# Conclusions

**Source:** https://www.youtube.com/watch?v=mugDs0XaQ1A
**Title:** 17 ways to get your 1st client as a developer in 2026
**Duration:** 40:49
**Speaker:** founder of AB Analytics (B2B AI consulting, LA) and the *Code to CEO* startup accelerator — claims he went from ~$250k/yr as a dev to roughly double that since starting the consulting firm

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## Core thesis

Most engineers can't land even one client on demand because they fight for scraps on the same overcrowded channels (Upwork, generic LinkedIn cold DMs, X). The win is to **fish where no one else is fishing.** The video stacks 17 channels in three tiers — common (everybody knows), low-key (most devs ignore), out-of-the-box (almost no devs do) — and the explicit advice is to **pick three methods, one from each tier, and run them daily for 90 days** before adding more.

> "Consistency beats intensity every single time. 30 minutes a day beats five hours once a month."

Two universal rules that apply to every channel below:
- **Follow up at least 5 times** — ~80% of sales happen after the 5th contact; most devs quit after one.
- **Niche specificity beats volume** — "Shopify developer for fashion brands" outsells "web developer" by a wide margin everywhere.

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## Tier 1 — Common methods (1-5)

Everybody knows them, everybody competes here. Useful as a floor; do not stay here.

### 1. Freelance platforms (Upwork, Fiverr, Toptal)
Built-in trust/payments/disputes, but ~18% take and a race-to-the-bottom on price.
- Recommended **only** if you're a true beginner in a third-world country (cost of living lets the rates work).
- First/second-world devs: skip — opportunity cost is too high.
- If you must: niche extremely hard, compete on value not price, push hard for 5-star reviews early.

### 2. LinkedIn outreach (the B2B goldmine)
900M+ users, decision-makers active daily.

Profile = resume + portfolio + sales page. Banner, featured work, endorsed skills, recommendations.

**Who to connect with:** decision-makers (budget + authority) and referral partners (designers/marketers/agencies serving the same ICP). Quality, not quantity.

**Cold-message anatomy that gets a response:**
> Hey, saw your post about *[specific post]* — *[short genuine comment]*. I help *[ICP]* with *[specific problem]*. I just helped *[prev company]* achieve *[specific result]*. If I can help you do the same, would you be open to a brief chat?

Never sell in the first message. Never use templates blindly.

**Follow-up cadence:** Day 0 initial → Day 3 friendly bump → Day 7 add value → Day 14 case study → Day 30 break-up email. (Tighter: every 2 business days.) One Code to CEO founder, Paul, closed a $10k + $1k/mo retainer this way.

### 3. Content marketing (YouTube + X)
Teach what you know; build authority that attracts inbound.

The speaker's contrarian take: **don't start content marketing until you're already making $10-15k/mo from outbound.** Otherwise it's slow and you starve. Content is a leverage layer on top of an already-working channel.

### 4. Cold email
The most direct line to decision-makers — no gatekeepers, no algorithm. Snipe, don't spray.

**Lead sources:** LinkedIn Sales Navigator, Apollo, Google Maps (local), AI research agents, company sites, industry directories.

**Qualify on:** company size, urgent pain, decision-maker access, solvable problem.

**Subject line carries 47% of the open** — spend 50% of your time here.

| Quality | Example | Why |
|---|---|---|
| Bad | "Web development services — affordable rates" | Reads like a scam |
| Okay | "Ideas to improve your site load time" | Generic, no research evident |
| Great | "Quick question about [Company]'s checkout flow" | Specific, personal, implies you looked |

**Body structure (< 100 words):** context → observation (proof of research) → value (how you help) → proof (credibility) → CTA (one clear next step).

**Scaling stack:** Apollo (contacts) → Instantly/SmartLead (sending) → Clay (enrichment) → Claude (custom first lines). Automate process, not the human touch. Code to CEO founder John scaled this to ~1000 sends/day → $100k+/mo MRR.

### 5. Referrals — highest converting, lowest cost
A happy client referring you ≈ 10 cold leads. 4× higher conversion, ~0 acquisition cost, pre-built trust.

The gap: **91% of clients say they'd refer, only 11% of sellers ask.**

**System:**
- Ask **right after delivery** when excitement is highest.
- Be specific: "Do you know anybody else who needs [exact thing]?"
- Make it frictionless: forward-ready email template + one-link portfolio.
- Offer incentives (commission, retainer credit, free maintenance month).
- Every project ends with: *"Who else should I talk to?"*

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## Tier 2 — Low-key methods (6-13)

Most devs don't touch these. Less competition, better clients, higher rates. Local/in-person mostly.

### 6. Chamber of Commerce — the speaker's most underrated channel
4000+ Chambers in the US alone; most European countries have equivalents.
- Business owners with budgets and **terrible websites / no automation**.
- The member directory alone is a pre-qualified lead list.
- Show up 3× → "regular." Show up 6× → trusted. Then you get invited to **speak**, which makes you the local tech expert.
- Membership ~$200-500/yr; one small project pays for a decade.
- When he joined the LA Chamber, he was the only software engineer in the room.

### 7. Local business groups
Rotary, Lions, Kiwanis (service clubs); **BNI (Business Network International)** — one person per profession, weekly meetings, referrals tracked. BNI members average **$20k/yr in referred business**.

### 8. Industry associations
National Association of Realtors, local Medical Society, etc. Hyper-targeted; everyone there is exactly your ICP.

### 9. High-end hotels — the "sauna + hotel bar" strategy
Wherever the speaker travels (Vegas, Tokyo, LA), he stays at a top-tier hotel and:
- Morning: sauna/spa — calm, captive audience, make natural conversation.
- Evening: hotel bar/lounge — sit with laptop or phone, start conversations.
- Even **one client per year** from this single tactic justifies the cost if it's six figures.

