Sometimes we all have lessons that we have forgotten.  Recently, Dave had to relearn some lessons from Russell on product value. Tips and Tricks for You and Your Business: DON’T devalue your product or service! (3:00) Becoming resourceful (7:00) Difference between price and value (9:30) Quotable Moments: "By adding greater value, the value will overcompensate for any price reduction" "There is a huge difference between resources, and being resourceful" Important Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:   00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Hey everybody. Welcome back to Speaker 2:   00:18         radio. This has been a crazy, crazy time. I'm actually recording this in my master bedroom of kind of snuck away here during Thanksgiving holiday. The families over there on the other rooms. I went over here to hide to record this, but I didn't want to. I want to make sure you guys got this. Uh, so I just did a facebook live about it and wanting to make sure that I didn't forget the emotion that I was having right now. So I, I've had the opportunity of knowing Russell now going on I think 11, 11 years, 12 years, something like that. Some crazy amount of time and it's been fun for me to see, uh, our friendship grow and change and develop over the years, being a part in click funnels, all that kind of stuff. But the thing I'm always amazed by as I continue to learn from him and there's nothing more frustrating to meet and having to relearn a lesson, it just pays me wanting to kind of capture this. Speaker 2:   01:06         And so honestly I thought about just calling this the confessions confessions, but I relearned about black Friday from Russell, but I think we changed it so it'll be something more along the lines of, of market less black Friday mark lesson, something like that. Anyways, backstory here. So Russell was heading out of town on Tuesday, spend the holidays with his family down in Utah. I was here in the office and, and uh, uh, Tuesday and Wednesday and our offices were closed Thursday, Friday. So I knew we were kind of coming down to the end. We've never done a black Friday sale before. And I thought, you know what, I'm going to try to provide extra value here to Russell. And uh, she even get a black Friday sale into for funnel hacking live tickets, a Julie's story. And was out. She had some family thing she was out with. Speaker 2:   01:48         And so I was kinda running the show. They're on a couple of marketing meetings and all that and so I literally, as I was driving into the office thought, okay, what if we end up doing a cyber black Friday cyber Monday sale? So I'm trying to think of what different things we could do and I thought, you know what, why don't we ended up having a to a basically two payment plan option. We've never done it to payment plan option for funnel hacking live tickets. I thought, you know what, that'd be an awesome idea. What a great idea. How to two payment plan for funnel hacking live tickets. It's only good for cyber for black Friday and cyber Monday for those four days. And I know what I should probably just run this by Russell first. So I said on vox a, but I'm sorry. You know what? Speaker 2:   02:29         I know your family. Everything else. Just while it's. No, I was thinking about doing this and usually Russell's real good at getting back to me on stuff and I realized that this family stuff that, you know, I'll let this slide for a bit and after a few hours and I didn't hear back and I thought, oh, maybe that's not the best idea. And because one of things I'm known for wrestling live have known each other a long time. We know how each other work real well. And so one of the things I know with Russell is he hates to say no, he hates to be the guy to disappoint and hate. No. And so I've learned that for me. Then the best thing to find out is typically way he'll say no, he just won't respond to something. So I'm sitting there thinking, you know what, I'm going to, I'll post this to him one more time and if I don't hear back then that's a no. Speaker 2:   03:14         So I posted it one more time. Say, Hey, I know you're with family, I just want to kind of run this by before we do this. And uh, we have an inside joke about a guy who's been lily badgering Russell to do consult and this is a guy gets paid millions of dollars for consulting that Russell just doesn't have the time and the bandwidth to work with, but continues just to say, would you please, please? So he's just begging him in and it got to the point where it's like, listen, I don't respond. That's just my way of saying no. So I just kind of put the guy's initials there, said it might be in like this. And he kind of joked about it and vox dyson, all right dave, so this deal, why not, instead of lowering the price, even though it's the same price, instead of doing a payment plan, if you want to do a black Friday sale, isn't there something we can provide a value instead? Speaker 2:   04:04         And I'm like, oh, of course price is the worst thing to compete on, especially during black Friday and cyber Monday. Because everybody else is doing that. And anytime you're competing on price, it is a race to the bottom. And everybody knows that there's no competitive advantage of being the second lowest price leader. It just isn't. So why in the world be racing to the bottom? And I'm like, oh, I know that lesson and I've said that lesson, I've taught that lesson a million times and yet I'm falling prey to it again. And so I was just kicking myself and go, oh, you got to be kidding me. So we came up with this other amazing thing where it was funnel emerged in which the product that we were sold in the past only in one time offers and fit and it has a $3,000 value, which they huge, huge bonus, which is a much better opportunity for anybody who is wanting to go to funnel hacking live. Speaker 2:   04:52         But the other lesson about anytime you find yourself in a situation where you're lowering price, even on black Friday and cyber Monday, what happens here is now you are rewarding people for postponing purchases, which is a terrible thing as a business to do. In fact, the last thing you want to do is to encourage people to wait. That's why we use urgency. We use scarcity, all these kinds of things and so I sit there going why in the world where have done that and I was thought I was being so creative and so smart, but it was a terrible, terrible thing to do and then I'm going through some of my facebook posts that I've got this post from Dean Holland and in his his English cheeky way, basically sarcastically posts out there, shout out to all of the product owners and service providers that are about to alienate their trust in customers by discounting their products for black Friday, cyber Monday for the people that didn't buy yet. Speaker 2:   05:43         And I was like, oh, it was like a knife to the heart and I know Dean's right to. So I got Russell and Dina. I'm like, okay, I totally screwed this thing up. But again, the lesson here I want to make sure you guys gain and get here is anytime. Find yourself trying to lower price in an attempt to gain market share. It's never, ever, ever going to work to your advantage. There has to be a way that you can add greater value and by adding greater value, the value will overcompensate for any price reduction, and so whenever you're looking offers, try to find ways of reducing price, try to find ways to where the value becomes so huge that the price seems ridiculously low because of all the extra value that they're getting. So that was the first lesson. Then the second lesson came this morning where I got this box from Steven Larsen, who's just love the guy to death. Speaker 2:   06:38         He's just been doing amazing things recently and so he was in our facebook group and we've seen a lot of people complain and say, I just. I just can't afford funnel hacking live tickets. There are a thousand bucks. It's during the holidays and a million different excuses. Now you have to understand there's a. there's a huge different between resources and being resourceful. I've understand there's been a lot of times where I did not have the resources, meaning the money, the cash, whatever it was to actually purchase something, but the key is to find a way of becoming more resourceful. So you can either earn the money or find a different way of doing it. Now, steven has probably been the king of this when it came to funnel hacking live because this first year at funnel hacking live, he became extremely resourceful. He again still in college, didn't have a job, didn't have much money, was building funnels for people. Speaker 2:   07:25         Thought you know what? I'm going to barter funnels for funnel hacking, live ticket, and I'm going to barter funnels for airfare and I'm in a bar to funnels for a hotel and it's exactly what he did. And because he did that, he not only got the benefit of actually being at funnel hacking live, he also got the benefit of of increasing his skill set by building more funnels, by becoming more resourceful instead of complainants. And I didn't have the money. So back to where Steven's box came in today, it's like, hey russell, Dave, I'm so tired of seeing people say they can't afford it. He goes, I personally think that person shouldn't pay their rent or shouldn't pay their other bills and she by the phone that can I have a ticket first? Because they do that, they'll find a way of paying their rent. Speaker 2:   08:06         They'll find a way of of paying their bills. If they keep thinking they're eventually going to find a way to pay for fun, I can life. They never will. They'll never change the life. So he said, what if I actually jump on into the facebook group and I'll do a facebook live or something like that in the facebook group and and teach people how they can become more resourceful. And I'm like, Steven, that's an awesome idea. That's a great idea. And I think in everybody's out of town and didn't want to inconvenience people, I think know what, see why don't we do that like the first week of December and will be a great opportunity for us to come up with another offer and I get this little box back from Russell. He's like, Dave, you want to take advantage of this right now when we already have an offer going and like a slap in my face going again, that's like two lessons. Speaker 2:   08:51         I know this more than anybody else and that is anytime you have a marketing opportunity and slapping you, staring you right in the face, take advantage of a right then and there. Don't think of postponing it because postponing that loses the momentum. It loses the excitement, loses the energy, and I'm sitting there just kicking myself going, Ugh, here I try to be so helpful and both times it backfired on me, but because of that seems actually gonna be doing a facebook live on Monday morning for us and it'll be an amazing facebook live. I'm sure he'll go for an hour plus just teaching people the seven lessons that he learned sitting next to Russell for two years as a funnel builder. The third lesson out of all this and that is whenever you are putting together offer understand there's a huge difference between price and value and the key when you're presenting the offer is you always talk about the value and not the actual price because the value is what people understand. Speaker 2:   09:51         They perceive it's what they. That's what they're buying. So take for example, if you are to. We have the offer going on right now for funding by the time you listen to his argument pass, but it's a lesson in hindsight you can learn from. So what we have right now is you actually get a 2000, $997 value free, absolutely free when you go ahead and you buy your phone. I can like take before midnight on cyber Monday. The problem is if a person says, well, you know, it's, I saw it as an oto is only $300. If I was to tell the person, listen, you get a $300 product, when you buy a $997 value, they're going to go, ah, that's okay. But if I tell them that you get a $3,000 value, which to me, it's actually worth a ton more than $3,000. Considering all the values in that product is insane. Speaker 2:   10:43         You have a $3,000 value for free when you purchase a $997 funnel hacking live ticket. So real quick summary here, understand first and foremost, never, ever, ever, ever compete on price because all it does is it alienates your best buyers. It also frustrates them because it encourages people to wait and so you lose urgency. You lose scarcity and you're doing everything wrong. He's got completely opposite of how any marketing should be done. Second, if you have a marketing opportunity staring you right in the face, take advantage of it, don't postpone marketing opportunities. They're there for a short period of time. And the third thing, always, always in your offers, talk about value and not about price. When you're talking about the value they're going to be receiving. So with all that said, if for some reason you have not purchased the funnel hacking live ticket, I don't know why I don't. Speaker 2:   11:37         I honestly, I don't know why, but for some reason you haven't. Please go to funnel hacking live.com and get your and get a ticket. I would love to see you guys meet me there and say, you know what, Dave, I listened to that episode during Thanksgiving and I'm here because of that. That would be like awesome, or if you buy your ticket because you listened to this, send me a personal message or whatever. I would love just to see that this resonated. It made sense. Anyways, I hope you have an amazing day. I can't wait to see you guys at funnel hacking live in Nashville, the 20th through the 23rd of February. Again, funnel hacking live.com. Get your tickets and please take the heartless three lessons that I had to relearn from Russell today. So amazing. Have a great time and we'll talk soon. Speaker 3:   12:18         Everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if there's people you like me to interview, more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or I do to make this better for you guys. Thanks.

While in Palm Springs for the EY Entrepreneur of the Year awards, Jennifer Garner was one of keynote speakers was Jennifer Garner.  Dave shares the lessons he learned from her. Tips and Tricks for You and Your Business: Embracing Success (2:00) The importance of going through the finish line (4:00) Go All In! (9:50) The stress of success (13:00) Quotable Moments: "It doesn’t matter where you’ve been, it matters where you are going" "Business pushes philanthropy" "There is no try, there is only do" "You can’t outsource your relationships" Important Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Speaker 2:     00:17         Welcome back to funnel hacker radio. I'm so excited. I'm actually out here in palm springs and just enjoying a joint a day with my wife and uh, just after entrepreneur of the year have met with Russell and collect and she spent a ton of fun just kind of reflecting on things. And one of the things that happened while we were here yesterday afternoon, we had the opportunity of, of, of listening from Jennifer Garner and I love, I love just how authentic she is and how real she is. And I just wanted to kind of share some of the lessons I learned from listening to Jennifer Garner. So what some of the first things she talked about was, it doesn't matter where you've been, it just where you're going. And I know this is a kind of a trite little saying, but she grew up in a Hick town of a West Virginia and really where there was nothing at all and she talked about her growing up and how she had no desire of of being an actor or anything else. Speaker 2:     01:15         You just didn't even know what that was. A. In fact, the statement she said was, I remember growing up and I thought that Gilligan's island was actually a documentary. I didn't even think of the fact that it could actually been on a set and just understanding the where she came from. She had no concept of, of movies, of Hollywood, of, of anything or like that. And I thought so often in life we get wrapped up as far as of our past and realizing you don't word. It doesn't matter where you've been hurled thing, it just mattered where you're going. I think the other things you talked about was this whole idea of success and how it changed you as you go throughout your life and really the importance of embracing it and using it to build on your dreams. My wife and I were out here and it's been kind of a surreal experience there. Speaker 2:     01:59         We're sitting in with 200 of the world's greatest entrepreneurs who basically made it and they're successful all brought in by Ernst and young and sitting in the room, you have no idea who's sitting next to you and you have no idea as far as as the level of success at different people have attained it and where you're going. And it was kind of a funny thing where we're sitting there and as the the winners were announced in the technology division. I was obviously I really want to make sure Russell one, and it was an interesting thing. We got done afterwards and we're looking at the person who actually did win and it was Tom Siebel and this is the guy who basically bought, built siebold. The company who Marc Benioff, it learn from it now Marc Benioff is a. We would basically, it was mentored by Siebold who is now gone on to build and create another billion dollar company. Speaker 2:     02:57         So Russell lost to a who it was just kind of fascinated that they're going, you just have no idea of the level of success. And then the overall winner happened to have been the guy who found a groupon and I'm sitting there going, all these guys are in this audience and you have no idea of the level of success, uh, the different people are at. And I think at times you get so caught up in your own life that you think that your idea of success is a certain level. And then doors get open and you're like, holy smokes, I can't believe what other levels of success are attainable. We had the same experience for those of you guys have been watching the funnel hacker TV. If you haven't, go check it out. We had three episodes in a from dreamforce in San Francisco where we're in Chicago and, uh, two private plans and, and literally within a 24 hour period of time and flying back with grant Cardone, it was just, it was just such a crazy thing when you start realizing how the level of success of the people have in life and where you're at, there's still a whole bunch of other opportunities and other ways of growing. Speaker 2:     03:54         And so it was interesting to hear her talk about that aspect as well. One of the things she also mentioned was, uh, the time she spent with Matthew mcconaughey on the Dallas buyers club. So she was kind of reminiscing about a lot of the different movies and shows and stuff that she'd been in. And one of the things she talked about was realizing how, how much people give when they're actors, where they go all in, on portraying who they are becoming. And with Matthew mcconaughey, who's become a real good friend of hers by this time, had for Dallas buyers club, lost a ton of weight. And look to the way she described it as completely gaunt and was so weak and she was always afraid as he's walking down the stairs, it wasn't able to make it down the stairs and one of the times she actually saw him, his energy, his trailer there and he'd sit there talking to him, said, Matthew, are you going to be able to make it? Speaker 2:     04:47         I'm just so concerned about you as a friend and I just wanna make sure you don't make it through this and, and you know what she can eat and you can do other things. And he's like, you know, Jennifer, I'm not focusing on the finish. He says I'm going through the finish line. I thought my wife has been an amazing athlete and still is to this day. And I and I've seen so many different races and marathons she's been in and there's such a difference for those people who make it to the finish line versus those people who are going through the finish line. If you haven't seen it, it's a completely different look on a person's face where they come across the finish line and they keep going because that wasn't the goal wasn't just to get to the finish line. It was I'm going through the finish line and I think that's so important in life that you realize that wherever you set your limit, that's where are you going to go, and so if you said, I'm just going to get to the finish line and I'm done when I'm done versus I'm going through that finish line and I thought that if you look at people who master things in life, that's the approach they take it. Speaker 2:     05:51         Life is I'm going through the finish line and so I've. I'm really trying to adapt that more in my own life is to make sure that I'm going through the finishing line and not just to it. I want to do the things I really learned a ton from Jennifer on was her ability to pull the emotions of the story from the past to the present. Literally as if it had just happened. And I'm so fascinated by great storytellers because they have this insane ability to elicit so much emotion, just raw, deep seated emotion where you almost want to cry. You, you want to laugh with them, you want to because you feel like it's like you're watching it live right then and there even though they're telling a story that happened to them 20 years ago and it's something I'm really gonna try to spend more time on developing for myself over this next year is that ability to tell stories where you elicit just raw, pure, deep seated emotion where when you were crying, you could actually bring back those tiers when you were laughing. Speaker 2:     06:53         You bring back the humor. When you are sad and you were experiencing pain, you can bring back those feelings without a destroying you, but in a way that actually helps other people really capture that same feeling that you had by doing it. That's how people are able to learn and to grow and experience things. And I think great storytellers have this insane ability to do that. And Jennifer, she was off the charts crazy with it yesterday. Uh, the other thing I loved was her, this concept of Jennifer has been a spokesperson for years and still to this day, obviously, if those guys would follow, you've seen our capital one that you've seen her involving with saving the children. And so she talks so much about the difference between being a spokesperson versus being an owner. And recently it was kind of fun. The reason she was there speaking to this group of entrepreneurs was because she's become an entrepreneur. Speaker 2:     07:48         She's now become a business owner. And she says, and this is one of the guy believes soul so hard at the end that is business pushes philanthropy. And what she meant by that is it's one thing as a spokesperson to speak on behalf of a philanthropic idea, whereas this totally different experience to be a business owner where you can contribute your dollars, your time and everything else to that. Uh, so recently she, her whole thing is about kids and about saving the children and about making sure that young kids and young families are able to have farm fresh food. And so she's now has invested in and become a, a, a whole network of farms called once upon a farm. And our whole reason to doing that is because she wanted to be, as a business owner, to be able to contribute not only money and not only be a spokesperson, but to really crafted the business and the direction the business was going. Speaker 2:     08:41         She goes, the hardest part as a spokesperson is you have all these great ideas you'd like to have let people know about, but they don't care because you're not the business owner. You're a hired hand. And I think the, the idea here as business owners, we have the ability to really push whatever philanthropic idea we want because you're the ones who are contributing the money behind it. You're the ones who were building it and driving it. And so I think, uh, we've tried to do the same thing with click funnels. We did donate to a dollar for every single follow that gets published to village impact. Uh, we spent over a million dollars last year, invested a million in, and they'll be a million dollars for our operation underground railroad by creating a, by filming, a documentary, paying for the documentary, and then using that documentaries you've gotten to raise money. We're now in the process of hiring an affiliate manager. Speaker 2:     09:27         In fact, for those of you guys who might be interested, this by all means, reach out to me. If you're wanting to be an affiliate manager for operation underground railroad, by all means, let me know because we're in the process of trying to hire someone to help push this, this mission and this passion forward. And that's what you have the ability to do as a business owner, is to be able to actually make change happen. One of the things she talked about was, uh, this, some of the advice she said is, be decisive. In other words, go all in. Don't dabble. Don't dip your toe in. Realize whatever you're going to do, go all in on this thing. Focus on and spend. Don't just so often people and drives me crazy. I hear this happen all the time. Well, I'm going to try this. No, it doesn't work. Speaker 2:     10:10         If you're going to try it, they'll never work. Uh, I think it's back to Yoda saying there is no one. There is no try. There's only do. And I think that's the whole idea here is you've got to go all in. I don't care if it's all in, on your business, all in, in your relationships, all in your parenting. Whenever you're going to do, go all in on it, man. Have a ton of fun. Get excited about it. It's one of the things I've loved, I admire so much with my wife is she has this insane ability when she's in something, she's all in it and I've. It's one of the things I'm so attracted to her because of this ability she has, if going all in with our kids. She's all in and our kids, I mean it's 100 percent as a mom. She's raising our kids in and 100 percent all in, in our relationship. Speaker 2:     10:55         She's all in, in her church. Callings and service. She's all in on it. And I think that as you take a look at life, the people who enjoy life and experience life and love life the most, it's because they go all in on it. And I think too often people dabble thinking, I'm going to try this. I'm gonna try that. There is no try. There's only do so go all in. Have a ton of fun and experience life that way. That's the only way you truly get the most out of life without sending. I think she talked about this whole concept as far as balance in life. There is no such thing as really a balance, but you have to kind of look at it day by day and week by week and year to year. And as you kind of pay attention to those things on time capsules, you'll find areas where, you know, what, it's been a long time since I've focused in this area in my life. Speaker 2:     11:41         And you got to go focus on that. Um, I think my wife and I were talking about it today as far as this idea that you cannot, you can't outsource certain things in your life. And one of the things you cannot outsource or your relationships, you just can't do it. You gotta you have, that's the one thing. I mean I can outsource a ton of other stuff at work and at home, but the one thing you cannot outsource or your relationships and you guys spend time, you've got to focus. You've got to develop those and build those. The one thing you can't outsource. So go all in, be excited and spend the time developing those relationships. The last thing, uh, the interviewer though, it was actually a friend of hers, she lifelong friend, she'd grown up with basically in her early days in New York trying to try to get jobs and interviewing for parts and all that kind of stuff. Speaker 2:     12:34         And she was Korean, was sitting there asking her, so what would, what would you tell yourself today that you would do that would be important for your 28 year old self to know? And she goes at 20 slash 20. It was when Jennifer was just starting to have success and says, you know, Jennifer, what would Jennifer's now 46 as she sat on 46 and a half, just made me have a little bit 46 and a half, so it's almost 20 years before she had her first success. He says, what would you tell yourself? You went back to your 20 year old self will be the life lessons and things you would want your 28 year old self to know. And it's kind of funny because Jennifer said, you know what? The first thing I would tell myself as soon as you start having success is to understand, understand that success is stressful. Speaker 2:     13:19         And so the very first thing I would do is I would, I would get, I would get a coach and I'd start therapy and everybody started laughing. She goes, no, I'm really serious. You have to understand that success is stressful and it will literally eat you up. And as I sat there, I thought, you know what? The greatest things I've done in my life, things I've learned the most is the importance of having mentors. Having coaches and she was talking about the same thing. Get a mentor, get a coach, get involved in therapy, find someone who can help you manage all the craziness that's going to go on in your life. And so as I take a look at all the things that have happened, the things I've enjoyed the most is when I started hiring coaches in my life and mentors, uh, for those of you guys have been following you on facebook or even hearing a lot of my podcast, uh, this, this last year, I've hired three different coaches. Speaker 2:     14:07         I've got a coach for our financial goals and things where I'm trying to go to financially. I hired another coach as far as a trainer. I'm getting up at 4:33 days a week and it's the most brutal time and I hate it, but I love it and I'm so grateful for Eric and for all the things that he's helped me learn. I'm learning proper form and techniques and it's one of those things were working out as never. It's been one thing I've always wanted to do, but I've never focused on it and I didn't focus on it until I got a coach and I'm so thankful for him and I'm obviously I'd, I would love to have these rippling muscles and everything else. I'm not there yet, but what I am is I'm learning and I'm growing and I'm, I'm. I'm really loving getting in shape and staying in shape and focusing on it. Speaker 2:     14:54         So realize you've got to hire a coach. And then the other coach have hired recently as a personal coach, a Jerrick Robbins, Tony's son. I hired him to help me with some of the things that my own personal life and in business and I've loved the time I spent with all three of these coaches and so I highly recommend that one of the most important things for you to make sure that you're doing is you're hiring mentors. You're hiring coaches. You're getting therapy or you're going through and that. You're using that to realize that success is stressful and your level of success. Every depends on the people you're associated with and the people you hire. And the people you're getting coached by and mentored by, so realize that you have to use coaches in your life. And I'm a huge, huge proponent of it. So as much as I love going to live events, I also love having coaches. Speaker 2:     15:39         I hope you guys have an amazing time. Let me know if this kind of content is valued. Gee, I really, again, I value your time and I want to make sure that, uh, anybody who's listening to this, that they're getting something out of this that is a value to you. So please go to itunes rate and review this. Leave me a comment there. Send me a facebook message in instagram, personal message, email, whatever it is. Let me know if this is a value to you. If it's not, I want, I want to change it, I want to stop it because your time is the, is the one thing that I know I can never get more of, neither can use. So I want to make sure that day those you guys were listening to this, that you're getting value out of it. Having an amazing day and we'll talk to you soon. Speaker 3:     16:15         Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as at the pub like meaning. If you are more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others. And let me know how else I can improve this or I can do to make this better for you guys. Thanks.

Genius Network usually has about 200 people.  This year it was about 400 people.  Dave took away a ton of insites while there. Tips and Tricks for You and Your Business: Who made the rules? (2:00) The difference between a consumer vs entrepreneur mindset (5:20) Three types of Days (7:00) Taking your marketing to the highest level of authenticity (12:20) Quotable Moments: "Don’t get hung up on your past, use it as raw material." "You’re mindset is what focuses you behaviors." "Every person has a purpose in life, even if it is to be a bad example." Important Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00             Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Speaker 2:       00:17             There'll be welcome back to funnel hacker radio. I'm super excited today. I'm actually out in Palm Springs, a wee Russell and myself and Carrie wife and a collector here. It was just a ton of fun along with the Russell's parents and today's. Before we fly back, it's kind of a than I'm going to try to get caught up. I that so many things happening recently and I just feel like I haven't connected with people, so I want to kind of share some of the things have been happening and some of the lessons I've been learning, I've been traveling a ton as my wife will attest to, uh, over the last four or five, six weeks now. And so I really wanted to kind of give you guys some of the, some of the insights that I received while being at some of the events. So I can't even tell you. Speaker 2:       00:58             I'm sorry, I can't remember all the place had been that, uh, one of the ones recently was genius network, which was last weekend and while I was there, so Jesus network is normally about 200 people and Joe Polish is the guy who basically had the standards, can usually kind of keeps it to that list, but this year he kind of expanded it and it was kind of a different dynamic, be a little bit larger. It was almost three 5,400 people. But the cool part was the insights and things that I got while I was there. And that's what some things I want to share with you. So this is going to be kind of a popery mix of a whole bunch of different ideas and kind of go through them pretty quick. But hopefully these are ideas or takeaways that might be a benefit to you and your business into your life. Speaker 2:       01:35             And uh, hopefully this makes sense to you guys. So if there's, if you're liking this kind of content, if you don't mind, please leave me a comment. Send me an obstacle to itunes rate and review this. And if you don't mind either, uh, send me a personal message on facebook or instagram, email me, whatever. Uh, I just, I always appreciate the feedback and I want to make sure that you're getting value out of this. If you're not, I'd love to change it to make sure that you are so I appreciate the time that you're taking to listen to this and your ghost. Uh, one of the very first people who spoke was a boat Easton, and one of the things he talked about was this concept as far as who made the rules and those people that know me, I've always kind of taken it. Speaker 2:       02:15             I've looked at rules as, as something that, uh, are, are great ideas. Had this really resonated with me because his whole thing was who made the rules. If it wasn't you, why are you following them? And I think a lot about some of the things that we typically do in life where we just keep doing it because we've always done it. Or you probably heard the story of the Thanksgiving Ham where basically what happened was a man was sitting there talking to his wife and each time I always asked them, so why is it ever safe every single thanksgiving you cut the ends off of the Ham? And she's like, I don't know. My mom always did. And she said, well great. You know what grandma's going or your mom is going to be here at Thanksgiving. I want to ask her why. And so sure enough, his mother in law was there. Speaker 2:       03:00             And he said, so tell me why is it that you've always cut cut off the ends of the Ham before you cook it for Thanksgiving? She goes, I just doesn't make any sense to me. We're wasting all this good meat and steak. You know what I don't know my mom always had. And it's like, alright, I gotta get to the bottom of this. There's gotta be some reason why we cut off the ends of the Ham. And so he said, why don't we call grandma and let's ask grandma why she cuts the ends off of the ham every single thanksgiving. So it was sure enough they get grandma on the phone and grandma goes, well, because my oven wasn't large enough to fit the ham in, I had to cut it off and so it Kinda goes back to that same idea as far as sometimes we just obey rules and things without really knowing why. Speaker 2:       03:39             And if it doesn't benefit us and you don't know who set the rules, you may want to question why. So it was one of things I got from bullies and I thought was just a great insight. Dan Sullivan who owns strategic coach always has a ton of words, wisdom. He's always dropping pearls, wisdom and some of the things he was talking about I want to share with you were things that I think I hope resonate with you in a way that is a value to you. One of things he said was that your past is just raw material for you to use for learning. I think so often as entrepreneurs we go through a lot of struggles and you're like, oh my gosh, I don't want to share this with anybody because I'm not very proud of it. And his whole thing was, you know what, it's just raw material. Speaker 2:       04:17             Don't get hung up on your past. Just use your past as raw material to help you in your learning and to help others as well. Use that like a comedian would use their raw material and find ways of changing it to benefit you to make sure that it's a value to you. The other thing he talked about was this whole concept as far as that your eyes only see and your ears only hear what your brain is looking for. And I see this happen so often with so many people and it's always fascinating to me where two people can have the exact same experience and yet get a completely different meaning out of it. And I think it's really important that you take a look at the way you approach things is how you approach everything. If you approach things with the idea that I got to find out what's wrong with this, you will find out what's wrong. Speaker 2:       05:02             If you approach it with this concept as far as what can I learn from this? What's the value in this? You will get value and you will get learning out it, and so I love the idea as far as eyes only see and ears only hear what your brain is looking for, so thanks Dan. One of the things he talked about was this concept as far as the difference between a consumer versus an entrepreneur on their mindset, and I think this is a real important for you. Anybody who's listening to this as a consumer and as an entrepreneur, you got to consider both sides to it. If you're selling a product, you're the entrepreneur and you've got to understand how are your buyers looking at this as far as consumer. So typically the consumer mindset is one of criticizing, complaining, and blaming. I think that this is one of the things I've seen happen so often. Speaker 2:       05:43             It just blows my mind where someone can sit there and complain and blame other people for an experience that they purchased just because it wasn't exactly what they wanted. And I think too often consumers have this mentality that every almost an entitlement mentality these days and drives me absolutely insane. I hate, I have no room for entitlement in my life and I just don't do well with those people like it. The other thing he said was, as far as the entrepreneur, it says entrepreneur mindset is more of a transformers mindset and with the transformer mindset, what you're looking at is, is more things along as how can I contribute, how can I collaborate? How can I create, and I find this extremely valuable is as I look at the things that I've ever experienced, I'm in, whether it's even a negative experience, it's like how can I use this experience and what can I create from this experience? Speaker 2:       06:35             How can I contribute to this experience? How can I collaborate with realize that every experience there's there is good in it. If you look for it, one of things he talked about again is Dan Sullivan was when you're looking as far as transformers mindset, the key to that is time, and this is one of the things I'm really going to focus a lot more on. My wife and I were just talking about this recently as far as the importance of of really dedicated and setting aside more time and Dan had a great idea here as far as the key to transformers mindset as time and too often we are so tightly scheduled that it actually constricts our ability to think and if you can't think you can't develop and you can't create, so one. A couple of things that I've made mentioned before on a prior podcast that I learned from Dan was his three types of days. Speaker 2:       07:22             Free Days, focus days and buffer days, focus days. Those days where you're going all in and you literally are closing the door and there's no other. Nothing's happening, but whatever you've got, you've got to get done. That's your plateau, diploma type of days. These are your focus days. Those days you've got to make sure no matter what I have to get this done. Free days are the days where you're literally, which I've never done a very good job of. I'm going to. That's my goal for this next year is to start scheduling free days where you literally do nothing. You don't work. You actually allow your mind to think and to create and to develop and to be exposed to other things and one of the days that he's really well known for and that those are the buffer days where you literally understand as an entrepreneur, there's so many things happening all the time and you're trying to build and grow and develop things that we schedule things so tight. Speaker 2:       08:08             They said what you need is a buffer day where this is your, is your makeup day. It's a day where you're like, I have nothing else to do except to get caught up on all the other things and you literally have to plan those. So you plan your focus days. You then plan buffer days and then reward yourself with free days. So those are some of the insights from Dan. Again, I always love Dan and sub is strategic coach stuff is just awesome. Um, another thing is to really focus on your strengths and not your weaknesses. That the whole idea here is to realize that your mindset, your mindset is what alters your behavior, and if you start focusing on your weaknesses and your mindset is all around your weaknesses, you will find that your behavior focuses more on your weakness. Whereas if you allow your mindset to focus on your strengths and you continue to develop your strengths and you outsource your weaknesses, you'll find that your mindset actually continues to grow and to expand. Speaker 2:       08:57             So huge, huge believer in the idea as far as understanding. It's so much better to outsource your weaknesses and focus on your strengths. One of the things that Joe Polish, he's because you guys know Joe, he's very sarcastic guy who loves making fun of himself and others in and it's. This is a true Joe Polish, a statement that says, every person in life for every person has a purpose in life. Even if it has to be a bad example to you, and I think that is just so, so joe, but it it. I've, again, I totally agree with it that every single person who run across your life serves a purpose and sometimes that is a purpose to be a bad example, meaning I'm going to learn not to do, but this person did. So I thought that was pretty awesome. I want to do the things they had on there was actually a panel of four generations deep guys and a girl. Speaker 2:       09:50             So three guys, one girl, uh, 18, 19 and 20 years old. And it was really cool for us, for me to, uh, I've got two kids right now in that age group and another one soon hitting it. And I've, I love, love my four boys and it's so fun for me to see how they learn. And it was fun as I listened to these four generation z people talking about how to market to generation z. So one of the things for them was that stories and experiences, what they look for, they really look for experiences for them. Everything is about the experience says we don't get too wrapped up in things as much as people think that they do. It says we've really kind of grown up with more of a shared economy and so experiences are super critical to them. The other thing he said is to make sure that you turn moments into movements and I'd look at what we've tried to do with clickfunnels and it's been one of the things we really have tried to do is to take moments and turn those into movements and I would encourage you in your own marketing to find out what those moments are and really trying to make a movement around them. Speaker 2:       10:53             Uh, the other thing they talked about was the fact that to quote a conner blakely said, we breathe stories. And I thought, man, I mean we've talked a ton about stories and it's honestly one of the main reasons I'm doing this podcast at the recent. I'm doing it as many facebook lives as I am. I'm trying to get better at telling stories and not just telling the story, but hopefully have been able to elicit in to develop the story with more emotion. I'm sure this podcast is coming across probably more factual as far as things that actually happened, but I'm really going to try to, in upcoming episodes and things, I want to focus more on the emotion because what I've realized, and I've seen this, Russell does probably, it's probably one of the best at it, uh, is the ability to get into that state and to tell the story from as if it had just happened and to bring back those same raw, those st pure emotions because it's the first time that other person is hearing it. Speaker 2:       11:50             And so for them, the greater the emotion that you can bring to it, the greater empathy and the greater connection they're going to have with you. So those are some of the things that they've talked about as far as generation z. A Dean Graziosi, he's a dear friend of mine and I just, I love talking to him anytime is just kind of hearing his insights. Has Been Marketing for over 30 years now. And just, uh, just always has great insights. And one of things he was talking about was to make sure that you take your marketing to the highest level of authenticity and I think that today so often there's this idea as far as kind of fake it till you make it type of approach or faking the Lambo Bose or, or the influencer type of approach to life. And I think people what I know what people want more than anything else is true authenticity. Speaker 2:       12:36             And so don't be afraid to share your own insecurities. And I, it's again, I, I'm really going to, this is my goal in 2019 is to really focus more on, on really sharing more of my own insecurities of really. I've been an entrepreneur now for over 25 years and there'd been a lot of ups but there'd been a ton of downs and I think I probably haven't done the best job at sharing those and I hope to get better at doing that in upcoming episodes. And things. Uh, the other thing dean talked about was the importance of, of which again is something we, we tout a ton of click funnels and that is this whole idea as far as you need to focus more on raising your own money and focusing on cashflow versus going out to try to raise capital and have other people invest in you. Speaker 2:       13:24             I'm a huge, huge proponent and believer in the fact that the greatest way to market and to grow your business is to sell, to do your own marketing, to do your own selling and to fund your own business through your own sales. That's the way you know your product and service actually resonates with the buyer. When they take the credit card out of their wallet and they actually swipe that and give you money for your product or service, that's when you know you've, you've done it right. And so I think that too often these days people are so focused on raising money and raising capital from outside ventures where the real benefit to knowing your customer, knowing your client, knowing whether your product or service actually resonates is when they pay you for it. So I did, again, huge believer in doing just that. One of the last things I want to talk to you about is a gentleman by the name of Andre Norman. Speaker 2:       14:09             So Andre Norman, uh, ended up getting basically an African American guy grew up in the ghettos and the, some really, really bad experiences. Gangs and everything else. Ended up serving I think 18 years in prison and has now come out and is trying to turn his life around and is trying to help a deal is made thing right now is helping people with addiction, which is a huge cause that uh, Joe Polish is involved in. And one of the things he talks so much about was the pain that people experience. It says, and this is how he's taking a look at his own life. And I think it was a extremely valuable lesson to me is to realize that the things you go through in your life, they actually have a purpose. And what he said was, it's not about you and it's not about your pain. Speaker 2:       14:58             It's about the people who are coming behind you. And I thought, man, that is so, so true. And I think this kind of ties in as far as the importance of being vulnerable, about being authentic, authentic is the Lord has given you experiences, trials in your life to help you grow and help you develop and help you to build and realize that it's not just for you. It's for the people who are going to come from who are coming behind you. And I've seen that happen so often in any of the mentors and the people I've worked with as they go through the trials of their life. They use those trials to help bless the lives of others. And I think that, uh, you take a look at, at your own life and the trials and the hard things that you go through. It's not about you. Speaker 2:       15:40             And it's not about the pain that it caused for you, it's about how you can help the people who are going to come beyond behind you and how those lessons of your life will be a blessing to them. So with that, I hope you have an amazing day. Again, I greatly appreciate and I can't thank you enough for taking the time to listen to these podcasts. If you're liking this kind of stuff, please let me know a rate, review it on itunes. I read all the comments there, send me a facebook message or an instagram post, or send me an email. Let me know if this is helping, if it's a value to. If it's not, I want to change it because your time is extremely important to you and to me, and I want to make sure you're getting the most out of it. Have an amazing day. We'll talk soon. Speaker 3:       16:18             Hi everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as the people you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Over the last few weeks, Dave has been traveling to a ton of different events.  In his travels, he always has take-aways. Listen to some of his Aha Moments from the road recently. Tips and Tricks for You and Your Business: Creating your Story Inventory (1:00) Your Calendar (5:30) The 4 R’s (7:00) Results (8:00) Dave’s confession (10:00) Mistakes in life (14:00) Quotable Moments: "People pay for outcomes more than they pay for time." "It’s marketing that makes people take action." "You can’t serve people without selling." "You can’t grow until you buy." Other Tidbits: Hear more stories like this at Funnel Hacking Live February 19-23.  Get your tickets now before they are gone! Important Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Speaker 2:     00:17         Welcome back everybody. This is going to be kind of days ramps for the road. I've been traveling quite a bit. I'm going to start kicking up even more recently here at. You've got a lot of things going on, so it's been a lot of crazy thoughts. This is we're going to be a Potpourri of thoughts and things that had happened. I had been doing a lot of reading marketing books that person development books, business books. I'm speaking to a ton of different people recently, so this is going to be some of a whole bunch of just block, but I want to get it out to you guys and want to make sure you can share with us and make sure you understand some of the value that a of what I'm seeing these days. So first one is, and I've talked about this one before, but I cannot stress the importance of a story inventory. Speaker 2:     00:57         So right now if you do not have a story inventory, you've got to write this down, air lock this thing, uh, do whatever it takes to make sure that you don't forget, start creating your story. Inventory. Store inventory is one of the things you're going to use whenever you find yourself in a situation that you have to explain things. It's all goes back to the kind of like bridges that Russell's talked about for years and it's been so fun. I was with Russell and Dan as we were traveling. I think we were in Chicago last two weeks ago and when we landed it was fascinating because all of a sudden we land and I think I had made, it was a red eye flight. We had an hour and a half, two hours of sleep exhausted and all of us were just kind of dragging. Speaker 2:     01:39         Would come down the escalator. As soon as we hit the escalator, a land down to the bottom. It's in the Chicago airport, it'll hair. You have these underground pathways that just lead forever. I'm sure it's due to all the snow and stuff that get out there, but we hit there and above these walking. I'm walking little escalators, but walking paths, motorized, walking past, whatever you call those things. Soon as we got down there above them, are there all these little crazy lights and russell literally state totally changed. It's like, oh my gosh, I totally remember this place. I remember exactly this place and I was here with my dad and his state totally changed and Dan and are like, whoa, Whoa, whoa. We gotta capture this. So Dan grabbed his camera. He's like, all right, what backstory? What are we talking now? What are you talking about? Speaker 2:     02:26         So the key to a lot of story inventory, you've got to have a backstory. You got to help people understand what's going on. So the backstory to it was Russell and his dad, the last time Russell was in that airport that you remembered was with his dad when he was in high school and they were coming out for the national wrestling, a meet and the emotion that Russell felt it was the craziest thing for me to see was literally changed from being exhausted to totally in state of being in that moment with his dad and when you're telling your stories, you've gotta be able to get in that moment for yourself. Tell bring other people into that moment with you. And Dan was just doing an amazing job as well. Russell, tell me about this. How were you feeling when this happened? How are you feeling when this happened? Speaker 2:     03:07         Tell me about this. And so we're on this walk, this electronic moving path. Dan's in front with the camera. I'm on the other side with the different cameras looking at film and the story has Russell's telling us all of the raw emotions as a teenager that he had with his dad going to nationals, setting the goal, setting the dream of someday, Dad, I'm gonna. Be here, and it was fascinating, fascinating to see exactly the state that person can get into and then help other people get into that. A similar type of estate, so when you're telling your stories, first of all, you got to create a story inventory. Then you got to practice your stories. It's kind of like a comedian. Russell made mentioned this on his podcast. I've heard it from Dean Grasiozi. I was talking to a buddy of mine, Keith Yackey is going to be doing some, uh, he's doing some standup comedy and it's interesting to see all any comedian. Speaker 2:     03:56         They basically start practicing their jokes. They've, they know certain jokes they're going to land for sure. And then they'll always toss into kind of a teaser or testing joke or testing story and they start practicing these stories. I've seen this with Russell where he will practices stories multiple times. You'll end up telling a story to me. I'll tell it to bread. I'll tell it to John. He will tell it to todd and Dale and seeing what type of reaction does he get out of it. Tells Julie and then keeps fine tuning and fine tune and then you'll take that story after he's told her one on one and then start doing small groups and then I'll actually do it on a podcast. Then they'll do it on facebook live. Then they'll actually take it like right now he's actually in San Diego just about ready to go on stage here in the next 45 minutes to a group and to make sure that every single person is a part of of exactly what's going on and so they can feel it. Speaker 2:     04:47         They can test it, they can understand it, and they can experience that. So the whole idea behind this is to make sure that you're practicing your stories at different levels to perfect them so that you can actually tell them what the same impact with the same emotion as if it was happening to you live right then and there. So great storytellers have the ability to get into that state. I've seen it with Tony Robbins where he's told the same stories that a thousand times, but it can get in the same state, which then helps other people get in that state, so when you look at it, storytelling, a mixture, you're creating a story inventory and then start practicing those stories. Talk to the different people, see what the reaction is. Asos, we, you know, loving care about. You say, what can I do to make this story better? Speaker 2:     05:25         How can I connect better with you? How can I get more emotion out of what I'm saying? That you can actually feel it because stories are all about eliciting emotion and feeling so that's the first thing. You have a store inventory. Practice your stories and make sure they work. The next thing. This totally, again, these are all random. Next thing here is a calendar as a reflection of your goals and your priorities. I've been doing a lot of things. I'm trying to become a better dad, a better husband, a better at every little aspect of my life, but really focusing right now on a lot of family stuff. I spent a lot of time with work and I love what I do and I love my kids and my family even more and that's why I do what I do, get my calendar doesn't reflect that as much. Speaker 2:     06:05         Um, I'm a huge believer in, in dating my wife, but I don't, it's not in my calendar. And so I started actually putting it at the beginning of the month yet. Okay sweetheart, what are the actual dates we're going to do this and this month I've got a ton of travel. So I was like, holy cow, had I not done that, I would've missed three or four dates for my wife because I'm just not in town on the weekend. So we actually are doing our dates midweek and had I not actually set a time in advance and blocked it out on my calendar, those never would have happened. So realize that your calendar actually is going to reflection of your goals and your priorities. Uh, for me, one of the things I'm really trying to get better at is working out on a regular basis. And so you'll see at 5:00 in the morning, I'm at the gym, do Monday, Tuesday and Thursday, and that's in the calendar. Speaker 2:     06:49         It's right there. Uh, it makes it a priority, spending time attending my kids' Games, uh, there in football right now. So football games or are super important and that's what's going on right now. Did you focus on making sure that you're looking at your calendar and your calendar is a reflection of your goals, your priorities. You'll find that you actually get more things done. Most importantly, you'll get the things that are most important done first. And next thing I want to talk to you guys about is the importance of outcomes. I would have been, right now we're spending a lot of time creating what we refer to as the four Rs. That's a four r document. Alex Charfen talked about this quite a bit. And whole idea behind this is each position, each job description actually has four rs to it. The first one is the role. Speaker 2:     07:29         The role basically is what's the title, what's the compensation, what's the overall all ideas far behind that. The next thing is the actual requirements of that job, so what are the things they actually you have to do? Third thing, they are the results and the fourth thing then would be, I'm sorry, the second one is the root is the responsibilities, so one of the things I doing on a regular basis, they need to to actually do, to get the third thing, the third thing, then be in the results and the fourth thing then will be requirements, so the requirements, so you need to have a this skill or this skill or this skills as kind of a bare bones basic type of requirements. So those. That's what brief references as far as the four r document. If you wanna find out more about it, check out. Speaker 2:     08:07         Alex sharpens a Huffington post article, so you just Google for ours. Alex Charfen, it'll come up, but I want to talk to you right now about when you start looking at those. For ours, the one that's actually most important that it's a in the document is actually third and that is results. One of the things we find as we start working with a lot of people that you've got to employees and you start to look at your own life. Too often we get focused on what being busy and busy. This means nothing. All that matters is what's the outcome. It's and people pay for outcomes more than they pay for time. So it's not the time or the task that matters. It's what the outcome is. And I've seen this happen a ton and uh, as I've hired consultants, I've worked with people, I don't care what it takes to get it done all at once. Speaker 2:     08:50         I want it done. So whatever it takes to get it done, that's what I want to pay for. A same type of thing. We've had contractors over the house doing different stuff. I'm like, I don't care how many hours it takes. I just want this one thing finished so I will pay you to get it done. I don't care if it takes you 10 hours. If it takes two hours, I'm going to pay just for the result I'm paying for the outcome. So when you start looking at hiring people and you look at your business, focus on what are the outcomes when you're looking at selling, what people want to buy, our outcomes they want. What I want is I want to actually get a facebook ad up and running, making money. That's my outcome. I don't care it as far as understanding ad manager and all the different tasks and everything else. Speaker 2:     09:29         What I want is I want the outcome. Uh, if you're a consultant and you're looking and you're working or an agency, people want the funnel built, they want, they don't care about all the time and effort you put into it. All they want is the end product. So as you start managing people, as you start looking at products is realize what people want are outcomes. And so focus more on the outcomes. Then a long laundry list of all the to do's and everything else. So if you focus more on the outcomes, you actually will get more outcomes. And that's what people want. Most. Number four is a confession here. And this confession actually is, I have ruined my family. I have totally ruined them. I have it. They can't go into the, can't see anything on TV. They can't go to the grocery store to go shopping without thinking like a marketer. Speaker 2:     10:12         My entire family now, things like marketers as funny. The other day I, my boys were home and they were talking about, uh, uh, I forget exactly what it was like, oh my gosh, did I totally messed this up? If they had closed it this way or this way or this way, we actually would have bought from him. And I'm like, you guys all think like marketers. It's been a ton of fun, but our conversations these days revolve a ton around marketing. My boys are a little bit older. I gotta get, I've gotTa Chandler's 22, Parker's 20 Christians, 17 and Jackson's 15, but it's fun. I'm almost all listened to Russell's marketing secrets and we spent a lot of time watching funnelhacker radio or funnel hacker TV and it's been fun because they started thinking more like marketers and the reason why it's as you look at ruining your family in that way, it's really kind of fun because now conversations are around marketing and realize the whole reason why marketing matters so much is it's marketing that makes people take action and if you start looking at the way people take actions and moving their life, it's the marketing that gets put in place for them to actually think and to take the actions that they need to actually make things work in their life. Speaker 2:     11:21         So for me, it's actually as much as I've ruined the middle and they all just think like marketers, it's been a ton of fun. So I'd recommend a. spend some time with your kids and your family and talk more about marketing. I remember years ago we started off watching shark tank and I was. I spent a lot of time with the kids. Said, okay, I need you to tell me how much is that company worth while they want $100,000 for 10 percent of the company? Well, what's that mean? The value of the company, his head, so all of a sudden they're doing math without realizing they're doing math, but I guess dad, that's, that's a million dollar company. Is it really worth that? Well, let's listen to and find out, and so as you start paying attention to marketing and you start having those kinds of conversations, it's actually a ton of fun. Speaker 2:     11:59         Your family. More importantly, you actually will find that it starts motivating your family and your kids to start realizing what's it take for them to set things in their own life in motion. I'm number five. Here is one of the things that kind of ties into similar thing as far as marketing, but the idea here for a lot most people don't understand is you can't serve people without selling. I'm going to do a podcast later that's going to talk about my fear of selling, but for years I was always afraid of selling and what I've realized is I you cannot serve people without providing opportunities for them to buy and too often as marketers and as as people who are doing this as a business, the selling asking for the sale is so painful. It's so hard. It's like, no, I just. That's so far in my comfort zone. Speaker 2:     12:48         I don't want to do that. Realize until there's an exchange that there can be no value given and I really want to make sure you understand that you cannot serve people until you sell them something. All the free content that you put out there, all of the things that allows them to opt in until they actually spend money with you. That's the only time that you can really serve them a everything else that you can be adding value in their life, but there's no true service given until they exchange money and it goes back to the whole idea as far as people who pay play. In other words, people who actually pay you money, those are the people who are going to take action and until they take action in their life, nothing else matters. There's so many people sit on the sidelines of life consuming massive amounts of content, but they never actually implement that or take action. Speaker 2:     13:36         So realize you cannot serve people until you sell them something and you can't grow until you buy. So you need to be on both sides of that coin. You've got to be a buyer and you've got to be a seller, and the more you sell, the more value you will be able to give to people. The more you buy, the more value be able to consume, which in turn will then help you basically be able to serve people at a greater event later in your life as well. So please understand the importance of selling. I'm sure a lot is random potpourri type of thoughts I've had going, but I want to make sure that you understand this. The last one here was a one where actually refers to golf. Uh, so we just bought a house, built a house on a golf course. Uh, it's something I've always wanted to do. Speaker 2:     14:18         I used to play golf when I was younger and it was always a fun, fun experience for me and I thought, you know what, these days I actually want to live on a golf course and have my kids get involved in golf. So as I mentioned, my boys are getting older and my wife's an avid runner and so it's been one of those things as a family, since we actually live on the golf course, we can go out real even late at night and just hit a couple of holes and just have fun as a family. It's been kind of a fun family sport, but one of the things you'll find in golf as far as the way people keep score is you'll hear people talk about par, about bogey, about double bogeys birdies, eagles, all kind of stuff. So real quick lesson in keeping score in golf par is what a good person should be able to get for that whole. Speaker 2:     14:58         So that's kind of the benchmark. So if it's a par three means you should be able to get the ball from the tee, shot into the hole in three shots. If the for. Obviously it's for if the par five, it's five shots to get there. So that's par. A birdie is one less than par. So it's a par four and you've got to three, you got a Birdie, and if it's an eagle that means it's two less than par. So if it's a par five and you got three, you got an eagle, which is like amazing. On the flip side of the coin, we can go in the other direction. A bogey is one over par and a double bogey is too overpowering. But the real issue, when you start taking a look at what a double bogey really means and how this applies to you and your own life, typically the reason you hit the reason you get a bogey is because you had a bad shot. Speaker 2:     15:44         That's why you're one over par is because you've got a bad shot and you're having to correct for that. A double bogey comments when you have a bad shot followed by a stupid shot, and what I mean by that is frequently when you're. When you're playing golf, you'll hit a bad shot and then you'll think, you know what? I know I'm kind of in the trees over here, but if I hit, I hit my ball just right and I get just underneath or between these two branches I can actually get on the green and not only saved my buggy, but actually might actually get to a par and she take a stupid shot trying to do this miraculous shot in an effort to save, save par, and what happens is you're taking a stupid shot and you're going to end up with a double bogey or possibly even a triple bogey. Speaker 2:     16:25         So the reason I mentioned that is in life, the same thing happens where sometimes we make mistakes. There's nothing wrong with making a mistake. The hard part is when obviously you make a mistake and then you make a stupid mistake right after that, trying to compensate for it. Whereas in golf, the easy thing to do is if you make a bad shot, instead of trying to hit this miraculous shot, just take an easy shot, a simple shot where it's going to put you back in the fairway, which is the main green. If you just, instead of you're in the rough, you're in a bad shot. Instead of trying to hit this miraculous one, just take a simple shot, put it back into play and then take another shot from there. Same thing in life where in life, if your find yourself sitting there where you take something happens and it's just a bad decision, don't make a stupid decision trying to compensate that. Speaker 2:     17:11         Just take a safe shot, make it easy and then go ball ball and make it happen. So those are some of the thoughts I've been having recently as I've been out to do it. A lot of the crazy stuff as I've been traveling, I run across all these crazy thoughts and ideas and I just, uh, I tend to run it down and sometimes I just throw them at you. Hopefully there was something of value here. If not, I apologize you spent the last 15 minutes. Listen to me anyways. Have an amazing day. If you haven't gotten your tickets to funnel hacking live, by all means, I don't know why you wouldn't, but please go to funnel hacking live.com. We'd love to see in Nashville it's going to be February the 29th, a 20th through the 23rd of two Thousand Nineteen February 20th through 23rd 2019 in Nashville. Speaker 2:     17:52         Can't wait to see you again. If you don't mind. I love to get feedback from you. If you're liking these types of podcasts, especially this one, I know I'm all over the board on this one, but if it's a value to you, let me know. Send me an Instagram, a personal message or facebook pm or email me or whatever, reach out to me. Let me know what your thoughts are. I appreciate it. Again, if you don't mind, rate, rate, rate, and review this on itunes and share this. Thanks so much. Have an amazing day and hopefully our paths will cross soon. Speaker 3:     18:19         Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if there's people like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this. Share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Why Myles Decided to talk to Greg: Greg Smith is the host the Rise Above Podcast. He is master at mentoring successful entrepreneurs scale their business to new levels. Recently, he helped take a $133,000 ARR business to over $1,850,000 in revenue in the past 11 months. He is a father of three and married to his high school sweetheart of 11 years. Tips and Tricks for You and Your Business: The morning routine (1:00) Greg’s Story (9:30) Staying Motivated (24:00) Quotable Moments: "You have to have somebody teach you the way." "Go find a mentor, but be coachable and teachable, but most importantly, implement what you learn." Other Tidbits: Finding a mentor who’s path you can follow and mirror is important to succeed quicker. Important Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Hey, what's going on everybody? Speaker 2:     00:18         And welcome to funnel hacker radio. Today. I have a very special guest on, but you may notice this is a different voice than you're used to today. Dave's voice is very, um, I guess you could say raspy. He was yelling a lot yesterday. We did a funnel hacking live telethon. And so his voice, he's a little under the weather. So I'm taking over today. Hopefully this is close to the standard that he has already set. But today on the show, ladies and Gentlemen, I have Greg Smith. Greg, how you doing man? I'm doing great. Thanks. Miles. So, Greg, I want to start with kind of a different question than you're probably used to getting in that most podcast started off with. So I'm going to come right out the gate. Greg, what is your morning routine? Speaker 3:     01:02         Oh, you know, uh, it's so funny because this has been something I've, I've really been dialing in. It's so funny you asked this because this has been something for me personally. Uh, growing up, like as a kid, I kid you not, I funny story. I used to sleep in my parents' room because they had TV and no other house, you know, no other room in the house did, but I'd stepped a one or two in the morning like as a five-year-old. Dang. Yeah. I've always been this night house. So for me as an entrepreneur over the past 11, 12 years I've gotten all of my work done primarily from 10:00 on, uh, because that's when my wife goes to bed and then it's just like my time. And as of recently, you know, I have three kids, six, 3:00 AM, you know, 18 months. So I've had to like start becoming a morning person and you know, the biggest thing for me in the morning, number one is, is I have my phone set to where it's on do not disturb mode and I only have like three people, like four. Speaker 3:     02:05         So I have, you know, my parents, my wife and then uh, a few key business partners and a couple of ventures that I have that can get through to me at all times, but I keep that on do not disturb typically until 10:00 AM. And then I also now with the, the iphone has screen screen limiting like car app limiting and I turned all my apps off except for the ones that I read, um, you know, until 9:00 AM. And that's after I get my stuff done in the morning. I typically read something like I have a rule where I have a non digital morning. I used to just get up, check my emails right away and just like get into the day. And then when I found out is I was, I was always reacting to other people were throwing at me instead of like getting my mind set. Speaker 3:     02:50         Right. So I typically don't work out in the morning. I'm a Jujitsu guy in the best Jujitsu a simply at nighttime because that's just what other people have the ability to go in. But for me, getting my mind right and reading something a pre Gutenberg like something prior to the printing press, whatever that might be for you is very important to me. So I get that in and I guess some wisdom and then I go on a typically to learn something or read something from, you know, thousands of years ago and then to go into something that I'm kind of hot on a which is marketing or mindset. And then from there I ended up, you know, kind of get thrown into the whirlwind, getting my kids ready for school, getting them off, then coming home. Then I can go into like more of reaction mode. So then my question for you, like when did you really start focusing on the morning routine? Speaker 3:     03:41         And then there's a second part of this question and I'll ask that as soon as you kind of tell us when you really start focusing. Was it 10 or 11 years ago when you got into entrepreneurship or was it just recently? It's just recently. It was, it was really just within the past year because um, my daughter who's three now, she goes to a pre K and so her and my son Sam, they go to two different schools whereas prior it was just like, it was one school, uh, just for my boy and so my wife was really able to like take him in and kind of do the kid thing by herself and now we kind of both, like she could do it by yourself but it's just easier if we both, like I go to one school, she goes to another and so her doing kinda like Kinda loop. Speaker 3:     04:24         So just within the past year has been like all about the morning and I don't know if that's just because I'm getting like I don't like mornings. I really don't like I am a night owl. That's, I mean that's just how I am. Like I record my podcasts episodes are typically in between 11 at night midnight. And that's because when, that's when my house is like guaranteed to be quiet because in the morning and you know, you'll find out, you know, being a new dad that in the end you probably have this now asleep. But even if you schedule, you're like, I'm going to wake up at five. Well there's, there's no law that your kid's not going to wake up at 5:15 and just, he's, he's waking up at 4:30 and stayed for two hours. So. Exactly. And then you're just totally thrown off. So it's really been within the past year because my, uh, my wife is asleep wizard. Speaker 3:     05:09         I mean she has a thing throughout the night, even like at five months, our kids are typically get like five, six hour stints. So now there's your, there's your next funnel right there. Man. I know, I tell her all the time, I'm like, Hey, you know, she's like, ah, I just don't know. Like with the first kid we just thought it was luck. And then with the second kid, we were like, I told her, I was like, if you get the, our daughter Charlotte's asleep the same way you got Sam to sleep and we know like you're good. And then she did it and we're like, Nah, it's just too. And then we had the third one, it happened again and I mean it's literally like she is just, she's so good at it. She has been able to help a lot of our friends do the same thing too. But a lot of it comes down to the mothers, um, personality style and, and, you know, different, different feelings with letting the kid kinda cried out for a little bit. Things like that. So I expect it. I expect to see the funnel pretty. Um, I Speaker 2:     05:58         did have one question on that. So you said you turn on do not disturb. So for me, I don't do that. I feel like I'm very reactionary even at night and it kind of takes away from, you know, sometimes family time and in the morning it's the first thing I do, I see in like, Oh man, I've got to put out these fires before I go into work. Um, and you mentioned it kind of getting your mind right and getting in that right state of mind. Do you feel by doing the do not disturb that even though like the messages and emails pile up, you're more productive during the day? Speaker 3:     06:27         One hundred percent. Now let me tell you, because as you're saying that I'm envisioning like your phone in the morning because he's insane. Yeah. It used to be my phone. So let me tell you, the number one productivity hack that I've ever done this in productivity has been. This is actually been something where I'm like, dude, I need to put out a course on this because this has changed my life forever. Um, I have turned off all red notifications on my phone so I don't get my mail APP does not get red badges. My facebook doesn't get red badges. Instagram, my facebook pages app and my email app, they don't, they don't Ding, they don't give me red notifications and what I've also done, which is key because even when you're on do not disturb when you get a text, well I don't know if it's with texts but it will often show on your, on your screen. Speaker 3:     07:17         You'll see it pop up. Like right now, uh, you know, you and I are talking on a podcast. If I didn't have, do not disturb on and I didn't have what's called banner notifications off, somebody could text me and I could see it and it, it would totally derail my thoughts. And so I also turn that off too. Like just to give a tip. Like you can turn all those things off and go and do not disturb, but you also have to turn off those banner notifications that are popping up on your phone because it's like, it's, it'd be amazing if you couldn't look at it. But like humans, you're just like, Dang, you know, and you look or it pops up and your, your phone, just like, even when your phone's screen just lights up, it's like, you know, Martha, you just look. So, Speaker 2:     07:59         uh, and then we feel obligated to answer back. Like that's me. I'm like, Oh man, like this came in, I need as entrepreneurs or as employees and is people in general, like we don't want to leave people hanging. So it's like our first thought is I better respond to this. Even if it's 4:00 in the morning while you're feeding the baby or you know, as you're falling asleep, you're like, I better get this done before I hit the sack. So with that, I'm going to try to implement what you just said. I think that's great. Um, I'm going to do it and let you know. And then next time I'm on the podcast with Dave, I'll give an update. Speaker 3:     08:26         That'd be awesome. I'd love to hear that. And it. And it will. The thing is what you find out. And I found this out, I used to travel a lot and um, we'd go over to Europe and other places where you didn't have the Internet, like legitimately, like 2009, like your cell phone carriers just didn't carry over. If it did, it was expensive and so we had all, like, we're as usually with a bunch of entrepreneurs, you get to the place where you had internet and you'd be like, oh my gosh, you know, I can get to my phone. And then when you find out is there's really not that many important things that happen within a or five hour timeframe that you just can't answer all at once. Speaker 2:     08:58         I love it, man. I'm going to try to implement that because I agree. I think we overreact like in the instant or in the moment, like when you get back to this right away and in all reality, like people could probably wait a day, two days a week, two weeks. So if everybody out there that's listening, if my response time slows down, it's Greg's fault. Greg, I want to jump into your story. I'm like, you're a two comma club award winner, but we're going to get to that here in a minute. I want to hear about Greg. How'd you get into entrepreneurship? What was kind of that initial push into it and then what has kind of transpired over the last, you know, 10, 11, 12 years? Speaker 3:     09:39         You know, ironically, I really became like, you know, everybody has a story, like I've always been an entrepreneur and always sold things and you know, that kind of thing. And I did like, you know, I sold like lemon heads and things as a kid, but I really didn't even know what being an entrepreneur was. I just knew like when I was 18 I didn't want to go to college. Yeah, exactly. I did my, my dad. Yeah. My Dad always joked because I always had money for things that I wanted and that was the key. Like I was a bmx or in a rollerblader, like thex games kind of did and I always had money for those things because I would work for it. And frankly I grew up in like kind of a poor middle class family. So I had to pay for my own things and so, you know, I always had that going on, but when I was 18 I had watched my sister go through college and I didn't really know what I wanted to do with my life. Speaker 3:     10:27         And I thought, man, I'm, I just don't feel right spending money on an education where, you know, I watched my sister, not everybody's like this in college. So, um, but my sister, you know, like took bowling class and clay pottery and I'm like, you know, I'm like, this doesn't make any sense, you know, like, this is absolutely insane. And so I didn't go to college. I was in the pizza industry actually for seven years and I went off and did a bunch of odd, odd end things like bought a box truck for 800 bucks. I was going to have like a used tire business. And then I ended up, uh, the box truck was like a total lemon and I parked it in the middle of, well I won't say where, but I parked it and I never like, I don't even know what happened to it because I'm like this, like it was going to cost more to fix it and to keep it or get rid of it. So long story short, I always wanted something, I didn't know what it was. And then I had a friend approach me about network marketing company and this was when I was 22, I was working third shift and I made really good money at the time. I say really good, but you know, it was $45,000 per year without a college education. Speaker 2:     11:31         Yeah, that's, I think a lot of people out there, you know, employees, that's a good wage right there actually for a note. No degree. Speaker 3:     11:38         Yeah. Well, and I was watching all my friends, you know, coming out of school, out of college at that time and they couldn't get jobs in their respective fields that they went to school for. And so I was extremely happy with my job, but not my hours. The third shift, the whole, you know, climbing the corporate to where, you know, for me at that time, like I was in the trucking industry and these guys were 60, 70 years old like they were, they were bleeding it out. And so for me to get a pay raise, I needed somebody to retire, die. Yeah, totally. So, and I've always been a competitor. So for me it was like I want to be able to get rewarded for where my effort, the more effort I put in, the more reward I get. And so as somebody approached me with network marketing and I didn't even know what it was like, I had never heard network marketing, Mlm, direct sales, whatever you want to call it. Speaker 3:     12:24         But what I saw was a product that I liked because I tried it, I loved the product I was into is the supplement space and I was a wrestler and I've always worked out and done those things. But more importantly is there was somebody attached to it that was already successful in it that said that they would mentor and teach me. And that was what I had always been lacking in the other like odd and end things that I had tried in the past with somebody to actually kind of hold my hand and mentor me through the process. And it was amazing because with network marketing, I believe you can get mentorship and training to different ways, you know, right now we're in double Comma Club, a x coaching and we pay for that. And it, my goodness just last week was, was one day of that was worth our tuition for the year. Speaker 3:     13:09         And it's truly like unbelievable. And then the other way is you can earn favor from somebody, right? You can start to get into their good graces by serving them and providing value to them. And through network marketing, you have the opportunity to really do that by being a producer and actually taking things that people teach you and applying it, um, you gain their favorite because those people genuinely, typically like me. I love to coach and teach people as long as they're applying what you're, you're coaching and teaching and so long story man, you know, over 11, 11 and a half years now. That's what I've done. Network marketing relationships, personal growth, success mindset, strategy, like that's been my bread and butter, but that's ultimately what led me to click funnels, you know, after a long time because network marketing, I always tried to figure out how to, how to do it online, you know, I've built my business, you know, primarily I say offline, but we use funnels and stuff for our webinars and stuff like that. Speaker 3:     14:07         But no advertising, you know. So then what was like your first initial step into click funnels? You said you were trying to get more of an online presence. What was your goal? And then like how did you find out about click funnels? Yeah, so I had um, since 2008, uh, so I started network marketing 2007, 2008. We started building our own boat called team website, like basically a training portals, right? You would come to it and you would get the documents that we have and systems and strategies on building your business and so forth. And so I started building all that, like html kind of stuff, you know, like just, I had to learn how to build websites and then I actually owned a gym for four years and I did a websites through that, um, you know, wordpress and things like that. And so I was familiar with all these different things. Speaker 3:     14:55         And what happened was, it was, it would have been maybe a little over two years ago. I had a friend. We're trying many different softwares and we came across clickfunnels and this was like version one point. Oh yeah. And it. But it was still, it was still better than everything else out there, you know. And um, I started getting into it and it was amazing. All the stuff that was inside one piece of software and whereas before, you know, I had like 10 different accounts with different things and trying to implement it. So I saw these ability. But what really came, and I was, what I was trying to do at that time with clickfunnels was I was trying to run some ads and different things to a fitness professionals because that's part of my background with the network marketing thing as well, uh, owning a gym for four years. Speaker 3:     15:45         But I just couldn't quite figure out like what it is that, that was like greg at that point. Like what, what was I sharing? And then I had an opportunity, uh, through learning all of this stuff. I mean, if you look in my office, there's just books and books and books everywhere. And I, I kinda, I relate it to like I had all the knowledge but I didn't have a playground to like get out there and click funnels gave me that playground. But then through a strategic relationship that I had with a couple of John, Michelle Bishop, uh, I was able to plug myself in to something and truly like show the skills that I had because they had a business idea and they were doing, you know, they're done pretty well with it, but they need somebody with the strategy. And the knowhow through click funnels and facebook advertising, Youtube, pre roll ads in those things and they needed that part. Speaker 3:     16:38         And so we, uh, we actually formed a business and I just told them I had equity in order to do that just because my network marketing company is very successful. So in order to take time away from that and divert it had to be worthwhile. And so what was cool is through what I've, I've learned and the neat thing with click funnels, you know, going back to the mentoring thing is that you can either, you know, either pay for it or you can earn it. But the neat thing about what Russell has set up with.com secrets, expert secrets. And then you know, the final trilogy here, the final book, traffic secrets, when that comes out, he is truly given you, you know, mentoring from far with those books to show you exactly what to do with the software. And you know, if you can implement that and you learn it, it's amazing what happens. Speaker 3:     17:25         And that's what's been phenomenal with us for the past 10 years of forming that relationship with John and Michelle is what's trending, what happened from the knowledge that I've learned throughout all the years. And we might have to cut this up and turn it into a promotional video and a testimonial video. It's all through it and it's, it's, it really is amazing. You know, the, the traffic event that we just came back to you, it really liked it. Honestly. I felt like it pulled the last 10 years of my life together and really like, even though I'd heard things and I knew them and I knew like little pieces, but the whole strategy and the overall concept that Russell teaches through that. I mean, if you can't build a business with that, I don't know what you're going to build a business with online. I really don't. I mean it's, it's the, to me, it's the end all be all in terms of like step one, two, three, playbook, and then you have the software to do it with Speaker 2:     18:19         Mike drop seriously. Mic Drop, man. No, I totally agree at that event was unbelievable, right? Like the.com secrets, hey, how to, what you need a funnel for and how it goes, how to get the most out of your customers and then, you know, expert secrets, how to position yourself as the expert and become like the Goto or the guru and then traffic secrets, you know, how to get more customers Speaker 3:     18:44         [inaudible] Speaker 2:     18:45         to your product and a man like you mentioned, Russell was mentoring from afar and I think, you know, as people get into those books, implement, start having success, you know, they start moving up the value ladder and everything and try to get closer to that mentorship, right? Sometimes we have to go out and find that person, um, build a relationship with them and Russell's allowing people to do that through his books, through his courses and through as a higher ticket coaching programs. So I have a question for you, Michelle and John, you met them, have ladies edge. Tell us about the funnel. I mean, just so everybody out there listening knows this is a two comma club award winning funnel. They are crushing it. It's a beautiful funnel and the product and the results speak for themselves. So if you want to give us a little insight to that, that'd be awesome. Speaker 3:     19:31         Yeah, it's been amazing. We, um, so originally Michelle has a background to where she used to do meal plans, you know, a long time ago prior to we actually met through network marketing. I mentored her in that specific business and then her and John got married and so then it was kinda like this mentoree relationship between me and then the both of them. And so we had a history of working together and what had happened was she had a child and a couple different moves and then she wanted to get back into the fitness industry, like, you know, and really share her message and her heart and help women, not just with meal plans but with the entire package, you know, women empowerment, a self love, all of those things that come along with it because that's a big piece of that whole, you know, world really with, with female specifically. So for us, the, the, we originally started out, um, we, we were at a premier price of $97 per month Speaker 3:     20:22         and so that was December 17th and we are monthly reoccurring. So prior to, um, the bishops and I as they had just done kind of like a one month promo, they would say, hey, let's do a four week bootcamp. And their biggest one at one point it was like 600 people, you know, at $97. So they had had a phenomenal, phenomenal year. I won't get income for that, but we've more than 10 it since we, since we formed our partnership. And really it's just amazing how well we all work together. It's just a true blessing to be in business with great people. And so, uh, we started with $97 per month and what we did is we just transitioned, instead of trying to collect money, you know, once every month we create a continuity based program, which is the background I came from with my, my physical gym, you know, as, hey, let's get them automated and make them cancel. Speaker 3:     21:15         And it's the best thing for everybody who holds them accountable and helps them get better results in the end and then just as of recently and, and so then we actually go back, we did that, we promote and promote it, and then we started doing like a front end hook to where we'd say $7 for seven days. We let them try us out for seven bucks. And it was a way that we could pre qualify who came in. So instead of just doing free seven days, we're like, because we're at $97 a month, I mean, you know, free seven days and then 97, that's a large jump. Even $7 for seven days in the [inaudible]. Ninety seven was lard jump. However we had a 72 percent trial to conversion rate. Holy Cow. Yeah. So that. So we knew like, all right, we have a winter. And so we built that up and we now call that the sisterhood. Speaker 3:     22:01         And so we have the sisterhood. And then we had a lifetime membership open for, for a little while in the beginning with, since shut that off, you can't get a lifetime membership anymore. No longer. And we have now have a, a, I want to say lower tier, but lower priced package because we did have a lot of people with the demographic being in between 20 and 35 even though we have up to 60 and 65 year olds in there is phenomenal. And yeah, it's totally cool to see like the different demographics that are within there, just backgrounds and body types and everything is so amazing. The group of women, it's as crazy miles I run like I'm uh, you know, I'm a hunting, you know, fast car driving like a real man's man. Yeah. Like, you know, and uh, I, you know, I'm an, I'm an owner, you know, a partner in this women's right. Speaker 3:     22:54         But it's amazing to watch what these women have done and like there's no judgment and it's so cool. Like it's, it's absolutely just changing a women inside out, which I know is, for me, I get passionate because I know that helps change the marriage. Yeah, that's really, that's really important to me. I've been married for 11 years, been with my wife for 17 years and so like to see that I think is like the most fulfilling part for me. But anyways, uh, we now have a lower tier and we do a free trial for seven days and then $27. But uh, we, we have kept the premier package called the sisterhood at 97 as well. So, so I think one of the big takeaways for that and that people need to realize is I'm providing value before asking for money. Right? Like, I know you did the $7 to 97, but you are providing them value where they are going to see results or to learn something. And like once they see Speaker 2:     23:46         the value or see the results, it's like, you know what, this is what I want and that, you know, that's why we do the books. The free plus shipping, right? They're going to get it. They're going to learn, they're going to see the value and then they're that much more likely to sign up for clickfunnels, for, to join the coaching program because they've already seen how much value has been provided at such a low price point. So that $7 to 97 converting at 72 percent is absolutely insane and incredible. Um, so you guys are listening out there and provide value before the big ask. Um, Greg, I do want to ask a couple of questions. Is going to be a little rapid fire, so just, uh, as you can say as much as you want or as little as you want, but here we go. So I kind of already asked you what your morning routine was and you're already crushing it with ladies edge. We'll get to your podcast here before we get off, but you're killing it in network marketing. How do you stay motivated? Speaker 3:     24:38         That's a great question. You know, for me it's always, it's always, um, I have journals from all of my past, like I keep journals and I've documented like the most emotional moments in that. And typically for me personally, that's changing people's lives through coaching and mentoring and so I always remember who it is that I'm serving in the end result and the feeling that comes from seeing them get that result and I keep them at the forefront of my mind and I have pictures all around my office, like if you know, you had it live, you would see like me with those people and so I keep keep the people in front of me, which was cool to hear a rustle talk about traffic is really people and when you start looking at traffic as the people and providing that value, like you said, that's what really motivates me is to see change in behavior and changing habits. So Speaker 2:     25:24         dude, perfect answer. Next question then. What has been one of your biggest challenges? So you say you know, you're motivated by impacting people's lives, changing their lives, helping them out. Um, what has been one of your biggest challenges with doing that? Speaker 3:     25:39         No, man. I'm gonna get a little vulnerable. I'll try. I'll keep it short though. Speaker 2:     25:44         We love vulnerability. We think that that's important and kind of really helps people connect, right? We're not all on this pedestal. Uh, we've all been through things, so please go ahead. Well, Speaker 3:     25:56         for me, so I started in network marketing. I've had great success in that. I love it. Like I'm still very active with my team and, and leaders in our organization and I'm absolutely love that side, but I believe that I have a bigger purpose in that I can help more people than ever, ever before with the Internet, you know, the fact is we're the first humans that have access to this thing called the Internet and we've literally touched the lives of almost every human in the world somehow. And so I've been trying to figure out, and this is what, what's been amazing is like I've been trying to figure all this stuff out, like how do I serve people? Like what do I do? Do I create a coaching program? Do I create a mentoring program? Like I still don't have the answer to that, but what I've done is I've been able to use the skills that I've acquired while trying to figure that out to do the ladies edge and that's what's been so neat is because I see my talent there, but then I also know like, you know, I also have another purpose to, to serve outside of that and I'm still really trying to figure that out. Speaker 3:     26:53         Like what is Greg's funnel? You know, I don't, I don't necessarily have that. I know what I know what I want to do, but I don't have like the specific program lined out for it is really what it comes down to you. So that is still my biggest struggle. And I think the biggest takeaway from that that like as I as I journal about it is for anybody, because I know the clickfunnels community and I'm around it. And the two comma club thing, it's like even if you don't know exactly what you want to do, go help somebody else fulfill their vision. And that's what I've been able to do with Michelle is like help her fulfill her vision and, and I kind of took a back seat because I'm used to having the front seat, like I've spoken in very large stages and helped a lot of people in that sense, but like I've taken a back seat to, to now serve again in a different way to where I can figure out what it is that I want to do. I still don't know. So that's, that's my, you know, that's, that's still it, you know, I'm trying to figure out like how I'm going to serve the world on a bigger scale. Speaker 2:     27:53         And I think we know that was perfect answer again. Um, but I think we all struggle with that, right? No matter how successful we are, we're always trying to find like one way or another rising something, whether that's our income or the impact or our reach. And so I'm not as a great answer. And so next, when you kind of talked about the gym, the pizza industry, the box truck, where you going to start the tire business. So I don't know how many of those were failures or how many of them just are learning experience, but how many times did you have to fail before succeeding? And then, you know, what are those experiences teach you? Speaker 3:     28:24         Uh, yeah, there's, there's so many more stories. Unfortunately. So funny. Yeah. The pizza thing was just like my first, like I come from a very industrious town. So I started working when I was 14. I really started working when I was much younger than that. But the pizza was like my first job job that I stuck to for 77 years. And you know, I was actually one of my best friends. Well previous best friends, you know, almost 20 years ago now, uh, told me I was only ever going to amount to being a pizza boy because I didn't because I didn't choose to go to college and um, so anyways, we're no longer friends but um, you know, that always stuck with me and so I kind of had like this, like try to figure it out mentality. And so there were, there was actually like so many different things that I tried to do because at one point I just like, I just want to make money. Speaker 3:     29:16         Like that was just like, I was like, God, I just want to make money and not have a job like, or a boss and control my life and I really didn't have clarity. And then, you know, through all of those, what I really learned is that you have to have somebody teach you the way. Like I think having a mentor and you can do this through books, right? Like, like we were talking about with Russell's books. Then Russell has other ways you can do at this even more hands on Double Comma Club coaching. Like that's even more intense. And so I think making sure that you're learning from somebody who's already gone through the experience of whatever it is you're trying to do is so important because it can literally raise like two or five or even 10 years of just regret and failures and struggles when you just say, okay, I'm going to do what they say, like the, you know, uh, Kale and talking about Hashtag do what Russell says, it's so important. So I think finding a mentor is so vital and learning and doing. And so that's like my message of life is like go find a mentor, but be coachable and teachable, but most importantly, implement what you learn. Okay. Speaker 2:     30:24         Awesome man. Thank you for sharing that. Now. Awesome. Now these last two, we're going to end on a little lighthearted. I appreciate you coming in and getting vulnerable and telling your experiences and not just focusing on the successes, right? You're going back and talking about some of the harder things that you went through. And I think that's what, you know, a lot of us need to hear it right? Like we see these people that are having success. Russell and all those guys were like, ah, it's just so easy for them, but there's a story behind it and that was cool about traffic secrets in the week before we had, um, you know, the dry bar comedy where Russell went through all the stories and you saw the struggles that they went through, the literally the, almost being bankrupt and laying people off and you know, everybody goes through those things and I think people need to hear those so they don't get so discouraged and they were like, okay, they went through this, so can I. So I really appreciate you sharing your story. So we'll finish it off with a little light hearted. I'm a food guy. You've seen me. I'm a little bigger around the waist and everything. I love food. What is your favorite food? Speaker 3:     31:20         Oh goodness. It's donuts. I can put down like six donuts. No problem. Speaker 2:     31:28         Any certain type like maple chocolate, Maple Bay, Speaker 3:     31:31         I'm a glaze with chocolate icing or glaze with chocolate icing with cream filled. Speaker 2:     31:36         Ooh Man, that sounds good. I said, oh goodness. It's lunchtime right now. That sounds good for you. What would be your dream vacation, like kind of the favorite way or favorite place for you to relax and kind of step away for a minute? Speaker 3:     31:51         Well, it depends, you know, you kind of have vacations that you take solo, which for me are a little mini vacations down to my property where I go hunting, but I am a very relationship focused kind of guy. So I love taking, going to amazing places like my most favorite vacation I've ever been to has been Bora Bora, hands down. But what made Bora Bora, Bora Bora was I was with about 50 people that were entrepreneurs as well and, and we all, you know, are of the same mind and heading in a direction. And so to have that experience with other people I think is, is as amazing. So for me, I love getting out and traveling really anywhere. It's about the company that I'm with. Speaker 2:     32:35         Awesome. Man. I, I agree. Like I like to get away and relax, but I'm also a little bit of an extrovert. I talk with people. I like building relationships as well and so a kind of feel the same way. If there's not people there with me on vacation, was I really there? Is it really a vacation? So we're going to close this up, but I want people to know where they can find you. Where can they find you on instagram? Tell us about your podcast real quick and they find you on the other social platforms. Speaker 3:     33:00         But instagram is just the real Greg Smith. Uh, that's my user. And then facebook, I have facebook page is Greg Smith. Hopefully you can find it. There's a lot of spirits, but the best place to find me is rise above podcast. So just started that, uh, were like episode 17 and uh, that's just, you know, I share a lot of really deep stories about catalyst. We only scratched the surface today on some of my past and the struggles and pains to get to where I am and continue to go through. So a rise podcast. That's, that's, uh, that's kind of what I'm putting out right now. Speaker 2:     33:33         So where can they find that page? It's just rise above podcast.com. Yes. Awesome. So guys go to rise above podcast.com also. Go on Itunes, subscribe and review the rise of a podcast. Greg. Dude, thank you so much for coming on the show. I know it was kind of a little switcheroo on you instead of having Dave you had me, but I really appreciate you coming on. It was great talking with you. Can't wait to see you at the next event. Everyone out there listening. Go Follow Greg and then also make sure you go subscribe and review this podcast and then let me know how this episode when tell Dave if you want me to ever be back on the show or if you never want me back on the show, let us know. Greg. Thanks man. We will talk to you soon. Speaker 3:     34:12         See everybody. Thanks miles. Speaker 4:     34:15         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or, and do to make this better for you guys. Thanks.

