Hi, welcome to what my, um, weekly Facebook live show, obviously Nelson know who I am. Wonderful. Um, I'm Jen Berson, I'm the founder of generation PR and the creator of the profitable PR posts community. Um, somebody watching over on generation PR, can you share this inside, just click the share, button it on the side and share it inside profitable PR pros. You should be able to do that. I had it set up that way, but since I had broadcast issues, I had to close out that original, um, broadcast that wasn't working. So maybe GA or Nelson, if you just click share and posted in profitable PR pros, that would be so fantastic. Cuz I think this is really good topic that um, is worth discussing. And it's sort of, for me, based on the premise that I think a lot of PR pros don't realize or have a hard time accepting that when we talk to clients, we're vetting them to not everybody get to work with you.
You don't have to work with every single person that reaches out and is interested, fluff up the hair a little bit that is interested in working with you. You know, you deserve to work with your dream clients. Um, you wanna work with clients that are going to be really fun to work with that are going to build up your portfolio in a strategic way, um, and not suck the life out of you. You guys know that I always talk about vampire clients that just absolutely dream you. And there are always signs. There are always, um, things that come up, think so much GA things that come up, the phone call, you know, discovery phase or even the proposal phase where you're like, Hmm. And you tend to ch you, you tend to ignore your, um, your instincts because you think, well, it's money. And, you know, they reached out to me and they're interested in my services.
So you think you have to try to win all that work. So, um, I wanna just kick this off with the premise that not everybody gets to work with you. Um, and this is based a thread in the profitable PR pros group. One of our members Francesca started, um, a conversation around what you ask clients on a discovery call. Um, and it was a really great discussion, lots of advice. Um, and we have some shared by our members and me just talking about what I ask clients on calls, but just keep in mind that not everybody gets to work with you. So if you're wondering what you should to ask a prospective client before you start working with them, um, we know that asking the right questions will make a huge difference in how successful you are able to be in your business. You know, optimizing profits, landing, the clients that are aligned with your vision and also setting you up for happiness and success as you're working with them, you wanna love working with them.
So like I said, we got this in the Facebook group and, um, I'm gonna answer that in this training, but I want you to keep in mind what I said, vetting a new client is just so much more than just their budget. We're gonna approach this from a much more comprehensive angle so that you get the information you need to really dazzle them with your proposal and in follow up conversations. Okay. Hi, Naisha oh my gosh. Good to see you. Um, yeah, you wanna love working with your clients? It makes your life so much easier, better. You don't have that sense of dread when you see an email or a phone call coming in from them. And part of that is from the vetting process. Okay. So why should you vet perspective clients anyway? So, um, you wanna ask the right questions. It's so much more important and they're gonna ask your rate and you wanna really listen in these calls so that, um, there's, you're able to like really figure out what their objectives are, their goals, um, it's, you know, how you're able to really optimize as profits and, um, meet their needs.
So on these calls, you need to take charge. You need to embrace your role as the expert, as the leader, as the, um, oh my husband.
Um, hold on. Okay. Hi Kelly. I hope you guys are all feeling better. Um, I think my pets are gonna start fighting in one second. Okay. Um, Hmm. Harley, come here. Jump up here. I cannot, I was recording a podcast yesterday. and there was all this like, ah, guys, there was all this like stuff happened. Oh, geez. Did you hear that? Okay. So the cat, the cat, the cat tried to jump on the desk to get away from Lola and then he fell. He's old, he's like 18 and, um, and then he landed right next to her and heed her. Like it was her fault. Anyway, moving past these, um, fighting pets. Um, where was I? You wanna take charges your, of your take charge and step into your role as the expert leader. I want you on these calls, leading the client with your expertise.
Um, it's something we talk about a lot inside the agency accelerator perspective, clients, um, want to hear from you based on your expertise and they're scheduling calls with you, you know, not to get free strategy, but because you are the pro and they're seeking services that you know how to execute and you know, more than them. And so when they call, just keep that in mind, like you are always one step ahead of your clients, you know, more than them. So when they call you, they're gonna ask questions and maybe they're not asking their right questions, or maybe they're missing a key piece of this that, you know, as the expert is critical to their success, like, let me give you an example. I had a call yesterday with a prospective new client, turned out way better than I ever imagined. It could be huge company backing this brand huge by budget, not talking to another agency, um, and ready to go.
