#CreatorStories showcases the honest personal experiences of digital creators who monetize their knowledge of a skill and sell it on Selar.

We share these stories every week to inspire you to create and sell a product out of your wealth of knowledge and be a part of the digital creator economy.

This week, we turn the lights on Emily Wale-Koya popularly known as a coach and certified brand strategist. In a bid to raise money for her home, Emily decided to sell an audio course she didn’t know how to create.

She sold it at a pre-order price just to raise enough money to visit a studio and record the course. And that marked the beginning of her digital creator journey.                

Everyone would like to get to know Emily Wale-Koya.

Can we meet Emily Wale-Koya?

My name is Emily Wale-Koya. I’m a personal brand strategist and also a launch specialist. I help audacious women, men as well, and organizations launch brands that get them seen, heard, and paid. One of the core things that I do for individuals is to help them actually monetize.

I help them leverage their genius, knowledge, expertise, education, and experiences into a coaching business that they can build and make six figures in USD from. I think that in a nutshell, that is my professional life. In my personal life, I’m a mom. I have four kids. My last child is under two. She wasn’t supposed to come into this world, but she found her way right? (laughs)

So she found her way here, and she’s a special one. I call her my Coco Chanel Handbag, my Louis Vuitton handbag, every designer handbag and shoe because she’s like the last. I’m married. I have one husband, of course (laughs), yeah, I think that’s about my personal life. I’m a Christian. 

What was your career journey like before becoming a digital creator, coach, and personal branding expert?

I’ve been an entrepreneur for over 20 years. I have been in this business and journey of entrepreneurship for half of my life. I started entrepreneurship while in the university. I started because I had bills to pay. I saw myself through school, so I had to do some sort of business here and there, bake cakes. I lived with an aunt who was a caterer, so I learned how to bake some pastry in her house and cook.

I used to see myself through school and when I got out of school, I wasn’t ready for a job. I just didn’t want a job. I got a job eventually, but I left after 30 days. I was apprenticing to someone who ran a restaurant, but I left after 30 days. I lied that I couldn’t come anymore. I think I was pregnant then, so I lied that I couldn’t stand for too long and I had to leave.

But I really wanted to leave, so I just couldn’t stay in a job. I’m someone who likes to be free because I’m very creative. I’m multi-passionate so I used to jump from one idea to another. I can’t do that when I’m on a job because it’s defined. I have to do something every single day, but I think that’s part of why I’m an entrepreneur.

I’m disciplined now. I don’t jump from idea to idea anymore(laughs). I write down my ideas and then I go back to them after some time to check if I’m still excited to pursue them or not. I think that’s it.

What made you decide to create a digital product? 

Okay, so I think this was back in 2016. I had my third baby. I just returned from the US. But my return from the US wasn’t a nice return. I returned broke. We started having some tough times in Nigeria.  I had to leave the US with a one-month-old baby.

Usually, when I travel to go have my kids, I stay six months because that’s what my visa allows, and I come back in the 6th month. But this time I came back after a month of having a baby because I couldn’t cope, I couldn’t pay for my accommodation anymore, so I just had to come back. When I came back, my husband was also out of work. He didn’t have contracts anymore.

As a matter of fact, my husband had to ride an Uber with my Jeep that we brought from America (laughs). We still had some funds, but we didn’t have anymore. I think we bought the Jeep when I had my son, my second child in 2013. So when I went back to have my third child, it wasn’t as easy peasy as it was when I had my second child.

We had the Jeep that we bought in 2013 and my husband used it to drive an Uber and just to bring 3,000 naira home or something like that. I just had a baby and things were really tough. I had never experienced that in my marriage.

My husband and I were fighting, but we were not punching each other, but we were fighting internally. We were upset with the situation, but we turned it around and we upset each other. We had to pull our kids out of school as well into a cheaper school that we still couldn’t pay the bill at.

And I looked at the situation, I was like, this is not going to get any better if we continue to wait for him to get a contract, for him to get a job, for something to change. Also, I looked at my husband and I saw that he was like a straight blue jacket kind of person.

Like, he had to do the job that he knew how to do. He wasn’t ready to start a new business or venture into something else. So it was left for me to do something.

I think back in 2016, there were no digital products like we know now, all over the place. Nobody was talking about It. I didn’t know how to create one. I just stumbled on some videos on YouTube.

