Congrats man.

The framework below is everything you need to get your first $2500
client.

And if you run into any speedbumps, let us know at Jeremy@autopilotb2bgrowth.com,

use subject line LinkedIn Mastery, and we’ll add the solution in for you.

Also - there are videos attached in Gumroad. I STRONGLY suggest you watch all of
them.

Watch this video first:

1. The STEP - by STEP guide to building a lead

gen or marketing agency to $20K per month (or
turbocharging your existing:
Pick your niche
Start with this video
Scalable (this way they won’t fire you because they can’t handle any more new
business)
National (you don’t want to be limited to one state, ideally)
Good margins (E.G. software, PR)
Reference for margins Operating and Net Margins (nyu.edu)
Either you know something about it or the industry isn’t extremely
technical/jargony
E.G for me, I know the data center industry, but dear God would that be
horrible for you to target unless you’ve been in it
The niche you know best is often the best one
You can also use IBISWorld - Industry Market Research, Reports, & Statistics to
research Niches
Spend a day or two on this, then pick. They can all work. The most important
thing is just to get started.
Get a sales nav account for $27/month using this link
Optimize Linkedin Profile using info from this video & this video
Optimize it specifically FOR THE NICHE
E.G. if I’m targeting managed services providers, I’m not gonna put “I Drown
Managed Services Providers in Leads” I’m gonna put “I Drown MSPs in Leads”
because that’s what they would call it.
Run a sales navigator search
Start with this one
 Now Narrow by Industry
If your industry or niche isn’t easy to target in sales navigator by industry,
then target by groups
If there are no good groups, you can look for people on Apollo based on
company keywords, industry, funding, excluding company keywords, etc
One downside is, going directly from apollo to expandi does not
filter people based on whether they posted in the last 30 days or
changed jobs in the last 90
You can partially get around this by exporting all the company
names from apollo, then importing those companies into sales
navigator as a CSV, then filtering that search for the active people
(you need the $150/month advances sales nav to upload a CSV
account list to sales nav)
If there aren’t at least 5000 on your sales nav search that have posted in
the last 30 or changed jobs in the last 90, it’s probably not an active
industry on Linkedin
If you believe strongly in the niche, then I’d get more volume by removing
the recently posted/changed jobs filters
You can also pay an internet research lead gen VA to pull together a list of
company names matching your target market
Create an expandi account using this SOP
If your linkedin account has less than 500 connections OR hasn’t been
consistently active doing at least 100 actions per day OR is a newer account…
You need to go SLOW
Again, if your account is newer, doesn’t have lots of connections, hasn’t
been super active, or you’ve been previously restricted/gotten a warning,
Watch this video and turn account warm up on to make sure your account
stays safe (I’ve only ever seen a few accounts get “restricted” and it was
from crazy high volume - over 1000 pending connection requests,
consistently close to 1000 requests sent per week, running 10+ sales nav
scrapes of 25,000 people, etc)
Turn the sales navigator list into new connections using this video (WATCH MULTIPLE
TIMES IF YOURE CONFUSED ON THE PROCESS)

