ThomasMorales.com

Helping B2B founders become replaceable and scale with freedom.

Founder

Air Quality Canada, Inc.

Co-Founder

Jaspr

Scaled operations and logistics to match the explosive launch and revenue demands.

Chief Operating Officer

Rapid Group Inc.

Offered restoration services & coordinated local contractors in cities affected by natural disasters.

Learn more about this here --> https://thomasmorales.com/happy-technology/the-rapid-method

Systems Guy | Helping B2B founders automate & delegate operations so they can scale with freedom. Scaled a multi-6-figure biz with only 3 Hrs/Month | Send me a DM

I help online B2B founders become replaceable and scale with freedom.

How did I get here? Long story short... 

🔬 I started an air quality testing company in 2014.

🤖 Within two years, I merged with Air Quality Canada, and implemented systems + automation so that I could step away from operations.

🌪 For the next ~3 years, I helped launch businesses after natural disasters. Windstorm = Roofing company, overnight. We were effectively storm chasers.

🦠 One year later, I was the COO at Jaspr (an air purifier business). After COVID-19 hit, dentists required an air purifier in every operatory. I was brought in to implement the necessary systems to fulfill hundreds of purifier orders in a matter of weeks from launching... And we did.

🦾 This brings us to today, where I’ve now operated 10+ brands and scaled a multi-6-figure business with only 3 hrs/month by leveraging systems and automation. I now help founders automate and scale operations to 7&8 figures (with freedom).

🚀 Let me help you go from Reactive to Proactive.

Go Here → thomasmorales.com

Twitter/X: @imThomasMorales

How to define or clarify your “niche” in <15 minutes:

“You need a niche.” “niche” “niche” “niche”

We all get it. We need to niche down.

If you don’t…

- your message won’t resonate
- your offer won’t convert
- and scaling operations will be difficult

But how do you do it…?

After years of going through this myself and with clients, I discovered the simplest 7-step process to nail down your niche in less than 15 minutes:

→ 1. Make a list of all the types of clients you’ve worked with

Examples: SAAS, Ecomm, agency, consultant, etc.

→ 2. For each one add the problem they were facing

Example: Operational bottlenecks

→ 3. Then list the solution you offered

Example: Automation

Now the fun part…

→ 4. Add a checkmark to the ones you enjoyed working with
→ 5. Add another checkmark to the ones that were the easiest to help
→ 6. Lastly, add a checkmark to the ones that can afford your services

The result is a list of niches with defined problems, solutions, and 0-3 checkmarks beside each.

Finally, it’s time to make a decision based on the results.

→ 7. Pick the niche that had 3 checkmarks and check off all of the boxes (Enjoy + Help + Money)

If you have multiple, great! But pick one 

You can always pivot, but indecision is slowing you down.

Doubling down will get you results quicker, even if it’s to failure, you’ll learn quicker.

Getting this right makes marketing not only easier but possible. Hope that helps.

Thomas Morales

Most businesses set goals. But they don't have a framework for execution.

Here's the 5-step proven roadmap that my clients and I follow:

1. Define Your Target

- What is it?
- Why is it important?
- What are the success criteria?

Once this is clear, you can create measurable goals that align with your vision.

2. Systems

Setting a target isn't enough. You need support systems to create the time and space necessary to make progress.

Automation and delegation help you create time, then you need to use your time effective (time-blocking works great).

Otherwise, you’ll stay stuck in reactive mode.

3. Leadership

A leader's primary goal is to enable their team. This means making sure the right people are in the right seats.

You do this by measuring:

- workload
- strengths
- core values

4. Accountability

This is the binding force, the engine that fuels the journey toward your target. Everybody needs to understand the projects and processes they own, and where to submit their work.

5. The 60-Day Cycle

Setting a target isn't a one-and-done thing. It's a cycle.

Every 60-90 days, you should revisit your target. The business landscape is always changing.

Revisiting your target quarterly allows for course correction and making necessary adjustments to stay on track. It's also a good time to celebrate achievements and recommit to your goals.

Go ahead and try it:

- Define the target
- Implement systems
- Embrace leadership
- Create accountability
- Revisit goals every 60 days

Being able to onboard clients while playing golf is a beautiful thing.

Automating customer onboarding is one of the easiest (and impactful) things you can work on.

This is one of the first areas I focus on when working with clients because it’s predictable, sets up client expectations (making fulfillment easier), and helps with buyer’s remorse.

What’s buyer’s remorse? That feeling of regret right after making a purchase. It’s more common than you think.

As for setting client expectations, this is (very) important.

The better your systems (particularly during onboarding), the more your clients will trust your process and the less they’ll get in your way. They can only sit back and relax if they feel you’re putting them on a train track.

Client expectations include:

- milestones
- billing process
- access needed
- clear next steps
- ongoing reporting
- team members involved
- how questions get addressed
- clarity on the plan going forward

The good news is that it’s easy to address them all, immediately, and without manual effort.

But first, you need to be clear on these yourself. That’s what the first step is all about when trying to automate your client onboarding.

Step 1/5 - Identify the trigger for the onboarding process

If there isn’t yet a specific trigger, picking one is critical to streamline the rest of your onboarding. Without a clear trigger, you can’t streamline or automate.

This is often the signing of a contract, an invoice getting paid, or a form getting filled. If it’s simply an email confirmation, it’s time for a change.

Step 2/5 - List out every step of the onboarding process

Past the initial trigger, make a list of the steps that follow in your current process.

