How Adam Went From $0/Month-$15,000/Month By Finding Passion In His Niche

How Adam Went From $0/Month-$15,000/Month By Finding Passion In His Niche


How Adam Went From $0/Month-$15,000/Month By Finding Passion In His Niche 

Niche: Helping home-service business owners build campaigns, drive traffic to their websites and land in-home consultation requests.

Here's what we cover:

1. How Adam gained immediate interest in consulting apart from his own existing business. 

2. Where Adam was before joining Consulting Accelerator.

3. How Adam chose his niche, identified and solved the common pain points among home service business owners. 

4. The specific and creative recipe Adam developed to help him fight for the number one spot in Google Adwords.

5. How Adam packages and prices his offer to clients. 

6. Adam’s three-year vision for his business.

7.  The most transformative part of Consulting Accelerator for Adam.  

Adam’s #1 piece of advice for members:

Do not compare yourself to other people! 


Transcript / MP3

Sam Ovens: Hey everyone, Sam Ovens here, and today I have Adam Russo on with us. Adam's got an awesome story. He joined Consulting Accelerator about two months ago now, so quite recent. And he had his own business, he still has his own business, which does blinds and window coverings, like the blinds you've got behind you. Sam Ovens: He joined Consulting Accelerator because he wanted to start consulting the other businesses like his own. He wanted to continue operating his business and growing it, but also consulting other businesses. What did you call the category? Home service businesses? Adam Russo: Home services. Pretty much anyone who goes to a client's home, gives an estimate, and performs the work in the client's home would be home services. Sam Ovens: Got it. So, he joined Consulting Accelerator to start the consulting of the business. Did that, and in the two months since he's joined, he's been able to make $ 30,000, so around 15 grand per month. In today's interview, we're gonna dig into the story, see how it happened, and how he was able to get all those clients. Thanks for jumping on with me. Adam Russo: Happy to be here. Happy to speak with you. Sam Ovens: So, let's start with your existing business. Like, why did you want to even get into consulting at all? Why not just continue doing blinds and window coverings? Adam Russo: So, my main business is a business that I love. It's a lot of variety, and we make pretty good margin. First of all, I'm located in Columbus, Ohio, so we have a very strong market here. I love what I do. It's a lot of fun, but if you think about the process, it's on the front end. You meet with the client, then you go to their home, you give them an estimate for whatever they may need, perhaps, blinds, perhaps, shutters. Then, you get the sales, write up an order, get the sale. Then, on the back end, you have to do the production. So, we have myself, my team, I have a team of four other gentlemen who work with me. Then, you have to go back to the client's home and install the product. Adam Russo: So, in terms of increasing revenue, you can certainly do that by increasing sales, but then you do have the back end, which is the production. You do need to install all this product, so on average right now, we're doing about 80 to $90,000 on an average month. Then, we do about 100 to 110, $120,000 on busy months. Selling $100,000 worth of blinds is awesome, but then you have to install. You have to go to the client's home and install $100,000 worth of product. So, growing the business definitely involves bringing on more people to help with the production side of things. So, the reason I was drawn to consulting is because you can make a very good amount of money in helping grow their business, and you can remove the production side of things, and just focus on the sales and focus on the growth for your clients. You can make a significant amount of money and not have to worry about install $100,000 worth of blinds. Sam Ovens: Got it. How did you come across Consulting Accelerator and me? Adam Russo: That is a great question, and I believe it was YouTube. I think, just saw a YouTube video, investigated a little bit further, hopped on one webinar, and was instantly hooked and bought into the vision. I liked it. Sam Ovens: What did you like about the webinar? Adam Russo: You know, everything that you do is very thoughtful and very intentional. The fact that it's a two-hour webinar, I think, is very interesting as opposed to, say, a 20 or 30-minute webinar. I liked the content quite a bit. I've always been, prior ... It was actually just very interesting how the stars aligned, because prior to joining the Accelerator, I was helping people with their Google Ads campaigns on the side in a very, very part-time capacity. I started testing it out with other business owners throughout the country, and I had some clients in Texas, I had some client in Colorado, and it seemed to be working really well. I thought, wow, if I could replicate this or if I could find a way to replicate this across the country and monetize it, that would be something that I think would be a really good idea. Adam Russo: Then, I came across, and I watched webinar and I saw what other people were saying and looked at some reviews. It had very good reviews, so instantly bought in and here we are two months later and $30,000 later, and it's going well. Sam