You’re giving away everything for free.
And wondering why nobody’s buying.
I did the same thing for 13 months.
2017, I decided to “build my personal brand.”
Every guru said the same thing: “Provide massive value first. Sales will follow.”
So I did.
I gave away EVERYTHING:
→ Free funnel audits (worth $500)
→ Free strategy calls (45 minutes each)
→ Free templates and frameworks
→ Free email reviews
→ Free “pick my brain” sessions
I spent 6-8 hours a week giving free value.
✔ Posted detailed breakdowns.
✔ Answered every DM.
✔ Jumped on calls with anyone who asked.
Everyone loved me.
“You’re so generous!”
“This is amazing value!”
“You’re the best!”
My ego felt amazing.
My bank account? Empty.
13 months. 200+ free calls. $3,200 in total revenue.
That’s $247 per month.
While I was giving away my expertise for free…
My competitor charged $299 for the same strategy call.
And people paid him. Happily.
Here’s what nobody tells you about “free value”:
❌ You’re not building trust.
❌ You’re training people that your knowledge is worthless.
Because here’s how psychology actually works:
✔ When something is free, people assign it zero value.
✔ They consume it like entertainment.
✔ They don’t implement it. They don’t respect your time.
They just keep asking for more free stuff.
I had people who:
→ Took 3 free calls with me
→ Implemented nothing
→ Came back asking for more “advice”
→ Never once considered paying
One guy literally said: “I am happy that I got so much value from this call, and I don’t need to pay?”
That sentence felt like a thorn stuck in my feet, I was unable to move ahead.
Because he was right.
I had positioned myself as the free guy.
❌ Not the expert. Not the strategist.
❌ The charity case who was desperate for attention.
Here’s what changed everything:
✔️ I didn’t stop giving free value completely.
✔️ I started qualifying people first.
Before any free call, I asked:
→ What’s your current monthly revenue?
→ What’s your marketing budget?
→ Are you looking to hire someone in the next 30-60 days?
→ What have you already tried?
If they couldn’t answer those questions, they weren’t ready for me.
✔️ Not because they’re bad people.
✔️ Because they don’t have the capacity to invest in the solution.
Here’s the brutal truth:
→ Giving free strategy to someone with no budget is like: Teaching a broke person how to invest in real estate.
→ The advice might be solid. But they can’t act on it anyway.
So I created filters:
✔️ Free content: For everyone (builds authority)
✔️ Free discovery calls: Only for qualified prospects (budget + timeline + need)
✔️ Deep strategy: Only for paying clients
The result?
🚀 I still gave value. But to people who could actually hire me.
And suddenly:
→ Every free call turned into a potential $1K+ opportunity
→ People showed up prepared and serious
→ Implementation happened because they had resources
→ Referrals came from clients, not freebie seekers
First month after the change: $2,900 in revenue.
The only difference? I invested my time in people who could invest back.
Here’s the brutal lesson:
✔️ Free value isn’t the problem.
✔️ Giving it to the wrong people is.
Your time is your most valuable asset.
Every hour you spend on someone who can’t hire you… Is an hour you’re NOT spending on someone who can.
I’ve built 300+ funnels, and worked with 100+ entrepreneurs.
You know what the most successful entrepreneurs do differently?
They qualify before they give.
They ask:
→ Can this person afford my solution?
→ Do they have the authority to make buying decisions?
→ Are they ready to invest in the next 30-60 days?
→ Have they already tried to solve this themselves?
If the answer is “no” to any of these:
✔️ Point them to free content.
✔️ Give them a framework.
✔️ Send them a resource.
But don’t give them your time.
Because your free strategy call won’t help them anyway.
❌ They can’t implement without budget.
❌ They can’t buy without authority.
❌ They can’t commit without timeline.
You’re not helping them. You’re wasting both your time.
Stop confusing generosity with strategy.
Your content should:
→ Demonstrate your expertise (free for everyone)
→ Build trust and authority (accessible to all)
→ Create demand for your services (attract qualified leads)
Your time should:
→ Be invested in qualified prospects
→ Focus on people who can hire you
→ Convert conversations into revenue
There’s a difference between:
✔️ Giving value to build your brand
❌ Giving time to people who can’t pay you
The uncomfortable truth:
You’re not being generous when you give free strategy to broke prospects.
You’re avoiding the hard work of:
→ Qualifying your leads properly
→ Having money conversations upfront
→ Setting boundaries around your time
→ Focusing on high-value opportunities
It feels easier to say “yes” to everyone.
But it’s keeping you broke.
Stop giving strategy to people who can’t execute. Start investing time in people who can hire you.
Your knowledge has value. But your TIME? That’s irreplaceable.
Spend it wisely.
The choice is yours:
Keep proving your worth for free. Or start charging for the transformation you provide.
PS – If this resonated, I share the real, unfiltered lessons from my journey—both in funnels and in life—in my weekly newsletter. You can join us here:
https://www.funnelsandprofit.com/newsletter/
