Repeatable Revenue

We offer products, programs & services to help service businesses launch, accelerate, and scale growth. There are 3 types of businesses we best help: 

1️⃣  For established service businesses (agencies, coaching programs, consulting firms, etc.), our Sales @ Scale Program helps you build & lead a sales team (and removes founders from the sales process). 

2️⃣ For service businesses between $100k and $1 million, our Accelerator Program is a proven process to help you: 

✅  Niche down & define your ICP
✅  Create a crystal clear unique selling proposition
✅  Productize services for repeatable sales & delivery 
✅  Stand up a simple but wildly effective funnel for lead gen
✅  Install a tried & true sales process that’s driven $10+ million in client sales  

3️⃣ For founders just starting their service business, we offer free training & stupidly affordable courses to help you consistently break $100k. 

Send us a DM or visit www.RayJGreen.com to learn more.

Founder 

Sales and sales management advisor for small and midsize IT business.

Expert In Residence: Sales & Sales Management

RJG Consulting

Through RJG, I install repeatable sales processes and strategies to systematize growth. 

My specialty is $2-25 million/yr. service businesses that need a clear plan and support for building a scalable sales team. 

Most engagements start with our 360° Sales Audit. Our audit is a deep dive into the sales and marketing systems driving revenue today and a playbook on what’s needed to get you where you want to be tomorrow.

For more information, visit: www.rayjgreen.com.

Contract Executive & Consultant

SaaS Academy

Sales process consultant and fractional Executive Leadership Team member.

Sales Consultant

LAW Publications

Recruited by investors to determine scalability of company and drive growth through operational and sales improvements. 

Key wins included:  
- Highest month of revenue in co.'s 45-year history
- Rebuilding of executive team
- Introduction of principles-based management culture
- Overhaul and improvement of products (including Gold Davey Award Winning product)
- Installation of company-wide CRM
- Integration of a company operating system
- Development of analytics capabilities, tools, and resources
- Professionalization of key functions in HR, production, finance, operations, and sales
- Replaced handwritten, manual processes and paperwork with automation and technology, including integration of a company-wide CRM, national rollout of iPads, installation of VOIP systems, and collaboration software.

Chief Executive Officer

U.S. Chamber of Commerce

During my career with the US Chamber of Commerce, I ascended through roles of increased scope and responsibility for the world’s largest business federation representing 3M+ businesses, associations, and organizations. 

In this role, I held primary P&L accountability for a nation-wide SME unit. I directed multiple sales and membership acquisition channels, including outside, inside, direct mail, and online sales, as well as customer services. I defined and executed the business unit’s long-term strategic direction. 

Highlights include…

~  Secured first year-over-year growth in small business membership by launching new membership model. 

~  Spearheaded initiative to boost political and special issue fundraising, which would go on to surpass membership fundraising for the first time. 

~  Increased membership engagement rates by 33x through new digital communications strategies. 

~  Relaunched Chamber’s small business online presence and deployed new digital model to acquire members.

Managing Director, Small and Midsize Business

I received a promotion to assume P&L accountability over the Chamber’s national sales and fundraising center, which oversees political fundraising, special issue fundraising, membership sales, customer service, and membership operations. 

Highlights include…

~  Achieved first revenue increase in 11 years, positioning center to become largest SME fundraising operation in the Chamber. 

~  Doubled revenue-per-sale of specific-issue fundraising by generating substantial new sales and delivering comprehensive fundraising best practice training. 

~  Fostered culture of achievement through strategic hiring, training, and motivational compensation plans.

Managing Director, National Small Business Sales & Contact Center

I advanced the company’s sales and revenue growth objectives by managing an inside sales team of the National Small Business Membership Center. In addition to recruiting, hiring, and coaching Sales Directors (as well as other sales personnel), I defined and executed sales and fundraising messaging. I managed all aspects of sales operations and quality assurance. 

Highlights include…

~  Met and surpassed ambitious sales objectives every month of tenure. 

~  Diversified and grew sales by integrating novel and innovative sales programs. 

~  Significantly enhanced sales capacity by launching recruitment and training programs to repeatedly add sales directors who performed in the upper quartile.

Division Manager, Inside Sales

Promoted three times from direct fundraising to support, manage, and lead special projects, sales divisions, and growth initiatives.

Key wins included:
- Creatively developed solutions to monetize non-paying members through partnerships with Fortune 500 companies.
- Exceeded every sales and fundraising goal.
- Supported senior management initiatives, including program to enter midmarket membership with new products, services, and offers. 
- Developed framework for the Corporate Leadership Advisory Council, a policy council for midmarket sized companies.