Why Dave Decided to talk to Shaqir: Shaqir Hussyin – founder of WealthAcademy, entrepreneur man on a mission. He has founded and created over 10 brands, promotions and companies that he has built to over $1 million dollars each. 2 of them to over $10 million in sales. He has created a hyper responsive profitable list of over 570,000+ subscribers and thousands of clients all over the world, and has personally hosted over 130+ live events, seminars and workshops. Tips and Tricks for You and Your Business: Selling High Tickets (10:00) Conversions (12:00) Quotable Moments: "It’s the relationship you have with your list" Important Links: https://shaqirhussyin.com/ FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome back Speaker 2:     00:18         radio. This is going to be a wild ride. I wish he should actually record the prerecorded and secured. I talk and grab back and forth with each other here, but I've first of all, welcome to the show Mr. Secure who saying chick, you're welcome. Speaker 3:     00:31         What's going on? Dave? I'm excited to be here. Speaker 2:     00:34         All for those of you guys who don't know Shakira, this is a guy who's been crushing it for quite some time. He's been able to grow a list of over 600,000 subscribers using funnels. He's built over 10 different businesses that have each done over a million bucks. He's also got to. They're done over 10 million is that he's gone from zero to a million bucks in 30 days. The overall revenues like $30 million disguised. Just been crushing it. The best part though, what I love is this. The guy who is also ran out of money twice as a business guy and understands what it means to be on the highs and the lows right now. He's in the process of kind of changed this company to get some more life freedom. So he's a downsizing from 50 employees down to 18 folks on building them up. And the one thing I want from security is just not willing to sell and that's a domain. But uh, we'll get that out of him later. I think if he was joking, basically saying it's his life insurance policy. So if something goes wrong, he'll tell his family to contact, click funnels and buy the domain from him. But anyways, secure. Welcome to the show. Speaker 3:     01:30         Welcome. I'm excited. Thanks so much. And uh, let's get this show on the road. Speaker 2:     01:35         All right, so where do you want to start? Should we received this? So for those guys don't know. Shakira was one of our very first affiliates with click funnels way back when, four years ago, and started this whole idea as far as funnels. And one of the things he was complaining to Russell about at the time was, man, if you build software like that, I'm not gonna be able to charge thousands and thousands of dollars to build funnels and you're making it too easy. So with that set, secure, what? How's this whole funnel thing played into your game? Speaker 3:     01:59         Well, the good news is my funnel, his business is still up and running. I actually had a Webinar that did over one point, $2,000,000, actually a on funnels. It's a mild concept is how do you go from a nobody to becoming a highly paid expert or why like to call? And that's the one of the brands that I'm involved in and I grow every day, which is google. It's essentially how do you take your message and you take the mess in your head and then turning around into a profitable message that attracts your dream clients. And then you can charge premium pricing. Because I run the business when I first got it. Actually, I should tell you where I started. So I started when I was 21 years old. Uh, just like most people, I was in my parents house and I used to um, watch late night TV and there was a guy called Andrew Reynolds and a guy called Bob proctor and they will come on and in the UK there was only one channel it was going to channel and they would talk about all this, you know, Internet marketing, all this law of attraction stuff. Speaker 3:     03:09         And I was really attracted to it and the reason why I was attracted to it because when I was about 14 years old, I started selling stuff in the markets. I would sell clothes, I'd sell junk, I'd sell electronics. And I knew at that age now I realized and I'm very thankful. God bless my parents. Um, I had a lot of confidence, I guess talking to people a young age. So by the time I was 14, 15, I go to the markets and I would in front of hundreds of people are like, Hey, if you want to go and your mobile phone for say come over and all these, you know, elderly men and women, they would all surround me. And I was doing speeches to them, trying to sell them on back then and I must've been 14, 15, 15 years old, but now at 16 I discovered this thing called Ebay. Speaker 3:     03:57         And I remember that night it was about 3:00 AM. I thought, man, I'm going to lie. God's going to punish me. God forgives me. I was like, because you have to say confirm are 18 years old. I was just staying up all night thinking, man, if I'm lying and got punished. And anyway, I just went ahead and I did it. Hopefully God forgives me. And so boom, 16, I started selling on Ebay. 16, 17, 18. And I never had a proper job until I worked in a construction company for my dad. So I was 16 to 19 hours, sold all of the junk from my house. And then I realize I'm out of stuff to sell. So I discover that my parents are very well loved in the, in the local neighborhood. So I started literally going door to door knocking on people's house and telling them, Hey, because I had listened to this quote and how it's changed our lives. Speaker 3:     04:50         And the quote was, one man's trash is another man's treasure and I thought that's it, that's all. And so I would go door to door knocking on my neighbor's house and I'd say, Hey, do you have any trash in your house? Because I'm the guy that complained and I charge zero percent commissions. And they were like, I'd say something like, I'm on my way to becoming an Ebay power seller. So I charge you commission zoning and I don't know, I was young. So by the time I was doing that at 19 or 20, I had gone to an internet marketing event, a one of these seminars and the guys doing the back of clothes. And that was it man. I was like 19, 20 years old and I see this guy get on, there's only 10 people in the room. And he says, this thing is just get up, go to the back of the room. And I just look at the whole room. I had no idea about 2005 was to read. A lot of these guys get up and they go and sign up and I'm thinking to myself, he just made 4,000 pounds in 19 minutes back. I want to be like this guy, and so I'm at university. I'm starting to go there for two years. I'm starting to do a. becoming an investment banker will continue off. Can I. have you been to London before? Speaker 3:     06:17         I was growing up, especially being an Asian kid. You know, old grandparents will tell their kids go and study and I don't know if you can see, I don't know if you can see that, but is basically canary wharf where all the big buildings and my parents would always say, son, you gotta work hard, get a degree, get a job and you're working up there. So it's cool because now I was beautiful. Three bedroom, penthouse and that's my view. Everyday I wake up the whole city from here. It's really amazing. So I'm going for this phase. I go to these Internet marketing conferences and one day I met a guy, he was, I was 21, he was 27 and he was making 100 grand a day on Click Bank and that's all done because the next day I went home, I told my parents I'm dropping out of university and my mom said, but you know, in our culture, no girl, it's going to mount. Speaker 3:     07:18         That explains why I have an American wife by the way was important. I didn't get the get the Asian girl. So what happens is, um, I, I say to myself, I'm going to go and figure this stuff out and for nine months I buy everything under the sun. I bury myself in $45,000 worth of debt. And I was at the time 21 years old, I'm the next year I had broken through and made my first six figures. I had an 120 k. The second year I did 275 k and then my third year I hit one point $2,000,000. That was, I was 20. I had just turned 24, 23 or 24 and I just, I called up my dad, I'm like, Dad, you never believed this. I made a million dollars. And he's like, are you sure? I'm like, Dad, trust me, I'm done. I'm a millionaire. And he goes, son, don't tell nobody. Speaker 3:     08:17         But anyway, that's a. that's a brand person job. So long story short, I go through that phase and I keep doing affiliate marketing, list building, building sales funnels. I'm, and I go into the knack of creating sales funnels, but more importantly, understanding that through each process of the funnel, depending on how you carry out a message, you can appeal to different types of people and different offers. So, you know, I didn't really go through this ascension model, which is, you know, sell a tripwire and you go seven slash 27. No, I just went, how do I set a $10,000 program? And I was very fortunate. God blessed me. Two things happened. One, I tried to click bank the first day, two days I made $15 each. And then I realized this Internet stuff works, but I can't work for 15 bucks if I'm going to do this, I need to make a lot of money. Speaker 3:     09:17         And so then I come across these guys, call Jane and Aaron, I don't know if you remember these guys back, they used to run a company called carbon copy pro. Oh yeah. Million years ago. And through that they, I learned and I discovered the art of, if you ask people to fill out an application, you get them on the phone, you'll be able to help them with their problems, but then you'll also be able to charge a lot more. And that was my introduction to high ticket and since then I've built up a list which is really amazing. A list of subscribers, a good, uh, so about 600,000 subscribers now. So it's pretty cool. Um, in terms of the clients that I attract. And so now we have the online version where we sell digital courses when we publish lots of digital programs. And then we have the offline version, which is live events, which is guess what is the, to our free event that I went back down to our three events and then we them into a three day program. The three day program sells them into additional three day, five day, seven day programs. Um, and mostly Speaker 2:     10:26         I'm gonna stop you. I want to kind of go through this because that's one of the things I haven't talked to too many people out on the interview. And that is um, I'm real familiar with this model. You and I were talking about some of the real estate seminars and things. And so if you're selling a high ticket, so the idea here is Speaker 3:     10:38         you're, Speaker 2:     10:39         you're basically sending people to a live event at a smaller one to our type of an event. Speaker 3:     10:44         Yeah. Speaker 2:     10:46         Okay. And so there at this two hour event as a free event or are they paying to get there? Speaker 3:     10:51         It's a free event. Sometimes we have like a one time flip bump. Okay. 50 bucks or 100 bucks or something. Oh. Most of the time the focus is just get two hours, get them right into coming to the event. So registering online, did they register online for the event we used the online. The leads are very expensive. It scares a lot of people because if you don't do it right, you can lose your shirt. Like I've done many times over a specific campaign. However, once you kinda Dolly in, there's a lot of moving components, but one, one of the fastest ways I know how to turn $50,000 into 250 k in less than a month. And that's one of the reasons why what we've done, you know, over 100 live events. Speaker 2:     11:40         I want to go through this. This is awesome. I love this fascinating stuff. I'm real familiar. This model, so basically I'm and the real estate stuff, we used to do it either through direct mail or through radio ads, even tv ads and stuff, driving people to a free event. So they go to the free event. You're doing it Speaker 3:     11:54         online, so they're registering online with an upsale to get to the free events to our event. And then the speaker there is selling them to sign up for what and three day event and usually, I mean not now, but a couple of years ago I would be the three ds speaker. Well now I have two guys and a little bit older than me. And then one is the motor again, which always helps. And other one is a British, which always helps. Trust me. You know, the, the white speaker gets a lot more conversions than you told me to keep it real. So I'm this, I appreciate it. Speaker 3:     12:37         Tell me, what are the conversions from. Let's say you've got 100 people in that first event, what's the conversions to get to the next one? So what we will do is you would in for at least a thousand registrations, so thousand registrations at 50 bucks a pop is about $50,000. That's from $50,000. We'll get a thousand people and we'll give 30 percent are people that will register to show up. So you're looking at about 300 people saying that they're going to show up. Unfortunately they don't all show up. So you have to have text messaging, facebook chat, someone calling them up, emailing them, text reminders, uh, there's a whole process in place where we follow up with them and then we take them with bribes. Hey, come and pick up one of my books or something away, a DVD or something, income hacks DVD. And so then we have from 300 people would have about 150 to 200 actually show up. Speaker 3:     13:35         So you're looking at about 10 to 15 percent of people actually showing up. And then let's just say we have 200 people show up at 20 percent conversion rate. You're looking at, what is it like 40 buying and 40 bus, 40 buying units. Is that a good number? Because you know on the back end people minimum could be worth at least. And I, when I talk about people can be worth this much money. I'm only talking from a logical thought. Obviously they're human beings. Obviously we are buying it. It has a value by news. Got Dollar Man. So first of all, how many of those are you going to close? So you've, you've closed bout 20 percent 40 people, how much they pay in at the board. They are anywhere from $500 bucks to $2,000. Dollars is to have a lunch with the speakers and the crew and it's really amazing because we have a really high uptake on the people that would pay a premium and so we kind of know someone that is not a filter is not kind of making a fuss for paying 2000 bucks, they're going to be the person that upgrades at the live event. Speaker 3:     14:46         So we have a group of people that will pay 500 bucks. Then we have a group of people that will pay 1500 to two grand depending on what country you, you're in something like Canada and we're doing Montreal and Vancouver will say we'll pay for your flight. So uh, if they're in one tool will say hey, you pay two grand and you will pay for your flight to come to Toronto. So a lot of the times. Yeah. So I mean we would, it depends on who the speaker is at that time. They will come up with creative ways to serve that customer by selling them into our programs. What's the three day event? We add a tremendous amount of value and then we used to do, you know, when I was younger, I guess when I was really young, only two, three years ago, we used to go to the back of grandma, a little bit of a hard server. Speaker 3:     15:38         Now we've kind of, um, we've changed the methods and it's very simple. We offer a bunch of programs on stage and then we say, if you're interested then go and request an interview with one of our team members. If you like, what you see, upgrade. If no, don't play alone, don't play your home mortgage, don't like 10 credit cards. So I have to do that because of a religious belief, right? So for me, it's like if you can't afford our programs, don't worry. Like I've been around for the last seven, eight years, I plan to be around for the next 10 years. When you're ready, come one, what's the price point you're selling at that three day event? Then a bad event. It goes from 3000 to 10,000 to $40,000. It really depends. Yeah, three, 10, 40. Those are core offers. That's awesome. So how large are those? Speaker 3:     16:34         So you've got typically you have theater events where you've got these 40 people. How, how large is your actual three day event? So those are very small. We found 40 to 50 is your id because if you have 40 and then you do a plus one, three guests, which is what we have to do. The reason is because we offer a high ticket programs and they will make educated purchasing decision if they don't have someone there like their spouse, girlfriend, whatever. So we will offer a free ticket for the past one to come in and we want to keep the room from 40 to 60. Forty to 60 is very containable. If you have 80 plus it gets really messy. If you have like less than 20, it doesn't usually work. So what we found is fortifying heads tend to 20 guests, maximum 60 in a room is perfect and they're selling what you're selling. Speaker 3:     17:20         Wealth Academy was certainly worth academy products and services, so they usually digital, there's no affiliate program involved, so there's no vibe. So you can promote now that we just saying, hey, if you don't have a business, we'll show you how to set up a business and if you have a business we'll show you how to grow it and if you have the money then you can come and join shacks coaching program, which is $40,000 a year and I have over 100 people in that group. So that's, that's pretty much the model. That's awesome. So when you're looking at a large event like that, um, what's the typical breakdown as far as how many? By the three? The 10 and the 40 a. So usually we would get at least look, I just didn't want even last week, two weeks ago in London, we had 35 people in the room when I'm in London or when I'm in a country because I traveled alone when I'm in a country. Speaker 3:     18:15         Then I just pop into the event. So there was one of my speaker, he's running the whole show. Why? It just popped in, said Hi. Hello. I did one, one or two key notes on funnels and usually they do the whole pitch or whatever, but we had a three people, three people by the 40 k plus programs and then we had maybe four people by the 10 K and then we had a whole range of people buying the three k and you know what it was really cool. Oh my gosh. I gotta tell you this. This is like I, I emailed my list everyday, seven days a week, you know, I, I send an email everyday and I've been doing that for the last five years. Okay. So I emailed every single day. There's no days I take off and back in 2010. December 2010. I had sent an email, I will. Speaker 3:     19:08         Here's why. Did you have much money? So I bought traffic from twitter, from twitter, from fiverr. So I spent five bucks. I remember the stats like yesterday, this is no lie. I spending five bucks abandoned. This person sent you all over twitter. I go 40 clicks, 12 leads to sales. One Guy Julian gearing. Okay. I talk about him all the time that Julian, gary, he buys, he comes through that twitter, the $5 funnel or whatever. $5. Okay. And he buys a $10,000 program that I was promoting. Whoa, dude, this was back in. Was it? This was like eight years ago, seven, eight, seven, eight years ago. Two thousand and 10, so eight years ago, two weeks, two, three weeks ago he flew down to London. I never been awesome. It flew down to London from Thailand and then he decided, check, I've followed your work for so long, like you're the real deal. Speaker 3:     20:08         I tried all this other stuff. He has worked. Boom, you buys a 40 grand program. That circle. That's honest. It's why we tell people all the time, it's the relationship you have with that list and as long as you providing value to these people on a regular basis, it's not just having people on a list, it's the relationship, it's how they engage with you and I know you. You're engaging with your list all the time. Jack. That's so, so that was a follow up. Nothing. You know, one of my previous mentors is no longer part of this industry anymore. He had built a substantial business and he would always tell, you know, this was like four or five years ago. He told me the concept of just outspend everyone and the reason why you can spend it on is because you're the person that's thinking longterm and they're not. Unfortunately, things changed for him, so he had to take an early retirement. Speaker 3:     20:59         You know, those lessons have stuck with me. So again, thinking longterm has paid off very well. I love it. You got gotta close to wrapping things up here. What other words have. So first of all, people want to find out more about your work and they go wealth academy, both academy dot Com. That's basically where I'm at. Uh, we do a lot of live events. I guess that's one of the reasons why we talked about using funnels and live events and we actually teach our clients as well on how to set up their own live events where they can do to our free events. They can set their own mastermind coaching program, whatever. So one of the Academy Dot Com, uh, that's the main core side. I also have a blog, Shaquille.com, that's s h a r.com. Would you go to any of those two sides and join my list or you joined the list, you'll get an email a day of your life. Speaker 3:     21:50         So I'm very proud of that because I've been consistent with that. And so I mean the emails that I done well and so I really appreciate the fact that we did this interview. It's been, it's been great to talk to you and the chat that we had prior to this as well. So I do appreciate, um, you know, one thing I would attend all of the students which is our listeners appliance and everyone that's listening to this is I was teaching my students this concept of reach out and reach up and I said, you know, when you find people that you look up to you, that you appreciate that I've been in the industry that have more wisdom that's smarter than you, then reach up and reach out to them. And so, and I said to them, I'm going to do this interview with Dave Woodward is actually interviewing me as soon as the interview is finished. I'm going to ask him. Hey, can I interview you? Yes you can. I'd be honored. I'd love to have you on my podcast. Shakira's in show is going to be exciting. I appreciate it. And we'll catch up soon dave. Thanks Jack. Well Dr. Alright, peace. Speaker 4:     22:55         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others? Rate Review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Yara: Yara got her start in online business as a Relationship Coach, but as I worked with couples in strained relationships, she discovered something she just couldn’t ignore... Most relationships struggle because of BAD communication.  She became obsessed with figuring out what makes someone a GREAT communicator, and realized that a simple shift in the way we communication with each other can dramatically repair and build—not just personal relationships, but entire businesses.   As it turns out, the same is true for Entrepreneurs. Most entrepreneurs struggle in business because of BAD communication with their customers and audience. Tips and Tricks for You and Your Business: Giving the reader the win (8:00) Encouraging the reply (11:00) Being vulnerable (15:00) The 6 Steps story selling framework (20:00) Quotable Moments: "It’s interesting what happens when you start treating people like people." "Stop using your list like a booty call." Links: www.yaragolden.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Speaker 2:     00:17         Hey everybody. Welcome back to funnel hacker radio. I am so excited today. I have the opportunity to have a dear friend on the show and it's been. I've had the opposite. I've seen her go through this change and metamorphosis and she's crushing it right now. I want to welcome to the show, Yada Golden. Thank you for coming. Speaker 3:     00:30         Oh my gosh. I'm so excited to be here. Speaker 2:     00:33         I am so excited. Now. What for those you guys who don't know Jada, she's actually going to be speaking at hacking live. So if you don't have your tickets, you want to go right now to funnel hacking live.com. Buy Your tickets, make sure you're there so you can actually see her speaking onstage. This is such an exciting thing for us. Um, so for those of you who aren't familiar with Jada, she actually got her start as a business, as a business and relationship coach online. But I'm sorry, you were more of a relationship coach online and in doing it it was. I remember when you were an inner circle, you're like, ah, I'm kind of dealing with it, trying to save or get people out of bad relationships. And it was kind of a weird situation, but as we were just talking offline, you have the opportunity of reaching this Aha. Speaker 2:     01:17         That's the most important thing is communication and you've come, you've found this crazy ability and it's just be honest, probably one of the best email writers out there right now of being able to craft story selling into, into emails that actually touch the heart in a really weird way that most marketers would never even think of. So we're going to dive right into this whole story selling communication piece. But again, if you haven't seen Yada, check her out at Yada Golden. That's why a r a, G O, l d e n Dot Com. And again, make sure you go to funnel hacking live.com, get your tickets are gonna. Want to see her live on stage because of the value she's going to drop. You're just a few minutes. So would that Jada wanting to kind of just dive right into this whole communication thing a and I been talking right about this whole idea that, you know, for a lot of entrepreneurs it's like, oh I've got to send another email and you try to crank it out real fast and you don't really realize that what you're talking to is actual people on the other side and you missed the communication and people get frustrated that their emails don't convert and you've got this crazy ability to do it. Speaker 2:     02:19         I know Jamie Cross is one of the first ones that I remember you working with. I don't know if she was your first client, but if you don't mind, tell people a little bit about what you've done for them and how it's working and why the story stuff is so important to you. Speaker 3:     02:30         Yeah, absolutely. Well thanks for that awesome introduction and uh, yeah. If you haven't gotten your ticket for funnel hacking live, make sure you do it because it's going to be the first time that I'm actually speaking on stage and I am just as excited as I am nervous. Like when Russell asked me, I was like, I want to throw up and I want to like scream it from the mountaintops so that should be fun. I'm Jamie Cross was in fact my first client. She is actually one of the, she's actually the main reason I should say why I got into writing, which is what I'm doing now. Um, she approached me in January. She's just like, Hey, I love all this stuff that you write on facebook. Every single piece of content that you put out there. She's like, have you ever considered writing for somebody else? And at the time I had it. It was just my means of communicating with my audience was long form copy. Speaker 3:     03:20         Um, and so I gave it a shot. I was like, Hey, I'll try it. And so I wrote for her and her audience just ate it up. And what I was doing really was telling the story of how she created her company and why she was so passionate about the products that she was putting out there, like why it was necessary for her to create these products. And so we just started telling the story of her growing up and her father and her children and how all of this kind of came to be. And a really interesting thing happened. Her audience started opening the emails more than they ever had and it became really, really easy to identify what a topics, let's say were important, were resonating with them, what parts of Jamie's story they resonated with. And what was cool that we were able to do with those is that we were able to take the, the, the front runners, the winning emails and turn those into facebook retargeting ads because now we knew that they resonated with the right people, right? The quote unquote right people. And Speaker 2:     04:22         for context, I want people to understand what Jamie's businesses. That's the crazy part is the type of business. This is not the type of normal business. You expect emails to have any impact on at all, so if you don't mind just give a little context here as far as what type of business Jimmy had and why her stories were so magnanimous in conversion because of your Speaker 3:     04:42         content. Yeah, absolutely. So Jamie Cross owns Mig soap and body and they sell organic soap. They do a organic skin lotions and face products and all kinds of amazing products, which if you haven't checked out, you definitely should add Mig, souq.com I believe. And so we were telling all these stories about how she was going wild crafting and finding these herbs and putting them in these lotion bars that are helping people overcome things like Eczema and psoriasis and skin conditions of all sorts. And so we started telling those stories and like I said, the front runners became really, really easy to identify and I believe one of the coolest stats that we have out of that campaign was that we took one of one of those emails which talked about her faith, right? How much faith she had and she had asked God for a sign and we took that story, put it on facebook, and I think her cost per acquisition, if I'm not mistaken, went from like $60 dollars per person down to like $3 and eighty four cents, which was just unreal. Speaker 3:     05:45         Right? And, and the. And the other beautiful thing is that every story email that we sent out for her on the back end was making between a thousand and $1,500. Right? And so you're giving something, you're giving your readers, you're giving your audience something that they can connect with, something that they can be a part of, which is something that Russell is amazing at doing to. Right. Whenever he puts on an event or whenever he has a launch, he gives ownership of that thing to the audience, right? He gives it to the funnel hackers. He's like, hey guys, this is what we're doing. Like we need your help and we need you to show up and here's the t shirt and like this is the date and here's the website and here's a cool video. And he gives it to the audience, which allows them to become a part of something bigger than themselves. And you can do that around anything you can do that. I run a coaching product. You can do that around an ecommerce product, you can do that around an info product. It's just a matter of creating and crafting that story and then giving it over to the audience. Speaker 2:     06:43         You've done such an amazing job, especially with Jamie story of helping her blossom as this attractive character. And I think that when you're connecting with people and the reason I love her stories because it's a physical product, and so often people think of email as well, I'm just selling an info product. She's selling a physical, tangible product. And the key there for me is I've taken a look at what you've written is you have this crazy ability to draw someone in so deep that they're literally waiting with bated breath for the next email. It's like, oh please, where's the rest of the story here? There's got to be a push. I want to see the next one right now. Speaker 3:     07:21         How do I do that? Kind of like an innate ability like my, my way of moving through the world is through feeling right, like I want to feel all of the things and that that range of human emotion is just huge. Right? And so when I can wrap words around the emotion or the experience that somebody that's like, that's my, that's my gift, right? It's, it's being able to say, oh, I see how excited you are about this thing. Let me make sure that, that I can convey that to the audience. And so that comes with adding detail. It comes with really getting the story out of the entrepreneur and then conveyed to the audience like this is, this is why this is important, but also following Russell's kind of epiphany bridge story and saying, you know, they're on this side of the bridge right now and they don't understand why this is important or what's happening. Speaker 3:     08:25         So let us tell them a story that helps them understand. And on the other side of that, one of my favorite things to do is to give the reader the win. So I never sit there as the glue on the top of the mountain saying, and that's why blah blah blah, blah, blah. You know, like, I don't want to be the teacher. I want to be appear. I want to be shoulder to shoulder with them and say, I know that you know this because I just told you this story. So you understand now you like where we get this together. Right? And it's amazing to see what happens because then you them an opportunity. So the call to action in most of my emails is, Hey, just hit reply and let me know if this resonated with you. Let me know if you've ever had an experience like this in your life. Speaker 3:     09:05         Is this something that you're struggling with? Why don't you go ahead and let me know. My team and I are here to help. So it's a very, very open door and it creates a feedback loop between you and your audience. Like this is what people are missing with the broadcast emails or with the followup sequences that they're sending out. Is that all of the emails that I send out our broadcasts and what that creates is a couple things. It creates a perpetual ask campaign with your audience because you have your finger on the pulse of like, Hey, this is resonating, this isn't, this is what they need, this is what they're asking for. Right? It also allows you to create an audience selected indoctrination sequence because once you have enough email sent out and you know which ones are the winners, you can simply convince those to the very beginning of your indoctrination sequence and you know that there is going to resonate with the right people because your audience who's purchasing from you already have selected those as the winners. Speaker 3:     09:59         Right? And the third thing is that, like I said, it is a feedback loop. Like you know what's going on with your audience and you know, I don't think that. I don't think that that will ever be a bad thing to have. Right? Like so many, so many marketers have spent hundreds if not thousands of dollars creating these lists only to ignore them. Right? And that's like, that's where your money is made, but I feel like people are scared to talk to them because they're like, if I say the wrong thing, they're going to go, but then leaving your list and you not talking to them, it's pretty much the same thing. It's getting you the same result. Right? So you may as well say the damn thing and see what happens. Speaker 2:     10:40         I think you're one of the few email marketers I know that actually encourages people to reply. I mean, I honestly, I remember the first time they can wait a second if I reply, where's that really going to go? Someone asked me that is. I mean because most of the time when we send out broadcasts, it's, you know, buy my stuff, go take a look at this or stay tuned for the next thing. And there's really no true communication and that's one of things you really, really great at, Yada, is that ability to communicate with a huge list. I mean it's not like Jamie's only got five people on our list. I mean, she's got a very, very large list he's built and encouraging someone to reply. How do you handle all of them? Speaker 3:     11:16         Yeah, I think that that's really on the business owner. I have a part in that, but I do warn them ahead of time. I think we, uh, we sent out, I was writing from Mike Schmidt for awhile and he has a digital marketing agency, right? Who helps other digital marketing agencies kind of grow their businesses and he also services his own clients. And I told him, I said, you're going to get replies. And I wrote one email and in 45, in the first 45 minutes from sending it out, he had 75 replies messaged me. He met me in a panic and he's like, they're replying. And I was like, I told you, they were gonna reply. He's like, well, what do I do? And I was like, solving some big. Speaker 3:     11:57         And that was when it really became clear to me that we were in an ask campaign because the topic of the email wasn't actually a service that they provided, but his list went crazy over it. And I was like, well, just create that for them, right? Like you can't, you have the ability to offer that, so just create it. And so it's just a really interesting thing. You do have to be set up on the back end to receive those replies, um, and to be able to sell them something because I believe that when somebody replies, they're raising their hand and saying, Hey, I'm interested in what you just said. And so now it's the responsibility of the entrepreneur on the back end to say, okay, I understand that you're interested. Let me, let me convert that interest into a sale. Speaker 2:     12:39         I love it. I think that's the part that people miss in the whole idea as far as email as a means of communication. It's really one of the ways that we start seeing a lot more emails getting opened, a lot more engagement on a lot of our social posts. You never talking beforehand about some of the things Rachel Peterson was doing them with regard to engagement. And the whole idea here is you wanting. Everyone talks about engagement on social platforms, but they never talked about engagement in an email campaign. I think it's one of the things you've done such a great job about doing is is increasing that engagement to where now all of a sudden that client feels like you as the business owner over your clients, as the business owner are actually interested in their success. They're interested in their feedback. They want to see what the next step is for them. How can, how can we help you? Which usually is just kind of given us, Oh yeah, I'm, I'm here to help you have better. I'm really not as to sell you stuff. Speaker 3:     13:28         Yeah, exactly. Exactly. And people feel that, right? And people know that the entrepreneur, like the CEO of the company isn't sitting down every single day at their desk typing out an email to you. We would love to feel like, Hey, this is Russell's writing specifically to Yada, but it's not happening. You know? And so I think one of the things I've done is I've completely removed the first name. Like I know everybody loves Hashtag first name, right? First name, last name, and I'm like, stop it, respect your reader, like we know that you're not actually writing to us. Just, um, one of the things about the replies, so that I would, that I will say is that when you get replies from an email list, your deliverability goes up to, right? So this works on so many levels because now people are replying to a list that means that they want your email, you know? Speaker 3:     14:22         So it's, yeah, it's really, really interesting what happens when you actually start treating people like people and you actually do what you say you're going to do by being there and helping them and answering their questions. And this can create your lead magnets for you, right? This can create your next product for you. This can, this can create so many things for you if you just utilize it the right way. And I think that one of the things that a lot of people are scared of is will. If I tell my story, people aren't going to like me or they're gonna leave my list or you know, they're not going to buy from me. And I think it's quite the opposite. I think that when we share the struggles that we're having, like no matter what level of success we're having, like there's still struggles, right? Speaker 3:     15:06         There's still problems, there's still challenges and that doesn't mean that they're necessarily bad, but most of the people who follow you, they follow you because they see you as somebody that they'd like to follow in their footsteps that they'd Sunday, like to be like or have the results that they have. And so that means that they're somewhere on the path of the journey that you've already been on. Right in Russell says like, you only have to be a couple of steps ahead of somebody in order to inspire them or to motivate them or to be able to help them. And so being willing to be vulnerable and share those steps is what causes those people to come closer. Right? And so that's what your story does. It invites people in and says, Hey, let's sit down and want to tell you the story of how I got to where I am and everything that I've had to face on the road here, and hopefully that can be helpful for you and when you help them in the process of them becoming, you are the natural solution to their problem. Speaker 2:     16:02         Oh, I love that. I think it's. It's funny. I was talking with Andrew Warner Interviewing Russell just two days ago down in Provo, Utah. Items Fascinating. He did a podcast with Pat Flynn and pat was interviewing him on. Andrea has this crazy ability to interview people and get just. It's probably one of the best. I wish I was more like, can I Speaker 3:     16:21         them? Speaker 2:     16:23         He actually, he gets every emotion out of it. It's the weirdest thing, but one of the main things he said was that he found the best way to get someone to become vulnerable, honest podcast was for him to start off being vulnerable, which I thought was really fascinating because usually people, especially on a podcast, if you're interviewing ceos and everything else, it's everybody's posturing. You know? Wait a second, who's who's taking the lead here? And it was fascinating as I was sitting there talking to him, he says, yet I. I learned that actually from reading how to win, how to influence when friends basically, and his whole idea behind that was the more vulnerable he was at the beginning. It almost, it wasn't self deprecating, it was just as being transparent and as he reached out that way at first that the interviewee wasn't real quick to be vulnerable right there, but they saw later on in the interview that it became much more open and much more vulnerable because of his transparency and I think I see the same thing in the stuff that you, right where you have this ability to, to be vulnerable but at the same time to let them know that I've been through it and I can still take you to where you want to go. Speaker 3:     17:29         Yeah, no, and he is spot on about the vulnerability. I think that one of the things that people get backwards about vulnerability is that we're like, okay, well we'll be vulnerable once we see them be vulnerable and you get to go first. I know that if it doesn't, it's not what you want to hear, but you get to go first. And so if I come on here and I'm just like, Hey Dave, you know, this is like. I mean, I kind of did it in the beginning of the interview. I was just like, hey guys, if you haven't bought your ticket to funnel hacking live, go ahead and do it because it's the first time I'm going to get on stage and I'm just as nervous as I am excited about it. Right? Like that was, that was honest and authentic. But it's also a very vulnerable share if you think about it. Speaker 3:     18:11         So, so what that does is that it's not, um, it's not a calculated, but it invokes the law of reciprocity. So as the conversation continues, as the weeks and months go by and people actually get to funnel hacking live who listened to this, they'll be like, oh, that's that Jada girl. She was really nervous about getting on stage. You know, maybe maybe I'll have people come up to me and say, hey, you did a great job. Like I listened to that podcast episode where you were nervous, you know what I mean? But it opens them up. And so as a service provider or as a course creator or as an ecommerce like widget creator, right? Or peddler of widgets. I guess when you say those things when you open up and you're just like, man, like I have this great idea and I'm not sure if it's gonna work or not, but like I want to just throw it out there and see what happens or you know, this is something that I can help you with because I've gone through it myself. Can you tell them those stories? The thing that you're going to get back is like, oh my gosh, I've been dealing with that too. Or I had no idea that there was somebody out there that was just like me. Right. One of the most powerful things that you can say to another human being when they're going through something is, me too. I've been there too. I felt that way too, and it just creates an instant bond and it's. It's intimacy, it's honest, it's real, it's raw, and that's where relationships are built. Speaker 2:     19:31         I love that. Such a difference between empathy and sympathy. Yeah. The more empathetic you can truly be an come across transparently, man, it's so much easier for a person to go, you know what, I, I can connect with you now. I get you and because you're getting me in and we connected and that emotional level. So I think that's just amazing. Well, I know that one of things we were talking about was you've put together six different steps to storytelling or what's. Speaker 3:     19:55         I did know the details of how all that works. I did. So I created my own lead magnet. It's my first one. I'm super excited about it and as of this podcast, it's not actually up, but by the time you go live it will and it's called the six steps to story, story selling framework. And I basically, you know, as a creative, I was just like, there's no way that I can ever duplicate this. I'm the only person that can do this and having so many a left or right left brain thinkers, the logical people around me, they were just like, you can do it. So as I was writing, I started just kind of. I kept a notebook by my side and I thought, you know, every time I do something over and over again, I'm going to write it down. And so I came up with these six steps and I already mentioned one of them, which is to drop the first name, right? Like you want to assume familiarity, but that will excuse me. That will be up on my website, Yadda golden.com. And you guys can find it there and you know, it's something that you can literally have next to you while you're writing that will help you create that story selling type of email and hopefully connect with your audience better. Speaker 3:     21:09         What are the other six? So we want to make sure, uh, I think we talked about giving your audience or your reader the win. Um, so I'll just walk you guys through. We can do it really quickly here. So our first step is assuming familiarity, right? That's, that means that you're going to drop the first names. You're gonna start using contractions in your copy. Um, and there's no salutation. So I don't do a hey, happy Monday, like no, nothing. You just go straight into the story. A number two is creating a curiosity based pattern interrupt. And so that would be your headline, your subject line. You want to create something that they're going to cut through the noise of their inbox because there's just a ton of white noise static. If you want to be something that's like what? Like what did that say? A number three is you want to hook them immediately, so if you think of movies that start in the chase scene or the bank robbery, but you don't know who any of the characters are, you don't know what's going on. They just drop you in there and you're like, wow, hydroma. Right? So that's what you want to do. You want to hook them immediately. Number four is you want to guide our. Sorry. Uh, yeah. You're going to guide their epiphany. So you're going to fill in the story. Now you're going to be like, okay, this, Speaker 2:     22:25         this is one of the things I really like it because I think too often people think you're just going to, they're going to get the epiphany by themselves and you've got this crazy ability to guide them. So keep going on this whole guidance. Speaker 3:     22:36         Yeah. So you're going to fill in the details. So now you've started with high drama. You're just like, hey, there was a bank robbery and now I need to take you back to where it was all being planned and what happened and who was involved and why it's important, right? Why? What, what's the outcome that they're trying to achieve by doing this thing? Right? So we're filling in the details and at the end of that they're going to understand and so the fifth step is to literally give them the wind. So you're like, so as you know right now, you're just going to assume that they got it. You're never going to posture and be like, because I just told you all these things, or I just explained to you, blah, blah, blah. Right? Like you're going to actually sit back, be a normal person and let them have the win. And then the sixth step is literally just asking them to tell you about it. Did you learn something? Have you ever experienced something like this in your life? Are you experiencing something like that? Do you have something to share with me? Go ahead and hit reply. Right? And what's really cool about this? Speaker 3:     23:35         Are you serious? You're like, no, don't reply please. And I think most of the companies that I'm working with are, are, have a big enough size that they have a customer service. Uh, you know, uh, I guess people that can kind of feel these, Speaker 2:     23:53         but I think even if you're small, it's still so important. I mean hearing like right now we just hired a person is going to be head of our head of our speaker team. I'm working with NFL head of our sales and the very first thing Robbie wanted to do is as our head of our sales was, you wanted to get on the phone with people who are leaving clickfunnels and find out why. And I thought, you know, we've been for like four years now and no one's called, people have left, asked him why. That's probably a good thing to find out. Speaker 3:     24:18         Sure. It's just, it's such great feedback, you know. And, and I have, um, I'm actually going through a Beta launch of a six week course that I'm putting together based on this framework. And one of the girls were in week two, she sent out an email to her list. She's like, I sit down to story selling email to my list and I sold $397 products and I had to unsubscribes, but I had more engagement than I ever had from my list. There you go. It's a win. Do you know what I mean? Like is the people that don't resonate with you are going to leave the people who do are going to come closer and you're just finding information out from your people. So it's good. It's not scary, Dave. I promise Speaker 2:     24:56         I love it, Yada, Yada. Any parting words before we let you go? Speaker 3:     24:59         Oh Man. I think my favorite thing to tell people lately is stop using your list like a booty call. Don't email them only when you want to sell them something, right? Like build an actual relationship. It'll be longer lasting. Speaker 2:     25:15         I promise. Maybe that'll be the headline of the episode. Stop using your list as a booty call. Glad I can make you again. I appreciate your friendship and love having you on. Thank you so much again. So where can people go to get those six steps? Speaker 3:     25:35         Uh, yeah. You can go to Jada golden.com, it's y a r a g o l d e n Dot com and because it's not up yet, I don't know exactly where it will be, but you'll be able to find it. Speaker 2:     25:45         Awesome. And again, make sure you go to funnel hack live.com. You want to make sure you're there to see Jada onstage for the first time and we're super excited to have her. So again, thanks so much for your time today. Appreciate your friendship and we'll talk real soon. Okay, thanks Dave. Speaker 4:     26:01         Okay. Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, please just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Dave unravels the truth about the theory “Practice makes Perfect” and explains how this is not always the case.  If you are practicing bad habits, you will never achieve perfection. Accountability and coaching are both very important tools to use in achieving goals and seeing results. Tips and Tricks for You and Your Business: Taking massive action (0:45) The importance of a coach (1:20) Tweaking the form (3:30) Quotable Moments: "Practice makes permanent" "Little tiny changes and tweaks make massive massive differences" "The best investment is in you personally" Links:FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward Speaker 2:     00:17       [inaudible]. Everybody. Welcome back to funnel hacker radio. I'm your host Dave Woodward. And this is a crazy topic that people, uh, hit me up on all the time. That is, I keep doing. I keep practicing, practicing, practicing, doing everything right, but I just can't. I'm not getting better at it. What's wrong? Let me just tell you what's wrong. So the key here is the old saint as far as practice makes perfect, is wrong. So practice does not make perfect what practice it actually does make his practice makes permanent. So if what you're practicing is bad form and bag techniques and, and bad copy, you're going to make that. You're going to make that permanent. You're going to have bad form, you're going to have bad copy your. And so understand. I'm a huge believer in the fact that yes, you always want to make sure that you're taking massive action and that you're practicing and doing everything. Speaker 2:     01:02       Don't get me wrong on this, so take massive action, but the key to taking massive action is you've got to make sure that you're making changes. Too often people take massive action and they're taking all this action, but they never look at the results they're getting and it never tweaking and changing that to get to where they need to go. This is why I'm such a huge believer in having, in hiring coaches are currently. I've got two different coaches. I'm actually three different coaches, one for my finances, another one for getting me in shape. Finally. And the third one actually is for my business and personal life. So it's been interesting. All of my, uh, anytime I've ever had a coach, they've always talked so much about the importance of form. So Eric cafferty is the guy who literally beats me up at. I get up at 4:30 in the morning, 4:00 every morning. Speaker 2:     01:48       I'm sorry, Monday, Tuesday and Thursday, not the gym at 5:00, at Russell's gym there, and he acts. Rustled actually comes and works out with Eric the next hour at six and it's kind of crazy because what I've realized is I've, I've never really been big into lifting weights. I've always tried to kind of keep in shape, but I've never been in the gym, has never been something that, uh, if you look at me, I don't have, I don't look like Arnold at all. Uh, but the key here is I'm want to get back in shape and I want to be in better, in better shape because I know the impact of health has on my business life, my emotional life, my family life, my relationship, all that kind of stuff. It's just a huge, huge, important part of my life. And what I've realized is I wanted to hire a coach because I wanted to get the correct form. Speaker 2:     02:35       The reason I say that is what I've seen happen for, for me is I'll go in the gym and it becomes all of a sudden this testosterone infusion here because I've got A. I'm typically in there with my boys, so I've got four boys, my oldest chandler, 22 parker's 20 Christians, 17 in Jackson's 15 and all of them were blessed with these Adonis Greek Life God bodies where they literally just look at a weight and they just. Their shoulders pump up there just pumps up. I'm like, this is so unfair. It takes me 10,000 times the amount of effort to get any attempt of the results of these guys get, but needless to say, being the dad, I cannot ever admit defeat and so I've been in the gym many times with them where I'm like, I will lift whatever they lift just because I got to lift that number, that weight. Speaker 2:     03:25       And what I've realized is I typically have created a ton of bad habits of a form and Eric has always tweaking my form whenever we lift in the morning. And the crazy thing is it's not like a massive drastic change. Sometimes it's literally moving my shoulders or my elbows an inch, two inches, and then all of a sudden the weight drops. I'm like, what happened? I was lifting all this weight. He goes, because you're using the wrong muscles, you're not. That's not what this exercise is for, and my only reason I mentioned this to you is I want to make sure that when you're taking a look at your business that you're, that you're making changes along the way that you actually are learning. And yes, I agree. I totally agree. You got to practice and you've got to keep keep at it, but you got to make sure that what you're practicing is the right thing and the way you practice the right thing is by getting a coach the way you practice it. Speaker 2:     04:14       The right thing is by looking at the results that you're getting. Um, Julie. So I did the most amazing podcast the other day about funnel math. If you haven't listened to it, a check out Julie's podcast at the laptop lifestyle. I forget which number it was like 22, 23. Anyways, it's called funnel math. And the reason she, she did it was because funnel math. So often people get discouraged because they're looking at the wrong numbers. They're looking at the wrong results and they're judging their funnel based on on wrong numbers, and so she did an awesome job of going through and explaining exactly what are the actual numbers that you should be getting on. What's a good number for an optin, what's a good number for your first sale, what's a good number for an order form bump, what's a good number for an oto, how does that translate into a facebook ads and when do you know your funnels working versus that your ad costs are too high. Speaker 2:     05:06       So she went through all of that and the reason I mentioned this is that's why practice is so important because you're always reevaluating you testing, you're tweaking and if you keep practicing without evaluating where you're at, all that's happening is you're making bad habits permanent. Like for me, as far as weight lifting, I had some terrible, terrible form habits that I'm not tweaking and changing and I'm starting to see results which are, which is what everyone. That's the only reason we practice stuff as we want results on the other side things. Um, another thing I'm, so golf is one of the things I'm starting to get back into a years ago I asked you used to be a pretty decent golfer and then I had four boys and uh, since then I just, it's been 20 plus years of no golf and so we hired a coach and it's interesting again, it's the little tiny things where it's, it's the angle of the golf club not only at the impacting the ball, it's the angle of, of how you're bringing the club head back and the trajectory as it's coming through. Speaker 2:     06:07       A little little tiny changes and tweaks make massive, massive differences. But you have to have a coach. And the best way of getting a coach is to find someone who's already got the results that you want and modeled that. Russell's talked about this. A ton of Tony Robbins has talked about this. This is one of the things we are huge in a we. Oh Gosh, I wish. I wish you guys had all joined. Are One funnel away challenge. I'm sure we're going to be rolling this out again. Uh, so if you haven't, go to one funnel away challenge.com and sign up so you at least get the notifications of when we do this. So we did a 30 days.com, uh, where basically what happened was we went through and Russell reached out to people and said, listen, if you were to lose absolutely everything and all, and these were all two comma club award winners. Speaker 2:     06:52       People that made over a million dollars on funnel said, listen, if you lost everything and all you had was click funnels and your marketing knowledge, what would you do to get back on top in 30 days? And so each one of them came up with a plan and we put these plans together in a 564 page book. And what happened was as they went through the funnel, what they had the opportunity to doing was to sign up for our one funnel away challenge. Now the one funnel only challenge is Russell, Julie, and Steven. So Russell gives you 10,000 foot level. Julie breaks it down into a bite size pieces so you can actually consume it. And Steven is the executioner where he's literally every single day out there feeding, feeding the drum, making sure that you're taking massive action and more importantly that you're looking at what's working and what's not and you're making the changes. So again, go to one funnel away challenge.com. Sign up so you get the notification that we're probably going to open this up sometime in 2019, but make sure that you're getting that. So if you don't already have a coach, that's one of the easiest places to get one. Uh, another one is to find someone and go out and basically find someone who can hold you accountable. And sometimes that coach is just an accountability coach where they're literally just holding you accountable to doing whatever it takes. Speaker 2:     08:06       The reason for this you'll find is too often we get all, we got whole bunch of goals and a whole bunch of ideas and, and everything's set to go, but we don't take the action that's necessary. And an accountability coach is one of the best things you will ever have to do that. And again, this is where they're holding your feet to the fire to make sure that you're practicing. And then what's going to happen is then you can have, you can hire someone else to help you basically evaluate what's, what's taking place. One of the best things to do to help someone from an accountability standpoint is live. And I've, I've done this myself, actually got this tip from Russell that was, um, Speaker 2:     08:43       find a dollar amount that is extremely painful for you to give up for, for you might be $100, might be a thousand dollars, it might be 10,000 feet. And for some of you guys were listening to a hundred grand and you basically go and you find someone, you've set a goal and you find someone who's going to hold you accountable and you literally write them a check and you send them the check and they have it's made out to them and they can cash that check. If you don't reach whatever it is that you want them to hold you accountable for, you will be amazed where all of a sudden, if it was a goal to get up early in the morning workout, if all of a sudden you realize, listen, if I don't get out of bed, that's going to cost me a thousand bucks. You know what? Speaker 2:     09:21       You'll get out of bed in the morning and sometimes that's all it takes. So realize you've got to find an accountability partner or accountability. Partners are fantastic. Another thing is a mastermind. You don't have to join a expensive, you know, $25,000 mastermind and if you can't afford it or anything else right now, just find two or three people that you get together with on a regular basis where they're evaluating your ideas and your evaluating their ideas. You're coaching them, they're coaching you, and realize that as you're doing this, you're going to find that that accountability and that open mindset and as you start coaching other people, you will be amazed at what happens to your own, your own thoughts and your own abilities. So again, I started this off of this whole idea as far as practice makes permanent, so please understand you have to continue to reevaluate on a regular basis. Speaker 2:     10:07       What type of success that you're having are, is what is the practice that you're doing is getting you the right result and sometimes you're going to have to actually pay a coach to really help you get, get the results as I'm doing right now with regard to my form and those are things that are are critical and it's worth it. Don't ever. It always amazes me when people shy away from the expense of a coach. That's the investing in yourself is the most important thing. I wouldn't invest a dollar in the stock market or real estate or anything else until you invest in yourself first. You're the best investment is in new personally. By investing in you, you will find that you're able to make a ton more money to invest in the stock market or bitcoin or or real estate or whatever widget or gadget one invest in, but you got to invest in your very first investment is for yourself. Speaker 2:     10:57       So invest in yourself first, find a coach, finding an accountability partner, join a mastermind, do whatever it takes, and just realize that I'm just doing the practice by itself. That's not good enough. You've got to make sure that someone is evaluating that practice to make sure that what you're practicing is the right forum. It's the right technique. Take massive action, realized practice makes permanent, and if what you want permanent is perfection, you'll find that as you practice the right things, you actually will get it and it will become permanent and it will become perfect. So having an amazing day, getting so many different things happening right now. One of the things that actually is coming up, I've forgotten. I want to make sure if, if you haven't already signed up to attend funnel hacking live, please go get your tickets. Go to funnel hacking live.com. Speaker 2:     11:39       Register. Get your tickets. I would love to meet you there. Love to have you come up and say, Hey, I heard your podcast, Dave and your podcast is what got me to funnel hacking live, or whatever it might be. Anyways, whether it is or isn't what got to funnel hacking live, most important thing is get to hacking live, so we'll go get your [email protected]. Can't wait to see you guys. Thank you so much. Again. I appreciate everyone who takes the time to listen to podcasts. I know you've got a lot going on in your life. I hope I'm providing value to you. Please reach out. Let me know if I am a. You can connect with me on instagram and on facebook. You can email me. Uh, just let me know whatever I can to be to provide greater good or value for you. Have an awesome day and we'll talk soon. Speaker 3:     12:16       Hi everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get that next few 100,000. So we can get to a million downloads and see really what I can do to help improve and, and get this out to more people at the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or Speaker 4:     13:02       I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Joe and Matt: Joe Fier & Matt Wolfe are the co-founders of Evergreen Profits and absolutely love showing people how simple it really is to get seen online in competitive industries. They share their system of driving targeted traffic that turns into leads and sales to business owners who want to scale (but have failed in the past). They aren't an agency (they're pretty much the anti-agency). Having generated over $100 million for themselves and their clients, Matt and Joe pride themselves on helping other business owners who want to be seen,  and give great advice on affiliate marketing strategies and audience growth systems. Tips and Tricks for You and Your Business: Traffic strategies (2:30) SEO strategies (4:10) Creating content around affiliate offers (7:30) Using ManyChat as live chat (12:40) Funnel Stacking (15:50) Quotable Moments: "People want to be talked to as a human, not an automated bot" Tools: Yoast SEO EvergreenProfits.com/funnelhacker Links:FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Well everybody. Welcome back to funnel hack Speaker 2:     00:18       radio. I'm your host, Dave Woodward. You guys are in for a treat today. I have opted to have two amazing podcast host as well as guys who are absolutely crushing it. So let me know just to you guys, Joe and Matt Wolfe. What can the show guys? Hey man, how you doing? Thanks for having us on. I'm so happy to have you guys. So these guys are the cohost of hustle and Flowchart, which is an amazing, amazing a podcast. They've got cool, cool guys on there. I just know she had Tom Breeze on a couple of other guys. I've noticed obviously Billie Jean and the whole list. I'm like, Gosh, these events. Read them. Know a lot of these guys. Good Friends of mine. So it's a mucks. The most important thing that I want to make sure those guys who are listening. The reason I wanted to have Joel and Matt on today is these guys are almost anti agency and I want to kind of address why would, why we bring up anti agencies. Speaker 2:     01:06       The main specialty they really have is driving massive amounts of content. Also a of traffic, I'm sorry, using ads and content, podcasts being one of those content pieces, but one of the really cool things these days right now is they have this weird like super power of being able to be seen everywhere, but by the right people. Everyone these days talks about being seen everywhere. It really doesn't matter if you've seen everywhere, if no one cares about you, so we're going to talk today about is how to get seen everywhere by the right people, how to do affiliate marketing the right way, how to actually use ads, content traffic, so hold on tight guys. It's gonna be a fun podcast and super excited at both you guys on the show. This is our favorite topic is just kind of opening up some eyeballs to how traffic can actually be done effectively and not extensively and it's a super easy. Speaker 2:     01:53       Once you get that foundation layer, well do I know that's one of the biggest things most people struggle with is this feels like to do traffic. I got to spend thousands and thousands of dollars. I never know which dollar really works and which one doesn't. It's kind of proverbial going back to the old branding days and you know, 50 percent is going to work. I just don't know which 50 percent it actually is. So with that, let's kind of dive right in guys. So tell me what, where do we start? How does, where do you want to take this thing? All right, so you know, probably the best way to approach this. I'll kind of give a quick breakdown of our traffic strategy and then you can kind of pick it apart if you want and we'll just dive deeper and deeper into it. So the way we drive traffic, is it sort of a combo of Google ads, Seo and facebook ads? Speaker 2:     02:32       Um, so what we'll do is we'll create a piece of content around the problem that our product solves. So a blog post on our wordpress blog, we'll create a piece of content and we'll go to google and we'll find what people are searching for keywords around the content that our problem solves. We're not trying to sell them on that first touch. So for example, one of the examples I gave on a previous podcast was, um, let's say you have a home remedy for, okay. Um, somebody goes to Google and says a in, how do I cure heartburn at home? Right? Well, that person is looking for a solution to their problem. You put content in front of them with some tips on home remedies for heartburn. Now that they've used that content, they essentially raised their hand and said, look, we've got this issue. That's how we know that this problem is interested now, or this person is interested in what we have to offer. Speaker 2:     03:23       Now what we're gonna do is we're going to retarget the heck out of them everywhere. So they're gonna start seeing our ads to our product offering on facebook, on Google display network, on youtube ads onto Bula. Uh, you name it. We've probably experimenting with retargeting on those places, so the key ideas use google search ads so that people are searching for the problems that they have, put content in front of them related to that problem and then just retarget them everywhere once they viewed that piece of content. So that's the sort of game plan in a nutshell that, that we operate under and we do it with both our own products and with affiliate products Speaker 3:     03:56       in our podcast and our podcast. So I'm really curious because Seo is one of the things I just suck at. I've never done anything. You get this thing out. The whole idea as far as google content scares me. It's how do you, how do you really do this thing effectively without having to outsource all of it or do you outsource at all? So there's a combo. We do outsource a little bit. We actually hired some interns and have have a little team as well. We're lean and mean, so we're not a big company so. But it appears that we have this massive budget, which is really cool. It's only being shown to the right people. All these ads, so for Seo, we always use a yoast seo plugin for wordpress sites, so just the free version can do a lot for you if you just turn the all the lights inside the plugin green. I mean that's a good first step. I mean everyone should be doing this and we didn't focus on that for a very long time. We did that for about two months with all the previous existing posts and now what do you know? Organic traffic is the number one player for us. That's how we get most of our traffic. So the retargeting Seo while ast, is that right? Why O a s t a r y s t, Speaker 2:     05:05       yeah, and if you're not familiar with that plugin and essentially what you do is you install it and then we write a new blog post. It says what keyword you're trying to rank for. You plug in that keyword and then we'll give you a whole bunch of suggestions of how to optimize that post so that it ranks for that keyword. So you just kind of follow the list. If you follow the list, there's a little light that starts out red saying you're not optimized. If you follow the list, the light turns green and you're now on Speaker 3:     05:26       page optimized for Seo tools. I'd love to see. Yeah, I mean it's great for existing content. We're all sitting on a bunch of it, so let's optimize that and then you can go further with some new keywords. So how you guys didn't use that on your podcast Speaker 2:     05:42       and cast. We specifically try to rank for our guest's name. That's kind of our big game plan with the podcast is anybody who comes on our show, we want to be on page one for that guest's name. We want our episode with them to be on page one so people will search for, let's say had dave Woodward on our show. They searched Dave Woodward. We're ranked number three probably below your site and you know, maybe click funnels and some of the stuff you're involved in, but ideally we show up on page one as, um, an interview with you that people are interested in. They click into our blog, they click deeper into our blog, defined other, you know, other things, and then based on what they look at on our blog, we then retarget them with offers. Awesome. So you're taking that podcast, make a transcript out of it as a blog article, taking that blog article using seo yoast and other tools to then rank for that Speaker 3:     06:29       guess. Yeah, exactly. And we see it as a big segmentation tool. Any piece of content, no matter what you're producing, we just, she's podcast. It's easy for us. We have a system and it's multipurpose, you know, we can go across the web and upload a transcript to things like a medium, you know, or use that on medium.com. You can make them into slideshare, pdfs and then get traffic that way. So we're big into repurposing, but bringing it into our, bringing people into our ecosystem so we can let those retargeting pixels do their work. Speaker 2:     06:58       Yeah, I love it. Well, I'm really curious on the affiliate side of things because this is one of the things that people are always bugging me about. You know, at first obviously you click phones, has our dream car award winning thing, so you get 40 percent recurring commission plus if you get to a hundred accounts on a monthly basis, you get $500 a month for your car twitter accounts, you get a thousand. So we've always got people saying, how do I get a car, how do I get a car, how do I get this money? And one of the things people I struggle with trying to help people understand is there's more to it than just taking our current links and blasted him everywhere. You are just magical at really creating content around affiliate offers. I want to spend some time on that. Sure. Speaker 3:     07:37       Sounds good. Um, yeah, so we start with I guess our approach. We'll start there as we like to work with tools that we love and ones that we use in our own business so we can put our knowledge, our experience behind all the content that we create around that tool. So, uh, yeah, we'll, we'll usually also work with folks that we kind of know who probably have act like better the relationships we have with that affiliate offer, let's just say that helps the entire thing. So we'll start with creating content and we'll select probably the top five common objections and then from there, you know, that's where we can start pointing ads on Google for instance. And then, um, that's more or less our first touch from Google ads to a piece of content. And then from there we have pixels for Google, facebook, youtube, there's, I mean there's all sorts of different platforms you can retarget on. That's where we call it our cleanup crew. More or less, you didn't buy on the first touch. There's always a call to action inside the value giving a blog post there. But we know that it's gonna take multiple touches. So we feed the Pixel. That's what the guys like. Vince Reed, Billie Jean, all those guys, you mentioned a Tom Breeze, they're all big on feeding the pixel. I think that's the big thing. People have to get over it. Speaker 2:     08:50       Don't go what that means because we hear that term feed the pigs all the time, but I don't people really understand what feed the pixel really needs. Yeah. So if you want to do retargeting, which is, you know, you, someone lands on your website once and now they're cookie cookie drops onto their browser. That's the pixel that you would grab from a facebook or Google ad platform. Uh, so that would be the pixel we're talking about there. And for retargeting you can build this audience. So the Pixel is essentially creating this new audience of visitors who are engaging with your content. So basically the idea is you put a piece of content in front of people, your pixels on there, anybody who views this piece of content is going to see our other ads. So we want to get as many eyeballs on this piece of content as possible so that more people see our other ads. Speaker 2:     09:37       So that's essentially what feeding the pixel is so that our ads are being retargeted all over the place to more and more and more people. I love it. Super Cool. And I guess one little wrap a bow on that, a lot of folks try to get super targeted on, uh, the, you know, the platforms she feed the pixel, you're leveraging their algorithms and the, yeah, the rocket scientists that work at Google and facebook, let's leverage what they've done really well, feed that Pixel and let them do the hard work. Yeah, we'll follow up when it comes to advertising. We've actually kind of gotten in the habit of selecting less and less options inside of facebook and Google and letting facebook and Google optimize for us. So you know, we're going to start with some, some very broad like interest targets on facebook, you know, we may start with like digital marketing or something like that which has $20 million fans, but it's still pretty broad and then we won't set any other targeting and if you let it run for like a week or two overtime, facebook's going to start to figure out which of these people are converting and which aren't. Speaker 2:     10:35       And they're going to start putting more of the right people in front of your ads. So I love that idea. That is super cool, so on the affiliate side, because affiliate marketing is one of the most can be a struggle for a lot of people because they have so many other people competing for the same type of words. Everything else. What are some of the key things you guys are doing? I know you guys, first of all said you take is find out what are the five objections or things about what else? I think there's a lot of ways with affiliate marketing that we go probably way above what most people are willing to do, which is why we've been so successful at it. Um, you know, real quick, I want to make sure we talked about that kind of success because you guys are just your normal affiliate marketers who are making a couple hundred thousand 100 bucks, a thousand bucks or even 100,000. Speaker 2:     11:18       You guys are like seven figure affiliate award winning marketer. I mean, you guys totally get this thing right now. Eighty percent of our business affiliate marketing is our main income stream. We do sell courses and things, but affiliate marketing is our main revenue stream. Um, if you want to learn how we're doing it, that's what we have the courses for, but we make enough money doing what we do. So, um, so, so as far as affiliate marketing goes, there's so many things that we'll do. So, a, we always like to create a landing page so we're never going to send straight to our clickfunnels affiliate link. We're going to send them to some sort of a piece of content that maybe compares click funnels to other alternatives that are there, that explains the various ways we're using click funnels in our business, things like that. We're going to create a lot of content around click funnels and why you should want click funnels. Speaker 2:     12:01       So that's where we're going to drive our Google ad traffic to. Um, another thing that we do is on our landing pages, we always put a little mini chat. I'm not sure if you're familiar with mini chat, but a little of course chat Bot that basically will allow people to communicate with you over facebook messenger. We put that on all of our, all of our pages everywhere across the Internet. So if somebody's interested in affiliate product and they have a question, they get access to me or joe or one of our two team members that are actually in mini chat fielding questions. So we'll actually get into mini chat and close sales over mini chat of products that we don't even own. Um, now I'm want to stop you there because this is one of the things that people screw things up with many chat is they've had this idea as far as it set it and forget it type of approach. Speaker 2:     12:44       You guys are actually, that's one of the things I love about what you guys do. You guys actually using mini chat as live chat, which is something most people don't even consider. It's like, you know, I don't want to do that. I'm just going to set it up and let it run and whatever happens happens. So yeah, we used to use, which was kind of the same idea, a little button thing that said, hey, do you have any questions? They message us and then we'd go into the dark app and respond to people when the mini chat opened up the version where you can do the, essentially the same thing, but it goes to facebook messenger. We got rid of our can just put that on there instead. But yeah, I mean the first two messages are actual automated messages. Like, Hey, what do you need help with, you know, select one of these options that applies. They click one, maybe there's a link to like an Faq or a video or something. And then beyond that a real person jumps in and actually communicates. Speaker 3:     13:32       And we have a whole system. So this is, I'm happy to bring this up because no one is doing this, not even for their own products. And we've had a, we just actually spoke to Mike mcalary of profit first and he bought a product from us and uh, and he noted he was like, you do better customer service than the actual product owners do affiliates doing this because of the follow up. And people want to be talked to like a human, not an automated Bot. People mainly think it's about talking to them. I'm like, no, no, no, no. This is joe here. This is Matt and I'll even do. We'll sometimes do loom videos where it's a customized screen capture maybe a minute or 200 percent of the time. Ninety eight percent of the time people are like, holy crap, you just took that time for me. Like personalized and by then you're pretty much close. They're telling everybody else about their experience. So it's super cool. Not very many chats. Amazing. You can do a lot, but flipping it to be pushed. Personalized and humanlike I think is the key. Um, so deeper down the, the affiliate funnel, Speaker 2:     14:36       no, the list around every single product we promote. So we have a list of people that are interested in click funnels. We have a list of people that are interested in thrivecart and other tool. We promote pushcrew yeah, we do push crew notification. So when, whenever we want do a promotion, we send it out to our entire push crew lists. Um, I don't know. We actually have an affiliate marketing course. It's got 120 different ways to promote products as an affiliate and if you just did them all, I mean there's no reason you can't make six figures a month doing it. Okay, so stop right there and tell people where they can get that because I've known them. People are going to go crazy. So how do they actually get that course? So that would be the best places to go to evergreen profits.com/funnel hacker. Speaker 2:     15:16       So you'll get a book actually, it's a little free book for the coastlines that all this traffic stuff and you'll have an opportunity to see the affiliate course and it's a piece of. It's a piece of a bigger funnel. We'll say that, which again, I want to make sure people understand. I think it's one thing I love about what you guys do is this I refer to is funnel stacking where they come in one funnel and they literally get stacked and layered and that layering is what allowed you guys to really crush seven figures as affiliates. Which is phenomenal. And I think too often people think that I'm going to create one funnel and it's just going to take care of everything for me. So explain kind of how your, how your funnel stacks work. Yeah. So everything is content based and we love to, you know, start with content and interest. Speaker 2:     15:58       Kind of like what Matt was lining out with, uh, you know, we'll have either topics around a specific product or maybe it's podcast and our case and we use that content to segment folks into these different funnels. So these are all different followup sequences based off of the type of content they just consumed. So they'll have, will have an email follow up sequence. Pushcrew has its own kind of marketing, a mini chat has tags as well, so we have the opera and then obviously have the pixels, the different ad networks that are going to show irrelevant affiliate offer or maybe it's additional training and other podcasts we want people to listen to. So that's the idea is using content to kind of leverage where we want to take them. We're personally choosing to go based off of the content. And then as far as far as like the actual funnel elements, you know, I don't want to say this is easy to do, you know, it's kind of a simple concept, but it's not easy to set up everything we do. Speaker 2:     16:53       So one of the things we do is we actually have a split test running all the time on all of our pages. So even when we're promoting affiliate products, let's say we have a landing page that promotes click funnels, I'm going to have two variations of my headline on that page going at any given time or two variations of our video explaining why you should get click funnels or two variations of the button. There is always, always 100 percent of the time I split tests running on both our landing pages and our various ads that we're running. So we're just optimizing, optimizing, optimizing. And I've just, I'm never satisfied. I've got some ads in Google where we're getting percent click through rates on them and I'm still trying to optimize them up into better click through rates. So that's awesome. Matt, go ahead. I was curious as far as when you're doing a split test, how, how often are you changing it? Speaker 2:     17:39       Because the problem I run across people that say I'm going to split test. I do, they set it and they forget about it. It's like dude, you're not doing anything with that. So split testing, so use vwo visual website optimizer to run our split tests and I actually I check in on them once a week, but it really depends on the amount of traffic going to a landing page. Some of our offers get a lot more traffic than others. You know, we've got paged at some pages that will get up, you know, a thousand visits a day on them. So those ones I can legitimately optimize on a once a week basis. Some of them, you know, they'll get a thousand visitors a month so I'm actually, I'm checking on them once a week but I'm actually only going in and making a new variation once. I feel like I've got enough data to really justify a new variation. Speaker 2:     18:20       So you know, so man, do you feel like a thousand is enough? Is that Kinda the magic number? It has got to be technically, I think if you were to talk to like a real hardcore conversion rate optimization guy, he would say that's not enough. Um, for me it's been working. It's been working. We're seeing incremental growth every month. So I'm, you know, I'm happy with the results we're getting out of it. That's the key thing that we had the Aha this year is I think as a business coach and said, okay, look at the little indicators that you have in your business, like conversion rate, uh, you know, traffic numbers, all of that. If you can increase those little bits, that little bits every week, I mean, just look at the compounded effort over 12 months and then look at where you're going to be over that span of time. Speaker 2:     19:00       You will, I mean conservative things about tripling your revenue. Now, you know, if you're just slowly doing just that and then optimizing your ads as well in the same way. And it's not rocket science, you just have to have a really solid offer or multiple offers. And then just do these little small, monotonous tweaks that, you know, it's not starting something from scratch, but as entrepreneurs love doing, staying in your lane and going, oh yeah, that's been a big Aha for us is just the small incremental improvements week over week, over week, look at it over six months. And you went, wow, how did I get from there to here? So how do you guys deal with the whole shiny object syndrome? Because you guys are getting a ton of offers in front of you guys all the time. Speaker 2:     19:41       The best people to ask on that. Matt had been in business together for like 12 years now, which is crazy. He's like my other brother I never had. So we have a similar brain. It's different, but this year I honestly, we, we hired a coach and he told us to stick with the plan for like a year minimum. And that's where I went into the optimizations. That's where we went into a very deliberate mood on what we're doing. Each week. We've even kind of cut down our work time because of just personal things we want to do rather than sitting behind a screen. So we'll, I'll say, I'll say the times, the most difficult thing that gives us shiny objects syndrome is we have a podcast as well, so over the last year and a half since we started this show, we've interviewed 112 people now and every single person has good ideas, so that's where our tiny object syndrome comes into play is we'll get off an episode with somebody and go test that and then like we'll talk to, you know, one of our mentors and they'll be like, no, stay the course, you know, verbally slap us. Speaker 2:     20:40       A mentor works getting super clear on what we're doing now. And then what's the, what's the infinity project? James Schramko calls it like this thing and you're always kind of working on what your team is and that's worked for us. Yeah, no, I love Schramko's infinity project. It's a great, great analogy. He thinks he's a great guy. Yeah. So I'm really kind of curious as far as I'm sitting here going massive shiny object syndrome with a ton of affiliate stuff and going, okay, so evergreen.com four slash funnel hacker. I got to see who's going to go ahead and actually go through all 120 of those and put those in place so we can do. Let us know. We'll give you something cool. If you do that and prove that you've done them all, it'll be good. Yeah, I mean that's. That's the cool thing about affiliate marketing I guess that we want to. Speaker 2:     21:29       It's a great bolt on. You don't have to just do affiliate marketing. Do you have a solid offer that you feel like you're still leaving some things out that you can then leverage someone else's offer product or service or even brokering a deal? We've done so many of those and that's the thing. It all compiles up into more profits based off of what you're already doing. So bolt on. I think that's a good little like, oh, that's it. One of the things you guys made mentioned, which I don't hear too many people talking about these days and that's Taboola. Do you wanna explain what to Bula is and how you guys were using it. So taboola is what's called a native advertising platform and essentially what it is is if you ever go to some of these bigger sites like CNN or Msnbc site, you read some news and you scroll down to the bottom of the news site, it'll say you know, also recommended and there'll be some little ads and usually they're very like click baity looking ads with the image. Speaker 2:     22:21       You can't really make out what they're doing in the image. And they're like, you know, wait until you see what this guy did after he ate a pickle or whatever. And you're like, oh, I need to click on this. What is this? Right? So you see these on these big platforms, these new sites, and it's down at the bottom and they call it native advertising because it looks like it's native to the site. It looks like, like you're clicking on more internal content on the site, but when you click to it, it's, you know, an external site and the extent of what we've really experimented with is just purely retargeting because the idea being if they view a piece of content, we want them to see us in as many places as we can possibly put ourselves. So there'll be a piece of content. Maybe the content is around, you know, click funnels, here's all the way we use click funnels and now all of a sudden they're seeing our ads to our landing page about clickfunnels. Speaker 2:     23:08       They'll see them at the bottom of an MSNBC page. They'll go to somebody's blog, they'll see it on Google display network, on the sidebar banner. They go to facebook, it will be in their feet. You know, it's just part of being everywhere. And so our budget for it isn't very big. We don't get just a ton of impressions on that. We might spend $7 in a month on it because it's a very low volume play, but it's part of that branding thing is part of that psychological thing. We're holy crap, I'm seeing these guys everywhere and that's what it does for us at least. I love that. A two bullets. One of the things we're starting to play around with ourselves. So I, again, I haven't heard too many people playing around with it says, cool, you guys are using it. Yeah. Yeah. And it, it's, it's great for feeding the Pixel to um, you know, we tried to put some of our content, the same kind of content that if somebody searched google, they would see those blog posts. We tried to put that in some of the native ad platform stuff and put some like click baity links just to feed the pixel. And what we noticed was the time on site from those people was like three seconds long. And we're like, okay, these people are clearly not spending the time required to be a good prospect. So we actually cut out all cold traffic from taboola and just made it purely a retargeting play for us. But their dive back into it in the future, I'm sure we will. That's the key. Speaker 3:     24:20       Just be on his men. If you have, you know, the access to all these platforms and can just do retargeting, why wouldn't you just place that Pixel on your site and let it do its work? Keep an eye on the budgets, you know, make sure you're not spending a boatload of money but, but the branding play, you know, it's what five to seven touches is the average. They always say, for someone to make a conversion, well might as well do it this way. That's how we choose it. Speaker 2:     24:41       And I mean with the, with the risk of sounding like I'm kissing butt a little bit, something like click funnels makes it really easy because once you get something one of these funnels that works really well, there's a little button that says, clone your press that button and you do it all over again. Wonder how we do that landing page, that evergreen product. I love it. So obviously one of the things you guys are magicians ad is making sure that you're seen by everywhere, but most importantly by the right people everywhere. And I appreciate you guys spending time with the state as we kind of get close to wrapping things up here. Joe, Matt, anything else you guys want to leave with our audience? I think Speaker 3:     25:16       the big thing is, is just the Aha is, is think about how you can bring all these platforms and let them work together. A lot of folks try to keep things. I'm a facebook guy, I'm a google guy. Well, why not be everything you know, and focus on your input where, where, where's the best input they could bring those qualified eyeballs to your ecosystem. And then, you know, let the magic happen with the platforms. Speaker 2:     25:39       That's the big thing. I mean, you pretty much covered it. Um, you know, and, and we do the same thing with the podcast. We didn't really dive too deep into it, but with the podcasts, um, you know, that's the podcast could be huge. If anybody who's thinking about doing a podcast, I'm always blown away with the excuses. People don't, they give for not having a podcast because it's probably been the most impactful thing we've ever done in our business. But you can do what we call our invisible podcast funnel where essentially people listen to an episode and then once they listened to an episode of, let's say we had a, a creator of a software product on the podcast, we can interview that person than anybody who listened to that interview. All the sudden we can now retarget them with that person's. So it's just a real quick way to use and monetize a podcast through, you know, that that's essentially them raising their hand and saying, I'm interested in this because they just spent an hour with me, Joe and the creator of the product. Speaker 2:     26:34       They're going to start seeing everywhere now. So take for example, you guys had me on, if you have me on your podcast, you didn't win target click funnels because we'd be talking about click funnels and everything else. And then you're going to have your affiliate link type to see all those ads that we send them to a landing page. We wouldn't, we'd never really linked straight to an affiliate link. We would send them to a landing page. That way we have the opportunity to, to, um, capture him on an email list and give some reasons why you should get it through our link and maybe offer up some bonuses and things like that. Uh, but yeah, that's exactly what we do. We would put our landing page for clickfunnels in front of anybody who listened to our episode together. Yep. Oh, such a cool idea. Speaker 2:     27:12       We should probably do that. I'll probably do that. That sounds fun. Anything else guys? Again, thanks so much. Yeah, just everybody. Evergreen profits.com/funnel hacker. You can go down the rabbit hole and learn a little deeper and that's going to get something. This book right here, it's called, um, the evergreen traffic playbook. That's the book that will give away for free. We'll give you a free digital copy [email protected] slash funnel hacker. There you go. Awesome. So guys, again, check it out. Evergreen profits Dr. Com, forward slash funnel hacker. So again, evergreen profits.com, forward slash funnel hacker. They're kind enough to give you guys a free copy digital copy of the book. And most importantly, you then get a top into their funnels and see how you get retargeted literally all over the entire world online and take it down and follow exact what they're doing. So again guys, thank you so much. You guys are amazing. It's always fun talking to you guys. We'll talk soon. Speaker 4:     28:11       Thank you. Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Why Dave Decided to talk to Alex: Alex Charfen is co-founder and CEO of CHARFEN, a training, education and membership organization for entrepreneurs and small businesses. Alex has dedicated his life to answering the question, How do you make business grow? which evolved into a larger calling to understand How do you help people grow? Listen to Alex and Dave talk about Alex’s Billionaire Code and the 4 Rs of organizations to figure out exactly where you business currently stands and how to excel to the next level.  Tips and Tricks for You and Your Business: Why you can’t sell your way out (3:00) The Billionaire Code (9:00) The 1,3,7,1 Levels (14:00) Time Inventory (22:00) The 4 R’s (24:00) Quotable Moments: "When you make that transition from me to we, you have to change who you are as an entrepreneur." "There is a difference between having a product and having a business." "Your success is the sum of what you focus on." "Your business is broken and if things go well, it always will be." Other Tidbits: No business is perfect,  you want a system and team that is adaptable. Embrass issues in your business and that’s how you grow. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back. Speaker 2:     00:18       You guys. I seriously. I'm so excited for you guys to hear this podcast. This is a guy I have the hardest time getting. I see them all the time. We talk all the time, but to actually get enough time to have a focus for a podcast is next to impossible because he's literally building million and billion dollar brands. And with that I want to introduce and welcome back to the show Mr Alex Charfen. Alex, welcome. Thanks Dave. Great to be here with Humana. For those of you guys who don't know, Alex, it is. You're the honesty. I, I haven't. Rustled hasn't even been on more than once. So it actually, you're my first third time one. Actually, this is really cool and honestly I, for those of you guys don't know Alex, first of all, I'd recommend you go listen to the momentum podcast. I actually, the first time I met Alex was at genius network and I was so mad because he was giving out a limited supply of 500, literally numbered 500 of his entrepreneurial personality type books and it gave one to Russel and I'm like, dude, I am never going to get that. Speaker 2:     01:17       Russell doesn't give out his books, so that was like a gone deal and unfortunately been able to get a copy, but this is a guy who is literally helped thousands of entrepreneurs and a ton of my personal dear friends get over some of the struggles they have is as an entrepreneur to actually build a business and I think the key here is helping people really understand what it means to really build a business instead of just having a product. Now I know I've been to a ton of talking, but one of the things we're going to dive right into it, I am so excited about and that is this whole concept of why, in fact, first of all, before we dive in, anything else you want to say about how amazing you are, Alex? No, Dave, I just, Speaker 3:     01:51       I really appreciate you having me back on. You and I always have a lot of fun and I love the clickfunnels audience. It's like it's my favorite podcast audience if besides my own, and it's absolutely my favorite live audience, so I can't wait to speak in funnel hacking live this year. Speaker 2:     02:06       I am so excited about tickets. You should buy tickets. Seriously. If you haven't bought a ticket, go to funnel hacking live right now and go buy your ticket. You should be there because if you're not, you're going to Miss Alex and this is. This is your third time. It's my third time, but I want everybody to understand. I've been to have been to three funnel hacking lives. I missed one because the tickets sold out, so don't be like me like I, you know, I spoke three years ago. I missed the next one because there were no tickets left. We always sell out. So get your tickets. Go to funnel hacking, live back on right now and get you buy your ticket. I'm one of the topics. Alto, the great thing that Alex, so you could literally talk about a ton of different things. He's one of our two comma club x coaches and people absolutely love everything he does. Speaker 2:     02:51       He's a systems guy and understands people and more importantly what it takes to really build a business. And I think that's why I wanted to make sure I them on this time is we want to talk to you about this topic that has come up quite a bit recently and this whole idea as far as why you can't sell your way out. And with that I'm let Alex kind of talk a little about it and I'm going to come back and tell you a personal story here. But Alex, let's kind of. Let's dive more into this as far as why is it that you feel you can't sell your way out? Speaker 3:     03:20       So Dave, I want to give a little background to this. So I, you know, I've been a part of a lot of different groups in masterminds and one of the groups that I was in awhile ago used to have this same like you can sell your or market your way out of any problem and every time they would say that to the people in the room, I'd get a pit in my stomach. I get physically uncomfortable because I know that that's absolutely not true. Now you can of a lot of problems, but if you have a delivery issue and you sell more, you're going to have a bigger problem. If you have a ton of leads and you don't have a good sales team, you're going to have an even bigger problem. And so there gets to this point where you have sales and marketing or how you launched the business. Speaker 3:     04:01       Operations and processes and systems and putting the right people in the right place. The right communication in place and the right systems in place is how you really grow a company. And I think that's something that nobody really talks about because it's a lot of fun to talk about sales and marketing. But one of the reasons that I have so much respect for Russell is that he's building a real organization, a real team, and it's growing like crazy. And the reason is there's like 200 of you who are making click funnels grow and you know, if Russell early on had said, I'm just going to focus on nothing but marketing and not build the team, not build the organization to be anywhere near where you are today. Speaker 2:     04:36       I appreciate that. I can say that is a lesson I had to learn the hard way. Uh, I've had a ton of different businesses over the years and, uh, one of those businesses I, I really thought because I had heard that saying that from the exact group that you mentioned, and I thought, you know what? I don't have a problem. As long as I can sell my way out, there's an I know I can market, I can sell, I will just, I'll just, I'll just put so much more massive action into this thing and I will solve every problem just by selling more and marketing more. And that in of itself will take care of everything. And what it ended up doing basically was land in the almost on the streets of the bankruptcy court because I had sold a whole bunch of stuff that I then couldn't fulfill on or I couldn't fulfill fast enough. Speaker 2:     05:20       And then all of a sudden I started getting refund requests. I'm like, no, you can't read. You can't know that. Okay, if I'm going to get a refund, that means I've got to sell even more. I got to sell to replace the one I just lost plus get more money in. And it literally just became this downward spiral, which I know is kind of a weird topic for us to be talking about here when we're talking about funnels and everything else. But what I really want to make sure you guys understand is how important these systems really are. We were wrestling with in a couple of weeks ago, we were joking around about we sold our way real fast to 10 million. I mean, it was real quick and we actually did a pretty good job of even selling in the first two by the time we hit our end of our second year, our third year, we're at over $30 million and that was where we started realizing, you know, and we fortunately had, we had people in place but we didn't have systems and that was one of the big differences. Speaker 2:     06:11       There's a huge difference between routine and having people in place and we were fortunate we have a very, very strong culture inside of our organization as well as a long with our customers. But the biggest problem we found is we didn't have the systems for those people. And again, we had always focused on hiring a players and we'd always focused on making sure that we had great people around us but the systems was, was our downfall. And that's again, when things you've talked so much about. So with that Alex, I want to kind of dive in more and help people understand what exactly. I mean this whole billionaire code you talked about. I remember the first time you laid this out to me, I just freaked out. I was like, oh my gosh, where's Alex? Ben? For the last 50 years in my life, I only heard about this and seen this because it, it literally applied specifically to every time I looked at all the business I've done over the years, every time I had one that didn't go well or had a problem with a partner, it was because of every single thing that was in your, in your code. Speaker 2:     07:08       I mean, it literally. It was like crap if I'd only known that. So I had learned through the school of hard knocks. So in the next 15, 20 minutes I'm going to have alex as he poured his heart and soul out to you and basically give you as much as he can. Speaker 3:     07:20       Yeah. And so, and here's, here's here. So first the billionaire code, the billionaire code is, is a matrix that shows the nine levels that it takes to go from zero to $100,000,000 and exactly what you should be focused on along the way. And today, you know when, when, if anybody who wants to can go to the billionaire code.com and you can download that Matrix, it'll show you exactly what it is. In fact, you can go to my podcast episode 180. There's 20 episodes, did spell out the entire billionaire code. And if you went to funnel hacking live, you can go watch the presentation from last year because I did. And what we all need to understand though, is as you ascend as an entrepreneur, once you get to around a million dollars, and this is why it's so important for this audience because right when you're hitting the two comma club, you make this massive transition as an entrepreneur from me to we like a lot of entrepreneurs can, can overclock it. Speaker 3:     08:15       They can push themselves up to 2 million, 3 million, 4 million without a team. But it's tenuous and it's hard and it's difficult and it feels really precarious. And when you make that transition for me to change who you are as an entrepreneur, you know, I tell people that in order to grow the business you want, you have to become the person who can run it and if you don't have the business you want, you haven't become the person who can run it yet. And the major change there is making this transition from being an entrepreneur centric you, to actually building the team, building the organization. And for us, the way we coach it goes in three different places. It's putting the right people around you, doing the right things, recruiting the right members. It's using the right processes so that there's a process for everything in your business, including how you communicate and focusing on the right projects. Speaker 3:     09:04       And the billionaire code gives you exactly what projects you should be focused on each level of development, but then you have these two levels level. Putting the right people in place and the right processes in place. And the biggest deficit in most entrepreneurial businesses is in the people department with process. Because here's what most people say when they work in an entrepreneurial business, we don't know where we're going. The strategy changes way too often and nobody communicates with us. So if you can solve that, your team knows where they're going and there's consistent communication. Your Business will explode. And like you've said, you know, we've taken even some members of like the inner circle who have had really fast growth businesses, but we add those things, three things, the right people, the right process, the right projects, and all of a sudden you've got a $10,000,000 business that goes to 50 million within like 10 months. So it's been cool. I honestly, I think one I can, we can talk about just recently I was literally just within the other day was and Ryan. Yeah, what an incredible difference. So I'll let you tell their story. You know that an ideal even. Well. So Brad and Brad and Ryan at Atlas. Well financial. So it's um. Oh Man. I always say I'm Brad's last name wrong. It's Brad and Ryan Lee. Speaker 3:     10:20       Crap. I always want to say Brad Cobb, because I grew up with a kid named Brad cops. So anyway, right. And he noticed like, I've told him this every time I say your name, I say it wrong, but um, but they're phenomenal entrepreneurs. I love the two of them. And we started working with them about nine and a half months ago and when we first started talking they were considering doing something else. Getting out of the atlas was walking away from it because they couldn't figure out how to make it work. And we sat down, we structured a structure to a plan where they were going to put the right person in place. So they got, they went out and got an executive assistant and then we started really planning around how they were going to both act in the business, what they were going to do in the business. Speaker 3:     10:58       And we created a forward looking strategy and they took that strategy and they went from about a $1,000,000 business to in about a nine and a half month period, a $3,000,000 business. Now they're well over $3 million. And they have some months where they're run rates over $4 million and I just had a call with those guys this week. They went from a two person team to a six person team there now in and now they're in the place where they're doing everything. They're now getting back out of the strategy there. They're moving, they're ascending again, going from one to three now they're going to go in and go from three to 10. But here's what's so important about this. The business that they had had that potential, it's just they didn't have the right people in the seats, the right processes in place, and they weren't focused on the right projects. We flipped that and immediately they go from one to 3 million and anybody who's listening who's in that two comma club range, it's crazy. If you've gotten there, you'd be blown away. What happens when you the right systems in place? Speaker 2:     11:55       It's an honest. It's one of the things I've loved the most. I'm joking around just before he did the recording as far as an email, we had to send out some of our subcontractors and it was kind of funny just because, uh, I've looked at that, the success of, you know, one of the great things about our inner circle is russell is a genius when it comes to the sales and marketing piece and I've seen a lot of our inner circle members of that, a lot of success in doing that. And it's been interesting as they've worked with us as well to then see the system to get in place and it's. And it just takes it to the next level. And I think the best part, the part I like the most is once you have the system in place, that's when you can go back to the sales and marketing and you can totally pour the gas on it. Speaker 2:     12:34       You know, when you do that, you. That's where you see that astronomical growth. And the hardest part for most of us as entrepreneurs is we get so focused just whatever our skill set is. And for me I'm a driver. I'm just always going to drive. I'm just going to push. I'm gonna push. I just believe I'll make something happen and I know even for Brad and Ryan, they were sales guys and financial services. You may have always in the financial service industries think I'm just going to sell, sell, sell, and they just get burned out. After awhile. You're like, I've been just busted my button and yeah, and money's coming in, but it's not growing. I think that's the part I want to make sure people, you guys are listening to this, understand there's a difference between having a product and having a business. You can start off selling a product which is great and it's one of the great things about click funnels is you can take that product and all of a sudden that product you can turn that. Speaker 2:     13:22       I look at Natalie Hodson. I mean natalie had this crazy, crazy product that I hit the two comma club selling a $37 Ebook, which is just astronomical. I mean you got to be, you don't have it upsale, you don't just have a $37 ebook but you did it. But again, the cool thing for me is I take a look at where she's at now. It's because of the people she's brought in. It's because of the system against you could sell and she could mark it and she did an amazing job and she got to that level. But to get to that next level it requires the things you're talking about. And so Alex, if you don't mind, if you could help people. Let's take a step back. There's a lot of, you and I have talked a lot about this whole idea as far as one, three, seven, one meaning $100,000, 300,000, $70,000, million, $3 million, 7 million, 10 million, 30 million, 70 million, 100 million. And at each of those tiers it kind of fits it a little bit. Kind of along the lines of your billionaire code. Yeah. And as people are in those different levels, what if you could kind of target those people who right now are under 100,000 and tell them what they should focus on and then from those people who are in that $3 million and then the million above, you don't mind. Speaker 3:     14:27       So if you're under 100,000, here's the biggest issue for most people that are under 100,000, you haven't decided who you're working with yet. You haven't gotten really clear on your market. I mean if you're just starting out, there's two things. It's one personal. Your personal skill sets, your habits, your routines, like are you as a human being ready to own a business? And for most people the answer is no, they're not doing the things that they need to do. They're not forward planning, they're not strategic planning, they're not clear on what really want. And then second, are you clear on who you want to serve? Once you get that covered from 100 to 300, it's how many leads can you generate? And can you lock in lead generation? Can you get that population coming towards you? Then from 300 to a million, it's building the system so that you can deliver and making sure you can deliver consistently and convert sales consistently and then from a million to three you have to not only build systems around what you do well, but then you have to build a team around what you do well and then now it gets interesting when you get to 3 million and you're going above three. Speaker 3:     15:23       That's a transition where your ability to lead a team is almost exclusively what is going to help you move forward. For most entrepreneurs, and I think what happens is a lot of entrepreneurs get there and they don't realize you have to make a full transition from doing everything yourself to having the team do it with you and it's not just having the team do the things you don't want to do anymore. It's having a team do most of what you do well and that's why I gave the numbers don't lie. The numbers of the United States are crazy. Check this out. There's 29 million businesses in the United States under a 100,000, $22 million under a million 25 million. So when you are. Sorry, 26 million. So when you look at the population of businesses in the United States, 26 million are under $1,000,000 out of 29 million and so the numbers don't lie. Most entrepreneurs never get there. If you get over a million dollars, you're part of the three percent club. Three percent of businesses overall that are ever started getting to a million dollars or more. That's why clickfunnels is so crazy because the fact that click funnels isn't just like the fastest growing business I've ever observed and one of the craziest Unicorns that's ever out there, but it's a million dollar business factory. I don't think that's ever existed in the history of the world before. Speaker 2:     16:41       No, we've again, it's because of people like you. It's because of a lot of. We have over right now. We were, in fact when you were in her office, we were kind of counting and as far as on the walls, the different plaques. So we're now just cross over 373, two comma club award winners and we just got our 27th application for eight figure awards and so you started adding all this up and I forget what the actual number was you and I came up with when you're in the office, but I mean it's literally billions of dollars a business that's been created and I think the part that I loved the most, especially as you take a look at your billionaire code, is the ability for a person who wants to move. And again, not all entrepreneurs do. They you get comfortable and there's nothing wrong with that. Speaker 2:     17:25       But for a person who really wants to get to that next level, whether it's from 300,000 to $700 from a million to three or from 3 million to 10, for those who really want to do it, there are people like you who can help you actually make that kind of thing happen. And I think the part I'm most excited about as far as clickfunnels is we've been fortunate to attract people like you and others and who it. Because they're here, it's becoming this magnet magnetism of others who all of a sudden come to clickfunnels. And I was literally just buying a domain and the company I was buying the domain from my. Anytime I buy a domain, I never tell them who I am. Speaker 2:     18:04       I've learned that you could ever get an email from j Levi Parker, that's kind of mine. Chris Brown. So it was funny because, um, we finally negotiated the terms and then his secretary was a big financial service company and they own this domain that we really wanted. And she finally says, now what's the email? And I told her the email. She goes, what's your name? I said, oh Dave. She goes, why is it j? Levi Parker? I'm like, Oh crap, I totally screwed that up. My name, here's my real name. And she goes, wait a second, hold on. And she puts me on the phone with the CEO who were buying the domain from. He goes, is this Dave Woodward from clickfunnels? I said, yeah. He goes, we love click funnels. And I'm like, Oh my God, I'm glad to know that now. But you'd probably charge more if you. Speaker 2:     18:54       He asked me and I'm glad that we didn't find that out up front and they actually did ask for a free click funnel hacking live ticket and the negotiation. But uh, no. My only reason I'm saying that is I think it's interesting as you take a look, this was a financial services company and I never would've thought click on those would apply to them. But again, these guys they're doing that this year it'll be about 12 to $15 million and they're using a product and yet at the same time what has got them there is people and systems. And I think it's one of the greatest skill sets that you've offered to so many other people. And I want to make sure that people who are listening, you've mentioned already the billionaire code. So if you want to go to the billionaire code.com and download that, highly highly recommend it. Speaker 2:     19:35       It's one of the greatest things out there as far as really the part I love most. Alex is in one sheet of seeing from zero to $100, million and little. You can find out where you're at and the part I like most about it is you could be, even though it's all columns, rows and columns, but all of a sudden you might be in one column but in a different role and you go, wait a second, I'm behind in these areas and you see where your weaknesses are and because that you're able to make those changes super fast. The other thing is if you didn't, if you haven't heard Alex's billionaire code, if you get a ticket funnel hacking live, you actually, we will send you the recordings from last year and I. It's one of my favorite presentations to be honest with you. I love anytime you speak, you have this unbelieve seeing you on stage. Speaker 2:     20:18       As much as it's cool watching you here and we're doing this podcast, but seeing you on stage, it's a totally different element. You are. You just come alive and it's the coolest thing for me to see because you pour so much into the audience. I mean, you're, you were born to be on stage. It's the coolest thing ever because of the way in which you give and you care so much because you connect so much better with the people as you see them. It's just you have this personal relationship with them. It's really a neat thing. For me. I'm, I'm, I'm a, I'm a complete introvert, like in real life. But um, I learned very young how to speak Speaker 3:     20:48       it. I love public speaking. It's one of my favorite things in the world. This is what you and Russell at the same, same exact way. Total introverts. You put you on stage and oh my gosh. It's like nobody believes I'm an introvert, but you know, I, I used to have a debilitating stutter. I had. So for anybody listening who's like, oh, I don't think I could ever speak on stage a lot. Younger English was my second language. So I had a crazy accent that I used to get made fun of for in school. I used to stutter because I was really, I had a hard time talking in front of people. I'm dyslexic, so if I ever had to read in public, it was really hard. It sounded like I didn't know how to read, but it was just the words were moving around on the page and um, you know, I, I learned how to speak in high school with my speech coach and getting the opportunity to speak on a stage like click funnels, funnel hacking live. Speaker 3:     21:38       It's crazy. There's so much energy in that room when you say you build a relationship with the audience in that room, they build a relationship with you. Well, thank you. Love 5,000 people that are dying to have a relationship with you, Alex. so one thing I'd want to make sure we touch on, and I think because it applies to anybody, no matter where they are in your billionaire code and that is your time study. Yeah. Kind of going into that real quick. Only because I was the worst person in the world on that and I hate this, but it's a life changer. So this is, you know, I've been a consultant for over 20 years and I use strategies that work and it doesn't matter how difficult they are, it doesn't matter how confronting they are. To me, it's how do we get the biggest result with the least amount of time and one of the things that we, we inventory as entrepreneurs is money. Speaker 3:     22:22       We all like we look at how much money we're making but we don't really look at what we're doing with our time. And so how do you inventory your time, take that data and improve what you're doing with your time. Because at the end of the day, your success is the sum of what you focus on. And until you can inventory where your focus is, you don't know what's really going on. So what we have people do in our programs and in our company like Haley right now, my assistant is doing it, two wait time study. She writes everything down that she's doing in 15 minutes and then commence. And anybody can do this. You write it down in 15 minute increments for two weeks. And what will happen is in the first couple of days, you'll already start modifying your behavior, but at the end of two weeks, right at the end of two weeks, you'll have a full inventory of where you spent your time for a two week period. Speaker 3:     23:07       And then here's what we have people do. Go through that inventory and mark, was it strategic or tactical? And as an entrepreneur, the more time you spend in strategy versus tactics, the more you're going to grow your business. And most entrepreneurs are over 90 percent tactical in any given week. And for me like this podcast with you, this is strategy. This is strategic. I'm the only one in the business that I would want to have do this. But setting up the time for the podcast, setting up the appointment, put it into the calendar, all those things. Somebody else did all of that for me. I just showed up and click the button. And so at the end of a two week time study, you really know where you are. And I think, you know, I, I often share with people your story that we were talking and you were asking me for strategies and then I shared the time studying and you're like, okay, I'm going to do that. And then two days later I get a voicemail where you're like, I just want you to know I kind of hate you. Speaker 2:     23:58       I totally, I really do that. Oh yeah. And I think the other part I do want you to talk about, and that's the four rs I'm going through right now and I'm creating for ours, for my, my role here at click funnels. And it's been fascinating for me as I've been doing this. As I look at the four rs with my time study, it totally changing the game because I'm like, oh my gosh. Even though that is what I'm classified with, strategy, I don't need to be the person doing that strategic thing and I can have someone else do it. Which was kind of, it was mine. Again, I'm still struck. I haven't completed my forearms right now. I'll have it done by tomorrow, but it's been fascinating for me to see that a lot of things that I thought I still needed to be doing, I don't. So if you don't mind, can you explain what the four r's are? Absolutely days. So, um, you know, Speaker 3:     24:49       in most positions in the world do you have a job description and a job description is usually like one or two paragraphs describing what somebody does in a role in our organization and the organizations we coach, we found one or two paragraphs woefully inadequate. And what we want to be able to do is give somebody a very clear idea of exactly what we want from the person. So whether you're recruiting or managing a team member, we use what we call a four r document, its role. That's where most job descriptions start. Stop. So we have a paragraph about the role, then we have responsibilities. What are the exact responsibilities that that person has? Then the results, what results is that person driving? And then the last thing is the requirements. And so for example, for a salesperson, you might have a rule that says, you know, this is an inside salesperson, they're going to be available full time, remote remotely located, they're going to call it on high ticket clients, and then in the responsibilities it's making 100 calls a week, having this level of conversions, this is how many actual live calls they have to have, and then in results it's driving x number of dollars in business a week and then you know exactly what the results that they should have the right client bringing in the right Avatar, making sure that there's not a high return rates, high retention rate, and then the last thing in requirements for sales might be excellent phone communication skills, excellent written skills. Speaker 3:     26:10       And so once you have that all built out, if you're recruiting, you are so likely to find the right person because it's very clear. And then this is the only document that we know of that you can take from recruiting right into the position. Speaker 2:     26:24       So it becomes a tool you find them with and you lead them with. I think that's the part you just said there. I for me has been the part I've enjoyed the most because I'm actually the people who work for me now I'm asking them to create their four r document and it has been so mind opening for not only for me because they're doing some things on there that that's not part of their role or the responsibilities and and other things that I thought they knew where their responsibilities don't even show up anywhere on, on the document. Speaker 2:     26:56       So again, anyone who's listening, if you have somebody who is works for you, and again, I think even if it's you're an assistant, it doesn't matter who it is. Impact. Yeah. I think you're crazy. These days. I, I fight all structure. I just innate in me to fight it. I just ate it, but it's been for me. The thing that has helped me the most is working with people like yourself, Alex. I'm like, okay, I gotta get into this thing and I have to realize that the structure actually is what's going to help me get to the next level. I mean, we'll do $100 million this year and you and I had the conversation earlier as far as, you know, Dave, who do you want to be and where do you want to lead? And for me, I know there's no way I can lead or be involved in a company that had $100,000,000 level unless I change who I am. And it kind of goes back to the, you know, the proverbial thing people have got you here will never get you there or at least the situations you're in, you have to change. And for me the best way of changing has been this for our document. It's been a great, great opportunity. Do you have any resources where people can go to get that or understand a better? Um, you know, Speaker 3:     28:02       we, we teach that in all of our programs. So if you go to a billionaire code.com or if you download the entrepreneurial, not download, sorry, if you buy a free plus shipping copy of the entrepreneurial personality type book, um, we will, we'll, we'll give you in our follow up sequence. We talk about where the for our documents are, where, where we, where we have all these resources. In fact if somebody wants to, they can go to free momentum book dot Com and get that. And by the way, I now have a funnel there that were, that I'm willing to share on funnel hacker radio because last year when I spoke at funnel hacking live, real funnels weren't quite there yet, but now we're very proud of the funnels were putting out. Um, we've got some pretty incredible click funnels now. Speaker 2:     28:43       Well, I think the coolest thing is the fact that, uh, if you haven't listened to Alex's podcast, a highly, highly recommend that you do as far as the momentum podcast, he actually, I have to give Kudos to him. He hit the, he got to the million dollar or the million downloads level faster than I have. I'm not there yet, so please support me and get me to the millions so I can come back and to be like, one point three, one, I'm, I think I'm around 900,000 and you started six months after me on a podcast and you're doing it like every day though. I mean I've got like 300, 85, 400. It's crazy. So it's just sheer volume. Speaker 2:     29:20       That's a lot of content, but the coolest thing honestly is I highly recommend you guys go check out the momentum podcast. It's what Alex contributes and gives is just amazing things for any entrepreneur to really help. And what I love is they're short the quick and it's stuff that people can implement that day and I think that's the, that's the secret. Does fast implementation. So again, we've talked about the whole idea as far as why you cannot, why can't sell your way out of your problems. Talk About for our document talking about time studies. Anything else you want to make sure we cover here in a few minutes before I let you get back to your day? Speaker 3:     29:55       Uh, you know, Dave, I think, I think we've pretty much covered it. You know, I have this saying that I share with business owners, your business is broken and if things go well, it always will be. And here's what I mean by that. You know, volume creates complexity and success creates deficits. And so as a business owner, you don't want a perfect business. What you want is you want a system and a team and a structure that is adaptable and can cover complexity and filling deficits. And I think that there's far too many business owners today, they think that some day they're not gonna have any problems. I would look at it differently. I wouldn't tell you all embrace the issues in your business, chase them down, hunt them down, solve them. And that's how you really grow a company by pretending like there aren't issues by, by wanting to perfect business, by trying to drive the problems out of your business, you're actually creating the biggest constraint you possibly can. So just remember, success creates deficits and volume creates complexity. What you want a team is a team and an organization that can cover both and you'll get to the level you want to as an entrepreneur. Speaker 2:     30:58       I love it. So everyone check out billionaire code.com. Make sure you follow Alex on his momentum podcast and by all means, if you have not bought a ticket to funnel hacking live, go there right now. Buy Your ticket. You do not want to Miss Alex on stage. This guy literally gives his whole heart and soul to anybody he comes in contact with. So the great thing about actually being with Alex at funnel hacking live is you're one of the most approachable people in the world, which is just, I mean, it's such an amazing thing for me to see how willing you are to give and share during the full three days, not just the time you're on stage, but as people I've seen you in the hall talking to people and you just give and give and you give and you give. So the only way you get that is by going to funnel hacking live.com. Spend time with Alex. it will literally bless your life. He's always blessed mine and it's been an honor to spend time with he and his wife and his two daughters. It's always fun. So Alex, Ian, thank you a ton. Any parting words here before we go Speaker 3:     31:49       now just say how your family for me, you're a constant source of inspiration and I love you man and I appreciate you having me on three. Pete. Now Speaker 2:     31:59       one. Thanks so much. I think so. I think someone trademark that. It's A. I probably owe some money on three people. We'll talk to you. Bye. Speaker 4:     32:12       Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic there's you'd like me to share or someone you'd like me to interview, by all means just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Pete: Pete Vargas is an entrepreneur who helps people grow their businesses and spread their message through stages. He is the founder and CEO of Advance Your Reach, an organization with a shared vision of impacting 1 billion people across 7 spheres of influence. Since 2003, he and his team have booked over 25,000 stages worldwide–and generated tens of millions of dollars of revenue through those stages. Tips and Tricks for You and Your Business: Why stages? (1:30) Lead collecting (8:40) Where to get One Hour Launch Workshop (14:00) Quotable Moments: "Facts tell and stories sell." Important Links: OneHourLaunchWorkshop.com/dave ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to [inaudible] Speaker 2:     00:18         radio. I am your host Dave Woodward and I am so, so excited. I've got a dear friend of mine I want to bring on and the reason I want to bring him on his. I was actually out at his event and while I was there and I rarely paid to go to people's events anymore these days, but this one we actually paid to go to because of the value that I wanted to make sure we got from him and while I was out there at his event, I wanted to make sure that I had him on my podcast so he could share the same types of things with you and give you the opportunity to actually get involved with something like this. So without any further delays here, I want to bring on a dear friend of mine, Mr Pete Vargas. Welcome to show bud. Hey Man, I'm excited to be here. Speaker 2:     00:56         Thank you for having me. I'm stoked and just absolutely love you man. Well, I am so excited. Again, for those of you guys just don't know Pete. He's got a company called advance your reach. It's actually why we went out. A lot of you guys have heard. We actually are in the process of starting our own speaking team and even though Russell spoken on literally hundreds of stages and we've done literally thousands of Webinars, I was, we started looking at trying to systematize actual speaking and using, speaking to build our business. I thought there was no one better that I could bring on than Pe. So I flew myself and Chris who runs Chris now runs our, uh, our speaking team, flew him and myself and miles out to Colorado to spend three days with Pete and his team to learn really about how do you land stages, how can you use stages in your business, how can you actually use a stage to build your business by providing massive value and really you state using. Speaker 2:     01:47         For us, we're looking at using stages to scale and I know for a lot of you guys who are in the situation or listening to podcasts, some of you are sitting there going, I don't know. I haven't even. I've never done a stage presentation. How would I do that? Pete's going to answer that for you today. For those of you guys who were in Russell situation where you sit there going, the last thing I want to do is actually get on more stages. He's going to tell you how you can actually create a speaker team like what we're doing and do the exact same thing. Again, I'm you guys don't want to hear from me. What you really want to hear from is my friend who I'm so excited to have on the show. Again, Mr Pete Bargas. So Pete, let's kind of talk about what you refer to now as this one, our launch. Speaker 2:     02:19         What the heck is a one hour lunch? Yeah, so let me just tell you that one. Our launch, we're the one hour launched was birthed for me, like that's an important piece to understand. I, as you know, as a youth pastor and I brought speakers in because I didn't want to speak on the stage and so I brought these speakers in and I remember showed up my first Wednesday night. There were three kids there and I thought, how am I going to grow my youth ministry, which is going to be equivalent to how you're going to grow your business. And so what we did, Dave, is I brought in speakers and in one hour I saw my kids get so moved and inspired that they, the youth group just continued to grow, grow, grow, grow, grow. We went from three kids to 750 kids in a town of 12,000 from bringing in over 30 over the course Speaker 3:     03:00         of four years. And our youth group just grew. And I saw the magic in one hour on a stage and the action that my kids took. One of those speakers, as you know, his daughter was the first girl killed at Columbine in 99. And he came and spoke and he came and he said, you know, there's five people that you need to let them know how much you love them because you don't know how long they're going to be here on earth with you. And I couldn't help but think any said some of them you're not in good standings with. So he, I couldn't help but think about my dad. I hated my dad because of what he had done to me. And so growing up as a kid. So that night I begged my dad to come back to the 90 defense and all of a sudden at the night event, my dad came back. Speaker 3:     03:39         He heard the speaker speak. We had tried for a decade. Everything, counseling church, his siblings constantly saying, you got to make things right with your son. And in one hour on a stage, one hour on a stage, it prompted my dad to write me a letter and say, I'm sorry for the father up then here my son is having an impact on hundreds of kids lives and I can have an impact on my only son's life. And he asked me for a second chance to do things right. I called that man, now this is important for the list because I said, dude, you did something in one hour that nothing could happen that put my head in the last decade wouldn't happen for my dad, which is a lot like our business. We tried so many things that don't work or they take forever to work and in one hour things can change as you get on a stage. Speaker 3:     04:23         So I called him and I said, why aren't you getting this out there to everybody? He's like, I'm trying this, I'm trying this. I'm trying this, who's trying a lot of things? And I'm like, get on a stage with your ideal clients in the crowd for one hour and watch what begins to happen. I don't know what the listeners, ideal crowd, they know who it is, but his ideal crowd was principals and superintendents. That's what his ideal crowd was because they were the decision makers who controlled the budgets. So the very first stage I put them on, I was like, Ooh, I hope this works. And because I figured out how do I land this stage, how do I make him great on the stage and how do I make sure that this is one of the biggest customer acquisition channels that exist because that's where he's going to change their lives. Speaker 3:     05:03         So I got to my first stage, I worked my system back in 2003. I've been working at cents 500 educators in the room. We couldn't make an offer. Five hundred educators in our later 450 of them were turning in a physical piece of paper, what we call a contact card because we lead collected by giving away a free gift for 150 are turning in papers. And in the next two weeks, 70 to 80 new clients paying three to $5,000, just shy of a quarter of a million dollars in one hour in the last year, struggling with everything in this business. He had done $52,000 in the last year. Now here's what happened with him and it's very much like Russell, very, very much like Russell. He started getting big. It started being recognized in the educational system and he couldn't be that, so a lot of you out there solo preneurs or if it's just you on your team and you're trying to really be like, what could I do it start with stages like Russell built click funnels with being on Webinars, you know, he did webinars, there's offline and there's online stages, but here's what happened with them and what's happened with Russell's. Speaker 3:     06:09         He got too busy and he couldn't be on all of the stages that we're requesting for him. So what did we do? We created a presentation that duplicated past him. We told the stories to company's story on the front end. We talked about the content. Everybody shared the same content in the middle, but at the beginning of the presentation we mentioned the company story and then how the company's story connected to the speaker and then the rest of the presentation was the same for every single one of those speakers. Dave, before it was all said and done, not only did he grow the organization from $50,000 to $7 million in the educational system, which might not sound like a lot on an annual basis, but they don't have budgets. Speaker 2:     06:49         That's huge. It's huge. Speaker 3:     06:51         Fifty two speakers out in any given year, sharing one presentation for one hour driving business, so whether it's somebody who wants to do it on their own and go to attract more customers, or if you're like, man, I'm like Darryl and Russell and I don't want to be on the road anymore. I get too many requests. Then build a team of people that can go do it, but here's what stages does it expedites the sales cycle in 60 minutes. A lot of people, it might take them six, nine, 12 months to consume 60 minutes of content online, but when you've got a captive audience, it's called the one our launch because you've got their undivided attention for 60 minutes and we know what can happen when you get on a stage for 60 minutes. Speaker 2:     07:33         I love it and I think people part I love the most is for one, your passion behind this. I get chills. I've heard you tell that story. I think six different times that I can think of about you and your dad and I get chills every single time because you have this ability to put yourself back in that actual moment to actually experience and have the person who's listening to you experienced the same feelings, the same raw emotions that you were going through right then and it's such a skill set that I think too often a lot of us getting this idea as far as you start telling instead of of of actually sharing and telling stories and as you know, you don't have joked all the time as far as you know, facts tell and stories sell and you're a. You are the master at when it comes to actually getting stories that have impact for people to then use those stories in their, in their presentation to connect with people. Speaker 2:     08:23         And that's one of the things I love and I was out there to readmit learning from you and just seeing the way that you are so good at connecting with people beat. The one thing I know that a lot of our listeners, they've heard about this whole perfect webinar script from Russell for forever. And so we've talked a lot about webinars. The one part I want to, if you don't mind kind of address is this idea as far as how you made mention that they were able to delete, collect meaning collect when you typically couldn't sell. Most everyone I know when they think of going to speak on stage, it's a 50 slash 50 split. This is one of the things you kept slapping me in the face. And Dave, hey wait, there's Speaker 3:     08:56         more, there's more. You actually can make more money not selling directly on stage. So if you don't mind kind of explore and explain to people how they actually can use that to build their business when they can't sell. So when you can't sell, there's two things that you're either in your presentation, your co, the we have, uh, we believe in your presentation that you start with the heart and you connect with people you teach and while you're teaching, you're embedding and you're sharing case studies and you're doing all of that. You're basically selling during the year, but you're teaching, you're teaching. But then in the call to action, the only difference between when you can sell and you can't sell as you're either collecting order forms, you're collecting leads when you can sell your collecting order forms. And that's the speak to sell world. And it's only one of four types of stages that you get. Speaker 3:     09:39         Five types of stages that you can get on the speak to sell world. When you can't sell, you're collecting contact information by giving away a free gift. You give a free gift the way that gets them from a to B, not a to z because nobody's gonna read your book and nobody's gonna go look at your slides, but they will consume a piece of content for 10 minutes that will move them from a to b and when they see that piece of content that moves them from a to B, how to get a date in the next week, how to rent your house and save $10,000 a year, how to go when your first stage in 24 hours and they get that a to b all of a sudden how to build a funnel and in in one day or 10 minutes, you know when they get that a to b, they're like, oh my God, that's his or her aid to be what is going to be there a to Z. Guess who the A to z is here, the ADC and so after that free event, you're following up for 10 to 15 days with automation, with click funnels and you will begin to see sales close. Speaker 3:     10:39         If it's a low ticket item, it's all automated. If it's a high ticket item, it's phone calls and one of the things that I get the biggest compliment for today on three different interviews, they said, Pete, you opened our eyes to the fact that I can't believe I never thought I could use a stage to sell an eight, 15 or $25,000 product. And then I saw you do it. I just did it at Jj Virgin's event. We couldn't sell in our first session date. We had a hundred and 10 people in the room. We gave free gift away. We did strategy sessions on site. We did 105 strategy sessions out of 110 people in the room and we saw 40 of them go deeper with us and then in the next two weeks we saw another doesn't go deeper with us. After that, you know, another 10 or 12 go deeper with us after that. Speaker 3:     11:29         That's an unbelievable stage. And guess what, there's no splits. You know, there's no splits and that's the beautiful thing. And so I love the five types of stages. Yes, you can get paid when you get paid your lead collecting. Yes. You can do free events when you do free. Eventually collecting. Yes. You can do speak to sell. When you're doing speak to sell, there's a 50 slash 50, 60 slash 40 type of split. Yes. You can sponsored stages where you pay a fee and you get to keep 100 percent of your money or you're like click funnels, and I love this. How they built click funnels is by doing their own stages. They did, I don't know how many webinars in the first year to launch this baby, but they did their own stages and so that's the powers you. There's four of those that you can be on other people's stages and one of them is your own stage stage. Speaker 2:     12:18         I love your passion. I love how good you are, what you do, and I think the part I. I had so much fun when we're together at your, at your event, was really diving deep into all four of those. Again, human, it's we. We've done a ton as far as webinars and we've really spent a lot of time on the 50 slash 50 side, but it was the other sides that I was fascinated about, especially as we start building out a speaker team is this ability to to land stages where we may be sponsoring or were there actually is free, which I'm still. I still need to hire you more on that so we'll work out the details of that later, but for me that the real benefit is to really understand how large the opportunity is. I think too often a lot of us in the online funnel world, we think of just webinars or or being at an event and just speaking and splitting it 50 slash 50. Speaker 2:     13:05         There's such a much more broad opportunity out there and it's really why I wanted to have you on this podcast is to help people understand you're missing the boat. There's so much more opportunity. It's really why, again, pizza whole idea as far as this one, our launch formula or a workshop is set up for that one reason to really allow people the opportunity saying, listen, you actually can build your business in multiple ways besides just webinars and and a typical 50 slash 50 type of a Jv partnership type of thing. So if you don't mind, I know we've just got a few more minutes here. What are some of the things? First of all, I want to make sure people understand how they can get this. So what are they going to get? How do they get it? Where do they go? Yeah, so I'd encourage people. Speaker 3:     13:44         Well, the goal was to one our launch workshops, spell one out o n e one our launch workshop.com, and we're going to show you how to actually use stages and to grow your business. We're going to show you what to do on the stage. Most importantly, we're going to show you how to get on this. Actually not most importantly, that's the easy part. How do you get on the stage and most importantly, how do you attract customers from those stages? Because Zig Ziglar said, I've never changed someone's life with a speaking Gig, but sometimes they buy my tapes and cassettes and I got a shot at changing their lives. What? Zig understood because the data showed him the data. Meaning his son told me a couple of weeks ago, Pete that had data to prove that dad knew that stages didn't change their lives because out of every hundred testimonies that came in, only one of them was about him impacting them on the stage. Speaker 3:     14:33         Ninety nine of them were about the products and services that they invested in him with. So that's why we want stages because in one hour to expedite it exponentially exponentially expedites the sales cycle. And so the last part of what we're going to be teaching people is how to actually create customers in all of these different types of stages exist. And so we're giving away thousands access to thousands of stages and we'll be interviewing over 30 meeting planners who control thousands of stages all across the world. So you understand what they think as they're hiring speakers, so that's the one, our launch workshop.com that we're going to be doing the next couple of weeks and I'm really excited about a day, but you asked a good question. You said, what? What is this opportunity with stages in you have you have this opportunity? There's this, there's this pyramid that you can say, I either want to go do on other people's stages or I want to do my own stages. Speaker 3:     15:25         Both are right. The answer is both are right, but what you're doing other people's or your own. There are eight different offline stages that exist in eight different online stages that exist and if you can just begin to build a portfolio of one, two, or three of the offline and one, two, or three of the online, it becomes powerful. And the thing is people in the Internet marketing space typically only know about a few of those like the speak to sell once, but there's associations, there's a huge association stages. There's seminar stages, there's local stages, there's end user stages, there's media stages, there's masterminds, there's eight different offline stages, and then there's eight different online stages. There's webinars, there's trainings, there's online media, there's podcasts, there's summit's, there's all of these stages that exist and what we basically are showing you how to do is how do you go get on other people's stages and I'll tell you the key is when they realize that you can solve a problem for their community, they'll open it up for you to be on their stage. Speaker 3:     16:27         Dasia dates, letting me do a round table at clip, at funnel hacking live because he knows I'll provide value because he's seen me and what I provide and so there's this opportunity. J Dave have stages that exist everywhere and the big thing that will get really clear on the in the, in the, in this launch workshop is what's your stage portfolio? Because for Russell it's two to three offline stages a year and that's it. But for the speaking team, it's hundreds of stages for them. You know, for me this year it was 17 to 18 offline stages and I did 125 online stages, kind of like Russell did they get click funnels starting next year. That'll shift for me because now I have three speakers that are going out on my behalf to for Stu Mclaren. He's like, dude, I want to do four stages and I want them to be for big stages and that's it, and that will move the needle in his business on a big way. So for everybody in the season of life they're in, I want you to understand that this is so many stages and you don't even realize how many exists and we're gonna help you get really clear on your portfolio in this training. Speaker 2:     17:33         I love it. For me, one of the things I get the most out of you, pete, is the idea as far as expanding my mindset with how many additional opportunities there were, and then the other thing was exactly how to get on those stages. I think a lot of the people I talk to says, well, I've got my presentation and I questioned whether you really do, but I'll leave that to let him deal with that. Whether you have your presentation pizza deal, but one thing I can't say that pizza, amazing that is helping you actually get on stages and teaching you how to get on stages. As I mentioned, we've hired will have probably some of the neighborhood of 15, 15, possibly even 20 different speakers this year to try to get on 500 stages and in 2019 and it's all because of pete and his skill set and helping us get on those stages. Speaker 2:     18:15         That's allowing us to basically have a complete huge event team that's going to be going out this year again to spread click funnels, message to the world and we're so excited to be working with Pete and with advanced have reached team and really spending that kind of time. I can tell you if for me, if I was to, you and I talked back and forth as far as my past and different boards. I've been involved in real estate. I've been involved in financial services I can tell and a lot of internet marketing, every single business I've ever been in has always had a speaking component to it and it's the only way you can truly scale a business, so understanding that those guys who are listening right now, if you have a product or a service and you think you're just doing it online, I can tell you you can 10 to 20 times what you're doing online by adding the speaking component to it. Speaker 2:     18:59         There's. You get so much more credibility. You have so much more of an authority figure when you start speaking and talking to people and they hear you, they see you. They connect. It's a relationship built. I mean, I go on and on about the importance of stages. It's again against the whole reason why a higher peak was to help us take our stages to the next level. So again, if you guys are in that situation where you're trying to scale your business, you're trying to add additional revenue, by all means, check it out. Again, it's a one hour launch workshop against one hour long. H O u r launch workshop, is that right? Speaker 3:     19:29         Yeah, one hour launch workshop.com. And Dave, what I would say, and I got a funny story with data, but like I want to really. I've got a really funny story. I want to drive home like the power of the one hour launch, like forget that one our launch. So Dave calls me a couple of years ago. He's been, he's become a friend of mine. Like I'm so glad that Keith Yackey introduced us. We're going to be doing something cool this year at an event and we're going to be doing a lot of cool things, but in being able to help the speaking team, but they've called me a couple of years ago, a year and a half ago, year and seven months ago. I was like, dude, you never believe it. We just did 900 k on this stage and a lot of you know that because it was the first time at 10 x. Speaker 3:     20:07         and I'm like, all right, he's just motivated me. So watch this. No, this is fun. And you've helped a lot of organizations or individuals go from zero to six using state agency or to seven zero to eight overall in their business. And we've never taken seeing someone go from zero to nine, I believe. I believe click funnels can be that organization. But here's the thing. We've seen a lot. We had seen a few million dollar stages at that point. I had seen it from our clients and I'm like okay, he did 900 k, I had a big stage coming up this January, this past January. And I'm like okay, I just want to be able to tell Dave what I did. And so Michael Phelps was the opening keynote. Howie Mendell was the closing keynote. I was the in the middle of that. Speaker 3:     20:49         And by the way, they treat me dates. They paid me to be on that stage because of the value I provide and they let me talk about my products and services. And when it was all set in that said and done, that was a seven figure stage. We did over a million dollars from that stage. And I was like, yes, the one hour and I got Dave and Russell and then obviously all of you know the story, like I know Russell doesn't do physical stages much, but when he does, I think that's a commercial, but when he does a million dollars plus in, I am so excited to see what Russell does this year as well. And so like, look at your leader. He built his company in the first year on digital stages. Look at them in physical stages. When he does them, he knocks it out of the park, the one our launch really works. And so dave, thanks for having me. I love to have a lot of people join us in that one hour launch workshop name. Speaker 2:     21:46         I love it again. So it's one our launch workshop.com. Go there, check it out. Uh, for one it's built on click funnels or it better be right. Maybe it's Speaker 3:     21:55         well pieces of it or not. So yes, I'm a, I'm a two comma club guy. Speaker 2:     22:07         I would love to get you to our eight feet. I should've had a ring here that, uh, I just, in fact, we just got a new ring for Russell actually as I'll show it to you later. Speaker 3:     22:17         Hey, that stage I just talked about, for me, that stage was one with a click funnels page. They actually scheduled a call to see if they wanted me as a speaker on a clickfunnels page because our stage campaign is all built within clickfunnels self. Man, it's, I'm a big advocate of Cleveland. Speaker 2:     22:34         It's just fun for me. I can tell you again, I bet you were such a dear friend and I love spending time with you. I appreciate. I know you're limited in the middle of the launch right now and I know how busy things are. You've got a million other interviews and podcasts and stuff going on. I appreciate you taking the time today. Again, people, anyone who's listened to this, I hold back anything that does these days, it's been so much fun. Uh, we actually are a crazy yacht coming up here with him and all this other stuff. He's always sucking money out of me some way or the other. Anyways, bottom line is again, go ahead and check out one hour launch workshop.com. I regardless, you've got to be doing stages and if you're not exactly sure how to do it. Pizza. The Guy I hired him and I totally. That'd be opportunity spending time out there with both Chris and miles. Spend three days with them. God knows what he's talking about when it comes to stage it, so check out one hour launch workshop. Again, Pete, always so much fun having any other parting words before we let you go. Speaker 3:     23:31         Oh Man. Dave, thanks so much and I just thank y'all for. I'm excited to see click funnels in 2019 and the game plan that you have with this powerhouse speaking teams. So Speaker 2:     23:41         thanks man. We'll talk soon. All right everybody, thank you so much for taking Speaker 4:     23:46         the time to listen to podcasts. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if there's people like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or I can do to make this better for you guys. Thanks.

