How David Thompson went from working a 9-5 and being $60,000 in debt to starting his own $60,000 /month agency
Niche: Helping chiropractors get clients with Facebook ads.
Here's what we cover:
1. Why it took a buildup of extremely painful live events to push David to take action and stop procrastinating.
2. How to break out of procrastination and stark taking consistent action towards your goals.
3. Why David chose chiropractors as his niche and how he decided to start helping them get clients with Facebook.
4. How David got his first client from direct outreach on LinkedIn and how he used "free trials" to convert skeptics into paying clients when he had 0 case studies.
5. How David built his sales message and strategy upon the successes of his previous clients.
Want to learn how he did it? https://www.consulting.com/webinar.
David's #1 piece of advice for members:
Pick a niche and commit to it everyday until you see success. Don't waver when things get hard or you don't see results immediately, stay with it until you see success.
It doesn't matter if you pick the wrong niche initially, picking the wrong one and then course correcting to the right once can still be done in a timeframe shorter than most people take to pick anything!
Sam Ovens: Hey, everyone, it's Sam Ovens here. Today, I've got David Thompson on with us. David's a student of the Consulting Accelerator Program. Back when he joined, he was working at his nine to five job, and he was 60 grand in debt and just chewing through training program after training program trying to figure out how to get the rubber to the road and really gain some traction.
He joined Consulting Accelerator, and through that journey and that experience, he's been able to start his own agency where he helps chiropractors get clients with Facebook ads and digital marketing, and he's grown that agency to the point right now where it's making around $60,000 per month.
First of all, congrats on doing that. That's a big move from 60K in debt to 60 grand a month. First of all, congrats. Let's jump in and really discuss your story and how this all came to be.
David Thompson: Thank you. Thank you Sam. I look forward to it.
Sam Ovens: Cool. Why don't we start off with the inception, the start? Explain to me what was going on back when you were failing and struggling. What was going on back then?
David Thompson: I've always wanted to do something with business. But for whatever reason, I kept pushing it off. I had a pretty decent job. I was a working for a pharmaceutical company, so I was making ends meet. The problem was I knew that I needed to do something else because I live in California, and it's really expensive out here. And I had a growing family, I just had a baby about a year ago. He turns one in a few days, but that was kind ... Knowing that my wife was pregnant and a lot of thing that happened while I was working at the pharmaceutical job, it just kind of put fire under my tail.
So here's the thing. When I was starting out, I just didn't know what niche to pick. Even after I bought your course, I didn't do anything for six months. And I see a lot of people that happens to a lot of people because I was sort of what niche do I want to pick? And I kept pushing it off, and like I said, six months into the program, my nice job turned into H-E-L-L. It was really a hell because my manager changed, and if you work for somebody, you might have a good manager for a good while, but once they swap it out into somebody else and you don't connect, and this lady was very, she micromanaged a lot. And so I was annoyed. At the same time, she pretty added 20 to 30 hours more work on top of what I was already doing as a pharmaceutical rep. So it just became really tough.
and so I just dug deep and I said, "You know, I can't keep pushing this off. It's already been six months, and I hate buying courses and not taking action." I mean, I bought these courses before you, and I didn't do anything with it because ... for whatever reason, I thought I could always start tomorrow. I was young, I could whatever, you know, I'll figure it out Sunday. Right now I'm comfortable, and I think that's where a lot of people are.
But long story short, I just decided I wasn't gonna sleep 'cause I was already working full-time, and it was supposed to be eight to five job, but it really turned into an eight to eight job. And then I was working on the weekends as a waiter, and I had to quit something. I had to quit something to make the business work, so I quit the waiter job on the weekend. And I decided, just so I can get a rest, not so I can work for business but so I can actually sleep. You know what I mean?
So Monday through Friday I would basically work my job and try to fit what I could in, like, strategy calls during Monday through Friday, but it was really what happened was at night time after 8:00, 9:00, after I spoke to the family and the kids were to bed, when I was in hotels and so forth, I would stay up to, like, 3:00 in the morning just doing outreach, connecting with as many chiropractors as I could, doing outreach, just very simple conversation outreach, and I connected literally thousands of chiropractors over three months. Did about close to 40 sales calls and got a few free trials, right? Just to do a few free trials. But it didn't happen till around February is when I finally found a free trial with the right client. Right? 'cause sometimes it takes ...
