Sales Funnel Radio

What Dave Woodward taught me in-between stage time... Hey, what's going on everyone? This is Steve Larsen. You're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best Internet sales funnels. Now, here's your host, Steve Larsen. All right, all right, all right. I am in the throws of just building like crazy. I'm about to finish my webinar product. I have had, I've had a ton of people come out and say, "Hey, will you build this? Will you build this? Will you build this?" It's so funny you guys. It's been this way every single time I've ever built anything, ever. I remember I was going out, and I can't remember what I was building, it was years ago. I started noticing this pattern that any time I got ... I started setting this resolve of like, "I'm going to go build this, and I'm going to stay focused, and no one else is going to get distracted." Like, "All right, no one's going to distract me, and I'm only going to do one thing at a time this time." As most entrepreneurs probably go through. It's every single time I go out and I start having that kind of intent to build something different or put something out there, it's like the world and the market come flying out from the woodwork and just trying to distract me, trying to say, "Hey, well here's an opportunity over here. Come over here, there's an opportunity here. This piece over here. Don't miss out on this over here." Right? I'm sure you guys have all seen that before. If you haven't, get ready and buckle up, okay? As soon as anyone ... Here's the funny thing, okay? Most people in life don't really do that much stuff, right? If you're listening to this podcast, right, you're probably one of the other ambitious individuals on the planet. There's like, newsflash, there's not many of us. I didn't know that, and it's not to put anyone else down, but some people are completely content of doing the same thing over and over again in their life. That's great, good for them. I'm not and you're not either, I'm assuming, right, that's why you're listening to this, okay? I'm not. For me, I had the hardest time when I was in school knowing what to try and choose to do. I would stand around and go, "Oh my gosh," like I, do I try and go ... My major at BYU-I was actually finance and then I was like, "Maybe I'll do supply chain. Maybe I'll do this over here. Maybe I'll do ... Gosh, I have no idea, because if I do this, I'm going to get stuck at a desk doing the same thing over and over again. If I do this over here, oh my gosh. Like literally, I'll look at spreadsheets all day long." I was like, "I don't want that." It's funny, because when I started getting really clear on what it is that I wanted, two things happened, right? The first thing that happened, well first of all, just so you know, I was like, I was in this huge conundrum and suddenly, and finally I had this professor, this teacher, he's kind of one of my, he was a mentor of mine basically. He was a teacher. He and I spent a lot of one-on-one time together actually and he would just teach me stuff. He was a former CMO of Denny's and of Pizza Hut. I've talked about him before. He was the guy that invented the stuffed crust pizza, and all hail. He would teach me a lot of amazing stuff. One day, he took me aside and he goes, "Look, Stephen, I see that you are like massively torn between what you should do." He's like, "You need to come and you've got ... Come get a marketing degree, man." I was like, "Serious?" I was like, "I'm not going to lie. I look at the marketing degree as like a cop out." Okay? That was my view of what marketing was at the time, which was so skewed. Like oh my gosh. In my mind, there's no other skill set that will pay you more than learning how to do sales and marketing but for some ... Like the way it's taught, right? The cultural perceptions of western society look at sales as almost like the people who couldn't get any other career. Like are you kidding me? That's like the most valuable, most important career on the planet. Like without sales, the entire economy dies, newsflash, right? Like holy smokes. Learning how to be salesman, learning how to market, those are like the most profitable skills you could ever learn, right? Which is amazing, it's just amazing. Anyway, so I was like, "Okay." He's like, "Come, come and do this thing." Like, "Fine, fine." He goes, "Look, I know you're going to like it because you have to solve a new problem and a new challenge pretty much every day. It changes, you're never doing the same thing over and over again. Even if you have to, it's kind of different, right? It's for different people." I was like, "All right, fine." He goes and he convinces me to get into this. He's like, "Go do