# The Simplified AI Agency Model That PRINTS $35,000/m on Autopilot (copy this)

Channel: Liam Ottley
Video: https://www.youtube.com/watch?v=6yCz3Ce7hN8
Duration: 42 min
Language: English
Words: 8481
Transcript page: https://viewrankai.com/tools/youtube-transcript/6yCz3Ce7hN8

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[0:00] What if I told you that you could build a $35,000 a month AI business with no technical experience that requires no sales team, has no marketing requirements, and runs at an 80% profit margin? Well, if that sounds too good to be true, then this video is going to blow your mind because today we have Linus who's coming on who's built one of these exact businesses himself, and he's going to be revealing the unique strategy of partnering with software companies for leads that he has used to build a sustainable and highly profitable business that leaves him with tons and tons of free time to work on other stuff that he's more interested

[0:28] in. This strategy is so unique and so powerful, yet any of you can apply it next year with your agency. And he's going to be breaking down his entire strategy on what the model is, how he found the right companies to work with, the exact offers that he's using to be able to productize and systematize it, and how you can make sure you're positioned to be the number one partner for these companies. So, everything you need to know is going to be packed into this. I hope you guys enjoy. Linus,

[0:48] mate, thanks for coming on the channel. I'm uh super excited to be talking about this because it is a strategy I've been aware about for a while, and I've we've actually been approached by companies, of course, as Morningside for this kind of partnering method, um but haven't fully moved on it uh just the way that you have. So, I think it's a great opportunity for people who are wanting to start an AI business and an agency, want to stay away from more the uh the heavy content creation and sales side, and just run a lean business uh that's also pretty uh sustainable as uh you've explained in here. So, thank you for

[1:15] coming on, and uh super excited to jump into it. Thank you so much, Liam, for the for the opportunity to be on this podcast today. I think to briefly introduce myself, my name is Linus, and I'm one of the two co-founders of AI Union. We're an AI automation agency based in the DACH market, meaning we

[1:30] serve Germany, Austria, and Switzerland. And what makes us unique is that we've become the integration partner for several fast-growing software solutions in the AI and automation space. What these companies do is they sell integration packages, and then we take care of the whole development, integration, and setup part of it. And this has enabled us to build an incredibly profitable agency. So, just to give you a few numbers, we've done

[1:55] over 150 projects in the last 4 months. We make over €30,000 per month at an 80% profit margin. So, going more deeply into our model, what it basically is is the following. Many software platforms, you know, like VAPI, Voice Glow, Phone You in our case, they get tons of leads because, obviously, people see those platforms, people get their ads, and they yeah, they they click on the ads, they want to use the product, but they really don't know how to do it. So, they write the software companies just messages, "Hey, like we need someone to help us get set up with. We need someone

[2:31] who can actually connect our CRM." Looking at that, these software companies sometimes yes, they do have their own engineering team, which takes care of the whole development process, and which can help the customers to actually get to their target state to, in order to integrate solutions like HubSpot, Pipedrive, whatever, but most of the times, those small little software companies, they don't really

[2:54] want to focus on doing the agency work. They want to build a product, and that's where we come in to play. These software companies, they simply forward the leads to us. In our case, they even sell integration packages for us, and then we take care of the whole development process. Yeah, it's it's genius, really, cuz these companies have VC money, they've got a ton of funding in most cases, and they're spending a ton of money on ads and to market their their platform, and they're already creating the interest and the buy-in and finding people who kind of know what they want out of the platform, and

[3:25] they're also your sales team as well. They're like passing it directly to you ready to go, and they've already scoped it, I guess, or have a pretty good idea of what scope it is. So, this is a a genius way of leveraging all of the hard work of these software companies who are trying to get the edge and are wanting to have high-quality users be built on

[3:40] top of the platform. What you have to keep in mind as well is that €30,000 per month, it's nothing for them. Like they they don't really care if they make that revenue or not. For them, it's all about monthly recurring revenue, and since we actually help those companies increase their monthly recurring revenue, sometimes like they don't even want a referral fee. Cuz you're building on their platform, and you're giving them high-quality users, right? You're going through all the hard work of integrating their their business into their platform, and those people are going to be long-term users of like a four, five, hundred, maybe even a thousand dollars a month plan. So,

