From Struggle to Seven Figures Building Recurring Revenue Systems with Andy Audate

In the fast-paced world of high-ticket sales, capturing leads and converting them into loyal customers is an art form. Enter Andy Audate, a marketing maestro who has helped over 9,500 entrepreneurs generate more than $20 million in revenue. In this episode of Business Chop, Andy shares his proven strategies for scaling businesses and maximizing profits through webinars and recurring revenue models.

Webinar Genius: The MWSBO Framework

Discover Andy's fool-proof webinar structure that converts viewers into buyers:

• Message: Hook your audience from the start
• Why: Share your motivation and purpose
• Story: Connect through personal experiences
• Business: Showcase your expertise
• Offer: Present your product or service

Learn how to implement this 90-minute formula for maximum impact and sales.

Scaling with Smart Systems

Andy reveals the SORS system that propelled his company, Progretta, to seven-figure success:

• Sell: Attract and convert leads
• Onboard: Seamlessly integrate new customers
• Retain: Build long-term relationships
• Scale: Leverage virtual assistants for growth

The High-Ticket Mindset Shift

Uncover the psychological barriers holding entrepreneurs back from charging premium prices. 

Ready to elevate your business and attract high-paying clients? Visit progreda.com/blueprint and direct message Andy with the word "scale" to receive a personalized blueprint for scaling your business today.