And almost like too good to be true. So I'll report back if it is, but, um, super good budget, right? And I started talking all about how they needed to embrace affiliate revenue, um, opportunity ease, because that is one of the most compelling factors in landing media attention. These days, because media platforms are looking to monetize and they bring in a lot of revenue with affiliate links, right? Take the money and run I plan to, um, and she literally was like, we have been struggling running in place internally for 18 months. And I have learned more in the last half hour talking to you than we've been able to accomplish in the last year and a half trying to do it on our own. And she's just like, you know, your stuff. And I wasn't shy about what I know, because I know it is gonna help them.
And I know it's gonna help her see us as informed and experts in our field, but you know, if we're shy about it or we're just addressing the client's questions and not sharing with them, what they need to consider in order to be successful, like your timid, like maybe they don't wanna hear that, or maybe I'm gonna sound bossy or whatever. Um, they don't call men bossy. They call women bossy, but I don't, you know, that doesn't matter. You need to embrace that role as the expert leader. So we talk about this all the time inside the agency accelerator, because they are there for your judgment. They want you as the pro to enlighten them on what it's gonna take to be successful. They don't always understand all of the services that you offer. Uh, um, you know, what's available to them, what they actually need when they should start using these services.
Like part of our discussion was let's focus for six months on a solid foundation. And then we can add on these other things based on where we see traction in our initial efforts. So we can so sort of hold off on paid while we build organic earned media. And, um, and the budget's there and the budget's there for paid when the time is right. So telling them how it should look and all of that, that is your role. That is your job. And clients may come to you thinking they need one thing. But when in reality, you, as the expert, really look at what they're up to and what they wanna accomplish, and you would recommend something totally different. So, and I look at it like, even if they don't come on board, even if we don't secure them as a client taking charge on these calls and asking the right questions really demonstrates your expertise, your willingness to serve them, how helpful you are, how confident you are in getting the results that you say you're gonna get, and they'll go off into the world and they'll say, you know what?
We ended up going in another direction or they were out of budget or we ended up just keeping it in house, but I had a great conversation and that agency knows what they're doing. They know what they're doing, and they'll refer you. And it's just about building those connections and, um, confidently stepping into your role as an expert. Okay. So I want you to keep that in mind and don't be shy. You know, if you're, that's why I always say have a niche because you'll know so much about what is going on, um, in the niche, not yet, we have to get them a proposal. Nelson asked, did this new client sign with you yet? This was a call yesterday. Um, we owe them a proposal, um, and she wants to get us products to try, which I'm not mad at, um, skincare company based, uh, on CBD, big, big, um, backing to this company.
It very established, you know, parent company. Um, yeah, so we'll see, but this, uh, probably won't be decided until, uh, the marketing CMO meets with the CFO on Monday. So we'll get them a proposal by probably end of day tomorrow and then, you know, let them get back to us if they need anything else. But I appreciate that confidence. I feel really good about it and I'm super excited. So with that perspective of being the expert, stepping into your role as the leader, guiding them towards success, here are four questions that I want you to ask when you're talking to clients. Um, and we walk through all of this inside the agency accelerator. And in fact, there's an, an entire lesson and checklist so that you can have it in front of you. And, you know, did I get this information? You know, I know that a lot of these things are sometimes maybe uncomfortable to ask, especially number one, what is your budget?
Um, and I think even in that discussion, Nelson said, um, I never asked their budget. I have my own set pricing. If they can't afford me, I move on to other, other prospects and I don't do proposals or RFP our waste of time. Um, I always ask budget because you get a lot of information from that. Um, and yes, we have our own set prices for sure. But there's, to me, this issue is so complex. It's not just do I get the fee that I'm searching for that I'm seeking. Sometimes you ask budget and you are pleasantly surprised that they have double the fee that you would normally charge. Um, you know, so I don't like the idea of leaving money on the table. And a lot of times when we ask budget, we will get an answer that is very generous and probably more than I would have, you know, it gives us more room to staff and bring on people and there's more profit margin.