marketing," so I get into marketing. I started studying marketing stuff and I was like, "Oh my gosh, this is amazing. This is super cool." It's always, it's been fascinating to me how much of it has to do with psychology than anything else. Some of you guys might be thinking like, "Steve, are you just realizing this now?" No. I'm not, but I had it reinforced to me again two weeks ago, and I wanted to tell you guys about it. Again, I'm talking about the FHAT event. This last one was, frankly, like so freaking awesome. I was on point, Russell was on point. Like it was just, my gosh, and it was our last one, which makes me super sad, but I get why. Just logistically, it's a hard thing to pull off, it's three days. We clearly over-deliver on ... I mean, anyway, it takes a lot. It takes a lot to pull them off. I was up there, I was teaching, it was going great, it was awesome. I love, I love, and I hope you guys understand in the future, I would love to have a coaching program of my own, I would love that. The reason I'm bringing this up is because one of the things that's such a huge benefit of being attached to a place like ClickFunnels, which I still am, which is great. I'm contracted to run the Two Comma Club coaching program or part of it with them now, which is awesome. I just signed the contract, I'm very excited about. It's a huge deal, very huge deal. I love the mentorship. I love ... I'm scared to death to actually completely remove myself from the marketing nucleus that ClickFunnels is. Internet marketing status quo as a whole gets created in those rooms, right? It's amazing, it's amazing. Common practice, think about the power of that. It's huge, right? It's like a massive innovation center. I mean, I feel like ClickFunnels is the apple of the Internet marketing world, right? Just massive innovation on an intense level at all times. It's very, very fun to be part of. Extremely electric environment, right? I loved, loved working there, very sad to not be. You guys know that story though, for a lot of reasons why I'm not now, but I still wanted to be a part of it, so I was super, super thankful when I was asked to be contracted as a Two Comma Club coach there, and still be a part of that a little bit. I wanted to tell you guys though about an experience that I had that kind of reinforces what I'm saying right now about how much of this has to do with human psychology. Had way more ... Which is funny, because I almost went into psychology. I was like, "Yeah, this is really interesting stuff." I was like, "That's a lot of science terms and I don't really want to learn that stuff." I still am ... The parts that interest me, funny enough, are actually all the things that I still use for marketing messages and storytelling as it is anyway. Anyway so, gosh, mentorship is such a huge piece of growth to this, I love it. I hope to be able to do that, and a lot of you guys have asked, actually reached out and asked. Probably more of you guys are doing it than you realize, then the rest of you guys realize. Yes, the answer is yes. I would love, love to be able to mentor and coach and show you guys the very obvious places where you could improve your funnels and things like that. It's all I do anyways. I've been doing it for the last year with hundreds and hundreds of students. We have over 600 students now inside of the Two Comma Club coaching program. I'm on with them every week, pretty much for the most part. Unless I get bronchitis like I did a while ago, it was crazy. Anyway, so I was on stage and I was teaching, and it was awesome. I noticed that the room was starting to drop in their responsiveness on what I was saying. If you guys have ever taught or ever spoken, you can feel that as the speaker, right? I'm sure you guys have felt that before. You stand up and you starting to deliver, and you can feel the responsiveness. You can feel how people are with you or not when you're actually speaking, and teaching and do whatever you're doing, selling, okay? Which is one of the major reasons why I tell everyone, "You've got to publish consistently. It would be an amazing teacher for you." Just you, that's like self-teaching. Just you publishing is like self-teaching. An amazing, a very powerful way, right? It's like tailored coaching to yourself, but it's from yourself, which is pretty interesting. You only get that with publishing frequently, right? Anyway, which is why I'm like, "Oh my gosh. Get good at telling stories. It'll be so ... You'll see the responsiveness." Anyways, I'm on stage, I can tell. The reason why I knew is because they were just getting tired. Okay? They had been there for eight hours the day before and I don't let them take breaks, okay? If they got to