with the long-term loans as well. It was quite a bit more money. It goes to show that if you hustle enough, you can get access to that but the catch with that is you’re free to make mistakes that hurt more when you make them.

I’ll describe my process because it might be relevant to somebody who’s reading this. I understood how debt works when I was starting my first company. I went to the bank. I shook hands with the vice president. I sat down and said, “I want to develop a line of credit with you. What do I have to do?” He was very nice and said, “Take out a loan for $2,000, $3,000 and pay it back on time. We’ll raise your credit line if you do that.” I said, “I can do that.” We started out with a $3,000 loan to buy our second piece of capital equipment, which was a copy machine. Our first piece of capital equipment was a computer, which was very expensive back then. It was a standard IBM PC, a clone, but it costs over $5,000. We used our seed capital to buy my partner computer. We used that $3,000 to buy a copy machine. We decided that we were not going to go into debt per se. We were going to operate at the pace that sales took place. If we didn’t sell more than $500 or $600 a week in software, that’s the pace we operated at. That kept us safe and gave us a runway where we could develop the business before we got into debt or owed anybody money or had to take investors’ money.

FTC 152 | Acquiring Big Win Clients
Acquiring Big Win Clients: The “sell more” thing works as long as we are selling more.


That’s the lesson that I would love to portray to people reading this. Don’t go into debt. If you are going to go into debt, do it slowly so that you built that trust as you did, Matt, with your banker. If you do that, make sure your bankers should have an early warning on anything that’s going on in the company. Once you give them early warnings on stuff like that, they trust you even more. They’ll give you even more money. The short and long of it is by the time we sold the company, we had a $750,000 credit line. There were years where we used every penny of it because we had an upgrade cycle. Every time we issued an upgrade to the software, millions of dollars would pour into the company. They knew that. They weren’t able to see how all that work. That was the fuel that we put in our gas tank at the time. It sounds like you’re smart about it and that’s what you did. Tell us what happened to change all of this. Tell us about some of those experiences.

There were smart moves to get to that point where we were able to be $40,000 in debt in the first place. The big mistake that I had made is that I focused on growth and drank the entrepreneurial Kool-Aid before I started to understand what it is that we provide to people, who do we solve problems for, who our ideal clients were for us. The way I finally figured that out was I was literally on the brink of bankruptcy. I managed to get rid of our office lease and swap it to another entrepreneur for a growing company. That was a miracle. I had to downsize the team and everything. I kept the company alive. At the same time I thought, “If I’m not going to let this thing go, I’ve got to figure out why it’s not working.”

I did something that I should have done ages ago, which is to understand what’s working in the business if anything and what’s not. I poured over a lot of things and spelunk in the books and tried to figure it out. It finally came to me. I realized that the problem was that there was a core group of clients that were amazing clients. That is where all of our real profits were from. That was a much smaller group. There was a much bigger group of clients that I had taken on to pay the bills. There was no real opportunity for them to continue working with us. Once we built a website, they were done with us. They didn’t need us anymore.

Those projects also tended to be smaller. Yet, they were the reason that I was hiring people and many people. They were the reason that I was personally so busy trying to manage the projects. They were the reason we weren’t getting anywhere, quite frankly, because we were spending all of our resources on all of us unprofitable work. I realized if I stripped all of that away, suddenly I wouldn’t have all of these expenses because I wouldn’t need to serve clients that aren’t making me money. At the same time, I’d suddenly go from making a few thousand dollars a year at that point because everything was falling apart around me to overnight it would be a six-figure business by making these changes. That’s what finally rescued me.

It’s funny because I’ve interviewed close to 200 people for this show. What I have found that always seems to be in common with each of these entrepreneurs is there was that moment in time when the clouds cleared and everything seemed to be obvious. It wasn’t obvious the day before. The thing is what I am going to say now is something I learned many years ago in Al-Anon. People would say, “Why did you come to Al-Anon?” I said, “Because I’ve tried everything else and nothing worked.” My best thinking got me to Al-Anon. In your case, your best thinking got you to be in debt. At that moment, you had something. It’s called the gift of desperation. Being desperate is amazing how creative you can be. Isn’t it, Matt?

