In this Agency Success Interview, I talk with Daniel Veiga from The Driving Force about his background and motivation to become an entrepreneur. His story has a lot of ups and downs—but he overcame the odds and was able to grow an agency from $12,000 monthly to over $100,000. Now he’s on track to be a 7 Figure Agency in 2020. Listen to this episode as we unpack his agency model and what’s brought him success.

Outline of This Episode

  • [2:20] Daniel’s background
  • [17:13] Going all-in on Facebook ads
  • [26:26] Transition into his agency model
  • [28:13] The package they offer clients
  • [33:57] How they landed their first 5 clients
  • [38:30] Danny’s referral strategy
  • [44:25] Fulfillment model for client work

The driving factor for Danny Veiga

Between the ages of 16 and 22, Daniel went through 22 different jobs and dropped out of 4 different colleges before he completed a program to be a cop. But he worked 80 hours weeks and was lucky if he broke between $50,000-$60,000 a year. He and his wife decided to take a leap of faith and left Orlando to head to San Diego to be near her brother who was about to deploy to Afghanistan.

He wanted to be able to work from home and make enough to support his family. He cycled through a customer service job and became a web developer (pre WordPress) doing white label work for small agencies. He was doing prospecting on Craigslist and ended up landing a full-time job making around $5,000 a month on top of client work he was doing.

Sadly, Danny’s brother-in-law was killed in action while he was deployed. Soon after, Danny lost his job. He and his wife were about to have another child and couldn’t stay in San Diego. So they went to Texas to be close to her sister-in-law and ended up landing in McAllen. After the turmoil they endured, Danny dove back into his work and tried to find any client he could. He started making over $10,000 a month and finally believed his dream of working for himself could work.

Going all-in on Facebook ads

Danny did white label work for 8 years and was hitting a point of complete burnout. He was constantly having to hound his clients to pay him. He decided it was time for a change—so he dropped all of his clients and went all-in on Facebook advertising. He learned how to run successful ad campaigns, and the Facebook group he was a part of took notice of his success.

People were asking him to teach them how to run ads, so he decided to launch his own course. After struggling to launch it, he modeled what others had done and started his own Facebook group. He invited people to join and reposted the course for sale in his group. It changed everything for him. In the first month, 2,000 people joined the group and he made $35,000.

The year he launched his course he did minimal advertising and retargeting—but he did $400,000 in sales. He dabbled in coaching for a while before taking some time off. After sales for his course began to slow, he decided to start an agency with a better model than before. Keep listening to hear how he made the transition and chose the chiropractor niche.

How Danny landed his first 5 clients

Danny and his business partner landed their first client because of the ClickFunnels Facebook group he was a part of. He shared some results from a campaign he had done, and a chiropractor happened to come across it and reached out to him to see if he could produce the same results for her. They got on the phone with Danny’s business partner, and half an hour later she was their first client. She just prepaid her retainer with them for all of 2020.

Danny’s partner brought over some clients from a previous partnership, takes advantage of networking, and does a lot of cold outreach and messaging. He’s also found success in leveraging the power of client referrals. He asked his current clients to send them referrals. In the beginning, clients earned $250 for each new client they referred—utilizing this tactic pushed them to making over $60,000 a month.

Now, they offer clients a free month of lead generation for every client referral, which has proven even more successful. Keep listening to find out their projections for 2020, and learn about a niche they’re looking into expanding into.

The advantage of using virtual assistants

Danny admits that the first year he was doing everything himself—the ads, the sales calls, client communication, and more. He knew he needed help. After attempting some VA’s that didn’t work, he reconnected with a VA he had used when he built his course. She was detail-oriented and he knew she would be trainable. So over the course of 7 months he taught her how to do client onboarding, run and optimize ads, and how to implement the 5 strategies they use.

They have another full-time VA that handles all of their clients and their communication on a global scale. She answers questions she receives by email or messenger and has learned to direct them to the proper VA or Danny and his partner. They have multiple other part-time VA’s who each handle 5-10 client groups by answering questions and engaging with people and answering questions on ads.

Listen to the episode to find out what they do differently to communicate with their clients (hint: it’s Facebook-related) and why it’s so effective. Danny also shares a strategy they use to re-engage past clients, the technology they use, and the top lessons he’s learned throughout his years in business.

Resources & People Mentioned

Connect with Daniel Veiga

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Unknown Speaker
This is the Seven Figure Agency podcast. Discover the strategies and techniques to grow a highly successful and profitable digital marketing agency with your host, Josh Nelson.

Josh Nelson
All right, well, Hello and welcome. Thank you for joining us on this episode of the Seven Figure Agency podcast for interviewing successful digital marketing agencies from across the country. Today, I am honored and privileged to be interviewing Daniel Veiga, from the Driving Force. Daniel, thank you so much for joining us today.

Daniel Veiga
Yeah, I appreciate you having me on, Josh. Thank you.

Josh Nelson
Oh, it’s awesome. So I know I’ve been able to kind of see you have massive growth over the last year here. But before we dive in, just kind of tell us a little bit about your agency, and where you’re at right now. Approximate monthly revenue, types of services, the high level overview,

Daniel Veiga
Right. So we have our agency we’ve had it since July of 2018. So it’s actually technically my second agency that I that I’ve built up, just spent a little bit over a year and a half now, we are focusing on the chiropractic market. So we help chiropractors grow their, you know, grow their practice. Revenue wise, we’re at, you know, that teetering point between like 75-80,000 a month recurring right now.

Josh Nelson
That’s awesome, man. So so just on the brink of seven figures, you’ve grown it extremely quick. I’m really excited to unpack how you and you guys are doing that because you guys have had great growth and momentum within your business. So kudos on that front.

Daniel Veiga
Thank you. Thank you. Yeah, yeah. So I mean, you know, looking at 12 month period, right, we haven’t hit like that 12 you know, that seven figure mark in in 12 months. Last month. You know, this is obviously January 2020. Last month, we crossed over the hundred thousand dollar mark month mark, which was my my, my personal goal was, you know, the kind of like that milestone like that next milestone. And then this month we’re pretty much on track to repeat that again, so.