You can do one free trial and you think it's gonna happen, but mine didn't happen till about the fourth free trial. Got her killer results, and she referred me to her coach who was a chiropractic coach [inaudible 00:04:58] the practice management side, and he basically interviewed me. And it was a good thing because I did those other free trials, so I had something to talk about when he was talking to me about my experience. And then he started sending me referrals. He sent me two at a time, and I got them results. He sent me another two, I got them results.
And then from there, he sent me about 50 to 60 referrals over the next three months. And then from there, it just blew up. And so that's kind of been my journey, but I think one thing I haven't talked about as to why I pushed so hard, it was because ... I mean, there's a really big why behind it but I haven't shared it with anybody. I don't know if I'd share it yet now, but it's something that really pushed me ever since I got married. That was my story in a nutshell.
Sam Ovens: So what is the why?
David Thompson: Well ... Okay, so here's the thing. If it wasn't for the why, I don't know if I would have even ventured into starting a business. Because I think I've known myself, I'm kind of lazy. I'm kind of lazy by nature. I just want to be with the family. I don't want to do anything really outside of just spending time with the family. It's kind of long story, but let me do this as fast as I can.
In 2001, I bought a Ford Mustang, and I was a co-signer. In 2002, I decide to become missionary and I left the country for two years. But I had this car that I was making payments on. And when I came back I found out that my brother had totaled the car and my mom decided to stop paying for it. She decided to file bankruptcy, and she said, "You should file bankruptcy. That way, they don't come after you." And so I was like, I just came home from a two-year mission as a missionary, and I was like, "I'm not gonna start my life by going on bankruptcy. Doesn't make sense." So I just basically what happened and I let it go. I got married.
And then 2014, this is fastfoward, I saw this business stuff. I never pulled the trigger, I bought stuff but I was comfortable. In 2014, they caught up to me because I didn't file for a bankruptcy, and they started garnishing my wages at my employer. And then that's when I was like, "Oh, my gosh. I need to do something because ..." It was a $17,000 debt that ballooned to 30,000, right? And it was a judgment, right? And now they're taking money from my account. So now it's like, what am I gonna do? So what I ended up doing, and I didn't want to tell my wife. So that was the big thing. I didn't want to tell my wife, I wanted to solve this on my own because she knew about the judgment, but she didn't know that they started garnishing my wages. She thought it would have, after a certain amount of time, it would have dropped but it didn't, and I didn't want to tell her, so I kind of made a poor choice and I got personal loan, paid off discounted amount, 20,000 for the judgment.
Now I had this $20,000 personal loan that I'm paying for on top of my regular rent and the house and all that, you know the grueling stuff. And my wife doesn't know. And here's the thing. My wife was pressuring me every day, "We need to buy a house now. We need to buy a house, we're ready. Blah, blah, blah," because I had a job, supposedly a high-paying job, but she didn't know my money was going to paying off this personal loan I did to pay off the judgment, right?
So all this really was like part of the reason I really sat down and thought I needed to create some more income for my life without having to go out there and get another J-O-B, right? 'Cause I already had three jobs. How was I gonna make more money when I'm already doing three jobs, and I'm barely making ends meet? And now I got this $20,000 loan to pay?
So I haven't shared this story with anybody, man, so what I ended up doing was I just started buying courses. In 2014, that's when I started buying courses. I needed to learn something, I needed to learn something I can implement. The problem was most people were teaching blogging, right? Podcasting, all this slow stuff, and I didn't know it was slow until I was going through it. I was like, "This is gonna take forever for me to make any money from it," right? I subscribed to Tai Lopez, and Tai Lopez was, he was all over the place, and he was promoting people's stuff and there I was watching people's webinars and just learning stuff.