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Transcript

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• 00:00:00
• Welcome to the Business Chop, where challenges, success, rewards, and solutions to entrepreneurship collide. Let's chop it up. Welcome back to the Business Chop, where we cut through the noise and get straight to the strategies to fuel real business growth. I'm your host, Audrey Wiggins, and today we're talking high ticket hustle, recurring revenue, and webinar wins. And here's my guest, Andy. Andy, take it away.
• 00:00:30
• I'm so excited to be here. My name is is Andy Audate, and I've helped over 9,500 entrepreneurs in marketing and selling. We teach a specific framework on how to capture lead to nurture those relationships and close more deals. Specifically, the way that we do that is through traffic and webinars rather than doing one on one calls. On this podcast, you're going to learn how you can actually maximize your time by doing webinars where you bring a group of people who are interested in your product or service and give them an opportunity to buy your product or service. Or on a live zoom call, streamlining your entire sales and marketing.
• 00:01:03
• All right, and Andy's platform is the entrepreneurs that help them generate over $20 million in revenue. If you've ever felt stuck trying to scale or unsure how to price your expertise, this episode is your roadmap.
• 00:01:19
• Someone, let's get to it.
• 00:01:20
• All right, we're gonna do just that. Andy, on the other side of this message, knock out your competition with All Together Marketing. We elevate your brand. Take a stance with your business name, logo, the tagline, your colors, even the fonts for your business. And then jab left with your website. Jab right with core values, back up with product experience and bring it on with you. Visit AllTogether Biz and let us help you create a a knockout brand. All right, Andy, we're ready. Are you ready?
• 00:01:58
• I'm ready.
• 00:01:59
• Okay, let me pop the first question to you. All right, so we already talked about part of this. With over $20 million generated through campaigns you've guided, what's the number one marketing misstep small businesses make when trying to sell high ticket services?
• 00:02:17
• Failing to capture leads. That's the number one mistake where you fail to capture leads, the name, email, and phone number of your potential customer. Such as? Like when you go on Facebook and Instagram, you see a high ticket coach or business owner who's marketing their products or services and they're posting amazing content, but they don't have a process to capture the name, email, phone number. Therefore, they're dependent on Facebook showing that coach or business owner again. And when Facebook doesn't, it impacts their business's revenue. But if you capture their name, email, phone number, it allows you to follow up, send emails and text messages and make phone calls to turn that potential person, that potential customer into an actual paying customer.
• 00:02:55
• Oh yes, and that's what we call the fortunes and the follow up. Thanks, Andy. All right, webinars, we talked about this off camera a little bit. Webinars are a major part of your success model. So what are the must have components of a webinar that actually converts?
• 00:03:13
• There's a framework that I follow. It starts, it's called MWSBO and Message where you share your message and then you show your why. This is the actual framework of the presentation. So if you are looking to generate sales opportunities, many times people go straight into a story at the start of the webinar and what happens is people start to get drained out and they're like, hey, you know what, I'm going to leave the webinar. But rather here's what you do. You send, you submit a message, share the message, which is just a one liner hook at the beginning of the presentation to draw the audience in. Then you share why you're doing this webinar and why you do what you do. Then you're going to share what your story is, a little tidbit about your journey, then you're going to share your business. Then you make your offer. So it starts with message why story business offering. You do that in about 90 minutes and when you do that successfully in 90 minutes, you'll have a good portion of the audience turning into customers.
• 00:04:06
• Wow, that's fantastic. All right folks, we're on to the next one. Okay, so you've got a company called Progretta. Now how has, okay, Progretta has reached a seven figure run mate or run rate I should say. What key decisions help you scale your SaaS offer as a service business effectively and what would you do differently?
• 00:04:36
• At the time of this recording we actually passed the seven figure mark. Actually one of the, there's an award behind me, this is the, the seven figure award for doing over a million bucks. So we passed the seven figures last year and but however, what has supported us tremendously is this framework that we follow internally. We just sell, we sell to the customer, then we onboard the customer and then we have system retain the customer and then we scale with virtual assistants from outside United States who can manage the customer and give the customer, bring the customer to success. So we call that source Sell, onboard, retain and then Scale the customers that we have.
• 00:05:16
• Awesome. A quick sidebar because you, you talking about virtual assistants, you know, our support systems, you know, like that. And some people don't have a clear understanding or might be afraid to do it. And the fear, I think comes out of just not knowing. Can you give us like a quick tidbit of that? I know that's not really, you know, part of this whole interview, but I think that's kind of important too.
• 00:05:38