Um, so, you know, and if they come in and they say, this is my budget, and it's really low, then I'll be very candid. And I'll say, listen, you know, candidly, this is way lower than where we sort of have entry level clients and, you know, and then it's a discussion. How much do I really wanna work with this client? Do they have a product line that is going to put us on the map? Do they have something that I know will get a ton of great media for? And I wanna really build my portfolio in that direction. We can be somewhat flexible. Um, and I will let them know that I really wanna make it happen for them. And so we will come in and maybe work at reduced rate, and it's never where we're working at a loss and it's never where we're not having a profit.
Maybe it's just a little bit lower than what we hope to get, but we will make exceptions. And this is why I don't publish our rates anywhere, because it's really on a case by case basis. You, you know, you talk to these clients and you know, what they're goal are, and we can see right away whether we can be successful or whether it's really going to be a struggle. And so asking budget and not publishing rates gives us that opportunity to be flexible. And I feel that our agency is maximally. You know, if that's the right word here profitable, because we don't have a set rate and we're able to go up, yeah, don't publish rates. Um, we're able to like go high, you know, and be play. Isn't really surprised that there's a lot more budget. Um, you know, or we can really get them to bump it up by seeing that, wow, their rates are really a lot higher.
And if they come in at somewhat of a discount, I'm really getting this value. Um, you know, not that you're discounting your services and then discounting the, um, service you provide to them. We don't do that. And I tell clients, if we are able to come in a little lower, it doesn't mean that you're getting less service or, you know, fewer services, less time. Um, it just means that we're, you know, running lean and we're gonna momentum. And then in six months we'll reevaluate and we always put a timeframe around it, but it's never at a loss and it's never not profitable. So we always ask what's your budget. And, um, you got, you have to know in advance. You may not actually get an answer, but it doesn't hurt to ask. And this also will help you from wasting time creating a proposal. So if a client gives you their budget on a discovery or sales call, and it's way outta your range, like not even a discussion, you can tell them that up front, maybe you have a recommendation for them, for someone else you wanna be, um, helpful that I'm telling you more times than not.
The answer is a positive surprise for us. Like yesterday, the answer was very positive. I would've never thought they had the budget. They stated they had. So, um, you know, uh, yeah, we do. We make the other guy go first to reveal their strategy. And more often than not, they'll tell you, you know, they'll tell you because they've, um, carved out budget for it. Some people are a little close to the vest and they'll say, well, why don't you, you know, it's a range. Why don't you let us know? Um, and then we, we, after that kind of initial discussion, I have a sense of what they have behind them, like a good marketing team, um, a business that's, you know, been running for a while, founders that have had previous success, little factors like that, tell me that there is going to be a it, um, but they're looking for us to state it.
And then in that case, you know, like Nelson, I will come in with my rate. That's like the minimum that, you know, we need to make in order to effectively support them. But you know, more often than not, you'll find out and either it's a no go. And you're like, I can't even get in. We're not even in the, in the discussion here. Um, or you say, okay, all right. You're like, okay, great. Yeah, I think I can make that work. And you're like, oh my God, , you know, that was yesterday. I'm like, yeah, we can make that work. Um, but it's like squarely in our, you know, in our rain with, for a very cool brand. So that's the very first thing I want you to ask and do not feel uncomfortable asking that is a question that comes when you are confident and you know, that whatever that number is, either you can provide the value for that number because it's, you know, a good amount or it's is really low and you can easily say, you know, I'm so sorry, but, um, you know, given these factors, and this is the service we provide and our deep expertise and the results we get and, you know, an agency of our, you know, caliber, whatever, um, our rate is significantly higher than that.
Um, and I just don't anybody's time. Great. Always the first question, it's not from you, the first question, it's one of the last questions for me. Um, I ask a lot of other things first to really start thinking about where is this brand now? Um, what's their timing, what's their, what is their team like? What is their, anyway, I'll talk about some other factors. The second one is really important and most people don't ask it, um, ask them, have they ever had PR before, have they ever worked with a PR agency? And if they haven't, um, then you probably can do a lot of foundation laying telling them what to expect and when, and I love this because the expectation piece is so important. Yeah. It's a great thing to ask. The expectation piece is so important. You want expectations to be aligned? We know that really the number one source of dissatisfaction, this jacket, right?