If you lost everything in your business, who would you turn to? Dave discusses the importance of relationships, providing value to people, and the 5:1 Ratio rule of thumb to go by. Tips and Tricks for You and Your Business: What is relationship capital? (0:50) If you lost everything, who would you turn to? (8:00) Relationship Deposits (9:45) Quotable Moments: "If you go into a relationship with the idea that you are keeping score, you are always, always going to lose." Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome back everybody. I'm so excited to be sharing this topic with you. This is one of my favorite things personally. It's one of the things I've been seen so much of recently. I want to make sure you guys really understand and feel the importance of this, this major topic that so many people get wrong and I've seen recently two or three instances on both sides, those people who just crushed it and those people who totally screwed it up. So what I want to talk to you guys about right now is what is the return on your relationships or what is relationship capital? Relationship capital is really one of the most important things people screw up all the time. Speaker 1:     00:51         Uh, as most you guys know, I'm actually, I've hired jerrick robbins as a, as a personal coach and uh, been going through a whole bunch of different things with him and in my own personal life as well as my business life. And, and one thing she was talking about is the importance of relationships. So he and I go deep onto this topic recently and everything as far as marriage and business, a kid, just all sorts of crazy stuff. And one of the things he was referencing was the Gottman Institute. So the Gottman Institute, those you guys aren't familiar with it? Uh, basically they studied 3000 different couples over the course of almost, I think it was like 20 years. And what they found was that literally within about three to four minutes of watching a couple, they could tell almost like a 94 percent, 95 percent accuracy whether that couple would get a divorce. Speaker 1:     01:38         And it all came down to one thing. And that was the ratio of positive to negative things they talked about. In other words, the way in which they communicated with each other as a spouse, what they found was really came down to for every negative thing a person said about their spouse. If there was at least five or more positive things, they had this communication skills and respect for each other that they actually would be able to work through anything and saved their marriage when it was less than that magic number of five. Those were the types of relationships or marriages that they realized most likely we're going to end up in divorce and we started talking about this analogy and really started looking at as far as the way in which it applies to other types of relationships and what happened recently. For those of you who have followed my facebook pages, my facebook lives. Speaker 1:     02:24         I had a crazy situation happened to where a guy basically hijacked a domain that we had trademarked and everything else and I've been going back and forth on this thing with them and trying to just offered to buy it back and was basically extorting. You know, running a ton of money. Seven figures type of value for something that we had already used and so I was struggling with exactly how to deal with this. I was trying to be nice about it. Finally just said, you know what? We're gonna have to turn this over somebody else and let them deal with it. The interesting thing was his whole reason for wanting to charge us so much as he wanted to build a relationship with us and like, what? You got to be kidding me. How in the world would charging me a ton of money for something that is already ours. Speaker 1:     03:06         Build a relationship. I don't get that. He says, well, you don't have to have the opportunity to basically working through this and I become a two comma club, winter and and I know how much you guys talk about you. You call him a couple of winters and I'm like, dude, you don't get it. You don't get how this whole relationship thing works. And literally within about a week after that, we were with a guy a couple months earlier at an event and we had been talking about some of the software and things that he's using and basically just call and say, hey, you know what, I'd like to just give you my software for free. And we're like, what? Because yeah, I just realized if I give this software to you for free, you guys are better at marketing and as you talk about it and use it, it actually will draw more people to me and my business and you'll win and all, there'll be a wind wind and I just would like to offer you this software for free. Speaker 1:     03:55         And I'm like, holy cow, this guy gets relationships. And then I had another situation where I was at an event and this guy basically came back and said, well, you know, Dave, you kind of owe me on this one. I'm like, I owe you. What are you talking about it? And he started going through this list of all the things that he thought that he had done for me that I didn't even realize he had even done, and unfortunately I didn't even perceive that much value to what he was giving credit to and therefore because of what he had done, he felt like he then owed it to me that the or the I owed him this favor that he was asking for. And I'm just trying to be vague here to protect the other people involved in the situations. But the whole idea behind this is if you go into a relationship with this idea that you're keeping score, you are always always going to lose. Speaker 1:     04:46         You will always, always lose. You. Always be disappointed and frustrated because if you're going into the same as you're keeping score, there's no way you can come up on top because you'll always. You'll find yourself either you're either in the hole and you have a deficit and where you're trying to do things to make up for that deficit. Or you're going to be a situation where you feel like people owe you and you're gonna. Start looking down on them and and really just taken away from what's valuable there. So what I want to talk to you about here is relationship capital and to understand it's kind of like what is the return on your mom and what's the return on if you had. What's the Roi of your mom? I'm like, dude, there's no way in there. My mom is totally invaluable to me. I, I can't even begin to express the amount of gratitude that I feel towards my mom. Speaker 1:     05:34         There's no one in this world who is helped me when I was one my back was up against the wall where I really had no idea where to turn to. She's been there for me for all the time and like there's, it's infinite there really I. There is nothing my mom can't ask for that. I wouldn't drop everything to be there for her. And I've thought a lot about this whole idea as far as when you go into relationships, and I see this happen a lot a years ago, especially in the whole affiliate marketing world where everything was reciprocal marketing mean you promote for me, I'll promote for you. And I'm like, Gosh, after awhile it got to the point where all we had were a whole bunch of incestuous list and there was no value in the list. And the unfortunate people got hurt the most were those people that we're supposed to care about the most. Speaker 1:     06:20         And that's where the members and the people we were serving and protecting and spending a whole bunch of time trying to build relationships with and became this whole list grab type of thing. And what I realized when we started clickfunnels was we were not going to have reciprocal promotions. And Oh my gosh, let me tell you the amount of pain that caused in the beginning when you're out there asking them to promote for you. And they turn around and say, well, you need to promote for me. And my only response is, well I can't or I won't. It makes it really, really hard, but the fascinating thing is what I've realized over time is what it forced me to do is to get to situation where I started thinking of what are the other things of greater value than just a promotion that would be a value to them as an affiliate. Speaker 1:     07:05         One of the things that I could do for them, what are the types of value things that I could provide and because of that we've actually built deeper relationships with a lot of the people who we do promotions with or who promote our services. For some people it's been A. I've had about my podcast for other people I. it's. It's been introductions. It's been things that were much more important than a direct, straight out email grab, email lists, email promotion or something of that sort. So understand that when you're looking at developing relationships in business, there is nothing more important. I've had this conversation with my kids so many times where all I care about other relationships, relationships to me are the number one thing in business. That's when your back is up against the wall. It's your relationships that matter when you literally have, when you've lost everything and you're sitting there and you're going, holy crap, what am I going to do? Speaker 1:     08:01         Who can I turn to? To me, those have been the things that have, have created the most memorable, most impactful, most meaningful experiences that I could even imagine was when I literally was losing everything and I was able to reach out to people who I'd spent a lot of time, a lot of energy with, some little word situation they couldn't help but others, the way they helped wasn't through finance, finances for one. I remember there was a gentleman I, I ended up spending a lot of time on walks as I pour my heart out to him and saying I just, I don't know what I'm going to do. And that value of that relationship for me was so much more important than the actual money that I needed at the time. And as I take a look at, at my relationship with, with the people who I work with is as far as clickfunnels. Speaker 1:     08:52         I've known Russell now for almost 12 years, uh, at least, you know, 10, 11 years now and the amount of things that we did before, as, as friends and in building relationships and all sorts of crazy stuff before we ever entered into a business relationship with click funnels is in fact, I've had this conversation with so many times where my relationship with Russell is so much more important to me than my partnership with click funnels or anything else that, that friendship is more valuable than economic gain or anything else. And I look at a lot of the types of things that people, when they go into business. So often it's this cutthroat and understand I'm extremely competitive but not in a relationship standpoint. Uh, and I think the part that people have to understand is you have to focus in on relationship deposits. How it's like a bank account. Speaker 1:     09:49         It's, that's why I look at as far as relationship capital, you're not in a situation to where you can ever go negative. You don't have an overdraft protection in relationship capital situations. And so realize that's why, again, I take a look at the whole gottman institute thing. Every five, you've got to have five positive for one negative. I look at the same situation. If you're going to have a withdrawal in a relationship, you better make sure you're putting in at least five times as much value. And what you'll find is it actually levels up your game and it levels up the people who you find yourself associating with. It changes everything. And I really encourage you guys, as you start taking a look at business, no matter where you are in your business, I've seen, I've been around people who've literally billion dollar net worth hundreds of millions of dollars. And I've seen those in the hundreds, tens and hundreds of millions who have lost it all as, as well. Speaker 1:     10:40         And it's fascinating to me to see the only thing that ever really matters are the relationships. And so as you take a look at building your business and you start taking a look at the way in which you're going to actually make things happen, you've got to make sure that you're putting in enough deposits. Uh, it's funny, I had this conversation with Russell the other day, there was a person we were looking at potentially doing some things with and uh, we were just talking about. I said, well, what about so and so? I says, you know, it's too early. What do you mean? What do you mean it's too early goes, I haven't provided enough value to that person yet to even consider asking that kind of thing of them. And they ask wasn't that big. But it was one of those things where I know how important relationships are to Russell. Speaker 1:     11:24         It's literally the most important thing in the world. I've been fortunate to be blessed with my friendship with him over these years and I looked at my relationship with todd and with Ryan and Brent and John and the other partners inside of click funnels and all the things we've been through over the years. It's when it makes decisions so much easier just because we've been through so much crap together. And I think that as you take a look at your own business partners, and I've had, I've had business partners that have been great. I've had business partners that have been okay and I've had some that haven't been that good, but I can tell you the most important thing for me is always making sure that when you're looking at your own life and you're looking at your relationships and you're looking at the return on those relationships that you're always going in as the gottman institute recommended, they're at least going and a five to one ratio. Speaker 1:     12:09         Make sure that you're overdelivering. You can never, ever put someone into your debt by doing that. It's just been the most amazing thing. I've, I've been so blessed. We had a situation happened just recently where we were looking at buying a company and uh, another software piece. And the guy basically said, hey, you know what, just try it. Use the software for free before we even do it and just see if it works for you and we can work everything else out later. And literally it was funny because we started getting attorneys involved as far as the transaction and it just got so muddy that the has said, listen Dave, we've been around a long time. Don't worry about the attorneys, don't worry about anything else. Listen, here's the dollar amount. We originally agreed on Wyoming. The funds, I don't need a contract. There's nothing there, and I felt the same way with him and so we literally just sent them the funds again. Speaker 1:     12:59         He'd actually given it to us at first for free to use it. After it worked. We said, you know what, what's. He said, what's it worth to you? We gave him a dollar and I said, yeah, okay. In fact, I after gave him a higher dollar amount and he cut me back by 25 percent and I only sent him that amount. So realize that it's those types of people I always want to do business with. And so when you're out there building your business, and especially when you. It's one of those things I think when people first get started back, oh my gosh, I'm just, I don't have anything of credibility. I don't have anything to offer. You always have things to offer. It's not always dollars. It's not always that kind of. It doesn't have to be an economic exchange. Relationships are so much deeper and I think that's the main thing. Speaker 1:     13:37         I want to make sure people understand that as you focus on building those relationships and making them as deep as possible, dig your well way before you ever thirsty and the way you did that well is by providing value to people and you can provide value in so many different ways. There was I, I went and volunteered at a ton of different seminar supporting people and everything else before I ever ever asked to be involved with them just because I provided value in that area. And that's what came back to me. There's been times where from a consultant standpoint, I'll consult someone for. I literally got a phone call earlier today with a guy who's. I remember when he first started his company three years ago, we met at TNC and uh, we were one of his first clients and he was literally said, you know what? Speaker 1:     14:21         We're in a situation where were, where we want to do an integration, deeper integration with you guys. And we'd love to have you promote. And I know you don't like promoting. I said, you know what, we're not going to promote it, but what else can I do to help? And so, uh, he's got a software thing and I told him how we built click through webinars and, and offering the software actually for free and providing and selling the train actually was a win win for us. And he goes, oh my gosh, that's amazing. And said, you know, Dave, I always feel indebted to you. Every time I get off the call. And I never looked at as far as a debt, I just believed that, that all of a sudden you never know who that person's going to know and who they're going to introduce you to. Speaker 1:     14:56         I've had that happen so many times where that's why I don't keep score, don't keep score and relationships, relationship capital. There's exchange of capital, relationship capital, so frequent. And you have to understand when you're networking, when you're building those relationships, you've got to always be that go-giver. You've got to be the person who's out there who's willing to help other people who's not always going in it for yourself. I know for a lot of you guys were listening to Dave, that is so boring and basic. I understand it might be, but it's not practiced by as many people as I wish it was, so having an amazing day. Again, thanks so much for listening. Send me a personal message or email or comment or let. Let me know if these are a value to you, what you're getting out of this, how it can provide greater value to you. Speaker 1:     15:38         I value the fact that you're taking time to listen. Please go into itunes and rate, review it. Let me know if these things are of value to you because if they're not, I want to change it. I want to make sure that you're getting valued. You've now spent whatever. How much time is the den? Ten or 15 minutes of your time at two times speed. It was still seven minutes and I appreciate that. So I am grateful for anybody who listens to this podcast and I appreciate any feedback that you give me. Have an amazing day and we'll talk soon. Speaker 2:     16:06         Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to James: Founder and CEO of Autopilot Entrepreneur, James P. Friel is an entrepreneur, consultant, and author who helps entrepreneurs systemize, grow, and scale their businesses by getting them out of the day to day operations of running their companies. Master of business analogies, James illustrates the systems and foundation businesses and entrepreneurs need to put in place in order to excel to new levels. Learn the 5 pillars every business has and how to maximize and sustain growth in each of them. Tips and Tricks for You and Your Business: The 5 Pillars of every company (5:15) The difference between marketing and sales (8:30) Building a system (10:00) Setting Expectations (13:20) The importance of letting your foot off the gas for a moment (35:00) Quotable Moments: "Sometimes, it’s not about applying more force, it’s about creating more bandwidth." "All upset comes from unmet expectations." "The most valuable resource we have is people." "The bigger your team gets, the more you are going to be responsible for being the conductor of the orchestra, as opposed to the violinist." "If you don’t make time to work on your business, you will always be stuck working in your business." Other Tidbits: Having an entrepreneur mindset is not the norm.  Understanding that as a business owner and manager of people, the people under you might have a completely different mindset. Learning to communicate properly and understanding personality types is an important skill to develop as you go from solopreneur to team manager. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward Speaker 2:     00:17         back. Everybody. This is going to be the ride of your life. I'm so excited for. I've had the opportunity of known this guy for quite some time and I want to make sure that you guys get to know him and a at a different level. I've had him on before and we talked about some really cool stuff. I mean the guy's totally brilliant, rocket science, brilliant type of stuff, but the cool thing is he's not only. So. First of all, before I go on about it, I want to first of all introduce Mr James P friel. Welcome to the show. Speaker 3:     00:43         Dave, I'm so excited to be here with you today. Thank you for having me, man. Speaker 2:     00:47         So this is one of the things, I don't know. You're one of our two comma club x coaches, which is amazing and super cool. You've actually been here at Klick falls. We helped us for the last six months, systematized and ton of this stuff and I think at times you kind of get pigeon holed in this trello. Again, I want to make sure that doesn't happen, so I want to break that code right now. Again, you're the CEO co founder and CEO and founder of the autopilot entrepreneur, which is just a super cool concept and I think the part I'm liking the most right now is, uh, were just talking offline about your new website and this whole idea as far as that you help entrepreneurs systematize the game to grow and scale your business, own an asset that works for you, enjoy freedom, income and peace of mind is the stuff that I just love. Especially this whole idea as far as systematizing the game. I know you got a new book coming out and you've just got so much crazy stuff going. So with that, everybody, again, I wish you guys could stand up and give a huge welcome and round of applause to Mr James P friel, but to James again, thank you so much for being on the show today. Speaker 3:     01:45         Oh, Dave. Yeah, it's my pleasure, man. It's always, uh, always amazing talking with you and getting to hang out and I think, you know, um, for me business business is a game, right? Business is, in my opinion, one of the coolest games imaginable. There's so many moving pieces and parts. There's, there's people, there's like, there's customers, there's employees, there's, there's a, you know, there's technology, there's like all these different things going on and uh, ever for as long as I can remember, I always want to know like, all right, well how does it all work? Right? And that's sort of been a, a very like driving thought of mine. Most of my life is like how, how does everything work? I love figuring out how things work. Like when I was a kid I took everything apart to try and put it back together and I feel like that passion and excitement really got channeled towards business. You know, I don't know, probably like 15 years ago or so, and what I've, what I've realized is most entrepreneurs that I've come in contact with go about doing their thing with massive amounts of trial and error. And just hoping that's something is going to work instead of recognizing that every of success in every area of life imaginable has rules of the game and there's ways to become better at it. And so that's really what I'm excited about sharing with people is how to systemize that game. Speaker 2:     03:12         I appreciate that because I know for me, I've always looked at it's why I'm so fascinated about business. The same type of thing that you just mentioned is it is a game. And I think what I love you just made mention of is too often people kind of go into this haphazardly like, uh, you know what, I've got this passion, I got this idea, maybe I'll try this, you know, and, and there's such a huge difference between having a product and having a business. And I think so there's nothing wrong with having a product and having a product lifestyle and doing, there's nothing at all wrong with that. And we have a lot of people inside of our click funnels community who do just that. And then at the same time we've, you know, we've got over 360 people now going over a million dollars inside of a sales funnel. Speaker 2:     03:49         I know you've coached quite a few of them, got over 26 people and now I've done over 10 million and at that point, once you start getting to those dollar amounts, you've got something substantive substantial going on. And I parked that I love most about what you teach and people you work with. This is to see how fast they can get there, how fast, if they really focused on the game, the speed and implementation as they really focus, they actually are able to accelerate the growth that most people can't. It's like hiring a good coach in athletics. And again, I look at, we talked about the game and I think so often there's so many comparisons to fitness and we were just joking about how sore your legs are from begged you and beating you up to doing a million lunges and barbell squats and all that stuff. But again, it's all part of the game. So with that I do, I want you to kind of dive in, what are some of the key components, what are some of the rules to the game that you found as you've worked with? I mean, you work with some amazing, amazing companies. Speaker 3:     04:41         Yeah. Well I've, I've been, uh, I've been very fortunate to have had those opportunities and then to help other people create great results. But I think I'm one of the, one of the things that I've been recognizing a lot lately and this is stuff that's going in the book and it's stuff that I've been really teaching people a recently, is that no matter how big the business is, like because I've, you know, I've worked with, you know, solo preneurs all the way up to, you know, my, my experience in working with companies that have hundreds of thousands of employees and every single company has five, five pillars that are present. Even if you don't immediately identify them in and consciously. Being aware of those five pillars is so important for how you manage the business and how you manage the growth and those. There's pillars. We're not going to sound like anything like a crazy to anybody, but their their marketing, which is getting people to raise their hands and say, hey, I'm interested. Speaker 3:     05:42         It's sales. Getting people to shake hands and say, yeah, let's do this together. Delivery, giving people the thing that they paid you for operations, which is the glue that keeps everything working together and the gears, they everything moving and finance, which is simply making sure that we're measuring how much money we're making. We understand the health of the business, right? And, and I think like at the early stages of growth, everything feels very mushed into like one giant blob. Like I just got to do something to make more money. Right? And, and that's true to a certain extent in terms of getting sales traction in the marketplace, but you really need to identify these five pillars and understand what things you need to do in each one of those pillars in order to continue to grow the business and create an asset that works for you. Speaker 3:     06:36         And we have this thing we call the traffic light rating system and it's red, yellow, and green. And so we look at each one of those five pillars and we say, okay, well where is it red, yellow or green? Red Is there's no systems in place. Everything takes a ridiculous amount of work and effort to get something out the door. The results are inconsistent. We don't know when we're going to get a result. Yellow. We might have some of the core components of the system, people, processes and tools being developed, but they're not working together yet. And so we're. We're making progress, but our results are still a little bit sporadic. And then green, which is when we have people and we have processes and we have tools and all of them are working together. That's when we get leverage as a business owner, right when we have things at green. Speaker 3:     07:27         And so what we've been able to do very quickly is say we've got these five pillars and each one of them can be red, yellow, or green. And almost in five minutes we can say here's where the business is in trouble and here's where they're doing really well and here's what we need to focus on next. And where we need to put systems in order to get this thing to the next level and it's almost become like is very high level your entire business on one sheet of paper, like overview, a very zoomed out level like what do I need to focus on in order to get to the next level? It's been very, very cool. Speaker 2:     08:02         So if a person is listening to going, okay, so now I understand my five pillars and when they start looking at that red, yellow and green where some of the things they can do Speaker 3:     08:11         to kind of get started right now and say Speaker 2:     08:14         there's obviously if I have a system that's one thing, but what are some more of the details? What are they, what's the nitty gritty stuff that need to be looked at as far as. And I think if you don't mind clarify for people that difference between marketing and sales for some reason I talked a lot of people and it always gets so muddied up. So if you don't mind kind of clarifying that as well. Speaker 3:     08:30         Yeah, for sure. So, so super high level. And I think sometimes it gets a little bit muddier when you're talking about online sales, but marketing is what generates interest, right? Marketing is what hooks people and causes them to say, Hey, I want to find out more. Right? And, and sort of leads them into the funnel in terms of online sales. Marketing is like the advertising that gets people to the funnel. Marketing is the thing that, you know, the social posts like the paid ads, like all those things that are generating interest that get the click, that get people to go where we want them to go. Sales is where we, where we closed the deal, right? Sales is when people go from saying, Hey, I'm interested to, yes, I want to do this with you. Right? And so, uh, you know, so this is what's so amazing about clickfunnels is that we can get, you know, all of that traffic, all that interest to basically our online salesmen, which is, you know, the funnel. Speaker 3:     09:27         And, and that's where we closed the deal. Um, you know, if you have an offline sale, it's gonna be, you know, your marketing is going to be something that generates the lead, but your salesperson is going to be the guy that closes the deal and I think that those two things are very complimentary and they go hand in hand, but they're not one in the same. They're different and require different things to create a great advertising campaign as opposed to building a great sales funnel. Right? Those are going to require two different skill sets, potentially two different groups of people, but you need both of them in order to convert the interest into dollars in your bank account. Speaker 2:     10:07         So if I look at, I remember when I first got started, I was the solo preneur and I remember when I hired my first employee, it was like the biggest stress in my life, freedom. And I'm like, oh, I got to pay for this person. I found myself working and so help me understand, um, what I'm looking at this red, yellow, green if, and again you can pick whichever size company you want, but if it's, in fact I'll just kind of let's say that they're already making sales so they're not starting. They've, let's say they're at the six figure level. We've hit that six figure club, but we're sitting there between, we'll just call it between $80,000 and 150 or 200,000. Sure. That seems to be the word. A lot of people get stuck. It's like it's a good enough lifestyle by myself, but if I want to start bringing other people in, how do I start creating systems and where does that red, yellow, green come in? Because as far as marketing, I might be, I might have outsourced my facebook ads and I'm paying two or $3,000 a month to have someone run those. I've got my sales funnel up, but as far as opt, I really don't have operations and where I'm looking at as far as my finances, it's basically, I don't know, maybe quickbooks or I'm hiring some accounting on the side who doesn't really know my business. Help me understand. I know we have a lot of our listeners who are in that in that range, help them. Speaker 3:     11:20         Yeah, absolutely. It's a great question. So, so using, using that five pillars framework and the red, yellow, green, the person that you're describing, their marketing might be at yellow or green right there. Sales might be yellow or green, but they're delivering their operations could potentially be at red, right? Meaning that if we just continue to pour more and more sales into this thing, eventually we're going to crumble under the stress of the sales that we're producing. Right. That I don't a consistent structure to deliver on those sales and I don't necessarily have a way of operating my entire business that supports all of the sales that are coming in. And so we'd say, okay, if you're at, you know, yellow or green and marketing and your read on delivering operations, the goal is to continue to grow the business, right? But in order to grow the business, we've got to remove the things that are standing in our way of growing the business, right? Speaker 3:     12:21         Like sometimes it's not just about applying more force, it's about creating more bandwidth and uh, and, and that's what needs to be done in that particular case. And so we'll say, all right, great. So what we need to do is we need to figure out how do we increase our, increase our throughput, right? And that would be an assistant that helps us operate more effectively. And, and in my, in my way of seeing things, a system is the combination of people and processes and tools and all of those things working together. So you know, if we're talking about the solo preneur who's got a pretty good life, you know, making six figures or something like that and they say, yes, I do want to get to the next level. Part of that is going to require people. But like you said, in your experience and my experience at the beginning as well, hiring those people is not only expensive but it's extremely stressful because you're like, what do I tell them to do? Speaker 3:     13:20         Now you're just like, oh my God, now I have people that are asked, looking at me, asking me what to do. And so the way that I think about it is we need to put, we need to put systems in place first and then hire people to plug into those systems so that they're not disorganized when they actually start working for us. And I didn't always recognize this in my corporate days. I had a big team, but I wasn't the one who had to put the systems in place. I just was lucky enough to just manage a bunch of people. And. And that was it. And then I got out on my own, I was like, all right, let me just start hiring people. And it was like herding cats. It was like a complete mess. And so I very quickly realized that until I could have a coordinated way of telling people what to do and making sure that they do it and then being able to know what was expected of them, it was going to be really difficult. Speaker 3:     14:13         And so hiring people, you know, is, is one of the key parts of building a system and that's, you know, first and foremost, like what do I want to give that person to do? What is their role going to be? What are their responsibilities going to be if I just hire somebody hoping that they're going to come in and read my mind and improve my situation, like I'm going to be disappointed in, that person's going to be frustrated and we're going to have a massive disconnect, right? So we need to be clear on what their role is, what their responsibilities are going to be. And, and it sounds crazy obvious once you hear it, but it in the moment of all the stress and overwhelm trying to figure this out, you don't recognize that you need to ask yourself, how am I going to know that this person is successful? Speaker 3:     14:59         Like what does good look like? Right? And taking a short amount of time upfront to figure out those things will lead to a much smoother onboarding processes in a much more fulfilling relationship with that person in the long run because you actually know what slot in the company you're trying to fill them in. And uh, and I don't think a lot of people take the time to do that and it winds up costing them a ton of money that, that they don't really have to, they don't have to have that kind of experience if they take 10 minutes and they plan things out a little bit better ahead of time. Speaker 2:     15:36         No, I love that. It's one of the things I enjoyed, uh, when we were working with you here at click funnels was the interview process. We did a lot of hiring. When you're, when you're consulting with us and you're extremely good in the hiring process and I think part of that goes back to what you were just referring to as far as you're really. One of things I love about James is you're so awesome at creating a framework and I think it not only, it makes it easier for the person who's doing the hiring, but also it makes it so much easier for the person who's coming on board. There's nothing more frustrating than a. In fact, I was just talking to the person we hired to run a lot of our, our coaching or speaking team and you know, it last, it was late last night and he was leaving the office and he hadn't been talking to Russell and Russell said, you know, Dave, his biggest concern is it doesn't want to let you down. Speaker 2:     16:19         Yeah. Thought, you know what? If he's saying that that first, I think it's great, but it also, first thought I had was I probably haven't given them enough of an outlier as far as what his real job is and he shouldn't be feeling that way. If he knows that this is my expectations, and so I, I seriously, I thought last night and this morning I've got to do a better job of making sure he knows exactly what's expected of them because there's nothing more frustrating for someone who's trying to do a good job and not know what they're being measured up against and you've just always been so awesome at creating that framework. So we've talked before quite a bit, James, about this whole idea as far as companies who are at it's, it's either one, three or seven. It's $100,000, 300,000, $700,000 million. It's 3 million, 7 million, 10 million seemed to be. Speaker 2:     17:04         Those are some of the big barriers where you have to stretch and you grow during those transitions, but part of that really comes in this hiring process and in the framework that you've always built around that. So if a person's out there and they're hiring their first or second or third or fourth person, which for most of our clients, most people inside of clickfunnels, their teams are usually under 10. Right? And so those hires are really super critical because it's not a common and wearing multiple hats, how have, what is the system that you've created that helps people really identify what those roles and those responsibilities are? Because for a lot of the Solo preneurs they've just been doing it all and they just expect everyone's going to know how to pick it up. Speaker 3:     17:44         Yeah, absolutely. And, and nobody is a mind reader much to my much my extreme disappointment. You know, nobody, nobody knows how to read your mind and until they, until they figure out how to do that sort of technology, we're all sort of stuck with us as people and we're all imperfect and uh, you know, trying to do the best we can for the most part. And so I think that, I think the first thing, Dave, that is, is where I look, it's, it's top down and you know, not to beat a dead horse, but if I go back to the five pillars in the red, yellow, green, and I know I'm, I'm read marketing and I'm red on sales, that's going to be looking for a different person. Then if I'm green on marketing and I'm red on delivering operation, so like first of all, figuring out like where is the need inside of the organization in order to get the whole company to get to the next level so that we're not just sort of arbitrarily figuring something out. Speaker 3:     18:42         I think that's the first thing, right? And so let's just say, you know, we're looking for somebody in, in sales, maybe we need a salesperson, right? Like I just recently hired a full time sales guy and went through this exact thing. I'm myself and so I'm, I'm looking at saying, all right, great. I have a need for the sales role, right? And here's what that person is going to be responsible for. They are going to be responsible for following up with all of our leads. They're going to nurture the people who fill out applications. You're going to make sure that everyone who does buy, you know, they follow up with them a certain amount of time afterwards so that we have an up sell opportunity, right? Like, I'm, I'm very clear on what I want that person to do. And then we, and then we say, or a great, how am I going to know whether that person is successful and we have to set metrics in place, right? Speaker 3:     19:32         Like you can't measure anything if you like, if you don't have a measurement by which to kind of stack it up against and, and it's, it's not always the easiest thing to figure out the metric, but it's important. Right. So for this role in particular, sales role I think is sometimes a little bit easier. You know, what, what's our conversion rate, right? Like what's our close rate that we're getting and what do I expect us to get it? Maybe my expectation is crazy because I'm overly optimistic, but at least we have an expectation and then we can sort of calibrate between what's actually happening in that expectation. That. And that really goes regardless of whatever role it is. And so like the guy that, the guy that you're hiring to work on the speaking team, right? How many speaking engagements do you expect them to have them on? Speaker 3:     20:21         What kind of conversion rate you expect them to have when he's going out and doing the presentations, right, and all of those things and so you know, your role is you're the speaker, you know, the, the road shows, speaker for click funnels and your responsibilities are x, yZ, , etc. Measures of success. This is how i'M gonna measure you. Right? And like those three things alone at least start to get us in the ballpark of how we're going to define success in that relationship. And one of The things that's so important is that one of my early mentors had this great quote that I absolutely love. He said all upset comes from unmet expectations and I think that goes on both sides, right? Like if you're expecting this guy to go out there and crush it, but you haven't defined what crush It means and he's expecting to go out there and crush it, but he is a totally different expectation. Speaker 3:     21:14         He's like, dave, I did 17 presentations this month and we got five sales. You're going to be like, what on earth is going wrong out there? But maybe he's excited about it. And there's like a massive disconnect in that upset is going to come from those expectations that were never aligned. And so I think one of the things that I see, um, is, is so rare is just, uh, the desire for clear and direct communication. Um, and, and you know me well enough to know that I'm a, I'm a pretty direct communicator. Um, and I'm not beating aRound the bush and I'm not saying there's not other valid styles of communication, but in terms of making sure everybody is on the same page, just make sure everyone's on the same page and don't be afraid about, you know, setting those expectations and letting other end creating the space for other people to debate whether those expectations are realistic because then at least you get to a common ground on which to manage that relationship against. Speaker 3:     22:19         And I think that's, that's a huge thing that, you know, that the greatest leaders among us are the ones who have the clearest expectations for the people that are working for them. And uh, and, and that I think not only helps us as entrepreneurs and business owners and in leading our companies, but it also, it also provides a tremendous amount of security and confidence for the people that are working for us because they know when they're meeting the expectation and they know when they're not and they don't ever have to wonder like, oh man, his name is james upset with me, or like, does dave think I did something wrong or anything like that because we're really setting those expectations up front. And then we're revisiting them on unregular interval, right? Like, think About, um, when we were in grade school, if you never got a report card until you graduated eighth grade and then your eighth grade teacher is like, you know what, dave, you sucked for the last eight years, we're going to have to hold you back. Speaker 3:     23:26         You'd be like, why didn't you tell me sooner? Right. Like, you'd be upset. And, uh, and, and we don't, I think in the workplace we don't recognize the need to give each other feedback frequently enough according to what our measurements of success are. And it doesn't just a, it's not just a thing for the employee, it's a negative thing for us as employers to, because we're not maximizing the investment that we're making in that person. And uh, you know, and to quote warren buffet, he said, our job as business owners is to be the allocator of resources and the most valuable resources we have our people and if we're not maximizing the investment we're making in those people, then that means we're losing money and like nobody wants to lose money, but it's not, it's not as easy to see as some of the other things that are happening inside the business. So that's probably a pretty long winded answer, but it's, it's definitely one of the areas that I'm passionate about is how do we set up the game in order to get the most out of the people that are helping us because that's pro. If we're hiring good people, that's probably what they want to do anyway. Speaker 2:     24:38         I love it. I think it's, you've been become literally the master at systematizing the game. And I think as you, as I look at your framework, as far as those five pillars and the red, yellow, green, I know for myself, especially when I first got started, there was a lot of times where I did. I unfortunately set people up for failure and I did get frustrated a ton because I was like, gosh, why can't you just figure this out? And I'm like, you know what? Not everybody is an entrepreneur and not everyone is. And again, that's why I've. I've loved, I know you're a master at understanding those 16 personalities and understanding people. I think that for me has been one of the things I've appreciated and I've learned so much from you, james, is really understanding how best to work with people and realizing that a lot of the people who come to workforce, what they want is security and wants to ability. Speaker 2:     25:28         They want to know that they're going to be safe and they're being protected. And I think that the best way of doing that is setting them up to succeed by giving them very, very clear expectations. It's again, it goes back to your red, yellow, green, or even your your grade report card type of thing. When you know what the grade is, I didn't know. I can either apply more effort or I can coast a little here or whatever, wherever you might be, but for me, as I've looked at the way you've done that, I'm. I'm fAscinated by the way you are able to really spend a whole bunch of time allocating human resources. Probably one of your greatest skill sets that I've appreciated, I've seen you work with other companies, is really helping people to understand that is the most important piece of capital any business owner has. Speaker 2:     26:14         I mean it really, really is. I know we talked so much about marketing dollars, your sales dollar, all that. Nothing's more important than the people and you can get those people to and we spent a whole bunch of time focus on, you know, our click funnels culture as well as our own employee culture and I think that that as I take a look at what you've done, I hope people really take time and go back and listen to us because the framework of those five pillars is so critical as a business owner and then as you go through the red, yellow, and green and rate those, you didn't know where you need to look at, what is the human capital I need to invest in to systematize and make that thing work. So again, I appreciate so much your skill set and doing that. Speaker 3:     26:56         Yeah, absolutely. Well, thanks for giving me the opportunity to share. I think, um, you know, we as entrepreneurs have a very peculiar mindset and way of being in the world, right? It's not statistically speaking, it's not normal. We're not, we are not normal, right? We are, we are the outliers. And uh, you know, maybe three percent of people really are entrepreneurs. That means the other 97 percent are not and when we come at them like, hey, you should be an entrepreneur like me. We're sort of fighting that whole trend instead of just embracing what is a beautiful ecosystem where certain people want to take more risk, certain people want to have, you know, different things and do different things and other people just want something that's different and for us as as business owners and entrepreneurs to be able to create a place were those people are not just welcomed but appreciated for who they are and what they bring to the table and how they can be part of that larger contribution. I think it's something that we miss out sometimes a by wishing people were more like we are and I know I've been there and now I'm sort of have a totally different mindset. I'm happy Speaker 2:     28:15         that there's not everybody crazy. Like I agree with you completely. It's got a funny. You mentioned that we were working here late last night and one of the guys, you know who works for me, we were literally having this conversation just came up at 16 personalities came up and were sitting there saying, I want to be an entrepreneur so bad, and yet I've just, I just don't have a real high d, but I've got this huge economic drive and I'm like, just because you have a huge economic drive doesn't mean that you have to be an entrepreneur. I think at times people get that confused. You don't have. There's a lot of ways of, of fulfilling a lot of your other values in your life than having to be an entrepreneur. And I know that, uh, right now this whole entrepreneurship thing seems to have been glamorized quite a bit. Speaker 2:     29:00         And when you and I both started to, it wasn't that way was a kIds who basically couldn't get a job. I remember even talking about the yacht and her first feelings about you as an entrepreneur. This guy obviously can't make any money, but I think it's. I appreciate what you've, you've mentioned there that you can't expect everybody, unfortunately, not everyone is that way and allows that opportunity. I'm working for you. So as we get close to wrapping things up here, as a person who's going to go from being that solo preneur and from just one or two people to that five to 10, it's a big change. Once you get to tHat five to 10 range, what are some of the things you start wearing more of a management hat and you know, or suggestions you could give to those who are in Speaker 3:     29:42         that situation becoming more of a manager. Yeah. Well the, the number one thing you've got to, you've got to recognize that your contribution is not going to be as much a, the doing of the thing anymore as it is the setting the stage for the other people to do the thing. And that's a. And that's not the easiest transition to make. Um, uh, so, so I think just understanding that mindset, that the more, the more you grow in, the bigger your team gets, the more you're going to be responsible for being the orchestra. The conductor of the orchestra as opposed to the violinist and you might be an amazing violinist, but if you're staying in the chair playing the violin the whole time and there was nobody conducting the orchestra, then in the orchestra is going to sound like crap. And so you've got to be able to make that transition. Speaker 3:     30:31         And I know, uh, I know for me, you know, with a lot of the operating systems that we put in place, it's specifically designed so that I can give people things to do and they can take tasks and they can work on projects and objectives and initiatives and have ownership of those things, but I can still oversee what everybody is working on. And um, and you know, like a, you look at, you look at it like a company like mcdonald's and their processes are so well defined, right? That they're not just hiring the 16 year old kid who wants to work part time while he's going to high school and saying, hey, hey, come on in and just sorta make burgers and do whatever you want. And hopefully it all comes together. They have like all these processes that are defined and um, and they plugged that person into those processes and I think that's what we need to do to. Speaker 3:     31:27         And, and I know a lot of people will say, well, I don't have time to do that. Right? And, and I'm too busy with all the other things going on and it's so cliche, but it's so true. If you don't make time to work on your business, you will always be stuck working in your business. And I believe that whether you're one person trying to expand two to five people trying to expand to 10 or 100 people trying to expand to 200, you need to have dedicated time where you're working on your business in order to build those systems, to pull people in and make sure that the processes are right. Make sure that they have the right tools to be able to do their job, to make sure you have the right job descriptions and measurements of success in everything in place. And um, and it's so incredibly critical to build, you know, as you grow to be the person who's building the structure for those systems so that everybody else can do their job well and that you can measure how well those jobs are being done. Speaker 3:     32:29         And uh, you know, google is just a great example of how they've grown over the years with this, this concept of 80 percent of their time spent on doing things that are gonna generate revenue today and that our current projects in 20 percent of their time is spent on things that aren't sanctioned projects that are just specifically designed hopefully to make the company better in the future. And you know, in a five day work week, that means four days of the week people work on things that are on the books in one day. It means they work on things that aren't. Gmail came out of that paradigm, right? Like somebody was just like, oh, like I'm going to try and create a web based mill. And then it started taking off and they turn it into a real project. And I'm not saying that entrepreneurs have the luxury at first of spending one full day a week on working on their business, but you can't tell me like I believe it would be a bold face lie to tell me and to look in the mirror and tell yourself I don't have 30 minutes a week to carve out to work on my business. Speaker 3:     33:34         Right and do it. And maybe that 30 minutes becomes an hour in that hour becomes an hour and a half over time. But if you're not working on your business, like you're never going to really make the kind of progress that you want to because the business requires a leader to oversee the entire thing. And that's part of what it means to be an entrepreneur and to grow a company is to be the person who steps into that role. Speaker 2:     33:57         Wow. I may have. I can't tell you. I, I heard that years ago and I wish I would've listened to it because for the longest time I kept thinking, I, I don't, I don't have time to work on my business. That's a, that's a luxury. And it wasn't until I forced myself, and again, you may find you take it, you may lose a little bit of money in the beginning when you do that, but as you take that step back, it actually propels you five to 10 steps forward. And again, I hope I'm going to just. I wrote it down just because I. You always doubted these words of wisdom. I'm always writing down and that's whatever might just look at it. You don't take the time to work on your business. You will always be working in your business. And man changed. That for me was probably the biggest mistake I made in my twenties and early thirties was I just kept thinking, I'll just put more time into it. I'll put more time in and thinking that by my putting more time in magically some system was going to appear that was going to take me out of it. And it never ever did. Speaker 3:     34:56         It doesn't end. It doesn't. And we like as we're, we're driven people as entrepreneurs and so therefore we think the only way to granted result is by applying more force. And it's not like the real way to get what we want is by figuring out how to create leverage and systems create leverage and like think of it this way, if you're, you know, let's say you got a really nice sports car, it's, you know, six speed manual transmission. Not too many people have manuals anymore, much to my disappointment, but, but if you, if you step on the gas in first gear and you refused to shift gears and all you do is keep your foot to the floor, like you're only gonna go so fast, you have to let your foot off the gas just to touch, to be able to shift into second. So you go faster and then into third and so on. And it's. And it's the same thing when we're, when we're driving our businesses, we have to be willing to sacrifice just a tiny, tiny little bit of our maximum output to create the space so that we can get to the next level and we can switch gears and actually go that much further once we switch gears. Speaker 2:     36:07         Oh my gosh, I love it. I just got to take one more note here now. I love the analogy I've, I've seen that happen so many times in my own personal life and I get, I appreciate so much your time. I, your friendship means the world to me. It's nice having you here in boise as well. We're both transplants. It's been fun. So thanks again. James. Any other parting words? Oh, by the way, first of all, I want to make sure people know where to get you, so how can they connect with you? Yeah, sure. Speaker 3:     36:35         Uh, so they could just go to my website, james p friel.com. That's f r I e l, so just james p dot [inaudible] dot com. And they can find out about, there's some free downloads there. There's a lot to check out our podcast, which is a lot of fun and a whole bunch of other things and if they want to connect, that's probably the best place to go. Speaker 2:     36:54         Awesome. James, any other parting words before we let you go? Speaker 3:     36:57         No, just, uh, just really appreciate being here with you today, dave. Thanks for letting me share. I always fun to connect and I look forward to, uh, you know, seeing people take this stuff and really apply it. Like that's, that's really what gives me a lot of fulfillment is when, when people will actually take action. So if you guys are listening to this today, know it doesn't have to be a huge monumental thing, but take action on a little bit of something and your business will be better off for it and I'm sure your life will be too. Speaker 2:     37:25         Oh, awesome. Thanks so much man. We'll talk soon. Thanks dave. Speaker 4:     37:29         Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Why Dave Decided to talk to Brett:  Brett Curry is the CEO of OMG Commerce, a digital marketing agency and Google Premier Partner. He is also the host of the eCommerce Evolution Podcast highlighting what’s new and what’s next in eCommerce.  He and his team manage Google, Amazon, and YouTube ad campaigns for over 100 growing brands. Brett shares his knowledge of creating ads, what works and what doesn’t, and best practices for advertising. Tips and Tricks for You and Your Business: Using Youtube To Prospect: The Mysterious Black Box (1:20) Make Yourself Clear- What Is Your Product Is About? (13:22) Easiest Ways To Get Customers From Youtube To Your Product: (17:38) Tips For Creating Videos: (19:32) Quotable Moments: "Are you saying enough to make someone say-- hey this is different, unique, and I want to find out more about it." "Do something in the first 5 seconds to arrest someone on your product." "If you have a great video or funnel, I believe now is the time to use youtube." Other Tidbits: Brett goes into great detail on intent based targeting--targeting people on Youtube based on their google search history. He discusses how to properly build successful campaign advertising videos and gives wonderful advice on how to make them very effective. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to it. Speaker 2:     00:18         Funnel Hacker radio. This is going to be a fun, fun experience because it's a dear friend of mine. I wanted to do she guys too. I've known him for years and the guys absolutely crushing it in ecommerce eyes. Got his own. He's a CEO of Omg Commerce to digital market agency. You also is the host of the ecommerce evolution podcast. Welcome to show Mr Brett Curry. Welcome, Brett. Speaker 3:     00:36         Dave, what's up man? So excited to be here. This is gonna. Be Fun. Speaker 2:     00:40         It is so crazy. I remember, Gosh, I think. I think we met way back in the DOTCOM secrets local era. It was, Speaker 3:     00:48         yeah. I was trying to remember dates. I'm terrible with dates, but I think it was 2009, 2010. That's. We're working closely with Russell on some dotcom secrets, local stuff and we started hanging out and a crazy where our paths have taken a sense then, but that was fun. Fun Times. Speaker 2:     01:04         You guys have a killer agency that has just been crushing it for quite some time. You've done everything from, from TV, from local media to know you've got a ton of articles out there. You're doing this obviously, right? Niggas really specialized in the whole physical products on ecommerce, but one of the things I, if you're alright with I'd love to dive into and one of things you're kind of talking about before and that's this whole youtube thing and it's kind of this mysterious black box everyone talks about, but you have. You've mastered this thing, so I'm going to dive right in. Are you okay with that? Speaker 3:     01:30         Let's do it. Yeah. Love, love talking to you to my favorite. It is the marketing topic of choice for me to nerd out on right now and I like talking all things marketing, but youtube is at the top. Speaker 2:     01:42         Well how do you use it as a prospecting channel? That's one thing I know a lot of people struggle with. How do I actually use it to prospect? Speaker 3:     01:49         Yeah. So it's interesting, you know, I think youtube has been a powerful channel for years and years if you're good at creating content. So, you know, if you go back to the Gary Vee days, you know, if you're a Gary v and he built Wine Library TV and just really launched his career on Youtube and they're a lot of other content creators. We've done kind of the same thing. And so that, that's been a powerful youtube would powerful on, on that front for a long time. Uh, but, but recently, you know, Google's come out with some ad formats that are really powerful. And namely the ad format we use is called Tru vue and it's called trueview. It's, everybody's seen it, you know, if you go to youtube, you're going to watch a music video or, or a cat video or whatever your video of choices. You're going to youtube and check that out. Speaker 3:     02:37         It's the ad that pops up before that. So it's the pre roll, uh, in stream ad is what they're called. Those are the ones that are skipable. So, so I Bet Dave Woodward, you've had the experience where one of those ads pop up and you think, curse you advertiser. I just want to walk my work avenue, but something about the ad hooks you in that first five seconds, I'm magical. Five second window it you and you watched the whole thing. A lot of them you'd probably skip and that's fine. Um, but the beauty of that is from an advertising standpoint, you don't pay if someone skips, so you only pay if someone watches the ad or if they clicked through to your site so that they engage with it before you as an advertiser pay. So that's what we're using. We're using truview in a lot of different capacities. Speaker 3:     03:20         And the beauty of this is a one, the youtube audience is massive. I mean everybody's on youtube billion users worldwide on a monthly basis, 18 to 49 year olds. You know, I saw a stat more people watch youtube during prime time, then the top TV, top 10 TV goes combined. Um, I even saw it turn, which is interesting for 13 to 17 year olds, like 70 percent of them are on youtube versus only about 50 percent on facebook for that younger demographic, which, which is interesting. Um, but anyway, so we're using varieties of the trueview ad format and kind of harnessing that massive audience and then harnessing what Google knows about it's users has got some amazing targeting options now on youtube and we're kind of combining that to create some, uh, some ad magic for people. So I, it, I know that most people kind of lean first to facebook because of all the data that's there. Speaker 3:     04:18         What types, how does it compare from facebook to youtube? And you'd made mention earlier that you're actually seeing a lot of people starting to shift dollars from facebook to youtube. So kind of explain how that. Yeah. And so, you know, just to be fair, I think, I think facebook is so extremely powerful. I think most businesses need to use facebook. I don't know, facebook, myself, I've been at Google ads guy for forever and so it was a natural extension that, uh, I did the TV and radio back in the day as you alluded to as well. But, um, you know, some of the audience targeting is pretty comparable for youtube to facebook. So things like lookalike audiences as an example where, you know, you can upload your customer list to Facebook, they'll generate a lookalike audience for you. Google has something similar, only they call it a similar audience where you can upload, Hey, these are my buyers, these are my subscribers, these or whoever who will build a similar audience to that. Speaker 3:     05:08         So that's nice. Um, any kind of interest based targeting. So, so all of the interest based targeting you can do on facebook, you can do something similar on, on Google. Um, in fact, one of my favorite audience types is called a custom affinity audience and that's where you can go grab websites that you feel like your ideal customer, likely frequency. So it could be, you know, if we're in the workout space, it could be, you know, the particular brand of, of a workout site, you're looking for a different crossfit websites and things like that or um, you know, it can be conservative news websites if you got an, you know, an outdoor product or something like that. So you're, you're building a list of a and you're telling Google, hey, build an audience for me, like those people to visit these websites. And of course Google knows who visits every website, right? Speaker 3:     05:55         So they can build that list. I'm really, well now one of the things that Google has the facebook does not have is what's called a intent based targeting and one singular audience called it customer intent audience. And that's where you can target people on Youtube based on their google search history. So I don't know about you. Yeah. So this is just totally awesome. So do you, Dave, do you, are you a youtube user? Do you get on youtube much? Not as much as I as my kids there. Yeah. That's cool. So, uh, you know, when I'm on Youtube I'm mainly looking at music videos of my kids don't that, that I think this does line up with that trend I talked about earlier, like the 13 to 17 year olds, they're, they're all over youtube. My kids are looking at life hack videos and how to fix your hair and how to pick up girls. Speaker 3:     06:42         My team looking at things like that, I'm usually looking at like a music video or sports or, or how to or something like that. My search behavior on Google's very different. Like I'll search for every product that I want on Google and stuff. Well now you can target people based on what they're searching for on Google when they're on youtube. So if we've got someone who's selling a, you know, some type of apparel, a winter coats a week, we could then pull a list of top keywords that someone might be typing in on Google. We can then give that to google, build an audience around that, and then those people, the next time they're on youtube, we can run our pre roll or instream ad to that audience. It, it is phenomenal and there's so many creative ways you can approach that. For most of our clients, that's the best audience to run it or, or close to it, a accustomed intent audience because you can kind of, based on the keywords you, you're using kind of pick people at different stages of the funnel and then, and then so you know, they're there at least in the market to some degree. Speaker 3:     07:44         Then you hit them with a powerful video ad. It's just, it's an awesome combination. Is that work best for physical products or does it, does it matter? Well, I don't know that it matters. I mean I've seen some case studies so we were a google premier partner and we have our google reps come into our offices about four times a year and they do case studies and stuff and I got, I got to read a case study from Hawaiian Airlines and they're using this type of targeting and it's phenomenally well for them. Uh, but. But my agency, we work with physical product sellers. That's what we do. That's what I know. But it, it'll work for any business. I'm pretty confident, I mean as long as the, as long as your message is clearly communicated visually, as long as, as long as video is a good medium to communicate your message that I think you can, you can find the targeting that, that works for your business. But I mean, you know, we're, we're doing, uh, we're talking about Ezra firestone prior to hitting record. Good friend of mine been, been doing all his google traffic now for years. We run all the youtube for boom cosmetics. So yeah. Yeah. So, and then that's it. You guys are doing all that. Yeah. So of really. Well for them it was all hands. So I'm going to have to. Speaker 3:     08:56         Yeah. You know, so he now he's a smart marketer obviously when that same company, but he definitely inspires a lot of things, but we're the ones kind of pressing the buttons and pulling the levers. So it could be skincare, it could be a wedding ring, it could be auto product, it could be, you know, we're, we're all over the map, but, but no, I think if I wasn't, if I owned a business, if I was using click funnels, like I know most of your listeners are, if my story can be told, well visually I would try, I would try youtube to see if it see if it would work well for a person who wants to kind of get started on that. Where do they go and how long did the videos you have to be, how professional they have to be made, that kind of stuff. Speaker 3:     09:40         Yeah. Great question. So the, the video does have to be good and what I mean by that is it has to resonate, you know, it has to compel someone to say who I one VAT or, or at least I want to check that out. I want to look a little bit further at that product or that service. So it does have to be compelling. It does not have to cost you a fortune and I would almost advise against that. Um, you know, we, um, we do ecommerce for a long time. One of my, uh, favorite traffic sources, Google shopping, I don't know if he ever spend with Google shopping, but the product listing ads you searched for job search for a particular type of watch and then you get the little product images and stuff. Those ads work almost, no matter what, like if you have a, um, you know, if you're kind of bad at Google shopping, it'll still work pretty well for you. Speaker 3:     10:30         Uh, not the case with Youtube, you know, if you throw up a, a crummy video that just doesn't move people, it's not going to work. It just isn't. Um, we, we've seen, you know, we're talking about audiences earlier and how important that is. I've seen though where we get the same audience targeting, but two different ads, one that really connects with people, one that doesn't and the results are staggering. No one will, one will never get off the ground and the other one will scale to, you know, spending $8,000 a day, you know, um, profitably. So, uh, there, there are some principals there. I mean, I think you need to, you need to hook people in the first five seconds, you to communicate a clear benefit. You'd have some testimonial elements you need to overcome, objections, you'd have a clear call to action, but it doesn't have to be, you don't have to hire some fancy ad agency to come and shoot this, this video, uh, one of, one of the best videos we're running now for a client. Speaker 3:     11:22         It's 100 percent client testimonials shot with an iphone or whatever, phone, iphone, android mixing there too, which is fine. But, you know, we got all these clips of customer St Wow. Look at this product and this application that we love this. So we just, we mix those together with a cool intro, cool outro, and that's it. And it works. So there's not like a set, you know, you don't even have explosions and, and, and special special effects and CGI and stuff like that. It just, it needs to resonate with. So it does have to be a good ad, but it does not have to be expensive. Um, and, and so, and then you ask about ideal link. I'm the way, the way the pricing works, the way you're billed as an advertiser, someone has to watch at least 30 seconds of the commercial, uh, before you build the 30 seconds or the whole video, whichever comes first. Speaker 3:     12:11         Um, you know, on, on facebook, facebook counts of you after three seconds, I believe. So that's another kind of difference in the two. Youtube counts as a view if it's, if it's over 30 or the whole video, uh, but a lot of the videos we're seeing that work are in that, you know, 30 to 92nd range. Most of that are a little over a minute. Really. The key is, are you saying enough? Are you saying enough to make someone say, hey, this is different, this is unique. I want to find out more about it. Sometimes you can't quite do that in 30 seconds. Um, you know, if you go, if you look at like the, you know, with the harmon brothers have done or like, like the click funnels video. Did you guys have made, you know, um, those were what, like two to three minutes kind of harm brothers. Speaker 3:     12:54         And most of the videos about three minutes, you know, and that's, that can work too, a lot of our clients that they're their most successful videos or in the minute to minute 30 range. Um, and then uh, but we have some people like Ezra, you know, we've, we've tested some videos that are, that are north of five minutes a really. Yeah. Yeah. But, but I would say like stick within that kind of 60 to 92nd range is ideal. Yeah. That's fantastic. So when you're looking at the creation of that, I know it's typically, how long do you have before you skip the ad? Is it, it's five seconds. So pretty captivating those first five seconds to say I'm willing to eat the rest of this. Yeah. And my philosophy is we people out like may make some kind of statement or, or do something in the first five seconds where people that aren't interested, they'll click skip, right? Speaker 3:     13:47         Because if they're not actually you want to pay for it. Right? You've got that option here to not pay for someone if they're not interested. So I like to open with a, with a question with some kind of grabbing statement, like make it pretty clear right up front, you know, what you're doing, what, what it's about. This is about this new type of wedding ring or this is about this new skincare product or whatever it may make that clear right from the get go and you do have, you do have five seconds. So we had one client a show us, so they were in the outdoor space and they showed us this video that the first five seconds was the animation of their logo. The logo was doing all this stuff. We're like, yeah, that's not going to work. Nobody, nobody cares about your logo a have the logo there. Speaker 3:     14:29         You might get some brand again, but do something to capture them. Some kind of benefit statement, some kind of question, some kind of a, are you tired of this, you know, uh, can, can you not sleep at night because of x or whatever. Like some kind of something to arrest someone in those first five seconds that somebody that also makes someone who would say, no, I don't care about that product. Make them skip. That's great. Let's, let's get those people to move on and let's not, let's not for them. So yeah, you got five seconds. So that, that, that is also interesting to think about, okay, here's the angle of my commercial here, the benefits I'm going to work in, what's my opener going to be? And, and that's where I think you lead with a question or, or a testimonial or, or, or some kind of a, a grabber, you know, never do this again. Speaker 3:     15:11         Or, or what if you could avoid this forever? What if you could stop paying so much for whatever. So something to really hook them right in the right at the beginning is important. Back to the good old direct response marketing headlines, man. It is, it is. And so, you know, this can be a, this could be a spokesperson, you know, on camera looking at you saying this directly. It could be a combination of of that and text on the screen. I like. I like a combination typically, but yeah, it's so cool. I'm, I'm a, I'm a student of direct response. I know you are as well Dave, and I've read some of the classes even got like 22 immutable laws of branding on my desk and so Joseph sugarman books of course way back when, like triggers. That's an awesome book. Triggers. But anyway, a lot of the principles still apply, right? Speaker 3:     15:57         Like, like human nature hasn't changed a whole lot and people still either want to avoid pain or gain pleasure. Right. So thinking about these appeals a bit, none of that changes. It's just a new format and in a new medium and a new, you know, new audience targeting and things like that. But so, but yeah, our philosophy is let's, let's build it with direct response elements, but let's also build your brand in the process because one of the interesting side benefits, Dave, the worst thing is after someone runs on youtube a lot where we're usually running youtube campaigns in Google ads, so search and shopping stuff after they run youtube for three or four or five weeks, they're branded search campaigns will often increase by double. So people say, I didn't know if that was just Google's algorithm basically rewarding you for having spent money. Speaker 3:     16:47         There are. So yeah, probably not. But what, what, uh, what, what they are doing is, you know, you have more people that are aware of your product, so now they're searching for you. So that's cool. Still top of funnel for the book. We're talking about it. Yeah. So now I'm, I'm introduced to your product. I'm not ready to buy right now, but if I am interested in my next step is probably to go search for it. So we had one client who got pretty aggressive with youtube and they're branded campaigns. So people searching for them by name, uh, increased by four x in the first month and then they're not a small brand. Um, so it was really interesting. But, um, but yeah, it's one of those things that it does bleed over into other, other channels as well. So it's kind of a kind of a halo effect, you know, from, from Youtube ads. Speaker 3:     17:30         I love that. So when a person's on a youtube ad, is it, are you able to click the link? How do they, what's ease way of getting it from Youtube off youtube to where you want them to go? Yep. So there are there kind of three main campaigns, subtypes when you're running trueview. So Trivia, again, they're the, they're the instream are those pre roll videos we've been talking about. So there's, there's, um, standard trueview, which there's, you can have like a little companion banner banner that's off to the side. You have kind of a link over the video. People can click on that and go to your site or your channel or whatever you wanna do. So that's okay. That's kind of, that's been around a while. It's, it's okay. Um, the next option is called Tru Vue for shopping. So this is again for physical product businesses, but it's a combination of those youtube ads and then Google shopping. Speaker 3:     18:18         So often the upper right or over the video you've got your product listing ads or, or Google shopping ads. Um, but my favorite format and this will work for ecommerce or non ecommerce is what's called truview for action and that's where in the upper right on desktop or over the video and mobile, you've got a strong call to action button. So it's learn more. Shop now, save now whenever you get to control that button and there's a companion banner and then you put a headline there too. So it's pretty prepared against some good real estate there. And the beauty of that format is you can actually bid on a CPA target. So yeah, you can tell Google, hey, I'm willing, I want to, I want to hit the CBA target now you're going to pay for the impressions and the clicks like, so you're not, you're not only paying a CPA. Speaker 3:     19:04         That's some confusion people have. But I found Google is pretty good at hitting that CPA target. If you have good audience targeting in a good video overtime you can, you can hit your CPA target. Um, so, so that attribute for action is typically the best way. Like if you're, if you're looking to build your funnel to send people into the top of your funnel or, or whatever, I would, I would probably choose truview for action as the campaign subtype. Oh, that's awesome. Yeah. As you take a look at that, you've been doing this a long time. What are some of the tips for people as far as creating the video itself? What? Any specific tips you'd say as far as the video goes? And we kind of in an odd route, a couple of different things, but what specific. Yeah, take, take your time there. Speaker 3:     19:48         Um, another one of my favorite, a formats to follow for video is just interjecting a bunch of customer testimonials. Right? So that there's a great video for grammarly. Have you ever seen grammarly? They're not a client or anything, but they, it's software that helps you with your grammar mistakes. So you can, you can blue, it's just an add onto your browser, but as you're typing in in huge email or whatever, it's going to correct your mistakes for you, which is handy for a lot of people. Um, so the, the video that they have that they run on youtube, it's really just, it's like a bunch of different scenarios. It's the college student, it's the professional, you know, up and comer. It's the guy looking to get a job and there is just saying, you know, it's nice when I'm sending my email for my, my, my resume with my resume to catch all the mistakes that I'm making or it catches mistakes I didn't even know I was making. Speaker 3:     20:39         So it kind of, as you look at it, it's like a combination of the most commented on things. So you kind of look at what are people saying about your product and structure that structure, the ad that way. Um, so a couple of things that I would consider is one, I would, I would show the ad to people that are in your market before you run it. So, so, so I have some people preview it and not, not like employees or, or just friends or whatever, but people who are in your market and ask them, you know, what their, what their thoughts are, feelings are things like that. Um, uh, but, but going back to some of the things I mentioned before, you know, it's got to have that arresting opener. It's got to be very benefit oriented and lead with the strongest benefit, you know. Speaker 3:     21:19         So like Geico as an example, you know, they're always talking about cost savings. So 50 percent or 50 minutes could save you 15 percent or more on car insurance. Don't talk about all the other stuff as much the hammer on that, that cost savings because they've determined that's what causes people to switch. That's the trigger that causes someone to pick up the phone or, or we're going line. And so what is the strongest benefit for your product? Lead with that hammer on that. Come back to that, uh, get some social proof in there. So, so I like, I like endorsements, like actual customer testimonials. Um, and then I like some kind of objection handling. So if you think about these are the top one to two to three objections that someone has so, so, and again you kind of go back to your customer on this where people say, Hey, I'm worried that this is going to break too soon or will it last or whatever. Speaker 3:     22:07         And so, so if the, if that's a concern, you talk about your guarantee, you know that hey we've got a, we've got a 10 year guarantee or whatever. No, no questions asked, that type of thing. So what are the objections someone has bring those up and answer those, solve those right there in the video and then, and then some kind of strong call to action. So it's always interesting to me like you wouldn't think this would be necessary but like a video with a call to action versus one without the differences is pretty drastic. Like even just a, hey, check it out now, go, go and you design your own whatever, you know, go to our little style guide and design your own thing or go download this report or go check this out or go get free shipping or go get, go get five of these triathlons and back the ones that don't fit or something like that. Speaker 3:     22:50         Um, so some strong call to action. You got to end with that. Um, and, and then one other kind of little tip that we sometimes do is we'll now we kinda got a pretty good sense like, hey, this video is likely to work a, nobody's ever always right there you got it, you had a test that you get to know are you going to get the market decides ultimately not, not us as marketers, but um, we'll often run ads to our remarketing audiences first just to see like, what is he like, you know, because likely it's not going to just crash and burn. You're going to spend that much money, but you can at least see, okay, what's the view rate? Are People engaging with us? We, you know, uh, and, and then then decide, okay, this probably isn't worth rolling out to a bigger audience at this point. Um, so yeah, just just go a couple of tips and. But I can totally geek out on video production all day. I, we don't do video production just, just so you know, we're, we're more on the running the campaign side and stuff, but I love, I love the creative aspect and feel like got a pretty good handle on what, what works and what doesn't. So Speaker 2:     23:47         that's it. That's awesome. I know it was funny when we were even just doing some of the content that we put out there on youtube, like our funnel hacker TV. At first we didn't even make, make any mention as far as make sure you subscribe down below next episode or there like that. It's been crazy. Just that, just tell them to subscribe or to ring the Bell and get notifications. Those little tiny things totally changed the whole game. For us. It is sit down like 50 or 60 videos before we ever thought we should tell them what the video, even though it's free, even though it's free Speaker 3:     24:18         and even though the subscribe button is there, they still need to be told. It's like people need permission or they need to know like that's what you want them to do. Or maybe they're just not thinking about it, but you make it a simple ask a. I mean it seems like it shouldn't have to be that way, but. But it is so yeah, make the ask, make that call to action of some kind. It'll make a huge difference. Speaker 2:     24:40         Well that's awesome. Well Brett, anything else before we kind of wrap things up here? Speaker 3:     24:44         Man, it's just uh, you know, I think if you have the ability, if you have a product that works for video, which most do, if you tell your story in a unique way through video, I think now's the time to test youtube. It's still in its early stages. There's not a lot of people are, you know, compared to facebook on a lot of people advertising on youtube, you know, facebook is running into, you know, Max add capacity in the newsfeed is what I'm hearing a lot of cases and prices are going up and things like that. And again, I'm not, I'm not disparaging facebook. We use facebook, we love it. There's almost unlimited inventory on, on youtube too and just, just some ideas and so many people. So if you have a good video, if you have a good funnel built out, I think now's the time to test youtube, you know, and, and maybe one of the things you do is you get, get on and start, start kind of clicking around on youtube and look for some of those good pre roll videos, the videos that strike you and capture you and uh, and, and, and kind of look to mimic those. Speaker 3:     25:43         So. Speaker 2:     25:45         Well that's awesome. But I appreciate it. A 10 again, if people want to find out more information, where do they go? Speaker 3:     25:50         Yeah, best place is just go over to omg commerce.com. That's our, our sites. Check that out there, get some resources and stuff. You can also google me, Brett Curry, a cso of my articles and stuff on youtube and Google shopping and whatnot, and then I do have a podcast, a ecommerce evolution, so we talk all things ecommerce, so check that out as well. Speaker 2:     26:10         Awesome. Well Brad, again, so great. Can you again, we'll connect. I'm sure one of the seminars or events that were at. I'm sure we'll see each other around, so thanks again for your time. Appreciate it. Speaker 3:     26:20         Yeah, really glad to be here. Thanks for the invite and we'll. We'll chat soon. Speaker 4:     26:24         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get that next few 100 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as at the people like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Hailey: Head of Marketing at Improvado.io and Co-Founder of Growth Marketing Pro, Hailey Friedman has helped hundreds of companies grow their bottom line through digital marketing. Hailey will discuss digital marketing basics and how to integrate it into your funnel, as well as give her tips on what works and what doesn’t when you are marketing your business. Tips and Tricks for You and Your Business: How to get customers (1:25) Getting started with Google Ads (6:25) What is most important in a marketing funnel (10:45) The allowable cost per acquisition (16:40) Quotable Moments: "Websites are dying" "As a marketer, I never send traffic to a website" Other Tidbits: Websites are becoming obsolete.  Instead of sending customers to a website, try sending them to a landing page that is designed specifically to push them down a sales funnel. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Art, everybody. Welcome back to funnel hacker Speaker 2:   00:19     radio. I'm your host Dave Woodward, and today have the opportunity to having Hailey Friedman on the show. Haley, welcome to the show. Speaker 3:   00:23     Thanks for having me. Speaker 2:   00:26     I'm excited. So Haley's the head marketing or is head of marketing over at [inaudible] dot io. She's also the cofounder of growth marketing pro where she sells literally hundreds of companies grow their bottom line through digital marketing is one of the main reasons we wanted to have her on today is what you thought about really growing your audience. In addition to that, we're going to talk about some of the metrics and things that she's said loves to geek out on. So in addition to that, she also serves as the president Badass marketers and founders and I would just write, and I think you said there's over like 20,000 members that right? Speaker 3:   00:54     Yeah. There's 20,000 members globally. Speaker 2:   00:56     Crazy and I think you're running the, the primary group up in the Silicon Valley area. Speaker 3:   01:01     Yeah. I'm the president of the San Francisco chapter. Speaker 2:   01:05     Awesome. Well, I'm going to dive right into this and one of the things you and I were talking about just briefly here was this whole idea as far as how to get customers. I think that's the biggest struggle most people have is they get this wonderful idea and trying to find a way of, of getting that out to the market. So what are some of the things that you've seen? I know you spend a lot of time looking at different platforms and technology and it's not as much about the tech as it is about some of the other stuff. So how do you actually help people get customers? Speaker 3:   01:33     Yeah, I mean this is a challenge that I personally faced myself. I was a founder. Um, I tried to start something on my own and the biggest lesson that I took away from it was no, you can have an incredible team and you can have an amazing product, but if you don't know how to get customers and you don't have anything worth very much at all. So that's kind of what set me off on this journey to figure out like how do you get Joe Schmoe to buy something and I'm just like big gray box that I really did not understand and to an unwrapped how, how this works. And so, um, I just, I lived across the country from New York to San Francisco. I joined a startup at the ground floor. I just became a sponge and I just learned everything that I possibly could about marketing. Speaker 3:   02:18     I read blogs and conferences and the experts. Um, and then I implemented them not only at my job but for my friends and my family, like anyone who would let me. And I really kind of got my feet wet, figuring, figuring this stuff out. And so there's, there's really nothing better than trial and error. You learn a lot, but at this point I've probably done it like so many times that I've gathered this book of knowledge in my brain about what actually works and what doesn't work and it really depends on what the part of it that I think is so fun is that it's different for every business. Every business has different customers. You have different goals, you have different marketing budget and resources timeline that you need to hit those goals. And so like all those things need to be considered when you're figuring out what is the lowest hanging fruit thing I can do to get customers. Speaker 3:   03:08     And so it's hard to give a blanket statement, which is why through growth marketing pro we're often helping founders one off like marketing marketers and founders that need one off helpful. We'll, we'll customize a plan for them. But overall I like to think of it like this. Like where is the highest intent? Customers like where, where are your highest intent customers? So for example, um, referral programs always have the highest intent because people who are visiting your website that were referred by a friend and they were already sold and educated by their close friend or family and now they're visiting your site and they're going to convert at like 25 percent, whereas the average trapped under convert converted one percent. So if you already have customers start a referral program, that's how you'll get like the highest intent people to your website. Speaker 2:   04:03     Similar to I hear a ton about different types of referral programs. What are some of the things and referral problems you've seen that really work well? Speaker 3:   04:11     Yeah. So surprisingly people are not as motivated to referred friends when you pay them as much as they are to offer something of value to their friend. So people in when, when they're socially interacting with friends, they want to kind of be able to gift them something. So if you can create that vibe, then you're, your referral program will likely perform better. Speaker 2:   04:40     I've seen that they get a discount and you get a discount at the same time by offering a coupon code like that. Speaker 3:   04:51     Yeah, definitely. Um, and that works better than just having you get a discount and nothing for your friend. Yeah. Um, yeah. So I think, um, referral programs can be really difficult to track if you are going to implement one. I recommend using a tool I've used ambassador in the past. There's a lot of different tools you could use but definitely can get really hairy if you don't get super organized with your tracking links and things. So I'm tracking can become a nightmare. But um, yeah, along the same lines of, of high intent channels, I think affiliate programs with you can get like bloggers and influencers mentioning your product and sending traffic. That's also a great way to get like really trustworthy people doing the selling for you kind of thing. So those are high intent and then, you know, if you're looking at paid channels, if you have a budget and you're trying to figure out, you know, do I spend money on Google ads or do I spend money on facebook or, or whatever. Um, again, like think about intent, you know, someone who is searching a specific keyword related to your business as far higher intent than someone who's just browsing through facebook looking their friends' photos. Right? So a while facebook is not some channel for a lot of things. I would if there is search volume related to your product, then I would always recommend starting with intense is highest, which would be on google ads Speaker 2:   06:13     in Google ads seem to be the holy grail, but at the same time it's one most confusing things for most marketers. Everyone seems to kind of first of all go to facebook. It's easier to work with and things as you've worked inside of the Google ad network and the platform. What are some of the things that you've seen that work really well for a person who's just trying to kind of get the feet wet with Google? Where would you tell them that they should start? Speaker 3:   06:35     Yeah. I always start with like your branded keywords that someone literally searches for the name of your brand. You want to be there and then your competitors' keywords. So the names of your competitors, you want to be there too. That's content, lowest hanging fruit. Those people are already well educated, either about the name of your business or the name of your competitors. And so that's always the best place to start. And from there it's really just like careful testing. But again, thinking about when you're thinking about keywords like which of these keywords, long tail keywords are gonna be customers who have already thought very deeply about this and um, and if you are going to go higher funnel, more broad keywords, then you're likely going to want to serve content that's going to act as a funnel to your adapt to your purchase. Speaker 2:   07:32     So, speaking of funnels, I know you're in the process of creating your own and your first click funnels here, expert secrets. When you start thinking about a funnel, especially, you just made the mention as far as you know, top of the funnel, high end funnel. Explain to people exactly what that means. Speaker 3:   07:48     So I think people, people are at different stages of their purchase journey. And when I think about the top of the funnel, I think about the beginning of that journey, maybe someone doesn't know that they need your product. And so at the top of the funnel, people are doing their initial research, if you can create content that captured them at that stage and then you can become the teacher, the person who's being the educator, you can kind of like walk them down the funnel down to purchase product. Um, so basically people that are high in the funnel may not be super high intense quite yet. And as they get lower into the funnel, their intent becomes higher and higher and conserve them different types of content. So as they're deeper in the funnel, it becomes maybe not as much educational content, more not as broad educational concept, but it gets more narrow into your product. So you can serve them content that maybe shows a product walkthrough of your product or testimonials of people who purchase your products. And so there's kind of this sequential messaging that happens as someone goes from top of funnel. Speaker 2:   08:54     I love, I had this conversation with Speaker 3:   08:56     my son earlier this morning. He's doing some affiliate marketing for me inside of click funnels and I would sit there, I sit there talking to him about it and he's like, you had. It's really hard to get someone just to take a free trial of clickfunnels, and I'm like, yeah, you're right. Especially if they don't even know what a funnel is. I said, we're in the process right now of creating this whole idea as far as the death of the website and trying to help a lot of local business owners who think, Gosh, all I need is a website to help them understand that really websites are dying. They're not already getting some industries and really how a funnel works and so if you start with funnel jargon, people are going to go, I don't even know what a funnel is, what are you talking about it? Speaker 3:   09:34     So I love that idea. I just appreciate just kind of hitting home as far as where in that actual funnel are they top of the funnel, mid funnel, bottom of the funnel, and it totally changes the experience as well as the conversation that you're having with them. So I appreciate your going through that. Totally. That's so funny that you say that about the websites because we talked with marketing part talks a lot of, um, people that are just getting started and they have this website now. Like I have this amazing website, I to my website that is just not how it works. There's so much more intention that goes as a marketer, I never send traffic to a website, never ever. So as a marketer, I'm always sending traffic to landing pages that are specifically pushing people down a funnel, a very specific funnel. They have a very specific call to action, just one button on a page. And so websites that have menus with lots of different options, it's like you're, um, you're spending money to get traffic to that page and then you're losing people. You're giving them a million different places to click options and you're not helping them get through the funnel. Speaker 2:   10:37     I appreciate that. Well, here we've started to do, I'd like to kind of segway into one of the things I'm most excited about and that's this whole marketing data type of stuff that you'd love to geek out on and I know you've got kind of an awkward the end for those people want to stick around as far as a kind of exact how they can track some of this data. So tell me what, what are the things that you're paying attention to in a marketing funnel? What are the metrics that you're following? What's most important? Speaker 3:   11:00     Alright, well the first thing I want to say is that this stuff is really hard. Um, Speaker 2:   11:08     wait, all of my listeners right there, they're gone. Speaker 3:   11:10     Well, no, because I was a lovely side. Thought it was really hard and I understand why you think it is hard because I used to have a really hard time with it. I was really overwhelmed. Is that started out as a marketer? I was like, okay, um, you want me to build a weekly report showing how our marketing campaigns are doing simple enough. Right. Little do I realized that that actually involves logging into facebook and export and all the data logging into google, linkedin email tool, looking at our down revenue and like pulling all this data together takes hours because you've done loggins. These platforms export all the data. Then maybe you import them into a Google spreadsheet or excel. Then you have another tab where you may be creating a dashboard and you're using formulas and you're trying to map the data all together and hopefully your formulas are right and hopefully and then even at that point you just have like a big sheet of numbers and then you're going to have to present these numbers of people who are going to want to make sense of them. Speaker 3:   12:12     So they should probably be in charge now. It needs to be pretty in this whole thing. I swear like it used to take me two to three days of my week to prepare for the meeting with a meeting with our CEO just to be able to like pull, pull the numbers together, make them pretty enough for other people to understand. But also for me to understand like not only like putting the data together, but then so do the analytics and figure out the insights and figure out what's not going well and what needs to change. Just like the whole thing. It's so tedious. It is so time consuming and I can promise you that there is a marketer at every single company doing this, like somebody is doing this. And I was doing this annually about six months ago. I left my job, my last company, and I wanted to work at a marketing company, some kind of marketing tool that was helping marketers because I love thinking about marketing. Speaker 3:   13:10     I wanted to market to marketers and this is all very meta, but I've heard about this company called it provato that was looking for a head of marketing. And it was a tool that basically automated that whole process that I was pretty miserable over. Um, so basically they just sink into all the different platforms like facebook and Google ads and all your crm and all the things. And then it's just like slurps up the data into one place where it just lifts in real time all the time. So you can check on any ad, any campaign across any platform in one place or you can send it to your visualization tool. So the Google data studio or tableau or looker, wherever you want to visualize it, you just have this real time reporting. So you never ever have to like do that crappy stuff that all of us marketers are wasting time that ever again. Speaker 3:   14:03     Um, yeah. And so, and so that's, that's what my mission is now, to kind of spread the word that this is an option because I certainly didn't know it was. And um, you know, as a marketer and my favorite part is the strategy part. It's the thinking about using the tests and new ideas to try and optimizing what's working and don't want to be in spreadsheets all day. Just getting started. What are some of the most important metrics they should be paying attention to? I think a lot of times I see people making the mistake of looking at the wrong metrics. And so this is definitely an important question. Speaker 3:   14:43     It can be easy as a marketer get excited about top of the funnel metrics. Here we go. Talking about funnel signups, right? So at my last job I was at a company called realty shares and it was a real estate investing platform online and so I was getting were doing google, Google ads and we were running ads to the keyword real estate crowd funding, which is what it's called when you invest in real estate online, not everyone knows what the word real estate crowd funding is. So the people who have typed that in have very high intent, right? And those people would convert and they would the time paying investors in great customers. And so I wanted to expand from there and try and see if it worked and follow more people. So I tested out real estate investing as a keyword, which seems like a logical next step, real estate investing. And we tested it and while we were getting tons of signups for really cheap, this was awesome. I'm like, great, let's spend more money here. A couple months later I realized none of the people that signed up from the keyword real estate investing ever made an investment Speaker 3:   15:57     and so it's really easy to get excited by like sign up metrics, but what actually matters is like actual customers, actual paying customers, if none of those people become paying customers and that's actually not a good place to be spending money, so to kind of just like hold your excitement until you watch people go through the funnel and the different companies, different length of time, which can be challenging as a marketer to wait like a couple months to see if that thing works before you spend more money on it, but it's really about just careful testing and being able to see data from, from sign up all the way through to revenue and being able to tie that back. That revenue back to the child came from Speaker 2:   16:41     kind of what you're talking about there. The most important thing I always look at is what's that cost to acquire a customer? A paying customer versus the sign sign ups are great, but you can have a whole bunch of people sign up if no one take their credit card out. They are very, very little value to you or to them. So I always look as far as what's that cost to acquire the customer, what's obviously the average cart value. If we can kind of look at that where we get in at least inside of a funnel where the average cart value, if I can get the average car value to be equal to the cost to acquire customer base, getting customers for free and then I send them up the sales ladder from there. So Speaker 3:   17:16     keeping track, you know the customers signed up within a channel and that have gone on to make a purchase and you can have that revenue. You can just take that revenue number and divided by the number of signups that you got. And now you have your legs allowable cost per acquisition for a, for a signup. And so if you go above that, you're know you're losing money and if you go below that, you know you're making money. So Speaker 2:   17:44     can you repeat that Formula One more time just for those people are listening to, they understand because I think it's a real important number to. To track. Speaker 3:   17:49     Yeah. So I call the allowable the allowable cost per acquisition for a signup for someone that signed up. So within a given channel, if you keep track of, say for example your, your check, looking at facebook as a channel, you know that you got x number of signups on facebook and then he got y number of customers that actually paid and then you have a certain number of revenue. So if you take that revenue number, how much you made from people that you acquired on facebook and then you divide it by the number of signups that you got at the very start. Then you have this number that I like to call the allowable and that's kind of like your breakeven cost for acquisition, for facebook, for this specific channel, so that can rate. That can vary from channel to channel. You might have a different allowable cost per acquisition on facebook. Then you have google ads and this is really, really important when, when you're optimizing for channel two to realize that that's different. So on facebook you'll have this number and this is your allowable cost per acquisition and you want to stay below it because it's what soon as you start going, oh, if you're an addict, you're a even, that means like the, the amount that you're spending and getting Speaker 3:   19:10     on facebook is the same and if you're over it then you're losing money on facebook and if you're under it then, Speaker 2:   19:16     then you're awesome. So just running some numbers here. If I have 100 people sign up and they'll say 10 of those buy and it's a turtle a product. So it's a $2,000 total. So I've got basically 2000 bucks I made and divide that by 100. In other words, it means I could basically spend up to 20 bucks for a signup. That sound right. And so I think it's important for people who are listening to understand. We talked so much about what's my cost to acquire the customer? Well, that cost to acquire a customer. It could be 200 bucks because that's what they're paying me, but if it actually costs you that sign up as a 10th of that, I think that's an important number to kind of track and pay attention to. So I appreciate to appreciate you kind of go through there. Speaker 3:   19:58     Yeah, absolutely. Speaker 2:   19:59     Well Haley, I know we're kind of get close to wrapping things up here where, where can people get more information on tracking this kind of stuff? Speaker 3:   20:06     Yeah. So I actually need a blank template just for you guys who are listening, if you want to look at what my marketing dashboard looks like. Um, before I automated that. So this is when I go into Google sheets and I make all these different tabs so that I can see what's happening from a marketing perspective weekly, daily, monthly, yearly. Like how I figured out my goals. I have all these different tabs in a google sheet and I kind of took out all the data and made it blank for you in case you want to use it yourself. That's what I, when I do my marketing data manually, that's what it looks like. Do you want to automate? It can help you there, but if you just want this Google spreadsheet, definitely take a and download it for yourself. You can access it at that io slash podcast. You want spelling Pramada for us? Yes, I am t r o v a d o Dot io slash podcast. It's so funny. I had this terrible time and spelling allowed senior. I'm the table so that I. You Speaker 2:   21:16     did a great job spelling for it, so I appreciate it. Speaker 3:   21:18     Yeah. Speaker 2:   21:21     Well, let any last remarks here before we got to wrap things up. Speaker 3:   21:25     Um, let's see. Follow or connect with me on linkedin. I'd love to, uh, to chat there. That's probably the best place. My name is Haley Friedman, so you can find me on there. Speaker 2:   21:36     Awesome. Well, Haley, thanks so much. I appreciate your time and appreciate all that you guys are doing to push marketing forward. So thank you. Thank you. This is a lot of fun. Speaker 4:   21:45     Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, I only just reach out to me on facebook. You can pm me and be more than happy to take any of your feedback as well as if people would like me to interview. I'm more than happy to reach out and have that conversation with you so I can go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Entrepreneurial Intersections with Dave Woodward: Dave Woodward goes solo for this podcast, discussing the importance behind building momentum and moving forward with your entrepreneurial journey! Dave compares a typical entrepreneurs journey to the likes of a street intersection; where there is no straight path to success, more so, a journey where red-lights and random turns are expected. Tips and Tricks for You and Your Business: You are only one funnel away: (3:34) Carrying the momentum forward: What are you trying to accomplish? (4:28) Overcoming the struggles to become successful: (7:19) Quotable Moments: “You are literally one funnel away. Realize though, it may take many different funnels to crack the code for you… you have to make a decision and keep moving forward.” “There is no such in thing in an entrepreneur’s life as this straight upward road of progression… you are on a journey, it takes time and a lot of turns and things that get frustrating.” “There is no such thing as overnight success.” Other Tidbits: Dave brings it all together by talking about the 30days.com program, the One Funnel Away Challenge, and the excitement behind both projects. He encourages people to respect the process and do not try to avoid failing, because it happens to us all. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome back Speaker 2:     00:18         everybody. This is. I'm actually out. Just finished little morning workout and I'm walking back to the house and was walking through some of these intersections and everything else I was thinking, you know what? It's amazing to me in life how many people approach every single intersection and their life as if it's a red light and I see this happen so often, especially with people who have tried a couple of things and they don't always work exactly the way they want them and after awhile you kind of get beat up and you're like, you know what? Every single thing I do, nothing works. Every single thing I do, there's no way it'll ever. It'll just can't work and it only works for everybody else. And I think the biggest problem we see with a lot of entrepreneurs is this whole idea of, you know what? I see everyone else getting this two comma club. Speaker 2:     01:02         I see everyone else having success. I see everyone else posting there. Things will work for them. Nothing ever works for me. Listen, in life you will always have intersections, but realize as you approach an intersection, a lot of time it's a green light. You don't have to think that every single time. It's a red light. Same thing happens as far as approaching this a little bit yellow. You can either be super cautious and not do anything or you just go for it. I see. The other thing happened where people were literally sitting at the light and it's green and everyone else starts honking behind him going, would you please move my. The reason is saying this is I was talking to someone just the other day about this whole idea as far as the one comic club, so for those of you guys aren't from the other one comma club, the way it works is one common club. Speaker 2:     01:44         We have a program where folks on that our two comma club, so the way the two comma club works is it's basically a funnel that you have built that has done over a million dollars. Now realize that when we say this, it doesn't mean it has to all been through clickfunnels, meaning it doesn't mean every single dollar was tractor clickfunnels. We have a lot of people hit our two comma club who actually use click funnels as a lead gen and then they take them offline and they sell them through a call center or they will basically have a different merchant that we can't track or c, but it started through click funnels and because of that then they've used that. I've seen people do this in a franchise model. I've seen people to use this for call centers. I've seen all sorts of different things, but let's take an application through a webinar and then they'll sell them offline and all those people then qualify for what we refer to as the two Comma Club where they've made over a million dollars through a funnel or started with it in the funnel and then had what we referred to as a funnel stack. Speaker 2:     02:40         So the idea here is you get started in it and you take the lead through a Webinar in application and then you take them to offline to a, a phone call and that phone call basically closes them. Or, uh, you started off with a free plus shipping offer and that free plus shipping offer after the free plus shipping offer you then have back then leads an upsale inside of the funnel that then goes to another funnel afterwards. And so you start stacking two or three funnels on top. And that even though it could be as long as the same product or service, that still qualifies for r two Comma Club. While he's insane, as people ask me all the time, is this really true? Are People really getting up building a million dollar business inside of clickfunnels? Yes. The answer is absolutely yes. We have our 352 people have done it, but my reason to bring this to your attention is so often people will say, it just doesn't work. Speaker 2:     03:29         David can't work. It doesn't work for me. We had this thing that was the idea as far as a one funnel away and meaning you literally are just one funnel away. Realize though it may take five, six, seven, 10 different funnels to finally crack the code that works for you. So as you start looking at the intersections in your life, realize sometimes you come to a t intersection where you literally, you can't go forward. You have to go right or left, but you got to make a choice and you've got to actually take that choice and make a decision and keep moving forward. The hard part for most people is they. They look at life at every choice, as a roadblock, as there's absolutely no way in the world anything's going to work for me. Realize that for a lot of us sometimes those roads, they're under construction and they're a little bumpy at times and then they get frustrated and all of a sudden you got to. Speaker 2:     04:21         You got to slow down a little bit. The key here is you got to have momentum. You got to keep pushing forward. You got to keep your eye on the ball as far as what. What are you trying to accomplish? I absolutely love seeing a lot of the people right now who have taken part in our 30 days, 30 days.com. A program where they literally are a. we've got a virtual summit that starts next week. I don't know when you guys are listening to this, but it starts September 17th, 18th 19th were. The challenge was if you literally lost everything, so we went out to again to our two comma club award winners and over 100 and we asked if you lost everything, what would you literally do from step one day one through day 32 to get back on top if all you had was a click funnels account and the Internet, and it's been fascinating for me to see those different things and what they've done. Speaker 2:     05:10         More importantly for me though is now what they've done. It's what people are doing who are starting to watch this and pay attention to it. We then are going to have what we refer to as our one funnel away challenge, realizing that everybody is just one funnel away. It may take you six, seven, eight, nine, 10 different funnels. Just like when you're going down a road on any course or any map or any plot that you have, it's going to take you a couple of different turns. It's there's no such thing in life, especially as an entrepreneur, his life as this straight upward road of progression it man, it's like any other road when you're. You're on a journey, it takes a lot of time, there's a lot of turns, there's a lot of things that get frustrated and things don't go exactly the way you want, but realizing they were in your life, especially in business, that every single you come to it is not always a red light. Speaker 2:     05:59         Realize that most of the time it's a yellow or it's a green and you're sitting there because you're not moving forward. You're not having this. You're not feeling any success. So realize that the most important thing here as an entrepreneur, you've got to have momentum. You got to keep pushing forward, and I don't care how long it takes, the key is keep moving forward. Um, I'm so excited. So, so excited to see what happens out of this one funnel away challenged because the idea behind it here is we want people to literally get started. I think the hardest part for most entrepreneurs is we're looking for the one funnel. It's got to happen this first time. I live in mount my last dollar. Dave, there's no way in the world I can't do it. Listen, I've been on my last dollar so many times that the key is you just keep going through that last dollar and there's always another dollar. Speaker 2:     06:49         It doesn't come maybe as fast as you want. I get that, but realize you have to have momentum. You got to keep pushing forward. You gotta find a way to have a stronger why and just realize right now I'm actually outside of my house. Just got done working out and walking back and I'm fascinated as I look around and I see the struggles that people go through and as I've been really reflecting on this for awhile now, realizing that the only way you get success is by literally going through all the craziness in life. There's no such thing as an overnight success. I can tell you my success is probably my wife would say it's probably been like a 24 year. No, just kidding. It's been one of those things where I've had success and then I've had failure and I've had success, and then I've had failure. Speaker 2:     07:39         That's part of the journey. That's part of the realize that as we talked about here, as far as this whole intersection, these entrepreneurial intersections in life, there's a lot of times where man that wrote under construction, you literally have to stop. I get it, but the key is you got to find a way around it and to me, life is all about finding, taking every opportunity possibly can to find a way of continuing to move forward. Every once in while I get it where you. You just have to pull off to the side of the road and you've got to just recollect your thoughts and kind of figure out where am I going to go next, but keep moving forward. Don't, don't get frustrated by everybody else's success. The only one that matters is you, and as long as you're moving forward and finding mentors and doing whatever it takes, you get there. Speaker 2:     08:27         You eventually get there. The only way you don't get there is when you stop. When you pull over to the side of the road and you literally stopped or you turn around and just give up. Realize that the key to any part of this here is in any entrepreneur's journey, is to understand that you are going to come across so many different intersections, so many different challenges, so many different opportunities, and the key is to realize that listen, the harder you fight and the more you work, you truly are. You're just one funnel away and I've seen this happen so many times in my own personal life as well as in the lives of those that I work with. So I just. I hope as you take a look at this and you think you're thinking wherever you might be listening to this. First of all, I appreciate that. Speaker 2:     09:09         I appreciate you took the time to listen to this. I hope that if I can give you any advice, encouragement at all is to understand that it's worth the journey. It's worth. It's worth going through every single intersection in your life and taking the fight. I personally believe that every single one of us have value that other people need from us, and the way you get that value is by sharing it with each other, with other people. That value can come through, sharing it through building a funnel. I hope you get some value out of listening to some of these podcasts and if it's not mine, it's somebody else's, but realize there's others out there who are there to help you, encourage you and gets you to where you want to go. Have an amazing, amazing day. Again, I appreciate anybody to take time to listen to this. I would love if you would either a, rate this review at. Give me comments, give me feedback. I'm trying to find out what's working, what you're liking, what what you don't like, and most importantly, what's the value to you? Feel free to send me a facebook message or email me. I read all the reviews on itunes as well, so, uh, let me know what's working for you, what's not, and just again, realize who you truly are. You're just one funnel away. Have an amazing day and we'll talk soon. Speaker 3:     10:23         Hey everybody, thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to David Asarnow: David Asarnow is a visionary entrepreneur, digital marketing leader and author of the upcoming book The Competition. A four-time member of ClickFunnels Two Comma Club and 2018 8-Figure Award Winner, David is passionate about helping entrepreneurs create massive value, leverage, and profits through his proprietary monetization strategies and online challenge.  David recently co-launched the Ultimate Life Foundation Course designed to walk entrepreneurs through the exact steps they need to create their ultimate life and business in just 60 days. Tips and Tricks for You and Your Business: How do you scale your company? (2:07) How to master and run an agency. (5:57) Starting from scratch: Business tips. (15:25) Quotable Moments: "Business Nitrogen… we are a monetization agency. We are really good at helping people monetize their visions and dreams." "Most people try to overcomplicate it. Just have fun, connect with your audience, and then, magic starts to happen." "If you treat people with loyalty and respect, you will get it in return." Other Tidbits: David discusses Business nitrogen: what it is and does! He talks about his monetization agency and how they effectively help people achieve their business goals; as well as different concepts and ideas. He enlightens the audience on how to build a business, scale properly, as well as hiring the right people. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker radio. Okay. I'm your Speaker 2:     00:19           host, Dave Woodward, and today I am so excited to bring back Mr David Dot Sarno. David, welcome to the show. Thanks Dave. Thanks for having me here. I am so excited. So those you guys don't know. David, he's been crushing it. He's got a company called business nitrogen. Tell people about what business nitrogen does and then we'll talk about this crazy wall. It's behind you that no one can see, but I'm just amazed at that. That's right. No one can see it. So business nitrogen, if you look at what do we do? We're a monetization agency. People have their crazy concepts, their ideas, and they just don't know how to get them blonde so they don't know how to take her from six figures to seven figures, seven figures to eight figures, eight figures it up and they come to business nitrogen because we are really good at helping people monetize their visions and their dreams does. Speaker 2:     01:03           That's awesome. Uh, so for those you guys who can't see this amazing wall, what I'm staring at, so I've got dead right in the screen, but behind him is this blue lit wall that has this huge eight figure award, right? The big x right in the middle and then surrounded by are four other two Comma Club award. I mean, this guy has been crushing it not only for yourself, David, I think, which I think is cool, but also for your clients. And I think that's the part I want to make sure we've talked to people about today is you and I were just, before we started doing the recording, we're talking about when you and I met almost kind of a first year of, of click funnels. Really some of the things we were doing and where it's come and I think people don't understand the impact that it's had, not only for click funnels but on you and your life, but most importantly on your clients' lives. Speaker 2:     01:48           I mean you've got clients now again, we were. You were on stage at funnel hacking live and you and one of your client forgot his name. I just drew up Warren Warren, so basically he's getting this beautiful ring that we presented to them, but it was because of you and the business that you helped him build. So if you don't mind, tell people just a little bit about. I know you say you taught you scaled companies, but how do you actually do it? That's what people want. How do you really scale? I mean, you're an agency full service agency that's been killing it for a long time. So I was doing this before. I mean before click funnels was around. I mean when I was in, when I was in my twenties, I was building. I built a business for someone else who went from zero to $45,000,000 over five years. Speaker 2:     02:32           I built a division for a company that was 50 years old. We just went into new way in a different way, so when people often ask, you know, how do I. it's so funny because what? Then I went off and I started a franchise company. We grew that to top 15 hot franchise, so the skillset of building businesses is building a business. You start with strategy and that's one of the big things that I think that most people have a problem with is they get really excited and they get a lot of shiny objects and I can be in there all over the place and they don't get really clear, really focused in one thing that Russell's had a lot of things at the last funnel hacking live. He said something that was very profound and I've repeated it over and over again. He said, stop building funnel after funnel after funnel. Speaker 2:     03:22           Pick one funnel. Refine that. Make that so focused, so good and so connected to your audience in your niche that once it gets to a million dollars, then you can add onto it, then you can change. And, and really if you ask what do we do, you just get very clear and laser focused. And for me, because I work with clients and I helped the clients monetize it, I compartmentalize. So when I'm on this client, I am 100 percent focused in on their strategy, their niche, what do they need to do to connect with their audience differently? And here's the interesting thing that most people don't realize. I know you guys do it. The funnel, I mean, here's the cool thing, russell is using a funnel that can do, you know, seven, eight plus figures, right? And then someone else had the exact same funnel and it doesn't produce a dollar. Speaker 2:     04:11           Why? Because he knows his audience, he knows how to communicate with his audience. And one of the cool thing, I mean, what most people don't know is actually I have a two time emmy award winning media person. I'm abby give in our company now that we actually help our clients create and craft their media message on the front end. I've been the facebook five times over the last couple months invited because we're now not. We're investing over $2,000,000 a month of client's investment on facebook, so we get to participate and really learn what's going and the cool thing is it's having that message to market match. It's understanding your niche, it's understanding your audience and then making sure that your funnel does a really good job. Does it distract, but make sure that it compliments exactly what you're saying on the front end and then leads them down that journey and keeps that communication going and that makes it really easy when you have clients who are willing to participate in the process and just, you know, it's like I say, you do like Mr Miyagi, paint the fence, wax on, wax off. Speaker 2:     05:16           It's most people try to overcomplicate it. Just have fun, connect with your audience, and then magic starts to happen. I love it. Uh, I can tell you, David, one of the things that you are just the best that you just talked about as far as amy give, you have this ability to act as the quarterback of an amazing team and to, again, you can either use the analogy as far as a quarterback of the football team or the general contractor. How do you, I mean, you have this mindset from strategy there that a lot of people, you and I were talking about this regarding our whole certified partners program and some of the frustrations that some people ran into with the idea that you can't master everything and you didn't go about trying to master absolutely everything. Help people understand what's the best. If you're going to run an agency like you're running. Speaker 2:     06:01           I mean you guys are doing huge numbers. If you're going to master and run an agency like that, how do you act as a quarterback? How do you gain the skill set to run a business like you're doing it? Well, if you look at it this way of running a business is like being a parent. Um, within your team, you've got to, you know, it's like listening, it's coaching, it's mentoring. Um, I learned I wasn't good in the beginning when I first got the opportunity to build that $45 million division. I had a really good mentor and we're still friends today and if you watch this, his name's mark graff. And he was willing to, to, to let me make mistakes. He was willing to ask me, you know, what do you think, why would you do it this way? And I asked him why did he do that? Speaker 2:     06:47           And he said, because when you're a manager one day, you're going to need to be able to. You'll never be able to build something that's scalable. If everything has to go through you and I'm creating you into a mini me. I'm creating you to learn how to ask the right questions to listen, to get strategic and your frack. I hired you because you come up with better ideas than I do and I just learned. And so how, how do I build a business like this? A I, I hire some really good people. I test everyone that there's an old adage, hire slowly fire quickly, hire slowly. So many people want to just hire someone that they put a warm body in place. And so I test people out. I all bring on, if I want to hire someone, I will hire a higher, sometimes three people on a test project and see how they give me an idea about that because I love, I've seen you do this before. Speaker 2:     07:44           I've seen you do it in the graphics area. I've seen you do it in, in different parts. So give me an example of what you would hire them to do and how you would test them before you bring them onto your team. I'll give you an example. About seven, eight years ago, um, I wanted to rebuild my website and my team was really busy and I knew that if I was going to scale I was going to need more team members. So I, I didn't even know what I wanted. I mean, I'm not, I'm probably the hardest person because clients, I expect to know what they want. Sometimes I don't even know. It's sorta like I'll know it when I see it that I'll like it. So what I did was I created a bio and a brief of what I thought is essentially the image, the focus, the feel, the look that I wanted, and I went out and I hired seven different people. Speaker 2:     08:32           Okay. And I told him to come up with the design. After that, I narrowed it down to I believe four. After that I gave. Once the design was done, I narrowed it down to three and then I paid them. I paid them their full rate. I didn't try to say here's one of the things people often say is, well, I'm going to ask you, Hey, do a test project. And I'll see how know I paid them their full asking rate. I didn't ask any questions. It's an investment to find someone who's good and guess what? Out of that I hired those three people and and today one of them is one of my stars who is, who is my, one of my top click funnels people. Because then when we, from the time I met you, I'm from the click funnels. I just have them start building funnels for six months doing nothing else. Speaker 2:     09:22           This was before you had any training before? There was a certification and that's my my. Before I will put a team member to work on a project. I will have them working at least six months just I have one guy who's just building funnels for a year right now and I don't have more pain on client projects. I'll have them hack stuff and do like that protest project because he's not where I want them yet. So I'm willing to take the time in training and development team are running it like a real company versus just, Hey, I do a funnel here and it's running from project to project to project. I mean we have retainer clients who've been with us for almost eight years Speaker 2:     10:02           and and the reason is because we're a partner in their success and you know, I mean I believe that you just got to treat people with respect and don't just hire. It's like I've heard people say, well, I'm hiring an outsourcer. I'll and then I can let them go. Dude. They've got families. They want stability. I mean keep it if you treat it, if you treat people like with the, the, the. If you treat people with loyalty and respect, you'll get it in return. I love that. Again, you've only, I know a couple of your team members and it's so cool as you sit and talk to them, how much they enjoy working with you and how you are so focused on helping build them and I love the idea and we've seen it even within our own internal agency we have here, but that same idea. Speaker 2:     10:49           Don't be afraid to pay people, build people and help them grow and I think so many times people are trying to just get a quick five or job done or quick and I'm like, listen, if you're trying to build a company, you got to build a company and you've done such a great job as, as really building an amazing agency. So congratulations on that. Thank you. And actually my agency took a total turn in a funnel direction that I had no plan on when I signed up for clickfunnels certification. Seriously, this has changed. It has changed my life, it's changed how I, how I've looked at everything and it's pretty amazing. I appreciate that. You know, one of the things I know as I've spoken to a couple of your clients, sometimes you will actually take a piece you made mentioned just a few minutes ago that you're actually vested in their success. How do you set that up as an agency? Speaker 2:     11:43           Two different ways. There's people up front that hire me for consulting and I've, you know, and I, and they me a monthly retainer for consulting and then they get, I offer them funnel services at wholesale or discounts, significant discount, but the, with that I get a percentage of the revenue after, you know, the percentage of revenue, percentage, revenue of adspend, however we work it out so that way it's fair. Uh, there are some projects that um, partners in, I mean literally we set up a company in LLC and I own stock in their company and they assigned stock over to me. Um, and there's projects that I get a retainer. So how it usually starts out is I want to make sure that I like working with someone because frankly, if I don't like someone I don't want, I mean life's too short. Got Seriously, it's way too short and I've experienced it too unfortunately in the past year with friends that aren't here any longer and it made me realize even more how important it is who you surround yourself with and who you work with. Speaker 2:     12:52           So what I'd like to do is a few months, it's like a four month or so trial where they're paying the retainer and they're paying us to do the work and it's not an insignificant retainer. We're talking about 10 grand a month plus. So it's not insignificant, but they're paying me for my ideas. They're paying me to create a strategy and to mentor them. And during that we're going to build and we're going to launch something. We're going to see what it's like working together. If either any point in that time we don't like working with each other, there's no obligation. Then there's comes a point where we're launching and we're going to need to make a decision, do we want to still play together, and then if we do, here's the different ways that we can do it. So I mean that's one of the things that actually this idea came at funnel hacking live. Speaker 2:     13:42           By the way, if you haven't been the funnel hacking live, you need to be there because I can promise you that I have had a business altering life changing breakthrough it every single funnel hacking live. So I don't think you. You may not recall me telling you. I think when I was at the mastermind one time, that was when I was invited there. I was telling you that Russell made a comment about someone paying him $100,000 plus a percentage of the revenue. I remember that. That was right there. That's when that became my model. So all I have to do is hear it. They need a contract. I don't have to. All I have is a seed and I'm like, well if he can do it, I can do it too. And by the way, the one funnel away concept is exactly that. If they can do it, there's no reason why you can't do it. Speaker 2:     14:32           So all I to hear that Russell was doing it and that's my new model and that became my new model from that day on. I love it. Thank you so much for sharing that. Well, David, I can tell you we've got so many fun part for me to talk to you about this. We can go on for hours because I'm so excited and so passionate about what you're doing. A one of the things you're involved in right now is what we're launching here. Literally by the time this recording comes out, it's probably just actually going live, but this whole idea as far as 30 days.com and what we ended up doing was really going out to massively successful people like yourself and said, listen, if you lost absolutely everything, all your money, all your contacts, everything except for your knowledge that you have and the click funnels account, what would you do in 30 days? Speaker 2:     15:15           And you're one of our 30 who actually submitted a plan. Uh, I can't wait to you for you to actually get a copy of the book. It's literally 500 plus pages. It's huge. It's super, super cool. But if you don't mind, tell people just a little bit about, just a little quick section here. What would you end up doing? What would be some of the things that you would do if you lost everything? What would you start with? Well, here's an interesting thing thing, and I don't know if you know this, if you don't read my chapter yet. When I read that I got chills down my spine and I almost teared up. And here's why. Most, most people though, you'll know it now, lets people know that was me a decade ago. I literally, um, you know, I spent, I, I blew through over a million dollars. Speaker 2:     16:01           I went upside down, um, and it came to that point that if I did not stop getting out of my, I'll, I'll say it, you know, early midlife crisis and just stop and really start a business on my own because I left the franchise company to, and I literally spent about a year and a half to two years to two and a half years learning and discovering. And it wasn't to that point that I said, um, if I don't do something by the end of this month, I don't know, I won't have anything. And literally it was that point that I built a six figure business and then the six figure business became a multiple in one month. Why? Because my back was against the wall. So although it was a decade ago, I had a really hard time playing with to tell. I couldn't tell someone to do something if I wouldn't do it. So I literally scrambled during that Fourth of July holiday in July. Speaker 2:     16:59           And I pretended as if I didn't have anything and I said I don't have any contacts. And I literally walked in a place and I did. I went back to what I would do because me, I'm not going to build a funnel to sell things because what do I do? I'm an agency. I build things for other people. So my goto was literally go get a client, go do something and I and I created, which is a new business model that I believe will be a multi seven figure business model. I've got a few really cool niches where we are focused in on and I can now replicate and license this funnel to other places. But that came out of the book. I mean that came out as a school. So literally I had to put myself in the pressure and you know, as perturbation, I had to put that stress on to pretend as if. So we're on fourth of July and my family's on vacation and they're like, what are you doing? I'm writing this book. No, I'm building a new business. Speaker 2:     18:00           And, and so it is, it's, it's a new business that it's been, it's been testing and it's proving itself out. I'm making sure that it's predictable, replicatable, duplicatable, etc. And then by the way, what hap came out of that is a business that could actually run without me. Oh, thAt's so awesome. That is amazing. Because I know most agencies don't work that way. Most agencies, you're the boss, you're the owner, you're the guy who's basically got your district strategist. So I am so excited to hear all about this later. That's super, super cool. That by the way, that's wHat came out of the box of guys. If you haven't read the book, that's just my story and I give you day by day, step by step, not what I would do, what I actually did while writing the story. Oh, that's so awesome. Dude. That is so cool. Speaker 2:     18:49           Oh, can I get chills? Just that book is going to be one of my favorite books ever. We've got so many cool things behind it just because of people like yourself. We've got over 350 people have done over a million dollars in sales funnel, but it's not as cool as that is. You get, again, people like yourself who've done over 20 over $10,000,000 in a sales funnel. But for me, it's, it's the businesses and the lives of people that you've changed because of that. It's not just you as cool as you are. It's as I liquor is here. As I look around, I'm like, you've literally bless the lives of hundreds of people. I mean the people you employ now, the other businesses that now are thriving because of you and what you've done. and I just, I get so excited to see the ripple down effect of a success and I just, again, congratulations to all that you've done. Speaker 2:     19:38           It's just been so neat for me to walk you over the last three years just to. I mean, you're just crushing it and I think it's. I appreciate that you were able to take your 4th of July vacation to contribute as much and to give back and you always get back to me anytime I asked, but you were so kind to do this for us and I think it'll be a huge thing for, for those people who really want to put your back up against the wall and make stuff happen. And cOngratulations again. Well, thank you and thanks for asking and by the way I almost didn't happen because it was sent to my old email and luckily I got a voxer and then we were able to get it done. So that's probably why I had that crash and burn last minute email. If I had known a month earlier, I would've had more time, but then again, I probably would've waited to the last minute, like most people do. Speaker 2:     20:21           Absolutely. Well, as we get kind of close to wrapping things up here, anything else you want to make sure that any of our clickfunnels audience or any of our funnel hacker radio audiences wants to know or should know it. Just do it. I mean, there's no excuse. The only reason why you don't succeed is because you're getting your own way. Um, so many people say, well, I don't have money to do this, or like, I can't do this right now or have to do it my own way. That's usually after people have blown through. All of that is usually when I get the phone call and saying, I'm from your help. So if you have that dream, you know, put the right people in your corner. It doesn't have to be made, it doesn't have to be like company, they put people in your corner that they had been there, that can help you, that can mentor you and guide you and your you'll be well on your way and just take massive action, get out of your own head, take other people's advice and just connect with your audience and give more than you receive. Speaker 2:     21:20           Just one thing I learned from my grandfather is just give value, give value, give value, give value, and I say that because I've talked a lot about my grandfather and this story and also the book that I'm writing right now and love it again. Thanks so much. I appreciate all. Appreciate your friendship a ton and just so always fun seeing you. And again, thank you so much for all that you give to our community. You're always given back and I appreciate it. Done. Awesome. Thanks dave. Thanks for having me. Speaker 3:     21:46           Bye. Hey everybody, thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to to make this better for you guys. Thanks.

Why Dave Decided to talk to Peter Pru: Peter Pru has built, grown, and scaled multiple 6-7 figure eCommerce businesses across multiple industries. He is a member of the Clickfunnels 2-Comma Club for hitting over $1,000,000 in sales in his eCommerce businesses using funnels. He's also the host of the Ecommerce Empire Builders Youtube/Podcast where he shares his tactics and strategies for building wilding profitable eCommerce businesses. Tips and Tricks for You and Your Business: Continuity plans and income building. (8:58) Sell digital products also! (10:14) Digital and physical product margins (17:30) Empire Builders: Webinar: ecommerceempirebuilders.com (18:38) Card abandonment/Stick Strategies in eCommerce. (24:14) Quotable Moments: "You can scale as quickly as you want: In some cases, you may scale to quickly." "You really don’t have a business until you have continuity income coming into that business." "If you have an eCommerce business one of the best things to do is add on a membership site on the back end of it then you get that continuity income." "It’s the idea of marrying both physical and membership sites together. It drops your costs to acquire a customer and increases your lifetime value of the customer." Other Tidbits: Peter talks about how he got started in the eCommerce business and how it has changed his professional career. He discusses the joy he gets from coaching and assisting people in transforming their eCommerce businesses into profitable ventures. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Speaker 2:     00:17       Hey everybody. Welcome back. This is going to be a ride for your life, so hold on tight because I have the one and only Peter Crew on the show. Peter, welcome. It is an absolute pleasure to be on here with a thank you so much for having me. I always make the mistake of getting going and having to. I wish so bad. I could just like start and not have any top. We started talking beforehand. I'm like, shoot, I forgot to hit record so you guys missed the pre stuff, but this guy's been crushing it online. It's basically a 10 year overnight success, which we'll get into in just a second. One of our two Comma Club award winners. The guy's crushing it with with publishing. You've got so many cool things I want to talk to you about is your actual funnel that you're using as far as teaching people, but again, we were just talking about the importance of impact and with click funnels that we get so excited about our two comma club award winners, but not because of ben hitting it. It's because of the impact that they have on everybody else. And so Peter, you were just talking about, you know, growing up in the Mecca of entrepreneurship and Philly, but you're talking about the impact as far as your, your second fam is. I want to start right there as far as. Tell us a little bit about the impact your feeling and how this changed your life. Speaker 3:     01:26       Well, the thing is like for so long, like as you said, my 10 year overnight success. So like I always thought I had to be like alone in this space. I didn't really have mentors in the early stages until years went by and I finally was like, you know, I think I should probably get a mentor and cut my learning curve. But then when I started publishing and you know, this empire builder brand, right, that we have going on now and just teaching people with what was working for me, like these people, I spent so much time with them every single day that it's almost like, it literally is like a second family to me, you know, and seeing them succeed, like making their first dollars online or even, you know, turning their struggling ecommerce business into something that's not profitable. A truly like the most beautiful. Absolutely. Beautiful thing. Speaker 2:     02:11       Well Peter, that's awesome. Well, little backstory here as far as tell people how'd you get started in the econ business and what did lead up to. Speaker 3:     02:17       Okay, so 10 year overnight success story. So I first got certain ecommerce, uh, when I graduated a college. So in college I discovered affiliate marketing made a couple hundred bucks a month, which was like, oh my God, like I'm making money online. Like this is crazy in college it was short, it was kind of short lived with my affiliate marketing career. But I started with Amazon Fba actually. And invested all the money I had to my name. I only had like $5,000 was everything I made in affiliate marketing and my life savings invested in Amazon Fba. Make a long story short. We'll crush it. Within our first year, we're making close to $50,000 per month in sales. Right? But unfortunately, and I don't want to tell anybody that's selling on Fba here. Maybe this was just me, but I don't want to offend anybody. Uh, I do. I'm totally good with offending people on Amazon. Speaker 3:     03:06       So the thing was I got some random, uh, I was driving to work still because a lot of when you sell an Amazon Fba, a lot of your money is constantly wrapped up in inventory. Like you're constantly having to ship more inventory. And so I was still having to work full time. Um, but I saw there was like, that was like, I'm getting there. I'm getting to the point where I can finally quit. I can finally pay myself. And it was quarter four. We're nearing $80,000 a month in sales. Like, like I was the happiest person I was driving to work. I was like, I don't even care about this place like Adelaide, it'd be more. Um, but I, uh, I got an email, said my listing has been suppressed. I was like, what? Then a couple minutes later I got another one and another one and another one. Speaker 3:     03:46       And within like 10 minutes, all five of the listings I was selling on Amazon were suppressed. And what happened was a competitor to explain to people what's that mean? Basically a competitor of mine who went on my list, Amazon product pages and they said that I was infringing on patents, but those were completely false ip claims. Right. And Amazon, they're not going to get involved in like a, you know, illegal or anything. So they just pulled the listing though, took nearly a year to get my account back after that. And it's Kinda at that point like where I kinda got into this dark period where I was like, when everybody else is succeeding around me, like, what, what, what did I do wrong here? Like when is it my turn? Like feeling pity for myself. Uh, and I realized like I was never building my own business. Speaker 3:     04:29       I was left with, with nothing, no customer data, like wasted inventory and I had nothing, literally nothing to show for that business. And look, months went by, I felt that loop that, you know, so many of us do, like, you know, you go to work, eat, sleep, and you just keep doing that day in and day out. And that's when I was like, okay, why are you seriously going to quit right now? Or you're quitting right now. I have all of the mistakes you've made, everything you've learned over these years. Just quitting. And I was like, no way. I cannot, I cannot. I literally couldn't live like another day if I did. And that's when I started learning about shopify and started crushing it. Like make a long story started getting. I started doing really well with shopify but I still couldn't pay myself. I was like, what the heck is going on? Speaker 3:     05:11       Like when I'm going to be able to pay myself here. And that's when I started learning about sales funnels and we were doing a fishing business, a subscription business with fishing and our cost to acquire a customer. And we're gonna get a little technical here. I hope that's a gift. I knew the people that have ecommerce businesses that are listening, why she appreciate this, uh, our cost to acquire a customer with our shopify store, uh, was like about 20, $25. Right? And the reason for that is because people don't subscriptional as selling a subscription on front end as a front end product is really, really difficult unless it's like you're the coolest thing in town, like barkbox fat, that font or something like that. So I realized, okay, well our lifetime value of a and average subscriber was about like a hundred 50 bucks. So we're okay delaying gratification. Speaker 3:     06:02       We're like, I will just delay gratification. We're going to get paid because we know we require them for 25, we can wait six months, we'll make our money right? And the problem with that, when you're not venture back, when you're not venture back, it's go hard and seriously, like we, me and my partners at the time, like we had to invest our money to keep the business afloat, to delay gratification. I was like that it has to be a better way. There has to be a better way. Um, and that's when I started learning about these sales funnels and I started putting in different fishing lures as free plus shipping offers, discount offers, and I was profitable already on my front end offers with the upsells, right? Selling more of the same thing. And then we just injected the continuity piece into that funnel as a step. Speaker 3:     06:45       So not only were we now profitable on the front end, right? But then we got subscribers for free. Like it was, it was. It's amazing. Like it was like that. Literally, when you understand that, and it's the same way, like click funnels kind of grew, grew as quickly as it did, is because you now know that you can grow as fast as you, you truly want. The only bottleneck is your traffic. At that point, because you're profitable already and then you're getting free sales every month on the continuity plan and that was. That's truly right there guys. Like if you. If you implement what I just showed you to like truly you can, you can scale as quickly as quickly as you want. Some cases you might scale too quickly, right? You might not be able to handle it. Speaker 2:     07:27       You know, Peter, I love what you just said and I hope those of you guys who are listening understand this doesn't apply just to people who have ecommerce businesses. It's not just a free plus shipping offer. The Peter's talking about this goes both ways, so if you have an econ business, one of the things I love what you just said is you actually need to add a back end of a membership site. I can tell you, we look at the. I was talking with Stu Mclaren the other day about memberships and he's all in on memberships and we're doing some joint metro state with him later, but potentially on some of the stuff we're looking at, but the main thing we've seen is even inside of clickfunnels, so our most successful users or those who have a membership site because it, it gets that stickiness there. And I look at Trey Lewellen obviously trade. Speaker 3:     08:06       The thing is when I saw I actually had trail on my channel, uh, but you was getting one know more about your channel where, what's your podcast or your video podcasts are just ecommerce. Empire builders just search searching on youtube or just go to [inaudible] dot com. Uh, but when I started doing this and you comfortable, like years back when I joined click, it was like one of the first, like couple hundred users. But um, he was like the other person doing it in ecommerce. I was like, okay, I'm not crazy. I'm not crazy. Like there's others. But yeah, it's when you understand that it's, it's like the most amazing thing. Like it's literally, it's hard to explain like just like this, but when you look whiteboard it out, you're like, holy crap. Like I can. You can, you can scale as quickly as you want any part of your business. Speaker 3:     08:51       And the look, the beautiful part about it is even if you have like a month of sales, let's say you have a business that's a little bit seasonal, right? But you still have those continuity plans. I can keep that, keep your business afloat, right? So we can reinvest that into advertising, pay yourself, you know, whatever I love, I've always looked at as far. You really don't have a business until you have continuity income coming in to that business and so if, if you have a membership site, one of the best things to do is to actually create a front end product that's a physical product like you just did a, whether it's fishing lures or anything else as a free plus shipping to acquire customers for that much less. And then on the opposite side, you have an econ business. One of the best things to do is to add on a membership site on the back end of it because then you get that continuity income to where you can. Speaker 3:     09:34       Again, most physical products do have some seasonality to it. It's just the nature of the beast and so it's the idea of marrying both physical and membership sites together. It drops your cost to acquire customer increases, your lifetime value of a customer. It's a huge win win. Again, I look at what we've done at clickfunnels. It's exactly how we built click funnels. We've got front end offers, everything from three different books. We've got a lot of digital physical as well as digital product. We've been, again, one of our biggest ones for the longest time is our perfect Webinar, which was a physical product, was a digital product we created as a physical product as a free plus shipping that drove. People obviously enter click funnels, which is our continuity platform, so love, love what you're doing and like one golden nugget. For those of you that do have ecommerce businesses like so digital products to like. Speaker 3:     10:18       That's a great way, especially for those of you, I have a lot of students that do like fitness stuff, like they sell fitness equipment, like if you're selling fitness with women and you're not adding some sort of digital content with it, like you're losing out on so much money, right? You can get whole membership could just be, you know, uh, you know, a membership site where, you know, they're, they're getting content every single month and like one little hack, if you guys are like, oh, I don't want to make my own content, like go find some influencers in this space. They don't have to be like huge influencers, but partner up with them, ask them to make you content. We did that for our fishing business. We just reached out to all these people on Youtube, instagram, they're shooting content, you know, recording themselves, fishing, right? Doing what they already love. Speaker 3:     10:58       So when we come along, but hey, we'll pay you $2,000 a month if you promote us and shoot content for us. They're like, oh yeah, like I already love fishing. Like why would I not take this deal right here? That's such a great tip. Oh my gosh. That is a killer. Love that idea of integration at its best. That's cool. It absolutely. One hundred percent. So you're now obviously the part I love about what you do is you actually teach, but you also do so you're actually. Yes, I understand you have. You're helping other people and your empire builders helping them build their own businesses, but you still keep doing it and I think that's the part I love most about you and your business because it's not just. I'm just teaching people how to do something I did 10 years ago, but I'm actually doing it every day. Speaker 3:     11:38       I'm in the trenches with them. I'm actually making this thing work. So I was looking at, to be honest, it's ridiculously difficult. It's, it's, but it's like I now have to structure my days like, like to the hour, like everything. Like I have certain days where all I record all my content and just have, you know, my vi like I have so many people believe it or not working on just this little leg because I just want to get. I want to get the message out there and I actually, I enjoy doing it, you know, but it's, it's, it's tough. I'm not gonna lie, it's, it's extremely difficult. Alex Sharpe and I were going back and forth on voxer this morning just about this. He just did a podcast about the million dollar myth and the idea as far as soon as you get to a million dollars, you know, quote unquote made it. Speaker 3:     12:20       It's like that's where all the problems and the complexity actually come into your business where you have to now start to systematize and the only way you can scale is by building those types of systems. So I completely understand that. And time management obviously is one of the most difficult things because you're getting pulled in so many different directions because you have so much opportunity. Yeah. Like everybody, you know, they want that seven figure business. But I'm like, like you, it's hard, like even like to run a seven figure business. It is, it is not easy by any means. It's not like, oh well I'm just, you know, have my va's now. And that was something, you know, like you start having a lot of employees, you can't do everything yourself. You got to learn. And this is a lot of people in the ECOMMERCE space, they don't, they have like trust issues, like they don't trust somebody can run their facebook ads better or their google ads or their influencer marketing. Speaker 3:     13:03       You have to, if you're running a seven figure business, you have to be working on your business, not executing like the marketing strategies, right? You have to come up with the marketing strategies and other people can execute it. Who has better experience than you, you know. So Peter, how did you overcome that? Because honestly I think every I, I went to the same situation and in multiple, the multiple business I've been through where it's like I just cannot, they're not going to do it as good as I can. They're not gonna they don't, they're not as invested as it's, I'm totally vested in this thing has to work. If they don't care, they're just getting a check. So how did you overcome that? Mentally, it was the, I'm not going to lie like it was difficult, 100 percent. It was difficult. I went through a lot of people that, um, like for example, the person, it took me a long time to get somebody to run my facebook ads for me because I love doing it. Speaker 3:     13:50       Um, and I hired people that just wasted a lot of money. I wasted a good amount of money. Um, but what I've realized is you have to go with somebody that has a reference and a proven track record. Like it's as simple as that. You cannot go to like, I wouldn't like upwork or something like that and get somebody to run your facebook ads and I don't mean to offend anybody with that, but go find somebody that specializes in, like actually ecommerce and get them to run your ads for you. Somebody that has a track record right where they can show you actually a, uh, you know, they give you a reference. You can contact that business owner and, you know, get some more information, right? Do your due diligence. If anything, do your due diligence or whoever you're going to allow into your business, you know, I love it. Speaker 3:     14:31       So where'd you get your first reference? So when I get my first reference facebook, I found my first phase, but I forget what the facebook group name was, but I saw somebody, um, uh, posts some of the, their client work that they were doing. I reached out to them, um, and just, you know, from then hit it off. Peter. That's awesome. So how large is your team right now? My team for just ecommerce, empire builders, like this digital part portion is about seven people right now. Nobody's full time but separate on seven people, mixture of Va's, people that run like, I don't run. Like for this part of my business, I don't run any ads or anything. All I want to focus on is two things. Okay. Content, right? Because I want to create value, right? And my students, that's all I want to focus on, right? Speaker 3:     15:21       Because those are the two. Those are the two driving factors. I wanted to get it. I don't want to now, you know, not waste, waste my time. Right. Running facebook ads and generating traffic and all that stuff. It is a waste of your time. Your time is much more. It goes back to what's your, what's your specialty, what are you best at, what are the things that only you can do and create content it I forget. I don't know. Did Russell like say that? And I remember I drew that out in my board and I was like, what do I need to do in this business? Right. I did like a, I did a one to do list. I and I did like a need to do list and another like I don't even want to do this list. Right. And the only things I needed to do in this business or wherever my faces. Speaker 3:     15:58       Right. Like you know, instagram stories or like you know, like creating content for the youtube channel during the pilot. Like nobody can do that by me. Right. So that was like the only thing like facebook ads, Google, everything. Like that was completely. I was like, I can hire other people that can do this, I don't need to go because like facebook ads with this portion, part of the business is a lot different than running facebook ads for ecommerce. It's much different. Right. And I was like, I'm not, I don't, I don't want to learn all this. So I'm like, you know, who's the best person running facebook ads with webinars? I'm going to go get that person. Right. So let's say if you don't tell me kind of the numbers here. So Empire builders, you've got seven different people. What's your payroll for those seven? Speaker 3:     16:39       So what's my payroll? So I have like $20,000 a month forever. I'm like, for that it's not. I think people got. So I didn't pay that much for um, like in my ecommerce businesses, it's crazy how many more hands you kind of need on this and it's maybe because of the fact that I don't want to be doing a lot of the work, right? I want to just be focusing on those core things. But yeah, it's roughly 20,000, $20,000 in Va's, you know, people that run traffic. So what's the gross revenue of empire builder then empire builders, what is it doing? Probably doing between 30 and 40 a month. Okay. So about almost half of that is going towards towards building that and I think towards us building the audience and I think that's the part that people have realized. Empire builder is, is primarily your digital space. Speaker 3:     17:38       You still have your econ business running on the side, the differences, obviously your margins are greater on the digital side than it is on the physical. Absolutely. And I'm not one of those people, like some people like cover up the fact that oh he's selling a digital product and you know, but like that's the thing. Like I always tell my, you know, my students and stuff like, no this is another leg of my business, like this is another business for me, right. My business here is to help you. Right. And then I also have my ecommerce businesses as well, like I don't want people to get the wrong message, but like I've been in the ecommerce space for nearly seven years now. That's how I found my success. Only the last six, seven months that I started even doing this empire builder thing. And some people I know in this space, they get kind of offended. Well, oh, he only wants to sell his courses or something like that. No, that's 100 percent. Not The keys. I'm monetizing a skill that I have that changed my life. So, you know, it's, you know, some people feel offended by it, but I'm always honest with my audience about it. Speaker 2:     18:35       You never have to apologize for me on that one. That's it. I love it. So I want to talk to. So let's talk more on this. So as far as empire builder right now, one of the main things you're doing is a Webinar, correct? It's a, it's a, uh, it's a webinar. Yes. Okay. So it's ECOMMERCE, empire builders.com. Is that blend? Yes. Okay. So a ecommerce empire, builders.com. It sends them to a Webinar squeezepage I love when things I was looking at obviously the registration, but big old plus get my free $3,500 per week sales funnel just for showing up. I love the idea as far as the showing up piece. How are you tracking that? I'm so, are you giving it to everybody or you only really just given that to those people show up? So it's, it's actually, honestly, it's sent to everybody. Speaker 2:     19:20       Um, as a followup sequence. But again, I think that's fantastic because I know if it must be right, if you don't know, I, I, again, I think that's important because a lot of people and I figured that's what you were doing. A lot of people like, well, I'm only going to give it to these people who show up and it's, I have. I think there's a scarcity mindset that comes into that where I can only give away my secret stuff to certain people. I am such a huge believer in abundance that just, it as soon as the person gets something, there's this law of reciprocity that just kicks in. They're going to go, oh, I didn't show up, but I still got it. I feel like I owe him something and they started. They just feel more connected to you and obviously I've seen it in, in what you're doing on youtube and how your audience is growing and everything. Speaker 2:     20:01       But again, super cool. As far as that, I wanted to talk to you about your actual, um, on your actual page as far as where they buy. If you don't mind, I'm totally impressed by it. There's, there's a couple I'm [email protected] forward slash go. Okay. Okay. That's the one on the inside. Okay. Okay. So, uh, I've had to get it super cool. One of the things I love is you're phenomenal guarantee. If you implement what I show you a shout out to a sheet for that one act bar. Again, I even see act bars award there in the back for you. That's pretty cool. But my financial guarantee, if you implement what I show you and you don't see a positive Roi within 30 days, not only will I give you a complete refund, I'll give you $100 for wasting your time. Explain to people how that. The Speaker 3:     20:48       thing is, it's one of those things where people, and I didn't realize this until I was in this space, is you have to kind of like ease people's minds, right? Because they're already going into a situation like it's an unknown situation, right? Joining, joining my program, he's like, it's an unknown, right? It's the fear of the unknown. So I want people to have the opportunity if they, if this doesn't work for them, if they don't like it, right, then they have that opportunity to back out. Right? But they look, the thing is with an, a lot of you know, you guys, it's like you just have to do it though. Like there's homework assignments in there, like if you show me you did this, I will personally look at what you did. I will personally take my time out, try and help you out. And if, if you, you know, if you choose, okay, you know what, this isn't for me, then I don't mind giving you a refund and I'll give you 100 bucks. Speaker 3:     21:32       Like, no, it's no sweat off my back. But I want people to understand like a lot of, a lot of people they join courses but they won't do like the actual work that's required. Like the thing about my courses, it's my only one. There'll be my only one. I'm constantly updating it and, and, and, and whatnot. But I can give you everything, everything you need, but you have to be the one that goes and clicks the button. It's like I can't hold your hand and push the buttons for you. Like you have to be the one that goes out there. And once this, like I always stress this to people like to get to a high six and seven figure business. Like you have to want this beyond like anything else. And maybe that's just me because I've been in this space for now. That's the reality. Speaker 3:     22:17       And I failed so many times and literally the only the past five years have I been extremely profitable, my ecommerce businesses and I tell people, I'm like, you are going to hit, you're going to hit roadblocks. There's going to be times where you're like, oh, I want to quit, I want to quit. But that's kind of where like that empire builder, you know, family kind of comes in now. It's like if you feel like crap like Sundays, that's okay. Come into the group, say what's wrong and we're here to lift you back up because there is no easy. I promise you guys, please do not. There is no easy. There is no get rich quick schemes and nothing. Okay? It's every, anything you do in life, anything. You have to give it like a hundred percent, 100, 10 percent to actually make it work for you. I love it. Speaker 3:     22:57       So how often they've had have you actually had to pay out that hundred bucks? I think we did it like five times, but it was people that just want to come in and, you know, I don't want to say, but the, like the, I get people that have access to everything. I don't really drip feed anything. Um, but I, there's people they'll come in and just like steal my stuff and just. And I hate that. That's one of the reasons I don't like it, but like the space, like there's no way to like lock it down, but you know, I, I can't, you know, I, I believe in like reciprocity or whatever. I can't think of the word, but like you know, a Karma, right? I believe in Karma. So you know, it is what it is. I'm a huge believer that you can lock it down a couple different ways, but I still believe in giving it all away. Speaker 3:     23:39       We do the same thing. I love those. I was going through it on that same page that, you know, a lot of times people just put their order form up and it just stops the order form. Everything you have below the order form I think is so killer, a just massive testimonials. What's it like to work with three different testimonials? How do I know funnels will work for you? And it literally goes through if people forget how important the copy is on. I mean, it's one thing to get a person to, to click to say, yeah, I want to buy it. It's a totally different thing to make sure they actually fill everything out and actually buy the bias. I mean, cart abandonment, especially for a guy like you has been an econ cart. Abandonment is obviously one of the biggest struggles most people face. Speaker 3:     24:19       So I want to kind of talk to you about some of your cart abandonment or stick strategies that you got on this page for this one. Um, so I had to. I had somebody set this up for me, Dave. So 100 percent. Um, I do have, if you opted in on that Webinar, there is a term, I mean I think we have probably 25, 30 different emails set up on the automations tab within, within click funnels where if they saw the page or assault if they attended the Webinar or if they missed the Webinar, sorry if the, if they attended the Webinar, but ms dot the offer. And then also if they purchased, we have different sequences for each of those. Um, plus we also have an automation tab under the, that specific order page on the automation tab. More sequences in there. One thing I think a lot of people don't know that you can do this in clickfunnels. Speaker 3:     25:12       I don't know why. Like you can send emails like based on certain people did or didn't buy from you. I truly don't think a lot of people know that tad and set it up, hey, if they didn't buy this hotel and I'm gonna, give away another one. Right? Guys, if they don't join your continuity program and your ecommerce business, you should have like some email sequences on that page and say, Hey, well here, how about we throw in this extra, you know, fishing lure, right, and you to join our program and send them back to a specific order page. Right. A lot of people, they don't buy from the first time. They will not buy from you from the first time. So take take as much like know to all the research that you have available for you. Like take them. Like if you, if you can email them, email them, right? Speaker 3:     25:55       If you'd adult span, but you should be emailing them all, you know, at least for the next three days after they saw, you know, first came in contact with you. Oh, I totally agree. Again, I love some of the that I'm going through it here. I love what you've done primarily because so often people will do just one thing or I'll put a video testimonial or I'll put some copy there or I'll put some written testimonials. You literally throw everything in. So you've got the video testimonials. You've got sales copy and then after the sales copy you've got actual testimonials. So again, the great part is you've got as you're going through it, two or three different buttons to actually as far as a call to action to have go order it again. But the cool thing is you also then have more student success stories at the bottom where it's, it's actual testimonials you've either received as a facebook message. You received them as a, as Speaker 2:     26:43       a text. I'm looking at some these other ones here and a, Speaker 3:     26:46       I just screenshot it all day long, you know, just like every time I see my screen out, throw it in there, throw it in there. Speaker 2:     26:52       Yeah. And then you end up with your 30 day money back guarantee and then frequently asked questions. So again, you take a look at your, at your page here and it's, it's as long as a typical sales copy vsl would be at, it's just on the order form. And I think most people miss out on. Speaker 3:     27:09       That's the thing, it's like use like a lot of um, people that will do webinars to just order page, like a very simple order page and that work they used to honestly do it that way, but then I was like, you know, why not just throw a bunch of testimonials and you're like, it can't hurt. And it did help. It helped tremendously. Like people want to see other people making money. I'm using this and I mean if the a two comma club awards aren't enough that you guys already shown because I already. That's Kinda like what I share is like the click funnel strategies that I use then I don't know. I don't know what else. Could not convince them money. Speaker 2:     27:41       I love it. I also liked the fact that you've got basically the single pay six figure funnels for one pay and then you also have six figure funnels for, for paid the radio button defaults to the sixth period for the one pay. How many people, what have you noticed as far as how many people take the four papers? The one thing, Speaker 3:     27:57       um, I would say it's like 50 slash 50, but I want to actually want to comment on that and I don't know if you guys see this too Dave, the people that have gone on the payment plan or like not like if they're not like a serious about it or they're just like, oh there's dipping their toe in and totally. But like I can tell you that people like, like my personal mentoring students, my mentees, like they invest a lot more money to work with me everyday. We boxers but like they are the ones I know I can serve them at the highest because you know I'm working with and they invested on, they know like hey, I just invested online like I need to make this work for myself, you know? And it's those people that I think actually see results and I've taken payment plans for things I've done in my life too. I'm not telling people don't look, don't go into debt to buy anything. But that's just an observation that I've made. Speaker 2:     28:51       Oh No, it's very valid opposite. We actually got, I was kind of curious because we got rid of our payment plans because of that one thing where I literally all we wanted, we're on our webinars. We just want people who are serious now obviously do we miss out on some? Yes, but for us it's. I've learned, Gosh, only for too many years of experience on this thing and that is those who pay play and if they don't pay, they don't play. They just. It's the craziest thing. If you think you're going to go on a payment plan and you're going to test it, you know what? I would much rather have a person have pain and you know, grant Cardone is the funniest guy in the world when it comes to data. He's like, if your credit card's already maxed out, who cares? Go get another credit card. Speaker 2:     29:31       You're already in debt. Just his mentality of sales, but I think there's some truth to if the only way you're going to get out is you've got to make an investment and if you're not willing to make that investment, and I. it's hard for some. I know even some of the people who are selling, they feel like, well, I need to give them an easy out. And I'm like, I don't know if I agree with that. I think at times, given people an easy out gives them an excuse to quit and most of them do. I'd rather have a person who's totally serious. He was gone all in on this thing. I actually had this conversation with my wife, uh, because I've got my son Chandler is 22 years old, recently married, got married in January, and then unbeknownst to me, signed up for our two Comma Club coaching program, funnel hacking live paint 1800 bucks a month. Speaker 2:     30:15       And my wife's like, Dave, you've got to tell him to stop that. I'm like, Sweetie, I'm not going to tell him to stop. I said, I don't want them to do it just because he feels like he's obligated because of my position with click funnels, but I want him to feel pain. I want him to struggle every single month, uh, to try to figure this thing out. Because without putting forth that pain, it's just, it's not without pain. People don't move and there has to be. And it's honestly like the amazing how like different. Some people are like I've had like, like 18 year olds and like I didn't discover it in a marketing team until I was 18. That's when I was in college. Um, Speaker 3:     30:51       I don't join. I'm going to put your 18. Like what? Like it's crazy how motivated like younger people are right now. A lot of people are like, they're so hungry for this to make it work. I'm so envious of them. I'm like, oh my God, eight years old man. Like I remember when I was 18, I'd, I don't think I would ever personally, um, if I could turn back time, I would tell myself, you know, cut the learning curve. A lot of people they riff. They are so like stubborn I guess. And I was 200 percent. I was to go get like whoever, whoever you, whoever has what you want, right? Whoever it is. Like if you're trying to lose weight or start a business, whatever you're trying to go find somebody that you relate to and pay them for an hour of their time, sort of getting closer to that person. Right? It's, I'm telling you like, why waste five years of your life if you could just talk to this person for a few hours every single month where they cut that learning curve for you. Right. And I wish, honestly, I wish I could tell myself I wish I could tell myself that like 10 years ago, I invested in a mentor sooner. Right? Learn what you want it. Speaker 2:     31:53       Totally agree. It's funny. I, I've been trying to get in shape my entire life and I, I dabbled again, I'm totally to the type of person you were talking about, right? Dabble with it for two or three weeks I stopped and, and so funnel hacking live was literally six months away and Russell and I, they're talking about is that, you know, I'm going to get. I'm gonna get a trainer and Russel, I work out occasionally and so we thought, all right, we're, we're actually gonna do this. We're going to go all in and, and the trainer was like, well, you know, it's x amount of dollars per month, and I'm like, no, no, no, I'm going six months into this thing. I want to pay you all up front. And so, you know, kind of at 5,000, $6,000, check whatever it is. And I'm like, I need to know I've had the pain. I don't want to have an excuse. I don't want a way out. I want to know. And then I'm getting up at 4:30 in the morning to be there at 5:00, which I hate, but I've never been so consistent in my life. Been I'm three weeks Speaker 3:     32:40       into this, three days in a row. Should I be doing more? Yes. But at the same time it's a huge win for me and against. Because I went through the pain of cutting a big check and it's a way to take accountability. It is, totally is. Totally is. Well Peter, I could talk to you all day long. I love what you're doing. You're absolutely crushing it. I love how you're publishing like crazy right now. And you realize that's your, that's your zone of genius. So congratulations on all your success. Yeah. Thank you so much for having me on here. Honestly. Um, it's crazy. It's surreal that I'm not even on this, on the podcast where it's amazing. So thank you so much for having me. My pleasure. Any last words for our audience or I'm sure they're gonna wanna know. How do they get ahold of you for. Speaker 3:     33:15       So tell me how they get a hold yet. Any last word you want to give him, your ecommerce empire builders.com or Peter Peru Dot Com. It will lead you to the same place. But one parting word got parting words, right? Is like, just be patient. Just be patient with this stuff. Don't think that anything is overnight. Like I'm telling you, I've. My success story is 10 years long, 10 years a sane person would have quit by now like 100 percent. But I can tell you one thing is, and I think about this often, I'm like, where would I be if I quit? Like, and I'm so happy I don't have that regret. Like 100 percent guy, like, I'm so happy I don't have that regret. Congratulations again, Peter. Always a pleasure. I can't wait to see you again real soon bud. Yeah, thanks man. Speaker 4:     33:57       Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as the people you like me to interview. More than happy to reach out and have that conversation with you, so again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Noah Lenz: Noah Lenz is the youngest guest on Funnel Hacker Radio at 12 years old. He joins Dave to discuss building funnels and his future plans of starting his own marketing agency. Building funnels for over a year, Noah started by creating political and marketing websites as learning tools. He is the owner of noahlenz.com and does contract work building funnels for entrepreneurs. Tips and Tricks for You and Your Business: Noah’s experience marketing for websites. (3:30) Building funnels to sell your websites. (6:40) Tips for creating a marketing agency. (12:30) Quotable Moments: "I should use a funnel to sell all these political websites!" "It was the worst experience ever trying to build a complete funnel in wordpress." "I started studying all these legendary marketers and that’s how I got indoctrinated into this." Other Tidbits: Noah discusses his journey from creating websites for political campaigns to building funnels for companies. Working with Maddox Publishing, Noah shares his current and upcoming projects and his plans of starting his own marketing agency. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome back. Speaker 2:     00:18       You guys are honestly, I am so excited to have this podcast has been a fun one, but looking forward to all day long. So let me just introduce you to real quick to the one and only know a lens. No welcome. Speaker 3:     00:33       Thanks for having me on. I'm so excited for this. Speaker 2:     00:37       So for those of you guys, you might not know Noah. Noah is by far the youngest person I've ever had on funnel hacker radio and I think he's probably one of the youngest attendees at funnel hacking live. He's actually crushing it right now. He's building funnels for Matt and Caleb Maddix and I just am so excited just to keep on saying, well gosh, I just can't do it. I'm like, okay, well I want to bring someone on who's been doing it for about a year, just over a year now, and it has all the excuses in the world, why you can't do it, and yet he's crushing it. So no, welcome to the show. Speaker 3:     01:11       Thanks for having me on Dave. Speaker 2:     01:13       So if you guys aren't able to see it because we're doing this via video on zoom, but. So Noah's sitting here and he basically got his, his white Ipod earbuds in under armour shirt on, crushing it. Uh, and I thought, you know what? This will be a ton of fun. So Noah, I tell people, how in the heck did you get started? First of all, how old are you? Speaker 3:     01:33       I'm 12 years old. Twelve years old. Some ups. Go ahead, sorry, go ahead. Because Caleb Maddix, who taught me about video, about how everybody's needed to read dotcom secrets, and I like to put what I learned into action. So this was the one I was about 10 years old, maybe it was 11, I'm not sure. There was about a year and a half, maybe two years ago almost. Um, so I watched the video and then I go and he had his affiliate link obviously and whatnot, and I go and I go to the website and figuring it all out and my dad's like, oh yeah, I actually took a while ago, I just never read it. I'm like, oh my God. He's like, sure. So I read it and like, Speaker 2:     02:21       oh my gosh, you can do a one click up sell you my gosh Speaker 3:     02:33       photo website funnel. And I thought it was gonna be my million dollar idea, what the club was or whatever, but I was still in school and I was kind of busy and it's just about getting done with fifth grade. And so I'm like, okay, I'm going to put this on side for a little bit here. And then I'm freelance websites just on the side. I did a couple for some political campaigns and my dad's like, oh, maybe you should do more of these political campaign websites. So how should I advertise to cold call? Should I, you know, maybe. Speaker 2:     03:16       So you're 10 years old and you're creating political websites Speaker 3:     03:24       like on the side, like Speaker 2:     03:27       get it. Take me back to your younger, younger self. And how in the world did you get involved in marketing and websites? Speaker 3:     03:34       Um, so like when I sold my parents, I'm buying me a Mac computer, which funny enough is actually the computer I'm using right now, but I sold my computer because I haven't, like my dad gave me like Google sites and whatnot. Actually just found my first day. It was hilarious. Like I asked her, I said, do you want us to share your information anyways? So I started making these little websites like I never got into like video games or anything which is good. Um, but I like making these little websites and whatnot. And then one of my dad's friends was running for public office when I was like nine or 10. So I'm like. And he's like, Oh, here I'll pay you. It was like $200 bucks to build. Sure. What else do I have to do? So I make him the website, whatever. And like, okay, great. Here we go. And my dad's like, you did pretty good job with this one. And I made a few other websites for a couple hundred bucks each, but like, I'm like, oh wait, I could, you know, like I was saying before, scale political clients and then I realized I could sell websites for phones. So that's kind of where we were. Speaker 2:     05:04       So what were you, were you making these on wordpress? What type of, what were you making the websites on? Speaker 3:     05:11       Okay. So originally when I was like six and like just getting into it, I was making online google sites, which is like the worst thing ever. Um, but eventually I started making a lot of licks and I realized that was horrible. And, but eventually I just started using wordpress to open source one and that's what I use to make these websites. I remember my dad or my mom, they were at some sort of like, one of them's like musical survivor and I was at my dad's office and I'm like, no sorry, I'm working. And eventually, so it started to move and learn how to make all these wordpress websites. So last one, I first got started with this and again, like when I actually first got started with wordpress, probably like eight when I bought my first actual domain name that like whatever google sites.com or whatever. Speaker 2:     06:17       So tell me how you've gone from creating websites for political people to actually building funnels. So how did you get, how'd you get connected? I mean obviously you heard about dotcom secrets sued Maddix Caleb and his book. What made, what was the next connection? Speaker 3:     06:34       Um, so I read, I read Dotcom secrets and then I got school on June first I believe. And I'm like, okay, I should actually use a political websites. And I tried, this was the biggest mistake I ever made in anybody who's listening to this and you're on the edge about clickfunnels. Clickfunnels is too expensive. 90 seven bucks a month, two months too much for me. So I went and said, here we go, like my dad paid it with his credit card, but I paid him back, whatever. And then I said, let's try this out. And I have some theories about Samcart, like your guys' partnership, but that's just for a number of days. Come on now. Order forms are good that he can't do do. So I'm like, come on now. No, not Sam Cart, not on lead pages, let's just do it all in wordpress. Speaker 3:     07:46       And I like, it was the worst experience ever. Try and do a complete form on word press. I'm like okay, maybe Russell Brunson Guide knows what he's talking about. Maybe I should just use clickfunnels. So I hop on over over here to click funnels. I get my free 14 day trial and meanwhile I'm like, so I'm looking over it with my dad and I'm like that's true. Ninety $7 a month plan. Like so that Bourbon is $97 a month plan. So I get signed up for Edison and like lead pages and all that. So again, my first funnel and it took me like 30 weeks because I thought I knew what I was doing and I didn't want any of these tutorials, any template. Probably the first template that time like Berlin bear or whatever. But I opened up the template and I start typing in my stuff and I know how to do everything. Speaker 3:     08:48       My Dad comes over, I'm asking him for feedback because he's been an entrepreneur for a while, like coffee or whatever like that. I like a couple months later I got into actual marketing because the coffee kind of sucked and whatnot and I realized it went beyond just the design and how'd you get into the actual marketing piece? The actual marketing piece that I. I realized like I was looking over the funnels and I'm working, I'm a few months after I got started with it and I'm like, oh sure to design can be cool and a long and whatnot. But like you actually got to have marketing skills. Something like I came from a world of wordpress and onto websites I was making like just make it look pretty and you'll be awesome. You'll be good to get go. I'm like, well, you gotta actually have coffee and stuff that sells. Speaker 3:     09:50       So it was doing a bit of research. I think I was looking at it. This was a time where I really started getting indoctrinated to your guys' culture. I found your podcast. They found Russell Brunson's podcast podcast. I found all you guys' podcasts. I read like all the little small boats. I got my formal university subscription. I got all this. I'm like, oh, it goes beyond the webpages. And then eventually, like of course like this is probably not normal for a 12 year old idle. But I started, started studying like Dan Kennedy and Frank Kern and all these legendary marketers and I'm like, and yeah, I just got. I started getting inducted into it, you know, sales copy, this and that, and tell people what are you doing right now as how involved are you in actually building the funnels, the copy, all that kind of stuff. So right now to one of the main things I've been doing is working. Speaker 3:     10:51       Most Caleb and mathematics are on the team to build all of our funnels and whatnot. Um, we've had a program called the success that we've had a switch in and shut it down a couple of times and whatnot, just because of how busy we are and wanting to focus on maddix publishing and whatnot, but I've Kinda came in on the side and I'm kind of taking over almost basically taking it on as my own project, recreating the funnel, recreating this and whatnot. And we actually have codenamed it project passive income. That's what caleb named it, passive income for him. I do the work and we slid it. Um, but that's, that's kind of what I've been working on in terms of side on my auto fill out an application funnel for them awhile ago, which has been absolutely awesome. We just did a Webinar are we just did a couple of live webinars which are now getting automation, which is actually just push it over to the application, some of which has been doing in my free time. Speaker 3:     11:56       I've been kind of a marketing agency that kind of helps people with their phones and their marketing and whatnot in there for like six months or eight months. Like after I realized political funnels or call, what should I do? So to try and drop shipping in affiliate marketing and whatnot. And I realized that like I wasn't really passionate about all of this, what I was actually passionate about, what the actual marketing, not necessarily my own course more so an agency, the agency. Then basically what it is is basically a client will come in and we're going to have. So there's going to be video testimonials for them, et Cetera, which is basically going to. The salesperson will get on the phone, close on whatever. Um, there will be a step by step process. So I've found we're finding copywriters and all that so we can scale it up. Speaker 3:     13:03       So then somebody will comment over here and you know, they'll figure it out. These marketing pieces, hey guys, go get dotcom secrets, go read pages one through eight and submit what you found on that page will actually use that to go out and build kind of a traditional marketing agency. But instead it's like wrapped into idea of like step by step process like hand by hand so that they can actually get as possible. So it's more of a high ticket application program. They get to funnels built out, they vacate often cited to get the funnel done. Um, but the base package, and I'm still figuring out some packages, still just an idea in my head supplementing overstuff on. But basically the idea is look at a couple of funnels built out, we'll make an irresistible offer and basically for the price of one person they charge for everything done and yeah, they just get a couple awesome funnel still out and you know, maybe a little bit of marketing guidance along the way. Speaker 3:     14:14       I'm still trying to figure it out. What I'm thinking is, you know, possibly four thousand five thousand dollars for tuition and then in probably different packages for different kinds of offers. But we're just trying to make something that, you know, maybe even like into like the whole Click start coaching type thing. Um, which is basically like they teach you how to do it, you guys do, which is awesome. But some people just want it done for so like, you know, we just get everything we need from them and then we teach, we don't teach them. We actually do amazing converting from a copywriting standpoint. Speaker 2:     14:58       Alright. So a couple of questions here. I'm sure people knew. What the heck is this 12 year old dealing with all this money, Speaker 3:     15:08       most of it my business to reinvest into other things like ads, etc. Etc. Speaker 2:     15:21       Thing is, I am surE. I mean it's two different questions where people, one is going to be how in the world where I get ahold of noah to help them build out my funnel. So how do they reach out to you? Speaker 3:     15:31       Um, we actually sent a really special link for you guys on a different special offer for you guys. You just fill out a form and somebody on my team will actually give you a call and we can discuss different options for actually building out your funnels for you. InvesT no lens.com backslash fade and we'd me or somebody on my team will hop on the phone with you and we can discuss what would be best for you. Speaker 2:     15:58       I love it. So no, so it's a h, l e n z.com. Speaker 3:     16:04       Yeah. Speaker 2:     16:08       And so I can tell you right now, one of the main things people are going to be wanting to know is how in the world does a 12 year old had a team Speaker 3:     16:20       contractors and whatnot. Um, but you know, exact numbers. But I started on my own and then I got on. But like I realized that like, so like, like um, it's just not scalable to school starting tomorrow. It's like literally like 40 hours a week in and of itself. So lIke I can't sit here and so a lot of it's like I will instagram actually I had a big instagram following and I said, hey guys, your funnel builders, I, maybe we can cover on a couple of people here. Let's do this, let's do this. Um, but my dad also researching me a few people that he's worked with in the past, but I can actually go in and train to do different things and that's one thing like a lot of people say like surplus some train which makes sense to a degree like the facebook ads person. Speaker 3:     17:31       I'm not going to train them because I have no idea how to do that, but like the person, like I almost had like this false belief that like, oh well, you know, here's the problem, they might not do it my way and they might do it their way and then that's problem. So I kind to have been training that basically somebody my dad's work flows basically looking for some work and whatnot and in venice just more or less like they come in, you know, pay on her percentage or paying them hourly and then help me the agency. Speaker 2:     18:11       I love it. So people can reach out to you obviously had a note [inaudible] dot com forward slash dave. And then, uh, as we kind of get close to wrapping things up here, any other words of advice to our listeners? Speaker 3:     18:23       Um, no, um, I would just say keep following dave and everything he's doing on the podcast and I know guys I'm dropping in same things. They dropped some fridays, new funnel, they start the marketing secrets, black books, I grabbed all those so just keep up with everything, like it's insane. So like anytime that she would have us like biggest burst to get it, like keep up with the content so you can just keep growing. Speaker 2:     18:56       Oh no, we love you bud. Thanks so much for being on the show. I look forward to seeing you soon and take care of it. And good luck in school. Speaker 3:     19:04       Thanks so much. Text day. Speaker 4:     19:06       Okay. Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads. And see really what I can do to help improve and and get this out to more people at the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to to make this better for you guys. Thanks.

