Sales Funnel Radio

Just cause you have a BIG list, doesn't mean you have BIG leads. Here's how I turn optins into leads…   There’s a HUGE difference between optins and leads!    A lot of people are super impressed by list size…   However, #TruthNuke, just because you have a BIG list, it doesn’t mean you have a ton of buyers.   The whole reason why you want to build a list is to sell   So I want to show you how to turn your optins into leads in the quickest MOST effective way possible.   What I’m about to share with you is some serious sales psychology because the bottom line is…   The more you understand human behavior, the better marketer you'll become.   OPTINS VS LEADS   On a basic level, the function of someone putting their email in, and you thinking, "Oh, I got leads..." might look the EXACT same as when someone opts-in…    BUT!   ... when you think about sales psychology itself, you might NOT be getting a lead at all.    Let me explain...   Q: Have you ever done door-to-door sales?    I ask because door-to-door sales taught me something REALLY powerful!      Here’s how…   I did door-to-door selling pest control. I'd walk up, knock, and someone would answer, but when I was out knocking doors was I handed a list of people who were…     Leads?    Asking for pest control information?    Q: Did the act of someone answering the door and engaging in a conversation with me make them a lead?    A: NO, it didn’t!    ***I'm bringing this up because there are times when I've gone through somebody's funnel, and I'm like, "Oh, sweet funnel. This is actually a really cool funnel."   They're like, "Look at how many leads I'm getting."    I'm like, "Your leads aren't really coming until step two."    They're like, "What do you mean? The optins are GREAT!   But, NO! There’s something key they’re missing...   I want you to pay attention to THE FACT that…    Someone who opts in for something is NOT necessarily a lead.    THE DIFFERENCE BETWEEN OPTINS & LEADS?   Here’s a CLASSIC example:   Let's say you have a standard lead magnet page with a FREE PDF to download …    A typical page layout would be:    A page with a headline:  “DOWNLOAD THIS COOL FREE PDF”     The FREE PDF   An email entry field which says: “Put your email address down below so we know where to send your PDF, yada, yada, yada.”    A button   Now, let's say that AFTER some has downloaded your FREE lead magnet, you actually want them to buy a software trial.   Once they’ve given you their email to download the PDF, you have a list which you can send to an email sequence that pushes them to the software trial.    So the steps are:   They optin   You put them on a list    All these emails push them to: "Go get the software"    But think about this…??? Q: If somebody opts in are they actually a lead yet?    A: A lot of times, NO!    Q: So when does someone become a lead? (And this is important to notice)   A: … it depends on whether you started talking about the software on the first page.   If you didn't... they're NOT really a lead yet!   Put simply... A lead is somebody who has an interest in what you’re selling   ... that's it!    So when I was knocking door-to-door and someone opened the door -  we can say, they kind of opted-in.    When I made the list of those I needed to follow back up with at the end of each day -  I was looking at my leads.   BUT…    The leads weren't every single door on the street.    I was like, "You know what, there were two people who were really interested."    A lead is somebody who expresses actual interest in what you’re offering while an optin may just want the free PDF.   An optin is an act to get the FREE… it's the act of getting on the list.   A lead is an act in the actual sales process.   Does that make sense?    BUSINESS LEAD GENERATION   OPT- IN: “I'm opting in for whatever gets me on the list.”    LEAD: “I'm actually showing interest in the sales process.”    I'm telling you this because it's a powerful difference.    And it might sound like, "So what, Stephen?"    But you need to understand that…    The whole reason why you want to build a list is to sell   So the sooner I can get them into the zone of creating a pre-frame (#LeadMagnet), the better...    I want to pre-framed potential leads on the first page.    For example:   Sticking to the software trial scenario; let's say my FREE PDF was about cooking… that's definitely NOT a lead list for a software funnel.    Instead, I need a PDF that tells people, "Hey, download this free PDF on the top 25 agencies to hire to build your next software or app..."   I would say that's much closer to an *actual lead* because they're showing a genuine interest in what you’re selling.    “I HAVE A MASSIVE LIST!”   I'm saying this because sometimes people will come to me and say:   "Stephen, someone gave me a list of three million people. I have three million leads."   I'm like, "No, you don't [chuckle]... You have a random list of 3 million people."    Those aren't leads    You need to do things to turn them into leads before you send them to the actual thing you want them to buy.    It's a HUGE difference - BIG, BIG, BIG difference!   Here’s how it works…   Let's say I've got a funnel and I've created this cool offer that I wanna sell…   On the first page, I have a hundred people who optin, but it's NOT something that's related to the actual thing I'm looking to sell…   … those leads are waaay less qualified!   The whole idea is to create a PRE-FRAME on the first page - whatever they're downloading needs to be a pre-frame.    WHAT MAKES A LEAD?   There are two things I really look for:   I ONLY wanna sell to those who have a pre-existing desire for the thing I'm selling - that's super key and it’ll shortcut half of your headaches in this game.    The target person NEEDS to have a pre-existing desire and a pre-existing disposition for whatever it is that I'm gonna go sell.    On the FIRST page, the very first interaction I have with them, NEEDS to set them up for whatever they're gonna see next.    One of the things I've noticed is that people will start creating a list, and think the list size is the thing that makes all the difference, but...  *IT REALLY DOESN’T*   If your list is NOT pre-framed for whatever you're gonna send them to next, you just have optins, NOT leads.   Here's why this is important:    Let's say that I have...    A 10% optin on my first order page.   8% optin on OTO #1.     2% optin on OTO #2.    Let's say this is a frontend funnel, which means the prices are a little bit cheaper - it's the low-end of the value ladder things in this funnel...   It's NOT…    Your high-end stuff   The biggest done-for-you services    The expensive stuff   Q: Are the conversion rates of 10%, 8% and 2% acceptable?    A: Yeah.    I've had people say, "Man, I want more! How can I increase the conversion?"   You could increase the conversion rate, (and spend most of your time doing it)...    I'm NOT saying that's a bad thing to go do…    OR…    You can just focus on getting a better quality lead in the door, and it'll probably increase your conversions anyway.    Do you know what I'm saying?    Changing the offer is NOT always the answer.    Changing the sales message is waaay easier than changing the offer, however...    Q: What's waaay easier than changing the sales message or the offer?    A: Changing WHO you're talking to.    BUT…   What's even easier than changing the WHO is changing the FIRST thing that they optin to... (and let's say it's free)...   Just change the optin and it literally attracts a different person to you - so that better people are seeing a more targeted optin!   Better leads are actually getting a chance to buy from you in the back end.    LEAD FUNNELS & PINK VOLKSWAGENS   I look at A LOT of funnels!    And when I'm looking at all these funnels, people are like, "What should I change?"    And they'd be like, "Oh, man it looks like OTO number two is sucking it up! Look at that 2% conversion. Oh, that's super bad."    However…   It may just be that I’ve NEVER been in the market to buy a pink Volkswagen... and you offered me a pink Volkswagen.   *IT WASN’T THE OFFER*!   (Don’t write in… I know it’s NOT a Volkswagen 😉)   You're just talking to *the wrong person* and you gave me the wrong pre-frame.    For example:   Your optin was about cooking and now we're talking about cars... like, what?!   So your sales message needs to…    Be congruent and one pointed throughout the funnel Attract a target customer who's rich and who has a pre-existing desire to buy the thing you're gonna talk about    … if you do these two things, it's waaay easier sale…   Because when your lead starts moving through the funnel, it's like, "Oh, of course, I'll buy a pink Volkswagen, I've always wanted a pink Volkswagen.”    Your funnel gave:   A FREE PDF/ mini-course on how to take care of my pink Volkswagen    Recordings from cool coaches on the best way to drive a pink Volkswagen   A subscription to the best kinds of gas that you're gonna ship out to me for my pink Volkswagen    Then when you ask:   “Why don't you just buy a pink Volkswagen?”     The answer is: Like, “YEAH!”   CHANGING THE ‘WHO’…   However, too many times there are HUGE message differences, and because of that, it's NOT a natural flow in the upsells.    So you can either:    Go through all the worry of trying to change the offer (that's more challenging)  Change the message (not as challenging, but still challenging) Change the frontend optin (which can be challenging as well)  Just change who you're talking to (easiest thing to switch)    Changing the customer is waaay easier than changing the offer.    Hopefully, you can see that there’s a HUGE MEGA difference between leads and optins.    Go look at your funnel and your funnel stats - draw it out (there's something to that)...    And when you're looking at ALL of your stats and ALL of the pieces that are in your funnel, ask yourself the following questions…    Are these actually leads or are they optins? How can I take my optins and turn them into leads who are interested in what I'm gonna sell?    And one of the easiest ways to do it is to fix your pre-frame.    Fix your pre-frame Fix the person that you're targeting    It’s waaay easier to do it that way than to change your message or your offer!   Let me tell you a story…   KNOCK-KNOCK   I did two summers of door-to-door sales, and it's NOT like I was handed a list…    I was handed a neighborhood to walk around and knock on doors.    People optin in by starting a conversation, but leads did NOT happen unless there was actual interest.     I was also a telemarketer...    I remember my first day, I showed up excited to do it.  I liked doing phone sales and I wasn't bad at it…    I was one of the top guys for a while; I became a team leader and I trained a bunch of teams.    This other guy and I would go back and forth between #1.   Anyway, I was doing these phone sales, and they’d go buy these lead lists.    What was hard was to realize, was that the people they were buying lists from weren't actually qualified…    Meaning they weren't leads.    They just farmed out people who were most likely to buy something, but they didn't show any genuine interest.    Basically, they were buying optin lists.    They were buying HUGE lists of contact information so it was straight cold calling.    What would have made it a lead was if the contact had an interest in the product.    CREATING HOT LEADS   One of the ways that we do this in application funnels, (i.e., high-ticket stuff), in order to turn someone from an optin to a lead really quickly on the second page of the funnel is this...   On the very first page, we'll say, "Hey, start your application process here - optin so we can send you a little mini-course, so you know what it is that we're talking about."    So they optin on the FIRST page.    On the next page is the actual application.   Q: What happens to somebody when they go through an application process that says, "Tell me why we should allow you to pay us."    A: they become a pretty HOT lead.    The selling psychology difference between the FIRST page and the SECOND page is MONUMENTAL.    I’ll tell you right now, in one of my application funnels; for every 100 people who optin, about 20 of them actually complete the application.    …*THAT* is the difference between optins and leads.    PAGE #1: I get 100 optins   PAGE #2: I get 20 leads    I'm telling you to do this because it will help relieve so much of the pressure in your business if you know:    "I'm actually turning these people into a lead.  They have a genuine interest in the thing that I'm selling and they’ve told me that - they're like, 'Give me more information… Please, can we talk?'"    … versus someone who's just like, "I got people on a list."   Our list, right now, is about 40,000 people, but they're not ALL leads for every product I have.  What I need to do is tell those people on my list, "Hey, do you want this cool thing about X, Y, and Z that you don't know is really a pre-frame for the thing I'm hoping you go buy later on?"    THEN they become a lead for just that product.    A lead for one product is NOT a lead for another product.    You wanna figure out how you can pre-frame people the hardest and the fastest, early on in the funnel…    Because as they progress down the funnel, you don’t want it to be the first time they see a pink Volkswagen.   BUYING LEADS? There was one time in real estate where I did buy a list… and it was actually leads, kinda…  😉   It was a service where they grabbed the list of all the people who had somebody pass away recently in their life and they’d inherited a house or a property.   It's called the inheritees list.    I wanted to go in and get a HUGE MEGA list of all the inheritees in my local area.    So that's a list…    Q: How do I turn them into a lead?    We had a HUGE list with a thousand names of people who had inherited a property in the last 90 days.    A lot of people were on the list because of a major life event were someone had passed away and they inherited a property through the Will…    ...and a lot of them just wanted to sell the property for cash.    So I was like, "Well, let me go be the guy on that and take the cut in between."    In order to take the thousand-person list and turn them into leads, it's a mechanism.    I ended up getting about 100 of them to call me, and this was how...    I grabbed a legal pad I grabbed a red pen I wrote, "I'm so sorry for your loss. I just wanted you to know that I'm in the area and I'm actually looking to buy a property like yours for cash. We'll make it quick. Let me know if you're interested. Here's my name, my address, my phone number."     But it wasn’t your usual type of letter!   It was triple spaced down the page   We folded it up kind of rough, put it in an envelope, and DIDN’T seal it.    We put the stamps on crooked.    Wrote the address with BIG red letters.   This thing stood out so hard, it was a HUGE eyesore.   My wife and I would spend tons of time in the evenings, (this was when we first got married), writing out all these legal letters.    (They're called Yellow Letters)    We wrote out hundreds of Yellow Letters and we'd ship them out to people.    We had 100 people call back...    About half of them were freaked out thinking I was taking their house.    I was like, "No, no, no, read the letter. We're trying to see if we can buy it from you."    And since they just wanted to get rid of the property, we could talk them down on price based on the market value.    Then I would go find buyers and match them, and take the spread in between.    That was the plan… and it didn't really work.    However, we ended up having 300 phone calls in a month.    *300 PHONE CALLS*    … those were LEADS!    The inheritees, they where just a list.    40,000 SUBSCRIBERS   When you have people coming into your list you're gonna be like, "I have all these people.”   When I send out a broadcast of 18,000 emails to one of my general Seinfeld lists, I usually get…    A 30% open rate.   A 10%-20% clickthrough rate.   Just because they're on the LIST doesn't mean they're a LEAD. I have to turn them into a lead.    That's ONE of the most amazing powers of funnels EVER!    It's funny because some people will be like, "Well, I'm not selling anything on the Internet so I don't know if I can use ClickFunnels."    I’ll be like, "What? You're taking lists and you're washing them, qualifying them and sifting them on down to your actual leads…   ...  it’ll save you a ton of time!    I'm only gonna talk to those who have a genuine interest in what I'm gonna sell to them.   If you guys like this stuff, come to OfferMind...    That's my *UNAPOLOGETIC PLUG*    BOOM!    If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.   But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right?    That's what I struggled with for a while until I learned the formula.    So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it.    Wanna come? There are small groups on purpose, so I can answer your direct questions in person for two straight days.    You can hold your spot by going to OfferMind.com.   Again, that's OfferMind.com.Advertising Inquiries: https://redcircle.com/brands

I have a very special guest on today, a dear friend of mine, someone I look up to and learn from constantly… I’m very pumped about what he’s gonna share ‘cause it can really shift the dial on your business… In fact, Russell called what he teaches… The foundation of our entire company.   #ClickFunnels You’ll know him as The Category King of The Dream 100. He’s also a… Goat Farmer New Father Welcome to the show, Mr. Dana Derricks. How are you doing, man?   Dana: What's up, man? Hey, thanks so much for having me back, I can't believe it. Steve: Yeah, I'm excited, it's NOT too often I bring someone on twice to Sales Funnel Radio, (kinda as a policy almost)... I'm excited you're here. Dana: Awesome, man, let's do it. [chuckle] Steve: Well, hey, the show has grown like crazy since you've been on, I think you were on like literally 200 episodes ago... HOW DID YOU BECOME THE DREAM 100 GUY? Dana: Oh, man! Okay, so first of all, for everyone listening for context, (in case you haven't listened to the other 200 episodes)... Stephen makes that seem like it’s NOT a big deal… but 200 episodes for Stephen, that's like two weeks, so I was on like 200 episodes ago… For everyone else, that's like 10 years' worth of content, so yeah! I'm super excited, I can't believe you're 200 plus episodes in man, that's bravo... Steve: Crazy. Dana: Yeah. Steve: Thanks. [chuckle] Dana: Okay, sorry, I didn't wanna gloss over that. Steve: No, I appreciate that, thanks. Dana: Alright, so how I kinda became the Category King of the Dream 100 is - man, it's like ironic, right? So I first learned about the strategy or discovered it from Chet Holmes and his Ultimate Sales Machine, he had a chapter on it. That was NOT enough…   I'm like, "Oh my God, there needs to be a book on this thing" and I looked… I thought there'd be 10 books on it, and there weren't, so that was like, "Okay, we should probably change that." It wasn't long after I created my first Dream 100 List, like my actual intentional thing, right? 'Cause a lot of people, I’d been doing it without knowing and so... Steve: Sure. Dana: I finally knew, and I was like, "Alright, I'm gonna do it for real." I put Russell Brunson's name as number one   ...and fast forward, built a relationship with him, through the whole Dream 100 thing, and it was him, he was the reason that I became the Category King because of an interview I was doing with him. I asked him a question, I said, "Russell, what is the ONE MISTAKE you made in your business that you wish you could go back and fix?" And his answer shocked me. I was NOT expecting it. He said, "I wish I wouldn't have run around for so many years trying to be everything for everyone. I wish I’d planted my flag in the ground as the funnel guy like years ago." ...and he didn't even finish his sentence, and I knew, “that means I need to go plant my flag.” By the end of the day, I was, in my head, Mr. Dream 100. I was like the Category King already! Then I went all in and did all the stuff that you need to do to actually be that. Steve: Which you were already an expert in... I mean for everyone who doesn't know, I was sitting in the room, and suddenly, Russell's talking about this guy ‘Dana Derricks’ and I was like, "Huh! That's crazy." He's like, "Yeah, look, he sent this to me, did this to me, come on over here," and then suddenly, I saw in Russell's calendar behind his office, "Rewrite ClickFunnels' homepage copy with Dana Derricks." I was like, "What!"   Dana comes flying in..., and it's where I learned how to do the whole piece of paper on the floor thing... that's how I brainstorm! I mean behind this screen right now, that's precisely what I'm doing… ...because I watched you do that. I mean you were already such a master at it by that time. Dana: That was one of the best weeks in my career coming out there, that was so much fun, and you're a huge part of that. For you guys that are listening or watching, I don't know if somehow we can, (in the notes or something), get that picture of you in that chicken suit. [chuckle] Steve: Okay, I'll find it. Dana: So yeah, I won't spoil it but maybe we could actually... Man, we're gonna see each other in a month or so, maybe we could get that thing dusted off, pull it out of the closet. Steve: It's right over there. [chuckle] Dana: Okay. Yup, yup, yup. Alright, keep listening everybody 'cause at the end of this episode… We're gonna reveal how and where you can see the one and only Stephen Larsen wearing a full-grown chicken suit.   Steve: I think it's a great idea. [chuckle] Dana: Yeah, awesome. Oh, yeah. Steve: So you go in, and you realize, "Oh my gosh, I have this talent." Russell says, "I didn't focus enough in my early career," and you planted the flag, "This is what I'm gonna be," (and it's cool because there isn't really anyone doing that yet at all)… So what did you do from there to kind of become The Category King in everyone else's eyes? Dana: Yeah, so I think it starts with… You do have to have a level of confidence and certainty to deal with the impostor syndrome and shelve that as much as possible... but I think too many people miss that you have to put in your 10,000 hours before you can be Category King. Steve: Yeah. Dana: And so, for me, I had been doing The Dream 100 my whole life. I talk about this in my book… So as a 13-year-old kid, I Dream 100’d it to get high-speed internet in my neighborhood 'cause we lived in the country… I called the phone company every week for months because we're on this dialup, “Man, how am I supposed to run an internet company off dialup?” Like, that ain't gonna work. So I literally created a Dream 100 list of all my neighbors, that I thought would say, “Yes” if I went and asked them if they wanted high-speed internet. ...and there were 12 of them. So I rode my bike to each one - I got 11 out of 12, closed them, hardcore, right?   Assassin! Steve: You were a 13-year-old. Dana: That's right, I mean come on, and cold knocking. I would have closed 12 of 12... but the 12th, I had a conscience 'cause he was an old farmer, and he asked what high-speed internet was... [chuckle] I was like, “Man, I'll leave him off.” And anyway, I've been doing that whole life. I did the same in high school to get myself a football scholarship to college.   I did all these examples leading up to it without knowing what I was doing. And then in business, when I realized what it was and that there was a word for it and it was an actual thing, I created a system around it … … which lead to: Books Podcast Challenge Launch program Mastermind … and all the other stuff around it. You encapsulate the 10,000 hours you put into it, you build all the tools and all the resources for someone to come into your world and to have success with it…   ... and I think that's the formula for being Category King. Steve: I love that. 10,000 hours is certainly a must. And just... I know we've been throwing around some vernacular here assuming everyone knows what it is… WHAT IS DREAM 100? Dana: Yeah. Steve: I'm gonna ask that first. Dana: That's okay. I take it for granted a lot, too. The Dream 100 is putting the right people in place to collapse the time frames on your goals. For example: If someone's goal is to get access to a guy like Russell Brunson - it's doing the right things and putting the right people in place to get access to him the right way. Sort of like I did, i.e., tangible ways I did that...   You did the same. You did every bit if not better than me, probably really a lot better than me but... First of all, it starts with buying all their stuff or consuming as much of it as you can. Steve: Yeah. Dana: That's kind of the golden rule. ...and then it's serving them and impacting their community as much as possible for FREE, if possible… ... and then kinda just doubling down and creating a value exchange from there. Steve: It's interesting you said that... I'm just taking notes here... So you mentioned being their best student - that's fascinating. Yeah, 'cause it's interesting 'cause people will Dream 100 me, (and I'm sure they Dream 100 you, you're the Dream 100 guy), but people will do it to me, and I'm like, "I've never heard of you!" ...and then there are others who will come in, and I'm like, "I know this person, they're engaging with me, they're... " - that's impactful right there. What do you think the biggest mistakes people make with the Dream 100? Dana: Yeah. By far, the biggest mistake we see (and I'm on the receiving end of all the time, and I know you're on the receiving end of all the time) is people, they'll either read my book…   …. or they'll somehow get some secondhand information on Dream 100 and think they're an expert, and then… They do what I call spam 100-ing. [chuckle] They create a list of 100 people and then they'll go and spam 'em… I've heard you talk about this before, we get the same thing… They'll send you one package in the mail and then expect you to just promote them for the rest of their life or something… ...and then even worse, they put almost a condition on it or an expectation that "me doing this will get me something." Steve: Yeah. Dana: The spirit of the Dream 100 is the opposite. It's unconditional giving for the greater good.   ... if that makes sense? Steve: So they go in, and they just start sending gifts or something and then they... I had a few people who just straight up sent cash, and they said: "We know that your daily rate is this amount, we need 15 minutes of your time; therefore, it's this amount. We look forward to your phone call." It's like, I get it, and okay, clever to think of it that way, but it feels invasive. Dana: It does! WHAT IS THE DREAM 100 STRATEGY? My favorite analogies for Dream 100ing are dating and marriage. The equivalent of what they tried to do, and whenever someone sends us anything with an expectation or a condition that we're gonna do something in return… That's no different than somebody taking a gal out on a date and the expectation that he has, or the condition that he's kind of set is that they're gonna go and do what he wants to do later that night. It kinda cheapens the whole thing, and the gal can feel that!   "Oh, the real reason that you're taking me to dinner and buying me drinks right now isn't that you genuinely want to get to know me and like me. You just wanna do that later." And we can feel that, the same way, that in that situation - it just cheapens the whole thing. Steve: It's true, and then you're like, "Oh man, it starts to feel... " I just got a Dream 100 package from this kid, and he took a milk carton, and he put his picture on the missing person's thing. And it actually was super awesome! It made me laugh and connect with him on everything he put on side of it as well too... like, "This is awesome!” Versus there's a stack over there, I just haven't even gone through. Anyway, Spam 100!   What's another HUGE mistake people make with this? Dana: Yeah… Saying the wrong things. Spam 100ing is the start of it, but then it's trusting that you think you know what motivates someone and there's even a couple of words that come natural to us that we think we should use but are awful… Like, the worst mistake you can make!   Going back to the dating thing… When you reach out to Dream 100 and have communication with them, it's sort of going on a date with your childhood crush, *supermodel person* You got one chance, and if you say the wrong thing, “Goodbye,” you're gone. Right? Steve: Yeah. Dana: That would be the BIGGEST MISTAKE #2 - thinking you're using the right words and saying the right things, that you know what motivates them, but “Uhh Uhh.” Steve: Is the wrong thing something like you said, thinking that they're motivated by one thing, but they're really not, they're motivated by the other? Dana: Absolutely! And also we've talked about this before, and this is actually something that I plan on sharing with your audience soon… Your messaging needs to be different from your customer to your Dream 100 target. 'Cause they're two totally different… They're motivated by two totally different things. What we say to our customer versus what we say to our Dream 100 target does NOT work and vice versa.   What we say to our Dream 100 target you should NOT say to our customer, and people try to blend the two, and that's why it doesn't work. Steve: I remember somebody asked, "Well, how do I create a relationship with them?” How would you create a relationship with anybody? Do that! ... that's the checklist right there! Okay, so... Spam 100 They say the wrong things, (especially in terms of, I'm gonna speak to somebody and hopefully, it promotes my product the same way I speak to my customers), and that's bad blood! So if you guys don't know, Dana is actually gonna come and speak at OfferMind… he's one of the highlights, baby! I'm super excited for him to come. And just to give you guys even more context around this whole Dream 100 thing… If you're like, "I still don't know what Dream 100 is?" ...totally get it, but you gotta go look up Dana after this and grab his book.   