My Journey to $54k/month Doing SEO for Small Businesses

58 replies
The information on this forum has been instrumental in developing my strategies for SEO and I thought it was time to give back and hopefully help a few people that are in the same situation I was 5+ years ago.

I started my company out of desperation. At the time my company was just a website with no traffic or reputation. I knew I had to change my situation and work towards financial freedom so that I could be my own boss. I was barely making enough money to survive, working full time as an web developer/assistant for a famous music producer. I was underpaid, over worked and tired of being somebody's errand boy/taxi driver. It seemed like a great job because I met a lot of famous artists and musicians, but that didn't amount to much at the end of the day. I thought to myself, if I could just make enough to match my salary I would be in a good position to leave.

Before that job I was working at a local SEO company as a web designer and quickly realized that the real money was in driving traffic to sites. I learned a lot about how to talk to customers and how things should be structured on proposals. This all played a role later. I left that job to work for the music producer because it paid more. It wasn't until I had a lot of down time to start reading through forums like this one where things really started to come together. I spent countless hours researching and gaining knowledge about what works, what doesn't, and everything in between. I started realizing very early on that it was much better to read entries from members that had thousands of posts then it was to read everything from everyone and try to form an opinion. There's just so much bad information and contradictions in these threads that it becomes very confusing. If you open any thread it'll pretty much be split 50/50 with people arguing both sides. If you can find a few of the top members that know their stuff (have a lot of thanks and posts) and follow their replies to topics it can be invaluable. That's what I did. I stalked the top posters and read everything I could get my hands on. Their replies to topics were always super concise and consistent.

I went to work applying my knowledge from the forums and trying to rank my own site for competitive SEO related keywords in my city. It's a major city so it wasn't easy to say the least. At the time it seemed impossible. How could I ever compete with these huge companies that had hundreds of employees.

The first time I saw in increase in my rankings was when I started adding my exact match anchor text to the footer of sites I was developing for clients on the side. These sites had established authority so my rankings started moving. I know it's an old technique and a bit spammy but what did I have to lose at this point. It was working and my site starting moving up the serps slowly but surely. I kept building sites for people and adding my tag and the more I built, the higher it ranked. Simple enough right? The problem was, it wasn't a good long term strategy and I could get swept up by Panda at any point. Also, this wouldn't be a viable strategy for doing SEO for clients. There had to be a better way. I built a few sites to test on and tried everything under the sun. Blog comments, black hat tactics, spammy link farms and directories. It would work for the short term, then 3-4 months later the site would tank. I was getting discouraged. At this point my own site had finally reached page 1 with nothing more than footer links from clients sites I was building. I knew my phone would probably start ringing once I got in the top 5 and I had to figure something out quickly.

I started PMing some of the reputable posters on Warrior forum and begged them to do a consultation with me for a small fee. Let me tell you something. That small fee was the most important money I ever spent in my entire life. This was over 4 years ago. It completely shaped my strategies that I still use to this day to dominate my industry. Without that knowledge I don’t know where I would be.

Out of all the messages I sent I got 1 reply. Enter Mike Friedman. We agreed on a consulting fee and that first phone call changed my life forever. The guy was a wealth of knowledge and taught me everything I know about building a network. At the time I kept reading how everyone was dominating using a PBN and Mike’s name kept popping up on every thread with great insight about the topic. He taught me the right way to do it without cutting corners. It was an investment I had to make. This was way before he started his Spartan Marketing Academy that teaches you everything you need to know. I saw a tremendous difference within the first few months of building it out. I realized that building a network gives you complete control over your link building efforts. If you have the money and time to do it the right way it’ll give back beyond your wildest dreams. Out of all the techniques I tried over the years it was the first time I saw a massive improvement in rankings and quickly. I still do a fair amount of blogger outreach and the occasional directory, but in my opinion nothing is more powerful than a PBN.

Now I had a viable way to rank clients and my own site for that matter. Within months of building out a small network I got my own company site inside the top 3 results and started getting phone calls and closing leads. This is where my previous experience from the old SEO job I had came into play where I would just listen to them talk to customers everyday. Everything was coming together. I was able to provide value and manage clients efficiently. Once I got to $4k/month I was able to quit my job for good and never look back. It was liberating.

Getting to over $54k/month took 5 years and a lot of hard work. It didn’t happen overnight. It’s been growing month over month for a long time. It’s more than hard work though. A lot of people work hard but don’t see these kinds of results. What is the difference? It’s more than rankings and gaining leads. These are the main differences I want you to focus on in this post.