[4:15] you're definitely providing a ton of value to them, and you're also giving them kind of an idea of like super users, you know, people who are fully integrated, what's their behavior, how are they using it, what's the feedback. So, this is a this is a great thing for people to be aware of going into 2026. So, let's jump into it, bro. So, first of all, I want to explain why this model is so powerful for us

[4:33] from an agency point of view. First of all, the customer acquisition cost for us are literally zero. Before we actually applied that model, we did the typical things. We did cold outbound, we also have a YouTube channel, but like in all of those cases, our conversion rate was yeah, obviously, between 10 to 50%, I would say. And obviously, this took a whole lot of time, and also it took us time to actually build out these channels. It costs money and time to produce good YouTube videos. It takes money and time in order to do good cold outreach, but in our case, we simply get leads, sometimes even leads already closed by

[5:14] the software company. So, as you can see here, you see a screenshot of our income and our expenses in October. We made over €42,000, but we just spent €7,000, which was on the devs since we don't have any sales people on the team. A 100% conversion rate? Yes. So, yeah, we we we do have a conversion rate of 100% with some software companies because we don't have sales people on the team. What happened is that we actually came up with integration offers, which the sales

[5:47] people of the software company can sell. Meaning, they sell the integration, and afterwards they say, "Hey, now go to AI Union, and they will help you with the integration part." So, we don't have to we don't have to convert any customers, but instead we already get closed leads. So, that's like the as I think as you've got here, you've got upsell potential from that, right? So, they come in, but then by the time of you've completed that build, you've built a relationship with them, you understand their business more, and you can go from there and sell them like other packages, I suppose. We can get into how you've niched down the

[6:19] agency to keep it so lean, but do you choose to like strictly stay within those integration packages, or do you sort of start to offer more custom dev afterwards, which can get a little bit messier? Okay, guys, very quickly, if you're an aspiring entrepreneur and want to start your own AI business, and you haven't already joined my free school community, it's down there in one of the links in the description below. Here's my full free course on how to start your own AI agency as a complete beginner, and you're surrounded by over a quarter million people who are also striving towards the same thing. There's no

[6:44] better place on the planet right now to be surrounded by like-minded people, and you get free weekly Q&As with me where you can ask questions directly to me about how to start and scale your business. I'll see you in there. So, yeah, we we do have a huge volume, and I mean, not every customer is suitable for an upsell, but the more customers you have in your funnel initially, obviously, the more upsells you can place. It happens quite naturally, to be honest, because we use N8N, we use make.com, we use Zapier in order to build our automations, and then the customers obviously start to ask

[7:15] questions. "Hey, like what does N8N do? What does make do? What does Zapier do? Is there any more potential which I can use?" And I'm not sure if you've read Money Making Models by Alex Hormozi, but he talks about so-called acquisition offers. So, it's very simple offers which make it very easy for customers to start to get to know you. In our case, the voice agent implementation strictly serves as an acquisition offer. It's a complete no-brainer, and afterwards we

[7:43] can really dive deep into the processes. And for example, here, after like after we did the voice agent implementation, the customer got curious on like N8N, so we did a 40-hour workshop on N8N where we made over €6,000 net. Workshop meaning training for their team, or you would just build they you build them for 40 hours? It's a it's a mix. So, first of all, we give them a little bit of training in order to spark their creativity, and afterwards we really start to build. Awesome. Love it. And last but not least, the huge volume also creates massive potential to find new SaaS opportunities. We've now done 150

[8:21] projects in the past 4 months, and obviously, we see some patterns. Very often we do integrations, for example, to build outbound calling solutions, and to be honest, the way we build them is actually kind of fragile. We use Google Sheets as a kind of CRM, then we use N8N in order to trigger follow-ups, in order to save all of the call recordings into the sheets again, and it's quite messy, but we learned over time what the really important features of these outbound appointment setting agents are. And that's how we came up with our own like with our own SaaS solution, which we call salesfrank.com, which is basically

[8:58] all of the logic which we've built on N8N, and which we have derived from numerous projects, and we've all packaged it basically into this SaaS solution. And I mean, we would never have found out about this topic, about this problem, if we hadn't done that many projects, and if we were not able to validate all of these different ideas and things, and so on. Yeah, that's I mean, that's exactly what I've said the agency model is. Even for us at Morningside, it's a research lab for us to find use cases and to build things out like this, and we've got one in the pipeline at the moment. It's it's a a

