The 'Shovel Strategy' That Got Me to $800K/Month (2026)
•January 28, 2026
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Why It Matters
The shovel strategy transforms one‑time sales into sustainable, high‑margin recurring revenue, giving entrepreneurs a scalable growth engine and reducing dependence on expensive acquisition tactics.
Key Takeaways
- •Sell ancillary tools to lock clients into recurring revenue
- •Identify client‑used software and replace it with white‑label versions
- •Map client purchases, evaluate moats, and target low‑competition shovels
- •Implement GHL white‑label agency to generate hundreds of monthly subscriptions
- •Leverage checklists and exercises to triple revenue per client
Summary
The video introduces the “shovel strategy,” a business model that shifts focus from selling a single high‑ticket offer to providing the ancillary tools—software, micro‑services, and equipment—that clients need to succeed. By positioning themselves as the supplier of these “shovels,” entrepreneurs can capture ongoing revenue streams rather than a one‑time payment.
The presenter outlines a step‑by‑step framework: map every product or service a client currently purchases, assess the competitive moat of each, and then target the low‑moat items that can be white‑labeled or built in‑house. Real‑world examples include a GoHighLevel white‑label agency serving 300 monthly users, a cold‑email mailbox service, and a self‑hosted AI automation platform, all of which have turned one‑off sales into recurring subscriptions and tripled revenue per client.
Key moments include the claim, “If you’re not using this shovel strategy, you’ll never make it past five figures per month,” and the speaker’s personal metric of growing from $20‑30K to hundreds of thousands monthly. He also cites a concrete figure—300 clients paying for sub‑accounts—demonstrating the scalability of the approach.
For business owners, the implication is clear: by monetizing the tools that enable their clients’ success, they can reduce reliance on costly ads, lower churn, and dramatically increase lifetime value. The strategy promises a more predictable cash flow and a defensible market position without the need for large teams or new product development.
Original Description
'Shovels' Offer Cheat Sheet: https://web.leadgenjay.com/r/shovels-checklist
This shovel strategy tripled my revenue per client without adding a single new employee or spending more on ads. In the first 60 days of teaching this to my community, 22 people broke six figures a month for the first time.
How to identify the exact tools and services your clients are already buying (and how to become their provider instead of sending them elsewhere)
The "moat evaluation" framework that tells you which services you can compete with and which ones to avoid
Why 300+ people now pay me monthly for CRM access when I'm not even a software company
The one shovel every business owner should launch first (takes less than a day to set up and costs under $5/month to run)
How to build these shovels into your core offers so you can charge more and retain clients longer
Real examples from my business: cold email mailboxes, GoHighLevel white label, self-hosted n8n, email verification, and lead databases
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00:00:00 Shovel Strategy
01:01:03 Sales Obsession
01:01:47 Revenue Leakage
00:04:57 Gold Rush Analogy
00:06:02 Business Shovels
00:07:01 Cold Email Needs
00:07:19 Recurring Retention
00:08:49 GHL White Label
00:09:10 Mailbox Service
00:10:30 Building Tools
00:11:08 Client Mapping
00:12:09 Moat Evaluation
00:13:41 Email Verifier
00:14:43 Prioritize Shovels
00:15:27 Ops Warning
00:16:00 Affiliate Versus Build
00:16:48 Bundle Into Offers
00:17:41 Nurture Flywheel
00:18:18 Recurring Math
00:18:48 Start With GHL
00:19:24 Free Course Pitch
00:20:16 Action Checklist
00:21:17 One Shovel Focus
00:22:22 Like Subscribe
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