Client management is an art.
Managing business owners is tough because most of them have big egos so you have to tread lightly. There’s nothing wrong with having an ego, they just know what they want and you better be able to deliver. It’s equally important to know how to deal with them. Not being accessible is where most companies fall short. I’m always available 24/7 even on weekends to my clients and they love that about me. They know when they pick up the phone I will be there for them. That is something large SEO firms can’t compete with and why smaller boutique firms end up winning. The second they feel like you aren’t listening, they will find somebody that will.

I’m also a very straight shooter when it comes to talking with clients. I tell them how it is, good or bad and they appreciate that in world of snake oil salesmen that tell everyone what they want to hear. If I can’t provide value I will straight up tell you. I’m not here to take your money. I’m here to provide value and get paid accordingly. Business owners are smart. They know when you are trying to appease them just to get their business. Be real and honest with people. Clients have told me over the years that I’m very easy to talk to which makes the sales process almost effortless. Maybe it’s the way I was raised, or my Midwestern values, but I am incapable of lying to someone to earn their business. Be transparent and it’ll pay huge dividends in the future.

One last thing, you’re going to lose clients sometimes no matter what. Sometimes they want to put money into other advertising platforms, their budget ran out, or ranking for certain keywords didn’t produce the kind of return they anticipated. Don’t get discouraged. It’s part of being in a service based industry. There will always be churn.

Underpromise and overdeliver.
I make a habit of telling clients that it’ll take months to see results, then I turn around and improve their organic search by over 50% in less than 30-45 days. They are always blown away. You have to set realistic goals with what you can achieve for others. There’s nothing worse than promising one thing, and not following through. It makes you look like you don’t know what you’re talking about. Don’t shoot yourself in the foot and promise the world in a competitive market and underdeliver. A lot of times you may not see measureable results for 6-9 months down the road. Make sure you manage the client’s expectations so that you don’t look like a fool later on.

Never stop learning and evolving.
In an industry that is constantly changing, you too must evolve with the times. The only way you can do that is to be a student of your craft and never stop learning. It’s vital that you don’t become complacent. There will always be somebody out there gaining traction on you if you take your foot off the gas pedal. Subscribe to all the major blogs, industry sites and forums. Read, read, read. You don’t know it all just because you’re making a few bucks. Ask questions in forums and participate where you can. Most people are nice enough to respond without you having to pay them. Forums are a great place to get feedback about what you may or may not be doing right.

Big results produce big referrals and bigger budgets.
Reputation is everything in this business. I have more positive reviews on my social accounts than all my competitors. It helps to establish credibility with potential prospects and proves legitimacy. Most of my success hasn’t been from closing the countless leads I get every month through my site. It came from delivering big results for a client, and in return that client referring me to another client. At that point, all the hard work is already done for you. No need to sell him on anything. He’s ready to sign on the dotted line at whatever cost you propose. Big results also bring larger budgets. A lot of my clients started on small budgets and increased it by 4-5 times the original investment after they saw substantial measurable progress. Even if I lost all my organic leads tomorrow that I get from my site, I could live off the business I get from referrals strictly based on my reputation.

Don’t spread yourself too thin.
Do not take on every client that comes across your desk. Not everything will be a perfect fit. I’ve learned this the hard way. Taking on too many clients will not allow you to give that specialized attention that clients so badly want and need. It’s vital to the success of the campaign. If you’re in a position where you’re getting a lot of leads, it’s ideal to take on a smaller group of higher paying clients than it is to take on more lower paying ones. Right now I’m managing 23 clients and I’ve found that to be about the most I can handle. Especially since I’m handling all the phones, emailing, link building, keyword research, content, PPC, etc. My older brother is my only full time employee. Other than that, I hire writers and web developers on a contract basis for extra things that I need. Most of the elite SEO’ers that I know have right around 20 clients as well. Granted, most of my clients have been with me for years so it’s not a tremendous amount of work like it was in the beginning with them. I’m not even taking on new clients at this point. I refer all my business out to only a handful of providers that I know can do a great job. That allows me to focus on giving the best possible service I can to the clients I currently manage.

Hard work pays off.
Everyone says that but there’s a big difference between working 40 hours a week and 120. I’m talking about 18 hour days, working weekends, holidays, birthdays and staying in while my friends were out drinking. Most internet marketers are inherently lazy from my experience. They work just enough to cover their expenses and have no real desire to go above and beyond. The people I know that are making $20k+/month are all workaholics. My wife will tell you that I’m the hardest worker she’s ever met because even when we are hanging out on the couch I’m researching something that can help my business or a client’s business. I’m obsessed and completely immersed in what I do. You need a certain fire inside you to make this kind of money. A fire that constantly tells you that settling is not an option. I think part of my fire comes from being broke most of my life and not having much. It doesn’t hurt that I love what I do as well. That makes life so much easier and rewarding. When you find something you’re good at and love doing for a living, it’s the ultimate win-win. Also, I’m infinitely curious and never satisfied with the knowledge I have. I always want more. I’m always striving to be better for my clients and that is the kind of attitude you need to really succeed.