There was this guy, I think his brand name was called Grumo and he talked about how he created a course using Camtasia and all of these things. It was technical back then. Now you can create a course or create a digital product using Zoom or something. I’ve created most of my master classes using Zoom. But back then, you had to get like Camtasia, and it was expensive. It wasn’t as easy to come by.

Long story short, I decided to set up a WhatsApp group and teach people for two days how to turn passion into profit. Now, I had already turned my passion to profit in some very tiny way. I used to send out articles on BlackBerry back then on BBM, I was just sending a BBM broadcast message.

So I would just broadcast it to people and then they would reach back and tell me, oh, how can I work with you? I like what you do, blah, blah blah. I was already monetizing that in a little way but I didn’t know it was monetizing.

I think I was one of the people that propagated this monetizing word. I set up a WhatsApp group and I taught people how to turn passion into profits for two days. 

What was your first digital product?

An audio course. This course was not even ready. This course was just in my head. I didn’t have any money to create the course. I didn’t have access to Camtasia. I didn’t know how to set my laptop together to create any course back then. It’s not like now that you can use your mobile smartphone and do it.

So what I did was, just get these people (the WhatsApp group members) to pay for the course that I had not created so I could take some of the money and go to the studio. Because I wasn’t ready for any technical thing that I didn’t understand. But I knew I could walk into a studio and record my voice.

That was why it was even an audio course. It wasn’t a video course because I didn’t know how to do any of this video thing yet. So people started buying. People started paying for the course. I told them that it would be ready on a blah, blah, blah date. It wasn’t ready right now. And I was shocked that people were actually paying.

Within a week, I had done like seven hundred thousand Naira. This was in 2016 and this course was not even ready. This was my first course that I had not created. I did not know anything about digital products, or anything about online courses. I mean, now I sell premium courses. I even sell coaching programs for $14,000. But back then, all I wanted to do was just to get some money into my home and support my family. 

When did you earn your first money (commission) from creating and selling digital products?

It was when I pre-launched my audio course. I sold this course for 25,000 Naira. I told them in the Whatsapp group that it was 50,000 naira. But if they were going to order between now and before the course comes out, they will pay 25K. So I give them 50% off. And then that was how my journey into digital products actually started. From there, I’ve grown to where I’m now. It’s been six years.

What’s the average amount you make from digital products now? 

I have done six figures in USD and it took me five years to do this. But right now, I run my mouth on social media, and whenever I get a chance to speak to people, I tell them, I will do six figures in a year because I have learned so much.

It took me five years to have a five-figure launch. I’m talking in USD now. It took me five years to eventually have that. And in that five years, I was able to earn six figures in USD. But like I said, I would do six figures within a year, and then I will ultimately do six figures within a quarter, and then I will do it in a month, and eventually, I will have a six-figure launch day, a day, that’s going to happen.

That’s the power of digital products and I have come to understand that. That’s why I continue to raise the bar for myself and my clients as well because a six-figure launch day is possible. If people abroad can do it, we can do it here in Africa, it’s the same thing. It’s about systems. It’s about understanding how it works. I see a lot of us back here, we just create stuff. Yeah, it’s okay to start with an ebook or a $100 course. It’s okay. I also started out with it, so I can’t even cancel it.

But we must understand the possibilities when it comes to digital products. The possibilities are massive and endless, they run deep. So when we understand that, we can now scale our $10 ebook or $100 course. We can scale it to four and five figures in USD. With a digital product you can sell to people across the world, there’s literally no cap on how much you can earn. There’s no blockade. There’s no limit. It’s borderless.

How did you do that? What is your sales strategy that other digital creators can employ?

Quite a number of them. Maybe I’ll share a few.  So when I started, I had no funnels. I didn’t know anything about funnels, I didn’t know funnels existed. It was 2016. When I started, I was using social media, Facebook especially.

And then I got on Instagram because I thought Facebook was getting too crowded. Now, Instagram is getting too crowded, so I’m looking for where to go next (laughs). But thank God I understand what personal branding is about, and I don’t have to keep running from one platform to another, I can actually build a standard brand on any platform.

That aside, currently I have a robust marketing system in my business. I sell both low-ticket digital products and high-ticket digital products. My high ticket is as high as $14,000, my low ticket is as low as $10. I do everything. At some point, I wanted to just stick to high ticket offers, but if I do that, I thought to myself that I’d be leaving money on the table.