Plus business centers/executive lounges in hotels = high-value coworking. Conference hotels in Dubai/Vegas during big events = badge-hunting in common areas. One founder (Dom) sold a contract he started on a Dallas → Sydney flight.

### 10. Car shows and expos (and boat shows, art fairs, food/wine expos, home & garden)
Speaker's framing: rich people own classic/exotic cars → most are business owners or top-company execs.
- Zero sales pressure → genuine connections.
- "What do you do?" → "I do software for [their industry]" → "We actually need that."
- Repeat attendance at the same shows builds trust.
- This is how he literally became known in LA as "the AI guy."

### 11. Local conferences (not SXSW / TechCrunch / Web Summit)
- Local events are **begging for speakers** because they can't afford the big-name ones.
- Pick a practical topic, submit early to the call-for-speakers, bring case studies.
- Speak once → instant credibility. Speak regularly → you become *the* expert in the area.
- Follow-up rule: connect on LinkedIn within 24h, schedule an in-person follow-up within 1-2 weeks.

### 12. Golf courses
He doesn't golf. Got 2 clients from ~40-50 hours of golfing → ~20× ROI on time. Driving ranges/clubhouses work even without playing. Charity tournaments and corporate scrambles are built-in networking.

### 13. Gyms + country clubs (the 5am crowd + premium tier)
- **5am gym crowd = business owners, execs, disciplined professionals.** Same faces daily → casual relationship over weeks.
- He moved up from Crunch to **Equinox** — equipment isn't better, but members paying $200+/mo are his ICP.
- **Country clubs** ($50k-$200k+ in LA): nobody goes for the golf — they go to network. One project covers years of membership.

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## Tier 3 — Out-of-the-box methods (14-17)

The 1% layer. Highest effort, highest reward, almost no competition.

### 14. Strategic partnerships
Partner with businesses that serve your ICP. If you build for law firms → partner with vendors who sell to law firms. They get a referral fee or reciprocal leads; you get warm intros.

### 15. Productize services
Fixed price, fixed scope, named packages. The speaker calls this the single biggest change to his client acquisition.

Tiers (each step is more leverage):
| Tier | What | Price anchor |
|---|---|---|
| DIY | Templates / tools / course | Cheapest |
| DWY ("Done With You") | Coaching + frameworks | Mid |
| **DFY ("Done For You")** | We build it for you | Highest — his focus today |

Friction down → buying easy. Clients know exactly what they get and what it costs.

### 16. Workshop strategy — in-person, paid or free
- Run a free 2-hour workshop in your city (he ran Facebook ads to fill seats).
- Partner with libraries / co-working spaces / colleges — they often give space + promotion for free.
- Teach something genuinely valuable. End with a CTA for deeper engagement → some attendees can't get the help they need in 2h and convert into clients.

### 17. Case studies + webinar funnel
Detailed case studies (problem → solution → process → ROI) feed a webinar funnel.

**Webinar formula:** 60% teach · 20% case study · 20% offer. Expected conversion: **15-25%**. One webinar = 3-6 months of client work. Always follow up with non-buyers via email sequence.

Webinars convert because of reciprocity + demonstrated authority + live trust (unedited).

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## Cross-cutting principles

| Principle | Why it matters |
|---|---|
| Consistency > intensity | 30 min/day × 30 days = 15 hrs/mo; one big push won't land you clients |
| Pick 3 methods (1 common + 1 low-key + 1 creative) and run them 90 days minimum | Master a few channels before stacking more |
| Lifestyle integration | Hotels, gyms, car shows, golf — you'd do these anyway; do them deliberately and they double as pipeline |
| Always follow up ≥ 5 times | Follow until they say "stop." 80% of sales happen after the 5th touch |
| Niche specificity > volume | "Shopify dev for fashion brands" outperforms "web dev" everywhere |
| Track everything | Outreach, response, meeting, proposal, close rates — no feedback loop = no improvement |
| Client #1 is the hardest | #5 is easier, #10 comes to you. Momentum compounds |
| Start messy, today | Perfect time doesn't exist. The best method is the one you'll actually do |

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## Actionable 90-day plan (the explicit recipe)

1. **Pick 3 methods** — one from each tier. Example combos:
   - Cold email (common) + Chamber of Commerce (low-key) + Workshop strategy (creative)
   - LinkedIn outreach + Premium gym + Productized DFY packages
   - Referrals + Industry association + Strategic partnerships
2. **Run them daily for 90 days.** No new methods until these are mastered.
3. **Track:** outreach sent · responses · meetings booked · proposals sent · closes.
4. **Always follow up 5×** before giving up on any contact.
5. **Productize** as soon as you've delivered the same kind of work 2-3 times.
6. **Lifestyle-integrate** the in-person channels — gym, hotels, car shows — so the time spent has a second use.
7. **Once stable at $10-15k/mo**, layer in content marketing (YouTube/X) for leverage.

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## Who this is for

Senior software engineers who are **business beginners** — strong technically, weak at sales. Particularly anyone stuck on Upwork or generic LinkedIn DMs and wondering why nothing converts. Not for total dev beginners and not focused on paid ads (deferred to a future video).

## Caveats / promotional notes

- Speaker plugs his Feb 22 ideation workshop and his *Code to CEO* accelerator throughout — examples ("Paul," "John," "Dom") are accelerator members, so treat the success metrics as marketing-flavored claims, not independent data.
- Several tactics (premium gyms, country clubs, sauna/bar networking) implicitly assume disposable income and a major US city. Adapt to your context.
- Door-knocking the "5am Equinox crowd" or country clubs is not legal/cultural advice — read the room.