The Dream 100 is so powerful. RUSSELL & THE DREAM 100 I was in a room with Russell, and he goes: "I don't even start a business unless I can identify the Dream 100. I don't care how good the product is, how much I could sell it for, how much... " He says, " Until I know that the Dream 100 is there, I'm not even gonna begin the product." #Amazing At OfferMind, Dana is gonna teach us more about the Dream 100 and how it relates to your offers. What else are you gonna talk about at OfferMind, Dana? Dana: Yeah, so this is so funny… I wrote this book like I don't know, almost three years ago, and it wasn't until like, I don't know like six months ago… *This is terrible to admit* So Russell wrote the foreword, right? ...and that quote at the top, can you read that? Steve: Yeah, The foundation of our entire company.   Dana: That's a quote from Russell talking about ClickFunnels. Steve: Really? Dana: Yeah, aka the fastest-growing non-VC backed software company in history. Steve: I didn't know that. Dana: Six months ago, (and I've had these for years), I looked at it, and I was like, "HOLY CRAP!" I didn't even know that I glossed over that. That was a HUGE turning point and a shift for me to go ‘all in’ 10X on this. So one of the things that actually inspired in my head was… How and where I can implement the Dream 100 not just for traffic or not just for like the one thing I think it's for. And what I realized was the Dream 100 is literally EVERYWHERE! ...and once we open up our eyes and we put the Dream 100 lens on, like the ole Dream 100 glasses... [laughter] Dana: (Those are the Thug Life glasses)   Steve: I love it. Dana: … all this stuff kinda comes natural. So I think the biggest, I know, the BIGGEST thing that I can bring to OfferMind... (And we were chatting before we got on air about how amazingly complementary what we do is, you and I, Stephen and I) Steve: Yup. Dana: And a lot of people that come into my world, (I'll just be fully transparent), love the thought of the Dream 100… … in theory, they're all in, excited to do it, but they're NOT ready… they're just not ready... And what Stephen does and what's gonna happen at OfferMind is… Steve gets you ready to Dream 100 … and to do Dream 100 the right way. And then all I do is take those of you who Have a killer offer Know who the heck it's for, and how to get it to 'em   ... and then I go and help you to find where those people are and blow things up and just collapse timeframes - so that it happens A LOT quicker. So without getting into the gory details, I think the biggest thing that I'll bring to OfferMind, (and everybody needs to literally pause this and go to offermind.com and get your ticket now before it's full), would be to know that you don't have to mess around with the difficult tech stuff. So like … Facebook ads YouTube ads. … that's NOT the best way to do this! Figuring out ahead of time ('cause everybody you know just thinks that that's what you do next)... NO! Figure out ahead of time, these distribution channels, what we were talking about earlier, by way of the Dream 100, and then it's all ready. It's like setting up the slides ahead of time.   All you need to do is just get your thing, and then the slides are there sending your thing to your dream customer, and you just shoot them down the slides. So, we'll send up your Slides! That's a weird analogy but... Steve: [chuckle] I wanna go down a Slide. Dana: Yeah, exactly. And the more slides, guess what, the MORE money you're gonna make. So we'll set up the slides, and first of all, we'll know   Who your Dream 100 is How to approach them the right way, i.e., Not the way that most do it. What to say How to build those relationships How to monetize and cash in on those relationships How to leverage your amazing, irresistible offer that Stephen is gonna help you create to the fullest, and Dream 100 the crap out of it! Steve: Super awesome. The purpose of OfferMind is to help you design and launch a lucrative offer. *That's it* But I can't even think of how to actually do that without doing what Dana also does, right?   So that's why this is such a fun natural fix and very excited for you to come, man. This is gonna be a lot of fun. Thanks for taking the time to come in on both the show.. but also #Boise! Boiseano  😉 Dana: Oh, I'm super excited to come back to Boise, man. There are two people I'd go to Boise to see; you're one of them. Steve: That's awesome, man. I appreciate it. And the other will also be speaking, so that's good too! Dana: Guys, I'm telling you right now, having had Russell on my stage before, (which mind you, he didn't belong on), he was so above and beyond what I gave him…. He’s such an awesome human being for coming out there. It's kinda like Michael Jordan playing on your ‘three on three’ weekend bar league basketball team, you know. That's what it was like, so guess what, We Won! Steve: Guess what, we won. [laughter] Dana: If there's no other reason than to come other than… Get your offer done... okay, cool! Get your Dream 100 rolling… Cool! ...but just being that close to Russell like that, I am sure everyone saw the documentary??? I don't think the Dude's gonna speak anymore. I am not counting on it, so this could be one of the last times you get to see him speak at all. Steve: He actually told me that he's like, "I am kind of done." And I was like, "Well, sweet, man, thanks." And guess how I got him, everybody??? I wrote a Dream 100 campaign I did like four or five episodes on it, and that's why he came. It wasn't 'cause I asked him, or he and I have a relationship… I used what Dana teaches, and that's why Russell's coming. It's crazy. Dana: So y'all might not get Russell, 'cause he might have retired, but think of who you can get at your event?!?! Stephen and I... Even me, I am way worse… But, Dude… I have no business working with Russell; I’m a goat farmer from Wisconsin.   You know what I mean? [chuckle] But look at what we're pulling off! Just for context, everybody… *THIS* is a part of the Dream 100! Look at how amazingly stacked Stephen's line up is! Just look, go to offermind.com and look. How many other websites on the internet right now have Russell Brunson as a keynote speaker for their event? I don't know. Steve: Tony Robbins did last week. Dana: Okay. There you go. Steve: That's all I can think of. Dana: Tony Robbins did. I think Grant Cardone did, a few months ago...   Those are pretty BIG names for us to be in, right? And why? Because of The Dream 100. So I'll tell you this… Just for a stat for everybody, when I landed Russell to speak at my event, I don't even know if you know that, you probably do, you were there. But I remember his assistant Melanie told me that they got, (at the time) 15 solicitations for him to speak at events per week... ... that's like paid, right! Not just free. Steve: 15 a week? Dana: Yeah. It was more than that. Steve: Oh! Dana: Yeah. But 15 a week and they turned them all down. Steve: I didn't know that. Dana: Yeah. And it makes sense… Minute for minute, he's arguably the highest- paid speaker in the world But Stephen and I got him to come to our events because of The Dream 100. [chuckle] Dana: Not 'cause we were one of the 15 people that spam 100’d. We did all the things that we're gonna show you at OfferMind ...and it's gonna be fun, man. I am excited. Steve: It's gonna be awesome. Dude, I am really pumped that you're coming and I am so psyched about it. Guys, right now, as of the time of us making this and doing this together with you guys, VIP, I believe, is completely sold out. The room we are actually starting to look at adjusting certain things for fitting more people, so go get your ticket at offermind.com. It's coming up, this is not... I am a Time Nazi. I hate wasting my time, and I hate people wasting my time.   I am pretty finicky about it. I promise if you show up, I am not here to waste your time, we're gonna give you actionable things. It's a networking event and that you'll meet people that will really change your life, but that's not why it's there. OfferMind is a curriculum. And I want you to come and learn these talents... This is just a skill set. Right? I got kicked out of college, man! You and I, we're not like, "Look at our IQs." That's NOT it at all. [laughter] We just know some formulas and patterns and we just keep running them. [chuckle] Dana: Don't lie to 'em, we met at a Mensa convention.   Steve: Oh, man! Well guys, thanks so much! And thank you for being on here, man - really appreciate it. Dana: Of course. Thanks again. See you at OfferMind.   Steve: Offermind.com !!! BOOM! If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good. But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? That's what I struggled with for a while until I learned the formula. So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly, the right sales script to get it off the ground and sell it. Wanna come? There are small groups on purpose, so I can answer your direct questions in person for two straight days. You can hold your spot by going to OfferMind.com.   Again, that's OfferMind.com.  Advertising Inquiries: https://redcircle.com/brands

He’s invited by some of the world's top salesmen to help them sell more.    He’s incredible...and amazing at it - I’ve learned SO much from him.    Every time he speaks, I take out a pen and paper...    (Hint, hint...cue, cue...to everybody here!)   Please take out a piece of paper and take notes!    This is a man who’s likely to make MORE money arrive in your pocket just by listening to him... ;-)   Mr. Myron Golden. Myron: Hey, Steve. How are you doing, man?    Steve: Fantastic. Thanks for being on here, man.   Myron: Absolutely my pleasure to be on Sales Funnel Radio, talking to one of my favorite trainers...teachers… ‘OfferMinds…’   Ooh, did you see what I did there?! ;-)   Steve: That's good!     Honestly, thanks so much for taking the time. The feeling is mutual.    I have notebooks upon notebooks from your things.    Every time you come speak...or anytime I’m at Inner Circle or one of Russell's events, I’d fill a WHOLE legal pad.    And thinking…     "Oh, man, that was amazing."       "No, that was better than the last."        "Oh, my gosh, they're getting better…”      Myron: You're kind, thank you.   Steve: You are just an incredible salesperson.    You have so much skill and so much knowledge...    I've watched you unplanned…    (...and I know you've done this multiple times!)    ….get up and pitch someone's product better than they pitch it to an audience that doesn't know you…   AND you'll make MORE sales than the actual owner of the product!   How do you do that?! I know that's a huge question, but that's amazing…   HAVING NO INHIBITIONS   Myron: First of all, how I do that in particular, is how I sell.    First and foremost, I have to believe in the thing that I'm selling. If I believe in the thing that I'm selling, then it's easy for me to sell it.    What I mean by that is...   Most salespeople don't even realize that they haven't gotten out of their own way yet.    Most people who sell things, whether they sell cars, or sell shoes, or sell online courses… or whatever...     … they believe that selling is doing something ‘TO’ people not doing something *FOR* them.    So first and foremost, I look at selling as a service.    I look at it as something that I do *FOR* people’ that makes their lives better. It makes the world a better place because people like me are selling.   So I don't have ANY inhibitions.    For example...a pitcher will have pain in his shoulder, and he can't throw the ball as fast, or a golfer will have pain in his back and he can't swing.    Because subconsciously, his body knows that, “This movement is gonna hurt me or hurt someone.”    Right?    When we are incongruent or when we have incongruence about selling in general, that makes it hard for us to sell things.    I think the thing that I have going for me when it comes to selling is that I have *NO* incongruence in me whatsoever.    If I feel like a product isn’t good, then I wouldn't sell it to somebody in the first place!    Does that make sense?    Steve: Yeah, that makes sense.   Myron: I get out of my own way.   Steve: And I mean, you've done that multiple times.    I saw you do that at Dream 100 Con.    I mean, you're the guy that Russell Brunson asks to come re-pitch ClickFunnels' amazing offer after he's pitched!   Myron: Yeah.   Steve: It's impressive.   Myron: I'm honored. I'm honored by Russell. I appreciate him more than I can say...  I've got so much belief in what he offers, that selling a Russell Brunson coaching program is easy for me to sell.   (...even though he doesn't consider himself a guru, okay? I'm gonna call him my bounce-back guru.)    Because I went out, made a fortune and had a lot of great things happen in my life.    And then…    I went through seven years of life devastation.   Like every year, major tragedy after major tragedy, of some kind, happened in my life.    ...from 2007 through 2013.    I signed up for another coaching program in 2014 and I just didn't like that kind of work.    I don't believe that the key to success is to find something you're passionate about and the money will follow.’’   I DON’T believe that's true.   Steve: I don't either.   Myron: But I do believe that…    If the work that you’re doing doesn’t match the person that you are, you will never create wealth or massive world change in that arena - because your ‘doing’ has to match your ‘being’.  Right?    The coaching program was great; they had a lot of people making A LOT of money...it just wasn't the kind of work that suited me.    After that in 2015, I joined Russell's Inner Circle and my life has been on an upward trajectory financially, ever since then.    Selling a Russell Brunson coaching program? That's like the easiest thing in the world for me to sell!    Because he is the one person who I can point at and say, incontrovertibly, has helped more people to become millionaires in a shorter period of time than ANY other human being I've ever known of.   Steve: Yeah, not even just “known of”. I've never heard of anyone doing that!   Myron: Exactly.    And he's not an MLM guy. He's just a guy who teaches you frameworks that work.    So standing up and selling his product is easy because…    I wasn't selling the product I was selling the payoff   ...and I know what the payoff is because I get paid from that payoff all the time!   So that's why, if I can look at something and it makes sense, then it's easy for me to see how it makes sense...    ...then it's easy for me to say HOW it makes sense in a way that's easy for people to receive.   Steve: It's powerful stuff! And you know what's funny?   I feel like there's a lot of people who are jumping in entrepreneurship…   (which is great!)   ….but they do it under this notion that it's NOT sales, it's “entrepreneurship”.    But  like,  “ Eh, entrepreneurship IS sales. It's a sales role."   Myron: Yeah, exactly.   Steve: And if you're lying to yourself about that, you're already a bad entrepreneur!   To be an entrepreneur is to be a salesperson.   Myron: Exactly.   Steve: How can people be better?    How can they get rid of the inhibitions around selling?   Myron: Let's start with this.    So as you just said…   The reason that people say, “I'm an entrepreneur, I'm not a salesman,"    (What does that even mean?)    ...that is because they think there's something inherently wrong with sales!    But I'm gonna fix that right now.    BLOOD & SALES   …. the people reading right now - they can agree or disagree.    If you disagree ...here's what I'm gonna say to you…   ”You've been wrong before… congratulations, it's happening again!”   So I happen to have some money in my pocket….   ….if you take some money out of your pocket, any amount of money… and you look at that money - just check it out - and you’ll realize that:    All of the money that you have...    All of the money you will ever have...   To do the things…    You desire to do for yourself...   For the people that you love...   The causes that you care about...   The only reason it's possible for me, you, or anyone else to ever have money is because somebody somewhere sold something to someone for a profit.    PERIOD.   (I wasn’t gonna go here, but I will…)   Money is like blood, right?    Money is like blood, in that, money is stored in a bank.    Where's blood stored?    Steve: In your body.   Myron: Well, no, it's stored in a blood bank.    Money is stored in a money bank, right?    Steve: Oh, I get what you're saying.   Myron: Blood is stored in a blood bank.    Blood has to be in circulation in order to give life to your body and money has to be in circulation in order to give life to the economy.   Steve: I love that.    Myron: Right? So money is very much like blood.  Blood carries oxygen to every part of your body.    Money doesn't really carry oxygen, but it does help you breathe.    … because when you don't have any money, you feel like you can't breathe.   Steve: That's true.   Myron: Right?    But also…    Money is a mass noun, just like blood is a mass noun.    Yesterday, I went and got some blood drawn - I didn't go get ‘A blood’ drawn, I got SOME blood drawn.    … even though it's singular, it's a mass noun.    So you have to put “some” (which is plural) in front of a singular word.    You'd never say "I gave A blood," because that doesn't make any sense.    I gave SOME blood. Well, guess what?    When it comes to money, you wouldn't say, "I gave A money..."   It's SOME money.    Money and blood are both mass nouns.    Money and blood are both fungible.    Q: Now, what does fungible mean?    Well, you drove my car when you were in Tampa.   Steve: Yeah, great car, beautiful car.   Myron: With my name on the floor mat.   Steve: On the floor mats right there, that was...wooooo!   Myron: I drive a Bentley Continental GT.    If I let Steve borrow my car, when he brings my car back, my car is NOT fungible.    It's a car, but he can't bring me back a Volkswagen Jetta and say, "Here Myron, here's a car."    You have to bring back the same car!    ...or at least the same kind of car in, at least the same kind of condition.   (Preferably my car, right?)   So if somebody borrows a car, a car is NOT fungible.    If somebody borrows my golf clubs...    (… I wouldn't let somebody borrow my golf clubs 'cause those are my babies!)      But if I did, it's like, "No, you can't bring me back some other golf clubs."    "Well, they're golf clubs! What difference does it make?"    No! Golf clubs are NOT fungible.    If you give blood at a blood bank and then get in a car accident, you need to go get some blood… they don't have to search through millions of pints of blood to find the exact blood you gave!   Steve: "Oh, here are your cells!"    Myron: Exactly.    They just have to find the same blood type.    It's like with money.    Money is fungible.    If you loan me $5, you don't care if I pay you back the same bill.    Or if you owe me $50 then you don't care if I pay you back a $50 bill. Or two $20s and a $10 or five $10s or 10 $5s.    You don't care.    Q: Why?    A: Because money is fungible.    As long as it's the same currency type (#American dollars), you don't care.    You don't wanna loan me $50 in American dollars and I give you back Costa Rican dollars.    That wouldn't work.    So…    Money and blood are very much alike.   So here's what you gotta realize.    The only reason any of us EVER have any money in our pocket to do…   The things we wanna do    The things we desire for ourselves    The things we desire for people we love or the causes that we care about    … is because somebody somewhere sold something to someone for a profit.    Here's what that means:    Just like money is the blood, it keeps the economy alive, money is the lifeblood of the economy.    Salespeople are the heart of the economy that keeps the blood flowing.    If you are in sales, free yourself from the idea…from this ridiculous Hollywood notion that selling is somehow doing evil in the world.    Hollywood does way more evil in the world than salespeople!   The government tries to demonize business and salesmen and entrepreneurs while they do WAY more evil in the world.     Here's what you gotta realize...    Being a person who is in sales (a salesman or saleswoman) is one of the most noble, honorable positions and vocations in the world.     You make the world go ‘round.   Once you realize how essential salespeople are in the world and how much joy they bring into the world?   Salespeople bring joy into the world!    Remember how good you felt last time somebody sold you a new car? Or somebody sold you a new house? You felt great!   Why?    Because they sold you something that made your life better.    Salespeople bring more joy into the world than almost any other profession.    So once you wrap your mind around what selling really is…   … that FREES you up from all those internal conflicts and incongruencies that create the cognitive dissonance that restrict you from going out and making your offers boldly.   Steve: I 100% believe that.   Myron: That was a long answer.   Steve: But it's an amazing answer.    It drives me crazy…. "Money's evil."    Money is NOT evil, money is an amplifier.    I feel like (most of the time) when someone is NOT good at sales, usually they need to redefine their relationship with money.    They have so many *false beliefs* around money.   Myron: Absolutely.   Steve: Do you find that to be true?    Myron: Absolutely.    I'm gonna say, money IS an amplifier, but I'm gonna add a caveat.   Because money IS an amplifier…    If you're bad, money will make you a worse person, or give you the opportunity to do more evil in the world.    If you're a good person, money will give you the opportunity to do more good in the world   HOWEVER…   Money itself is NOT bad, nor is it neutral. Money itself is good. Money is a good thing.   Steve: Right.   Myron: How can you say money is a good thing?    Q: What is the substance that represents wealth around the world since the beginning of time?    What's that substance?    Steve: Gold.   Myron: Gold, that's right.   Steve: Yeah.   Myron: Gold is the substance that represents wealth.    The first time gold is mentioned in Scripture is in the Garden of Eden.    Here's what God said, "And there was gold in that land, and the gold of that land is good."    Now, wait a minute, wait a minute!    Help me understand something here.    The Garden of Eden is a place where all the food is free.    The Garden of Eden is a place where there were only two people who ever lived there, Adam and Eve, (last I checked, they were married to each other).    There were no stores, there was nothing for sale, and yet God put gold in the Garden of Eden and then, He made sure He told us it was good.   Money is good. It's not neutral. It's not bad. It is inherently good.    You can do bad things with money, but it’s inherently good.    A car is inherently good - it's not bad to not have to walk everywhere you go!    It's good to be able to get places faster and it gives you the ability to save time and put more experiences in your life.    But people have run over people intentionally with cars!   You can do something bad with something that's good but it doesn't make the good thing bad - it just means that a person did a bad thing with it.   Steve: And the person did it, NOT the car, or the gold, or the object!   Myron: You know how you talk about the Capitalist Pig it really irritates people?    THIS MAY OFFEND YOUI'm gonna say something that really irritates people.   Steve: Yeah.    Myron: I'm not attempting intentionally to offend anybody (that's not my intention) but if they get offended…. they should probably grow up a little bit!    So the government talks about gun violence, right?    Steve: Yeah.   Myron: Oh, there's no such thing as gun violence.    I know, I just lost a bunch of people....but I lost the ones I wanted to lose.   Steve: Sure.   Myron: Okay?    There's no such thing as gun violence. I have a whole bunch of guns, not one of them is violent.   (I know I just lost a bunch of people… but I lost the ones I wanted to lose)   Steve: Me too. It's so funny, they're just sitting there and they never harmed anyone.      Myron: They don't do anything to anybody.   They just mind their own business!   In fact, they don't even mind their own business ...because they don't do anything.    They just sit there until I go to the range and I practice.    There's no such thing as gun violence, it's people violence and some of those people use guns.    Nobody talks about...   Steve: Car violence.   Myron: Car violence.    Nobody talks about fist violence.    It's stupid, it's like saying, "My stupid pencil failed that test."    *Your pencil didn't take the test*    Steve: I'm gonna use that one!    I wish I would have known that when I was in elementary school, hah.    “My pencil's broken!”   Myron: "My pencil...I can't believe this... What kind of pencil is this?!”   Steve: So we've gone through and said, “Okay, in order to get better at sales, you really need to embody…” Myron: You have to fall in love with it.   Steve: Sales are incredible.   Myron: You have to fall in love with it.   I love sales and salespeople.    Pray for salespeople every night when you go to bed. Thank God for them every morning when you wake up.    Stop being, "I can't believe that person tried to sell me something."    When somebody tries to sell something to you, get excited about it and watch their process and see what you can learn.   Instead of , "I can't stand these stupid infomercials. I can't stand these stupid commercials….”    I like infomercials… I really love them!    Steve: Me too! I watch them for fun.    Myron: Goodness, they're so entertaining!   I'm like, "Ooh, that is such a great idea!"    Steve: Oh man! So we’re saying …   THE STRUGGLE IS NOT REAL!   Number one: You can't even learn any of the skills or real tactics that you teach if you can't even accept the fact that…    Sales ARE good.   That money IS good.   Myron: Absolutely, absolutely!    And that you are doing good in the world when you sell things to people.    Do you understand that people only buy something because they value the thing they're buying more than they value the money?    It's kind of amazing when you think about it.   Steve: Yeah, money is GOOD. Sales are GOOD.    I'm writing down some of the notes here...    What else would somebody need to do?    I mean these are all major foundational pieces before you even get into tactics…   (or even things that you'll be speaking at OfferMind about)   So what else can somebody do to just increase their sales?    They're like, "Hey, I've got those things, I know sales are GOOD. I know money is GOOD."    What would be the next step?    Myron:    Realize that the struggle is not real, it's imagined.    “But sales are SO hard!”    No, no, no, no, that's just a story you tell yourself.    Sales are NOT hard, you're just NOT good at it.    I love what Jim Rohn said his mentor told him.    He said, "Mr. Rohn, Mr. Rohn. Don't wish it were easier. Wish you were better."   Steve: Ohhhhh...there's some zing on that!   Myron: That's juicy, ain't it?    Steve: It's a little sting, there. A little spicy.   Myron: Yeah, he was like, "Sales is hard."    No, no, no, no. It ain't the problem.    Sales are not hard. Sales are really, really easy! You just don't know how to do it.    Jim Rohn said his mentor, Mr. Earl Shoaff asked him, “So how much money do you make?"    He said, “Well, I don't make that much. I'm broke.”    His mentor said, “How is it that you, being 26 years old and a healthy American male...and you're broke?”    He said, “Well, I can't help it. This is the job I have. This is all they pay.”   His mentor said, “Well, now Mr. Rohn that's not true. Let me ask you a question. Are there people who work for your company that get paid more than you get paid?"    He said, "Yes."    His mentor said, "Well then, that's not all they pay. That's just all they pay YOU."   And I said, "That is so good!"   Steve: I totally I can hear his voice as you say that. You do it well!   Myron: That's all they pay *YOU*    So what we have to realize is…    Mr. Rohn said, "It's too expensive."    "No, Mr. Rohn. The problem is not that it's too expensive. The problem is that you can't afford it."    We always wanna blame it on something outside of ourselves.    We always wanna relieve ourselves from the responsibility to do the thing, but the reality is... the reality is that sales ISN’T hard…   “…I just haven't learned how to do it yet!”   I'm gonna tell you something, Steve.    I have NOT always been good at sales.    When I got started in sales in 1985 selling insurance and investments through a company called AL Williams, I was not even good enough to be bad yet.    I was so bad, I was worse than bad!    I got started in October of 1985 and I did not make my first sale until April of 1987.    I was working and doing presentations... and I was woefully awful.    See, here's what happens.    Most people are not willing to be bad long enough to get good.   I was making offers and doing presentations from October of 1985 to April of 1987.    (By the way, if you're counting that's 18 months before I made a single, solitary sale.)   Shortly after I made that first sale, I became the top salesperson in our office month after month after month after month.    Some of you will say, "Well, Myron. How did you do that? What was it that changed for you, that took you from not being able to make the sale, to being the top salesperson in your office?"    *EASY*    I ran out of all the ways that wouldn't work.   Steve: Mat time!   Myron: The only thing I had left? The ways that it WOULD work.    It's so amazing, Steve.    People resist the only activity that can help them get better at the thing they are desiring to do.   They'll create all kinds of creative avoidance around not doing the one thing, i.e.,    Making offers   Doing presentations.   DON’T HIDE   I'm gonna tell you something, I've got a young lady who's in one of my high-end coaching programs.    Her name's Eileen, I think you met her.    This particular coaching program is $40,000 and they have to put at least half down and then they get on weekly bank drafts, right?    So she's like, "Myron, I really wanna get in this and I don't have the money. I don't know what to do."    First of all, she came to me and she didn't hide from me.    She came to me and said, "I don't have the money. I don't know what to do. What should I do?"    I'm like, "This person's gonna be awesome."    … because when they didn't have the answer, they knew there was an answer…   ... and so they ASKED for the answer instead of avoiding the place where they could get the answer.   Steve: Yes. I'm a student of exceptions.    If you don't have the means, or you don't have whatever...    JUST FIND ANOTHER WAY.    It doesn't mean that you're blocked!   You keep moving!   Myron: Yeah, exactly.   Here's what I told her:    "Eileen, you already have a $4000 offer. Raise the price to six and make more offers.    In fact, take the people who are in your current database right now and give them a date at which you're gonna raise your price to $6000 and give them an opportunity to get it now for only $4000.    Raise your prices."    I said, "Then the second thing you wanna do, raise your prices and make more offers."    Now, here's what make more offers means to me: *Collapsed timeframe*.    Take the number of offers you would do in the next year and do that in the next month!   Take the number of offers you'd do in the next month and do that in the next week!   Take the number of offers you'd do in the next seven days and do that many offers today!    You will have the money in less than 30 days.    She called me a week later, "Myron, I have the money."   Steve: That's SO cool.   Myron: It’s something as simple as “make more offers”.    I can tell you story after story. That's not unusual, but it is unusual to find people who are willing...   To make an offer!    Adjust the offer and then make that offer to another person when somebody says no to their offer   Make that offer just the way it is to 10 more people just to see if the problem is the offer... OR if it’s just the way they're offering it.   Steve: Right, right.   Myron:    Most people won't allow themselves to stay in the game long enough to figure out how to win the game.   Steve: You know, it's funny. I went back and I recounted how many tries it took me... and it was 33 failures over six years!    It was painful...   Myron: Well, why didn't you quit?    Steve: Right? Yeah, I know.    Someone was like, "Why did you think you could keep going like that?"    I was like…   I realized that failure is largely made up. You just learn. Everything is progression. It's not win-lose, it's just progression.   Man, I had a lot of garbage in my own head around the beliefs in money that I had to overcome.   Myron: Absolutely.   Steve: Before I could even sell what I was making in the first place.   ALL WORK *WORKS*   Myron: Absolutely.    What's really interesting that a lot of people don't realize?    They'll say, "But Steve, it's not working! But Myron, it's not working!"    I say, "Okay, first of all, let me help you understand something. All work WORKS."   Steve: I'm gonna put that on my ceiling!   Myron: All work works. There's no such thing as, "I did that thing, and it didn't work."    Oh, it worked.    "No, no, but I made the offer and nobody bought."    It still worked.    "Well, if I made the offer and nobody bought, how can you say it worked?"    See, work is a two-sided coin.    Q: What are the two sides of the coin?    There's the work I do on it    There's work it does on me.    When the work I do on it doesn't do what I thought it would do...then the work it does on me ALWAYS does what it's supposed to do!   I know all work works.    So when I'm working on something that seems like it's NOT working, it's still working on me.    It's so interesting, we were talking about how you had six years... six years you tried all these different things and none of them "worked."    You had six years of failure, about 30-some odd failures but here's what we as human beings fail to realize.    Repetitive use of a limited ability will always produce an increased capacity.    What do I mean?    If I wanna get in shape and started doing push-ups, and I wanna do 30 push-ups, but I can only do five, here's what happens initially after I do five.    The next day I can only do three, right?    Because push-ups, in the beginning, don't make you stronger at first, they make you weaker because of fatigue.    So people think when they become fatigued from the activity that they wanna get good at, they think that means it's NOT working.    But you have to do it over and over again.    Repetitive use of a limited ability will ALWAYS produce an increased capacity.    Unless you do the activity repetitively, it cannot increase your capacity to do that thing.    Eventually, if you do five push-ups today, and three tomorrow, and then five the next day, and then three the next day, and five the next day... all of a sudden, you get down one time and then it’s 21.    Where did that come from?    Repetitive use of a limited ability will ALWAYS produce an increased capacity.    Over that year and a half when I was making presentations and nobody bought, what I didn't realize I was learning two very valuable lessons.    I was learning how to NOT work for money.    I was learning how to hone my message and how to adjust my approach and then go back and do it again.   And that's what I mean when I say I literally became the top seller.    Went from a year and a half no sales...to making a sale...to top salesperson.    “How did you do that?”    I ran out of all the ways that wouldn't work. The only thing I had left were ways that would work.   Steve: I totally get it.    It's kind of the same thing for me... after a while, I was like, "I don't know how else to be bad, or make it not produce cash.”   Myron: Exactly.   Steve: So just so everyone else can see, I've taken so many notes that I even turned the page…   ….now I'm going down this side of the page with notes!   I have so many notes and what's funny is that I've listened to you speak so many times...    Every time I hear you speak, more and more comes out!    I have a greater understanding of why I behave the way I do.    Not just, "How do I sell more?"    It's, "How do I actually behave better?"    It's really fascinating and I want to thank you for that.   Myron: Absolutely, my pleasure bro.   Steve: So you're gonna be teaching a lot of stuff at OfferMind and you're gonna come speak...   Myron: Yes.   Steve: And at the point where you're gonna come speak, people should have a great idea of what their offer actually is.    The core offer, what they should be doing.    Horse blinders on about everything else and just hyper-focused on that one core offer…which is what I'll be doing on the first day.    But you're gonna come in and teach them how to offer the offer.   Myron: How to offer the offer in a way that people expect it.    So many people make the mistake of thinking that the offer is their person.    What do I mean by that?    What they'll do is say, "Well you'll get so many hours of my time."    I say, "How many hours of your time?”    What I want less than hours of your time is for you to have hours of my time!   Steve: Right.   Myron: Okay? So they'll sell their person.    They'll sell their pieces, "Well, this has got five books, 17 videos and 47 audios."    Well, nobody cares about the pieces.   Steve: No, I don't want that.   Myron: Nobody cares about the pieces.    They'll sell their process.    It's fine to teach people the process after they've taken advantage of your offer, but don't sell them the process!    If you sell them the process then they're not gonna buy it.    I'm gonna teach you how to offer the offer...    Q: ...and so how do you offer the offer?    When you're selling to somebody you don’t sell them the process, you only sell them the payoff.    You don't sell them your person, you don't sell them the pieces, you don't sell them the process.    Q: What do you sell them?    You sell them the payoff and you use a concept that I call Emotional Cooperation.    After you use Emotional Cooperation… (and I'll teach you what that means when I get there - at OfferMind…)    ...then you use what I call Logical Justification.    When you combine Emotional Cooperation with Logical Justification, you become what I call a Psychological Artist.    You can hang pictures in people's minds for them to refer to that help them see your offer in a more favorable light. OFFERMIND???Steve: That is powerful stuff and I’m taking notes like CRAZY.    If anyone's watching or listening to this now, and they're like, "Will OfferMind be worth it?"    ...first of all, if you're NOT convinced by now… I don't know what to tell you!    What would you say to somebody who's like, "You know what, I don't know if I should show up to OfferMind?"   Myron: What does that mean?    Steve: Right.   Myron: No, no, I know what you mean.    I'm like, "I don't know if I should show up for OfferMind?"    Some of the greatest marketing and sales minds in the world alive today are gonna be there teaching you how to get BETTER at creating offers, and offering those offers…   ...if you don't know if you should be there…? Perhaps we should come get your family and take them to safety!?!   It's that kind of deal.  THE TWO THINGS...One of my old mentors, Charlie "Tremendous" Jones... I love that man and he was so amazing.    He changed my life in so many ways.   Steve: Oh, I didn't know he was! Oh, that's cool. Wow.   Myron: Oh yeah, I knew Charlie.   Steve: Oh, that's amazing.   Myron: Yeah, I knew Charlie.   Steve: Cool.   Myron: He lived in the same town as me. I used to go visit him.   Steve: That's amazing.   Myron: Like, I would go hang out with him.    Charlie used to say:    Your life would be the same 10 years from now as it is today, except for two things, the books you read and the people you meet.   When he said, "The people you meet", he is talking about the people you associate with.    I have found that NOTHING in this world ... in this life...changes your life for the better like going to live events.    Live events are my vibe.    I get to meet people and interact with people.    If I had never gone to Funnel Hacking Live, I wouldn't even know you and we wouldn't even be having this conversation right now.   Steve: No, definitely not.   Myron: When you were at Funnel Hacking Live in San Diego, 2016 and I was at Funnel Hacking Live 2016... I don't even know if I remember meeting you.    Do you remember meeting me?    Steve: No.   Myron: Probably not. No.   Steve: No, no.   Myron: Probably not, right?    We were both there, just as attendees.     And now you're having your event, and I'm coming to speak at your event!   You learn from me, I learn from you.    We make each other's lives better and we help each other's students, it's like...    ...does it get any better than that?!    Steve: I don't know?!   Myron: You will meet joint venture partners and they can open doors for you that you can't open for yourself just by going to live events in general...    But OfferMind! Like really?!!    I mean where will an assembly (other than at Funnel Hacking Live) of this level of marketing and sales genius be converged in ONE place at the same time other than OfferMind?    If you're not there ...where else would you be?!    Steve: I don't know? I've asked the same question.    I'm like, “I don't know why you wouldn't show up to this, it's pretty ridiculous…”   Myron: Your life will change.    I love what JR Ridinger used to say, he is a guy who is the president of a network marketing company I used to be a part of.    He said, "You can change your life in two days."    How long is OfferMind? Two days or three days? Two days?    Steve: Two days.   Myron:    You can change your life in two days. You can get more accomplished in two days than you get accomplished in a whole year by being smart enough to get yourself to that next event. Steve: There’s something about it...   Myron:    It collapses timeframes   It gives you a synergy    It gives you a level of focus that you can't get...that's diffused when you're out here doing your own thing in the workaday world.    When you come into a space where there are that many people focused on sales, focused on marketing, focused on offer creation, dude, it changes everything.   Steve: Yeah.   Myron: Yeah, I'm speaking at OfferMind.    But I'm not just going to OfferMind 'cause I'm speaking, I'd be going to OfferMind if I wasn't speaking.   Steve: Yeah.   Myron: Let's not get it twisted, ladies and gentleman.    Steve needs to go to events, I need to go to events, Russell needs to go to events.    The teacher who has stopped learning has lost his right to teach.   Steve: Okay, amen.    I think about like wings on a plane.    I tell everyone, if you're being coached by someone who's not also being coached, stop listening to them!   They're not practicing the very thing they're teaching you.   Myron: Absolutely.   Steve: Get away from them.     Myron: Absolutely.   Steve: Oh man.   Myron: Don't get stuck like Chuck in a pick-up truck.   Steve: Well hey thanks so much for being on here, thanks for being in Sales Funnel Radio.   I'm just incredibly excited to have you on.   Myron: Me too.   Steve: Guys, go to OfferMind.com and grab your ticket.      By the time while I'm saying this right now, we're pretty much out of VIP seating -  stuff is filling up very quickly.    Go get your ticket and we'll see you September 2nd and 3rd!   You’ll get to listen to Mr. Myron Golden teach you how to offer the offer that I'm gonna teach you how to build on day one.   Myron: May I borrow one of your words?    Steve: Yes.   Myron: BOOM!   Steve: BOOM!   BOOM!    If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.   But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right?    That's what I struggled with for a while until I learned the formula.    So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it.    Wanna come?    There are small groups on purpose, so I can answer your direct questions in person for two straight days.    You can hold your spot by going to OfferMind.com.    Again, that's OfferMind.com.Advertising Inquiries: https://redcircle.com/brands

I can't stop my brain.    For years, I tried to be like, "Okay, it's nighttime, I'm gonna go try to calm down and wind down."    I don't do that anymore…    Now, I just try and redirect my noggin...   WHAT IS ENTREPRENEURSHIP???   So... I was on vacation, sitting in a hotel room... my wife had taken our kids on a little walk. I had stuff on my mind, so I decided to take an hour or two to write a post...   … and it turned into this thing that was pretty awesome.    BUT when I posted it (and it was a huge lesson for me), something happened that made me laugh!   ... it was actually a mistake, that I will NOT make again 😂   Here’s what happened…   I needed a picture for the post, so I took a picture of me speaking on stage for Two Comma Club X coaching program at ClickFunnels.    I was wearing a shirt (that we will definitely be selling) because EVERYBODY talked about the shirt - NOT the post.   It took me two hours to write that email, (and it was so good), and EVERY comment afterward was about the shirt I was wearing…     Oh my gosh, I love that shirt!       Where did you get that shirt?        That's a cool shirt!       How do I get that shirt?        Should I Google that shirt?       Where's that shirt, where's that shirt, where's that shirt?     There was NOT a single comment about the actual post itself.    This is a classic example of the market telling you what to do.   I was laughing pretty hard. I was like, "Oh man, that's funny.."    Next time, I'll choose pictures more carefully so that people read the post - 'cause it was some good stuff.   So, scroll away from the shirt pic… ‘cause I’m gonna share what I wrote in the email, (before *the shirt* sabotaged it)... because I think there's some power in knowing why I write emails in the way I do…   GETTING SURGICAL WITH STEVE   There are two things I do spend A LOT of time doing…   Content Creation    Email and Post Writing   Whenever I start writing a post, I really wanna go all in and usually, it'll take me a while - an hour per post is not abnormal...    For me, it's surgical. Like... "Oh man, it seems like people are struggling with this concept. Boom! Let's do that.”   I have a team of writers and a big content team now, (#Amazing) - their role is to go a little more broad stroke teaser based on the content that I'm promoting.    But when I write stuff, I like to dive in deep...    INTO THE SHARK TANK   Recently, I've been watching a bit more Shark Tank.   And it's funny…    Someone from the corporate world might look at Shark Tank and see both the people sitting behind the desk and the person who's asking for money as an entrepreneur…   … and technically, they're right.    But I wanna go through and talk about the different types of entrepreneurs, so you can identify…    "This is the kind of entrepreneur I'm trying to be."    I want you to have a clear understanding of what each of these roles is likely to bring you.    Obviously, I'm talking in stereotypes, I'm NOT talking about science-backed numbers here, however...   These are very stereotypical ranges of income that I typically see happen for the different types of entrepreneurs that are out there.   THE EMAIL - THE ENTREPRENEUR PERSONALITY   Much of the business world is kinda getting carried away with the word "entrepreneur"...   So that's how the email started…   The subject line was ‘Types of entrepreneurs (or not)...’   Much of the business world is kinda getting carried away with the word "entrepreneur"... And many are calling themselves an entrepreneur when they're really not... AND, not everyone is an entrepreneur, nor should we expect everyone to be.  Free Market Capitalism needs different roles... AND THAT'S OK! But -  I wanna share some insights on the differences (because an "investor", "fast food franchise owner", or "copy cat" isn't an entrepreneur). The term "entrepreneur", (the actual definition) is a noun and the actual definition of the word "entrepreneur" is…    ‘a person who organizes or operates a business or businesses, taking on greater than normal financial risks in order to do so’.   Now, I'll tell you, right off the bat…    One of the reasons why the funnel game that we teach is so powerful is that you get to mitigate a significant amount of that financial risk if you just know how to build a funnel.    You don't need to take on money   This post may offend some people 😉   WHICH TYPE OF ENTREPRENEUR ARE *YOU*?      #1: THE VC-BACKED ENTREPRENEUR?   The VC-backed entrepreneur is the type of person who walks up on Shark Tank asking for money. They're asking for VC, (venture capital)...    i.e., they're asking for funding for their business...   Entrepreneur, VC-Backed: Own: Partial Control: Partial Risk Tolerance: Highest PERSONAL Cashflow Level: Moderate until an IPO, if it happens Time to Personal Cashflow: Once funded, immediate   They're a creator, imaginary, disruptor, truly new Eg: Entrepreneurs that take cash on Shark Tank. I'm very against this. It's freaky. I want the market to give me my paycheck when I'm selling something of worth, and not before that.   How much risk tolerance does that type of person usually have? The highest level of risk tolerance -  and that's NOT always a good thing.    Personal cash flow level, that's typical, moderate until they take out their company to go to the stock market with an IPO, (if it even happens).    Time to personal cash flow-  immediately, if they get funded.    Now what's crazy about an entrepreneur who chooses to go get VC funding is that…   Traditionally, the VC funded entrepreneur gets paid from the money that they borrow.    In my opinion, that's backwards...   I didn't get paid until I created actual value and started selling stuff.   That's one of the reasons I'm so against the whole concept of the J Curve.    If you've NOT seen the episode of Sales Funnel radio called Kill the J Curve, go watch that episode -  you can watch me freak out a little bit on the whiteboard and teach you why it's so VC funding is sooo crazy.    *The J Curve is Nuts*   Don't borrow money. 99% of the time, you don't need it.    Don't think you're the 1% either!    Now, here's some general characteristics of entrepreneurs who seek VC funding…    They're creators   They're imaginaries   They're disruptors   They make things that are truly new.    Example: hose entrepreneurs who take on cash on Shark Tank.    I'm very against this model -  it's FREAKY.     I want the market to give me my paycheck when I sell something of worth and not before.   The freaky part about it, (and why I'm so scared about it), is that when someone takes on money for their business, usually they get paid from that cash in addition to paying for their marketing efforts.    If you just bootstrap a little bit and just get ready to feel a little bit of discomfort, you can own 100% of your company!    You don’t need to take on money and a paycheck when you may NOT actually have a successful business - you’ll owe somebody else millions of dollars, and then... you may go bankrupt.    You know what I'm saying?    It's not too much of a trade-off in my opinion to boot strap for a while   For me, it's a very obvious choice.   THE NON-VC BACKED ENTREPRENEUR?   This is why ClickFunnels has been such a big deal.    ClickFunnels has taken on NO VC money.    In fact, it's NOT even really been self-funded...    It's not like Russell and the founders put their own dollars in to start it; they just built a funnel and then sent an email invitation to a webinar to their list…   … and then, all the money just went right back into the business.   They didn't borrow any money   They didn't really self-fund it either.  This is a BIG deal to understand!   ClickFunnels is one of the fastest-growing SaaS companies in the world - that's EXPLOSIVE growth.    Everyone's like, "Oh man, we need to go recheck the curriculum inside of colleges 'cause they're doing everything you're NOT supposed to be able to do."    And it's just because Russell knows how to build a front-end funnel.    Other funnel software don't even sell their software with a funnel - little jab there, unapologetically  😉   Entrepreneur, Non-VC Backed: Own: Full Control: Full Risk Tolerance: High (less likely to lose their shirt if it fails, they own it all) PERSONAL Cashflow Level: Low for a while, then grows big Time to Personal Cashflow: Soon after traffic is consistent   They're a creator, imaginary, disruptor, truly new, and a bit more scrappy than the VC-backed chaps. Requires moderate skills in marketing and sales.   Eg: Steve Jobs (He tried to get financing but was turned down. So he sold his car for $750 and Steve Wozniak sold his calculator for $500. Get after it)   Eg: Russell Brunson (He used funnels to sell funnels (imagine that, a product of his product) so his own money wasn't at risk. Get after it)   So, as a Non-VC Backed Entrepreneur…    How much does that entrepreneur own? Full ownership. They didn't give up any of their company.    How much control do they have? Full control.    How much risk tolerance do they have? They have a high-risk tolerance, but they're actually less likely to lose their shirts if it fails because they own it all.    Personal cash flow level. It's kind of usually low for a while - I didn't take a paycheck for the first 2-3 months that I was doing this on my own.   Personal cashflow is low for a while, but then it grows really big, really fast.    Time to cash flow soon after traffic is consistent.    (If you guys wanna go see this email, and you know you're on my list, go search in your inbox for types of entrepreneurs (or not)...and it'll pop up for you)   Entrepreneurs that are non-VC backed are...   They're creators   They're imaginary   They're disruptors   They make things that are truly new   They're a bit more scrappy than VC-backed entrepreneurs, (that's what I've typically found) because they're willing to feel a little pain.    It requires moderate skills in marketing and sales to actually be a non-VC backed marketer and an entrepreneur.    (You've gotta have a few marketing skills - come to freaking OfferMind - that's where we teach you that 😉 )   Example: Steve Jobs.    Steve Jobs tried to get financing, but he was turned down.   Steve Jobs, tried to get VC funding, and he was turned down, so he sold his car for $750, and Steve Wozniak sold his calculator for $500…   ... and that's how they self-funded Apple. 😂   Russell Brunson used funnels to sell funnels, (imagine that, a product of his product)...    So his own money wasn't at risk. Get after it!    Now…   There are 4 other profiles who often think they're entrepreneurs, but they're not.    # THE BUSINESS OWNER   A business owner is NOT an entrepreneur.    Business Owner, Copy-cat: [not an entrepreneur] Own: Full, depending Control: Full Risk Tolerance: Moderate (but they're just copying someone else) PERSONAL Cashflow Level: Moderate, they didn't create anything Time to Personal Cashflow: Moderate   They're usually not very creative. They can make good money "hacking" all the time but I've found those that stay there usually remain worried about money. It's not that they don't make money, they just constantly need to see what others are doing so they know how to act next, which takes focus off their own creativity, so they stay in a "hacking" loop.   Eg: Any product that was 'second' to a market or off-brand    Let's look at the definition of an entrepreneur...    A person who organizes or operates a business or businesses, taking on greater than normal financial risk.    *They are the creator*    To ‘entrepreneur’ something is to put something together and create stuff.    A business owner is NOT always an entrepreneur, in fact, most of the time they're not.    It's NOT semantics.   A business owner is not always an entrepreneur -  if they are not the one who put it together, usually they're not being entrepreneurial.    You can own something and not create anything in it.    Anyway…    How much do they own? Full, (depending)…    Do they control anything? Yeah, they can have full control, (again, depending on ownership levels).    Risk tolerance is moderate, but usually, they're just copying somebody else.    Personal cash flow level is moderate - they didn't create anything though. They didn't create anything usually.    Now, I'm not jabbing anybody who's a business owner, I'm just saying, (usually) they're NOT as creative as an entrepreneur.    They can make good money by hacking, but I found that people who stay in this role, usually,  remain worried about money.    If your whole business is based on continually hacking everybody else, that is the category that remains worried about money the longest.    Eventually, you gotta be prolific.   I'm NOT saying you can't funnel hack your way into a lot of wealth, but usually that person remains a little bit nervous most of the time.  # THE FRANCHISE OWNER ( The Franchisee)    The person who owns a franchise - that kind of business owner is NOT an entrepreneur.   When somebody buys a franchise of McDonald's -  that's NOT an entrepreneur.    They're participating in the fruits of the entrepreneur but they're not entrepreneurs themselves…   .... they just own the business.    This also includes anybody who's working for commission.    So I'm gonna tell you, affiliate marketers, (most of the time), they're not entrepreneurs... unless they're ‘entrepreneuring’ a way to sell something that's different.    They didn't make the product.    My affiliate marketing stuff has been so powerful because I start bringing in entrepreneurial principles into affiliate marketing.    Same thing with MLMers, (little stingy here), okay! They're NOT entrepreneurs, they're salesmen.    Entrepreneurs create stuff, and if you're not genuinely creating anything, you're NOT the entrepreneur.    So anything that is working under commission, you are under the category of business owner, franchisee/salesman.   Do they have control? They ‘think’ they have control, but it's really an illusion.    Franchise owners, in my opinion, are the MOST desperate to be included as an entrepreneur.    They're stuck in a business model that focuses their role solely on products and operations, NOT actual marketing.    It's out of their hands.    They bought a job and ‘entrepreneur’d’ nothing.    The original builder was the only entrepreneur in this scenario.    Example: practically any fast-food chain.  #THE CEO     CEO: [not an entrepreneur, usually] Own: Only if they built it, or contracted a percentage when hired Control: Depends if they were hired into the role, or built the role Risk Tolerance: Moderate (if they fail, they're fired, not Chapter 11'd) PERSONAL Cashflow Level: Moderate to High Time to Personal Cashflow: If hired, Immediate   I believe most all entrepreneurs should become the CEO of the company they built, but in due time. They're both 'builders' but for different roles and at different timelines. Entrepreneurs build to solve a valuable problem. CEO's build to sustain and grow systems. Both are important, but a CEO isn't absolutely necessary for a new entrepreneur for some time.   