Step 3/5 - Identify points of friction

Once your current flow is mapped you need to label all of the manual repetitive steps.

Step 4/5 - Identify the tools

For each step that you labeled with friction, make a note of the tools/software you’re using.

Step 5/5 - Automate

Now that you have a clear trigger for your onboarding process, listed every step of the sequence, and identified the tools involved, you can use automation platforms like Zapier to integrate them.

Trigger → Action → Action

As I said earlier, being able to onboard clients while playing golf is a beautiful thing. But more importantly, it will allow you to focus more time and effort on growing your business.

I hope this walkthrough helps streamline and automate your client onboarding.

Want help? Send me a DM.

How do you decide what to focus on?

I see a lot of founders working on the wrong problems.

I created a short questionnaire for my clients to audit and identify their top priority in less than 9 minutes.

The Scale w/ Freedom Focus Finder

Comment “audit” and I’ll DM it to you.

The end goal of content isn’t views, comments or likes.

It’s more conversations with your target audience.

How often do team members bring attention to a problem?

How about solutions?

Problems without solutions are probably a lot more common.

Not because they’re not capable of problem-solving. But because there’s no expectation to do so.

This can (and should) change.

Creating a solutions-focused environment would have a significant impact on your business:

- Empowers the team
- Promotes collaboration
- Expedites problem-solving
- Smaller problems get resolved on their own

Good News: It’s not difficult to make the shift.

At the next leadership meeting, walk through this new policy:

If you share a problem, you must also propose a solution.

But what if the team member knows their solution won’t be suitable? No problem.

You can’t expect the perfect solutions. Only that they are proposed. At the very least, they will bring you one step closer.

It’s refreshing to hear of solutions as often as problems. It changes everything. Turns negative environments into positive, energizing, and exciting ones.

It’s also easy to enforce.

After implementing this in your business, the next time someone shares a problem without a solution, you simply ask: What do you propose?

After a few times, they’ll quickly adapt and anticipate the question.

Go ahead and try it:
1. At the next leadership meeting, walk through the new policy
2. Don’t expect the first proposed solutions to be perfect
3. Get comfortable asking: What do you propose?

I’m seeing too many business owners overwhelmed by their never-ending to-do list.

The solution is to take back control of your time.

3 simple steps to start Time Blocking:

This practice alone has completely transformed how much my team and I get done.

What is time blocking?

It's a way to organize your day into blocks of time, each for a specific activity or task.

Why is it better?

→ It’s (much) better than a to-do list

You can factor when and how long you’ll work on something instead of guessing what can get done in a day.

→ You can schedule recurring activities

With your calendar, you can schedule recurring time blocks - a perfect way to systemize your ongoing responsibilities

→ It forces you to prioritize & plan ahead

Before you get to the doing, you have to get intentional and decide what you’ll work on and when.

As long as I have my list of active projects, time blocking my week takes less than 10 minutes.

Here’s how you can start time blocking:

1. Clarify what has to get done

Start by identifying your to-do’s - responding to emails, content creation, executing a project-related task, etc.

2. Create time blocks for each

At the beginning or end of the week, assign time blocks to each goal. Ideally only a couple time blocks per day (if you cram too much you’ll fall behind and lose momentum).

3. Create accountability

Once you've completed a time block, mark it green. This will give you a visual representation of your success and keep you motivated. It also highlights what needs to be rescheduled.

If you’re having trouble finding open space in your calendar for time blocks, or you’re unable to disconnect from your business and want help, send me a DM.

Stop trying to predict the future problems of your business.

This is slowing you down. Instead, let friction be your guide.

Most companies create systems in anticipation of the future. But this often results in a waste of time and resources.

Why? Because we’re (really) bad at making predictions.

A perfect example:

When I was COO at Jaspr. I implemented a basic system to manage active subscriptions.

A colleague decided to change the system so customers could update their own subscriptions. A customer portal of sorts.

Months later we looked at the data and noticed only a few customers had made changes in the portal - this would have only taken a minute to manually do upon request.

This added layers of complexity and took time away from solving more pressing issues.

The solution is to let friction be our guide.

Start simple and don’t assume the problems of the future.

Wait until progress slows before working on new systems or tackling new projects.

This is the most efficient path toward progress because it forces you to prioritize the things that matter most.

So before creating a new project or attempting to optimize, ask yourself:

Will it significantly reduce friction?

If not, chances are you’re working on the wrong problem.

I’ve spent the last 7 years testing different project plans and templates.

Here's my simple 5 step plan to increase you and your team’s chance of success by 90%:

→ 1. Define The What
What problem are you going to solve?

→ 2. Clarify The Why
Why is this important?

You may realize there isn’t a strong enough reasons to proceed, saving you countless hours of your time and money.

On the other hand, a strong Why will motivate you and your team.

→ 3. The Success Criteria
What must be true for the project to be a success?

These are the measurable outcomes your project must achieve for success.

→ 4. Identify Ownership
Who is responsible for making sure the project meets the success criteria?

Team members can help and collaborate, but only one person can be responsible.

→ 5. Clarify The Next Action
What is the next physical action to push the project forward?

It should be clear, simple, and need very little thinking or effort to complete.

That's it.

I’m not against more thorough project plans. But these 5 should be non-negotiable.

What if the project is really large and requires smaller projects within?

The process is the same.

Turn your success criteria into individual projects and go through the 5 steps for each.

Go ahead and try it:

1. Define the problem
2. Clarify why it's important
3. List what must be true for success
4. Identify who is responsible for the project
5. Clarify the single next action to push it forward

Taplio

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