I'm wearing a shack jacket, SHA jacket, shirt, jacket. I feel like it makes me look like a linebacker. not noticing I'm like I have a small head and a big jacket anyway. Oh my God. Um, mom, tell me if you are, when you see this on replay, text me. If I look like a linebacker um, anyway, she'll be honest. My mom's always very honest. So, um, you can really use this to your advantage and let them know how it typically works, what the timeframe is, what they can expect. And when, um, I am keeping warm and I have my fire burning over there. Thanks so much. I am warm, but I feel like I'm a linebacker. Um, so yeah, expectations, timing, um, really set them up for how it's going to go when they work with you. But if they say yes, they have had a PR agency, you need to find out what didn't work.
Um, what would have made that experience more successful and how could that last company that they worked with have improved their service. And sometimes the, you can find out that the client is not reasonable. And sometimes I will tell them, you know what, I think the last firm you worked with was doing what they could do, you know? And they, it seems like the results they were having are probably pretty typical of what you could expect. And I'll tell them that. And so say, you know, if you worked with us, it would probably go about the same thing. And I don't think about the same way as it went with them. And I don't think you gave them enough time. Now, if they were not communicating with you or they were not meeting with you and telling you what was happening, or there were no product requests, um, um, you know, and I'll even say, sometimes we have media tell us they don't need samples because they're working from home, they're in, you know, walk up apartments in New York.
They don't have the space for a bunch of boxes and products more and more. We're getting features without sending products first. So that's not the be all end all of success, but was the problem. And if it's that, they, um, farmed it out to a junior person who wasn't getting their brand positioning, or they just had no traction whatsoever and very poor communication. Um, you know, you can learn a lot from that. So, and it also just kind of gets this conversation going in a meaningful way where you are problem solving for them. Um, GA says also if they have had prior press, how did it impact their business? Yeah. And what types of press, because we, we always ask to see press that they've had. And, and also if it's on their website, we've already looked at it and we'll ask, you know, we've, we've been to your site.
And we seen some features that, you know, some of them in particular seem like they probably had an impact. How did these few impact your business or, um, we'll ask them what has been the most impactful effort to promote the business so that we can figure out how we can do more of that. Um, but that question really simple question, oh, powerful. And it really shows you're proactive and you wanna provide them exceptional service. So you need to understand where it went wrong before or where they felt they weren't getting excellent service. Okay. Um, number three, you wanna ask is what are your goals and objectives so simple, but they'll come to you and they may say what services they want, but they're not really giving you that initial insight into what they're looking to accomplish. So this is really important because you'll be able to educate your clients, um, help them set realistic expectations.
So this often comes up with a sales goal. And, you know, if a client thinks that their goal with PR is to make a certain amount of sales or increase in sales, right from the start, you get to educate them. That PR doesn't necessarily equal sales. That the effort for PR is more in terms of exposure and visibility and brand awareness. And that's hard, it's cumulative for the consumer. And it's also cumulative in the results that you get with the media. And that is hard to quantify. You know, you don't know how many times somebody has seen their brand mentioned in the media before they make that buying decision. You just don't know. So we have to kind of set them straight. So you wanna understand their, their goals. And, um, in the pitch lab, we actually have a really good lesson on, um, creating a strategy for clients once you're retained and it's like goals, objectives, tactics, um, there's a fourth one.
I'm like totally blanking on it, but it's really understanding their goals. And what are the objectives in order to get those goals further? So like, what are you doing specifically? Um, and then what are the actual steps you're gonna take those, those are the tactics, people confuse tactics and strategy all the time, but, um, strategy is like the approach you're gonna take and the tactics are the actual steps you're going to in implement. Um, so, and we go into that and we also have a strategy template in the pitch lab, but it's really understanding what is this brand looking to accomplish. And the call yesterday was awesome because the thing that they're looking to accomplish is so much more simple than other kinds of press that take a lot more time. So they're looking for roundups and lists and being on those listicles. And I'm like, we can do that all day long in our sleep because they want the SEO value.