However, a CEO that's hired from the outside is not an entrepreneur. They're a 'business systems tweaker/builder'. It's funny to me when bright and shiny new entrepreneurs label themselves as CEOs (A CEO of what? They have no business systems to be a CEO over, ha!)   Eg: Steve Jobs creates, then leaves, then comes back make Apple innovative again (chopping almost all projects)   Eg: Russell Brunson creates, then puts systems in place and becomes a CEO later CEOs are NOT entrepreneurs unless they were also the one that built the product.    I was first an entrepreneur and then I took on the role of CEO.    … and that's a very natural progression for any entrepreneur who doesn't wanna stay a serial entrepreneur their whole life.    I want to start as an entrepreneur and then take on the CEO role to build the business...   That's the model I know I'm gonna follow my whole life.    So, CEOs are usually not entrepreneurs.   #THE INVESTOR Investor: [not an entrepreneur] Own: Depends if it's an equity, asset, or cashflow deal Control: Depends how the business was valued and what type of contribution the investor is making (cash, talent, assets, relationships, etc) Risk Tolerance: Low PERSONAL Cashflow Level: Willing for low, but secure, with big exit plan Time to Personal Cashflow: Usually needs cashflow back regardless of business health It's the other side of the "Entrepreneur, VC-Backed" coin. I have no problem when someone chooses to take on an investor to move faster, but only AFTER the market has said yes to them by paying the business lots of cash. An investor doesn't have the option of simply giving cash. I've heard investors say that the only time when their investments in existing companies has worked well is when they're personally involved (not a fund-and-dash), or there's a brand new talent brought in for the company.  Eg: Warren Buffet (who kinda 'entrepreneur'd' his style of investing) An Investor is NOT always an entrepreneur.        Now,  this might sound really weird, but here’s my description of an investor from the email...   An investor is the other side of the entrepreneurial and VC backed coin.    I have no problem when someone chooses to take on investment to move faster, but ONLY after the market has said yes to them by paying the business lots of cash. I'm fine when people take on money in VC funding post their business being validated by a lot of money from the market.   But beforehand your business has been validated?    *Sounds really dumb to me*   I’ve heard investors say that the ONLY time when their investments work has taken at least one of the following…    They're personally involved    They're bringing a new skillset   There is a brand new talent brought into the company.    I've actually heard from a few people:    "Hey, I don't find that straight up just investing cash in  a business very challenging to make it work, unless you're willing to actually bring in a new skill set, bring in some kind of new talent.”    The cash itself is usually NOT the reason why something's going to work - which is why you don't need it in order to build it in the first place.    So hopefully, I've not just offended the crap out everybody who's reading this?   I know I went a little bit deep, and there’s not a lot of story but just to recap…   (Again, speaking in stereotypes here, I know there's always different scenarios and clever contracts... )   TYPES OF ENTREPRENEURS (OR NOT)...   # A VC-backed Entrepreneur - obviously NOT an entrepreneur.    They just took on cash and gave up a lot of control and ownership, usually.    #A NON-VC backed Entrepreneur - obviously an entrepreneur.    They own everything and keep control.    They usually don't take a paycheck for a while, but they have an insane amount of flexibility afterwards, more than any other type.   # A Business Owner (who's kind of a copycat) - by default they're NOT an entrepreneur.    They're just hacking their way into cash, which is great, but eventually, understand that to be an entrepreneur is to create something.   if you're just copycatting your way in, that's not being an entrepreneur.   This is the category that remains the most scared about money, even above the franchise people, 'cause they're like, "Who do I hack? Who do I hack? Who do I hack?”    They have to spend all this time, money and resources hacking and hacking, and hacking and hacking and hacking.    They get freaked out and they're like, "Then I need to go recreate it, then I need to go relaunch it and it's scary."    Just be a real entrepreneur and build something that's awesome.    Build a list, and then it's very hard for your products to fail after a certain level    … just stay with it.   # Business owner who's a franchisee (also includes any sales positions) - not an entrepreneur.    It's a sales position that you bought.    # CEO - not an entrepreneur, unless they were an entrepreneur beforehand.    # Investor - not an entrepreneur.    I know I'm gonna get a little kickback from that, but I'm talking about the investor who just walks up and hands cash off and then walks away.    The invest and dash model - that's not being an entrepreneur.    Now an investor who brings extra talent, and starts actually creating extra things on top of the business they invested in, sure… they can be an entrepreneur.   This was all in my email, (and it's the reason why it took me a lot of time to write), and maybe I went too deep… but I don't care, whatever.    So, here’s how I tied EVERYTHING together...   DO YOU OWN OR CONTROL?   "Steve, nice. Why show me this?"   I totally get it... Seems random, but it's not...   The reason I get so stoked about my OfferMind event and what I do is because it's a VERY fast path to REAL entrepreneurship that lets you OWN and CONTROL everything you build.   "The poor OWN everything and CONTROL nothing. The rich OWN nothing and CONTROL everything." - Robert Kiyosaki   *FASCINATING*    It's from Robert Kiyosaki…   The poor own everything and control nothing, the rich own nothing and control everything   This is sooo powerful because, (if you just caught what I've just said)...   OfferMind teaches you how to OWN and CONTROL your business.    … and that’s freaking rare!   Everything we're doing in this funnel world...   Everything we do in this offer world...   Everything I do in my business...    … is NOT normal.    *BUT IT WORKS*   It's just NOT known yet -  it's just barely starting to get seen by the actual mainstream entrepreneur space.   You have such a ridiculous advantage if you just learn the models we're talking about.    ... and the BEST NEWS, the models aren’t hard to follow!    You can execute them at a 50% level and you'll still make a lot of money.    It's NOT about perfection.   I finish the email by saying…   When you come to OfferMind (Sept 2-3) you'll learn the marketing principles and timeless models...   (That let us non-VC backed, REAL Entrepreneurs grow our companies from the ground up...)   Not sure how else to position the tremendous value here...   This is NOT what I learned in my Marketing Degree... This is NOT what you'll learn in mainstream entrepreneurship...   But would it surprise you to know that REAL entrepreneurs know and do MORE than is being taught??!   Come to OfferMind Sept 2-3, 2019 and let me pull back the curtain...   There really is a back door.    Understand that when I'm writing emails and doing promotions, I’m finding principles and tying them back to whatever I'm promoting, (which isn't new)...    But what I'm declaring in the email I sent, (and what I was hoping people would gather from the post before my shirt subverted it was…   You can OWN and CONTROL your entire company.    SKIP THE J CURVE!   Robert Kiyosaki says, ‘The poor own everything but control nothing. The rich control everything and own nothing.’   I'm saying you can own and control if you just learn how to build a freaking funnel and skip the entire J curve.   And that's why this stuff's so powerful, so please hear the principles inside what I'm telling you…   The opportunity you have inside this funnel space is unlike any other has ever existed in the entire history of the planet.    And when you choose to come and learn these kinds of things, I promise you, you will NOT be able to look at any business the same way…   You’ll sit back and go:    Huh. I wonder how they're generating leads?    Huh. I wonder what their average car value is?    Huh. I wonder what their cost to acquire is?    I wonder this? this? this?   It's ALL a big formula.    And I'm excited to teach it to you at OfferMind.   We're almost sold out of VIP and we're starting to max out in other tickets too -  it's gonna be awesome.   I’ll be doing interviews with the speakers cause I want to chat with them - so you can see what you’re actually gonna learn from them.     Go to offermind.com and grab your ticket. We'll see you guys there.    Let me help you learn how to get rich.    BOOM!    If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.   But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right?    That's what I struggled with for a while until I learned the formula.    So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it.    Wanna come?    There are small groups on purpose, so I can answer your direct questions in person for two straight days.    You can hold your spot by going to OfferMind.com.    Again, that's OfferMind.com. Advertising Inquiries: https://redcircle.com/brands

Now, if you don't know…   Cart closing is one of the most powerful things you can do for any product that you sell.    I think one of the BIGGEST reasons why people don't sell as much as they should is that they are ALWAYS selling their product...    If you just add in a cart open and cart close sequence you add a ton of urgency and scarcity…   And something that may have left your potential customers feeling…    “Hey, I can get it at any time...”    … suddenly becomes even more valuable than it is … simply due to the addition of MORE scarcity and urgency.    Scarcity and urgency are the easiest weapons you can pull as a marketer, and one of the easiest ways to create that is by closing the cart.    MASTERCLASS CART CLOSING    A few weeks ago, I decided to do a rerun of what I call the OfferMind Masterclass.   The masterclass is a deep dive through six different steps on how to actually create and launch an offer.    It's six sessions (two hours long), over three days - so it's two sessions a day... and that’s A LOT.    ...it's a ton of fun and I love doing it… but it’s *EXHAUSTING*   At the end of the masterclass, I said, “Hey, if you get this Masterclass, I'll give you guys a FREE ticket to my OfferMind Live event.”   However, because I'm following the principles  of cart closing, I needed to create a cart close sequence to increase the pressure.    Now, a lot of people create a sequence to launch their product, but many people forget the close sequence.   YOU’RE LEAVING MONEY ON THE TABLE   I remember the first webinar I ever put out there, I created all these campaigns to promote it…    Go register   Go do this...   There were all these sequences…   I remember spending tons of time sitting at the computer thinking about what emails I could write that would create A LOT of registration desire, (which is very similar to buying desire).    I wanted people to think…   “Oh man, I wanna go register. I gotta go see that. I gotta have this!”   As I went through and started creating these sequences, I realized, “Oh my gosh, I need to have a cart close sequence as well.”   It's one of the ClickFunnels, Russell Brunson’s Perfect Webinar-isms to do that, and now,...     I've become as obsessed with the cart close sequence as I have the cart open or promotion sequence   I’m OBSESSED with how to create A LOT of noise around the cart close.   I want people to know…    Hey, we're actually gonna take this away.    This isn’t gonna be around FOREVER!   TEST THIS!   I remember the very first webinar I tossed out that was a BIG success…   I was playing with different cart closing sequence timelines   At first, there were three days from here's the offer to let's go ahead and close the cart...    And funnily enough, that actually felt a little bit long for me the sequence I use…   Hey, why don't you go buy...   Watch the replay…    Here's another reason why you should go get it…    By the way, there are only a few hours left...   ...that's kind of one of the standard sequences you'll see in an info product launch, but you can use it for ANYTHING.    Then I was like, “What if I tested 24 hours?”    So a few weeks later, I did a live webinar again and I gave them 24 hours to make the decision to move forward…    … and that was too fast.    So I was like, “Alright, well, maybe somewhere in between…”   Here’s what I found…   Personally right now, whether it's…    An Info Product   A Physical Product   Some kind of Coaching    Consulting    ...whatever it is, personally, right now…    I like to close cart about 48 hours from the time that I give them the option to buy.    Now, that doesn't mean that I won't reopen the cart strategically and make the buying sequence longer…   But I will definitely close down a cart within 48 hours, and I recommend you do that too.    I dare *you* to give it a go and then come tell me if it makes you MORE money.    … because I'm pretty sure you’re wallets gonna get fatter just by you takin' your offer off the shelf!   ‘Cause let’s face it, EVERYONE wants what they can't have...   ... and so, usually, you’ll make more money.    THE HOW TO...   So I thought it’d be cool to share the 3x emails that I wrote to close the cart on the OfferMind Masterclass…   I DON’T want you to sit back and approach this with an attitude of, “Hmmm, he used *that* maybe that's why the sequence worked?”    *YOU ARE LOOKING FOR THE PATTERN*    In fact,  recently, I was speaking at an event and somebody walked up and said:    “Stephen, I thought it was amazing that you went and you used this one sentence and then you switched the color from this to this … that's sooo brilliant!’"    Basically, they were trying to find connections with things that were NOT connected.    *Don't do that with what I'm about to share here*    Please understand that having a close cart sequence is worth waaay more than you obsessing and trying to follow some obscure deep dive formula and reaching for connections that really aren't connections.    Don't do that when you follow somebody, okay!    Just follow the major, core framework... and then, if there's a strong pattern, cool! Then you can add it to the framework. JUST RIFFIN’   I’m adding this little caveat 'cause I've noticed some people are starting to focus on the art of what I do, rather than the science…   In fact, a little while ago, I did a video for ClickFunnels and I hijacked Russell's phone (and really I just recorded a video on my phone and I sent it to the ClickFunnels team and then they put it from his account)...    But I was like, "I'm hijacking Russell's account," and there were tons of people legitimately concerned that I'd actually done that.    I'm like, "Come on."    But that video was very effective, it sold A LOT and it was awesome, and I was just following some formats and frameworks in my head…   … there wasn't a lot of planning!    At the end of that  video, I had some people reach back out and said:    "Stephen, that was amazing, that was so crazy. You must have spent time putting these pieces together.  I like the flow of the content this way."    Someone else said, "I downloaded it and I've  transcribed it."    I was like, "Guys, I was riffin'...   I was just making it up. I just pulled out my phone!"    So there’s a sense of being prepared, but there's also something to just getting it done, right?    Anyway, I'm telling you that because as I read this, I don't want you to sit back and say:   This is the most powerful framework    This is law.    No, no, no! This is art, okay? This is NOT science.    My group is the science of selling online and I want you to follow me for the science of it…    Sometimes, though, I like to play in the art of it... the stuff that's really hard to measure - so this is more art, and I'm just telling you that.    Anyway, so check this out…   HOW TO INCREASE SALES Now, think about a product that you're selling, or what you want to sell…   You go and you present the offer to somebody, right? Now, this is the first email that I dropped out after I present the offer...    I'm NOT saying it's the end-all, be-all.    I'm NOT saying it's the one I use for webinars - (that's actually a VERY different sequence)    But *this* is the cart close that I will typically use on anything I'm promoting, whether it's…    My product   An affiliate product   Online    Offline   ... this is usually the sequence that I follow up with.   So, bearing in mind all these backdrops, these are the *CART CLOSE EMAILS* that I sent out after the OfferMind MasterClass… CART CLOSING EMAIL #1:   Opportunities don't leave you if you don't act, they just go to somebody else.    That was a rather powerful quote I heard and I believe from an event that I was attending about eight years ago.    The topic was stocks and options, and it was from the Rich Dad Company…    My dad and I were attending together.    He and I both looked at each other and came up with a plan on how we could pay for the $30,000 course that they were selling right there.    It’s a true story. It was the first reason I started doing this business at all, by going in debt, *Stupidly*    Anyway, I'm glad I did that, but you understand, it was NOT easy for me to measure the return.    Anyway…    "Okay, if I do this I'll put up half the cost, and then you pay your half back from the money you make from it. Sound good?”    That's what my dad actually said to me, and that was our actual deal, that I would pay him back 15 grand from the money from the course.    We signed a promissory note and everything, and we made the jump and went after it.    I set up a computer next to him in his office, and we started paper trading, meaning, with fake money, like animals. And learning all about financial markets…   And you know what? I never made cash from that with the course...    *GULP*   ... or have I?   But that was the trigger that started a series of events in my life that gave me a sense of self-confidence around taking opportunities.    If I had not made that jump I would NOT have gone on to do real estate like I did.    If I had not made that jump I would have NOT started learning how to post real estate listings and actually get my first taste of the internet, et cetera, et cetera, et cetera…   Do you understand where I'm going with this?    My past failures set up my future success, and under that premise, there's very little real failure…   There's only momentum   There's only progression   There's only action.    If I feel myself losing speed it's usually because I started to play small out of fear, right? That said, opportunity is all around us. But there's a time limit on it.    The saying that, ‘opportunity doesn't come around too often’ is plain stupid, okay? They come frequently, we just don't take them that often...    Where do they go? They go to somebody else.    Hey, I've struck an opportunity with those of you guys who've been on the fence for OfferMind, (the actual event)...   And then, what I do is, I start transitioning into the offer.    Q: Now, what do you notice from that email?   A:  I'm telling a pretty gripping story.    Q: Why am I telling the story that I am? What false belief do you think I'm trying to help people overcome before buying my product when they hear this story?    It's the same as I opened up the email…    Opportunities don't leave if you don't act on them, they just go to somebody else.    That was a quote I heard from that first event that I did with my dad, okay?    Q: And then what did I do?    A:  I start talking about money and how afraid I was.    I share how, honestly, I didn't make any money from that, but everything else positive that's happened in my life has come because of that very freaky big jump I made.    That was 15 grand - that was way more money than I ever had in my bank account at that time, okay?    Q: So if somebody is sitting there and reading, what's the point? What do you think is happening in their brain?    A: “Oh my gosh, opportunities - it's not like they just go on pause, they actually go to another person,”  - which is true.    Opportunities go to somebody else if you don't take action.    Q: What do you think that starts doing to their psyche about moving forward?    A: They're like, “Oh my gosh, I have to have this, I need this,” right?    So in the first email - I tell the story and then I transition into the offer.   I'm pitching them in the email…   I tell them:    Hey, I've struck an opportunity here with you, right? If you've been on the fence for OfferMind, if you guys go get the OfferMind Masterclass before tonight, before today, right, just a few hours from now, I'll actually give you guys a free ticket to OfferMind    (plus all the other stuff that I was giving away at the time)    … and that way you guys can create momentum in your life.    The funny thing about momentum is that it's one of the easiest things to create but it can seem like the scariest thing in your entire life before you start moving.    So set the wheels in motion for you benefit, no matter your current situation. Click below to go get it.    Do you see what I'm doing there?     But if you look at the two pages I've printed for this email…    3/4 of this email is a story. The offer is only the last 1/4. And there's a powerful principle to that.    Too many times in these emails where you're closing out the cart people skip the story…    I'm NOT saying it doesn't work to just present the offer and to remind them…   However...    Half the time people need to get back in the same state that they were in when they were experiencing your sales pitch.    So I don't wanna do it the same pitch, so what I need to do is start a NEW story and then go in and drop my offer at the end.   That's a method, I'm NOT saying it's law. It's a method. It's one of my favorite methods to do though.    So that was the first email and it was all about opportunities leaving, and I dropped in an actual screenshot of my offer right in the email.    I'm like, “Hey, here's the offer, come check it out,” and I'm recapping the offer.    So when they click my verbiage is, “Go buy this now.”  It's NOT ‘go get sold later.’    I'm selling them in the email, it's ‘go click to go buy,’ (and that worked very, very well).    The whole campaign we did like 45-ish grand, (something like that) - not bad for a rerun, right?    I actually learned a lot from that...   CART CLOSING EMAIL #2: "Private Larsen, what is that and where did you get it?"    I had completed basic training and was now an AIT (Advanced Individual Training), and I was becoming an 89 Bravo which means you're an ammunition specialist.  Basically, we studied all kinds of ammo the army had, except nuclear   (This is a true story on how I learned a lot more about finance strategy)    Now, I didn't know when I entered, but we basically were just glorified warehouse dudes, and I was REALLY bored.    To be clear, I loved the army, and what it taught be about myself, but there were moments of just complete dull, grinding, you know, crap.    Hey, that's like anything, including funnels, right?    Well, I got bored from learning paperwork so one day at the PX, (which is like a grocery store or convenience store on a base), I bought a book on finance and I snuck it back into our barracks.    We were still fresh out of basic and personal items like that weren't really allowed yet.    In between training sessions, I'd pop open my book, read financial strategies, and figure out how I could use my military pay to use them.    It took my mind back to a creative zone and I felt my mind open again.    (The most grueling parts of basic and the army were actually my favorite and in hindsight, I wish I'd chosen something much, much, much harder. I just didn't know.)   I didn't know what I was choosing when I signed up!  And I didn't know how much I built from momentum, aggression, and grit at that time either…    But, hey, at least I learned it young.     Well, you can see where this is going…    I got caught with the book and I got punished. I got punished for reading finance books, and honestly, I get it.    It's a group largely made up of teens that you're gonna give weapons to who represent a country, you're gonna want them pretty locked up.    Now, I can't recall a single strategy that I actually learned from that finance book, but one of the biggest lessons I learned from it overall was that there are options in general.    Just knowing that there are things I can do with my money became very liberating.    So while the army was teaching me how I could be moldable... and how moldable my life really is if I'm willing to feel a little bit of discomfort…    My money is actually is the same. I wanna teach you how to mold marketing for your sake and right now I have a little deal going on for you.    If you get OfferMind Masterclass before midnight tonight I'll give you this ticket.    You see? It's the same thing as the last email. Literally, 3/4 of this email is a story... and then the last little bit is a recap of the offer you're gonna get…    And click here to buy now before midnight - because we're taking away bonuses one day at a time right now.    We didn't take anything from the core offer, instead, we took away bonuses day by day - which is a really powerful tactic!    Same offer - 'different hook.    Q: I know a lot of guys who did some kind of military service experience follow me, and when I say that, what does it do?    A: It creates a bond. I resonate, right? We resonate together!    I'm sharing more of myself and things that I've been through, and what's cool is, and then,  I just tie it into the offer.    Guys, this skill is amazing and it's one of the greatest skills of actual true marketing you could ever go develop.   Now, I wanna give you one more little example, (and it's a short email)...   This is what I sent out on day three - this is an email that I sent out just to recap the offer.   When I'm doing webinars, I'll do these emails a little more frequently … Anyways, there's always a moment were I don't wanna just make someone read a huge email to see the offer.    If someone like me, most of the time they just need to see a buy button and put the credit card in.    I buy very easily - which is why I think I know how to sell stuff also.    Become a good buyer, and you usually know how to sell stuff better when you just buy more stuff - which is true!   CART CLOSING EMAIL #3:   In the third email,  watch how fast I get to the offer - it's super fast! It's meant to remind people, “Hey, this going away.”    In exactly two months we'll be setting up the room for OfferMind 2019 (which is September 2nd and 3rd). I wanna give you one last shot at a FREE ticket when you buy OfferMind Masterclass by clicking right here.    I make the offer in the second sentence.    Last week you had a chance to get a fast glimpse of some of the OfferMind Masterclass. I want to remind you that if you act before midnight tonight what you're gonna get is…   BAM! I go straight to the offer!   And it has a total value of *this*… but it's yours for *just this amount*, but I'm gonna be pulling all this down by midnight tonight.    This means you gotta take action right now!   ... and I go straight into the offer!   Now, there's one piece I like to do in anything I'm promoting manually…    If I'm auto-promoting stuff it's NOT something that I usually toss in in emails…    But if I'm manually promoting something *this* is definitely something I'll do frequently.    Check this out…   (If you’ve been following me or any of my campaigns you've likely watched me do this…)   At the end of the email, social post, or wherever it is that I'm doing presenting my content, at the end of the email, (especially if it's like a real-world, live, manual campaign that I'm running… NOT an evergreen)...    I love putting the list of those people who have purchased in the bottom of the email to say, congrats to those of you who bought…   I swear that technique has doubled my actual purchases in the past.   That's a HUGE deal.    I download the list of people who either bought or have purchased something through an affiliate link, and I just put their name, (nothing else), in the email.    Do you know what that does for social proof?  That's so freakin' powerful - it's so amazing, guys.    The only reason why I'm telling you guys this stuff is because…    I want you to know that EVERYTHING should have a close cart sequence.     And yes, there are tons of strategies.   Webinar ones have something very specific and e-comm ones can have that too, but having one cart closing sequence, in general, is AWESOME…   You can start with ONE, and then, just close the cart!   Focus on how your product sells, and not just what your product is. ONE STEP TO SELL THEM MORE   I have some very good friends and some close acquaintances who have made millions of dollars on cheap products merely because strategically they open and close their cart frequently.    They say, “I'm gonna take it down,” and then they put it back up... then take it down, and put it back up.    They'll do two, three-week rotations - where the cart’s not open for several weeks.    And then BOOM! They'll blast out an email, and it's like, “Hey, it's open for a couple of days.” Bam! Then they close it down.    Usually, what I’ve found is that if your …   Offer is good enough - and you have been selling it    Sales message is good enough - and people have been consuming and buying   Funnel is good enough...    … most of the time when someone comes to me and they say, "Stephen, how do I go and I increase my sales?"    Instead of changing something in the funnel or the sales message, one of the easiest ways to do it is by introducing MORE scarcity and urgency.    And that's the whole point of this blog, and hopefully, this has been helpful to you!   If you found this useful, please let me know by going to sjlreview.com and leaving a review. I appreciate that a lot if you choose to do that.    And then also... * Shameless Pitch* 😉   Please Come To OfferMind 😎   OfferMind is NOT a funnel event…    It's about cashflow tactics   It's about cashflow models   We're gonna go and we're gonna teach you several cashflow models that you can use.    Day #1: We're gonna go deep on a few things just with me personally    Day #2: I'm bringing in my coaches, (who at the end of this year, I will have paid probably almost 150 grand), and you get to hear from my coaches for the price of an admission ticket …   #SuperPowerful.  I've asked them to come in and teach you is cashflow models in regard to what their expertise is.    It's very powerful, and I would love to have you come.    Go to offermind.com and go ahead and get your ticket. VIP's almost sold out - we're really excited.    If you come to OfferMind, I’ll see you in just a few months!    #GetRichDoGood   BOOM!    If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.   But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right?    That's what I struggled with for a while until I learned the formula.    So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it.    Wanna come?    There are small groups on purpose, so I can answer your direct questions in person for two straight days.  You can hold your spot by going to OfferMind.com.    Again, that's OfferMind.com.  Advertising Inquiries: https://redcircle.com/brands