And then I came across yours in 2016. And when I saw yours and it was consulting, and the whole lettuce example where you have the chopped up lettuce and the whole, or the cabbage, right? The whole cabbage and the top of the cabbage, and that was like, got me thinking, "Oh, my gosh. That's how I can do it." I can just chop "lettuce," right? I can actually charge what I need to get now versus this whole slow process which everybody else is teaching. And so I watched the webinar once, I really loved it. I really loved it, but I didn't take action. I saw it, and I was like, I just dwelled on it. "Is this guy for real?" 'Cause I never heard about you before. That was the first time I heard about Sam Ovens.
And so everything you talk about on the webinar really, really hit it home for me, at least, right? But I still didn't do it. And I said, "You know, I'm gonna watch it again." And I watched it twice. And then just listening to your intonation, listening to every little detail, finding an excuse to not believe you. You know what I ... Right? But I was like, "This guy seem, this is for real. I'm gonna try it," and I bought it, and I watched every module at least six times. I didn't take action, I just watched all the modules at least six times while I was working out, and I was like, "This is gonna be awesome, this is gonna be exciting," but next thing you know, six months later, I didn't do anything until the next layer of challenges hit me, which was change of job, found out my wife's pregnant, my wife's wanting to buy a house, she doesn't know about the loan I'm still paying.
There was a time where there was about six months where I was actually paying our rent with credit cards, and that was like 2,000 every month going out to pay this. And I was like, "Okay." And I was doing it because I know I'm gonna be successful in this business. I just got to do something.
Long story short, man, I just decided I wasn't gonna sleep, and I was working basically my regular job, eight to eight, and then in the evening, about 10:00 till 3:00 in the morning just doing outreach. And my model was keep grinding until I get my first break. And I did get my first break, and that's kind of like a nutshell, but the why was really what got the whole process of looking for a course and trying to do something online. That was my why.
Sam Ovens: That's a good story. But man, you needed a lot of pain to get you moving.
David Thompson: Yeah. Unfortunately, man.
Sam Ovens: It's a lot. You had the wife, the pregnant wife, the buying the house, the judgment thing, the job changing, the everything until it was just like ... it's fascinating to see 'cause this is common with so many people. Me included. It's like, people need pain or they need a dramatic event or sometimes even near death experience to just jolt them into gear, you know what I mean?
David Thompson: That's exactly what happened to me, Sam. I don't know what to say. I feel terrible. I feel terrible that I had to ... I can't just will myself to take action 'cause I-
Sam Ovens: You probably can now.
David Thompson: Probably now, yeah. Now it's a lot better 'cause I have momentum. Once you have momentum, it's a lot easier, but in the beginning, I noticed even some of my students that I've taken on, it's hard for them to believe in the process long enough to get the results. And I was lucky enough to stick to it long enough to get my first break and I will say go until you get your first break. It really is, because I feel like a lot of entrepreneurs, they either stop picking their niche or after they pick their niche, they do a half assed attempt to make it work, but they don't really want it.
They sound like my daughter. I say, "What do you want to do?" And she ... Okay, you want to be a pianist?" She starts playing the piano, and then after a while once she starts learning the harder songs, "I don't want to do it anymore. It's too hard." "Okay, let's do soccer. Oh, let's play soccer." "Oh, that's too hot." And then she wants to change. And I keep changing her. "What do you want to do? Make up your mind." We're kind of the same way.
Sam Ovens: Yeah, it's like people just like to be ... They like to just float and go with the flow. I always remember that's what my mom used to tell me when I was kid. "Just go with the flow, Sam. Stop trying to control everything. Stop trying to force your will upon everything." 'Cause that's always what I was trying to do. And it seems like that is definitely the easier way to live, but nothing really comes of it, you know what I mean? You just float around, and then time's gone and you're like, "Oh, my God." So you really learn to just to get the drive.
David Thompson: On top of that, I had my culture working against me 'cause my background is Polynesian, and if you know any Polynesians they're very laid back, they hang out with the family.
Sam Ovens: There's tons of them in New Zealand.
David Thompson: Oh yeah.
Sam Ovens: I went to school with them.
David Thompson: So you know about the-
Sam Ovens: Yeah, my school was like, yeah, I know them well.
David Thompson: So I'm a Polynesian, my background is Tongan, right? So it's all about faith, family, and food. Nothing else mattered. It's all faith, family, and food, that's it. So I have that working against me.