They just want, they know people make buy decisions from those lists. Um, the bigger like brand features, those are all great. It, but they were like, we don't even, it doesn't have to be that complex. We just need to be on a lot of lists and I'm like, cool. We can do that all day long. So understanding that goal for them, the goal was to help improve SEO. We can, we can help with that. We are not an SEO agency. I told them that, that they get the value that meaningful links, um, from top ranking sites we'll have for their SEO. Okay. So that's number three are, what are your goals and objectives? What are their dreams? What do they want for their brand? Um, you know, do, does the founder wanna get exposure? Does the brand want to be aligned with other premium brands?
Do they want to be known as an organic, um, effective organic company? Um, you know, are they rebranding? Are they relaunching? Are they launching a new product? What, what are their dreams to do? They want this product to be the most successful launch in the, in the history of the company, you know? And then it's like, what's your budget for that? so, um, yeah, that's, uh, that's a really important question because then you can build a strategy to help meet their goals, versus just answering the, the questions and offering the service that they're asking you for, because it's not always, you know, they may have a, a goal that doesn't actually get served by one of the services that they've asked you for. Like, there's some better allocation of their time and money that you can be providing to them. Um, question number, and this is for product based businesses.
That's my jam. That's my expertise. That's who we represent is what, what is your sales strategy? So this is where you're gonna wanna listen for things like having a great e-commerce site. You wanna go to their site and look at it? Is it embarrassing? Would you send an editor there? We've had that happen where we're like, eh, editors are gonna look at this and think it's janky and not wanna talk about it if they don't have this. Um, well, the other thing is commission. So affiliate commission set up either through a major retailer like target Amazon, um, or do they have affiliate on back end, um, through their own website. And if they don't have this setup, now this is when you get to jump in and talk all about that. And that's what I did on my call yesterday. We let the potential client know, this is just an absolute non-negotiable in this current PR landscape.
And I always say to them, you know, the we've been doing this a long time. PR is a game and there are rules and the rules change, and it's our job to help navigate our clients with what the current rules are, so that they can help that, you know, that they can have an opportunity to win the game and get press. So we said the number one rule of the game right now with product press is affiliate commission opportunity. And we really talked about what that looks like now for them and other factors that are gonna implement that will have a positive impact on that. So you need to make sure that your client understands that the opportunity is really essential for them moving forward. And also we did a huge masterclass on this, um, in the pitch lab. And, um, you know, that's in there just because we want to make sure that our members are really up to date on strategies that are really important now, so they can guide their clients through that.
Um, other tips for vetting perspective, clients get in this mindset, you have to be in that right in that right mindset before hosting a discovery or sales call. So it's that way you feel on the inside that will seriously affect your tone, your calm. Um, I love to go into discovery calls with the mindset already that this is my client. There's nobody better, better for them than us. And this is my opportunity to lose it's mine. You know, it's mine in the bag and you know, we're just gonna serve them and help them out. So we come in already serving them as a client. We don't give a ton away, but we give them the confidence that we can execute on their behalf. You know, we're gonna get it done. We understand their niche. We understand what they're looking for and we know how to do it.
And we let them know what they can expect and what in. And they feel really confident that we're being candid and we're not over promising. And underdelivering, um, to be really successful as a PR pro. Again, you have to remember that not every client on a discovery call is the right fit for you. And you wanna do that essential pre-work to vet your client. Um, if you have that spitey sense that it's like, this is just gonna suck the life outta me. They're gonna be a vampire client. It's gonna make me dread hearing from them. Don't discount that feeling that is telling you something, because you deserve to be excited about the clients that you're with. And that also that excitement, I think it's the thing that clients are like, oh my God, I love how excited you are about our brand. That is also important when you pitch the media, you have to believe in it.