[9:31] no-brainer way, and I I think to be evidence-based in the SaaS opportunities that you shoot for, and really being deep in something like voice AI where you start to see these patterns of uh okay, the there's an issue with scheduling, or if you're sending out too many outbound ones, we have these risks, and being able to build that into a product uh is really the way to go. So, as for as for this, are you using this to deliver your services faster now, or are you like setting them up on a recurring, how are you integrating this

[9:56] into your into your offer and upsells? Yes, so for us it's a completely separate project because I feel like an agency is a great way to make your first dollars, but obviously, I mean now we've scaled it to 30,000, 40,000 euros per month, but afterwards it gets quite difficult. So that's why now we want to actually position this solution independently from our agency offer and just like promote it using meta ads, using our brand, and then give customers actually a cheaper access to something like that because now, I mean customers pay 2,000 euros for a Google Sheets and N at N basically, which is obviously, I

[10:34] mean you get the point, right? It's it like the value obviously is there, but the UX is terribly awful. So that's why we actually want to give customers a an easy experience. Love it. And just before we move on to how you pick these platforms, the ones that you're working with, you've obviously done a lot of projects. What's the typical Are these like basic integrations? What's the ticket size on these? Is it ranging from like 500 to 1,500 euros? How quickly are you able to deliver them because 140 projects is a is a lot to get through. So I assume these are probably a bit smaller in

[11:04] scope than people would assume. Yes, so we've we've productized it into two offers basically. First of all, we have an we call it the small setup offer, which costs 1,000 euros, and there we invest 8 hours of our time into the project. So I think it's very important if you productize something that you put a cap on the hours because otherwise you really run you really have the risk that yes, like the project might go overboard. And then during these small setups, we just do easy prompting and maybe a cal.com

[11:36] integration for appointment setting. Then for 2,000 euros, people get the API work where we actually use N at N in order to build easy or more difficult workflows and actually integrate the systems of the company with the voice AI solution. Love it. Okay, let's get into how people can find these platforms and and the ones that you've chosen to work

[11:57] with. So first of all, I think it's very important to find promising software solutions. So if we look at something like Calendly for example, in my opinion, it's a tool. It's an easy platform, but there isn't such a huge difference between someone who has used that kind of platform for the first time and an expert. So it really doesn't make sense to become a

[12:18] partner of Calendly. If we now look at something like Vapi for instance, I mean here the gap between a between an average user and a pro user is obviously quite big because you can really become an expert on a thing, you learn the ins and outs of the platform. So this is already much better. But there's one problem to it, which is that Vapi is obviously way too big. So by now they have their own forward deployed engineering team, which

[12:43] can take care of most of the customers. So it really doesn't make sense for them to outsource yeah, the the agency work, the development to an agency. And that's why we work with a different company, which is called FonYou AI, and they are the leaders in the German voice AI market. Why they are actually a much better partner than Vapi is that their their team is just 15 people. So if they now started agency work, it would obviously be a huge distraction, but at the same time you can still become an expert on FonYou. So that's why a like a platform like FonYou is is perfect in

[13:19] order to do something like that, and you should actually aim for smaller and more niche players where really focus is more essential to them. Love it. And what's the strategy for finding these kind of smaller ones? So I mean it's might be quite tricky to identify. I guess this was obvious to you, you might have bumped into it cuz it's the in the German-speaking market, and this is for anyone international trying to find the localized equivalents of a lot of these big platforms would be a smart move because there's going to be big markets in whatever whatever country you're in that probably don't have many people

[13:51] specializing in it. So what's the the best strategy you reckon for finding these promising but smaller startups? Yes, so obviously you know platforms like Capterra or G2, and very often there's local equivalents to them. And that's also like FonYou for instance, they are listed on something called OMR Reviews, which is basically the German equivalent to Capterra and G2. And yeah, you can find software solutions like these which are really specialized on your local market. Other than that, I think it's just like if you're active in the space, like every now and then you hear from a new company popping up, and we didn't search for FonYou. This just

[14:28] happened to us. I'm just advising it to you now. We actually started from step two on. Got you. So that's making YouTube videos. Tell us about that. So yeah, as I said, I just bumped into FonYou, the solution, and I was I was curious. I wanted to show something fresh on my channel. So that's why I started making YouTube videos about