Sam Ovens: Yeah, I say to people sometimes it's kind of like changing religions. You imagine if you're in one religion, and you're trying to convert to the opposite one, you know what I mean? It's like that's some serious stuff going on, yeah?
David Thompson: Yeah.
Sam Ovens: And business kind of is like that. It's not an actual religion that replaces another religion, but it's kind of the same thing, you know what I mean? It's a set of beliefs, it's rituals, it's ways of doing things, it's communities. You know what I mean?
David Thompson: Yes, yes. You talk about that in your, I call it your mental toughness training, your mindset training, and I think that was gold, but yeah. I realize that if I'm exposed to a specific environment, I'll fall into it. I'll fall into that behavior. I know that I will. It's hard. Even when I'm trying to lose weight or something, if I'm in a wrong environment, I'm gonna do what I'm not supposed to do. And so I do my best to get into the best environment. I'm part of other Masterminds now just to kind of make sure I'm talking to the right people, and this is happening once, two, three times a week.
And it's supporting my, helping to make sure I stay in momentum and I keep growing versus going backwards 'cause the worst thing that can happened to me right now is to go backwards, right? To get comfortable at 40, 50, 60K a month and then start going backwards. The only reason I want to make more is because I don't want to go backwards. I don't really want to make more money, but I know if I just stop, it'll probably start pushing me the other way.
Sam Ovens: We're humans, we have to evolve. That's how we went from caves to this with a desire to improve, you know what I mean? It's in our DNA. It's at the DNA level, this innate desire to just improve your situation each day and look after the family, look after yourself, and get better instead of falling back. It's an instinct.
David Thompson: Yes, yes, I know. I'm trYing to ... Even me right now, I have my morning formula, right? I have it there, I need to do it more often every day, but that really helps, sets the tone for the day. If I don't do the morning formula, then I end up kind of doing all kinds of tasks that don't really get me the result I'm looking for by the end of the day. So right now, I'm just focused on building out my agency, trying to automate that as much as I can, step away from it and start doing other things. Start diversifying my income. But I was still looking at your stuff, and you keep talking about that focus on one thing, you know? On one thing, get really good at one thing.
And you can get to eight-figures just doing one thing, and I still find myself getting distracted by all these other stuff that I could start doing. But I'm saying, "What if I just focused on my agency and just got really, really good at this niche instead of wondering about what if I can start doing this. And I think probably the best way to go, but it's hard to see that sometimes. It's hard to see that my agency can become a eight-figure business, right? I think that requires more partnerships, more Masterminding, more relationships to help me get through that.
Sam Ovens: It's like driving on the highway in the country in the night. The headlights only go out so far, but that's all you need to be able to navigate where you want to go. They don't illuminate the entire journey. But that's all you need to see is just that mile in front of you. And as you keep going, you'll start, more of it will reveal itself. But when you just change paths, you don't keep driving on that one mission. You just get visibility into something else. And so the problem never solves itself by jumping to a different thing. And the best way really is just to keep driving on that one thing because then your foresight and your vision gets further and further and further the more you understand the path. And the more you understand the market, the niche, and all of it.
David Thompson: I guess my question for you, I guess, Sam, is you help all kinds of entrepreneurs, but I think you were helping plumbers or ... Yeah, plumbers in the beginning, right? And you became number one. When did you know that it was time for you to start, I guess, somewhat change your niche? Because at some point you did it, right? I think you made a lot more money before you decided to do that.
Sam Ovens: That's a good question. And yeah, I started specific. Everyone has to because that's the only way you can really differentiate yourself in the world. You've got to choose a little piece that you can bite off and kind of master 'cause you can't compete broadly with everyone. And I chose plumbers, and I was helping them with digital marketing. And it was pretty easy to get to number one 'cause I'm pretty sure I was the only one in New Zealand helping plumbers with digital marketing. And then I was able to get them 'cause they're like, "Oh, yeah. This Sam guy, he helps plumbers, and these other people at Yellow Pages, they help everyone. But it was true. I was able to learn more about them, and I was able to actually help them more than the other people could because they were just too busy and confused. They didn't have the time to learn the trade. They just knew generic stuff.