Josh Nelson
Fantastic! That’s amazing. So So you’ve definitely got the the momentum you’ve got the engine purring. Tell us a little bit, you know, since you know, this is where you’re at now, I think you really you guys are just at the brink of like a whole nother level. What kind of tell us your background? How did you start the business? You said this is your second agency. Just kind of talk to us a little bit about that process.

Daniel Veiga
Yeah, so, um, growing up I was you know, I wasn’t never I was never the, the, the kid who you know, sold candy bars at school or anything like that. You know, you hear a lot of entrepreneurs, where they start selling stuff when they’re, you know, when they’re young. So I never did that. Growing up, I always had the kind of the vision of, you know, I want to be able to like live the lifestyle, you know, like, get dressed up in suits, go to fancy restaurants, be able to kind of wine and dine my wife. So, you know, just growing up, I was always envisioning that. And, you know, between the ages of 16 to 22, I had about 22 different jobs. Yeah. So, just job to job to job. You know, I went to four different colleges, I dropped out of all of them.

Finally completed, you know, a Law Enforcement Academy that I was that I attended for about 10 months. My goal was to kind of become a cop in the in the Orlando area. I lived there for like 18 years. So the last job I had, I worked for my for my sister, she had a kind of an accounting office. So we did that for a while, and I was just never happy. You know, I had already graduated law enforcement. And, you know, I just never saw myself either working, you know, 80 hours a week just to be able to make $50-60,000 especially with Overtime as a cop, I just I didn’t want to do that. And luckily, we actually had a move from Orlando. Not that we had to, but we decided to move from Orlando to California.

My wife’s my wife’s brother. She had or he asked us to move out there because he was going to do he was gonna, he was about to get deployed to Afghanistan. So this was back in 2016 when he asked us to move so during that time, you know, you know, working for my sister, and I was like, Okay, if we’re going to end up moving like, I don’t want to the last thing I want to do is go apply for like, you know, a job out there in California, San Diego, specifically where we moved to. So like, Okay, I’m going to try to find something that I could do from home, you know, I don’t care what it is, but I just want to work from home. Because at that time, I thought, you know, if I could work from home, I can work two three jobs that I can can make, you know, maybe $5,000 a month.

So I started applying for different jobs. You know, I did a lot of customer service. You know, I did a little bit of telemarketing. You know, I was horrible at it, not not any good at it. So I didn’t want to continue doing that. So I’m like, what else is it that I can do to be able to kind of, you know, support my family at the time was just me and my wife and we had two girls who are just born they were maybe like two years old.

So back in high school, kind of take a little bit step further. I had done a web design class. And it was something that I enjoyed. So the reason why that kind of came up in my mind was you know, scrolling through the internet, you see different ads coming up, right, and one of the ads that I saw was, you know, work from home doing web design and you know, kind of make, you know, make $3-5,000 a month. So that kind of stirred up some some back history of, you know, something I enjoyed in high school, which was not that long ago. Probably about five years ago at the time. So I’m like, okay, you know, let me start doing this.

And what I ended up doing was cold emailing other small design agencies, you know, just anywhere that I could find them. And the reason I did that was, you know, I sucked at sales, I did telemarketing. You know, I hated being on the phone with people. And I’m like, if I want to try to start my own business, the last thing I want to do is, is try to get my own client because I don’t have to talk to them and convince them, you know, to, to use my services. And I’m like, the easiest thing that I could do is probably speak someone else’s language. And at the time, that was a web design agency. So we started doing that.

Josh Nelson
And just telling them, hey, look, why don’t you subcontract your design stuff to me and I’ll be your your designer or one of your overflow designer type of thing.

Daniel Veiga
Right. Now, I wasn’t into design. I was more of into development. I was trying to figure out how to build a website. So I mean, I don’t even really know how to do one. But again, back in high school, I was using iframes to build a website. And I was like, you know, this is cool. It shouldn’t be that hard. And, you know, and you had mentioned earlier on the other podcasts about using Dreamweaver, and I used Dreamweaver to kind of hack my way through, you know, a site, and then how it was built specifically with like CSS and HTML.

So I did that for a couple months until I really figured out how to build the front end of a website, you know, by manually coding everything. So I started, you know, being a more of a kind of third party developer for these small agencies who didn’t have you know, the the in house person or the skill set on how to build a website. And at this time, this was probably when WordPress was coming out. So me I really didn’t understand WordPress. I was like, Why use something like that when I could just build it by hand, you know?

So You know, I started cold emailing agencies, I would send out thousands a week of just cold emails, the same email template the whole time, until they ended at least two or three different clients, you know, paying me kind of like, you know, a verbal retainer of, Hey, you know, as soon as we get a client, we’re going to send them to you, we’re going to give you 500 bucks. So by the time we moved to San Diego, I had, I had two clients. And we, you know, we ended up moving out there had two clients, and it took a while for me to, to just continue sending out emails. And so I landed my third one. At that point, I was like, I was like, I need to find something else to kind of pay a little bit more per month. We were lucky because when we lived in San Diego, we moved in with a with my brother in law, and we didn’t have to pay rent, you know, we didn’t have to pay rent. Bare I mean, bare minimum the electricity the AC really wasn’t used because the windows are open. San Diego’s a beautiful city to live in weather wise.

So but I was like you know, we have two girls and we live in a city that’s not you know cheap to live in and you know if you want to go out we want to travel you need to have money. So I started using Craigslist to kind of prospect. I didn’t just focus on San Diego as you know the place to look for jobs. I went out and I actually looked for jobs. The one that I landed was in Arizona I think was Phoenix. So the Phoenix Craigslist marketplace. At the time I was looking for a work at home job and and that’s pretty much what I got. I got contracted with a gaming agency or a gaming business that was into they were coming out with a with a game out if you’re into game but the most popular mm orgy is world of Warcraft online. It’s like a huge, massive multiplayer. So they were kind of developing something similar to that. So I worked for them for a little bit, you know, I was making $5,000 a month plus the other, you know, two or three clients that I had. So, you know, so money was good. Money was definitely a

Josh Nelson
Not a bad gig for work at home, right?

Daniel Veiga
Yeah, it wasn’t too bad. So, I mean, I was probably doing at that time, maybe, you know, $6-7,000 consistently a month. Okay.

Josh Nelson
So, so what happened? What kind of happened there? Where did Where did things end up? And how did you kind of move past that?