Ovens: Awesome. When you joined Accelerator, what happened next? Adam Russo: Well, I got very deep into week number 1. Then, as your wheels are turning and as you're thinking about growing and all these different things you wanna do, my focus got split. I started investigating some other courses and some other people who were within a similar space, and I got a little bit distracted. So, I realized I needed to bring the focus back in to And you know, Sam makes a really good suggestion to everybody to not just go through the courses just for the sake of going through them, really be doing the work and following in sequence and being very in-tune with each lesson. Adam Russo: So, I kind of stopped right there and realized I needed to re-focus my efforts. At the same time, I started taking on clients and building campaigns. The very first one, I had a conference call with someone, basically showed them what I was doing on my end with my Google Ads campaign and how it helped me grow my business from 30 to $50,000 a month to now 80 to $90,000 a month. And basically, did a sales call with them and said, "You know, here's what I'm doing. I build campaigns from scratch. That's a set up fee of $1500," and that person said "Yes". Then I had another phone call that following night. That person said "Yes", and right now I've had 22 sales calls, and I've booked 20 of them, so it's a very specific clientele that I'm going after. It is people within my industry, so it's very, very relevant, and it's very easy for them to connect to what it is that I'm doing and how they can envision themselves growing their business as well. Adam Russo: Right out of the gate, I got into week one, loved the material, started taking on clients, and then kind of needed to slow down just a little bit in order to run a business full-time, do consulting. Then also, my wife and I, we have a one-year-old, so kind of finding the balance between business and family life, but I hope that answers your question. Kind of right out of the gate, it was seeing how quickly I could monetize it with my current skillset, and at the same time, going through the course in a very thoughtful, methodical way without skipping through things too quickly. Sam Ovens: Got it. So, one of the first things we get you to do in the program is pick your niche. When you came into the program, did you already know what your niche was gonna be? Adam Russo: I had a pretty good idea. I, myself, have been a small business owner my whole life, and I very much connect with small business owners. Right now, I'm in the home services industry, and I like it. I like working with other people who have small businesses of two people to ten people, who are doing, let's say, under $1 million. Whether that's someone in roofing or windows, or deck building and fences, or blinds and window coverings, very similar in terms of the customer interaction, how you work with them. You go to the client's home, you give them an estimate, you get the sale, then you have to produce the work. Adam Russo: So, I did have a pretty good understanding of what that takes. I thought my skillset would lend itself very well to that, so I did have a pretty good idea. Sam Ovens: Got it. What's the main problem? In the program we get you to pick your niche, which is generally something you're interested in, which you did, because you said before, you loved it. It's always interesting to find the word "love", 'cause people often use it to refer to other humans. But when they use it to refer to a non-human thing, you know that they really like it. Adam Russo: It's true. Sam Ovens: It's interesting. We also look at our reviews. How many percent of our reviews include the word "love"? It's 22%. Adam Russo: Okay. Sam Ovens: Yeah, 741 out of 3415. So, we know that [inaudible 00:09:19], and it's a really good signal for somebody's emotional attachment to something. It's like an emotional word, not a logical or, "I do this 'cause it makes money." It's like you love it. So, it's always a good signal. For other people listening to this, notice whenever you say "I love doing this" or "I love doing that", 'cause it can be a really good sign and signal to point you towards the thing that you should be doing. Adam Russo: Right. That's very true. Sam Ovens: Then, you picked that, and then what's their problem? 'Cause that's the next thing we get you to do. Find a problem, so what are these home service business owner's wake up in the middle of the night sweating about? Adam Russo: For a lot of people, and this is very broad across all industries, it's just client acquisition. You're looking to get more leads and more clients, so that you can produce more work. I think nowadays with a lot of competition, it's very important to differentiate yourself from your competitors, because certainly anyone can sell blinds, anyone can sell roofs, anyone can sell driveways, so how do you differentiate yourself, and how you attract more clients so that you can increase your weekly numbers and your monthly numbers, it's of a lot of interest to a lot of business owners. Adam Russo: So, what I was going was using specifically Google Ads and Facebook campaigns to help generate more leads. We're very fortunate to have a very strong system and a very strong franchise organization. Our brand is phenomenal, our support is phenomenal, our products are the best in the business, our warranty is the best in the