if you’re struggling to land AI clients, watch this.

Now, uh, as I've been enjoying myself out here in the island of the gods, I've had a lot of questions from you guys on a recent video I posted when I was talking about the new model of selling Claude Code AI operating systems. And I got a lot of uh questions or or I guess push back from people being like the hard part isn't the building, it's the selling, which is I mean a complete reversal from what uh you guys were yelling at me in the comments a few years ago about like no one's ever going to be able to sell this AI automation stuff. This is a scam. No one's going to be able to do it where where and now you guys are saying that it's so easy to do that the issue is not even the doing or building anymore. It's the selling. And so thought I'd make this video here just a bit of a a master class on selling AI cuz I know you guys, oh Liam, Liam, like how do you build such a big agency? You work with NBA teams, you work with Fortune 500s, you've done multiple six figure deals. Like how do you how do you land those clients? How do you how do you do that? And you want the source. And I get it. I fully get it. I would want it too. So this is just going to be a bit of like, you know, put this on. watch your eat your ramen, eat your whatever you want. Um hopefully you're eating a bit better than that now if you've been watching my videos for a while. But I just want you guys to sit back and listen to this master class on selling AI cuz there's a lot to get through. And I want to frame this as what are like after I mean Liam, you've helped so many thousands of people to get into starting AI business and selling AI services. You've done it yourself. You've done it for you've taught thousands of people or tens or hundreds of thousands at this point on how to do it. What is the secret? What is the common denominator? What is the common traits amongst the people who have succeeded the most through your programs, through your communities? What is what is the thing that makes people win? And what's the thing that make people struggle with selling forever? And that's what I want to just break down here in this video for you guys. And at the end of the video, I'm also cuz I'm just such a nice guy since I'm just the shot caller. Since I literally lay down all the terminology and all the words in this space, since I lay down all the strategies that get proliferated, since I'm basically the content assistant and strategist for all of your favorite YouTubers, I thought I'd also go one step further than just telling you the top 1% tips and tricks and traits. I'll also at the end of this video give you a quick list of the best ways to sell AI in my opinion if you're just a beginner getting started. So there's a lot of stuff uh sort of theory and big picture thinking you need and then I'm going to get tactical at the end for you guys. So I'm going to firstly just put on bit of a secondary backup recording here for you guys in case my beautiful 10 or two voice doesn't quite get to the microphone. Is that better? There we go. New audio. Fresher audio. Great. Um, I'm just enjoying mine. I'm going to be honest, I was a bit of a dragon fruit hater. But man, when you get a good dragon fruit and also watermelon, I slept on watermelon for a long time. I'm going to be honest. But the barley watermelon too fire. Was that nice and solid? I am. I mean, also little tip for you guys sitting in your snowy freaking Canadian closet getting cold all winter. Like, if you've been watching my videos a while, we should have been making a bit of bread now. Come to Bali, come to Thailand, come to whatever. Get some sun on your skin, mate. Get in the gym. Get some grass on your in between your toes. Go outside, touch grass, meet people. That rolls directly into part of the traits of the top 1% that I'm going to walk you through today, guys, which is the top 1% of people that I've seen succeed in AI and being able to successfully get across that bridge of selling. And and selling is the sales is the transference of belief over a bridge of trust. And so, you need to be able to get them to believe in the solution. Believe in the thing you're selling them. And your sales process is the process of sort of bridging them across that and making them believe, hey, yes, this is possible and these are the people that do it. And now we can go all into offers and exact solutions and whatever you want to do there because there's there is a lot to it. And I think a lot of the difficulties many of you guys have uh as beginners starting out in AI is you try to you try to do it. You look at me, look at the big generalist agency, you look at the absolute killer team that I put together at Morning Side AI and you think I'm just going to do that. But no, you guys need to think a little bit smarter because I have a big personal brand. I don't do any I don't have to do any crazy marketing. I don't have to set up big funnels for my agency, but you guys are going to have to unless you're an absolute unit when it comes to content like me. And that's not not possible for most people. And I understand that. And that's why through my programs and communities, I've taught you guys a bunch of different methods. By far the most common trait amongst people who have succeeded in AI that I have seen is that they are able to carry themselves in a way that can help to build that trust. And I'm sorry, but if you are struggling with selling AI, you're struggling with getting your agency off the ground, you are just not a very trustworthy looking person. You have a Instagram and a LinkedIn and a whatever that just has like some terrible profile picture. You haven't tidied up your headline. You haven't put a nice banner on it. You haven't been posting content recently. talking about what you're doing. You have no digital presence. You're not making any content. And then when you get on the call, you just there's there's nothing to you either. There's