And then once I had them, I looked further back, and I thought, "Well, plumbers are services. They're people who provide a service, a trade service," you know? I started to zoom out a bit. I was like, "So I wonder if my method would work for other trade services of similar price points to plumbing." So we have electrical, locksmiths, things like this. So then I start chipping out and helping those people. And they're like, "Well, why you?" And I'm like, "I help trade businesses get more clients with digital marketing, and I've got this model which is ideal for this." So now I'm still niche specific to them, but I've made my niche instead of being plumbing it's now trade services. Then it became services.
And then from there, it became teaching other people how to start consulting businesses and help service based businesses get clients 'cause I knew how to do that. And from there, it became helping people start a consulting business in digital marketing. And then from there, it was helping people start a consulting business in any niche. And now it's evolved to the point where I pretty much bent the definition of consulting to something new. You know what I mean?
David Thompson: Mm-hmm (affirmative).
Sam Ovens: And you can't see that. Back when I started in my parents' garage, I couldn't see consulting being an e-learning platform, providing training programs to people all around the world, applying it to the framework and creating any possible type of consulting business in the world from, like, porn addiction to video game addiction to anything, you know? But that's what I said, when you keep driving along that road, the headlights keep revealing new, more stuff to you, and that's when you ... One thing can be so many things. If you look at Amazon, it was like an online bookstore, right? People might have thought, "Oh, it's just gonna be online books." That thing has evolved to a monster. It does everything all over the world. They literally call it the everything store. And you could say, "Oh, but Bezos just stuck to one thing." Within one thing, it can be so many things.
So you talked about diversification. It's like people think to diversify you've got to have multiple businesses. But diversification can be multiple traffic sources within one business. That's another form of diversification. It doesn't have to be at the business level, it can be at the product level, it can be in the traffic source level. At any level provided there's some healthy mix of diversification, you're diversified. Does that make sense?
David Thompson: Oh yeah, yeah. That's a good point. Yeah, so I don't have to diversify the actual business, I can actually diversify a specific part of my service, which could be simple the traffic where I'm getting it from, right? 'Cause right now, most of my business is coming from referrals. I still live a lot of referrals, so I haven't even started doing [paydats 00:24:59] I'm just wondering that's gonna be the diversification once I start doing paydats. And then I have the other piece I'm working on which is automated emails that go out 'cause I have a big list of chiropractor emails. And then that could be basically my other diversification, right? So I'm working on that. Then I have other pieces where I would like to just break it out where I have somebody just doing direct mail, somebody doing the organic prospecting on Facebook, somebody that's doing that organic email or the automated email. And then my paid Facebook ads, and all of this funneling into this one business. Is that what you mean?
Sam Ovens: Yeah. The whole idea of having multiple different things being safer than one, it's more of like a concept than a reality. If you look at the ... It's easier to guard one basket and be a master of one basket to make sure none of those eggs fall out than it is to guard multiple of them. You know what I mean?
David Thompson: Mm-hmm (affirmative). Mm-hmm (affirmative).
Sam Ovens: So I call it de-worsification. It just makes things slightly bitter if they fail. But that's playing to lose, you know?
David Thompson: that's playing to lose. Oh yes, that is so right. My gosh.
Sam Ovens: I play to win. So that's not even in my comprehension. So that's what I learned from all the other people, too. Even Buffett and Bezos and Rockefeller, all of them. They had one single point of focus, but within that, they had diversification with just different refineries. Or with Bezos, he's got different categories of products like one type of shoes could be hot now providing with a lot of income but then it might get taken out by a competitor and then the other type of shoes becomes hot, doesn't matter. Bezos's still getting paid. And so Facebook could go out, they could shut down Facebook, I might get hurt about 10, 15%, but then I just replace it within a month with YouTube and other things.
If the market moves around, I'm fine. It might hurt me for a little bit, but it's not gonna cripple me. So that's what I mean by diversification with you. You've got referrals, that's great, but you want to try and add on another stream because it probably might not happen but you never want to fully bank your entire life on the fact that you think it might not happen, you know?