business. Adam Russo: In terms of what's keeping them up at night, I think just, there's certainly some people who are at the very beginning stages of their business, so what's keeping them up at night is, "Oh my goodness, am I gonna go bankrupt? Do I have too many expenses? Do I even have enough to do $10,000 in sales this month, or am I gonna do $5000 in sales?" Then, for other people it's not quite that severe. It's just a matter of, "I feel like I'm doing good with the business. I like what I'm doing. How can we help get to the next level?" I think that's where the bulk of my clients reside. They're running good businesses, they're running profitable businesses, they like what they're doing. It's really just about incremental growth to that next stage, then how did that translate to where they are in their journey. Adam Russo: For some people currently doing 40 or $50,000 a month, it's how do we get them to doing 60 and 80 a month. For those people who are doing 80 a month, how do we get them to over $100,000 a month. Because we have good support and great products and a very well-rounded business, it's really just about acquiring more customers. How can we do more sales per day? How can we acquire more customers per day? And how can they in a very efficient way produce that work so that it is just a steady in-flow of customers week to week? Sam Ovens: Got it. Why is that a problem? Why can't they get more customers? Adam Russo: I think for a lot of people who have been in the business, specifically home services, they are very familiar with older advertising vehicles. Perhaps, at one point it was Yellow Pages, now it's not Yellow Pages. If you look at different advertising vehicles across the country, particularly print advertising vehicles, like envelopes or postcards, those are the vehicles that they're most familiar with, but they're not terribly familiar with the digital world. So, what I do is help bridge the gap between where they are with their advertising efforts now and where they need to be, which is where the eyeballs and the audience is, which is primarily, in terms of search, on Google and social, Facebook, and helping them connect the dots in a very effective way. To acquire new customers. Sam Ovens: Got it. Then, why do you think they can't do that on their own? They probably are aware that the world's changed, things are a bit more modernized and online now. They probably know if we could do digital marketing, we'd probably get more clients. So, why do they still just sit there? Adam Russo: It's a very good question, and the answer is they're not just sitting there. Most of us are business owners, and most of the business owners are doing a lot of the sales themselves. If you know that you have to do, or at least if you know you have to learn digital marketing, but at the same time, you're running sales appointments and running employees nine to five, then you have family time after that, it's really just a matter of time management, knowing that they should do it. But they don't quite have the time to do it, or they're a little bit, how should I say, intimidated by learning these systems. Adam Russo: I mean, Google Ads is not terribly complex, but somewhat complex if you don't have the background in it. Same thing with Facebook ads. Both vehicles can be as simple as you want it or as complex as you want it, but I think a lot of people in our are a touch older than myself, perhaps, 40 to 50, maybe 40 to 60-years-old. For someone who's 50, 60-years-old, I think digital marketing is a bit more intimidating than it is to people our age. Sam Ovens: Yeah, I guess that is true, because I'm thinking about with my dad. He's intimated to even log in to the computer. Adam Russo: Exactly. Sam Ovens: A long way from using ads, yeah. Adam Russo: Right, right. I think a lot of people who are a couple generations older than us, the fact that they have a smart phone is a good thing, the fact that they're texting people and utilizing smart phones is a good thing. Sam Ovens: They swear they use the phone more than they use the computer. The phone's less intimidating for them. Adam Russo: Right, right. Very much- Sam Ovens: 'Cause they have to use it for call. Adam Russo: Right. Sam Ovens: Then, they're naturally kind of used to it when they go to use it for something else, but the computer's the one that scares them, I think. Adam Russo: Yep, and it's different for everybody. I don't want to generalize, because there are very tech-savvy people in their 40s and 50s. Sam Ovens: Of course, there's always exceptions, but the vast majority are not exceptional at- Adam Russo: Correct. Sam Ovens: ... at modern technology. Like, we can actually generalize with the vast majority. If we grab the whole population of people over 60, they are going to be not as technologically advanced as people who are 20. Adam Russo: Correct. Sam Ovens: Yeah. That is true, so ... Adam Russo: Yeah, and so I- Sam Ovens: But there will be people that'll be better than me, that'd kick my ass, who are 60, at technology, you know? Those outliers still exist, but they're just not the average, yeah. Adam Russo: Correct. Where I found success was just bridging the gap between where they are now and where they want to be, and showing them a system that I was using to grow my own business every single day. It really resonated with them. They said, "Wow, that is something I'm interested in. Will you