Daniel Veiga
Right, so, you know, we’re doing that. We lived in San Diego for about a year and a half a year into actually not even a year into into that, that gig that I got, um, it was it was maybe three to four months. That, you know, I had the I had that job because it was still a job, right? It wasn’t, you know, I wasn’t I wasn’t a service provider or a vendor to them. I was just pretty much an employee. This was 2018. So 2018, you know, brief four months into the job.

My brother in law, he ended up going out to Afghanistan where he was deployed a month into his deployment, he got killed in action. So this was this was literally on the morning of my wife’s birthday too, out of out of all days. You know, and it just, it was hard on mainly on her. And this was her two months prior to our son being born.

Josh Nelson
Wow.

Daniel Veiga
So it was like all these things like, you know, all these emotions and all these just real life experiences that we were going through. And I ended up losing that job that $5,000 job a month. So luckily, I had just enough save to last us for the next six months and it wasn’t like six months of paying rent because you know, mind you we weren’t paying for anything. It was just us. So, you know, besides all the banks and the trust, you know, trust season and all that kind of coming into play, and we we ended up having to move out about this was 2019. June. So June, July 2019 was like, okay, the banks, you know, kind of took the house away, barely had any money left.

We asked my father in law who was in Florida to fly out to San Diego to help us move out of the out of the house that we were in. And the last thing that we wanted to do is go back to Florida, you know, Florida we had just left are both of our parents because they both lived there. Both sets. And we’re like, you know, the last thing we want to do is drive all the way back cross country, possibly live with them again. So we’re like, we gotta, we gotta go find somewhere else.

Josh Nelson
Right.

Daniel Veiga
So During that time, you know, we’d watch TV shows and we’d watch I forgot the name of the show, but it was like house flippers. One of the guys he had he had his own show, I think I forgot his name. But he would always flip homes in San Antonio. So we were like, that’s where we want to go. So we were trying to do research, you know, at the last minute, at the time, the rentals were more than what we could afford. So the the the next place that we could go to that was close to there was Brownsville, Texas, which is where my sister in law lives. She had been living there for, you know, probably about 10 years at that time.

So we called her up and we were like, help us find a rental place because you know, we don’t want to just move in with you family of five. Help us find a rental place and just just find something for us to move in. So we got down there. Worst place ever that she could pick. It was just yeah, we ended up living in Brownsville for a year and a half. But just the house, it was just way too small. I think it was like 800 square feet and the washer and dryer was like, literally right next to the stove. And we just couldn’t do it. Right. So we lived with them for about a month until we found our own place. And we lived in Brownsville for about a year and a half. But it just wasn’t the right city for us. We just didn’t feel like we could stay there long term. So we would always drive out to you know where we are right now. McCalla, Texas. So we’ve been we’ve been here now for good eight years or so. pretty much been at Texas for 10 years.

So, living in Brownsville, you know, we finally found a rental home. I think it was like July or August. And I was like, Okay, this is literally the first time as a family that we’re living on our own without anyone’s help. You know, we didn’t live with family or we didn’t My parents, we didn’t live with cousins. And we had, you know, we didn’t have her brother anymore, kind of supporting us. So I was like, okay, it’s finally time for me to step up, as you know, as a man as a husband, to be able to take this and take it somewhere, you know, because last thing I want to do is go find a job in Brownsville, Texas. Yeah, I didn’t want to, I don’t want to go mow lawns or do anything else.

So I took what I knew, you know, what, what worked for me, even though it didn’t work that well, but I took what, you know, the concepts and the skills that I had learned, which was cold emailing, and just trying to take that to a whole nother level. And I was trying to find any kind of clients that I could, you know, it didn’t matter who it was. Obviously, I was targeting web design agency. So I couldn’t really be niche specific. Because, you know, I had a couple, a couple of agency clients and they would service all sorts of clients themselves. But I was like let me just try to find as many clients as I can as fast as I can, you know, I, I still didn’t cold call, I never really did that. But I just sent out tons and tons of emails.

Until finally 20 2019. September is when we crossed over the five figure month mark. So it was my first time making like, you know, just over $10,000

Josh Nelson
Wow.

Daniel Veiga
And that was the first time. You know, this was probably about a year and a half since I first started my agency in Florida, maybe about two years, that, you know, I finally had the belief that, hey, this is real, like you can actually make $10,000 a month by working you know, for yourself. And, you know, even though we had gone through horrible life experiences a couple months beforehand, you know, you know, with my, my brother in law passing away, having to move and all that stuff. It felt like a great accomplishment. Just Being able to hit that that mark. Yeah, that’s kind of where where things just started from there.

Josh Nelson
Awesome. So so you kind of made this transition you had you had some catastrophe. I will point to the new agency kind of come into play and you know, the the chiropractic focus.

Daniel Veiga
Yeah. So, you know, 2019 this was now, you know, 11 years ago, I, I had grown that agency and that was more of a web design development agency, you know, kind of really being a white label. I was a white label for like, eight years. So I did that for a while. Then I just got burnt out. I had clients I mean I was doing the best I had ever done was one month I did 22,000 but on average, I would do anywhere from 12 to 14.

But I felt like I was just hounding my clients to pay me. I didn’t have a recurring model. At that time. I thought of passive income. I didn’t have that type of passive income that I would see from, you know, from other people, just through different forums that I would would visit. Warrior Forum was a big one back in the day that I would just every day I was just, you know, just see what people are doing. Try to buy the latest course for $7.

And so, you know, so that passive income was just something I’m like, you know, yeah, that that time I was like, if I, if I had passive income, I didn’t have to work as hard. I mean, I was doing 60-80 hours a week. And it was, you know, and I was doing a lot of it myself. I outsource a lot of that to the Philippines as well, just tedious development database stuff that I couldn’t do. But still, it was a lot of work, a lot of chasing, and that’s something I didn’t want to do. You know, clients would sometimes take three months to pay a simple $2,000 invoice and it would drive me nuts. And it would make my wife You know, crazy mad.

And so I’m like, I gotta figure something out. out. So I started, this was kind of when Facebook ads started kind of popping up and being talked about on Facebook, I never really had a Facebook social media account. I built one for clients, but I never had one for myself. So I was like, let me kind of see what this is about. Maybe instead of searching forums, let me just, you know, talk to people and search out groups and whatnot.

