Leon Brown Crosses $100k a month...and then takes a 4 month vacation!

Customer Name: Leon Brown
Location: Atlanta, GA
Story:

Leon Brown, one of the original members of the 30 Day Agency community, has blown through the $10k t-shirt to the $50k award, and now on to the $100k award for his agency. Leon talks about his journey to get there, as well as how automating elements of his agency and finding the right partner has enabled him to take a 4-month break from his agency while continuing to earn the same amount of money!

Transcription

James:
All right. Let's see. Okay. Hey, what's up, everybody is James Cluster from get clients.com and I have an awesome interview for you today. I am here with Leon Brown who is not only an events marketing mastermind, but he's also an e com marketing mastermind. And uh, of course a Dan Henry student who's done very well. So Leon has graciously, um, offered to come and talk to us a little bit today. He's going to answer a few questions about his business. Leon, how are you doing?

Leon:
I'm doing great. I'm doing great. It's great to see you in real life. Well, not in real life virtual, but we haven't spoken to Noah a great to be here.

James:
It has, it's been awhile. Yeah. Leon Leon and I have, uh, we've had the great fortune of knowing each other through the group and it's, we're going to add con. Um, and uh, yeah, we've formed a pretty good relationship even though we're on opposite sides of the country, but that's partially what's fun about doing this is like having all these kind of like coworkers that all over the place.

Leon:
I know, right, exactly.

James:
It's good stuff. So, so Leon, can you just give us a little, I know we've done an interview with you before, but can you give us a little bit of a background, like where you were at before you joined Dan's course, um, kind of where you took that to and then like now where you know, where you're at now.

Leon:
Got You. So like previously mentioned in the interview with Diane before, um, before then we're just minding our own business. Oh, we're just minding our own business, throwing events, getting great results. And then dance course popped up in my feed and I was like, okay, who is, who is this guy? You know, of course. And of course, because we're in the Internet marketing space, you see a ton of ads pop up in your feed. But, um, saw him pop up with a webinar before, Kinda like, okay, ignore that first one. But that came back and saw him again and signed up for the Webinar. So that's how we got introduced into the whole world of Dan. And then, um, then of course under webinar he wasn't doing curious students and was like, hey, post the t if you get right now and talk about um, results in real time, you're like, oh, people are responding to this, this, there might be something here.

Leon:
So we ended up signing up for dance scores, did the whole curious students stuff. Um, and you and I were in the, like the early naming of the group, um, from back then, now it's get clients.com. Um, so we just said, hey my, me and my partner at the time going were like, okay, well let's see if this works. Let's take this seriously. Did the curious student thing. Got a lot of people interested. But then what really happened is, was we just got more aggressive. We started saying, we started seeing friends doing their ads and we're like, you don't know what you do it. Um, we've been doing ads for a long time, but we did it, did it. Think of it as an agency did I think to do as an agency. So we are doing ads before for ourselves getting great results. For our own projects. And Gamal had a background with running ads for affiliate offers from before, but when we saw dance stuff, we're like, hey, we could turn this into an agency. And then we saw friends running their ads and we're like, this is, this is crap.

James:
Oh look, let us run your ads for you because you don't know what

Leon:
there you're doing. And of course usually there's the ego thing like, oh, I know ads, I know how to click boost post, stuff like that. Or like, um, it's way more than that. So, you know, people would ask you questions back and forth, like, what do you think about this? Should I use engagement? Should I use traffic? And we're like, do, don't ask me any more questions until you just let us run your ads. And we did that for quite a few friends. We just showed up and said, let's do it for you. So that was our own way of like, we already had relationships, we connected with our friend and said, let's do it for you events. And then one, one case study, so to speak, rolled into the next and a case study led into doing some cheap work led, enter essence, Steve Harvey, all of that kind of stuff. So, you know, we grew pretty quickly. Um, and then the last time we spoke to Dan, we were pretty much at that 50 k level where the combination of the agency stuff and partnering with events and doing ads for them and you know, making money that way. So