Run a sales nav search

Copy Sales nav search URL:
Go into expandi
Click “search on the right side”
New search
Click the “Sales Nav” option
Name the search
Paste in the sales nav URL
 Run the search
Select the search once it’s finished running
Filter by contact status “searched”
Click “actions” next to filter”
Click export
Click “mail all filtered contacts”
Download CSV from email expandi just sent to you with the CSV
attachment
Import the exported contacts into sheets
Create 3 Additional tabs
FILTERED
FILTERED EMAILS
FILTERED NO EMAILS
Name the original tab RAW
Filter by job title, company name, etc as needed
Using this formula:
=ARRAY_CONSTRAIN(ARRAYFORMULA(IF(OR(COUNTIF(E1,"*"&
Excludes!$A$1:$A$125&"*")), "Yes", "")), 1, 1)
Put your filtering criteria/keywords into a separate tab
For example, if you want to filter out all people who have
“assistant” or “sales” or “marketing” in their title..
You might name the tab “excludes” as above
you’d add “assistant” to that “excludes” tab in
column A, row 1
You’d add sales to column A, row 2
You’d add marketing to column A row 3
Let’s say our job titles are in column J
We could replace “COUNTIF(E1,” with
“COUNTIF(J1,” because we’re filtering for job titles
which are in column J
Let’s say the tab we want to filter by is named “badjobs”
We would rename “Excludes!$A$1” to
“badjobs!$A$1”
Since there are only 3 rows of “bad jobs”
We would change “$A$1:$A$125&” to
“$A$1:$A$3&” because we’re only checking those 3
rows against our job titles column
If this is confusing, feel free to just sort by the job title column and do this
stuff manually or have a VA do it for you
Copy filtered results to tab FILTERED
Filter the filtered tab email column
 Unselect all
Check “blanks”
Copy filtered rows to NO EMAILS tab
Clear Filter on the filtered tab
Filter by email column
Unselect “blanks”
Copy filtered rows to EMAILS tab
Save sheet file into your drive folder to keep track of it
Export the “FILTERED EMAILS” tab as a CSV (NOT AN XLSX)
Export the FILTERED NO EMAILS tab as a CSV (NOT AN XLSX)
Import the NO EMAILS CSVs back into expandi by:
Going to “search”
Then “import by CSV”
Upload the CSV into that search
Assign to a REGULAR CONNECTOR CAMPAIGN
NOT A CSV CONNECTOR
OR import DIRECTLY into a connector campaign
Create new connector campaign
Go to “people” tab
It’ll ask for a search or CSV
Upload NO EMAILS csv
Import the EMAILS CSV DIRECTLY into a CSV connector campaign
Create new CSV connector campaign
Go to “people” tab
It’ll ask for a search or CSV
Upload EMAILS csv
Two ways to split test
Option 1: Make two connector campaigns
Add half the contacts to one, half to the other
add message A to campaign one, message B to
campaign 2
Make ONE connector campaign
transfer half the accepted connections to one messenger
campaign with sequence A
Transfer the other half of the accepted connections to the
other messenger campaign with sequence B
While you’re waiting for people to accept your connection requests…Form an LLC or
business entity
Incfile & legalzoom are both good
Ideally you form it in Delaware or Wyoming
Create a Stripe account
Make a calendly account (disregard if you like your appointment setting software
Create a zoho invoice account
Create a messenger campaign in Expandi
Example sequence to sell lead gen (put it in your own words and test different
CTAs):
Message 1: Hi first name, just curious, if I could bring you 3-5 qualified
leads per week, would that be of interest?
Message 2: Hi first name, how are things going over at company name?
Message 3: Thought you might find this valuable, here’s a quick hack we
use for our clients to bypass the 100 per week connection request limit
https://app.tango.us/app/workflow/Send-connection-blast-a9baa04dcaeb4
7369a0f11185ae0c048
Here's another short I used to sell lead gen to:
Hi first name, just curious, could you handle more new business right
now? Or would it be hard to scale any faster?
Hi first name, could I fairly assume company name couldn’t scale any
faster than it’s growing right now then?
Keep track of the good replies and manage your inbox like I do in this video
Strategies to book the meeting:
1. Send the calendly link as a separate message, THEN send
Hi first name, great, looking forward to it. Would Friday the 22nd at
3PM EST or Monday at 1PM EST work? If it’s easier, I linked my
calendly in the message before this one.
The reason for this is if you send the calendly link WITH
the message, all they see when they open the message is
the calendly preview, and people won’t scroll up to read
your message
2. Hi first name, what’s a good email for you?
Send them a calendar invite, then follow up on LinkedIn with
“great, I booked you a slot for x day at x time EST and sent a
calendar confirmation, let me know if a different time would work
better for you”
If you're selling marketing services, adapt some version of this slide deck & pitch it sort
of how I do in this video (the same principles apply if you're using LinkedIn to sell
something else)
You can also walk them through the sales navigator search if you want, to help
them identify their ideal prospects (this will help later on)
Send them valuable information based on the conversation you had with a follow up
email and record them a personalized video message like I explain in this video to add to
that follow up email