[14:46] FonYou. And I like I mean I didn't get money from them. I just started to make content because I wanted to show something fresh. But after a while, the founder actually booked himself a meeting using my cal.com link in the YouTube bio, and we had a like small little chat, and he said, "Well, I can give you free credits to use the platform, and I will

[15:06] also make you an a beta tester." And that's how I started to use the platform even more. After a while, I also asked him if we could make the placements paid because I mean we invested quite some time into making these videos, which was obviously a win-win for us because we were able to grow our channel. And if you know

[15:25] Europe, you know that GDPR is a thing. So that's why it was smart for us to make content on something different than Vapi cuz Vapi as a US solution, yeah many European players are quite hesitant to use those. So it was a win-win, but yes, at one point we asked him if we could turn it into a paid placement deal, and that's how our relationship actually started to

[15:49] get going because we made more videos. We actually talked with him about what kind of content he wants to see on our platform. And after a while, I saw that other software companies actually give out leads for free. I just asked him if he was also happy to give us some leads as well. And obviously he was because I mean at that at that time, the team was just 10 people. So they didn't want to focus on yes, actually doing the integrations

[16:18] themselves. So that's why he was super happy to hand out some leads for us as well. And he you can see the message. Just gave us some intros because at that time he already had a dozen of partners who were actually taking care of the integrations. And I mean after you get a lead from a software company, the task is super simple. You just have to do a great job over and over again. And that's what we did over time. I mean with every project, I was very keen on actually making the customers happy, and that's how we differentiated ourselves from the other partners, and that's how in the

[16:55] end we became one of their main partners receiving more leads than others. Yeah, funny that if you actually like focus on delivering good things, the then the relationship will continue to do well. Um It's great to point that out cuz some people seem to forget that part, but I think there's maybe some other things we can sprinkle in here. Like if there's a community around it, like a Discord or a they have I don't know, like a circle community for a given platform, you can jump in there and start to sort of be active in there. I think that's one great way to get noticed. I've seen people do that

[17:24] before. Um early on in in my YouTube journey, when I made videos on these platforms, you do get reached out to pretty quickly. So especially the the smaller you go, the quicker they're going to reach out cuz if if you're a a startup founder with 10-person team, and there's no other YouTube content about your platform apart from the stuff that your team is putting out, and then someone who seems to be putting in a decent amount of effort in in like thumbnails and planning the videos out, you're going to stick out like a like sore thumb in in the in the best way possible. So I think

[17:52] this is a great strategy just to get on the radar, help in the community, start making some videos, and before you know it. I will add a caveat in here though, and you may have run into this as well, Linus, but some teams are not the kind of teams you want to work with. And I've had this with some platforms over my my years on YouTube where like you either vibe with the team or you don't, and you like the way they're doing it, you like the way they approach, they see the value that you provide as a creator, and they are willing to like sort of put

[18:18] money on the table or help you out and make it really a like symbiotic relationship, I believe is the is the term. So that's really the the thing you should be looking for as well cuz some of these platform owners just really don't get the get the value of what you provide. So you may have to try a few different places until you get the the kind of people you want to work with. Exactly, but at the beginning, I mean you would give them free value. I mean when I started to make those YouTube videos, it didn't cost FonYou a

[18:45] thing. So I mean yeah, I think that's how it works. You give free value over time. That's how you build trust, and in the end, cool people will appreciate that and say, "Please please take my money, make some more videos." Or here, "Please work work with our leads because we know that I mean you make the content, so by now you are actually an expert because if you explain something over a long period of time, obviously you also start

[19:13] to learn the ins and outs of a platform. Yeah, I mean that is a great point. When you if you're just starting out on YouTube and you are small, you're going to need to give give give give give before you can start to be picky about who you work with. But just know at a certain point you don't need to understand your value and be able to pick are these the kind of people that I want to invest more time in as I'm sure you had to make the call, FonYou. Exactly. So I mean we got poached by several different voice agent

[19:36] companies as well. And then we also, I mean we asked them, "Hey, how much how much are you actually willing to give us? How willing are you to work together with us more closely?" And that's how we did our final decision to work with this company. Cool. Okay, what's next? So when we started to work with Fornio, I mean, we wanted to intensify our relationship. And at that point in time,