Fundraising - Special Projects - Corporate Relations

Various Companies

Started, sold, worked for, and advised 10+ ventures, including: 

Operating Partner - Like My Mother Does: LMMD is an entrepreneurial venture that began when the founder started making custom baby bedding on Etsy. Within months, demand dramatically exceeded capacity and the waiting list stretched almost four months long. I helped the founder turn her hobby into a boutique referral only business and discover profitability by developing financial, shipping, and inventory models; developing a pricing strategy that resulted in quadrupling prices; and updating and automating digital strategies. 

Operating Partner - After Hours Flowers: Family owned, retail florist that I co-led the turnaround of, took online, pivoted the business model away from third party wire services, and sold. 

Founder - Imagine Promotions: Founded and later sold a music promotions company that represented 20+ artists and organized  or co-organized dozens of concerts and festivals. 

Worked for and advised numerous other startups, ventures, and independent businesses.

Founder - Managing & Operating Partner Roles (RJG)

Napster (Rhapsody International)

Customer Success Specialist

Lifestyle Business Architect 🏝 | Scale revenue + time with intentional business design | For help productizing, marketing, or selling services online, shoot me a DM

Founders of service businesses looking for:  

✅  Scalable sales processes
✅  Predictable demand generation
✅  Repeatable systems to deliver services

I got you. 

We help founders of service businesses (agencies, coaching programs, consulting firms, etc.) create reliable & sustainable sales growth. 

We help in 3 areas:

1️⃣  If you’re an established service business, our Sales @ Scale Program helps you build & lead a sales team (and removes founders from the sales process). 

✅  We drove sales for one client from $597k/mo to $1.004 million in 90 days.
✅  We helped another catapult close rates in from 26% to 44% in the same time frame.

2️⃣  Between $100k and $1 million, our Accelerator Program is a proven process to help you: 

✅  Niche down & define your ICP
✅  Create a crystal clear unique selling proposition
✅  Productize services for repeatable sales & delivery 
✅  Stand up a simple but wildly effective funnel for lead gen
✅  Install a tried & true sales process that’s driven $10+ million in client sales 

Most importantly, we help you clarify what to focus on RIGHT NOW. 

3️⃣  In the earlier stages, we offer free training & stupidly affordable courses to help you get your first $100k. 

Interested in learning more? Shoot me a DM and I or someone on my team will respond asap. 

ABOUT ME:

In 2019, I walked away from the C-Suite and moved my family to a remote Mexican beach. 🏝

Prior to going out on my own, I’d: 

➡️  Been recruited by private equity groups to lead turnarounds as CEO.

➡️  Spent 10 years as a senior sales exec and never missed a quote - or a bonus.

➡️  Received 7 promotions in 7 years, from sales rep to Managing Director at the U.S. Chamber of Commerce, the world’s largest business federation. 

➡️  Was flown around to raise 6-and-7-figures from CEOs & board members of F1000 companies.

➡️  Earned my Executive MBA + was invited to Beta Gamma Sigma as a top 20% student at a top 5% business school.

➡️  Founded and fixed a few small business, 2 of which were successfully sold. 

But I got tired of just building other people’s dreams while I put mine on hold. 

So, my wife and I extended a family vacation to Baja - indefinitely - to build a new kind of business… and lifestyle to suit. 

I started out consulting, coaching, and doing fractional executive work. 

And I’ve had the pleasure to work with world-class clients like Dan Martell, the world’s largest B2B SaaS coach; Robin Robins, the world’s largest IT business coach; and other well known names. 

DM me to find out if I can help you accelerate or scale your business.

I lost $13,500 last week. 

Here’s why I’m so happy about that: 

About a year ago my wife and I bought her parents’ Cadillac. 

It was a great extra daily driver kinda car. Was in perfect condition and her parents had taken care of it meticulously. 

We drove it down the Baja and when we got it to Cabo, it broke. Maybe it was bad luck. Maybe it was shitty gas quality. Maybe something happened on the drive down. Who knows. 

There’s no Cadillac dealership in Cabo. The Chevy dealership didn’t want to work on it it. 

So, we took it to a highly recommended mechanic. They “fixed” it. Same problem came back. They “fixed” it again. Same problem came back. 

We took it to another highly recommended mechanic. They “fixed” it. Same problem came back. They “fixed” it again. Same problem came back. 

We did this a few times. 

The original $10,000 quick cash car idea was now a $15,000+ time and money pit. 