David Thompson: Yeah. I'm actually, by the end of this month, I actually have the goal of finishing out processing everything that I do, so that my account manager is gonna start handling all these accounts. I'll probably have two account managers, and then I can step away and start focusing on bringing in more clients. Focusing on the paydats 'cause I want to do it right. Something simple but on point. Your [inaudible 00:28:10] funnel is so easy, and I've seen other people in our group leveraging it, Rob Bailey being one of them. And I'm like, "Wow, this is exactly how Sam does it specific to his consulting and you're doing it to get gym clients." And I'm just like, "It's freaking awesome." If he can do it, then I should be doing that now, too. You know?
Sam Ovens: Yeah, you just got to treat it one thing at a time. You've got to build one pipeline first, make sure it doesn't have any leaks, make sure it can sustain itself. And then lay down another one but what I see people do is they try to build 10 damn pipelines and they never get any one of them built. And so they got nothing. There's no supply flowing, and it's just a mess of pipes. And so never try and build the second one till you've mastered the first. Lock in the referral thing, even hire some people to help you run that one without you being in it. And then you can put your focus from that over to ads, get ads running, then put some people in there to manage that. Then you can put your focus over to something else. But you have to put people in place to run the machines and the systems before you can put your focus somewhere else to build it out, you know?
David Thompson: 100% agree, Sam. I'm in that process right now. Tomorrow, I'm going to another Mastermind, and I'm gonna knock out some stuff. I'm gonna get away from the house so I can focus on my business for a little bit 'cause I have finally have an office in the house, but even in the house, it's hard to focus with the family. So that's another challenge that I'm working on right now, too. Having an office possibly outside of my house where I can actually focus and get stuff done during the day and I can sleep at night, you know?
Sam Ovens: Mm. So let's talk about ... how you picked your niche. You decided in the end, after the furnace was roasting you, to get started and you somehow picked chiropractors and decided to help them with digital marketing. Why them? How did that happen?
David Thompson: During the time, around 2014, like I mentioned, I started buying courses, but then I would get distracted. And during those distractions, I would go periods where I would watching these YouTube health videos, and I would just consume a bunch of health talk videos from chiropractors, right? Some were chiropractors, some were just health experts, and I nearly consumed thousands of hours of just health knowledge. And I was like, "Maybe I could be a health coach, or maybe I could help health coaches." But then I was like, "Health coaches? Who can be a health coach? Anybody can. They just need to get a certificate. But how do I know they have money? Well, I don't really know unless I ask them because most health coaches probably just have a business from home."
And so I was thinking between them, and I was like, "Well, maybe a chiropractor," because I was listening to chiropractors giving this knowledge. "Maybe chiropractors would be a niche." And I said, "Hm. They actually have an office, they've already invested into renting an office," right? And then I found out that when they convert patients, they charge a lot. Some of them between a thousand to 4,000, 5,000 for a new patient. I was like, "I can easily justify at least 1,500 a month with a chiropractor. But with a health coach, I don't know. I don't know if they even have money." Just logically looking at it, some of them might, it might be harder to sell them. So I said, "You know what? I'll pick the chiropractors."
But even after that, I didn't know how to market for a chiropractor. I had a funnel, but what I ended up doing was I wanted to save more time. I didn't want to keep figuring stuff out. So I was looking at other Facebook groups, what other people are doing, and I found there were already marketing to chiropractors, having success. So I reached out to them via messenger and I would basically say, "Hey, how much for one hour of your time?" I would basically do that with everybody that had any kind of result with marketing with chiros." I would say, "How much for one hour of your time? How much money?" And I paid them, and they'd get on the call. Then I get his method, I get his method, I get his method. And then I started getting results. That's how I started the whole process.
So one, people already get success from a niche, and the chiropractors have an office and they charge a pretty good, decent amount per new patient. So it seemed like a no-brainer versus doing the fitness folks. So that's kind of how I evolved into figuring out my niche.
Sam Ovens: That's a good point because it generally starts, the niche always starts with something you're kind of interested in, like a hunch. Like you said, you were just watching a whole bunch of health videos. Don't really know why but you were, you must have been interested in it for some reason or another. That's literally where niches start. What you're interested in, and that's actually what I tell people in the training. If you don't know what you're interested in and you don't think you're interested in anything, go to YouTube and look at your history. It's literally what I say 'cause then you'll be like, "Whoa, this thing. Actually, I am pretty interested in this." That's a really good place to find because that's what you're doing when you're not even thinking what you're doing.