[19:58] you really need to pitch them the value. I mean, some value is obvious, but there's also, I think, more intricate details. First of all, even like if the company doesn't make any money on the setups, we actually have a very positive impact on customer retention because we help people to actually make the most out of the platform. Very often, for example, with e-commerce shops, you might have a very simple voice agent which just takes in requests. But with our builds, the voice agent can actually access Shopify, Shopware, whatever. And that's this has a very positive impact on retention because we build on top of the platform, and obviously, that way

[20:40] the switching cost to switch to another platform, I mean, they are they are inherent, right? Second, we increase the revenue per customer because the customer can actually, yeah, get more value out of the solution. Just as I explained with the e-commerce example, someone might just, yeah, have a very basic functionality so that the calls do not get missed, but if the customer spend more time on the call because the voice agent can actually answer more questions, well, then obviously, the time spent on the call increases, and that's also how the revenue of the voice agent platform increases. Third, we give them a revenue share, meaning it's

[21:17] basically free money. Before we like at the beginning, we worked together with with Fornio on a basis that they simply handed out the leads. Afterwards, we intensified the relationship, and we actually came up with some offers together, and they started selling these offers, and we gave them a revenue a revenue split. And yeah, I mean, that's that's free money for them, right? We do the work, they get the money. That was you, I guess, offloading more of the sales work to them, saying like, "Hey, if you guys can sell these packages for us and just hand them to us completely ready to go, then we will

[21:51] offer you some revenue." So, it was like, "Hey, you guys help us out a bit, we'll kick some of the money back to you if you're going to take some stuff off our plate." Exactly. And I mean, before before we did that, I had to reach out to these leads by myself, which which

[22:03] was obviously a bit of a hassle. Nonetheless, the conversion rate was great. But by actually working together more closely with Fornio, we, yeah, we said, "Obviously, it makes sense to incentivize you as well right now." And they also asked for it, to be honest. Okay. Then we like we also have a very positive impact on the time to value because many customers, I mean, they think that they know how to configure something like Vapi, but in the end, they really don't. And we help these customers to to get started more quickly because otherwise, I mean, they play around with the solution, they don't get to their desired state, and

[22:41] then they push it aside because most business owners, they are quite busy. So, in the end, like some customers are really like sitting inside of the solution, but not making the most use of it, and we change that because we give people a list, we help them get set up. So, it for the software company, they get to experience the value much quicker. And last but not least, we give them really qualified feedback because, I mean, most most consumers, they use the software just once. But in our case, we did 150 projects in the past few months, and obviously, we get to experience the same annoying things over

[23:19] and over again. We are power user, and many people can actually benefit from the learnings we have made. I think I sometimes believe that we use the software more than the people working at the company because, I mean, we do the integration work, we do the heavy lifting, and we do complex builds, which, I mean, you just get to

[23:40] experience with real-world case studies. Love it. Man, this is such like a lean way of doing this this model. Um just shipping all the sales and marketing off to someone else and then really focusing on just getting those reps in and finding I mean, in your case, you get to make a ton of money, build a dev team, learn how to run one of these things, and get to spot great, in this case, voice AI opportunities off the back of it, and they've got the cash flow and

[24:02] the dev know-how to be able to build it. Uh I think it's it's a really really good way people should be really eyeing up next year if they don't necessarily want to do the content side or the like running ads. I mean, you might be able to tell that I'm not the sales guy, the like the hard pusher. So, for me, it was really the perfect way in order to build my agency because, I mean, as you see, it's it's a no-brainer offer, and no-brainer offers, they are easy to sell

[24:27] because they provide incredible value. And that's why I think it's a it's a perfect offer even for for people who really don't want to like step outside, do lots of sales, have who don't want to deal with all the negativity, the negative feedback, but here you just have to sit in your cabin, basically, and build. If you're a business owner who's interested in what generative AI can do for your business, you can get in touch with me and my team at Morning Toast AI in one of the links in the description below, and we can start your entire AI transformation process going all the way from the education and

[24:57] training of your staff to the identification of the best AI use cases for your company all the way through to development and beyond. We've worked with some of the world's biggest sports teams and also publicly traded companies, so rest assured you are in good hands. What would you say is the timeline for someone if they are starting off say they're one of my many people in the audience who have got a bit of a bit of skills in AI automation, maybe they've done some stuff on Make or n8n, they've built a voice agent here or there, they've been dabbling. For them to get to the point where they have uh