build it for me?" And the answer is, "Yes, absolutely." Sam Ovens: Got it. Now, let's talk about how you know how to solve this problem. Adam Russo: Okay. Sam Ovens: So, how did you figure that out? Adam Russo: I have been doing Google Ads to help my business for the past three or four years, and I met another business owner here in Columbus who owned a jewelry store. At the time, I was running my main business, my blind business, as well as an advertising business. I was running them simultaneously, and I met this gentleman who owned jewelry store, and I was pitching him on print advertising. He said, "Oh my goodness, you're here to pitch me on print? Print's dead. You need to get away from print. You need to just go online and just do Google AdWords, that's it. That's all you need to know." This gentleman's name was RJ. I said, "RJ, that's really interesting to me, because I own a business as well and I'd be interested to learn what it is that you're doing." Adam Russo: So, he took his computer screen and he turned it around. He showed me his Google Ads campaign. he had spent somewhere between 150 to $200,000 in the past four or five years driving business for his jewelry store. I said, "Wow, this is something. I'd love to learn what it is that you're doing." And he's like, "All right. Come back tomorrow, and I'll teach you everything that I know." So, I sat in this jewelry shop for the better part of six hours, and he walked me through what it is that he was doing. Then, I took it and I learned it, and I put my spin on it for the blinds and window covering business. I've since refined that over the past three years to the point where I'm at now, which is a very, in my opinoin, successful campaign that I've kind of ironed out all the wrinkles, so that helps, in that sense, having three years experience I certainly beneficial in- Sam Ovens: And is it AdWords or Facebook? Adam Russo: I focus, right now, about 80-20, 80% on Google Ads and about 20% on Facebook. Sam Ovens: Got it. Adam Russo: I think, if you think about the psychology of a consumer, specifically within the home services, when they need something done, when they need windows replaced or when they need new blinds, it is very much jump on Google, find the answer, get your three quotes, and let's get this checked off the list. I find that the most motivated potential customers are, in fact, coming from Google, whereas when you serve up ads and serve up ads on Facebook, you might catch them at the right moment, versus catching someone who is absolutely looking for an answer. They need new blinds right now, so that motivation level is a bit higher. Sam Ovens: Got it. Yeah, it's an awareness thing. Like, if a market is new and people aren't even aware that they have the problem, or if they're aware they have the problem, but they're not aware a solution exists, they're not in that stage of searching. Adam Russo: Correct. Sam Ovens: You know what I mean? Adam Russo: Yep, absolutely. Sam Ovens: That doesn't mean that there's not a lot of people there with a lot of problems and solutions and good businesses that can help those people. It's just that searching in Google for a solution only happens at a very aware stage of market sophistication. Because you're selling to home owners, which is a very established market, with blinds and window coverings. The people are aware those things exist. You know what I mean? Adam Russo: Absolutely. Sam Ovens: So it works really well for that market. For people listening, that's why I say don't always think that Facebook ads is gonna be the answer. I tell people if I have to just recommend a general use platform that's for anyone, I would say more times than not, Facebook will work compared to Google AdWords, 'cause AdWords fits a smaller percentage of use case. But the ones it does fit, words really well. Adam Russo: I would agree. Sam Ovens: So that's why you've gotta do your research, like find the problem, see who has solved the problem, which you did. You found that jewelry business owner, and he had solved that problem, escapes the print world. So you did exactly what I recommend, find someone who's solved it. Learn from them, implement that for another industry, help them cross that chasm too. Then, you did that for yourself, and now you're selling it to other people. Sam Ovens: So, I understand how you got the solution now, but how were you confident you were gonna be able to make it work for other people? Adam Russo: I tested it. The first, probably 10 or 15 campaigns that I set up for people, I did it at no charge. I just wanted to see if what I was doing, in terms of building the campaigns, I was able to replicate that across the country. Because one interesting thing about Google AdWords is there are regional differences. There are gonna be a different number of competitors bidding on those keywords. There is gonna be a different price point. How much I bid on keywords here in Columbus, Ohio is very different than how much people bid on keywords in, say, Venice Beach or LA, you know? So, I needed to test that, and I did test it. And it worked really well. Adam Russo: So, I think once I learned some of the regional differences and how to overcome those, I was pretty certain that I had a good recipe for success. Then, once I validated it through about 15 or 20 or so campaigns that were effectively delivering leads every week and every month, then I started to