I think one of the hardest pieces of being an entrepreneur speed of evolution, right? I'm not even the same guy I was six months ago In fact, about a month ago, I was chatting with my wife, and she goes, "What's wrong? can tell something's wrong!" And I was like, “Uhh, I can just feel one of those phases coming up. I feel another major self-development phases is about to happen again, " and she's like, "Oh, okay."   ...and she knows what that means. FINDING YOUR SENSE OF SELF! Being an entrepreneur means that you’re continually breaking and rebuilding yourself over and over again. One of the biggest issues I find in this game isn’t, “Hey, what model should I go try and execute?” That's NOT where people mess up anymore! People mess up in their actual execution of the model A lot of things I'm doing right now are things I first learned about funnels, (probably six years ago) before ClickFunnels was even out… I'm executing are tactics that I learned FOREVER ago, but I’m growing I developing, and becoming a NEW person, a NEW individual - at an intense pace…   ...which can be kinda tough on ANY relationship! And who cares how rich you end up alone and hating yourself… RELATIONSHIP DEVELOPMENT Stacey and Paul Martino are the REAL DEAL. They’re kinda the unofficial agony aunts of Russells Inner Circle. Their programs have saved 10,000 marriages from divorce. Almost 50 percent of all marriages in the United States will end in divorce or separation… But Paul and Stacey have a 1% divorce rate from their programs - which is Super cool! They’re masters at helping people NOT just have a relationship with their significant other, but also with themselves.   So I asked them to share about kinda a unique theme… I asked them how to become self-confident as an entrepreneur I'm NOT saying you need to lack self-confidence to benefit from what they’re about to reveal... However… Entrepreneurship is the best self-development course you NEVER opted into. And you’ll notice a lot of entrepreneurs, (the further they get into this game), have A LOT of confidence in who they are and their message… ... and it's MOSTLY because they've been through the wringer and gone through lots and lots of self redevelopments…   And with that much rapid change in who you are, and so much growth and development, ‘ the self,’ and the core of who you are, starts to get stronger and stronger and stronger. So I asked Paul and Stacey How do you gain a stronger self of self? How do you gain self-confidence to actually execute all these models that I teach? How do you grow rapidly while still maintaining your important relationships? PAUL & STACEY - THE INTERVIEW I’ve NEVER done an interview like this - this is a BIG deal in the entire history of Sales Funnel Radio.   *This is a VERY powerful episode* You’re gonna learn how I’ve been able to do A LOT of things recently. So I want you to stop and take notes… If you're driving, pull over and take the opportunity to really take this in.   I know it's a little sidebar, (maybe a long intro here), but you have to understand that while I teach so much stuff on the podcast, (and some of you guys have been very loving on that)... The biggest reason why people don't actually have success with this game is that they don't know how to be authentic with themselves and they have no relationship with themselves - so they can't trust their actions.   So it doesn't matter what I teach, they can't even do it. So without further ado, I wanna welcome Stacey and Paul Martino, thank you so much for being here! Stacey & Paul: Wooh! Thanks for having us even, yeah. So excited to be here, yeah! Steve: I'm pumped, you guys are here! I'll be honest, I'm gonna be really jealous if everybody leaves my podcast to start listening to yours after this is over.   Paul: That won't be necessary…. Stacey: Everybody can listen to both! I listen to both. Steve: Yes, that's good, it's funny... So the Inner Circle meeting that we just all had together, immediately my wife and I watched your session again, (and, I think, a third time), it's just super powerful stuff. I'm really excited for you guys to be here 'cause it's exactly what I was saying in the intro… It's very challenging for people to learn to trust themselves I was the shy kid, and no one knew that I was this raging storm on the inside 'cause I was afraid of speaking.   And so much of me doing this game, (I love it so much), is NOT just 'cause of the products, but because of the personal development that happens with it. I know that that may not be much of an intro for what you guys really do, so could you tell everybody what you do? Stacey: Yeah, awesome, so Paul and I are the founders of Relationship Development, and basically, Relationship Development is personal development for your relationship… Every single day we help people create their unshakable love and unleashed passion using our unique methodology where it only requires ONE person to do the work to transform ANY relationship…   Our methodology works for: Marriages The Relationship You Have With Your Kids Your Family Of Origin Business Relationships Clients Potential Client Your Relationship With Yourself ... whatever your relationship is we teach the real tools and strategies, (that nobody ever got), to actually navigate life as your best and most authentic self and have your relationships rise up. So you have NOT only the tools for the best and most authentic you, but also the tools to relate to other people in the world around you in a way that lifts up that relationship instead of breaking it down… ...and that’s fundamentally what we do, and that's our mission in life. Steve: You're insane at it! You're so good at it, oh, man. So good! LEARNING ABOUT YOURSELF Steve: Just like I was saying before, we teach so much stuff, and the world is loud and noisy, and the checklists are HUGE. How does somebody actually begin to remove the noise? (By the way, *You’ve found the answer* ;-) If you guys are watching or listening, you don't need to google ANYTHING else #HowDoILearnAboutMyself? You found them, okay! I wanted to bring Paul and Stacey to you on show, and I'm excited that they're here…) So how does somebody actually go learn about themselves? How do you start that process?   ‘Cause for me, it was REALLY uncomfortable. Stacey: Yeah, and I think for A LOT of people it's really uncomfortable (and I know you can speak to this too, Paul). I started our journey over 20 years ago, I don't know if you were even alive when I started? But I think that the key is when you're left on your own to try to learn how to navigate life, (by figuring out who you really are, and how you're going to be ok with being who you really are)... While living in a World with a lot of other people who have expectations and desires for who they want you to be… For a lot of people, it is either too scary or gets too confusing, and they jump off. And so for me, the key is ALWAYS something we teach called The Hand of Vlad… Paul, do you want to do Vlad real quick? Paul: Yeah, I can do Vlad… THE HAND OF VLAD So when you need someone to guide you somewhere, you always wanna reach for what we call The Hand of Vlad. If you imagine Vlad is this infant who is swinging on a trapeze with his mother. His mother is raising him, rocking him to sleep, while she's on the trapeze holding on with one hand, and does her flips... Vlad's Grandmother, Grandfather, Father, Mother, all of them, the whole family, for generations, has been doing nothing but trapeze. And they feel completely comfortable up on the trapeze.   So, when you want to learn how to do the trapeze, for example, you want to have someone like that who grew up on the trapeze. The whole family does trapeze, and that's their comfort zone. Where for us, we climb up that tall ladder to the trapeze, and we get to the top and stand on what Stacy calls ‘the cracker at the top’… You really want to get to the cracker on the other side, but to get there, you have to go across these trapeze swings that are coming back and forth… So, you don't want to do that all on your own. You don't want to be the one that's up there on the cracker waiting for that trapeze to swing your way, and then jump hoping you can grab on, flip over and catch the next one to get you to the next cracker, right? You want to find someone who has already navigated the trapeze and knows how to do it all so easily that it's just effortless for them... And, instead of * you* doing the work, *they* know how to do it. And what happens is, if you reach for the Hand of Vlad, it's basically the same as standing on that cracker waiting, and out of the darkness swings Vlad… Vlad reaches out his hand, and he is like, "Take my hand, and I'll get you where you want to go."   Steve: Yeah. Paul: And if you don't take his hand when he swings over there, he'll disappear back into the darkness again, and maybe he’ll come back for another swing, he's like, "Take my hand, I'll take you where you want to go." And if you want to get there, your best chance at getting there with the least effort and the fastest way is just to take Vlad's hand - he knows how to get you across. So, we say ‘reach for the hand of Vlad,’ that's his comfort zone, and instead of trying to figure it out how to do trapeze for 20 years and practicing, and trying not to fall Stacey: Maybe you get there, maybe you don't. Paul: Maybe you don't get there… And then, even worse, this is what happens to people… People try to find their way somewhere, and if they don't reach for the hand of Vlad, (that mentor), what happens is often, at some point they feel pressured or desperate, and they just take that leap… And when they fall, then they say "Well that's just not for me. "That's just not possible for me. I can't get to where I want to go."   ...and they kinda give up. They think that the fall meant that they shouldn't do this, it dissuades them from getting there... when in reality, the mistake they made was just NOT reaching for the hand of Vlad… The hand of someone who's already done it, who can get them there. So, whenever anybody is reaching out for someone like you, or Stacy and I… You know, we all have our gifts, we all have our zone of expertise - we are all the Hand of Vlad, (in some form or another), for each other. So, really you want to start with someone who has already navigated the path so they can help you get there. So that's the first answer to your question. Steve: So, try to find a coach, somebody who's been through that in the past. Paul: Yeah. Steve: And there's a lot of coaches out there… Which is what I was trying to tell everybody, you don't have to look anymore, Stacy and Paul Martino.   I feel like most of the Inner Circle, all of our problems go to you guys, and we all get better because of you. Paul: We're always glad to help. Stacey: And we're happy to serve, absolutely. FINDING YOUR AUTHENTIC SELF Paul: The funny thing is we came into this world authentically who we are. Stacey: Amen. Paul: And then we get developed this sense of self, and we start looking around and comparing and judging ourselves against others, right? We start trying to figure out what we want to be... Throughout life, it's not about necessarily learning how to become authentic, it's learning how to stop becoming unauthentic.   Instead of us adapting throughout these years, trying to be like something else, it's truly about understanding what's at your core, and how to peel back those layers… ... which is NOT so hard. It sounds difficult, but it's NOT actually that hard to get past the layers that we developed AGAINST our authentic self. Stacey: Yes. Paul: And getting back to it really drives you… What's authentic to your core? What's in your heart? ...and one example of this is pleasing versus giving. STOP BEING A PLEASER! If you think about it, a lot of times, we do something that we don't really want to do, but we're doing it to please someone else just for the sake of pleasing.   And when we do that, we feel a little bit like, "I don't really want to, but I'm gonna do it because it's the right thing to do." But what happens is, often it's not received, right off the bat, in the way we really meant it to be - it kinda falls short, and then it boomerangs back as resentment. And even when we do please over and over and over, after a while, we start to build up of that resentment… I don't really want to do this I'm always doing this. … it doesn't feel right. And yet, one of those coping mechanisms we've learned over the years is like, "I have to do this, so I'm going to please this person." However, the answer was ALWAYS there… If you have intentions for someone, where you feel you want to help them, there's ALWAYS a way to give without looking at it as pleasing. What is it that I can authentically give from my heart and feel good about when I'm giving?   … and that's the subtle difference of starting to find your way out. That's one example of finding your way out of the conditioning that's happening to us over the years as we learned to become something that we think we’re supposed to be for others versus… Truly showing up authentically as ourselves feeling good about it every day Getting to know ourselves because we're learning, "This I can give, and I can give it all day long and always feel good about it." I'm gonna stop pleasing just for the sake of pleasing, but I'm going to find a way to give it to that person in a way that they can truly receive the gift. And whether they take the gift or not, it doesn't matter. I'm giving it anyway. There's no expectation of return, and I ALWAY get to feel good about that. There are subtle shifts that we can make to start deprogramming ourselves from what we thought we should be, versus what we truly authentically are. Stacey: Awesome. Steve: That's fascinating. So, I love that… You have to unlearn unauthentic because we were already authentic at some point ... that's fascinating. There was a book that always sat next to Russell's desk in the first office that I was working with him at in, and on the back cover it said, "You don't learn interesting, You unlearn boring." ...it reminds me of that. We're born with so much of this cool stuff and so much of these cool powers. LAYING THE TRACKS I hate throwing the rocks at the school, but it's reality! You learn so much of these train tracks that we follow, and then suddenly you graduate, leave school, or whatever... and the track suddenly ends…   ...and you're left to build them on your own. There's this weird pattern that I’ve found that unless someone has built their own tracks before in their life, they have a very hard time executing what we're showing them to go do. So how does somebody start navigating their own life? Stacey: Yeah, so one of the things that’s so big for us is learning how to navigate life.   What you're describing is the perfect example of living a life in reaction, versus living your life in intention. LIVING IN REACTION See, most of us grew up, (like you're explaining), living our life in reaction... ...in reaction to our folks ...in reaction to our teachers ...in reaction to our friends We say something, and all of our friends around us are like, "Eww!" And we're like, "No, no, no, me neither, eww!" (Like immediately, right?) Because the pain of being… Shunned Judged Made fun of   … is just too great. We're in school, and we don't want to be wrong. Every time we talk, we get in trouble… And then, all of a sudden we find ourselves in business, and if you don't talk to your neighbor, you're dead, right? So, like, “What is this?” Because I've been trained for 18 years NOT to talk to my neighbor to get the answer, and now I wonder why I'm having a tough time asking for help in my business. So, it's important for us to start learning that ANYTHING I'm doing in reaction, is wrong, and it's my opportunity to live free.   LIFE BY DEFAULT? Living free means living a life by design instead of a life by default. Life By Default is living in reaction to everyone else around you. So instead of checking in with your head to see… What have I been told that’s right? What have I been told that’s wrong? A life by design is where you check in with your heart and ask: How do I feel about that? Does that feel aligned for me? I know they told me that's right, but that just doesn't feel right?   Your heart will never steer you wrong. When you follow your heart, you can do no wrong. Now you need to partner that with a toolset so that you can live authentically… AVOIDING THE AUTHENTICITY TRAP We call it *The AuthenticityTrap* Some people swing in the opposite direction to this life of conformity that we've been raised in, and they end up in what we describe as The Authenticity Trap. It's like, "I gotta be me, and to heck with you if you don't like it! Blah blah blah."   That's NOT awesome! I get it! The whole thrill for you that you want to be free… ... but telling everybody where they can go is NOT exactly creating a life by design. Believe it or not, you just swung the pendulum in the other direction - you're still living in reaction to everything that you've been through - it's still controlling you. Your hearts NOT telling you to tell everybody to take a flying leap. You might just be feeling… Defensive Done with it Mad because the blinders are off But… Your heart will always lead you to an authentic place   The thing that people are missing when it comes to taking *that step forward* to living authentically is the fear that comes up for most people which is... “Okay, so how can I do this without hurting and disappointing everyone around me?” Who has an expectation for I should be, or who I am? Steve: Mhm, totally. Stacey: And that's just a skill set... it’s a skill set. The gap between "I need to be authentically myself,” and “I don't want to create pain on the other side," is a skill set of learning how to be able to speak and relate in a way that works… YOU & *YOU* RELATE So that there's the *you* piece, and there's the *you relate* piece. The *you* piece is, “I need to live my life by design and stop everything that I'm doing” - that's life by default. The *you relate* piece is because ‘relationship’ is nothing more than *you* plus *you relate*.   The *you relate* piece is, “Alright, so how do I…” Show up as a team with my partner? Show up in service to my children? Still be part of my family of origin without prioritizing my family of origin over myself and my primary family? These are tools that we actually have to learn. It's part of the relationship education that no one ever gave us. Paul: Part of learning is going back to what we're saying in the beginning, it's *unlearning*.   And part of that is we want to make a change, (and then that great example you just gave), which is…), but everybody has these expectations of how I've been showing up, and they expect me to be that way. Part of it’s the unlearning a pattern, but people struggle with that, 'cause they feel like they’re Confrontational Concerned about how someone will react (“Are they gonna push me away)? One of the tools to start freeing you from that feeling is instead of seeing it as a conflict, you want to start recognizing that if you're NOT being authentic to them, you're actually holding back from them.   You're holding back the best self that you have for them. They will love the authentic you so much more, and you’re being disingenuous by not being your authentic self with them. Stacey: Amen. Paul: You're not being that true friend, you're not being the son that your mother really wanted to know, right? You're being someone who is been modified, rather than the true person that people want to see you for. Your best friend, who's been like, "Man you're so much happier now. I don't know what's going on, but I see this difference, and you're so much happier." That comes from your own authenticity So the first sort of fingertip grip we want to peel back on is that… You're doing people a disservice by not becoming your authentic self. You're holding back what the world needs from you. We all come here with gifts We all come here with our unique personality ...and anybody who loves you, anybody who cares about you, and really wants the best for you - they want to know the real you! They don't want to see the modified you, they want to really get to know the real you, the unique soul that you are that came onto this planet. So when we start coming from the perspective of instead of being conflict, “I need to do this for the sake of my relationships with my mother, with my friends,” ... whoever it is that we feel like it would be unusual for us to show up differently. “… they deserve the real me and not something else.” If you think about it in reverse… Would you want your friend NOT to be genuine with you and to put on a facade to some degree to help make you feel better? Or would you want them to feel free?   Especially as a man, right? We resonate with that freedom, like, "No, I want you to be free, free to be you!" So, when we start to see it for what it really is, it becomes easier to start letting go of that fear that it's a conflict, and start embracing the fact that is actually a gift, not only for ourselves but for… Everybody that cares about us Everybody that we know The world in general ...because the world needs EVERYBODY to bring those unique gifts, and not to mute or modify, just to please others. So, yeah. Stacey: Let's put a real crack in this blueprint, because you're almost there, let's just annihilate this forever. Steve: Let's do it. So, any time you're telling yourself that you're holding back on being your authentic self is actually what other people want from you, I'm just gonna shatter this for you right now… The truth is, (and this is scientific! This is not my theory. This is not a guess), when you show up pretending to be something you're NOT, you energetically and strategically convey the message to the other person: "It's not okay for me to be who I am, and let me tell you something, it's not okay for you to be who you really are.” So, I'm telling you right now, "I’m pretending to be something I am not, and I expect you to be something you're not too, so let's go!" Steve: Yeah. Stacey: And the minute you release that, and you show up as your authentic self, you immediately convey to them: "Hey, I'm going to be real with you, you can always be real with me."   Now that's service. Paul: And who do you trust now? Steve: Yeah, that's so huge, you know? Getting someone to own and have the confidence to even execute what we're teaching - that's one of the MOST challenging pieces that I try to do, and you guys are the experts at this. I heard somebody define confidence as self-trust, and I was like, "That's really, really cool. Stacey: Amen. ARE YOU LIVIN’? Steve: I started reading David Goggins and similar things, (and really there's a lot of heaviness in certain things from those people), but I appreciated what they were still talking about, which is that… You gotta show up authentically, or you’re literally not living. You've got this shroud over you all the time. Stacey: Amen. Yes. Steve: So, what else can somebody be doing to… You know, I'll talk as if I was my young, shy self here... Let's say I know that I don't have confidence, (not even just confidence in general), like… There's no way I deserve to do these Funnel things. There's no way I can go and actually be a successful attractive character, or a business person.   Let's say I know I have these inhibitions, what's the first step that I should start taking to start switching that? Stacey: Alright, this may sound completely out of left field,-- Steve: I'm loving it. Already. YOU’RE SELFISH! Stacey: Anytime you're saying something like that, you're being MASSIVELY selfish. Steve: Interesting. How so? Stacey: You’re focussing ONLY on *YOU*...   For example, when you say: I can't Who am I to? There's no way I can... You're absolutely right at this moment - you're gonna get nowhere... Steve: Nowhere. Stacey: … if you're ONLY focussed on yourself in life with all of your fears tied up and looking just at you. There are times when I've been out on a ledge too, like metaphorically… I don't know if I can do this! It's so much! We all end up at that panic point, at some moment, as things start to scale. Luckily for me, my husband knows my blueprint really really well, and he knows exactly what to say, which is: "Stacey, what about the kids? What about the kids in that house of the person who hasn't found us yet? What about them? Who's going to stand up for them if we're not there tomorrow? Let's get back out there, and let's reach that family."   Steve: I love it. Stacey: And then all of a sudden, guess what? There's no fear! ... because it's NOT about me. It's got to be about somebody more than you. There's somebody whose life is going to take a very different trajectory if you don't show up, and interrupt the yellow brick road of their life with a solution. If you're not going to be their Vlad, who is going to swing on the bar? They might jump into the abyss if you don't show up. MAKE THE BREAK So the first step is a pattern break... Every single time you start saying things like that, catch yourself: “If I'm making it about me, I am wrong, I'm being selfish. I refuse to live like that anymore, not a single day. So how can I make this about something more than me, something bigger than me, someone else other than me?” *That's the first step out* Paul: And the truth is, all of us have learned this sense of who we are and this sense of identity - we created over time. It’s what we've chosen, and it's what creates the model of the world that we work within - this blueprint that we keep talking about. Fortunately for us, we're kind of like computers in the sense that we run programs, and we've run that one program really long, but we can always change the program…   ... we just weren't aware of our perspective of relationships in the program. We thought we were in the program, and that we couldn’t do anything about it, and that it's just running. The truth is, we're observing it, and we can actually change it. I was in IT years ago, and I used to make fun of people who put the little quotes all over their computer, (the big giant computer monitors back then with a 10 ft widescreen, crazy big things)... And they'd put all these little quotes all around them, and their family pictures and stuff, but I'm like, "Why would they put all this junk around, (not the kid stuff, but the quotes), all-around their computer monitor?” Stacey: And then one day! Paul: And then one day, I found a quote from like 5000 BC - I found a quote from Lao Tzu. That's the American pronunciation, it's like ‘Lao Suh’ I think if you pronounce it properly. But anyway, I found this quote, and I found myself printing it out on paper, putting tape on... and I put it on my monitor because I wanted to look at it every day -it goes directly to this point. As I let go of what I am, I become what I may be - Lao Tsu   It's the process of letting go of what we thought we were that allows us to become what we may be… But as long as we believe ‘what we are’ - you're under the influence - you're inside the bubble of it. But when you can step back and say, “As I let go of what I am, I'm allowing myself to become what I may be,” it's sorta like that first baby step in acknowledging the fact that… I am not fixed. I am not what I think I am. I can change. And you can see that all the time with people who go through significant emotional episodes...Something happens to someone (good or bad), and they change. Steve: Yeah. Steve: There was a great book on that, Psycho-Cybernetics by Maxwell Maltz. Oh, you have it, yeah! He's a plastic surgeon, and he changed someone's face a little bit, and their whole life changed because they allow themselves to believe that they're now someone different - that they were someone else. It wasn't the actual mechanical changes he made, it was the belief that "Oh and now I'm someone else." We don't have to wait for a significant emotional event to throw us into… A different experience where we are forced to show up a certain way Finding ourselves having new features from our personality. *It's a choice* But we don't think that can happen to us because we believe that voice in our head is us. We believe that what I am is what I am, but we are so much more than what we give ourselves credit for. We just don’t take a step back to say: I'm in the driver seat now. I see where I've been. Today's a new day. I'm deciding where I'm going to go now. Stacey: Yeah. Paul: Like Stacy is saying, now I'm going to start breaking that pattern, and I'm shifting because today was the last day I'm going to be that, where I'm going to be in this situation, and tomorrow is the day that I take my first step. In fact… Today is the day I take that first step towards the new tomorrow. Stacey: Amen. Paul: So it's that change, but we have to do it consciously, but we get so caught up on 'the day' that we don't see these things happening. But you can actually break this down and step back, and start shifting it without life happening by default to you, and finding yourself somewhere you didn't want to be. I'm going back to your point, ‘the railroad tracks,’ we want to design that track, and say *this* is where I'm going. I'm going to start building that track today. I'm heading this way. So, I think that sums it up. Steve: You know, it's funny ...you guys might be able to see it. Ah? Maybe? There are just tons of quotes on my ceiling.     