How To Think With Dan Henry How To Make Millions Mowing Theoretical Lawns
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Are you spending your hard-earned money on paid advertising that just isn't producing the return you hoped for?
Maybe you've tried everything you can think of to improve your ads, but you still can't seem to get traction. Maybe you struggle to get your ads approved, or you're attracting the wrong people with your ads.
If you can't fine-tune your ads to attract the right clients, you're going to continue wasting money. If you can't attract clients who are willing to invest in your offer, your business will struggle to grow, and you might even have to close your doors when you can't continue to spend money out of pocket on ads that just don't produce a return.
You might be surprised to hear this, but there is a way to attract the right clients without spending a single cent on paid ads!
If you're wasting your hard-earned money attracting the wrong people, I created this episode to help you learn how to attract, speak to and overcome the objections of your ideal clients through a simple method that will only take you a few hours a day!
In this episode, I am going to cover:
- What to do if your ads aren't producing the return you want to see
- Why you have more time to work in your business than you think
- How you can make 20K each month without paid ads.
If you got value from what you heard here, please be sure to subscribe and rate this podcast! Bonus points for you if you write a review! ;)
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— TRANSCRIPT —
In today's episode, I'm going to show you how to make a million dollars mowing lawns. No, not actual physical lawns, theoretical lawns, but this theoretical lawn that you will mow and you will mow the smile on your face will grow your business. You're probably like, what is Dan talking about mowing theoretical lawns? Has he lost it? Probably, but you're still going to love this episode. So stick around.
So recently, I did a live challenge called the Raise Your Prices Challenge. And it was really fun. We did about a two-hour session every morning for five days. It was awesome. People loved it. We had literally we had people who were charging, you know, like $500 closing $3000 and $5,000 sales during the challenge, we're getting amazing results. And we had a ton of people join our High Ticket Selling Bootcamp, and we had 34 people apply for the mastermind. It was a very successful event, but I'd like to tell you a little bit of a story from some interactions I had at the event and a thing I taught called lawnmower theory.
So, you know, the whole context of the event was to show you why you're worth more. You know, so many times I see people charging pennies for something that people are just more than willing to pay for, they're just more than willing to pay for. And so, you know, there's a big disservice to your clients to charge so little because you end up not giving yourself enough room, enough income to make it worth your while to do the work.
You know, I pay my CPA 10 times more than I paid my previous CPA, but my current CPA has like, you know, she has a team, she does a lot more than your average CPA. And she was able to get my tax rate down to 6.5% because she charges enough to be able to have the infrastructure to do it and to make it worth her time to have personal calls with me when we need to go over something. So, you know, charging more allows you to do a better job.
So that said, somebody came on and asked me, well, Dan, you know, I'm struggling because I'm not good at ads. And you know, everything was about ads, ads, ads, ads. You know, I'm having this problem with ads, my ad accounts getting shut down, et cetera, et cetera, et cetera. So I say, well, let me ask you a question. Do you make at least $20,000 a month without ads? And they said, no, because I don't have time to do organic. I said, well, what do you charge? $500. I said, well, what's your offer? And I don't remember the offer offhand, but I remember when they told me it was like not a $500 offer, it was at least a $5,000. So I said, okay, raise your prices to $5,000. And think about this for a second. So you say you don't have time to do organic, right? You don't have time. And they said, yeah, yeah. And I said, does anybody else feel that way?
You don't have time? Oh yeah, yeah. Yeah. So I said, all right, everybody whip out your phones and bring up an app called "Screen Time" on your phone. And you tell me how much time you've spent on your phone, average on the daily. And everybody's like six hours, four hours, eight hours, seven hours, seven and a half hours, nine hours, four hours. And I said, okay. So y'all spend four to nine hours a day on your phone, and you're telling me you don't have time to do organic? Can you take just 25% of that time and do it? And everybody was like, yeah, yeah, yeah, yeah. You know, but I just, I don't want to, I don't want to, okay. So this is where the lawnmower theory comes in.
So I brought one person up, and I said, okay, let me ask you a question. If I gave you $10 to mow my lawn, would you do it? They said, well, no. I said, okay, that's fair. You know, why is that? Well, I don't want to mow a lawn and get all dirty, and it's hot, like, you know, I don't want to mow a lawn.
Okay. What if I gave you a hundred dollars? No, well still, I mean, that's great, but no. Okay. What if I give you a thousand dollars to mow my lawn? Well, I mean, I probably still wouldn't. I gotta work on my business. Okay, fine.
What if I give you $10,000 now? All of a sudden, hands started raising. I'll do it. I'll do it. I'll go. What if I give you a hundred thousand dollars? And everyone's like, heck yeah! So you mow a lawn, you'd mow my lawn. And you do with a smile on your face for a hundred thousand dollars.
