An example is a gentlemen Michael spoke to in the UK. He started building his Rolodex of services up. In the end, he found a point of entry into gardeners who were building stone walls, Because from building the stone wall in the front garden, they needed a deck done, they needed artificial lawn put down, they needed some landscaping put down, they needed the little lights put into the deck so it made it all look pretty, maybe some fencing and some gates. He built this Rolodex of services from having a chat, and Michael said, “Where’s the entry point? Where’s the soft point?” And he said, “Well it’s the wall, that’s really where it all begins. That’s got to go in first. Everything gets structured around that.” We got him to go to two or three people who did that particular service and say to them, “Hey, how would you like me to be your lead generator? I’ll go generate the leads, you show me how to quote this thing.” Because it’s eventually per linear medium by the height, so you get your square meterage.

They responded with, “Why not? You bring us leads, it brings us leads.” So what he did was, he built himself an actual landscape business, and he wasn’t even a landscaper. He just had this Rolodex of services he’d built up and he actually went out, quoted the wall and while he was there he was saying, “Who’s doing your deck? Who’s doing your lawn? Who’s doing the paving? Who’s doing the decking lights? Who’s… ” Because of that he runs a fantastic business. It’s entirely possible he hasn’t picked up a spirit level or a string-line in his life and it’s also entirely possible he won’t ever have to either. That’s great collaboration, bringing people together. He became just one of those genuine people who could talk to people, and people got to know, like, and trust. For there it quickly became, “You know what? You’re actually looking after me.”