Yes. It forces you to finally stop and think.

This is such a good example of one of the things we talk about all the time on this show. It’s that pathway from failing to succeeding. You gave us such a great illustration of that. Anybody who’s reading this could get value from what you said. We’re going to go one step further. What I want to know is once you chose to do a few things that you mentioned, which was number one, look at your clients and see the ones which most profitable. Number two, whether you wrote it or you knew it after thinking about it, you wrote a client avatar. You decided what your ideal client looked like. Step three, I assume would be now to direct your efforts into finding those exact perfect people and recruiting them as clients. Tell us how you did that. Tell us what that process looked like.

Understand first what you can provide to people before you focus on your business’ growth. Click To Tweet

Going back to what you were saying about that thought of desperation, that’s the first time I was putting all my brainpower in towards thinking strategically about the business instead of working in the business and continuing to spin the wheels. Out of that strategic thinking came this realization that there’s a different type of client that we do serve very well. You mentioned developing an avatar. That’s definitely one thing I did. It’s an avatar that evolved over time. It’s not like I had this amazing moment of clarity and suddenly I knew exactly who our clients were. I had a lot of clues. I realized that these were clients whose problems we could solve over and over. In our case, we built websites. Clients that transacted online, that made their core business, their website was worth a lot more to us, than clients that wanted to post like store hours, blogs and whatever on their site.

What you’re saying is, “I want to find somebody who is so dependent on their website that if it ever would shut down for even an hour, it would jeopardize their business.” That’s the critical pathway. That sounds like you finally hooked into and were able to attract.

I love how you put that their whole business would shut down, but it’s more than that. It’s because of those clients were then the clients that we could create big wins for. If all you’re using your website for is to post store hours and stuff like that, it doesn’t matter how good of a job we’re going to do for you. Eventually, it’s not magically going to 10X your business. It’s going to be a pretty website. Whereas if your website’s built on selling things, suddenly we have a lot of opportunities and using all of the expertise that we’ve built and seen what has worked for other clients, suddenly we can make much more meaningful changes for you. We can change the conversation to be about how can we increase your bottom line and how can we do so much more for you?

Over time, I continue to get better clients and continue to realize who are we creating the big wins for? For us personally, it ended up coming down to online businesses. That took me most of the last several years to finally clue into. At this point, we know it’s online business owners who sell digital products and preferably membership websites. It’s those people who we’ve been able to work with to a point where we’ve been able to help them build seven-figure businesses, with a lot of our guidance and a lot of our technology and a lot of our consulting. When you can figure out that avatar and figure out who you can create big wins for, suddenly you realize a couple of things. One, you don’t need nearly as many clients because every client can continue to work with you for years and years and pay you increasingly large fees for solving increasingly large problems. Two, which is something that you alluded to as well, is now it becomes a lot easier to find them because you have a defined idea of who it is that you’re looking for.

It takes that introspection. It takes that close look at who your clients are and who you are. After all, they’re like your family. Clients to me are like family and you serve them in the same way. It’s my opinion. Once you decide on who your ideal clients are, you want it to be a love fest. You want them to love you and you want to love them because it makes life so much better. I assume for you as it was for me, it made work fun for me. I had a lot of clients. I had a quarter-million clients when I was selling software. I spoke to the first 10,000 of them directly or indirectly and sold them their software, whether it was from the stage or whether it was one-on-one on the phone.

I had a relationship and I had a reputation too. People knew that we would take care of them no matter what. These are the building blocks of great businesses. I want our audience know we’re talking to Matt Inglot. Matt has built an incredible company. He has learned some of the key rules of business on how to be successful. Matt, let’s continue. I have a website and I don’t sell enough on my website. Matt, what should I do?