[25:23] basically latched onto one of these platforms, found a platform, latched onto them, and started to get their first few leads to really prove themselves, whether that's including making a bit of YouTube content to get noticed or just going in the community being very active, what's the the sort of timeline you'd say from starting and picking a platform to being able to actually get some leads and and be in

[25:42] the in the green making money? So, we started to make content about Fornio in March, I believe, and then by May, we already received our first lead. So, it was basically 3 months. Would you recommend that they pick a couple platforms and say, "Hey, here's three platforms that I'd like to learn to use for one, and then two, try to build a relationship with" and so you kind of diversify your risk a bit. And so say you're making videos on three different companies, um you're learning three different uh different platforms at once, and then you try to make moves on on all those three over that time and hopefully start

[26:14] to get leads within 2 or 3 months. I mean, it depends on how much time you have, right? If you have time to make content on numerous softwares, and if you have the time to make multiple YouTube videos a week, obviously, that's the best you can do. But if you just if you just have limited time, it makes much more sense to just make videos about one specific solution because that way you position yourself as an expert, you niche down, and the software company will love that because obviously, I mean, if I make content on Vapi, on Retail, on Voiceflow, these companies will think, "Hey, like he's trying to

[26:51] poach everyone." But if I just make content on Vapi, people will know, "Okay, I want to work with you actually." That's good to know. Um what else you got? Yes, so let's hop over here on like my strategy on how to become the main partner of a software solution because in my opinion, that's the moment when it got really interesting for us. We've at first been one of many partners. I mean, there's tons of people who want to make money with AI and who think that voice AI is such a such an amazing trend to hop on, and that's why there were many partners who got leads. And somehow you need to

[27:27] differentiate yourself, right? In in order to get more leads than others in order to scale this actually because you can't run an agency with five leads a month. And that's why I've developed this super simple framework in order to integrate more closely with the software company. A big learning for us was to productize. In our case, as I already explained, we have a small setup where we do very simple prompting, and then a large setup where we do more complex integrations. And that way it becomes easier for the software company to actually sell the solution because in many cases, you

[28:12] Yeah. But in our case, like basically like a a sales employee can sell it because it's super easy to know, "Hey, person needs API integration, we just sell this package. Person doesn't need API integration, we sell that package." Then afterwards, we, as I said, we try to incentivize the software company. So, we do a revenue split. So, you can you you can give 10%, 15%, 20, 25% to the software company as a kind of kickback or affiliate fee because that way the software company is even more incentivized to give you

[28:48] leads. Third, you really try to optimize the whole process because we do a whole lot of setups, so there's quite a lot of repetitive work. So, what we did is we basically built an automation where we take the transcripts of Fireflies AI and turn them into prompts for the voice agent platform, and that's how we are able to not like as you can see here, it includes 8 hours of work here and 16 hours of work here, and that's how we can actually, yeah, deliver our setup within the specified timeframe. That's just a little optimization you did to get the like essence of the company, I guess,

[29:28] quickly? Or or no, wait, the Fireflies transcripts from the sales calls? Like the the the discussions you had? Like we do a first call with the Fireflies uh note taker inside, and then we take all of the texts by Fireflies and turn it into the first prompt for the agent. And obviously, by now, we've done so many setups that we really know which

[29:47] prompts work for that specific solution. And yeah, we trained our Google Gemini model on that. Right. Super smart. Yes, then afterwards we tried to improve the collaboration. So, we set up a shared CRM system where the software company actually sees the current status of the project. So, that way they don't have to ask us, "Hey, like how's the progress here? How's the progress there?" But instead they see everything in their own dashboard. And we also see like who's the like contact person on our end and on their end,

[30:19] which really improves the collaboration. And I think it's quite essential here again to do that in order to differentiate yourself from other agencies because you really want to show ownership. Because most agencies, I mean, they want to make money, right? But we want to make money while it feels for the software company as if we were part of their team. I think that's the ultimate goal of collaboration. How we achieve that as well is by aligning with the company, doing weekly calls where we

[30:49] also talk about the difficult things. For For instance, who takes care of customer support afterwards? Or how do we handle these scenarios? And I think it's quite important to have regular checkups because that way you are not just collaborators, but you become friends over time as well. And I mean, that's the best factor in order to improve your stickiness kind of. And