James:
that's, that's where we've been, you know, that's, that's a quick story. Yeah, that's a very quick story. It's funny how you still like three years down into two minutes, you get a little bit better at it. I'm still not great at it. You guys are the camera people, you know, I don't know about that. I think you're, I think you're awesome. So, okay, so, so you see Dan's ad, you guys have been running ads for events. You do not have an agency at that point though, right? You're not just doing it for yourself. So you jump in, you decide, you know, Dan looks like he knows what he's talking about. I posted the curious student, it's working, I'm getting people interested. And you, you guys are off to the races. I don't remember. How quickly did you and Gamal get to the 10 k mark from the time you joined?

Leon:
I want to say within three months. Maybe three months. Yeah, because what we were doing was we saw Gamal was part of flashpoint, which is which color again and incubators. So while we were doing dance stuff, we're like, okay, who do we want to niche to? So we're spending time interviewing people, finding out who do we want to niche to. And then of course doing the, of course in the course you're like, okay, the easiest people to work with are dentists, chiropractors, or whatever. So we're just doing a hodgepodge of everything. And then of course we had the event clients. So it took us a little bit of time to say, okay, who do we want to work with and filter out all of those people. So by the time we got to about month three, we're like, okay, we got a good segment of people who want to work with.

Leon:
We know we don't want to do to den this thing. We know we don't want to do the chiropractic thing less focused on these people at the time. And I think we had restaurant, we had definitely had a bunch of event clients and probably a couple other mixed in there, you know. And so we learned who we didn't want to work with and it still took us more time to learn who we did definitely did not want to work with. Probably took us a year and a half even sometimes now we run into people that sound good and in we're like, oh yeah, we don't want to work with

James:
no,

Leon:
that niche, we're done, we're done. We're done there. So yeah. Yeah.

James:
Cool. And so now, so you guys are doing, you're still doing a lot of events, but you're also doing, are you also doing e-comm, is that like one of your main niches now that you, that you work with?

Leon:
So we do events, but it's primarily with people that were with us from the jump, you know, so we don't, we don't position ourselves as econ events anymore. We focus heavily on, um, ecommerce right now. Um, the other people that are there, a few other people in the mix, like in fitness and some coaches, which the coaching thing is actually looking pretty excited. And so I kind of use your model in terms of pricing and I might have Pretty Dope, um, coaching client to work with. I might say I might even be next year at this time, I might be like, Hey, I'm just working with coaches, but right now we have clients that have been with us from before in different niches and we're heavily focused on e-commerce as, or we run ads for ecommerce clients because he commerce has been fun and successful for us. Yeah,

James:
that's awesome. And so, so did you make, um, did you stay pretty, pretty niched into events to get to the 50 k mark or were you still kind of expanding what you could do? You know, basically try and figure out like how did you go from 10 k to 50 k and were there some things that made it easier for you to do that? Um, you know, as, as just as far as the way you guys were running things, right? So ecommerce

Leon:
hub to get us to that point. Okay. Um, and then what w what ends up happening is because we've, we're kind of unique because we had relationships before. Right? You know, so it wasn't, it wasn't a thing where we had to do a whole bunch of cold calling and cold emailing, you know, Rodney videos and all of these things that we know about. Um, because we had relationships and then one killing it in one relationship just led to better relationships so we didn't have to go too hard. So it was primarily events. And then we were starting to switch over to, hey, ecommerce is a thing here. So a friend and a event spaces. Like I have a friend who's doing good and ecommerce, but she's trying to get to seven figures, can you help her? Oh yeah, let's try that. And she got the settlement figures in like 11 months. So it was just like, and then one referral into ecommerce is like, oh, we've done this for this person. Let's just, it just keeps going like that. So that kind of hybrid time got us to the 50 k

James:
that's awesome. So, so you guys predominantly rely on basically word of mouth and referral to, to build your agency, but that's for sure. But it seems to be working for you guys because you're delivering such great results. It's kind of hard not to get a couple of solid referrals out of what you guys are doing.