It depends on what you’re selling, but let’s assume that selling online in general is a key part of your business. That’s important. If it’s not, that’s a whole other conversation we need to have. If you are selling and you don’t think you’re selling enough, you have to start by figuring out what is the actual problem that’s happening? Is it that not enough people are coming to my website? In which case that’s a traffic problem. Maybe the website’s great, but nobody’s coming to it or maybe a lot of people are coming to the website, but they’re leaving. They’re not buying for whatever reason. Number three is that you’re not selling enough to the people that want to work with you in the first place. The latter two things are where we personally do a lot of our work is helping the website to convert better, build a website that converts better, but also helping you sell more to those people as well.

FTC 152 | Acquiring Big Win Clients
Acquiring Big Win Clients: Choose clients that create big wins for you.


You mentioned 10,000 clients that you personally talked to. You have your 10,000 clients. They’ve paid you let’s say $200 each or $1,000 each for your software. I don’t know how much it was selling for. If you can double how much software these clients buy by either introducing new products, new packages, new tiers, new things that you can be selling to them or revise your pricing model, you could potentially double how much you’re making. You can do that without having to chase more traffic, without having to spend a lot of time trying to do all sorts of tests to hopefully bring in more customers. You’re taking what’s already working and you’re supercharging it.

What’s interesting about what you said is that our audience and even in the years that I’ve been in business, I’ve had one of all of those problems. This is because as an entrepreneur, I had to get out of the ready, fire, aim situation. I would always get excited about building a product and I would build it. I’d figured out who needs it and how to sell it, which was wrong. What’s interesting about what you said is that there are several important issues to think about. It’s exactly who is my customer? Exactly what do they need and what is their pain point and how do I reach them? How do you find the customer who needs exactly what you’re selling? Tell us how that happened. These days, people have courses. Let’s say I’m selling a course. I want to find more clients for my course. I’m selling an educational program to coaches. How would I go about finding the ideal client? How would I find them online and attract them to my site?

The beauty of the internet is that it’s a lot easier than ever, but this is where being super specific about your audience becomes important. For example, you said that you want to find coaches. I would push back a little bit on that and say, “What kind of coaches are we looking for?”

Let’s say it doesn’t matter. I want to find any type of coaches. Is that a problem that I said it that way?

You can make that work. It’s way more specific than saying that you want to target anyone. We all know that’s not going to work. If you want to target all coaches, great. I would still suggest starting thinking about what coaches are out there. The reason for that is with the internet, we want to find those coaches online. We want to find where they hang out, what pockets of communities, what media, what podcasts, what is out there that already has audiences of these coaches? The problem is coaches could mean a lot of things. There are business coaches, there are life coaches, there are coaches that target people at very different financial ranges. You’ve got a coach who’s coaching small businesses all the way to a coach coaching Fortune 500 CEOs. They’re not going to be hanging out on the same places online. They’re not going to be thinking about their business the same way. Even though they’re all coaches, they’re completely different groups of people.

Even if your ultimate goal is to target all coaches and let’s pretend that’s a good idea. I would still start by narrowing down to subgroups of coaches that you can target and figure out where it is online that they hang out. As I know you know very well, the next step is figuring out how you can get in front of those audiences. The beauty of the internet and this is why I said the internet makes all of us easy, is that you almost have too many different options for reaching them. For example, you can get on a podcast. There are millions of podcasts out there. There are podcasts targeting any group imaginable.

You can start a podcast, which is a hack that a lot of people don’t think about. If you want to get in front of your ideal clients, especially if they’re clients that are harder to reach normally, interview them, suddenly you’ve got an hour to speak with them one-on-one on the phone uninterrupted. You could do that. You can find people that have email lists full of these people. You can find people that sell complimentary services. You can use even paid advertising. Facebook, for example, as you know is the thing in certain communities. There are LinkedIn ads. There’s other content that you can create that attracts these people.