And so I’m like, Okay, Emily, you never reach that level. Don’t leave low ticket offers. Besides, there are still people that will not be able to afford the high ticket ones, and I want to be able to help them because my business is more of a ministry. That’s how I started it. I started wanting to really be of help. There are people who I have to help in this life, whether they pay me or not.

So back to your question about marketing systems or systems that have worked for me. I have funnels. I have to run literally every aspect of my business using funnels, especially my low ticket offers. So I tell my students, to stop exerting so much energy to sell low ticket offers. Put it in a funnel and automate it. Remember the word automation.

So I automate my low ticket offers. For example, let me give you a typical picture of how one of my funnels works. I put a freebie at the front end of my funnel, and it’s a freebie, like a free book. It’s powerful, it’s valuable. It’s something that I should sell, that I usually sell. But now I’m saying, you can get it for free. When you get that book, you’re going to get a message, which is where I put a tripwire, which is also called an Upsell or an order bomb. I put that there. And that’s where I sell my low ticket offers.

So as long as I continue to drive traffic to this funnel where I have a freebie in front, my low ticket offer is always going to pop up. And out of 10, 20 people who come through that funnel, I want two people to buy that low ticket offer. Then I lead people through the funnel to my high ticket offer.

I also use bookings. I use an online call booking system so people can book a 45 minutes call with me, and then I can tell them about my coaching program because it’s a high ticket and they decide if they want to work with me or not. So I use funnels, I use automation, and I use trip wires. I think that covers it in a nutshell.

Would you say you leveraged the power of community to make sales as a digital creator?

Oh, I do, of course. That’s a major part of it. I have my Instagram community, and I also have an email list. I didn’t mention that, sorry I left that out. I have an email list of over 12,000 people. I have an Instagram following of over 50,000 people. So that’s major for me. Community is part of how I actually sell. Now, even if I take out the funnels, I can sell to my list, I can sell to my Instagram followers, but with the funnel, everything is automated.

What is your idea about personal branding?

Personal branding is how you show up, how you talk, how you are, and how you want the world to perceive you authentically. Somebody can hear how you want the world to perceive you and they go, I can fake it. No.

Authenticity is one of the A’s among the five A’s of personal branding. If your brand is not authentic, you’ll be playing yourself because at some point you’re going to get tired or at some point, you’re going to feel unfulfilled.

Authenticity is wrapped around your passion. It’s wrapped around your personality. It’s wrapped around your gift. It’s wrapped around your interest. It’s wrapped around your values, these things. When it comes to building a brand that outlives you and a brand that profits you at the same time, your personal brand is YOU.

Sitting here right now and doing this interview with you and talking to you, this is my personal brand sitting here doing this interview with you and talking to you. My personal brand is me, I am my personal brand. There’s no me outside my personal brand. There’s no you outside your personal brand.

Every time you show up, every time you do anything that you do, at home, at work, in church, wherever, that’s your personal brand doing that thing. So people need to learn how to be their brand, breathe their brand, wear their brand, eat their brand, and talk their brand. I don’t want to say you wear your brand, but of course, you wear your brand.

So your personal brand is how you market yourself. Branding is originally how people perceive you. Branding is perception. That’s how your personal brand is as well. Branding, brand, personal brand, product brand, company brand, anyone. Branding is branding anywhere. One is a person, the other one is a thing or a product. But branding is branding.

So for people to perceive you in a certain way, you have to position yourself in that way. How you position yourself is now what influences and helps them to make conclusions about your brand. Personal branding is such a powerful tool because you have a blank cheque. You have a blank cheque to actually write how you want to be, do how you want to be perceived, and be how you want to be perceived so that people can make conclusions about you.

You have an opportunity to continue to make impressions on people every day with your content, with your post, with your video, with how you dress, with how you speak, with where you go, with your values, with your vision, with what you believe, your perception, and the things that make you who you are. That’s how powerful personal branding is. We’re so used to company branding and logos. We’re used to what McDonald’s is. We’re used to what Tesla is and what Amazon is and what all these other companies are.

Now, these companies are there to help us use their doings to create a brand of who we are as human beings. The way McDonald’s has been here for over the years. That’s how you as a personal brand can be here over the years.