You have to love it. You have to care about it. That has to come through. It comes through in your tone when you ask them questions and it will really wow them that yesterday, she was like, I love that. You're interested in trying. I love that. Um, we are gonna send some stuff your way, so you can fall in love with the products too. Um, if they're proud of their products and they, they need their PR rep to experience them also, how can you write a strategy if you don't even understand what's unique about their stuff? So if they are a product based business, don't be shy, ask to sample the goods because you need to know what it's like. I mean, if it's crap and it's like, this is gross and I don't wanna, I don't wanna pitch it. I would be embarrassed to ask our contacts to consider this.
You have to know that too. So you, the love the, the work you're doing for the clients that you're doing it for the other thing is try not to commit to a price or your fee on the phone instead. Um, so the most I'll really commit to is like a range. And I'll always come in on the high end so that the low end of the range is kind of what I'm looking for so that they feel when I put the proposal together, that I've been flexible. And I came in at the low end of our range. But instead, um, what I try to say is that we have to put together a proposal and consider their needs based on their goals and objectives that we discuss on the call. Um, but again, you can give a range with like starting at and give the range where the price you're leaning towards is on the low end of the range.
And then it would be something like our PR our, our fees currently are ranging from X to Y, but I'd really have to give it more thought as we build out a proposal for you. So let me get back to you with that when I submit our proposal, and that should be adequate. Um, you know, and if you say it and they're like, you know, that is way outside of budget, um, then you probably can say, well, I don't think that it would be worth our time to submit a proposal. Sometimes they'll say, yeah, no, it's cool. We have, you know, let's see the budget. And I'm like, it's between this and this. And they're like, yeah, that sounds reasonable. And then you submit the proposal and they get back to you. And they're like, this is way outside of our budget. And like, well, we had this conversation and you said it wasn't anyway, that rarely happens, but it does happen.
Um, you know, I want you to also have this mindset that even if it doesn't work out with a client, don't look at the calls as a waste of time. And I also don't take every call with somebody who reaches to me. I'll either refer business out. We like poke around, look at their site, look at what they're all about and decide is this cool? Do we like it? Can we do a great job with this? Um, would we be able to be successful? And if the answer's no, or it's too small, and I have the sense, they're not gonna have the budget for us, then we will refer them out. Um, so at that point, the people we're actually talking to are already pre-vetted. So I haven't wasted our time. Then we get on the phone and if it doesn't work out, my mindset is always, you never know what's gonna happen.
That person could remember. You recommend you to others and, or, you know, come back to you at a later date. Um, Gail, when you say list your services, do you mean in the proposal or on your website and also in the proposal? I don't like to offer all a cart because I don't wanna have to, we in our agency accelerator, the main thing that we are trying to get you all into is a flow state in your business so that everyone okay. So both. So, um, if they ask for it specifically and I'm willing to do it, then I don't list our services, um, on the website, in terms of like bundled, it's just kind of like, this is what we do, like earned media, social media, influencer, marketing, whatever, um, BR you know, brand partnerships, you know, all that stuff. It's just general on the website, but in a proposal, I will listen to what they're asking for and I pared it back to them.
So when I'm on the phone, I take notes and I will use their words, cuz they'll tell you what they're looking for. And you can almost pared it back to them. Um, but I don't offer all the cart services unless it's a really, really big client with a huge retainer or a huge budget for that piece. Um, because like I said, in the agency accelerator, the goal is getting you in a flow state in your business so that there's not a lot of stops and starts so that you're not managing multiple clients doing different services at different times. And you have to remember, oh, well this one, we don't do that for this one, but this is a really great opportunity for them, but I can't mention it to them because they're not paying for that service. So I just tell clients, let, when you're part of our agency, you are part of our family.
You're part of our roster and we get great inbound opportunities because of our connections in your niche, in the media, that would be a great fit for you. And we're able to leverage, um, connections. We, um, connections that we take. Hi TA and I see you, let me get back to you one second. Um, connections we make on behalf of like other brands that maybe are bigger and more well known and you can come in based on those connections. Sometimes our clients have huge budgets for paid integrations and then, or paid affiliate or, or, uh, um, influence our opportunities. And I get to say, oh, by the way, we have these other clients and you don't have a budget for that, but we're able to get in the door because another client does have a huge budget. And so now they're talking to us and they're like, what else do you got?