no there's no spark. There's no light. There's no confidence. There's no energy around what you're selling. You're so in your head about selling this thing and trying to get to the money. You're desperate. And when you are desperate for money, just like when you're desperate for girls or whatever in life, it runs away. It moves further away from you cuz your energy is repelling that. You want to be radiating abundance and being like, "Wow, I don't I don't care if if you sign with me or not, but I'm just loving what I'm doing. I'm I'm here. I'm on a mission. I'm doing something. I have great stuff to be able to sell you and help you. If you're not the one for me, that's completely fine. But you need to be able to sort of give up your desire and give up your yearning for that money and and just the desperation of trying to make that first 1 2 3 4 $5,000. I know that's what you want and that is what you will get ultimately. But you have to be able to detach from the outcome and be able to just say, look, I'm going to put in the reps. And even myself, I study this stuff all the time. How do the best athletes and highest performers in the world deal with stress? Deal with how much work they have to put in on a continued basis and competition and all of these things. And time and time again, what you find is that they just focus on the inputs. They focus on what am I putting in. And so whether that's you in terms of getting clients, doing outreach and saying, "Hey, I'm going to find my dream 100 or dream 200 clients and I'm going to consistently reach out to them across all platforms and I'm going to make a real concerted effort. I'm going to do personalized outreach and I'm going to make an effort." And then when it comes to getting on the calls, they you're more about opening up, hey, I want to have a relationship with you where I can help you with AI for your business. I you you're like literally my perfect client. here's what I would love to do for you. Here's the first little kind of foot in the door thing that we can do so that I can prove myself. And that is another massive thing that people do in the successful in this top 1% is they're willing to slow the [ __ ] down, man. Like stop being so quick to get to the end result and try to land 30, 40, 50, $100,000 clients. I've been saying this for years and that we realized this at Morningside so long ago that when we tried to pitch 30K up front to someone we just met or just come in through YouTube that the close rate was garbage as you'd expect. And so what we've what we figured out a long time ago is that if you can do say an exploration milestone which is what we called it u you can call it any other kind of name but an exploration milestone was us saying hey look you've come to us looking for this thing that's great but in order to properly scope it and also to make sure from our end that we're confident in going forward with it and so that you are getting it scoped correctly and priced correctly we're going to do a 5 to 7 day long exploration. It's going to cost you a,000 bucks or 2,000 bucks and then we're going to test the core functionality of the AI thing we're building for you and we're going to show it to you and we're going to write a full report, get it back to you and then you're going to be able to see not only how you basically get a longer runway. You get to extend that sales process to build more trust and more belief not only in you as a team. So you get to show them how you operate, show the formality, show the precision and the accuracy and how seriously you take what you do and how quickly you move. that that buys you a paid window of $1,000 or $2,000 over a week to go in and show just how much you know about the specific thing that you can deliver on some kind of outcome that you can really get the outcome that they're looking for and then present it in a report and at the end of that report we would always go and pitch the full project um beyond that. And that's still a strategy that works great for us as well. But you need to have a toolkit of things like that of an audit of a expiration of a uh a smaller build say a 5 to 10k project just to get in there because in order to be able to sell the big like multi6ig projects like we have done at Morningside you need to ease into you need to build the relationship which takes me into a next thing about the top 1% and the successful people in AI is that they are willing to go in person not only are they cool not only can they have a conversation not only can they uh make their like re up the client like make their client laugh, have a good time, chat back and forth, banter, you know, like ask about their family, ask about, "Oh, how was the trip?" "Yeah, oh man, I went to Austria one time. I love snowboarding." D like become friends with them. Like if you're going to be working with them for a long time, you probably you if if you were in their shoes, you'd want to be like, "Hey, if I got to deal with this freaking dude for for the next 6 to 12 months, I want to be someone cool." And I'm going be honest, that's why we've been crushing at warning side. We're just a bunch of really cool people. You guys have seen it in the vlogs. My team is absolutely like incredible. And that's through me as a founder and my business partner Josh curating that group of people setting that culture of how we deal with each other, how we deal with our clients. And that's why we've had clients like um our NBA team client who we've been working with for two plus years. Uh they don't they don't leave cuz once they're working with us, once we're delivering on what we said we'd do, they don't they don't want to go to anyone else. And another key point in that sphere of uh client relations and and being a kind of team or person that they want to work with long term is going in person. Get in person. Get out of your [ __ ] house, man. Get out. I think a lot of you are like you're geeks, man. You're like actual geeks. And don't