monetize. Sam Ovens: Got it. Then, you said you came out with a recipe just, like, from a high-level, what does that recipe look like? Adam Russo: So, it is very basic. For those people who wanna learn ... I mean, it works very well for those in the home service industry, but basically, so much search is happening on a mobile device. Everyone watching this right now either has their cell phone in their pocket or they have their cell phone right next to them. Everything is so mobile friendly that- Sam Ovens: Except for me. Mine's on airplane mode and in my drawer. Adam Russo: Okay, but it's at least, it's very close to you, it's accessible to you. So, I'm finding that with all the campaigns that I build, about 60% of the search is happening on a mobile device. So, my strategy is very much just holding the number one position. Across all of our ad groups, across all of our keywords, we have an average position of 1.5 or lower, and my logic behind that is because so much search is happening on a mobile device, it's very important to be up in that number one position, mainly because the amount of real estate that is shown on a mobile phone is much smaller than how it's portrayed on a desktop computer or a tablet. Adam Russo: So, my recipe quite honestly is just fight for that number one position and never give it up. Now- Sam Ovens: Just on mobile, not on desktop too? Adam Russo: We do it across desktop and tablet. I mean, you have to pay a premium. Keep in mind that Google is, in fact, an auction, and what we are doing is bidding on keywords. There will, in fact, always be a highest bidder, so I basically just bid the highest. There's different ways to do that, and for some- Sam Ovens: What happens when two people with your strategy play together? Adam Russo: I mean, it just drives the cost up, obviously, but there will in fact be a highest bidder, and I am always it. Sam Ovens: But what I'm saying is if your strategy's always be the highest bidder, what if you meet another one of you who has a strategy to always be the highest bidder? Adam Russo: Again, it's just gonna drive costs up. It's gonna drive costs up. So, I think, yeah, you definitely wanna wrap your mind around alternatives in different scenarios. I think to play devil's advocate, like you're doing, is a good thing. Right now, I haven't encountered that too much. I could show you some of our charts to where it shows the auction insights, and it shows kind of down here are the different people and competitors who are bidding on similar keywords. Then, I'm up here, so it is working very well, and I don't think it's something that people within my industry are very focused on. Adam Russo: I think for the most part they're thinking, "Oh, I'm participating in Google Ads. I'm doing digital marketing." Adam Russo: Yes, that is the case. You are serving up ads, and you are getting clicks. You're serving up impressions, and you are getting clicks, but just day in and day out, I'm serving up on average, somewhere between 200 and 500 impressions, almost always in the number one position. About 85 to 90% of the time in the number 1 position, so it does cost more money. For someone in the blinds and window coverings business or someone selling roofs or someone selling a whole house of windows, you can recoup that cost just in one good job. So, while you do have to pay a premium, it is easier for someone selling custom blind and window coverings to recoup that cost, versus if you are a pizzeria and you're selling $7 pizzas or $12 pizzas. That becomes much more difficult to recoup your ad spend. Sam Ovens: It's also more competitive, the ad space. Adam Russo: Absolutely. Sam Ovens: I remember doing it for plumbers, AdWords for plumbers and locksmiths and electricians and home remodeling back in New Zealand, and it was amazing, actually, how easy it was, just because there's a lot of work involved in the delivery side, right? Not anyone can just pop up and just start selling plumbing through Google AdWords, because you can't drop ship it. You have to go to the damn house and fix the toilet. So, you don't have a huge supply surging, like in terms of supply being the businesses coming on to provide the service. They're also not that sophisticated and aggressive with their bidding, so yeah, I found it quite ... compared to the stuff I have to do now for my company, this is like NASA space science shit compared to what I had to do back then. Back then, those campaigns got better results than my ones now. In terms of ROI, but not in terms of net volume. But ... Adam Russo: Right. Sam Ovens: Yeah, it just goes to show that in those markets, you don't have to be fancy to win. Adam Russo: That's true. It's very true. I mean, my recipe is very simplistic. It is popping up in the number one position. I'm also very big on the ad copy. A lot of us are local small businesses, and I think that really resonates with consumers if you have good reviews online and you are a local business, that is very helpful in attracting customers. So, in the ad copy itself, I put a lot of that language. My click through rate is quite high on some categories, 6%, 8%, which in talking with Google customer service, they say that the average click through rate is about 1 to 2% across all of AdWords. So, there are certain things that you can do to maximize the effectiveness of a campaign. Adam Russo: First of all, I've done it myself or the past three years. I've