Your personal brand can outlive you. Steve Jobs has been gone for over how many years? But we remember him. We know what he created. We know what he stood for. We know a lot about Steve Jobs like we were his next-door neighbor. We know so much about Kim Kardashian like we live with Kim Kardashian. We’ve never seen this woman. We probably will never see her.

But we know she has four kids. We know she and Kanye are divorced. We know blah, blah, blah, blah, blah. That’s because she’s building a personal brand on social media.

You and I are doing the same thing, we’re not any different. She doesn’t have more than we do and we don’t have less than she does. We have the same opportunity to do that, and that’s why we must embrace it.

Like I told a client I just coached a few minutes ago, less than an hour ago, before this interview, I told her, we are the media because we have social media. Media, whether it’s TV or radio or newspaper or magazine, media is media. You and I are the media. We must be putting out our content the same way CNN is putting out content. And that’s what your personal brand does.

You put out content about your point of view. You put out content about the things that you believe can inspire somebody else. That’s your personal brand. You can’t leave it to people to decide what it is for you. You have to take charge of it. You have to take the driver’s seat, and you have to rewrite the narrative about who you are and what you want the world to believe that you are. It is a powerful tool.

How did you get started with personal branding?

That’s a very serious question(lol). So when I started building my personal brand, I didn’t know I was building a personal brand. Personal brand to me wasn’t something I saw out there or read about or went to school for.

When I started building mine, it was given to me by the Holy Spirit. Then, I wanted to certify people after some time as a personal brand strategist. I went on Google to search for it and for some reason, I found out It already existed. (laughs) And I was like, okay, so what are we going to do now?

That was how I decided that, since it already existed, I was going to get certified. I was going to get trained so that I could have the world standard framework to actually build a personal brand. I enrolled in a school and I got trained and certified as a personal brand strategist. 

When did you decide it was time to build a business and brand around personal branding and coaching?

I don’t even know if I can remember or just do a flashback, but I remember when I started putting out content, it wasn’t on Instagram, it was on Facebook. I started getting invitations to come and speak here and speak there, and I wasn’t getting paid anyway. They would give me gifts. They would give me a basket of fruit and all of that kind of stuff.

And then I think the Holy spirit started nudging me or teaching me that I could build a career around this. He started teaching me that I could speak and get paid and then I started remembering other people who were speaking and getting paid for standing on the stage and sharing, using their voices. I thought, okay, I could do this as well.

And like I shared with you how I created my first digital products. That was it. I needed money. Things were really tough at home, and I felt like, okay, since I was already teaching things on the surface and I wasn’t getting paid, I could actually monetize because I started hearing that people were doing this. I mentioned the guy called Grumo Media on YouTube. He’s still there and I think that was when I started to monetize my personal brand.

I started charging people to tell me to come and speak. I will send my form so that they can fill it out and tell me how much they’re going to pay me. And it’s just been a lot of learning in the process. I’m a process person. I cherish my entrepreneurship journey because of the process.

My process has taught me a lot. My process has been my school. So I have just followed the process, followed the journey and I’ve been learning and growing at the same time.

When I raised my rate to five figures in USD to coach one on one, it was my process that taught me that I could do that. I didn’t go to school to learn it. It was my process. When I raised the rate of my school of personal branding to four figures in USD, my process also taught me that. So I think that’s how it’s been for me so far.

How do you combine being a mom and wife with being a digital creator?

It’s a tough one. I won’t lie. Some things suffer. I’ve been in my bedroom all day and I have been working all day. And my kids returned from school at about after three. I haven’t seen them because I’m in my bedroom working and I’m doing this interview with you. My husband is with them out there.

Now, there are times when my husband knows that I’m doing this stuff, he knows I’m working. But there are times when I walk out to the living room and I see this look on his face like, welcome, you’re always working now, you left us here.

And then there are times when we have a disagreement over something else and he uses some things that I haven’t done in the house or for my kids. He brings them back and tells me, oh, this person’s nails are too long, you should have cut them, it’s your mom’s fault. I hear things like that and we didn’t quarrel over that, it’s something else. But that’s when he sees that the cobweb in the house has not been taken down for like three months.

So when things like this happen, I feel guilty. I feel like, yeah, because I’m working. If I was a full-time housewife, just all about the kids and my husband, we wouldn’t see any of these cobwebs anywhere around the house because my eyes will be all over the house because that’s my work, right? (lol) But that’s not the work that I do now. I work, I do something else. (laughs)

So it’s been tough. But I think one of the things that have helped me is that my husband is very understanding. He supports my dream, he supports my work, and he supports anything that I want to do that has to do with the work that I do as a coach and as a speaker.