Logically, I should’ve given up after the 3rd, or 4th time. But I kept pushing because I liked the car. And because I didn’t want to give up. I’m stubborn like that. 

I’d invested some cash. And a chunk of time finding mechanics, dropping the car off and picking it up, etc. 

Since I’d invested a lot of effort, energy, and time, I was more invested in seeing the outcome I wanted. Which led to investing more effort, energy, and time.  

And that was dumb. 

Intuitively I knew it was dumb, but I thought, “Maybe this one last time is the one.” 

Sunk cost fallacy if I’d ever seen it. 

I finally gave up. I chalked it up as a loss and we found someone to pick up the car for a whopping 30,000 pesos, or about $1,500 USD. So, we lost about $13,500 and countless hours of frustration. 

And ya know, it felt good to see it leave. While it was a loss in some ways, it was a win in another way: The amount of effort, energy, and time this thing was going to cost me going forward was now ZERO. 

So, a little lighter in the pocketbook, but some peace of mind looking forward. 

If you have something you’ve been pushing and pushing and pushing without seeing the result you want, sometimes the answer is let it go.

🏝

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Ray J. Green

I’ve fallen out of love with the idea of building a one-person business. 

Starting out, being “solo” was as one of the 5 big considerations. 

1: $1 million in profit
2: Location independence
3: Work I loved
4: Lifestyle I wanted
5: No full-time employees

Along the way I hit plateaus, but “systematized” my way through them. 

At $10k/mo I started to systematize admin stuff. 
At $20k/mo I started to systematize marketing. 
At $40k/mo I started systematizing services. 
At $60/mo I started systematizing sales. 

But with a one-person service business, it still means one person is ultimately responsible for marketing, selling, and delivering services. 

Plus the strategy, day-to-day operations, tech, and everything else that goes into running a business. 

Maybe it’s not the same for everyone, but being responsible for all the content, engagement, sales calls, sales follow up, onboarding, and the delivery of services… PLUS all the day-to-day operations… gets really damn old. 

I don’t say this lightly. 

But I’ve concluded that most one-person service businesses are unsustainable. They are a phase in the growth of a business. The spot between freelancing for income building a business. 

And at some point, hiring helps avoid burnout. And boredom.  

Do you really want to write, edit, and schedule all your content - forever? 
Do you really want to tinker with the tech, tools, ops, and zaps - forever? 
Do you really want to take sales calls & follow-up on them - forever? 
Do you really want to deliver 100% of the services - forever? 

Maybe you do. But I know I didn’t. 

And hiring means you're not solopreneur-ing. 

Maybe it’s a VA. Or a salesperson. Or someone to help you deliver the services. Or a “Swiss Army Knife” person. 

Or all the above. 

But I came to the conclusion that the 5 criteria I had for my business, 1-4 were non-negotiable. 

Number 5 was a preference. And maybe a misguided one.  

Because sure, a lot of stress, frustration, and exhaustion comes from managing people. 

But so does great relationships, being challenged, the thrill of building a team, and accomplishing things I can't on my own. 

So, did I not want employees? Or did I not want BAD employees? 

That’s why I started hiring. And why I can’t really call myself a solopreneur anymore. 

None of this means you can’t do it. Maybe you can build a $1 million service business entirely solo and be happy with it. I’m not here to squash dreams or tell you you’re wrong. 

But for me, and virtually everyone I know doing similar things, it’s not a long-term play. It’s a phase we go through as we establish product market fit, grow, and learn how to focus our time and energy on the parts of the business we love most. And delegating the rest. 

What do you think? Am I wrong? 

P.S. 
Pic is from the most competitive game of Jenga I've every played - at my sister's house last summer. Sometimes this is how I felt trying to make my $1 million one-person business work. 

🏝

It’s exhausting to hustle for clients.

Then you get a client - and stop hustling.

You get so busy building someone else’s dream that you stop doing the critical work to build yours.

Then the client engagement comes to an end and you start this process alllllll over.

🌀  It’s a viscous cycle. 🌀

If you’ve been there, you know the insecurity of not having clients lined up.

And all the bad habits that insecurity creates:

❌  Underpricing your services.

❌  Feeling obligated to over deliver.

❌  Taking work you’re overqualified for.

❌  Never feeling like you’re doing enough.

❌  Putting yourself and your priorities 2nd.

❌  Being less candid than you’d like w/clients.

❌  Relying on job sites and agencies for work.

❌  Overworking yourself for someone else’s biz.