And they love that. We just gave them $30,000 for a brand partner. And they're kind of like, yeah, let me check out your other client. You know, it happens. So I don't want clients to miss opportunities. And on my end it makes it so much easier to just serve clients in our retainer fee way that we serve them and, um, get them onto this kind of, um, process where we're in a flow state. Um, let me, uh, let me answer TA I would like to know how you say no to a lead that isn't a good fit. Like for example, it's too small, not something passionate about, or simply it's a capacity issue and have too many clients with dates around the same time. Um, all of those are great reasons. You know, it's not a, a great fit it's outside of our area of expertise.
Um, you know, I really love what you're up to, but I don't feel that we are the best fit for you. Maybe you recommend someone, maybe you use our community and you post it and say, Hey, I had this lead. Does anybody wanna talk to them? Um, they're looking for this specific expertise. Sometimes I'll say we're not accepting new clients at this time. Sometimes I'll say it is a conflict with an existing client. Um, not that we're lying, but that that's the reason even, you know, if a brand is too small or it's kind of like, like again, you're not passionate about it. I will look at it. And if it's remotely connected to something else we're doing, we'll say it's, it's, uh, not, um, not a fit, you know, not, not a fit, but we can't accept them cuz it's a conflict with client that we're currently supporting, um, or will say that we are not accepting new clients at this time.
Um, or because that makes you sound also very exclusive like, oh, they're fully booked. Like I wonder what the, what the magic is behind the curtain kind of thing. Um, and I know Tamara, you industry is very tight knit, um, and the players in your industry all know each other. So, um, I would maybe say that, you know, I, I love what you're up to. This is a really cool and interesting project. However, given the date, we are already over committed and we, and be able to provide you with the level of service that we are accustomed to. And that's kind of how I position it is that there's too much going on on my end to be able to, you know, provide them exceptional service and therefore we can't take it on, you know, we wouldn't want to not be able to give them the experience.
Does that help? Let me know. Um, so you know, getting on these calls has great value to you, even if it doesn't work out. Um, and inside the agency accelerator, we cover this topic of vetting your clients in so much more detail. Tamara says, okay, great. That's kind of what we've been doing, but I never know if it lands well on the other side, that's up to them. You know, if you come at it from the perspective of, um, you know, you're not turning them down because you're like this project is lame and I'm not interested, or I don't think anyone's gonna care, you're coming at it from a care and concern and a service, you know, a place of providing service. How could they, how could they think that that's not, um, a positive interaction? You know, my goal is just always like, even if it doesn't work out, just set them a drift in the world in the most positive way and say like, nice to, nice to meet you, go off in the world and, um, thrive and they'll have a positive experience with you.
So I'm sure it's landing, I'm sure it's landing well. Um, so again, in the agency accelerator, we go deep, deep, deep into this and we show you how it fits into this bigger framework of how to run a profitable agency with consistent, predictable recurring retainer revenue. That is my goal for everybody make consistent, predictable recurring revenue and love the work you're doing. So it's just a little tiny piece of this overall framework that we are teaching to inside the agency accelerator. Um, and I actually have, we just created this new freebie resource. It's very, very good and helpful. I think, um, we're getting a great positive response to this one, but it's the PR agency action plan. It's the 12 steps that you need to take in order to grow and scale your PR agency this year. If you click through and download that action plan, you get a PDF and then a video of me, maybe you wanna watch it another day, cuz we just chatted for almost an hour, um, walking you through the steps and explaining how it all builds on itself and why you need to be thinking about these specific areas in your business.
So download that, um, really, really good. It'll get your wheels turning and maybe you'll start to see some areas of weakness or where you can improve in your business to bring in more, um, consistent clients that you love and um, really know how to maximize profits in your business. So that's what I have for you guys today. I love this topic. It's my favorite because I love sales. I love getting on calls with clients. I look forward to it. Um, I get really excited, especially if it's a brand I love. I'm like, okay, gotta get the wheels in motion to get them in the house in the door. Um, so you know, that's why I loved my call yesterday and it went better than expected. So I will keep you guys posted if we land that one, really excited about it. Um, does anybody have any questions about this topic or anything else posted in the chat?