[31:12] like finally, you have to upsell. Because I mean, just doing the doing the voice agents is it's fun, right? You make a bit of money, but the real money comes afterwards. And as I already explained before, yeah, you can really dive deep into end-to-end workshop workshops or stuff like that super easily. Yeah, that's interesting. There There may be a an opportunity for you to even like sell your agent when they look to say if they're growing fast enough and they have the money they'd be able to go, "Hey, we want to buy your agency and like take all your systems and processes so that we can have our own internal

[31:45] team just like like Vapi does." So, I think that's an interesting thing that you could I don't know if that's come up in conversations, but I'd say it has come up in conversations internally for them that hey look, if we wanted to get an implementation partner, we've got Linus and his team here that we could potentially acquire. So,

[32:01] I think that sets you up really nicely. Yes, yes, obviously. I mean, the founder of the software company, he doesn't want to take care of it himself. He doesn't want to be the one running an agency dev team. He wants to grow the company. So, yeah, I think it really makes sense to to acquire a good partner because you already like he would be like he was he was able to validate the way we work together. Cool. Okay, I guess we'll we'll keep tabs on that and see what happens. But what else you got for us, Linus? Now I want to talk about my favorite part about this model, which is

[32:35] that it doesn't need you as a founder. Before we work together with our software partners, I was really the one doing all of the work because the work was so different all of the time. It was really hard for me to outsource it to like to new team members. Uh like for instance, if you have if you build custom end-to-end workflows, you really need a deep expertise. And I mean, I was never a developer, but I started in 2020 building easy workflow automations. So, it takes a bit of time to think like a developer. And I mean, the stuff we do is super repetitive and you don't have

[33:14] to be an incredibly charming salesperson. You don't need to be an expert on end-to-end, but the delivery and all of that is super simple. In my opinion, to build a profitable agency, you simply need two things. You need customers and you need a product and a delivery in order to make these customers happy. And we have all of that. We get the leads from software

[33:37] company. We've productized our offer. And now comes the final bit. If you don't want to be the one actually being employed in your company, but you want to be the one who runs the company, you need a standardized delivery. And we have exactly that. So, we start off with a like teleform where the customers fill out what they want. Then afterwards we do a first call where we clarify all of

[34:01] the things being mentioned in the tele. Afterwards we do the development and I've created a very thorough documentation for all of our new employees. So, I don't have to teach them how to build an integration, how to use end-to-end, how to use Phone but instead they yeah, they just read through the manual. Obviously they are like they are open and I'm I'm very open to answer their questions. But it's also much more fun for them if they really know how their job is going to look like and also like how they do it in the best way possible. And after the whole development cycle, we have some

[34:36] feedback. Then we go live and then we have a final feedback. So, the process is super standardized. You don't need to have an amazing gut feeling in order to do that, but instead we have a team of three working students and two freelancers. It's quite obvious that you don't have to pay 150 euros an hour in order to employ these people. But for them, they get to like they get to deliver value value quite quickly. And at the same time, it's fun and interesting for them because it's a a huge learning opportunity and we can still pay like top of the market salaries for this kind of work. Love it,

[35:12] man. I I think I speak for every general AI agency owner right now that we are extremely jealous of of how systematized that is cuz man, that the thought of actually being able to step out of the out of the business is a dream for everyone. And it sounds like you've got to got to that point. And that comes from having a stable lead source that doesn't require you to be pouring huge amounts of time into the marketing side, of course. The sales portion being largely systematized and handled by the other people. And also the the productized nature of this. And of course, being able to build the systems

[35:45] off the back of that because you can't build systems if you don't have a product or a repeatable offer. So, congrats on on this, man. This is really awesome to see. Yeah, thank you so much. And I mean, yeah, before we before we discovered that model, before the relationship played out the way it did, I was really yeah, I mean, I was struggling in some way because I felt like I'm working 24/7, but the whole agency isn't growing because I'm the one who's actually doing all of the work. And since every project was It's You would have been doing your YouTube content and taking all the sales

[36:19] calls and trying to scope them and then handling the the management of the of the projects as well, right? Yeah, and I mean, every project was different and that's why I always like I mean, my like I always had to think about how I will actually approach this project or like all of the different ones. And now all everything is standardized and it's like a like good