And the dream of “building your own thing” not living up to expectations.

Want to stop the 🌀 vicious cycle 🌀 ?

➡️  NEVER stop working on YOUR business.

➡️  Dedicate at least 20% of your week to marketing.

➡️  And use that time to position yourself to your market.

Don’t get so busy building someone else’s dream...

That you stop (or never start) building your own.

🏝

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If you’re prospecting to a cold audience (like new LinkedIn connections) without a proper funnel, you’re wasting a lot energy and leaking opportunities.

Here’s why:

All your prospects are at different states in the buying cycle today. For example, the stages I tend to use:  

UNAWARE - no idea who you are or what you do.
AWARE - aware of who you are and what you do.
CURIOUS - curious about who you are and what you do.
INTERESTED - interested in what you have to offer.
INTENT - showing intent on buying what you offer.
DECISION - making a decision to buy.
ACTION - actually bought something and active client.

A cold audience is by definition just becoming Aware of who you are and what you do.

Even if you’re prospecting to a highly targeted group, only a small number of those people are going to immediately jump to the Decision and Action stage. 

But that's the audience most cold outbound (like LinkedIn connection campaigns) targets.

There’s a much larger part of that audience that may be ready to buy at some point down the road.

Maybe the pain isn’t sufficient enough right now. Maybe you need to build some trust. Maybe the timing isn’t right.

When you’re prospecting WITH a proper funnel, you have a system that helps capture people at various stages in the process. That gives you an opportunity to share more content, create interest, and build trust. 

All this helps nurture people through the stages.

When you’re prospecting WITHOUT a proper funnel, you’re leaving those opportunities on the table.

It’s like fishing with your hands instead of with a net. You may catch a few here and there, but you’re missing a boatload of opportunities.

When we set up funnels for clients, it consists of a few things:

1️⃣ Optimizing the LinkedIn profile, which is the very top of the funnel for many people.

2️⃣ Creating a solid asset that adds real value for prospects and lets those that are at the Curious, Interested, or Intent phase opt in.

3️⃣ Creating an asset that nurtures that audience through the process, like a newsletter or podcast.

4️⃣ Creating daily / weekly processes to maximize all the activity within the funnel, like handraisers, ‘speed to lead,’ and reaching out to people that show some interest.

Over time, prospecting gets easier and you build a warmer audience to prospect to.

Hope that helps. Shoot me a DM if you could use some help setting up a system like this.

🏝

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From 2003 to 2019 LinkedIn grew to 634 million users.

Fast forward to the end of 2022, we’re looking at 900 million users.

Growth is exploding on the platform. And it’s not all corporate suits, recruiters, and job seekers.

A lot of it is from people who want to leverage the organic reach that LinkedIn offers to sell their services. People just like you and me.

That means there’s more competition for attention, audience building, space in the DMs, and most importantly, clients.

The days of posting and creating demand are far from over. But anyone who’s been doing this for the past few years can tell you, it’s not as easy as it used to be.

Because optimizing your profile, adding CTAs, connecting with new people, and getting your headline right are a prerequisite now.

And the same techniques that worked 24, 12, even 6 months ago don’t work as well today.

The question is: What can you going to do about it?

My view: The answer lies in defining your unique selling proposition. (USP).

Your USP is what sets you apart from the competition. It’s what differentiates you and makes people choose to work with you over someone else.

It’s how you stand out in a increasingly crowded market.

It goes way beyond “years of experience,” degrees & certifications, or even how much “better” your service is than someone else’s.

Your USP is a strategic decision about how you position yourself.

We’ve always taught it to members of Repeatable Revenue | Client Acquisition Accelerator as part of building a scalable, repeatable client acquisition system.

But with more and more competition (and less and less reach on content) I just overhauled our USP training to USP 2.0: Standing Out In The Sea Of Sameness.

If you’re having trouble standing out in the wave of new creators and service providers, seeing diminishing returns from your effort, or need to build a better system to acquire clients, a good question to start with is this:

If you and 15 other service providers selling similar services were sitting in a room, how would your perfect client know to hire you - BEFORE they hire you?

The answer to that lies in developing a strong USP.

🏝

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3 things drive the most self-improvement for me. 

And they’re the same I see with every high performer I work with. 

1: Keeping score

2: Modeling people that have what I want

3: Getting help from a coach

I share more in the 🎬. 

How do you drive improvements in your performance?

🏝

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These wins always light me up. 
 
The thing about THIS win in particular though? 
 
We hit every step in the process of converting confusion into clarity:
 
1️⃣ We killed distractions and created a clear vision for the business we’re building. 
 