That's kind of like just unconsciously what you're drawn to. And so that's where it starts. And then you apply a bit of rationale and logic to it. The health coaches might not have money, but the ones that have an office, of course, office, money, therefore, chiropractors, more formal health coach with an office that you can find on the internet. Then you found that. Then how can we help them? You just found people already helping them and learned that. So that's very, very smart. You shortcut a whole bunch of stuff there probably 'cause you're limited by time, you had to race to those things, you know what I mean?
David Thompson: Yeah.
Sam Ovens: So that's a really good process for what other people can do and learning from this. To find your niche, find what you're interested in, then look at that market to see ... I say the best way is to talk to them and find out what their problems are, but another way is also to find people who are successfully selling things to them and learn what they're doing and learn how they're doing it and model the best, and that's what you did. So then how did you get your first client?
David Thompson: In the beginning, I did a lot of organic outreach, and my first client, my first real good client came from LinkedIn. But I reached out to them the same way I did on Facebook. But for whatever reason, LinkedIn, it just happened to be this person, but got them on a phone call, and how did I know they were the right client? Well, I asked them, "How much did you invest into your business last year?" And she gave me an exact number, how much she actually spent and what her ROI was. Almost nobody that I talked to over the 40 sales calls before her knew their numbers. Almost no one did, right? So I was like, "We invested 16,000 and we made a hundred-something-thousand, right?" And this without my services. This was doing what she was doing. And I was like, "She knows her numbers. I hope I can close it." In my mind, I was kind of, "Oh, my God." All these thoughts racing.
I couldn't close her on my fee. I always shoot for my service fee, right? I ended up doing a free job because I didn't have any strong case studies that I could really share with her, so I did a free trial, and we spent about $400 in ad spend, and she made 16,000 from just 400. She was super excited, so much that she referred me to her coach. But that's how I found my first client. My first good client. You're gonna find a lot of people that want to work with you but they're not all gonna be a good fit.
Sam Ovens: So you tried to pitch, you try to sell her into your program as a paid client. But she declined that. How much were you trying to sell it for?
David Thompson: It was only 1,500 a month, but she told me that there was other marketers that approached her before I did that were really ... They tried to hard sell her. They were way too sales-y, I guess, on the phone. And she was turned off by it. But here's how ... Let me get specific on exactly how I reached out to her because I think it's important for others, you know?
When I reached out to her, I said, "Hey, So-and-so. I noticed you're a chiropractor in Fargo, North Dakota. Are you trying to grow your practice? Do you room for additional patients? If so, I have an info pack that I could send you completely free, let me know if you're interested." Boom, that was it. Then I would step away. And I would send this kind of script to everybody, like an info pack, info pack, info pack, info pack. And so people like info, right? Let's go with people like to consume info but not do anything, right? So I leveraged that, so I was just, "Yeah, I'll take it." And so-
Sam Ovens: You know about that.
David Thompson: I know all about that. And so she said, "Yes, I'm super interested." And I said, "Great." So I'm putting the finishing touches on it. I had no idea what I was gonna do. I just threw that out there. I had no idea what my info pack was gonna be. I just wanted to see who would respond. And so she responded, and I said, "Okay, what I'm gonna do ..." This is what I do. I'll send her an email, and I included a link to one of my ads that I did for one of my other trials that didn't work out.
So my very first trial I did, I spent $150, she got 12 leads, three of them came in, one became a patient, it was $2,500. So $150 turned into $2,500. She didn't become a client, but I leveraged those results in that ad, and I said, "This ad got 15 to one ROI," which is true, you know? But she didn't have to know all the other details. And so I included the link to that same ad and then told her, "You know what? Copy the funnel from start to finish. Opt in, see how it looks like, apply it to your business. If you have any questions or need help, just reach out to me." Right? And it was very non-sales-y. "Just let me know if you need help with it." And then she responded almost immediately and said, "We love how it looks. We'd love to get on the call and see if we can do this." And then that was how my first awesome client was born.