They're not on my monitor, they're all over the ceiling. Stacey: We are surrounded, you can't see our walls, but we have like literally painted 8 feet across on our walls, we're surrounded by 30 or 40 quotes in here. Paul: Yeah, that's the best. Stacey: That's what our office walls are, they're painted right on there. Steve: I ran out of wall space, so I'm going to the ceiling then! Stacey: Amen. Paul: That's commitment. Steve: One of those quotes that, I think it's up there right now, goes along the same point you're saying: How would the person I'd like to be, do the thing I'm about to do? Stacey: Amen. Paul: Yeah. Steve: I love that because it encapsulates all this stuff. If I can get somebody to fill in the blank, "I am a -----!" (whatever it is…), and own it, they turn into Superman… … they do so much stuff that's so awesome! I never thought that I’d be talking about this kind of thing EVER... because I’m like, "Oh, it's all about the marketing thing," you know? But in reality, you can't even do that stuff unless you are actually at peace with yourself and who you are, and being authentic about it. Stacey: No question. Steve: Let's say this is my old self speaking through me, how can I interact with those I love that don't like my new path? I know that's wanted. Stacey: This is what we do all day every day. Paul: It's very common. Yeah. Stacey: So, here's the thing we have loads of tools for this... Walk them Across The Bridge? Or Right Hand, Left Hand? Paul: I think Right Hand, Left Hand. Steve, would you say that it's because you've chosen to be entrepreneurial? Is that where your specific example is for? Or personal development, is that sort of where you're coming from? Steve: I'll go teach this stuff, and I find that most people, if they can believe that, “Yes, I can be a... blank,” the next one they ran into is, "Dang it, my relationships!" They don't know how to actually go through that now that they're owning what they want. Stacey: Yeah, OK. So, there are so many tools, and some of them are really situational, right? For example: I am no longer going to put my family of origin before my primary family, now how do I handle that conversation with my mom, because we're not coming to Christmas Eve like we always do? ...those things are situational, and we have scripts for, all that stuff, and there is a skill set for all of them… But honestly, the biggest one is the right-hand, left-hand tool that I know that you know, that you know we teach about how to navigate life with people who are different to you. YOUR 7TH POWER TRIBE?   So, there are actually three groups of people in your life: Toxic People Your Seventh Power Your friends and family. Now, toxic people, we can talk about another show, but they are the people that no matter what you do, there's no making them happy. Toxic people are in a downward spiral in life, that's just where they are, they're in a bad place. Nothing will make them happy, because they don't want to be happy, and there's really nothing we can do for somebody who's toxic. Now, we're going to talk about the other two groups of people, because they're really the primary groups. # Your Seventh Power is Your Tribe People that you grow with. People that you listen to the podcast and send it to them Read the book, and talk about it with them Go to the event and then spew everything from the event with them... and they love it. The people that you pitch and catch with Grow and expand with You help them, and they help you They reach down the mountain and pull you up They get behind you and kick your butt all the way to the top if you're NOT reaching your potential fast enough! That's your Seven Power Tribe. Now with them, you do all of these conversations, you tell them about the book, you tell them about what you're doing, you tell them all about the event. They support you, they validate you, and you do that back with them. # Your Friends and Family Group, (which is the largest group in your world), they are NOT on that path. Steve: No. Stacey: They're not into personal development They really don't care about the book They don't want to hear about being an entrepreneur. They're not into growth. Here's the thing… That does not make them *toxic*! Like, I don't know when that became toxic! Steve: Are you sure? Because I got some stories 😂   Paul: I'm sure you do. Stacey: And yet, A LOT of people, (even the most well-meaning people), say, "You can only surround yourself with positive people, people who get your journey." That's NOT cool! You still have your marriage You have kids, you have family You don't need to shut those people out. It's a disservice, it's just a skill set that you didn't have before. So we teach this tool, Right Hand, Left Hand. Put out your right hand, put out your left-hand. Your right hand is your friends and family group Your left hand is your 7th Power. Pain happens, when they come together and when you don't know what hand you're in. Steve: AMEN!   Stacey: … when you're with your friends and family, but you're treating them like they should be in your 7th Power. You're telling them all about the book you're writing, and they're like, "Uh, who do you think you are?" You're talking about the awards on your wall, and they're like "Uh, why did you do that?" They say, "Hey I'm taking this pill for this thing," and you're like, "You should do the 21-day raw food cleanse with me! Just did it, it's awesome! The dairy is killing you, don't eat that pie, let me tell you about sugar." And you just start vomiting all of your personal development all over them. *THEY DON’T LOVE IT* I know we all mean well, everybody means well, but the minute that someone experiences a difference between themselves and someone else, they get uncomfortable. Steve: Ah. Stacey: It's just wired into the human condition. And most people have been wired with this win-lose dynamic, where if there's a difference between me and you, one of us is right, and one of us is wrong. I need to make you wrong because I cannot be the one who's wrong at the end of this day. And so, unfortunately, when they experience the difference as you grow, as you elevate, they have two choices: Elevate with you Make you wrong. Most people will choose: "Ugh, what do you think you are?” “What? Do you think you're better than me?” “You're in a cult with your brainwashing and all your stuff. Go dump more money into that, why don't you?" If you know they have to poo-poo it because they're uncomfortable and they end up feeling rejected… Like, somehow you feel that you're better than them, or that you have these new lenses and you're probably going to be judging them… You're not, but it's really hard to get out of the blueprint of feeling that when you're not doing personal development, and you don't see things that way. So, your role, how do you navigate that situation?   *Please don't cut them out of your life* ...because for probably more than half of you listening, one of them is your spouse! Steve: Alright. Stacey: This is life! You're still married You're still parents You still have family … this is your job, so know your role. First of all, when you’re interacting with someone, know what hand they're in. Is this a right-hand or a left-hand person? Know your role. When you're with your friends and family, you only have one job. Give with unconditional compassion. That's it. Just give with unconditional compassion, no judgment for where they are. You don't need to talk about yourself, you don't need to seek validation from them. You don't need to be like, "I don't get it, why my mom doesn't see that I'm not the same that I used to be, and I keep telling her " That's a conversation for your 7th Power person, but when you're with your friends and family, just show up, and give unconditional compassion. Actually, we ALL could use some development in the area of being able to give unconditional compassion without judgment. So, your family is your gift for you, because honestly, you, me, everybody, we need to practice... And they are your practice. Everybody on this earth is a wonderful, beautiful person, and they're having their own journey, and nobody deserves your judgment. What better place to practice your skillset of unconditional compassion, then with your friends and family. And so, the beauty of having a tribe, and having 7th Power is you get it to fill up from your 7th Power so that you have what to give with to your family. Steve: So incredible, that was incredibly powerful. I learned that from you guys, and while you were teaching it, and I was like, "That's why!" I was like, "I need to shut up, okay!"   ... and that's OK! It was a very, very key for me - a BIG moment. Guys, I want to thank you so much. So everyone is listening, (and for you guys as well), my wife and I have talked about you A LOT. The things that you guys have taught are amazing, it's truly applicable immediately. It's not like, theory theory theory theory, it's not. It's like, "Hey, here's the tool, here's how to use it," and there have been times, (even recently), I'm like, "Drop the sale!" ...it's impacted my life a lot. Stacey: Amen. Steve: So I want to thank you a lot. Where can people find out more? Because I want everyone to go experience the true Martino power. Stacey: Well, I'm sure you're going to share a link for the free web class, that is what I really highly recommend. We put together this free online training for the kind of stuff that Steve's talking about right now.   Paul and I don't do theory and crap. We do real, simple tools Paul: No psychobabble. Stacey: it’s for real families. And literally, when you consume this free training class, you will see a result before your head hits the pillow tonight - that's how fast this works. So we did like a two and a half hour real training, and it's totally free where we literally teaching you what's been invisible in your relationship dynamics that's been causing you pain, and we make it visible. You get the tools to actually shift it and show you how it only takes one person to transform any relationship, and that's ALL in this web class. So, definitely check it out. That's what I would say to start with. Paul: It's funny, cause I say the same thing about you. Like, what I love about you, (I know we were talking about this the other day), what I love about you is that you take things that are sort of accepted, and then you question it… You're like, "Wait a minute, what is the doctrine?" And then you start breaking things down, and you're like "Hold on," and we make these discoveries, right? And the clarity of the truth of discoveries that you find become so powerful, but what you're doing is the same thing that we're doing in relationships. You're showing them like, "Hold on, let me peel back the layers, so that you can see it now, so you know how to really do it right." It's kinda the same thing with us All we are wherever we're lacking (in any area) is the clarity to see what we can't see you right now, and to have someone peel back the layers, because once you see it… now you can do something about it. That is a life by design Even this whole episode, it’s Sales Funnel Radio, but I love how you brought in like, "Hey, not being authentic is a big deal if you want to make sales," Imagine that like, you're doing their old radio announcer, like, " Well, I would like for you to do…." Like, nobody wants to buy from somebody who's got that fake voice, right? Being authentic, and being yourself, people are like, "I like that person. I trust that person." And they're going to create sales by being authentic, and you have that vision. I love how you bring your visions with such clarity to the people that you serve, and how you can see all those pieces, and how they're all related - just like how ‘relationship’ is applying here. A relationship with yourself is applying Sales Funnel Radio ... yes, it matters to be a part of it! So anyway, I just want to honor you for doing that, and basically, that's what we're doing here, too… Same thing, but just for relationships. Steve: Yeah, yeah. So huge. Guys, make sure you go to awesomemartino, as in, ‘Martino's are awesome.’ Go to awesomemartino.com, and you guys can check out their free web class. I learned this from Paul and Stacey, also… A relationship isn't something you have, it's something that you do.   ...that blew my mind. And, when I realized that, I was like, "Crap, I've been treating it the wrong way." So I've been learning to *do* relationships, not just with myself, but all the other loved ones I have in my life. And, I want you guys to have love in your heart for *you*, as much as you do for your message and those you serve. So please go over to awesomemartino.com, and you guys can go check out their web class. Guys, thanks so much for being on today. Paul & Stacey: It's always a pleasure to be with you. Hey, if you haven't noticed yet, you will. Entrepreneurship can be hard on relationships. Entrepreneurship is nothing more than a learnable skillset, and relationships are actually the exact same. This is NOT something I normally talk about in my material, nor would I act like I'm a pro at it - because I'm not. But I do know who it is. Paul and Stacey Martino are some of the most impactful people I've seen in my life. As of today, they've helped save over 10,000 marriages, literally. Since your business can only grow to the level that you do, (which includes your relationships with others, and yourself)... I wanted to dedicate an episode here in letting you know who is actively helping relationships flourish. I've experienced their genius first hand and wanted to tell you some of the same wisdom in your life.   Yes, it's for you, even if your relationship is great, and no, they don't teach rah-rah methods. Right now they have an awesome free training at awesomemartino.com. Simply go to awesomemartino.com with paper and pen, and watch your entrepreneurial life gain even MORE color. No one wants to arrive alone, and it's frankly a failure to do so. Learn the skillset of relationship from Stacy and Paul Martino, by going to awesomemartino.com now.  Advertising Inquiries: https://redcircle.com/brands

A marketing campaign is nothing more than orchestrated noise around your product.    Here's an example of how to keep a campaign going when everything is going well…   A campaign is about creating orchestrated noise   … that's my definition, but really that's all a campaign is.    Running Facebook ads,  that's NOT really a campaign. It can be part of a campaign, but it’s NOT a campaign on its own…   Marketing campaigns are a dying art… which means MOST people are leaving money on the table.   Think about this...   We're no longer just in the information age, we're in the attention age where the loudest, not the best, is more likely to get paid.   HOW TO TURBOCHARGE YOUR MARKETING CAMPAIGN   Recently, one of my good friends, Josh Forti, did a cool launch, and he had me come on to promo this product.    After our interview was done for the launch, he asked if he could get on my Facebook page to chit chat about the interview and do a little MORE promo around it.    I swear one of the major reasons that people don’t do very well in this game is simply because they don't know how to do the second step that Josh took…   ...which is why I thought it'd be cool to share the interview with you…   I chopped it in different places and such, but you’ll see Josh ask some very general questions…   Then kind of after each of my answers, he'd go back to, "Hey, we covered that in the playbook, click here."    That skill is a very learnable thing, and it’s one of the easiest ways to get better results in your marketing campaigns…   Because, here’s the thing…   I see people with a...   Great Product   Excellent Funnel   Good Launch   ... but then they don't follow through all the way, and it cuts their launches down.    Campaigns are broken up into a lot of parts. I plan and put all the pieces together, and then, I ask...    How am I gonna get tension?    How am I gonna leverage the followings of other people to get attention?    Once it's in the middle of a launch, how do I keep the momentum going?    Once it's done, how do I keep that pressure moving as well?    And, so I thought this interview with Josh was a great example of how to keep the pressure moving...    So, when you launch your product, or whenever you're putting your stuff out; *REMEMBER*  it's NOT just about the product or the funnel…   It's about the noise.    So you need to ask, “How am I creating that noise?”    The success of your product is just as dependent on the noise you orchestrate as the product and the offer and the sales message itself.   If no one knows about your offer, you're NOT making any money anyway.    If you can't get anyone to even go look at your sales message, your product is already dead... so why did you make it?     So I'm just giving this to you as an idea, so you can see like, "Oh, man, I should go do that."    A follow-up interview whenever you interview somebody for a product you're putting out is NOT abnormal at all.  Let’s cut over right now…   JOSH FORTI’S MASTER MOVE   Steve: On the other side of this wall here, there’s a whiteboard and I call it my "questions whiteboard."    I believe that questions invite revelation, and that's good and bad...    So…    I have to focus on answering rich people questions instead of poor people questions.    Because whatever I ask, I will likely answer.    The purpose of the board is NOT for me to answer the questions.    The purpose of the board is me to figure out which question to focus on answering.    ...because I shouldn't try and answer EVERYTHING.    It's funny you asked that;  I don't know why, but it happens in the morning….    I'm getting ready in the morning and my brain turns on, and  I'm like, "Whoa, what about this idea?”   Man, I'm not going to lie, I've run out in a towel before to write stuff down... like, “That's such a sick idea!  Oh my gosh! I should try to answer that…”   And I put it on my questions board... and I write, and write, and write…   I have a BIG list of unanswered questions that I want to pursue.    It's NOT that I'll sit down always and be like, "I have to answer this now," and just dive into my books…    But, on interviews, because it's on my mind, I'll continue to clarify the answer to that question…    I'll be like, "I think it's this."    One of my favorite things is to go back and listen to those interviews and hear myself, and be like, "...that was probably the coolest I've ever explained an answer to the question on my whiteboard.”    And so I go back a lot, and it's one of the coolest ways I figure out like, “Okay, that made sense, that didn't make sense. This was helpful, that was confusing.”    And it's only honed me in what I do more and more.   FINDING WHAT RESONATED?   Josh: It's interesting how much you can learn about certain things that you say when there are clips of the crowd, (and they get the back angle)...   ... and you watch everybody's heads go down and start writing all at once.    And you're like, "Oh my gosh, they all really liked that point."    And so it's ALWAYS interesting for me to kinda go back and listen to old interviews, speeches, or things that I've done... that got A LOT of really good engagement...   ‘Cuz I feel like you can learn so much about what people really like, what resonated and what didn't resonate.    Steve: Well, it's funny 'cuz the market literally votes, (they don't know they're doing that a lot of times), and it's NOT just with products, but even with content, (you know that)…   It's cool to see that reaction when you say something and you know it's right, you know it's helpful…   ... but you said it differently that time, and suddenly it’s the click… and you're like, "Oh, that's what you mean!"    And then you see all the heads go down, and you're like, “Okay, note to self, say it that way next time because it's more impactful than last time.”   ARE YOU ASKING POOR PERSON’S QUESTIONS?   Josh: I believe that the key to thinking different…    The key to getting, basically, anything that you want out of life is asking the right questions.   If you know how to ask good questions, you can ultimately go out and find answers, have a good perspective, and get what you want out of life.    But how did *you* learn, like...    How does one go and actually learn good questions?   How do you determine what questions you're actually gonna ask, and what's worthwhile to go study or not?   Steve:    One of the biggest filters I run things through is, does that sound like a rich person question or a broke person question?   Josh: Hmm.   Steve:    A lot of times, people try to answer broke people questions just out of habit.    For example:   I don't clip coupons. I'm not against coupon-clipping. Well, actually I am… ;-)   One of the issues is…    If I spend my time and my attention and my focus on how to save money, I will find out how to do it…    ...but I also didn't learn how to make MORE money!   I'd rather learn how to make more money and who cares how much something costs at that point?     The one thing everybody has when they start this game is a buttload of questions.  … and it makes sense why they would. Just EVERYONE has tons and tons of questions.   Josh: Right.   Steve: That's natural… but, like start writing them down. I challenge everybody to do that…    And…   Before you seek to answer the question, seek if it's worth answering at all.   Josh: Yeah. That's huge.   Steve: It will pay you in time or money.   Josh: I love that.    One of the things you said is interesting because we mention it in The Mindshift Playbook, is the habit thing…   You said, ‘Often times we just do it out of habit,’ right?   Steve: You know what's funny, I'll go teach these models, “Hey, this is a cash flow model. This is a cash flow model. This is a cash flow model…”   And what's funny is, the very first reaction people have is, “Is that gonna work for me? Am I in the right spot to do this?”    And I'm like, “Oh, my gosh, are you kidding?”     ... it ticks me off so bad. Josh: It’s like, “Does ClickFunnels work for -----?”   Steve: You know what? Of the hundred thousand monthly subscribers, you're right, you're the one it's NOT gonna work for.  It's like, “Come on! Just do it."    People set a goal, "I'm going to go do this, and I'm going to use ClickFunnels to do whatever,” and they don't allow *themselves* to break on the goal.    That's the key…   You have to break *you* on the goal instead of change the goal.    Robert Kiyosaki says that as well…    As you start moving towards any goal, you’ll have these character flaws that explode in your face.    I was probably, you could say…    Addicted to video games in high school.    I was very overweight.    I got kicked out of college.    I barely graduated high school.    I couldn't speak.    I had major anxiety issues.    I am literally the opposite of everything that I was back then because I started realizing that,    I needed to allow myself to feel some pain on the way to the goal. Pain does not mean bad, and pain does NOT mean the wrong choice. Most of the time, pain means growth.   Josh: Yeah.   FAIL FAST   Steve: When you realize, “Oh my gosh, failure is really kind of a made-up principle. It's not even a principle, it's made up...    As I start to feel that pain, I start to feel the progression of moving towards things.   I went back and counted how many times it actually took me to make one of these funnel things work, and it was actually 17 funnel tries and 17 before that…   It was actually my 34th thing that actually blew up (from age 20 until now).   Josh: That's crazy.   Steve: That's A LOT of freaking failures.    ...and most of the time, people aren't going to be able to go through that.     About 1/3 into those tries, I became cognizant that…    I was changing at a speed faster than any personal development course could ever hope to give me. Josh: Ever! And you mentioned that in the interview too. You say like,    Entrepreneurship is the best personal development course you NEVER signed up for.   I mean, like it just is, and I 100% agree with that.    ...and it's interesting what you say about pain and struggle.    I think the one thing that we both agree upon is that the struggle is there for a reason. The struggle is a good thing.    The struggle is absolutely needed to develop you into who it is that you say. So it's interesting that like, they're saying it, you're saying it. Like, it's there…   I think in today's society, we're just trained to want to avoid struggle.    Everything is convenient.    Everything is now.    Everything is easy.    Like, “Avoid this!” (Thank you, marketers, right?), but like, you know what I mean?    I feel like we're trained as a society to avoid struggle, which I think is why it's so hard for so many people.    Steve: Yeah. And, you know, I think a lot of it, (and I'm never gonna be the one that just like slams and bad mouths school and all that stuff)...   ... but you think about it, you get punished for doing something wrong in school.    But like, man…    I do stuff wrong, all the time, in business, and that's actually the thing that accelerates me.   Josh: Right   Steve: “You can't do that here, or you can't do that here.”    Or…    “What if I fail?”  *Plan on it* And then you just move forward.   Josh: Write it in.   Steve:    I find that failing ends up being an accelerant to everything else that you do   I've gone through that many failures, and because it sucked for so long, it's NOT that hard to make cash now.    I'm like, “Okay, well, I solved that problem.”   And what I've learned is that while I teach these models, and then people feel this first sense of personal development requirement that comes like…    “Oh, man, I don't actually qualify to be running my dream in the first place.”    ...as they start moving, they start to gain this self-confidence. And then, they move faster and faster and faster…   I almost want them to hit some major speed bump quickly and then see if they can pick themselves back up.    That kind of person, I love working with them.   Josh: Yeah, because people don't know how to fail. Sorry. Go ahead. DO YOU QUALIFY?   Steve: I was chatting with Russell about this a little while ago…   I was like, "Dude, when I met you and started working for you in the same room, you were totally a different person a year and a half later by the time I left."    The Russell Brunson of 3 or 4 years ago, could NOT handle what he's doing right now.    But too many times we're like, “I want my dream with the million-dollar business now.”    Man, *You don't qualify* You've gotta get some personal development going down!   Josh: What would your advice to me be, if I were to go down that route and be like,    "Yeah, I'm gonna open up a talk show where we bring on interesting guests. Maybe we talk politics. Maybe we talk about business. Maybe we talk, whatever.”    What's your advice to me when it comes to doing those interviews or creating concepts around that?   Steve: Okay, so I'll tell you one of the reasons why Sales Funnel Radio has been so successful and “The Capitalist Pig” is such a big deal to people…  It's because it actively throws rocks around mainstream ideas that others believe.    So, I was in the Army, (and y'all know that if you’re on here, right?)    I was in the Army, I enlisted and I went to become an ammunition specialist, (which I didn't know at the time meant "fancy warehouse guy." )   I was like, “Crap, I wish I would have chosen something a little different."    Anyway, a little bit through that, I was like, "I'm going to go be an officer."    So, in the middle of my officer trainer, one of the things that they do is they make you study wars, battles, lots of strategy and movements... things like that.    So you study these HUGE battles, and it's a ton of fun. I really enjoyed it.    The guy who was teaching us was ridiculously smart. He's a historian that they brought in just for officer training.   It was a whole semester of just studying wars.    What's interesting is that he taught us that wars are started over usually pretty much always out of rights...   States' right   Human rights   ... that's what wars start over.  The Civil War was NOT started because of slavery. We did NOT leave Europe because of religious oppression, but that's how we romanticize the past…   What's funny is that in the middle of a war, a lot of times, a social issue will piggyback on the war.    So slavery becomes part of the Civil War, (like right towards the last hour)...    And that's when Lincoln said, "Hey, The Emancipation Proclamation, let's go dump it in there."    The same thing with like leaving Europe, as Americans, we're gonna go in and you know what… ‘it's about religious freedom now.”    It was NOT at first. We were Britains!    And the reason I bring this up is that from a marketing standpoint, when it comes to the way I treat a message, (this is not something I normally would talk about either), but …    I look to piggyback a message on the back of a social issue.    (Not a human rights issue... because then you're seen as political)    But when it comes to really disruptive messages in the marketplace, Socialism right now is getting a lot of attention…    So one of the easiest ways for me to get a lot of attention on a show is to become the anti-something major in a social issue that's currently got momentum.    It takes a lifetime to create momentum, but I don't have to do that if I piggyback on a social issue that I'm passionate about in the opposite way.   Josh: That's super good advice.   Steve: Yeah, I would figure out what big things to talk about. I find that themed shows always do better than a general, let's just...   Josh: Let's just talk.   Steve: Yeah.    So I would find something that you find and throw rocks at it like that, and then it's very natural to find those people who are for or against to hear both sides.   You'll get as many people who listen to you and love you, as hate your guts.   Josh: Yeah, well, I think this entrepreneurship like micro-influencer game has prepared me for the hate. Holy cow, dude!   Steve: Yeah, it only gets louder.   Josh: Aww, man, I tell you what! But I've learned to tune it out.   Steve: Well, thanks for listening and thanks for jumping on here.   Josh: Absolutely, man. Thanks so much.   WHOA!    If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.   But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right?    That's what I struggled with for a while until I learned the formula.    So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it.    Wanna come?    There are small groups on purpose, so I can answer your direct questions in person for two straight days.  You can hold your spot by going to OfferMind.com.    Again, that's OfferMind.com.  Advertising Inquiries: https://redcircle.com/brands