My husband can give my kids a bath. He can take them to classes or to training or to events outside. I don’t have to go with them. And also, I have a help at home. Somebody goes to the market. Somebody cooks. Somebody does the laundry. Somebody helps around the house. And I also have to back my baby, as we see in Nigeria. I back her most of the time when I have to back her. A mom is a mom. Your baby is always going to want to be with you, especially when she sees me.

And let me add this quickly. I hide a lot in my house. My husband calls me Ninja, especially for my baby that’s under two. So I hide. I tiptoe. I speak with a low voice. My phone is always on silent because she cannot hear it ring or she’d start matching to the bedroom and that’ll probably be the end of my work day. So it’s been tough. But I thank God for Grace, and I thank him for my husband, who is quite understanding.

What advice would you give to women aspiring to be like you someday?

All right, so the first thing that I would say would be for women to develop themselves personally. Invest in their self-development. Self-development is the start and key to any form of success. Inside self-development is locked in a lot of other things.

Consistency, discipline, being brave, confident, and all of trying new things, failing, and not being scared that the world is going to fall on you. No, it’s not going to fall on you. You will rise above it if it comes to that. So the first thing that I would say would be self-development.

Work on yourself. Work on your mindset. Work on how you see the world, your world view. Work on your mental strength. Work on how your mind thinks. Work on yourself. Invest in yourself. It’s so important. It’s the foundation. It’s the base that everything else will stand upon. That’s number one.

Number two is that you should be fearless. How are you going to be fearless? Work on your personal development. Expose yourself to things. Read books. Study hard. Be a learner all the time. Watch videos. Always be progressive. Always move forward. Always seek ways to move forward. Always seek ways to get up and go.

Seek ways to be the best. It’s not too much to be the best. It’s not too much to desire. I always tell myself that I’m the world’s greatest speaker and coach. It’s not a nice thing to just say. It’s not a bobo juice talk. It’s not a pipeline dream. It is going to happen. That is the extent and depth and part of my self-belief. It is radical. My belief dey vex.

I always say that I will be the world’s most sought-after speaking coach, that I will command a speaking fee of $10,000 for an hour and then I will increase that eventually. People all over the world, foreigners, and locals will be looking for me, searching for me, begging to have me speak at their event.

That’s what the power of personal development can do for you. It helps you to transform every aspect of your life. Just stick with number one. Because number one advice has everything embedded inside. Work on yourself. Invest in your self Growth. There are a lot of people using social media, for example, right now, who don’t even know how to post. They don’t know what works, or what doesn’t work. They don’t believe in themselves. They are afraid. They are shy. They are timid.

This used to be me. I wasn’t born a speaker. I wasn’t born a coach. I wasn’t born a leader. I wasn’t born an entrepreneur. I wasn’t born a social media expert or personal branding expert, no. I learned these things. I committed myself to learn them and improving. I’m getting better and this is just the start.

For clients to say, I will give you $14,000 in USD, I will give you $14k to work with me. That’s because I have developed myself and I have not ended. I’m just getting started because eventually, I’m going to go back to school. I just need my kids to grow up or something and then I’ll be able to pursue the other areas of my life that are interesting and I believe I need to pursue.

So, yes, personal development, seek ways to build your mindset and seek ways to know more than the average person. I think I’ll stop there. 

Aside from teaching people everything about personal branding, what else do you do?

I serve in church (lol). I’m a hostess in church. I’m one of the people that welcome guests to the church and make them feel warmed, make them feel loved, make them feel welcomed, and prepare them for the word, for the music inside the church, and all of that. I sing as well.

I used to be in the choir, but I stopped being in the choir. But I still sing. I have the gift of singing. So when I have my physical events, which I haven’t done in a while, but I’m going to do this year anyway, I sing, I use that opportunity because it’s my stage, it’s my event. I paid for the venue, right(laughs).

So I use the opportunity to use my voice, I think that’s what I do for now. And yeah, I’m writing a book as well that is going to be out this year. I’ll keep the name to myself, but it’s along the line of personal branding and monetizing your knowledge and expertise, and skill.