So So I started learning Facebook ads. I ended up getting a local client, my first only an ever local client that I worked with. And it wasn’t really a client it was more of a part time job. So this was around the time that you know, my downhill of my agency started and, and speaking of down here real quick, you know, just something I want to mention I had lost before. My own approach the downhill agency came about because I One of that passive income I had lost clients twice over.

So one time was first time was when my brother in law passed away. All the clients, even the ones that I had for my agency, I lost those. And that $5,000 job. And then the second time over was when my wife went through a pancreatic attack, which really, I think at that point was the focus of me needing a passive income, you know, because I’m like, if clients are not paying me, I’ve now lost all my clients because I had to attend to my wife. And I just can’t repeat this same process again. I’m sure I can get the clients. But I don’t want to I want to be able to take time off if I need to, you know, week, two weeks, but still have money rolling in without the fear of losing clients again.

Josh Nelson
Yeah.

Daniel Veiga
So the downhill the downhill of my agency was actually the third time where I decided I’m dropping all my clients. And I’m going to try to go all in on Facebook ads. So again at the time I had a part time job was where my very first experience of using and utilizing Facebook ads it was for a local LED lighting company here in McAllen, Texas. A very interesting niche. I knew nothing about lighting, but I was hired to help them with their Google Analytics kind of you know redesigned their their ecommerce website and I think I worked for them for about a year and towards the later half of that year I’m like you know hey, if you guys really want to grow let’s let’s just use Facebook ads and see what happens. So we had great success they had a the best success were best ad campaign that we ran was a an ebook download of their catalog. And we we literally got pennies on the on the dollar as far as per cost per lead. 20 cents 30 cents a lead. So the whole goal was to get as many leads in the pipeline and then add their sales guy inhouse just reach out to them.

So that was a time that, you know, stopped my agency and I really started seeing the potential of ads of Facebook ads. So I’m like, okay, you know, this is interesting. It’s a different, it’s very different than what I did. It’s more of marketing rather than, you know, development. Again, I sucked at sales, right. But I’m like, you know, I think I could do this because I’m a very technical person. Wasn’t that difficult to launch an ad to get somewhat mild success. So I just started going after as many clients as I could. Chiropractors, mortgage brokers, you know, real estate agents. So I’d done a lot of different niches.

And, you know, I had success really, really quickly. Then I started posting my success online. And that’s where things really, really went up. So this was now about three years ago. 2016 the end of 2016 is when I started posting my my results in different groups, for example, Click Funnels. At the time they weren’t so, so hard on what you could post, they were a lot more lenient. So I started getting a following very quickly. People just started reaching out to me asking for help. I’m like, I don’t I don’t help people. I don’t even know how to help you. I just know how to do this for myself.

And then I start getting people asking for a course. Somebody, okay, this is interesting, like, you know, so a month to two months when one by people started asking me, you know, for more and more help, I’m like, Okay, let me let me try to launch a course and see where it goes. My first webinar was a complete flunk, you know, mind you, my wife had already had a pacreatic attack back in 2013 in December, and so I was like, okay, you know, I’m gonna watch this webinar. See what happens at that time. She has had to go to the hospital again. So I saw my webinar halfway through. And I was like, you know, I was like, I gotta go, just reach out to me, you know if you guys are interested in this course, and I just rushed to the hospital and came back and nothing, there’s no sales. I was like, at least hoping for one. So this was I think this was a couple days right before Christmas time.

So during this whole time of me posting results, and just see what other people are doing one thing that I noticed that all the, you know, successful people, what they’re doing is they’re building a Facebook group. So I was like, let me let me do that. Let me launch my own group. And and just see what happens, right? I’m just trying out as many different things as I could. So I did that. And that completely, really, I think changed everything for me. This was I think, the end of December, I think New Year’s Eve of 2016 is when I launched my group. So I launched it, and I repost that kind of, you know, the my course that I had for sale. And then I started getting, you know, a couple people interested, I started inviting all my friends. Then I started, you know, just trying to bring in more and more people. I ended up getting about 2000 people into the group in the first month. Wow. I did. I think that month I did $30-35,000 in sales. And I was like, wow, phenomenal.

Josh Nelson
Yeah.That’s of your course at that time, r ight?

Daniel Veiga
Right. Right. That’s, of course, I mean, the last, you know, 10 years of me being an entrepreneur, I only made past 20,000 once. I was always averaging 12,000 you know, around that time, and I’m like, wow, $30,000 in one month. I’m like, there’s something here. So for the next year, I did that I just sold my course. I push it as hard as I could. Until I really tapped what I believe was was the market. And mainly it was just my group. I didn’t really, I ran a little bit of ads. I think I maybe spent $2,000 on retargeting. But almost all my sales I did about maybe 400,000 sales gross was just from selling my course that year.

Josh Nelson
Wow.

Daniel Veiga
So then I transition from that into, hey, I’m gonna do a little bit of coaching. And I did that maybe three months, I just didn’t enjoy it. And then I took some time off, but then I’m like, okay, you know, after everything I’ve done for the last, you know, 10 or 12 years. What is it that I really enjoyed doing? And I’m like, I really enjoyed the agency, but the model that I had, it sucked, you know, I was chasing clients, I was, you know, getting payments delayed. And, you know, I didn’t want to do that. I’m like, I wanted to have that recurring model.

So, in July of 2018, and I finally decided after a couple months off, you know, income was starting to drop. I’m like, I gotta do something. So I met my, my partner. I had spoken with him for a little bit. So we decided to, to, you know, go into chiropractic because I had success. He was a chiropractor. So it was like kind of a perfect fit. And, you know, I’m like, Okay, great. I’m like, before I, you know, this is me telling myself before I start this agency, again, this my kind of my second one. I wanted to build the agency, but with the goal of scalability you know, I didn’t want to, you know, just have to do all the work all the time and work another 80 hours a week, you know, even though that model I enjoyed a little bit more because I see results with my clients over time with different niches. I’m like, you know, I love seeing other clients of ours have success. But I didn’t want to just work another 80 hours, you know, every single week. So it was just that mindset of, you know, let me build this agency, focus on chiropractors, I’ve had success. He was a chiropractor. And then just, you know, just build it with with scalability in mind. And that’s exactly what we did.