[36:39] machine. It just runs. Love it, man. Congrats. Yeah, thank you so much. And I mean, running an agency is not it's not the final goal, right? For I think for most of us, the agency was the best way to actually enter this incredibly interesting AI market, but doing SaaS, I mean, you are the you are our role model, right? You've built very like different kinds of SaaS solutions because SaaS simply scales great. If you look at YC companies, I mean, that's that's the way to go, right? So, all of that free time, I mean, I I now use it in order to work on new things, in order

[37:14] to advance my personal career. And that's how how we also dive into what I already showed before that we've built our own SaaS platform now, which takes care of the whole appointment setting parts. And it's everything is it's based on evidence. It's based on our learnings. But I mean, I was dreaming of building a SaaS for quite some time. But you know the drill. If you work in an agency or if you take care of client projects all of all day long, it is very difficult to find free headspace, find creative time in order to work on these valuable things. So, now I'm quite relieved that I can actually hand over

[37:55] most of what I'm doing to my team and then really take care of pushing our business to the next level. Linus, I love it, mate. This is textbook exactly what I've I've always said this model is about. It's the on-ramp for people to get into it, right? Like whether you regardless of your background, you can learn a bit of AI automation here and there. You can learn to Vibe coding was a big big channel for people right now. But applying that through the agency model, getting a reps in, allowing to build a sustainable form of cash flow, having a dev team under you, learning how AI can actually help

[38:27] business in practice, does set you up for the kind of place that you're going for right now. So, massive congrats on on your execution on this and getting it to this point because this is definitely what a lot of people will be looking up to at this point is being able to get the business running like this and having the time to work on stuff they're really most interested in. So, really really really appreciate you coming on here today, man. This has been incredibly valuable and something that people should be really eyeing up and considering next year because when you look at the operational differences between this and having to

[38:55] do everything such as maybe you're making content, you're taking the sales calls, you're scoping the projects. Any general AI agency owner knows that it's not the ideal model, but it is a means to an end in terms of getting your experience, maybe finding the direction you want to niche down. And you've definitely done that. So, people could look at this as a as a great way to find that consistent lead source, to specialize in a certain area, and to be able to build a relationship that allows you to get out of the business and rely on someone else to do the sales and marketing for you. Yeah, exactly. I

[39:25] mean, if I think the agency market is quite competitive. Running an agency isn't that difficult. And I mean, that's why we all love that model because it it is the model that is very easy to execute. It's It's easy to get started with. But at one point, when you want to scale, you want to justify high prices. But when the competition is high, you very often have to lower your prices. But in our case, we don't really have a competition because we don't compete with all of the other agencies who really need to turn a profit while having a huge sales team running. We don't have that uh like high of

[40:04] expenses. Instead, we can run an agency with a very lean team and still turn a huge profit. And I think just to just to finish off, this goes back to what I've been saying for a a very long time, which is like you kind of almost don't need to follow the news and keep up with the latest AI stuff. This The The growth of this technology and how the massive leaps and bounds we've made over the past few years has taken us so far ahead that there's still stuff from 2023 and 2024 AI that like you can apply to millions and millions and millions of businesses. And what

[40:35] you've found here is like voice agents, a few different use cases. While things are running off into the distance and there's all this new stuff happening, you can build a sustainable and profitable business that's just helping everyone else catch up to what we had basically at the start of this year or at the end of last year. Yeah, totally true. I mean, we we we don't only have this model with voice AI. We now also start to to work with another company in the WhatsApp automation space. Exactly like we use the exact same playbook. But as you know, WhatsApp automation, it's not something which was like discovered in

[41:06] 2025, but it's actually like much more boring, but still even with WhatsApp automation, you need integration into softwares like Zoho, Pipedrive, whatever. And we Yeah, we deliver well value there as well. Love it, man. Linus, appreciate you coming on. If you guys want to get in touch with Linus, check out his agency uh or his social media, that'll be down in the description. But really appreciate your time today, man. And um all the best for 2026, not that you need it by the sound of things. And I'm looking forward to if you get Frank up and running, I'd love to have you back on and have a chat about how you built

[41:36] that and how you're scaling it. Amazing. Thank you, Liam, and see you soon. That is all for this episode of the podcast, guys. If you want to see something similar that that I really think you'd like, you can click up here to watch another one. And remember, if you think you have a story worth telling, and some valuable insight you can share with the community, you can fill out my podcast application form in the description below. I'd love to have a chat with you and get some exposure for your business. So from that, guys, that's all for the video. Thank you so much for watching, and I'll see you in

[41:57] the next one.

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