In this interview, I get to chat with the winner of my 3-day design challenge, Sal Peer... AND review his funnel. He did an epic job in this challenge…   Here’s the backstory…    Recently, I reached out to a bunch of designers and said, “Hey, I really need to create some Facebook profile frames…”   You know when there are these massive events or movements where people put frames over the top of their Facebook profiles...    I thought, “Why don't I do that for my groups!”    So I reached out to all these designers and asked, “Hey, could you design some FB frames?”    In full disclosure, when those designs came back, I did NOT like any of them.    So I thought why not ask my actual audience design the frames instead, so I reached out …    And it was *INCREDIBLE*   We ran a 3-Day Design Challenge, and the prize was that I'd critique the winner's stuff on an episode of Sales Funnel Radio…   ... thus, here we are!   INTRODUCING SAL PEER   I'm with the incredible Sal Peer,  and I'm very excited that you’re here.    Super excited that you won, (by A LOT). Thank you!   You're clearly a very talented designer. It's been awesome having you on here.    You run a company called Funnel Chefs.   Anyway, I just want to thank you for being on here; welcome to the show.   Sal: Thank you so much for having me, it's a real honor. I've been following your stuff. Amazing!    Just the amount and your presentation. Like, literally, in the last year, it's just gotten better. Like, you've gotten better and I see it.   Steve: Thanks, man.   Sal: So it's amazing to be here with you. The Design Challenge was so much fun.    It was a challenge to design five frames with no direction. You're like, “Just do it, I trust you. Just do what you can. If you win, you win.”    I'm like, “Holy shit, there's no direction here.”    So I dug into all your stuff.    I went into the MLM Hacks Groups, the Sales Funnel Radio...    I went into EVERYTHING, and I was like, “Okay, what is he talking about?” And then, I was like, “Oh the cube. He's talking about putting stuff together correctly.”    I was like, “Well, why don't we get a Rubik's cube and kinda put the frame around that...    ...and whoever's in there has kind of figured out the Rubik's cube for OfferMind and Sales Funnel Radio.”   ...it was a lot of fun, man.   Steve: Dude you're so cool.    It was funny because I remember we were scrolling through all of them, (and thank you, first of all, to everyone who did do it - it was great).   Sal: There was some awesome stuff on there, by the way.   Steve: Really cool stuff on there.    But there were ones that really caught my eye, and I was like, “Who? Oh Sal, Sal, Sal, Sal, Sal, Sal….”   Sal: I hacked it though!  I've got to say, I hacked it.   Steve: Good.   Sal: I submitted my first drafts, which I never submit.    I was like:    “Oh, let's just stick that out there, and create some traction, I'll see what people are doing, and then I'll come over the top like a minute before the competition ends and just be like, BOOM!”    That was so much fun.   Steve: That's funny because I've noticed a lot of the best people on Freelancer, (where I go run contests on there a lot), do the same thing. They just toss something out and then they see, “Yeah!”   Sal: Yeah, because you want to see, “Oh, wow, he liked this one so how do I make that better?”    … that's what we look for, and the branding.    I really wanted the branding to be strong.    When somebody puts it on the frame, they recognize the colors, they recognize the kind of thing - that was very important.   Steve: So the intent was for my social agents and our community ambassadors to be able to have those frames on their profile, so then people knew, “Hey, this is legit.”   Sal: Yeah, it gives them status too. It's a really solid idea.   Steve: Yeah, it's been awesome. How did you become a designer?   Sal: So it's funny, let's just go back to like four or five years ago. I was out of work. I was living retired or my mom would say, “retarded life,” and I was just hanging out…   Then, my wife got pregnant and we bought a house... and I had no money left.  I had eight and a half grand, (which is three months of paying the mortgage, but NOT the bills, the hospital bills, the insurance, the cars - all the stuff).    I was like, “I got to do something,” and I didn't know what to do.    And it's like you said…    You test your market by presenting offers and seeing who reacts to it,  and I did, basically, the same thing.    I owned computer stores a long time ago, and I started them with classified sections, so I was like:    “Why don't we just put out a bunch of ads and see if there's a market?”   My wife and I were talking, and I decided, “Well, I don't want to do that because it will get me traveling everywhere and I want to kind of stay put and maybe do one or two events a year.”   And so she's like, “Well why don't you do marketing? You know websites, you know marketing. You did it for your computer stores in '98. You get this stuff.”    And I was like, “Well, I don't know…”    I don't know if there's a market?    I don't know where I'm gonna get clients from?    I don't know…?   It's gonna cost me three grand in Google ads... or 30 grand in Google ads to get clients!   And all these excuses just start piling up.    Then I'm like, “Alright, well let's do all the Google testing because I need to know Google back in and out.”    So I got eight certifications from Google and I went and opened up a marketing agency by putting FREE classifieds out EVERYWHERE - even long ones.    I got the real estate ones, (where they have the lawn thing), and stuck that in the ground.    I got fined by the city, by the way -  so I'm NOT recommending to do that, but it worked.    That weekend, (the ad was $197 for a basic website, five pages, and then, I up-charged throughout), I sold like six of them.    I was like,  “Dude, I made $1200 bucks this weekend.”  I was like, “Hmm, there's something here…”    SELLING CANDY   I look at myself as an Entrepreneur, and I've been at this working for myself since I was like five.    My dad was a tour guide and I sold candy that I would get as a kickback, (from places he would take tourists), back to the tourists on the bus to make money.   So entrepreneurship was kind of in my genes.   I just saw a huge opportunity and I was like,  “Yeah, I got to get into it.”    I was watching Russell's stuff and I was like, “Oh, I don't know, it's another marketing guy with the same old stuff.”    I worked with Mike Long...    Frank Kern was part of a project that we launched a while back, and I was like, “Oh, well you know what, I gotta do it.”   A bunch of my marketing buddies started coming in. I was, “I'm gonna pick up the book...”    And then, I just said, “You know what, the book is so good. It's like ‘Inception’ for real!”   … there are ONLY a few books in my life that did that, and it got me integrated into this.    My mom was an interior designer, so I have taste.    Sometimes, “Yeah you can do stuff on Canva or stuff, but it's the creation and the creative that goes behind it (before it gets touched up), that's the gold.   That's what makes everything else work.   Steve: That's so awesome, man.   Sal: Because basic Photoshop skills are easy.   Steve: It's super cool, yeah.   Sal: But coming up with creatives, (just like you come up with offers), it's difficult.    You're like, “Well, why do you need that? Well, we have to do all this research first,” and stuff like that - so it's been amazing.   Steve: That's so awesome, man... and again, thank you, you clearly won.    And guys, just so you know…    My offer to whoever won was to go through their funnel.    And so which funnel do I get to go through?   Sal: So, obviously, I've been following you closely for a while now and I built this funnel with you in the OFA Challenge...   Steve: Sweet.   Sal: If you guys haven't taken his OFA and haven't signed up through his affiliate link, do it because the bonuses are AMAZING.   Steve: Thanks, man.   Sal: So that's how I built it.    It's actually converting on the front end really well - it's like 37% conversion on the front end.   Steve: That's awesome.   Sal: And then once they're in, maybe my email follow up isn't on point or maybe the sales page isn't on point... because it's NOT converting there. That's the problem.    So it could be the offer?    I'm open to EVERYTHING.   Literally, because I've listened to you, I went and recorded this live -  I streamed it live and then I turned it into a masterclass.   Steve: Sweet. That's awesome. That's super cool. I'm really excited about it... and we'll cut over now, and I'll start diving through your pages man.    This is awesome, and again thanks for putting all the effort in to do the design... because I know it's a lot of work. It's a ton of work.    Design is its own beast.    I mean, holy smokes!    So it's A LOT on your end as well, so it means a ton...    And where can everyone go to learn more from you?   Sal: To get a free discovery call with me, go to cfchefsal.com.    That's cfchefsal.com   SAL’S FUNNEL REVIEW   This is the funnel Sal built during the One Funnel Way Challenge - the One Funnel Way Coach, I’m excited go through to see what he created...    The purpose of that challenge is to get your first funnel out the door.    So if you've NOT had the chance to go through the One Funnel Way Challenge, ofasignup.com is where you can go sign up for the challenge and get a whole bunch of extra stuff that I give you - which is super awesome.   If we had a live audience right now, I'd say let's give Sal a round of applause…    ...because what he's doing right now, (letting me go critique his baby), that's kind of a freaky thing in and of itself.    Usually, I do these sessions with people one-on-one or privately, not on a big old radio show.    So anyway, let's go to this next piece right here…   So I'm gonna walk through Sal’s Funnel, but before I do, I just want to tell to go over to YouTube, so you can watch me do the review, (I cover a ton of stuff)...   I'm a really visual learner and a very visual teacher.    I'm actually gonna share my screen and walk through some stats that I'm seeing,  and I want to share some of the epiphanies that I'm having...    Well, in order to do that, it's gonna be really easier if you watch.    So, head over to YouTube and you’ll  learn:       Why even Russell Brunson's guessing without the 1000/1000 Rule...    How to find out where your funnel is clogged...   How to avoid a mismatch in messaging that can destroy your sales...   The *OBJECTIONS* you unconsciously create in your customer's minds that prevent them clicking your button...   How to get sales psychology on your side and sell MORE...   Why Urgency and Scarcity matter...   A simple tweak that makes your sales page waaay sexier…     easy way to create *ULTRA* clarity that gets your customer’s brain ready for the sale...   Where in your funnel you need to have an offer…   What % of story you need to add to your funnel to make your customers care…   The details I’d LEAVE OFF an order page...   Why you should NEVER rent a Cadillac Escalade in a big city … and how Enterprise got it right!   The ONE principle that will make all of your funnels convert waaay better...   … and a TON more *TRUTH NUKES* that’ll help your funnel to convert   #GetRichGiveBack .  The most common question I get is, “Steve, will you look at my funnel?”    Of course!    If you want me to do this kind of review on a funnel of yours, go to coachmesteve.com.  It's the notification list that I have, so whenever I do have an opening, I just drop an email straight to that list…    I'm just like, “Hey, here you go, first come, first served. Here's the time I have and here's a little order page so you can grab some of my time.”   So if you want to be notified the next time I have an opening, just go to coachmesteve.com, and I can dive through your funnel, your offer, and your message with you.   Whether you want me to coach you, give some handholding and guidance during your funnel build…    Or simply, review the one you have…    Head over to coachmesteve.com,  and book your session now.  Advertising Inquiries: https://redcircle.com/brands

I'm at Myron Golden's awesome speaker training and here's a few of the takeaways from the epic experience...   I'm at a really interesting point right now in my business, and I'm trying desperately to ONLY listen to people for the skills that they're known for.     Meaning, I'm looking around asking:   How can I get better on stage?    How can I get better at the act of selling?    How can I get better at just -----?    Then I learn from the one person who's known as being the best.   So, that's why I'm at Myron’s  event because he's absolutely incredible at stage speaking.   (Looking good Myron 😎 )   MY GURU TABS    At Funnel Hacking Live,  about two years ago, Russell did eight million in sales for his program…    And then Myron did a re-pitch, and sold another four million…   *Crazy Amounts Of Cash*   When I saw that, I was like, “Right, the proofs in the pudding.”    And if someone's NOT actively doing the thing that they're coaching on, why on earth am I gonna listen to 'em?    I'm NOT going to.    So I want to tell you a few things about the way I operate - 'cause a lot of people ask me:    Stephen, what do you study?    How do you learn?    How do you go do this or that?    … and, the reality is, I don't study the way that most people think I do very often.    *I’M VERY SELECT*... don’t ya know ;-)   In fact, I have specific GURU TABS on my computer for people I follow in different areas:    Health   Relationships   Wealth   Marketing, (which is Russell).    Finance strategy.    It's really interesting because as you learn to NOT be an employee, you have to learn other skill sets that those who run businesses have.    I would NEVER have told you, “I'm going to go study freakin' taxes,” but that's a skill set that my dream required me to have…     But I'm NOT gonna go try to learn it on my own.    HOW I INCREASE MY SPEED   About I two or three weeks ago, I was driving in my car when I had this thought…    I was like:    “I don't want to just keep buying books. What I'd rather do is go find the person who's the psycho-genius.”   Like, I'm the crazy in the offer creation space, my eye twitches on that topic.    I want to go find the person with the eye twitch on tax... on health, on whatever...    I want to go find the psycho…   ...'cause it's really hard to be on two peaks at the same time.    So, I want to know who has spent most of their life climbing just one peak, and how can I pay them to teach me for a day?    I called someone recently, and said, "Hey, would you just teach me?"    They didn't fly in, and wasn't a full day... but it was hours and hours of intense learning.   I learned MORE in that compressed finite period of time, right from the horse's mouth…   It would have taken me FOREVER to go learn that stuff and put it all together on my own.    There’s some serious power in that…   HOW TO CHOOSE YOUR GURU ON THE MOUNTAIN   As I’ve been doing more and more in my business, there's been a fiery focus on just learning from those individuals who already have the skillset I want…   ... but there are a few caveats that I need to place on them.      They have to be rich. If they're not rich, I'm NOT listening.       They have to be actively participating in the skillset that they are teaching.      If they’re just someone who's standing on the side, and they're like:    “This is how I did it forever ago, and I've never had any experiences since 20 years ago when I took the cake that one time.”    I DON’T want to learn from them.    I want to learn from somebody who knows how to teach, NOT just has knowledge…   (It's NOT as important, but it's still one of the things I look for)   Knowing and teaching effectively ARE completely different.    Another thing I look for is...    I want to make sure that whoever I'm learning from has developed their own framework.    Think about this?    The reason why my stuff has been so impactful is because I spent tons of time going and learning from all these people.   Then I realized that if I started combining all the gems that I’d learned and added my own zone of genius, I could create my own framework.    ALL THE THINGS in one place = FASTER RESULTS!    People could  just learn the framework, instead of going to the 15 people that caused all the pieces that went into the framework.    I want to learn from somebody who has gone through the mental jog that it takes to create a framework.    That's why I push frameworks so much.    Some people made fun of me for that... but, whatever…   If I can create a framework, it means I understand it to a level, not just to do it, but see the patterns, and then teach it.    And I always wanna make sure whoever I'm following has done that.    And so, why it's been cool to learn from Myron, and why I went to his speaker event…   I learn finance from Brad Gibb and Ryan Lee for - they’re freakin' amazing.     I follow Wallace and Ashlyn Nelson for health    I love to listen to Grant Cardone for sales pieces… but stage selling, I like to learn that from Myron.    There are very specific individuals that I listen to, and then, I don't listen to anybody else.    HEADSPACE   My head is so active and fast-paced, (it's just naturally that way)…   … so I need to do is make sure that after I learn frameworks, I do nothing for a while.    It's very important for my brain to play.    So I do * NOTHING*…   ... and I know that because of the systems I've created, (I have frameworks around so many aspects of my business now), it looks like I'm NOT taking any breaks...    But, man, I've worked a nine to five, nine to six, pretty much every day, (except a few rare occasions), for the last year, year and a half.    I'm just clarifying because sometimes people have said, “Oh, Stephen, you're not taking any breaks. You need to take care of yourself.”   I play. I have fun.    (I went shooting again over the weekend - it was awesome.)    Anyway, “Stephen what's the whole point of this?”    Make sure that following people with intent. Don't consume stuff just because it’s available.    Unplug from Facebook if it's not your time to check in with those you're following.    If you are ALREADY learning from a guru on the mountain, l, shut everything else off.    Just turn it off.   LEARNING ON DEMAND   I like Tim Ferriss - A LOT!   The Four Hour Work Week is a book that I repeatedly go back to.   And there's a spot in the book where he talks about learning on-demand, (which is kinda where I got that).    He says in there that reading, after a certain time can pollute the mind and distract it from its creative pursuits... which makes a lot of sense.    In fact, probably two months ago, Russell and I were having a conversation about this over Vox …   I was like:    “Hey man, have you ever had any fears that you won't be able to replicate what you did in the past, or you're not studying as hard as you once were to get the results that you've done?”   ( If you've been in any game ever, you've probably had those feelings)    Am I gonna be able to do it again?    Am I gonna be able to replicate this again?    Am I learning fast enough?    Am I running hard enough to go figure this stuff out in the future?    … it's a legitimate fear, and I totally understand it.    So, I was asking Russell for his feedback on that...    I was like, "Hey, you know, have you ever thought that?"    And he was like, "Yeah, I have."    (Hopefully, he's fine with me sharing this…)    I'm all about doing a BIG immersive study at the beginning.    Any time you go into some brand new, you immerse like crazy.    You consume all the books, all the courses, all the content, the gurus…    You're pulling in as much info as you can because you don't have a base. There's no foundation… (and this is kind of what Russell told me).    He's like, “Once you have that foundation, your learning still continues, it just changes.”    Let's say you come to learn offers from me...    In the beginning, there's always this big, major, massive, huuuge brain dump. *BOOSH*  There’s a HUGE smack of education…   But then, after a while, the education style shifts.    The education style shifts once you have learned the framework. Now what you do is learn by executing.   JUST DO IT!    Myron said something this morning I thought was awesome.  He said, "You don't get to learn anything until you do something."    He's said…    "You're not here in this workshop so you can learn the thing. You're here to get the tools that you need to go home and study it by doing it."    I thought that was really prolific... it was TOTALLY awesome.    AND that's EXACTLY what I'm saying here too…   Your learning style changes once you know the framework    *IT HAS TO* ... It's no longer about consuming another book...    Now that I know the framework, I’ve got to start executing.   I learn in a very active state.   For Example:   Most of us didn’t learn how to ride a bike by reading books.    I'm not saying you can't do that - I'm not saying it's NOT helpful…    But eventually, the learning is very different from what you can learn from a book - once you get on a bike, the learning style changes...    Once you get confident riding the bike…    Once you get confident in the offer creation and start launching…    … you get more specialized in your education needs.    DON’T STOP LEARNING   If you don’t want to become irrelevant after 10 years…   *KEEP LEARNING*   I can't tell you how many times Russell, (when I was in his office) would say, “Dude, you remember this guy X, Y, and Z?”    And I was like, “Nope, never heard of that guy.”  He'd be like, “Are you serious? He was a huge deal only five years ago.”      But that happens A LOT …. And the reason is, (and Russell talked about this a lot with me), that individual stopped learning, and stopped being relevant…   They became irrelevant because they said, “I know my one trick. I'm a one-trick pony.”    Boom... and that's it.    DON’T BE A TIGHTWAD!   What I'm doing now is very key to my personal progression…   I've identified certain, specific areas that I know I need to develop…   I could go and learn it on my own by reading all the books and being a tightwad...   But I’d be spending my time, rather than my money.   That’s the opposite way to how I should do it.    I should be spending money to save, compact, and compress time by learning directly from these gurus.    So that's EXACTLY what I'm doing.    I’ve shifted my focus, and I want to learn NOT ONLY skill sets, but for lifestyles. So I’m asking   How can I go learn it from the BEST?    How can I compress the time it takes to cause the ‘aha.’    I truly believe that it does NOT take as long to learn something as we might all think.   HOW TO WIN A DRAG RACE     I grew up in Littleton, Colorado...    About 15 minutes away from where I grew up there was this drag strip right off the highway.  Anyway, there was this drag strip speedway…   If you've never seen a drag car:    The tires are giant so they don't flip.    They have more traction and they can take off faster.    They’ve got these MASSIVE fins on the back literally keeping the tires on the ground by pushing air.   It's pretty fascinating…   Anyways, let's say that I have a drag car and I have a Prius... and they're gonna race.    Okay, now let me ask you a question, (I want to be very, very careful how I ask it here)...    Q: Who will reach the end? The drag car or the Prius?    A: *BOTH* #TrickQuesion...    I asked who will reach the end? I didn't ask about the speed. They’ll both reach the end.    BUT…   The freakin' drag cars gonna blow everything out of the water.   I mean, the drag car might be cooled down by the time the Prius hits the end of the strip, right?    And that's the whole point… CAN YOU MAKE A MILLION?   There's a speed to education, and it's exactly the same with wealth.        A million dollars is a million dollars, but a million dollars in a day has more value than a million dollars over a year.    Isn't that interesting?    It's still a million dollars, but my utility of the million is way higher for a million dollars in a day versus a million dollars over a year or 10 years.    Everyone's gonna make a million dollars in their lifetime.    If you go work a nine to five job, you're gonna make a million dollars by the time you're done, I mean, you will.. do the math!        What matters is *SPEED*   … and it's the same thing with learning.    That's exactly why I've been speeding up my education in certain areas lately.   I see the vision that I'm trying to go for, and I know exactly what it is, and I know exactly what my value ladder is (most of you don't even know what it is yet 😉 )   I know exactly what I'm trying to build.    I know why I'm in business.   I know what I do outside of the business.    What I'm trying to do now is figure out how to increase my speed…    And the way that I can do that through education is NOT to just go buy books... (I'm not saying I don't, of course)...    I buy a lot of books. I probably have a book-buying issue.   I buy a lot of books, but I don't actually consume that many of them unless I have a specific question…    And then I hunt the answer.   Once I have the answer, I put the book down.    … that's NOT where I start though.    I start by finding the person who’s…   Rich because of their skillset - the proofs in the pudding.    Actively doing what I want to learn.    The creator of their own framework.    Able to teach, not just do - they must know how to teach and cause epiphanies    When people are like, “Huh, Stephen, I'm NOT willing to pay you to teach me…”   I just kind of laugh.    “Ha! You just valued money over time.”    I can't save up time... so I'd rather use my money to save time by learning the frameworks from the main expert people and surround myself with those kinds of people...    That's one of my major tricks.    Make sure those that are coaching you are also getting coached.  It's like two wings on a plane, and if they're NOT…    Stop getting coached by them.    If they're NOT actively doing the thing they're teaching you, then don't listen to them.    Stuff changes so fast, (especially in technology)…   That’s why I did sooo many live funnel builds as soon as I left ClickFunnels…    I wanted to cement those industry-specific lessons into a course, or a video, or something, so I wouldn't forget them.   HACKING THE GAME   Last little thing here…    I listen to a lot of famous speakers while I work, (depending on the kind of work I'm doing)...    Recently,  I’ve been listening to Robert Kiyosaki’s book Why A Students Work for C Students and B Students Work for the Government…   ... very fascinating book.   In that book, he talks about the different learning styles, (I can't remember which scientist it's from)…   Reading is the lowest…    Lectures, I think, was the next lowest...   The highest retaining education was by merely doing the thing through simulations.    So, that's why he sells the Cashflow Game.    That's why…  even if you're NOT trying to launch your next funnel, start crafting your next offer.    Let your mind go to those places, and it's literally simulation.    