Josh Nelson
Nice. So partnered up with, with a chiropractor that had kind of some background in it. Um, how did you package that? So what are the what are the package look like? What is it that you do for these chiropractors?

Daniel Veiga
Right, so, at the end of the day, it’s lead gen, just to make it really simple for for other agencies that are listening out there. You know, we we only use Facebook ads. So we’re not we’re not an SEO web design agency at all. We only focus on that one channel of marketing for them, which is Facebook, sometimes we split test with Instagram, but you know, we package it in a way that got them results. And but the goal was, you know, the last thing that I wanted to do for scalability in mind was to sell them Facebook ads, because you know, and then that niche and I’m sure other niches as well. When you sell them a channel you know when you sell them I like the vehicle, they’re just going to be jumping from agency to agency.

Josh Nelson
Yeah.

Daniel Veiga
So we really had to push on results, we had to really find out what their paying points are, you know, all those important factors in mind that you teach and, you know, it really being able to get results for them, but really take their practice a whole new level you know, but but still offer that one thing that we’re really good at, because I had thought I had thought about, you know, offering all sorts of things for them. But Facebook ads was one thing that we’ve seen consistent results in and out over over long term. And there was something that was good being I’ve obviously taught that to lots of people, but I knew how to really optimize and I knew what to change and whatnot. So you know, not getting the results with Facebook ads wasn’t really something I was worried about. It was more of kind of retaining them and making sure that they stuck in a month in and month out. But more importantly, you also be able to acquire clients, which is where, you know, my partner, being a chiropractor kind of helps, because you can relate to them on a whole new level than a lot of other agencies can’t.

Josh Nelson
No doubt, yeah, what a great, a great synergy sort of sort of speak. So providing Facebook ads, but really the the offering is let us help you generate new patients and kind of grow your practice to a whole other level. Can you talk a little bit about how you package that? Is it a monthly retainer? Is it a fixed fee? Can you talk about that at all?

Daniel Veiga
Yeah, so it’s a monthly retainer. We charge it’s 2500 a month for the for the first month, not including ad spend most of our docs spend about $1,000 a month on ads. And then we actually drop our fees down to 1500 a month after that.

Josh Nelson
Okay.

Daniel Veiga
So it’s not just 2500 every single month. So it’s a retainer model. We, we initially. First we started doing a four month contracts or four month agreements. Now we’re at six months if there’s any kind of pushback from that at all we will bring them back to four months, that seems to work very well for them. A lot of them don’t like being, you know, tied in long term. But but it’s all it’s all a retainer model is just, you know, they pay us for our service, then they pay for the ads, and they get an expected amount of an average of, you know, certain number of leads every single month.

Um, but it’s, you know, again, we’re not just selling them the ads themselves of the vehicle, we’re really, you know, doing a lot of the automations for them to follow up. We have our own group where we’ve kind of brought everyone together, where they can share some of the some of the strategies and processes that they do inside the practice, just to be able to help each other out. So it’s really having that that overall synergy with with clients together. And they really liked that because what we’re starting to do now is is go live with with specific Doc’s who are having success and just being able to share their strategies, you know, in our group so that way others can can relate from that.

I went through two days ago and I pulled stats from everybody over the last year as far as appointment rates show up rates and closing rates from from Facebook ads. So, you know, so that’s kind of what what I have in mind is pulling a, you know, those who have really high short braids, just to be able to do a live with them, interview them, and see what they’re doing differently that others or not, in order to get you know, people in the door, which is something that, you know, I think all businesses struggle with.

Josh Nelson
No doubt, no doubt. So I mean, I love the I love the concept of generate the lead, put systems in place to automate the follow up and then aggregate the clients into a Facebook group to create community and kind of use that as a way to disseminate knowledge and to kind of retain clients at the highest level possible.

Daniel Veiga
Right, right. Yeah, I mean, I think to me, just having them part of a part of a group is a good way to to retain clients I think if you don’t if you’re just forget providing like a vehicle, which whether whether it’s SEO or Facebook ads and you’re only doing that you’re only providing the bare minimum that they need. Because we consider ourselves and I think a lot of agencies as more of a partner instead of like a service, you know, they’re really partnering up with us that allow us to help them grow their business. You know, again, you’re not just providing leads you’re really growing their business and you’re making them more money, helping their community all that all that kind of good stuff. So I think, you know, up to a certain level, the more that we can provide for them and really help them with what we’re doing as as a service, the better off they’ll be as well.

Josh Nelson
No doubt Love it. Love the package. Love the service offering. One question I always like to ask is people some people are kind of an earlier in their evolution. What was the How did you guys land the first 5 clients? Because usually that’s the that’s the struggle coming out of the gates. Can you talk a little bit about how you got those first five?

Daniel Veiga
Yeah, so the very first one, you know, as together as an agency between our partner, my business partner, and I was a chiropractor who was searching the Click Funnels group. And, you know, during my time of me doing, you know, all sorts of niches, I would post results, right? That’s one of the best things you could do on social media is post results, and you’re going to just get people flocking towards you. So I post the results and, you know, most niche business owners, they’ll go into groups and they’ll search you know, their, their, their niche, right, like chiropractor just to see what comes up. Yeah. So I had this Doc, this chiropractor do that. And she reached out to me as a personal message. And she asked me, you know, hey, I saw some of your postings, you know, you know, I’m in the clickfunnels group. I was wonder if we could hop on a call and see if you can help me grow my practice, you know, we’re we need to get more new patients in the door. So I was like, Hey, this is a perfect opportunity for my business partner to get on the phone and close them, you know.

Now at that time, you know, again, the whole, my vision was really scalability, I didn’t want to just start doing everything, I didn’t want to do sales, even though at this time I was better at sales. I didn’t consider myself a sales a sales person that could just do that 24/7. So I was like, you know, hey, you know, let’s hop on the phone. Let’s get her you know, we’re on the phone, maybe 20-30 minutes and and we closed her as our very first client together. And she and she’s still on board with us now.And the good thing is that she prepaid all of 2020 in advance.

Josh Nelson
Nice!!