My intentions with this post are not centered around trying to brag or boast about what I’ve been able to accomplish. It’s about giving back to a forum that gave me everything. This is the least I can do. If it helps inspire or put one person on the right path, then it served its purpose.
#$54k or month #businesses #journey #seo #small
  • Profile picture of the author kk075
    That was a pretty awesome read and it felt genuine; I can tell the OP is legitimate since I'm right there spreading myself too thin almost every day of the week. Great post!
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  • Profile picture of the author MikeFriedman
    Awesome story. Glad to have been a small part of your journey. Onwards to $1 million in 2016.
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    • Profile picture of the author abhibh
      Great to hear about your success, a motivating story.

      Originally Posted by MikeFriedman View Post

      Awesome story. Glad to have been a small part of your journey. Onwards to $1 million in 2016.
      Mike i have signed up at the Spartan forums but even after 24 hours have not received the validation email. Have thoroughly checked spam folder too.
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      • Profile picture of the author MikeFriedman
        Originally Posted by abhibh View Post

        Great to hear about your success, a motivating story.

        Mike i have signed up at the Spartan forums but even after 24 hours have not received the validation email. Have thoroughly checked spam folder too.
        Not sure what happened, but I took care of it. You are validated and should be able to sign in without a problem.

        Sorry about that.
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  • Profile picture of the author pianopro
    Thanks guys. Glad you enjoyed it.
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  • I totally agree on the workaholic point: every successful businessman I know (myself included) works way beyond what the doctor would consider as healthy. There is no other way around it: if you want to make it to the top, you gotta sweat all the way up.
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    • Profile picture of the author jordand870
      Originally Posted by Anonymous Affiliate View Post

      I totally agree on the workaholic point: every successful businessman I know (myself included) works way beyond what the doctor would consider as healthy. There is no other way around it: if you want to make it to the top, you gotta sweat all the way up.


      I have to agree with Anonymous Affiliate here too I should add. Simply because you have to be driven like crazy to want to succeed. And if you aren't, you will fail. Because being driven like crazy will keep you up for days and days, literally. Only getting sleep here and there..


      Yes, that's what it takes. Doctors aren't perfect people either.. You just rest when you're exhausted. Then you would rejuvenate and get back at it again when you feel that you have the energy. Your energy will run out at times, your passion and drive should always be going.


      Jordan S. Daniels
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    • Profile picture of the author hardraysnight
      Originally Posted by Anonymous Affiliate View Post

      I totally agree on the workaholic point: every successful businessman I know (myself included) works way beyond what the doctor would consider as healthy. There is no other way around it: if you want to make it to the top, you gotta sweat all the way up.
      it is not the hours worked that matters, it is what gets done when you are so called working
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  • Profile picture of the author erismarketers
    Nice article, nice sharing..
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  • Profile picture of the author deezn
    Another shout out to Mike Friedman. Learning to do your own SEO, properly, is a godsend. No longer relying on providers who's tactics work for a little and then they're gone. Do it yourself. Control your work product.
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  • Profile picture of the author sujit1717
    That is the kind of motivation I was looking for. I built my website more than a year ago. I started earning few bucks after working hard for few months. I was happy because I knew I can earn online. But now I am broke again with no sales and the only advertiser removed his ad. I am like rockbottom. But I will not give up. Thanks a lot for taking time to write it.
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  • Profile picture of the author c19h
    Great post, thanks for sharing!
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  • Profile picture of the author tobyjensen
    Good to see people telling it like it is.
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  • Profile picture of the author sttbs
    Congrats! Nice sharing.. and let's work towards a greater height.
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  • Profile picture of the author C G
    Awesome share.

    This should give some additional motivation for some people who still don't believe that you can make money doing this stuff.

    Cheers,

    C.G.
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  • Profile picture of the author SEODollz
    I don't think this post fits in this section, JMO. It would be more useful in the SEO section as it is a post about that industry and niche of internet marketing. The people that would most benefit from this post are not going to see it here.