get me wrong, I'm a mega nerd. I'm the geekiest geekiest geek. I love like Pokémon. I love history books. I love playing civilization. I'm a mega nerd, too. But you got to like got to have a bit of something else on the other side of it. Um you got to go outside, you got to touch grass, you got to get in the gym, you got to like have something more to your personality. Um but in in that sense as well is getting outside is go to things in person. We're seeing incredible results of people in my accelerator just going to trade conventions, going to events, whether they're AI or not. Go pulling up to the real estate agents convention in your town and just being like, "Yo, I do AI." like, "Hey, hey, if you talk to 30 people there, one of them is going to be like, hell yeah, I've been looking for an AI guy. Let's let's let's get something cooking." If you just went out in one day, in one afternoon, get the [ __ ] out your house, man, and go and like talk to some people. There's a thing that I love and it's called flirting with the world. And that like you need to be able to be out there if you want to be able to h hold conversations. If you want to be able to talk to uh talk to women, do if you want to be able to have conversation with clients, if you want to be able to have any charisma at all, you can't just be only applying it in certain areas. You need to have you need to be flirting with the whole world. When you're out there, you're just in a in a sea of people and opportunities. And if you can't like when you're sitting next to someone, for example, I'm sitting in the sauna. I was at the sauna like just then, but last week on on Friday, I'm sitting there. I've done this a couple times and I'm just like everyone's sitting there. There's like four or five people in the sauna. And I'm just sitting there like, "How's your guys week been?" And there's like four or five complete strangers in there. I just go around the circle and say, "Yep, sick, man. How's your week?" And like I'm I'm flirting with the world, man. And like those that can open up doors. I ch grab them on the gram afterwards. Sick, man. Nice to meet you. See you again. That's that's what it's about. Um, and if you can do that more t in a more targeted way, but like flirting with the world is kind of an ongoing passive like semi-active way of doing it and just continuing to rehearse that small talk that that getting over the the social anxiety that all of us do have, but some of you really need to hear this and you need to start getting outside, challenge yourself in one day. You go to a convention, you go to anywhere and you say you're an AI guy and you have some kind of thing to back it up. You can show them a website. You can show them a LinkedIn. You can show them some of the cool stuff you built. Um, you can give them a digital or physical business card. Go out there and trust me, you will get you're looking for in the in the first place. For most of you, if you're trying to niche down and get a real clear, powerful offer, you can try that. But I honestly think from the success that I've seen, if you can get good enough with claude code and like building automations and and apps for yourself, then the jump to helping someone else with that and acting as kind of an AI transformation partner or or a solo AI consultant to be able to go through audit their their workflows uh and then be able to build them basic automations and just sort of gradually build up your capabilities as you help them. You know, like you become more technical over time. You've just got to find that f perfect first client to allow you to have basically a safe environment to test and then be patient, man. Be real patient with that and just gradually once you see you're starting to offer real value, do the first few things for free and then go great. Hey, I think this is a real big project would be a great one. Um it's going to be $1,000, $2,000. And if you actually just take that approach, go out and meet people, be presentable, have a nice conversation with them, tell them what you do, have something tangible that you can show them, it's really, really not that hard. And if you're struggling with it, it's cuz you suck at just being like a trustworthy person. And I would more so look at that uh rather than looking outward and trying to blame it and point to your YouTubers like me and be like, "The hard part isn't the building, it's selling." And it's like, "Well, go outside, bro. Get have some hobbies. Uh flirt with the world. and you go to a convention, if you're sitting there doing cold email and just expecting that you can do it all from behind a keyboard and that's not the pattern that I see amongst the top uh 1% of AI service providers. Um, and I highly recommend you guys consider just looking in your area, seeing what options there are and getting out there. What you're doing is you're shrinking that discomfort down. Instead of having like like blasting out cold email over like months and months and months and then having like micro discomfort, you're just like discomfort maxing on one day. And you're like, "Okay, look, I know this is going to feel awkward and it's going to feel tough, but I'm just going to get there. I'm going to put my best shirt on and in 6 hours I'm going to get 20 or 30 people that I've I've gone up and talked to." And then the next time you put it up and you put it up and you put it up and you're going to get better and better and better and better. We're just seeing people in my accelerator just absolutely crush just by going to these conventions. And then it's all referral based after that. And so I put one thing on here as well, which is just patience. And that goes back to some of the stuff I've been saying as well. You need to be willing to work for free cuz you suck. If you're just getting started, you suck. You don't know how to manage clients. You don't know how to deliver things in production. You don't know how they want to be treated. You