Why Dave Decided to talk to Vin Clancy: Vin Clancy is known for his cutting-edge growth hacks and funnel optimisations. His growth hacking book raised over $100,000 in pre-orders, which he supported a 100-date speaking tour in ten countries around the world. He has been featured in publications like Fortune, Buzzfeed, The Daily Telegraph, and many more. Tips and Tricks for You and Your Business: Incorporating growth hacking into your business: (7:28) Using your group to grow your list: (10:14) Ace the game growth hacking guide: (13:05) Content creation side of growth hacking: (18:25) Quotable Moments: "When your looking to grow your business, you are looking for a way to do it on a shoestring budget." "There are two ways to grow business in this digital age, one is through content and the second is through paid ads." "Ace the game is a collection of the best 35 growth hackers in the world right now." Other Tidbits: Vin teaches company founders, influencers, and marketing managers how to grow their companies through a combination of rapid social media growth, and guerrilla community management tactics, in his private coaching groups, and through consulting with Marketing executives. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker Speaker 2:   00:18     radio. I'm your host, Dave Woodward. This is going to be a crazy, fun ride. A guy wanted to break out here. You will not believe this story. I first. I was like, you gotta be kidding me, but first of all, I want to welcome to the show Mr didn't clancy then. Welcome. Welcome. I'm glad to be here. I love clickfunnels, so everyday. I don't know vinny. He's a world famous growth hacker is literally had a world tour speaking and most importantly he's actually went basically in the UK where he was on welfare and ended up raising over half a million bucks. Is now coming over to the states. He's crushing it soon, I think. I actually, I think you're one of our two comma club. A winters are assumed close to be or something like that. Is that right? Seven figures, but yeah, we've used click funnels a lot. Speaker 2:   01:09     We love it. Yeah. Well then I think the key to all this is there's a lot more to your story here. I want you to kind of fill in the gaps and we'll talk a lot about growth hacking here. Obviously it's a huge thing we spend a lot of time on, but I want you to kind of tell a little more about your story so people can connect with you on this. Sure. So five years ago I was on social welfare in the UK or living on a 71 in British pounds a week in a tiny apartment that had no. People in America say no AC, but in England it's basically saying that because he's in La and it's burning up, it's got to be 100 degrees out there or something right now. Yeah. So I decided, okay to start an online magazine. Never really had a job before. Speaker 2:   01:54     I had no experience, had no right to do it, but decided to do anyway. Called up every university in the country, got them writing for me. Within six months we have 300,000 visitors a month. Within the year we had a million visitors a month and then I raised seed money and raised a quarter million dollars in the first round and went from being like $5,000 in debt to never being in my overdraft again, literally overnight when the money came in. So I built a team. We raised a second round, got into tech stars accelerator. Uh, I started public speaking one best speaker at South by Southwest v Two v, worked for the British royal family, did a world tour, released my first book on growth hacking $100,000 in pre orders. Um, I moved to United States on the extraordinary ability visa a, been a bit more quiet on the brand front this year because I've been building a company and it's difficult to do both. Speaker 2:   02:49     But now I'm about to do a final speaking tour for my second growth hacking book the game. Uh, so I'm doing eight dates. Canada, North America, Europe, a it. So what the heck is growth hacking? Growth Hacking is getting a lot done with very little resources. Growth hacking came out of silicon valley when they couldn't afford to do traditional ad spend, they had to hack attention because we're all addicted to our screens. I, if we can get in front of people, you can do a lot with it. So growth hacks can be evergreen, like Uber's invite a friend to you get $20, they get $20 a grove. Facts can be a social media growth hacking, so following and liking people's posts on instagram. So they come back and look at your profile and then you begin a sales conversation that way. Um, so there's a lot in here to unpack. Speaker 2:   03:39     Um, and a lot of it works well on top of a click funnel. Needless to say, I love it. Well, I want you to kind of talk a little bit about, you've done some pretty crazy growth hacks. Uh, and so if you don't mind, give some like dia as far as what are some of the crazy growth hacks that you've done to get the celebrity status that is now literally putting you in a situation to where a soon to basically walk off into the sunset and retire, enjoy the rest of your life. Okay. So firstly I was asked by a company to help them launch an APP at South by southwest and given zero money as many marketers. So I set about creating multiple twitter accounts, reaching out to everyone who was at south by southwest saying, Hey, sign up the guest list for this competition to win free beers or free food. Speaker 2:   04:28     And then we hit all the influences on south by South West. Got retweeted by official south by southwest and hour before it launched we had like over 1500 people through the door. We're the busiest by southwest and that was the only promotion just through twitter. So without paying anything, I just had four interns replying to people because everyone was saying, okay. So I realized yeah, twitter was the place for south by southwest. So I did that a second one that's, um, less explosive, but like, uh, I went to a million as a retreat in Utah, Utah, you know, anyone, luckily the event had an APP. So this is a great hack. You're going to any event or conference that has an APP, Ukiah, your intern to message every single person attending going, hey, I looked at your profile. Everyone has a profile on the APP. I googled you and you look interesting. Speaker 2:   05:21     I'd love you to meet at the conference. I'll be wearing this outfit. It is. And so that, this whole weekends where otherwise networking's awkward, you've got to speak to someone. They ended up being in finance and they're really boring. But this whole week people coming to me. Um, and uh, yeah, so that's another hack that I did. Um, what was your outfit? A multicolored coat. And I'll give one final hack and then I'll get into more usable hacks. Anyone can use it a little bit, but one final hack, my friend had a company where it's a baseball cap of a chalkboard. A how on it. Uh, and uh, we went to comic con and the idea was to get backstage and give them to all the people who are about to go onstage, so game of thrones cast with them and stuff like that. But for some reason we were there 10 minutes for a launch, but they were somewhere else maybe in Conan's room or something. So we couldn't get the hats on. The people who were about to go on stage, it was filmed live like Conan O'brien show and it last minute I realized if we wrote team Coco on the hats and we went to the front rows and implied that we will, we've Conan's team and I could keep the rows are wearing these hats, the millions of impressions we got for free. The produce, the realize as they went live what we did. And he knew my friend. He was furious. Speaker 2:   06:44     So yeah. So I think the part that we talked about funnel hacking all the time and it's been kind of the culture that we built out as far as funnel hackers and this whole idea of hacking things. And a lot of people think, oh gosh, it's kind of negative, but there's obviously a huge positive connotation to, especially from the growth hacking standpoint, when you're looking to grow your business and you're trying to find a way of, of really doing it on a shoestring budget, how do you actually go ahead and do this? And I know you've got this book coming out. It's built on click funnel saw east the game.com. Yup. So tell people, give people a little more ideas for us. What is this book about? And more importantly, they really, I'm sure my audience here is going to, what are some things I actually can do in my business to grow that? Speaker 2:   07:32     Sure. So there's two ways really to grow a business in this digital age. One is through content, second is through paid ads. Some people would say affiliates fad. I found it to be very difficult. So the first is you build a community somewhere. I still think in the business niche, a facebook group as best I think next year or maybe more difficult, but for now it's still a very hot space. So everyday you put content in that group, you get people into that group, you invite them at your talks, you cold email, you send linkedin messages and your great content in that group every day, and then you don't put links to a blog, but you post into the facebook group. Then once every five or six weeks you do a launch to a click funnels page. And that's how I built my internet marketing business this past two years. Speaker 2:   08:17     It has been the easiest six figure business. I have a belt. So that's the first way. The second way is facebook paid ads and you have your glorious leader, Dan Henry for any of your facebook ad stuff. You can walk you through that. But yeah, I've always gone about organic traffic, getting it for free. So through all those methods, building a facebook group of getting in front of people on twitter and instagram through cold email, through linkedin connections and messages and through public speaking, there's so much you can do. So are you taking your, uh, when you're on like public speaking or other places, are you driving them to your facebook group or what's your call to action? Typically. So while I was doing 100 date world tour, like the community, I was saying I wanted to go to west traffic and copy my facebook group and that's that, that's still is my main community that are post into pretty much every day because it's a bit different when there's a community rather than you just posting on a profile because you're just one voice versus many other people. Speaker 2:   09:23     But once you have a community that's known for something, people go to it when they're looking for motivation or actionable stuff. So I still don't think there's a better place. Some people are arguing linkedin is getting good for business and it is. I just think firstly linkedin has an image problem or it's just not cool and you'd really have to have very little going on in your life to browse the linkedin feed. You know, basically all sorts of control, mercy and the business stuff all mixed together. You know, like I knew my audience was on facebook or days that, that was the obvious choice for me. I love it. So like on your traffic trafficking and copy group have got 11,000, 12,000 members or whatever. And as you try to go in there, you've a very first thing you're asking for three different, uh, contact thesis. So tell people kind of how you're using your group to grow your list. Speaker 2:   10:18     So, um, so yeah, we start by doing lead magnets. So we do the Jeff Jeff Walker formula number one, we're thinking of doing this lead magnet. Should we do it? Second one is, okay, great. So here's why we're launching this third message the next day after is, is what it is. Fourth is, here's how you can get it in the fifties. Okay, it's live now on this link. And then the hype from that causes enough people to like and comment on it to drive a lot of traffic. One we did a couple of times was um, share this, if I'm sharing this and we'll send it to you. And now they got 100 shares, which is very, very powerful in the business to business space because what's great about being in the business, the business space is only a few people can mean a lot of money, millions of followers. Speaker 2:   11:09     So yeah, we have $11,000 per bear in mind. We've deleted about 35,000 people over the course of the group. If they're not active, we, we killed them off. Um, because they drag your page rank down if you have a lot of, there's a lot of marketing groups with 50,000 people and everything gets zero, zero, zero. One comment, because they haven't deleted it, inactive people, they let anyone in. It's not good community management. It's like I've been the experts in the space also save your email list. You should delete inactive people that never going to buy from you anyway. Yeah, we've looked at that from an email deliverability in actionetics. One of the things we've put in there is not sending people who haven't responded or engaged with you in the last 30 days just to increase as deliverability, it engagement, all that kind of stuff. Speaker 2:   11:55     So as far as group management, uh, what are some of the things you're doing to manage that as far as identifying who's active and who's not, as you'd mentioned, you deleted 35,000 people, how do you manage that? We had first mover advantage and uh, I actually calms how if it's still working, but there's a software called great sex and that shows you the most active members in the group. I'm just not sure if it's still working since that algorithm change. But, um, we did that and then we deleted about four months ago. We delete 10,000 in one go and we are not going to let it sit. Um, but, uh, yeah, so that's simple and you can tell people, please leave this group if you're not x and you'll get a few people to leave, but I'm going to be showing up every day and your post generally have to be getting engagement. Speaker 2:   12:46     If you get that part right, you can actually get all the other little hack, um, like people look for the magic bullet, but a lot that phrase, when you hear hooves outside, expect horses. Not Unicorns is normally the right one. Alright, so tell. So what exactly is ace ace the game. The game is a collection of the hundred best growth hacks in the world. If you're looking to grow your business, if you need more clients, if you want to blow up on social media, this is the best guide ever made for that. Now most books are normally, hey, here's some anecdotes about my life. Here's something that worked five years ago, and then I'm going to tell it in a story which goes out over 40 pages for some reason. I like most books are just like, here's my way it works for me. Maybe it will work for you and it won't work for them. Speaker 2:   13:40     My own hacks in this book, it's a collection of the best 35 growth hackers in the world right now. People who have spent $60, million dollars in ads, people who have raised $50,000,000 on a token sale, ICO, people who have built massive communities, people who do marketing for the biggest brands in the world. So I've collected all these growth hacks from them so that there's just no way that anyone buying this book and course isn't going to get a ton of value out of it because there's so many different growth hacks and people have already started to book new clients and do a lot with it and it's been amazing. So what are some of a me, a couple that I want you to basically to whet the appetite of our app or our listeners here. So they're going to go to ace the game.com and buy the book. Speaker 2:   14:25     So what are some of the, what are some of the best ones in there, but as one which connects free pieces of software. Uh, and what it does is every visitor who lands on the website, it finds out who they are, email address, finds their company, and then puts them in an email drip sequence every single visitor on your website that, that's an incredible sequence. If you imagine all the people you lose who your website and then never come back. So that's a hack I really liked. Um, so where do they get that software? Lead feeder is the top one that will find all your business. Uh, I forget the name of the second and third one, not many people use, but he's one of the biggest indie game is using a software called linked helper. So linked helper you put in your search. So I want to meet programmers in Chicago if that's who you're targeting. Speaker 2:   15:20     And then it will automatically connect with all of those people. If they accept that connection request, it automatically sends them the first message to begin a conversation. And you can do this at scale, like a tendency to connect with 100, 200, 250 people a day. So you're going to get connections back and you're going to have conversations happening completely on auto pilot and you just pop in every day and reply to the people who have got back to you. So that's a major one. A lot of people still aren't doing cold email, which is a huge opportunity area. There's software, um, we talk about in the guide, like I find that lead which will basically find anyone's email address in the world. And then there's various in the game for how to smoothly put them in their transition, put them in a drip sequence based on we make all of this a formula rather than something random and cold email as it scales really well. Speaker 2:   16:15     But once you get it right, it's easy to scale up. I love it. So when you take a look at ace, the game.com, the free plus shipping offer is. I'm taking a look at it right now. Um, so you go in two step order form, what? Where's it gonna take them to next. I'm giving the secret sauce away for the people who were going to buy it. It's meant to be a surprise, right. You know what I'm real good about transparency and my listeners are totally take the transcript. I'm actually going in and right now to buy it myself. So, uh, yeah. So you buy it for $97. There was a order bump for five weeks. Group coaching. We took that off last week because I'm retiring, but that did really well. So, um, then there is a never say die. That's a continuity membership club face the game is all the best growth hacks in the world right now, but going forward they're going to be new ones and they're updated in our private membership club face $7 per month, then you have all of my courses. Speaker 2:   17:17     So, uh, I've been doing this for about two years. There's over $6,000 worth of courses and Ebooks I've put out so you can get all of those in one package for $300. Uh, and then, uh, the next product in it is the sma, the social media automation course for $97. And then there's the thank you page. Um, I, I don't think people should send them a thank you page. I think it's a bit excessive, um, and it takes away the magic of the one click upsells. So then we take them to join our, the updates and the private community so you can connect to other growth factors. I love it. That's fantastic. So as you're taking a look, um, um, so some of the things as you're taking a look at what I'm does, the other hacks and things that, uh, what would, if a person is a lot of your stuff that you were talking about, it's kind of business to business, but person's kind of getting started and they're trying to get their own business up and running from, whether it's social media. Speaker 2:   18:19     You mentioned you, it's content and paid ads, so either either have money, you're spending money or else you're creating content. So what are some growth hacks on the content creation side that you've used? So, on the content creation side, I'm like, one thing I do, the main problem is I don't know what to write about. I can't keep consistent content. And if you might talk about it, it's, it's, it's know, it's an obvious hack, but it's just evergreen always worked. You guys read it, you type in your niche in the top right in the search bar. So whether it's programming or knitting or electronic music, there is a subreddit for everything on earth, good and evil on reddit. And then you're going to find ideas, update every single day that you can get inspiration from or make talking points. I just saw this on reddit. What does, everyone was staying committed. It's a controversial post, but you will never run out of content if you go to read it everyday, defined it. Speaker 2:   19:19     Do you know what I mean? It's strange that there's no money for journalists, but we're at a time of more press than for online. It's because all journalists that on reddit all day and find stories. That's kind of how we used to do at Planet Ivy when we're getting 2 million visitors a month. Um, but yeah, that's, that's how, that's how the biggest, when you say all, but I should come up with original ideas should you. The rest of the world. It's The Washington Post. Everyone sits on reddit. I love it. Well, I again, then I totally appreciate your time. My audience always loves her growth hacks, things they can do to improve things in especially growing your audience, growing their business. In the last minute remarks before I let you go. Um, yeah. Uh, yeah, I, I do believe in the power of growth hacking. It changed my life. It changed the game. Everyone will find facts. They can use it. All right, but thanks so much Ben. I appreciate it. We'll talk soon. Thank you. Bye. Speaker 3:   20:16     Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few hundred thousand so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, why only just reach out to me on you can pm me and I'll be more than happy to take any of your feedback as well as if people you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Dave Woodward discusses freelancer agencies and all the opportunities that exist out there for people to utilize. He talks about why so many freelancers struggle and gives great tips on how to generate leads, selling price points, and maximizing profits Tips and Tricks for You and Your Business: Freelancers: What works, what doesn’t? (2:46) Joe’s Story: Using a membership site to sell his agency services. (5:24) Rose’s Story: Building funnels for other business owners. (7:37) Cynthia’s Story: Social Media Management (10:11) Tammy’s Story: Sales funnels design, strategies and ads (12:29) Cathy’s Story: Web design agency (14:56) Quotable Moments: "There are over 12 million freelancers who are out there and are fighting annually probably for about 3 million jobs." "Right now, for a lot of freelancers, one of the things they struggle with is they just don't know how to generate enough leads; and these are people who have great skills, but they're spending all this time trying to generate leads and can't get enough leads to really pay for it." Other Tidbits: -Dave shares an audio strip from three different people who have used clickfunnels to generate and sell their service. -What works and what doesn’t as a freelancer. -Maximizing profits and lead generation. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome Speaker 2:       00:18           back to funnel hacker radio. I've been really thinking a ton about some of the stuff we've been doing and I want to change things up just a little bit here for a couple of episodes, so what you're going to find today is a little bit different at obviously you guys, you guys been list for A. I've been doing a lot of podcast, interviewed others, and I've every once a while we'll kind of intersperse some of my own bots and things into it. Today though, what I want to do is I want to address a unique group of people, and this may apply to you, may not, but it's becoming a larger and larger segment of the audience and of the world that we're dealing with and so I thought it was important that people understood how, what the opportunities are there out there and how you actually can utilize. Speaker 2:       01:00           Some of the tools and the resources available and then show you some of the success stories of what other people are doing for that. So with all that said, um, right now we're seeing a huge increase in freelancers and agencies and people who are are supplementing their income by doing other types of things. Because of this, we actually are going to be rolling out a brand new product which I'm so, so excited about it. It'll be called funnel Rolodex and there'll be hopefully launching here in October of 2018. And what it's gonna do is it's kind of like a fiverr or upwork for anything funnel related and. Well I'll talk more about that later, but I want to kind of just set the stage for that and what I dress kind of this whole idea as far as freelancers and agencies, what works, what doesn't, and how people can actually utilize some of the tools and resources that are out there. Speaker 2:       01:53           It's really maximize their revenue potential to profits and everything like that. So right now you kind of take a look as far as you know, why is, why does so many freelancers struggles so much and they just end up fighting for the crumbs on sites like fiverr and upwork and others be in. One of the things I've run across is you can take a look at these sites. It's not uncommon worth over $12 million freelancers who are out there and the are fighting for annually probably about 3 million jobs. So as I was taking a look at this, we've created a inside of click funnels. There actually is a. When you go to clickfunnels.com, there's a survey and you can take and one of the very first things out there as far as niches and verticals that we serve is this whole freelance or agency community. Speaker 2:       02:40           And as you go through the survey you'll find there's a whole bunch of case studies and things at the back. And I want to just kind of give you some ideas as far as how this is working. What's working. So what I found right now is for a lot of freelancers, one of the things they struggle with is they just don't know how to generate enough leads and these are people who have great skills, but they're spending all this time trying to generate leads and it can't get enough leads to really pay for it. So they find themselves going onto a fiverr or upwork. Uh, the other thing is when you're in that type of an environment, you're now competing for the crumbs that were left and it's all this whole idea as far as bottom, feeding up other words, you're competing to drive price to the bottom for a service that actually should be extremely valuable. Speaker 2:       03:25           And I want to make sure people understand why this is. One of the things we really want to combat right now is helping people understand that you as a freelancer or as an agency, if you're running, that you actually need to be selling your services at a higher price point and providing the type of quality that allows people to go, you know what? I want to pay that kind of a russell. I were talking the other day, it's not uncommon where we'll pay $100 just for a headline. If it's the right headline, it's the right quality because that headline, that one little headline literally will change the entire. I mean, it's the hook. It can be a little, it can be what gets someone's attention. So realize that freelancers is our, our. They've always been a huge part of my business, I know of, of Russell's as well. Speaker 2:       04:08           So what I want to kind of do is, is give you some ideas as far as what's out there. And um, what I'm gonna do is I'm actually gonna play an audio. It's actually, it's an audio stripped from some of the videos that we have on our site that talks about three different people and what they've done to actually how they've used click funnels to generate and actually build a funnel to sell their services, which is really the whole idea behind this. We have a lot of people who are spending all this money trying to create a website for, to sell their agency. It'll never ever worked that way. And you'll see a huge stuff coming out from me later this year on the whole idea as far as the death of the website, and I want to make sure that you understand that as websites are dying or in some industries they already are good for a lot of industries, you've got to find ways of actually building a funnel and how that funnel actually works. Speaker 2:       04:57           So what I want to do is I'm going to have a jewelry story. Ian, who is one of those amazing women in the world. I love working with her. She actually has created what we refer to as a lot of our funnel stories and she's got three different stories. The first one here is a case study from Joe Burnich and Joe's enrolling clients consistently right now are paying them about 2000 or $3,000 a month and his is an Seo marketing agency. And I want to have her basically tell his story. So I'm gonna. Uh, the next thing you're going to hear basically as Julie telling Joe's story about exactly how that works. Speaker 3:       05:29           Today, I want to bring you a funnel story about Joe. Now Joe is an Seo and marketing agency, business owner from Montana. Here he is with his family, and I wanted to tell you a story about how he's using a membership site to sell his agency services. Now, Joe tried to put funnels together for his agency in the past and I asked him about it and he said, you know, I just needed five pieces of software all the time and I would get paralyzed. It took too long. It costs too much money. Inevitably something wouldn't work, so every time he went to go build a sales funnel for his agency, he would stop because it was too difficult. Joe Discovered Click funnels one day from a marketer. His name is Brian Burt. Brian is a big fan and friend of Russell and he told Joe About Russell and then Joe went and bought Russell's 108 split test book and he was absolutely hooked. Speaker 3:       06:20           He saw how easy it was to build funnels. It was an all in one solution and not only that, but split testing was super, super easy inside the editor. So here's Joe's funnel on step one. You can see he's giving away a free book is free book is for business owners who are in the service industry, so they put their information in. He, he gives them the book, the book is free. When they finished checking out, then it goes to a registration page. It says, hey, three secrets to get more high quality jobs in 2018, so they register for the Webinar and from there they go into the big West Academy. Now this is a membership site, so he sells a membership where he teaches business owners the basics of seo, google ranking, facebook ad domination, things like this. So his membership doesn't make a ton of money, but the. Speaker 3:       07:08           The funny thing is that his membership actually teaches his customers about the things that is agency does. So he gets a little revenue, he gets the leads for free, but then what ends up happening is the customers realize just how much work it is and so they want someone to do it for them even though they understand it and they're learning. So we sells them on services that are two to three k a month. This is brilliant. He's making money getting as leads for free as well as closing his high ticket sales. Now Rose is another agency owner. She told me, she's like Julie Click funnels. It gave me my freedom. She worked as an oil and gas engineer for 14 years and then she started building funnels and she loved the technology. She saw how easy it was. Now she is the funnel nerd and she's making a proximately, 100,000 dollars a month in her agency and she is not us based. Speaker 3:       08:01           So for her, this isn't near millionaire status and she is exclusively building funnels for other business owners. So I'm both. Joe and rose did not need to know code fancy design. They didn't have to hire their own tech team. And you know, what is so amazing about this is that as business agency owners, because they're selling agency services, um, digital marketing, Seo web, all that kind of stuff, they're able to use click funnels for sales funnels in their own business as well as building sales funnels for others. They're not only are they not wasting time, but they're making so much more money. In fact, uh, the funnels are generating leads, helping them close sales, and they're also starting to make affiliate revenue because when they set up their clients with click funnels, they're getting money from the clickfunnels affiliate program. In fact, you can make about 450, $6 per year per customer that you sell quick funnels. Speaker 3:       09:01           So if you're a website designer, graphic designer, sales funnel designer, videographer, you can make a simple funnel where you send people into a low cost membership site where they start to learn about all the services that you offer it. And the funny thing is psychologically we expect that people won't hire us if we're an agency because we're giving away the content. But usually the opposite happens. They realize, oh my gosh, this person is actually, you know, really talented and this takes a lot of work and time, can you just do it for me? And so the education process in the membership not only provides joe with revenue, but also helps him close the sale. Now, if you're a full service digital marketing agency and maybe you don't want to do a membership, you don't have a product to sell, maybe you want to just start focusing on building more sales funnels for people you can be like rows and you can create the simple, get a quote funnels what I'm calling it, where she has a service page, a little, a little, um, survey element to ask what they're interested in and then it goes to a video sales letter and explainer video. Speaker 3:       10:05           And then they hop on the phone with you. All right. What'd you think of the crazy? This next door I want to let you know is actually from synthy Marion. So Cynthia, Cynthia, a digital hold nine to five job and is, has really been able to replace her income and now has the income and the flexibility she needs to, to raise her kids and to be a stay home. Stay at home mom. And she's a social media manager. So Julie's not going to go ahead and tell you cynthia story here as well. Today I want to bring you a funnel story about Cynthia. Now, Cynthia, it's a social media manager as well as a single mom. Now she told us that she had to work full time and are nine to five like most of us and as a single mom, you're carrying the weight of kids and a job and all the other things without an extra parent to help, so as you can imagine, time was definitely a resource she was limited on. Speaker 3:       10:57           Now one night she discovered click funnels on facebook. She'd heard about it from some friends. She wasn't really quite sure how click funnels or sales funnels would work for her, but then she started to do some research and what she found completely changed her life. There were lots of people working virtually in jobs like a social media copyrighting, facebook ads, virtual assisting. These were remote jobs where you could work from home, but do agency work done for you services for business owners, especially online business owners. So Cynthia decided to get into this world. She thought she would start with social media since she really loves social media and got a little bit of training on how to do facebook specifically. So here is her funnel, very, very simple. You can see on page one, it says social media marketing for local businesses, book your free facebook make over now. Speaker 3:       11:49           And so she gets name, phone number and email address. She has a little video, she has little countdown timer and she gives this away for free to get the lead. Now once they opt in, you can see that it says, schedule your free make over in our calendar. You Click that button and choose your time and it takes them over to her scheduler. So I asked her how this was working to attract new customers and she said that she's currently making $3,000 a month from the clients who come through that funnel and get their free facebook may go over. So obviously what she's doing is selling them services on the back end. And she said that's more than her full time income, but she's doing it in half the time. Now, Tammy is another sales funnel, freelancer. She had the same thing. She realized that there was, there were all these remote freelancer jobs in sales funnels and ads and social media. Speaker 3:       12:39           So you can see here she chose sales funnels as her specific industry. You can see her services page here where it says work with Tammy, she offers digital marketing as well as sales funnel design strategy in ads. When people hit the I'm ready or the get started button, it takes them to her calendar where they book a 15 minute discovery call. Now on that discovery call, she sells a $500 VIP business intensive, which basically is a two hour project intensive where she helps them build a strategy for their business and build a report. Um, and she's getting $500 to build this. Now this vip funnel completely changed Tammy's business and helps her generate leads. It helps her get paid to actually do the planning and strategy. And if you are an agency or a freelancer, you know that that whole pick your brain syndrome can be really problematic because people expect to pay you for services but not for your brain. Speaker 3:       13:33           And yet that's part of the most valuable part. So people are paying her $500 per session. And the best part about it is that once that session is over, she's able to sell her high end $5,000 done for you proposals, and she closes the deal. So neither Cynthia nor tammy and needed to understand code fancy design, and they didn't need to hire a tech team or a marketing team to build their own funnels. They're also able to recreate funnels for their clients, saving incredible amounts of time, overhead and money. They also both sell the click funnel software as part of their agency offerings and they're getting about 450, $6 per year per customer that they sign up. So if you are like Cynthia and Tammy, if you're a freelancer or small agency, you too can create these very simple service based funnels where you offer something for free, whether it's a free discovery call, a free facebook makeover. You get them on the schedule and then you upsell them to hire programs and offers. Speaker 2:       14:34           Last but not least, I want to share it with you, Cathy Olsen. Kathy Wilson is generating her leads on autopilot. And by doing that, she's able to spend more time providing massive value to our clients and to her to get new clients as well. So she works in her whole thing is really more a web design agency. Speaker 3:       14:52           So Julie's going to tell you kathy story right now. Today I'd like to bring you a funnel story about Cathy. Cathy owns a web design agency and she's a talented web designer, but her biggest struggle was always trying to figure out how to handle a full plate of clients and generate leads at the same time, if you've been in this industry at all, any kind of service based. Usually when you're fulfilling orders and services with clients, it's really hard to go out and get leads and then you run out of clients and then you go chase leads and it becomes this really vicious cycle. So that was Kathy's issue. She also said she had no low end offers and so when leads would come in and they weren't able to pay for her high end webdesign, she had nothing else to sell them. And so the lead would just go away and she would lose out on, on the money. Speaker 3:       15:37           So Kathy discovered click late one night on facebook. In fact, I know Kathy, I was the one who introduced her to click funnels. She was at an event and she was hearing about sales funnels, but just didn't understand how click funnels could work for a web design agency. She doesn't build funnels. She builds websites. So how is this going to work? Well, eventually cathy started to learn, she read Russell's books and she realized that she could create a low end offer for all those people who couldn't afford her high end web design. So she created a 50 perfect brand pairings free guide. You can see it here on the left. And then on the thank you page, she offered a $27 logo template project. Think of this, almost like a template where you can print it out except you don't actually have to print it. Speaker 3:       16:23           So this was $27 and she would teach people how to use the templates and how to create their own customized beautiful logo. Super affordable. So you can see here, brand designer for a day, kickstart order form. She also had a little order bump where she would add the social media pack version for an extra $12. And then on the next page she offers a one time offer for a web template training program. Maybe you don't want to have a full high end web design, maybe you want to do it yourself. And that was $97. She's generated over 7,000 leads and made $40,000 in the last three months alone. So this has created an unbelievable amount of revenue as well as leads. It's created so much visibility that her web design business is always packed with a waiting list of two to four months. So the sales funnel has generated revenue generated leads and kept her agency completely packed all on autopilot. Speaker 3:       17:22           So Kathy did not need to know code. She did happen to know fancy design, but she didn't need to know fancy design. She didn't need to hire a tech or a marketing team to create this automated sales funnels that served customers that she wasn't able to serve before. As well as generate leads for her high end website design company. She also opened up this entire market of people who might not ever buy her high end services, but that's okay because she's continuing to create other small do it yourself products to continue to serve that customer Avatar. So like Cathy, if you're a web designer, graphic designer, sales funnel designer, videographer, maybe you can create some lower end products and a funnel like Kathy has done where you offer something free, low cost and in a one time upsell to generate leads and revenue for your business. Now, if you are a full service digital marketing agency and you do not have a low end product to sell, that's okay. You can still give something away for free and then on the thank you page you can offer a demo case study webinar. You can offer the gift and maybe a video sales letter and invite them to get on the phone with you so that you can sell your done for you services. Speaker 2:       18:35           So understand these three stories. These are the types of people were running across all the time. Her utilizing click funnels and what we find for a lot of people is you have to find a way of generating leads and then you've got to nurture those leads and too often people are spending a ton of traffic on facebook or other things and ascend into a website where a person gets lost. I want to make sure you understand the importance and the value of a funnel and if you need more information on this, please, please check out clickfunnels.com and you can actually go through the survey. You can get a ton more detailed information on exactly how all this works, but the whole idea behind this is making sure that. I mean there's already templates for agency owners specifically in there, so you can pick your sales template. Speaker 2:       19:16           You pick the page design, go ahead and you basically. A lot of guys understand you're gonna, modify your page. I can say one of the big things we've seen for a lot of agencies is even membership sites and how they're actually working in helping them, but the most important thing is what you'll be hearing me spin a ton of time in October talking about, and that's the whole idea as far as followup funnels, but with that said, I get, I encourage you guys take a [email protected] and go through the survey and see which of the 10 different verticals or niches that you're in. I appreciate your time today. Again, this is a kind of a different type of a podcast that I've done in the past. Please leave me comments. Let me know what you think of this. If this is helpful for you. I'm trying to provide other people's stories in a very quick, in a quick manner that you can kind of capture them and see how it actually would help you in your business. Have an amazing day and we'll talk soon. Speaker 4:       20:06           Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as you'd like me to interview, more than happy to, to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Bailey Richert Bailey Richert is a business coach who helps individuals launch and grow profitable online enterprises as “infopreneurs”: respected experts in their fields creating value and generating income by sharing their life experience, knowledge and passions with others in a manner that supports their ideal lifestyles. Tips and Tricks for You and Your Business: What Bailey Learned From Her Experience: The Takeaway (6:35) The One Funnel Away Challenge (20:33) Business Implementation: Going Forward (25:25) Quotable Moments: "The one funnel away challenge is going to help people understand the power of Clickfunnels for their own business." "What you are going to take away from these individuals is amazing. We have 30 different speakers in different niches." Other Tidbits: Bailey discusses how she is able to coach people, supporting their lifestyle plans. She discusses the 30 Day Summit and what it is all about. Bailey discusses how much she has learned from working with her clients and the value they bring to her. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome. Speaker 2:     00:18         So excited to basically have everybody here. We are doing a behind the scenes of 30 days.com. So once you guys probably know who I am, I'm Dave Woodward. I'm, I run a lot of our business development opportunities over here at Click Funnels and all the top line revenue stuff. Always having a lot of fun. This is by far been one of our funnest, most exciting things we've done in a long, long time. What I want to make sure is that you guys see and understand behind the scenes of how all this happens. So with that I wanna introduce to you daily. Richard, how are you doing? I'm doing great. How are you? I'm so excited to have you. So, uh, most people don't know that much about you. So those guys just don't know about Bailey. Bailey actually has been a business coach for infopreneurs for quite some time. And also one of her specialties actually is doing this whole virtual summits. So last year at funnel hacking live, she was sitting in the audit. In fact, you know what Bailey, instead of telling your story, you shared your own story of what it was like and how all this thing came about. Speaker 3:     01:12         Sure. So funnel hiking live. Two thousand 18 was in March down in Disney world and it was an absolutely incredible event and I was sitting there. This was about the third day I was over on the right hand side of the stage because I'm not one of those people that loves to be all claustrophobic in the middle and I'm sitting there and I'm looking at all of these incredible speakers, but I'm also just positioned in a way that I can also see everybody else in the room and I'm thinking to myself, there's only 3,500 people here I think was the number of attendees. And I knew because I've been a click funnels members since 2015, that we had over 62,000 users at that time. And also hundreds. You know, thousands of people here in this facebook group, and I was thinking to myself, you know, this is just crazy to me that so many people aren't going to be able to see these awesome speakers and something needs to be done about that. Speaker 3:     02:03         I said, click funnels needs to host a summit, wrestled needs to host a virtual summit. I'd already been doing virtual summits in my business for a couple of years. I figured wrestle, obviously knew about them and he definitely did. Later, many weeks down the road after he and I connected, he told me that he actually used virtual summits to grow his business when he was just getting started, you know, decades ago. And so it just so happened that I knew Julie Soy and I'm sure everybody out there in the clickfunnels community. That was Julie. But here's the thing. I know Julie because of a summit that I had done for my business two years earlier, so some. It's a really fantastic for networking. And I reached out to her and I said, Hey Julie, I had this crazy idea. I said, I think Russell needs to host a summit, but no, Russell doesn't know me from Adam and I definitely wanted to run this idea up the flagpole first to see what you thought of it and she knew that I knew summits and was like, I think it's a great idea, so you know, jump forward a of weeks, months later, and we ended up coming up with this 30 days idea because Russell had already been thinking about how he could bring the knowledge of his two comma club speakers to a greater audience. Speaker 3:     03:13         And so he had already kind of thought about doing the 30 days book and when I came onto the scene I said, why don't we do a book and a summit? Why don't we add an interview portion to this project and really let the speakers be able to tell their own 30 day plans as well. And so what you guys are seeing [email protected] is the, is the result of all of that? Speaker 2:     03:35         Well, I am so excited. I'm sorry. I keep looking over my other screen here. Trying to make sure I've got everything working, but the kind of most excited about is kind of going behind the scenes. Let people know exactly how all this happened. So with that said, I'd like to first of all, for those of you guys who aren't familiar with, uh, the whole 30 days summit, um, what I want to do is I'm gonna actually show you here to the video. So I'm sharing my screen here and let this come up so you guys can actually see the video that Russell did that kind of tells the story of exactly how this works. What would you do? Speaker 4:     04:09         Imagine this. You suddenly lose everything, your money, your name, your reputation, you have bills, pow high of people harassing you for money over the phone. And all you have left is a click funnels account and the Internet access for 30 days. What would you do with nate? Number one, day number 32. Save yourself. It's an interesting question, isn't it? I'm sure that the assets 100 different people, I get 100 different answers. What might work, but what about people who have already done it? People who started from nothing actually created a click funnels account and eventually made it. What would they do? They each had already lived it. What would they do if they just start over again? Right now, I decided to run an experiment. I send out an email to over a hundred people, but not just any people. People who'd actually already wanted two comma club award, meaning that made at least a million dollars inside of a single sales funnel. Speaker 4:     04:54         I want to know exactly what they would do to get back on top data. Number one, what would you do day number two, date number three, four, five, six. All live today. Number 30. If you had to start over again today, which is your marketing and your photo building skills, what would you do to get back into the two comma club? Again, from the hundred emails I send only 30 people responding back. The eastern sent me a detailed step by step process of what they would do, starting with no product, no list, no traffic, no funnel, and then detailing exactly what they would do and why they would do it. In a simple step by step process, each of their 30 day plans, so different to eat, some lead you on a path of absolute certainty to success. I honestly don't know how anyone are any of these 30 day plans could possibly not succeed. Everyone who's ever tried to make money online needs to see these experiments. Anyone who's ever had a click funnels account now has execution plans to get them back on top. Just pick any of them and follow the path where you are today, all the way to the stage where you receive your two Comma Club award at funnel hacking live. Find success with click funnels and no longer a matter of luck. It's an absolute certainty. Speaker 2:     06:06         I love, love, love, love, love that video. Oh my gosh. So much fun. So I want to make sure people understand exactly behind the scenes and how all this came about. So you told us how that Kinda gets started. You now understand exactly what was proposed to our 100 of our top two comma club award winning a award winners and basically 30 plans. So what I want to find out from you, as you went through this, you had the opportunity to actually interviewing them. You created the book, you created all the crazy content, the assets, everything. So tell people kind of what did you learn out of? You're pulling all this stuff together. Speaker 3:     06:39         Oh my goodness. First of all, even though I have been a coach for a couple of years, the amount of stuff that I learned from these people is crazy. So even if you are thinking like, I have a successful business, I'm making six figures a year, you still need this because what you are going to take away from these individuals is ridiculous. It's amazing. But here's the thing also, you know, we have 30 different speakers and they're all in different niches, right? But they're all in different industries. You know, we have some people that are doing info products, some people that are doing ecommerce. Even when I was interviewing somebody who was working in a different niche than I do in my business or in a different industry, even, I was still able to learn something from them about the way they've designed their funnel or something about the way they're using social media to promote their business. Speaker 3:     07:27         So there's something to be gleaned from every single interview even if you don't exactly do the same thing. And one of the biggest things I've learned is that as I was looking through all of the speakers plans and I, you know, I read every single plan, that $600 book everyone's getting. I've read that at least three times and having of course recorded the interviews and then edited them and watch them over and over again. I feel intimately involved with everybody's plan. You start to see these repeat concepts over and over and over again. You see that these people who have gotten to the two comma club or doing certain things that are getting them there. So you know, we are seeing every single speaker almost talking about their dream. 100 talking about partnering with affiliates. And if you're not partnering with other people in your network, then you are missing out on money. Speaker 3:     08:15         You see them talking about using auto webinars in order to sell info products and how they're, you know, getting success with those. Um, how, if you need to be getting testimonials for your services and your products. Me Actually, when I was going through these plans, how many speakers were like, oh yeah, the first week I wouldn't be going to get testimonials from people that I've worked with in the past from people that know me from people that, you know, can be character references. Even that's something that they would be going after. So then it was, it was such a huge learning curve for me. I guarantee you you are going to learn something new. Guarantee it. Speaker 2:     08:50         I love it. Well, I'm so excited. It's, it was more or less safe that it totally kind of blew my action. We made a mistake, to be honest with you. So what was supposed to happen was. So the way the funnel works is you sign up, you register for, for the opportunity basically to get involved in the summit, which isn't going to take place until the 17th, 18th and 19th of September and but if you, once you register, the first op he have is to actually buy the book that Bailey was just talking about and that whole idea was to buy the book of every single thing has been put together literally 600 pages. It is this massively thick book we're having. It's still, I'm waiting for the original to come here. I'm so, so excited about it. But you got that and then you also got put into the members area where it had all the videos of every single person and their daily plan as far as exactly what was supposed to happen. Speaker 2:     09:42         And then also get signed up with one funnel away challenged with Steven Larsen and Julie Coyne and Russell. It starts in October. Where we screwed up was those people who bought, they weren't supposed to have access to these videos until September 17th. So the member's area went live and people got access and in a way it's been a good thing because people are so, so excited. Oh my gosh, I'm getting blown up on facebook. I'm getting blown up on my personal message. Everyone's going, oh my gosh, trait loads was just the most amazing mind blowing thing I've ever seen. I mean, everybody's. I was going through this thing. A lot of the feelings are going, oh gosh. See Spitzer meagan's one. It's. Anyways, it's been going crazy and I'm excited because it allows people the opportunity of really being a part of it. And I think that one of the biggest problems we run into these days is, is everyone kind of talks about, well, it could happen and maybe. Speaker 2:     10:32         And it only works for them. And I remember, Gosh, 10, almost 12 years ago when I first got started in this. I have those exact same questions. Those same concerns. It know it. It's, it's just the lucky people. There's some secret to this whole thing. I can't figure it out and I'm frustrated and I keep sitting here going, gosh, there's got to be some way. Something I can do and nothing seemed to work and so I love the idea of Louis saying, yeah, you've already made it, but let's strip it all away. You don't have your friends, you don't have your context, you don't have anything. Nothing but a clickfunnels account and that's it. And Internet access. That's it. So what are you going to go and Bailey? I think the part I've loved as far as working with you on this one, you are so thorough. Speaker 2:     11:12         I mean one of the most thorough people I've ever seen when it comes to pulling this together because anybody who works with us understands we're real good with macro, but we let you run with it and you did such an awesome job. I was. I was so impressed with your ability to literally extract out of these people day by day what they would do. I, I, I remember we first rolled this thing out. I was kind of questioning going, I don't know how transparent these people are really going to be. How did you, how did you get them to really spill the beans? Okay. Well, first of all, they wrote the plans first actually, so we didn't just dive into an interview. For those of you who have youtube interview channels or podcast, you know that if you just go in and start chatting with someone, you're not going to be Speaker 3:     11:54         getting the best value out of them. You have to come prepared as an interviewer. So the first thing we did was we actually had them write the plans and let me tell you, Dave, I did not let them get off easy and Julie will tell you this too, because I would message her and I would say I don't think it's good enough and I would really, I would do that and I would go back and I would work with everyone and I would say, you know what, you, you, you skimmed over this. I want to know more like, let's dive deeper into this and I really want to flesh this out. So I really made sure that the plans were top notch. First. Speaker 2:     12:24         I'm gonna interrupt you because I actually had a couple of people come to me and going deep, whose bailee and ask you, who are you sure, why do I have to do this? And again, none of these people got paid to do this. No, it's literally out of the kindness of their heart and in their generosity and giving back to the clickfunnels community. But they're like, you know, Dave, I don't have the kind of time to go through and create the kind of plan that she wants. She wants it literally like day by day by day. And I'm like, listen guys, please, please just do me a huge, huge favor and just bear with us and most importantly just pour your heart and soul into this thing. And in fact, I was talking to David Asarnow. I'm just a few weeks ago, and he was. He was talking about the fact that he literally was on this fourth of July vacation and shut down his whole, he's old families out there and listen, I'm going to do this. And he's actually taking that is going to use that to create a six figure business out of the business plan that he gave you. So congratulations on your ability to pull that out. Speaker 3:     13:22         Thank you. And you know, when Russell even said, I think he says in the video where he mentions in some point that we asked 100 people, we really did. He's not just saying that we really. Yeah, we really did contact over 100 different people, two comma club winners for this and a lot of them were like to write such a detailed plan is, it's a lot. So the fact that we were able to get like 30 detailed plans up to the caliber that I wanted, I was, I was thrilled. Speaker 2:     13:51         Well you did an amazing job and I think again, it's a huge tribute to you. It's also massive tribute to just the fact that they care so much about our audience. They're not. It's their way of giving back. And I think that's the part I love most about this. We joke around all the time about our whole click funnels and the ability that it actually, it, it's really there to help other people and I think once you've had success, the most important thing is to grab a hold of someone else. I'm pulling up to your same type of success and this is a huge tribute to them and all 30 of them for doing it, uh, because I know how much work it was. And again, I thought it was just fantastic. Speaker 3:     14:30         Yeah. And it's like you said, they did not get paid to do this. They put in so much time writing those plans and then doing the interviews and everything else in order to be a part of this. So we're really grateful. Speaker 2:     14:41         So one of the things that you learn in doing it. Speaker 3:     14:43         Oh man, so much. So first of all, I want to say that I feel like we're sleeping on a really important part of that membership area that I feel like people aren't paying attention to. You're getting access to all the interviews, but there's also a second interview, a premium content interview that I recorded with every single speaker. It's actually a little different. It's a screen share interview where they are actually walking me through inside of clickfunnels accounts, how they set up their two comma club funnels and I feel like we're not making a big enough deal about that because honestly I learned so much from watching them for. So for those of you who are even saying to yourself, well, I've been on click funnels for like five years, four years, however long we've even been around. I think with click funnels since the beginning too, and I'm telling you that I learned so much about how everybody is structuring their funnels. Speaker 3:     15:35         That gave me new ideas, that gave me a new design ideas and all that stuff. So just as valuable as the 30 day plans were. I learned so much from actually diving in and learning and you'll see when you watch the interviews, I don't shy away from the questions. I'm like, wait, why did you do that? What plugin is that? Where does that step lead next? Tell me about that so that you can actually see exactly how it's done. So I mean they were literally funnel hacking themselves and there's so much value to that because when we funnel hack someone else, we have to make assumptions, right? We have to look and see what they did and we used to say, well, it looks like this goes here, and I think this is why they did that, but when we had the two comma club speakers funnel hack themselves, they were able to reveal their secrets and they did. It was cool because they didn't just say, oh, well, you know, we made it green because it's a color. I like. They would say, no, we actually split tested this headline versus this headline and this one was better. We made it this color because of this reason. We did this because of that, and to learn all of that knowledge for a funnel builder invaluable, invaluable. Speaker 2:     16:41         Oh, you know what? I really appreciate that because you're right. I think we've kind of. We haven't focused as much on that as we have about they're going through and creating their plan and then the one funnel away challenge and then having the actual videos of the videos that you created with them going through it. So I, I appreciate that. I'm going to make sure we'll reach out to everybody and let them know that. I think the other really cool, crazy thing out of all this is when we originally I thought up this whole idea, we thought we don't promote the second we do everything else where we're just going to wait 40 percent commission and then literally two days before is we're setting up the affiliate center. I sit there talking to Russell. I'm like, anything else you think we could do to really entice people to get involved and promote this? Speaker 2:     17:19         He goes, you know what, Dave, we've never done this before. I'm like, oh no, where are we going with this Russell? Because listen, I've never ever done this. I know, but let's. Let's do a hundred percent commission. I'm like, what? You got to be kidding me? We're losing money on this thing. He's like, no, I want to do it. So we actually are doing a hundred percent commission where they actually get 100 percent xo. Once you opt in, the very next thing that happens is you need. Then you go to the option to buy the book and to get access to the membership site and in that membership site, get their plans, get the but most importantly, get behind the scenes of Bailey going through their actual two comma club funnel in clickfunnels with them. You get all that and instead of us typically keeping 60 percent, we are give a hundred percent. So you sign up for that cost you 100 bucks, you get all that and you get the hundred bucks back. The craziest thing is we're now seeing, we've done almost $300,000, 3000 copies of the book. I thought we actually had to order some more books day. I only thought we were gonna do too fast. And so, um, we've had to order now order 10,000 copies of this book because of the crazy impact it's having on so, so many people. But Speaker 3:     18:26         it's funny, Dave, because whenever me and Russell and a couple others in the voxer we're talking about like how many books to preorder and people were like, I don't know, 1000, 2000. I knew in my heart and in my head I knew it was going to be more. I'm like, I just, I know from just the power of doing summits, but then also just the value. And then when you made it 100 percent commission, I'm like, nope, we're doing. I know we're going to do more. I know it. Speaker 2:     18:50         Well we are far surpassed 5,000. Between five and 10,000. It's kind of where I think we'll be here. And that's crazy considering today's the 10th of September, we started this on the sixth and so it's been, we've got 10 more days in this thing and I mean it's just. Anyways, I'm super excited, super appreciative of view and I think we'd really have to focus more on is that those two comma club winners, Ashley funnel hacking themselves. I'm going to make a pointed out today. We'll go out to them. So for those of you guys who haven't, for some reason I haven't purchased it, you can go to 30 days.com, you can get a copy of the book, you get access to the virtual summit a, I'm going to end up taking this off. We'll strip the audio. This will put this on a funnel hacker radio, and so those of you guys would listen to it. Speaker 2:     19:31         I don't even know if this is going to be live. If you're listening to this by the time we get posted, but realize that we want to make sure that if you want to be involved in this, go to 30 days.com by the book and then if you want to go ahead and share it with other people. The part I'm most excited about after all the crazy work that Bailey's done on this, we. Then one thing you have to understand here, clickfunnels is things change all the time. This was not the original funnel. This was nothing. Original offer is changed like four or five times and I appreciate barely being so patient with us because we continue to change it all the time, but uh, so now we have the one funnel away challenge. It starts October 18th and it's going to be really a fun product, our project. So now you're going to go through basically learning about these 30 days and then he get Stephen Larsen and Julian Russell. They're basically coaching you through implementing your own 30 days. And so again, this wouldn't have happened if it wasn't for you. Bailey. So again, massive. Thank you to you. Speaker 3:     20:22         Thank you. And thank you guys. I click funnels though for helping me see the vision through like, you guys believed in it just as much, you know, it was awesome. So Speaker 2:     20:30         any other things you can think of? The people who need to know about this. I would also just say, you know, this makes sense. Speaker 3:     20:35         Fantastic offer for cold traffic or even warm traffic because even if somebody is not necessarily familiar with the click funnels culture and doesn't necessarily know what the two Comma Club award or the dream car award is, everybody wants to be a millionaire, right? Everybody wants to have that seven figure funnel and so the idea of 30 millionaires really coming together and sharing their secrets in business is very, very appealing to even the more cold traffic parts of your audience. And what I would also say is keep in mind that you're not just making those 100 percent commissions on the sale, but sticky cookies guys. I mean because the one funnel away challenge is going to help people understand the power of click funnels for their own business. Because once they get that funnel launched and they really start to see the incredible value that click funnels can bring to their business, they're going to stay and you're the one that's going to be reaping the longterm commission of that. So if you are an affiliate and you're not promoting this, I don't know why because this is one of the best offers. I think you could promote as an affiliate. Speaker 2:     21:39         I love it. So I have to ask. Out of all 30, who is your favorite? Speaker 3:     21:43         Oh Man. I don't even hate. I don't even want to answer because first of all, all of them or so were so good. Everybody's been talking about trey. Trey Lewellen. I think his is one of the best because to me it was. It was so different. It's a little bit different than what we normally hear, I think, and he has a really actionable plan that anybody can do. I, of course, I absolutely love Julie. She talks about being a service provider. If you are just getting started in business, how you can really bootstrap as a service provider. Spencer meekum talks about affiliate marketing. I mean, Gosh, I don't want me on the spot. That's not even fair. They're all incredible for for completely different reasons, which is one of the unique aspects of this event as well. You know, if if every 30 day plan was the same, it would be. It would be boring, but trust me, that is not the case. Every single one is so different and yet you will find a successful elements running through them all. Speaker 2:     22:40         I again, I totally agree. I think the part that I, I liked the most as you were mentioning there is they're each different. The other thing is they're all different verticals. They're all different niches. It's not like these are just people selling info products. I mean, you've got Amazon sellers, you've got affiliate marketers, you've got book publishers, you've got agencies, you've got chiropractors, real estate. I mean, I mean there's something for everyone. It really is, and I think that's the part I thought was really the most important thing is so often people think, well, it doesn't apply to me. Listen, if you can't go through those 30 days and find one, one plan, all you need is one plan. You just find one plan. There's got to be one plan out there that will fit what did that, whatever niche or whatever vertical you're in or that you want to get in. Speaker 2:     23:23         And I seen a lot of people have been talking to them and saying, well, you know, I don't know which one to go. I'm like, just pick one, you just pick one. I don't care if you pick, just pick one and just go for that one is and implement it. It takes. Just literally go through it step by step, day by day, take the next 30 days, pick one and go through it and it's funny. We were talking about trade and I remember, Gosh, working with trey when he first got started with click is his whole thing was I'm going to do a funnel every single week and I thought, man, that's a lot of fights at this point. I'm sitting there thinking, you know what, if for some reason if you started literally and took one of those and just did one for the next 30 days, if that doesn't work, then do a different one. If that doesn't work, you're going to learn so much in the process that something is going to click. Something's going to work and again, I just, we wouldn't have this asset if it wasn't for you. Bailey and again, we're super, super appreciative for all the hard work and effort that you put into this. Speaker 3:     24:15         Thank you. It's been an absolute blast. One of the best things in my career so far. Hands down. Speaker 2:     24:20         Any other parting words? Speaker 3:     24:22         You know, I would just say the only other thing I would say is that for some people, because I used to work with a lot of beginning and budding business owners, that's, that was my target audience for a really long time in my business and I think that um, not only is this book perfect for them because we are starting from scratch, but the speakers did such an amazing job packing the value into each one of their plans, that the only to do it in 30 days might seem overwhelming to some people. So the only other thing that I would say is that when even if you look at that plan and you're like, wow, 30 days, that's so fast, you know, that's, that's, you know, that's going to go by and just a flash, go cares do it. Ninety days doing 120 days, you know, you've got the plan there, you can do it in your time. That's really what it's all about. The 30 days gives each one of the plans structure and I love that so much, but you know, for those of you who are looking at this and saying like, wow, that's so much, you know, it's, it's okay to do it in your pace. The point is you've got to plan a plan to success and like you said, just pick one. Speaker 2:     25:22         I love it. So from everything you've learned, what are you going to do differently? What are you going to take and implement into your own business? Speaker 3:     25:27         Oh, absolutely. So first of all, in my own auto web, in one of my own auto webinar funnels, I've already made some changes based upon the interviews that I did specifically with Julie stowing, Caitlin pyle, and Steven Larsen who were showing us behind the scenes. Again, in those premium interviews, you can only get when you upgrade about how they did their auto webinar funnels. There were some changes that they had done, some things that I saw in there that I wanted to do and implement. It's changes into my auto webinar funnel. That was definitely one of the big things, you know, I was already doing like the dream 100 thing in my own business because of the way I do summits, but I've seen how I can implement that concept into other things in my business outside of just doing a summit, so that's been cool. I'm really going aggressive on getting video testimonials for my products and my services because of how I've seen how all of these two common cold winters are using them in their business. I could go on, but those are just a couple of the ones. Speaker 2:     26:24         I love it. Well guys, Bailey enough. We're actually so excited. This whole virtual summit thing. It is so funny. It's one of those things where if you take a look, everything that was old becomes new again and this was summit's I remember when it used to be telesummits before we had the all the video and everything else and when I first got started online tell someone's were the rage and then everyone's stopped doing them and no one's done this whole virtual summit. So we actually have a special treat at funnel hacking live because Bailey's going to be speaking on stage about all the craziness, about virtual summits, how they work, how you can do it. So again, sit close to Bailey's Bailey. I know people are gonna. Want to know how they reach out to you? What's the best way they can connect with you? Speaker 3:     27:05         Well you can check out my website, Bailey, Richard Dot com or you can send me an email at contact at Bailey, Richard Dot com and I'd love to hear from you. Speaker 2:     27:13         I love it. Again, everyone were super excited. We are to go to 30 days.com. I don't know what more we can save you. We haven't told you enough reasons why to get it. Just go and read the sales letter and to the video. Hopefully Russell can, can make it better than weekend. There's no reason you shouldn't be participating in this virtual summit. It happens again on, uh, July, September, 17th, 18th and the 19th. So the way it's gonna work, I don't believe you don't like to tell people how it actually works on those days. Speaker 3:     27:41         Yeah, absolutely. So when you actually sign [email protected], what you're doing is you're grabbing your free ticket, which means that you are now going to be put on the list in order to receive the links that you'll need to watch the free interviews when they go live on September 17th, 18th and 19th. But here's the thing, we are only going to be releasing 10 speaker interviews each one of those days. So 30 speakers three days, 10 per day, right? And you're only going to be able to watch those interviews for 24 hours each. They are only available for a limited period of time. So September 17th, the first 10 are going to go up. Twenty four hours later, they're going to be taken down September 18th. The second side goes up 24 hours later if they're taken down. Okay? So you will be able to watch the first interview, the face to face interview that I did with each one of the speakers where they're going through their 30 day plans. That's what's included with your free ticket. When you upgrade, what you're going to be getting is instant access to the membership area that contains all of those interviews so you can watch them anywhere you want as many times as you want for life. Plus those behind the scenes funnel hacking videos we were talking about, plus a physical copy, that 600 page book of all of the Thirty Day plans from the speakers plus the admission to the one funnel away challenge which starts in October. So that's basically how it works. Speaker 2:     28:59         That's perfect. If you guys have any question on virtual summits, I highly recommend you reach out to Bailey. Bailey. Richard is Richard Dotcom. Yep. Bailey, Richard R I c h e r t and again, huge props to you. Huge. Thank you for pulling this thing together. Again, it's far surpass whatever I even imagined you guys would have been able to pull off. So thank you very, very much. Thank you for having me. All right everybody again, 30 days.com. If you haven't gone there, please go there. Uh, today is, we're recording this on September the 10th and so literally a week from today is when it starts, so please go right now and [email protected] if nothing else at least registered so you can get the free access, but you'd be absolutely insane and crazy not to get, just upgrade to the premium so you get the, you have to get the videos now you can get, get the video starting today and you start watching them and getting go through finding questions you have. And again, if you promote it you also get 100 bucks. So I don't know what more I can say 30 days.com. Go there, Bailey. Huge. Thanks again and have an amazing day. Speaker 4:     30:05         You too. Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000. And I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Simon Thompson: Simon Thompson is a podcast content marketer, and founder of Content Kite. In the past he has worked on major content projects for the likes of L’Oreal, Nissan, Disney and Nike to name a few. He now focuses solely on helping B2B companies establish authority and build relationships through podcasting. Tips and Tricks for You and Your Business: How much content is too much and what's the right type of content to produce? (2:00) How are you and your clients using podcasts to drive traffic? (4:29) Time management with podcasts (6:50) The 4 Pillars Content Kite focuses on (8:15) Pros/Cons of interviewing vs solo content podcasts (12:45) Quotable Moments: "There’s certainly no ‘one size fits all’ content approach." "Time is obviously the most expensive thing any of us as entrepreneurs have." "Be a guest on other podcasts. Because other podcasts already have the audience built; you just have to put your message in front of them." Other Tidbits: Look at a podcast as a win-win-win. The host is getting exposure to the guest’s audience and vice versa and the listener is getting value. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker radio. I'm your host, Dave Woodward. This is going to be a lot of fun today. Ah, Speaker 2:   00:21     I wanna introduce you guys to a friend of mine basically who has been in the business world, has done huge things in the branding side, working for l'oreal, Nike, Disney, things of that, but now has his own company and is crushing it as far as all based on content, which is one of the main things we talk so much about as far as try to get free traffic and I'm super excited to welcome to the show, the founder of content type, Simon Thompson. Simon, welcome Dave. Thank you very much for having me on the show. It'll be a lot of fun. I've, so if you don't mind, tell people right now as far as what exactly is content kite and why is content so critical these days. So content content is a content marketing agency essentially and for the last two years after I left the corporate world where we're focusing primarily on, on blog content or text based content, so things like white papers, ebooks, blog posts, that kind of thing and had some success with that with some clients. Speaker 2:   01:16     But as you know, there's kind of this shift that's been happening for awhile now, but it's really sort of becoming relevant now into podcasting and video content as well. Just richer forms of content essentially. And so that's Kinda what we're primarily focusing on now, which we can get into why that is. But um, uh, yeah, I mean we can get enjoined now if you like. So we produce a ton of content. Obviously you've got funnel hacker radio podcast here that you're on right now and people listen to this. Russell has his own marketing secrets podcast, where do funnel hacker TV and we're always throwing a ton of content out there and people are always saying, gosh, you guys have so much content. How do people consume it all and why you guys spend so much time putting content on facebook and instagram and youtube, all these different places. Speaker 2:   02:03     So if you don't mind turning that over to you as far as how much content is too much and what's the right type of content to produce? Yeah, it's a great question. So I don't think you can ever produce too much content. That content that you put out. Like I follow a lot of it but I probably don't follow all of it and it's probably because like different people consume content in different types of ways. So some people prefer podcasts, some people just do not like listening to podcasts. Right. So it's not like the bale and video is the same text is the same. What I do like about podcasts is when when people listen to podcasts, they listen intently because like they usually doing something else. I might be at the gym or in the car or washing the dishes or whatever it may be. There's certainly no one size fits all content approach and I mean, to answer your question, yeah, I just don't think you could ever produce too much content. There's never too much student debt. There's always a way to give your perspective on things and give some more value to someone and no one's got not enough time for more value. They can always give more of that. Speaker 3:   03:08     I'm actually trying to find it. I was literally talking with Russell about this the other day. We just produced a piece trying to find it on my desk here. We've talked about this for a long time. No one's going to be able to see this bitch you. And it's really kind of our own little thing as far as free traffic goes. And the idea behind it was, um, we've talked a long time about this, the, and I've heard this probably from Gary v and others where, you know, you go back to the seventies, eighties, there was really only three networks and those three networks, ABC, CBS, and NBC here in the states. And since then, now with cable, everything else that, the attention span has just been so diluted. And so now we're starting to see from a content standpoint, instagram obviously is a big, is a platform that a lot of people play on. So it's facebook, so as youtube and podcasts are there as well. And so it was kind fun. We were talking about, you know, podcasts, they've kind of become the radio show of the olden days where people would tune in as much content. Youtube is kind of like the Sitcom, facebook's more like the talk show. And that whole reality show is kind of like instagram. And so when you take a look at content, uh, and especially with what you guys are doing, yeah, from podcast, how are you and your clients using podcasts to drive traffic? Speaker 2:   04:26     Yeah. Oh, well I'm in facade is when you produce a podcast, you have access to like these freight distribution channels. So just by putting your show into things like itunes, stitcher, Google play, if you convert it to video, you get youtube, you can automatically just get yourself like 200 listens per month, which was, you know, like not the, the greatest amount of, of listens, but it's exactly. And it's a really, really good start. Um, and like I said before, when people listen to podcasts, they're listening like, so they're really engaged. I mean, to get that condo of amount of engaged viewers of say your blog content, you'd probably need actually about a thousand readers to get like 200 that are actually going to read the full blog price. So that's one way. And then apart from that, uh, every guest, if you have an interview based show, every guest you have on your show is going to be a promoter of your show if you ask them to be. Speaker 2:   05:19     Because if you think about it, they, they kind of positioned as a, well perhaps an expert or an authority or someone who knows a lot about a given topic and so they kind of, if they share it, they're going to look good because they are kind of positioned in this, in this way. And so if you ask them, hey, would you share this out? Then that's another promoter who's going to, you know, send your message far and wide and share your brand as well. You have 50 guests on over a year that's 50 people who are promoting your brand and your content and if some of them have really big audiences, that's a hell of a lot of traffic that you can drive. You know, it's not going. I appreciate that because I get the question all the time. People go, I have a podcast and they're all seeing, well, so David, is it better when you have a. Speaker 2:   06:01     is it better to be a guest on a podcast or is it better to be the host of an interview podcast? So what's your take on that? Yeah, it's a really good question. And I don't know if there's a one size fits all answer. What I will say is if you're a business and you just want to get some leads quickly, uh, be a guest on other podcasts because other podcasts already have the audience built, uh, you just have to put your message in front of them and you can get some, some quick leads that way. However, if you want to play the long game and build your own audience who you can market to on a consistent basis when you want to, then you're going to nature on platform and that could be in the form of, of having your own podcast. So it sort of depends on what your goals are. Speaker 2:   06:45     There's absolutely nothing wrong with just going on podcast after podcast after podcast. But one thing we always recommend is do both. I mean, once you properly delegate and outsource or, or whatever you do when you have your own podcast, it actually comes down to a pretty small time commitment. You can just bring it down to just doing a call itself. And then going on another podcast is just doing a call. And that's like 30 minutes each time. So, you know, most founders or companies are gonna have a lot of calls every week, you know, whether it be five, 10, 20, could be more than that. It's just one more of those or two more of those. So I'm sort of depends on what your goals are really. So Simon, uh, you and your company, you guys help basically produce a podcast for other people, is that correct? Speaker 2:   07:35     That's correct. So help people understand exactly what that service does for them because time is obviously the most expensive thing any of us as entrepreneurs have. It's the most hardest thing to come by. And so I know for me that was one of my biggest hesitations when I started looking at doing a podcast with, there was no way I was going to spend the time to do all the tech and do all that crazy stuff that's required. So what does content kite provide? What does things people should look for if they want to create their own show? Yeah. So, so I mean, from, from an overall perspective, there's four main pillars that we focus on. Uh, so it's strategy, creation, promotion and conversion. Now I'll focus this around the production component because that's probably what most people are thinking of, but once you've got sort of the strategy, uh, created and what you want the show to be about, the production is really where most of the time commitment comes in. Speaker 2:   08:27     So things like editing the audio, you know, publishing it to your hose, get writing up, show notes, putting it on the blog, that's a really time consuming stuff and stuff that as a, as a founder can you, Tom can probably be better spent. So will help a lot in that area. Um, we also do a lot of things in regards to promotion. Uh, so a few things that I mentioned before, so making sure that you're in all the podcast directories for starters, and then promoting it on social media at working in with each guest to find out the best way that they can share it with their audience. And then the conversion point component is sort of multipronged. So we always recommend that every podcast has some sort of lead magnet or content upgrade that goes along with an episode or along with every episode, and I'm sure the listeners are familiar with this. It's a piece of gated content that you can call out on your car, say go to this link, sign up for it and that way you get someone on the email list and then Speaker 3:   09:25     so let's just do this live so you've got to link. So how would your work and what are they going to get? Again to go to [inaudible] dot com, forward slash Speaker 2:   09:36     funnel hacker, and that is going to send them to a free podcasting workshop, uh, which we'll go through our entire process, added credit strategy and produce the podcast and promote it properly and set up these conversion mechanisms. And so everyone who goes to that link is going to be added to a funnel. I'm breaking the fourth wall here and you'll see what a sequence like that might look like. Um, there's also, and this might be an entirely separate rabbit hole, which we might not choose to go down, but if you're a B to b business, podcasting is just a great way to build relationships and if you get really strategic about that, uh, then you can start to bring on like prospects who could use, you could potentially work with or referral partners. So that is probably a very deep rabbit hole. But that's kind of another element to this, this conversion component is, is, is building a guest list of essentially people you want to work with or people you want as referral partners, et Cetera. But let's go back to the content upgrade. Um, get somebody, let's stay on that for a second because I, Speaker 3:   10:44     one of the things, I'm in charge of all of our top line revenue and all of our business development opportunities and so I get approached all the time by people to promote, you know, Dave will promote you if you promote us. And I'm like, well, we don't promote other people's products or services. And they're like, well, there's gotta be some reciprocal going on here. And so I can tell you, for me, and especially for someone, if you're building a list and you're protective of that list as much as we are, um, one of the ways I'm able to protect our list actually is by offering people to come onto a podcast like this to where they know they're going to get some traffic. They know they can basically soft pitch, just kind of like you just did. So I'm aware, you know what you're, they're going to go to content kite.com, forward slash funnel hacker where they're now going to be added to your list. Speaker 3:   11:28     You're going to have the optimum market. And then obviously in exchange for that, they're going to get something. And so as a podcast host and as someone's trying to protect our brand as a business goes, it's actually a great opportunity for me to be able to bring other people on to give them exposure to our audience without and having a direct promotion. And so you guys who are in the same situation, we are as far as click funnels where you're trying to protect your audience. It's a great way of doing where the reciprocal basically if someone then most likely would end up promoting for us because they know they've got access to our audience and is in a podcast because the majority of most podcast listeners we find typically have higher incomes. They typically are bigger buyers. They're typically a much better client or qualified prospect than someone who might just be on a member of a facebook group. Speaker 2:   12:15     Yeah, exactly, and that's a really good point and it really can turn into a win win, win. So that sort of mechanism that I talked about before where you bring on a particular type of guests, whether they can benefit you in some way, you're also benefiting them by giving them access to your audience and at the same time the listener is getting value so the listener wins. You win as the host and the guest when. So it's, it's, it's a beautiful thing. Speaker 3:   12:39     I love it. So I get. The other question I get quite a bit these days is, is it better to have a podcast where it's just you talking and you're providing all the content versus you basically bring in like I am right now where I'm bringing you on and I'm interviewing you. So what are the pros and cons to either being a host where you're interviewing people versus having your own content that you're providing? Speaker 2:   13:01     Yeah, I liked the interview format for a few reasons. One is, as I just mentioned, it's, it's a great way to just build relationships. So if you interview whether it's your ideal prospects or referral or apartments, whatever it may be, you can build a lot of really solid relationships and if you're in like high ticket database services or a high ticket, anything really relationships of the name of the game. So that's one. The second is if you're doing a podcast longterm as a content marketing channel where your guests like free content that you don't really have to think about too much. Um, so it's, it's, it's just a lot easier. I mean, if, if you're doing a podcast where you talk where you have to come up with all of that content every single week and you know, whether you're scripting it out or not, it's still like a lot to think about and possibly not foremost, but um, Speaker 3:   13:54     it's just, Speaker 2:   13:55     I find less engaging to be a one person talking kinda show some people do it really well and it, it can be done really well, but I find when there's a conversation that just tends to be a bit more engaging and less so the top news incredibly interesting and something to share. I'm definitely on a ad hoc basis. You can do like a one off episode and share something that only you can talk about. Um, but in general it just, you can get a much more consistent result. Have you interview people for the, for those stories. Speaker 3:   14:28     That's interesting. I appreciate that. I know I've been going back and forth myself. I my times becoming, I'm getting smaller amounts of time these days to do podcasts and yet at the same time I'm still trying to provide a lot of content and so I'm starting to intersperse now some of my own thoughts just to be able to do it at whatever time of day I want and that's freed up. That's free things up for me and I've appreciated that. I don't know if my listeners like that or not. We'll see as the downloads, uh, whether they prefer me or my guest, but the other thing I've seen and I think you made mention of it and it sounded, I really appreciate it and that is especially in a B to b type of environment. The great thing about the relationships there, I was talking with Markus Maura, exactly how a podcast we just did. Speaker 3:   15:15     And he's a guy who basically he has, he's done, you know, 40, $50,000,000 now and this whole business is selling franchises in assisted living for a senior type of, of care. And it was interesting. He goes, you know, Dave, I don't know if I should do a podcast or not, and I'm like, man, if I were you, because he targets is really, really specific as far as his prospects that he wants there typically people in the medical field, but typically people who are currently working as a pharmaceutical representative and these are guys who were driving around, they got a ton of time. They're probably listening to podcasts and so it'd be really easy for him just to bring on his success stories and they're gonna be excited to share it and they're going to share it and typically they're going to share it with their other people who were the same place. Thank you. From pharmaceutical reps and so it's been interesting to see, as you mentioned there, the relationships that are created and the ability to share those because everyone loves to brag about I was on a podcast or I was on this or something like that, so I think that's super critical. As we. I want to talk to you real. Go ahead yet some middles. Speaker 2:   16:14     No, no, no. I was just going to echo your point. I'm in as channels like all day, email and called outrageous. Just get less and less and less effective. Just having a white to be able to access your primary audiences is more important. Yeah, Speaker 3:   16:31     I love that. So tell people how they can get started because I know that's always the hardest thing. It seems like this overwhelming task. I know it was for me. I was, I remember I went through, uh, John Lee Dumas, of course, a paradise podcast, podcaster's paradise, try to learn all that kind of stuff and I realized, you know, I don't have to learn all this stuff. Somebody else can do it for me. So what if a person, obviously you mentioned there's four different pillars. One of them was the strategy aspects far as identifying what your podcast is going to be about. What are some of the things people need to do and how, how can they get started? If a person wanted to have a podcast out in the next month, what would they need to do? Speaker 2:   17:05     Yeah. So the first thing I would say, and I know the word strategy can sound like really wishy washy at times, but just like put something down and committed like one page, who do I want to speak to is the audience and who do I want to get on as my, my ideal guests? Right? And you just start to map that out a bit. That will just, you'll find it will help you in. It will inform so many decisions down the track when when you sort of go, should I do this? Should I do this? Once you have that going on, so do that for status and then from there it's literally just download, zoom.us what we're using right now to record this and start having conversations with people. You can get fancy box if you want to, but you really don't have to like at the end of the day, you will wait given for sub optimal audio quality at the start, just get a feel for whether you like it the next spot, the production process. Speaker 2:   17:54     Maybe you want to edit your own episodes. I just don't recommend doing it. If you plan on being consistent with it, you might have all the fire in the world when you first get started and you're like, I can do this every week, but you will notice if you're a founder of a company or you have any sort of other job, asshole, you just want to consistently like, well, maybe I shouldn't say you just want, but I have never ever seen it done consistently, but someone edits Aaron show and that have a show that goes for more than, well, I think like seven episodes is the magic number, like 90 percent of shows drop off, popped off to seven episodes. So find someone to delegate all of that nitty gritty production work to um, and, and, and just be focusing on the content itself and having the conversation. And then from there it's just promoting it. So asking all your guests to share it out, uh, creating a lead magnet that you can call out on the show to, to turn listeners into leads and a happy days. It's not that simple. Speaker 3:   18:55     Well, I can say I went through the same thing. So from a strategy standpoint, when we originally created this, it was a funnel hacker radio, actually, it was click funnels radio at first, and so it was clickfunnels radio and we want to basically, it was going to be clickfunnels listeners and I was going to interview success stories. That was our strategy. We ended up changing it to funnel hacker radio as we kind of did a rebranding with funnel hacker TV and funnel like a radio, um, but, uh, it then grew to expand to be other people who might be able to provide added content or benefit or value to our listeners, you know, people like yourself who could then help them in building their businesses. And it's been interesting. Uh, I did, I think I edited my first three and then I was like, I'm done. I tapped out, had to have someone else do it because it was just too much time and everything that, uh, so I, I appreciate what you've been mentioned that you think you're going to do it at first. And it's like, you know what? This is a waste of my time. Speaker 2:   19:51     That's just it. It's not the best use of your time, like you know, if you're a founder or partner in a company, it's like you got better things to be done than editing mode here. Speaker 3:   20:02     I totally agree. Well, as we kind of get close to wrapping things up here, tell me what are the, any other tips, tricks, things you'd recommend people who want to get to a podcast up and running what they should do? Yeah, sure. Speaker 2:   20:14     The main tip and the main takeaway I would say to people, and I just don't think a lot of people do this when they have the podcast, is it just asked every one of your guests if they will share the show. Um, it, it is just the number one way to get a show out there. They used to be this kind of playbook, like if you google how to get a podcast, listen to the way you know how to get a ton of downloads via your podcasts. There's kind of like this playbook of, you know, ask all of your friends to write and review, get a bunch of people to subscribe and you'll get into new and noteworthy in itunes and then just happy days and thousands of listeners that doesn't work so well. It can work, but it's not, it's not like a shore thing anymore, so you need to get a bit more inventive with how you promote the show and the number one way that we found is just to have every guest to be a promoter of the show. Aside from that, the other thing which I've already mentioned is just get strategic about who your guests are. If there's someone who can first of all offer something to the audience, then start to think about, you know, could I build a relationship with this person? And then could that relationship turned into a potential partnership or a sales conversation down the road. And as long as it's a situation where everybody wins, you know, there's nothing wrong with you. Also benefiting from that relationship as well. Speaker 3:   21:36     I love that. I think that's probably the biggest mistake I made was I never asked anybody to promote it. You'll be my first ask, I guess a 100 percent, but no. Honestly I think that's, for me, that was probably the biggest mistake I made. I would encourage others to to make sure they do ask you. It's just such a win win. I think it's an opportunity and I think a big reason that Speaker 2:   22:01     that people don't do it as is they think they're putting the other person out or asking something that they want, want to do, but like they generally want to do it because as you said before, like they look good in the podcast and it's like that. They might as well people share things that make them look good. By having someone on a podcast, you make them good, so it's not a big ask. Speaker 3:   22:22     Well, I mean I'm over 250 episodes in and I've never asked, so we'll make this inefficient. My first one I'll do, I'll do a better job or my assistant will get. I will. Not that you didn't add additional listeners, but definitely we always do it again. I appreciate your taking the time. Speaker 2:   22:41     What was that call to action one more time for people that were wanting to find out? Yeah, so it's content kite.com, forward slash funnel hacker, and it's a free podcasting workshop which basically takes you through eight is zed, how to start a podcast that gets listened to and producers leds. Speaker 3:   22:58     Awesome. It'll be in the show notes as well, so again, I appreciate everyone's listening. Simon, thank you so much for your time today and we'll look forward talking to you soon. Thanks for having me on. I appreciate it. Jason. Speaker 4:   23:08     Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Dave Woodward discusses his recent experience at Dana Derricks Dream-100 Event. Having a great time, Dave carries forward the momentum of his experience by discussing the importance of event choreography being critical in executing a successful live event. Tips And Tricks For Event Hosting: Always let your VIP members in first. Make sure to control the room and the stage presence. Using the proper equipment. Setting the tone and energy during introductions. Creating a sales table and taking donations. Having the proper supplies to give the guests. Create an agenda to follow. Quotable Moment: "The choreography that has to take place at an event is super critical for you. If you don't have a checklist, if you don't write things down, you just forget about it." "You have to train the audience how to buy. You have to train sales." "Choreograph the content based on the results that you're trying to get." Other Tidbits: Dave goes into great detail on setting the stage, energizing the room, team member construction and much more. He sets the bar and challenges you to get out of your comfort zone by hosting your own event and maximizing your profits at the same time! Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward, Speaker 2:   00:17     right everybody. I was recently at a dear friend of mine's event and want to kind of talk to you about vet choreography. So recently I was actually attending day the end of Derek's dream 100 con and if you don't know Dana, Dana is. There's not a guy who gives more of himself to everybody more than data. This is a guy who is a last funnel hacking live. He won our inner circle member of the year because he literally just gives and gives and gives and gives and gives to anyone and everybody I. he's also been known as the guy who's literally have had books that sell for 2000, 4,000, 2000 and $5,000 for a book. This is a guy who knows his stuff. He is totally on top of his game and one of our two comma club award winners, the nicest guy in the world you'll ever meet, also known as the goat farmer. Speaker 2:   01:03     A dear friend of mine and a guy I just am so impressed with everything that he's doing and he's just always out there giving, giving, giving, giving. And so I had the opportunity of just flying out there with a wrestling with melanie to wrestle with speaking at his event. And it was fascinating for me to, to see how all of us have our own strengths and when you do something new, it's new and if you don't have instructions or guidelines, it's kind of like, oh shoot, what do I do next? And so what I want to do is kind of go through some things. Um, as I was watching an event unfold, uh, the pros, the cons, and almost kind of create a checklist for you guys. If you're ever going to do a live event, things you need to be aware of. So first of all, I've, I've literally been going to events for at least the last 15 years and prior to events even before that, uh, most of the time when I first started, that was basically going as an attendee. Speaker 2:   01:57     Uh, recently since then I've done my own events. I've done obviously a ton of events from funnel hacking live and events for click funnels. And there is, it's always fascinating for me to, to see the different things that have to take place. And I want you to understand there's an, there really is a choreography. It's like a dance that takes place whenever you're going to host an event. Uh, I saw the same thing when we went out two years ago to grant cardone's event with Russell. There is a guy, again, he's been crushing it for years, but it was his very first event and granted they were able to put 22, 2100 people in any event and literally less than 60 days, which was off the charts. Unbelievable. But there's certain things to get the maximum profit out of the event that you need to do. Speaker 2:   02:40     So when I was at grant's event that first time, uh, we were talking about, well, do you have sales support staff there? It's gonna help us as far take an order for him. She's like, oh no, no, no, what were you. All we need is just rustled when it gets up, just sent, we'll have a booth out in the lobby considering we're not to the booth and they can, you can just swipe cards there. And I'm like, Whoa, Whoa, Whoa, Whoa, Whoa, no, you cannot do it that way. There is a psychology that takes place. Any event. And they said, oh yeah, okay, then we'll, we'll get you support. No problem. Well I got there that first time and I was like, where's all the support? And they're like, well, we got like two people for you. I'm like, no, no, no, no. You've got an audience of 2100 people were expecting on selling 20 to 30 percent of his audience. Speaker 2:   03:22     And they're like, what, what, what do you mean? How do I just totally baffled they're mind. Fortunately Alex and Layla for Mozu were there and a Adam t came up and had a couple of other people. We literally have had like six people who just manhandled this crazy, crazy event and we ended up doing, you know, I think $800,000 out of the event and just blew, blew away grants whole team. They're like, I've never seen this done in grant was like, okay, there's something to this, so my only reason telling you this is I want to make sure you understand I'm speaking from having been to a lot of events and seeing what works and what doesn't work and the choreography that has to take place at an event is super, super critical for you. So some of the main things, and again, a lot of stuff, you're gonna go, oh yeah, yeah, of course I'll do that, but if your don't have a checklist, if you don't write things down, you just forget about it. Speaker 2:   04:16     And it was so fun being there with Dana because some things just kind of forgot. It was like, oh shoot, I forgot about that and I want to make sure you guys are aware of this as you're pulling stuff together. First of all, I'm always make sure that the doors are not just open and people can randomly come in. This needs to be an event. It has to be something where music is playing and it's gotTa. You have to control the energy of a room. The energy of a room is one of the most important things you'll ever have happened at a live event. So you've got to make sure that the doors are closed, that there's pent up demand that people are standing outside waiting to get in. And again, if you have VIP is you always want to let your vip stand first and gives them that first opportunity to feel like I'm special. Speaker 2:   04:58     I'm, if, if you're going to be in a situation like with grants, he was selling different types of tickets, um, where there was a section for vip section for general admission is section four a platinum. Make sure that those are roped off. There's people guarding those seats. No one else gets them. So they, these people feel special and feel like this is their thing. I'll make sure that when the doors open, people are being greeted, that there's a ton of energy, high fives, things are going on, and that the music is very, very high intensity music. Um, it, and it needs to be loud enough to make sure you get people's attention. You don't want to have just something subtle plan in the background when people are talking. You want to basically control the room. And so as people come in, that's going to be one of the very first things. Speaker 2:   05:44     You want to make sure that happens. The other thing is you've got to make sure that the stage presence is, is real and legit and is somewhat uninspiring. Um, again, I please understand what I'm talking about, Dana. I'm not picking on. He's a dear friend and we had a ton of fun just working with them to make some tweaks out. One of the things you have to understand is if you're going to host an event and you're expecting to sell at the event and make money at the event, it's got to look right, and one of the things that really truly matters is the stage itself and the lights and the projector. You've got to make sure that you have a very, very high lumen projector and a these days. If you're playing video, ideally it's an hd projector. You got to make sure that when you're taking a look at this kind of stuff, that the screen connect screens are really weird as far as sometimes you can have a projector and even though the projector is really good that the screen is, is gray and it doesn't reflect well enough, it basically absorbs the color. Speaker 2:   06:43     And so you want to make sure that, that you've got a very high intense ca projector and the screen will receive the light that's being projected on it and that doesn't dim it. Uh, with that said, the other things you want to make sure is, as far as microphones, there's nothing more frustrating for people if they can't hear what the person's saying. So you've got to make sure that the mix, you'll always bring literally a ton of extra batteries. These microphone batteries, they just get consumed like crazy. I don't know what it is. They'd go dead. It's so make sure you've got extra mix and they have extra batteries. Uh, make sure that you always want to have like Lisa Lav mic, if not a headset mic where the person who's speaking doesn't have to actually hand hold the mic. Also, make sure that the introductions of these people, the introduction for ever speaking on your stage is massively critical. Speaker 2:   07:34     It's got to be an introduction where the person comes out with massive credibility. You do not want the person having to all of a sudden start to spend the first two, three, four, five minutes of their time trying to energize the room and trying to get the energy level up. Because realize, as people are listening, they're gonna. Everyone vibrates at a different level and the energy that you bring on an introduction, we'll set the tone for how people actually respond to that. Um, another thing as you're taking a look at a, if you're going to have a q and a, there's a couple different ways of doing q and a's. I've seen it done both ways. Uh, Mike runners is one way. The other way is actually just having a in like two of the aisle in each one. One of the aisles just having a mic stand and have a mic stand there specifically just for the q and a. Speaker 2:   08:21     So what it does is it allows you as the, as either as the speaker or as the host to know how many questions people actually have. And then you can cut people off as well. So know what, we're only taking two more questions that way. More people don't get behind the line, otherwise you've got these random got random people always getting up or people trying to run back and forth or you're throwing boxes. Uh, you know, Mike Boxes. So you want to make sure that you're controlling that room on the very first day. One of the things we've found that works extremely well is you have to train the audience how to buy and when you're trading an audience how to buy some of the things that matter. You got to know, you've got to let them know where to actually go to buy and we typically will always have to believe in the back of the right of the room or in the center of the room is the actual table where we are. Speaker 2:   09:08     That is where sales take place. You have to train sales and on the very first day I always recommend you have have some sort of charity type of donation where it, first of all, it helps people, makes them feel good about contributing to something else. It also trains them on where to go to actually submit their order forms and I know people are. I go back and forth, people will all the time said, Gosh, you know what? You guys are a technology company. You guys should just have order forms. They just go online and do the order form online or create an APP and do it that way. In fact, it grant kronos last event down in Mandalay Bay, everyone, they had all the speakers, they want all the speakers do it on an app and I'm like, no way, no way. I won't do an APP I want. Speaker 2:   09:50     I want people to see other people coming and creating this whole stage rush or the back of the room rush where there's social proof from that you don't see on an APP. You don't see social proof. There's no urgency, there's no scarcity. You'll always think, I will do it later, so I highly recommend that you always spend the time to make sure that you have order forms printed. You want to make sure that the what they're buying is clear on the order form and that the credit card and the information is there as well. If you're putting in phone numbers in a or even on email addresses, I highly recommend even put the little boxes in so it slows people down. Otherwise they write real fast and you can't see it. So the boxes I've seen it actually slowed people down to get him more, to print a little bit more legible. Speaker 2:   10:34     Uh, the other thing is please pay attention to when people are coming in. You want to make sure that you have a notebook and pens available for people. Don't assume that people are going to come to an event with a notebook and a pen. Uh, we actually, when we did a grant cardone's Tedx event, we actually stuffed pens into every single seat pockets. Again, we're, I'll talk more about that event later, but just realize you've got to make sure that people have a pen because you want them filling things out, especially order forms. So make sure that you always give them a pen and with that, give him a notebook. A lot of people always ask me about, well, what about the agenda? And we have an agenda all the time. I'm a huge believer if you're going to have an agenda, it's basically it starts today at 8:00 and it ends at 5:00 and that's how they need to know when to get in and when to get out. Speaker 2:   11:23     A last thing I want is people picking and choosing which speakers they're going to listen to and then going out and doing their own business. I want them to know that, hey, I you dedicated time, you took time away from your business to come to our event. I want you to hear at the event it's, we spent a ton of time making sure that people have, are getting a lot of value out of it, but I want to make sure that they're, they're getting that kind of stuff. Another thing is understand that, um, when you're, when you're looking at at lunchtime, seen people go a couple different ways on this and sometimes people are like, you know what, we're just going to go right through lunch and people can take their own breaks or you don't. We've got 2000 people in a room and we're getting them a half hour for lunch. Speaker 2:   12:04     Those things, they just don't work. So you need to really, you've got to look at your outline, your and your. And again, this is choreography. You've got to know what does the hotel actually have available. If you were to send 100 people down to the restaurant, can they take care of that? Could they take your $500? Do you need to actually have brown bags brought in for them? Or if you're going to send people out, what are the restaurants nearby and how long is it going to take them to go to the restaurants and come back? Uh, it was kind of fun. Funny Dana. It was like, oh shoot, I totally forgot about lunch and the rest are really. Didn't have half as much to kind of take care of him. So he just told everybody, you know what, why don't you guys all at this time just order uber eats and they can bring their lunch to you. Speaker 2:   12:43     Which again, I love Dana because he's so quick on his feet. He's like, Oh crap, I forgot that. Well, this is how we're gonna. Take care of it, but be aware of those types of things. The other thing is understand when it comes to selling these days, people don't like to go to events to be pitched the whole time and so you really need to identify who are you going to be, your key speakers who are going to sell and then who are your speakers are gonna, provide massive content and you want to make sure that you choreograph the content based on the results that you're trying to get and usually if you're having a vet, you're going to sell something as well, so if you're selling something, you want to make sure that the other speakers are are basically amplifying your message as far as the need of what it is that you're going to be presenting or what you're gonna be selling. Speaker 2:   13:26     I'm one of the things that I find is super critical and especially when you're first getting going, you don't spend that much time and that is the amount of of team members that you need adding me that. So you're always going to need to have. I'm. I don't care if you. If your event is a hundred people or more, you need typically at least three, if not four team members there to support you. You need one team member who literally supports you the entire event, their jobs doing nothing else, but to make sure that you are stress free and everything is going perfect, and so it literally is your assistant, your assistant at the event where they have no other responsibilities to do whatever it is that you ask them to do. Whenever it is that you ask them to do it. Some things you wanna make sure is that you've got water for your speakers up on stage. Speaker 2:   14:11     You want to make sure that you're super hydrated yourself. These events are exhausting and you've got to make sure that you have everything that you need. Um, the other team members are going to be team members who are going to be there basically welcoming people when they first come in and there'll be team members who were there to support the sales process, uh, taking order forms. There'll be there to, for questions. They're there to run the mix. If you're running mics, you typically, again, I can't stress the importance if you're going to put on event, you're going to spend a lot of money because you want to generate a lot of money out of this and so be aware of those kinds of things. Some of the other things is you want to make sure that your order form is super, super. People know exactly what they're going to get, how they're going to get it, how it's going to be delivered, and if they have any questions about who they can reach out to. Speaker 2:   14:59     I'm trying to think as far as anything else here I've got, uh, some of the main things I really, I can't stress enough is, is the technology and equipment that you have there, the music, the sound, the lights, the screens, all that stuff is highly, highly critical. Especially even far as backlights. You want to make sure that you've got back lighting and that the other things are for a speaker, they want to have a confidence monitor. A confidence monitor basically tells them because they've got monitored, they're projecting up onto a screen, whatever their slides are, they need a confidence monitor in front that tells them how, what is their slide there on and what's the next slide. I've seen a lot of confidence monitors where it's just a slide line there and even though they know their presentation, they. It's stressful when you're up in front of people, you're like, oh crap, I forgot what's the next slide, so make sure you have both on a confidence monitor at the bottom where it's just for the speaker to see what their current slide is and what's. Speaker 2:   15:53     What's the next one going to be? In addition to that, you want to make sure you have a countdown timer there that people see the speaker sees no one else does and is counting that down because you want to stay on schedule. There's nothing more frustrating than getting way behind because what happens is the only person that's gonna hurt most is going to be you. So anyways, those are a couple of different things. Again, Dan did such an awesome job. I was so proud of him. The thing I love about Dana is he was out there just crushing it and, and just did it all without even worrying about anything else, but just making it happen. So take action. Put together an event. It's I highly recommend you will find out more about yourself putting together your own live event than you ever imagined. So I have an amazing day. Speaker 2:   16:34     Again, thanks so much for listening. If you don't mind, I would love any comments you have. If you're liking this content, feel free to send me a facebook message, pm me, or send me an email [inaudible] dot clickfunnels.com, or obviously I'd love the comments or go on to itunes and rate and review this. I really, I'm trying to find out if this is the type of content and the value that you would like to receive. We're coming up on 250, 300 episodes now and I want to make sure this is the format that's really working for, for you guys who are spending the time who were dedicated to listening to this. So please, I appreciate the feedback. I literally, when I read every comment, I read every email and I just want to know, so thanks again and have an amazing day. We'll talk soon.