Um, Nelson let's celebrate this win Jen. I have a huge hit for my client. They're being interviewed in 10 minutes by the wall street journal retail reporter. That's awesome. So cool. Congrats posted in our group when it runs. Do you know when it's gonna run? That's so exciting, congrats to you. Um, and thank you for sharing that. That's really cool. Um, and everybody else that's here. I really appreciate you spending time with me, not yet, um, within a week. Awesome. Uh, well I appreciate you guys spending time with me. Um, I have some things I'm working that I'm so excited about and I hope it happens. Hi Eva. Nice to see you. I'm leaving you are a little late. Watch the replay. Um, I wish I could talk about it and I just like, I'm staring at this thing on my screen that we're working on right now.
Um, I just like have this goal and vision for serving this community in the biggest way possible. And I am trying to figure out how to make it happen in a way that's like bigger than anything I ever imagined we would get to. Um, and so we're working on something really for me, it's very big. I'm not gonna be like, oh my God, it's so exciting for you. I think it will be, um, if and when it happens, but I have to say the one thing here that, um, feels really good is, um, this is a big leap for me. Um, and my husband is just like, I want this for you. I really want this for you. And he's using his expertise. Um, his know-how to help make my dreams happen. Um, and it's just, it just feels really good. Like I just am so excited whether or not it happens.
I think it will. But, um, it, it, it's just this feeling of being supported and you know, my husband is just my biggest champion and he really makes me me feel like whatever. However big my dreams are, however big my goals are, it will happen because I'm the one driving the ship and he's there to support me anyway possible. And so when this came up, I was like, I'm a little nervous to tell you. And he was like, hell yeah, this is awesome. How can I help you? How can we make this happen? And we've gone through it multiple times in multiple ways. And he is still, there's a part of it. That's not tangible my numbers. My husband's a numbers guy. So the intangible part, he's having a really hard time with and he just looks at me and he says, I trust you, Eva.
I can't say right now. Um, we're under NDA, but I promise. Thanks, Sasha. Hi. Um, I promise I'm not trying to be like coy in any way. Um, I'll fill you guys in. I hope sooner rather than later, but, um, it's just, um, something that I hope will allow us to expand and be more inclusive and offer more and provide more value and just help our community in a bigger way. Um, and it's a big deal for me, for me and for my business. Um, big step for us and uh, hi. Hi Serena. Oh, how are you liking the pitch lab? Um, anyway, it's exciting for me and hopefully it allows us to be more, you know, but, um, my husband, um, is just like, I, I know there's a piece here that isn't like fully, that I wouldn't fully understand because it's not easily monetized or whatever.
But if you say it's valuable to you, I totally trust you. And I want this for you and we're gonna make it happen. And Sasha says it will happen. You have done a wonderful job with this group and I love the supporting community here. I can't wait. Oh, I love hearing that. Thank you for being a part of our community. That is the best. I love it. Um, so yeah, I didn't mean to come on and like reveal something and be like, I am a secret. It's not, it's more just like I wanna do more for all of us. And this is a big step and it's expensive and it's super time consuming if this happens. Um, but my husband is like, I'm here for it. Whatever you need, whatever you need to make your dreams happen, we will, we will make it happen. So I just feel so supported.
Um, unless he's, uh, sleeping at 6:00 AM when the dog needs to go out and he pretends that he can't hear her when I know he can't, just lays her. And the dog's like, so I'm like, are you gonna get up? I was like, I don't hear her. Yeah, you do. Um, still getting this dog to sleep anyway. I'm just to kind of hear if anybody has any other questions or Serena, if you wanna let us know how you're liking the pitch lab, one of our newest members, um, anyway, grab that free resource. I just posted I'll post it again. It's very good and hope all is well with all of you. I will see you real soon next week, of course. And in the meantime, um, engage with the members of this community like Sasha, Serena Nelson, um, Eva, fantastic people best in the best on the internet for PR pros. I promise you. Okay, guys, we'll see you next week. Have a great day. Bye.