 E.G. if you noticed their profile didn’t have a featured section, you can send them
some good suggestions on that
Send them the agreement via docusign (here’s how to send a document in docusign) -
example template for LinkedIn lead gen- you can change the definition of qualified lead,
pricing, terms, etc. If you’re a total noob and having a hard time closing, I’d change the
terms to $2500 deposit to set up linkedin outreach, and $100 per qualified lead which will
be deducted from the deposit until 25 qualified leads have been generated. If you’re not
a noob or you don’t want month two to have crappy profits, I’d just charge it as a straight
$2500 set up fee.
Once they signed, send them an invoice on zoho invoice
Here’s the quick and dirty overview of zoho invoice
If you get stuck just google it, not a complex software
Once they sent payment, get them set up in Expandi by sending them this SOP
Ask them who their ideal customer is?
Company headcount
industry
Job titles
Location
Keywords
Funding
Run a sales nav search or an apollo search based on their proposed targeting
Filter it as you did for your own outreach
Review it with the client to make sure your targeting was on point. Try again or filter your
targeting if not
Get the webhooks and zaps set up to keep track of connection requests, new
connections, replies
Follow this video to set it up
You’ll need to make a zapier account here
Here are the zaps you can copy (should auto create, all you have to do is
paste the webhook URL into the webhook target URL in expandi to match
each zap to each event (I cover this in the video)
Connection req sent
Connection req accepted
Replies
Example Zap to send M or H replies as an email to client
Example zap to add new replies into CRM (hubspot in this
example)
This is set up with a webhook directly into sheets, not with
a zap catching the expandi webhook, so you’ll need to
make the first part look like the zaps shared above
Use this example sheet to push the webhook data to
Get the connection requests going out just like you did for yourself
Craft messaging with them using this messaging workshop
Here are more example messages
Here are two Twitter threads breaking down copywriting for linkedin
Thread 1
Thread 2
In Sean’s group they have a god-tier offer creation guide that’ll help you sell your own
services too. You can join that group here
Here’s another template to help you craft a great offer (this one is from Jordan Ross and
Lucas over at AgencyGo - creds to them)
Key thing is to keep things short & sweet, make it about the prospect, make sure
the message preview is enticing, and just start conversations by asking questions
that determine if someone will be a good prospect or whether they would be
interested in solving the problem you help solve
Test soft, moderate, and hard CTAs like “would you like more info” “is this
something that’s relevant to you?” “would you be against hopping on a call to
discuss if it’s a fit?” etc
Key thing with offers is to keep things short & sweet.
1. make it about the prospect
2. make sure the message preview is enticing (send it to yourself and see
what it looks like (would you click it?)
3. Make sure you very clearly explain exactly what results you’re bringing
them, in what timeframe, with what guarantee, with what effort required
on their part
Get the messenger campaign live
Bring your VA onboard following this short video
Give this ranking criteria guide to your VA and tell them to grade the replies
according to those criteria
There are some examples in this SOP if they get confused (I wouldn’t focus on
tagging in Expandi tbh, I was just paranoid about webhook issues at the time)
To bill your client, just send them the M + H replies in a sheet so they know what they’re
getting billed for, then make sure they confirm before you bill them
Or just get their credit card on file and bill them for the M or H replies
Once you’re doing $10K a month (which shouldn’t take more than 1 or 2 months if you’re
doing this full time), I’d hire Jordan Ross and Zach Vieth over at 8 figure agency -
SUPER useful to help you scale
You’ll want to move on to quickbooks and get a bookkeeper (they offer one for
pretty low price)
Common mistakes:
- Messaging your clients’ existing customers, or messaging previous personal
connections
- You can import a CSV of all existing customers, existing company names,
etc (you’ll probably want to use phrase match, not exact match)
- Use this SOP to add people to the blacklist for each account
- Getting caught up in details instead of focusing on total connection requests sent,
new connections messaged
- If you aren’t sending at least 1500 connection requests per month (750
every two weeks) per account, that is your primary problem (unless your
account is still in the account warm-up phase)
- Every single one of your new connections needs to get messaged at
least twice in the first month

Future additions:
Taplio
Content posting
Evaboot
VMs/Proxies
Inbox manager
Live events
Personalization strategies
Scraping engagement
LinkedIn analytics tools
Sales script examples
More messaging sequences
More copywriting instructions
Further reading
Client retention strategies
Transitioning to rev share model
Recording SOPs for your VA
Strategies to keep your VA around
Vetting potential clients
How to get referrals