• That's a great question. So in 2019, I learned about the idea of hiring international overseas. And my first business was they're all domestic employees. So my first business was actually T Mobile. I'm the youngest T Mobile franchise owner and at 19 years old, I opened up my first franchise and my second and my third, my fourth. So I grew with, with, with in the cell phone industry. But this was an OTP business. And OTP business is one time payment, where the structure of the business was one time. So I would get a cell phone charge, I get it for like 600 bucks, sell it for 900 bucks, and I make 300 in profit. That's typically how the business model works. And then many business owners in the cell phone industry don't understand the value of recurring revenue. I know I didn't at the time. Yeah. And so we were like, hey, I get 300 bucks. All T mobile is getting paid 75 bucks a month for the next four or five years on the acquisition that we did on the customer that we did. But we're excited on that, on that 300. So that was the OTP business. And I remember being taught like you get residuals and your residuals is when two years from now, the customer comes back and will buy another phone from you. And because you sold the first one, they're more likely to come back to you because you sold it. So you get 300 in profit now and then in like two years, you get another 300 in profit. And that's, that's kind of the strategy. But T mobile is getting 75 bucks a month or 110 bucks a month every single month for years to come. And many franchise owners don't get a piece of that. So I want to transition to monthly recurring revenue. And when I transitioned to monthly recurring revenue, I wanted to sustainably do this and give value to our customers. And I learned about that. You can hire overseas, where the people overseas have a different culture. They're very caring, very nurturing, which is great for customer service. So when I call, for example, Chase bank and I'M talking to somebody. That's how I learned about this. I'm talking to somebody in the Philippines, I'm calling my bank, that's in the United States, but I'm talking to someone in the Philippines and I'm like, man, you're so nice. Can you just tell like where are you looking? Because I hear a slight accident. Oh, I'm in the Philippines. Did I go start doing Google search and online search to understand you can actually hire people in the Philippines who will take care of your customers or Africa or, or Pakistan or India, but they'll take care of your customers, support your customers, build a relationship with your customers because their culture is naturally nurturing in America. Our cost, our culture is very hustle driven. Make make decisions fast, very fast paced. So to give the experience that I want to my customers like these Fortune 500 customer companies do, I started to hire where they hire and offer their customer service. And so you can hire overseas and then the overseas people will take care of your customers. And what's cool about it is financially in the United States there's a high rate to pay. So for example, you may pay someone 30 an hour to do a customer service role, but in the Philippines you may pay $6 an hour, $7 an hour to do a customer service role. And many times they do it better than the person who's doing it for $30 an hour. And so it allows you to scale your business much faster. So culture and finances, all of that makes sense to hire overseas.
• 00:08:49
• Awesome. Thanks for them. Thanks for that filling in that sidebar for us. Okay, next question. How do you guide small business owners in building consistent monthly or annual recurring revenue? You talked about this when you talked about T Mobile and the franchise thing, especially when they're starting from scratch.
• 00:09:08
• So a small business owner needs to understand the different type of business because many small business owners understand the OTP business model. One time payment. They own retail stores, they own clothing shops, they own nail salons, they own barbershops. All these types of businesses are all OTP businesses where you only get paid when you do a service for that person. I found when I studied the ultra wealthy, many of them strategically have a business that has monthly recurring revenue where they're getting paid monthly for something. They may sell something one time, but they get paid monthly for the usage or the or the continued experience. And the value of that for you is if you can build that over time, that monthly recurring revenue month, you start off, let's say at 100 bucks a month, month, two you get to 300 bucks a month, 500 bucks a month, and then you continue to grow all the way to get to 10,000, 50,000, $100,000 a month, which is where most businesses can really start experiencing freedom. Now the way I strategically share that with small business owners is I help coaches, online coaches, as well as marketing agency owners implement our SORS system on how to sell to customers. Now we sell one to many on webinars, how to onboard those customers and then how to retain those customers in their business and then how to scale with the virtual assistants. So the first way to get the customers in is going to be through the webinars and then the way to onboard those customers is going to be through zoom calls. To retain those customers is where your virtual assistant manages the relationship with your organization and the customer for the stuff that they purchased.
• 00:10:42
• Awesome. Thank you. Organization seems to be at the heart of Progretta's blueprint. What systems or habits do you recommend to help entrepreneurs stay focused and attract clients?
• 00:10:55
• Well, there's two things. So organization from a market standpoint is primarily what Progretta does very well. But the question is around staying focused. So as far as organizing your customer inside of progress Technology, P R O G R E D A Progress stands for progress daily. We just match those two words together and created our software. And the objective of most business owners is just to get better every single day. Like I just want to progress every single day. That extra 1% better today, that extra 2% better today. If you can do that consistently three, four, five years from now, you have a whole different business. So that's why that's what we're going to stand for. Now organize your business inside of Forgetta Technology. You want to streamline the process as to how a lead, a lead just stands for the name, email and phone number of your potential customer. How the contact information of a customer turns into an actual paying customer. If you can streamline that process and you know for certain that every time that you capture someone's name, email, phone number, you have a process of sending a certain amount of emails, send them a text message, send them on phone calls, you can then transition them into paying customers.