The beauty of the internet is that it's a lot easier, but this is where being super specific about your audience becomes important. Click To Tweet

The list starts getting endless quite frankly. There’s an important caveat to that. There are ways of attracting clients that are appropriate when you’re first trying to find your ideal client. There are ways that are more appropriate when you’re confident who your ideal client is and you’re trying to scale that. When you’re first starting out, the kinds of ways that I suggest finding these audiences, focus on opportunities to connect with a lot of them and have meaningful conversations. Forget things like Facebook ads. Forget things like expensive content marketing strategies where you have to spend a lot of time and effort, creating content for those group in the hopes that it will resonate with them, focus on the things that will get you in front of people quickly. Honestly, a lot of it is doing stuff that doesn’t scale as easily like networking. If I think there’s an audience I want to target, I want to find events and conferences where they are first because I can sit down and talk with them in person one-on-one and find out if my message is resonating with them.

I baited you a little bit when I asked you that question because you’re absolutely right. If you try to sell to everybody, you end up selling nothing. Even a coach who says, I want to work with only coaches. That’s still too big a market. If you said, “I want to work with business coaches who are focused on retail, small businesses and helping them,” that’s fairly easy to target market as many of them are once you get clear on who it is you’re truly interested in working with. That’s a big insight. What else? Once I have a website, what can I do on that website that would change the game for generating lead flow? Give us some ideas about that.

There are two different ways you want to think about it. One is what happens when that person gets to the site and how can I capture them? I’m sure you personally know this very well. We want to make sure that when they get to our websites, we can start providing value to them right away. That’s the key thing. People don’t come to us to buy. People come to us because they’re looking for something. They want help. The faster we can give them that help, then the better the outcomes going to be. One of the obvious ways to do it is when someone gets to your site, have some lead magnet, have something where people can put in their email address and in exchange gets something of value like an email course or a PDF or something that they are going to find valuable, that’s going to make little steps towards solving their problem. That’s going to allow you to continue to email them and continue giving them more value. That’s key. You’re not emailing them to sell at them. You’re emailing them with emails where you can create value for them.

Let’s be honest, those things are not working as much anymore. How many people have a hard disk filled with free downloads that they never looked up? What works now? Particularly if you spend a lot of time developing those, what’s going to work now?

The PDFs, admittedly they don’t work as well as they used to but on the other hand, they do because they still build your email list. What I think you’re specifically referencing is the fact that nobody reads those PDFs. That sucks if you’ve spent a lot of time working on them. That’s why something like a free course is great because you can drip out emails to them. One thing we’re exploring right now is more interactive lead magnets like calculators and quizzes. We’re starting to build those for people because what you can do is you can have people come into your website and be a little more interactive before they even fill in their emails. In some cases, you can quiz them on their situation and in the end give them an answer or give them help.

For example, there are a lot of coaches and people out there that have different frameworks for putting you in a certain bucket like, “Your business is at this stage or your personality is like this.” It can also be a lot more nuanced and situational to your problem. If it’s a problem that can be quantified or an opportunity that can be quantified where if you make these changes in your business or if you do such and such things, you will make this much money or you will save this much money. Calculators are great for that. In both cases, you have lots of opportunities to eventually capture the lead. Ask them for their email before you send them the answer for example.

I’m going to start with a statement. I’ve interviewed close to 200 people for this show. One of those interviews was with a gentleman who runs a quiz company. One of the things that he said when I interviewed him because I asked him specifically, “What types of quizzes work the best?” This refers to something you said. The quizzes that absolutely helped somebody get something about themselves, focus on them first, those are the ones that work the best. If you send out an email with an assessment in it or quiz in it and ask, “What type of X are you? What type of real estate investor are you? What type of coach are you?” People want that answer. They say, “This is a quiz here that’s going to tell me what type of a coach I am. I should check that out.” That according to this guy, in particular, he believed that was the best way ever to get somebody to click on that link and take the quiz. It’s because it’s self-interest. Do you agree with that?