Daniel Veiga
Yeah. Which is which is one of a strategy that we use to really push over that six figure month mark last month.

Josh Nelson
Prepays for the year for the tax savings for the client. Right?

Daniel Veiga
Right and that really helped. So besides that, you know, the other four was just through networking. He had, he had another agency business partner, that kind of went downhill after six months. So he had a lot of contacts that he would, you know, it was either a lot of cold outreach on Facebook. So there was a lot of, you know, clients that you know, were there was like one or two that were still with him that he kind of brought over with me and then just a lot of past leads that and you know, and other people that he would know. So it was just like 24 seven and just messaging everyone that he knew and and just trying to see you know, who needed help and you know, if we could hop on the phone with them and kind of show them you know, my past results in what I had done in the chiropractic marketing realm with Facebook ads. And and you know, that was really how we got our first five. So one reached out to me. Two were from his past, you know, agency and then two were just from, you know, old old networking leads that he had worked.

Josh Nelson
I love it so so key insight for those of you watching or listening is you know share your results you know share screenshots. Here we have the results of spend. Here’s what we spent. This was how many leads. The average cost per lead. That makes you magnetically attractive, especially if you did it for somebody in the niche that you’re going after. And then leverage social media, leverage social messenger it sounds like that’s been a great play for for Danny and his partner.

Daniel Veiga
Yeah, I mean, I think just from what I had done in the past to to the growth now. You know even go going through selling a course and doing a little bit of coaching and then agency. It’s all about showing results. I mean, just like you said, it’s it’s so magnetic that you’re going to you’re not you’re not just going to get the business owner that is in the niche that you’re going after, but you’re going to get other people asking you for help to even like little one off trainings. I mean, you can usually charge, you know, 500 to $1,000 for an hour of training, just showing someone how to do like, you know, Facebook ads to roofers, for example, or just these SEO strategies that you all know, that have been working extremely well for you all. And it’s it Yeah, it’s just one of the best things that you can do is show results all the time.

Josh Nelson
So, so fast forward. Now you guys are you know, you’re kind of at that close to seven figure mark almost at $3,000 per month, and over 100,000 2 months in a row. Where are the clients coming from at this point, like, what’s the what’s the mix.

Daniel Veiga
So we entered 2019 January, we entered with 12 clients. So it was roughly about six months that we went from our first client to, you know, there’s a lot of drop off there. I think there are certain niches that might drop off more than others. So we had a we had our share of drop offs and you know, and whatever, but as we came in, through the new year last year with about 12 clients. And at this time and I kept hearing about the whole dream 100 concept right through Click Funnels and just other people that had a books and courses on it. So I was like, What if we just had a dream 10 was I let me see at least do 10% right? Let me let me do a dream 10 and I’m like, referrals, I’m like we have to have, we have to really go after referrals really, really hard.

And from January till about March, we, we just tried asking for, you know, the clients that we had for as many referrals as we could, with with you know, getting at least 10 of them to just push it hard to help us get more clients. We only got two really that did that. But those two really took us to like this, that 60,000 a month mark. So what we ended up doing, and this worked for us was for every client that they brought us, we would pay them $250. Now mind you our service fees is 1500. So for every six that they bring us there, they don’t pay anything except ad spend. So everyone after that we started cutting a check out every month or actually we use Zell. So we just sell them every month. 250 bucks per client that that they brought us on board. And and that helped us a lot. The most that we had ever paid out for those two JV’s were, I think about $7,000 this was last summer in July.

Josh Nelson
That’s a lot of clients.

Daniel Veiga
Yeah, yeah, I mean, at one point I’m right now we’re, we’re at you know, 55 to 60 clients a month. The most we ever had was about 65-68. Somewhere in that range. But But mind you even though we had this was I think back in summertime July. Even though we had the most clients back then. We never crossed that six six figure a month mark. December was Probably, besides our quick growth was probably the month that we had the lowest amount of clients, but we had the most revenue generated in the month.

Josh Nelson
Predominantly through prepays and stuff, right?

Daniel Veiga
Right, right through pre pays. So, you know, we’ve made since last month of course, we’ve you know, we’ve had more client acquisition, we’ve we’ve got a lot of referrals, we’re starting to go into another vertical. I’ve done some weight loss campaigns in the past, so we’re trying to, we just landed our first weight loss client, they do kind of the, the non surgical red light laser.

Josh Nelson
Okay.

Daniel Veiga
It’s like a red light that hovers over someone and they all you know, lose weight. So, so we’re trying to go after another niche just to kind of expand and then see if we can kind of multiply our, our results with with at least a vertical that’s really close to chiropractic.

Josh Nelson
Nice.

Daniel Veiga
And so we’ve had we’ve also had a couple clients that are starting up other practices that have prepaid us this month. So that’s all really helped to kind of go into our second month of hoping of passing that six figure month mark.

Josh Nelson
Very nice.

Daniel Veiga
Yeah. But referrals is definitely the, in our, the way that we’ve done it the fastest way that we’ve been able to grow.

Josh Nelson
Yeah, really smart and putting referral strategy in place. You know, they say you’re one JV away from a seven figure business. In your case, it’s just putting a really smart referral mechanism in place for your existing client base and for some influencers in the industry. And that became a an accelerator for you.

Daniel Veiga
Right, right. I mean, I don’t think without you know, and we’ve we’ve shifted from paying out 250 a month to now just giving them a free month of service. And we’ve been doing that for about three months now. And we’ve gotten a couple other people of, you know, not people but chiropractors that are you know, referring rather than just having two. And, you know, I think just going through the numbers that it seems to work out better for us at the end, rather than having to pay out because we’re still paying out 250 for clients that we’ve that they brought in, you know, over a year ago,

Josh Nelson
Long time ago, right?

Daniel Veiga
Yeah, yeah.