I can't remember which book it was this came from, but they hooked up a whole bunch of athletes to these brain scan things, and they had the athlete go run their Olympic event in their mind…   They watched the brain patterns, and then they had the Olympic athlete actually run the real thing…   There was no difference in brain signals between the ones sitting in a chair and visualizing versus the ones doing it.    So if you sit down and start thinking to yourself:    I'm gonna go create this wealth.    I'm gonna go create this solution to problems.    I'm gonna go help people in this way.    I'm gonna go make an offer like this.    These are the price points I wanna go do for   ... and actually, just run through the simulation.    I can't even tell you the number of hours I've spent at a whiteboard, (before anyone knew who I was), trying to:   Craft my offers   Craft how I would launch them   Plan out the entire funnel.    I have notebook upon notebook upon notebook with drawings of funnels.    I was…   Visualizing like crazy.   Sure I would reach my goal.   Not sure how long it would take, but willing to pay the price for how long it would take, (which was not nearly as long as I thought it would be).   Shortcut your timeline and get some freakin' coaches in your life. Make sure they're amazing, and it will compress time.    Make sure you just learn their framework for the thing they're known for.    My last piece of advice is that when you learn something from somebody who's a BIG deal…    You cannot start taking other topics that are NOT related.   If I'm gonna go learn finance from somebody, I shouldn’t also learn health from that person.     But we do that with some of the gurus that we follow.    We'll say, “Hey, you taught me X, Y, and Z about marketing, therefore, you must be amazing at marriage counseling.”    It's like, “What? No!”   That's a very natural thing to do, but catch yourself before you do it.    Only learn the BIGGEST thing, (what they're most known for and what made them rich), from the person that you're hiring. Unit Next time…   #GetRichDoGood   “Steven, why do you call yourself the Capitalist Pig?”   Ahh, there are several reasons...    I had a lot of beliefs around money that were NOT correct, and eventually, in order to actually launch, I needed to change my relationship with money.    It's one of the BIGGEST steps that most entrepreneurs need to take.    So I wear this shirt that says Capitalist Pig, loud and proud, as a reminder of the power and responsibility that we've been given as entrepreneurs.    If this is resonating with you and you believe the same, go get your Capitalist Pig Shirt at capitalismswag.com.   I believe in Free Market Capitalism and its personal development power.    Entrepreneurship is the best personal development course that you never enrolled in.    Entrepreneurship is NOT about greed or being flashy.    Entrepreneurship doesn't discriminate, it treats Baby Boomers and Millennials the same.    Entrepreneurship pays you more, the more you personally grow.    I believe that money is the reward for my discipline and the types of problems that I solve.    I believe the sickness of entitlement is spreading, and I'm quite the opposite, I am due nothing.    I deserve, (I hate that word), I deserve NOTHING.    I fight for EVERYTHING.    I defend my message that you should get rich on purpose, and it's NOT evil, and I am vehemently against socialism.    I believe true change will come from entrepreneurs and society, NOT the government.    In the words of Grant Cardone, "Money can't buy happiness, but broke can't buy anything."   I do not believe that the government should take care of me, an able-bodied person.    I do not believe in unwarranted handouts.    I DO believe in God and I believe in helping those who cannot help themselves.    I believe God would rather me be rich than poor.    Capitalism fosters personal growth, and God has been all along this journey.    I believe the pursuit of riches creates strength of mind.    I can do more as a rich person.    I can fight louder for what I believe in as a rich person.    I can help more people as a rich person.    I have more time to work on my weaknesses as a rich person.    I have more power to hire the right people to help me grow as a rich person.  In the words of Mark Cuban, "I don't care what anyone says, being rich is a good thing."    Money doesn't change me. Money amplifies me.    If I'm a jerk when I'm poor, I will a much bigger jerk when I'm rich.    If I'm charitable, and human-oriented when I'm poor, I'll have the power to bless in a massive capacity when I'm rich.    If this is resonating with you, and you believe the same, go get your Capitalist Pig t-shirt, at capitalismswag.com.    My friends, Get Rich, Give Back. Advertising Inquiries: https://redcircle.com/brands

This is why I started calling myself the 'Capitalist Pig'... Besides, “Steve, will you look at my funnel...” the 2nd question I probably get asked the most is “Where do I get your shirt?” What's with the Capitalist Pig t-shirt? It's really fun to wear this shirt in malls, airports - you get a lot of scowls, and I totally get it…   It's meant to be aggressive, it's meant to be abrasive. ATTRACT YOUR TRIBE I created it to both attract the right people, and repulse the wrong people… It's NOT meant to be offensive on purpose, but it does attract my tribe without me opening my mouth. There are A LOT of reasons that I wear that shirt…. I’m NOT just walking around thinking, “Hey, let's see how we can cause some controversy today.” I believe in using controversy for the purpose of spreading a message when you have something of real value, but controversy for controversy's sake, I think it’s stupid   … it's NOT helpful - there's enough noise in this world as it is! So there's a very specific reason that I wear this shirt. I went on a two-year mission for my church, and when I came back, I had NOTHING. I was in college, (before I met my wife), and working a labor job. I worked a lot of labor jobs growing up. I worked at Discount Tire for a while as a tire buster https://youtu.be/draLFn4wvuQ I did it through a winter in Denver when everyone's switching to snow tires. I got crazy sick ‘cause the doors are always open, and it was always snowy. Another job was residential swimming pool construction + cleaning and maintenance. I cleaned a lot of pools for the Denver Broncos, the Colorado Rockies, and a ton of really famous golfers. I got to meet some really cool sportspeople…   But I knew that I wanted MORE in my life, but I didn’t know what that meant. The last day of the job… before I started college after my mission... (I’d finally learned how to learn, and how to have a goal and just move for it.) I picked up this piece of broken tile, (I still have it), and put it in my pocket It was a small piece of black tile, about half an inch, and I held it in my hand and said: I will never work another labor job again. I wanted to learn how to use my brain instead of my hands. I was driving when I heard a radio ad that said something like: "Come learn from Rich Dad how you can invest in stocks,"   I said, “Yeah, alright!” And so I went to this two- three hour evening seminar thing… As I was driving to the event, I felt kinda nervous. I was like, “What if everyone in the room's crazy smart? I didn't know that I was literally walking through a funnel , but a physical version. (I don't think I've ever told you this story?)... Inside the room, this guy was teaching some cool strategies. I couldn’t believe that you could make money without going to a nine to five! I was like, “What! I thought this was only possible for highfalutin people who had access to resources …   ….cause it takes money to make money, right?” I had so many false beliefs When they announced a three-day event where we're gonna teach you more about these strategies, I was like, “Sweet.” It was $200, and  I had about $250 in my account. It felt like this mountain of cost for me at the time cause I was working labor jobs for nine bucks an hour... But I paid the $200 and got the time off of work. On the first day of this seminar, I couldn’t believe what they were teaching. I was like, “This is insane, I didn't know you could do this kind of thing!”   It wasn't just like, “Here's this stock principle...” When I left, I was kind of on fire because of the things that they were teaching... ... but also because of the different mentality around cash. It was the first major combatant that totally ninja punched me in the face in terms of all my old false beliefs around money. WHAT ARE YOUR FALSE BELIEFS?   The funny thing about false beliefs is... you don't know you have 'em. If someone asks, “What are your false beliefs?” You’d be like, “I don't have a false belief, I only have beliefs.” Anyway, this was the first time I realized, “Oh my gosh, I believe something, and it might NOT be true.” When I got home, and I was like, "Dad!" And I just barfed all over him:   "You gotta come do this. I learned this thing, and this strategy, blah blah blah blah blah,... And my Dad got nervous that I was being kinda brainwashed. I was like, "You gotta come with me on day two, I'm allowed to bring a guest." He said, "I'll go do this with you, but it's 'cause I wanna show you that they're probably scamming you." I was like, "I get it, but just come see for yourself." Halfway through the 2nd day, guess what they did?   *They dropped a pitch for a $30,000 thing* My dad looked at me, and we said, “You know what, this is really freakin’ cool.” He's like, "I get it now. I see what they're doing." So we paid 30 grand, and went into these stock and options courses… and it's how my dad got into what he does now.   (Eventually, he stopped trading on the Nasdaq, and now he does Forex…) I don't know why, but that event seemed to set off some kind of chain reaction in me. I’d already read Rich Dad, Poor Dad, that's how I knew who he was, but anyway… I’d read Rich Dad, Poor Dad Gone to that seminar thing We were doing these courses I started reading books like The Richest Man in Babylon (if you haven't read that book, it's a great one) I read The Alchemist, (I love that book) - I’ve heard it’s Will Smith's favorite book - Super good book.   ... and I realized like, “Oh my gosh, this life is malleable, and I can do something about all this stuff?” … you probably know where this story picks up ;-) My wife and I got married, I was still taking stock classes from Rich Dad Company with my dad. I still had A LOT of mentalities about what it takes money to make money. So I was like, “Well, maybe I shouldn't do stocks and options. What should I do next instead?” When I found out I couldn't feed my wife, I called my dad, and asked, "Hey, will you lend me the cash?" And he goes, "No." He basically said, “Figure it out,” and it put me on this path to move forward as fast as possible. There were the 17 failed business attempts, and what was really happening inside my head was… I was losing these false beliefs around money and cash. MONEY IS THE DEVIL   When you read Rich Dad, Poor Dad, he says there are three different asset types: Real estate Paper assets - like stocks and bonds and mutual funds. Business. I had sooo many false beliefs around: Business Money Capitalism ... that I literally chose to try business last. That's why I was doing stock and option classes first. I didn't wanna look like I was being greedy.   How stupid is that? That's why I went into real estate afterward, and I didn't try to start selling things, even though I had the desire to. I'm saying this because I know A LOT of you are like that. Then, I finally slunk over to the third asset type… *BUSINESS* That's actually how it happened. And that's the real reason why I chose business last, and it really shows the I mentally I had at the time. HOW I BECAME THE CAPITALIST PIG I became The Capitalist Pig because… As Batman became Batman because he's afraid of bats, I was very afraid of cash, so I became The Capitalist Pig.   I mean I liked cash, and I think everybody does… If Money's The Devil, then tell me the last time you turned down a paycheck? Think about that… Money's NOT the devil.   #Misquoting the Bible. We all like the cash; we like what it allows us to do and the resources it gives us… And, I'll go religious... God has ALL the resources, he just knows how to use 'em properly. So the resources themselves are NOT the devil, it's how and what we use them for... *Intent matters* Why are you getting rich? That matters. I decided to become The Capitalist Pig to face my fear. That's one of the major reasons I wear this shirt, guys. For a long time, I was like, “Man, I'm gonna become a Capitalist Pig,” and I would say it almost like a joke. I would say, “I wanna get rich...” (and it was like a sidestep)... “...but only so I can give it all away...” “… but only so that I can do…” “...but only so that I can die poor ..” And I started trying to justify my dream. This is a lot deeper for me than just wearing an aggressive t-shirt. "Capitalist Pig" could be the name of the story that I've gone through for the last 10 years to gain the mentality that I have. Anyways, fast forward to now… There are so many reasons I wear this shirt. Yes, it's to be offensive in a jarring way against socialism, but I'm NOT against helping people, in fact, I'm very for it - and it's one of the reasons I wanna make a lotta money. I'm really against handouts. I'm REALLY against getting stuff that you did not work for. I tell people like, “Look, I don't deserve anything.” GET RICH I wrote a post about ‘Why I call myself a Capitalist Pig…’ It starts with a conversation I had with my little girls. It says: 🐷 "Steve, Why Call Yourself The "Capitalist Pig?!" Here's why... ***** A CONVERSATION I HAD WITH MY KIDS TODAY: 🧔🏻 "Let's say Brinley (my oldest) does all the chores on her own and does a good job... Should Brinley AND Maiya (my second) get ice cream"? Or just Brinley?" 🧒 "Just Brinley!" 🧔🏻 "Yup! If NO ONE does the chores today, should you STILL get ice cream?" 🧒 "NO!" 🧔🏻 "Right, and that's Capitalism. But, if someone is hurt or sick or can't take care of themselves, should we help them?" 🧒 "YES!" 🧔🏻 "Definitely! Can you help more people when you have a lot of money or only a little bit?" 🧒 "Ummm.... a lot of money?!" 🧔🏻 "YES! So when I'm here in my office every day trying to make a lot of money, it's on purpose..." ******** My little quip "get rich, give back" is not a cute saying... I study MONEY a lot! How it works... How it's made... Where value comes from... Where it flows... The pieces that increase flow... ******** 💵 Money is man-made That's FANTASTIC NEWS!!!! Cause IT HAS RULES! (learn the rules, beat the game) If so, I need to keep going deep learning Capitalism and learn the rules of money!! I believe the 'entitled sickness' is spreading in the world... 🤺 And I believe quite the opposite: I am 'due' nothing I 'deserve' (i hate that word) nothing I fight for everything I defend my message that you should get rich on purpose... It's not evil... Capitalism fosters personal power and growth 💗 , and God has been all along my pursuing path🙏... ******** I've been studying more economics lately... I have a new bookshelf of 'basic economics' books (haha, they're so huge)... It's a hobby of mine and not something to fear (which I used to)... I've been playing the CashFlow game A LOT... I've been talking to big, rich people about their personal finances... I've been learning lots of vocab... ⚡️ "Poor people own everything but control nothing... ⚡️ Rich people own nothing, but control everything..." ******** Yesterday I was in Russell Brunson's office and spoke to him about what to do with the cash from the funnels... 🧔🏻 "Russell, what if I made a product or two with no other purpose than to store up for future cash flowing assets?!" 🤼‍♂️ "Stephen, ALL of your products should be geared towards that..." oh, yeah... hmmm... Understand that I'm only 4 years into the funnel game (8 years into the entrepreneur game)... Compared to a normal profession, 'offers and funnels' is such an EASY thing get good at. "Steve, but, but, but..." but LOOK AT IT! >> Where else does this kind of time-money leverage happen? ✔️ I have funnels AUTO-SELLING EVERY DAY... ✔️ I'm not boasting. It's what I TEACH YOU TO DO! ✔️ And I KNOW stuff is broken or needs improvement in my funnels (that's my point - you don't have to play this game perfectly for the market to find you worthy enough to pay you - perfection ≠ cashflow)... I'm only concerned with the REQUIRED pieces that cause cashflow. The 20% that causes the 80%... ******** ⭐️ Much like we create frontend-breakeven funnels to remove ad spend and make profit in the backend... ⭐️ I'm structuring my business like the 'frontend-breakeven' to my personal investment strategy, which fuels my investment-backend... --- DISCLAIMER: I'm not your finance guru and won't pretend to be. I'm merely documenting my journey, and these are the 'problems' i now need to look at as my journey is progressing... ******** 🎤 My event, OfferMind, was BUILT to 👨‍🏫 show you how to design and launch LUCRATIVE offers... (many of you have a good enough offer but are still broke cause it was never 'launched' or 'evergreen-ed') I've built quite a lot of successful offers now, and they're getting larger... And there most certainly IS a pattern to the successful ones... "Get Rich, Give Back." That path has caused more personal growth in my that any personal development course could ever hope to deliver... Unapologetically >>> Get Rich, Give Back... Your Friendly Neighborhood Capitalist Pig... #notsorry #oink    TAKING A STAND If I call myself a Capitalist Pig, I need to keep learning Capitalism itself and learning the rules of money. I believe the entitled sickness is spreading and it's spreading in the world, and I believe quite the opposite of that mentality. I am due *NOTHING* No one owes me anything. I don't deserve, (I hate that word), *ANYTHING* I hate it when people say, “You deserve it.” Bha, No man, I don't deserve a thing. I'm willing to fight tooth and nail for every single inch that I gain.. ENTREPRENEUR MINDSET The other day, someone asked me, "Stephen, are you ever nervous about losing it all?" I'm like, "No, because I know that most people can't hack my work ethic, so, uh no.” Even if everyone stole EVERYTHING from me, they can't create it on their own, which means I'm gonna outlast 'em. It takes just as much work to steal as it does to do it on your own ... which is hilarious. When you steal, you don't have the mentality that it took to make it. You know what I'm saying? So that doesn't make me nervous at all. I fight for EVERYTHING. I defend my message that you should get rich on purpose. MONEY is NOT evil. *Capitalism fosters personal power* I watch more people grow and progress in their lives when they try to actually be industrious. So Capitalism fosters personal power and growth, and God has been all along my path while I pursue this. Perfection does not equal cash flow. Cash flow comes way before perfection, but I think people try and learn what I teach to such a degree that they're like, “It has to be perfect, uhh. uhh, uhh...” *Just Execute* Sales Funnel Radio is about me documenting my journey on the way to certain monetary figures, or as I go create the next asset or whatever. So as far as me documenting my journey on this, this is me documenting it. One of the things I've been running into now is what do I do with the cash that's coming on in? (It's very protected in these different asset protection entities. It's very protected; it's all over. We've been building it smartly, which is great.) MY WHY! There are two reasons for this episode... #1: I want you to come to OfferMind. OfferMind is NOT about funnels. OfferMind is specifically about mechanisms that cause cash flow whether for your business, or your personal finances. We have some really cool surprises that I don't think much of this audience knows about. And I'm not making fun of it, but for a lot of you guys, this is your first stab into the business space, but it's been my obsessive focus for 10 years now. I mean, we didn't eat unless it was working for a little while there. Most people have NOT made that jump or been able to feel that kind of pressure on their lives. And so you learn it different. So what I'm telling you guys (and the reason why I'm sharing this with you) is that… Capitalist Pig T-Shirts are now available.   Go to capitalismswag.com. We're only gonna do this swag drop like once a month because I'm smart on swag. I don't know if I can say that -  it sounds conceited 😉 But I'm NOT gonna buy a bunch of swag and have it sit there on the shelves, (all that money sitting there) - we're hoping that it sells. So I'm only releasing the shirts once a month for a couple of days.   If you want to know when the swag drop's about to happen, join the waiting list because that list that I tell like: “Hey, it's coming out. Boom! " It'll only be open for brief periods, then we'll ship it out to you real fast. That's how we're gonna do it. I'm really psyched about it. We also have other shirts that say: I got 99 problems but my pitch ain't one. Another one that says, “It's Monday, Baby!”   ... which is actually gonna be a show soon, (which we're very excited about), 'cause Mondays DON’T suck! What sucks is what people are doing. I love Mondays, Mondays mean I get to work really hard. Anyways, we have another one that says: Work for the system, or build one It's true, those are like the two options. Anyway, we're gonna keep making really aggressive shirts that have a point.   It's NOT meant to be offensive, but if someone gets offended, that's okay. I believe that socialism is spreading, and this country is starting to beg for it. In order for me to fight the spread, I gotta get loud… and so do you. I don't have a problem helping people, I think that you should… we do. I'm all about using your resources to go help other people. I believe in that. But… I don't believe in straight up handouts that people live off. I very much am against that, and if that offends somebody. I won't apologize for that, 'cause I think it's wrong. So if you wanna stand with me, and get real loud about what Capitalist Pig means… it means, *own your crap* If you're gonna get paid, understand you're gonna get paid to the degree of the value you create in the marketplace. So the question is… How do I solve more problems in the marketplace? It's NOT unfair for the rich to be rich. No, screw that, they figured it out, congrats to them. If someone's like, “Oh that's so unfair they’re rich,” UNFAIR! are you kidding? Oh man, I wanna go freakin' nuts every time I hear someone say that. Like, “Get out of my audience if you believe that.” UNFAIR! It's NOT unfair. They went and provided value to the degree that the market said, “Yeah, I'll pay a lot of money for that if you sell that to the market.” Go do that. That's okay, 'cause there are people out who can't serve themselves. There are people out there who can't work or can't take care of themselves. And yes, I do believe that it's our blessing and obligation to take care of those people as well. This is a different style episode that I know I've ever done in Sales Funnel Radio, but it's my beliefs. I really believe that. Your business better be solving a problem. Solve a problem, get paid for it, and get paid real well… ..but solve a problem. Help people along the way, otherwise what the heck is the point... you can be rich and lonely. So… Make A LOT of money Do it on purpose Be unapologetic about it ...know that that's why I do this, and why I wear this shirt. I try to wear it in public places, and I love getting some of the scowls. Frankly, a lot of people say, “Oh, I love that…” and I'm like, “Right! Seriously, we need more of this.” Be industrious my friend, no one owes you a dime. No one owes you a thing, and when you treat it that way, you will be shocked at how much of a beast, animal, superhero you will become in your own right. You start holding personal power in your own hands. And you say, “You know what, I'm willing to feel a little bit of discomfort while I figure out this whole money thing,” ' and then you start moving forward. I'm massively, massively pro for everything I'm telling you right now. I'm very against socialism, for hand out's sake. I'm very against it, and I'm not saying like, “Oh yeah, that's too bad.” No! I think it's wrong. Go get paid, to the degree of the types of problems that you solve. The amount of money you make in this life is akin to the types of problems you solve. So if you wanna solve a problem of how to put groceries in a sack at the end of a grocery line, you're gonna get paid accordingly to how much of a problem you're solving there. That's NOT much of a problem; therefore, society doesn't pay you that much. It's NOT about fair, it's about value. You wanna make more money? Learn how to solve bigger problems.   It's super fun WHO you become as you do that, and that's kind of like the pseudo-theme of Sales Funnel Radio. That wasn't on purpose, I was just documenting my journey. I was like: “Dang, I had to shed that character flaw. That sucked.,Nah, dang it, I don't wanna let go of that one, but I see that my message needs me to let go of that one.” That's one of the fun parts about the game, and that's why I wear this shirt, and that's why I wanna invite you guys to do the same. I'm really, really sick of all of the entitled crap, (and yes it comes from baby boomers too), yes it comes from everybody. It's a mentality that's coming from everywhere. And I want you to look at this shirt and be like “Oh, yeah, you know what, I'll be a “Capitalist Pig” in your eyes.” I'm gonna go get paid really nice because I solve actual problems. That's cool, I don't believe in feeding off the government... or “Who's gonna take care of me.” *Own your crap* Move forward and say, “How can I own my life,” and you'll become this person, that's like the funnest part… The money's fun, but what you become, “oh my gosh,” that's the funnest part about what I do. I turn around six months after coaching somebody, and they feel like a new person. They’ve got self-confidence, and they own it, and they are moving forward. They're saying: This is what I do This is what I solve This is who I serve This is how much money it is I know I get the results for people, and I’ve been labeled prideful, for helping get people to that spot. Being confident in your ability to deliver a result is NOT pride …. and that was a HUGE false belief I also had to overcome in terms of becoming a Capitalist Pig. I'm inviting you to become a Capitalist Pig. (Go to capitalismswag.com) Know that I really stand behind this message. Go get rich, on purpose, it's NOT gonna happen on accident… You hear me clearly as I say that? It's NOT gonna happen on accident. You may already be rich... but maybe not... You need to have intent, clear intent, and purpose behind getting money and causing value in order to do so. I tried to buy oink.com... whenever someone's like bashing me online, I just put #oink I'm like, “Yeah baby, lean into it sucka, 'cause I'm not apologizing for what I believe, and this is what I believe.” *Get some cash on you*   “Steven, why do you call yourself the Capitalist Pig?” Ahh, there are several reasons... I had a lot of beliefs around money that were NOT correct, and eventually, in order to actually launch, I needed to change my relationship with money. It's one of the BIGGEST steps that most entrepreneurs need to take. So I wear this shirt that says Capitalist Pig, loud and proud, as a reminder of the power and responsibility that we've been given as entrepreneurs. If this is resonating with you and you believe the same, go get your Capitalist Pig Shirt at capitalismswag.com. I believe in Free Market Capitalism and its personal development power. Entrepreneurship is the best personal development course that you never enrolled in. Entrepreneurship is NOT about greed or being flashy. Entrepreneurship doesn't discriminate, it treats Baby Boomers and Millennials the same. Entrepreneurship pays you more, the more you personally grow. I believe that money is the reward for my discipline and the types of problems that I solve. I believe the sickness of entitlement is spreading, and I'm quite the opposite, I am due nothing. I deserve, (I hate that word), I deserve NOTHING. I fight for EVERYTHING. I defend my message that you should get rich on purpose, and it's NOT evil, and I am vehemently against socialism. I believe true change will come from entrepreneurs and society, NOT the government. In the words of Grant Cardone, "Money can't buy happiness, but broke can't buy anything." I do not believe that the government should take care of me, an able-bodied person. I do not believe in unwarranted handouts. I DO believe in God, and I believe in helping those who cannot help themselves. I believe God would rather me be rich than poor. Capitalism fosters personal growth, and God has been all along this journey. I believe the pursuit of riches creates strength of mind. I can do more as a rich person. I can fight louder for what I believe in as a rich person. I can help more people as a rich person. I have more time to work on my weaknesses as a rich person. I have more power to hire the right people to help me grow as a rich person. In the words of Mark Cuban, "I don't care what anyone says, being rich is a good thing." Money doesn't change me. Money amplifies me. If I'm a jerk when I'm poor, I will a much bigger jerk when I'm rich. If I'm charitable, and human-oriented when I'm poor, I'll have the power to bless in a massive capacity when I'm rich. If this is resonating with you, and you believe the same, go get your Capitalist Pig t-shirt, at capitalismswag.com. My friends, Get Rich, Give Back.  Advertising Inquiries: https://redcircle.com/brands