    Congratulations to the OP and thank you for sharing very real and actionable advice for success in this industry, there is not enough practical advice about the business side of SEO out there so this is awesome!!
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    • Profile picture of the author pianopro
      Originally Posted by SEODollz View Post

      I don't think this post fits in this section, JMO. It would be more useful in the SEO section as it is a post about that industry and niche of internet marketing. The people that would most benefit from this post are not going to see it here.
      I have to agree with you. I didn't even know there was a Mind Warriors section. I've never ventured past the SEO category. Hopefully they can migrate this over and the right people get to read it.
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    • Profile picture of the author MikeFriedman
      Originally Posted by SEODollz View Post

      I don't think this post fits in this section, JMO. It would be more useful in the SEO section as it is a post about that industry and niche of internet marketing. The people that would most benefit from this post are not going to see it here.

      Congratulations to the OP and thank you for sharing very real and actionable advice for success in this industry, there is not enough practical advice about the business side of SEO out there so this is awesome!!

      It would be more useful in just about any section other than this one. It was rather dumb of someone to move it here.
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  • Profile picture of the author jbreeden
    A success story definitely can fit in this section. This story gives inspiration and tells how to succeed not only in SEO but with any online venture.

    Key learnings:
    Learn you craft.
    Don't spread yourself too thin.
    Learn how to say no.
    Have solid relationships not only with yourself but with other providers.
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  • Profile picture of the author PennyBurgess
    Your story just made my day, thanks
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  • Profile picture of the author Areful Eeslam
    Thanks for inspiring us
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  • Profile picture of the author PaulHadfield
    This is impressive to say the least..

    thanks for the share

    Cheers.
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  • Profile picture of the author Tiiberiuss
    Great inspiring post thanks.
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  • Profile picture of the author bahi010
    Thanks for sharing Pianopro !
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  • Profile picture of the author pianopro
    It's all you guys I owe the thanks to. This forum has been a wealth of knowledge for me and I'm happy to give back.
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  • Profile picture of the author MrRodrigue
    what a journey, love your insights that you freely shared in the post, thanks buddy
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  • Profile picture of the author DonaldGutierrez
    "Client management is an art" , you nailed it, there's no perfect science or formula for dealing with those clients!
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  • Profile picture of the author Brayo101
    I have been trying the same thing but it a little hard. But i wont give up.
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  • Profile picture of the author dwall
    I just want to say this is one of my favorite threads I have found on all of Warrior Forum. Thanks for writing this!
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  • Profile picture of the author jordand870
    I got to give my hats off to this post, and not because of the tips, but because I'm trying to become a piano pro too! Haha. All jokes aside, this is some of the most invaluable advice out there, right within this post. How?


    Because I can relate a lot to it, being that I followed a lot of reliable members on this site. Warrior Forum truly is a free source to learn from and I hope it stays around for years and years to come.. Well, I hope the members that truly go out of their way like pianopro here and actually help.


    I know when someone's truly trying to help, it comes by seeing if you can relate to their problems. Then dissecting them on how they found solutions to them. Then you would implement their solutions into your life and see if they work, if not, you'll try again.. Great post!


    Jordan S. Daniels
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  • Profile picture of the author roger h
    A hugely satisfying read.

    Inspiring & Motivating in equal measure.

    One of the stand-out WF posts of recent times.
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  • Profile picture of the author shuvoimtiaz
    Really inspirational story and a good read.
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  • Profile picture of the author desibrown
    Really inspirational and motivational post.
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  • Profile picture of the author deepakrajput
    Great Job Done, Keep it up...
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  • Profile picture of the author fulfilledlife
    Very inspirational post, thank you for sharing.
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  • Profile picture of the author Rhonda15
    Very inspiring and admirable. I can't wait to get to your success level.
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    • Profile picture of the author Brian T
      Good info. Just started on the forums and gives a good place for me to start. However, kinda wordy... For such a simple and overused concept in entrepreneurship and online businesses. Work hard... If you love working and it pays more than a day job. However, I believe, and this is why i got into the online business, that I can work less and earn more. My whole goal is to scale THAT concept. Find what works more efficiently while increasing profit margins, and scale it. Thanks PianoPro. $54k/month is awesome.
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  • Profile picture of the author TheKing
    First of all congratulations for your hard work and your success .. I have 1 question in my mind .. How you charge your clients ? is it fixed monthly amount for every client or on keyword basis ?
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    • Profile picture of the author pianopro
      Originally Posted by TheKing View Post

      First of all congratulations for your hard work and your success .. I have 1 question in my mind .. How you charge your clients ? is it fixed monthly amount for every client or on keyword basis ?
      Monthly retainer that varies based on the competitiveness of the keywords being targeted.
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  • Profile picture of the author El Terro
    Thanks for sharing...your information was insightful and inspiring. Its great that you had a skill thus you were able to use same as your platform for your business... What advice would you give to a newbie that is just starting out and doesn't have a skill as it relates to internet marketing but is willing to learn and put in the time in the trenches......
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  • Profile picture of the author Gabbarsingh
    Love the story.. but a bit dissapointed that more was not said on how op built the pbn and ranked his site.. afterall this was the integral part of the story....
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    • Profile picture of the author MikeFriedman
      Originally Posted by Gabbarsingh View Post

      Love the story.. but a bit dissapointed that more was not said on how op built the pbn and ranked his site.. afterall this was the integral part of the story....
      He did say that. He learned from me.