But at least in this point, were like, because it dried up. I mean, I’ll be honest, I mean, we you know, again, the most that we paid I was 7000 those two JV’s right now we were paying out 500 and 750 a month so it dramatically decrease. Okay, so I think they got to a point where they tapped their own market out with just pushing referrals to us. So we’re like Well, can we do a little bit differently that’s still going to make, you know, a client of ours really happy with you know, with referring someone else and that’s just by giving away a free month. So for every client that they bring us, you know, we get those 2500 initially, which kind of helps offset that free month cost. And and they get a free month and you know, the next month have to pay unless. Again, repeat that process. It’s someone new. Right? Right. So now we have about four that are doing this every month. So each month, they’re kind of referring one. So we’re hoping that long, long term over the next year that we’ll be able to have, you know, at least a dream 10 of Doc’s that are just referring at least one a month. So kind of, you know, just spreading out, instead of keeping just kind of one or two.

Josh Nelson
Very nice. So I don’t want to your big one of your big focuses was scale and one of things you do really well as you run a lean operation, how do you fulfill for your clients? How do you get the work done? What does the fulfillment model look like?

Daniel Veiga
Yeah, so so this is something that I I like, talking about and, you know, I like doing just because I think I’ve done it fairly well. Of course, there’s, there’s more that I can learn, but just from talking with other agencies, I mean, we are very lean, I mean, without any ad spend, we’re probably at about 67% over Head. Therefore we split before we split everything down the middle between, you know, my partner and I. So this is, you know, softwares and especially all of the VA’s that we have.

So, I mean, like the first, really the first year, so from July 2018 to last year in July, I had done all the ads. You know, I got on sales calls. I did. I mean, I did pretty much everything all day long. And then I’m like, okay, you know, my focus at the beginning was to really scale it out. You know, we’re, we’re toppling 65 clients now. I need help. Like, I can’t just run all the ads, I can’t onboard. I can’t run the ads. I can’t optimize and just check the stats every day just to make sure things are working the way they are and they’re getting leads. I’m like, you know, I need help but at the same time, I don’t you know, I don’t want to pay someone five grand a month to to come in and do that. You know, I’ve trained people, why can’t I train a VA to do this?

So I was trying to find a couple of VA’s, I tried finding ones who had experience that didn’t work out, because they always thought that it’s not that they thought that they knew more than you, but they already had a, they had certain procedures in mind that they learned from other people that they learned from, you know, on how to do things. And, and that never worked out because I had, like, I had a very specific way of running the ads optimizing and, you know, checking all those metrics, you know, on a weekly basis, I’m like, you know, let me let me find someone else that I could train.

So I had a VA that I use during my course, you know, era. And she was very, very detail oriented. You know, she would create slides and to do research and all that stuff. And I was like, let me try to train her you know, cuz I think someone who’s very detail oriented can learn anything that you just They teach them and I did that I started or I started her off by onboarding clients setting up the ad accounts. Just very, very basic stuff that you know, you know, I didn’t use any of my course videos that I done, I, I create, I create very specific, short two to three minute videos for her. And I started her off slowly. And it worked.

And, you know, now we’re seven months in from, from when I first trained her and she literally onboards she runs all our ads, she optimizes everything. And now she’s starting to, to really understand how to do things herself without me telling her what to do. Nice, you know, so it’s not just changing the ads or the images, it’s different. You know, we have like, you know, five different strategies that we use to, you know, get results that that’s worth time and time out that we’ve kind of rotated through. So she understands on what to do the rotations when to try new things. And it’s it’s been great. We now have, I think total about 8 VA’s we have one that just does all the ads on board. So again, she herself does all 55-60 clients that we that we have at any given month.

I check things periodically, just to make sure I don’t lose, you know, focus on what’s new out there and how to do things because if you don’t do things after, you know, a couple months ago, you’re gonna forget, right, because I did that. After teaching ads for so long. I forgot how to run ads for clients. And I had, you know, kind of had to take me took me a couple weeks to kind of learn that again when we started. So we have her we have one. One that’s really helped is she’s not really an account manager, but she’s more of a client managers what I call it, it’s someone who helps all the communication for our Docs. So here we have a Facebook group. We also have messenger group chat for every doc independently. So we put her into all all that we also have the help the help ticket system.

Josh Nelson
So you put a Facebook group together with you, your client services person and your business partner.

Daniel Veiga
Right? So it’s my business partner, are client manager, and then all the docs and their assistance.

Josh Nelson
So it’s almost like they have a direct channel to you at any time without feeling like they’re going to bombard you on a phone call. Right?

Daniel Veiga
Right. The reason why I did the group was you know, there was anything that I had to let everyone know kind of want to on a global scale. I had one area instead of email because sometimes the emails not checked. I had one one reference point one channel that I could do that. And that was the Facebook group. You know, I had already grown one I knew how to run it. You know, we have now about 90 total in the group. And that’s just not and the one thing that that I’ve done recently is not kicked out old clients. And I think I did that now just thinking back. Because if they see us posting results, and they’re seeing new strategies come out, even though they’ve hired another agency, you know, they’ll probably come back to us because we’re doing something different.

Josh Nelson
It’s a good reengagement channel to keep you guys on the line and the way those guys were actually pretty good.

Daniel Veiga
Right, right. So you know, so we have, we have the Facebook group channel, when we started, the best level of communication was Facebook group messenger, or Facebook Messenger. So we literally have, you know, we have over 120 different group chats with all the docs that we’ve ever acquired. So we bring in our client manager into, you know, all the active ones that we’ve had since we brought her on. She’s been with us for about three months now. So again, she, she looks at all the messages she works from eight eastern to three eastern, which is her graveyard shift.

So every day, she’ll make sure you know if there’s any, you know, if there’s any questions from docs being asked and messenger because a lot of them still use messenger or if they ask a question in the group, or if they send in an email ticket, she’ll be able to look at that. And then from there determine, okay, do I need to give this to our Facebook ads va? So that way she could, you know, handle things or do I need to give it to either myself or my business partner? What I’m doing recently, what I’m doing now is trying to every day, if I see something that I have to step in, I figured out what that is, and I tell our client manager, okay, you know, you need to do this. A lot of it was, you know, clients with sending you pictures. I normally would get that I would give it to my Facebook ads VA. But now now I tell her, Hey, take this and then just give it to her.

We utilize Slack, which I at first I hated it. You know, a couple years ago, but now it’s like my Evernote. It’s it’s one of the best things I’ve ever done, because they really helps. It helps keep me organized. My mind runs a million miles an hour. You know, even even doing this interview, I’m still thinking of like all these other other things. And you know, using slack just helps keep client organization in focus. And it helps keep all the communication that that is needed for each client. And a place that we can always reference back at any point if we need to.