FTC 152 | Acquiring Big Win Clients
Acquiring Big Win Clients: There are ways that are more appropriate when you’re confident who your ideal client is.


Yeah. Especially with small business owners, where the business is one and the same like you mentioned coaches. I don’t know if you said realtors or real estate investors, but both probably and anyone else that’s focused on their business. We’d love to know stuff about ourselves. I would take that quiz.

Those are the things now that work better. Not that PDFs don’t work. If you are keenly interested in the topic, they’ll work great. The average person is tired of downloading PDFs. I have a beautiful PDF that I spent a bit of money to develop and it might get one or two downloads a month these days. It’s not that exciting anymore. Most people know that if they download something, they have to read it or consume it. A lot of people won’t have time for that. I must have 60 eBooks folder on my desktop that I’ve never opened. Anyway, it’s a way to think about things. I’m glad you mentioned it because it makes a lot of sense.

You can go down the weeds of what makes lead magnets work and so on, but I will put it in a cautionary note that if we’re approaching this from the perspective that you don’t have a lead magnet and you need to create one, start with the simplest thing that will get you going.

Also, to point out, not the simplest thing but something that people can consume quickly. Don’t send 10,000 words, that’s not going to work.

That works in your favor because you don’t have to write 10,000 words. Get something out there because the other thing that can happen is paralysis. When we start talking about calculators and quizzes, that will probably increase your conversions. If that means that you’re going to end up sitting on this for six months because you have to build this big elaborate quiz, that’s not going to work either. Get going first and then optimize.

Matt, we have reached a point in this interview where I would love to continue. I know you have so much wisdom to share with us, but now at this time of the interview, I’d like to get to know you a little bit better and our audience would too. Here’s the question I use to help us dig a little deeper into who you are. Here’s the question. Who, in all of the space and time, would you like to have one hour to enjoy a walk in the park, a quick lunch or an intense conversation with?

I thought about this question a lot especially because the way you had framed it before included the future, which can get very interesting because if we push it that way, we can imagine there’s going to be all sorts of interesting people hundreds or thousands of years from now. I want to narrow it back down to something that we can all imagine and be familiar with. The person that I would love to spend that hour with is Elon Musk. I’d like to do that because he fundamentally thinks differently. He has some switch in his brain where there’s no problem that’s too big. On my entrepreneurial journey, I realized that the results I get in my business are much in proportionate of how big I think. The bigger I think, the bigger results I get.

As long as you have an internet connection, you can learn things that you couldn't imagine being able to learn ten or twenty years ago. Click To Tweet

Thinking that way is very difficult. It’s not as simple as to think bigger. Here’s someone that thinks on the biggest possible scale. How do we solve the energy crisis? How do we convert everyone to electric cars? How do we explore space? How do we colonize space? He’s not just thinking about these problems, but he’s taking steps over and over again to solve these problems. That’s fascinating that someone has both the talent and the audacity to do that. I want to learn what that switch is.

The one thing I will say in response to what you said, not only do I completely agree with you, I’ll go one step further. I don’t think that there is a more creative business executive alive. As you said, one who has the balls to do what he thinks is right, do what he thinks and be human along the way. This guy slept on the factory floor of his factory to make sure that the batteries were manufactured properly. This is an incredible individual. He is flawed. The fact that he’s flawed in my mind makes him even more interesting and a better example of what the reality of creation is about. When you’re in the business to create things, you’re going to fail. Not only that but he will try anything and apparently, he’s quite successful when he does. This guy will sell flame throwers. He sold about 19,000 flame throwers.

To our audience, we’re talking about Elon Musk was approached by a company who trademarked the name flame thrower. Clever as he was, he said, “We’ll get around that trademark. We’ll call them Not A Flamethrower.” That was amazing. I loved that he did that. The next question I have for you and this is what I call the grand finale, the change the world question. What is it that you’re doing or would like to do that truly has the potential to literally change the world?