don't know the exact specific solutions that are going to create the most lift for them. and you're kind of shooting in the dark. And for that reason, that's why I've always said, start with free or start with very low cost. Start with a saying that's like, don't pay me, you don't pay me until X. Like, this is what I'm going to build for you, but you don't pay me until this happens. It's great ways to get started. A lot of you are trying to overcharge and thinking you're big G's, thinking you're like Mr. Mr. Otley here and you're charging $100,000 for a deal or even like five or 10. Like, just you got to stop that. You really got to stop that. Unless unless you are someone who has come from a like 10 20 30 year career, you're now transitioning into selling our services back into your network. In those cases, I have seen uh often the ability to sell a few 5 10 $15,000 cuz the the the trust bridge is there. When it's warm network and they're also business owners or they're sort of higher income people, you've got such a strong trust bridge. You can jump straight to a five or 10k project if you fall into that category, but you're probably 30, 40, 50 years old and carry yourself rather than being some like sweaty 20-year-old in his mom's basement. And don't get me wrong, I have been a sweaty 20-year-old. Maybe not sweaty, but I've been a 20-year-old in my mom's basement. So, there's no disrespect to you guys. I'm just saying what this is honestly what id have said to myself cuz it's easy to hide behind the keyboard, easier easier to hide behind the screen. It's hard to go up there and present yourself well. And that would just cut through in terms of trust in person. Hey, this kid seems really smart. Bang. Yes, I'm going to take a bet on him. So, with all of that source dropped on you about what the top 1% of AI service providers do to your clients, I just want to wrap up, as I promised, with a little uh segment on great client acquisition strategies that I think are not really being talked about much. And they're along the lines of a lot of the stuff I've talked about here. So, first things first, you guys are going to hate me for saying it, but warm outreach, man. Like, I've just said your network is your net worth. All of that yada yada yada. Like, that's that's cliche, but things are cliche cuz they're true. And the amount of people in my program or in my free community, just go into my free community, man. Look through the wins and just be like, "Holy, I just did exactly what Liam said about reaching out to my network with this exact message that is in my free. It's I got a whole free course on school, guys. And in terms of becoming an AI consultant or an AI developer or AI builder, whatever you want to call it, the warm outreach message that I give there is absolutely crack. Like it works phenomenally. You just go through and blast that out to all the people that you know and within hours people are getting their first like five interested people from their network. And you could be like, I don't have any just the strategy is in there. You're not reaching out to your first degree connections. You're not reaching out to your freaking friend from high school uh and asking them directly. You're saying, "Hey, Johnny. Johnny, do you know anyone that would be able to or would be interested in this?" So, it's called second degree connections. You have you have your first degree connections and you have your second degree connections, which is like a way way bigger group of people. Instead of being like a hundred, it can be a thousand or 2,000 or tens of thousands. You know, like there's such a massive amount of access you can get by asking, "Hey, not do you want something or hey, can I sell you this?" It's like, "Hey, man, would you know anyone who'd be interested in AI for their business?" I've been doing such and such. The whole message is there. You can copy paste it from the free courses on school. There you go. So, warm outreach is so fire. And if you guys haven't just sat there and tried to find that one AI, find that first client, the one that will give you the playground, give you the space to try to work with them. Ideally, you guys need to focus on quality of clients over quantity. Too many of you guys are trying to scale this big agency and get it ramped up when you just like you suck and you need to focus on how can I get an incredible result. How can I become the go-to partner, the sticky partner for one business, go deep with them and then maybe roll it to another business in the same area or say, "Hey, look, that's great. I'm going to take that case study and I'm going to go check another one and sort of have those there and be continuing to like build things on top of that." You can hire your first developer based off the ongoing revenue from that first client. You build a great relationship and then you're like, "Okay, well, we got to have maybe we set up a retainer. Maybe it's going to be sort of a project every month or two just keeping adding on top of that. Great. Now I've got the enough runway to hire a developer. Great. Now I'm stepped out. Now I have more time to work on this and that." And you you've got an agency. So warm outreach. Try to find that first person that gives you the playground to really figure out how to be a business person, how figure out how to help companies with AI. Now I've got claw code, AI operating systems, all the [ __ ] that I've been talking about here on the channel recently. It's just it's game changing, especially for the solo AI consultant, which is this what a lot of you guys are going to start out as initially. So, warm outreach, if you haven't done that, blast through all your warm contacts, Facebook, Instagram, LinkedIn, pull your Gmail, rank them, just just look at the free course. It's all in there. Um, after that, groups. This is an OG one uh before all this AI hype started. One of the best ways for people to get social media marketing agency clients was to