spent my own money. You kind of talk about how do you know if it works, you gotta spend some money to see if it works. I've done that over the past three years, and I've really refined it to a point that I'm quite happy with now and have since done it for other business owners. Sam Ovens: Nice. Then, with selling blinds on the Internet through AdWords, what is the number one thing people care about when they're looking at blinds? Adam Russo: Our market is different. We are custom window coverings, and it is done for you. We come to the house, we take the measurements, we install the blinds, you get a lifetime warranty. It is very much done for you, which is different than online DIY customers who are taking the measurements themselves, getting the product shipped to them, and then they are installing the products themselves. So, done for you, versus DIY is a big differentiator. Adam Russo: I think customers ... It's like painting. You can paint a room. You can go to the store and get a gallon of paint and a roller and tape some stuff off, and paint your own room, and anyone can do that. But for a certain amount of the population, they want to just have the painting done for them, and they're happy to hire someone to do that. So, that's where we come in. We have a very phenomenal brand, and a really good image, and products, our manufacturers of our products are pretty much 10 out of 10. The quality of the products is quite high. Sam Ovens: Got it. Then, what are you actually offering to these home service businesses as your consulting offer? Like, what are you saying is included in that? Adam Russo: Okay, so I basically just tell them that I'm gonna build for you a campaign that mimics my own, almost identically. All of us, because we're local owners, we are what's called a zip code based franchise, so what we technically own are zip codes. We can only do business within our zip codes, and we cannot do business outside of our zip codes. So, when I build the campaign, I say, look, I'm gonna build your campaign just like mine. The only difference is we're gonna build the geographic barriers to reflect the zip codes that you own. And the method that we're gonna use is we're gonna fight very hard for the number one position, and we're not gonna give it up. We're gonna drive traffic to your site. We're gonna build call extensions so people can call you either immediately, or they can go online and fill out in-home consultation requests where people say I'm looking for an estimate. The combination of getting phone calls and getting in-home consultation requests, people are filling up their schedules, and they're very busy. In that sense, they're pleased with the results. Sam Ovens: Got it. Then, how much are you charging for it? Adam Russo: I've pretty much been doing sales calls and building the campaigns in one shot. Either right then and there I'll have a sales call, which typically takes about 30 to 45 minutes, and then I build the campaign, which takes about an hour and a half to two hours and I charge $1500. After the campaign is built, I do three follow-up phone calls. I do a follow-up phone cal on week one, week three, and week five. Then, after that point, through doing the follow-up phone calls and doing screen shares with the people to see how it's performing in their area, making little tweaks here and there, after three follow-up, they're good. They're done, they're off and running, and I've pretty much taught them what I know, then nothing beyond that. Sam Ovens: Okay, so you actually teach them how to do it. You set it up for them initially, so that's kind of a done-for-you service. Then, you provide some coaching where you teach them, and then you let them just run with it on their own. Adam Russo: Correct. Sam Ovens: Got it. Yeah, that's interesting, 'cause that's different than the whole agency approach. I guess for something this simple, you don't need it to be fully managed. Adam Russo: Right. I think there's many ways to skin ac at. There's different ways to approach things. I certainly could position it as I'm gonna build this for you and I'm gonna manage it for you, and then charge a monthly maintenance fee. I chose not to do that, mainly because the people that I'm working with are business owners like myself, and truly, once I get the campaign implemented, there's not much management that needs to happen. So, I've been happy at least, you know, that may change. 'Cause right now where I'm at is 60 days in, and just building as many campaigns as I can get my hands on. But that may progress into something a bit more well-rounded to where we are actually managing a full digital offering, the scope of work is much different. Then, perhaps, you could charge a monthly maintenance fee of $300 or $500 per client. Sam Ovens: Got it. Then, your pricing, what is that? Adam Russo: So, $1500, I basically just pulled out of thin air. I didn't know where to start. You have made a recommendation of around $2000. I thought for what I was doing, so basically, if it takes me about two hours, two and a half hours to sell and build a campaign, and then do three follow-up phone calls, which typically take about 20 to 30 minutes, for that scope of work, to charge $1500 seemed like a lot of money. I did not think people were gonna go for it. To date, I've only had one person object to the price, which means the other 19 or 20 people were okay with the price, which