And they said, yeah. I said, and would you give, you know, a single care in the world about how hot it was or, you know, the grass chopping up and getting all up under your neck where it's all itchy. And they're like, well, no, not really. Not for a hundred thousand dollars. I said, so what point does this illustrate?
It illustrates that are things that you think you don't want to do. But the truth is, it's not that you don't want to do them. You're simply not getting paid enough. And everybody goes, wow! So I say, okay, think about this. You charge $500. You don't want to do organic. You don't want to spend a couple of hours a day doing organic marketing. Well, what if you were getting paid $5,000? Meaning every single time you made a sale, you got paid five grand?
And what you could make at least one sale a week doing a couple of hours a day of organic, would you do it? And everyone's like, well, yeah, yeah, yeah. See, there are things you can do in your business that will grow your business that you think you don't want to do. But the truth is you're simply not getting paid enough to do it. And if you fix that, you will fix a whole host of problems. Now, why do I say this? Right? Is this just conjectures?
No, because our clients follow a 30-day organic plan, and we literally give them a manual of how to spend just a couple of hours a day, booking calls and closing sales. First, we have one client. Her name is Shana, and that's all she does. That's all. She doesn't even have a funnel. She just books calls, closes sales. She does a couple of hours of organic a day. She makes over $50,000 a month. She has a weight loss program that she charges; she was charging 6K. I believe she just raised it to 8K. Weight loss, not make money, weight loss.
So what does this show you? It shows you that, look, and here's the thing. So many people, I see this so often. People are spending money on ads, and they're running their business into the ground because they think they need ads because they don't have time for organic. But the truth is you do have time if you're getting paid enough. And so when you raise your prices, so many problems in your business go away. Because let's say you have something that is, you know, you can't easily advertise on Facebook or let's just say, you're not that good ads because, you know, ads are their own thing. You know? Or let's say you're just constantly getting Facebook disapproving your stuff. You think, oh, the problem is ads. But if you're not making at least $20,000 a month, the problem is you. I'll say it again.
So think about this. Let's say you wanted to play football, right? Would you go right to the NFL, or would you play college ball first? Well, you play college ball first. Why? Because it's an easier game. It's not as hard. It's not as challenging. And it breeds players that can compete at a high level and go to the NFL. Well, guess what? Organic is college ball. Or honestly, organic is flag football. It's so easy to make sales with organic. Like, think about this. If you can't play and hold your own and college ball, what's gonna happen to you when you go to the NFL? You're going to get crushed.
Well, the NFL is ads. That is the highest level. You are paying money to get a cold prospect that doesn't know you to give you money. Okay. Whereas with organic, there are people that you're building a warm network, you're attracting people through organic means. And, you know, I talked about this in my book, Digital Millionaire Secrets. You can literally just help people out in Facebook groups or on Vbulletin forums or on Instagram or whatever platform it is a couple of hours a day just by being helpful. And people naturally reach out to you. If you set up this process, the way I teach it anyway. And literally, if you're charging enough and you just spend a couple of hours a day, you can easily make 20 to 50, sometimes more than a thousand per month, without ever logging into an ads dashboard.
I made a hundred thousand my very first month in business doing that. And I didn't even barely know what I was doing. And, you know, we give our clients specific instructions on how to do it. We've refined it over the years, over 25 million in sales. And so I tell everybody, I say, listen, you can do this. So a couple of days later, some of those same people that had that objection came on to share a win. And they said, Dan, you're not going to believe this. I did exactly what you said. That night I spent a couple of hours, you know, doing the organic stuff that you taught. And I landed my first $3,000 sale. And then my first $5,000 sale,
I said, see, you think you need ads. You're sitting here spending weeks, hours, going through ads courses, and, and you know, all this stuff, and the thing is if you can't convert it organically, you can't convert on ads because ads are harder to convert. So if you can't at least make $20,000 a month with organic, you're not ready for ads. Sorry. Sorry to say it. You're not ready.
What makes you think, if you can't convert easily using organic, what's going to happen when you go to, that's college ball, what's going to happen when you go to the NFL? You're gonna get slaughtered, absolutely slaughtered. So I always say, you know, make 20 grand a month. That's one high ticket sale week. You can't make one sale a week, purely organic in your spare time. You're not going to be able to do anything with ads. It's just not going to convert.
Then once you get to that level and you've really refined your audience, and you understand the objections, you understand how to speak to your audience. Now you run ads, and now it becomes a lot easier. That's how I grew. That's how I grew.
So hope this was helpful. And again, you can always go to getclients.com for more value, or you can apply to become a client and let us blow your business up like we have for so many. Teach you how to fix a lot of problems, raise your prices and grow and stop fiddling around arguing with Facebook. Sorry, I'm getting all passionate over here. All right. So again, go to getclients.com apply to become a client. If you're interested, we'll work with you. And if not, then just keep eating up these podcasts episodes like candy, and, you know, give me a rating and tell people about it and all that jazz. So anyway, see you all in the next episode.