Josh Nelson
Yeah, well, I love slack as well. Mission critical tool.

Daniel Veiga
Yeah.

So I’ll be so we have I mean, so again, those are two main VA’s right now. Those are probably the only two that we really need to run an entire operation so we can even be more lean if we need to be. The other ones are more part timers. They work about 20 hours a week. And they’re only utilize to engage the Facebook add comments that people leave.

Okay.

So they’re part timers they work maybe three to four hours a day. And all they do is respond to comments on the pages that they’re managing, which could be five to 10 you know, per day, and just to help engagement and then you know, just to help people that are tagging ask questions just to make make them feel like they’re not being answered by by the chiropractor’s because their time are limited. Back in the day, most of their CA’s meaning a chiropractic assistant would be the ones having to do that. So we figured as an agency, let’s kind of take it to the next level and provide a better service for them. And that’s by taking over at least the comments on the ads. Okay, so we have about six, six VA’s that are doing that. And then our two really full timers that are kind of keeping the they’re kind of like the glue for the agency besides you know, my business partner and I.

Josh Nelson
Fantastic, Yeah, amazing that you can run that level of an operation with that that small of a team and get the client consistent results and kudos. Thank you for sharing that kinda, that structure and that setup with with us.

Daniel Veiga
Yeah, definitely.

Josh Nelson
So if you want to look back over your over your, you know, your career here, kind of going from 12,000 last year to the hundred thousand for the last couple months in a row and definitely on track to have a seven figure agency going through 2020. What what would be the top two or three lessons that you’ve gleaned that you could share with? With the listeners?

Daniel Veiga
Yeah, I mean, I think, you know, this is for anyone who’s either, you know, starting from scratch or, you know, or they don’t know which direction to go into. I mean, you know, we both kind of went off. We went after any client that we could. I think the sort of the top three things would be niche down. You know, to have that scalability in mind to be able to grow I mean, obviously, you’re a multi seven figures. We’re just There, um, but to have that repeatable process, you can’t do that by having different, you know, different things that you’re doing for 10 different niches. Right?

Josh Nelson
Yeah.

Daniel Veiga
So I think just going after one industry is, is is probably important to do. Second thing is sales. Can’t have clients if you don’t have sales. So you know, me, I’m not a, I’ve sold clients, I know I can do it. But, again, I don’t want to be focusing on that every day. You know, I want to focus on operations and scalability and kind of looking at the business through a 30,000 foot overview. And then just seeing you know, what steps need to be, you know, tweaked for higher conversions, why not? So just having someone or having that skill set in mind, I think is critical.

And the third team or the third team, the third thing would be just building a team, I think to scale. And this is something I think really changed. My mindset was when you’re scaling you can’t focus on, you know, how many clients can I get at any point in time? You know, it’s not about, you know, let me try to get 50 clients because you can only handle so much yourself. So I think building a good team, whether it’s, you know, you have a local brick and mortar team, you guys have probably over 30, right? We’re pretty lean. But at the end of the day, we have a team that fulfills certain tasks that we can do ourselves. So as long as we have people in place for you know, for those those processes, I think is really important to be able to grow at least a seven figure agency

Josh Nelson
I like it! Three, three great tips. Um, this has been awesome. Thank you so much for sharing your success and kind of your journey. Would there, you know, would there be any last nuggets of wisdom that you’d want to share with that agency that’s just trying to get to the next level.

Daniel Veiga
Yeah. Consistency is is super important, you know, you’re going to have clients that drop out. I mean, you know, we have clients that drop out all the time. But as long as we know that we’re consistent with results with, you know, certain trainings that we do, you know, with referrals with, you know, cold out reach, I mean, it’s just about it’s about consistency, consistency at the end of the day with, with everything that you do in life and business, because at any point, if you stop doing whatever it is that you’re doing that you’re not going to kind of go to the next level, you know.

Kind of like I seeing the light at the end of the tunnel, you’re going through a cave, and you see like a really small hand of light, and you’re almost there and each step that you walk is that lights getting bigger, bigger, but at any point in time if you if you decide that you can’t take that next step. You’re never gonna you’re never going to break through that darkness and actually see the light at the end of the tunnel. So I think just staying consistent and no matter what, you know, you’ve here especially on on Josh’s podcast, in his group, even his free group, you hear stories of people who are successful all the time. But you have to you have to know that they are they weren’t successful overnight. They, you know, they went through struggles and they had experiences that were, you know, you know, five years a decade, you know, that they that they went through and, you know, just staying consistent is really the game.

Josh Nelson
No doubt consistency. Consistency is is key. I mean, this has been awesome. I know, you run a Facebook group, you’re running a podcast, how can people plug into you? They want you to just to kind of get to know you better if they have some questions.

Daniel Veiga
Yeah. So I have a Facebook group. We’re 60,000 members. And so if you look at entrepreneur hustle is the name of the group. My podcasts on Air hustle. You can search it on iTunes. I just launched it in about less than two weeks ago. And if you just want to follow me on Facebook, you can look up my name Daniel Veiga. And you can follow me on there and hit me up

Josh Nelson
60,000 people on the entrepreneur hustle group definitely should be in there lots of great insights. I’ve been listening to a couple of Danny’s interviews that he’s doing on the on air hustle, podcast, amazing stuff. I highly, highly recommend it. So Danny, thank you so much for your time. Thank you so much for your willingness to share, and congratulations on your continued growth and success.

Daniel Veiga
Yeah, thank you. Yeah, it’s been, you know, great being part of your group. We’re definitely learning a lot of things in there. A lot of real golden nuggets, especially in the mastermind group that that we know wholeheartedly, by implementing all that this year, even even a little bit of it can really take us to that, you know, you know, our goal really is, you know, one and a half at least We can hit one and a half this year 2020 that we’re definitely on the right path. And we’ll know we’ll we know we’ll get there for sure.

Josh Nelson
Fantastic. Well, I’m sure big things ahead for you guys. Thank you again for coming on the show. It’s been a pleasure and continued success to you and your business.

Daniel Veiga
Yep. Thanks, Josh. Thanks for having me.

Josh Nelson
Thank you.