Why Dave Decided to talk to Bedros Keuilian: Bedros Keuilian is a best-selling author, speaker, and business consultant. He is the founder and CEO of Fit Body Boot Camp, one of the nation’s fastest growing Franchises. Talking about his upcoming book launch, Man Up, Bedros gives insight into his journey through entrepreneurship and what he has learned. Tips and Tricks for You and Your Business: Running A Business vs. Running A Hobby: (6:20) The Concept Of Leading Yourself! (10:45) The Business Not-To-Do List: (23:49) What Are The 6 Pillars Of Entrepreneurial Leadership: (33:00) Quotable Moments: "It’s not a light switch, it’s a dimmer switch; sometimes it goes up, sometimes it goes  back down. And over a 3-5 year period, I became an effective leader." "You are not going to build an empire with a group of employees. You are going to build an empire with an effective team around you." "Create an environment where your employees don’t want to let you down." Other Tidbits: Bedros elaborates on the 6 Pillars of Entrepreneurial Leadership he has discovered along the way and how they apply to businesses in general. He discusses the ups and downs he encountered along his journey and how he dealt with adversity. Bedros enlightens us on his 5 percent rule! Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Every welcome back Speaker 2:     00:18           funnel hacker radio. I'm your host, Dave Woodward. Today I am so excited. I have a dear friend. I have. I've watched this guy, his ups and downs, and this is a man who I am so honored to have on this podcast. It's A. We've been trying to get this thing scheduled for awhile now and his scheduled, my scout does didn't meet. He's the author of a cool, crazy, amazing book that's coming out this September called man up, how to cut the bull crap and kick butt in business and in life. And for me, it's honestly, first of all, fueling welcome to the show. Well, thank you. Thank you. Thank you so much, Dave, for having me. And, uh, I'm, uh, not only a big fan of yours, but also what you and Russell and the whole team there click funnels have created because we are adamant users of the click funnel product for us. Speaker 2:     01:02           Obviously we appreciate that for those of us who may not be familiar with Pedro Ceo, he's basically built a massive empire in the fitness business and he's got tons of different businesses. But one of the ones I'm, I love the most is just fitness a fit body. Boot camp's a as on track year to have 2,500 franchises by 2022 and has been just crushing it. He's a guy who's a massive leader, is, owns a ton of interest in other private companies. But the thing I'm most excited about as far as bringing bedrooms back on my podcast is this is a man who actually walks the talk. This is a guy who has been through a lot of the entrepreneurial battle. Uh, you know, we were talking just briefly about this whole idea of having a Gary Vaynerchuk and our, our big Guinness World Book of Records thing last year. You know, Gary talks all about hustling and stuff, which, yes, there's an element of that. Speaker 2:     01:52           The part I like most about this book and most about you bedrooms is there's hustle, but you have this amazing ability to keep a balance with your family and we're talking about your son Andrew and your daughter chloe and Diana and, and just the, your ability as an entrepreneurial leader to run a company that is Ben Again, Inc. Five hundred last two years, a fastest growing franchises by ink as well. I mean, just your accolades go on For miles and miles, but I think the part that's the most exciting thing for me is you're the real deal and that's not always the easiest thing to find in business when you take away all the instagram and the facebook and everything else. When it comes down to it, you're real. And I appreciate your friendship. And I remember, I think it was, um, interest. We were at a, you're a fitness business summit in la jolla and we're out in the mastermind. Yep. So we were there again, I was there learning how to run a mastermind from big grows and as bedrest was we went across the street and we were sitting there at the steakhouse after all was said and done and you started talking about this book is man Speaker 3:     03:00           up idea and what you're going to go through and if you don't mind, if you could just kind of tell people, first of all, for those of you guys are listening, you have to understand this book is, is really the history and the life lessons of having a massive business literally almost stolen away from him at three year journey of regaining it back and I wanted to bring them on the podcast right now because everything he talks about applies to you and your business from the leadership standpoint to your own individual self. And so metrics, if you don't mind just kind of dive in here. I again, I love the book. One thing that I want to talk to you about. First of all, I've been talking to her. Let me give you a breath of fresh air so you can actually say something before I have you got so many questions. Speaker 3:     03:39           I'm gonna ask you. Well, let me just tell you this and, and with all the compliments that you gave and I appreciate that and we're dear friends. There was a time in 2011, 12 and part of 2013 that I felt like such a hypocrite and an imposter in my position as founder and ceo fit body bootcamp because while fit body boot camp, we started fit body bootcamp in 2010. We franchIsed in 2012 and in a very short period we've grown to now almost 700 locations and our goal is to get to 2,500 locations and we're on pace for that. In 2012, 2013 men, we were losing more locations than we were gaining. I had gained almost 40 pounds of fat I was taking every evening. I was taking nyquil and a vicodin to go to sleep and when I would wake up in the morning in order to get out of my mental fog from the nyquil than vicodin, I would take adderall and some kind of pre workout. Speaker 3:     04:37           just just function. I had massive resentment towards my towards my employees. I had this, this functional adversarial relationship with my business partner in fit body bootcamp at the time and I hated my life and I felt like I was a true imposter and I realized in that time, and this was when I had about six or seven employees. I realized in that time that dude, you're a bad leader. I was just an ineffective leader. And for years I was a marketer. Now as a marketer, you and I know dave, that, hey, you know what? If you've got a good product or service and you can create a funnel and run ads to it and make that funnel produce money, then you're doing good. And as things go on, you might then grow your business where you get to second or third employee to deliver more support or service or help out with a sales process. Speaker 3:     05:29           But what happens when you actually look at your business and you go, gosh, I've got the potential to build a 20, 3,100, $200, million dollar company and then you go, I'm going to do this. So I knew that fit body bootcamp can become 100 million dollar company. What I didn't realize was I was literally putting a supercharger on a 79 toyota pickup, which was a car that I actually owned and I expected the supercharger to perform to make this car perform when really the car did not have the capabilities to the leader myself. So I had a business that had potential of 100 million a year, but the leader was so weak, so Ineffective that I literally almost went out of business and almost destroyed my marriage and my family life. And so, um, it was a product of that that I decided that I need to figure out how to become an effective leader. Speaker 3:     06:24           And over the next three to five years, people always asking me, you know, so what's the secret to, to leadership? I hear your book has six pillars of leadership. If you can just tell me that I can become a better leader. It's not a light switch. I always tell people it's a dimmer switch that goes up. Sometimes it goes back down and over a three to five year period I became an effective leader. Now I wrote the book so that I can help people ascend to their leadership role faster, more efficiently. Um, but really that's where it started. Man. I was a hypocrite and an imposter. And today I'm a better version of the leader that I'm going to become. It's still a work in progress, but my company's numbers show for it. Speaker 2:     07:05           I love it. So you actually just have you introduce yourself. You did so much better than I did. I know what I want to ask though. I really do want to address what you just talked about and that is this whole idea as far as being a hypocrite or the imposter because one of the things we hear a lot in a lot of entrepreneurs, I mean I've done it myself where it's like, you know, I'm going to fake it till I make it and if you don't mind, if you kind of expound on this whole idea is yeah, there's an element of faking it till you make it, but also how do you get out of that, that feeling of being the imposter or the hypocrite and actually starting to run a real business versus just a hobby. Speaker 3:     07:38           Yeah. And you know what? There is some valid need to fake it till you make it. And what I mean by that in one of my favorite movies, catch me if you can, which was the story of tom hanks was in it and also the dicaprio writing. This guy was a con artist and tom hanks was the fbi agent and in real life the con artist, just like in the movie, taught at a university level class. Like for an entire semester, and he, he, he taught, he gave quizzes, he gave tests and you get grades and once they caught this guy in real life, they said, listen, you're a con artist. We know how you, how you were able to con people out of money and get on airplanes by conning people, but how did you Speaker 3:     08:23           con your way into being a professor for an entire semester? he goes, all I had to do was be one chapter ahead of all the other students in the class and he was just teaching a chapter ahead and he was reading the same book that they were, but he was a chapter ahead and so to me, faking it till you fake it till you make it is that you're doing it, but you're just barely ahead of the people that you're either teaching or selling to or servicing. There has to be a. The next level comes Speaker 3:     08:53           when you have to be truly demonstrate proof, demonstrate proof. For example, we'll use russel as an example, like one of his first products, the old potato gun that he created, and then he created an ebook that teaches you how to make your own potato gun. Well, that's great. He made the potato gun. He had fun with that. He goes, hey, people are actually searching out how to make potato guns. I might as well make an ebook out of it and sell it and make some money. I'd say that was fake it. You make it like that was a. We all bump into that accidental entrepreneurial spirit and oh my gosh, people are actually paying me for this, but then as time goes on and he writes his books and he goes into many different ventures with click funnels, like now this is a leadership position that he's in. Speaker 3:     09:32           He's leading a company. He's having to look forward. He's looking to communicate. He's. He needs clarity of vision so the entire team can be on it. He must be decisive because between competition and between marketing and between the economy and the opportunities available, all those things can shift and a strong leader must be decisive and pivot because indecision costs entrepreneurs more time, money and market share than making the wrong decision, and so yes, we all start off as fake it till you make it, but at some point we have to grow into our entrepreneurial skin and be willing to take bigger risks, have those tough conversations and communications, have even greater clarity of vision, be super decisive and go from having a group of employees to a high performance team who is on board with the vision of what clickfunnels, where click funnels is headed and knows that we have to execute this plan because it's us against them. A team team member has an us against them mentality where employees just simply want to come in, clock in a little late, clock out, a little early, do the bare minimum, and off they go. Right? I mean, you're not going to build an empire with a. With a group of employees. You're going to build an empire with a, an effective team around you. Speaker 2:     10:46           I love that. You know, when the, I, as I was going through your book, man up the, we talked about these six pillars of entrepreneurial leadership and you kind of broke it down into three different sections and leading yourself. That was such a cool section as far as. So often we talked about leading as a team leader and you're kind of alluding to the fact as far as what russell is doing a leading yourself. For me, it was such a foundational thing. I think a lot of people, they kind of skip that. Oh yeah. I'll do that later if you don't mind. I'd like to kind of talk a little bit about this whole concept as far as leading yourself, Speaker 3:     11:17           you know, and in the six pillars of course, and the six pillars or this self discipline, it's clarity of vision, meaning what do you want your company to go and by when and what's the path. So vision is all about what do you want and when do you want to buy? Um, and of course then there's decisiveness. There's effective communication, there's emotional resilience because lord knows as entrepreneurs, we go through some emotionally challenging stuff that other people simply wouldn't understand. The risk and the exposure that We put ourselves against, and of course the sixth and final pillar is having a high performance team to help you execute your vision, but you know that self discipline piece, the leading yourself is so important. Most leaders, bosses, founders, ceos, whatever you want to call them, believe in this top down leadership meaning I will say, and you guys will do, and that's that, and that is called I call that half to leadership. Speaker 3:     12:10           Your employees or team, they feel like they have to do it. Otherwise they're going to get reprimAnded or yelled at, possIbly fired the leader who's more of a servant leader, who practices what he preaches or what she preaches and his self discipline, which is why self discipline is pillar number one. Leading yourself leads by example says, you know what? Here's what we have to do and here's what I want you to do, and the team wants to do that because they see that the leader is authentic. So self discipline comes from do the work first. If you expect them to show up on time, you show up on time. First you expect them to be ready during meetings, be ready first. If you expect them to be clear in communication, you better communicate more clearly. If you expect them to do the marketing effectively, you better be clear on how you want them to market and how much of a cost of lead should be in and what are we looking for by will conversions and lifetime value of a client. Speaker 3:     13:02           BecAuse the moment you're unclear in any of that, your team goes imposter, hypocrite, and all of a sudden you're half to leadershIp instead of the one to the one true leader. If your team goes, you know what, I want to do this for him or her because I believe in his or her vision and I want to do it for them. That's so much better. My team hates letting me down. They'll take getting written up by our two vps over letting me down like, okay, great. WrIte me up. Just make sure he doesn't find out. I'll never do this. Over again, because I've been so lucky, so fortunate to create an environment where they don't want to let me down and I remember when I worked at disneyland man, I worked at disneyland, dave for six years and there was a. I had, I had two supervisors in the carnation cafe restaurant that I worked in. Speaker 3:     13:49           One's name was cathy, one's name was doug. Kathy. Kathy did not practice the leading herself. she always came into work. This sheldon as she Was our boss, I was a fry cook at carnation cafe and twice a day. Carnation cafe was literally the busiest restaurant on the planet because when I worked there it was on main street and the main street electrical parade would go twice a day and that restaurant, we had a line around the building and we were just just bursting at the seams of people wanting to sit there and watch the prayed while they ate and so kathy would come and you need to do this and the food's not at a minimum of 140 degree and you guys are are, you know, there's a stain on your, on your chef whites. And she would always point point, point, but we would notice that she would come into work a little late. Speaker 3:     14:34           She was always just shoveled, always unprepared. If we had a meeting with her before our shifts started, half the time the meetings will get canceled and so she was poorly self disciplined and so we had no respect for her. Then there was doug when doug was our shift lead and he was this six foot five heavy said bellowing man. And he would walk in here, this cajun accent. He would walk into the restaurant, carnation cafe. Well, what can I help you with boys? And we say, well doug, we need more help on the window. We're pumping out food but we can't get it up on the window fast enough. No worries boys. And he fLipped his tie over his shoulder and he put on the chef gloves and off he went to helping us. And when doug work for us, we didn't care about taking our break. Speaker 3:     15:15           We all we wanted to do was make sure we get the food out on time so the service can deliver it to the table. And give the guest experience that disney is known for. When kathy was supervising us. Man, it didn't matter if the electric prayed was happening. Oh, break time. I got to go because you Just didn't want to perform for kathy. The difference between doug and cathy was doug, walk the walk and talk the talk. Like he was in there early. He helped us prep when it was time for us to close. He wasn't just up there doing paperwork. He was down there cleaning with us. He didn't have to be, but we felt so indebted to him and never wanted to let him down. and because of that self discipline that he had, because he worked up from the ranks, we never wanted to let him down where cathy was the opposite. Speaker 3:     16:00           So self discipline is so important. So we're an entrepreneur is concerned. You can be looked at by your team is an imposter as a, as a hypocrite, just like I was by being unprepared, but expecting them to be prepared by being unclear, but expecting them to be clear. And So self really starts with what time do you wake up in the morning? You beat them up early enough to get the work done. Like every monday morning for the last five years, I send out a monday morning email to my team and it's only focuses on clarity of vision. Here's where we're headed guys. And then personal development tips and professional development tips. Because I know like me, they're human. They just came off a weekend. Maybe some people overrate, maybe they overdrInk. Maybe there was a fight in their relationship, maybe something a car accident had happened, maybe a family member got sick. Speaker 3:     16:48           Whatever happened, guys, here's how you deal with adversity. You cope with what you have to deal with and you control what you can control and here's how you can use that and work to service our franchisees. But every monday morning I'm disciplined enough to wake up before them at 5:00 AM and send out my monday morning email. The day that I missed. That makes me a hypocrite. So we have to start with yourself first and then go into telling people what to do. Otherwise, we're seen as a, as an imposter by, by not only our team, but even our customers. Speaker 2:     17:17           I love that. I know a russell. I joke around about it. Uh, I've never woken up as early as I am right now, so I'm trying to get this whole adonis looked at you. You were kind of like chiseled out of stone. So I'm trying to get to that same type of a luckier. So I've got hired a trainer and I met in the morning. I'm getting up and they're at the gym at 5:00 and it was kind of funny because russell always sit there talking about it and this whole idea of it's been interesting in the office now how many other people, because they're seeing our instagrams and everything else where we joke around about it because these were actually working at his gym. So since it's his gym, he comes in at six and I got to be there at five. But uh, it's been fun to see in the, in our office. How other, how many other people are now talking? Oh yeah, I got up to a 5:00. I'm working out, I'm doing this and and again it's, we never meant to come across as far as you know, you need to do this, but as you talk, as far as my leadership, even in your own personal life and personal life, leadership, it, it just carries over into your professional life so much. And so I appreciate that whole concept of, of leading yourself first. Speaker 3:     18:20           Yeah, that's, that's a must and I think that's probably the most overlooked pillar in, in leadership because everyone says, you know what, alright, I'm gonna start communicating more effectively. I'm no longer gonna, hold things in. I'm not going to be approval seeking. I'm going to be more decisive, clear on my vision, and so they start saying do, do, do, but remember that the people are by what they're seeing, so they can't hear what you're saying because they're deaf. Invite what they're seeing. What they're seeing is un un sprint. Yeah. So we have to get discipline first, lead from the front before we can actually lead the team. Speaker 2:     18:51           I love that. You know what? I was going through your titles of your books and the chapters there, and there's two that just jumped out at me. One is the five percent rule, so I want to talk about the five percent rule and the other one is you might have crowds. So those are the cliff hangers. Those are the hooks. So let's first of all talk about this on five percent rule and then we'll talk about you might have crabs. Speaker 3:     19:14           Absolutely. and, and, and, and, and I go into great detail about this in the book, uh, but, but I want to give, give your viewers here, your listeners a really cool kind of visual. So imagine this. Imagine this. I had my first employee, her name was amanda, amanda. She was my assistant and I worked out of my guest house. This was over a decade ago. this is how the five percent rule came to be. And of course since I worked out of my guest house, um, I was close to the, to the home and my wife one day comes up to the guest house and says, dude, the sprinkler has sprung a leak. And as you're shooting up a fountain, like you've got to fix this thing now, keep in mind, I was in a place in my life where I could afford to call a plumber and having fixed the sprinkler pipe, but I'm a pretty handy guy. Speaker 3:     19:59           And so dave, I just rolled up my sleeves and said, you know, honey, I'm going to go fix that. So I went to the garage, got some, the red hot, the red hot glue, um, my, my, my, my pipe cutters, some sandpaper and the pipe. And I went outside and start digging to find this sprinkler pipe that sprung a leak. Well, as it turns out, the day before I sent out an email to my small list of gym owners and I said, hey guys, I offer a year of coaching phone coaching for $5,000. Like at the time it was a smoking deal. Today we charge $50,000 for our coaching, but as $5,000 per year of phone coaching. And if you want me to help you grow your business, like I grew my five personal training gyms, then let's get on the phone. You know, let me ask you some questions. Speaker 3:     20:42           If you're a good fit then I'd be more than happy to help you. So that was the email and the whole idea was they would call amanda. She would, if I was free, she'd put them on the phone with me if I wasn't freezing scheduling with a call. And so I'm, I'm downstairs, I'm elbow deep in mud and amanda comes running downstairs and she goes, dude, I've got a phone call for you. This person's totally qualified. There's no point in putting him in your calendar because he says he wants to sign up right now. I'm like, great, let's do this amanda. But I've got mud all over me. So you've heard me close many of a many of our coaching calls before. So we just take them through the page, get his credit card information and set up the first call for tomorrow. Are you sure? Speaker 3:     21:23           Yes, I'm sure. Go do it. And there I was again, being poorly disciplined and delegating instead of doing what I should have been doing and it's in my five percent. Well amanda went up there. God blessed her. Did the best she could and actually talk the guy out of the sale and back then man, $5,000 was was I was like $500,000 to me. That was a lot of money to me. Like I knew we needed that money. We had just moved into this house and while we've got a guest house for the first time, but every penny counts. And I'll be very honest with you, dude, this was when you could still buy a home on stated income. Autonomy crashed. So it was probably more like 12 years ago and so pretty much lied to the mortgage company. I make $30,000 a month. Dude, I hadn't made more than $15,000 a month and that's in revenue. Speaker 3:     22:11           My profits were even less like a true entrepreneur. Let's move in there and we'll figure it out. So we moved in there on stated income. I needed that five grand and of course she lost a sale and that was that. And in that moment I realized I could have paid a plumber $25 to fix that pipe and I could've worked on with my five percent the critical few things that move the needle. And for me, my five percent is to delegate, motivate, and sell. And so what I did is I pass the baton over to her. Instead of doing what was in my wheelhouse, my zone of genius, which was to sell. I should have stayed in my five percent today. I want to do anything outside of my five percent, you know, at the house, a light bulb's burnt out. My wife knows to go right to marlin or house manager and she knows how to change a light bulb because if you tell me I'm just going to stare at it. Speaker 3:     22:53           I don't know how to do it, but I'm not gonna do it because that time could be better spent with family or by creating more financial wealth for us. And so, you know, pipes broken, everyone knows what to do. My five year, I haven't been to a grocery store for over six years. I don't pick up my dry cleaning, my car is don't get washed anymore by me. They get washed by people who just show up to the headquarters here and wash the cars, but all those things keep me focused, so I work eight hours a day in my zone of genius, my five percent, which is to delegate, motivate himself, and the competing ceo of a franchise says, you know what? I'm not afraid of hard work. I'm going to work eight hours a day and do everything. He's writing payroll checks, reading p and l reports, and he's changing out light bulbs. Speaker 3:     23:31           Who's going to get ahead over the next 12 months? Obviously meat, but that was the most expensive lesson that I learned is that as entrepreneurs, as leaders, you have to work in your zone of genius on the five percent of the things that you need to do that move the needle. The other 95 percent you outsource a competent team members. I love it. I know we've talked a lot about this. You and craig and I about this whole idea as far as a not to do list. If you don't mind, kind of expand on this because people, I mean they go sheets and sheets deep onto do lists, help people understand what is this not to do list. you mentioned a couple of things there, but what are the types of things do you do and then with that, if a person doesn't have money to hire all that, who's the first hire? Speaker 3:     24:09           They should get a very good question. So the nod to do list is I look at it as non negotiables and these are things like for me, I won't. I won't go to the dry cleaning. I won't go and pick up lunch for myself. I have that brought in. I won't. In fact next time you guys were out here in southern California because the 24 hour fitness is three miles away from my house. I bought a warehouse and I built my own private gym and mile away so that I don't even have to go competing. I don't even want to wait in line for a squat rack or a bench press. I built my own 3000 square foot private gym and I justified it by saying it's a mortgage on that building is $7,500. I've got a $7,500 gym membership as far as I'm concerned, but it's clean, it's clean. Speaker 3:     24:50           Every equipment is available when I'm there, the equipment instead of a broken and it's a bonus to my team members because they get the work out there in the mornings. We're after at the end of the day, so I won't do anything that creates time theft. That takes away time from me, my health, my finances or my family. Not necessarily in that order. So if it's grocery shopping, washing my car, going to the dry cleaners, driving too far. I believe every entrepreneur should have a two mile bubble. Your office, your home. In my case, starbucks sushi and my gym or all within those five things are within a two mile bubble and I think those two miles, it's unpredictable. I don't know what the freeway is going to be like. All of a sudden what I thought was gonna be a short drive, added 20 more minutes to my time. Speaker 3:     25:33           I don't want that. So part of having this not to do list is going, what areas of my life are sucking away time, are creating time theft away from my time with my family, my ability to create wealth and significance and of course to work on my health. To me those are the big three areas and whatever those are, you have to ruthlessly chop those things out and they are non negotiable. It can't be like on weekends I'll wash the car because on weekends are my time with the kids or on weekends I'm flying out to speak at events and so you have to create your nonnegotiable list and then of course stick to it because so often people do want to start shoving other stuff into your list and you have to be the anger queen of saying no. Right? And so to me that, that's, that's a massive lesson that I learned. Speaker 3:     26:21           I learned that it's okay to be a control freak. People out know was like a control freak and I said, oh gosh, that's a bad thing. It's got such a negative connotation. I want to be a control freak. Like dave, you can set your clock to me. You know I'm going to wake up between between five and 5:30 every single day. I'm not going to hit snooze, I'm going to have water and then coffee and then my protein shake. I'm going to go through my gratitude list as I'm playing with cookie. Might 95 pound massive, and then I'm gonna sit on my couch by around 6:30 7:00, work for two and a half hours on my magic time. The things that craig valentine taught me, you know the, the, the list that I do the night before that are going to move the needle, right? Speaker 3:     26:56           my five percent and then by 9:00 AM I'm in my gym working out by 11:00. I'm here meeting with my two vps and then I do this kind of stuff, which is fun. This is like in my zone of genius. I can't have anyone of my team members sit here and deliver this message, but what I can have them do like a non negotiable for me just because I know how to use click funnels. It's so easy. You guys have made it easy to use, but my team uses that to build our book funnel to build every single funnels that we have. Just because I can doesn't mean I do it. So that's a non negotiable as well. And to me that's been a huge thing. Speaking of which, let me tell you about the crab story. You know, I was asking people, hey, do you have crabs? Speaker 3:     27:31           And they go, why did I go? No, not, not in the way the, the year was 2005. Dave. And gosh, if it wasn't for my wife's grandparents, I would have never experienced this cruise. We went on, um, on holland America cruise lines, which is a really high end cruise line. We went on an alaskan cruise. Thankfully they paid for the entire family. And thank god I was married to my wife by then because I got to go on a seven day cruise to Alaska and man, I had barely been out of California at that time, let alone like, wow, we're going to Alaska, we get to see glacier, we get to go hiking. Are you kidding me? this foreigner doesn't do that. Right? And so one of the ports that we stopped at was ketchikan Alaska and at this point, you know, I've already started building my business. Speaker 3:     28:19           I'm trying to figure out how to be an entrepreneur. Um, sometimes I would tell my friends or family members like this is my goal, and created a software product called high tech trainer and it's going to be on a palmpilot and gyms are going to buy it from you. They're going to have these palmpilots and handed out the clients. And now if you can't afford a personal trainer, the workouts are going to be on the palmpilot. And I would have some friends and family that were just, what are you sure? Is that going to work? This going to be expensive. I would even know about software. And they will start and then of course I would just go fists up and want to duke it out with them. And um, so there we are in ketchikan, Alaska and we're walking across the this rocky area that's parallel to the water and we're seeing all these crab fishermen casting out their nets and then waiting a little while and then pulling in their nets. Speaker 3:     29:05           One gentleman had a five gallon bucket next to him was about this much water in it. And then in the bucket at the bottom of the bucket was maybe five or six crabs. And I was fascinated. I've never seen anything like this. So diane and I stopped and were watching him cast his net and pull crabs in or pull nothing in. And as we're watching him, I noticed that there's one ambitious crab crawling on all the other crabs and this little guy is starting to reach for the rim of the bucket to pull himself up. Now in the, in my head, one part of me is written for him like, hey, you can do this little guy. Get out there and go for freedom before this guy. On the other side, I want it to be a good samaritan, so I said, sir, you're about to lose a crab. Speaker 3:     29:45           He's, he's trying to make an escape. I think you should put that lid on it. [inaudible]. There was a lid sitting on the ground and he goes, watch what happens next. So I'm watching them. This little crabs hoisting himself, starting to hoist himself up to the top of the bucket. All the other crabs at the bottom. Reach up, grab it by its hind legs and pull it right down. Dave, and I'm hitting my wife. I'm hitting you. See what's happening here because the guy goes, these crabs are self policing. I was like, oh my god. And I realized in that moment I've got crabs in my life. It's not that my dream and my vision and my hope for, for the software that is going to change. The fitness industry is unrealistic. It's the people around me are crabs and they are unrealistic and they're transferring their lack of ability and desire and willingness to take risks on me. Speaker 3:     30:32           And so I literally got back from ketchikan, Alaska and I started just cutting away friends from high school friends who I new from, other places who were negative, toxic. Anyone who looked forward to the weekend and didn't look forward to mondays. That was one of my criteria. You don't look forward to on monday. We can't be friends now. I didn't of course call them up and say, hey, we can't be friends anymore. Your crab in my life where I slowly. Because people always asking me, no, wait a minute. You just cut them all out. I said, you know, you slowly phase yourself out. You, you replied to the text messages last you answer the phone calls less. And what I found was I created room for a better group. Have people around me who weren't crabs. So here I was trying to be an eagle, but I was hanging out with ducks and wondering why they're quacking, what I'm trying to soar. Speaker 3:     31:17           while the truth is, once I cut out the crabs out of my life, it made room for egos like yourself and russell and craig ballentyne and frank kern and randy garn. And all these good people to come into my life and allow me to stand on their shoulders and allow me to take a peek into your business and see how I can scale my business or tell me. Yeah, you can do at vedros. in fact, I think you ought to set a higher goal. That goal isn't big enough. Like that's what I want to hear from my peers. Not. Are you sure you can do it? What if you lose money? and what if you. You ended up homeless. Speaker 2:     31:46           Oh totally agree with you on that one down I think is probably the biggest problem. A lot of people when they start getting down this entrepreneurial road they face because a lot of the friends aren't entrepreneurs and they struggle with that and it's. I Actually had this conversation with my son chandler, who's a. I was in college actually, randy gardens working for skipio skipio to go do his own thing and all of his friends were like, you've got this great job and you why you doing that? And he's like, it's not what I want to do. And, and it was really cool because randy's partner nate was chandler, just go do what you want and I appreciate it again, date and randy's friendship, but just recognizing that sometimes you do have to kind of distance yourself from those people who are pulling you down and sometimes they don't mean to. It's their own lack of security themselves and they're like, I can't do that. So I doubt you could either. And so I, I appreciate that for sure. you know, and that's exactly the, they don't have their intentions Speaker 3:     32:40           are well placed. I don't have any bad intentions. I just realized that they, they mean well for you, but they're passing along their insecurities, their transferring those feelings on you at that because they're friends. You do put more weight on what they said because you know they have the best interest for me. But in reality it begins to play this negative loop in your head while you're trying to do something positive. And those two things never work out. Well, Speaker 2:     33:01           I totally agree. Well, last question here I really want to dive in on, and this is so again, if you don't mind, tell people again what the six pillars are. I also want to let them know where they can get the book, but so tell that first will be a little commercial break here, but they don't want to talk about the last one and we'll come back to that. Speaker 3:     33:17           So good. So the six pillars of entrepreneurial leadership, a real simple, it starts with self discipline is pillar number one. Clarity of vision and clarity of path is number two, clear communication skills as number three, decisiveness, being able to make a decision and make it fast and course correct if it's the wrong decision is number four. Number five is emotional resilience. So many of us tend to react instead of respond, and oftentimes when you react, you leave a wake of destruction behind you instead of responding with clarity to a problem or challenge that entrepreneurs will have. And of course, finally doing away with the idea of having employees and only building a high performance team who can help you get to your outcome and your life and your business. And so in fact, the book now, it doesn't come out until September 18th. However, it's. It's on amazon.com right now. Speaker 3:     34:05           You can get it from amazon. You can preorder it. And what I'm doing for actually you're the first person I'm doing this for a click funnels. The first person people I'm doing this for is when they order this book right now from amazon.com. just forward your receipt to orders at [inaudible] dot com. Use forward your receipt to orders that manup.com. And two months ago I created, I charged $2,000 a head, got 20 people into our learning center here and I did a one day entrepreneurial leadership workshop. And so I'm making a $2,500 course out of that. But if you send your receipt to [email protected], you'll get that course absolutely free. We'll just email you the login and the access to it as a giant bonus gift for getting onboard with the amount of movement. Speaker 2:     34:50           Thank you. I really appreciate that. I. I need you to clarify one thing and that is I had a couple of people were asking say, well, does this work for women too? Speaker 3:     34:59           Yes. Yes. That's a really good questIon. In fact, manning up doesn't work for women too. It's just mad up as a phrase that we've heard before. Hey man, up and go ask for that. Raise. Hey man. Up and go after the girl of your dreams are. And so the way I look at it is when you look at the word human human up, rIght? And I started to think about this again. I really do explain in the book and I go into great detail with anecdotes and stories of myself and many of my clients who were in the darkest of times as entrepreneurs and how we turn our business and our lives around. Because how you do anything is how you do everything. Like my health is connected to my relationship with my wife, which was connected to my, which is connected to my mindset, which is connected to my significance and impact I want to have on this planet. Speaker 3:     35:42           No one thing. I can't be fat, sick and out of shape, but I expect to run a business at its full potential. Impossible. And so I started to think in in 2013, but you know what? As a human, I think I'm at the top of the food chain on this planet. I'm pretty sure as a human we are tOp of the food chain yet I'm going to be very honest with you, man. I had taco bell and del taco wrappers in my car for like three, four weeks ago. I had empty starbucks cups and soda cans and you would think that a hobo lIved in my car and I remember looking around in my car and being disgusted with myself. I'm like, wow, I'm living subpar. Like a. Like a dog doesn't even go poop in the area that it leaves. It actually walks away right? Speaker 3:     36:25           Yet. Yet I had this junk. I had crap around me because I thought so little of myself, so if I'm a human and I'm top of the food chain, but I'm not living to my fullest potential and expectations, shame on me. I better start with self discipline and so I. That's where I started, was with my weight, with my health, with cleaning up things around me and when women always want to put anything man up on social media, every now and again, most women are totally on board with the movement because they understand. Matt up simply means stop making excuses, take control of your situation and rise to your fullest potential. but they go, well, you know, why can't we women up? I said, look, if you want a woman up, you can woman up, but at the end of the day I want you to human up because your top of the food chain is a human and when it's a human up, and so if the word man is in the name isn't the word human, we just need to man up to our greatest potential and if that means warming up and then so be it. Speaker 3:     37:18           I love it. Well, it's a great book. Again, you guys get it manta.com or go to amazon right now and get it beFore it actually goes live in september. Um, my problem is I would love to sit and talk to you for hours because there's so many things I want to talk to you about on this book. So I know your limit on time. There's two different things. I'll let you kind of pick which one you want to talk about. Emotional resilience or else the glue that holds things together. Ah, let's talk about emotIonal resilience because this translates emotional resilience, translates into your personal life and your professional life. And at the end of the day I just want to give back. I'm like, I would have wanted someone to give to me when I was coming up as an entrepreneur and thank god I accidentally found my first mentor, jim franco, who was a personal training client of mine. Speaker 3:     38:00           I was just complaining to him one day saying, well jim, I'm a personal trainer and a fry cook and a bouncer at a bar. I don't want to be a fry cook and a bouncer. I want to be a full time personal trainer, and he said, you know what, you're a horrible salesperson and I'm going to teach you how to sell, and he took mercy on me and he mentored me and so I figured if I could just pass that message along, mentoring someone else now so that they see the value of mentors and invest in him sooner than I did. It wouLd be huge. But emotional resilience is this. Oftentimes as humans, especially humans who have a business, you have competition because you're an entrepreneur. You have competition, you have regulation. Probably either a state regulation, federal regulation, if you're a supplement company or in my case, a franchise to the federal trade commission oversees us like, like we have an inhouse compliance officer overseeing everything we do. Speaker 3:     38:50           Right? And so you know, just like people who sell stocks and commodities and all that stuff, and so you have competition regulation, you have taxes, you have people who might even try and steal your business idea and go elsewhere. You have the economy that might crash around you. And while you have advertising that you have to do and all these things cost stress, like nothing, nothing worse than sending a few ads on facebook and then getting a random disapproval message and then two weeks ago that same ad was running this week. That adds not no one's responding to you and you're just, you want to go nuts, you want to send a an all caps email with a lot of profanity to somebody in facebook and say like, what the heck is going on? I'm just trying to serve my industry, makes some money, and it has some significance. Speaker 3:     39:32           Well, most of the time we tend to over react emotionally and, and here's where that comes from. And I was able to look inside me and react and I'm embarrassed to say the state, but there was a time and 2004, I was on a phone call with a customer who very quickly became a non-customer after my reaction, instead of my response, he said, you know what? I've downloaded this high tech trainer thing on my palm pilot, but it's not working as advertised now. At this point, we were in so much debt and we hardly making any money. I took it as though he was literally saying, you have an ugly child who's horrible human. I said that right, and truth be told I was burning the candle on both ends and I took it personally and instead of saying, well sir, let's talk about what operating system you have on your. Speaker 3:     40:22           Because I did my own customer support on your palmpilot, et cetera. I just lost it. I'm like, what? You have no idea how long they took me to build a software. You have no idea how many people have to hire from India. And then they screwed it up. Then had to find people in United States and that I'm, as I'm talking and yelling, I'm just. I see my barometer go from yellow to orange to red and then I just started smashing the phone until all that's left is the court in my hands and I look over and there's my wife, like, what in the world just happened to you? Right? And that moment I said, can you believe this guy? The nerve that he would have to tell us this after we've taken six years to build a software and data that, um, well in hindsight years later I realized the guy was having a problem. Speaker 3:     41:00           He's a paying customer. My job is to help them through a solution instead of reacting and taking it personally. I could have just responded effectively by saying, hey, you know what, why don't you want me to model of your palmpilot? Why don't you tell me, um, when you downloaded this thing, what version of high tech trainer did you download? And walking them through the steps. And so, but I realized were emotional reaction comes from, and I'm gonna share this with you and your audience so that we never do it again when we're born and we're babies, we're in a crib and it's the middle of the night. And being, uh, being a parent, you've had this happen. All of a sudden this baby just out of nowhere, it's just start screaming, holy murder. You just spring up your spring up and what's going on? Okay. Speaker 3:     41:39           It's a new baby. Okay. Whereas mom, okay, we need to breastfeed or bottle feed. Got it done. All of a sudden the baby two hours later screams again, oh my gosh, what's going on? Oh, the baby has pooped themselves. Now we need to change the diapers. So the baby gets used to asking for things through emotional reaction. It's our job as parents, as they grow up, you go, hey, you know what? You don't have to emotionally react anymore. We've all been into the target or the walmart or the nordstrom's where we see this kid who's now eight, nine years old and having a temper tantrum, trying to get his way just like when he was a two month old baby. Right? And that's because the parents didn't spend the time to teach them how to phase out emotional reaction and phase in logical response like, you can actually talk now, son, so why don't you tell us what your feeling was? Speaker 3:     42:26           That hunger pains, okay, you want food? Great, let's see how we can feed you. And so I realized that most of us never got past the emotional reaction phase of survival. And so even as adults, we believe that the squeaky wheel gets the oil. Yeah, okay. That term exists, but the squeaky wheel also gets hated upon and has lost all trust and respect and authority. And so If you can just step back and go, what is this person across from me saying, is it a personal attack or are they just criticizing my business and product? Okay. It's a criticism of my business and product, not of me personally. If I emotionally react, I only have one thing I can do freak out and no one's gonna benefit. If I respond, I might have three or four options, so I'm going to choose to emotionally or to effectively respond strategically, respond with this answer because I think that's going to be the best and it's having the wherewithal as an adult to not react anymore. Speaker 3:     43:21           Instead, take a step back, take a deep breath. Don't write that email and send it out. Write the email and just let it sit there and your drafts right? Or don't send that text message just because someone got flared up to right. But it's so easy to react, but it takes a pro. It truly takes a pro. the amateur reacts to the pro. We'll step back, assess the situation. It's not a personal attack. And even if it is, it's probably coming from a place of, of weird emotions that they're having. I'm not going to take it personally. Here's how I'm going to strategically respond. And anytime I've responded to a situation, I've been able to change the other person's perspective and get them to see the light when I've come to them with fists up. Well we've really duked it out. No one's one. And so one of the best quotes I've heard is you never want to argue with someone stupid because it will bring you down to their level and then beat you with experience. But I was pretty emotionally reactive per person and that would just bring people down down to my level and I beat them with just freaking out at them. And then of course they'd stopped doing business with me and they tarnished my reputation and I'd somehow blamed them again. But truly, if we can just manage our emotions and be more responsive instead of reactive, man, the world opens up with so many opportunities. Speaker 2:     44:37           I love it will be. I get, I could spend all afternoon with you. I love being around you. I appreciate all the, all the wisdom, the value bombs you've been dropping for our audience here. Again guys, go check out [inaudible] dot com or go to amazon and get it there. Again, I appreciate your kindness and offering. It's huge. Twenty $500 course to our audience. That was kind of you. And any other parting words before we wrap things up? Speaker 3:     44:57           Well, no, I just have to say this, that uh, and you know that when you first opened it up you said, you know, tell us more about self discipline, but everyone on here is going to have room to improve and their leadership skills. And I can tell you that the easiest path you're going to want to take is to become a better communicator or more decisive. We're trying to build a team or clarity of vision. Go back and look in the mirror, start with yourself. And when you can work from the inside out, the outcome that you get in your business and your success and your personal family life is, is monumental. And, and that's the one parting message I want to leave with the audience here. Speaker 2:     45:32           I appreciate it. Thanks. We'll talk to you soon. Speaker 3:     45:34           Appreciate it. Take care, dave. Speaker 4:     45:36           Hey everybody. Thank you so much for takIng the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crushed through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, I only just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go To itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Andrew Warner: Andrew Warner is the founder of Mixergy. Mixergy was created to help motivated and ambitious people learn from experienced mentors on the best ways to grow by sharing their expertise and experiences. Tips and Tricks for You and Your Business: Incorporating Chatbots into your business? (2:55) Tips and Tricks for businesses to stay authentic using chat? (12:15) Other ways to utilize chatbots in an effective manner. (17:00) How chatbots work and how are they available? (21:00) What is the future for chatbots? (38:55) Quotable Moments: "Across the board, for every age group, people are spending more time using chat rather than email." "Every chat platform is going to have to have a chat bot in the future." Other Tidbits: Andrew discusses the significance of having influential people at your access to help you start your new company.  Andrew goes in depth on the benefits of using Chatbots and gives fantastic tips on how you can incorporate them into your personal funnel. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome to the show. We're so, so excited. Speaker 2:     00:19           Have you guys here? This is a. I can't date outside of am to have andrew with us. I've been trying to get him back on her podcast for awhile and last time I was with him actually was at euro. Your Scotch dinner? Yes. For Guy who does it was. No, there was no dinner. It was. It was a thing, but chat, chat bots and Scotch. You don't even drink scotch, but you still attended. It was great. It was a ton of fun and you're a great host again for them because you guys who aren't familiar with Andrew, Andrew's got the most amazing podcast in the world. Mixergy, if you haven't been listening to, you definitely need to. In addition to that, he's got the coolest technology and stuff he's been doing. Probably I would say you're probably one of the pioneers in this whole chat Bot thing. Speaker 2:     01:00           I mean, you've been around this for a long time. Oh, I've been so psyched about it. Yes. So we're going to dive facebook even allowed it before facebook allowed it. That's legit. Well, I, again, I can't tell you how excited I am to have you on this out. So for those of you in facebook land, we're going to be taking your questions and things, so please make sure you put your questions down below. And in addition to that, uh, will be stripping this as an audio. This is the first time we've ever done this where we're actually bringing celebrity specialists expert onto this and we're actually gonna be using this audio for a future podcast on funnel hacker radio. In addition to that, we've got some cool stuff we're doing with Andrew and Russell upcoming here real soon. So, uh, you'll have to stay tuned for that as well. Speaker 2:     01:42           But Age, Andrew, welcome to the show. So excited to have you on here. So the reason that we switched to zoom at the last minute, we were like four minutes late. I know there's somebody who does not like to be late. The reason we're doing this is because I'm going to show everyone how easy it is to put makeup on my face in real time and switch it because of a chat bot. So I want to show that I want to show how I ordered beer within a minute to a seat at a baseball stadium. Just using a chat bot. You know, you just go to the chat, you say, I feel like a bud light. It says here's your, here's your apple pay. I double tap the side of my phone. I ordered a beer, I'm going to show you that and I'm going to show you how it actually fits in with click funnels and everything else that we're doing with bundles. Speaker 2:     02:24           So I wanted to show the screen. You said Andrew, it's important you spend like 15 minutes making this first lesson from what you just got is. Those are some of the strongest three hooks I've ever heard any podcast. So thanks for setting the hooks, how good you know what and the reason I want to say that it's because some of it's going to be fun and really practical like for women to be able to see makeup on their faces, way better than looking on a on a phone screen and seeing a selection of it on models faces and I'll show you what that looks like and coming back to. And that's the future. Coming back to today, I'm going to show everyone how chat bots can help grow their funnels. How about we just start with that because I find that people don't. What a Chat Bot is, I want Speaker 3:     03:00           to do something super concrete so we're all on the same page. Even those of you who are listening and not watching, I promise I'm going to describe everything that's on my screen. Here is what is on my screen right now. You can see that, right dave? Yep. Left side landing page on my desktop. Everyone listening to me probably understands this is a click funnels page. On the right side is my phone and on the left you could see that if we had a, a company that offered a yoga studio, they might say in the past, enter your email address to get the guide. I want to show you what it looks like if it's not, enter your email address, not type in your name, but instead press one button and not after you press the submit button, it goes into an inbox full of thousands of unread messages and a lot of anxiety, but the user gets an alert on their screen and they get the immediate gratification. So here's what's going to happen. I guess. Again, I'm going to describe this for the people who I know are just listening in and not watching. Speaker 3:     04:01           So on the left, come on desktop, I'm shutting this off and I'm doing it again. Hang on the phone about doing stuff. The whole thing was supposed to hang on that one moment. That one moment that I set up. Okay, here we go. So on the left you could see landing page, user presses, just one button, no fields to fill in the button. Just says, send me a guide, and underneath it is the user's face and their name. As soon as they press it, look at what happens on the right side of this screen. Boom. You see that boom air. It is the user's promise to guide. As soon as they, they press the button there, phone alerts them and says, here's the guide. It says, welcome Andrew. Can I give you the pdf and teach you via this chat? These are presses a button that says yes, give it to me, and there it is. Speaker 3:     04:46           The guide comes right in. Obviously this is a guy that I use for demonstration purposes, so it's going to be full of stock photography, but you get the picture. The user will get the guide instantly in their chat bot instantly there for them to read, to share with their friends to save for later and it right, and every time I send a message, their phone, we'll get another alert. There'll be brought back into facebook messenger. There'll be able to read it, interact with it, and get things like pdfs, get things like videos, get things like graphics, get things like files. That's what a chat bot is. Does that make sense guys? Absolutely. Loving it. I know we're looking at some of the questions and stuff down here. Yeah. If you see a question, just read it to me, but I want to make sure that James and miles and wendy and everyone else who's listening to us live is actually following through. If this doesn't make sense, if you guys disagree with this, don't just say, yeah, nice to. Nice to hear it, Andrew, but shoot at me. Disagree with me. Speaker 3:     05:41           I think we're good. Good and date it. I'll tell you one of the big issues that people have when they see this, they say, well, Andrew, if you're saying that someone can easily subscribe to get my messages inside of Facebook Messenger, what happens if my doesn't have facebook messenger? My answer to that number one is one point 3 billion people use facebook messenger every month, every month, number one. Number two, you can collect an email address within this process. You could do it on the click funnels page or in the chat. It doesn't have to be an either or. You could say, you know what, I want to reach people in chat when there's something urgent and short message that I want to send them and collect their email address too so that when I have a longer form message I could reach them via email or maybe at some point facebook decides that they don't like chatbots anymore or they make my life hard. Speaker 3:     06:33           I have their email address and I could still reach users. That way you don't have a question all the time. Real quick, Andrew, and that is how do I actually get the email from them? Is there any great that or do I have to actually ask for it? So we do two things. One is in some cases we just keep our standard click funnels landing page, the one that has a big button. When people press it, they enter their email address. It works for us. I don't want to mess with it. We leave it as is, but as soon as somebody hits submit and gives us their email address, the next page says, press this one button and I could also reach you via chat. So that's one way we combine it. The other way is what you see on your screen right here where we eliminate the request for an email address from the landing page. Speaker 3:     07:14           The click funnels landing page just says, press this button and I'll send you the message via chat and one of the first messages that come via chat is, do you like this pdf? Would you like it sent to you via email? All they have to do is hit one button and their email address is passed into my crm and my software can start adding them to the list and sending the messages and the email address comes not from them having to sit and fat finger, type it in with typos and everything. But as soon as they press a button, facebook passes the authentic facebook email address into my email system. That's what we're talking about here through a little bit that we've, uh, we've done some testing on that and that, uh, the social email we find basically it's anywhere from 10 to 12 times greater response than some of the other stuff we get know people typing in different things. Speaker 3:     08:01           So I think that's awesome. Oh, you mean the email address you get from social? Yeah. You know why that is. I had an email address that was [email protected] because I thought anyone who wants to send emails, you just send it to mel at mixergy. Facebook came back to me and said, that is not an okay email address. I said, yes it is. It works. So no, that is not, it's a functional email address. So what's that? I went and I googled it. It turns out for many businesses, mail at is like a business wide email address, not a personal email address. Facebook super duper wants to make sure they reach me directly, my personal email address, the main one. And so they wouldn't let me get away with using anything other than the best email address I have. And so I now gave him a different email address, so facebook's putting all that effort to get email addresses. We might a little piggy back off of it. I love it. Speaker 3:     08:50           Very cool. All right, so now we've been talking about what chat bots are. So from here this kind of go, how, how are people using these? You showed an example here as far as clickfunnels and and going into yoga and all that kind of stuff. What are some. Who are some of the big players who are using this stuff right now? So here's the good news and the bad news. The good news is the big players in marketing are not doing anything huge in it, which means that we have an incredible runway to jump in and lock in as many users as possible. Get my lock and get them to subscribe. There's, they have free to opt out anytime they want, but we have an opportunity to be the big players in this. You know, years ago I had an email marketing company and I remember this guy who was a superstar in the paper mail direct mail business with someone I admired forever. Speaker 3:     09:38           I invited him into my office. The guy comes around to the twelfth floor of a of my business, five slash 75 Lexington avenue goes, this whole floor is yours, and he looks at me. I'm like 22 years old. And I go, yeah, this is how we run our business. He goes, what kind of business do you guys run? I know you wanted to hear about me, but what does this say? It's an email marketing business because email marketing built all this, how much revenue you guys do? I said, $35 million. He goes, we totally, totally missed the boat on email. Says, we've been doing so well with paper mail. We never thought to get into email and I knew it was big. I didn't know it was this big. So the same thing's happening here. The big guys and email marketing are going to miss this and new people, new, big players are going to come in and I think that's the power of this. Speaker 3:     10:25           I love it. I think, uh, for me some of the main things, we're super excited. We were adding a Bot technology to our actually next empty. If it's going to be rolling out here next couple months. It's really one of the main reasons I wanted to have you on the show is to help people understand it's, this isn't. First of all, I kind of addressed the issue as far as is it just a fad or is this something that's here to stay? So it's addressed that one first. Okay. So that's a really good question. The thing that I try to ask myself is when I talked to my friends, do I use chat or email? If I'm using chat more and more, that's an indication of something. If I think about what do I like using more chat apps like I messaged which I use with my wife, like facebook messenger, which I use with some of my customers like slack, which we use with our developers. Speaker 3:     11:13           If those are the fun ways that I enjoy engaging with people and email is the place I feel like I have to go back, that feeling I have to respect that this is what's in my bones and that this is an indication of the future, but I also want data so I went back to APP Annie App. Annie looks at all the apps that people keep on their phones and what they're most engaged in and I saw that across the board for every age group. People are spending more time in messaging than they are in an email except for people 45 and older. In which case email has a slight advantage but you can see it starting to wear out. So my feeling, my experiences were using chat more. The data's showing people are using chat more, especially younger people are using chat more than email and so we have to, as business people say, are we going to be stuck and say email's the only way to reach people or think you know what? Speaker 3:     12:06           Email is a good way. It's working, let's not get rid of it, but maybe the future is chat and let's jump on board now. Let's learn it. Let's develop our audience there. That's the future. And so that's what I believe. I think chats the future. I think that's the part I liked the most is the personal aspect and people are always asking, well, as I don't want to get into a situation where people are angry because I'm sending them messages and as a business, how many messages are too many? How do I make it personal style so they still want to receive my messages so they don't unsubscribe for me. What are. What are the some of the tips and tricks that you've found that a business can use to actually still stay relevant and be very authentic and in Messenger orange out? You know, before I answer that, I'm going to ask you about the earphones. Speaker 3:     12:48           What are you wearing? What is this? Uh, these are my favorites. These are, uh, are click funnels. Earbuds. Actually this is a, this was a gift from Russell to our executive team. And it's authentic. It's authentic. Yeah. It's the actual apple earbuds somehow in red and blue, the click funnels colors. That's correct. And we're going to be a most likely having a special affiliate price going up towards the end of the year where people can win these things were top affiliates. Get to have those ear buds. You get it. You know what? I didn't like my white here, but I love the airpods. I have them right here. They're never more than six feet away from me. I thought I could have them died in different colors afterwards because I don't love how bright they are and they're now becoming like everyone else. You're in San Francisco, but you can't get them died afterwards. There's no price you can pay. You got to do it before and it comes in a nice black box like this. Speaker 3:     13:43           So here's how to not be annoying. Um, first of all, the truth is a lot of this is still new and we're and we're learning and I have to accept it. If I'm learning at times I'm going to make mistakes and I'm not going to be the best, the best communicator out there. One of the things that held me back in high school was I was afraid to go and ask girls out because what if they, what did they think that asking them out is a little annoying. What if they think, what if I get embarrassed by asking them out and they say no, and so I didn't ask them out and I was really reluctant to do it. So what I'm trying to do as an adult is learned from that and say, I'll take a little bit of a risk and say the wrong things and learn from it because my intentions are good and I'll get better. Speaker 3:     14:24           So with that in mind, here's what I found. Number one, it used to be that going daily with your messages was the best way to engage people. Because if you skipped a few days, they thought you didn't care, it felt like you disappeared if you sent a message on Monday and Tuesday, but not again until Friday or Saturday, people would think it was spam because they forgot that this is part of the interaction and so we did that. We did daily, daily, daily, daily, and we saw that our response rates are going low. We started checking in with the BOT makers I've invested in. I wish I'd invested in clickfunnels. I invested in a few companies, two of the top companies in the chat space, and I started to learn from what they were doing for big brands for smaller marketers, and what they showed me was the world was shifting to every few days and so now I would say the first day, obviously you send a message right away. Speaker 3:     15:13           They sign up, they should see a message from you and chat. I'd recommend the next day sending another message to so that there's a little bit of a memory. They just signed up. The next day. They see that you're still reaching them. They know this is a relationship where they expect to get from you, maybe again the day after that, and then ease off, then switched to three days or so between messages. Maybe even as far as a week. Now is this hard and fast rule? No Way. I was sitting in my chat, I'm sitting in my chat bot the other day responding to every single person who engaged with my chaplain. There was this guy from Jordan and saying, how big is your list? He says, a million people. I said, how'd you grow up? He goes, and I can't talk. I don't speak English that well. I can't write English. Speaker 3:     16:01           So I call him up on facebook messenger because you can actually use books. And I say, how did, how did you do it? What's going on? He chats. He says, I've, I've listened to mixergy forever. I like that you're engaging this way. He goes, I created this quiz. People answer seven questions and then they. And then they get to send the response to the, um, the result of the quiz to their friends to show their friends how smart they are. And in that situation, sending more messages more than more than once a week obviously makes more sense. People are looking for more quizzes, they're looking for more things to share. I've seen the same thing happened with Bible quotes. People Create Bible of the day messages. People create joke of the day and those cases daily, even more than daily. Makes Sense. But for the most part you want to ease off. Speaker 3:     16:44           And that's one way to not be annoying. I love it. Well, I'm dying to find out some of you started off with some really super crazy hooks on. You're dealing with chats. I've got to find out. You have to tell us what are the stuff you're doing that's totally off the wall chat wise. So I want to show you something that it's not what I'm doing. But um, so the reason I know about this is I invested in a company called assist. And let me see if I can show you what we did there. These guys were one of the first companies to do chatbots. Let me share my screen. Here is my phone. Can you see my phone over here? You of let you know what I'm going to actually put, put it on do not disturb so that I don't accidentally get my wife's messages communicated to everyone who knows why she's going to send out. Um, so I want you to see what's Sephora, what they did for Sephora, because I think the floor is doing something really interesting. So let me bring up the flora. Speaker 3:     17:46           Now. This goes beyond marketing. This is an insight where the future is going and you can see on Sephora when I started out, they address me real quick for those people who aren't the notes before. Just if there are guiding me and I know it's a forest. Oh, so far as a makeup and beauty brand. So do makeovers, they'll sell you makeup and so on. And so you can see that I can shop different looks, I can book a makeover with them. I could share feedback, I could chat with a live person all within the Chat Bot, right? I just hit the start over button by accident, but here we're going to try on different looks. Speaker 3:     18:21           So let's suppose that I like this winged liner and red lip. Let's try it on now. My camera comes up immediately. That's a great color on you, Andrew. And notice how I'm going to keep on moving and it will stay there. That's impressive, right? Let's try a different look. See My, my eyes. Your lips aren't on, but your eye. There you go. Oh No. That was a more natural look. You see my lips are. There you go. You're right. That's the natural. Subtle. Okay. Now let's suppose that this is something that I like. I might want to share this with a friend so I could take pictures of this. I can do all kinds of stuff with this. Let's try it. Let's go for this. Speaker 3:     19:12           Look. Stays there. I can choose who I send this to and now I could pick from all of my friends in here or I could add a few others or I could send it to my story for the day and share it with the world. This is really powerful. This is the future. And now watch when I come back I can actually start buying this. They showed me what I tried on so that I can buy it. Okay. For most businesses, this is a little intense. We don't have to do things to that degree. We just need to say the world is switching to chat. We need to anticipate it and be there and I know you guys are there and so we have to think about not replacing email yet, but if we're communicating with people via email, how do we also add chat? How do we also incorporate chat the apps that they love and we need to think that in the future it's going to be more than email. Speaker 3:     20:05           It's not going to be a reproduction of email. It's going to allow us to do cool things like this, so imagine if you have someone in your audience who sells a couch to be able to bring up the camera right there in facebook messenger, see their room and add the couch in augmented reality in the room. That's not the future. It's here. I'm just saying for most people it doesn't make sense. For most businesses, for most users, it's a little too advanced. Let's be aware that this is where the world is going though. I love it. That's fantastic. So how did you order the beer? Okay, so the reason that the beer comes into play is because whenever I talk about this, people say, this is just facebook. What happens if. What happens when facebook says no more chat bots? What I'm finding is every chat platform is going to have to have a chat bot and in fact, before I even show you the beer, let me show you why that is important. Speaker 3:     21:01           So real quick, andrew, if you don't mind explain to people. A lot of times people think of Messenger as the only chat Bot out there, right? Can you kind of explain how the chatbots really working? What's available? Sure. In in chat there, it's a very fragmented world with email, no matter what platform you're using. You could be on hotmail, you could be on Yahoo Mail, you can be on Gmail. If I sent, if I know your email address, I could send a message to it. Chat is little fragmented. I have to know that you, Dave, prefer facebook messenger as a way of communicating and you have to know that I might prefer I message and that's the way that we're communicating with our friends. So how do businesses reach us using the chat apps that we love? Well, the way they do it is with something called a chat Bot. Speaker 3:     21:45           A Chat Bot is the equivalent at this point of sending out message, sending out email via chat, sending out, just like you would have an email marketing solution for reaching people via email. If you want to reach them via chat, you need a chat Bot and you want to know what platform they're on. Awesome. Okay. So let me show you why chatbots are going to come everywhere. Guys, if this, if you disagree or if you're not following because I'm showing too many different things, let me know. Um, let me know in the chat and I'll keep monitoring it. But here's the thing. This is a standard browser in safari. Let's suppose I wanted to stay at the Marriott. Notice how in the past at the Marriott, this is just me typing it into the search bar in the past, uh, apple used to say, here is a link to the Marriott's website. Speaker 3:     22:31           Then they got a little smarter than they said, here's the link to the Marriott's website, but you probably want to call them or you want directions. And so they put a little icon for a phone so you can just call them and a little icon for directions so you can get directions if that's what you're looking for. What apple's realized is people don't want to call, they don't want to talk, you know, we can laugh at the future and I do, but the truth is people prefer to chat. So look at what they did. They'd now replaced the phone button with the little chat icon. If you look at it on your screen, do you see that on your screen? That's killer, right? So now if I chat, look at what happened. I actually did chat with them and you could see I chatted and I said, hi, look at the response Mary had sent to me. Speaker 3:     23:12           Thank you for messaging. Marriott associates are available to respond Monday through Friday, 9:00 AM to 6:00 PM eastern time for immediate for immediate assistance. Call us and they gave me a phone number. So why am I showing you this? We know that an apple knows that consumers prefer to chat with businesses, but when they do, most businesses, even big ones like Mary, I don't have people standing by to chat in real time. Right? So what they need is a little automation in their chat Bot. They need to enable people to say, do you have a room at the Marriott in Los Angeles? And have them say yes, absolutely. And that's where the future is where chat bots will be able to do it. And I believed that the apple is going to enable everyone to carry it, a chat Bot for their platform. They're going to have to have Mary create a chat Bot. This kind of broken experience is not going to survive for long. They know people want to chat. They know that Marriott doesn't have enough people to do it all the time. So that's why I wanted to show you how I bought beer, so now I'm going to bring up beer and show you what that looked like. Speaker 3:     24:16           This is an actual exchange that I had and I'll read the message to you. Welcome to brew to you. This is a chat bot built on apple today. We, you and I, Dave, even you with all your power, even Russell with all his power, everyone who's listening to us cannot create a chat bot on apple's platform. You could only do it on Facebook Messenger and slack and a few others, but I want you to see that this is coming because assist built this chat Bot. It's already the infrastructure's there. Apple just needs to start giving more and more permission. So again, I'm giving you a glimpse into the future so you could see what the message says. Welcome to brew to you. That's the name of the delivery chat Bot that they created, your automated bread beverage assistant. We're serving until the seventh inning because that's the way the baseball stadiums work. And here's what's on tap. So I hit this little button and I saw what's on Tap Bud Light Miller light, right? I could select it, I don't have to type everything. I could just see it and select what I want including for you dave water. Speaker 3:     25:21           So what I did was I wanted to be a bit of a jerk instead of tapping and selecting one of those options. I typed in to buds. I wanted to see will they understand the two buds means bud light but a budweiser and they did say to bugs, they spoke right back to me and they said to buds, you got it now type in the section and row and see which I did. And then they said your order is going to be $18 and then you don't see it here because it disappeared. Apple pay comes up and says, here is the credit card you gave apple. Can we use this? I tapped, I paid. We're talking about a minute and this happened and suddenly whoever was sitting at that role, I happen not to be there. It was just a demo and I hope that they're. That they're not non drinkers like you and I didn't, it was introducing something that they didn't want their just sitting there and somebody came over with a real beer and handed it to them. This is the future. This is what we're all going to be able to create. That is crazy. Cool. Right? That is crazy. Cool. So can I have ordered Scotch and since scotch to you know, man, the SCAP, the Scotch Bot needs to be created. You got to get ahold of a cyst. Alright. So as a that's amazing and super, super cool. And we could spend hours just kind of go through other ideas on this. But I wanted to find out a lot of people got concerned that all of a sudden facebook lock things down Speaker 2:     26:44           a few months ago and we were right in the middle of doing some things with actionetics and d and it kind of impacted us. So why do they shut it down and what's that have to do with the future of what might happen on facebook with chatbots. Speaker 3:     26:55           See, I was actually really glad they shut it down. Here's why I sold in my chat Bot last week, I followed the rules, Dave. I said, I'm not selling to anyone who didn't interact with my Chat Bot within the last 24 hours because that's the rules. I might. I might talk a good game sometimes, but I'm one of these nerds who has to, if the rules are there, I've got to follow the rules. So I've been following the rules exactly right, and then I see the people create these chatbots that they do nothing but send out deals. They saw the groupon does great. They said, we're going to be the group on of chat and they're sending out just boom, firing off a great deal on a, on a USB hard drive, boom, great deal on a case for your iphone. Boom, great deal. It's just like pounding people with it. Speaker 3:     27:42           Even when they're not touching the chat bot and I saw that they were making good money and I said, I'm a nerd who follows the rules. Why are these people who don't follow the rules doing better than hand? And then there was something else that was really troubling me. Everything that people say to my chat bot, including the curses, not only do I see it, but I see the person who sends it out. I can see who they're married to. I could see everything. I don't hold it against people they don't know and frankly we all curse is fine. You curse. Not much. I try not don't, so I thought it's kind of interesting that I see all this stuff that's the way the world works in chat and then I see these things like a therapy bought that. The first message a therapy bots said was everything you say to this therapy bought is private and I'm pulling my hair out going, this is. Speaker 3:     28:38           This is absolutely wrong. Forget minor infractions. Trying to. This is definitely wrong and so all this stuff was going on in the facebook messenger platform. It was super effective so people got away with everything. I said, I'm so glad that facebook is stopping this, checking out to make sure things are legitimate and then bring it back. I mean, you talk about a little bit of regulation, a little bit of looking around and not ruin the platform for all of us, and so they stopped it. They stopped some of the bad actors. They enable this platform to be better for all of us and I think that that's a great way to operate. Even facebook says we're not going to happen. Anything goes platform. Then it shows that this is going to be a place that people can feel safe. I love it. Speaker 2:     29:21           I think that we felt the same way. I know I was a little frustrated at first for us, but just the idea that it cleaned up the game for everyone I think is again, there's whole bunch of privacy issues and everything else going on legally these days and I think facebook does a great job as far as stepping up to cleaning up the game. So I thought that was awesome. Speaker 3:     29:36           Can I tell you what I did at the time? I, uh, I called up, uh, one of your competitors. You guys compete, everyone by the way, you compete with ad just like you don't need Andrew Anymore. You don't need Andrew, it's like the next week you are going to have an ad going. You do not need apple. We've got a new phone coming out. So anyway, I compete. I invested in one of your, one of your now maybe competitors because you guys are taking on the world immediately when facebook shut it down, I called them up and I said, how do I put more money in your little startup? I want, I believe in this because I now think because they shut it down, it's going to be an even better platform. So that's how strongly I felt about it. So let me show you something else that they did. Speaker 3:     30:15           Let's, let's look at one of my box. This is one of the new things that they did that people don't realize. I'm gonna. Share my screen again. I'm glad that you let me do shoot screensharing. Otherwise I'd just be yapping all day. I'm watching it. I'm watching people like Mark Stern. Mark, I'm looking at the screen over here. Thanks for the affection. Uh, thank you. Also Matana. I hope I'm pronouncing your name right. I'm, I'm checking to make sure that I'm not going too far with you guys. So here, this is a standard chat bot. This is mine. I obviously I've been sending them the same message to myself over and over because I wanted to make sure it worked so you can see I sent out my blog post and I have a read button so people can read the blog post and I also have a share button so they could share it. Speaker 3:     30:55           So there's a little bit of a reality built into the messages that we send out in our chat Bot. Right? Um, so by the way, if you want to, you can see if I hit share, the latest people who I chatted with are all within reach and I could actually hit send to. Let's send it to Rachel now. Rachel's gonna. Get it. Makes Sense. Got It. Okay. So that's how easy virality is within there. But I want to show you something that most marketers are gonna hate, but we should be happy. This exists. You see this little checkbox right here. Let me do that again. Little checkbox right there. I can now turn off messages, I don't like this company so right, because before that wasn't there and it was so frustrating. You get just inundated with some stuff, like how do I get off this list or off this bought and they've quoted it there, but they hit it. Speaker 3:     31:39           It was harder to spot and what they're doing now is making it easier and easier for people to see. Compare that with expedia. My Assistant Andrea, for some reason she must own shares and expedia. Every time I asked her to book a trip, you're going to see I'm going to come out to see you guys. Where are you in Utah? Uh, we're in Idaho, but we're going to meet you in. You're in Utah, right? So I tell her, can you help me get a trip to Utah? I bet you five minutes after she books, I'm going to get three different expediate information emails and five different subscriptions from them. And I do the same thing. Every time I go in, I hit unsubscribe from each one. It takes me to a landing page that says, give us 10 business days down. Subscribing. I go crazy. So that's the problem with email. Speaker 3:     32:24           The solution is that anyone can within chat unsubscribing, cancel. Super Cool. I love that. Okay. I've got more data to show, but I want to give you a chance to talk here. I don't want to just keep pounding, you know, I just want to make sure I want to be valued. I want to make sure we're sensitive to your time as well and I've seen the comments are loving this and good back when facebook. And I think that's, that's the whole reason we're doing this. I'm one of the things. So I had you on our podcast, I don't know, probably six months, eight months ago we talking about this whole Bot Academy and I had a couple of guys that actually some of our, even our, our support staff are buying it and people were excited about it. What the heck is Bot Academy? Because at first people thought they're gonna be able to create bots or do things. Speaker 3:     33:04           So explain kind of what bought academy is why it's important and all that crazy stuff. So as effective as this is, and you and I get it right, because we're in the email space, we're in the subscription space, we understand landing pages, somebody comes to Atlantic page, hits a button, subscribes, we understand that we need to welcome them in a certain way, send a certain sequence of messages. We know that if we bring that into chat world, we're ahead of the game because in the chat world, people don't know this stuff. The problem is when I started investing in this, in these companies, as an angel investor here in San Francisco, I thought everybody got it, and so I would show it to people and they say, this is great, and I go, are you building it? They say, no. I go, why not? They say, wow, I don't know what to say. Speaker 3:     33:45           I don't know how to create a sequence. I don't know what you mean by sequence. Exactly. So I thought, you know what? Somebody needs to train people, train consultants to build these kinds of experiences for businesses because businesses don't know this stuff. They don't have time for it. They don't want to learn it. They want to run their businesses, they want to sell makeup, they want to sell beer, they don't want to learn drip campaign and landing pages and opt in, and so if autocad. So first I started teaching it to them one on one and introducing them to the software that I was backing and they were building on that software. And then I said, you know, what, we need to place where we can teach it and that's what Bot Academy is. We teach people how to create these sequences, these landing pages, how to get convergence, how to do copywriting, and how to get clients to pay them for it. Speaker 3:     34:28           And we intentionally are focused on that. How to get people who want to do this for clients, how to get them up and running. I love that. I know that. Uh, it's fun. We rolled out our, what we refer to as our mother funnel and basically changed the whole page to click funnels page now. And on the right hand side, you can select from one of the 10 different industries or niches or verticals that you're in and one of those agencies or freelancers and we're seeing right now, it's probably one of one of our top two or three of those as far as fastest growing segments where people are trying to become an agency, but then all of a sudden they find they're competing with everybody else. I don't know how to, how, how can they really separate themselves from everyone? And it's one of the main reasons I wanted to have you want to talk about, you actually could specialize in bots. Speaker 3:     35:09           And I'd like to kind of expand on that. Yeah. Um, that's exactly what we're seeing. That there are people who are agencies or have tried the agency thing because they know that it's. If you could get a client to pay, it doesn't cost much to set up an agency. You just have to do good work. And then you can start expanding by hiring a team. The problem is you can be the millionth person selling facebook ad services or websites, services or email services, or you can be one of the handful of people, very small group who say, you know, this whole new chat Bot thing, do you want one? I could set you up with that, and so that's helping people who are already running agencies get more clients or be more valuable to their existing clients and we've seen a lot of good results from people who are already running agencies. Speaker 3:     35:54           I love it. I know it's for us, again, one of the main reason I wanted to have you on honest, it's actually an opportunity for people to use that as as kind of your lead Gen and officers. They have a chat Bot. The next thing they're going to need is going to be a funnel. They gotta take them someplace and so right up, right, and then we don't separate from email. We don't say no landing page, no nothing. Just say this is what's working. We're going to add chatbots to this, and by the way here, I actually, just for our internal group, I did an interview with this Guy Nick Julia. He's fantastic. He had an agency where he was doing basic copy services, web design, and he said, I'm going to try chatbots. And he started growing. You can see all my typos in here because it's my own person, my own personal notes. Speaker 3:     36:30           Part one of his clients is a company called completely Keto. He, uh, started working with him. Here's how many subscribers he got for him. 9,000 subscribers. It costs him nine cents to thirty cents per chat Bot subscribers. So that's pretty good. Right? And here's what he sold it. He sold 'em, 211 people are paying for a $165 product around Quito. This is a diet, a, a hundred and 20,000 for a one time thing. $60,000 for recurring. So I'm doing the math as I continue here in my notes to 215. And then book sales is $100,000 in book sales. So a grand total of $315,000 in sales from 9,000 subscribers and it's broken up into the smaller packages that cost 160. Uh, sorry, this is a bigger product, $167. Um, and something as small as book sales. And by the way I'm mentioning the exact name. I don't want to say Nick J or whatever. Speaker 3:     37:33           You guys should see nick, Julia, if you don't want to build your own chat bot goods, go called Nick Julia. If he can't do it because he's too busy, he'll refer you to one of the other Bot Academy graduates. If, uh, I'm not saying he had some random client, it's completely quito. You guys can actually see them online and see how well they're doing. So the reason I'm saying this is because people like nick who used to do other services are now creating chatbots and getting customers and their customers are getting results because this is so effective. The answer. That's awesome. I love that kind of stuff. So what exactly is bought academy? How do people get involved? All that fun stuff about academy is where we teach people like nick had a great chat bots and how to get clients to pay them to create a chat bot for them. If anyone's interested, they can see [email protected] or we created a chatbot just for you guys so you can experience the click funnels chat Bot. All you have to do is go to academy.com/clickfunnels and you will see a book, a Chat Bot we created just for click funnels where you'll see a lot of what we talked about and get to experience. It's one thing for me to say, you can get an email address out. It's super easy. It's another thing for you to go, oh my goodness, Speaker 2:     38:36           I just press a button. This is the future is amazing. I should copy Andrew. Awesome. So I'm going to a miles if you're walking, listening to put that into the comments so people see that. So it's Bot academy.com forward slash click funnels. Make sure that's there for people who are interested in and taking advantage of that kind of stuff. Um, the other thing I wanted to kind of talk about it here is what's kind of, what's next, where do you see this thing going, how is it evolving and you know, kind of what's the next phase. Speaker 3:     39:02           The next phase is more chat platforms are going to allow this type of automation and they're all experimenting in their own way. So you're going to see it in what's APP, you're seeing it already in facebook messenger. You'll see it on apples I message but assist, which is a company that I, again, I backed and then they showed me how it's going to work in facebook messenger before it launched and facebook messenger and so on. Uh, they showed me, I messaged before it's on message. They're talking to me about how now they're working with big brands, big hotel brands to create this type of experience in Alexa to create this type of experience in Google home. And what they're doing is they create one product in one chat platform and then they say, now we can easily transfer to the next and the next to the next. And so as you walk around, do you have an Alexa device in your house? I do actually. Oh good. All right, good. So you know it, right? Once you have it in there, you start to use it. My Kid, he's four years old. He starting to demand that Alexa, play the theme from frozen. Speaker 2:     40:01           I love it. Or Andrew, I know a a question. I always get on this kind of stuff. When someone says, well how hard is this going to be? As I'm kind of seeing in some of the questions coming through on personal message of her saying a actually on personal messages. Say, Dave, is this something that I can actually do or is it going to be take a ton of experience and knowledge as do I have to learn a whole new technology? What? When you look at it Bot Academy, how much tech stuff too they need to be aware of and learn. Speaker 3:     40:29           I can get anybody and I would challenge you guys if you find in in this group, in the click funnels group, somebody who is completely clueless, I will bet a thousand dollars that within an hour I could get them to build a chat bot. So there's my challenge. If there's someone out there who says I'm the most coolest person, I totally get it. Pick whoever's the clue the person, the least cool person. I totally get it because you know what? When it comes to clothing, I'm the clue. Clue in person to hire a personal shopper to buy this shirt. This is not even that fancy, were all clueless and certain things, so if you find the most coolest person, I guarantee you within an hour they'll have a chat bot and probably what it'll be is 20 minutes to create the Chat Bot. Forty minutes for me to ask them about their earphones in their lives and just super easy to create it. So if you're listening to me, frankly, if you're all familiar with clickfunnels, you're ahead of most people. You can do this in 10, 20 minutes. It's not hard. It's not hard at all. Speaker 2:     41:24           I love it. So that's bought academy dot Com. Forward Slash clickfunnels. It's in there. Yes. And Click on that and go, go check out what the Andrews built. Andrew. Again, it Speaker 3:     41:34           is always a party having you on. I look forward to spending more time with you as we are kind of close to wrapping things up. Anything else that you want to share with the community here? Yeah, that don't be like that guy who's super smart, who understood one vehicle, which was paper mail, who was afraid to experiment with email. We know how easy email is, right? Be the person who was willing to experiment. Don't be. In fact, forget about him. Don't be like Andrew in highschool. The 16 year old Andrew was afraid to talk to girls because what if it didn't work out? I got to just gone over and sat next to them and talk to them. Just experiment with it. Sign up to. In fact, if you sign up to my chat Bot, I will start referring you to places where you can create a chat bot created. Speaker 3:     42:09           It will take you no time at all. You're going to get insight into the future and it'll give you a better life and opportunity to get more clients and more customers and more users. This is, this is the future, if you believe in it, just try it. Like I love going to. I can see that and mandarin at school. I see people already buying it. So this is a great tribute to you and what you created. So that's super cool. I know, uh, one of my buddies, uh, on our support team bought this from you the first time we did it and he loved it. And actually, you know, what's the best thing about having click funnels people in this is he is like doing support for our group. Somebody said, how do I add this to click funnels landing page? And I thought I made it easy and he's creating a separate video shown how to do it. Well. He's a great guy on our team. I'm glad he's working for you on yours. Hopefully. Thank you so much for having me back on. Thank you everyone at click funnels. Really, honestly, I want to help you guys create a chat Bot if you're having trouble. If you're getting stuck, let me know. Thanks again, but we'll talk real soon. Thanks. Bye. Speaker 4:     43:13           Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Raoul Plicket: Raoul Plickat is advisor and board member to multiple big ecommerce brands and blockchain companies. He is the Founder of the payment provider “CopeCart” and the e-training platform “eTraining Solutions” which enables companies achieving unfair advantages through data driven eTraining; ultra-secured by blockchain technology. Tips and Tricks for You and Your Business: Personal Branding And High Ticket Sales: (3:34) Marketing With Business Owners And Consumers (7:01) Certainty And Confidence Building: (12:19) Quotable Moments: “No shortcuts to certain levels. You will have problems in different ways. It is all about resilience.” “What I realized is the money is there, you just need to channel it. And if you have the ability to channel it, you need to realize that confidence to repeat it.” Other Tidbits: This year he was awarded by clickfunnels a member of the Two Comma Club X award, for driving more than $10 million on one sales funnel only. Raoul also runs performance advertising-agencies in Germany and Dubai with more than 40 employees. He has been labeled “Kingmaker” because he builds the biggest personal brands all over German speaking Europe! Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome Speaker 2:       00:18         back. You guys are literally. I cannot tell you how excited I am. I've been trying to get this guy on my podcast for forever. He's one of our eight figure award winners. He's been crushing it lives out in Dubai and I want to. First of all, I'll let you guys. I'll talk more about him in just a second, but first of all right, we'll look at. Welcome to the show. Speaker 3:       00:37         Thank you so much for having me. Speaker 2:       00:40         I am so excited. You're celebrating your first wedding year anniversary here. Pretty quick archer. Yes. Yes. That's pretty exciting stuff. So he lives out in Dubai with his wife and they mean my gosh, you have to understand. Well, first time I started seeing his stuff, he actually invited Russell to come speak in Germany to a group of like 10, 15,000 business owners. I was like, what? Who are you? How did this come about? How have you created this then as you go on to find out, it was basically been selling out live events, literally hundreds of thousands of people. I mean you've been in this business a long time and crushing it and again, I think it's probably one of the neat things I look at is a most people here in the states may not know you, but in Germany and in Europe and now in Dubai, you're kind of like a Tony Robbins, grant Cardone, Tai Lopez all bundled in together as far as this massive celebrity out there. So I'm super excited, super excited to have you on. So help people understand what it is that you really do. I mean, because you've, you're doing tens of millions of dollars a year, that's not an easy feat. Speaker 3:       01:49         Yeah. Take all the personalities, you know, like all the counterparts in Europe and I'm the guy in the background doing marketing. So like a bunch of salespeople working for me, have a bunch of people were doing websites for me. I do a lot of copywriting, especially facebook advertising, do very campaigns, very big launches. Um, started like this step by step, I got another one. Speaker 2:       02:36         So tell people a little bit, what are some of the types of results you're getting for these people Speaker 3:       02:42         you already said over launches? So like for example, we launched for 48 hours, 72 hours, four days, five days, a couple of times in a year was facebook ads and everything. A lot of free plus shipping books right now was one book we sold over 100 and some other books, like five figures and yeah, like getting leads stuff. Speaker 2:       03:34         So tell me what verticals and niches are you in Speaker 3:       03:39         branding, personal branding. For example, Greg Robbins was Germany was a personality, high ticket sales in Germany and a fitness business building also. Speaker 2:       04:02         So you basically help them fill their events and then at the events you help them maximize their back of the room sales? Speaker 3:       04:10         Yes. Yes, yes. Exactly. Exactly. Yep. Speaker 2:       04:18         So typically are these paid events that you're getting people to attend? Are they free events? What's the typical range? Speaker 3:       04:25         No, the lowest ticket prices and um, the highest. Speaker 2:       04:44         Fantastic. So now they come to the event, uh, it's put on basically by the celebrities in, in Europe or in Germany. And then what types of things are they pitching at the event? What types of products or services? Speaker 3:       04:58         Yeah, the last two years we started our next live event since the end of last year, we also started the transition to online products like to mix of online products, like information products was super customer service, one life event extra, which is a additionally people can come and I think this is also where the trend is going because people, the only one paid for implementation. This is like the typical life events like the seminar you attended in the past years. They were always like, you get so much information, information, information, information. Like all the content implementation was an online course you can follow. You can give some templates. For example, for Speaker 2:       06:17         I know you've been doing a ton inside of clickfunnels as far as creating templates for, for your clients and for your users and using the share funnel links and things to make that happen. And what are the typical price points that you're selling at the event? For the next live event Speaker 3:       06:35         or one thousand nine hundred and three thousand five hundred dollars. Speaker 2:       07:01         Awesome. So are you working primarily with business owners? Are you working with consumers? What's your target primarily? Speaker 3:       07:09         Yes. It depends on the more customer focused by himself character, how he is more like 70 percent for the sales guy. For Germany, we attract way more and it's amazing ratio and of business owners like pretty cool. Speaker 2:       07:51         So how did you get into this? I mean it's not like you've got 50 years of experience doing this thing, so, uh, how'd you get started? Speaker 3:       08:04         Same day I found my first company was all my savings I had was like a fitness clothing, clothing as the time I didn't have a free program like a went to Alibaba put up the website was wordpress and so many different shops at the time. It took me like one and a half year to get started. But eventually I got started online store but it took so much time. But in the meantime, I acquired all the skills I needed to have like a basic understanding. I got pretty good at facebook advertising, so then I started to partner with some local guy who had like some agency for Seo Agency and then I became like, his partner was like 20 years older than me, like Microsoft Germany in 1920 at the time. Speaker 2:       09:43         What advice would you give to other people who are trying to figure this thing out? Speaker 3:       09:48         The focus on and uh, it's unbelievable. So like two books, which I would recommend a book is from Ryan Holiday. Ego's the enemy books and yeah, yeah, Speaker 2:       10:31         no, I totally agree. The daily Stoic in great books. I've read both of those. And again, maximum mark psycho cybernetics actually is going to be one of the books for two Comma Club x coaching students. They may actually see that coming to them shortly at one of our favorites. So Speaker 3:       10:47         yeah, Speaker 2:       10:48         super excited about that. Tell me right now you're out in Dubai. And it was kind of funny. We were sitting here before we got the recording going, you're life, you know, now I'm doing this consulting kind of on a, b, two bcm point and I don't even have business cards and these people like who are you? So I'd like you to kind of address how do you deal when you're working in Btby, when you don't have business cards and yet you still are able to get the sales. What are some of the tactics and things you're using from a B to b standpoint? Speaker 3:       11:13         Yes. In Dubai there are no, no small deal. Big, big deal. Crazy people here. And it's very funny. So I got more and more involved but they don't have no business cards, no website, no linkedin profile. I deleted it like two years ago I think. And, and yeah, and the thing is like building bullying, like people start talking why you don't need it yet because I'm good to go. I'm focusing so much on the things I work on and I need to acquire new customers right now. Pretty good status. Actually. I'm not complaining. Speaker 2:       12:19         I've love about you. Is your confidence. I mean, you are so confident for one, I mean you've got the stats to prove it. You can do what you do, but how I live, I was having this conversation, my kids the other day as far as being confident and really when you're talking to people being very, very certain because it, at least my experience has always been whoever is the most certain typically winds the winds in most situations. So how have you acquired that type of certainty and confidence? Speaker 3:       12:46         Yeah. No shortcuts to some certain levels. You will have problems in different ways. Uh, it's all about resilience and resilience and I'm very fortunate to say that I never had an easy childhood until I was a teenager, but when I'm looking back right now and it was like the biggest and best lesson I ever had. Even the biggest challenges. Yeah. Speaker 2:       13:42         That's awesome. As far as if people are trying to get ahold of you or would like to find out more information about you. I know you don't have a website, you don't have business cards. How do people find out more about you? If they'd like to reach out to. Speaker 3:       13:55         But somebody was asking me on instagram and hurt my ego a little bit, so I bought them. Speaker 2:       14:13         How much that domain cost you? That's a good one. I build brands. I know they get pretty pricey these days. Speaker 3:       14:30         Expensive right now. It's crazy. I also wanted a few months ago like that was very cheap and I got. We can offer a couple of hundred bucks last week. Yeah, it's crazy. You a lot of good funnels. You can buy the domains Speaker 2:       14:58         greatly. Appreciate your time. I know a out to buy. It's much later than it is here right now. So I appreciate your taking the time. Any parting words or advice for our listeners? Speaker 3:       15:08         Um, any advice? Probably, yeah, there was one tipping point when I figured out that was one of the launches when I just did was what Russell was saying. I read a little bit of a funnel university and they've put together like a sales page and didn't look that good. Uh, the tiger tickets. 11,000. And with facebook, just facebook ads. And what I realized the money is there, you just need to channel it. And if you have the ability to channel it, you need to realize that confidence to repeat it, like how you're building the skill and I can sell to yourself even if you're not at the stage right now, did you do generate a lot of revenues for facebook ads, is you can sell this idea to you that all the money is out there and you need to channel it directly. What Russell says pretty much have success. Yeah, Speaker 2:       16:32         I love it. Well, again, thanks so much for all that you're doing in the clickfunnels community. I know you've been using our platform quite a bit to fill in a lot of events with it. And uh, I wish you all the continued success and enjoy Dubai. Speaker 3:       16:44         No, thank you so much. I appreciate that. Speaker 4:       16:47         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.  

Why Dave Decided to talk to Carolin Soldo: With over 10 years of experience, Carolin has cracked the code to helping clients go from zero to full-time income in less than four months and break through the million dollar mark. She has helped build numerous multi-7 figure businesses, including her own international coaching company. Whether you’re starting a new coaching business or are ready to scale your existing business, Carolin and her team are here to help you reach your highest level. Tips and Tricks for You and Your Business: Bypassing The Competition: (1:10) How To Identify Your Avatar? (6:23) Utilizing An Application Funnel. (13:20) Problem Solving And Urgency. (17:00) Quotable Moments: "I'm building businesses, but I'm giving women a voice, give them power and make them feel confident and they just enjoy life so much more." "If you are someone who's brand new to building a funnel, you want to be as specific as possible." Other Tidbits:  Carolin works with passionate coaches who are ready to live the abundant and purpose-driven lifestyle they’ve always dreamt of. Whether you’re starting a new coaching business or are ready to scale your existing business, Carolin and her team are here to help you reach your highest level. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Every. Welcome back to funnel hacker radio. Yeah, Speaker 2:     00:19         your host, Dave Woodward and I wanna introduce you guys to one of our two comma club winters. I'm so proud of her. She's just been crushing it. Carolyn Soldo, welcome to the show. Speaker 3:     00:27         Yeah. Hi Dave. Thanks for having me. Speaker 2:     00:29         I'm so happy for those of you guys. Don't know Carolyn. She said over 10 years of experience, he's cracked the code. Really helping clients go from zero to a full time income. Get this in less than four months and also being able to break the million dollar mark. Huge, huge numbers. A super proud of all the. She's done our. We talked a lot about some things she's doing as far as live events and webinars and really the whole idea as far as how you can actually take your passion, turn into profits, and it fits in exactly with what a lot of our current customers are trying to do. So Carolyn's kind of dive in and talk to people about what it is that you're doing and how you first of all tell people as far as obviously get 10 years of experience here, but what's the big kicker for you? How in the world are you able to help people go from zero and within four months to a full time income? I mean, that's a huge, huge claim to fame. Speaker 3:     01:18         It is. Well, let me preface that by saying that we don't guarantee anything. Of course we all have to make, but no, I mean we have hundreds and hundreds of testimonials and they're coming in every single day of people going from literally ground zero where they have a job or they're staying at home with their kids and we have lots of female clients to where they were placing their incomes and they're working in the coaching industry pretty much full enough for what I would consider full time. And our secret recipe is that tactical advice. So were, you know, other courses might tell you to do, you know, a Webinar or my tell you to get visibility online and market yourself. You know, what they're not telling you is the how. So they're telling you to run a welder an hour. I tell them go sign up for click funnels, go here, do that. So it's very, very tangible and I've noticed that people need to know exactly how to do it, you know, in the nitty gritty. And we give our clients such detailed advice that they can bypass the competition because there is no guesswork. There's no wondering how to do it or which systems to use or you know even what to say because we have so many templates that have been proven over time and that we can really fast track them to become profitable in a very short amount of time. Speaker 2:     02:44         I love that. It's so funny you mentioned that as far as this whole idea of giving really, really detailed information on how to literally just had a meeting with Russell and with Julie and we're looking at doing some things, trying to find a way of making it even easier inside of click funnels by providing even greater detail on exactly how to do it. And I think it's probably one of the things a lot of people miss. So many people speak at a high strategic level or you know, 10,000 foot level and it's hard when you've already done it and you've gone through it and you've built it yourself. You kind of assume well by now everyone else kind of knows that. It also. And you forget what it was like two, three, four, five, 10 years ago and you're like, oh, that's right. I really, I didn't know how to drag and drop things. Speaker 2:     03:27         I didn't know where to put things and I don't know what a headline is and it's those basic things that you kind of take for granted what you've been doing it for awhile yet at the same time, those are those little details is what allows people to feel from what I've seen in your audience and with your group now, they just love you. I mean your testimonials on your pages. It's crazy. I mean people are raving all day long about what you've been able to do and help them build and I think it's because you care so much and you provide such great, great detail. Speaker 3:     03:54         Yeah. I always tell my clients problems will come up. This is not going to be a cakewalk. You're coming into this. You're running a business or launching a business. There will be trouble, but one thing I can promise you is that I will have a solution for you. Come to me with a problem. I'm going to help you figure it out and we will work on this thing until it works. It may work after a day, it may work after 10 days or four weeks or whatever, but we will have a solution for you because we've seen a lot, you know, maybe I can't say I've seen it all but probably pretty close to it now. So it's about being able to solve these problems and having you know those, those, those steps was just tricks in your back pocket and you can pull out and give to clients and that you said went very detail oriented and giving them exact instruction and steps because we don't assume they know anything. Speaker 2:     04:42         Well, Carolyn, I know for a lot of people get into the whole coaching business a lot. Them get real frustrated with dealing with the people who are the newbies and they much rather just deal with. Once it got success, then I can take them from making money, whether it's four or five, $6,000 a month to six figures, seven figures, but getting people started is probably some of the most difficult things that any coach deals with. So I'm kind of curious as far as why did you pick that part to focus on so much Speaker 3:     05:09         compassion and because I started this because I love making women shine and, and men too. I have nothing against man. We have some men in my program, but to me I came to this country as an immigrant. I came with nothing and I literally booked myself to where I am today and I had to go from feeling like nobody feeling like who am I? Am Not Worthy. I looked bad. I have this accent. Like I was an underdog right? To where nowadays, you know, I wouldn't say that I'm the best thing in the world but. But I have a certain confidence now and I see that in my clients. Like I see those, those women come into the program, they have so many self doubts and they think I'm just mainstream. I'm just like this normal woman, Mike. But they go through this and not only do they have a business and clients, but they also changed in sight. They become stars. They appreciate themselves so much more. Like they speak highly of themselves. To show up completely differently than they were before. So I'm building businesses, but I'm giving women a voice, give them power and make them feel confident and they just enjoy life so much more and, and I also know what it's like, you know, Speaker 2:     06:23         that's honestly one of the things I had this conversation with a figure award winners yesterday about this idea of really knowing who your Avatar is and I've as I take a look at your page and your funnel and everything else. Yeah, I understand you've got a few men. You totally focus on women and I think it's one of the things were a lot of people miss it, especially in the coaching thing where you think, you know, I can help everybody if you tell people a little more about how, how do you identify your Avatar? What exactly is your Avatar and why'd you pick them? Speaker 3:     06:55         Yeah. My avatar is someone that like me, so I see coaches when they're focused on an avatar that is damn essentially a couple of years ago, maybe even a couple of months ago, and they actually went through it. Experienced felted no, but it's like they succeed more than anybody else that you can study it, right? You can. You can have that work experience, but if you've lived it and felt it, it has to be an emotional attachment to it. Then I think you can really create a powerful messaging and and specific and sharp messaging and the success of your marketing has to do with your message. You can run webinars all day long if the message isn't where it needs to be, it will not work, right? The page can be pretty and in all kinds of colors, but if the words don't say what they need to say, it will not work. Speaker 3:     07:43         So I always say, look at your own biggest accomplishments. Who biggest failures? Who biggest challenges, what have you overcome in life, in relationships with money, with your career, with your children, with your house, and look at these areas and pull out you credibility. So I love education. Don't get me wrong. I love actual work experience and I have an Mba and I have work experience too, but I focus on the things that I've really felt in my core in my heart because then I can speak passionately and I think as coaches what inspires people to most. It's been a CSP and passionate because that inspires them to follow us and to maybe want to be like us. Right. So, so that's what we have to have. Speaker 2:     08:27         I love it. So when you're looking at your Avatar, you started advertising for them. You're advertising for more than just women. So what is your. When you kind of dial in your Avatar, is it women? Are they currently employed someplace else? Are they they already have a passion or is it someone who's a stay at home mom? What's. How do you identify or narrow down your Avatar to be more specific on exactly what it is you're looking at? Speaker 3:     08:48         So you want to start a really narrow. In the beginning I actually only worked with health coaches, so I have a health coaching background by. That's how I started in the coaching industry and then I became a business coach, so I said, I feel comfortable in the health industry. I know the industry, I know the struggles of health coaches. I'm going to be the business coach for health coaches, and then later on I said, well, my system works for any niche really, so I'm going wider. So if you're someone who's brand new building a funnel, you want to be as specific as possible. Just women stay at home. Moms who are over 40 have two kids and our 10 pounds overweight, like really nail it like my because then your marketing becomes very easy because once the right people see it, they'll be like, yep, that's it. I want this and nothing else. There's no convincing. There's no more selling. There's no more funnels that have to be six weeks long. You know? One or two emails could be enough to get these people in the door and say yes to your product. Speaker 2:     09:45         I love it. What does it take a look at some of your funnels? What things you focused on is the whole webinar funnel and I think you and I were talking about before we started recording here is you actually not only bring people in through your webinar funnel, but now once they're in through the webinar funnel, they attend a live event and while they're at a live event, you actually give them the same funnel that they got into. If you don't mind, can tell people how that works and why. Speaker 3:     10:10         So I coach coaches, right, and I only coach on things I know work, so I do something, I try it. I tested myself and if it works I gave it to my clients because then I can say this is gonna work and I know how to fix it and do it for you as well. So we have created a template now in click funnels that we're going to give to our clients that is built based on our model that we're actually using like that. The coaches have to coach them the things they actually do. If you don't do it yourself, I'm not going to do it myself either. So coaches have to coach them. What they actually do and many don't do that, but I don't. So we've given them a template. We're going to roll that out to our clients that actually building similar funnels to attract their clients as well. And those could be consumers who are the businesses have a, trying to make it so simple as possible as plug and play so that they have these short cuts, their success, fast track their success, um, and, and do what they want to do is if they don't want to be marketing, they want to coach clients, they want to help people, they want to transform people. So we were trying to really simplify that marketing process. Speaker 2:     11:19         Also possibly doing a done for you service for them or is it a you've given it to them and letting them do it? Speaker 3:     11:25         That is on my plan, but not anything I can invest in immediately. But there is a huge demand for done for you services because you know people, especially the new ones in this market, but we don't know a whole lot. They don't know. It can drag and drop. Like I said before, they don't know what a headline is, you know, what are, all of these systems have very confused and they struggle a lot. So, um, I know there's lots of providers out there. Maybe in the future I'll have it. I think it would be great, but we don't have it right now. Speaker 2:     11:56         All right, so people come in through your webinar funnel. So walk me through the funnel. I assumed basically land on a registration page. They register for the Webinar. What happens next? Speaker 3:     12:04         Yep. They watched a Webinar. So we run the Webinar once an hour and a webinar or a Webinar. I to actually do it both ways. I do live webinars, but I also have everything supplemented with webinars. So they go through that. I don't sell anything on my webinars. Yes. This is for coaches to coach coaches. If you're listening right now and your coach does this for you. So on my webinars I give, I give steps and if you've ever listened to Russell's perfect webinar strategy, that's one thing you could follow right away. It rocks. It's really good. So do the Webinar and at the end of it we pitch a conversation, so I use the funnel to book discovery calls and the discovery calls are hosted either by me or someone on my team. So I actually have a sales team that works for me and we then enroll clients over the phone. Speaker 2:     13:02         Awesome. So is it an application funnel? They're filling out an application for scheduling a call. Speaker 3:     13:08         They are scheduling a call, but they're also going through an application. So we have both. Yes. Speaker 2:     13:14         Give me an idea as far as how long has this a super lengthy application or is it real short, basic information? Speaker 3:     13:20         We have to ask this a lot. So we tested several things. We had the application before the call booking at the application after the call booking now, right now what we have is the application after the call booking. So they booked their call first, then they're being presented with an application form and if you, if you don't get the application, we follow up with them and we say, hey, you know, please fill out this form. It's really important for us to have this information to give you the best experience we can on that call. So your name, your your website, what are your goals, what are you struggling with right now? And I had a really short but I also had a really long, so right now we have eight, seven or eight questions on that forum and I feel that that's the sweet spot if I don't have enough questions, it's just an easy for people. Speaker 3:     14:06         If it's too long, it's too cumbersome for them to fill it out. So you know, you want to really ask them about their biggest struggles. You also want to ask them about their biggest goal is and how they think you can support them. My, what do you think we can do to help you in your business? What do you think we can do to help you with your health? For example, we asked them about their ability to invest. That is on our forum as well. We ask them how they could invest. So credit cards, loans. We actually, because those are the things we believe in in our, in my business, I believe that someone has to have funds to run a business, right? Nothing to hide. And we asked that question, um, you know, which, which gets them into that mindset of knowing what I'm running a business, I'm taking it seriously. Speaker 3:     14:51         Um, and then they also tell us about their website and what they do as a coach. So they're niche programs, cme half and, and who they want to serve. And we look at the form and it helps us sort of squeezing out some people if they say something that they're not a coach for example, or they don't even know who they want to work with yet effective, too new. It may not be the, my time for them, they may not be ready for us yet. So, um, we sort of evaluate who we want to talk to and then we take the calls and be enroll people consistently. So I don't ever launch anything. I don't open and close my doors. My sales are pretty consistent throughout the month. And if I want to scale, I scale up. You know, that the amount of people that are coming into the funnel, I take more calls, a hire more people for my sales team and that's how I've been able to grow my business very quickly. Speaker 2:     15:43         So is it a one step close on the call or is it a setter and a closer type of thing? Speaker 3:     15:48         We have a confirmation, so right now that sort of booking on call and then we have found and we'll call them up to confirms the appointment. Right. So you could call them, we call them apartments specialists. They call up and they say, you know, amazing, you've booked a call with us. We're so excited. I want to make sure that this is the phone number, make sure you really show up for this call. So they kind of feel them out a little bit. Um, and it also helps us reduce down. No, shows my hands, a lot of people that may not be right for whatever reason. Um, and then we have the sales team, we have people sitting in different countries with different time zones and they take a call and then we for the most part in bold over the phone for his time. Um, we also do follow ups. Of course some people need that time. They need to look at their finances, they need to make decisions and it's not about pressuring them. It's about helping them make the right decision. Speaker 2:     16:45         So from the time of person watches the webinar about how long before they, when they schedule their calls, it scheduled within the first two, three days after that. Is it a week long? How long is that? When do you typically use? Speaker 3:     16:55         Very interesting. I recently had somebody approach me that's like Helen, you know, much longer funnel because people need to be in your funnel for like a month before they buy it and you need to offer them low on products and you need to like give them all these freebies and things. And I said, well, let's test it. That's actually a look at how long our sales cycle is. And I looked at my client's home last year and, and I looked at when did they join my list and when did they buy it? So my sales cycle of, I know it's about five days. I love that. That's awesome. Come on my list. And then five days later I don't have any low end products. I don't have, I have freebies, we have books and we have and all these things are great and we do email them out and, and you know, we'd be targeted people with that stuff. Speaker 3:     17:40         But for the most part, I believe that when you offer people a solution they really want and it's a solution to an urgent problem, they experience might now they don't need to test drive you and sample you and warm and being warmed up to it. They have an urgent problem. I'm sick right now. I need a solution. I don't want to sample platter anything. I need this solution right now. And then they see it in front of them. They can usually make a decision quickly. You gotta be able to solve an urgent problem to make that happen. Speaker 2:     18:15         Yeah. And I think that's the problem a lot of people struggle with is there's not enough pain for their client. If there's not a pain for the client, the client's going to go, oh, I'll take a look at it later. There's no urgency, there's no scarcity involved. It's just a matter of like, oh, I'll get to it later. So I love. I knew you were. I didn't know what is within five days. That's awesome. I knew it was within a couple of weeks, but five days is fantastic. So they schedule and then from the time they schedule a. How quickly does the person, the appointment manager basically call him? Reconfirm their call? Speaker 3:     18:44         Well, we call same day. So we have someone on the every single day. Yeah. I mean if they book in on a Saturday, we may not reach them until that Monday and she doesn't work on the weekends. But usually it's the same day. And then I'll calendar is open sometimes more if we have someone on vacation or we don't, you don't have the coverage. We may open it up more, but ideally you don't want to have more than two to three days because you know they watch these webinars and the webinars are there for a reason. They get to know you, they trust you. You know when you're watching a webinar and you're like, oh, I got this. This guy has got such good energy and he's still fine, and he he knows so much and you hear his story and he also gives you some really tangible steps so you like him. Speaker 3:     19:28         You see these opportunities for you. It all kind of makes sense and you want more naturally, but it also screens out people who are not right for you. So the Webinar is a screening mechanism that brings in the web people, but also rejects how, if the wrong people who are not bad for you so you have the leads that you get from the Webinar are amazing because they. They know you, they listened. When we have people come in these calls, they say, Oh yeah, Carolyn set this on her webinar. She, she told me that he thinks they're just so warm. They're so ready. Whereas if they don't have, if they have not seen the Webinar, they'll say, who is this Carolyn? Like, can you tell me more about her? What does she even do? This just not ready to buy yet. Speaker 2:     20:12         I love it. So what's your price point then when you're selling? What's the actual product? Speaker 3:     20:16         So we started 8,000 and that's our entry level product and we go all the way up to higher end programs that are a little bit longer for more advanced coaches. So my sweet spot is people who definitely want to enter the coaching field or struggling coaches who want to finally become profitable. But I also work, we work with more advanced coaches too because we have some people in our programs that are stars and the arise quickly and they're just sort of taking off, right? So we give them a chance to work with us for longer and that's our powerhouse coach program where we mentor them for 12 months and then we talk about other things that come up in at this and this, the hiring, you know, managing clients' systems. We showed them how to run events and we go a little bit higher end or upstream with the topics. Um, but yeah, it's fun. It's between 40 and 60,000. Speaker 2:     21:11         I think that's. I knew, I knew you were in the 50,000 range. I think it's really cool if people understand you have absolutely no real low end. Your low barrier offer basic is eight grand and I think people understand you don't have to. So nothing drives me crazy when I hear somebody say, well I got to start off with a free trip wire or something in the low seven to $27. And then from there I'm going to go to the ebook and my upset. I'm like, you don't have to stop there. Start there. In fact, I think probably one of the easiest ways is to start where you can actually start making money and so that you can actually spend more to acquire more clients even if you're in the four, four 97 to $2,000 range and build your confidence from there. And then take it again. I love 8,000 and $50,000 or 40 to 60 is just amazing. Congratulations on all your success. Speaker 3:     21:57         It works well. I mean there's so many different business models, so many different teachers out there and they all work well. If you really master those ways of doing business right. For me, I've tried it all. I had the trip wire and I had the $27 ebook and I had all these things but nothing changed. I didn't have more quality. I didn't want to buy more from me. They liked the book, but the ones who wanted it wanted it no matter whether they bought the $27 ebook or not. So you know, I sat next to shortcut this whole thing, kinda down simplify it and do it that way and it works. Speaker 2:     22:33         I love it. It kind of goes back to what you were saying earlier as far as the pain. If there's not enough, I mean if there's a lot of pain, a 47, $27 book is not going to solve the pain. And so I think that's one of the main things. You've specialized and so well as really finding those people who've got a ton of pain going on and then solving it right away for them. So congratulations. Speaker 3:     22:52         Thank you. Speaker 2:     22:53         Was we kind of get close to wrapping things up here. Any other words of advice you want to give to our users? Listeners? Speaker 3:     22:59         Okay. Stick with it. Speaker 3:     23:02         I see so many amazing men and women do things and they have such great opportunity and potential, but they give up way too soon. Any marketing strategy, any final you get in clickfunnels, anything you will have a try will only work if you do it until it works. So if it doesn't work the first time, you may have to do a 50 webinars. You may have to change those lights. 100. It doesn't matter. You need to go at this with, I don't want to say radical forest, but like master would really put your all into it and don't stop working on it because then they stopped with this and then they try something else and they stopped and the niche, why this? And they stopped in and, and they give up and then, and then they get frustrated and they say, oh, nothing works for me. It's all, nothing works you, you know, these people. And it's a shame. So I think mastery and sticking with it. That's your secret right there. Speaker 2:     23:57         Oh, I love it. Well, I know people are gonna be dying to find out more about you. So how do they get more of you and I'm working to connect with you. Speaker 3:     24:03         Yeah. So my website is Carolin soldo.com and Carolyn with a c and an I. and if you want to, how about would russell say heck my funnel for you, if you want to check out our Webinar, it's Carolyn Soldo.com/passion. Speaker 2:     24:23         I love it. So it's c a r o l I n s o l d o Dot com. Forward slash passion. I will put that down in the show notes so you guys have it there as well. For those of you guys are driving or working out, listen to this. Want to make sure you get the access to that. So Carolyn, thank you so much. Appreciate your time, appreciate the value, always continue to give to our community and again, wish you all the best. Speaker 3:     24:42         Thank you so much for having me. Speaker 4:     24:44         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, don't we just reach out to me on facebook? You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Why Dave Decided to talk to Marcos Moura: Marcos Moura is one of the founders of Amada Senior Care. A franchise that specializes in providing home health care for seniors. An 8-figure click funnel award winner, Marcos has franchised over 120 locations and is anticipating putting another 200 locations on the map in the near future. Tips and Tricks for You and Your Business: Teaching entrepreneurs how to start a senior care business? (5:52) How to take your offer and put it in front of the right people? (11:00) Providing a business in a box to the entrepreneur: (17:00) Quotable Moments: "We provide a business in a box to the entrepreneur. They are never going to have to go find some other way to do it. All the marketing pieces, all the flyers, everything." "I hope marketers really see themselves as not just marketers, but as revolutionaries." "You don't have to start that low. I love that you start at $48,000. Totally extreme. It's like, no, we know what we are. And because of that, you're able to really get super, super dialed in on exactly who you're and you're marketing to." Other Tidbits: Marcos discusses his journey building Amada and how he helps entrepreneurs start businesses tailored specifically for the audience they are trying to attract. He discusses how to manage a high-ticket funnel, building a franchise and how to market effectively. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Everybody welcome back. You guys have Speaker 2:     00:19         of your life today. I am so excited. I've. I've known this guy for a long time and I want to make sure you guys understand. I bring on a lot of people onto the show here who've got everyone thinks, oh, I can use clickfunnels for information products or maybe for for lead Gen, for a retail shop or something like that. I want to introduce you guys to Marcus Mora, who is the founder of Amata senior care and it's the coolest thing ever because they actually are using click funnels for franchises, but as cool as that is, marcus is the guy. Nicest guy you'll ever meet in the entire world. The funnel hacking live. We were in San Diego, the botnet. It's kind of a joke now, but we appreciate it. The time is bringing the jot down the loudest. Take the team out on the yacht and everything else is the Harvard, but without any further ado, let's welcome to the show. Speaker 2:     01:05         Hey, thank you dave. I really appreciate you having me on. This is a huge honor. I've been waiting my whole life for this interview. Oof. Well now your life is over. So yeah, it's what a homer Simpson tells. Bart. Bart says this is the worst day of my life, Dad. And homer says your worst day so far, but this is like, this is the pinnacle man. It's so cool to be on this call with you. Thank you so much. Well, hopefully this is the best day of your life so far. So anyways, I wanted to kind of for those, you guys don't know what you do. Help people understand how in the world a franchise, especially in the senior care industry would be ended up using clickfunnels. Yeah. So this happened and I think so many people go through this, right? So, um, I think this is so click funnels launched. Speaker 2:     01:55         What are your Dave? Two thousand 14. So yeah. So, so let's go to 2014 and we're doing what everybody else does out there. You, you need a new landing page because you're trying to attract, uh, I don't know, whatever you're trying to attract, right? Uh, I wanna I want to attract a somebody who is male over the age of 30, who makes this much money that wants this product, right? Or I want to sell this. And what you had to do is whenever I want it to make that page or make a change to that page, I had to either go to an agency, right? The outsourced agency. And we'd say, here's what we want. It's okay. They'll take three weeks, right? Or four weeks or whatever it is. Or we have to go to our, our, uh, our it team, right? And it was the same thing. Speaker 2:     02:41         It was like, okay, that will take three weeks and you're like, are you kidding me? Three weeks for you to change a title here, do that. And so I remember I was googling, um, uh, I know the, I don't even know if I called it a landing page. I seriously guys, I have no tech skills, I'm a sales guy, right? All I needed as I, I needed content on a page, that's it, right. And I knew what I wanted to say and I knew my audience really well, which is something we can talk about if he is kind of an interesting topic, but I knew that but I, but I had no idea and I think I found one of your competitors first because I think it took me like two or three different page makers into click funnels and so we were testing out and I will set something like all three of them, right? Speaker 2:     03:25         I went to that stage where I think a lot of, a lot of people go through this where they have like four different landing page creators. Right? And, and, and you're testing all of them and click funnels. Is it it? It was. It's what we use to be able to be nimble. So what, here's what we know is, is a lot of times we start with a message and the message is not quite right. And so we have to tweak it. We have to change it and we have to make the message too that your click through rates improve and so that's how we started using clickfunnels back when you guys, man first launched and we have used it ever since, you know, that's, that's what we use to drive a tremendous amount of traffic to our company. I love it. Well, the cool thing is I know last year on stage or one of our first eight figure award winners. Speaker 2:     04:13         Ring isn't, I shouldn't say little. It was a decent ring. I hope so. Yeah, bring it back and all the amazing things. You guys are doing tens of millions of dollars a year and I want to make sure people understand. One thing that you just made mention that is of really knowing your audience and how could you guys use linkedin a ton, which is a topic we don't cover that much. So tell people as far as how. First of all, what is your audience? How did you find them and what do you do with them? Yeah. Okay. Now I'll go back. So the ring that I got from you guys on stage, so my partner top of Jefferson played for the Chicago bears. He was a Lineman for the Chicago bears. He played for, played for two years and he got injured. So I no longer have that ring, like softwares. Speaker 2:     05:01         That top of that is, that's a super bowl ring you never got. So I seriously don't tell Russell this, but I don't know where the ring is anymore because to my office, like what is this? Is that is the wing that we got to click on? It goes. I am taken as he put it on his finger. Actually I got it a little too big and he's a massive dude. He's six foot six, half black, half Samoan, just a massive guy, right? So he's got the ring. I hope that's okay. But that was, that was a cool, a cool achievement for us. So, um, so knowing your audience, uh, we, we, um, we started advertising this franchise opportunity, which, so if you guys think about a franchise, it's anything out there, right? It could be blaze pizza, a franchise that's really growing like crazy right now, right where you make your own pizza, right? Speaker 2:     05:52         That's a franchise. And a basically an entrepreneur was thinking, what the heck do I do with my life? And uh, they stumbled onto blaze pizza or onto subway or you stumbled onto any of these franchises and ours just happens to be a franchise where we. So instead of making sandwiches, you're caring for seniors in their homes, which is really cool, right? It's a service that, that seniors need a, it, it changes people's lives. So that's what our franchise is, right? So I know that, that Dave, that I don't know how many of your audiences in Franchisee, but, and it's probably pretty different from everybody listening to this, right? Absolutely. Now, uh, so that's, that's who we are. We, we help entrepreneurs start businesses in the senior care space. And if you think about it, and if you go to what you guys always talk about, really what we're selling is a high ticket funnel, right? Speaker 2:     06:46         Is it, it's a high ticket sale because our franchise fee is $48,000. So think about that. For those of you guys who are selling courses, you're selling a, you know, an information product. Here's what we do. We say, Hey, give me $48,000 and I will show you how to start a business that takes care of seniors. So you can say, well wait, is there like a recipe? No, there's no recipe. Is there like a build out of what the stores? No, nothing like that. Like we're going to coach you on how to become a senior care company, right? For $48,000. So, um, that's, I mean, so think about that. This is what we sell. That's, that's the product, right? So, um, what we knew is we knew something really important that we didn't want to sell the product to just anybody that had the money. Speaker 2:     07:36         Uh, and in the world of franchising and maybe in the world of, of courses, maybe in the world of selling informational products, you may want to just sell the product to whoever has the money. But for us as little bit different, you've got to think about, we're teaching somebody how to go and take care of seniors in their homes. This has to be somebody that is a good person who's going to be a good entrepreneur, who's going to do a good job and not only that, in our business, we make a royalty for the rest of their lives. So they pay us $48,000 and then we make five percent of all of their revenues forever. So we don't want just anybody to be our Franchisee, right? We don't want to go to war with just anybody. We want to have the marine, we want to have the green baret that's going to go and build this business, right? Speaker 2:     08:23         And become successful. So it became incredibly important to us that we needed to really know our audience. And I think that people say that they know their audience a lot of times and they really don't write. Like sometimes people say, well, I want to attract, uh, people, okay, that's not an audience. Well, I want to attract people who love energy drinks. Well, that's still not an audience, right? So you have to really drill down into an audience of one, and in fact, I wish I take credit for this, but so much of this is what Russell talks about. Uh, we, you know, all of us, we read his first book like crazy and so much of this we learned from you guys when you're talking, when you're, when you're attracting people, this idea that you're speaking to one person, right? And who is that person? Speaker 2:     09:14         Um, and so, so, uh, you know, that that's a lot of the work that we did when we first started the company is who is that one person we would want to sell the franchise to. Um, and that I think made us really, really successful. So who is that one for you? Could you, I know you guys got this dialed in really super tight. Yeah. So this is something we also stumbled onto. So, uh, so one of my partners played in the nfl and he's never had a job in his life. The other partner, his name is Chad, and he was a pfizer pharmaceutical rep, so he had been in healthcare for 10 years and then he quit his job and we started a modest senior care and shadow was this amazing salesperson, right? He, he had been trained by some of the best companies out there. Speaker 2:     10:00         He'd been trained by Pfizer. Uh, he worked for Baxter for a little bit. So these, like amazing sales organizations. So we're sitting down and uh, we start to get these, these leads, right? We start to get these leads of people that want to open a modest senior cares and they're all crap, right? They're just terrible leads. And uh, and by the way people with money, like we had people would have said, take my $48,000. And we're saying, no thank you. Can you imagine like, come, especially as your first that's like, whoa. Yeah, exactly. Right now we're just starting out. And so we're saying no to people and so we're sitting down, it was a late night dinner. We're thinking we've really got to find who it is we want to advertise to. And we said, well, what about Chad? Chad is a pfizer pharmaceutical rep. what if we could advertise this opportunity and say, Hey, those of you in America, if you sell pharmaceuticals, if you sell medical devices, if you're a basically in healthcare sales, this could be the franchise for you. Speaker 2:     11:00         And we and we all got really excited about. And then we, and then we thought, how the heck do we do that? How do we actually take our offer and put it in front of. And we started like drawing the person male over the age of 40. He is married, he has kids, he has worked for some of the best pharmaceutical companies in the world. Um, he makes about $150,000 a year and he is now to the point where he feels like all he'll ever be is a salesperson. All he'll ever be is somebody who goes and tells doctors to prescribe Viagra, right? Like they get to the point where they want more of life. And, and this is somebody though that makes $150,000 a year, which is not nothing that's a good salary. But they have this pain and so we, we, we, we did all that. Speaker 2:     11:52         We had a picture, we had a picture of, we got a mind, you're like, this is what it looks like. We pinned it to the wall and we wrote down all these things about this person and then it came, you know, how the heck do we find them? And uh, and then we, we, we were thinking about a different, different job boards and different places. And then linkedin came as maybe the opportunity because on Linkedin, what you can do is if you know exactly who you're looking for, you can then send in an advertisement or an inmail or an ad or something to that one person. So I have an ad for example, and you know, you guys can steal this if you want a funnel hacking, right? So, um, but we have an ad that goes on linkedin that says life after Pfizer and, and it has a picture of a person and that ad only shows up to males over the age of 40 who are salespeople for Pfizer. Speaker 2:     12:57         And, and so when that ad shows up to that person, you know, they're on their computer, they're on linkedin or they're on their phone right in there, they're looking at it and all of a sudden this ad comes across as life after Pfizer. I'm like, holy crap, I mean, I work at Pfizer. What isn't. So our clicksor rates started going through the roof, right? Because you're taking a message that is so incredibly targeted to one person. And once we started doing that and then came the magic of clickfunnels, because once they clicked on Linkedin to an ad that said life after Pfizer or a pharmaceutical layoffs, you know, we would, we would, we have this messaging that was really a punch in the face, right? I mean, you have to punch him in the face if they're going to listen. And then he'd go to a clickfunnels page and on the click funnels page I think is what a lot of people don't do. Speaker 2:     13:49         And Dave, if I'm talking too much, you gotta, you gotTa shut me up. Okay, I will. You keep going. You're doing awesome. So, um, so what happens is once you click on the linkedin ad and they go to, they go to the clickfunnels page, we, we kept the conversation going. So I think what a lot of people do is once you've grabbed them, you're throwing them on some website and all the website does is talk about how handsome you are, how nice you are, how amazing you are, and what your product is and how amazing your product is. And you've lost this communication. You've lost the opportunity to tell your audience why this is good for them, how we can change your life. And so our landing page would say, again, life after Pfizer, find out why you, the pharmaceutical rep are ideal to become an entrepreneur, to take care of seniors, what you know is so valuable. Speaker 2:     14:39         And we would talk about them, we wouldn't talk about us, we talk about them. And so then that conversion, that landing page and click funnels converted better than anything we had ever done. Um, and uh, and that's, and that's what we did. And so, uh, we are one of the only franchise in the world that we were trying to like get this, uh, to be, uh, like, I don't know Guinness Book of Records or something, but we're like the only franchise in the world where almost all of our franchisees are either medical device sales people who left medical devices or pharmaceutical people who left pharmaceuticals. And that's something we're super, super proud of that, that it really did work that if you go out there and you really can service one person and change your life, um, that I believe you, you can be successful. I love it. Speaker 2:     15:29         I think that's probably one of the main reason I wanted to have you on the show is you're so good at being able to identify exactly that Avatar. I mean literally down to the picture on your wall and exactly what he looks like. And I think that's the problem with so many people when they first get started is they think, oh, I'm going to start off on a $7 tripwire thing. I'm to send it out to the world. And whoever clicks on it, that's where my audience is going to be. I'm like, stop. You don't have to start that low. I love that you start at $48,000. Totally extreme. It's like, no, we know what we are. And because of that, you're able to really get super, super dialed in on exactly who you're, who you're who you're marketing to. And again, you guys are amazing the market. Speaker 2:     16:08         I know you. You're the brains behind all this marketing stuff there, Marcos. And so it's really cool to see how you've made, been able to build this in. And you guys built a huge, huge company out of this. So help me understand though. Now person spends $48,000 and they get this coaching. Where does it take them? What, what are you getting five percent of? How does it, I mean usually other franchise, they've got a physical building and the seats and everything else. So how you guys, are you guys doing that? Well, you know, I think the, the big part of this is uh, what we, what we really provide to them as the system that, uh, that they would need in order to go out and market their business to hospitals, skinner's facilities into the families, right? So you need to contracts, you need crm, you need a point of sales system to do billing and all that stuff, right? Speaker 2:     17:01         So we provide a business in a box to the entrepreneur. They're never going to have to go find some other way to do it. All the marketing pieces, all the flyers, a, everything. Seriously, everything they would need is his business in a box for them to go out there. Right? Um, I'm going to cut you off there real quick and I think a lot of people miss is people will pay for done for you. And I think you guys, what do you call it? Business box or whatever you want to name it. I mean, the reality is you've literally done absolutely everything for him. So it's plug and play. They don't have to think beyond just following your exact business model, which I think for, for a lot of people are listening to this realize there's a lot of people who are in that same situation. Speaker 2:     17:43         Maybe they are in their thirties, forties, fifties. As people continue to age, they're like, I'm not done working. I still want to be able to provide value to people and your service provides is massive, massive value. So I think that's killer. Yeah. You know, and in talking about that, what I think is interesting is people with whatever offer they have, you think about a $48,000 offer to somebody and there's lots of ways for you to, to show that offer, right? And you think about, if you think about what we're doing is just saying, give me $48,000 and I'll show you how to take care of seniors, which is not a glamorous thing, right? This is changed guys. It's changing diapers. It's, um, you know, moving people into the shower giving baths. Right now the entrepreneur is in doing that work. It's the caregivers who are doing it, but in no way are we selling something that is glamorous. Speaker 2:     18:36         I'm now and I think that sometimes people don't realize this, that the $48,000 franchise fee, the reason somebody who's really paying you that, the reason their pain is that is there's a pain point. There is something that they want in their lives that they cannot get and what they come to believe. And what your, what your. I think your job as a marketer, a with authenticity at least is to give that audience the idea that, hey, this vehicle that I have for you could be the solution to the pain that you're having and yeah, it's $48,000, but it will, it will get you to where you want to, where you want to be, right? It doesn't matter that it's home care. It doesn't matter that a senior care, it's the vehicle that's going to allow them to become somebody different that's going to allow them to achieve something, be be with their families, uh, have control, not have a boss anymore. Speaker 2:     19:32         Whatever that those things are right. And I do believe people would pay, I truly believe actually, that if we raise our franchise fee to $75,000 today, we would still have people join our franchise because of the, the amazing value we're providing to them, uh, even after they buy the franchise. And also the fact that we're solving such a, such incredible pain that people have in corporate America. Right? Which is our audience. I love it. Oh man marks. I can talk to you for hours on end about this kind of stuff as we get close to kind of wrap things up though. Any other parting words, things you want to make sure people know or learn from you. Um, Gosh, you know what, I, I think with this, for the topic of today that the, what I've learned so much from click funnels that I learned from you, Dave, alert from you, from, from Russell, is really, really understand your audience. Speaker 2:     20:23         None of us have unlimited dollars. So let me tell you guys, you know, if you, if you study the Egyptian revolution, this is kinda weird, but stick with me on this. What? Gibbins resolution. Yeah. So did jeff, were like, this sucks, we hate our dictator, the dictator is bad, what do we do about it? And it's all these college kids that are pissed off, right? And like, what do we do now? College kids, they have no money, right? Um, and if, if, if the authorities figure out what they're trying to do, there'll be killed. So think about that marketing. So if you're doing marketing, think about that's what you're trying to market is a revolution to topple the dictator and you're going to go take to facebook and you're going to do all that. So what's crazy about the Egyptian revolution is they were able to identify exactly who their audience was, why they were so upset about their dictator, and they were able to rally people in the millions to join the revolution and they actually toppled their dictator. Speaker 2:     21:26         If you, it's really cool, you see there's an image where, uh, in Egypt and they're in this town square and there's really millions of people on the street and it started with these college kids going, we've got to build a revolution. And, and again, all they did is they knew who the audience was, they knew the pain points were, and if you do that, it doesn't matter if you have a dollar in your pocket, if you have a million dollars, you can actually build a revolution. And I think you guys did that with click funnels as well, you know, we're aspiring to do. And that's what I had hoped that, that marketers really see themselves as not just marketers, but as revolutionaries. That's what you're really doing. I love it when Marcus, thanks so much. If people want to reach out to you, what's easiest way for me to reach out to you? I don't know, linkedin, anywhere. You guys feel free to reach out to me. I love this click funnels community. Uh, people reach out all the time. So just reach out to me on, on facebook or Linkedin or however you call me, whatever. Anyway, you guys can reach out. Happy to, uh, to get that reach. I love it. Marcus, thanks so much for your time, bud. We'll talk to you real soon. You got it. Speaker 3:     22:34         Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Peng Joon: Peng Joon will be revealing how he built a following of over 2 million people online using the monetization strategy that has generated over $10 million. He details the process of using automating content creation and gives many useful tips on branding and content creating. Tips and Tricks for You and Your Business: Content Multiplier Formula: What is it? (1:00) Pillar Piece Of Content: Ease And Scalability (11:50) Immerse Yourself And Go All In! (15:34) The Power of Live Events: Branding and Monetization (24:00) Quotable Moments: "Understand how to create content in a very strategic manner so it actually reduces the cost of ads." "Understanding that people and marketers have already figured out what kind of content is proven to be engaging." "Are you willing to be bad at something to be good at something." "This is the moment when the average person will quit. Do you believe that you are an average person?" Other Tidbits: Peng discusses how he automates his traffic strategy that has enabled him to travel the world and speak in over 20+ countries. It was this strategy here that got him to place #1 in the Expert Secrets contest. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Speaker 2:     00:17           Everybody. Welcome back to funnel hacker radio. You guys are in for the ride of your life today. I have been trying to get this guy on my show for business guy in the world and traveling around the literally travels around the world the entire time. Any of you guys were there at funnel hacking live. You saw him. And if you know anything about our expert secrets book launch, he was the number one affiliate. So with that, I want to introduce you guys to Peng Joon. Hey, welcome to the show. Speaker 3:     00:40           They have everybody. I'm so excited to be here and I'm going to do whatever it takes to give you guys so much value today Speaker 2:     00:48           that's you always over deliver. So I'm not too worried about that. So for people who don't know, uh, this whole crazy expert secrets book launched, literally went nuts and hang ended up just dominating at the end. And I was like, how the heck did you do this? Because I mean he actually ended up creating an audience of over 2 million Pixel people from scratch and I'm like, what in the how do you, how does someone do that? And so he's created this thing called the content multiplier formula and I want him to kind of dive in and talk to you about this. The other thing we're going to make sure we have time at the end is he also is the master at live events. So kind of a little hook there to make sure you guys stay to the end of this thing. So you're learning a ton about the content multiplier, but also about live events. So paying to go ahead and dive in on this whole content multiply. What is it? How's it work? Why are you so successful with it? Speaker 3:     01:36           Well, let's just start off with how most people use social media and facebook, right? When most people use facebook in one ads, most of the time it's about creating the ad, targeting the audience. I'm choosing the right image. They think it's about the copy, which all those are important to the equation, but you really think about it. That's what everybody is doing. They're running an ad to a completely cold audience and getting that audience to go to follow and while that may have been effective a couple of years ago, here's the biggest turn. The biggest turn is that because that's what everybody else is doing and you will realize that you're running ads for a while, is that facebook ad cost is constantly on the rise and the reason for that is because, well, it's two things. It's all supply and demand, right? So supply which is our newsfeed that is not going to change and facebook can only gem that many ads in newsfeed, so supplies remain constant and the same time demand, which is every single entrepreneur, every single business owner is coming on board now because they understand the power of facebook. Speaker 3:     02:44           So demand is constantly on the rise and what happens when demand increases and supply stays the same is that crisis of ads is just going to keep increasing. And if you adopt the same strategy of what everybody else is doing, which is just running ads to a cold audience, which is important, that is not going to give you an itch and I believe that the businesses that will not just survive but thrive when it comes to marketing on facebook, are the ones that understand how to create content in a very strategic manner so that it actually reduces the cost of the ads and the only way to reduce the cost of your ads is if you're able to run ads to a semi warm audience. And how do you build a semi warm audience? It is when you're able to start the relationship off first by giving them value so that they know who you are, where you started the relationship off with no strings attached. Speaker 3:     03:41           And what I mean by that is if you take a look at what most marketers say is that for the last couple of years, Martins have always said, oh, you need to start off by building a squeeze page first. And the first thing you need to do is get some name and email address. Right? And while that has been effective for like the last decade, the problem with that is that if you run an ad and there was some sort of string attached like I'm going to give you this free gift if and only if you enter your name and email address, you realize that's only going to become more and more expensive, but what if you actually did things differently? What if you started the relationship off by giving value? No strings attached and then after that ran ads to people who consumed your content and you retarget them after and if you did that, you will realize that the cost of your ad, your cost per acquisition, your cost per lead, your cost per registration, all of that is going to decrease because now you're marketing to an audience whom you've already served and given value in the past. Speaker 3:     04:44           And that is what the content multiplier formula is all about. Speaker 2:     04:49           That is so killer. I think it's. It's been fun for me only because the demand for your content multiplier formula is just going through the roof because people are like, I'm doing it this old way and it's not working, and I hear this crazy thing, that pains joint. What's he doing? And I think what you provided there is the key and that is if you provide value first before you ask for the often totally changes the game. Speaker 3:     05:12           That's right. So, so what do we think about it? The problem is that most marketers, they wake up, they're all pumped, they're excited, and then it's like I want to start creating content today and then go to facebook or instagram or youtube and they say, you know, like, so what should I talk about today? Right? So that's where I believe that there's the three most important pieces, which is having a systematic way to actually publish your content and having it go out. Number two is automating the process so that it's in a very systematic, strategic manner that doesn't consume your life. And then number three is about monetizing. Ultimately, you can only get your message out there if you have a method of monetizing it. So, so if you really think about it, like step them one, what should you talk about? You start creating videos that actually genuinely help your target audience. Speaker 3:     06:03           So you start creating these videos, um, and there's a whole formula for it. But basically the whole idea is understanding that people and marketers have already figured out what type of content is proved is proven to be engaging. So this, when you can go to Buzzsumo, this, when you can go to medium and like medium, I love medium. You know why? Because they have the entire hook story figured out. You take a look at their headlines and what are the articles that go up a medium. It's so engaging. So what if you actually went on medium and this is what I call, you know, beginning with the end in mind. You'll look at the headlines, the title that's already proven to convert in your marketplace. And it's not about, you know, this is like content hacking, right? Understanding the content that's really working right and run it and trying to reinvent the wheel, take a look at what's already proven to be engaging and create content based on those topics. Speaker 3:     07:01           Then that step in what. Okay, and then but two, it's about having that system, whether it's Trello, whether it's using google drive, but having a systematic way to have your content go across all different platforms. Facebook, instagram, youtube, your blog, right? So like I have my content up on all these different platforms because. And it's possibly because of the system and my system is basically every three months, every four months I take three days off, I spend an entire day of shooting videos and then after that all of my videos, it goes on Google drive and that's when my team takes over. That's when they create the 59 second videos for instagram. They create the, the, the, the 15 second stories. They take the most compelling things. I sit in the videos and they create the quote cards from it, all of the. They send it to rev for transcription. Speaker 3:     07:55           It goes into this shared folder and the transcription is sent to my blog posts, the ones that is proven to be engaging the, uh, my, my, my writer will rewrite the transcription and make it into an actual blog post, so, but only for the winners. So there's this strategy for automating all of the content so that it matches the context of the platform. I think what many marketers do is they post the same thing on all platforms when in fact we need to match the content to the context of platform and finding the third step. So like there's a reason to doing all this. It is to build up that warm audience, that retargeting, retargeting audience, the pixeled audience so that you can run your ads this time to this warm audience. There's, when you invite them to the free plus shipping funnel is when you invite them to a webinar. This is when you send them to the opt in page because now you're going to realize that not only have you built a following, but now your cost of advertising, cost per lead, cost per registration is going to be drastically lower. Speaker 2:     08:58           I love it. I think that's the part that people don't understand is x seminar says, well, Gosh, I can't create 120 videos like pain does. There's no way, and yet at the same time they don't understand there's a cost for that time and it's actually, if you'll invest the time now, it will reduce your ad cost drastically. I saw that during your expert secrets thing. I saw your ads everywhere. I'm like, he's gotten paid a fortune for those ads it, but you weren't because of all the way he retargeted these things, so it was just amazing for me to see how you're actually able. If you spend the time upfront, you're actually able to reduce the added costs on the back end. Speaker 3:     09:31           Yes, 100 percent. And I think that the reason why people think that creating content is tough is because they're not beginning with the end in mind. So like my process that I use is that my team, they'll do the research and I think you got to find out what works for you. But what has worked well for me because I'm someone who likes to analyze things a lot and it took me a long time last time if I tried to actually prepare for it and that's when it actually takes a long time. So like what my team does now that's worked really well is they will just give me the title, the book and on the spot, like within five seconds I bogle and I realized that that has actually worked a whole lot better because that's what I'm on natural. I'm not trying to overanalyze things and that's when we're able to create videos really, really quickly. Speaker 2:     10:16           That's so funny. So as are talking, I basically just got back from Africa and my daughter in law, who's gonna be doing a lot of my social media. I said, you have to go ahead, you got to use pangs course. So she bought your course and I came home and literally last night I said I can't take three days off right now. I've been gone for two weeks. But it was, it was fascinating to me because she did the same thing. She was like, Hey, here's the hookers, the title go. And just that spontaneity piece I think I'm hoping actually he's going to create it to be much more genuine. It's not as as well planned out or thought out, but I think it comes across much more authentic and I think it should be much more engaging that way. Speaker 3:     10:54           He will be, it will be end and he was thinking you don't even need to take three days off. Like that's just what I do because that's worked well for me to, to, you know, get my videographer in and then just really immersive cells. But you could take half a day off and that will still take care of like nearly an entire month's worth of social media stuff. So. So do what will work for your, your timetable and your schedule. Speaker 2:     11:17           I love that. So now that you've got that, it's automated. So first of all, people aren't going to be dying on Dave, how do I get this course? Where is it at, how do I, how do I actually do it? So where can they have to get the course? Speaker 3:     11:29           So it's the typical free plus shipping, which all be very familiar with. You can get this [email protected], where I'll talk about how do you create this first piece of pillar content, have it automated and streamlined across all these different platforms using the system that's proven over and over again. Speaker 2:     11:50           I love it. So help people understand when you're talking about piece of content, what exactly is that? Speaker 3:     11:55           Okay. So that's basically the first piece of content that is going to be repurposed across all these different platforms. Right? And that starts with a video like that would be the only thing that is unavoidable. It's you creating that first piece of video because everything else can be streamlined and automated. So to me, the video is the pillar content. That's the first step, number one, uh, there's that piece usually. So it's usually like two minutes to five, right? So if so, like I don't have the time, should not be an excuse because the videos that convert well and facebook, they're not long videos, they're short videos, so two to five minutes would be ideal. Um, and then once you have that piece of content, it pillar content, that's when the transcription, that's when the 59 second version, that's when the 15 second version for a story that all of that can happen now as a direct result of that one video. So it's about having the system so that as you grow your team, as you and you could be right now just one person and you could outsource it, get an assistant, help you out, but help having the system up in place first so that as you scale and as you want to go across all these different platforms, it becomes easy and scalable. Speaker 2:     13:16           I love that. So I want to make sure is, as people who are listening to this, did you understand one of the main things I've always taken away from paying that you could do the most amazing job and that is you have this ability to teach at very complex things in a very simple, simple method and it's one of things I love about your free plus shipping book as I was going through it was what seems to be super complex. You have this talent of really just minimizing it into such small consumable chunks. I think it's, it's even easy to see that even in your, in the stuff that you're producing online as far as social media, the same thing happens and if you don't mind, could you. If a person's not real good at doing that, what type of suggestions would you recommend? How do they get better at being more concise like you are? Speaker 3:     14:01           So those of you have heard my story, you will know that. You know, I, I was horrible, like really, really horrible at one point in time. And I think that it really comes down to, number one, whether you are willing to be bad at something in order to be good at something. I think that most people never achieve mastery is because most people dabble. Most people are shiny objects seekers will, they'll find something and they'll say, oh, let me try this thing. And then they're on it for like a week and then after that next week they're onto try and drop shipping. And then the following week they're trying, you know, affiliate marketing because they're not willing to be bad at something to be good at something speaking. And the ability to articulate in a way that is easily understood. I believe it comes down to practice. Speaker 3:     14:49           My videos used to be horrible when I was at doing live events. I used to bomb on stages, you know, I failed over and over again. And, and I think that the thing that stops people from being good at something, they're just not willing to be bad at it at first. And if you are consistently, if you really think about that attitude to what's practice, most people when they have some sort of success, that's when he tell themselves like, oh, I already know that, but if you really think about it, I mean, think about the attitude like Michael Jordan would have if his coach asked him to make a free trial. Do you think Michael Jordan will say, oh, I already know how to make a free trial. Right? So, so I think that the attitude towards getting better at something and how people tell themselves, um, and the teachability index, which is what Russell says all the time, right, will really determine how good a person becomes at a certain skill. Speaker 2:     15:46           I love that. Totally. I can't agree more with you. Ross were just talking about this the other day as far as one of his skill sets just like you is the ability to literally immerse himself in something and to go all in on it is in the process. Right now I'm getting registered to write his new book, traffic secrets and everything right now is traffic, traffic, traffic, and just totally immersion. Even though we'd been running traffic and literally half a million dollars a month in traffic and yet at the same time it's like, okay, what more can I learn? How can I really, how can I understand it so well that I could teach it in a couple little sketch drawings which she prefers to do and you have that same step, that skill and I love seeing you teach in your live events just because you get people so excited because you come up, you're a master of the content and you come across so eloquent and yet at the same time, so simple that people go, if paying can do, maybe I can't do, and I think that's one of the. Again, it's the skill of a master like you are paying, so congrats on putting in the time. Speaker 3:     16:46           Thank you. Yes. It took a lot of time. It took a lot of time training, practice, and I think that's the thing people don't see they. They look at. Most people look at the result, right? They look at the tip of the iceberg and then the conclusion is, oh, this person must be good at this because of some sort of talent or skill or it's genetics. Right? And they don't look at the struggles or the journey. Speaker 2:     17:10           Totally agree. Well, with that, I want to kind of do a little segue into this other portion because I want to make sure we get time for this. And I, I knew you actually before the whole content multiplier formula. I knew you more as the Tony Robbins who is of your. Basically our Asian was flying around the country when you first join our inner circle. I'm like, he's joined the inner circle and yet he's never ever hear. It's because he's traveling around. How many live events do you do a year? Speaker 3:     17:36           Well, so first of all, let me give you some context too, like event. Okay. Um, Speaker 3:     17:42           the only reason why I immersed myself into the world of live events was because there was a point in time when I was so bad and I was so horrible and I bombed on stage that I told myself I would never do live events again. And one of the, uh, the CEO of one of the biggest, uh, seminar organizers in the world. I'm the CEO of success resources and I was friends with him and he and I told him, you know, his name's Richard. I said, Richard, thank you very much for inviting me to this stage, but I don't think I'll as you can see speaking's not from you, that that was when he put me in a crowd of 900 people and I sold nothing. Okay. Speaker 3:     18:24           You know, as you can see, I'm an internet marketer. I'm not a speaker. I'm not a closer, um, but it was a great learning experience. And he told me this thing. He said, he said, I'm so. I said, you know, thank you very much for inviting me, but I don't think I'll be coming back. And he told me this. He said, you know, the last couple of years, over the last decade we've worked with the best of the best people like Tony Robbins, um, and with the bunny have reached speakers and seeing them come and go. And he told me this, he said, this is the moment when an average person will quit. And I thought like, those were very powerful words and he asked me, he said, Peng Joon, do you believe that you're an average person? And those words really well. So it was, and I know it sounds a little bit cheesy, but it was really just one moment of decision and that one moment of decision is, you know, I'm never gonna quit until I become world class at this. So it just became a personal agenda that I can tell you that even though I've been to all these different, I've spoken more than 20 countries now in at least 200 plus different events, speaking gigs, 90 minutes all over the world. And I can tell you that some countries there aren't very profitable. They're not the best use of my time. I'm not going to name the of. Speaker 3:     19:52           But I do that purely because I don't know, just to, just so that I can get the hours, practice experience. Um, and that's why I do them. Okay. So it's, it's, that's why I do live events was because I told myself at one point in time, I'm only going to quit when I believe that actually will cross at this. So to me, mastery is 10,000 hours and I'm not going to quit until I get the 10,000 hour mark. So it may not be the best business decision. I think that speaking is great for. I mean, it's great, you know, don't get me wrong, it's still good money, but it may not necessarily be the best use of my time at this point in time, but. But that's the purpose of events. I think it's branding, it's great cashflow, it's great monetization. But the reason why I'm doing it today is very different. Just for that reason. I love it. Well, I know you're Speaker 2:     20:48           well on your way to more than your 10,000 hours, which is super cool. But. So tell me for those people who are sitting there going, gosh, I, in fact I was actually with the people already in Russell when we're out in Africa and we decided to open up our own platform selling and put out the form and everything else on facebook live and it would close it down. Yesterday we have over 200 people now that have basically applied for this and then there's going through some of the application. Some of them were like, well, you know, I just want to be, I want to use this as a starting. I've never done it before. I want to work for you guys. And I'm like, well I don't want to have typically not gonna use our platform to have you practice on. So how does a person who wants to get really good at it, how do they get the practice? How do they start down that 10,000 hours? It's really hard to get on a stage if you don't already have a track record. So how do you do that? Speaker 3:     21:39           There's two ways. Okay. I believe that this opportunity is something that was not available to us like 10 years ago, 10 years ago, when, when I was just about starting out, speaking on stages. Well, eight years ago I didn't have that opportunity. We just number one, live webinars, live webinars would be low risk. You don't have to spend tens and thousands of dollars. I'm trying to fill up a room yourself and on top of that, that's when you can actually practice with like 10 people live. So if all it takes is to run ads to like you know, to a Webinar, show up with a Webinar, get practice every single week by doing a live webinar because that would be the closest thing to a live event. Now, once you start practicing doing that, and that could be facebook live as well, you know, just interacting with an audience, but nothing's going to be the same as of course in a live event. Speaker 3:     22:30           But like you said, no organizer is going to want you on their stages if you had zero practice and to use their stages as a practice ground. So what do you do? Use facebook. Get like really swollen. This is what I tell people all the time. Okay? So most of the time people don't start because of limiting beliefs, right? You might not have the confidence to do it yet. And here's what I tell people. I say, right? Do you believe that you can teach someone everything you knew about whatever skills that you had and charge somebody a thousand dollars for three days. Why would we taught them everything you knew, whether it's marketing, whether it's investing or stocks, right? And if you really think about it, if you had 10 people on board, right? And charge a thousand dollars, that's a $10,000 weekend and the way to do it is facebook ads, right? Speaker 3:     23:20           Facebook ads where you, the people within a 25 mile radius that's in your city and saying, hey guys, and targeting with that interest based as well saying, you know, I'm going to be holding this free workshop this evening. Come and spend half a day with me when I'm going to be showing you Xyz. Result without thing you hate doing. Come and join me for this masterclass, boot camp in person. And you just gave them, you know, crazy value for half a day for hours, and then after that you're sending them to a two or three days if you've been charged them a thousand dollars for it, right? I believe that's the best way to get this. And even if they didn't sign up, you gave them great value and it was great practice for you and you didn't have to risk too much because you need to target 10 people, which is going to be extremely cheap. So that's how you get press. Speaker 2:     24:07           I love that. And the great thing about is it dovetails into how we started this off with the whole idea as far as this content multiplier, because here you're, you're using your content that you're publishing, putting that out to trap basically as bait to get people to join a list where you can then invite them. And obviously retargeting locally. I love, love that idea as well. So again, I, I would love to talk to you literally for days, uh, because you have a sense. Speaker 3:     24:32           Let, let, let me show you this one more thing. Okay. So like just last week, one of my students was just showing him like the power of life events and a very, very simple funnel. Okay. So he's funnels like two steps. Step number one is, hey guys, I'm doing a live event to show you how to publish a book and use a book as a marketing tool. Sign up for this life event. Thank you page. Hey, I'm excited having you to come for this slide. Okay. So it was a freeing three hour workshop he spent. So listen to this, he spent on facebook ads wasn't exactly cheap because I know that his face campaign couldn't use a lot of improvement by. He spent approximately $50 to acquire a lead. So a lead was basically just name, email, phone number. She got about 40 percent to show up at his event. Speaker 3:     25:21           So you've been with free 40 percent show up. Um, and he got a room of approximately. So he did two sessions total about 120 people. So 120 people, right? Um, so that would have been about, I don't know, like 300 leads, 300 leads multiplied by 50 bucks. We spent like slightly over 10,000. Right? But understand something when you sell something that is a $2,000, so he's still at $2,000. You, he needed like, I don't remember the exact number, but it was like less than three percent conversions in order to make all of your money back, not including the back end, including all of the upsells that happens after that. So even if you are not necessarily good at speaking, speaking is actually very low risk. It's simple to set your funnel up, right? It's simple to get 10 people, 50 people come to the event is all a matter of just scaling on facebook and then that's how you can get that practice. So, you know, Speaker 2:     26:23           I just, I love, love your examples. The best part is you're, you're the guy who's actually out there doing it. It's really fun for me to sit and spend time with young because a lot of people talk about, Oh yeah, I fact I was talking to this guy yesterday who wants to start his own speaking course, and yet he's never spoken from stage like you're gonna cry. He goes, yeah, I've learned everything. I've read all the books. I'm like, how can you have any authority or validity to go out? And he goes, well, I've done webinars. I'm like, no, it's totally different. You have to understand that. I love. I love that simple models. Super easy funnel drive, facebook ad traffic to it. Have a free one there. We're going to send them. I mean we talked about that in extra tickets and dotcom secrets all the time. Any other value bonds before we wrap things up for you? Wanna, make sure people hear about. Speaker 3:     27:11           Well, I think that when it comes to live events, you just got to do the first one first and understand that. I'd say like 90 percent of people will do their first live event will usually bump and just that's part of the process. It's part of the journey. Expect to bomb, especially you have no prior training, but um, that's just part of the process, but I can tell you that there has not, there isn't a single person I know that did the first live event that never regretted doing it, not one person, not one, and it will be the most fulfilling and lucrative potentially lucrative thing they actually do in your career. And that's when you really think about it. That's when you're able to serve your customers at the highest level. Like, I don't know about you, but I've never been to a webinar. Then as that changed my life. Right? So you can really change somebody's life tool Webinar, but for life event, that's when can change some of these lights. Speaker 2:     28:18           Oh my gosh, I love that. I know we're about ready to open up the funnel hacking live tickets for next year and that's really Russell's primary focus is exactly what you said is says young people who buy products and things through through webinars, which is great and they get serviced that way. But the community and the culture and the connections that happen at live events. I, I'm where I'm at right now because I attended live events and I think if from one, if you haven't gone to a live event, men go find a lot of them go to it and see how it's done and learn from watching other people do it, but the other thing I think is if you want to serve someone for us as a community, I think the only way we will always have a funnel hacking live because it's the best way for us to serve our community and having them actually there. Speaker 3:     29:04           In fact, Dave, if you look up like, I don't know if you can of really see it, but like all those folders up here, all these folders and there's like a bunch of white files down there. I'm not kidding, but if I took all those, all those folders are just notes I've learned from attending live events and it's like, oh my gosh, I've spent hundreds and thousands of dollars learning from my events because that's how I grew to understand that if you are somebody been learning to life events, what have you could be that person for somebody else. That's why it's so powerful. Oh, I love it. Speaker 2:     29:42           Thank. Thank you so much. Again, you're such a dear friend to me personally and to us as a community. I can't thank you enough for all that you continue to give and give and give your a person who is so genuine and always out there providing value to people. Again, for those of you guys, make sure you look at the content multiplier formula and then we were talking earlier about as far as events, if people want to find out more about live events, how can they do that? Speaker 3:     30:04           You can go to event codex.com to learn a five step system on how to run and monetize live events. Speaker 2:     30:12           Indeed, you can tell people about what they're gonna get in there. It's basically a I. I believe Speaker 3:     30:16           that all successful live events is basically five pillars. Number one is the ability to sell the tickets to is the ability to get them to show up. Number three is what you actually teach at a live events to serve them the highest level. Number four, which is where the real money is executing the upsell, and number five is basically how do you leverage the live event so that you don't stuck being an events trainer where you're always on the road trading time for money. How do you turn it into a digital asset? How do you really leverage on that event? Create testimonials, you know, digital asset from all of that. It's five steps. Speaker 2:     30:53           Oh Man, I wish we had more time, so basically people go out and take a [email protected]. We'll have the links down below for sure. Hey, thank you so much again. I wish you all the best and all that you're doing and look for talking again real soon. Thank you. Speaker 4:     31:12           Okay. Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as at the pub like me to interview more than happy to reach out and have that conversation with you so I can go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Speaker 4:     32:01           Thanks.