2️⃣ We sorted through the multiple markets he was going after and committed to 1.
 
3️⃣ We created a rock solid unique selling proposition that leveraged his background.
 
4️⃣ We productized a service & offer with a clear transformation and steps to achieve it. 
 
5️⃣ We built a simple funnel with an asset that captured demand and pre-sold prospects. 
 
6️⃣ We drove targeted, organic traffic to it supported by good content and messaging. 
 
7️⃣ We created a sales process to run the sales call without feeling salesy or pushy. 

8️⃣  We'll do a sales call review and provide feedback on how to improve. 
 
End-to-end, exactly what we do at Repeatable Revenue. 
 
It works for execs ready to go solo. 
 
For solopreneurs ready to build a business. 
 
And founders of service businesses ready to scale. 
 
Vision. Strategy. Tactics. Execution. 🚀
 
🏝

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I've gotta say a big "thank you." 

Thank you to everyone that helped make my first in-person event happen.

Thanks to everyone that came. The quality and caliber of people that attended and spoke was top notch. Thank you for attending this first one without having any testimonials, prior history, or a cool sizzle reel. You made this event what it was.

Thanks to my partner in crime, Samantha, for coordinating nearly all of it. None of this would’ve happened if she wasn’t doing what she did.

And thanks to my international babysitter (and mother-in-law) for coming in to help so Sam and I could focus on making this the best possible experience we could.

I’m usually pretty critical of my own work, but no BS, this event really was 🔥.

2 days of learning was like drinking from a firehose. Speakers and sessions covering:

•  Mindsets about money
•  Personal productivity systems
•  Clarifying the vision of your business
•  Sales clinics with hand on workshopping
•  AI and GPT to build productized services
•  Creating and leveraging you founder-origin story
•  Individual hot seats to get input from the group on a challenge
•  Understanding how beliefs influence your (and your prospect’s) thinking
•  And more

And the connections built between sessions + the adventure was unreal.
•  Private rooftop dinner / cocktails
•  Happy hours and networking
•  Dinner of the beach
•  ATVs on the beach

Nov 2-4 is the next one. While it’s freezing in other parts of the world, we’ll be working on taking this already great event to the NEXT level in Cabo.

Spots will be limited to 20. If you want to be the first to know when we open it up, hop on my email list here: https://lnkd.in/g2W7QEaA

Thanks again to everyone who helped make this this happen!

🏝

Email subscribers of mine:

You have mail.

If you're not a subscriber, you can join the list here:

https://bit.ly/3N3Skf2

🏝

What’d you miss at the Cabo Business Adventure & Mastermind? 
 
A helluva a lot of learning, experiences, and networking. 
 
Owen Fitzpatrick, psychologist, trainer, consultant, and author of 9 books shared why it’s not what you think, but what you believe that matters most. 
 
Sales training veteran Adam P. Boyd ran a sales clinic with a couple attendees to help them sell their services more simply - and effectively. 
 
Robbie Crabtree spoke on the importance of the founder origin story, how to create one, and some ways to leverage it once you have. 
 
OG digital nomad and AI expert Phil Maher schooled the group on tactical ways to leverage GPT far beyond creating content. 
 
I spoke on the importance of having and documenting a clear vision if you want to scale your service business and how to create one. 
 
S Brian Smith 🪜 dropped some fresh perspectives on mindset, especially when it comes to money & energy. 
 
Marcus A. Chan ran 2 sessions for us, 1 of which was impromptu. One was how to create a 7 figure productivity system as a founder. The other was how to presell and validate your offers. 
 
We ran several Hot Seats for people to share their challenges and get feedback from the entire group. 

Virtually everyone actively participated in one way or another. 
 
Plus: 
 
🌊 Dinner on the beach
 
🛥️ Boat ride out to the Cabo rocks
 
🏝️ ATVs on the beach
 
Some activities for spouses and guests, too. 
 
We’re starting to plan the next one: Nov 2nd - 4th. 
 
🚨 Spots will be limited to 20. 🚨 
 
My email list is going get the formal invite first and a special offer. 

If you’re even remotely interested in joining the next one, hop on my email list to get first dibs here: https://lnkd.in/g2W7QEaA
 
🏝

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Email subscribers of mine:

You have mail.

If you're not a subscriber, you can join the list here:

https://bit.ly/3N3Skf2 

🏝

Join 5k+ online entrepreneurs getting my weekly newsletter: https://lnkd.in/dSvcR7_7

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