That’s an easy one. It’s better to access to better education. That’s a problem that a lot of people are making great steps to solve. We’re now in this very unique position where even a decade ago we weren’t. Where education is very quickly becoming, first of all, a lot more accessible. As long as you have an internet connection, you can learn things that you couldn’t imagine being able to learn ten or twenty years ago because the resources weren’t there. I use that resource frequently myself. I teach myself all sorts of interesting things. Also, you can receive an education that is frankly of better quality and much more tailored to you than you ever have been before. What I’ve learned from everything I’ve done right and everything that I’ve done wrong and especially in the pivotal period where I was transitioning from high school to undergrad and had to start figuring out what I wanted to do with my life.

I can’t think of a bigger lever to help you do the most with your life, to help you change your situation, to help you better your life as there is education. For example for me, that defining moment was meeting a friend in high school and finding out that he was selling products on eBay in high school. He was selling As-Seen-On TV products and making a killing. Before that, I thought I was going to be a programmer for Microsoft. That completely changed my world view of what’s possible and where I could take myself and change my entire position. Most people don’t get those opportunities and they don’t get enough of those opportunities. Whether you live in a country where education barely exists or whether I live in Canada, you live in the States, there is opportunity period to improve education. The more we improve education, the more everything will get better. Climate change, poverty and healthcare and all of these other intractable issues will get solved sooner and better because more people can contribute.

If I ever want to learn anything, the first place I look is YouTube. I almost never fail to find what I need to figure out on YouTube. I also wanted to mention something that I don’t know if people are aware of, did you realize that MIT, Massachusetts Institute of Technology, is putting more and more courses online for free every single day? You go online and you could find courses in architecture, media arts, urban studies, aeronautics, biology, chemistry, it’s all free and online. Imagine the quality of education that you would get from MIT for free online.

I don’t think they’re the only university doing it as well. There are others now too. There are so many resources. The next question is where can we all contribute to making that happen to get an education in front of even more people? For me, I already helped people build better freelancing businesses, but I’d like to take that a step further. At some point, I would like to mentor young people to start their own businesses. That could be my own little contribution to this so more people can think outside of the box and more people can solve problems.

FTC 152 | Acquiring Big Win Clients
Acquiring Big Win Clients: Get going first, and then optimize.


Be careful what you ask for here because you’re on the public stage. Audience, you heard Matt Inglot make an incredible offer now. Matt, are you interested in taking a call from an audience every so often and chatting about their business?

Yeah, I do that with people anyway, so I’m very happy to do that.

Audience, you will find, believe it or not, his phone number right on this page. That is an offer that cannot be beaten. Do not think that you are not worthy. Do not think that he probably won’t want to talk to you. He said he does. Pick up the phone, make that call and speak to Matt. He is a guru in what he does. Get his help. Matt, we talked a little bit about a free giveaway. You said you had something fairly interesting and exciting for my audience. Tell me what that is.

I’m very happy to give away for you a framework that I put together for how I think about who my clients are because there’s a lot more to it, certainly more than we can cover on a show. It goes deeper than the financial aspect. There are certain financial things you have to figure out. You had mentioned you want to be friends with your clients. You’ve got to have a great relationship with them. To be able to do that, you’ve got to find clients that you can work with. You can work with well in which will age you to build any business that you want to build. That’s something I think about a lot. I’ve put that together into a framework that you can use to evaluate different potential clients that you would target different client avatars and help you also figure out what client’s period do you want to work with and which ones you don’t want to work with.

Audience, get that free framework and learn from Matt. Matt, you’ve been incredible. You shared a lot of wisdom. I know that our audience appreciates when people come to the show and do that. Thank you for coming on. I can’t wait for the time we get to talk again soon.

Thanks so much. It’s been a great conversation. I’m happy to have been on your show.

Resources Mentioned in This Episode:

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