• 00:12:01
• Now, for a small business to get organized and stay focused, you need to determine your long term vision, your ltv, your long term vision. If you could determine your long term vision and commit to that, then you want to reverse engineer. You want to reverse engineer. So let's say that you create a five year vision. You want to reverse engineer, meaning work backwards of what you need to complete by, by year four to hit your five year vision. So let's say that I'm building a $10 million business and I want that in five years. Where do you need to be in five, in four years to be on track? Where do you need to be in three years, two years, one year? Now, now that you're clear on your year, where you need it to be every single year, then your first year, which is going to be now your next 12 months, is work backwards on where you need to be every single quarter. And once you understand every single quarter, you're going to have a meeting called a level 10 meeting. A level 10 meeting happens weekly, which happens 13 times a quarter every single week for 13, for 13 weeks to be on track of where you want to be by the end of the quarter. And you're shifting every single week in your business to hit the quarterly target. You don't change the quarterly target. It never changes because you've already determined your long term vision to be on track for your long term. Most entrepreneurs will have, especially when they start their business. What happens is they're like, hey, you know what? I was on track to do something else, but AI sounds cool, you know, oh, oh, you know what? This, this business sounds cool. And they're changing their long term vision and they're starting new every single quarter. And then guess what happens? Two years goes by, three years goes by, four years goes by, five years goes by, and then they miss out and they look back five years and they're like, you know, I've been an entrepreneur for five years but never got anywhere. And it's because they never focused on that one thing that they determined five years ago.
• 00:13:46
• Guilty. Oh my goodness, am I guilty. That goes back to that little adage about saying no, you know, to, or saying yes to one thing, you're saying no to something else and we get caught up. That's all those shiny things coming in our path. Wow, that was, that was awesome, Andy. Okay. So many entrepreneurs under price themselves. This is a good area. I think we need to talk about what mindset shifts or strategies help them confidently transition into that high ticket offer mindset.
• 00:14:16
• First of all, you got to understand your relationship with money. What is your relationship with money in the first place? If you have a relationship with money that maybe your childhood, it was like a money scarcity in your family. I know that that was what, what took place for me. There was, in my childhood, there was a money scarcity, didn't have enough money to pay the bills, didn't have enough money for the right cars, didn't have enough money for the oil, for the heater in the house, all those things, especially during the winter. So my relationship with money was, it was always scarce. There's a limit on money and we don't deserve it. Then to change my relationship with money, I got around wealthy people. That's the first step. You want to change your environment, change your environment to be around the top level entrepreneurs. So I'll share with you an example. I have a rich mentor and a poor mentor. My poor mentor is a family member who guided me since I was young. And the results, the fruit of his labor, came down to being poor. And my rich mentor is someone who is very wealthy. Million dollar, multi million dollar house, millions of dollars of car in the driveway, marriage, the whole nine yards. Living a beautiful life. I, I remember spending time, this was almost 10 years ago. I remember spending time with my rich mentor. My rich mentor says, andy, you need to hire somebody to do your laundry. And I said, all right, I'll do what you say. And at the time, whatever, whatever the income was, it was nowhere near what it is today. And I remember saying to him, but I know my family's going to have a ball with this if I hire people. But my rich mentor was like, hire somebody to do your laundry. Ironically, I went to spend time with my poor mentor like a week or two after. And my poor mentor says, how's finances? I said, finances are great. I'm going to tell you, man. My rich mentor told me to go ahead and hire a maid to clean my house and someone to clean my laundry and someone to wash my car. Hire three people. And mind you, I'm in my early 20s at this time. And he's like, you're young, you're single, you live in an apartment. You need to be doing those things. And he's like, look at me. I don't, I don't hire people to clean my laundry. I don't hire people to clean my car. I don't hire people to. I do, I take all the trash. I do everything myself. And I said, okay. I went back to my apartment and I had a decision to make. Do I hire somebody? I ended up hiring somebody. Listen to my rich mentor. While I'm working with my rich mentor at this time, my business is, I'm a high tech coach. And specifically at that time, I was selling an online course on how to speak on stages. I had traveled around with motivational speakers like Les Brown. I was filling up events for some of these big name speakers. That was my business at the time. And I was teaching people on how to speak on stages. Then I was on a sales call with somebody and we were selling our high ticket course. And I remember asking the client, Visa, MasterCard, American Express or Discover. And the client's like, visa, charge me right now, I don't want to wait. Ding me for the 10 grand. I said, okay, I dinged for the 10 grand. And I remember looking back and the cleaner, I had a heads like this. So the cleaner didn't hear my my call. And the cleaner that I'm paying, I don't know, 120 bucks at the time to is cleaning my house, doing my laundry. And I'm like, no wonder my rich mentor is rich. Because this was a day that my poor mentor says, you need to be cleaning. This would have been the time I would have been cleaning. So I paid $120 to have the time freedom to take a $10,000 payment. And that happened consistently over my career. Where even my house today, there's people today