Sam Ovens: Nice. Awesome. So that's good advice, too, for other people. It's like, when you're just getting started, sometimes you don't have a [inaudible 00:39:32] to get to charge them money. And quite often what happens is you end up moving back to the point where you're actually comfortable and confident, which a lot of time is zero. You know?
David Thompson: Uh-huh (affirmative).
Sam Ovens: So you just want to do the work for free to see if it work, and then when you watch it in front of your own eyes work, you're like, "All right, now it's worth money." And then that's kind of the thing that happens. That's what happened to me, too, and tons of I've interviewed. So that's really good advice.
Now, I've got jump off here soon, so we're kind of getting short on time 'cause I've got to jump onto my Mastermind call, but what would you say has been the most ... You've gone from being 60K in debt to up at 60 grand month. That's a huge transformation. And what would you say has been the most transformational part about the Consulting Accelerator program?
David Thompson: I think what really helped me about the program was the mindset, modules, that really helped me in the beginning. But when I actually started getting referrals and clients, leveraging that script. The script was all I had, man. I really leveraged that script as much as I could. And I tailored it as much as I can to the chiropractic niche and so I closed at least 40 people with that script which led me to where I'm at today which is close to 60K a month. But the script is worth, that by itself could a whole course, I mean, seriously. The script helped me out, and again, I told you I watched everything in the course, but what I actually implemented consistently as I was applying what I learned was the script. I think the script was the life-changer for me.
Sam Ovens: Cool. And you've been in the program since 2016, so a while, probably been in the Facebook group for that time, too, and witnessed a lot of the things that other members go through, struggle with, get stuck on. What would your number one piece of advice be for them?
David Thompson: I would say pick a niche already and just start doing the outreach. I see a lot of questions in the group sometimes like, "What do you think about my logo," or, "Can you check my website?" And I realized I even was a victim of that. I was focused on the wrong things for way too long. What niche should I pick? I even built my website before I did anything. Bt if I would tell anybody in the community, I would say pick a niche, doesn't matter what niche it is, to be honest, 'cause even if you're wrong, you're gonna learn a lot. And the second the next niche is gonna be a lot easier. It's gonna be a lot easier to get the results because whatever you learned, it's gonna be so much faster for that next niche. Pick a niche and prospect, prospect until it works. I say prospect until it, or don't prospect and stop after a few hundred and say, "This might be the niche for me."
I prospected and I connected, I started my Facebook. When I got on Facebook, I only had 400 fans. They were all family and friends. Just family and friends. I now have 5,000 friends, and they're all chiropractors. 4,500 chiros. So every time I put a post, some chiropractor sees it, and I get two to three people outreaching to me, wanting to find out about what I do, just [inaudible 00:43:09] results, so [inaudible 00:43:09] I ... Pick a niche, connect with as many of them on Facebook and/or LinkedIn, and outreach, outreach, outreach, more than everybody else until you get your first break. That would be my biggest piece of advice for anybody in the community.
Sam Ovens: Awesome. That's good advice. So thanks a lot, David, for jumping on and sharing your story. If there's any chiropractors watching this, 'cause we're gonna put it on YouTube, we're gonna put it online, not just for customers but the public, too. But how do they find you? What's your website?
David Thompson: My website is DavidRogerThompson.com. You can go there and you can check out. There's only one call to action on there, and if you want to work or just find out more, just go on that site, and it's pretty straight forward.
Sam Ovens: Awesome. And I'll make sure I put a link beneath the video for that, too. Cool. Well, thanks a lot for jumping on and sharing your story.
David Thompson: Thank you.
Sam Ovens: I love the start. That was one of the best stories I've heard about the pain building up to a point high enough before you're just like, "I've got to act." So I'm sure it's gonna inspire, motivate a lot of other people, and thanks for jumping on and sharing it with us.
David Thompson: Hey, Sam. I look forward to hopefully joining your Mastermind at the end of the year if you guys will let me, so I'm working on it, though.
Sam Ovens: Awesome. Looking forward to it. All right, see you, man.
David Thompson: Take care, Sam. Bye-bye.