A Guide To Starting A Lead Generation Business

Posted on May 28, 2021

Ryan Stewman



Have you ever thought about starting a lead generation business?

Maybe you’ve spent years mastering your craft in a specific industry and now you want to help others get the same results you were able to get.

Or maybe you’ve watched the trends overtime all pointing towards everything going online, especially after the pandemic hit, and you want to ride that wave into the future.

Either way, starting a lead generation business isn’t easy but it’s also not as complicated as it may sound.

I’ve been able to help hundreds of fitness professionals around the world generate leads and sales and the principals apply in any industry.


I’m going to give you the road map of what that looks like if you’ve ever considered starting a lead generation business.

I’m going to share with you the questions I had to ask myself, the systems I put in place, the team members I had to fill, and the process I went through to build a 6-figure online lead generation business – all from the comfort of my own home.

It didn’t happen over night and it didn’t come without it’s challenges. There will be days you question yourself and there will be days you feel like you are the king or queen of the world. All I can say is don’t quit! Go all-in if you’re serious about this. Life gets real good when you do.

7 Steps To Building A 6-Figure Lead Generation Business.

Step one is getting extremely clear on who you want to serve. There’s a saying that “the riches are in the niches” and it’s a saying cause it’s true. Everyone wants to work with the “expert” in whatever it is they need. Think about it like this: if you had a plumbing issue would you want a general contractor or a plumber to talk to? Most likely it would be a plumber, right? That’s because the plumber is the expert at solving your specific issue. The same goes with lead generation with your specific niche. You’re going to see why it’s important to pick a niche as we go through the rest of this guide.

Step two is determining your service model now that you have a niche. How are you going to help these businesses generate leads? Are you going to help them do it organically or as a media buyer? Are you going to do it for them or build them a system and teach them how to fish for themselves? These are important questions because the answers will determine how you structure your business, what team members you need for fulfillment, and how you scale it over time as you grow. For all intents and purposes, I will be speaking on how to build a service based on teaching others how to fish while modeling the exact processes I teach within my own business.

Now that you know your niche and business model, step three is creating your service. What will you charge for your services and what do your clients get as part of those services? The best piece of advice I would recommend if you’re starting out is to put 3 service options together. A low “test the waters” option, a middle “lets get some results together” option, and a high-ticket “we’re getting married” option in terms of getting results through working together. You’re going to get clients who want to test the waters and see that the proof is in the pudding, and you’re going to get clients who are ready to go all-in. Having those options allows you to build a value ladder which, regardless of whatever level they start, there will be a higher option for them to graduate to as they get results with you. As for pricing, that’s where you gotta know your freedom number. Your freedom number is what you need to make every month to be able to run this business full-time. From there, you can reverse engineer the numbers to fit your options. You’ll get objections regardless of what you price your services at so you might as well charge for what you’re worth and build a real business.

Step four is getting out there and generating leads and sales for yourself. You don’t have a business until you make a sale. That’s why selling first and building second is key. That way the business pays for itself and you’re spending time on what moves the business forward instead of wasting months trying to put every moving piece together. Create your own funnel that educates your niche on how they can use the principals you use and give it away for free. Yup! For free. See, if you want to be viewed as the expert, it’s actually quite simple: go help people by actually helping them first. This weird thing will happen where they pay you money! By giving free training away you are able to build value, by building value you give your prospects a reason to want to hop on a call with you, by hopping on a call you can build more value in why they should just hire you instead of spinning their wheels trying to figure it out on their own. Help enough people get what they want and you will always get what you want.

Step five is building out your team. Once you get sales rolling you’ll have to build their funnels, their lead pages, and their marketing strategy. So let’s talk about the team members you are most certainly going to want to have. You’re going to need a funnel builder for building the websites. There are tons of them out there who won’t charge you an arm and a leg; you just have to go find them. Facebook groups and freelancer.com are great sources. You’re also going to want a copy writer for all the copy writing. Same goes here as well for finding a copy writer. If you know your pricing then you know your margins. Pay accordingly based on what’s going to motivate them to do a great job and use them as a subcontractor. Lay out the expectations of the work upfront, get it in writing, hold them accountable, and give them the tools and framework they need to be successful. You are the leader and it’s your job to give them clear expectations and a framework since you know the industry best.

Step six is creating affiliate and back-end offers to continue to support your clients. Your clients are going to need software and other services as they grow, so why not buy them from you? Become an affiliate of those software platforms and become the connector to other complimentary services so you can get paid along the way. It may not seem like much at first but as you continue to stack on clients, those sales start to add up to become residual income for one-time work. Don’t just work hard, work smart.

Step seven is replace yourself. Eventually you have to step out of the operator position and step into the owner position. Part of that process is building a sales team and eventually someone who does your job of overseeing the whole operation. Most likely if you’re reading this then you’re great at sales and that’s going to be your gift and curse. You make the machine move but letting go of control of that is going to be difficult. Finding a great sales rep you can train and mentor to take over your position one day is what will take you to the next level. You can look for someone with experience or you can look for someone who is coachable. Either way, they have to fit your company’s core values and that’s what you have to make your decision based on. When the core values are in alignment, everything else will take care of itself.

Success isn’t a straight path, but I truly hope this guide gives you a frame work to follow. It’s what has allowed me to quit my grind of 10-12 hour days working for someone else. It’s what has allowed me to generate the most amount of income I have ever generated for myself. More importantly, it’s what has allowed me to step into my purpose which is helping others go get what they’re worth.

So do the work and go get what you’re worth!

Until next time,

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