Leon:
Exactly. And then over time we got a little bit, we've gotten a little bit better with saying, Hey, if you sign on for us with us, then we'd like you to refer us the three people at the same time for a reduced fee or waving. I'm waving. Somebody mentioned waving, um, set up fees. I was like, that's brilliant. Instead of reducing your fees, you could just waive your setup fee and say it refers to people. So

James:
yeah, which is something like Dan talks about in the course. It's like trying to get those, those referrals out of the gate. You know, you know, I, I want you to pay me, I want you to give me a testimonial and I want you to give me referrals. Like that's how the whole package of how you can pay me. You know, it doesn't matter who you're working with. Like that's, that's how you kind of try to frame it or set it up so that you can get those. Um, because I mean, I, you know, you could do all kinds of cold outreach and paid ads and all those things and they're all valid and they're all useful. But the easiest sale is always going to be a referral. I mean it's,

Leon:
right, exactly. Cause you know, like you said, you could do all of that cold outreach, but those people are coming in skeptical. Yeah. Like, okay, who is this person that was spamming me? Can you really do what you say you're going to do? Versus, uh, hey, we have customer Mojo over here. Leon over here killing it. He made me six figures. He made me seven figures. Definitely work with them. The, the, the gates, the gates are lowered, uh, that you have to scale over, you know, there's less skepticism because that friend said, use these people. They rock. Yes,

James:
absolutely. So Leon, what would you say to somebody who might, you know, either they're just starting or maybe they've watched Dan's Webinar, but they haven't really, you know, they're skeptical, you know, or somebody bought the course, but they're kind of like, I don't know if this can happen for me. Like what would you say to that person?

Leon:
I would say one, I would say it's not done, not done. Those things like, one, it could definitely happen you, because if you look in the group there, tons of them have success stories at different levels, small markets, big markets, events, chiropractice, dentists, um, courses. So there are enough examples for you to look at answer today. There are people that have done this before. Let me just do the work, you know, because yeah, you buy the course and it says you could get to this level, but it will, you need to do the work to get there or whatever the work is for you. You need to do that then to be an example for the rest of the people in the group, you know? Um, so I would say those are two things. Follow the steps because they obviously work and there are examples where you to study daily to say, Hey, they've done it.

Leon:
She's done it. He's 50, she's 22, you know, he's black, he's white, Asian, whatever it is. Like in the u s outside of the u s like there is no excuse, just do the work and you'll get there and there'll be tough days. There'll be days when you're like, I don't know if this is gonna, this is gonna work, but then you might just change your method because if everybody's doing the same method, then do something that fits with you and that works for you, you know, to get to that point. So I mean those, hopefully that's a value.

James:
Good. Yeah, no, that, that's, that is, that is, I think, especially your last point about you find something that works for you. Um, take what's in Dan's course. Take what's in the group. And if something isn't quite fitting with like you as a person adjust it, uh, you know, or, or if you feel like everybody is going this way, you know, maybe goes just slightly over the side and see what that does because you can find a lot of, um, success with, with doing that. Um, I w I want to ask, talk about one more thing and then I'll let you go. I really appreciate your time, but you, um, you know, you, you told me and we've talked about it before, like mental health is obviously very important. Um, this, this Gig is really great. It's, uh, you're, we're all very fortunate to be able to do it. Um, sometimes it can be stressful though. And I just want to kind of talk about, can you elaborate a little bit on, you know, the last few months for you and what that's been like and also what your agency has been able to continue doing while you were, you know, having your last couple of months.