go into Facebook groups, find Facebook groups within their niche and just become the guy in that group. And this is again what some of you are too impatient to sit around and actually do the work. If you go in there, you find maybe like two or three different groups in the same niche or maybe you go a couple different niches, you find some really good high quality Facebook groups and just get in there and just start dropping source. Either you've got source and you can drop it or you haven't got it. And that's and there's no wonder why you haven't got any clients because you don't know [ __ ] You haven't, you know, like if you're in in in the roofing Facebook group and you go into there and you like start dropping the doors. Hey guys, I do AI. Here's some cool some of the cool stuff I've made recently and then you hop in the DMs. Suddenly you're talking to people. Hey man, that's really cool. If you spend I just I just don't get it, man. If I spent a week or two weeks doing that strategy, I don't know how you wouldn't have one client. one client, man. Just like a little Loom video. I mean, hey, hey, man. Here's this cool thing I cooked up. If you just press this button, it does this. Or here's a voice agent. Hey, you guys can just download this here for free. You guys enjoy. You're going to get DMs. And then in the DMs, you can do whatever you want, but build a reputation in that group for being an absolute weapon with AI, and I promise you, you guys will not struggle for any clients. Um, same thing applies for like school communities. Now, schools maybe a little bit more strict on the banning. Um, particularly some of you guys who go into my school community and try to build your own business off my own business. So, you guys can [ __ ] off and go get your own your own leads. Um, respectfully, you like you're going to get banned. That's the rules. Don't come into my don't come into my f and try to build a business off of my business. Um, cuz that's not that's not how it works. Um, and don't message me to get unbanned on Instagram either. Um yeah, school groups phenomenal as well. They're all like nicely pocketed up into little niches. You just got to request, get in there, and then start building a reputation. Start giving out value. Give before you take. Quite simple. Final one is the inperson event. Find them in your local area. How? Go to a different city. Get out of your mom's basement in some rural spot, get on your bicycle and then go into the city at some convention, man, and put on a nice shirt as well. Um, but these inerson ones are really good cuz that trust, remember, it's about do they believe in what you're selling them? Do they believe that you can actually help them where they are? Do do they believe that on the other side of working with you and all the hassle and stress and and potentially money involved, there is some good outcome? And do they believe that you're the person that can do that? And so by being in person physically, your like their belief in you as a as a as an individual, as a person jumps up. Um, and then you're able to convince them through your words, through showing uh through ideally as you keep going, your past results as well. But like you can have demos, you could have built help, you can just watch my tutorials and watch all these other guys tutorials, build the stuff, the tutorial, and act like it's yours and be like, "Yeah, check this." So get in person, get on the groups, do your warm outreach. It's not that hard guys, but stop trying to charge so much. Be patient, build your skills, and your income will grow in relation to those skills that you build. That is all guys. I will uh wrap it there. That's your master class on selling AI and um the tips and tricks and traits of the 1%. And don't get me wrong, I know this is very casual video, but I I really do I like I have been so blessed by the stuff in my life. I've been so blessed by you guys. Um on my channel, I'm getting goosebumps just talking about it, man. Like there is so much opportunity in the space. There's so much wealth, but also love and and experiences and awesome stuff to come on the other side of you guys figuring this out. While I am talking quite directly and harshly to you, um it is from a place of love because like you guys can do this. There's no reason why you can't. But it's just beyond small little things like getting outside of the house, like going in person. Stop trying to just do it all from a cold email campaign and being all like you just have to get better at talking to clients about being a being a human that someone wants to be around. getting outdoors, you know, like brighten up, have a bit of light, have a positive positive energy and and radiance that makes them want to come and work for you that they they can buy into your vision that you that you're clearly on a on a direction and they want to be part of that. So, don't over complicate it, guys. Find that first client, get in person, try out a Facebook group strategy, hit your warm contacts. I believe in you. We need more people like you and I. This the world is still not caught up on AI. There's not enough small business owners adopting it fast enough. we are the ones who have to go out there and do that. And that's why I've been making these videos for so long. Um, is because I believe there's a real real opportunity, but also kind of threat or risk that if we don't step up, if we don't get out there and start helping them, then these small and mediumsized businesses are really going to struggle. And so, we can get rich, we could have an awesome life while also doing a service to the other people who make up the most of the world, the regular people like you and I. What an awesome thing to get out of bed every day to do is to help entrepreneurs feed their families and support their communities. So, love you guys all. This has been Liam's Bali chill chats. I don't know what I'm going to call it, but yeah. I'll see you in the next one.