And then I’m a mom. That’s a big deal, right? (lols). I have investments. I trade crypto big time. Let me leave it at that. I think that’s it. I’m going to go into real estate soon as well but that’s not what I do right now.

That’s what my husband does. I’ve heard so much about real estate. I’ve seen it work magic as well. So I’m going to go into real estate as well and do it differently. Generally, I coach, I teach people how to brand, I launch courses and brands for people, I trade crypto, I’m mumming four children, I sing and I’m a worker in the church, a hostess in church.

What advice would you give to digital creators in Africa that can help them improve their personal brands?

So number one, see yourself as a business because you are a business. You are a business and you are a business owner. Run your business like a business should be run.

Have systems in place, have processes, and have a structure. A lot of digital creators, because we can’t even tell how much we spend to create a product, think we didn’t spend anything because it’s a digital product. No, your time, the time you put in, how far with that time?

Time is a resource, just like money is a resource. If you know how to count money, you should know how to measure your time and quantify it as well. That’s part of it. If you were working somewhere and you put in 9 hours or 8 hours a day at that place and that’s the same thing you’re doing to create a product, you should quantify that. You should measure it, you should price it or bill it, put a billing arrangement to that.

So let’s build these businesses. Let’s also expand our vision. I’m not just building digital products just to sell by the side. No, I’m growing and building a company where I’m going to have other departments of content creators, and marketing experts, of all sorts. I’m going to have my sales team. I don’t know how many people think this way. We feel like because you’re the only one in the company, that’s the end. That’s not the end.

If you have a vision, you should think like a company owner. If you think like a CEO, it could take a year from now. It could be five years, it could take ten years. But the most important thing should be that this mind is in you. You have this thought and you are thinking along this line.

First of all, let the mind be in you. Even if it’s only you in the company for ten years, let it be in you. I always tell my clients to separate their personal brand from their business when posting online even if they are the same person. I told them, that on your page, you can be using “I” but on your business page, even if you’re the same person posting, you use the word we.

This is a company, this is a team. There’s a team here. It’s still you but a team. So let the mind first be in you. You carry that mindset because, at the end of the day, it’s how you carry yourself. And how you carry yourself is what you think and how you think about yourself and what you think about yourself is what you believe about yourself and what you believe about yourself is what you have been exposed to.

So what are you exposing yourself to? Are you exposing yourself to poor people or people who did not make it, who failed and failed flat or failed out? Or are you exposing yourself to people who are actually ahead of you? These people seem to not ever be giving up. It’s not like they have it all together, but they are sold out to their dream.

They are sold out to their vision. Sold out is sold out. Sold out is I will not quit ever, never. So that’s what I will advise. Also, when you start out selling an ebook, when you start out being an influencer, when you start out creating a course, it does not end there. The bigger picture is to have a company, a training and consulting company. That’s not going to be only you there, they’re going to be other people.

So start from now. In my head, when I was the only one in my company, I had departments in my head. I duplicated myself. I worked with a business structure coach. So I structured all the departments in my company. Marketing and sales were on one side, content creation was on one side, advertising people were on one side, and customer care was on another side too. I’m the one doing all of them, but I have them in departments in my head because I had to carry the mindset of a CEO.

I had to have the vision of a bigger picture and so that’s what I would advise. And then this is also very important. We should learn to have systems. You cannot depend heavily and only on social media, on Instagram. Those platforms belong to another entrepreneur.

You are a business owner, you are an entrepreneur. So you should have what belongs to you as well. You should have your website. You should have funnels, you should have your logo. You should have your brand name. You should have systems that work for you. You should understand what funnels are. You should understand what the back end is and the front end. You should understand what the mid-level product is. You should understand low ticket, high ticket, cross-sales, and upsells.

You should understand these things. If you don’t want to understand them, it means you can outsource them. You can employ people, but for those who cannot afford that, it means you are everything in your company. So you should give yourself to studying these things. A lot of us go to school to learn these things.

We learned them on the job. We learned them by the things we expose ourselves to. So there’s a lot of learning out there that everybody can learn. Let’s also have systems. How do you attract clients? Do you have a lead generation system? Do you have a lead magnet? How do you attract clients? You should know. How do you convert those leads to paying customers? You should have a system.

You should work it out, and then you should implement it, have it, continue to rework it, and continue to fine-tune it until you have a perfect system. Then you can go to the Bahamas or Maldives and enjoy yourself.

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