Leon:
Right. So, I mean you are now, we've talked about, um, service, service industry battles for the last maybe three years since we've known each other, right? And Yeah, because this, this is a service industry. Um, you're dealing with a lot of small business clients based, mainly typically lean small business to who you're interacting with. And a lot of these, any small business owners bring themselves with the business, um, that you have to deal with on a daily basis. So you have to deal with a lot of personalities. You have to deal with a lot of pressures. Got, you're not dealing with a corporation that has millions of dollars, so that 1500 or that 5,000 or that 10,000 that they're giving to you to help bring them success. You know, there, there a lot of them are doing it in fear. Some people are doing it, um, with ego attached because one, they felt that they could do it themselves, but they're, they're unwillingly given it to you, right?

Leon:
They're like, I can, I haven't figured it out. Let me give you this money. So there's a lot of emotion attached to the results and sometimes that weighs on you as an agency or you know, especially if you don't have your systems and processes in place or whatever. So, and then you're hustling 24, seven. So we're, we're all listening to the Gary V's and everybody hustle, hustle, hustle, don't sleep, you know, look like death, kill yourself, all of that. But that, but if you do that too long, hustling upfront, you need to do the work and hustle look for it. But if you hustle too long, it could get, it could get to you and weigh on you. So, um, and especially we're human so we have personal things going on outside of the agency. So I reached to the point where I had to like, I'm done, sir.

Leon:
Ma'Am, it's been great, but you know, peace out, good luck and then keep the people that we enjoyed working with. So even while taking, basically, most people don't really know because they're still getting results. But taking maybe the six months of this year off where the agency is running, it's still three people max. Um, but we got, you got to the point where he could choose better clients. And it was just like stepping away from all of the noise and saying, okay, what do I really want to do with my time? Who do I want to serve and who, who's worth connecting with? So, and even doing that, it's still been a six figure, um, agency being able to take that time off. But because you've built so much trust and so much value with people that's been with you for like, some people have been no that since the beginning three years that they're like, you guys are still rock stars when you come back, I'm sure you're going to kill it even more, but they get results.

Leon:
You know what I'm saying? So, yeah, yeah. You see people who are like, I want to, I want to do nine figures, eight figures, you know, post all of these screenshots. But you could live like a sustainable good life that people went to school with the for eight years to get advanced degrees by just running the agency and providing value and caring about the people that you provide value with and then take time off to care for yourself. Cause at the end of the days it's just business. So, but yeah, you could do all of that and still figuring it out and then like, okay, what am I going to do with this agency? Or what's the next adventure, you know? So

James:
that's awesome. That's where we're at right now. That's awesome. Well Leanne, I, I mean I'm always impressed by what you are doing and what you and Gamal do and, and I appreciate you, you know, giving people a little update on where you're at. And I think it's really important to hear what you just said too, that you know, if you do the hustling upfront and you focus on good clients, you focus on relationships that you want to build. And then also some systems putting systems in place where things, you know, start working and maybe you're a little less hands on with everything. You know, you could get to the point where you, you haven't had to do as much work in your agency for the last, you know, half of the year. Basically. It's still cranking out results for clients. It's still making you money and you know, you, you had time to care for yourself, which is important.

James:
And you know, it's something that you don't even get usually in a nine to five job. Even if you're making, here's a year, like they don't want you to taking time off. They don't want you taking sick days. So the fact that fired. Yeah, exactly. So the fact that you can do that is I think is really incredible. Um, and making such a good living doing it. So thank you so much for doing this interview. I really appreciate it. And uh, I know that everybody watching does too, so, uh, keep, uh, keep, keep hustling and keep up. Keep working about it and your politics, that's a little less, uh, both. Great,

Leon:
great. Always good catching up with you, James. Thanks.

James:
Thank you, Leanna. All right, everybody. So definitely if you've watched the Webinar and you haven't signed up, I mean, I don't know what more you need than an interview with a guy making $50,000 a month plus in his agency and not even having to do much work the last couple of months. Like that's pretty incredible. So, um, all right, everybody take care and we'll see you soon.