tells me that my prices are too low, and I need to raise the prices. But basically, for my industry, and I would encourage other people to think about how they could structure their pricing such that the client can recoup the initial investment off one good sale or one good client. So, in the blinds and window covering world, if someone gets a whole house of blinds, they can recoup a $1500 investment, makes it very simple for them to get onboard with it and say "Yes" very easily. Sam Ovens: Got it. Nice. Then, how's that been going so far with your clients? Adam Russo: It's been going very, very well. Right now I'm backlogged. I get emails and phone calls pretty much every single day, either on Facebook Messenger or on my email, basically, requesting that I build campaigns for them. Right now I have a little bit of a backlog. I'm building campaigns every night this week, then I have every night next week booked. Right now, I'm booking out three or four weeks, so booking into November and beyond. So, it's going pretty well. Sam Ovens: Nice. What does the future look like for you? Like, what's your plan one year, two years, three years from now? Adam Russo: So, I definitely love what it is that I'm doing in that I'm helping small businesses grow their business, because I'm not that much further down the path than they are. I've had my business for six years, and so I'm working with a lot of people who have been in business for three or four years, or perhaps four or five years. But then I do work with people who are much larger than me, guys who've been in the business for 10 or 15 years who do 4 or $500,000 a month, which in terms of our organization, that is a big number for sales volume. Adam Russo: So, I think what I'm doing right now, I like it quite a bit, but I can't replicate what I'm doing. I'm limited to my number of hours and how many campaigns that I can build. I think if I were to step away from the business, my main business full-time and just focus on the consulting, I could easily build three campaigns a day. Perhaps, four campaigns a day, but then beyond that it would be a matter of hiring people. So, I'm very much drawn to the idea of building a course and putting it all together in a packaged course, then selling that product, which I'm in the process of doing. Sam Ovens: Nice, cool. And what would you say has been the most transformative part of going through the Consulting Accelerator program? Adam Russo: Oh my goodness, I think it's really just ... A lot of people know that there is opportunity out there, and they know that they could and should be doing something to help people within their niche, but really connecting the dots and seeing it laid out, almost in a blueprint format is very inspiring and takes the intimidation factor out of it. I would encourage everyone to go through Sam's training just like he recommends, do the work very thoughtful and methodical. If you need to go back and re-watch things, that's totally acceptable and, in fact, preferred. Adam Russo: For me, it's just knowing that A, other people have done it, as well, and have done it successfully, very successfully. B, seeing that there is a sequence or a strategy to that and just going at your own pace to make sure that you're doing each one of those steps everything will come to fruition on the back end. Sam Ovens: Got it. What would your number one piece of advice be for other members going through the program? Adam Russo: My number one piece of advice would be this, do not compare yourself to other people, because where you are in your journey is vastly different from where other people are in their journey. I was very fortunate to have a lot of experience in the Google AdWords arena, so that helped me get to where I'm at right now, getting 20 clients within 2 months might sound just absolutely crazy for some people, but you shouldn't be comparing your chapter one to someone else's chapter 15 or 20. Just like where I'm at right now, I don't compare myself to where Sam is, because it's just, we're on two different journeys. You only need to compare yourself just to yourself. Just you need to do your best, you need to do the work. Your transformation and your journey will be very unique to yourself. It does you no good to look at ... A lot of the comments, people talking about ringing the bell and, "Oh, I did this amount of revenue this month." Sometimes that can seem just so far away, so distant, and it might be, but it might be closer than you think. Adam Russo: So, I don't want you to get intimidated, or perhaps, disheartened, if you're not ringing the bell, or if you're not getting clients. I think the most successful people in business have failed their way to the top. They have failed, and they failed, and they have failed, and they kept failing forward. So, my biggest piece of advice would just be go at your own pace, be passionate, truly love what it is that you're gonna be doing, and you will find your success. Sam Ovens: Awesome. That's good advice. Well, thanks for jumping on and sharing your story with me. If people wanna learn more about what you do, how can they find you? Adam Russo: You can shoot me a message on Facebook. Right now I am building my course, which is gonna be called the 900K Blueprint, and that should be launching next year. Sam Ovens: Awesome. Well, thanks a lot. We'll speak soon. Adam Russo: All right, Sam. Thanks, bye. Sam Ovens: See ya.