Why Dave Decided to talk to Makenna Riley: Currently a sophomore in high school, Makenna explains how she was able to make 10k in one month and has managed to become a successful internet marketer, specializing  in making other entrepreneurs online dreams possible using funnels to social media work. The author of “Every Company need a Kid,” Makenna has also been interviewed by Ink and Entrepreneur Magazine. Tips and Tricks for You and Your Business: How to create your own online store: (4:22) Building your own supplements: (6:56) Building a company and selling the concept: (8:15) Quotable Moments: "Invest money in a course on how to do internet marketing properly." "Put them in your own business or make a business for them to start learning how to do things." "The angle of every company you have is to sell it, or it just dies down." Other Tidbits: Makenna discusses her online vitamin store that tailors supplements specifically to customers needs and explains how she has been able to grow her business and be successful at the same time. She also discusses internet marketing strategies and how they have benefited her to this point. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to [inaudible] Speaker 2:       00:18           funnel hacker radio. You guys are in for the treat of your life. I am so, so excited to introduce you to my guest today. First of all, let me introduce to you Mckenna and Mckenna. Welcome to the show. Speaker 3:       00:29           Hello. Speaker 2:       00:30           I am so excited. Mckenna's 50. I actually met her out and Bradford owns tedx event earlier this year in Vegas and was fascinated by all this stuff that she's doing and people always say, well, you know what? You have to be older to figure this thing out. I'm like, wait a second. Mckinnon is killing it, crushing it online at the age of 15 at that. You know what? I want to bring her on and, and have her tell her story. So without any further ado, let's kind of dive into this. So Mckenna, tell people, how did you, what you were just telling you, you're starting to buy in the shop before you were doing that, then what you're kind of doing, how'd you get involved? Speaker 3:       01:02           This whole online world. So my mother is Forbes Riley, she's a big online presence, a television person and I was into like coding and computers and I wasn't really doing much with it and I actually did something for her and we generated a lot of money through it. So she was like get on this internet thing, like you will be so good. Alright. And the first thing, the first program she handed me because I was just using a just pages to build sites all with code with no help from any, like besides wordpress. But she put this program, click funnels in front of me and within an hour I had made like six clickfunnels. I was like, oh my God, like why am I not doing this? And that's how like clickfunnels entered me into the Internet marketing world. Speaker 2:       01:59           That was awesome. So tell people what are you doing now? Speaker 3:       02:03           I'm working on a vitamin company that selects the vitamin perfect for you without having to go to a doctor having to. So it goes through if you're tired, your blood type, what's in your blood irons? It's this whole thing that makes the perfect vitamin for you. Super excited about. Speaker 2:       02:24           How'd you find out about this? I mean, how'd you even get it? I mean most 15 year olds aren't too interested in taking vitamins. Speaker 3:       02:30           I was interesting because my dad, he takes vitamins because he has. He's a really large person so he's just low on certain things like most people are and I found research showing that people are taking vitamins, they're overloading their body with iron and copper, which is actually not helping them. It's like shortening, shortening their life. So I was like, I don't want my dad to like insert shortening his life because I wanted to live as long as can. So I did all this research and it shows people are taking vitamin C and it's killing them because they're overloading. I was like, I don't want this for anybody. So when I'm working on now is doing everything for your blood type so it's exactly what you need without having to go to a doctor and go through the long extensive wait process and money and so this is really easy. It's perfect for you and you know it'll work because it's based on your body drop, drop shipping. Then are these custom vitamins or how's that work? I am going through a company that does the fulfillment and they've got the vitamins and we sell them online with quizzes, a blood scans and whatever information we can take for new medically that you'll provide for us. Speaker 2:       03:51           That's fascinating. So I can figure right now I've got a. what's going to happen here is I going to get bombarded by two different groups of people, a whole bunch of 14, 15, 16, 17, 18, 20 year olds are going, how in the world do I get to wear Mckenna's at? And the other group can be. All the parents are going, I've got a 14, 15, 16, 17, 18, 19, 20 year old who would love to get online? How do I, how do I get them to where Mckenna's that so what I'm gonna do is when I asked you a couple questions here. First of all, for others who are in your age group, call it 15 to 20, whatever it might be, what would you do? What would be your advice as far as recommending how does a person get started doing what you're doing? Speaker 3:       04:29           If I were someone getting started, I would definitely start looking up information on Internet marketing so that your facebook ads will change. So Internet marketers were actually target you and just like a thing to get rolling so you can see everybody out there. But I would definitely invest money in a course on how to do Internet marketing or if I were someone I would do click funnels and clickbank and just try that out. I love it. Speaker 2:       05:00           So next thing then is your mom basically said, well, Gosh, well first of all, how did you get involved in coding? How old were you when started coding? Speaker 3:       05:08           Um, I was about eight or nine because someone gave me a honeycomb and I started collecting emails off of Wifi in a hard rock. This is amazing. I want to do this. Oh my God. The best thing to say life when they did that, I was like, this is possible. So. Speaker 2:       05:45           Alright. So now basically if, if it's a parent or an adult, what advice would you give to them to have their kids get started doing this stuff? Speaker 3:       05:54           Well, I would definitely made sure that your kids actually interested in this because everybody says I have a four hour work week with my laptop. That is not true. It is a lot of work and if you're not interested in it, it's not even try to push your kids towards it. But if they are, I mean I fully support click funnels because any kid can do click funnels and if they're an entrepreneur, you're k to do that for you. So that would, that's what I would say for parents that want their kids to get involved is just put them in your own business or make a little business for them to start learning. How to do things. Speaker 2:       06:34           That is so cool. So tell me what were some of the things you're working on? So you have thing going right now. What? What's the next step? Say you're primarily working as an affiliate then for that other company. What other company? So the vitamin shop, the vitamin company who backs is doing the fulfillment? Are you doing Speaker 3:       06:55           vitamin companies? My company, the whole thing is like my thing. There's actually really cool. So if you want to do a vitamin company but you don't really know much about the vitamins, you don't want to have inventory. There are sites that allow you to go on there, you pick out which vitamins you want. So you want vitamin C, Vitamin D, you want protein, fat loss, weight, whatever to lose weight. Vitamins for that. And all vitamins are pretty much the same. So it's not about changing them, it's just about marketing them. So you can go on these sites, you pick which ones you want and then they do the whole process. They stick your label on it, you pick whichever one you want. They've got bottles, they ship it out. And all you have to do is pay a couple of fees and then they do all of that and all you have to do smart things. I love it. So you're basically white labeling other vitamins. Well, it's not labeling other vitamins, but you just can't change vitamin C. Vitamin C is vitamin C, Vitamin D, iron sufficiency pills, the same. Any brand you buy, it's not like, oh, we found the secret to vitamin C. it's the same thing, just one cost more because someone's face is on it and one doesn't because it's a no name brand. Speaker 2:       08:15           Got It. So you've got your own vitamin company. Now what? So what's your plan with them? What do you know? How hard you want to take this? How are you going to grow it? What's your strategy? Speaker 3:       08:26           The guys that created Clickbank, I heard from one of them, they said, the end goal of every company you have is to sell it or it just dies down and you shouldn't put your heart and soul into something that just dies. A, my end goal is to build this up, build the concept of it, and either sell the company or sell the concept of the entire company to a bigger vitamin person so they can really push it out to the world more than I have the energy to do. I love. So where do Speaker 2:       08:55           you get your funding, your resources? Speaker 3:       08:58           I. Well, I, I make most of my own money. My parents don't give me money to help me out with any of this. So I promote clickfunnels. I promote this new Kito Diet. It's really cool. I definitely build stuff for other entrepreneurs because a lot of people have such great ideas but they don't know how to use online softwares. So I get them to sign up a shopify is one of my biggest ones. I know got a lot of affiliates underneath that and I build a lot of stores for people because if you're not a tech person it's hard, but if you are, it comes really quickly to you. So that's one thing I'm big into his building. Shopify for people when I need funding. I love it. So typically how much do you charge the for a bit I'm kind of pricey because I can do it really well and do exactly how you want. So I do $1,500 for a basic plan, then another $1,500 on top of that for the performance plan. Speaker 2:       10:06           I love it. Super, super cool. All right, so you're making your own money at 15 and now you're investing that money into a vitamin company that you plan on selling to a larger, larger company or some exit in the near future. Is that kind of the plan? Yeah, that's what I'm going for right now. I think that's fantastic. So what are the words of advice do you have to our listeners? Speaker 3:       10:28           Um, I would just say follow your heart and definitely use the encouragement of I missed when I was in eighth grade. I missed 10 weeks of school, which is not looked upon very highly and I was told you're going to have to retake the year you, um, you're not here enough you can do this. Kids aren't supposed to work like your parents have money, just live with your parents. And like, and I kept hearing all of this and I was like, look, you see encouragement of the words you're saying to the fuel, me and I sky rocketed in eighth grade because I just, I went to my teachers and they told me, Mckenna, you can't miss any more school. And it wasn't like I was getting bad grades, they just don't do well if you don't go to school, like the teachers don't get paid as much as a whole system behind the school. And so I got a part by teachers, by the administration, by principals telling me, you can't do this. And I used all of that. You can't, you won't. You're too young. You have to go to college. All of that just fueled me through like the hard days of why did I put money there? That was really not right of me to do that, to encourage me. So just take all the negative and use it as positive because there's a lot of negative. Speaker 2:       11:49           I love it. Well, Mckenna, it's always so much fun having you on the show. It's great talking you. I look forward to connecting Speaker 3:       11:54           with you again soon. Any last parting words before I let you go? Um, Internet marketing is the new thing and I will tell you computer work weeks are harder than regular work weeks, a lot of time. So this is from a girl basically who has been working all night long and barely getting up right now because he's been crushing a very, very long day. Is that fair to say? Yeah, I had, I woke up at eight this morning. It's five now and I haven't left the bed all day. Well, Mcginn, if people want to reach out to you, what's the best way for them to contact if facebook Mckenna Riley or make money with Mckenna.com should be up right now. If it's not, I'll go put it back up, but that is just a site that I have that you put your name and email in and you can be part of my newsletter as well as see what programs I work with. I love it. Well mechanic. Thanks again. Appreciate your time and we'll talk to you soon. Talk to you soon. Thank you. Speaker 4:       13:02           Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, I always just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this. Share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Corey: Corey Thomas is a veteran of the digital marketing world. He has helped thousands of entrepreneurs grow their business and worked with some of the biggest names in marketing such as Frank Kern, Michael Gerber, and Tony Robbins. Corey is the Founder and CEO of PicSnippets, a web-based tool to help entrepreneurs boost their conversions through personalized marketing. Corey and Dave discuss the fine details of PicSnippets; creating personalized lead magnets and incorporating them into your funnel. Tips and Tricks for You and Your Business: How PicSnippets helps increases conversions and decrease costs (2:16) PicSnippets and funnels (3:09) PicSnippets and reducing cart abandonment (4:45) The three steps to setting up PicSnippets (7:45) Quotable Moments: "It’s all about engagement." "Part of this is learning to use your imagination in the business again." "Being able to inject your own brand and authenticity and personality goes a long way." Other Tidbits: Personalizing your customer’s experience with your company from day 1 helps to build and sustain relationships. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back on. Speaker 2:       00:18         Super excited today. Add. This is one of the rare opties we're going to have someone on who's actually created a product that a lot of our users are currently using. And so I want to make sure you guys know how to use it. So I want to News Corp Thomas who a CEO and founder of pick snippets. Corey, welcome to the show. Thanks Dave. Appreciate you having me on. So tell people what is pics nipples extent that says a marketing personalization tool. So a lot of people have their funnels and they're putting together all these really cool ways that they can get people into their, into their company and introduced them, but they don't spend a whole lot of time making it personal. So we created something called Pixton beds to help people personalize their marketing, to increase their conversions and make that personal connection. Speaker 2:       00:59         So I love it. Well unfortunate corey, since we're on this as an audio people, I'm gonna be able to see it, which is kind of the downfall of this. I wish we had this as a video and people can actually see the value of it. So you've got to basically portray and draw the picture and images and these people who are listening, what exactly is pick snippets so they can see it in their mind's eye. Pick snippets, helps you create personalized dynamic images that you can send to your followers and customers. So you know if you want to use it on a landing page or an email or text message anywhere, you might use a picture where you're doing communication. If I take a look at it, basically if you go onto a page or I'd received an email from, from corey and it'd be a picture because I've had. Speaker 2:       01:38         I've received these before and then all of a sudden someone's holding either a postcard or something that says, hey dave, and it's like handwritten on there or something like that. Is that Kinda what we're talking about? The dynamic text and an image. So the image that gets sent to, you know, 100 people, but every person gets the image with their name and, or you know, their information and to make it personal to that person. I love it. So let's talk about obviously one of the main things a lot of our users are trying to do is increase their conversions, decrease their costs, all that kind of stuff. So how does pick snippets actually help them do that? Yeah, it's a, I mean, there, there are so many different ways, right? So we've got, when we think about the funnel, we've got our actual acquisition, right? Speaker 2:       02:19         Maybe you've got a lead magnet or something that people are using. Um, so a lot of people are using pick snippets to personalize the lead magnet. Um, so that way they're getting a higher consumption rate. They're getting higher conversion rate, you know, on that, on that lead magnet all the way down to you after the order form and a thank you to the customers and you know, having those personalized images to increase the actual, um, you know, the lifetime customer value and the customer satisfaction at any, at any point throughout your funnel, if you know who that person is, you know, it's a great time to try to be as personal and create as much of a one on one. Okay. Yeah. So let's talk about it in the funnel because that's one of the things, obviously a lot of people who are listening to us are very familiar is there, are there funnel pages and things. Speaker 2:       03:00         So I go to an opt in page, I enter in my name, Dave on the next pages will then show on those images. Yeah. So an example of this, you know, let's say that you are using click funnels to do a Webinar, right? It's really easy to go in and create a, an awesome funnel and click funnels where I'm going to drive traffic and you know, uh, or maybe even my own list write to a webinar registration. So everybody go in, they sign up for the Webinar. Then on that thank you page, you can have kind of a personalized custom ticket, you know, for that person where it says the Webinar date and time, that person's name written on the ticket, you know, seat reserved for, uh, you know, so right away on that landing page, you're creating that really cool connection, that really cool experience like, Oh man, this is different. Speaker 2:       03:43         This feels really, really bespoke and custom to what the person's doing it. I love it. I know for us, when we take a look at anything associated these days, it's all about engagement, whether it's from a social media standpoint, whether it's in your funnel and that authenticity and congruent. See that goes basically from your, from your ads all the way in, throughout your entire pages. And once you get that contact information and you have the ability then to continue to speak to them on a first name basis, it really enhances that, that fall and actually enhances the engagement in the opportunity that person has. So that was an example you gave. Awesome. Cool. What way? As far as I go, I registered for the Webinar and then on thank you page. It's either a picture of of you basis and a dave. Now welcome to welcome to registration. Speaker 2:       04:27         Get all your details below, print out this ticket, whatever it might be. What are. Give me an example of how it could use it on a shopping cart page. I know Carter bandom. It's always one of the biggest issues people have. We're always trying to reduce card abandonment. So how do we. How do we fix snippets to actually reduce cart abandonment? Really, it's a really popular one because like you said, that's a pain point, right? A lot of people like, Oh man, I had all these people that opted in. I've got these people that are seeing the offer. Right? Or they're going to the car and then they just didn't buy right. And so we're trying to try to recoup those leads and so a really popular one is we send them a followup email that's got a package on it so it looks like a box that's being shipped and we have already in their name, depending on how you set up your current process, you might already have their shipping address. Speaker 2:       05:12         Um, and so we'll put all the information on the box, you know, and so they get an image where it looks like they're package is already getting ready to get shipped and it's like, hey, you forgot to finish your order. Click here to go back and finish it and we'll get it sent right out the door. You know, we've got it ready for you. We've had a lot of customers use it for Carter. So they've gotten, they've been able to recover, you know, a lot in terms of revenue and conversions by being able to make that more of a conversation and add a little bit of a visual element to that offer. That's super cool. So tell me, if I'm taking a look at, obviously that was kind of one of the things for our cart abandonment when I'm now looking as far as some of my follow up funnels and sequences and stuff. Speaker 2:       05:53         What are some of the additional things that you're seeing that are either communicate through email, other image opportunities and uh, you know, part of it is, you know, where can I have a conversation with a person, right? It's about driving that, you know, as, as much as, as possible and authentic and real conversation with that person. And so, you know, doing it as a, you know, for people that are familiar with the indoctrination sequence or you're trying to introduce somebody into your company and what you're all about. And it's sending a welcome image from the whole team, right where the whole team has gathered around. You've got to kind of a group picture and they're holding up a sign that says welcome to the family day, gives you the warm fuzzies and it feels like, hey, this is, this is a real company with real people write that are, you know. Speaker 2:       06:35         And so it kind of puts, uh, puts them on your side and makes you feel like friends right from the beginning. Um, you know, when you can do it over text message or many chat, you know, these, all these tools are great and integrate with click funnels and putting together a really cool conversational funnel with people, you know, being able to, to kind of take it that step further and put a face to it and being able to personalize that experience. I mean we all, we all love getting text messages from our friends, right? Or you know, we're all on facebook messenger or whatever all the time. And so being able to let a company kind of transition, you know, and have that same conversation and, and keep it lively, not just a bunch of texts. Right? That's super boring and nobody really wants to read. Speaker 2:       07:15         But those pictures really kind of helped people create that feel like they are establishing a relationship and actually know who this company is. And it's not just some website. I love it to break down some of the tech behind this thing because I know people go, well, how hard is this? How, how, how hard is it really going to be to actually make that happen? It says on your site, it's real cool. You've already got everything set up. It's on click funnels, landing page, and you've got basically three steps is what I was looking at. Is that right? Yeah. Super, super simple. Uh, one of my friends when this was a kind of prototype phase, I was trying to get him to set it up in his funnel and to kind of test it out. Like I'll get to it, I'll get to it. And so one day I was like, hey, la kind of helped him and he was like, man, if you'd have told me how simple this was out had done it right away. Speaker 2:       07:58         But yeah, it's three steps. You just basically you pick your image so you can upload an image. So if you've got a picture of the team or just yourself or something custom you want to use, you can just upload that image or we have a template library if you're like, I'm not very creative, I don't know what to do. You can just, you know, pick one of our images we already have in our library and then we just have a drag and drop interface. You just, you have your image, you add the text snippet that you want, we integrate with Google Fonts. You can make the font look as cool and customizable as, as real as you can imagine. Um, and then tell us where you want to put it. Uh, do you want to put it on a click funnels landing page? You want to put it in an email? Speaker 2:       08:34         Do you want to put it on, you know, how many chat facebook messenger and then we'd give you the code to go drop in and you're off to the races. So Howard is that code, where do they put that code and how does it actually work? Is it just a simple. It's literally just, you know, you tell us where you want to format it for you, it's a copy, paste it, copy it. If you're going to put it on the, uh, on a landing page, on the thank you page, you're going to just drop it into the click funnels, click funnels, header, footer, script, and then if you're gonna put it in an email, you just literally drop it into that email template and that's it. Super Cool. I love that kind of stuff. That's a, anything we can do to make things simple and easy for people is all what we're trying to do these days. Speaker 2:       09:13         So I appreciate that. Any other ideas, suggestions, things you want to make sure that our audience knows about? Part of it is just kind of learning to use your imagination and the business. Again, you know, I think a lot of people think, um, you know, they, they, they become a funnel hackers, right? And that's the whole point. I'm going to go do what's working and that's great. It's the fastest way to success is by going and copying what's already working, but being able to kind of inject your own personality into it, right? So you have that funnel that you've seen work that's awesome, go and it's never been easier to go and write and funnel hack it and use click funnels, build something you're in, you're good to go, but being able to kind of inject your own brand and authenticity and personality into it really, really goes a long way. Speaker 2:       09:57         So you know, look for those opportunities where you can create that connection with they're just a subscriber or a follower or you know, maybe they're a customer or an affiliate. Yeah. Taking that extra little bit of intentionality and effort to create that conversation, create that. That one on one relationship has always yield at dividend. And so just my encouragement would be to keep on keeping on, in terms of funnel hacking and doing what works, but you know, really take the extra step to flavor and personality. I love it. Any parting words as we get close to wrapping things up now and implement, you know, go do it. It's great, there's tons of tools, so go out and you've got an idea, goes, you know, block the time off your calendar, whatever you got to do to implement. So that's my advice to any entrepreneur. Love it. Well thanks so much for your time and again that's picked snippets. You want to spell that out forms. They've got it. Yup. Pic as in short for picture and then snippets. S N I p p e t s, so pick snippets.com. Got It. Cool. Well thanks so much. We'll talk to you soon. Awesome. Thanks Dave. Speaker 3:       11:09         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview all, please just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as the you'd like me to interview more than happy to, to reach out and have that conversation with you so I can go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Speaker 3:       11:56         Thanks.

People always say “It’s all about the money”,  but why? Take a journey with Dave as he talks about his experience with Village Impact in Nairobi Kenya.   He explains why he feels that once your own needs are taken care of as an entrepreneur, you need to share the wealth.  Getting behind a purpose that you are passionate about will come back to you in an abundance of ways. Tips and Tricks for You and Your Business: Dave describes his experience the first day as he arrived in Nairobi and the emotions he felt (2:00) Getting behind a purpose (16:45) Remembering to pay it forward (19:25) Quotable Moments: "How can you be so happy, when you have nothing?" "It’s a lot easier to give it when you don’t have it,then it is when you have it." Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Warning, this is going to be a little controversial for some people. Speaker 2:     00:21           So with that said, uh, you probably saw from the title, this is your moral obligation to make as much money as you possibly can. Now I know a lot of people can think, oh gosh, I'm so tired of people saying it's all about the money. It's all about the money. Let me just tell you why, and I want to make sure you guys understand where I'm coming from physically and also where I'm coming from emotionally. So right now I am out. I'm in Nairobi, Kenya. I've just spent the last 12 days here and we started off and had the experience of being with Stu and Amy Mclaren's village impact. Now you have to understand, I've known Stu Stu Mclaren now for almost 12 years. He was, he and Russell were literally the second seminar ever went to. And is how I actually ended up becoming really good friends with both stu and Russell and all. It's become Russell, like a brother to me because of all the things have happened since then. But I want you to understand where I'm coming from because it wasn't long after that I met stew that I remember seeing a, a teleseminar, I believe is right around that Christmas, almost 12 years ago where Russell was doing a, a pot or basically a teleseminar. This is way before webinars and it was doing a teleseminar to help stu raise money Speaker 2:     01:50           to go and basically help people in Africa. And that's about all I knew. And then what's happened since then is I followed Stu and amy and I've seen, and I've been with Russell, I've seen stuff with Russell. This is Russell's third time out here. And for STU and amy, they've, uh, about seven years ago they started an organization called world teacher aid. And it, this, some while we were here, they just changed the name from world teacher aid to village impact. And what I want to explain to you guys, and hopefully I can convey the emotion and the feeling, um, Speaker 2:     02:27           and I hope that emotion and that feeling is what really connects you to why you have any moral obligation to make as much money as you possibly can. So we flew into Nairobi and when we got here we were met with Stu and amy and spent our first night in the hotel here. And then literally that next morning we were put on to little buses and I shouldn't even say buses. These are smaller than many bands. And we went out first to the very first village that they've ever worked in. And this is called a community called Shalom. And we pull in and you first of all, a little backstory for Stu and amy. They worked here in the villages of IDP camps in IDP camps are camps of people who are basically whose homes in about 10 years ago in 2008. What happened was there was a huge uprising and basically revolt against the government. Speaker 2:     03:33           And the way this whole revolution was taking place with people are going out and they were just slaughtering a lot of these village people and what the government decides to do is to get in front of the revolution and actually take these people out to save their lives and to put basically put them into the little camps. And so they gave up everything. They moved them, the government moved them and gave all that, gave them was a tin roof and said good luck. And then within the year, so the revolution was put down, the government maintained control. But the problem was you have all these people now, literally throughout these camps were all they had was a tin roof and many of them just due to the war and everything else and the violence. Many of the men who passed away. And so you have a lot of single women raising these kids. Speaker 2:     04:23           And so what student amy decided was this would be the place where they would work and they, they now have built 12 different in 12 different villages, a 16 different schools, some being primary schools and some being primary. And then also a secondary school, so we went to Shalom, which is the very first one and you pull in and you see these kids in uniforms and were greeted and they're so excited to have these little tiny little. It's six people to a little minivans, everything. And we'd come out of the sinks and they've got song and dance and they're just so excited that we're there and they want to show us everything. And so we went through the primary school and then we went to. And Russell took me over to the secondary school where there's two funnel hacker classrooms that were built because of funnel hacking. Speaker 2:     05:11           And I sat back and I was like in on shocks. I'm sitting there watching these kids who then went onto perform this amazing musical dance. And they were so excited that we were there. And I thought this is, you know, I was really exciting. This is really, really cool. But then we jumped in our little minivans and drove for the next four hours until we got out to this little tiny no poor village where they had just finished building the primary school. And we're coming just before dark and as we're coming in about a mile before we actually get to the camp, the streets are lined with the village with all from all the people from the villages. The kids were out there and they've literally been there for the last 10 hours waiting for us, waiting for us to get there because they were so appreciative of what we did. Speaker 2:     06:09           Well, this camp was brand new and so there was no uniforms here and the government hadn't gotten involved and I was just just taken back so emotionally to the point where I was like, this just isn't fair. It's not fair to. These kids have to live like this. I'm like, this is just wrong. And I got so angry and I was so mad at night just. And yet at the same time I'm seeing such happiness on their face. And so all of a sudden I'm so confused. I'm like, how can this be? How can you be so happy when you have nothing? So if there's something wrong, what am I missing? And this dancing went on for about an hour as we walk the mile into the camp and then they had this wonderful program for us and, and the kids, they didn't want to leave to go to their homes. Speaker 2:     07:06           And I was just sitting there going, oh my gosh, where am I at? And as we walked, we walked past these little shanty tin roof type of camps were the walls were just built out of sticks and mud and Dung. And we now walk in and we see the school, eight classrooms built out a cinderblock beautiful white and on the outside. And I'm sitting there going, oh my gosh, what student amy have done is just the impact is so immense. I can't even, I can't even imagine it. And then after the kids left, we had a little campfire and uh, there was about 20, 25 of us there. And I was sitting there and just thinking they went around and Ellen, who's been, who's on the board of village impacts, if you don't want you guys whenever just kind of shared the emotion they're having. Speaker 2:     08:02           And for me, I was just, I was overwhelmed, it's overwhelmed, I couldn't even, some people were saying anger and frustration and confused and others who had been there before, like Russell said, hope. I'm like, hope this is terrible, this is terrible. And I've never a lane. And then for us they've prepared this. We have tents and we have someone cooking our meals for us and I'm sitting there going what is going on? And I sat there just that night laying in bed and just thinking how, how has this, right, how is this fair? And I went through so many different emotions and the very next day we started and the kids are there at 7:00 in the morning and I wanted to go run over there and ellen and sue were kind of running is that you can't go over there yet. We gotta wait, we have to all go up at the same time or they'll just totally disrupt the entire day. Speaker 2:     09:00           And so by about 9:30, we walked over to the school and have the opportunity of painting these classrooms and have helped of working with the kids and planting trees and working with the kids to lay down a gravel rock. Basically trail path to where the toilets, which is all it is, is just a cinderblock to set a whole new ground. Basically two holes in the ground, separated by Cinder Block and a tin roof off the top of it and going, this is insane. But then the kids, oh my gosh, the kids would come up and what's your name? What's your name? They want to know who are we Speaker 3:     09:43           were and the hugs. And I just fell in love with these kids. And one's kid's name was Dave and he was my little buddy the whole time and some of the older kids, Clayton and uh, anthony and caroline was one of the little girls. And I, I just, I remember sitting, they just, they just lit up and they were so happy and so excited. We were there and I'm sitting there thinking, you'll each classroom costs about $10,000. That's all it is, $10,000 per classroom now classrooms changing their lives and I remember talking to stu about it as far as, you know, these kids only get one meal a day, one meal a day. Why aren't we feeding him? Like listen, if we educate them, there'll be able to feed themselves and they'll come back and they'll take care of their community and education is more important than food and I didn't get that until later when I had the opportunity to see in some of the kids who had had come back. The teachers were 17 year old girl, 16 year old girl who had gone on, gone through the school and come back and they were there to help and to teach in the village and to see their happiness and their smiles in these kids. Speaker 3:     11:07           Words can't describe and I hope some of you have seen my instagram or Russell's or Julie's or anyone else instagrams or I'm sure please check out funnel hacker TV. I will have some episodes there about how this experience was, but after we got done painting and building a trail, everything else, we didn't get to go play with the kids and oh my gosh, there was such such electric excitement and you could just feel their love and their friendship and their gratitude and they just wanted to play and they wanted a hug on you and they just wanted. I just wanted to love you. Just want to love and to know that someone cared enough about them five hours drive from Nairobi out in this little tiny village and they just, they just exuded happiness and love and gratitude and friendship and they all wanted to show us their homes. Speaker 3:     12:01           Can you, will you come see my house when you come see my house? Will you come see my house? I'm like, are you kidding me? And later that day we did, but before we go to that, I want to share with you the fun we had as we sat there and they brought in some bubbles and so we blew bubbles with the kids and these kids were chasing the bubbles all over the field and we were playing soccer with the kids and playing duck duck goose and seeing how happy. I've never seen her happier people who had so little in my life and yet they were just so the amount of love that was expressed to us, I felt. I felt like I didn't deserve it. I felt like I've done nothing. I paid for a classroom. That's all I did. And yet here you are just hugging and sharing your love and your friendship and you don't know me. Speaker 3:     12:50           And these kids were so happy and we had the opportunity. Being in the village there for four days. Last year was a real short day. But the emotional rollercoaster that you go on is just it. Honestly, six flags has nothing on roller coasters when it comes to the top roller coaster of emotions I had as I sat there and uh, they came, the government officials all came in one day to basically open the school officially and cut the ribbon and I got so angry at them consume at the government. It just reminds me of a, any other government official. And it was just like, you guys are taking credit for this, this is about the kids and care about what you have to say. And it just drove me crazy and hopefully, fortunately they weren't there very long, but I just thought, you know what, this is about the kids. Speaker 3:     13:40           It's all just about the kids. And then one afternoon we had the opportunity of going to visit their homes and uh, we broke up into three different groups and within walked 20 minutes, some of these kids travel anywhere from, from two kilometers to almost 10 kilometers and 10 kilometers is, or I'm sorry, five kilometers away, which is three miles. And they walk to school three miles in. As we started the walk, uh, I was with my wife and a couple of others and, and first thing we went by was the stream and there's this woman gathering water and these women are so strong. Oh my gosh. Amazingly, amazingly strong women. And this water is Brown. I mean it is like dirt, dirt, Brown. And I turned to our guide and I like that they're not going to drink that. Are they just, Oh yeah, as long as it's running, they'll drink it. Speaker 3:     14:39           I'm like, oh my gosh. And I just felt, I mean there's just that can't be healthy for him. And we kept walking in. Maize is just a huge. Corn is one of the main things that they live on. They grind up corn and amazing. They basically make a kick out of it every single day. And so we walked into this first little village in a little hut and it's all made out of sticks and uh, it's basically cow dung and, and water and clay that makes out the exterior. And there was two different rooms, a one room where they slept in the other room where they cooked. And there's no light, there's no electricity, and there's this little tiny fire and that's what they're cooking over inside and that's where they get their heat. That's where they get their food and outside of their place. Speaker 3:     15:31           They had had created their own little fence to keep their chickens in another little area for a cow and I was just. I was caught off guard by as we walked through there, how happy they were to share. They want to just come in to see their homes. They wanted us to share and to experience how proud they were. They'd gone. They had moved up. They no longer had a tin roof and little sticks around their house. They actually now had created their own roof. They've created their own house and they had their. They each had at least an acre and they grew maze and they grew and they had their cows and their chickens in the love with these kids and their families and it was typically there was an extended family member always living with them as a grandma or grandpa. And we walked back to the camp and I just sat there that night, I couldn't sleep and I thought, you know what? Speaker 3:     16:29           Every entrepreneur as a moral obligation to make as much money as they can to share it. Once you take care of your own needs, your very next obligation is you have to share it. You've got to get behind a purpose. It doesn't need to be village impact because impact is a great one, but so's operation underground railroad and sorted the other ones, uh, we, we spend time in. But find one and just realize that you've got a moral obligation to. You need to go out. You have to take care of your own needs first. But I would recommend even while you're taking care of your own needs, you need to start right now. Dedicated, attempt a tide. Give 10 percent away. I don't care where it goes to a church to charity to whatever you want, but start right now when you don't have it, because it's a lot easier to give it when you don't have it than it is when you have it. Speaker 3:     17:13           Everyone always says, oh, I'll give it what I haven't. Trust me people never do. So give it now five. I don't care. You could be flat, broke, busted, and listening to this. I hope you'll take whatever you get and if it's, if you only make $10 a month, give a dollar away and you'll find that the lord blesses you. And more importantly, that you'll find that you can live on less. But then the more you make, start finding ways of giving out to give to more. I Khaled and Russell have had, uh, taken care of a little girl by the name of Jane six years ago and have kind of helped her along the way. She's now at university and we had dinner with her and to talk and to listen to her and her, her journey and her goal. She wants to be. She wants to have her own restaurant where she starts French fries and she wanted to sort of soft drinks and pop and coke. Speaker 3:     18:07           And that's her dream. And we then met with another one, uh, who they'd helped. I'm 32 years old at this. The man who started in to get his degree but then ran out of money and that they were kind enough to help roughly $800 a semester to put someone through a semester of school here in Nairobi and he got on a motorcycle road three hours to the camp where we were to show collette and Russell his diploma and I just, I took a picture of it and I was like, you know what? $800 bucks a semester. $1,600 a year. Really? I mean six, seven grand and that person now has a four year college degree and that was going onto his master's. And I'm like, and as an entrepreneur you've got a moral obligation. You got to go out and make as much money as you can so you can change the world. Entrepreneurs, the only ones who can. And if you don't have it right now, you still have to give it, give away attempt. And then when you start making more giveaway more than a 10th and you'll find it always comes back to you. And I was just so, oh my gosh, I've got so many emotions and I. Speaker 3:     19:29           my only prayer I guess, is that you're feeling something deep down inside the descent. You know what I'm going to start giving now and not only mentally given out, I'm going to set a goal to make more and when I make more, I'm going to give away this month and want to make even more. I'm going to give away this amount and just realize that we live at, we're the we live in the most prosperous time of the world, and yet there's so many people who go without and you can give. He doesn't have to be all the way over here and Ken, you can given your own local community, but you've got to give and you've got to make as much money as you possibly can. Tell. Bless the lives of others to give them the opportunity to turn around and pay it forward. Have an amazing day. Speaker 3:     20:11           Please help me to get these podcasts out. If you don't mind, I would love if you don't mind going rate, review this on itunes. Share this podcast with anyone you might think it might benefit, and most importantly, if you don't mind, reach out to me. Let me know if these podcasts are a value to you. If it's helping, if there's topics you'd write you'd like me to talk about, please let me know. I want to make sure that you're getting value from this. I appreciate the amount of time that you set aside to listen to these and I don't take that lightly and I really want to make sure that you're getting valued, so reach out to me on facebook. You can send me a personal message there. Let me know what more I could share a same type of thing as far as instagram. You can reach out on instagram and just send me a private message. Let me know what more I can do to provide greater value for you. Have an amazing day and remember you're just one funnel away. You're one funnel away for your own financial independence, but you're only one funnel away from blessing lives of others. Go Speaker 4:     21:06           build that funnel. Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, please just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to to reach out and have that conversation with you so I can go to itunes rate and review this. Share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

A few months ago, Russell sold over $3 million from stage at Grant Cardone’s 10X Event. This was not just dumb luck. There is so much that goes on behind the scenes to get events choreographed just perfectly. Timing is everything when it comes to things running smoothly and optimizing sales.  Hear some of Dave’s tips on how to increase your ROI at events. Tips and Tricks for You and Your Business: Tips And Tricks For Event Hosting/Speaking (3:00) Allowing Enough Time To Close Sales (11:07) The Greatest Stage Closer Ever: 13 Steps (David Fry) (13:09) Quotable Moments: "You want to have that person typically speaking on the second day prior to lunch. That seems to be the day that we get the most sales." "Understand that when you are the presenter, you've got to allow time for sales and the transactions to take place." "You have to know the audience and you have to know how it's going to work." Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. All right, but this is kind of a wild experience I had just recently, and that is a little background here. Most of you guys are probably familiar. The fact that the Russell ended up doing over 3 million from stage at tedx event back in February. Uh, this is the second year we've actually spoken at grant's event and I just got a phone call or a text from them saying they literally just found out the place where they want to have next year's event. So we're looking at 2019 here on the calendar and this is, you know what Dave wanted to make sure that Russell's able to speak. Speaker 1:     00:45           We haven't booked the time yet, but we do have the location. I'm like, fantastic. Where's it going to be? We have to understand that like the first time a grants team basically said, you know what? They contact me two months before the event, so they did. We're going to have an almost 3000 people at an event in two months. Ken Russell speaking. I'm like, dude, there's no way in the world you're going to get that many people. I don't need that that fast. He said, oh, we totally will. Sure enough they did and the first event was was crazy. Well, last year we ended up at Mandalay Bay at the boxing arena with 9,000 people and I was shocked they were able to pull that off. Well, this time when he called it, they said, all right, Dave, you're never going to guess where this is. He says, in fact, since you're not going to guess I'm going to send you a video, so he sends me a video of grant on the pitching mound at Marlin's stadium in Florida and I'm like, what? Speaker 1:     01:36           He got to be kidding me because no one totally serious. We've contracted with the stadium, a major league baseball stadium to have grant basically have our next tedx event. There he goes. We'll plan it all around making sure that it's not, doesn't conflict with what, 10 x or I'm sorry, with funnel hacking live, but we want to make sure that Russell's able to speak. I'm like, how many people you're going to have? It goes, well, you know, we went from 3000 to 9,000. I think this time what we'd like to do is we'd like to get somewhere in neighborhood of 15 to 20,000 people at the video says maybe 25. I'm like, you've got to be kidding me. I said, do you have any idea how many people that she was? Absolutely. In fact, the only problem is we need to make sure that Russell sells a ton to help us cover this. Speaker 1:     02:22           Like, oh my gosh, and so now my mind's racing, how do you choreograph a major league baseball stadium event to have a back of the room type of event and type of sale. So what I want to talk to you guys about today is realizing all that goes in to the choreography and the behind the scenes to make the amazing selling machine that takes place on stage. Actually happened behind the scenes, so a couple of things, uh, anytime I get asked by people as far as Deb Russel speak, my right now, he won't. He typically doesn't speak to audiences of less than three to 5,000 people, but even at that case when we do have that many people, there's a lot that goes behind the scenes. First of all is the actual time slot. Now realize if you're hosting your own events or you're speaking, these are some things you need to pay attention to. Speaker 1:     03:18           One of the most important things we found over all these years is the best time for Russell to speak and this would also go for any of whoever your best closer is. You want to have that person typically speaking on the second day prior to lunch. That seems to be the day that we get the most sales and I'll talk to you a little bit about how it has to be set up to make sure that happens. So understand the. There's a couple things about making that all take place. That really works. The first thing is on day one of any event, there has to have been some sort of a sale. You never want your number one keynote closer to be the first sale. You have to warm up the audience, so warming up the audience. A typically like at grant's Tedx event, he is the one on the first day who will usually pitch something and what you're doing is you're. Speaker 1:     04:07           You're warming the audience up for two things. One is that there are going to be additional sales and offers are going to be made, so they're not caught off guard by that. But the other thing is you're warming up on how to actually make the transaction. So the key to this is we've done this at funnel hacking live for years and you'll find on our first day of any event, the very first thing that takes place or one of the things that takes place on that first day is we always have a charity donation. Now realize the reason we're doing is we actually care about the charity and want to make sure that the charity receives money, but their strategy as far as why we don't put the charity event at the very last part of the event. And the key to this is we want to make sure that people understand and feel confident in getting out their credit cards with their wallets. Speaker 1:     04:55           They actually spend money. So what you'll find is you have to convince, not convince, you have to condition people on where to go. So for us last year at funnel hacking live, if you were looking at the stage, it was in the back, it was behind you in the back left hand corner, that's where are our sales booth was. If you were at the TEDX event again at grant's event, you had the stage and the floor and then you had all the floor seats, then you had a section of seats, and then there was the main walking, the kind of the first level. And then there was a second level above that. So on that first main level, um, through portal 109 is where grant had 10 x HQ and Tedx HQ is where all of the transactions were made. If you've got questions, if that's where you went. Speaker 1:     05:44           And so he'd conditioned people, they taught people and train people that that's where you're going to go to actually purchase things. And this is super critical when you have your own events that you let people understand how this is going to take place. Um, with that said, at funnel hacking live, we ended up usually in years past, we've done world teacher aid this year we added a world teacher aid is now village impact, but I'm with this year we ended up doing a operation underground railroad. And again, the same thing. All the, everybody was conditioned to that is the area where this is actually going to take place. Now, with that said, some of the things that have to happen is you've got to make sure that's a very easy, pleasant experience for people. And what I mean by that is you want to make sure that that is a very, very well staffed area, that people get their questions answered, that they're able to go through the process quickly, that there's enough clipboards, there's enough or reforms, what APP, whatever you're going to do, you got to make sure that you train people, that it's smooth, easy transition. Speaker 1:     06:47           Uh, the next thing is when you're taking a look at the sale, typically I can tell you the best, if you're going to give people time, the best amount of time for most stage presenters is 90 minutes. They're going to take about an hour to go through whatever content they have in about 30 minutes for the close. I've done it less than that, but every time that anybody asks for, you know, said, you know what, we've got to go 45 minutes or an hour for Russell. I'm like, it just won't happen. I'll pass on that anytime. So if you're a stage presenting, realize, uh, find out what your, what your most comfortable closing time is. And if you have an event hosted, realize you're best at right around the 90 minute mark. Um, some of the other things to pay attention to is to really understand that people need to know how to buy. Speaker 1:     07:34           And the concept behind this is whenever taper example of is on stage, or if it's you and you're selling, you typically are want, you're going to want to meet people in the back of the room by the sales table. You're not going to want to stay up at the front. And I've seen a lot of stage presenters make this mistake too where all of a sudden you have got all of the people who have questions or up in the front and it's taken away from what you're wanting to create it as this whole idea as far as back of the room table rush. So you need to make sure you get to the very back as soon as possible. It's, I can tell you, I've had this happen twice in the last year with Russell to where he, I was in the back and I literally couldn't prevent people from swarming Russell and I couldn't get him back there and it, there's just a disconnect. Speaker 1:     08:20           So realize if you are hosting the event, you want to make sure that you've got security or anything else that you can actually help get that person to the back of the room so that all the questions are being asked and are being handled. And so as people are looking at it for social proof, they see that everybody's in the back making transactions and that they should be a part of that. Otherwise you've got a divided room and it's super confusing to the people who are on the fence whether or not they should buy. Where do they go? Um, the other thing is you want to make sure that you have enough time afterwards, and this is why I always look at, I typically want it right before lunch because those people are not going to be action takers. They're going to leave and go to lunch. Speaker 1:     08:58           I don't, I don't want them around because they're typically the naysayers. Um, I had a situation happened with Tony robins group, uh, just two weeks ago, three weeks ago when we got an answer down where I told them, listen, it needs an hour and a half to sell and I need at least 30, ideally 45 minutes afterwards to close the sales. And they're like, well, you know what, we typically get 15 minutes dave, and that's it. I said, well, you know, it doesn't work that way. And the other thing is they, what they wanted to do was to have, have the transactions take place outside, in the hallway by all the other vendor booths. And I said, no, that's not going to work either. I need the table brought in right at the back of the room. I was like, well, we got fire code issues and everything else that you don't have to have the table there until the very too. Speaker 1:     09:44           We're just about ready to go. So it's not blocking one path or anything, but when we get close I want that table back there. So we negotiated to make sure there was a table in this case for Tony's group and it was literally right in front of the ab table and the risers and everything else directly in the back. I told him, listen, I need to make sure we have at least 35 minutes to 45 minutes afterwards. And they said, ah, you know what, we can only give you 15. I negotiated when we settled on 30. And what happened was they saw such a massive table so they gave me 45, but then all of a sudden they got nervous and started panicking and said, you know what Dave, you got to close it down. And I'm like, listen, I'm not going to close this down because it's not fair to the other speakers. Speaker 1:     10:23           I'm like, you asked us to sell. We're here to sell and we're going to close the table. And so I got about two another seven, eight, 10 minutes. So we're almost pushing like 45 minutes to an hour. And they said, listen, I will literally come and move those tables myself. You have to get out. It's not fair to the next speaker, so realize you have to know the audience and you got to know how it's gonna work. I can tell you when we closed at grant cardone's, you meant it was most of the people didn't even hear the next two speakers because they're too busy filling out order forms and also be in the back taking pictures with Russell. So understand that when you're, if you are the presenter, basically if you're a coordinated an event, you've got to allow time for this sale and the transactions to take place. Speaker 1:     11:07           If the salesperson, you've got to make sure that you've set yourself up to allow enough time to close those sales. One of the things that we've done extremely well in the last, uh, two major sales that Russell's done one at 10 x and one at funnel hacking live. And that is, we've actually, we added in a scarcity and urgency aspect to it, which I highly recommend to anybody who's doing this. And that is as, as you are the closer the person onstage, we, you're basically saying, you know what, what I love more than anything is I love to be able to get pictures with people who are action takers. And so anybody who takes, he takes action right now. We're going to be at a booth in the back here and you can actually come and get a picture with me. And what that'll do is you can keep that picture. Speaker 1:     11:49           It'll be, uh, it'll be symbolic for you as far as your time where took action. It'll be a reminder for you to continue to follow through. And so all of those things kind of came into place. So now you've got urgency because Russ is only gonna. Be here for a certain period of time. You've got scarcity due to the fact that the time, the timing literally is just going to be about two hours. And then the other thing is you've got to commitment that's been reinforced and will continue to be reinforced as the picture that you sent back to them. And it's a way of continuing reminded them to stick to the program. And Speaker 1:     12:23           what I've seen happen a lot of times people say, yeah, I'll just do a picture with you afterwards. You want to make sure that, uh, that people see that that picture has value. That picture now all of a sudden has a ticket price of a thousand dollars, 2000, 3000, $500, 18th at whatever price point. That picture now has an immense amount of value people and it's gonna help them not only stick the product, but more importantly reinforced their buying decision. A couple of the things to understand is when you are, and again I'll talk to you probably on a different podcast about this whole concept of understanding the importance of, of really setting the stage so that you can close effectively over time. Speaker 1:     13:09           But right now what I want to do is I want to kind of go through. I had a dear friend of mine, David Fry, because I've known for years, his wife actually roomed with my sister at Byu and Ingrid is just the sweetest woman in the world. And David's just got a heart of gold. It was really neat. He actually a facebook post and I just found that this more a Zapier as I cleaned out my office said this is the greatest stage closer ever and it's, it's his notes about what he saw take place at funnel hacking live 2018. And so I want to kind of go through and show basically the 13 steps of what he saw from his perspective. Know, add some other stuff here. So I basically have just a great stage clothes ever. I've been going to the market center since early 2001 and on Friday and funnel hacking live or what is the greatest stage clothes I think I ever seen for marketer. Speaker 1:     13:55           It was like watching an Oscar worthy moment. It was truly a marketer's poetry in motion. It was amazing to behold. Here's how it went down from my perspective. Again, this is David fry speaking here. So step one, have all the two comma club winters and deck him million funnel winters walk across the stage, massive social proof. So realize if this is your event and you're gonna, be selling something later, make sure that you, again, the one main reasons we give out these awards at the event and do the recognition is it provides social proof before the offer is actually made. Later. Speaker 1:     14:27           Step two, we said was hold a presentation given by five super coaches talking about how they would create a million dollar funnel each coach teachers in their respective areas of expertise. Here again, his whole thing was this was massive authority. We're now Russell's basically not selling himself. He's selling his other coaches and he's allowing them the opportunity of establishing their authority, their credibility, all of front during the event. A step three said, was creative vision out people's lives will be different if they could create their own million dollar funnel step for introduced a coaching program with the promise that'll help the average person create a million dollar funnel within the next 12 to 18 months. Explaining to prospects how each supercoach will be. We'll specifically be helping them to achieve the goal. Step six, introduced the discount of today price and how much it actually costs will be if they wait for a couple months when they launched the program again. Speaker 1:     15:16           So this is one of the things that, uh, we had a lot of success with and we've done this before. Anytime we roll out, we did the same thing with our certified partners program and did the same thing with, uh, any large coaching program where anytime it's the first time will tell people, listen, this is the first time going through it. There may be some bumps in everything. We've tried to work it out. We've tried to make it the very best possible, but you are going through this as kind of our Beta Guinea pig type of stuff. You'll get the results, but because you're willing to trust us right now, we're going to give this to you at a discounted price. So here all of a sudden they realized that there's some urgency to it because of the fact that this price isn't going to stay down. Speaker 1:     15:55           Uh, the next thing then was a step seventy cent, explain how their potential income could dwarf their required investment and again, how their life will be different if they invest in the program, achieve the same results that all the previous winners have. Step eight, make it non money back downpayment offer that allows them to attend a luncheon that big, uh, that will explain in detail how the coaching program will work and let them decide if they want to make a monthly discounted annual payment. Now, let me kind of talk to you about this. This is one of the things we worked with a company called sage and Barium blue are both just amazing, amazing individuals and I highly, highly recommend that to anybody who's hosting events. A barry and blue have this Speaker 1:     16:35           amazing ability as kind of a behind the scenes look, they've been event planners for years, but the best part is they are also marketers. And it's very rare that you get a marketer who's an event planner and assets they've actually seen and have experienced and have the opportunity of, of testing a lot of different, uh, stage presentations. And so one of the things that they've seen happen and which we kind of implemented was this idea as far as listen to. The only thing you have to decide today is whether or not this is something eventually that you're going to want to do. If you're all in on this thing and you just gotta decide whether or not you're on a payment plan or annual or an annual onetime pig. All we're asking is that you put down a one time nonrefundable deposit of 800 bucks. Speaker 1:     17:21           And what that does is it all of a sudden it lowers the barrier of entry. In our case it was $18,000. Now this is only an $800 purchase requirement that they're up against. And it makes it much easier for a person to say, you know, I'm willing to. I'll spend $800 bucks to then make the decision to decide whether or not I don't want to do an 1800 bucks a month or $18,000 one time pink. But it gets. It gets people who are buyers to become buyers right then and there. And it gets those people who are sitting on the fence think, you know what, I don't have to come with 18,000 now. In fact, I've got the next 45 days to actually make $18,000 payment if I want to do it that way. Or I'll just go on a monthly. Uh, we ended up doing a luncheon and the luncheon was there was them plus a guest in the future. Speaker 1:     18:03           We probably, I don't think we'll do the luncheon. Um, it actually, for us, it actually distracted. I've Seen Jeff Walker, Stu McLaren, Erica roped and some of these other guys do the same type of thing where the luncheon was, was beneficial for them for us. Do the amount of people who came into the program. We oversold it. And so I don't think for us, we'll probably, you'll see us do that again. But again, for a smaller group, it probably, it might work really well for you. A step number nine was make the cutoff with their final decision the next morning after the first presentation to allow people to think it over. This takes away all the pressure. And we actually saw this happened extremely well where, uh, people who wanted to make the decision made the decision, but others who were on the fence too often at an event, it's like, listen, this event, this offer expires in an hour or this offer expires the end of the day. Speaker 1:     18:55           And it's hard for people to swallow that the dollar, the price amount where there aren't to be able to do it. And so it allowed them basically we've got, we gave them an extra day to kind of figure this thing out and see if it made sense to them. The last thing we wanted was people refunding for feeling like it just didn't make sense. We want to make sure these were serious buyers to step 10 was delivered and overcoming false beliefs presentation the next morning to help increase the persuasion factor and get people to take a leap of faith for themselves and their families. So this week was done with uh, Brian Bowman. Brian is the most amazing man in the world, actually the podcasts with them. Gosh, one of the very first podcast I did, he's just got a heart of gold and he got up and spoke about some of the things that he's gone through in his life and right now as far as with his wife and some of the things that she's been dealing with as far as lyme disease and it was. Speaker 1:     19:47           I can't, gosh, I can't say enough about Brian. He's just the most amazing guy in the world and adjust just care so much about people and so this presentation wasn't a a hard pitch. It was Louis just as Brian just talking about overcoming false beliefs and the things he's had to do and it. I would highly recommend that if you're going to follow a pattern like this, that you do something where you have someone else besides. You talked about overcoming false beliefs and the things they've done in their own life. Step Eleven, David said here was let a second speaker who has nothing financially. The gain from people purchasing who is already signed up for the program itself. Give more reasons why they should take the leap of faith and make the investment. Well, we had so much fun with Myron. Golden Myron is just. Speaker 1:     20:32           Mine is a good old boy from the south and I just love Myron at East is so much fun. Seriously, aside from being an amazing Golfer and having dealt with polio and being from basically trash man, the cash man, some of his. He's just got this awesome religious background, super based in the Bible and it gives a ton of of just very, very strong abilities to help people understand why they need to basically take the steps necessary for them to to really move forward. And so the first one is overcoming false beliefs and Myron is actually was just overcoming any believer for any issues you might have. A step 12 is that was caused by telling the prospect exactly what to do next and give them 20 minutes during a break to do that next step and that next step again was signing up for us. Speaker 1:     21:22           What we ended up telling them is listening. This is closing down in the next 20 minutes because we have to let the chefs know how many planes to have prepared for the luncheon that is learning can take place in about an hour. And that was, again, that was not a false sense of urgency and scarcity. It was totally true. There's only limited amount of space in the, in the ballroom. There's only so much food that's there. And we had to make sure we had enough. The irony to, for, for us is we actually had planned on a really, our goal is right on 250 people. We ended up doing double that in fact just over almost 600 people and so we aren't having to move it to a separate ballroom. And so the hotel staff is moving things around like crazy. But again, it's uh, it was uh, a real issue where we had basically 20 minutes to kind of scramble and make it all happen. Speaker 1:     22:12           A step 13, he said it was allow some for. Those were to funnel hacking live. You'll get this if you weren't there. This will make absolutely no sense to. You said a step 13, allow some random dude to come onstage, take hold of the mic and start spouting off some religious. You can do it Mumbo jumbo and then watch them get escorted off by Dave Woodward. Lol. Yes. That actually happened and that was. It was kind of a weird situation, but so really the, the 12 steps as I went through it, he then David went on to say, you know, I probably missed a few steps and there's probably a lot more to it, but it was masterful. It was the most masculine clothes I've ever seen and the results speak for themselves. There was a line of people wrapped halfway around the massive conference hall waiting with money in hand. Speaker 1:     22:50           $18,000 to be exact. Great job to Russell Brunson and screws. We're putting on a marketing spectacle to behold, it was amazing. He has. I honestly believe from the bottom. My heart. Russell wants every single person who signed up to be in the two comma club winners circle next year. I hope this team can deliver on a great coaching experience this year and everyone does end up in the two comma club. So David Fry, thank you so much for that. That facebook post. Um, most importantly, I hope you guys understand how much you really have. There's so much choreography and I didn't go into all the detail this time as far as how the bags were placed in 10 x and all the different pieces to it. But I'll probably end up doing that on a later one. Russell did an amazing job at a, on one of his market secrets podcast going through this as well. Speaker 1:     23:34           I highly recommend if you're doing an event or if you're speaking at an event, spend the time, do the research, immerse yourself in this kind of stuff. It literally makes the difference if it's at least a 10 x multiple. And what I mean by that is, uh, I had two friends who also spoke at Tedx with rustling a guys I've known for years, both great stage presenters. And they basically got on. They saw what we were doing the night before as far as where you literally put bags on every single seat, 9,000 seats with an order form and and a ton of other social proof and things in there, kind of on a sneak attack. And they're like, holy cow, you guys are going through a lot of work. Why are you doing all this? And you guys don't understand you're sitting in front of 9,000 people. Speaker 1:     24:16           You got the opportunity of literally having over a million dollar pay day. And they're like, well, we're just going to have our bid. His go to the APP like grant told us to do. And I'm like, listen, I've, I've specialized in understanding sales, psychology and choreography of an event and that will literally backfire on you guys. And sure enough they made sales but nothing, no close. In fact, we ended up, as far as all the sales, uh, I think all the other speakers combined did about a million. And Russell ended up with over 3 million. So realize that if you spend the time, you actually, and you choreograph this thing correctly, every single one of these can be a huge cash cow for you, but more importantly and that the whole reason you're really doing this is it allows you the opportunity of serving people at the very highest and best level possible. Speaker 1:     25:07           So always make sense to you guys. Have Amazing Day and again, I appreciate so much taking the time to listen to these podcasts. If you don't mind, do me a favor, a rate and review this on itunes and let me know if there's things that you're liking about the podcast or things that you don't like. It just pm me on facebook or send me an email, David clickfunnels. I really do appreciate your feedback. I read every pm. I look at every single email, especially those that are focused on things I can do to, to better enhance this. Uh, as I mentioned, most of these podcasts, I ended up interviewing other people. I've done a couple of my own in here recently and I'm just trying to kind of find out if you guys like the ones I'm throwing in and do it myself or if you prefer the interview content, the interview format, uh, just let me know. I'd appreciate it a ton. So she's got a Dave Woodward and pme on facebook or Dave at clickfunnels. You can send me an email and please go to itunes rate and review this and let me know what you think. Thanks. Speaker 2:     26:04           Hi everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if you'd like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Dave speaks about his trip to Nairobi, his tour through the Kazuri Bead Funnel and how great of an experience it was touring the factory and getting to know the friendly staff. He discusses the effectiveness of this funnel, the functionality behind it and how you can implement a similar philosophy into your personal funnel and increase the value of your product instantly. Tips and Tricks for You and Your Business: How the Kazuri Bead Funnel Operates: (2:02) Increasing Intrinsic and Extrinsic Value For You Product: (12:00) Increasing Commodity Value Through Customer Experience (12:44) Quotable Moments: "How can you get people to understand the value of what we're creating." "When you have things that other people consider a commodity, you've got to create an experience. You've got to find a way of actually making sure that these people, whoever your clients are, have an increase in intrinsic value as well as extrinsic value associated with the actual commodity or product that you're selling." "What type of an experience can I give to people who are coming in to buy things from me?" Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Speaker 2:     00:17         Hey everybody. Welcome back and most importantly, welcome from Africa. I'm actually out here in Nairobi right now and just had this crazy cool experience that I thought I need to make sure I share with everybody. So somebody may have seen a long time ago there was a movie about a dusty old violin. It was being auctioned off and the auctioneer got up and said, you know, who will give me a dollar or $2? And you see these bids come in at three, four, five, $10 or something. And then all of a sudden from the very back of the room walks this older gentleman up to the front and he grabs the violin from the auctioneer and he tunes it a little bit and he strums it and then all the sudden he begins to play and he plays this almost angelic melody. And soon the bids start going crazy. Speaker 2:     01:06         $100, $500, a thousand dollars, $5,000, $10,000, and eventually ends up selling for tens of thousands of dollars and it's all because of the experience and the value that was created because of somebody else. And so I was sitting there thinking about how can you do the same type of thing to your audience who you may not be able to see or no, you're not around in your funnel. And so while we were out here, we had the opportunity of going to the [inaudible] bead factory. Now here in Nairobi, uh, back in 1975, an English woman dot. She would do something that she could actually somehow give back to the community. At the time, there was a ton of displaced single moms and she's up know what could we do to, to help. And so she started with just two women and they started basically making these handmade beads and these beads were unique and they were special. Speaker 2:     02:02         And yet as they started to sell these beads, it was just a commodity like anything else. And she's not, you know, how, how can people get people to understand the value of what we're creating. And so she created the whole cause you were a bead funnel and I want to walk you through how this funnel actually worked. So let me kind of tell you the story. We ended up, we started off over in a different village helping out a lot of these, a lot of people from Kenya and we were back just for a short period of time before we were taken off to a safari. So one of the things that a student, Amy Mclaren from village, in fact that's the organization I'm out here with, one things, they would want to make sure that we all experienced the Kazoo reburied funnel. So what we ended up doing, we took 60 people basically loaded up in buses and we headed over to the factory. Speaker 2:     02:54         Well you can't just walk into the factory and you can't just go buy beads at the. You actually have to go through the tour. So step one is you need to make sure that if you've got a thing, especially people feel like it's a commodity, you've got to find some way of creating an experience. The experience that the Missouri bead factories created changed what you would think of as cheap little clay beads worth, you know, two or three, four, five cents into literally tens if not hundreds and even thousands of dollars. So let me take you through the step by step. It's very first thing you end up doing is you're, you're met by a guide and our guidance name was caroline and caroline was super excited, tons of energy and just exuded this happiness. And she then told us a little bit about the story of how it got started. Speaker 2:     03:46         And then she took us into, show us how the beads are actually made. So you walk into this little tiny room and here was a table of about 30 women that 15 on each side and they were rolling these beads. And so there's, first of all, she answered. One of the kids was with us, some clay and then she painted that clay off. So every single one of us gets to actually touch, touch and experience the clay that they were using, and then she went onto show, show us. You have to understand that this isn't just like any old normal clay. This clay has magical properties to it. In fact, he's magical properties. It comes from a certain part here in Kenya and what you'll find is, and she gives us a bead that had just come out of the kill and it was already cooled off. Speaker 2:     04:30         She goes, unlike other normal beads, when you drop them a big cracks and shat or it shatters and she all of a sudden drops. This bead throws this beat on the ground and it bounces and like, whoa. All of a sudden the the objection of, well, I don't think I can afford to buy these beads here because I'm afraid they're gonna. They'll break while I'm in transit. That objections just shattered it. Whereas the bead is totally intact and then she goes on to start talking and she introduces us to Mama Adeline. Mama Adeline is sitting at the very, very front of the table. She's the most experienced bead maker. She's been here since 1975 and she starts talking about how amazing Madam Adeline is and how Madam Adeline actually has trained almost every single one of these women in here and because of that, they have all captured her same experience in bead making and they now they started off with just two women. Speaker 2:     05:23         They now have three over 340 different women who come in every single day. They work six and a half days a week and are five and a half days a week and their whole job is just to making these beads. So she'd been basically helps us understand these crazy amazing that these beads are. And then from there she continues to help us understand that these beads, as each one is handmade there not only handmade, they're also going to be hand painted and she'll take us there and just a minute. But before she does that, she decides that she's got engaged. The troublemaker in the group. The person is not paying attention because the last thing she wants to do is to have any problems with not being able to connect with everybody in the group will. Unfortunately, the troublemaker was me and I was talking to the back and was on my phone and doing some other things and so all of a sudden she asked my name and I'm like, oh, my name is Dave, and she goes, would you make sure that everybody gets the same place right away because I don't want to make. Speaker 2:     06:23         I want to make sure no one's left behind. So all of a sudden now I'm engaged. I'm the one and she starts calling out anytime someone's lagging behind the gate. Can you get them, Dave, can you get them? Dave, can you get the hurry? Hurry, we want, we don't want to make I wanna make sure we get through this real quick and she then engages me and she then takes us up to this place where they are now throwing clay and making pots and plates and these plates were like perfectly made to. You literally could eat off these things. I mean, they were handmade, but they look like they'd been impressed and it was just awe inspiring you, these two guys who are just sitting there literally with it was kind of like the movie ghost, probably the most romantic movies out there as far as, uh, uh, I forget the woman's name basically. Speaker 2:     07:09         She throws the clay on there and she basically manipulate this clay into becoming exactly what she wanted it to do. And all of a sudden I'm sitting there and thinking, I have to do this. I got to be able to do this. And so I asked, one of the guys said, you mind if I do that? He's like, sure, let me finish this plate. So now everybody's engaged and everyone wants to see me actually try to play with this clay. And so he pinches off the certain amount. That's exactly the size for a bolt for a plate. And then he goes through and literally, probably one of the best coaches I've ever seen. I've never thrown clay in my life. And I thought, I'm going to have this thing spinning. It's gonna break everything. I'm going to have this huge glob of clay, fly off the wheel. Speaker 2:     07:50         It's going to shatter it's gonna break all the plates that they've already made and yet he coaches me on the speed. He coaches me on exactly what they do to make sure that it has the right thickness, that there's the right edge and my plate actually turned out pretty good, but now all of a sudden I'm thinking I've got to buy a play. So from there we then leave that part and she talks now about the fact that all these beads, as soon as they're handmade, they didn't have to dry for three days and after they've tried for three days, then they go into the kiln and she shows us where the kitchen is and the how, how long they have to be fired at the temperature they have to be fired and how long they have to then cool. And then once all of that's been done, then they get the opportunity of being painted. Speaker 2:     08:33         So if come follow me and let's go in and I'll show you the next step. So we didn't walk into this room have probably about 50 women each one meticulously hand painting every single one of these beads and the beads were just, I mean all these crazy bright colors and and they were. Each one was customized. It just the most amazing thing in the world. And again, she's like they'd hurry, you've got to make sure people keep up and so she's not allowed us to get to engage and stop everything because she wants to sell something at the end. But at the same time she's making sure we experience every single thing and we literally walked kind of serpentine through two or three different rows of these beads. And then she takes it into a room where now she's got all the beads and they're just loose beads. Speaker 2:     09:17         She goes, you know what, if you want, you can buy a bag of loose beads. It's only like five or 10 bucks. But if you want, if you'll wait, I'll show you where you can actually get these beads and the ought to be created for you. They'll be in a beautiful necklaces and bracelets and find artwork on the wall. And all the plates and everything else, but you got to wait for that, but if you want you can get them for cheap, real cheap here, but they won't be designed and they won't be made just the way you want them. And like, oh my gosh, this is crazy. So she then goes on to tell us that each woman can create anywhere from 800 to a thousand beats a day and we now have the opportunity now of being introduced to the shopping cart. So we leave, we leave where the glass factory is or the beef factory is and walk outside into now where we've been introduced to buy whatever we want. Speaker 2:     10:06         So we've now I've experienced this crazy thing of seeing these women hand painting of rolling these out perfectly of these guys literally throwing a pot or a plate on these wheels and it was just the most amazing experience ever to where now the value of these crazy plates and have these beads. They're not like five or ten cents a piece. These are like two, three, four bucks per bead. And now it was. You put them all together and you walk in to the shopping cart and it's this beautiful display of necklaces and bracelets and fascinating wall art and it was just awe inspiring. You're like sitting there going, oh my gosh, this is insane, and then you're handed personally a a shopping cart or a little tiny bats. Not more than just a little bag. It was actually a shopping basket that you would get a at any Albertson's or something like that where you are, have this round your wrist and she goes, fill it up, get get some gifts for everyone else, and so now you're encouraged not to just get one or two pieces. Speaker 2:     11:12         You're encouraged to fill your cart. And she then goes through and talks about, oh by the way, don't worry if you don't have to worry about pain in in Kenyan shillings, we take mastercard, we take visa. We've been take American Express and to go, oh my gosh, this woman is amazing. And then after a few minutes she goes, you know, how can we help? I'm more than happy to help you find what's the perfect gift? Who are you looking for? And she then helped us go through and every single one of us walked out of their pain, hundreds of dollars for beadwork. It was the most amazing experience ever. And then she goes, and then as we're leaving, oh, by the way, your tour guide, the tour is free, but your guide works on tips, so if you don't mind, please tip caroline. And so after we spent all this money, it's been the upsale real quick. Speaker 2:     12:00         Oh, by the way, make sure you give a tip, and it was the most amazing experience ever. All this in there. I was just going, oh my gosh, this is how you have to sell. People don't understand when you've got the things that other people consider a commodity, you've got to create an experience. You've got to find a way of actually making sure that these people, whoever your clients are, have an increase in intrinsic value as well as extrinsic value associated with the actual commodity or product that you're selling. The extrinsic value for me was sitting there watching these women and an intrinsic value. I'm sitting there thinking of all my kids need something for sure and my wife wants something, so we ended up buying something for my daughter in law. We ended up buying something for my mom, for my mother in law for, for my wife, for my kids. Speaker 2:     12:44         All of a sudden I wanted to. Everybody experienced this and that's how funnels work. That's how experiences work. That's how when you can take something that other people would just be a commodity that you could pick up at off the street corner type of thing here in Nairobi, but to get a Missouri bead you've got to go have the experience and now because you've had the experience, the value is so much more intense and so much more valuable to where I would literally, if I saw someone say, Hey, I was in Nairobi and I got some beads. It's not. Did you get some beads? Did you get [inaudible] beads? If you didn't get Missouri beads, then you didn't get real handcrafted beats. Otherwise, your beads may have come from China and then import it over here, but if you've got the [inaudible] beats, you got the real thing. Speaker 2:     13:27         That thing that actually employs a whole bunch of 340 single moms beads that actually don't. When you throw them on the ground, they don't break beads that are hand painted and hand handcrafted. It was just fascinating to me to see how they took a commodity and made an experience, so hopefully as you listen to this, you're thinking, what can I do? What type of an experience can I give to people who are coming in to buy things from me? For me, it's all about the experience. I'm a huge. The gifts and things don't matter to me, but the experience that's worth everything, so make sure that you're creating some sort of an experience for your members, for the people who you're buying from. All of that is that's how things are sold, so create the experience and have a ton of success. Remember, you're just one funnel away. Speaker 2:     14:16         Keep crushing it and if you don't mind, I would love if you could go to itunes and rate, give five star review and give me a review. So rank and review this for me. I'd really, really appreciate it. We're trying to get this. Literally, I want to hit a million downloads before the end of the year and right now we're around 700,000 so I'd really appreciate your help if you don't mind sharing this. Go out rate and view it. Have an amazing day and again, remember you're just one funnel away. Everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me where I'm Speaker 3:     14:52         trying to get to a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Till Boadella: Till Boadella is a serial entrepreneur and digital marketing expert who helps small businesses get more traffic, generate more leads and make more sales. In 2017 he made $170,000 in seven days with his own product launch. He now helps successful business owners make an extra $50,000-$1,000,000 per year in the backend of their business with product launches. Tim is the mastermind behind some of the biggest product launches, marketing campaigns and e-commerce stores in the world. He discusses what does and doesn’t work in marketing and business. Tips and Tricks for You and Your Business: Creating An Audience For Product Launch. (7:19) How often should you create content? (8:25) Building a launch list (12:45) Quotable Moments: "A lot of people expect that they invest in something and they want it to work right away." "You're building the type of rapport with them [the people] and then turn around and basically giving them exactly what they wanted." "The relationship with your list is so much more important than the size of your list" Other Tidbits: It’s important to build a solid relationship with your list and provide value to that list. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Speaker 2:     00:18           Welcome back. I'm Dave Woodward, your host here at funnelhacker radio. I want to introduce you to till boy della Tillikum to show thanks for having me. I'm super excited. So us zero online entrepreneur who's makes multiple six figures a year. Coolest thing. Actually it was last year, 2017. He made 170 grand in seven days with his own product launch, but since then he's gone on to help others really maximize their back end to anywhere from $50,000, million dollars on the back end of their businesses with product launches and product launches. One of those things you don't spend that much time talking about. So I thought it'd be fun to bring till on here. I'm going to talk about some of stuff he's doing. Most importantly, how it can be a benefit to you and obviously a lot of you guys who have followed us for a while, we started off years ago, one of the first step funnels we ended up making was a one for Jeff Walker product launch formula and did some stuff with that. Speaker 2:     01:05           But let's kind of dive in and said, tell people a little bit about what you're doing and what's working for you. Um, so basically, uh, was in Jeff's program a few years ago in the plf, I think that was in 2013 or 14, something like that. Um, I remember back then I didn't have the money to pay for his program, but I used the payment plan and I went into a bit of debt know entrepreneur, that's how it works. One hundred percent. So I got into his program on the $200 per month or something, payment plan, uh, went through the whole program and solve these other people doing these launches, you know, everyone in the industry was kind of using jest formula or a lot of people. So, um, yeah, I dove into it and I tried a couple of launches by myself. Those didn't go so well. Um, I realized that this is one of the things I have people talk about all the time that his will, should I spend a whole bunch of time during a product launch and what if it doesn't work? Speaker 2:     02:09           So let's talk about when it doesn't work, what happened, why didn't it work and what'd you learn from the mistakes? Um, I think when you do a launch to the audience is literally one of the most important parts. Um, so the launch is kind of like this formula that works, but you need to have a really solid audience in the good offer for them. So I would say in the past I was doing launches and I didn't have the right audience and it didn't have that offer. So I was doing these launches with weak offers, kind of selling to the wrong people. And those launches didn't work well in once I had a really, really, you know, irrationally passionate audience and a really crushing offer for them. I was using just formula and it just took off like crazy. So I think it's, it's really about the audience and having the offer and then Jeff formula just, you know, takes that in and creates that, that magical a chemical reaction where people just go crazy and buy. Speaker 2:     03:13           I love it. I remember years ago working with Dan Kennedy, some things he always talked about was message, market match, and you've got to have the right match for the right market and you got to have the right message. And I think, uh, one of things we spend a lot of time on here and that's the offer, so help people understand when they're trying to create a good offer. What, uh, what are you looking for in an offer that actually works for lunch? Um, well, first of all, I want to be really niche about it. So in the past I was doing these general launches and I didn't really know who I was selling to and what I was selling. Um, so the launches that did really well for me was we're in a specific niche where I was teaching people ecommerce. So in 2016 I had this drop shipping store, um, where I was selling these aliexpress products to people in Germany. Speaker 2:     04:01           I was selling dark colors. I'm doing free plus shipping and stuff like that. So I built that business too, I think at the time, like 6,000 a month, something really small and I was having a youtube channel back then, so I was starting to talk about drop shipping and in that store that I was building, and back then not many people were talking about drop shipping. So the video's got a lot of attention and a lot of use because I was somehow one of the first, not the first, but one of the first to talk about it. So I've got all this, all these views on youtube related to, to drop shipping. And people started to ask me, do you have a course? How do I set up a shopify store? How do I drop ship? What's the process? So I knew gay people are asking you about this, you know, there's an audience with a strong desire. Speaker 2:     04:50           And um, then it was just about really talking to that audience. Understanding them, uh, I was doing a daily Qa show answering their question. So after you do that for a few months, you just know what they want, you just know their problems in creating the offer at that point, it's just like super easy, like literally just put it together and sell it to them. So until one of the things I always have people ask me about, and that is, is it more important, chef from first of all, focus on the audience are going to focus on creating a killer offer. Where do I focus first chicken or the egg? Which ones matter most personally? I think the audience matters most because you can have a really. I mean without the audience, you can't really have a good offer, right? Um, so the offer is only as good as the audience that it's being sold to. Speaker 2:     05:40           So I always, you know, for beginners, I always give them the tip to just post on social media, pick a platform like youtube, facebook published content, build up a following. And once you have an audience can be a social media, can be an email list. You can then understand what their real problems are and then you can easily do a launch, but if you just think about Kevin is going to put together this, this offer, oftentimes it's disconnected from, from the audience or just in your ivory tower coming up with something that you think is awesome, but in reality it might not really be proven and it might not really sell. So how do you create a niche specific audience when you don't know exactly what you're going to sell them? Um, that's a good question. For me it was more luck because I didn't, I was just posting on Youtube. Speaker 2:     06:31           I was doing this daily Qa show and I was all over the place. So I was doing personal development stuff. I was doing general marketing, direct response, a bit of Ecommerce, a bit of a drop shipping and then the drop shipping videos just got the most traction, the ecommerce stuff. Um, that was God like 20 k, 30 k views the other videos, like 200, 300 years. So yeah, the niche kind of chose me, um, rather than me choosing the neat, the niche. But what you think is real critical and those who are listening to you guys caught onto that and that is if you don't know, put out a ton of content, a ton of content which you can find is certain content resonates and then how does it resonate? Well, you're looking at engagement. You're going to see if you're on facebook or anything else, you're getting comments, you getting shares, you get them likes. Speaker 2:     07:19           If you're on youtube, how many people are again, are many views you're getting. You get a lot of use in one area and not in another. And I think as you mentioned there till as far as well then just kind of picked me. I think that happens when you continue to go out and produce massive content. I think the scariest part for most people is they're afraid to create the content. They're like, it's got to be right the first time and if I screwed up the first time, no one's going to believe me. No one's going to trust me and then I'll just won't be able to come back to me. So a hundred percent now that you've gone out and you start creating it. So what I'm hearing you say basically is the first thing to do a product launch. You got to create an audience. Speaker 2:     07:53           You create the audience ideally at some easiest ways on social media. So if you're going to instagram or facebook or youtube, doesn't matter which one right now, obviously video seems to be one of the easiest, fastest ways of creating that type of content. Obviously you can do content through a podcast. It's probably not as easy to see the interaction as much. Uh, it's more from indoctrination and things like that afterwards. So focusing on instagram or youtube or facebook and how often are you creating content? So basically the backstory is I was reading Gary Vee book, I forgot the name, but in the book he said just produce daily content and I was back then, you know, dabbling a bit. So I read the book and I was like, okay, but the big takeaway here is just to go out there and produce content. So I started and I made a decision to post 365 days in a row content on youtube and I chose the q and a format, so I would just first of all go out there and asked people for questions just on facebook, you know, I'm doing this daily show, what questions do you have? Speaker 2:     09:01           And I would collect these questions, screenshot them, put them in a folder, start recording videos, and then I would get comments under the new videos. I would screenshot those and I would have this massive folder with questions and over time that just turned more and more into ecommerce related questions and drop shipping related questions. And then it was kind of easy to, uh, to serve these people and eventually do a launch because more and more people were asking, you know, do you have a chorus? And back then I didn't have a course. So I brought out a course for $97. I didn't really do a launch, just that was kind of an evergreen thing. So then I was monetizing the audience and then a few months later when my audience was peaking, when the goodwill was the highest, so when everyone was just watching the videos commenting, I was like, okay, now's the time. Speaker 2:     09:55           Now's the time to do a launch in. Is it more of a seed launch or was natural lunch? No, it was an actual launch was like the classical Jeff Walker's stuff with some some twists. So I just built an early bird waiting list from youtube. So I send people from Youtube to the early bird waiting list in. What was interesting is on youtube I could use the plc, the videos upload that people aren't familiar with Plc. Explain what plc is. It's basically prElaunch content. Plc stands for. So it's a video that jeff walker's for the for. I'm sorry, I'm stealing your thunder. Go ahead, tell you. You can tell it. It's basically a sideway sales letter. So instead of having one of these long page sales letters, you kind of take it and you break it down sideways into three videos. So it's not just about offering content. Speaker 2:     10:48           A lot of people confuse that and they think, oh, it's just about creating videos and giving value, but it's actually about selling, you know, and, and that's also what people confuse a lot with webinars. They think it's just about offering a bunch of value, but it's actually like, you know, russell says in expert secrets, it's about breaking down those false beliefs, rebuilding them and then leading into the sale. Um, and jeff usually does that with three videos, so I did that as well. And the, the awesome Part was I then upLoaded those videos to youtube also additionally to sending them to my list and I turned the videos into youtube ads and I used youtube retargeting to boost those plCs like crazy. so some people in our catch on to what you just said. Okay. So basIcally you've taken the video that's in a. So typically in a plc type of life, they're going to opt in and they get put into an autoresponder sequence of where they're going to get the next three videos over the next 24 days or five days. Speaker 2:     11:50           And then they're going to get the fourth video, which basically is the final offer page. So here you're taking those and you're taking each one individually uploading them to youtube and on youtube you're using that as an ad. Yeah. So how long is the video typically? Um, the videos were between 10 and 20 minutes. Um, they were produced not very high quality. I was having, I was using like not that could have a camera back then. the videos were kind of looking at them now it's a bit embarrassing, but they resonated with people and I boosted them. Each video got between I guess 10 k, 20 k views from the ad and in the youtube ad I then send PeopLe also to the opt in page for the early bird waiting list. So, um, I was kind of using the launCh formula and a bit of a different way combined with youtube ads and all of that, and built a launch list. Speaker 2:     12:46           Then I send out an early bird email and about half of the sales came from that early bird email. And then the reSt of the sales came over a five day period, more or less. How large was the list of generated hundred 70 grand in 2,500 people. That's impressive. Twenty 500 people generating a hundred 70 grand. I'll take that any day because a lot of times people think they have to have a list of 20,000 people to do it launch. So I think it's a. Well, so you created this $2,500. Why? The main reason I wanted to have had you on the podcast here is to help people understand literally this is really for the. How much did you spend in ads? About eight, eight k, so about a thousand bucks in ads. And that was, was that $8,000 spent prior to the launch? Um, I think most of it was spent boosting those youtube videos and using the plc content. Speaker 2:     13:40           A bit of it was spent on retargeting on facebook. So I was, you know, doing a custom audience and then retargeting people. And he basically spent the numbers, the math simple. Three bucks per opt in. Yeah. So three bucks would put it at $7,500 bucks. Those 7,500 people on your list then, or I'm sorry, 2,500 people on your list. Yeah. So yeah. So basically at that point then what you're looking at is, is my math right on that? I think it's $3. It, it is about $3 per lead. I don't know the earnings per lead. Um, but it was pretty, pretty satisfying. And generally hundred 70 k I'll take that for 2,500 people on the list. Yeah. And what's funny is I once was doing a launch with a guy who had 500 k people on his list and back then I wasn't so experienced. Speaker 2:     14:34           So I thought this launch was going to blow up. It's going to be like the biggest launch ever in the launch, only did 25 k. It was a big disappointment and that's when I realized this guy has 500,000, a list of 500,000 people and I made so much more money from 2,500 people. So what I really realized is how someone enters your list makes all the difference so much more important than the size of your list, I think help. So now you've got these people, they've purchased your product and everything else. Where'd you take them from there? Um, so I didn't use any upsells or anything like that. I was using click funnels, but it was a simple funnel. I'm Just, it was a long form sales page with a video at the top. The registration or payment form was on the same page. So I didn't make them, you know, click one more time and go to a different page and then they Would buy. Speaker 2:     15:36           I only offered credit card because I didn't want to have like a lot of disputes or stuff like that on paypal, a vsl, a single page vsl with credit card on, on the vsl page. Yeah. It was like the entire transaction takes place on that vsl. Yeah. Very cool. And then it was just simply sending out a welcome email with the link to register for the membership side. Also in click funnels and offer the payment. They would be instantly redirected to a thank you page where they could set up the account. Then I had a facebook group and they would just go through the content. That was it. Again, I love it. I love how simple it was. Still making great numbers out of it and it works and I think that's the part I can stress anything and you guys have to understand the importance of building a solid, solid relationship with that list and provides that list that much easier. Speaker 2:     16:33           It is. When it comes down actual time to provide them an offer. You already know what they want. I'm assuming you were asking him, you've already made mention that you were already getting questions from them. You're answering those types of questions. You're building the type of rapport with them and then turn around and basically given them exactly what they wanted. One hundred percent and they were warmed up because I was posting on youtube, so once I even told them get to get on the list, they already knew me. They already liked me. They already had consumed a ton of videos and got a lot of value. So the relationship was actually built before they even got on the list and I think that's also a big part why the 2,500 list was just so powerful because I didn't need much more. No till. That's awesome. Well I totally appreciate you coming and sharing their experience with us. Speaker 2:     17:21           So if people want to find out more about you, where do they, how do they connect with you? Um, best shot is to go to [inaudible] dot com or people here, t I l l b o a d e l l a. And you can also find me on youtube. Just type in that same thing in youtube and you're going to find my channel. Awesome. Well I appreciate it a ton. Any parting words for our audience? I'm just don't give up. You know, if you invest in a program, it might take you two years, three years before you roi the investment. A lot of people expect that they invest in somethinG and they want it to work right away. Whenever I buy something now, no matter how much I pay, I know it's gonna pay off. Sometimes it just takes a bit longer, might be one year, two years, 10 years, but it's always good money spent. Yeah, love it. Well, tom, thanks so much. Good talking to you. Awesome. Thank You man. Speaker 3:     18:18           Okay. Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Anthony Morrison: Since launching his first business in 2005, Anthony Morrison has expanded exponentially. A self-taught internet mogul, Morrison devised a one-man business operation while attending college full-time.  Author of two successful books, Anthony devised a systematic approach to entrepreneurs success and used it to develop eleven additional companies, all of which have been highly profitable. Tips and Tricks for You and Your Business: How To Grow A Successful Business. (1:10) Building True Connections From The Start. (7:42) Scaling Your Business. (13:00) Customer Lifetime Value. (19:37) Quotable Moments: "When you have a really good relationship with the people that have bought your product, the people that are investing their money into your knowledge or your software tools and things like that, you created that good relationship." "The core message that I send to my students is never give up. You can't fail if you never stop trying." "When I can see the shift in the way people think and the way people feel, the weight, the results they're getting, that's an inspiration for me to never give up, never stop doing what I'm doing, as long as I can keep doing it." Other Tidbits: Anthony Morrison travels the country sharing his story and teaching his skills to budding entrepreneurs speaking at large events. He hosts a weekly webinar called “The Success Connection,” focused on marketing strategies. He discusses the importance of building long term business relationships by growing your business the right way. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker Speaker 2:     00:18       radio. This is gonna. Be a fun ride. I'm so excited. I'm Anthony Morrison on the show. Anthony, welcome. Thanks for having me here, man. Excited to be on your way. Did you have to understand to get anthony on a show like this is like pulling teeth. It's only taken me a year and a half actually give them a $5,000 ring and it still isn't even close to the rings he normally wears. Speaker 2:     00:42       He's one of our eight figure award winners. Two Comma Club. Been crushing it for years. Best part about it, anthony, you and I were just talking about is you're actually building real businesses naturally. One of the things I want to talk about is so often people get started in this business. They think they're going to go out and try to make a quick buck and you're not. We're just talking about the sec come in and basically FTC coming down and shutting everybody down, basically one a month, the last six months and these are guys who've been again doing high tens, twenties, even close to $100,000,000 and they're just doing stupid business. So what I want to talk to you about real quick here is how do you grow real smart business because you've been doing this now for over 10 years. I mean you've been crushing this thing, grow a real business. Speaker 3:     01:22       Well, I've certainly made my mistakes. I've been guilty of follow the follow the leader, follow a path and kind of see what everybody else is doing. The same thing. And when I first got started in this business, I was doing it, you know, of like the top down and I started on television. Most people will start with, let me create an offer or a funnel or whatever and then build their way up the opposite. I just said, hey, let's go put something on TV and sell books. And so I started off with just like blast, right? With tons of tons of customers. We sold a million books and all these people that I didn't really know how to create that relationship and it's something that Russell has always done and it's something that I think is the reason why clickfunnels has grown so quickly and so efficiently. Speaker 3:     02:18       It's because of the relationship that Russell creates with the audience, with your students, with the people that are using your software, and I've implemented the same thing in our business and I think that is the key to growing a successful business, to growing a longterm business and then to growing it the right way because when you have a really good relationship with the people that have bought your product, the people that are investing their money into your knowledge or your software tools and things like that, um, when you created that good relationship, then you don't have to do all this crap. You see all these other people doing to get people to buy something. You don't have to do. Push the limit and tows the line. You can literally just say, just like you guys did at the event I was at, hey, check out this new coaching program. Speaker 3:     03:06       We have it's nominal blood and body and it's because they're not just buying that program, they're buying into you and they're buying you because they believe in you and they believe the things that you're saying and, and they, they've gotten there through your actions, through seeing the actions that you know, that you've kind of, you've put in place with them. And so I feel like that is the best way to build a real business. Seeing these people that just go out here and run these offers and create a page and slam it with some traffic and try to sell something that's not worth anything and you know, all that kind of stuff. That's just, it's why, you know, how many people have you seen in the industry since we got started? You know, way more than them still here. Oh absolutely. And I think actually we were talking about the artwork that's behind you and it's one of the things I wanted to vote these guys, this is an audio podcast or you're not seeing it, but I want you to kind of talk about the little piece of art behind you because I think it ties into exactly what you were just referring to as far as the longevity that happens when you build a real business. Speaker 3:     04:04       Yeah. So I'm always trying to, um, to inspire myself. But I do, I do webinars every single week. I mean, I've been teaching my students for, Gosh, three, I guess three years now. I committed to doing the success connection and it's, it's a weekly training with me and it's every single year we don't sell a bunch of stuff. It's literally just teaching and it. And it really doesn't have anything to do with any specific a course that I sell. It's more of an overall, like, here's what's happening today. It's fluid because it's live every week. And I'm always trying to inspire myself. But I was trying to inspire my students and they always can see what's behind me. And so I kind of started telling them, uh, three years ago, kind of the, the, the core message that I send to my students is never give up. Like you can't fail if you never stopped trying. Speaker 3:     04:55       And so I had this artwork made and it's like those that I know, people can't see it, but like all throughout it, there's the message never give up, but it's really focused on in order to see it. And so what you'll find is what I find is there's people that are looking at this artwork behind me. They're seeing this message never give up. And I think that's such an important thing. And it's one of the reasons why, you know, why I this one of the reasons why I'm still here doing this podcast with you. Just not even two months ago I lost my dad and I always thought, I always thought that if, when my dad passed away, my dad worked with me. He was very close to me. It was everyday I was working with my dad. I always felt like I would probably just give up, quit and, and, uh, just uh, you know, with beach or something, I'd probably just wouldn't have the drive or the desire to continue doing anything. Speaker 3:     05:52       And that's what, that's always been my plan. That's just what I've been programmed thing. And I'll tell you, it's kind of funny. I tell my students this all the time, as much as they need that success connection every week, that time with me where I can teach them and kind of show them the new things. We use click funnels every single week in there as much as they need that. For me, I think I need that from them because when I can see what we're teaching actually helping people, right? Actually changing their lives to actually changing their outlook on how to build a business or whether or not they can be successful or whether they failed or maybe they're just still trying. Right? It's like when I can see the shift in the way people think and the way people feel, the weight, the results they're getting, you know, that's an, that's an inspiration to me to never give up, never stop doing what I'm doing and to keep as long as I can keep doing it. Speaker 3:     06:46       As long as I'm learning and growing and knowing new understanding, new things I can share with people, I should do it. And I think that's another reason why our business has grown so much. And it's another key to growing a real business and not just playing on the Internet. It's, it's a two way communication. You want to teach as much as you can to your students. You want to share as much as you can with them, but you also want to learn from them. And you also want to have this, this opportunity to let them make you a better person. Let them make you a better marketer, let them make you a better teacher. And I think that I've, uh, I've certainly over the last three years with our students and the success I've accomplished that. And, um, it would've been more difficult for me to just walk away from business knowing that I will lead this big group of people that have stuck with me for three years every week, you know, and, and I think that helps. That helps us to do what we do and do it at a high level. Speaker 2:     07:42       You know, Anthony, I really appreciate that and especially I know how close you were to your dad and how tough that was. And I think that, uh, you know, people see you and they see your success and they see, yeah, you know, you and your family are flying around in private jets and you got exotic cars, you're living at the beach and, and, and I think at times when a person is first getting started, it's like, you know what, I'll be able to real business after I first get my bills paid. And after I, you know, it, it's easy for Anthony to say that because he's already made it quote unquote, if you don't mind, I only, because I know your, your story as a kid and everything else and kind of where you've come from, help people understand how do you build that true connection from the very beginning, realizing, yes, I understand you have to make money. You've got to pay your bills. That's the first first financial freedom aspect. You've got to get to overcome it. How do you do that at, at the same time, building the true authentic business that's going to last. Speaker 3:     08:31       Yeah. Do you maximize the hours in a day? And um, you know, I, I've had people from telling my story how I got started because in the last few years, because I mean obviously it was plastered all over television for three and a half, four years. And so I didn't want to just be so repetitive, but the fact of matter is, is, I mean, look, I started a business and I didn't have something like a click funnels. I mean I have to go hire somebody to build a website. This was back before there was a just a point and click and drag. That stuff didn't exist, you know, so even though a website building business, I don't know anything about, you know, what I was doing, but what there were, there were a couple of key points that I think really helped me be successful. I was in college, I was going to a medical school. Speaker 3:     09:21       I had 22 our semesters at the time, which is I had to get the dean to sign off on allowing me to even take that many hours in a semester because I wanted to get finished quickly and get on the medical school. That was my, that was my plan. So those 22 hours, we're actually 30 hours a week of school when you add in all the labs and things don't get credit for it. So I was just like last year whose school? Right far more hours than I would have to spend between school and studying. Then a person would have to spend at their regular job right now, like they had a nine five, and the way I looked at it was, you know, my dad was retired. He, he, we were all set. My Dad always took great care of us, invested his money in Worldcom. Speaker 3:     10:04       A lot of people listening to this probably know that story. They went bankrupt. My Dad lost almost his entire life savings and so that was point number one. It created my one. My reason why and I think that many people are so eager to just jump on here and make some money. They never really dig deep to figure out why do they want to make all that money. I never started my business so I could fly on a private plane. That was not my, that nothing that didn't care. I don't even know that even existed when I started in business. I started it in my parents house paint and to keep them from struggling, but that was my reason why when you have a real, like a real substantial, real personal reason why people want to be successful, I think it drives you to look past all these little obstacles that life throws at us and you start figuring out how can I get past this instead of why is it holding me back? Speaker 3:     10:55       So for me, I created more hours in my day. I started a business that literally ran 24 hours a day. So it's three, eight, 40 am. Finding them. I was up on the telephone working and at the time I was selling car parts and the Internet. So I had a little ecommerce store and I never took a minute off. Right. So even though I was in class and even though I was working and doing all these things are studying in class, like a lot of people working. I was working at 8:00 at night and I'm fucking night 11:00 12 because I knew that my advantage was that I was willing to go the extra mile. I was willing to be open and be working when other people were sleeping and play like on the weekends. Right. And that's what gave me the opportunity to have success and build a business while still busy with something else like busy with life. Speaker 3:     11:49       And my point would be for a lot of people it's, you know, it's. And then once you see the success that you had from that, I mean I've started making 20, $30,000 a month. It's a whole lot easier at that point to then say, Hey, I'm going to quit my job and I'm going to focus full time on this business, but you have to create the opportunity for you to get it done so that you have a job and you certainly don't want to advise people, Hey, just quit your job for a to the wind and build a, build a funnel, right? Like, that's not what. I don't think that that's the message that Russell sends out. I don't think it's. I think what we do is we say, eliminate the waste of time. Don't spend time watching television. Don't spend time sitting on facebook reading everybody's updates, give off of instagram, delete twitter, put your cell phone down when you get home from work and really focus on your business and focus on acquiring knowledge in an implementing that knowledge instead of all these other distractions and you'll find we have so many hours in the day that you can work on your business that you would have already just been wasting anyway, and that's the way I was able to build my business and build a real business while having this whole other thing going on in my life. Speaker 2:     13:00       Thanks so much for sharing that. I, I'd like to take it to a new step and that is you've obviously you've helped literally thousands, if not even close to millions of people at some point in your career building their businesses. The part I want to talk about right now though, Anthony, is the scaling aspect because you've had the ability to scale. Unlike a lot of the others that I've been in, the situation I'm at right now, I know a lot of very, very successful entrepreneurs, but you have. It's been fascinating for me to watch your ability to scale, so if you don't mind, give some people some ideas as far as once they start getting again, I look as far as, you know, you get in that two and a half to $750,000 range a year. You've got to really focus on scaling and if you don't mind telling me how you doing the scaling aspect. Speaker 3:     13:44       Yeah. So one of the things that we implemented about two years ago, um, it was something that seemed like a daunting task. Right? And a lot of times I think that, uh, that we, that we look at these, these big complex icon daunting tasks and put them on her note, Adam, he said they were going to get that done and then every time you look at it was building out a robust back end automation. So on a responder or back in marketing funnel that would continue to market to our students' intelligence based on what they were interested in, what they've looked at or clicked on our educational portal of the questions they've answered on surveys. There's all kinds of, all kinds of things. What I found was, was that currently we have about, we're approaching a three year automation, so if we generate a lead through, we to possibly generate a lead through click funnels, our facebook ads, youtube ads, Google ads, solo ads, um, it doesn't matter television, direct mail, all the different marketing channels we use when we leave. Speaker 3:     15:04       We have a full three year sequence that, that lead goes through base and it's intuitive. It's based on what they, what they respond to, what they say, what they buy, what they buy, all those types of things. And it's three, four years now. I've had written out of my notebook and said, need to do really big automation series, right? This will help me scale to make more money. Um, and then I broke it down and I remember Dave, I remember watching this show and it always, it always stuck. It always stuck with me when I looked at and when I went on to take on tasks that I watched the show and it was, it was on television. It was one of these, uh, like who can eat the big hammer, like, could you finish this big hamburger, you know, faster, you know what I mean, was one of those eating competitions and there was this little skinny kid which reminds me of me because I haven't been able to get in high school, so this is what it is. Speaker 3:     15:56       And then there's this really big dude and they both got this massive, massive hamburger and they said, okay, who's gonna eat it first and who's going to eat most of it? And they just, they said, go right. Well the small guy sat there and cut that. Literally he said he spent like five minutes flooding that stupid hamburger in these little pieces. All the other guys just hammering down on the hamburger, right? At the end of the day, the little guy way more of a finished the whole thing. The big, the bigger guy literally almost passed out. And here's why. The big guys looking at this massive hamburger, they asked the right. So like every time you take a bite out of something, you're looking at the massive amount of I guess room. You still have to go, right? You still have to go. It makes you sick. Whereas this other guy was eating just like little bitty bites, right? Speaker 3:     16:48       It's like eating chicken nuggets, right? Instead of trying to eat an entire team is even little bites. It was never as mine was never tricked into thinking he couldn't accomplish it because he didn't see anything in front of them except one piece is a positive and so he was able to just keep going and going and going to end up eating way more than this other guy and I always thought to myself, if you break down these daunting tasks, these big things that when you stare at them, they're gonna Freak you out. You break them down into small little pieces in your compost, this little piece and then this little piece and you stay focused on the piece that you're working on that you won't let your, you know your attention. Go to all of the other stuff you have to do is complete this full task. Speaker 3:     17:26       You'll be focused, you'll be energized to be able to complete it, and that's what we did this. We started off with a certain set a day on a responder automation and every single week we added seven days to it, so every week we would add another seven, sometimes 10 days to this automation, and over the last three years we've built an autoresponder with automation that's three, this literally three years d and now when we get a lead to scale, it's literally allows us to just know, okay, we've got. We know what our lifetime value of a lead is. We know what we can pay for a lead. Now we can just take our marketing and go generate leads and we already know how we're going to generate that revenue. We don't have to then go create a new product or trying to create some kind of new marketing to make more money. Speaker 3:     18:17       We've already got it planned out and all automated. I think that that's a massive advantage if you're trying to scale, especially if you're trying to spend, you know, as you spend more money on facebook or youtube or whatever, the more you spend typically the higher lead calls yet, so it's hard to scale because you're always looking at how much money can I make inside of 30 days. I looked at how much money, how you make over three years, and then at what point do I get a break even and then how much profit am I coming in and for me, men that we've tripled our revenue every month since we put that in Speaker 2:     18:54       to answer that is so cool. I think it's one of those things where people say, Oh yeah, I'm going to get to that sometime. The fact that you guys actually have done it, it's why it's so hard for people to compete against you. It's next to impossible. I mean, you can outspend them on your acquisition. You can. Your lifetime value is huge and you have such an enormous amount of data on on on your customers and you're providing value so often and so frequently that I love, love what you're doing. It reminds me so often. I see people, although they'll create one product, they make money on it and they're like, okay, now I've got to create another product and instead of creating another product, you created the automation which allows you just to double down on your customer and goes back to really truly building a real business versus just a fly by night product. Okay, Speaker 3:     19:37       real businesses don't look at how much money can I spend today and how much money am I gonna make today? They will get money as it costs us to acquire customer and what's the lifetime value of that customer. Too often in our, in our space, we talked about lifetime value, but all people really care about is if I spend 100 bucks on facebook today and only made 90, oh gosh, I'm going broke because they haven't got a real business. They've got one offer and it got one thing that they're focused on. We have continued to build out trainings, courses, softwares and offers that we can provide to our students that are complimentary. And then what we did was we built the offers out. Then we said, okay, let's build the automation now. Right. And once we got the great thing about a day, it's like seven to 14 days of automation done. Speaker 3:     20:22       We started buying traffic, right? Because we were 14 days ahead of the game and every week we just get another set in 14 days ahead of the game. So we've got like none of our leads ever get stuck in other words, right? Where they're just sitting there waiting for something. There's always something there and we're always seven slash 14 days ahead of the, you know, the very earliest leads that we, that we got. Then for the new ones that come in today for three years, our automations takeover and do all kinds of awesome stuff that, you know, again, like you said, lets us out on a, on the marketing channels and it lets us not worry so much about how much did it cost today versus yesterday. We just look at the average cost per lead and we know what we're going to make and it makes it very easy to make decisions on marketing. Speaker 2:     21:14       I love it. Well, I could spend days talking to you. I always love whenever we ever had the opportunity connecting as we kind of get close to wrapping things up. How can people get Ahold of you? How did they get, how do they get onto your weekly success connection? Speaker 3:     21:27       Yeah, definitely. So we've got, uh, our student portal is probably the best way. It's more than education.com. So if you get more education and create a free account and when you get inside of that account, that's kind of our student portal where all of our students go in and access their trainings, forces and softwares and things like that. There's also a success training. It's a completely free. It's what I do for our students. It's almost 100 percent focused on click funnels because that's what I use, you know, so every single week we're building funnels, we give phones to our students, we give them my funnels and we really just try to help elevate their knowledge and their ability to implement and use the clip on software because that's what we're doing anyway, you know. So this is not for click funnels, it's just this is what it is. That's what I do and I always teach what I do and so it just kinda worked out. But every Thursday night is kind of what happens. But uh, but yeah, you can check out [inaudible] dot com. You'll get some free trainings and stuff. Speaker 2:     22:36       Sounds great. Always great talking to you. Thanks so much. Anthony will be in Texas. Speaker 4:     22:41       Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if you'd like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Christian Woodward: Christian Woodward joins the podcast to speak about the importance of finding your voice, and how it is extremely important to an entrepreneurs success.  Christian talks about the book Expert Secrets, and how it challenged him to step out of his comfort zone. He discusses the Facebook Live 30-day Challenge, in which he made himself very vulnerable, speaking live about the book in front of his facebook peers. He describes his emotions during the process and the improvement he was able to make in such short time. He explains how finding your voice will transform you from being a reporter to a storyteller in no time! Tips and Tricks for You and Your Business: Finding Your Own Voice As An Entrepreneur: Utilizing Facebook Live. (1:02) Confidence Building Through Being Vulnerable. (3:24) Improving With Repetition. (8:58) Understanding and Utilizing Your Voice. (11:09) Quotable Moments: "When you go from being rich or poor and actually influencing your life is the biggest thing. Whenever you go through anything, if you actually input in your life, you actually can see the differences." "One of the keys to finding your voice is becoming a better storyteller and relating better to people." "When you feel confident, other people think you're competent and so if you know you're confident, other people think you're confident; you actually will sell more and people will pay more attention to you." Other Tidbits: Christian discusses the importance of making yourself vulnerable and the benefits that come through repetition. He talks about the ‘Tiffany Bridge Script’ and finding that ‘Ah-ha’ moment, where people discover true value in something they are pursuing. Christian speaks about the benefits of utilizing Facebook Live and how he was able to understand himself more than ever after completing his 30-day campaign. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome to funnel hacker radio radio. Speaker 2:       00:19         This is gonna. Be a fun episode to a. This actually is. I've got to introduce to you someone who I know extremely well. I've known him his entire life. This is my son, Christian woodwork. Christian, welcome to the show. Thank you. So then a lot of fundraising, the books. I'm excited to do this. A lot of fun. So the idea behind this is all about finding your voice now. There's been a challenge for those you guys who follow me on facebook and we actually started this challenge at our, at Russell's inner circle, probably about a year, maybe two years ago, where Russell challenge people to go out and do a facebook live every single day for a month. Well, I've done that now for probably nine off and on. Probably taken that challenge at least half a dozen different times and it probably add streaks into as many as 90 days where I've done a facebook live every single day. Speaker 2:       01:02         The whole idea behind this though is finding a way to find your own voice and finding your voice as an entrepreneur is probably one of the most important things you can do and you've heard Russell talk a ton about this idea with trying to. I really see who you are. Telling stories, getting very good at becoming a storyteller and realizing that stories is what sells. So I had the opportunity of a Gosh Christian woman, was it a month ago, month and a half ago, about a month and a half ago, something like that, so a month and a half hour, 45, 60 days ago. We were the. My other son, Chandler, my older son, and they were kind of talking smack back and forth. It seems to be what my boys do a lot of and one of the things that came up with was this idea as far as challenging each other to see who would actually do a facebook live every single day about expert secrets. Speaker 2:       01:48         So if you haven't read the book expert secrets by owning gold expert secrets.com, I probably should have. What's your affiliates? Do you have any feeling like you don't have a bitly link up to you, but now that I remember? No, I don't. Ah, phone. Anyways, expert secrets dot Com. And if you do go to expert secrets.com, I want to make sure that you understand the importance of every single one of these chapters. So what happened here, and I'm going to have Christian kind of talked about it was his experience as far as doing a facebook live. So a little background here. I had talked to Christian about this probably almost six months, a year ago where he started doing one on my facebook page and I think he did what, five, five, six, seven to 10 days, 10 days. And then the challenge came up between he and his brother and all of a sudden it became this thing to wear. Speaker 2:       02:31         So what's your facebook page? So people go see your story's a Christian would read. So just go to facebook, look up Christian, c, H R I s t I a n and then Woodward, and you'll basically see what he did over the last 22 days. But what am I going to talk to him about right now is one of the things I hope everyone who's listening to this actually implements. And that is what, uh, what are the benefits of doing a facebook live every single day? What were some things you found? Some things I thought I was actually really cool is it's a kind of thing that my eldest brother Chandler, who is challenged me to do this first was he said once he finished, it's like, it's like a natural high really was until I could get really excited when you do a facebook live. And it's also kind of like a little game that you play with yourself because it's something that like if you get yourself to do a facebook live and actually boosts your moral or your self worth throughout the day, really I feel like is the best thing that you could do. Speaker 2:       03:24         Because once you did a facebook live, you told yourself you can be accomplished something. You actually realize it. Then look at any of the challenge that throughout the week and throughout your day really. And you'd be able to see that if I did facebook live that day, I can do this, I can do this. I didn't. You actually can see actual change your day throughout the day. Awesome. So for a lot of people, this idea of doing a facebook live is really scary. I remember talking with Katie Richardson at, uh, one of our inner circle meetings and she was like, man, I just don't know what I would say. She's now gone on to do amazing, amazing content as far as these facebook lives. But Christian, I want to tell me right now, what were some of the things that you learned about yourself doing this? What was the benefit that you got out of it personally? Speaker 2:       04:03         Um, possibly how you've either. What were some things you've found about finding your own voice or if you take a look at the first one verses 18, 20 or so days, what was some of the difference between the two? I felt like thing mostly I gained about myself was, um, what's the thing that Russell goes throughout the book is becoming a better storyteller personally for me, the first time I was going through I had like a little green notebook that I summarized everything I wrote everything down I thought was cool and then I would summarize it and not really actually explain it and start influencing in my life how effected me that way other people saw more worth than it. I thought that was the coolest thing that actually went through me. I love that. So I can tell you some of the things I've seen. Speaker 2:       04:44         First of all, if a person except that first right out the gate, the challenge first and foremost is do a facebook live every single day for 30 days if you don't know what topic to do. Literally get a book expert secrets and do a facebook live on each one of the chapters and one of the things, it was fun for me as a dad to watch Christian, he started off and he basically was acting more as a reporter and was just reporting, these are the facts, this is what I've learned, this is what you will learn through this. And then as you just mentioned, it changed from being the reporter to now being one who's actually implemented some of those things and it was how it impacted him. Is that fair to say? Oh yeah, exactly. Yeah. It was this cool to see how like how 17 year old as me, like how I was able to actually see and go through my life and how actually built to relate it to me. Speaker 2:       05:31         Same thing you were saying is how actually when you go from being rich or poor and actually influencing your life is the biggest thing. Whenever you go through anything, if you actually input in your life, you actually can see the differences. I think the biggest thing that I noticed. So what's your favorite chapter out of expert secrets? Um, probably my favorite chapter was would either be the, um, and that was hard one like all of them. But uh, I'd say either the company better a storyteller or the epiphany bridge script story as my favorite. So what is this whole tiffany bridge script and why? What'd you get out of it? So the epiphany bridge script is basically the Aha moment that you're trying to discover or get other people to have for themselves. And basically the Aha moment is the moment that you had no, or realizing that this product actually have actually helped other people and then actually be able to realize that, um, with the product that I'm giving you, it's actually quite. Speaker 2:       06:27         I'm giving you. It's going to help you improve your life or improve whatever you're trying to go for. And it actually will not make you a lower status, but actually it will increase your status and actually will help you. Okay. So we start talking about status. What, what are you referring to? So talking about status thing that you actually see other people look at you. And also the way you look at other people. It's the, uh, the way people look at you, you, and the way you look at yourself also, it's, um, the thing that will honestly. It's basically the one big donald was the one big. Donald was the thing that if you can knock down that one little key things, the status is most probably the most important thing. If you knocked down status and say they want lower your status, people won't look at you. Speaker 2:       07:11         Your worst actually will, will think like, oh my gosh, this guy is amazing. I can't believe this guy has done it. That's thing you want to get people to think about themselves as this guy is amazing. I want to be just like him. And that's the thing that you're trying to really get from your Aha moment in the 50 prescript I love that. So I can tell you that it's been fun for me, is you take a look at this whole idea or the concept of eight of status. Um, it's probably one of the things that scares people the most when it comes down to doing facebook live. So again, the challenge here is to do a facebook live every single day for 30 days. And if you don't know what topic to use, go ahead and take expert secrets. The first thing you're gonna find that people are concerned about as far as their own status is. Speaker 2:       07:50         How am I going to look in the eyes of the people who are viewing this facebook live? Is that fair to say? Oh yeah, absolutely. The one thing, uh, luckily for me, I, my facebook, my facebook page wasn't that big because I use instagram more. But I started noticing that, oh, the first thing I want people to think of me as this like nerd or something like that, like lower how my friends look at me if they got onto facebook actually saw me. But once I started doing that and I completely bypass that thought and actually said, okay, this actually won't really affect me as much. I think it will is actually will help me out. I actually had friends who came to my house. They, somebody me with faced with life, like, oh my gosh, that's so cool. Or do them like, I think that's cool. Speaker 2:       08:27         Awesome. It's actually got really, really excited to even more so. A thing is once you realize that I'm actually will help your staff for like the biggest thing that helped me out there. So you actually, by doing a facebook live each and every single day, it actually increases your status instead of decreasing your status due to fear and concern that people are gonna. Think you're a complete nerd or don't know anything at all. What you're doing. You're wasting your summer as a kid doing a facebook live and reading this book. Is that fair to say? Exactly. Yeah. That's perfect. So the next thing after, as far as increasing and taking a look at that, when you're looking at doing a facebook live, what are some of the things that you learned over the course of those 22 days? Um, I really like. The biggest thing was actually was the way, I guess, the way I flowed better. Speaker 2:       09:09         And when I first started I was kind of stuttering lot last name. Like, oh, I'm looking like I don't really know what to say, but like by the end of it I felt like I was completely fluent and I like, I actually was able to basically talk in front of a audience actually. Like when you actually find your own voice on facebook live, I feel like we actually get up on the stage actually is a preparatory step, a little baby step to get up there. I love that thing. So finding your voice, one of the keys to finding your voice is becoming a better storyteller and relating better to people. In a way that they actually feel emotion and I think this is the biggest hurdle and the obstacle that most people have is going from being reporter and just telling the facts to helping people to actually engage emotionally. Speaker 2:       09:47         And I think one of the things I noticed in your facebook lives where that transition took place was when all of a sudden you were no longer started. We're talking just about what you were learning, but you actually got to the point where it wasn't just, these are the facts, it was, this is what I've learned and this is how I'm implementing it. And more importantly, these are some of things that you can do to that fair. Oh yeah, absolutely. This is actually started using it. Say they have to say before you actually realized that, as I said, like, like saying 17 year old because it's actually a lot of people see differently. Um, but anyways, I definitely saw that more holiday. You actually can see yourself going and actually, uh, doing better stuff like that. So I, as you take a look, what would be the advice you would give to somebody who's watching this right now or listening to this and sitting there going, I don't know if I could do a facebook live every single day. Speaker 2:       10:36         The other thing I thought there's no way I can. I got football in the morning. Every morning I come home, I'm super tired and also I want to go hang out my friends and I feel like I have a thousand other things I could go do anything I was saying before. It's that same thing as like if you wake up in the morning, you make your bed. It's that one. One of the day. Think it's a thing as facebook live, if you wake up in the morning or do it with facebook live, it's a single little accomplishment actually will help you. Uh, do better your life when you come up the business choices or anything else like that. And you think, oh, I don't really know if I could do it. It's super, super hard. I don't know if I can make up this hill or ever go through. Speaker 2:       11:09         If you do a facebook live every day, actually build two. I saw personally for me, actually, it wasn't like it woke me up. I saw like I was able to look at the world differently and also is able to say yes to more stuff and be able to accomplish more stuff. Felt like that's awesome. So do you feel like you've gotten a better job at finding your voice and being able to communicate that voice? Oh yeah. Absolutely. Yeah. I don't know if I felt like we do this podcast before. I don't know. I think, and this is part I wanted to have Christian. He had no idea he was going to do this. He literally just came out. I asked him to come to the office and I said, now that you're here, I want you to record this and I can get what are you talking about? Speaker 2:       11:42         And it's the whole reason I want you guys to start doing a facebook live every single day is I want you to find your voice. Because then when you're a situation when someone asks you to go onto a podcast or they ask you to communicate with them, you're already have your voice in a way that you're used to talking and are you able to tell those types of things? So I caught him totally off guard and he's done an amazing job. Um, any other advice you'd give people about finding your voice? Oh, it's perfect. The way that you're saying that. How is it like when you first go out on anything? Like my dad until he my mileage quick, like, yeah, sure, what do you need? Like, oh, can you come from this microphone? Start talking. I'm like, and so, but the thing is I first thought was like, oh my gosh. Speaker 2:       12:19         Like I don't really don't talk about it clearly came to mind. Sydney is didn't those facebook lives you ever seen like a really good person, like a salesman because up to you talks to you like, wow, I'm a, your thing now. It's like because once you do facebook live, you get more, basically feel more confident. Think is the biggest use visit. When you feel more confident about the way you talk and you actually can look at someone in the eye and actually talked to them and really know that what you're talking about, actually, we'll give them the value actually is the biggest thing. One of the biggest things that I noticed is that when you feel confident, other people think you're competent and so if you know you're confident, other people think you're confident, you actually will sell more and people will pay more attention to you. Speaker 2:       12:57         Well, I love it. So again, if people will reach out to where they're going to get you a go to Christian would wear it on my facebook page and if you actually want the a link to go get your free book. It is. I'm a bit dot Lys a backslash to y, x m U, C y. So go get your name. One more time. So this is an affiliate promotion for those of you guys. What's going on right now? Christians trying to get you to go get a copy of expert secrets through his affiliate promotion so you can beat his brother. So he's using a Bentley Lake, probably not the best thing on a podcast, but it's okay. So go ahead one more time. So yeah, it's a bitly bit dot l y backslash to y, x, m U C y. So that is my link to go get your free book and that way you could actually, uh, I'll help me beat my brother also. Speaker 2:       13:48         That way you can find your own voice. It's a great little book to have. You don't know what to sell on a facebook live or even talking about. You don't have to even publish it. But anyways guys, go get that book. It's amazing, amazing, amazing. It helped a 70 year old find his voice and be able to feel more comfortable talking in front of thousands of people and be able to help them go through and actually do better with life. So I always guys, thank you for having me on here. Spend a lot of fun and uh, yeah, thank you guys. I love it. So again, thanks so much for listening. Check out this link. It'll be down in the show notes and follow up Christian on his facebook page at Christian Woodward. Thanks again everybody and we'll talk again soon. Speaker 3:       14:24         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me were I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as the people like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Nik Robbins: Nik Robbins is a co-founder of Be Top Local - an online Advertising agency based out of Lehi, UT that serves over 120 medical offices nationwide, He is also the founder of Krusader Nation which is an online agency training course and has taught hundreds of others to start and grow their own marketing agencies. He has grown his agency to 3.5 million in the first  20 months by utilizing ClickFunnels and developing a bulletproof sales process to close high ticket clients. He currently oversees 18 employees at Be Top Local and is growing at a phenomenal pace. Recently he has launched the "Krusader Nation" which is an agency training course that is unlike any other. Tips and Tricks for You and Your Business: Specializing In One Thing: (7:32) Understanding Your Value: (16:57) Effectiveness of Running Trials: (19:30) Systems and Processes: Agency Building: (21:44) Embrace The Difficult Journey: (25:53) Quotable Moments: "It's okay to be specialized . That's what I want to tell everybody. You don't need to be everything to everybody. You don't want to be a master at everything. If you're working from your basement and your a Solopreneur, you aren't good at everything. Quit acting like you are. Get good at one thing." "Jack of all trades. Master of none." "Learn how to sell that one thing and go help one specific type of client and then once you start to grow, you build a team." Other Tidbits: Nik discusses his journey building his own online marketing agency and how he was able to excel so quickly. He speaks about team development and the importance of being great at one particular thing to get your business going on the right track. He has spent years intensely studying sales and personal development and is now focused on training others to improve their psychology and outlooks on life combined with creating a life of freedom online. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome back. You get Speaker 2:     00:18       a double whammy here. You've got miles clipper. What's up guys? And myself, Dave Woodward. Most importantly though is our guests. We're super excited to bring on here. And so without any further ado, I want to inish guys to nick robins. Nick, welcome to the show. Awesome man. Happy to be here Dave. So the exciting thing for us is no miles is in charge of running all of their two comma club winners and all this craziness. We're just joking around about the fact that uh, so nick went from basically zero to seven figures through an agency model in 10 months and in the next 24 months or less, he'll be an eight figure. So we want to talk about that story. But the craziest thing though, Nick, is miles and I would like to hear a little bit about your history because I think people hear about these crazy success stories and how everyone's making millions of dollars online, but everything's well, I can't do it and I love your history and your backstory. If you don't mind just take a few minutes here and tell miles nine our audience about your backstory, where you came from and what's allowed you to get to the point where you can literally start at zero and get to two comma club status within 10 months. Speaker 3:     01:23       Yeah, absolutely man. Happy to share it. I think it's important to share with everyone dependent because everyone's in different spots in life, right? So in my early twenties, late teens, um, I had a really bad drug problem as well as drinking problem. There was a time in my life were over an 18 month period. I was arrested three times and including a dui and I still didn't get like, you know, a major wake up call or anything. It wasn't until I was actually given a book by Tony Robbins, who I'm actually in Chicago right now, uh, at a Tony Robbins event. That's why I'm in a hotel. Uh, you know, Speaker 2:     01:52       the kids were just there. What's that? My boys were so my son champion and partner here in Chicago. Speaker 3:     02:02       Awesome. I love it. Yep. I'm, I'm in here in Chicago. Best amazing event. Um, I read the book awaken the giant within from Tony Robbins when I was 19 years old and I'll never forget, sit in the back of the car is my buddies with driving up. And that changed my life because I had a lot of issues, a lot of problems growing up as far as you know, drugs, alcohol, failed relationships fail in college. I went to, I was a guy who took seven years to get a four year degree and went to, you know, six different community colleges in two universities in order to get to where I'm at, you know, but the biggest thing that's happened in humble unsatiable hunger and following the right types of people in order to get what you want in life. Speaker 2:     02:39       I love that. I think a fall in the right type of people. It's one of the main things we talked about a ton. Miles were really just talking about this the other day as far as who you associate with and that association really does change. Absolutely everything in your life. We have a ton of fun here in the office. We joke around a lot, but at the same time it's our core group that allows us the opportunity of a building Speaker 3:     02:59       and growing as quickly as we have. Yeah. And from my experience it's literally the most important thing, like literally because 10 years ago guest to us hang out with people who did drugs, drank all kinds of stuff, and then guess what? I started surrounding myself with over the last couple of years, people who are hustling, making money, serving others, creating value for others, building businesses, doing all kinds of things like that. And guess what's happened? My life has been ruined because of that and it. And it's so important as well because when I started my agency, right, um, I had quit my job, you know, and I was starting this whole online thing, what, 10 months with zero sales, zero six right before we found our actual agency model. And it wasn't until I got into the clickfunnels community and I want to make sure people understand that because like we've talked about two, two different, 10 month categories. Speaker 3:     03:45       One was 10 months from zero to seven figures. I think the other part is there was 10 months prior to that, zero, uh, basically 10 months of zero. Is that correct? Absolutely. So before we fit settled on the agency model, that actually started making money and where we went, I was a website designer, I was an seo guy, all kinds of stuff. And it wasn't until I actually came into Russell Brunson's world and found click funnels that I discovered the facebook ad agency model that we figured out and once we actually started working on that, that's when we went to over a million dollars in a 10 month period, you know, and, and it's spent 10 months of following the wrong types of people, the wrong groups. I didn't know what I was doing and it wasn't until I found some of these communities and started mentoring under other people and learning from other people that, you know, my life was changed in know, while I appreciate that I know that a miles has. We were just talking about this whole concept as far as agencies and we just rolled out the mother funnel which has taken forever. But one of the first things we're trying to identify as is what type of business people are in. And miles was talking about this whole concept as far as agencies. Speaker 4:     04:49       Yeah. No, I'm like, it's, you know, a lot of people are like, I don't have a product. I don't have have any information to sell or any of these, any of these things, but with the new monitor phone we've rolled out, there's all these templates and they're literally plug and play replacing an image and the headline and I think that that's going to benefit a lot of people looking to get in kind of the agency realm because I'm to start an agency, you know, there's a lot that goes into it, but you don't have to have your own product. You can help other people. We had west Bewley on just a few episodes ago and he was talking about. He's kind of has an agency model going on. He looks for three things and click clickfunnels. I'm sure you can attest to it. He looks for one that he can build a funnel for two, three hours a day or two. You only need to spend a few hours a month on it and then three a is profitable from the get go. And so, I mean, with click funnels and you can attest to it, it can really help someone kind of get an agency up and going off off the ground and probably see some of the same success, you know, that maybe not the same degree that you as as far as the million and 10 months. But getting that first win. Speaker 3:     05:53       Yeah, absolutely. Yeah. No, and it comes down to a point. The only challenge really is how do I sell local businesses on this? Because the fulfillment side of things between click funnels, the community people willing to help you out, facebook ads, the ease of it, the, the only challenge is literally trying to sell clients and get them to join you and pay you money in order to run those ads and get new customers in. But the great thing is we are literally doing what most. So I work with small, local, local businesses, right? I work with a lot of small businesses across America. What is the biggest struggle for most of all small businesses across America? Getting more customers. Right? And so it makes it so easy. So we've got something that's great that we can go sell to people and the fulfillment is so easy, man. Speaker 3:     06:39       Man, I, I can't say enough good things about click funnels. Nick, I want to. Two quick questions. The first one is I want to break down this whole agency model because this is a thing that everyone starts. It's becoming pretty rampant. Is Miles is going to test you right now and that is we have a lot of people say they're, they've got a digital agency but there's so many different facets of that agency that you can focus on. Sometimes it's an agency runs just facebook, others, it's an agency that focuses on creating funnels and another one is an agency that is based on helping systematize and existing product or service. Another one is helping them automate and take things to the next level. So when you talk about a digital agency from what you're doing right now, what, what's that mean? Yeah, absolutely. And that is a really important question because a lot of people screw up at the beginning when they're trying to start agencies because I helped coach what agency or you know, new agency owners and they try and be everything to everybody. Speaker 3:     07:32       They're an email marketing company, their website design, their seo, their facebook, their everything. My advice specialize and specialize so hardcore that you only are speaking to one specific type of client. And I want to give you an example. We made a million dollar company by selling one ad and one landing page, literally one image, one ad copy and one landing page, right? And it was for osteoarthritis of the knee using hyaluronic acid injections. That's how I can't even smell that. Still can't spell it, but it's so important to niche down and specialize. It's okay to specialized guys. That's what I want to tell everybody. It's like you don't need to be everything to everybody. You don't want to be a master at everything. If you're working from your basement and your a Solo Prenuer, you aren't good at everything. Like quit acting like you are. Get good at one thing. Speaker 3:     08:26       Learn how to sell that one thing and go help one specific type of client and then once you start to grow, you build a team. Sure you can add more services. Right? But so many people, they're the Jack of all trades. Quote always comes to my mind, you know, Jack of all trades, master of none. You've got to specialize. I'm going to lose even though I'm a better marketer than you know, a majority of the roof guys out there. I could probably be, I could learn the roofing industry and about a week I'm going to lose nine times out of 10 to the roofing consultant, the roofing marketing agency, because they're speaking the language, you know, even though I can figure it out because I understand marketing at this point, like you've got to, you've got to specialize in a niche. The niche, like not only do you want a niche, you want to niche down even deeper, right? Speaker 3:     09:08       So if you're working with plastic surgeons, you want to work with rhinoplasty, you know, like it really, really specific and it makes it so much easier to sell those clients from a to z. It makes it easier to sell, it makes it easier to prospect, and it also makes it easier to duplicate and scale your advertising and what you're actually creating for the specific clients. Oh my gosh, I love that. I mean from one, it echos everything. Todd and expert secrets as far as basically starting off with the three markets and going down to a son and I didn't plan this. I don't know if we're talking about secrets on his trip to Chicago. I love it there. There's two bucks. And then here's the other one which was also recommended at click funnels of ethics. So, but I think that's real important and that is too often even people in the digital marketing agency, they find themselves in a red ocean and they're going, I'm, I can't make any money. Speaker 3:     09:57       And maybe that's. Maybe that's what it was for the first 10 months of Zeros is if you're fighting their red ocean, there's just no opportunity. No. So how in the world did you decide on whatever that long word was that ended in arthritis as your niche? So that's a great question. So what I did, and it's super important for anybody who's looking to actually start a local business agency, you've got to find industries that buy leads, right? So not only to have to find issue the bylines and pay money for advertising. So I started looking through newspapers. I started looking through mailers, listening to radio TV and I kind of stumbled upon it, you know, I didn't know that it was hyaluronic acid, I just saw that there was a lot of people who are advertising for knee pain injection. So I had to go look at it. Speaker 3:     10:37       I'm like, what is this, you know? And so I got drawn to that because one of my mentors always told me, he's like, if you want to find the best prospects, the industries that buy leads and go in there and work with them, you know, don't worry about competition, you know, don't worry about competition if they're, if they're advertising for that means there's money to be made, which means you need to be in that industry. Right? And then it's down once you get in. So I kind of lucked upon it honestly. Like, I mean, we really did, it came up and one of the first calls I heard this hyaluronic acid procedure and they said there was a big insurance coverage so it's easier to close the leads, Blah Blah. And then I was like, you know what, I'm going all in on that. And I decided to really hyper specific focus in on it and worked out all right, I'd say 10 months, seven figures, that's, that's an okay return. Speaker 3:     11:28       That's not too mad about it. But as, as you brought up before, you know, I spent the previous 10 months when I was trying to do something, you know, an agency or whatever. And I had no, I had no client Avatar that I was working towards. I had no specific niche, I wasn't specialized. I was everything to everybody. I actually went to BNI groups, chamber of commerce stuff and I was told no by like 200 business owners to my face. I was even trying to sell an seo package for $499 a month or so, a million years. And I couldn't sell that, you know? And it wasn't until we literally niched down and got super specialized that I was able to have conversations with the business owner and talk business owner, the business owner and help them with everything. And they're like, Holy Shit, a marketing company, companies never spoke to me like this before. Speaker 3:     12:16       They've never, you know, use this terminology and it's been so beneficial. And we still stay very specialized today. We don't even know we're doing 4 million this year. Um, we still don't. We don't play outside of our route. And as such, valuable advice, I hope everyone is listening to catching onto that. I actually made the mistake that you talked about where I was literally just thinking any business owner when I first started my agency, Gosh, 10 plus years ago, before facebook, I thought at that time basically anybody know if they had a business. They were a client. And I remember my very first client was an amish furniture store and then he had absolutely no money and I was trying as far as they possibly could to save this company. And bottom line is I lost a ton of money and they ended up declaring bankruptcy and that was the end of that marketing. Speaker 3:     13:04       And one of the biggest things for anybody who's listening, who's working with an agency, be very, very wary of anybody who is not currently spending money in marketing dollars because they still have to be able to close the leads. So we actually qualify the business owners, right? Like we need to make sure they're spending money, we need to make sure that they're actually have a sales process. They know their close rates, things of that nature. Because there's so many people when they're getting started. Like, oh my uncle owns a flower shop down the road, you know? And maybe we can say, and it's like you never want to be the savior for the company. You know, as you say, like you don't ever want to say that because then all of a sudden they're going to be a nightmare to you and they're going to be texting you at all hours of the night and it's going to keep you up at night. Speaker 3:     13:47       And it's just, it's not worth it for a $500, thousand dollars management fee, you know, go find people that are already spending money and show them how to spend that money better. That's what it's all about. And right now it's all about going after traditional advertising, right? I mean the newspaper, TV, radio costs are through the roof. I'm not saying you can't get an Roi on those. You can, but they're through the roof and most people don't do it properly. And I always use this example in, in my groups and people I talked to in Oklahoma City for one Sunday run one, one full page answer in the Sunday run in Oklahoma City, got $15,000. Imagine what we can do with a $15,000 budget on facebook where give people like a billion leads using using click funnels van. So go out to people who are spending money. That's one of the biggest things I would tell anybody. Oh Man, I seriously, I hope you guys who are listening and taking, if you're driving the car, you need to pull over and take notes on this one because what you just said I think is so credit to things I picked up there. One is you have to understand there is a language with every single industry and the better you are at speaking that language, the easier it is for you to close that type of a business Speaker 2:     14:51       owner. The other thing which I think is so valuable what you just said, nick, and that is you know what their cost is for advertisements outside of online marketing because if you know that you know what type of leads and how much they already spent it, they're spending 15 grand. I think it goes a long way in a facebook ad campaign, let alone you know what the Roi is typically there. I mean it's really easy to go in and say, so you're spending $15,000, how many leads do you get out of that? How many of those are you call? I mean, it just opens up. It's a totally different conversation. So nick, it's so cool for me to see, I love people who have immersed themselves in their business as deeply as you have. Congratulations. Speaker 5:     15:30       Absolutely man. Well, it's been a long struggle. You know, it's been a roller coaster to figure this stuff out and I, you know, I do. Speaker 2:     15:39       So these basically sitting in a hotel room in Chicago, upw just finished internet crashes because he's just dropping so many value bombs, internet, they could not keep up with nick. So, uh, do you remember where we were? If not, Speaker 5:     15:51       I don't, but I will say something about ut upw in, in Chicago, and I will say, I want to say to all the listeners, focus on your mind and focus on your psychology. It is the most important gift that you could ever give yourself in regards to life. Man. Aaron knew your son was over here is the coolest thing ever. I wish I could have met up with them. I wish I'd known ahead of time because it's so important because without the right psychology, without the right mindset, you can't get anywhere. Of course you're not going to sound anything. You're not going to be able to grow, so that's what I got on that upw, is that. Speaker 2:     16:22       I love it. Yeah. So my son Parker or my other son, Chandler and his wife ran were both there. So anyways, let's go back to where we were and that is you were talking about here as far as not being the savior for these companies and situations where so many people, when they think of the agency model, they think I'm going to go out and I'm going to just. I'm sure there's somebody will take, take my business and it kind of goes back to what you just said is about mindset. That is I think when a lot of people start off in the agency model, they don't understand the true value which they're able to bring and so they think I just have to get a client and whoever it is, it doesn't matter. So if you don't mind, kind of pick things up there and let's go from there. Speaker 5:     16:57       Yeah, absolutely. So one of my, one of my main mentors in life, he has something that I love to say. He's like, look, if you're an online marketer, stop hanging out with other online marketers, you guys, you guys don't charge enough, you know, he's like, go hang out with the big agencies because what we don't understand that the value we provide is so strong, especially in this day and age compared to what the big agencies do. I mean, I was just talking with one of my, one of my buddies who met me out here in Chicago and he is, I'm bidding for multimillion dollar yearly deal with a big agency. The big agencies like boosting posts. There's no direct response. There's no tracking, there's no anything. And that's a big agency they're doing because they don't know what to do. So we don't understand the value that we provide. And as I was saying earlier, like the biggest need for small businesses in America is new customers and that's what we provide. You know? And so many people are so scared to talk to people about that and go do it. So it's important to know your value. And there's a big paradox because a lot of times when people are getting started, they feel more comfortable with, you know, small management fees and small businesses. But what's crazy is those are the hardest ones. Those are the ones that suck the life out of you. Speaker 4:     18:06       Oh yes. Speaker 5:     18:08       They suck the life out of you. When you work with someone who's got a big budget and that all they care about is metrics. It's all much easier. It's much easier. So it's like this weird paradox going on because we're nervous or scared, whatever. And they end up being the worst and then they get a bad experience. They might give up too early. Because the other thing I want to mention, just not giving up. You've got it. If you want to build a life from your own, if you want to build a life, bottom line marketing, build an agency role, things like that, it's going to take some work. It's going to take some ups and downs, you know, so you've got to be able to put up with rejection. You've got to not give in when you know you're told no things of that nature and focus on bigger clients and I'm going to take it back to what I said earlier. Some clients that are already spending money, that's what you want to focus on that as the biggest key and it's specifically in in a traditional world because you can be radio, TV, newspaper, all day, everyday, online unfp that good doubt being, you know, Speaker 4:     19:03       so miles. What do you think? I've been doing most of the talking. I'm gonna let you die down on this stuff here. Okay, well I'm fine. Diamond in the last time I said something when I was starting to sweat, talking too much. No, I think nick, I have a question for you as far as you know, I think a lot of people out there when they get started, they're trying to figure out what they're doing, but then they also want to get that first one. I think that first one is it builds momentum. That's how. I know you said you spent 10. We've had advice for people just starting out. What would your advice be to them to really find that balance of really diving in deep research as much as they can, but also getting that win as quickly as possible? Speaker 5:     19:38       Yeah, absolutely, and I think this is a great question and the two things I would recommend, and I might catch some flack, there might be some people's and gurus out there who would disagree with me on this, but I think that, you know, coming from the clickfunnels community, Russell Brunson, I think it's important. Run a trial, get results immediately, do it, do it cheap and get results. Go find somebody, family, friend within your network, offer them $500, whatever it might be, to connect you with business owners. Run a trial, guys like, I mean, get some results because it helps you in so many ways. One, it helps you get results for the client. It helps you build confidence in your sales process and it can help you sell, right? And you want to get testimonial videos. One of the most important things we can have, the 2018 is testimonial videos to help us sell our stuff. Speaker 5:     20:19       So I immediately reached out to friends, family, whoever you've got in gold, get some results, like get results. Okay. You don't have to sell a $10,000 management fee up front with no results. Like that's hard. It's, I, I'll be honest, it's hard, you know. So go run a trial, do something like that. And then people overlook networking events and at what BNI is and chamber of commerce can do, you know, especially getting started now, it's not always good. I spent several months, it'd be an and lost a lot of money and didn't do anything. But with the right process, with the ability to generate, you know, to run trials, things like that. It can be huge. So utilize your family and friends at work and I think a lot of people are afraid of doing that because of the mlm model, because of multilevel marketing. They don't want to ask their friends, but you've got to remember that we, we don't, we're never gonna make money unless we actually bring an Roi to our client. So we should probably go all in on that. Right? You know, we should probably bet on ourselves, you know, if we're going to sell marketing, hopefully we can make our clients money, you know, so p, I people overlook that. So networking and then family and friends. The two biggest things that immediately you can get started with Speaker 2:     21:27       fantastic women. Take it to the next level and that is, you've talked about this opportunity where you went zero to seven figures in 10 months and now you basically 10 x in ideally within the next 20 to 24 months. So what are you and what are other businesses who are already at seven figures? How do they get to eight? Speaker 5:     21:44       Yeah, that's a great question. Systems and processes. It is the one thing that I completely overlook. I'm a sales guy on the type of guy who wants to go fast and break shit and sell things really, really hard. And I actually broke our agency at one point, like literally I sold 35 clients over a two month period. To give you an example, we did $275,000 revenue in one month. Two months later we did 100,000 because we lost 60 clients in $175,000 a month because our operations, our systems, our processes were not in place. So the only thing I'm focused on right now because I'm better sales process that you know I can sell stuff for sure all day long is becoming a business operator, a business owner, somebody who can help the people in front of me and my employees. I've got 18 employees now do what they're supposed to do because that is by far my biggest headache. Speaker 5:     22:36       And then on top of that, it is this, this concept of continually dialing in your x factor, what makes you different and how do you make it so that when you bring a client on, they cannot leave you if they leave you, their business is going to just fall out. So to give you an example of that, so we run ads, we built funnels, we do email marketing lots, but we started a call for it recently in order to schedule appointments and get people in the door. So we can take that off our clients' hands. That right there, that's our x factor, you know, and we've got some hiccups along the way, but that's what we're really working towards and it's gonna make it so that if the client wants to leave us, all new patients are going to stop. They're done. We own everything. We own the funnels, we own the ad accounts, we own everything. So continually dialing that teeth in and you see that in big businesses all across the world. You know, apple is a perfect example. You know, if I wanted to switch from an iphone to an Android, I lose all my contacts. I lose so much stuff, you know. So that's really the biggest operator and then continually being more valuable to your client Speaker 2:     23:37       man. Value bombs left and right. Okay. Real quick, I'm going to. I'm reading this book right now. It's called play bigger. You haven't read it. You got to get this one. Speaker 5:     23:47       I have not read it. I'll pick it up right now. Speaker 4:     23:50       Honestly, it's, it's all about becoming a category king. It's been a game changer for me. I honestly, it is the best book I've ever read, uh, especially for where we are right now. Who is the author on that play bigger? The book is play bigger and the, there's four different authors a l ramp, Ramadan, Dave Peterson, Christopher lochhead and Kevin Maney. Speaker 5:     24:14       Okay, perfect. Yep. I'm going to get it right now. And one thing on books, Jessica W, we bring that up and you guys saw that I had two books literally with you right now. The more you learn, the more you earn. Okay. Do not use an excuse to not take action, but you must study constantly. One of the biggest things that I feel has been one of the biggest reasons why we've been able to get to kind of explode on the scene is I'm obsessive about getting better. I'm obsessing about learning. I read 100, a hundred books a year in and listened to hours and hours, dozens, hundreds of hours of training and continually getting better. And I've spent over a $100,000 out of my own pocket out of my own pocket and the last 18 months on mentorship and training courses. It is so important. The Roi you get on that is just indescribable and so many people think that learning ends once they're done with school or college or whatever and no wonder they don't actually have a big victory in life. Most people stay in the same spot. Go learn something. You can separate yourself from the field because most people are lazy. They really are. Speaker 4:     25:16       I teach my kids. The only thing I ever cared about is that they love to learn. I don't care what they do, but you have to love to learn. Well, Nick, I know you've got a ton of things going on. You've been so valuable to us and having you here. Any parting words from you? Miles literally unreal, like I can't wait to this episode drops so I can listen to it a couple times because Speaker 5:     25:33       just Speaker 4:     25:34       value bombs, gold nuggets in hopefully a lot of people will listen to this and take it to heart like you know, net net worth is in the network. The more you learn, the more you earn and really immerse yourself into anything that you have a passion for that you want to turn into kind of a career or an lifestyle. So nick was awesome, man. Speaker 5:     25:53       The only thing I want to leave with one more thing for anybody listening because I think everybody needs to hear this. This is not an easy journey. If we're literally trying to build a life of our own on our own terms as most of us here in the clickfunnels community do, it takes work. Okay? It's scary. It's scary to reach out to the business owner. It's scary to do certain things, but what scares me the most is working till I'm 65 years old and you know, maybe having a couple of years of my life while on my own terms. Right? That should scare you a hell of a lot more than reaching out to a business owner or starting your own business or are betting on yourself. Right? So I just want to give everyone a vote of confidence. You can do this. Anybody can do it. The people who are doing it are no better than you, they just are taking action that you're not willing to take, so get out there, take some action, bet on yourself, burned Speaker 2:     26:44       the boats and make it happen. That's all I got. Well, one last thing is I know I'm going to get hammered and if I don't tell it right now, people are going to be asking how do I get a hold of nick? So if you want to get a hold of nick is going to be at seven figure crusader nation. This is the facebook page, so go to facebook, look up, look up seven figure crusader, spelled with a k, k, r, u, s a, d, e r, so seven figure crusader nation. You can hook up with all his value bombs. Just drop here. He's doing them out there as well. Any other places that they should reach out to you yet? Nah, man. That's the best place. We got a facebook group, super active. I'm dropping all kinds of free stuff because this is a passion for me. Like I mean there's too many people are unhappy with their lives. What they're currently doing, let's raise everybody up. There's no competition in my eyes. Everybody. There's so much business out there. Let's go help other businesses makes more money. Let's utilize like funnels. Let's build some agencies and let's live life on our own terms for once. Let's go against everything that society taught us to believe and let's make it happen. I love it. Thank you so much nick. Enjoy your time in Chicago. We'll talk real soon, but you're got it. Thanks guys. Speaker 6:     27:47       Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few hundred thousand dollars so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, I only just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as at the you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Dave Woodward reviews the importance of team building and breaks down how to efficiently design the right winning team. He refers to the latest superhero movies as a good comparison, and explains how every person has a particular set of skills he/she can use to flourish. What is your superpower? When building a team,  it is important to distinguish roles according to personal strengths. He talks about the benefits of attracting the right people to your project who share the same passion and believe in your project/vision. Dave believes power-teams are created when individuals come together, share the same goal, and all contribute in areas they are most passionate about. Are you ready to build a team of superheroes? Tips and Tricks for You and Your Business: Building A Dream Team (1:03) Replacing Yourself As A Business Owner (8:07) Quotable Moments: "First and foremost is you better be creating for yourself, your own power team. It's really super important that as you take a look at who you associate with, that you're attracting as many of the best people as you possibly can." "The faster you can replace yourself, the quicker you're gonna be able to get to the next level, whatever that next level might be." "The most important thing for you if you want to climb the corporate ladder fast is you've got to find your replacement. The problem most people have with finding the replacement is they feel like as soon as they replace themselves, they're going to no longer have a job." Other Tidbits: Dave Woodward reviews the importance of team building, attracting the right people to your project and breaks down how to efficiently design the right winning team. He refers to the latest superhero movies as a good comparison and believes power-teams are created when individuals come together, share the same goal, and all contribute in areas they are most passionate about. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward Speaker 2:     00:17       back. Everyone. This is kind of a different podcast is a little bit of things in review. What I mean by that is recently there've been a lot of movies that have come out and they've all been based around superheroes and this ideas for our super powers, whether you're looking at the avengers or DC or marvel or whatever it might be. And I want to Kinda relate this to building your own team and I take him if you've seen any of the movies recently. Last year they had justice league, uh, recently we've had the avengers infinity war and one that came up just not too long ago was ant man and the wasp. And I know you guys would probably think I'm going totally crazy here as far as what in the world does this have to do with marketing? Well, it has absolutely everything to do with it and that's what I want to share with you when you're looking at building your team. Speaker 2:     01:03       One of the things that comes across is what is everybody's super power? What is your superpower? What is your superpower? And the. I had the conversation the other day about Superhero Jealousy or superhero power jealousy, and it was kind of along the lines as far as ant man being frustrated with the wasp and the fact that you're stable flies you to do all these other crazy things, and he was like, why don't I have those powers that this just doesn't seem fair. And it's been an interesting thing is we've been looking here at kind of building a Dream Team with the internal agency here at click funnels. It's gotten to the point where I'm like, man, what is my. I'm almost hopeless that I find myself going. I think I've got a little, a superhero power, jealousy, envy going on. I mean you take a look at our team. Speaker 2:     01:50       We've got Julie who is just absolutely insanely amazing at time management organization and writing. I mean, this girl can get done more than anyone else I've ever known as fast as possible and yet it's just this crazy quality and Karen is just this phenomenal copywriter. You take a look at. Steven has been crushing as far as offer creation and funnel building and jake has got these mad skills as far as graphics and Nick's been doing these crazy things, pulling everything together literally out of the blue with funnels. And then you take a look at Dana derricks and he's got this dream, 100, these crushing and then you've got James who's just amazing at assistant and, and automation and making things happen. And Jada has now taken her and found her new skillset as far as writing these crazy, crazy storytelling, uh, emails and I take a look at Brent and he's got this amazing ability to be present and, and just so carrying things and I'm saying they're going, gosh, what in the heck am I doing? Speaker 2:     02:50       What is my problem? Why? What's my power? And it's been a kind of a fun conversation. Russell. I were there other day and I had this. I'm like, Geez, I feel like I've got superhero power envy and my only reason I'm bringing this up is twofold. First and foremost is you better be creating for yourself, your own power team. It's really super important that as you take a look at who you associate with, that you're. You're attracting as many of the best people as you possibly can. If you take a look at the the Justice League and how the Justice League was formed by bringing together. It wasn't just Batman. They brought in Superman and they bring it in wonder woman and Augmentin and all these people have their own different skillsets, but together they're so much better. I'll take a look. The vendors affinity towards same type of thing where you bringing in characters from all all over the world and galaxy and everything else, and my only reason I'm mentioning this is somehow I don't know all these characters as well as my kids do. Speaker 2:     03:48       I mean, my son Parker seems to know every single person's backstory, their superhero powers and all this crazy stuff, but the one thing I do know, and that is when you're looking at assembling your own team, you really need to make sure that you focus and bring in other people's strengths that you find a way of. So often you want to think, well, I'm just going to find someone who can just do a little bit of what I do and, and duplicated. Realize you don't want them to just duplicate. You want them to literally whatever. You're not good at bringing that person in first. So stop doing the things that you don't like to do. Bring that person in who's great at it. I suck at swimming. So first thing I ran, I, if I needed that would be aquaman because I need that super hero power. Speaker 2:     04:34       Um, I take a look at, uh, we've had the opportunity here in the last year, every fall I can live with creating different, a comic books and it's been fun kind of pulling together our different vendors, types of characters and things. As I take a look at a click funnels, a vendors group, it's we look at some of our affiliates and I remember taking a look at some of our very first affiliates who are our top affiliates and the way they were doing it, a semen. It was the very first one who really just crushed it because he has this amazing ability to be what he was first when it came to really getting out there with in the blogging community about a comparison between clickfunnels and that time, lucky pages, and so because of that, he was one of our top affiliates, but since then we've had four or five others go on to surpass him with their own superhero powers and I think it's important that you take a look when you're trying to assemble your own team. Speaker 2:     05:32       Find out who's great at things. It's one that you don't like to do or other things that you may not be as strong APP and don't be afraid to feel that by giving them control over that or the ability to do that, that you're any weaker and accomplishing that. One of the fun things we did on this last comment as we brought together the two comma club x coaches, uh, the, one of my favorite lines obviously came from, I think it was even justice league, where, you know, Batman's being questioned as far as, well, what's your superhero power? And Russell was so excited on this one. Basically say, well, I'm rich. And that happened to be a superpower that's got. Russell's got a million other superpowers. But that was kind of a fun one that we were talking about was just this idea that every single person has their own superhero power. Speaker 2:     06:18       And I think the problem I've seen in an organization, and you start bringing together all these amazing people, all of a sudden you start thinking, Gosh, I'm, I'm not that great are, I'm not as good as some of these other people. And you start comparing yourself to others. Realize one of the best abilities anyone can have is the ability to bring other superheroes together. And as you have that capacity to bring other superheroes together and allow them to excel and really accomplish even greater things. That is probably one of the strongest superhero powers that you could ever have, is the ability to assemble other superheroes, so as you're looking at building your team, make sure that one of the skillsets that you get very good at is identifying who's better or who can do things in a way that's more effective than you and attract them. Speaker 2:     07:07       Find ways of attracting them to your project, to your mission, to your passion. It's one of the things that Russell is amazing. That is the ability to attract quality people. The other thing is identify what is your superhero power? What are you really good at? And doubled down on that. Immerse yourself in finding ways of making that skill set even bigger and better and stronger so that you literally control and dominate that whole superhero power. So I know this is kind of a different podcast interview. I was a topic we had literally because of a movie that came out the other day, but I was. I've seen this in our facebook group. I've seen, as I've talked to others, we're all of a sudden as they start bringing something that their team, they start feeling like they're just not as good and all of a sudden it's this weird superhero power envy or jealousy thing that comes up and I just wanted to make sure you guys understand the importance of realizing the most critical piece is the ability to assemble the team. Speaker 2:     08:07       So bringing that team together, find out who they are. Double down on that and understand as a business owner, one of your most important things is to be able to replace yourself. I remember years ago and one of the very first advisor, the only job I really ever had when I was working for someone was in a large corporate insurance agency model where we were. We had literally thousands of agents across the country and it was fascinating to me as I was, you know, looking at different things, going up the career ladder and everything else. The Guy, my boss at that time, he said, you know Dave, the most important thing for you if you want to climb the corporate ladder fast is you've got to find your replacement, and he says, the problem most people have with finding the replacement is they feel like as soon as they replace themselves, they're going to no longer have a job. Speaker 2:     08:56       He says it's totally the opposite. He says, the faster you can replace yourself, the quicker you're gonna be able to get to the next level, whatever that next level might be. For you and I, my kids were out at a Tony Robbins event this last weekend that a upw and I've seen the same thing. It reminded me of a conversation that you know Tony had had with people years ago and someone basically said to Tony, you know, next year I'm going to be just where you at next year. I'm going to be exactly where you are, and he goes, great, fantastic. I think you should be just realized by the time you get to where I am, I will be 10 steps further ahead than you and realize that you're never going to be in a situation of of basically not having a skillset that isn't marketable or of not being able to get to that next level, so work on your own superhero power for getting, being jealous of others, and assemble your own avengers team. Have an amazing day and we'll talk to you soon. Speaker 3:     09:54       Everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if there's people you like me to interview, more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Chef Keith Snow: Chef Keith Snow rose through the ranks to become Executive Chef at one of Colorado's premier ski resorts and now has his own Harvest Eating Youtube Channel that focuses on teaching people how to make local and seasonal cooking a way of life. He authored the best selling cookbook: The Harvest Eating Cookbook, and also runs The Harvest Eating Podcast. Keith talks about funnels, how he used his experiences and passion to create several online learning cooking courses, and discusses ways online culinary learning can change your life. His online learning platform, Tasty Education, uses video to provide detailed and niche-focuses instruction for people. Tips and Tricks for You and Your Business: Using Free Plus Shipping Offer As A Funnel Method (4:28) Creating A Continuity Offer Sales Model (11:15) Funnel Stacking For Profits (17:57) Quotable Moments: "If I can get them into more peoples' hands without losing too much money by doing this free plus shipping offer, I'm going to be creating a lot more customers too." "You have to go into this at the very beginning saying, am I trying to get customers or am I trying to get buyers?" "A lot of people just always feel like they have to start with the lead magnet. There's nothing better than starting with someone actually paying you money. So start with that." Other Tidbits: Chef Keith Snow discusses how he utilizes Click Funnels in his business model and he gives quality tips and tricks based off his own personal experiences. He talks about the specifics behind his online course and discusses the importance of food storage and culinary learning. He prides himself in getting people to understand their pantry should be filled with food! Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back this day Speaker 2:     00:18         Woodward, I'm your host. This is funnel hacker radio and you guys are in for a real treat today. I have the op team having Keith snow, chef Keith snow on the show today and Keith is a guy, has been crushing it as a chef for years and years and he's had his own TV show. He's got his own products and everything else, but he's been just trying to figure out the best way of getting things online as far as or as far as ingredients and spices and everything else, and I talk to you about this funnel he's got that's going crazy, but most importantly some of the cool stuff that you're going to learn not only about funnels, but also about building your own survival pantry and some of the other cool stuff that he's doing in his business. So Keith, welcome to the show. Speaker 3:     00:58         Hey Dave. Thanks for having me. Speaker 2:     01:00         I'm so happy. So happy to have you write a little bit of an issue last time on the record is we're gonna make sure this one works. So what I want to do, if you don't mind, is tell people a little bit about this whole idea as far as harvest eating. What is it that, what's this whole harvest eating thing you've got? What is your funnel? How's it work? Speaker 3:     01:17         Sure. Well, harvest. Anything was a brand that I started back in 2005 and that was right when the farm to table movement started happening. Everybody was still eating some low carb food. Then Atkins Diet and all that. But I was on the forefront with slow food international and doing um, farm to table cuisine. So I put up a website I just left. I'm a big job out in Colorado as executive chef of a ski resort. So I started researching and cooking and doing a lot of stuff in regards to the farm to table movement. I was a little ahead of time because it didn't really start to hit until about 2009. But throughout that period, like you mentioned, that had, um, tv shows and eventually I had my own cookbook still on Amazon. It's the harvest ddn cookbook. During that time I got into selling some products, some spices and sauces. And it's, uh, it's been just a lot of fun since that. Okay. Speaker 2:     02:18         What has been on your own site? You've got a shopify store. I think we're on a, in fact one of our buddies over at Amazon selling machine or I guess amazing selling machine now. A correct things there. Uh, did a podcast interview with you awhile back and recommended you guys. You take a look at click funnels. So you've only been on the platform here for just about a month, six weeks or so. I want to tell people a little bit about where you were before and what's happened in the last six weeks. Speaker 3:     02:45         Sure. Well, I didn't want to take my products into traditional retail where they've always been in the past and I had hooked up with, you know, consultants and a guy who helps people with Amazon stores Speaker 3:     02:59         and we, we were talking back in 2015 and he helped me get into Amazon and then he asked me recently to come on the show again and I did and he mentioned something that I guess was pretty profound. He's like, have you ever heard free plus shipping offer? And of course I'd never heard of a free plus shipping offer. It No. Didn't know what he was talking about. And then, um, he said, yeah, it gives people a chance to try your product to get a new customer. Um, you know, you have to give the product away, but they cover the shipping, shipping and handling. It's a great way to build your list because my product cells, the repeat sales and the lifetime value of the customer is very, very strong. So you said you need to get on click funnels. And of course I'd never heard of click funnels either. Speaker 3:     03:43         Um, I thought a funnel was something you used to put oil in the car, but he said no, it's a, it's an internet thing and you can sell stuff and it works really well and it's different from a website. So anyway, while I was on the call with them, they promised to help me set it up and I'm, they said a visit click funnels and it took me, I don't know, week or so to um, I got the free trial, quick funnels and started messing around and they helped me with some of the steps inside. Um, but through that time I realized that you guys have just amazing support. I use all kinds of software as a service programs from autoresponders to web hosts, shopify, all these different things that I use. Okay. Kill you when you have a problem. It takes a day or so to get any a help. Speaker 3:     04:28         But with quick funnels, even though it can be a touch complicated in the beginning, there's such amazing support and I'm talking to support no two, three times a week and those guys are amazing. Creating videos for me and helping me. And I launched the first funnel and it was this free plus shipping offer and it's sitting right [email protected] and people can get a sample of one of our best selling spices and just pay for shipping. And then I had built a, a, an upsell offer for six jars, put it out there and just sent an email to my customer list and Whammo it started that day and that was like a mid June and I've been getting sales ever since. And what I'm noticing is that even though I give away the, the free jar, I'm getting a lot of people taking the upgrade. I've made a couple of hundred new customers since then and just the average ticket bigger then what I see it on shopify, like people will go there and they'll buy one or two jars. But I'm, I'm getting people, I'm buying the one and then buying six and then coming back and going right back to the bottle and taking another sample and buying six. So it's been a pretty cool Speaker 2:     05:46         good. I appreciate you sending me the spices. We've tried them over the weekend. Absolutely amazing. These are probably the best biases I've ever tasted. I can see why you've got such a, I think you told me last time you in like the 90, 92, 93 percent reorder rate, some crazy number like that. Yeah. Speaker 3:     06:04         It's insane. And people, people through the years, I've had customers since 2017, um, that are buying these in. They do not want to be without them and they just, Ah, they just love him. So that's why I thought, you know what, um, if I can get them into more peoples' hands without losing too much money by doing this free plus shipping offer, Speaker 3:     06:25         I'm going to be creating a lot more customers too. Market to, and to stay in touch with and uh, so far. Okay. It just works, you know, when you're, when you're doing it on Amazon, like I was, I mean, I have no control over the customer. I really can't email the customer. I don't know. I'm not allowed to send them off the site. So controlling the, uh, the, you know, the sales process and using something like click funnels, it's just a smart way to go and, and the software is really easy to use when you're building pages. I mean there's so many templates and it's drag and drop and I've used a lot of different, you know, squarespace wordpress, I mean, you name it, I've used it, but this is very easy to get the job done. Speaker 2:     07:08         Well, I appreciate your kind words, your testimonial. I want to talk more about your funnel right now and that is to try harvest eating.com. Highly recommend you guys go get these for one. Spices are absolutely amazing. I think you should fit not only the three northern Italian spice that you get by the way you mentioned as far as why. Why Italian spice? Why is that the first one instead of one of your barbecue spices or other things? Speaker 3:     07:31         Well, you know what I mean, I first started with that one back on June twelfth and that one really great and then people were contacting me on. I may have been a lot of the same people who knows, but people were contacting me on facebook saying, we want to try your steak seasoning, we want to try your Montana steak seasoning. I have three or four steak seasoning. So I then created a situation where people could choose one of three and uh, so they could go in there, they get a free spice and they just pick the one that they want. And that was working well too. Speaker 2:     08:03         Okay. Speaker 3:     08:03         But to be completely honest with you, I, I'm going to start having Amazon fulfill the, the free plus offers for me. I'm connecting my shopify store so that way it's okay. Mean when you get 30 orders in a day, all of a sudden you realize, wow, you're, you're a, you're in the shipping business. I want to be like Trey Lewellen, but I don't want to be a having a bunch of people hired for shipping. So what I've just done is I sent in a bunch of inventory to Amazon and then once they actually just got an email, they're checking it in today. Once it's all checked in, change the funnel to where the products are already built, I'll change it so people can pick up the one they want. But um, they were all going, you know, pretty equally. A lot of people are very familiar with. They like mine. Speaker 2:     08:54         I love. So the cool thing is, again, it's to ship, it's the two step order form, shipping, address and information on the front end. You didn't go to your range and you pay for the shipping a payment. There's an order form bump. It's a real low order form bump. It's like what was three 99, four 99 for the, uh, the video, Speaker 3:     09:14         I think it's three 99 for a series of right now it's 10 videos and I've got more of them than I'm editing, showing people how to use the spices because people through the years emailed me countless time. How do I use them, how do I use them? And I just, you know, I've got three, four decades of. I started cooking when I was 14 in restaurant. I'm 51 now, so I've been at the game a long time and I just thought, I mean, you put the spices on, you cook it, what is it? What do you need a recipe for? Why do you need instructions? But okay, you know, that's just me being an idiot because people, people need help with that. So I said, all right, that'll be my order bump. And I shot eight videos, edited those [inaudible] I do a lot of videos and then I um, started putting those for the order bump and a ton of people that have been taking them. Speaker 2:     10:04         No, I think it's great. I'm noticing basically even your free plus shipping prices. Six 99 even you're going to find there's not much difference. Twenty six, 99 and 99. I'd probably increased that to seven 99. Get an extra buck on the front end. Also on the three 99 on the video, how to bundle. I would, I would totally split test out on a much higher price point. Your take rate, I think you said is way above 40 percent on the video, right? Speaker 3:     10:29         Yeah. I think it's like 42 percent. Speaker 2:     10:32         That's honestly I would see about increasing that price point split, test that and see if you can get that into the eight, nine, $10 range, especially if it's you're getting 10 different videos or stuff about the spices and just play around with that. The cool thing is you go from there to the order form after the order form bump, the Oto is six of the spices and your take rate on that was phenomenal and I think the main thing I want people, you guys are listening to this realize that it's all a matter of split testing these things. Every price point and dollars and things they change and realize. You have to kind of go into this the very beginning saying, am I trying to get customers or am I trying to get buyers? I'm sorry, I'm trying to get just people are looking lucky. Loser. I really want buyers. That's the best thing about free plus shipping offers. You get that first dollar and that first dollar is the most important dollar because once they get that, then they'll continue to spend more and more and more with you. Obviously, Keith, you been in that situation to where you're seeing people are spending repeat dollars. Do you have a continuity offer on this? Speaker 3:     11:32         No, I am thinking about creating a continuity offer. When we talk about my online course, we'll talk about some continuity, but yes, planning on. I'm moving over a lot of my content to click funnels and then creating membership as part of this and letting them take that as an order bump to because there's a lot of that I don't have published. Yes. Dozens and dozens and dozens of videos and recipes that are very popular. So I'll probably create a continuity offer hopper with that. Um, yeah, I mean it's exciting looking at, um, my upsell is about 18 to 20 percent, 45 and a half percent on the order bump, so I think people would, um, go into some continuity as well. Speaker 2:     12:16         No, I think it's fantastic. So again, we're listening to understand the importance of getting someone. There's a big difference. A lot of people just always feel like they have to start with the lead magnet. There's nothing better than starting with someone actually paying you money. So start with that. I love what you've done on this aspect here. I would definitely keep that. Would take a look as far as increasing your prices. Uh, you're a premium product anyways. People are going to have any problem paying a little bit more for that kind of stuff. And then what I want to talk to you now about it. So now you've got this taste, this flavor for clickfunnels. You've gone ahead and you've started off with the free plus shipping product. You now have moved into a membership site. Tell people about what you're doing on the membership side. Speaker 3:     12:52         Sure. Well, I've got a, um, an online course. It's called food storage storage.com. And people can go there and they get a seven day free trial and after that it's $97 a year. And what the course is, oh, there's a lot of people that store food for emergencies for whatever zombies coming, but there's millions of people that store rice, beans, wheat, oats, you can buy the stuff in bulk. And then there's tons of people that are looking to lower their grocery bill. So I created this course, food storage fees. And what it does is it helps people, first of all, understand why everybody's pantry should be filled with food. Particularly if you have children. There's really no excuse not having food in there in case you know there's a power outage, a snow storm and ice storm or hurricane, whatever it might be. Hopefully we don't see a 2008 again, but a job loss. It could be an injury or anything like that can cause people a lot of stress. And if you've got a pantry full of food, the number one thing mess up is taken care of. It's insurance that you can eat. So I, I take people through why they need to store food, which foods to store. And then to date there's close to 60 videos showing people how to cook. Speaker 3:     14:09         Amazing foods, amazing recipes with very inexpensive food like rice and beans and wheat and oats and that has been a very successful course for me. Um, and people go on there and I can see who logs in and they log in all the time and they're just using the recipes and it's just been a great ride of course, but it's always been [email protected] and that's a pretty good service. But there's not a lot of, you know, like I called them up and said, hey, uh, what if somebody, you know, a lot of people aren't going to just spend $97, but can I get their email address? And then they said, yeah, you can, you can go to Zapier and you can create a zap and input this and you got to put in custom css code and you've got to call someone checklist Slovakia to program it and you know, all this kind of garbage. And in the end, um, there was just no easy way to collect email addresses. And I just find a lot of limitations on the, um, on the platform as far as the selling side, delivering the course materials quite well. So this is why after I saw the spice funnel taking off and saw how easy it was, I knew that I needed to build the, um, the, the selling effort through click funnels. So now that Speaker 3:     15:25         the chorus is sitting there at food storage fees that come with the free trial and um, you know, that's continuity there. It's $97 a year and there is just an incredible amount of video material for people to use. And you know, this course was originally designed for, um, you know, preppers and homesteaders and folks that store who, but what we found through the last couple years is that a lot of folks like moms that are looking to save money and families, um, that want to get out of debt. The whole Dave Ramsey crowd, uh, they have found the course and they use it. And I mean, I'm telling you right now, your buddies, if you need an extra $500 a month sitting in your pantry right now and I can guarantee you that if you eat at home or if you eat out and you start cooking at home and using the foods that are in this course, you will save a lot of money. And I, and I witnessed it for myself and we didn't suffer. And that was the important thing is the family loved it, the kids loved it. And they're exciting foods that I have in there. I mean, there's a lot of them. Speaker 2:     16:28         Ethnic Speaker 3:     16:29         cuisine. I'm looking inside the course. Speaker 2:     16:33         I'm just going to give you a couple of things. I mean to interrupt you on this one. So I grew up is that I'm a member of the church. Jesus Christ, Latter Day saints frequently knows Mormons. And so I, we've always been counseled to safe store food, you know, your supply of food and all this kind of stuff. And I remember growing up and having like dried milk, powdered milk was like the worst thing in the world. It was like just terrible, terrible, and I remember seeing all this stuff and I've even, I've got tons of food we've restored and typically it's been this freeze dried stuff that we bought on this. I bought from some, some supplier online and we never ever use it and so I was going through this thing. I'm actually looking here. You've got spiced corn pudding, a Thai fried rice, potato cakes, Korean barbecue beef. Then it's in Chili with beans, salt, cod potato cakes. I'm going, I never had any of that kind of stuff at all when we're looking at. Speaker 3:     17:25         Right. Speaker 2:     17:26         And I can guarantee that freeze dried stuff doesn't taste even half as good as these pictures look. So I'm really kind of impressed as far as what you've done. But I want to find out from, from a, from a funnel standpoint, if a person comes in on the seven day free trial, how many of them are actually, uh, taking the $97 per your membership? Speaker 3:     17:46         Well, to be honest, I don't have a lot of data because I really just. I'm just put it up. I mean, it's only been up a day or so and I have not marketed to it yet, so I don't have a lot of data Speaker 2:     17:57         that's not a problem. I think the great thing about, and really what I hope people who are listening will take away his. You're doing what we refer to as far as funnel stacking, where you've found one funnel on the front end, which is your free plus shipping offer. You're getting customers and your clients over there. You're making money on, you're acquiring these customers really at a profit and then you're turning around and introduce them, how to actually consume what you just sent them, which is just a brilliant model and I think it's fantastic. It's so you take a look who's ever listened to realized that one of the best things to do to really enhance it from a funnel stack is whatever product you're offering on the front end, you try to find some product they can purchase. They will actually teach them how to consume what they just purchased. It's been great for us. If you take a look at click funnels, we did the exact same thing with funnel Fridays where we go ahead and our funnel Fridays every single week, Jim Edwards and Russell get on and basically teach people, build a funnel for people on exactly how to use click funnels. You're doing it and they're actually paying you for it. So congrats. I think that's awesome. Speaker 3:     18:59         Yeah, no, I couldn't agree more and I'm, I'm a person that, you know, when those guys told me about click funnels, I immediately went and got Russell's book and read through it and um, I wanted to see exactly how you guys run your funnels and I've got to click funnels. Tee shirts. Alright. A tee shirt. The other day I went to a party and I had on like quickly tee shirts and uh, yeah, I wasn't as in your net. Well you're not in Salt Lake City, Utah and Idaho, but I was up in Salt Lake City and this guy, I walked in and he goes, oh, you're a click funnel. What's that? It was pretty interesting, but that's neat how you guys, um, how you brand yourself. Okay. Yeah, Speaker 3:     19:41         yeah, I'm finding that with the spices this funnel is giving, giving me a lot more control over the customer and it's allowing me to suggest different things and kind of keeping them, I want them to say no before they leave and this is a great way to do it. So I've got a feeling that the food storage course is going to do real well here and if people go to food storage fees.com, they can get a good idea of what's in there because there's quite a few videos that are just on the sales page and those are full length videos they can watch. But it's interesting and this has been something that, uh, that the course has done really well, particularly when I do an interview. Like I've done some pretty big radio interviews and um, you know, it's really, it's really produced. So I'm very hopeful that I can build it up and I think this is the way to do it with. Speaker 2:     20:35         Well, I appreciate that. Well, we look forward to following up with you probably in a year or so. And Sienna, senior status. I love having people who are brand new to click funnels are just getting started and using this kind of case they will follow up in about a year, see kind of where things are, but for those you guys who are listening to understand, again, the whole idea here is make sure you, you realize the principal, you kind of funnel stack the great thing that keats been doing here as I mentioned earlier, as he's as one funnel, which is basically a free plus shipping offer, acquiring customers at a profit and then turning around and communicating directly with them and introducing them into way to consume their product through his a membership course. So take a look at, try harvest eating.com. The links will be down in the show notes and then also take a [email protected] and take a look at that. You'll kind of see the funnels that he's using and how things are working for them and most importantly a applied to your own business. See how things are going there. Keith, as we get close to wrapping things up, any parting words? Speaker 3:     21:31         No, just um, I would advise people to, you know, if they have anything to sell, whether it be information or products, you know, stores are great, Amazon is great, but um, you know, if you're on Amazon and I know because I'm in the Amazon community, a lot of forums and facebook groups, they can drop you in a moment's notice and I know people that were $50,000 a month on Amazon one day, one day, the next day they have no income, so this is really smart way to do it and sure you can just do an online store, but this gives you a lot more control and your average ticket goes up. So I would definitely advise people to look into quick funnels and the cost of it and the support that you get it, you know, it's, it's a winter. So, Speaker 2:     22:16         so much. Keith, I appreciate it. Have a great day. Hey Dave, thanks a lot. Speaker 4:     22:21         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few hundred thousand so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Loyd Hale: Loyd Hale is the CEO of Modoma Health and Wellness, and currently owns medically directed health and wellness clinics in Dallas, Texas, specializing in physical medicine and rehabilitation. The clinics combine the benefits of massage with the medical practicality of physical therapy. A member of the prestigious 2 comma club and 8- figure award winner; Loyd discusses how to discover, integrate, and optimize using funnels for lead generation and model building aimed for practice growth. Tips and Tricks for You and Your Business: Lead Generation Model And Facebook Ads: (4:43) Lifetime Value Of Clients: (11:33) Incorporating Clients Into Your Business Model: (14:35) Finding The Right People To Fill The Right Holes (20:03) Quotable Moments: "It always comes down to whoever can spend the most acquiring customers wins." "What would it look like if holistic practitioners were at the forefront of medicine." "Don't waste money on facebook ads that aren't working for you!" Other Tidbits: Loyd discusses how he was able to develop four integrated clinics using a multidisciplinary approach to treating patients. He talks about his journey to the prestigious 2-comma club and what has changed since the beginning. Loyd also passes on great tips about lead generation and advice to pursuing entrepreneurs. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:   00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back. Speaker 2:   00:18       This is funnel hacker radio. We're kind of on a new little toy car. I bought miles and he's going to help you with the interview as well. Um, my name's Dave Woodward, but the most important person is the one we're bringing on right now. I want to introduce you to one of our winners. He actually happens to be our newest eight figure award winner. And let me introduce you to the CEO of Madonna, Mr Dr. and Mr. which I go by here. Mr. Mr. Mr Lloyd here. Welcome to the show man. Speaker 3:   00:45       Hey, thanks for having me. I'm excited for this. Actually Speaker 2:   00:49       this is gonna be a lot of fun for us. So I tell people a little bit about your background. Did Isaac, chiropractor everything else and kind of what in the world are using clickfunnels for? Speaker 3:   00:59       Yeah, we will. First we use clickfunnels for like lead generation and then coming in for like a new patient, a promotion. And then really how I started was I, I'm actually not a chiropractor too, a lot of people, so we actually own a, an MSO is a management service organization and then uh, so the short of it is I uh, didn't know what I wanted to do with my life. Speaker 2:   01:27       Join the crowd. A lot of us are in that same situation, not knowing. Speaker 3:   01:31       So, um, I uh, I've seen him at a conference at school. My wife said, hey, you should probably volunteer somewhere to see if you like it. And I was like, well that's probably smart. And then so I volunteered there and then through the process, a big surgery, the marketing, they're now really liked that. I really saw that I liked the business side of it more in creating kind of an infrastructure so that other people can help people, you know, I saw kind of the compound result of creating a business that could satisfy that, you know, instead of actually being the provider that actually did the treatment, whatever it was. And so, um, you know, I started developing the site idea about incorporating, integrating, like doing an integrated clinic where you incorporate massage, stem cell there, you know, just stuff like that. And then it's uh, you know, we opened the first one about five years ago and I, uh, it was just me and my business partner and then it just kinda snowballed. Now we have four locations, like in the Dallas, Fort Worth area, and then this year, but hopefully next year we'll start franchising it too. So we're, we're getting geared up for that too. We actually have a james frill coming in next week to help us with our systems. Speaker 2:   02:50       Oh, fantastic. Speaker 3:   02:52       Yeah. Right, right. Yeah, I'm super excited about that. I'm trying not to like create like change anything right now. Speaker 2:   03:05       So basically the business model is, so it's the traditional chiropractic and then you've added massage. And what else did you add to it to cut the audio broke up there? Speaker 3:   03:14       Yeah, no, it's um, w we don't actually do chiropractic at all. Oh really? Speaker 2:   03:20       I'm so sorry. For some reason I got on this chiropractic kick, right? Speaker 3:   03:23       Apologize. Oh No, no, no, no, no, um, no because I came from a chiropractic background. Uh, that's what. No, it's just a no, it's physical therapy and Rehab and then we incorporate a massage into it too. Oh cool. So it's just kind of a, I, I, I worked at this wellness clinic that they, he sold this color that was like 150 bucks and like no one wanted to buy it, you know, and then when they did buy it, like it hurt their neck. So I was like, well why don't we sell like a mock, moderately priced pillow that actually people would use people just love like the environment, like massage, spa environment. So I was like, well this way we can really kind of emphasize that, that personalized care component. And so that's where it's evolved in integrated medicine. We created a framework is a discovery, integrate, optimize, and it's a. So at the center of that we put the person at the center of care, you know, so everything's really personalized to their specific needs, you know. Speaker 2:   04:34       So like on that are you, is a lot of this paid for by insurance? It's all cash and carry type of staff, both. It's a hybrid hybrid. Get and are you looking obviously as far as the franchise before we talked about the franchise thing, let's kind of go back with your current model. Obviously we're looking right now and behind you it's a two comma club plaques. So you've already hit the had. What'd you do first? Hit the first million, Speaker 3:   05:00       um, spend a lot of money on facebook. Speaker 2:   05:05       So you driving facebook ads in the application or they come in Speaker 3:   05:11       is often for a new client, new patient, special new. We actually call people clients before they actually start care, you know, because when we do, we have a massage component where there would, there's not any kind of medical oversight so they can get a massage with without that. And so when they're initiating with us, we typically just call it a of them a client. Speaker 2:   05:35       So what's the lead Gen model then? You're going from facebook ad, what are they, what's the first thing you're targeting Speaker 3:   05:41       the targeting as in what kind of person that. No, as far as the funnel, what's, where are you going to a landing page and they opt in there and then they go to what are they opting in for? A new client special, like an introductory like massage package. Yep. And then, uh, they go to, they don't pay for it there. Then you go to the scheduling page and then they request the appointment and then you know, if they, you know, so every step on the process. So if they drop out of it, there's a contingency, you know, we do a lot of text messaging. Okay. So if they opt in, the don't go to the light, you know, don't opt in, like don't actually request the appointment, then there's, we're pushing them to request, you know, and if they don't, uh, if they request and then we're pushing them to show. So we created kind of a methodology like, so like we said, you know, we won't call it different things. So it's kind of like we say no and push to request and that would be our play for that, you know. And so like every step, you know, we systemize it and you know, less holes Speaker 2:   06:51       for some reason I got the lawnmower, decided to landscape cut the grass anyway, so I want to kind of make sure. So if people are listening here, the idea then is you're taking them on a facebook ad. What's the demographic you're typically targeting then? Is it a female from a massage type of thing? You go and male and female? Speaker 3:   07:07       Yeah. We've always struggled with guys getting guys in. So a lot of times the women will like a added. They're hooked on the post and that's how we get guys in more than anything we don't, I don't even, I just do all to women. Okay. All right. Best what age group? Yeah, too many. What we usually do 28 to 64. Speaker 2:   07:30       Okay. So basically we between 28 to 64 to come in for a free massage or Speaker 3:   07:36       it's 49 bucks or nine bucks. I think we're going to raise the price actually to. I think it's probably too cheap because we don't want to be the cheapest. Speaker 2:   07:48       So they come in for the 49 bucks a what? What software are you using as far as the texting or using twillio? Skipio what do you typically use Speaker 3:   07:55       your phone? What does it fix your phone? Yeah. Speaker 2:   08:01       And then, so the followup that is through text or you also do an email and messenger? Speaker 3:   08:06       Uh, no, no, I've tried to play with Messenger. I just technically we could but the numbers didn't bear out to focus on it and the text messaging seems to be the best for us maybe for a local business. You know, so I, that's what my assumption was. I was trying to get messaging to work hardcore. I spent a lot of time and money and I just couldn't get it to work. I had this whole idea what I was trying to like get people to opt into messenger and then had this like health tips daily, you know, every other, you know, it just wasn't. Finally I just say, okay, enough's enough. I can't. Speaker 2:   08:41       So you bought your follow up then is through text at. Walk me through the rest of the funnel. So they come in, basically they sign up for a free client massage type of thing. Forty nine bucks. Speaker 3:   08:51       Yeah. So then they have a console with our, uh, with our wellness. We call them wellness coordinators and then they do, it feels like it's a good fit, you know, then they'll do introduce our medical staff there and they'll do like a traditional, like orthopedic exam, you see see what muscle imbalances, you know, anybody like anybody would know essentially that because anything about that. And then based off that we develop a care plan for them and then our wellness coordinator goes over it, incorporates the insurance and whatever the out of pocket would be. And then where the sale happens, Levy on patient education. Really not really a hard push type of sales type of thing that we try to focus on that, you know, so a lot of people just don't understand how the other normal sitting at a desk all day is going to affect them. Speaker 3:   09:46       And I think, well I have a crick in my, you know, like I need to go get a massage and I had a crick in my neck. That's kind of what, you know, it's like, well there's like repetitive injury happening right there, you know, so that's something that you can diagnose and that's something that can be treatable and you know, and then if you're can't change your job, you know, then there's something that, there's a wellness component of that that needs to be had to make sure that your function properly. You know, I'm sitting here adjusting my posture as I'm saying it. I'm like, no, everybody does it. Everybody. I actually bought it. So speaking of little gidgets and gadgets on facebook, I saw this little thing that you put in the middle of your back and it's supposed to trip. And I've learned that his act does absolutely no good if it sits on the desk and not on your back. Speaker 3:   10:34       Right, right. Well, you'd be surprised that we didn't talk about this. And they're like, oh yeah, yeah, yeah. I find myself adjusting. I'm like, Oh, I have a question for you because taking a step back, you said right now you're targeting only females and then they ended like tagging their spouse or boyfriend or a guy that they know. Would you say is the percentage of female to male ratio coming in for the. Yeah, it's probably 70, 30, 80 slash 20. I mean it's very high in a female. Okay. But you guys pretty quickly not to waste money on a demographic that wasn't paying attention to the ads and letting the demographic retargeting. Right, right, right, right, right. I was just interested in kind of how that works there. So thank you. So a lot of money spent on ads that weren't producing and then you look at the insights and like, okay, it's all female. Speaker 3:   11:33       Let's maybe just walk me through as far as kind of what the, what's the lifetime value of that client? They're basically coming in at $49 bucks. What's, first of all, what's it cost to acquire that customer? Uh, estimate we are good with $200 acquisition cost then a 250. But our life, like on average is about $3,500. We estimate some, you know, some more, some less. I mean I was looking at the numbers the other day. There's somebody because they did a bunch of stuff that means it was chronic. So this is not, this is super unusual, but I think there one lady that needed like $50,000 worth of stuff. So I mean Shit, you know. But on average we see about 35 Speaker 2:   12:19       did. That's crazy. That's pretty good. I'll take that 10 to 15 next. All Day long. Yeah. Yeah. Great. Ron. Speaker 3:   12:26       Well, and then allows us to kind of know like, because our basic or you know, like a massage envy is our basically our, you know, we're competitors with them. That's the, I mean technically we're not done functionally from a market standpoint. That's our nearest competitor. And so, uh, you know, I can spend when they, I think their massages are like 49, 69 bucks. So for a membership or something like that. So I can spend more money to acquire a customer and they can then they would make a whole year when I come from, you know what I'm saying? So it's like, you know, it just makes more sense to do it this way. You know, Speaker 2:   13:08       man, I hope people are listening to understand that. And it's always comes down to whoever can spend the most. Acquire a customer wins the game. Yeah, right. It's always been that way. All of a sudden you'll find that a student massage envy is going to be referring to your clients because it's cheaper for them. Yeah. Oh, right, right, right. So you went from one clinic, not a four, four or five and helped me understand kind of your idea as far as why go to the franchise. Speaker 3:   13:36       Oh, just because um, um, what do you think? It's because of that I want to. So okay. So really the long and the short of it is I want to in some small way like affect healthcare, you know, like, so people kind of at least like I, I, I had this consultant when we first started that like basically said like what, what, what would it look like if like holistic practitioners that are at the forefront of medicine, you know, shocked me how like self centered it was to think that okay, just to clinics and you know, I'm good, you know, like, you know, and that'd be a lot easier to manage. And then I watched it, I watched this documentary, I think it was on pbs and it was basically this phd. He figured out how to like slow down dementia and Alzheimer's and it was basically like extra size in nutrition petition Medicare and medical pay for it. Speaker 3:   14:35       And his, his rationale was like, well it needs to be profitable for the doctors to do it. And so like, if I can create a model, like a holistic model that puts the patient at the center and effect in some, maybe in some small way how healthcare is perceived, that's like, that's my end, you know? And then a byproduct of that would be, yeah, make a bunch of money. Right. You know, so, so that's what I mean. And that's why I feel super passionate about this is because, you know, at the end, you know, people might think, well, it's just the massage, you're just doing this, you know, it's like, yeah, but it's like the same thing with the pillow analogy. I'm want to give them something they want and then hopefully that's the domino that affects how they look at their health in general, you know, so like, as we evolve as a company too, we want to incorporate more and more of those aspects of that, you know. Speaker 3:   15:26       So, uh, and that's why we're, we started a gym because right now the, the, uh, right now it's more manual therapy, like in like a less active things. But the gym is to help us kind of figure out what our niches in that in the more active category, you know, incorporating the medical into that aspect of it too, you know, somebody. Is The gym part of the exact same facility or is it a separate place? Well, we have one location that is, has a, has a gym and like the massage and wellness component of it too. And that's where we're figuring out like what, how we're gonna how are we going to innovate in that way incorporating medical into it, you know, it's kind of like a playground for us to figure that out. Speaker 2:   16:11       I love it. Yeah. You have your own little skunk works built in. Speaker 3:   16:15       Yeah, yeah, yeah. What just happened to be that, that location was going to cost us the same amount of money to build out just for the massage. We've got a great deal on that location. So we just figured, hey, let's take the plunge. And then, then you find out how much like gym equipment is Speaker 2:   16:33       like $250,000 later. You're like, I'll do this to figure this out now. That's fantastic. So you basically got one comma club last year, you just now reached out and cross through 10 million now. It's kind of what, what took you from where you were to where you are now? Speaker 3:   16:54       Yeah, the combination of the four locations and then help optimize in that process and then getting more exact numbers. And I spend, you know, I spent a lot of money on facebook. I spend probably 40 grand a month on facebook, you know, and now we have a marketing team, you know, you're scaling scaling it. So, uh, what are, what are some of the things you've learned through the scaling aspect? Uh, well I mean a defer to James about that, but. Speaker 3:   17:27       No, but, uh, I would, I know to me it's just that people are super important and for me I think the biggest challenge for me, I see a because last year we opened two locations, move our original location to a new place that's more a, it looks like more of our friend what a franchise will look like. And so for me, I just realized how much I was like falling short as a CEO, not creating a framework so that people can function independently of myself, you know. So, and then also, I mean I think it's also, you know, the kind of the counter side of that too is like I couldn't in good conscience just let them handle something without them, like really understanding our vision too. So I have to create a framework in which those things can happen, you know, embedded in with the vision, you know. So that's why, that's why I was just like, okay, we need to reach out to Jameson a figure this out, you know. So Speaker 2:   18:22       No, I love that. That's I think and my entrepreneurial journey. That's the one thing I've realized that there was many times where I was the biggest obstacle in the, of that was as the CEO, I wasn't in a situation to where I was willing to let go of things. And then other times when I did let go of it, I didn't give those people always giving things to know and understanding that really where we wanted to go. All of a sudden I got frustrated with them and they're going, dude, you never told us anything. He just basically said run with it. Yeah. Right, right, right, right. Speaker 3:   18:54       Yeah. To me and also our hiring process presses evolved like, so like we really want people to be kind of like willing to catch the vision for Speaker 3:   19:07       can be a tendency to, for entrepreneurs just like, okay, plugging this hole with this person, they're a warm body, you know, when really I'd rather just maybe slow down and find the right person. And we've incorporated a lot of testing, personality testing and you know, um, and so, and then also you get better at hiring too, you kinda can sniff that out. So it's, I mean this is my first company I've ever owned, so it's like the evolution of how I'm thinking about things. And you know, which is nice though, I don't know how other people. I don't know how the people that just do a business to make money, I don't know how they would want to know the creative juices flow a lot more when you're passionate about it and you have a vision for something to and so then now you can connect that vision when you're hiring someone like okay, are they going to fit in that you know, are going to fit in that kind of like for that, Speaker 2:   20:00       say it one more time. I think it would fit in that part. Speaker 3:   20:03       No, so I mean if you have a vision, right? So like now you can find the right person to fit where you want to go to not just for that job, you know? So because I mean I'm one person, I know a lot of people. I'm not like, I'm not like the Super Smart, you know, I'm not, you know what I'm saying? It's really more of like that passion about like, and I get very creative when it's connected to that. I've tried to make money in the past just to make money and I just was not good at it. You know, I wouldn't call myself an entrepreneur, you know, like, I mean, I think maybe on the outside looking in I can see that, but I don't, I just more of a creative problem solver in relationship to this vision that we have, like how do I get from point a to point b, you know, the most effective way possible. You know, so. Speaker 2:   20:53       Well I appreciate that. I know that's a, as we've looked at at hiring staff here, that's the main thing we've really tried to do is to find the very best people and if we have to move them around as far as the right seat on the bus, we'll do that. It's getting the right person then trying to find a person to fill a hole. Speaker 3:   21:11       Yeah. Right, right. Yeah. Good degree is. It was, it was an eye opening book for me. Yeah. Speaker 2:   21:18       I also think it's interesting to. You don't consider yourself an entrepreneur and yet at the same time you're extremely passionate about solving a problem. To me, that's really what entrepreneurs do. They see a problem that's out there. They're going, you know what? I am extremely passionate about solving that problem myself, but for all the lives of the people that's going to bless and to me, Speaker 3:   21:39       you gave me chills when you said it. Honestly. That's what honestly, that's what it is, right? But you want to affect those people and how like the kind of like goodwill hunting was like, he was in there having that interview with that guy and he was like, well, if I take this job, I'm going to be doing this, like doing this and it's going to affect my friend here and he's going to do all. I was just like, man, just to think of the people that could possibly be affected by, you know, in their lives, change in some positive way. You know? That's amazing to me. Speaker 2:   22:10       You know, I, again, I get chills every time I think about. It's kind of our whole passion with clickfunnels. Everything else is free and entrepreneurs conference whatever it is they really, truly want. And I think the first thing obviously is that financial freedom you guys mentioned. I see the same path for a lot of us. We start off going, I got to put food on my table. I don't care what it takes. I got to get that covered. As soon as that's covered, it's like, okay, what do I really want to do? And that's where you start going out facility. Again, massive congratulations to you at all that you've done. Obviously getting their two comma club plaque is a super cool award over 320 now, but more importantly, I think miles was number 19. Number 21. Hey, first person to get our favorite number two 2121 fate. It was fate. Your 21st person to actually get over $10,000,000 through a funnel. So a congratulations, but we're super excited for you. Yeah, appreciate it. Thanks a lot. Well, Lord, if people wanted to reach out to you, what's the best place or how should they reach out to you? Speaker 3:   23:09       Yeah, I started a private facebook group. You can check it out. He'll have healthcare professionals, gross secrets, and then um, you know, if you go in there, I said I'll put a template in there of like our process so you can check it out and see. So, Speaker 2:   23:23       and for those of you don't understand how spelled healthcare like me, I did health space care. It's actually healthcare with no spaces and it comes up real fast that way. Well look, thanks so much, but anything else miles? No, I've got my question answered. Don't waste money on facebook ads that aren't working for you working in. It's simple when you think about it. You don't just do stuff that works and forget everything else. Exactly. Congratulations, but you appreciate it. Speaker 4:   23:59       Okay. Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people you like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Why Dave Decided to talk to Carolina Millan: Carolina Millan is an Entrepreneur, Speaker, Investor and Digital Marketing Consultant from Chile. She started online in 2008, but it wasn’t until 2012 that she had her major breakthrough online with affiliate marketing. After years of trying program after program she cracked the code to making money online and now travels around the World, living life, working with clients, creating online training programs and hosting workshops. She's the host of the podcast- Beyond The Hustle. She’s also the founder of Social Ads Agency and Al Cuadrado Marketing & Branding, where she and her team provide Digital Marketing and Social Media Management & Growth services. She is a member of the prestigious 2-Comma Club. Tips and Tricks for You and Your Business: Affiliate Marketing: The Do’s and Dont’s (5:27) Free Strategies (10:12) Pay Traffic Sources (13:42) Carolina’s Podcast Branding (16:50) Coaching Strategies and Importance (22:22) Quotable Moments: "It's really simple to set yourself apart by being yourself, creating some valuable content, and then recommending something." "There are always ways to add more value and be able to monetize the leads, but again, always figure out how to add value first before asking for the sell." Other Tidbits: Carolina helps people discover the true value in their brands by tailoring it to their desire. She discusses strategies on coaching, building and running funnels, facebooks ads, email marketing and much more. Carolina speaks about her journey to reaching the 2-comma club and reflects on what she has accomplished up to this point in her career. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker radio. This is going to be a lot of fun today. Uh, I've been trying to get Speaker 2:       00:22         this woman on my show up for ever and she's so busy. You've got so much stuff going on. So you guys are in for a massive tree. I want to introduce you guys driving to Milan. Malcolm. Speaker 3:       00:31         Hey Dave. Thank you for having me. Speaker 2:       00:33         So we have something in common now and that is, I don't know if you know, uh, my oldest son, Chandler just got married and he married a Chilean. Speaker 3:       00:40         I had no idea. Congratulations. Great. Speaker 2:       00:44         It was a great choice. Super excited. And so a Francisca Benevidez. I'm going to have to learn Spanish now. Are you ever coming to killer? Then? You know what, we'll have to talk more about that later, but the answer is going to be obviously yes, at some point for sure. I just don't know when she's talked a ton about it. She lived down in Santiago and a couple of other places and again, it's place. It's becoming much more near and dear to my heart all of the time and we've talked about expanding click funnels into the Latin Marta anyways, and again. It's a ton of fun. We're excited about that. There's such a huge opportunity, huge opportunity for the whole digital marketing space. Again, it's, I know you've done a ton in that market. You're a huge affiliate marketer. You've done tons of two comma club winner with click funnels and just such an honor to have you on the show. So thank you so much for taking the time. Speaker 3:       01:33         Thank you dave. Speaker 2:       01:34         So want to find out, first of all, tell people a little bit about your background. I know you've, uh, you've done a lot. You've got a podcast right now. You're on podcast is beyond the hustle.com. You've interviewed some huge people, Gary Vee, and I know grant cardone you've been bugging the crap out of me to get Russell on the show. I know that we will, but uh, it's one of those things where, again, I'm just so I'm happy to see your success, but I don't know if I want other people to know what you've done, so if you don't mind just take a few minutes and kind of introduce yourself to our audience. Speaker 3:       02:07         Yes, for sure. So, well, as you said, I'm from Chile and I have been doing digital marketing for the past 10 years or so when I was at my first job, my first and last job. I'm very glad for that and I was really fresh out of university. I was really, I was ready to become another brick in the wall, you know, get a job, a work until I get old and retire and Blah, Blah Blah when really out of the blue it was a colleague at work that approached me about a multilevel marketing thing and I had never heard about it. I was like, hmm, what is this thing? Oh yeah, it's like herbalife, but it's different. Okay, sure. Um, and so that was really my first approach at doing something for myself like my entire life. While I was at at university, I never ever tried to do anything related to entrepreneurship. I was too shy. I am. I hated speaking on stage or in front of people. Like really? I was really different and so I'm really grateful for that experience even though I didn't do well at all with that business. Speaker 2:       03:22         That's important for people to understand and know that you know what that's okay. And most important is it's that effort. It's what you learned about yourself. I love network marketing because it's probably one of the first entrees and a lot of people have into their own business. So I think it's great. Speaker 3:       03:36         Exactly. Like I think it's the easiest way to get a taste of what it's like to be independent. And so I'm super grateful for the experience. I learned a lot. I learned what not to do, especially because, because really where the girl who started me into this, she had no idea what she was doing. She was making lists of friends and family and stuff like that. Um, and luckily I went on Google and that's how I discovered a bunch of gurus that I still follow today, uh, who were talking about how to do network marketing the right way and they were talking about attraction marketing and all of this brand new concepts for me. And I dive deeper into it. I got on social media, I started building my personal brand, my first blog in 2009. I'm in Spanish at the time. I wasn't getting into the English market yet even though I always loved the language. Speaker 3:       04:25         And, and slowly I started making a name for myself locally here in Chile. I started getting interviewed by newspapers. Hey, so you're doing this twitter saying what is it, how do you do it? How do you have so many followers? So like, well, I just add value. I just, you know, I just post things that I find interesting and I share them with people and they reshare them and they follow me and stuff. Um, and that's how I started. And then a couple of years later I was able to quit my job because I had a few clients, I wasn't even trying to get clients, but a few people saw me doing social media and doing it well and they asked me for help. So I said, sure, I can help you with your twitter with your facebook. And that's how I started really. And, um, I'm, I'm really glad for that because that opened a lot of other doors for me. Um, I discovered a lot of things that I didn't know were possible to do online. Right. For me, the Internet was for entertainment research. Speaker 2:       05:22         Well, I want to dive in and talk about one of the things I saw on your blog that you spoke at affiliate summit west. Speaker 3:       05:29         Um, yeah. In, in Las Vegas in January. Now I'm speaking in, in New York in July. Yes. Speaker 2:       05:34         So for those people who aren't familiar with affiliate summit is a huge event. Uh, they have an east coast or the West Coast, New York and Vegas once a, basically a spring or a January event and typically October in the summertime. And the cool thing about is they typically only bring on people who are big affiliates who can help other people become affiliates. So the people who are listening to understand marketing, clickfunnels has their own affiliate program where you actually, we pay you to basically promote click funnels, similar to how other Amazon, anyone else basically pay people who basically byproducts or things through them and every product or every company will have a lot of different affiliate type of marketing. You've done an amazing job at affiliate marketing and so if you don't mind, how does a person from Chile all of a sudden get the stage in one of the biggest stages for affiliate marketing in and then not only does an amazing job in January, but gets invited back to speak at the New York one. So tell people about your experience to feel like marketing. What are the things that you've done? One of the things that work and affiliate marketing and obviously telling people those things. Yeah, Speaker 3:       06:37         absolutely. Yeah. So well, my first approach at affiliate marketing, I again like with with network marketing, I didn't know what I was doing. I was just grabbing links, posting them around, um, but then it was what I said before about the whole concept of attraction marketing. That's what's made the difference for me building a personal brand where instead of spamming people with affiliate links, right? Oh, hey, buy this software because it's so great, you know, uh, or buy this ebook or whatever. Instead of doing that and trying to get people to buy right away, you first add value to them. You either write a blog post about it, you make a video about it, you tell people about it, you add value, teach them something, and then you can recommend whether it's something that you made yourself, your own course, your own program or an affiliate marketing platform such as with click funnels has, which by the way recently I made my first 10,000 in commissions with click funnels without even trying that much. So I'm like, okay, I gotta take this more seriously. Speaker 2:       07:37         You really do because I want when I want to promote and basically have you pay for one of your cars. So that'd be good. Speaker 3:       07:42         I want see it. Trust me, I have a plan I haven't thought so. That's really, and for me with affiliate marketing, I have to promote something that I've tried myself first because you can go on a ton of websites such as clickbank, Jv, zoo, and the bunch of others. You can find whatever you want and get an affiliate link and then posted around the Internet and get a commission, but it's so much more powerful and it really sets you apart when you have tried the software that Ebook, the program, um, and then you can speak from experience and genuinely recommended to people because people are looking for that. People are looking for people they can trust. Uh, there's just so much going on on the Internet that it's really simple to set yourself apart by being yourself, creating some valuable content and then recommending something. And of course, paid traffic place of really important role there. For me, I've made a lot of sales and affiliate marketing organically through youtube and other avenues. But when you, when you mix that with paid traffic, that's when you get a really, really good combination. Speaker 2:       08:50         Oh, I love it. So tell people I want to, if you don't mind, give people just a few ideas of what they can do for free if they don't have a budget and then later we'll talk about as far as patriotic, but if you don't have a budget. So first of all, I can't thank you enough for clarifying. One of the things that drives huge pet peeve of mine when it comes to affiliate marketing and that is I see a lot of people who think that they're just going to go find out whatever the best converting product is and that's what they're going to try to promote. There's, I think in today's world, authenticity and transparency is so critical and if you can say that, listen, I'm using this, I know it and it's funny. I've, of the 62 cars that we've given away, not one of those people has been an affiliate who doesn't have. It, doesn't use click funnels and I think that it kind of goes to if you want real success, you have to own use and, and really consume the product that you're promoting. So I appreciate your clarifying that. Speaker 3:       09:38         Yeah, definitely because it's a huge misconception. People are always looking at what's the best offer, you know, what's the best offer to promote, what pays the most money that's not, that's not where your focus should be. It should be in, first of all, is it valuable because there could be a bunch of things paying really good money, but they're not good, they're not valued and, and then if you're not even using it, it's just not sustainable for you to promote something you don't believe in. Right. It's just for me, it has to be, you have to be authentic no matter what. Like that's very important for me. Speaker 2:       10:12         I appreciate that. So what are some of the free strategies that affiliate could use? Speaker 3:       10:16         Yeah, so for me, what has worked really well has been youtube. I mentioned, I mentioned it casually, I've been doing youtube videos on my first videos are not worth mentioning but been on, you'd have in a youth center the same way. It's like looking at an old photo album. So I, I've been on youtube since it started, like since before Google bought it, so 2005. Um, and I, I got on youtube just to watch, you know, music videos and stuff like that, but I started uploading my own videos around 2010 and those are the embarrassing videos that are still there. Uh, and mostly what I deal with youtube is I follow a lot of Gary v's advice, right? I do, I document a lot of what I do and I've been doing a Vlog. Um, and I upload a lot of videos where I teach something, so if I learned something new or implement something new and it works for me, I have a little whiteboard and then I go and I teach people stuff. Speaker 3:       11:20         People love videos where they can learn something where they feel they're getting value from you in, in a, in a classroom type of way, like literally with a, with a whiteboard or a blackboard. And they love that. They also, people love tutorials as well. I know when I started my podcast it was, there were so many things I had to learn that were brand new for me. So I, I did it. And then I went ahead and I met a podcast tutorial and I, Hey, this is how you start your podcast, right? Little things like that that you can do for free and that establish you as an expert in your field. So I have videos like that, tutorials, I have videos also. I do have a lot of lifestyle videos where I'm traveling and I'm sharing with people nice places where I go so that they see them walking the talk, right? Speaker 3:       12:08         Hey. So I talk about lifestyle and having a better designing your life, having a better life. I'm out there doing that, right? I'm investing in experiences and I'm investing in seminars, you know, uh, so all of those things, I document them, I make videos about them and then I upload them. And that's, that's probably the best free way that you can use today that you can leverage today to get traffic. So affiliate link in that to actually make money. So the cool thing about youtube is that now you can put links in the videos with this feature called Youtube cards. So you can actually talk about something and have a link pop up in the corner of the video, like, hey, check, check out this program or click here to learn more or something, uh, that works really well to generate leads. And, and then of course you have the description of the video and then if you have, you know, in the description, you can put a clickable link as well to whatever it is you're talking about in the video. Speaker 3:       13:05         I just have a call to action in the video and tell people, hey, the lincolns isn't the description. Um, if you know how to edit video, you can also just put the video, the link in the video so people see it and then they can type it on their browser. Uh, there's so many ways to get your affiliate link in there. Um, and the more, the more content you upload, the more consistent you are a, if you post your youtube video also in instagram and facebook and you blog about it on your website, et Cetera, you give it more distribution and then you have more options with more people seeing it. And finding it of course. So that's something that has worked for me really well. Speaker 2:       13:43         I think that's awesome. So Youtube has been probably one of the biggest things for you that you made mention of as far as if a person wants to go out and take those videos and they either use the videos or other assets to do paid traffic. What are some of the paid traffic sources of your funding that work real well from an affiliate standpoint? Speaker 3:       14:00         [inaudible] for me it has been mostly facebook advertising and Instagram, right? A lot of my ads, we put them on both platforms because you can do that directly from facebook. And, and what I do many times is I create shorter versions of the youtube video to go on a facebook ad, um, because people's attention span on facebook is lower than youtube because people go on youtube to watch videos on facebook. People do multiple things, so they're not willing to spend every. Depends on the video, but on average they're not going to watch more than two, three minutes. And that's already pushing it a bit. So I either cut parts of videos and just put a section of it and then I invite people hate watch the full video on youtube if I want to send them to my youtube channel that I, that's what I would do with a paid ad or if I'm inviting them, let's say a Webinar, I'm hosting a Webinar for something, I will create a video especially for that, especially for facebook, for facebook ad me introducing myself really briefly keep it under 90 seconds and just invite people to a special training where I'm going to be talking about this, this and this. Speaker 3:       15:10         Get the link register now. So I do that a lot for you too. Sorry for facebook advertising where I create videos especially for that. And I think the same video would also work on youtube if you wanted to do paid ads on Youtube, which I haven't done a whole lot of yet. Um, but the, the logic is pretty much the same. You know, you have a quick video invite people to something and have the call to action. Get them on the funnel, click the link and register. And there you can have either an affiliate opportunity that you're promoting or Webinar or a free Ebook, a free report, a video series. I mean there's just so many options, so many things you can do. So. Speaker 2:       15:48         So I'm paid stuff. You're always taking them typically to a landing page where you're capturing their information for follow up later. Speaker 3:       15:53         Exactly. And I either I do a lot of funnels where after they opt in I immediately have something to offer them right away. So if they opted in for something for free, hey check your email, your ebooks going to be there soon, but you know, stay with me for a few minutes because I have something else to share with you. And then I sell them something else or also in the followup sequence, invite them later to a webinar or something. So there's, there are always ways to add more value and be able to monetize the leads. But again, always figured out how to add value first before Speaker 2:       16:29         asking for the sale. That's been one thing that I've seen a lot of people have a lot of success with these days is actually putting on the thank you page, an offer a certain. Basically you're congratulating you. I know it's going to be in your email, all that stuff, but by the way, almost their thank you page almost becomes like an Oto page. Speaker 3:       16:47         That's exactly what I do and it works really well if you establish that trust and that rapport with people. Speaker 2:       16:53         That's fantastic. Well, I'm curious, you obviously do a lot right now with your pot, with your podcast, beyond the hustle. Are you using that to what? What's your purpose behind using the podcast are using that to sell affiliate products? Are you using it for your own products? What's the purpose behind that podcast Speaker 3:       17:07         for now? Like when I first started the the purpose lists too for branding really to to have presence in that platform because I had never had a podcast and I. I've been seeing how so many people are getting into it and I thought, okay, it's time that I get there and so for me it was a matter of branding myself even more. I'm not really selling anything there yet as I don't have like enough of a big audience yet to be able to sell anything I've. Maybe I could, but I wanted like the first few episodes to be just about the value and the few calls to action that I have. There are, Hey, follow me on instagram or hey, if you enjoyed it, leave me a five star review. A little things like that for now. But eventually of course I would love to go down the road as you know, with John Lee Dumas has been able to achieve with this podcast. Speaker 3:       18:01         Right. People like that where, where he's making a very good income every month from it and he's very transparent about it. Um, but, but yeah, at first is for me to and also to connect my audience with the people that I've been able to meet because I feel super grateful that I've, that I've been able to meet Russell on first name basis and Gary Vee on a first name basis, John Lee Dumas as well, like, um, and so I feel very blessed about that and being able to, to connect with my audience with them and ask them questions that questions that sometimes might be different than what, than what most people ask. And I always asked my subscribers and my followers, hey, do you have a question for this person? And I, I always ask questions from other people with my own questions, but I have sometimes a couple. Um, but, but yeah, it was, it was for me it was, it was looking for another way to add value and eventually being able to monetize it. That will be awesome. But for now it's, my main focus is getting, getting more subscribers, adding more value in getting more listeners and, and see what happens. Well, one of the things people always want to know is what in the world did you do to get to the two Comma Club status? Speaker 3:       19:10         Well, I did. Um, I did a combination of things because when I apply, who was, I think the rules were, I think the rules changed after that we started validating a much, much worse. Yeah, I think you guys got a little more strict with them, but when I applied it was not just one funnel necessarily. I had like two or three funnels and they all together. They did a little over a million dollars. So it was my coaching funnel, uh, was my event funnel and then it was affiliate marketing. So putting all those things together was a little over a million. I remember I sent all the screenshots and everything. Um, and that's how I did it, but it took me a little while. I mean, I was, when I started using click funnels seriously at the beginning of 2015, I had an account in 2014 that I was playing around with. Um, but I, I remember when I, the first time I met Russell was on a cruise. We were both on, uh, on, on the marketers cruise. Yeah. It was really funny because, uh, I have no idea he was going to be there. And I remember I was, I was looking. Is that Russell brand's? Oh my God, it's Russell Brunson. I have to go say hello. Speaker 3:       20:23         And um, and then, uh, and then he invited me to promote dotcom secrets. Like he gave me a flyer, hey, I've wrote a book and this is not, you know, nobody knows about it yet, but you know, here's a flyer for it so you can sign up as affiliate. I was so excited. We even did a video, a little video on the cruise ship together to promote DOTCOM secrets. Yeah, that's how I also made it on that leaderboard. Congratulations. Yeah. So, um, that's how I started really using click funnels where I met Russell there and I loved it. I've been using it ever since. And like I said, mostly it's been thanks to my coaching programs, my affiliate marketing promotions and yeah, that's how I got into the club and, and really it's been because I've always implemented what I learn in my own thing before I teach it, that I've been able to get some, some really good coaching clients and I've been able to put together some, some small events because a lot of people skip that step. They learned something and they want to teach it right away. I'm like, wait, you got to try it first, see if it works. And then you can teach. So yeah. Speaker 2:       21:33         Local in Chile or are they international? Where do you do most of your events? Speaker 3:       21:37         I've never done an event in chiller though. Surprisingly I've done, I've done a couple events in the US and one in London, in Europe, but I've, like you were saying earlier, there's so much potential in this market and I spent a lot of years doing content only in English because I thought there's no money in South America, nobody's going to buy this. And then at the beginning of last year I decided to branch out again. All right, let's do some stuff in Spanish. And whoa. I was blown away. Like there is so much demand and honestly not enough good offers. Speaker 2:       22:18         I think that's really critical. So tell me, as we kind of get close to wrapping things up here, I wanted to find out on your coaching program, what is it that you're actually coaching people? Speaker 3:       22:27         Well, I, I coach people on, on several things, but mainly I'm building funnels. I help people build their funnel. Like I like doing things with people as opposed to for them. Like I really want people to learn how to build their funnels. So I teach them that. I teach them how to run facebook ads. I teach them how to be good on video. So, you know, sometimes I have people who fly in all the way to Chile to work with me and I get my video team and we do branding videos for them, stuff like that. Um, I also work with people on, for example, our email marketing, their copywriting sales letters, uh, and, and when people are a little bit more, um, you know, at a stage where they still don't even know what they want to sell. Then I helped him with, you know, discovering what is it that they want to sell. Speaker 3:       23:15         Do you want to do affiliate marketing or do you want to do your own thing? Like let's, let's see what your personal brand would look like. What is your message, right? So starting a little bit from the, from the basics, what's your mindset, the right mindset that you need in order to do this? Um, and then with people who are more advanced and we go straight to, okay, let's build a new funnel and you have this offer, let's build a new offer, the Ebook, the, okay, what's your event funnel going to look like, your webinar. I help people build a Webinar. Slides learned much from Russell in that regard. So those are some of the things that I hope people do. Speaker 2:       23:50         So tell me, how do you get people into your coaching funnel then? Speaker 3:       23:55         It's built on click funnels. I have, I have a website called work with Carolina that common and when people go there they can see some testimonials and stuff and learn a little more, a little more about it. And then I have my application form there and everything. That's how they get in. I don't usually advertise it because, you know, I let people come in through different ways and then they either click on it because they find that on my main website or they find that at the footer of my emails because I don't like, I like being selective as well with the people that I work with. So really if they did the effort to find my coaching funnel, they really want, they really want to work with me then. But yeah, it's um, it's, it's something where if you want to advertise your coaching, I think it's much better to start with something of a lower ticket. Like start with an, with an online course like that. Those are the things where I do my ads and then when people come in from my marketing courses or affiliate marketing things or they enjoy my membership, then those people are highly qualified to do one on one coaching because that's something where you know, it's bigger investment, so you want to work with people who are serious and who you know already want to follow you and learn from you. So Speaker 2:       25:16         I love it. I think one of the things that you have mentioned there, which I know you've done an extremely great job of is you typically have in a lot of you email followup sequences and bother your pages. There's always other products or services they can buy through you. I think it's a great way of just having that always out there to for who knows how many times they're going to click on it, but all of a sudden it's like, you know what I do. I want to work with Carolina and boom, there's the click. So the fact that you have that in all your email sequences is a really cool thing. So congratulations on utilizing that tactic. Speaker 3:       25:45         Yeah, yeah. I always have on all of my emails, there's always a ps, whatever it is, there's always my sign out, my signature. Then there's my work with catalina that come with the bottom up without any call to action, but there is a ps, the ps, I always have a call to action. It could be, Hey, follow me on instagram, subscribe to my youtube channel. I opened up two new spots in my one on one mentoring program. Apply here. I always have something, but because I try to make sure that in the actual email, even if I'm promoting something else, uh, that I add some value that I tell a story, that I share something so that then people are happy to get to the PS and click on whatever it is that I, that I have there. And I think that's a really good strategy. And I got that mostly from Frank Kern. He always has a ps. Speaker 2:       26:37         Well, if people want to reach out to you and get ahold of you, what's the best way to do that? Speaker 3:       26:41         Uh, probably the best is I'm on social media really on twitter or instagram. It's at Catalina, Megan. Megan is m I l l a n just like, you know the dog whisperer. Spelled the same. It's the same last name. You know, people have people in the US, they always call me Carolina Milan. But uh, the, the, the double l is, it sounds like that. So instagram and, and also from my website, 39 midland.net or work with, um, I always, I was trying to respond to people and just, you know, I love talking to people, engaging with people who have seen me somewhere. It's always, it's always a great. Well, thanks so much. It was great having you on the show. I wish you all the best. And again, I look forward to one of these days actually brightened up in your neck of the woods down in Chile. That will be amazing. Please let me know in advance because I'd love to and we can show you guys around. Love it. Thanks so much. Thank you for having me. Speaker 4:       27:44         Hey everybody, thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others? Rate and review this podcast on Itunes, it means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as the people you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Chandler Woodward: Chandler Woodward has joined the podcast to discuss his personal journey into the entrepreneurial world.  Chandler speaks about the major decision he made to dropout of college to start his own online business agency. He discusses some of the hardships he has encountered along the way; both emotionally and financially. Chandler now runs Legendary Marketers Project which is geared to help those aspiring entrepreneurs and businesses formulate new strategies for brand promotion by helping businesses unearth their best content. He is also the host of- The College Entrepreneur Podcast, which he started while in college. Tips and Tricks for You and Your Business: Overcoming Emotional Hurdles (7:57) Having and Losing Clients (18:05) Project Development: Legendary Marketers (22:22) Quotable Moments: "Try, get out there and publish and keep moving. You will find out you have moved a lot further than you thought you were." "If I can make more than my professors, than I have the right to dropout of college." "It’s ok to have a job while you are trying to get your entrepreneur stuff going." "The reason why people aren’t successful enough is because they don’t try enough, they don’t fail enough." Other Tidbits: Chandler discusses with his Father, Dave, about his  journey from dropping out of college to running his first business agency. He elaborates on the importance of pursuing your passion and gaining experience in your field of choice. Chandler also introduces his latest project, Legendary Marketers;  and his vision moving forward. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome back Speaker 2:     00:18         funnel, lack of radio. This is going to be one of those weird, very weird, a kind of surreal podcasts. Weird for me because I actually have the opportunity of introducing you to someone who I've known his entire life who has been a huge blessing in my life and actually was one of the very first people who started helping me on this whole funnel hacker radio podcast. So without any additional introduction, let me introduce you to my son, Chandler Woodward. Jen, welcome to the show. Hey, what's up? Thank you so much. Debt. This is weird. It's so funny. I'm actually. This is a zoom call we're doing. I'm watching him at his house and I'm in. My office were usually. He would have been sitting behind over my left shoulder here when he first started. He got home from his mission about two years ago serving mission for our church and I put them to work right away and one of the great things was he just took to this whole marketing thing and so I've got so much I could say about him, but what is it that I want to make sure that we kind of take this in a direction that is beneficial for all of you guys who are listening and that is I want to let you know what's going to happen here in the next few weeks and why I wanted to bring chandler on to share some of the crazy emotions that he went through that you're going to be able to see when we launched the funnel hacking live a, our funnel hacking live tickets will go on sale and about two, two, three weeks in time that you're hearing this. Speaker 2:     01:38         And with that, what you're going to see is a video and the guys who create this video for us, data is the most amazing videographer in the world. He has this ability to capture emotion, just raw, raw, pure emotion, and so he sent this video to us about a week and a half ago and I saw it and I, I started to get all emotional. I started on, well in my eyes were like all of a sudden sweating out of my tear ducts. I'm like, what's going on? And what's happening is I'm sitting there watching my son Chandler. It's admitted to 17 and 18 of the video where he was at funnel hacking live last year and Dan caught him at a point where you could see all this emotion and the part that's so exciting for me. One, it's my son and as a dad it's super cool, but the other thing is it he had. Speaker 2:     02:28         It was just the epitome of everybody who's going through this journey, this craziness that's happening. So I've talked too long. What I'd like to do is turn the time over you, Chandler have, how do you kind of tell people a little bit about your story, where you're at, and then I'll come in for additional questions that are awesome. Yeah, so basically as I got home from my mission and I got into this whole marketing game and got into this whole entire digital online space and started going after and I was in college and basically his whole life marketing kind of this whole Speaker 3:     03:00         marketing journeys kind of destroyed my life, but it also is helped my life click funnels. I guess. Long story short, I came home and I was going to college and was doing all this. A lot of a lot of your videos, dads as a hearing these people's stories of like how possible was the make money online and all this kinds of crazy things and I was like, okay, what if I try this out for myself? And I was trying little things, little things and I remember it was in Vegas last year and last year and we were sitting there with a with Alex or Moz out sharp and all these guys and their brand Uli and all these people and I was looking around. They're super successful. I'm wondering, I'm just asking this question like what should I be doing to be able to progress the most in this all my business? Speaker 3:     03:49         They're like, what? What are you doing now? I'm like, I'm going to college and kind of like tiptoeing this stuff and brandon rights and next year it's like, dude, why are you in college? And I was like, that's what I'm supposed to do. Right? And he's like, no, get out of there as soon as you can. And then I went to, I brought my now wife to a viral video and last September and she met who loves and also hates at the same time because he's the one that pushed me off the edge to actually go and drop out of college. He gave me the whole entire kinda structured everything to go about it and just gave me this vision of like really what an entrepreneur is and how they, how they can act, how they can be emotions of just like going to college, like working really hard, but no one actually really realize what I was doing at home. Speaker 3:     04:36         That was a lot of my friends would go out and go to parties and dances, all this kind of stuff on Fridays and Saturdays that'd be kind of stuck in a house kind of stuff and did some side things. Um, and so yeah, I ended up a business online business and agency and started doing that for a lot of local services and I'm actually, the funny thing about it was to be able to drop out of college. I came to you data and you said, Kate, you're not dropping out of college. And I was like, why not? You said you don't have a thing yet, you need to, you need something to drop out. And so he said take as much. So I loaded up my whole schedule up. I was like, I'm either going to graduate super fast or I'm a drop out this semester. And so I loaded up like huge long credits of classes and was going on. And as I started my agency as well, and the goal of this whole thing was if I could make my professors, then I have the right to drop out of college. And it was going down and I was like, Hey, what's the average, the average number? I was like, Hey, that's what I'm shooting for it. And at the end of the year I was like, I did it. Awesome. Sweet. And then dropped out of college. And this is the first year I've been and it's been awesome. Speaker 3:     05:48         Obviously I know your story extremely well. Most people, they understand the emotions that behind that obviously there's a my wife, your mom and the other side Speaker 2:     05:58         of in the world have you done to our son. And I think the part I want to make sure you had, I want you to convey to people right now is you're 22 just got married. You're trying to decide what the heck you're going to do. You and I spoke at a Byu where you were going to school in Provo, Utah at the entrepreneurial class. You're taking drop out. I actually drove a nick greer who is the CEO of skipio and also as the was your professor. He and I drove together to the class and I remember sitting there as he and I were driving to to teach. He's like, are you really going to allow your son to drop out of school? I said, you know, nick, it's not up to me. I mean, it's, it's his choice. He goes, I've never seen a parent though. Speaker 2:     06:42         Supportive of it. Why are you? Why are you doing that? I said, you don't for me, Nick. All I care about is I want to make sure that my kids have the skillsets that project that they can use throughout the rest of their life to always make money and provide for their families. I had, I was in a situation where I grew up with my dad was an attorney. My mom was a nurse. School was an absolute necessity. I have a master's degree in exercise physiology, which I've done absolutely nothing with. I have posted a postgraduate work and physical therapy, which I did nothing with and so I had the conversation with Nixon, you know what, Nick for me, if I can, if my, if he doesn't know what he wants and he hasn't figured that out. I don't want them to stay in school to figure that out and network and grow, but at the same time, if he knows what he wants and this isn't going to help them get there, then I'm okay with it. Speaker 2:     07:29         He goes, well, are you sure about that? And I'm like, Nick, I'm totally sure about this thing. And he's like, well then would it be okay if I, if he actually does that, maybe I can offer him a job what? And this was before you would even consider dropping out or anything else, and later on, obviously that kind of came true. But the part I want people to understand right now is what does a 20 something guy, one of the emotion, now you're married, you've got a wife to support and what are the emotions that you're really going through right now as an entrepreneur because you went to funnel hacking live. And unbeknownst to me when we ended up pitching the two Comma Club x coaching program, which is $18,000, you signed up and I'm like, oh my gosh, I'm sitting there with my, with my wife, your mom Carrie. Speaker 2:     08:22         And she's like, you better make sure this program works. What do you mean? He goes, you've now got my, our son in this. She said, my son obviously like you don't share you gotta. Make sure this works because he's, he's married. He says he can't afford this kind of stuff. And so when I saw that video, which you guys are going to see at funnel hacking live, as soon as we release the tickets, you'll see the emotion. And I wish so bad, I could show it to you right now, but you basically are sitting there, you're on the, on the front row with me. Uh, I'm not in the picture. And Dan had this ability to capture this emotion of such just raw excitement, confusion, frustration, I mean just this bundle. So I want, I want you to convey, take us back to that point and help people understand what's the emotions that you were dealing with at that point. Speaker 3:     09:13         So yeah, it was. Oh Man, for sure. Because it was definitely a ton of ton of emotions, but I remember going to funnel hacking live and thinking, okay, we don't have a lot of money or barely able to get to and thinking, okay, I know they're going to pitch something at the end. Don't want to take this. Like, this is not going to happen. I'm not going to fall into this trap again. I'm not going to fall into this. I'm going to go out there. I'm to motivated, I'm working when I get home. And when the pitch came, I remember we were sitting there in the table and I'm just speak super quiet. Pitch just happened. I heard about. I heard all these crazy things and I was just sitting there at this table, we're all, there's Julia was there, you were there, always was there in that little room. Speaker 3:     10:04         And I remember sitting there, I was like, everything just went quiet. And I just think to myself, I was like, Hey, like I know I want to grow. I know I want to take the next step. I don't want to get out of where I am right now and start moving forward. I was like, okay, is this really the only way is this like, I know it may not be the only way, but will this be this? Will this make me get there quicker to get there faster, get there in a quicker time. And I remember thinking there was okay as a friend, see, I think we need to do this. I think I need to get it. I think I need to get this to compliment program. Like we don't have, we don't have money. I was like, I know we definitely have the money for it, and she's like, do you really want to do it? Speaker 3:     10:44         And I was like, more than anything, I felt this. I had this feeling in my heart, I know this is it and know this is the reason why I was here. And as soon as I got there I went and a friend and my mom were walking out and I ran. I ran over there, the table got my credit card out because we have enough money. So I got my credit card out on the table to miles. I was like, all right, miles and I filled it out and I remember running back to my wife and I was so scared. I was so frustrated. I was so it's kind of like jumping out of plane with no parachute and hoping that I can find some things that build it on the way down and I just seen my wife's eyes with just support and just fear in her eyes as well and just thinking like, this is it, this is a whole thing behind it. Speaker 3:     11:37         The two comprehensive plots out Colombo is like you have a goal like you're taking the life or you're taking or your diet pretty much, hey, here are these two things. We're going to get one of these right now. I just remember being in that moment and then sending or the rest of the event and just thinking, oh my gosh, like this is it. This is where my life is going to be changed, and just the frustration, the fear and everything going through my bike at the same time and me and every time I watch that video again and those memories come back to my mind, they're thinking, I just feel that again. I was like, oh, this is what it's all about. This is what entrepreneurship is the most amazing thing. It gives us some blessings, but the same time, it's the most frustrating and fearful. Just so many emotions go into it that aren't really, that are really. You don't see the surface but are so deep down below and that kept us going through my mind. So Speaker 2:     12:30         thank you so much for sharing that. It's here and you, as I'm watching you even relate the story for a little backstory, for those people who are listening to this, they need to understand a little bit about Fran and your wife and her experience as far as. So Fran is from Chile and France is a, you know what, I'm going to let you tell France story, but the things I want to make sure you touch on here is how she viewed an entrepreneur and what an entrepreneur meant to her coming from her Chilean roots. Yeah, for sure. Speaker 3:     13:04         So yeah, my wife has been here for about a couple of years in the states. Yeah. And basically anyone outside of the states has a, especially in Chile when you come to the states, it's all about gaining education, getting a job. That's the only way. She didn't come from a very wealthy family. She had a very, very humble life. And um, and everyone who knows that entrepreneur pretty much knows him as more of like they had nothing else to do. And so they're just trying to find a way to make things up. And it was just based off of that and once you went out as an entrepreneur, feared came to her heart because she's like, oh my gosh, can I marry this guy and he's not going to have a lot of money because entrepreneurs don't really have a lot of things outside of the streets and they're kind of washing windows and all this kind of stuff. Speaker 3:     13:57         She's like, man, I just don't know if that's gonna happen. That's gonna. Like if you go into entrepreneurship or are you really gonna be able to be successful? And after going through all these things, she was able to essentially I live and all these things and hang around with people who saw this light of like entrepreneurship changes life. They changed the world. They're the only people that can actually go in and go in and change the world and change people's lives and stuff and create this movement and stuff. And so that's her. That's her background on entrepreneurship. She's in the background here. I can. Speaker 2:     14:30         I wish people could see the video that I'm going on a little more background. I want to kind of fill in some of the blanks here and this is a. I think right now the era that we're in, entrepreneurship is kind of like the rock stars. If you say you're an entrepreneur these days, people think, oh my gosh, dude, you're going to crush it. I mean, I think Gary v is kind of what we really got to give him the most credit for making entrepreneurship, this crazy thing that's out there. But I can tell you when I, when I started basically as an entrepreneur 20 plus years ago, I was. People looked at me the same way that Fran looked at you and that is basically if you're an entrepreneur, it means you can't do anything else. It's made you basically just gave up on everything and you're just going to scrap and hopefully find some way of making money. Speaker 2:     15:14         And I know there were times as I was, as you were growing up and everything were times were tough for ours and it was. But You keep fighting and you keep going through that emotional thing. And so what Fran was experiencing is how I was at years ago and I remember that and I think these days people talk about entrepreneurship as this almost this glorious ideal type of thing. And the part that I want to make sure people understand is they're listening to you is what was captured by Dan and that video was the fear. And I think frequently people don't understand that's normal. That's okay. And I, I've gone through it so many times in my own life and I've, I've had this conversation with many entrepreneurs as far as you have to cycle. And I wouldn't. I've hadn't. Tons, not tons. I've probably had over the course last 25 years, probably eight different business partners at different times. Speaker 2:     16:13         And one of the things I've realized is I would never go into business these days with a partner who hadn't cycled. It's a, I want to make sure that that person went. And what I mean by cycle here is they've, they've had a business where they had a lot of success. They made a lot of money and then they lost it or came across hard times. Because it's during those hard times that really change a person's life and it was, again, it was one of those situations to where you and I literally had this conversation just a couple of days ago and that is, um, more backstory here. Uh, so chairman Fran got married July 13 after January 20th. July 13th is coming up on their six month. Basically this Friday is our six month anniversary. Since then I have had them come out to force them basically to come to boise quite a few different times for different family things. Speaker 2:     17:08         And as you mentioned, as far as going to funnel hacking live with something you wanted to do, but there was frustration and I understand it as a father, but I even understand it more as a husband where you're like, listen, I want to provide for my wife. I have an obligation, I have a duty of responsibility. I want to do this myself. And you did a facebook live recently as you were kind of recounting your time going to funnel hacking live and the frustration of. Yeah, you ended up, uh, we had an extra room in our, in our suite there, so you and Fran and all made logical sense just to stay there. But at the same time it was one of those things too where identity, I don't want to stay with you guys. I want to be able to do this. And I know right now you're heading, you and fran and your brother Parker had not to see Tony Robbins a for the next three days. Speaker 2:     17:58         And so I know that, uh, right now money's tight. And so what I want to do is I want you to tell people what it's really like, what is, what is life? Because again, if you go back to where you were in December, you thought you had all these clients and what I want you to explain to people is how has it been as far as an agency owner, having clients, losing clients? Kevin, people make promises that haven't been fulfilled. Having partners. You've got a lot of experiences but in six months in partners who say they're going to do stuff and they fall through. So I want you to kind of be extremely raw and vulnerable and tell people what, what's it really been like? Speaker 3:     18:38         No. Yeah, totally. It's been a, it's been more of a downhill helicopter that has been more up for sure. Um, I mean being, so yeah, had the agency at the beginning of the end of last year built a six figure business. I was making about $5 a month more than professors and then literally all of a sudden every single client, like it was like, it was almost like a whole two weeks. I mean, it was insane to see how they would hire someone else underneath them and they were just kind of, I was doing everything inside of their accounts and stuff and so there's kind of see what's going on. And I was like, what the heck, I, how did this happen? I even see it coming. And also then getting married in about month, having zero money, having zero anything and thinking, okay, we have a payment coming in a month, how am I gonna ever gonna make this? Speaker 3:     19:41         And so I remember I was sitting there and I was getting, I was actually in a career and I was just like, I was like, as a husband, like how am I going to provide for my wife? I was like, are we going to go home? What's going to happen? We have to live with my parents. Like, is this really going to have to thinking of myself like a camera, be married in a month. Once my wife asked me if I'm living with my parents or my grandma living with these people, I was like, I have to give her a bed to sleep in the thinking that I was like, man, okay, this is crazy. This is crazy. And so I went and I got a job for nick beer was all his marketing and stuff, uh, at this little software called skipio and have been doing that for the past six months now. Speaker 3:     20:24         And every single time I go in, I'm gonna say, okay, I know I got this too comical x program. I was like, I know now I can grow, I can go. And so now I've been going in, I've been doing this agency stuff, I've been going up and creating funnels for other people and doing all this other stuff, but now having the coaching and having the processes actually now have a process and assistant like entrepreneurs, never full security, but it gives me enough security that I can. I know that this will work out, it gives me a pathway, it gives you all these things I can go. And so now I've been going, now I'm just like every single thing I can think of. I'm just trying, I'm trying, I'm trying. It seems like it was kind of casting into the nets I'm seeing where they land and see if any fish coming out and that's kind of where I'm at. And it's kind of like the fear basis. I'm just throwing a bunch of things to help stick. That's where it's at. Speaker 2:     21:14         I love it. I think I get, I appreciate your vulnerability. I appreciate you being so open and I'm. One of the main reasons I wanted to do this podcast with you is I have a lot of people on the podcast and I had someone reach out yesterday and say, all you ever had on the podcast is people who are always super successful, they've already hit the two comma club. What about those of us who are struggling trying to make it work? And it's like, you know what? I know the right guy to bring on one. Just do that right now. And so I appreciate your honesty. I appreciate your vulnerability and I think the key that's important here is for people to understand that it's okay to have a job while you're trying to get your entrepreneur stuff going. It's okay to have a safety net there as you're still trying to. Speaker 2:     21:53         You know, so often people say, oh, I'm just going to burn my boats and bridges and everything else and I'm just going to. I'm like, yeah, but you know what? It's okay to to have some income coming in. You don't. What it does is it basically helps you. It helps you not make stupid decisions. It doesn't have to be, but again, it means that you're working late. It's amazing. As soon as you finish your eight hour shift or whatever it is at Skipio, it means you come home and you're up for another eight hours or whatever it might be. Burning the candle at both ends trying to make things work. Uh, so what's the next project you're working on right now? Speaker 3:     22:25         So we've got to do it some other silos for sure. And one of the ones I'm actually really excited right now is a legendary marketers that's actually really exciting and I'm really excited about getting out and going and that was actually with me and you. So I'm basically for anyone who doesn't know about this one is like, this is actually kind of an introduction to me getting about what entrepreneurship was. So about 10 years ago, my dad flew around the country, all these crazy successful people and learning their secrets, learn the tactics and learning all these crazy cool strategies. And I remember as a, as a son sitting there 10 years ago thinking, okay, what's happening? Where's my dad? Whereas like, what's going on? And all this kind of stuff, I didn't know crazy too much, but I knew there was something going on and I remember with my friends asking what is, what is your dad actually do you know? Speaker 3:     23:14         It's like, what do you do? You have a job, do I'm an entrepreneur? And like you said before, that wasn't a huge it that was just like, it was like I go back to my friends and he's an entrepreneur and they're like, what's that like? I have no idea. That was basically the whole thing. And so yeah, we've done this. Now we've, we're launching legendary marketers and it's this crazy cool project. I'm actually cool. I'm actually super excited because I had asked you to take it on. I'm going to go now I'm going to go out and stuff. And so that's one of my projects I'm working on right now. Speaker 2:     23:47         I love it. So hopefully it's going to become, are your two Comma Club program here? We're going to comic con status. So a legendary marketers.com is a product that I created again is channeled, made mentioned 10 years ago this year. And I'll do a podcast later in more detail about how I met Russell. It was through all that kind of stuff. But I think the part I'm most excited about right now, chandler, you talked about this literally for the last two to three years as far as you've taken this on and doing something like this. And I was out with Russell, uh, we were filming at Tai Lopez's house and one of the things that we were talking ty about was if you had to start all over again and he was basically asking Russell, you know, what would you do as far as would you do affiliate marketing or something like that. Speaker 2:     24:31         He says, you know what, I feel like mark is kind of one of the things we're wrestling. Made a lot of money and get started with a lot of things. He says, I probably would, but I would do it different this year, this time. And he says, what I would do, and I'm not going to take away your thunder, but basically you're doing exactly what Russell told you to do. So what's legendary marketers? How's it gonna work? Give people an idea as far as what's going to take place because unlike when I was flying out, spending tens of thousands of dollars finding for people's houses, being stupid, you're being much smarter about it, so what are you going to do? Speaker 3:     25:02         So yeah, it's funny isn't it? Says it's awesome. It's like a 10 years ago. It's crazy now that all the technology and all these crazy things that we have now, so I'm actually gonna go out. I'm going to find. So anyone who gets it's gonna be able to say, Hey, who do you want? Who Do you want to go out and find out their best content stuff and with that, with that person, I'm actually going to go out and I'm gonna go find their like their top youtube videos or top strategies and stuff and all these kinds of things that kind of a build up upon this person and see exactly their best content and stuff and find out exactly what's going to help them best with this thing and I'm gonna go get, get that. And so say it's like Tony Robbins. I'm gonna. Find the best Tony Robbins videos and we will give it to their people and say, hey guys, here's this awesome Tony Robbins video series. You're going to go grab it and stuff and have all their stuff. Speaker 2:     25:52         So for those of you guys who are listening, a couple of things I want you to do here, first of all, understand how raw and emotional being an entrepreneur really is. I brought chandler on to help them basically encapsulate and share with you his true emotions and the because he's in the fight right now and I think people don't understand how hard that is. And so again, I thank you and appreciate all that you're doing. I am so proud of you. I couldn't be more proud as a, as a dad. I'm just so excited. Um, and the second thing I want to make sure you guys understand who are listening here is take a [email protected]. A channel's going to be releasing that. In fact, it will be live by the time this goes live. It will be released here in the middle of July. And basically in commemoration for our 10 year anniversary of doing this, my first product, I will explain this, uh, a, another podcast later, but the part I want to make sure you guys were listening, the reason I want you to go into two reasons, I want you to basically funnel hack what Chandler is doing. Speaker 2:     26:51         First of all, yeah. I would love for you guys to buy the product, legendary marketing some money in his pocket. That's always a fun thing for me. But more important than that is I want you to watch and pay attention to the affiliate strategies that are done. The Chandler's going to use a. because I have a lot of people these days say, Gosh, I don't have any money. I don't know how to get started. So what I want you to do is I want you to follow Chandler on his journey because he's got a podcast and you still need to be doing your podcast. Speaker 3:     27:18         Yeah, I'm actually, I've just filmed three extra ones now and it's going to go live this week. So. So what's your podcast? So it's the college entrepreneur podcasts. I'm to change that name because I'm not Speaker 2:     27:33         called entrepreneur or dropout bog soon to be dropped out. But anyways, uh, no real. What I want to make sure you and I want you to follow Chandler on this journey is there's a lot of people who I get asked about this all the time as far as, well, how do you really get started in affiliate marketing? And we've got affiliate bootcamp and it, which is an amazing resource, but people say, I want to see someone do it from scratch who doesn't have anything? You guys have clickfunnels. You've already got people who are 60 some odd people, one dream cars, and I just want to follow someone from scratch. So that's the main reason I want chandler on this. Two reasons. One is that once you understand his entrepreneurial journey, because it applies to a lot of you guys were listening. Second of all is I really want to make sure that you can follow someone and who's going to be implementing the stuff that we've taught and and used, but even some of the new strategies that we're doing right now from an affiliate standpoint. Speaker 2:     28:24         So take a [email protected]. Go funnel hack it, pay attention to it, sign up for put money in your pocket, whatever it might be. Most importantly, funnel hack this thing because I think it's going to be neat to see someone from basically start from the time he started here. Uh, I think we're going to race. I'll have to kick at my affiliate stats as well and see between you and miles and I who can actually get the dream car the fastest. It's going to be doing affiliate stuff for a lot of people as well. So with that, as we get close to wrapping things up, I know you've got to catch a flight to head out to Chicago to go to upw. Any parting words for those people who are listening? Speaker 3:     29:04         No. Yeah, just, I can't imagine I cannot express enough about how much I'm. One of the things I learned in the video actually is in Golden. He talks about how a, Speaker 3:     29:13         um, the reason why people aren't successful, not because they don't try enough, they don't fail enough. They don't go through those experiences. I think that's a big thing that has happened to me so far as I've looked back and if I look at her right now, like maybe I'm not like the best marketer, I'm not the smartest person, but to come to see where I've came from and to see exactly where I started from. Like now I'm doing these facebook lives and stuff and do all this crazy stuff and to see exactly I'm, I'm, I'm not the best. I'm actually impressed on how I grown and so it's been awesome. Say just trying to get out there and publish and publish and do stuff and just keep moving and you'll find out that you've moved a lot further than you actually thought you were. I love it. Speaker 3:     29:48         So if people want to reach out to, where did they, how can they contact you? Um, yeah, Chandler, Aweber.com. There's a cool strategy call that's like the best place to find a way to kind of get ahold of me. Um, as well as if you want to follow the exact journey. I'm just follow me on facebook. I'm doing a facebook live every day and exactly what you're going through, so I love it. Well, Janet, I love you. I'm so proud of you. I hope you and Fran have an amazing time. Please give your wife a hug and a kiss for me and thank you so much for jumping on and being so vulnerable. Oh, thanks. Speaker 2:     30:19         Hey everybody. One of the things you heard me talking about Chandler here is this whole idea that the video that he is he is in is [email protected]. So checkout funnel hacking live.com. Sign up, get their take action like Chandler did, and make sure that you're at next year's funnel hacking live. It's going to be in Nashville and you can check it [email protected].