      He just took that info and then ran with it like a madman building his business.
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  • Profile picture of the author ylian
    how do you get clients ?
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    • Profile picture of the author pianopro
      Originally Posted by El Terro View Post

      Thanks for sharing...your information was insightful and inspiring. Its great that you had a skill thus you were able to use same as your platform for your business... What advice would you give to a newbie that is just starting out and doesn't have a skill as it relates to internet marketing but is willing to learn and put in the time in the trenches......
      It depends on what your goals are. If learning is all you're after then you're already in the right spot for that. Read everything here you can get your hands on and test it on your own time.

      Originally Posted by Gabbarsingh View Post

      Love the story.. but a bit dissapointed that more was not said on how op built the pbn and ranked his site.. afterall this was the integral part of the story....
      All the information is out there on how to do this effectively. There's no need for me to get into specifics. It's more than building a PBN though. There's lots of other components that are important to success.

      Originally Posted by ylian View Post

      how do you get clients ?
      People find my site by searching for SEO company related keywords in my city.
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      • Profile picture of the author MikeFriedman
        Originally Posted by pianopro View Post

        All the information is out there on how to do this effectively. There's no need for me to get into specifics. It's more than building a PBN though. There's lots of other components that are important to success.

        I agree with this. Learning how to rank sites is only the first step in running a successful SEO business. You need to learn how to prospect for clients (and if you want to get to the level of sniffing anything close to $54k/month, then how to prospect for the "right" type of clients). Then you need to learn how to engage and pitch these prospects, close the deal, manage expectations, and how to foster an ongoing relationship.

        You need to figure out effective pricing that lets you close the maximum number of clients while maintaining a good profit margin for your business.

        What do you do with clients once you have them? How do you keep them around? What kind of contact should you have with them? What about reporting?

        How do you handle contracts? Invoicing? Banking? Merchant services?

        Many SEO's treat it as a transactional business. The really successful ones understand it is a business driven by relationships.

        Learning how to build a PBN was just about adding a tool to his arsenal. I know tons of people who know how to build effective PBN's. Very few of them will ever get close to making $54k/month.

        If he had not gone and gotten married, he would probably be topping $80k/month by now.
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  • Profile picture of the author Everychance
    Thank you for that it's great to hear a good story, 54k is magic, we learned to help others achieve is keeping it simple take the hard work out of it, if you would like to take it to another level get in touch
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  • Profile picture of the author Skatsani
    Eh thanks for sharing, but how do you find the top members here? Is there some list or you just find them through viewing posts? Maybe you could list some of your favorites?
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    • Profile picture of the author pianopro
      Originally Posted by Skatsani View Post

      Eh thanks for sharing, but how do you find the top members here? Is there some list or you just find them through viewing posts? Maybe you could list some of your favorites?
      There is no list, shortcut or easy way to find them. If you read this forum enough, you can't miss them. There are some in every major thread.
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  • Profile picture of the author cjsparacino123
    Enter Mike Friedman. We agreed on a consulting fee and that first phone call changed my life forever.

    FOR REAL!!!
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  • Profile picture of the author brzeeabi
    nice article
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  • Profile picture of the author zafar1010
    how to get the SEO of this video friend help me.
    https://www.youtube.com/watch?v=pSTwGazeWFU
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  • Profile picture of the author Willie Crawford
    Awesome post!
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    • Profile picture of the author pianopro
      Originally Posted by Willie Crawford View Post

      Awesome post!
      Thanks Willie!
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  • Profile picture of the author yesucan
    Great journey indeed . I have learned a lot of things from you today. thank you for sharing
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  • Profile picture of the author Tomas Lodén
    Thanks for sharing, one of the best posts on WF ever..

    Well worth a second reading..
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  • Profile picture of the author AL Hummel
    You are truly blessed, having something you love to do that pays you so well. Your inspiration has given me a bright ray of confidence. Thank you!
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  • Profile picture of the author Ahmadm7
    Banned
    Wow this was great, very inspiring !
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