my home, there's people coming in to do different things like to put up these awards here. I hire people for that right to clean the car in any given day. On a Saturday, for example, I have the groomer who takes care of my dog in front of the house. I'll have the cleaner cleaning the garage. I'll have the laundry person clean the laundry and the person who's managing, essentially the house manager who's taking care of all of these people and all of these processes. Inside of my home in any given day, there's four or five people walking in and out to do their job. That is the difference between a low ticket person and a high ticket person who's creating results. You delegate. And it all starts with your relationship with money. So if you can change your relationship with money, it's easy for you to say, you know what, my hour is worth $5,000, or to work with me for a day. If you want to spend a day with me and have dinner with me, it's $10,000. I remember my first $10,000 VIP day where I charge a client 10 grand to come spend time with me. The first time I did that, I said to myself, my time is valuable. And I said, Mr. Customer, Visa, MasterCard, American Express, or Discover to get started. He said, dim me for the 10 grand VIP day secured, he flew flies to Las Vegas. I spend only 8 hours with him, plus a dinner and it's cost 10 grand. And his return on investment was more than 3x on top of that. Most people don't make 10 grand in a month. But it's your relationship with money so that's, that's the first thing that you got to change.
• 00:18:55
• Well, let's close it out with this or near clause or anyway anywhere. Can you share a memorable transformation from one of the 9,500 plus entrepreneurs you've used, who's used your system and you know, someone who went from, from struggle to significant success?
• 00:19:14
• Well, I have, we have clients all over the world. We have clients in United Kingdom. I was just in London doing a speaking event with about 75 potential customers of ours. So we have clients all over the, all over the globe. And there's one that hits home because this coach, this is an online coach. I work in a co working space. So I work at home and I work in a co working space. And the co working space has different entrepreneurs from different walks of life all in the same building. It's called wework all different, you know, companies. And I remember meeting this one lady, she was pregnant. Like I'm talking about ready to pop. I'm talking about ready to pop. This was a couple years ago, ready to pop. And I, I remember seeing her, she was on her phone, she was doing a bunch of phone calls and I could see that she's hustling. I'm like, hey, you know, kind of like what do you do? Like like what do you do? And she's like, oh, I'm an online coach, I help people and I have online course and, and, and I'm, you know, I'm just trying to grow my business and I see that she's ready to pop. So I start asking her questions about her business and she tells me that the ways that she operates her business is through her cell phone. She has all of her contacts of her potential customers on her phone. I said, show me your website. We go to her website. There's nowhere to capture name, email and phone number.
• 00:20:21
• Oh wow.
• 00:20:22
• So there's no lead generation. So she could talk to a hundred of her potential customers and say go to my website. And if they go to their website, there's no action to take place. It's only a lot of information about what she does. But there's no process to start the sales process to buy her product. So I said to her, I think you have a great product. I forget how much revenue. I don't think she was doing six figures at the time. I said, let's just tweak a couple of things. Number one, on your Instagram, let's have people direct message you and make it simple. Meaning if people direct message you, let's say a keyword called coach. So if people go to your Instagram and say, type in the word coach to your Instagram, what's going to happen is our system is going to automatically ask for their name, email, phone number and set up a sales appointment with you. Automatically. That's the first thing. Then we changed her website to add a form to capture name, email and phone number. Then we added an email marketing campaign. And the fourth thing that we did is we added a webinar system. Just last week, she crossed over a million bucks.
• 00:21:17
• Wow.
• 00:21:18
• She crossed over a million bucks and right now she's on a 13 city national tour traveling around the country teaching people the services that she does, which is how to start their freelance makeup business. So she's on a multi city tour, she has Facebook ads running all over the country to her target audience. And it all started and she's still using our technology to this day. And it all started with that conversation that we had in 2022 when she was pregnant. Now her son is, I think three years old at this point.
• 00:21:45
• It's Audrey Wiggins, your tech diva, celebrating 18 years in business. Thank you to my amazing clients, trusted vendors and faithful cheerleaders. We've come a long way since launching All Together Marketing and it's all because of you. From marketing strategy to branded merchandise, here's how we've helped businesses shine. Graphic and web design, marketing and branding strategy, social media management, domain names and web security, online courses and coaching, video production, podcast planning and design, branded merchandise. So enjoy. 18% off graphic and web design services now through July 7th in celebration of her 18th anniversary. Wow, Andy, you didn't hold back systems, mindsets, revenue models. You gave our listeners the whole blueprint. What are your closing thoughts? How can we get in touch with you or find no progretta? Where do we go from here?
• 00:22:36
• Find me on social media. Andy Audate and DM me the word scale. So , A n D Y, a U D, a T, E and direct message me the word scale if you're interested in scaling your business. And I'll send you a blueprint on how you can start scaling your business today.
• 00:22:50
• Awesome. That's it for today. Business shop, subscribe, share and meet us back here for more. No fluff conversations that move your business forward. Let's keep grinding, keep growing and stay sharp. Thanks, Andy.
• 00:23:02
• Thank you, Audrey.