Why Dave Decided to talk to Wes Bewley: Wes Bewley is an Entrepreneur from Austin, TX and has generated over $100 Million in Sales within the health & wellness arena. A member of the prestigious Two Comma Club and has received the 8-figure award. Wes is also the founder of a business forum named The Entrepreneur Fight Club, where he shares personal stories, tips, and strategies to help current or aspiring business owners grow their business. Tips and Tricks for You and Your Business: Business Branching using funnels: (8:00) Building Businesses and Relationships : (15:00) Equity and Lion’s Share Philosophy (17:30) Trials and Tribulations: (21:00) Quotable Moments: "If you have a money problem, then you don’t really have a money problem. What you have is a sales and marketing problem." "I always want to create a win/win, but I really want to create a scenario where they win even more." "There are no more rules!" Other Tidbits: Wes explains the significance and simplicity of creating a business in no time. Being an entrepreneur, creating multiple businesses, there are no more rules! He takes us on his personal journey to making 10-million dollars in less than two years and speaks about: The Entrepreneur Fight Club, his page, giving business owners value and creating new opportunities for them. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward and everybody. Welcome back. This is Speaker 2:     00:18       that totally, totally different podcast we've ever done because I actually want to first of all, introduce my cohost miles clifford and what's going on. Everybody's super excited to be here and I'm even more excited about the guest that we have on the first time where Dave and I are co and this and I'll let you introduce who we are interviewing today. So both of us happen to know this guy because he's a complete rock star. He's one of our eight figure award winners, sport and the bling on his on his homepage is here. We're taking a [email protected], West Dooley. Welcome to the show. What's up guys? Good to be here. Pleasure. I again, it's one of those things. I get so excited. We have these kind of like pre-interviewed things going and I'm like, we got to get this record and I can just dive in because I want you guys to hear firsthand how wes has done what he's done. Speaker 2:     01:07       So first of all, you have to understand this is a guy who's been literally crushing it for how many years now you've been in this business. Uh, I'd say at least two and a half. A huge, huge at legacy building. Two and a half years. I mean, just crushing it. He's been one of our two comma club winners. And fortunately it's actually, I'm [email protected] and my pictures on there. So excited. Actually, I'm in the shadows. You can barely even see me. It's actually he and Russell and todd as he's accepting his eight figure award winning plaque. So again, what I want to kind of dive into this year West is one thing that we were just starting to talk about is this idea that, you know, you do so many different things and I think that's the problem a lot of entrepreneurs struggle with is like I can't make it unless I just focus on one. And so you're like totally the opposite side of things. So kind of tell people what is it that you do? Speaker 3:     01:59       Yeah, you bet. Well, you know, the one thing I always tell people that it's a little bit confusing when you look at somebody like me because when someone, when someone's new cs what all I'm doing and they try to do it, then they get overwhelmed and what they have to understand, it's like I didn't do it overnight. And the way I look at it is, you know, at the time I start a new business, I, I liken it to drill for oil where, you know, before you can start pulling oil out of the ground, you have to, the crew has to show up, right? There has to be work that's done. They have to erect the rig, they have to get oil pumping out, then they can, you know, set up that little oil horse that continues to pump out oil. Well, you know, whenever I decide I'm going to do something like it usually takes me about a month to really get everything up and running. Speaker 3:     02:48       But see now you're seeing, you know, two and a half years into this thing. And so don't be confused when you see somebody that has a lot of different businesses because they didn't do it overnight. Still human, you know, I get distracted, I get a uh, I guess I'll have days where I don't feel like doing anything. I have days where things don't work right. You know, so I'm human just like anyone watching this. But you know, I originally got my start in network marketing. I don't know if a lot of people realize that or not, but that's where I originally got my start when I was 18 years old and it's really all I had ever done. And my goal, my, my lifelong goal, you know, from a young age was to get to the top level in that company and it was just a really prestigious honor. Speaker 3:     03:34       And so I got there and as really exciting and, you know, one of the things that happens whenever you build a business, really specifically a cashflow business that's built around a lifestyle as you actually have a pretty good lifestyle. And so a couple of years ago I was just kind of like, well, I can only mow my lawn and trim my trees so much, uh, before it's like, you know, maybe I'd like to use the extra time that I have now to further, you know, share my gifts with the world and further learn and grow as a person and become better. And so, um, what, what kind of ignited all of this was, I had this. I had this lady named Ashley who was a personal trainer and she would drop her boys off at school every day. And then um, and I, and I would drop my son off so we would see each other and we became friends and stuff like that while I would see on our social media when she would post stuff, she would get all this engagement. Speaker 3:     04:35       And so I said, hey, if you ever thought about launching an online training business, and she's like, I think about it everyday, I just don't know how. And I go, well I think I know how can you be my Guinea pig? And she was like, sure. And I go, okay, here's what I need. And like this, she didn't even have an email list. Okay. Like she didn't know what an email list was. I was like, do you have an email list? And she's like, well, I've got people I email. I'm like, no, it's not what I'm talking about. So we had to do like a post on social media to get people to join, you know, the opt to her, uh, you know, fitness funnel. And after three days of that she had like a whopping 32 people on this email list. And then we send out a series of emails that went to a click funnel's checkout page and she makes $3,200 in three and a half days with the list of 32 people. Speaker 3:     05:22       Now I know that's weird that it's all three point two, but it just, it just is what it is, right? Like I can't, I can't tell, I can't fix the numbers, but it was so powerful because she's a really good friend of mine and she's shared with me that that month, if, if she wouldn't have earned that income with our online journey business, they would have actually gone into foreclosure and I didn't even know that at the time. And so that, you know, that the, the emotional currency that I saw from helping someone and seeing a real difference. And, and also, you know, even though she made the 3,200, we split it. But even though she made the 3,200, that was Kinda my first little online experience. So it felt like I made the 3,200, you know, I was like, yes, but you know, obviously that wasn't online, but I was like, from that moment on, I was hooked. The first time you get an online customer, it's the most incredible feeling in the world. And so Speaker 2:     06:21       stop there for a second. I want to make sure those who are listening understand. So did you charge her anything up front with her? I just did a partnership. That's what I figured you'd done to. I've heard the story from you before and I think it's important. People understand when you don't know exactly what you're doing, even though you thought, you know, I might be able to pull this off. Working for free is one of the most important things you can do and it's so cool. Yeah, you were able to get successful and yes, you were able to save her house from going into foreclosure, but obviously it generated revenue for you. But I think the part that's the coolest thing for me is I hear stories like that is the confidence that then gives you to go, if I can do that for her, where can I go? And now you're sitting there watching these plaques behind your wall. Here you got eight figure black, two comma club black, take tickets. Fast forward from there, she helped them. One client, what are you doing now? What's entrepreneur of fight club? How, how in the world did you get to. I mean, people still don't understand that a person can literally do in two and a half years, go to wherever they make $10 million through a funnel. It's just astronomical. Speaker 3:     07:20       Sure. Yeah. So that, that branched off into other things that ended up creating a product around it and it's, I won't name the website, but ended up creating a product that shows trainers how to launch their training business without facebook ads. And so, um, then that led to entrepreneur of fight club. And really what I saw there was just a lot of entrepreneurs that didn't know how to wake up every day and generate leads. Didn't know, you know, one of my friends, Jessie always talks about how if you, if you have a money problem, then you don't really have a money problem, what you have as a sales and marketing problem. And so I thought, okay, well everyone thinks they have this money problem, but all they really have as a sales and marketing problem, we can fix that. We can correct that, you know, and so that, that led into the entrepreneur fight club. Speaker 3:     08:09       And then that's just a generic entrepreneurs business forum. Uh, there's people that sell on Amazon in there, there's people that are realtors in there. I mean any type of business owner, uh, can, can get a lot of value from that group. But when someone goes into that group, there's a lot of different trainings pinned to the top. And so somebody can kind of pick and choose what's for them. And then those different trainings lead to other things, whether it's a, you know, a little private mentorship circle, whether it's this thing I do in Austin called e upgrade, which is where people come and actually hang out at my house. And you just focus on their business. There's all kinds of stuff that it branches out into. So you're using an entrepreneur Speaker 2:     08:49       of fight club as a front end, and correct me if I'm wrong, but my understanding is that's been a facebook group. Yes. So it's a private facebook group, so you're basically bringing them in the front end through clickfunnels opt in page. From there they then get access to a private facebook page on that private facebook page. Is this content where each one basically is a lead gen for another product or service that you have to offer, is that correct? Speaker 3:     09:11       Yes, exactly. Exactly. And so the way they get added to the group obviously is they have to go through the clickfunnels site and also joined my email list simultaneously because you know, facebook groups are. I mean you can be hot and then all of a sudden that's good, you know, because of the algorithm or whatever. Right. So email list is gold, golden, and that's the way people actually get into the free group. So, Speaker 2:     09:36       I mean, it's not going to want to make sure I hear this from people all the time and that is, I'm just going after facebook messenger. That's all I care about right now. Email's dead. No one opens emails. Anything else like that and what you just said, for me, it's probably the most important thing as we're helping people understand, you have to build a list that you control and you control an email list. You don't control a facebook messenger list. And so I love the fact that you're collecting both. Congratulations. That's super, super Speaker 3:     10:00       cool stuff. Yeah, thanks a lot. Yeah, you know, I mean, even, even the way all of us communicated about this particular video was through an email. We didn't communicate it through messenger, you know, so email is crucial and that's ultimately in my mind, the golden egg. And that's the biggest asset that I have is that email list and my personal opinion. So, um, you know, at this point all I'm continuing to do is just identifying problems that people have and creating solutions. And, uh, I've also just a lot of different partnerships and as I was alluding to with you guys, I'm, one of the things that, that I have really enjoyed lately is doing something that I kind of calling a smart business, which is a where you can identify talent or identify potential somewhere and then you can usually set that particular business up and I'm going to give you some applicable examples, but you can usually set that business up with about two to three hours of actual work. Speaker 3:     11:00       So that's the first rules I got to be able to set it up with two to three hours of work, which is possible with click funnels. Um, and then it must cash flow immediately. Okay. Most cashflow immediately and must be able to be managed with, um, you know, 20 to 30 minutes of actual time per month, you know, let's call it an hour just to be safe. So cashflows immediately can manage it with one hour to two hours at Max. Maximum month can set it up within two to three hours. And so one of those, one of the examples I was sharing with you guys, I've got a lot of different kinds of businesses. They're a little bit, little bit unique, but a, something people may not know about me is I'm a big outdoorsman, so I'm, I'm into archery and all that kind of stuff. Speaker 3:     11:45       Well, uh, I go hunting with this guy they call pigment and turns out pig pig man pigman. In fact, I built his website for him. It's Pigman a t v Dot Com. Check it out Pigman TV.com. So, so I go hunting with them and it turns out like he's got the number one hunting show in the world. And so I'm hunting with him and a bunch of other fans of the show. And these guys know every line, everything he's ever said, every one liner, every joke. And I'm like, these guys are fans. You know what I mean? Like these guys are super fans and so I'm pigment. If you ever thought about starting an inner circle, and he's like, I got no idea what you're talking about. The talk to my manager. So I talked to his manager, we create this thing called pigments, inner circle. Speaker 3:     12:33       You guys can even go look at it. It's got a value stack and everything and a timer and a, we crush it. I mean, people love being in the group and so, uh, it's just like maximum fund. The guy's got a quarter of a million followers on facebook. So it's like now, now I'm, I got a piece of the hunting industry, you know what I mean? It's so cool and it's so cool for them because what I did for them is identified cashflow that you know, didn't even exist. So they're super grateful. It's a win win. So things like that, you know, or I met this other friend of mine that was really powerful, but she just didn't really have a stack. She had a little $10 a month group and I said, let me help you. So we created a partnership and again, got her set up in a shorter period of time. But she went, she knows she went from $3,300 a month on average or first seven months to her first month with using click funnels and having everything set up properly. She cleared $89,000. Speaker 3:     13:37       I mean, that's what I'm saying. Like there are no more rules, you know, like that's the biggest thing I want to help people understand. If I could give anyone any kind of a takeaway is just the reality that you know, there, there, there literally are no more rules anymore as far as the old adage of it takes a lot of time to build a business and it's hard to get a business up and running and look. My first, my first online training program I built took me nine months to build. Okay. I made all the mistakes I thought I made. The first time I recorded it on my computer crashed. I thought it was like God was telling me like, don't do it. I wasn't sure if it was God or the devil, you know what I mean? I can't have in this desire to want to do it. Speaker 3:     14:25       So I kept following that desire and finally launched. It will. Then my next program only took nine weeks. Well then my last program only took nine minutes. You know what I mean? You get faster and faster and faster as you start to build up your skill and you start to see this stuff that doesn't work out. You start to see the things that you do that don't actually matter. So you start to take a more direct approach to what you're doing. So there are no more rules. Like, you know, I always tell people like it's Kinda like we're Ben Bernakie where we can print our own money. I don't like. All I have to do now is think about, okay, how can I serve more people? Okay? And then boom, and nine minutes I can build a landing page to checkout cart. And that is a business. Speaker 3:     15:09       I know that cashflows and people get served and people's lives improves. And that's the point of a businesses to improve someone's life with your product, your service. So that's why I'm saying earlier guys, like it's hard for me to go to sleep at night. I'm not going to do so real quick. Last night you went through talk through that checklist. The three things that you're looking for. Are you like searching these people out? Are they come to you or is it just like relationships, like meeting them in the street or obviously you went hunting with this guy. Are Are they seeking you out? Are you seeking them or is it just building relationships? Yeah, it's typically, it's typically just building relationships. I mean, what, what do you have to understand? Models is like these types of opportunities are literally all around us. It's just our ability to identify it, you know? Speaker 3:     15:53       There's so much untapped potential all around us. There's so many business owners that have that it factor, but they don't know what to do with it. You know, like that's not what they're, they're not the architect, but if you are and you can see what they could become, that's the whole idea behind potential as being able to see what is possible. Then literally like there is, there is a, I don't want to say like unlimited potential, but I don't know any other way to describe it to you. So, but to answer your question, most of them have come through just personal relationships. I mean it was just like, once I was there hunting with them and then saw how these guys were just hanging on every word and I got to see how cool he was. I'm thinking this guy's got it. And I'm like, but I bet he's never thought of this, you know? Speaker 3:     16:40       And there's some times where all I'll talk to people and they don't get it. You know what I mean? Like I even had a, I was trying to get a partnership with this abstract artist that's really, really good. And I was like, man, uh, if you could teach people how to do what you do, obviously they can't do it the way you do it, but if you could teach them how to do it, then you know, okay, well, you know, we, we were kind of starting to move that direction. Well then he's, he's. He said, I don't want to give up, you know, 40 or 30 percent of my company. So I'm thinking, but it's, you know, right now it's a lemonade stand. Speaker 3:     17:15       The problem with our culture in terms of a partnership, as you got way too many people that are watching shark tank, you know what I mean? I'm not giving up not giving up that. So it's like, okay, you know what, God bless you. You know what I mean? Like, I'm not in the convincing business, but it is cool whenever you find someone that is like, yes, I know I'm capable of more. I'm just not sure how to do it. And so i. One thing about me I was going to share with you, miles is like I never want more than 30 percent of their business. I never want more than. Why is that? Part of it is because I want them to have the lion's share because I want them to, uh, you know, because they're going to be the one running the show. But if I've, if I've got a, like all I want to do is help organize the person and share ideas to help them continue to grow. Speaker 3:     18:11       I don't want to be an employee for the business. And that 50 slash 50 or 40 slash 60, I'm, I'm kind of like, they're kind of waiting on me to do stuff and that's, that goes against this idea of a smart business, right? So 70 slash 30 gives them, the lion's share were, they're still, they're still earning an incredible, you know, they're still getting the biggest bang for their buck. And really I've played around with 20 to 30 percent and I'm actually liking 20 a lot. And so that's one thing about it is like I always want to create a win win, but I really want to create a scenario where they went even more. Because I'm looking for lifelong friendships and relationships and partnerships. I'm not looking to, you know, get 50 slash 50 off the bat and then you're trying to look for ways out. You know what I mean? I don't want you to have to find, I don't want you to want to escape. I want you to come. I want us to continue to grow together. So that's kind of my thought process there. Speaker 2:     19:12       Yes, that's super, super cool. I'd sit here. I mean the pigment is like the classic. I mean he is like the perfect, attractive character. Speaker 3:     19:20       I'm telling you. I mean, you want to see his videos. You have ever seen his videos yet. I mean the guy is unbelievable. Speaker 2:     19:27       Seriously. I look at what you've done and it's, it's so cool for me is that kind of sit back and rest on our talking about this this morning. It's weird to build a platform or a software that now fuels other people's businesses and changes the lives of literally millions of people. I mean we're, we're releasing tonight operation underground railroad, the trailer and all that and the document, all that kind of stuff. So that was Kinda what we're talking about. But then it branched off into people like you and what you're doing. I mean, you've got a platform that you. You've totally changed his life. He changed the life of the, of that. Yeah, I mean the stuff that you're doing it, you're, you're having such a massive impact on the lives of so many people and the crazy thing is the more successful you become, you're like, I'm going to give back even more to them, so I only need 20 percent, but it then brings. It attracts so many more people to you. I mean West, congratulations and all of your success and it's just so dang cool. Speaker 3:     20:23       So much guys. I mean obviously I'd greatly appreciate what you guys have built here. What you're doing. I mean it's just, this has changed my life, you know what I mean? Like, uh, what got me into click funnels was I was trying to get a website bill and my guy was taking too long and then once I got it, it wasn't the way I wanted it to. And so I'm like, I've got to find a different way. So I'm like signing up for all these different things. Like, I mean all of them, name them all. That's what I always tell people is like, you know, tell me everything you can think of. I'm telling you, I've tried it. This is the best pound for pound king you got to get with the program. And I'm like, don't wait time. Um, so I mean it's because of this like that I have. It's opened up new creative outlets for me because without this I'm not doing all these things I'm doing without this. I'm still stuck in the mud, you know, without this I'm still, you know, I'm still stuck in the Stone Age compared to where I am now. So thank you guys for. You've done. Speaker 4:     21:21       Yeah. I do have one question for you because we're talking about a lot of successes and everything like that, but you know, when you peel that back, there's usually some experiences in life or some trials or some errors along the way that got you to that point. Can you think of one of those are kind of that big domino for you? Speaker 3:     21:39       What was it or what, what's that? What was it or what were they? I mean, sometimes it's more than just one. Yeah, I mean I'll tell you guys because I know you got to go, but I'll tell you this really crazy quick story. So whenever I first started out being an entrepreneur, I had a really fast rise and so I did what all entrepreneurs do where I think that there's, it's only flow, there's never a right, like when we first started out as an entrepreneur and start making money, we're thinking this is just gonna flow forever. There's never going to be an a. So I bought, I went out, I was 19 year old kid, I bought a dodge viper and then I thought well I can't have just a dodge viper. So I've got a Chevrolet Tahoe. Like it was like driving this green school bus. Speaker 3:     22:21       I don't even have kids. I wasn't even married. So, um, anyways, the. At that time my check starts to go down a little bit and this is like in 2004, my check starts to go down a little bit more, a little bit more, little bit more. Well, pretty soon I have to voluntarily repossessed my dodge viper. At the time I had to take on roommates because I had this house that was too big and so I take on, these roommates will turns out one of them is a con artist, like literally a con artist that the US marshals or after, okay, I get this call one day and this guy goes, hey, I just retired from the shoe business and I want to meet with you about your, your opportunity. I'm thinking what? But okay, so I made up with this guy and he goes, I'm a US marshal. Speaker 3:     23:07       What you say, what you tell me today is going to determine whether you go to go to jail or whether you go away for free. I just show up to the, I think I'm in a business appointment. Look like a little school boy presentation book and everything. They were after my roommate who was a wanted a like identity theft, all this kind of stuff. Oh my gosh. So I started putting me in weird situations and I, I, I got to a point where I was like super, almost like super depressed, right? Like, I mean, my identity had been wrapped up in this car and my success and my fast dries and everybody knew me as a successful person. All of a sudden, you know, I'm on, I'm making like 3000 a month, which is still great income. But from where I was, I mean, that's not enough. Speaker 3:     23:52       I'm, I'm struggling here. And I never went for forget my mentor came over and he said, hey wes, what you're going through as a test and you can either pass this test, but if you don't, you know, God's going to keep giving you the same test. It's just going to look a little bit different. It's just going to seem a little bit different, but you, you gotta pass this test and that's all it is a test and that's why many are called and chosen. And so I'm like, wow, okay. So once I realized like everything is really just a test and the nothing's final, you know, like no matter what happens, my best days are ahead of me. That kind of helped me pull myself up by my bootstraps. And once I, once I went down and came back up from that point on, I've been pretty. Speaker 3:     24:38       I've been pretty bulletproof, you know what I mean? Like I wouldn't say I'm just completely, you know, I don't have bad days or weeks or whatever. I mean last week I lost 16 grand on a, on a just because I forgot what day of the week it was because July fourth came in the middle of, of the week and it kind of confused me. I lost 16 grand. We'll, you know, before this I probably would have freaked out, you know what I mean? But now it's like, okay cool, how do I want to replace that? That's awesome. But I'm like, it's so cool that it's all lifestyle all about perspective. No matter what we go through and everything is just a test. Like it was just a challenge of hey, I'm going to take you, here's 16 grand, gone, what are you going to do now? Let's find out, you know. So that's Kinda how I try to approach it. Miles and obviously, you know, sometimes I got to take my own advice. Sometimes I forget what I'm telling you right now. I have to remember, you know, so it just, it is really nice, but it's great. Speaker 4:     25:33       Awesome. Well thanks. That was kind of like, that was my question that I, I used to have my own podcast and that was the question I always ask because it's interesting to hear kind of what people had to go through to get to where they, at Russell's talking about it, it had a couple of different things that went well and crashed. I don't know if you know Dave, probably the same thing. Me, myself, the exact same thing. We all have those and like you said, you know, how are we going to pick ourselves up? How are we're going to have that outlook and when we come up with that outlook, we do have to remind ourselves, okay, all right. Yeah, I got to keep going or I gotta do this, so I appreciate you telling us that West. Speaker 3:     26:02       Absolutely. Absolutely. That's as we get close to wrapping things up here, any parting words to our listeners here on funnel hacker radio? Hey Man, I think we've said it all today so far and I'll, I mean the kind of summed it up, I mean there are no more rules. Um, if I have a money problem, I don't really have a money problem. All I have as a sales and marketing problem and um, you know, the biggest thing I would say is just a. are we going to edit this? Speaker 4:     26:33       Probably not. I Speaker 3:     26:38       think I literally think I've said it all. I think I've said it all. People want to reach to get a hold of the West [inaudible] Dot Com and entrepreneur.club. Yes, yes sir. You bet you're the place. That's it. That's where you can find me through west. You're so awesome. I love just your attitude. Again, a good old boy from Texas. That's why you used that oil. That's exactly right. Analogy. I knew I grew up. I grew up about a mile or about, uh, about an hour from Midland, Texas. You know, midland had more millionaires per capita. And so this is my oil. Well, you know, I didn't, I wasn't born into a family that had oil, but this is my oil. I can pause. It's no different. The bank account doesn't care. Yeah, it was great talking with you guys as always west. Thanks so much. Bye. We'll talk to you guys are providing. Speaker 5:     27:28       Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're, I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as the people would like me to interview. I'm more than happy to reach out and have that conversation with you so I can go to itunes rate and review this, share this podcast with others, and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Cristy Nickel: Author & speaker Cristy "Code Red" Nickel has been in the health and fitness industry since 1994. While studying Exercise Science at the University of Memphis, Cristy competed in 3 NPC Figure competitions, placing in the top 5 at each show. From being named the “Top 3 Most Dangerous Females on the Planet” to becoming a successful Entrepreneur, Cristy takes you on her journey. She explains how hiring a coach was one of her best business investments, by helping take her from being nearly broke to becoming a Click Funnels Two Comma Club Member in record time. Tips and Tricks for You and Your Business: Secrets to Success (5:40) Code Red Lifestyle (8:00) Business and Weight Loss Plan Implementation (9:30) Find the Right Price For Your Product (14:00) Code Red Funnel Information (21:30) Quotable Moments: "In business, you’re going to have to get people around you that know what they are doing." "Find someone who believes in your message, someones who really grasps what you are doing." "There are people out there that know more than you, that’s why their called coaches!" "Do not listen to your critics say, they are irrelevant to your future success." Other Tidbits: Cristy also explains the importance of surrounding yourself around a good supporting cast of people who can be there to help and mentor you in areas of weakness. She also explains the importance of understanding your self worth and product value. Being confident in the services you provide will separate you from the ordinary person. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Hey everybody. Welcome to funnel hacker radio. You guys are. Speaker 2:     00:19         We're going to literally die at this whole interview process because I want to introduce you to one of the three most dangerous woman in the world. This is going to be one of most fun podcasts for Mika. We started doing this as she was telling me all about kind of stuff she was doing. I'm like, wait, wait, we got to stop. I want to make sure that everybody hears this and they get the excitement, enthusiasm that I have as I'm listening to. So Kristy, Nicola is one of our two comma club, winter. She's absolutely been crushing it. She, again, she's one of the most. What are the top three most dangerous woman in the world? Comes from super humble beginnings and I want to just let her fill in the gaps and tell the rest of the story there. So Christina been turned over to you as far as giving people an idea as far as how all this happened? Speaker 3:     00:57         Yeah. Thank you. Yeah, I did. I grew up super poor and my parents hate. They hate when I say that, but I'm like, hey, we were really poor. We just didn't have any money growing up. And so when I got out of high school and I wanted to go to college, I started boxing as a way to just earn money because I'm bartending at night and I'm trying to pay my way. So I started boxing and I and I didn't know. All I cared about was I was just, I was making 500 bucks a fight. Well, I started knocking out my opponents like that one right after the other. My opponents, one girl I knocked out so bad, I ended up in the front row. Well that just started growing because if you can speak to the press, if you can sell tickets, that's boxing right there. You've got to be able to be able to sell tickets to put butts in the seats. Right. So I could do that because I could speak to the people and I was a fighter of the people and I traveled all over the world at 154 pounds. I climbed the world ranking system. I have two world titles and I was considered one of the top three most dangerous females on the planet. Speaker 2:     02:00         I want to have that record. That's super cool. People. People say, Speaker 3:     02:04         I don't want to mess with you. And I'm like at 42 years old after being retired for awhile, I'm like, I take me a little bit of time to warm up, but I could probably kill somebody. Kill him. Let me tell you. Speaker 2:     02:17         Well, I think the cool part about it is that led you into the next thing is which you've really made two comma club history for because of this whole idea as far as here you've got an athlete who's at the top of her game and yet as you just said, quoting you basically you were fat. Speaker 3:     02:32         Yeah. I started getting fat and I coined the phrase fat athletes because here I was the fittest, but I started getting fat and I'm in my early thirties. It shouldn't be happening, so I started picking up cycling at the same time and I wrote my road bike almost 300 miles a week. In fact, my husband and I wrote our road bikes all over the world that I'm getting fatter and fatter and fatter. So I started to. I just, I thought, what the heck is happening? I can't train any harder. So I started researching. I found out that I was fat because I have the bull crap food. I was shoving in my pie hole because I was carving up before rise in sugar, but I justified it because I was an athlete. I thought that was okay. All the lies we've been told all these years. I was following him because I've been told the same way, so I then changed my diet, dropped all the way in record time and ended up creating the code red lifestyle because that's what it. It hit me that anybody can lose all day what they want without any kind of bullcrap pill, without any kind of a bullcrap shape membership without a gym, without exercise, without diet foods, and everybody can do this by eating real food. Drinking water is sleeping. Speaker 2:     03:40         That is crazy. I get obviously that's what we call a new opportunity here, which is really tough to to come about and present in a highly, highly competitive industry like weight loss. I mean it's got to be one of the most competitive industries online for sure. Yet you've done it and I'm fastest. First of all, I have to admit I am a sugar holic and my kids bust my chops about it all the time, but it's one of the things I noticed you were as I was going through your site and everything. Again, guys, go ahead and check out code red lifestyle.com. Kind of follow through some of the funnels and thinks she's got there, but fill me in as far as this whole sugar thing because I know it's. It's my downfall, but at the same time I'm addicted, so I got to figure this thing out. Speaker 3:     04:23         Not your fault because sugar is eight times more addictive than heroin and that's not something we just throw around. We, we manufacturer addiction into foods food manufacturers do because they know it's highly addictive and your brain lights up in the same way, so all that stuff that you are not your fault. It is absolutely true and it's something you absolutely have to break and it's the hardest habit to break because it's in everything, but when my clients come to me, I don't let them have the work around. I don't let them have a things that kind of resembles something that might be sugar free. We eliminated completely because sugar, sugar feeds feeds into cancer cells. If these into disease. I mean you want to talk about the most problematic substance and that is sugar. Speaker 2:     05:09         Well, I actually just bought your book so they'll be here after I get back from California A. I'm a book collector I guess, but no, I'm actually super excited to read it. Again. One of things you've talked about is discover how I've helped over a thousand people lose weight and keep it off. He put it off again. That's kind of a new opportunity. Most people don't think about. Everyone talks about losing weight and I was talking with a couple of other people in this space and know. They said, you know, the great thing about our industry is they every three to four months people go on diets because they keep cycling through and through. I love your idea as far as keeping it off and so I want to kind of dive in. First of all, how, what, what propelled you to focus so much in this area and more importantly you weren't having a whole bunch of success until just recently and then all of a sudden it popped. I want to know what was that secret? What made it pop? Speaker 3:     05:57         Yeah. So the first thing that you asked, what made, what made you focus? Because I was. Because I battled with being an athlete. I didn't understand and I have a degree in exercise science. I still didn't understand because they're teaching us all wrong. So that drive to want to tell the world that you were being lied to you or being scanned or the food industry, you're being scammed by the Diet Industry. And so I have this, this, this growing, this incredible desire to spread the truth. But I was in, in, I was a hard worker and I put in the hours in my office. I had a good product. I'm a good nutrition coach, but I was not making any money. I was receiving Idaho state food stamps because I was so broke I couldn't make any money. So the Tasha haze that comes along Speaker 2:     06:41         as far as the timeframe here, we're talking. How long ago was this? Speaker 3:     06:45         Well, I created the code red lifestyle like six years ago, but it only started taking off two years ago. So I was just floundering four years because I didn't charge what I was worth. I didn't monetize correctly in my deliverables were so over. I was just giving everybody my firstborn child. And you know, you care so much, right? I mean entreprenuers we and, and you. Problem is you burn yourself out, you give too much. And I was given too much, I didn't have it streamlined, I didn't know what I was doing. So Natasha haze that comes to me and she wants, she needs to lose 60 pounds well quickly when she realizes how great my program works by just eating real food, drinking water at sleeping, there are no secrets or nothing to have to buy. You just follow the program. Uh, she was like, all right, this girl, it's like, hi. Speaker 3:     07:32         I feel like I'm robbing her by only paying her the $500 a program. Now my program is $3,000. And so she's, she was like, right. So she said, can I, can I give you a couple of tips? Well, at that time I had researched her behind her back and figured out what she was like. Of course you can give me tips. Well, we started a relationship that lasted two years and uh, she took me from poverty level all the way up to winning the two Comma Club award. And now I'm even blowing that out of the water. And just a couple of months since I've earned that award. Speaker 2:     08:04         Congratulations. Seriously, congratulations. That's awesome, and again, she looks great. She, she's been lost weight and kept it off, which is what it's all about. Speaker 3:     08:14         Keeping it off is to lose weight. You lose weight on a Cayenne pepper or diet weight anyway, but can you keep it off and that's what the code red lifestyle has discovered. We only follow three rules to keeping your weight off. You've got to stay on the scale every day. You have to drink your water every day and you never, never, never allowed a junk food back in your house ever because a drug addict doesn't keep drugs in their cupboard and you cannot allow it. You'll end up giving in. So we protect ourselves against giving in. But keeping your weight off is easy. It's not hard. Speaker 2:     08:46         I love it. I love my gosh. I'm hearing all these marketing messages. You're talking, I'm just pulling these crazy. You talk in wonderful soundbites I can. Some of the promoters must have loved having you on. Speaker 3:     08:57         Yeah, so I love this. This is a lot of fun and a lot of it is how you communicate with people. I'm not reinventing the wheel, but I say it in a way that gets through to people and for some reason people love that and I have a real direct approach to people. I don't put up with any bull crap arguing. Nobody tells me what to do because nobody gets weighed out. People better than I do. I mean I put myself up against anybody. You don't know who he was. I got this so you don't got this. I got you don't got this or you need me, so you need to do it my way or go find somebody else and that just seems to resonate with people and they know. I mean business. Speaker 2:     09:31         I love it. So far as a person who was the hard part about a lot of our life is we kind of go through it is we forget all. Even though you've had success in everything else and it was just only four or five, six years ago sometimes, all that, we don't remember exactly how bad it was. There's a lot of people who are listening going, yeah, but you know what worked for me? What is, what's is? What can you tell that as far as how? How can they implement things that you've done to actually get the success that you've had Speaker 3:     09:59         in my business or in weight loss? Speaker 2:     10:01         I wanted to first of all talk business and then we'll hit the weight loss. Speaker 3:     10:04         No, I love talking to business. The first thing you need to realize is that hard work ain't enough because I was a hard worker and my parents raised me on a farm. I know how to work. I can work anybody under the ground, but it wasn't enough. I know a lot of people out there that are hard workers, so getting a good team, getting a good coach. I mean, I know it's like Christie, of course, because your coach work. Getting some people around you that know more than me surrounding myself. I had to get. I just. I didn't understand how business works. I can be a good nutrition coach, but running my business I didn't know what I was doing and so absolutely key. You're gonna have to get people around you that know what they're doing and that can help you monetize and help you. Take the direct different direction. I've got people around me, I've got my husband's a retired CEO. I'd come to him with my profit loss statements, balance sheets. I come, you know I have my dad's an ordained minister. I come to him. I say handling this dad. I mean all these people. I surround myself with a whole team of people that are smarter than me at certain areas and we come together. We worked as a team, but by myself I never would have been able to do it without help. Speaker 2:     11:13         So how do you find a good coach? That's one of things that I hear people say all the time now you need to get a good coach. What? How do you find a good coach that resonates with you, that you're gonna? Be able to get the results that you need? Speaker 3:     11:22         I don't know. Natasha is my first coach that I ever had. I never even thought about. I didn't even know these guys existed. I just, I knew I had the feeling that I was. I was meant for more, but I didn't know what kind of a coach I needed. So as far as what, what really was great between the tosh and I think someone should look for in a coach is someone who believes in your message, someone who really grasp what you're doing is this. She was totally she. She was my heart. We all, we just the same heart I was helping her and she knew so that that helped a lot because we. I found somebody who absolutely everybody from Rachel Peterson does my ads. She and her team who have code red, they believe in Code Red. Carol feels my funnels, Kevin Carol Lambros read. So everybody who's a part of the team, I just think finding a good coach that that can be that, that understands your message and really is fully understands what you're going for and not just that, do this, do this, do this, and then someone's going to be straight up honest with you. Speaker 3:     12:29         I am straight up honest with people. I need someone to pull me aside and say, this ain't working. So I look for someone who's direct and I look for somebody who truly understands what I'm going for it. If you get some skinny person and never been fat before, how did they understand what it's like to be fat? I mean these 21 year olds trainers at the gym. I just go, oh out like you don't know, you don't know. Life live a little bit and then you can come to me. But so I, I look for someone who's going to be straight up honest with me in the nose, knows what I'm after. Speaker 2:     13:00         I love that. I think it's probably one of the biggest things that we've seen. Obviously we do a lot of coaching things throughout our personal business here and in my own personal life. I'm actually in the process of hiring a new coach and I think what you mentioned as you always have to have a coach. You talked about your dad being a spiritual coach, your how has been being a financial ceo, business coach and Natasha obviously helping you and going through that. I can tell you for me personally, I think the whole coaching thing kind of gets it. Sometimes it's real good and sometimes it's real bad and I think it's like anything else in life, if you find one, you're not getting the results, then stop and go out and find one right away and don't let the excuses as far as, well, I don't know what I need. Speaker 2:     13:38         You're gonna find the better you get at it, all of a sudden the new coach appears and I'm excited about the one I'm gonna be working with you next month actually again, just kind of came in is the right time, my life and that's what I was looking for. So I again totally agreed. Coachings and necessity. I love one of the things you mentioned and whether you've got this from Natasha not, but that idea as far as raising your price, it's one of the things everybody I know when they first get started is really hesitant to do. Do I have enough proof? Do I have enough? Is My program really work? And if it does, you know what's the right value in? And I'm supposed to be a giver. I'm supposed to be helping people and and this, this internal battle. So I want to kind of find out from you, how did you, you're such a giver and you just care so much about people and yet at the same time you have these super, super high levels of expectation. So how did you balance finding the right price and overcoming the idea as far as they needed help and give Speaker 3:     14:32         and in that that was a big obstacle for me to get over. I, um, because I wasn't charging nearly what I, what I was worth because I didn't know what I was worth and what I had to do is I had to, I had to rely on Natasha fee too to, to feed that into me an outside person. You know, I, I was doing it. I just, I thought that's what people pay for good coaching, but in person that you trust that comes along and they say, oh no, nobody in this country does what you do and you're undervaluing what you. And it took me awhile. It took me a solid year of. I kept hearing them. I kept hearing that. And then of course, of what she did with me is having me do my own research on my competition. Speaker 3:     15:17         Nobody does what code red does. Nobody offers the accountability. Nobody offers the one on one. And so once I started jumping through the hoops of learning what the market and then doing research and asking people, what do you think would find out like hip, like hypnosis for weight loss? Oh dear God, that was $3,000. And those guys hypnosis, I'm sorry, I, I should make fun of other people. But you know, the different prices of other people were charging. That helped me come to the conclusion that Bologna, I know I am worth this and now I can stand before anybody and say, Oh Bologna, I am absolutely worth this and this is what I'm going to charge. And I pay it. They love it. They pay it, you know, it's not over. But that's a major obstacle for people. And you know, and I had to get over the, the, the hard part, you know, because you do lose a piece of you, you know, people break your heart. Speaker 3:     16:09         Especially when you're in such an intimate relationship with somebody like weight loss. I just got rid of my one on one programs where I work for somebody 16 hours a day of, for 90 straight days and I'm telling you I did it for five and a half years and it just took a piece of my soul with every person. And so you got to learn boundaries, you know, and so it once between that and, and just know what you're worth. And shopping my competition was really helpful because nobody did what I did. And then, and then learning to trust Natasha and she said I need you to take my hand and trust me and we're going to hike up. We're going to double your price and I mean you want to talk about. I was scared but I absolutely trust her because there are people out there that know more than you. That's why they're called coaches. You got to do what they say. I took out a $50,000 loan to hire her. So it was. And I talk about a huge leap leap of faith, you know, and, and then another $50,000 loan to, to write my book. So these are not small steps, but I knew it was the right thing to do. So you're gonna have to be brave. You're going to have to step out of your comfort zone, uh, you know, and do what you know to do. But it takes that step of faith. Speaker 2:     17:17         I love it. Such great value there. Again, I think too often people are afraid to invest in themselves and you've always done such a great job about that. Whether it was for Speaker 2:     17:28         Basically Natasha and her coaching program or for a, I know the person basically writing your book the same type of thing there. And it's, you have. I've seen the same thing as far as my own life. And I think it's why raising prices is so critical as if you take a look at as far as raising your price, you're going to find that some clients actually won't buy your product because it's too cheap and those are the clients that you want. And so at times I see a lot of people starting off in their charging these ridiculously low prices and ensure I think, yeah, if you have to start there, that's fine, but you've got to be pushing that envelope all the time. And I literally, I had this conversation with Russell, gosh, probably almost a year and a half ago when I was like, there's the inner circle is way too cheap, Russell charging $25,000. Speaker 2:     18:11         And he's like, ah, I just don't know if I. I don't want to just edit. Even though it's Russell. And I've worked with him for over a decade now. We've done a ton of different projects. I'm like, the value you provide is so much more. And it's taking first it went a little bit and then there and now all of a sudden you know, it's 50 grand. And it's interesting because I was having that conversation where all of a sudden by raising that price, you start bringing in and attracting people who play at a higher level and, and they're more committed to your program and you inter get better results, which in turn allows you to raise your prices even more and help more and more people. So again, I'm so happy that you did. Obviously you've talked to them a huge blessing in your life and I think it's great to see. Speaker 3:     18:49         Yeah, she, she really has. And I've since moved on to James Freal who is literally just walked in the office. That's why I'm stepping up my game even further. So it's funny because I don't give away any programs for free because there ain't no skin in the game. Like come on. People ask me all the time when you donate a custom program for our option at the high school. No, not because I'm being a jerk. It's because nobody takes. Nobody appreciates free. Nobody values free. I refuse to do that meant do I solve it on July first? I'm good rate of more than double my price for my own program and I'm doing it too slow, too slow down the business a little bit. I need to slow down the flow because I can't. I don't have the bandwidth. They can't get their credit card out fast enough and I don't mean to sound callous. They value good coaching and they don't care. They don't care. The more expensive it is, the faster they'll face. Bizarre. Speaker 2:     19:48         No, I totally agree. In fact, I just recently hired, so it's 2,500 bucks a month for two from basically a session every other week for an hour, so whatever that equals. So I know 12 and 50 bucks an hour or some crazy thing. People are like, why would you spend that Kinda money? I'm like, because it's an investment in me. I know that little tiny investment, the results on that is 10, 2100 fold and it's. It's crazy. I think it's, again, I love the fact that you've been raised and I love the fact of raising them even more and I think the thing you said there, I hope people listen to and that is nobody. You have to. If you want people to play, they have to pay and those people. I can't tell you how many you can talk to people. How many, how many free ebooks do you have on your computer? I was like, oh my gosh, there's thousands. Do you ever read any of them? No, they're never going to read it. It's free. I don't value it. As much. Speaker 3:     20:41         Listeners need to understand too. Don't worry about what the critics say. You can't use that to block out that bullcrap noise from people that are going, I can't believe it. I can't believe she'll so expensive. Go play someone else. Go Away. Go to Jenny Craig. They won't take care of you like I will. I don't want your bad energy in my group, so. So get in, get out. We don't. We don't want you. If you're going to just block out the noise. I, I'm making more money in one month and those guys have ever made in their lifetime, so people trying to be critical of me and I don't mean to sound braggadocious like you try to be criminal critical. I can't believe Christa would charge so much will watch. Watch what happens. People stand back and watch. So you just got to block out the critics. They don't mean nothing. They are ill, you're relevant to your future, irrelevant. Speaker 2:     21:28         You know what? I love it once we get close to wrapping things up, obviously when people take a [email protected], and so how do people actually get into your funnel? Where does the start join the down. Take down. Speaker 3:     21:41         We're right in the middle of a challenge. So 10 pound takedowns close. We're not registering people, so that's one way though. The Code Red Revolution. You can go to the book, you can read about the book. I've got the audio, I read my own audio and code, red revolution come and lifestyle. You know, we're all over the place. I got a great youtube channel, a great facebook, right? Instagram. We're just, I try to be everywhere, Dave, Speaker 2:     22:03         I know how hard that is. We try as well and it's that content creation is that, and I can be a real time second time. So does well. Again, any parting words is we kind of wrap things up here. Speaker 3:     22:14         You know, I guess I'm just. What's great, real quick parting words with weight loss guys, you need to just listen to my voice and realize that if you are struggling with a weight problem, this is not difficult to do. There really isn't. You've got to be at rock bottom and you've got to start with the basics. Don't try to get all fancy with this. Start with water. Start with turning off your stupid phone an hour early and get better. Start taking care of yourself with water and sleep and you're going to start feeling better. Guys, if you need to lose weight, don't overcomplicate it. Make it simple. You'll be fine. Speaker 2:     22:47         Oh Man, I'm going to leave on that note, Chrissy, a million. Thank you. Thanks so much for being on the show. Love having you continued success and all that you're doing and we'll talk soon. Speaker 3:     22:55         Thank you so much dave. Speaker 4:     22:57         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, why don't these just reach out to me on facebook? You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you so I can go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Steve Olsher: Steve Olsher is known as the world’s foremost reinvention expert. Famous for helping individuals and corporations become exceptionally clear on their WHAT – that is, the ONE thing they were created to do – his practical, no-holds-barred approach to life and business propels his clients towards achieving massive profitability while also cultivating a life of purpose, conviction, and contribution.  Steve discusses the $1,000 Funnel; available on itunes and which has been a very solid income and lead generating tool that people can utilize in maximizing profits, all while exposing yourself to others. A 25+ year entrepreneur, Steve is the Chairman & Founder of Liquor.com, online pioneer who launched on CompuServe’s Electronic Mall in 1993, New York Times bestselling author of What Is Your WHAT? Discover The ONE Amazing Thing You Were Born To Do. Tips and Tricks for You and Your Business: What Is Your What? (4:00) Podcast: Hosting and Collaborating Benefits (8:20) The Thousand Dollar Funnel: (14:15) Revenue Generating and Lead Building: (23:00) Quotable Moments: "If you can go out and discover what your what is, you are going to make this world a better place." "Visibility is the life flow of your business, no matter how you slice it. If you are not visible, you won’t be in business in short order." "If you lack visibility, you lack awareness. If you lack awareness, you lack leads. If you lack leads, you lack conversations. If you lack conversations, you lack sales." "The hardest thing to do is get someone to spend dollar one with you, it’s that big of a deal." Other Tidbits: Steve explains his philosophy behind discovering the one amazing thing you were born to do. Understanding your innate gift, unearthing it, and pursuing it. He elaborates on how we all are naturally wired to excel in life by following our true core passion, innately bestowed to us. His passion in life is helping people discover this gem! Steve also talks about how to generate income and build leads at the same time; putting yourself out there in the community and building relationships are fundamental keys to success. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker Speaker 2:       00:18         radio. I'm your host, Dave Woodward. You guys, this is going to be a fun, fun episode. Od. You better actually get a pad of paper out if you're driving, you'd take some mental notes, but bottom line is I'm to a guy who's just been crushing it online since like 1993 probably for most of you guys were listening, were even born Steve Ulcer. Steve, I just love having you on this show. Welcome. Speaker 3:       00:40         Yeah, man. Thanks. Thanks for having me back. I'm actually been on before, but it's great to be back. Speaker 2:       00:44         Yeah, you're back. I tell you, it's awesome. You're a vet, so I want to kind of. If you guys don't know Steve, this guy again and we were just kinda talking about some of the stuff he's been doing. He literally started in 1993 with liquor.com and started that. He's built a huge business, still plays around in that he's also a New York Times bestseller. We actually had russell actually spoke on his internet prophets live show, Gosh, probably put 2015. We were barely getting to kicking this thing off. Clickfunnels funnels was embryonic at the time, were like a, this thing works. Speaker 3:       01:18         That was interesting too because, uh, there were some folks that have that have really blown up since that event. I mean, we've done Internet prophets live. I haven't done one now for a few years actually. That was the last one that I did, but uh, but Lewis Howes spoke at that event. Russell spoke at that event. All kinds of good. A good quality folks. But, but yeah, man, it was um, it was interesting because Russell was just doing now some of his first presentations around click funnels at that point. And I think we signed on, I don't know, maybe 40 or 50 people on a click funnels with that at that juncture refund. Speaker 2:       01:47         Oh, that's awesome. You've also got your own podcast reinvention radio. I think one of the cool things we'll talk about here is new media summit, so guys check out new media summit.com. It's actually a summit about really podcasting and. Yeah. Speaker 3:       02:01         No I'm not. It's not that common. I could buy a new media summit.com if I want to do, but it's actually get to new media thing. I'm going to go in this net direction. Uh, yeah. No, it's a, it's funny. I've been offered that domain. I'm like, you know what? I'm okay with that net, but thanks for playing. Speaker 2:       02:20         Well, let's kind of dive into this. You also have your New York Times bestselling book. What was that one called? Speaker 3:       02:25         So that was called, what is your, what? Discover the one amazing thing you were born to do. So my work has really focused on helping people discover, share, or monetize their what? Based on where they are on their business. Speaker 2:       02:38         I love it and that's one of the things I want to make sure. Obviously those guys who are listening to listen to a podcast, I've, we're probably somewhere there that are 250 episodes. See how many you have on readmits are you guys have. Speaker 3:       02:49         Oh, Jesus. I mean, I've been doing it since 2009, so I think. Yeah, well I know we're over a thousand, but you know, man, it's, it's interesting, right? I mean that's the beautiful thing about this, uh, this medium is like some of those shows are just, you know, six minute babbles and others are like two hour interviews. I mean, that's why I love this medium. Speaker 2:       03:09         Well, let's talk about this only because one of the things we talked about all the time at click funnels and this is the whole idea as far as you have to find your voice and some people are great at finding their voice through video. Others are audio, some people are better at blogs, but the key is you've got to find your, as you mentioned, you know, what's your, what, you got to find that and then you also have to find your voice. So I'd like to kind of spend some time here tying all those things together. If you don't mind as far as helping people identify how do they find out what is there, what, and then let's dive into really some of the mechanics of how to be a good either start your own show and being a good host or how to become a good guest and make and monetize it. Speaker 3:       03:46         Yeah. And, and I really do think it all begins with being able to answer that core question of what is your, what and just just so that we're clear on this, because I know there's a lot of people are like, well is that the same thing as a why? Or like you know, what, what are we talking about here? And so there's really three parts of the, what is your, what framework, if you will. So what is your, what equation is really comprised of understanding what your core gift is. So your gift is one piece of the, what is your, what framework and that means it's in your DNA. I mean, what, here's what I say is that, you know, you can choose your why. Like maybe your why is you want to feed starving children in Africa or maybe your why is you want to take care of your family or you know, whatever that is your why is most often something that is external. Speaker 3:       04:34         Whereas your, what is really reflective in my way of thinking of what's already in your DNA is I like to say your, what has chosen you. It's not that which you have chosen and so you know, you do have a core gift. Like for some people it's communicating. For others, it's healing. For others, it's teaching. For others it's protecting or uh, enrolling, I mean you name it. Um, and there's lots of different types of gifts, but really the, what is your process, if you will, of being able to understand what your, what is starts with that question of, you know, how am I naturally wired to excel? What is my, let's just call it my dominant gift because you might be good at a couple of different things. But I do believe that even if it's 51, 49, there is something that is a wee bit more dominant than everything else. If you really sat down and think about it or you go through the exercises in the book, you'll identify what that core gift is and once you understand what the core gift is, the second part of the framework is to understand what the primary vehicle is that you will use to share that gift. And the third part, which is probably in my way of thinking either the easiest or the hardest place to start depending on who you are for folks. The third piece of the puzzle are the people. Speaker 2:       05:48         Okay, Speaker 3:       05:48         and really understanding the people that you're most compelled to serve. So it's the combination of the gift, the vehicle and the people that make up the what is your what framework and most will go a lifetime without ever figuring out one piece of the puzzle, let alone all three. But if you can get it dialed in, I mean that's where the magic truly happens. I mean, I think it's one of the reasons why you guys have been able to get to the tremendous heights that you've been able to get to because it's taken a lot of trial and error and time and I mean Jesus, the allocation of massive energy and resources and failures as successes for, you know, for your team there to be able to build what you built. But now if you look at the team, the core team, certainly from clickfunnels, I mean what you guys are so good at is playing to what each of your respective, what's our and really just honing in on what you're so good at it. Speaker 3:       06:44         And yes, you can call the zone of genius, you can call it, you know, what you're passionate, whatever. I mean I don't care what terms you use, but at the end of the day, if you're not clear on how you're naturally wired to excel, you're going to end up waking up with that. That feeling of dread. That's so many of us have. So what is your, what? You know, it's interesting as much of a cop out as it might be. What I really determined over time is that my what is really helping people discover, share and monetize, there's and it's just, it's amazing what happens when people turn that, that sort of that key, if you will, on that treasure chest and they lift up the lid and it's like everything glows, you know? I mean there's, there's something that I can't quite explain about what happens when it clicks for people and I'm able to help them through that Speaker 2:       07:32         so they can get working. They get the book at Speaker 3:       07:34         on your page, see bullshit. I would make it super simple. I mean, yeah, I mean you can just go to what is your, what.com. And we do give away actually the entire book because you know, my, my philosophy is if you can go out and discover what your, what is, you're going to make this world a better place. Not just for me but for my kids and for their kids and for generations to come. So my, my goal is actually to help as many people as possible discover. There wasn't, I guess you could say I give the book away for selfish reasons because I know if you figure out what it is, you'll make this world a better place. So yeah. What is your [inaudible] dot com and grab a free copy of the whole book. Speaker 2:       08:10         That's fantastic. So I'm actually on there right now. Such cool. Awesome job. That's super easy. So first of all and was listening to one, make sure you understand it. You've got to figure out what is your, what first. Once you figure that out, then leads us. Next thing Steve, I really want to spend time on that is you've been at Ge, you had, gosh, thousands of episodes on your own podcast. You are on other people's podcasts a ton. So I'd like to kind of talk about both parts because this is one of the things I get questions about all the time. That is no better off. Should I host, should I be a guest? No. They hear some people say, well, being a host, it's really not your content. And other people are like, well, you want to be so Speaker 3:       08:49         clearly for. The answer is yes, I mean, I, I do believe that at some point you want to start your own show. Does it have to be tomorrow? No, I mean the best way to become familiar with the medium and the industry is to cut your teeth, uh, by being a guest on other people's shows. I mean, I've been a guest on over 500 shows in the last three years. It's a matter of fact outside of I'm just a small handful of facebook ads. Being a guest on other podcasts is really the only marketing that I do. So I mean that's, I'm all in on the medium and for a number of reasons, not the least of which is accessibility and discoverability. That whole game is changing in such a massive way. It's, it, it, it reminds me of sort of the embryonic days of the internet because if you look at the numbers, just the sheer numbers alone and depending on who you ask, some people will tell you there's 400,000 shows. Speaker 3:       09:54         Some people will tell you there's 500,000 shows. Um, regardless of if it's four or 500,000, when you compare that to 2 billion blogs, websites, there's, there's zero comparison and with Wifi becoming a standard accessory in $250 million cars rolling off the assembly line in the next five years. And by some estimates, 30 percent of the vehicles that'll be on the road within seven years will be autonomous vehicles. So people can do whatever they want to do from point a to point B, which of course on one hand is really scary. But on the other hand, you know, the fact that they'll be able to do what they want to do in terms of searching for content or information or education, etc. It just those two factors alone. And you look at google car play, you look at apple, you look at google podcast that just launched. And even In terms of voice, when you look at what's going on with alexa, when you look at what's going on with, you know, the google home and it's all of these machines that are built through a ai and voice. And you know, all of the new technologies that are really driving a content, access and consumption, it's frightening what's going to happen to these numbers. So whether you're a guest on a show or you start your own either way, you need to get in the game. Speaker 2:       11:11         I love that. I through one of the main things, I was super hesitant. Uh, gosh, I think it started last february, so it's been about a year, year and a half or so. But I was, I was really nervous when I first got started. Like, geez, I don't know what the heck am I to say who I'm going to talk to, all this craziness. But I've actually had a lot of fun doing it. And so I wanted to kind of talk to you about, for those people, how do you monetize it? You mentioned the fact that right now the majority of your traffic, everything else actually comes from the podcast versus facebook ads. Speaker 3:       11:40         Yeah, I mean, you'll, you'll appreciate this. So we actually just launched this because we're, we're now doing it for people because so many folks, I mean to me visibility is the lifeblood of your business. I mean, no matter how you slice it, if you're not visible, you won't be in business in short order. I mean, it may not be tomorrow, it may not be next month, but at some point, if you lacked visibility, you lack awareness. If you lAck awareness, who lack leads? If you lack leads, you lack conversations, you lack conversations. You lacked sales period. So from my perspective, I believe that the two don't have to be mutually exclusive. I believe that you can Gain a significant amount of visibility by being a guest on other people's shows and having your own show. But when I say they're not mutually exclusive, I mean visibility of monetization are mutually exclusive. Speaker 3:       12:28         I believe that you should be able to make good money every time you appear on a show. And so one of the things that we do is we leverage what I call the thousand dollar funnel and that's the name that I've given it because every time I appear on a show now, sometimes it's a lot less, a lot more depending on the size of the show that I'm on, but pretty much like clockwork, whenever I appear on a show, I will be able to generate roughly a thousand dollars in immediate income. Now that's not long tail, right? That's not the sale of additional products, programs and services. And we've got services and programs that run up to as much as 55 k a. But that's just an immediate income by implementing what I call the thousand dollar funnel. And what I have found is that far too often when people come onto shows and, and, and I can speak to this from the standpoint of being a host and, and knowing what. Speaker 3:       13:21         So as I said, I do both sides of the mic there. But as a host, I see what so many of our guests do and so many of them lack and understanding of really how to monetize that visibility and in my way of thinking, having this thousand dollar funnel as we call it, a, is a Great way to not only be able to take full advantage of the visibility of these shows create, but to also be able to generate immediate income. I mean, if you run the numbers on this, if I appear on just two shows a week, and honestly it doesn't take that long. I mean the average podcast interviews about an hour. So in a couple hours a week, if I'm able to generate a thousand bucks in immediate income, no, that's 2000 bucks in that week for a couple hours of work. Extrapolate that out over the course of a year. That over the course of a year, that's 100 k and that's pretty much what we're able to do like clockwork. Well, talk about such an awesome hook. Holy cow. just reel me in. So what is this other funnel? Well, first of all, it's a great brand name. Speaker 3:       14:27         And so basically, I mean, here's the thing, and it's pretty simple and there's no, I mean, look, you guys are funnel hackers. I meAn, you're listening to this, you understand the power of funnel it. What's amazing to me more than anything else. So dave is how many people aren't, you know, it's like, it's, that's why I think you guys still have so much runway because there, as soon as you start thinking like everybody knows about this, everybody's doing it, you realize how many people just are not doing it. But here's, here's what we do, right? So our thousand dollar funnel is pretty simple. It starts with obviously a free offer, a lead magnet. And in my way of thinking, a good lead magnet is to do three things. Number one, it obviously it has to be free, right? I mean it has to be free for the recipient to get. Speaker 3:       15:16         And it has to be free for you to deliver it. There's a lot of folks out there who you want to have a call to action of like, hey, you know, I'll send you a usb or I'll send you cds, or you know, these sorts of things out of the gate. Obviously you don't want to be doing that. You just a good lead magnet for you, for them should both be free. Number two, it has to further the conversation. So like you and I came out of the gate here talking about what is your, what, right? And the importance of being able to discover your why. Because if you want to start your own show, if you want to be a guest on the show, right? I mean you really have to understand how you're naturally wired to excel. You have to have expertise, you have to have authority, credibility, etc. Speaker 3:       15:51         That's all. It's all really built around something that just truly puts fire in your soul. Right? So after we talked about it, the gift vehicle to people, this, that, and the other, some listeners right now we're thinking, yeah, I'd like to get a free copy of that book, you know, or maybe even more so they were thinking before we gave them the url, mAybe they were thinking, oh I'll go on amazon, I'll grab that book. Maybe I want to figure out my what is maybe I want my husband to figure out what is, what is, you know, maybe I want my son to figure out what is, what is well go get that book. So when I say, you know, you can go to [inaudible] dot com and grab a free copy of the entire book. Well then obviously that furthers the conversation, right? If I said, hey go grab the ultimate directory of podcasters and we've got this directory of podcasts we put together with everything, including their contact info. Speaker 3:       16:35         If I said that you'd be like, what are you talking about? You know, like it wouldn't make sense. So obviously that lead magnet has to further the conversation. And then number three, in terms of what I believe makes a great lead magnet, both for you and for the recipient. Number three is it just has to be a brain dead simple. Heck yeah, I want that right from the standpoint of you have to remember that there's a cost involved for the person who is raising their hand to say yes, I want that. The cost isn't money. The cost is providing their name and email address. And as you said, I mean, I've been online since 1993 and there was a point in time we're getting email. It's pretty cool. You got mail like ooh, now it's just an intrusion. I mean, now it's a pain in the ass, right? Speaker 3:       17:23         So. So the costs that the prospect is thinking about is providing my name and email address, right? And do I really want to be on another list? This is what's going through their minds. And so by giving them something that has substantial value, in this case, the entire book, it's just a simple brain dead. Heck yes, I'll take that. And the cost of providing their name and email is worth the return. I mean the roi is worth it. Of course they can unsubscribe at any time, but the fact of the matter is that they run it and, and you know, they're thinking about this, they run it, the roi is there. I provide my name and email, I get the whole book. So those are the three elements that I think you really need to have. Have a really good lead magnet. A, anything before I jump into the next part of the thousand dollar funnel. Speaker 3:       18:14         No, I'm actually just enter my name and email address is [inaudible] dot com right now. And going through the process I want, what I want to see is I want to see what kind of revenue you generated out of this thing. Right? So here we go. So, so the next step of the thousand dollar funnel is. And, and look, there's no right or wrong way to do this. I just know what works for us and I, and again, having done this now for as long as I've done it, this is what works for us in the next step is to offer them a different version of the exact same resource. Right? So as you can see there, dave, in this instance, what we do is we then turn around and say, hey, thanks so much for grabbing a free copy of the ebook. Would you like a free hardcover copy? Speaker 3:       19:02         Right? So it's the brendon burchard free, you know, free book model, whatever you guys do it with, with, uh, you know, with all the dotcom secrets and expert secrets. And I mean, you Guys do all that so you understand what this is, but I can't tell you how many times people want to recreate the wheel here and feel like on that thank you page with the video and with an offer. And I do believe that you should be offering something on that. Thank you pages. I know you guys were supposed as well. Uh, we then turn around and say, hey, you know, go on and grab a free hardcover copy of the book if you're so inclined and we give you the book, you pay $79 for shipping and handling. Again, it's just really a different version of the exact same resource. So you could send people an electronic version out of the gate of something and then send them a physical copy of that exact same thing. Speaker 3:       19:51         Or you can drip like, you know, a, a seven day, you know, you can go in for free and get, you know, this seven day, 30 day challenge, whatever it is and once a day for seven days or 30 days, we'll send this to your inbox or you can get all 30 days right now, you know. And so like that's a lot of people don't have patience, they just want it all right now. So there's a million different ways to do it. But, you know, from my experience, dave, what I have found is that the hardest thing to do is get someone to spend dollar one with you. Right? I mean, it's like if you think About it in terms of a bar graph that goes from zero to 100, getting someone to spend dollar one with you is like going from zero to 98 on the bar graph. Speaker 3:       20:34         I mean it's that big of a deal to go from 98 to 100 is not that hard. Zero to 98. Totally agree. Because what we, what we're there is we're giving them the opportunity to shift from being this passive prospect into being an active customer and that shift is monumental, right? I mean it's, it's just, it's a massive shift and then the third piece of the thousand dollar funnel is for those who opt in to grab the book and then say yes to the hardcover copy, we then turn around and offer them a third version, still have the same resource and in this case it is what we call the reinvention workshop, which is an online course, which is basically me teaching the what is your, what process live. So just tAking a room full of students through this process and we put up a video camera and nothing fancy, but you know, for years I taught the reinvention workshop live and one day we decided let's videotape it and do they still use that term, videotape it. Speaker 3:       21:45         But that's uh, that's what we did on video and broke it up into modules and we offer for 49 bucks. And so what's super cool about this funnel and it, look, there's obviously more to it, you got to do the integration with credit card processing, so you get paid and we do a five email indoctrination sequence. So once they opt in, they then become more familiar with who I am and so on and so forth. Um, but you know, reality is a, if you think about this whole process here and what ends up happening, let's just say a roughly 100 people opt in. So 100 people opt in from listening to this interview, like clockwork, about 20 percent of them will say yes to the, uh, to the hardcover copy of the book. So at $7 and ninety nine cents a pop, you know, it's not big money, but that's, you know, we're just using 100 as an example. That's 160 bucks, right? So 20 times eight, $160. And then of the 20 pretty much like clockwork, about 25 percent of them take us up on the upsell of the $49 course. So that's five times 49 is 250, so 250 plus 160 is $410. Now pretty much every time I appear on a show, I average about 250 leads. And so if we take that $410, when you multiply that by two and a half, you'll see why we're right around a thousand bucks. And that's why I call it the thousand dollars funnel. Speaker 2:       23:17         Did I absolutely love it? I'm gonna. Have you go through those numbers one more time as people understand them? Because I just had that have actually paid to have the book shipped to me. And this is one thing that I want to make sure people understand because people ask me all the time, why would you do the same thing? I can't tell you how many books on audible I, I buy. So I paid for the audible version and then I buy the hard copy and people go, wait, no one's ever gonna you do that. I'm like, listen, I don't know. Maybe I'm stupid. I love collecting books. I don't. There's something about listening to it and then also having it physically that I love and I know for myself, even on a free download, I typically don't read the downloads but I will, I will at least grab the book and go through it. Speaker 3:       24:04         Yeah. And your point is well taken and it's like. So again it's three versions of the same exact resource. I mean it's the, the ebook and some people are fine reading it on the screen. I mean it's a pdf, it's not, you know, it's not like one of those page turner kind of things. I mean it's just a pdf. Speaker 3:       24:20         Some people prefer having a physical copy in their hands and because our book is a little more experiential in terms of we actually have exercises that people go through, you can write in the book, so they prefer to be able to do that and then still others just want to watch this process happen and they know they learn by osmosis, so by watching me take a room through a room full of people through this process, they actually learned faster. They learn better. I mean it just depends on, on their learning modality in terms of what they're most comfortable with. Speaker 2:       24:56         I love this whole idea as far as thousand our funnel, so go through the numbers again because I was listening but paying not paying attention because Speaker 3:       25:05         saying is basically we average about 250 leads every time I appear on a show and sometimes it's a lot less. Sometimes it's a lot more. Don't get hung up on that number. About 20 percent of the people, when I say 250, those aren't listeners or downloads. Those are actually people who provide their name and email address. Right? So of those 250 people to provide their name and email address, about 20 percent of them will say yes to the hardcover book. So again, just using simple numbers here. If it's a 100 people at 20 percent, it's 20 people and we charged seven 99 for shipping and handling. So 20 times eight is 160 of those 20 people, about 25 percent of them pretty consistently opt in to grab the reinvention workshop online course at that $49 price point. So of 20 people, 25 percent is five, so five times 49, let's just call it 50 is 250 bucks. So 250 for the online course, 164, the book about 410 bucks. So if you extrapolate that out times two and a half, given 250 leads versus 100, again it's gonna, it's gonna equate to about a thousand bucks. Speaker 2:       26:22         That is crazy. I think it's fantastic. I think that part, I can't emphasize enough the idea as far as repurposing content, we have repurposed content so many different times. There's so many different ways and it just works and more importantly, it's really you're providing it as it's actually a benefit to those people who, who are buying from you because everybody wants to consume content in a unique Speaker 3:       26:44         way and how they learn best. So I think it's awesome. I love daddy as far as that was marketable. And so what we started doing is, because we started a. I've been teaching this now for some time to my private clients. Uh, and what, it's not rocket science. I mean you guys are funnel hackers. I mean, you, you know, all this stuff, but to the general public, this is like, holy shit, there are people out there who still have no idea. Like you guys get it. The rest of the world has no idea. So, so what we started doing is we started building it out because the request came into my tech team actually builds thousand dollar funnels now for people because it's a, it's a big part of that process. I mean, people come to the new media summit and they get to pitch 40 top podcasts on who they are on what they do and literally get booked on the spot and a lot of them don't have a monetization plan. Speaker 3:       27:33         Right? So that's one example of an opportunity where if you start thinking about your own personal profit path and how you take people down that path of making money, for us that's just a natural step on the path, especially for people who come to the new media summit who don't have a simple monetization strategy in place like that and don't understand the tech. So we just recently started offerIng that I'm at five k a pop and you know, reality is if you're averaging a thousand bucks in revenue every time you appear on a show, a five of those like the, you know, get, get the roi. And frankly I haven't even touched our thousand dollar funnels. We've got two of them. I haven't touched him and god knows how long. Save for a few tweaks here and there. So, you know, once you have it and it's automated, it's stare. Speaker 3:       28:22         That's awesome. I love it, just love it. That's fantastic. So tell people about the new media summit. This is an event that was born out of my experience as a podcaster and my experience of understanding that one of the biggest hangups that people have in terms of taking their business to where they want to take it is visibility. And I finally just was. I was sitting down one day with a couple of podcasts are friends and we were just chatting about how many pitches we get every single week with people wanting to be on our show. And I, we probably get, I don't know, 30 or 40 pitches a week for people who want to be on reinvention radio. And so I was talking to some of my friends and like, yeah, you know, we get 10 pitches a week or 20 pitches or whatever it is and it's just really hard to tell like who should we book, who should we break? Speaker 3:       29:10         So it was actually born from the, from, from an, from a need standpoint on our end as podcasters have, trying to find really good guests because it's really hard to tell just on paper or on a site, you know, if somebody is going to be any good. So the idea here was, yoU know, let's put together a forum where we could meet some really interesting people who are doing incredible things in the world. Let's give them a chance to pitch us and let's book, you know, if you know, if they're up to interestinG things and they're a good for the show, but then what, uh, what we realIzed is that people really need to understand how to leverage and monetize the power of new media and to get into this game of podcasting itself. So we've made it a very much an educational event, but we keep it very, very small. Speaker 3:       29:55         this, this is not funneling. I can live. I mean this is, this is a 150 attendees who have the opportunity to spend three full days with 40 top podcasters. And over the course of those three days, we do small groups, we do panels, we do pitch sessions, so people come, they learn, they meet, they danced, they drink, we hang out and they get to pitch them and literally get booked on the spot. So, you know, we keep it as a much more intimate event. But everyone who attends a summit gets booked on shows. And you know, we've got some awesome case studies here of people who have been booked on multiple shows. I mean the, as matter of fact, one woman got booked on 33 shows a at the last summit, another woman got booked on 26 shows. And so, you know, I mean, if you've got the right message and we help you with that message, uh, you're going to get booked on a lot of shows. Speaker 3:       30:46         but that's a lot of what we do in our pre event training too, is make sure you get your pitch down. So that's the new media summit.net again, September 11th through 13th in austin, Texas. yeah, yeah. Mean I think we've got at this point about 30 seats left, something like that. I know we've got to update the site because we just sold another big batch there, but reality is it's a, it's a, it's a one of a kind of event that I really enjoy doing because one of the things that we do that's a pretty unique to any event that I've ever been to is we actually give the attendees the microphone and we let them pitch everyone in attendance. So you're not only pitching the 40 podcasters, you have to get to pitch the, a hundred and 50 attendees to. So it's kind of turned the taBles a little bit, which is a lot of fun. Speaker 3:       31:35         Oh, that's awesome. Well, as always, you're so generous and droppIng value bombs like crazy. They're kind of close to wrapping things up. You're seeing anything else you want to make sure that our funnel hacking community, here's her as well. You know, man, It's in my way of thinking. The best funnels are the ones that have of course, quality products and quality offerings. But, uh, the best phones are the ones that are going gonna have the most traffic man. So, you know, reality is, you could have the best funnel in the world and if nobody knows about it, uh, it's kind of a moot point, right? So whether you're a guest on shows a or whether you decIde to start your own podcast, uh, or come to an event like the new media summit, you know, by all means, just make sure you're doing whatever you gotta do there to make sure that people know you exist because one of the things that I wholeheartedly believe in is that you are the solution to someone else's problem and they are literally praying for you to show up in their life right now. So, uh, let's do whatever we can to get out there with strategic abandon and get in front of them. Where do they end on that note? Thank you so much. ALl right, my man. Thanks so much. Speaker 4:       32:41         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm tryinG to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as people would like me to interview. I'm more than happy to reach out and have that conversation with you, so again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to Speaker 5:       33:27         make this better for you guys. Thanks.

Why Dave Decided to talk to Ken: Ken Dunn is an international speaker, author, and the CEO and founder of GoRead.com; a social media and ecommerce community for readers and a support platform for authors. He is also credited for starting a wonderful foundation: GoRead Children's Literacy Foundation; helping to fight illiteracy around the world. Ken's passion is helping experts turn their experience into highly profitable authority platforms. He has written and published 5 books, selling over 300,000 copies in 10 languages. Specializing in book publishing, Ken has developed a structured plan that helps authors and other people create a book in 30 days. Tips and Tricks for You and Your Business: Why write a book (1:55) Breaking down book writing (9:45) The book writing dual with James P Friel and Dean Holland (12:20) The 10 minute writing bursts (19:30) Dragon Dictate App (20:15) Quotable Moments: "When people are starting to write books and they think about it, they immediately get overwhelmed." "It’s ok to put everything you know in a book." "Your book will either promote you or expose you." Other Tidbits: Writing a book opens up many doors to different avenues of income. Get more tips from Ken on the Podcast: Just The Tips episode 44 - “How To Write a Not-Terrible Book” with James P Friel and Dean Holland. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Air. Many Speaker 2:     00:18       is going to be a fun ride today. Hold on. Tight to. I want to introduce you guys to a dear friend of mine who has been crushing it in an area that's been near and dear to our hearts, and that's an old book publishing area. So Ken Dunn, welcome to the show. Hey, thanks for having me. Dave can hear me okay? I can. Thanks. So for those guys, you may not know Ken. I basically. He's one of those nice guys from Canada. Every. Everybody from Canada is nice. I don't know what it is. Everyone I know from Canada, every Canadian has a nice guy, but this guy has been trying to figure out this whole digital marketing thing for years. Ironically, he acts. He's been crushing it. He's killing it. He's a CEO and Co founder of [inaudible] Dot com, which is a publishing platform more important that he's an author. Speaker 2:     00:55       He teaches other people how to write their books and I really want to make sure you guys understand the value behind this. That's why I wanted to have ken on the show today. It's helped me understand not only the value of writing a book, but more importantly falling kind of a system on how to do it quickly and that's one of the things that Ken's going to talk to you about. In addition to that, we're going to talk a little bit about the JSP freel and Dean hollins challenge on book. Writing them down. Will fill the on some of the details there. So Ken, welcome. Let's kind of dive right in. Speaker 3:     01:21       Uh, thanks a lot. Yeah, I'm excited. I know we're going to talk about some really great stuff about how any entrepreneur could write a book fast and write a good quality book and then why they should do that. But I can't wait to get into the dual. Between James P dot Farrell and dean Holland Lean hollandaise sauce. These guys are just keep trade out of it. Writing books right now. Speaker 2:     01:42       Alright, so let's tell people a little bit as far as why books. I mean this is one of the things people are like, oh, I don't want to write a book. Everybody always says I got a book inside me, but I just don't want. It's too much pain to get it out. Speaker 3:     01:55       Yeah, well I, you know, anybody that's in the ecosystem sees what you guys are doing and realizes that if they can get the book out of them, there's just a massive opportunity. The hot thing that everybody seems to be doing right now is a free plus shipping offer and those are going really well for a lot of people, but the challenge is actually writing the book and it's kind of funny. I got to take you back and tell you a little bit of the story in order to help you to really understand my passion for it. Dave, you know, this was a police detective in the past. What if I go back 18 years, I was a homicide cop and the chief interrogator, but major police department in Canada called, it's an Ottawa again and I walked away from policing. I started a business with a really amazing mentor in the mortgage industry in just three short years. We grew it from nothing to $300, million in sales and we sold it and it happened so fast that when I left that I don't know how I got into my mind, but I decided I was going to become a professional speaker, travel all over the world and I was going to write a book and one part happened for me. The other part sucked. Speaker 3:     03:03       I started traveling everywhere, but man, it took me 18 months to write my first book and then I gave up 10 pounds of blood easily. You ever tried to write a book yourself? Dave? I've tried three times, almost four times and I've given up every time. Honestly, I. There's so many other easier. That's why I do a podcast. I can't. I just hate writing. Yeah, it was painful for me. I never had any help. I mean, we're talking 18 years ago, but I remember it like it was yesterday. I just sat down and I wanted to write this book that would teach business owners how to create more sales in their businesses, some good old fashioned sales techniques and I'd start and I'd stop and I'd start and I'd stop and even thinking about it. Now I'm getting tongue tied, but what's even crazier is like 18 months later I finally get this book done. Speaker 3:     03:58       Then I go to the Internet and I'm looking for somebody to help me publish it and I've found a publisher who swore to me that it would become a best seller and I would. They were the right choice for me and Gosh, they had me at hello, and then they paid them $80,000 to edit it, to proofread it, to publish it, to print it and some big elaborate marketing strategy. And, and it was published with 280 grammar and spelling errors and it was a freaking disaster. We sold eight copies, printed, 10,992 copies of this book in my basement. My wife hates me for $10,000 a book is how much it cost to publish those. Oh baby. It was three bucks a copy. So $30,000 went into printing and I only sold eight of them. I still have the other ones though. She keeps telling me to get rid of them. Speaker 3:     04:56       I guess I should let you know what's really interesting about that is that I, by that time I was already speaking all over the world and so I had to get this book done because I had already started talking to people about it and I didn't know what to do, but I remember jumping onto an airplane. I was heading to Asia on a trip and I went into the Hudson news to grab some snacks in there. In the store was a book sitting on the counter. I mean how many times Dave, have you been in an airport and you're going into the Hudson news or one of the snacks doors and there's a book there, catches your eye and you just grab it and throw it into whatever you're buying all the time. So the. So the book, you may have actually heard of this title, but the book was called how to make people like you in 90 seconds or less. Speaker 3:     05:44       And it freaking just hooked me. I mean, I'm a sales guy, right? So I'm thinking if they liked me faster, I can make more money. Um, but I, I literally bought this book. I read it on the trip four times. I came back from my trip, it was back in 2006 and I decided I needed to meet the author because the book was so amazing. I wanted a book like that and the author's name was Nicholas Boothman. He's a New York Times bestseller and he just happened to live in Toronto where I was living. So three days after I started looking for my, found him, we had lunch together and he said hello to me and then slapped me in the head in 30 seconds because. Because I started telling him the story that you told me or that I just told you. And when I told them how hard it was to write the book, he started laughing at me and I said, why? He said, what are you laughing at? He said, well, he's. He'd written, he's written five books. He's sold over 3 million copies of them. He speaks 50 to 60 times a year at an average of 70,000 speech, makes millions here because of his books. And he said, I've never taken more than 30 days to write a book. And I'm thinking, yeah, you must be. You must be like writing 24 hours a day. And he said, no, I've never written for more than 20 minutes a day. Speaker 3:     07:02       Yeah, that's what I thought. So I, I, I convinced him to teach me this and I've, since that day, 2006 I've published, I've published four books. Each of those books that I wrote, I wrote in less than 30 days. I never wrote for more than 20 minutes a day and I've sold 300,000 copies of my personal books and it's using that system. So he actually taught me this amazing system for writing a book quick and writing it without pain and avoiding writer's block because Dave, I don't think there's anybody in your world, in the click funnels world that would argue that if they could get a book out of them, there's tons of value, tons of things they could do with that book. Is that fair? Oh, well, considering the fact we've built 100 million dollar company off to different books, I think it'd be very hard for anyone to dispute that fact. This is what I tell every single one of my clients that I teach how to use this system. I point Rachel Russel Story and I talk about how he used those books, how you guys turn them into free plus shipping offers, how you use them at live events and all the stuff you did and in a $100 million dollar company. I know because we're on a recording that you're, you're under exaggerating with the size of click funnels today. Speaker 3:     08:24       Uh, so I, I just. That was, I mean that was the start of it. I started traveling now when people were telling me how much they were struggling writing books and so I went back to nick years later and I told them to write this book and he wrote it in 30 days, less than 10 minutes a day and it's called how to write a salable book in 10 minutes. Madness. This is the entire system, everything that and we've used this book and the workbook that goes along with it now over a thousand to write entire books in less than 30 days. That's crazy. Only because I know the pain and anguish that that Russell's gone through in writing his books. That honestly, if he thought he could write it in 30 minutes, a 30 days at 10 minutes a day, he'd be thrilled. Yeah, and unfortunately I didn't actually meet him until after and I don't know if you'll ever write another one, although I heard through the grapevine there might be another one coming, but it's really cool because what I've found in all my research statement, you might be able to relate to this is that when people are starting to write books and they're thinking about it, they instantly get overwhelmed by it because they're like, I gotta get all this stuff in it. Speaker 3:     09:39       I should put this in it. Maybe I shouldn't put this in it. I don't know what to put in it. They start writing. They stopped because that. I mean I went through that, but when you use this system, the very first thing that we get people to do is create the chapters, so it's like creating a journey for a reader where you start them at where you want to get them to, and then it's just like built it. As we're talking, I'm thinking it's just like building a perfect webinar. You create the chapters, then it needs of the secrets. You've got to break beliefs and you've got to rebuild those things. Actually what we do with people when they use this workbook to do it and, and it's just amazing, but what I, what I really hope people understand is what life looks like when you get the book done and, and why it's worth trying this system if they've ever wanted to write a book. Speaker 3:     10:29       Because I mean, look at Russell, look at you, look at what's happened with click funnels because of those books. Oh yeah. Oh my gosh. It's literally. I can't even begin to imagine what the true Roi is for us on those books. I mean it's, it's literally millions and millions of dollars. So I was trying to figure out here over here, you know, I joined the inner circle two and a half years ago now, but I had never. I didn't even know what a funnel was when I joined the. I didn't realize this, but I hadn't read either of the books. I just knew Russell from way back in the early days when we're both in network marketing and everybody. I was trying to figure out how to build this company and everybody's saying go to go see Russell, go see Russell and I couldn't get any time with him because he's so freaking busy, so I found this inner circle and I jumped into it and I didn't. Speaker 3:     11:20       I found out everything afterwards, but the parallels between digital marketing in my world, I just couldn't believe it because what I realized is that if you use this system to write your book, well as you're writing a book, you're actually creating the content for your course. So because every chapter becomes a module and the way you lay out a book properly in our system, it's almost like you're creating the transcripts that you're going to use for the course. So some people are actually doing courses first or live events and then doing books using our system. It's easier to do it the other way. So you take 30 days, 10 minutes a day, you write the book. Then you go into a studio. When you take your time, your chapters, and your record, your modules. Then you launch a free plus shipping offer and you give away the book, you do the audio book, you do the Oto and you sell the course on the last page. Speaker 2:     12:09       I love it. It's so freaking easy. Well, I want to dive right into this whole dual between, uh, Mr Dean hollandaise sauce and our official James P friel. And only because I was fascinated. I think it was last last Monday. Uh, James wasn't in the office. I'm like, where's James at? And the next morning we hadn't been working out. He goes, yeah, I wrote my book. I'm like, I did. What? Did you write the book? I wrote the outline. I'm like, what are you talking about? And that's when he told me this whole idea as far as what happened when he and dean. So you were on their podcast. People understand kind of what, what it is because they don't want to relate that to what anyone was listening to. This can do the exact same thing. Speaker 3:     12:50       Right? So I was on just, just the tips, which is an amazing podcast for any entrepreneur to follow. It's, it's really a wonderful job that they're doing together and it's fun because those guys are at each other's throats. Anytime you're on the show, right? There's a lot of this going on and so this happens a lot. Whenever I get a chance to be on a show like yours and I started talking about how easy it is to write a book, it automatically creates skeptics, right? Because you've tried to write a book for so long and I'm telling you, Dave, you use this system. You can write your entire book in 30 days. It will write for more than 20 minutes a day. It'll be ready to be edited right after that. And so I, I, I said that to these two dudes and they're just absolutely adding each other right away. Like I couldn't do it. I could do it. I turned it on them. Speaker 2:     13:42       I said, well, Speaker 3:     13:43       it'd be really cool is why don't we have a competition? Were you guys both use the system and whoever writes the best book wins a prize and we'll get everybody to vote on which book is best and the winner gets an all expense dream vacation Speaker 2:     14:01       and, and as soon as I said it, it was really cool Speaker 3:     14:08       because I write on their podcasts. You can hear the episode. Maybe we ought to put that into the shows. Speaker 2:     14:16       I'll make sure she puts it in the show notes. Just the tips episode. Perceive Dean Holland and James p Friel when Ken done was on, it was probably about a month or two ago. It was really good. Speaker 3:     14:28       Funny because all I had to do was just drop the idea and they were at each other. I can write better than you. I can read these both guys and just told me that both of them tried to write books for years and struggled. Speaker 2:     14:39       Now they're like the gods of writing. Both of them actually are very good writers. I mean, Jay's p Friel is doing a ton of writing all the time. Uh, and dean just, I mean he's a master at free plus shipping offers and does a lot of writing as well. So it's kind of funny when I was talking to him, they're like, a book's different though. Books not like copy, it looks not like this. And so all of a sudden the excuses came up. Speaker 3:     15:05       Yeah, yeah, exactly. Well, and that's what's happening. We're meeting once a week on the phone just to discuss their progress. And that's exactly what's happening with them too. There's always excuses that are starting to Speaker 2:     15:18       let's combat some of the worst, some of the most common excuses you're dealing with when people. Let's try to eliminate all the excuses and take down all the walls here for anyone who's listening to this podcast to make sure that by the time they get done listening to podcasts, they have total belief. They can write a book and use your system or whatever else it might take. Speaker 3:     15:33       Yeah. So, so look, the, the number one biggest challenge that I have to deal with with people is for them to understand that it's okay to put everything you know in the book because when people are thinking about writing a book, the biggest and first mistake they make is they think that they have to hold back. They think that they shouldn't put the actual, you know, their experience, their expertise into the pages of the book, that they're confused because they say, well, if I put it all in the book, who's going to want to buy the course or who's going to want to hire me as a consultant? And what I've had to show them through Russell's example and others including my own, is the more you give, the more they want. And, and this helps, like we've helped hundreds of consultants to build six figure consulting businesses because they write a book first and they use the book as the calling card. So that's a big deal is just. Yeah, Speaker 2:     16:26       I was listening to this. This is probably one of the biggest mistakes I see people do in books or even courses where they feel like there's something else I want to sell them, so if I give it to them, all right now I won't. I basically preventing someone from buying more from me and I can tell anybody who's listening to this, what Ken just said is honestly the secret sauce to having success in any venture you're doing and that is the more that you give and the more that you put out. First of all, you always will have more. You're never going to be able to give everything away, and if you do, what it's gonna do is cause you to get to the next level where you create more anyways. So I'd highly recommend you take the advice can just said, and that is you make sure that when you're writing that book, you give absolutely every single thing away. Speaker 3:     17:06       Yeah, absolutely. The second is the time, as you can imagine, especially entrepreneurs that are just trying to get their legs under them and trying to make things happen, they can't. They always. It's a. it's always a struggle to convince them that they accept, they have the time and it's so just so everybody knows it. Here's the system and you still need the book and the workbook in order to do this, but essentially all you're going to do if you use this system to write your book in 30 days is you're going to start off by creating the. I call it the reader's journey. Think about trying to cross a river. You have to get across the river, but you can't fall into the water and there's a series of stones that if you safely jumped from stone to stone, the stone you'll get from one side to the other. Speaker 3:     17:51       Well, that's the reader's journey. Your reader starts off on the left side of the river and each stone represents one of the chapters. If you just simply ask yourself right up front, what is the journey I want to take the reader on? Who is the ideal reader? Where are they going to start and what do I want to get to them? To them them to by the end of the journey, and then you reverse engineer the chapters first. So in other words, what is the first step in any journey? There's a first step. Then the second that they could logically learn it, and once you figure those things out, the rest is really simple. The next thing you do is you assign free essential elements to each chapter. The first is the training. So for each chapter you're going to literally just decide what are you going to teach. Speaker 3:     18:36       The second is one of your stories. You always want to have one of your personal examples in each chapter and the next is two to three stories of either people you've helped or people you can use as examples. That's a book, that's what Russell did. That's what any expert in the world does. And if you, if you do your chapters first and you think about that in a logical order and you get all that organization done first, everything else is really simple. And here's the coolest part. The workbook that I created that goes with the book is what you use to do everything. I've just said, and you can do it less than an hour. Then all you do after that, Dave, is once a day you just sit down and you just look at one little part. It could be so each, each, as I described them, 10 minute writing burst. Each burst is one of the three things that I said. So one day you're going to write the teaching part of the first chapter. The next day you're going to write your personal story. The third day you're going to write two or three examples and you do that each day for 30 days and you've created a 10 chapter book. Speaker 2:     19:39       So since I hate to add, congratulations. Awesome job. So two things. First of all, I hate writing, so can I just record it and have someone else transcribe it Speaker 3:     19:49       even easier than that with technology today, and I actually talk about this in the book, you can actually record it into one of three different apps and the APP will spit out the transcription for you. So when I was three, Speaker 2:     20:04       those was one of those apps out. So people listening going, oh my gosh, I gotta, I gotta get this stuff. Speaker 3:     20:09       So there's a new dragon dictate that that is a simplified version of the dragon dictate that we all know and love and it literally will spit out the transcription of what you say within 24 hours, send you it, sends it to you an email. Speaker 2:     20:25       Super Cool. I got rid of mine. So if a person wants to get the workbook or the book, where do they go to get this? Speaker 3:     20:33       Well, it's really simple. I created a really cool link because we're doing this together. They just have to go to click funnels. Freebook just like it sounds like, and it's a free plus shipping offer. Everybody in this community should know that. It's a real book. I'm going to send the workbook is there and it will do everything that you need to happen. Speaker 2:     20:51       Awesome. Super, super cool. I know that's probably one of the biggest hurdles most people have is, is what you just said. I, again, I love the idea as far as the training, a story of your own, because we always talk about you need to be creating a story inventory anyways and so start writing even as soon as you get off this podcast to start writing down the titles of what some of your stories would be, you can always put these into the book later and then I love the idea as far as two to three stories of other people who they're, you've helped or have gone through the same type of Speaker 3:     21:20       process and ideally if, if you're doing, if you're writing a book about something, most times you're already an expert in it or you're already getting there, so you've already helped some people and if you want to talk about, let's say you turn this into a free plus shipping offer, you want to talk about the most amazing affiliates, you know, the, the early movers on your dream 100 list. Put your students' stories in the book and then ask them to promote your free plus shipping offer. Speaker 2:     21:49       Oh, that is awesome. The story about you. So, uh, that's, that's exactly right. Yep. Speaker 3:     22:01       And it really, really, it works so well to help people. But you know, the other thing that's really important if you do this right, so there's, there's an old saying in my business, your book will either promote you or expose you because I've seen a lot of people that write shitty books and I'm on a quest to stop people from writing shitty. Well, could we use this system? It won't be Shitty, but because look, you heard as soon as you realize what I was telling people, you went, oh, because that's what Russell did, right? He did some teaching. He did one of his own stories and then lots of stories of other people. Every great book is done the same way, but if you don't use this system, if you don't get this free book, you're going to end up writing a shitty book. And what most people do wrong, Dave, is they all think it should be just one long meandering journey. They actually don't write books that help. They write memoirs that hurt in there. Speaker 2:     22:55       Okay? I have to tell you a quick little story here because one of my very first things I ever did the internet marketing space years, Gosh, it's actually 10 years ago to this year was this program called legendary marketers and I went out and interviewed some of the most amazing marketers in the world and one of these guys actually had a book and I was so excited to read this book because I was so impressed by this guy and that's exactly what it was. It was as long memoir. I think honestly all he did was he took a Webinar and just had transcribed, put it together and that was his free plus shipping and it was the stupid his book and I'm like, really? You get so much more, so much more you could give and that's going to be their first real tangible thing they get from you. It was just a. I was just heartbroken. Speaker 3:     23:39       No know that I know who know. You and I are both avid readers, so we could probably sit here for the next hour and try and debate who first said facts tell, but stories. Probably one of the oldest, oldest in the whole sales world, but it's true and if you use the style we talked about it. A book becomes one quarter telling and three quarters stories. It's all about the stories that are in the book. Stories break belief stories, rebuild beliefs. I mean stories handle objections. It's everything and it's, it's. I think it's the most important part. Speaker 2:     24:18       I love it. Well, again, I think that your dips and everything else had been fantastic here. As we kind of get close to wrapping things up, what are the things would you. What are some other value nuggets want to make sure people get or where can they reach out to make sure they contact you? Speaker 3:     24:31       Yeah, so, so the, the biggest thing for any entrepreneur who is trying to attract attention in the crowded space that we live in today, the things that you can do with that book, what we could list in the end of this show, it's going to raise your credibility. It's the fastest route to going from, you know, an average authority to a true spurt. As Russell describes it. It's not that you should or shouldn't do it, you can't do it, there's a double negative for you. You really need to. And this book that I've put together, we've already helped over a thousand dollars. Authors write books using the system and it's super simple and at a bare minimum, just read through the book and you'll get it and the rest will take care of itself. Speaker 2:     25:20       I love it. Alright, so again, one of the great things Ken's providing you here is a resource that you can actually get this book, so can work and they actually get a copy of your book App. Speaker 3:     25:29       So of course for a limited time we don't have many left. We've got a free plus shipping offer. I want to help as many people as possible to avoid writing shitty book. So if you jump over to, it's really simple. It's W, a s free book dot Com. It's the initials of right? A salable book was be freebook Dot Com and grab a copy of the book and it'll lead you through a link to our open facebook. Got Speaker 2:     25:59       Questions. I'd be happy to help you. Awesome. Again, it's a free plus shipping off, which is always cool. I always recommend you guys check out other free plus shipping offers. We're huge advocates of these, of this type of a funnel that really works and so again, it's w a, S, b freebook.com, so w as in Whiskey, a as in apple, s as in Sam, b as in book, Freebook Dot Com and again, go ahead and check that out. Fall. Ken, you can reach out to him on, on facebook through that link as well. Again, thank you so much. It's always a pleasure talking to you and I appreciate just again you did exactly what you're telling him. What else do and that as you told everyone exactly how to do it, same type of thing you should do in your own books and now you need to go out and get Ken's book to figure out exactly how to do it for yourself. So again, I appreciate it a ton. Oh, it was great to hang out with Speaker 4:     26:44       you, Dave and I love to do more for you anytime. Speaker 1:     26:46       Thanks. Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few hundred thousand so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this. Share this podcast with others and let me know how else I can improve this or you can do to make this better for you guys. Thanks.