get up and go to the bathroom or anything, they get up in the middle and then leave, okay? I don't really ...There's like two breaks the whole time, lunch and kind of dinner, kind of. Okay? They'd already gone eight hours the day before and we were like six hours into day number two, and there's still like another seven hours to go. We're stopping for dinner, okay? There's been a lot of progress. I'm helping them make their webinar scripts. I'm helping them make the actual funnels. We're going through and we're teaching storytelling, we're teaching, and we're helping them. They're doing it and we're also coaching them through it on different ways. They're listening to each other being coached and it's a great ... Oh my gosh, huge accelerant, massive catalyst for growth, and so I love that event so much. They're getting tired and I can tell the responsiveness of the room is beginning to drop. I kind of started making fun of them just a little bit. I know a lot of you guys listen to this podcast, "What's up?" You guys are a great group, love you. Just know from my side, that's what I was seeing though. I was like, "I know they're getting tired." I was like, "How can I break state? How can I break their state? How can I jar them in a certain way?" I was kind of like jesting, in a playful way, making fun of them like, "Come on. Stick with it here, we got to keep going. This is three days that can set up the next 30 years of your life if you do it right." It's like ... Anyway, and so we break for dinner, I'm going on in the back. As a speaker, I got to decompress from just this constant ... It's like, let me think. It's like 24 hours of me on stage in three days. It's a lot. Russell told me 90 minutes is the equivalent of an eight hour day, and I'm on there for 24 hours in three days. Like I am wrecked by the end of it, okay? The day after and several days after, it feels like I ran a Sprint triathlon, which I used to do. It's like the same feeling of just exhaustion, but it's super fun. Keeping the energy high is super key with it. Anyways, I go to the back, I'm decompressing, I grab food, and I was just kind of sitting in the back. One of the brilliant people that I love being around in ClickFunnels walked into the back, and his name is Dave Woodward. He walks into the back, and he sits down next to me, and he's eating food. We're just chatting it up, and he's asking how things are going. He's like, "Hey, you're on your own, this is awesome. What are the issues? What are the cool things?" Back and forth. Then Dave goes into this brilliant teaching mode. I hope he's okay with me sharing this, but I wrote it down. He goes, "Have you ever heard of the four C animal psychology approach," or whatever. I can't remember what it's called. You guys out there, I'm sure some listeners listening to this probably know what I'm talking about. I was like, "No, I have no idea what you're talking about." Because what I had just said was, "I can tell that I'm losing some of them. They're getting tired. I want to make sure ... I'm trying to keep them engaged. They have to be engaged mentally in this process for the three days. It's a lot, but they got to stay with it." I was like, "Trying to get ... I can feel ... It's going really well, but I'm killing them a little bit, I'm killing them. I got to resurrect the feeling a little bit. I got to keep them engaged with it. I got to inspire them a little bit." He goes, "Hey, have you heard of this? It's like the four C animals approach to psychology." I was like, "No." I'm calling it wrong, okay? Whatever it's called, I don't know, okay? He goes, "Okay." He goes, "You and I, we're sharks. Sharks are go-getters. They stop at nothing, okay?" I was like, "Okay. That makes sense." He's like, "Then, there's also dolphins. Dolphins are bubbly. They like being the center of attention a little bit." He's like, "There's always a few people in the room that are really engaging with you the entire time?" I was like, "Yeah." He's like, "Those guys are totally dolphins, okay? Those are the dolphins. They're very, very friendly, they're open, they're bubbly. They have no problem being engaging and energetic." I was like, "Okay." He goes, "Then, there's whales, okay? A whale is someone who wants to make sure everything is fair, okay? Those are the people in the room who are kind of like your checks and balances system when something ..." "You say you're going to do something and you forgot to cover that, they'll go back and they're the ones correcting you. They'll make sure everything's fair, everyone's treated fair. That everyone feels validated and everyone feels edified, right?" I was like, "Okay." Then he goes, "Then the fourth kind though is the sea urchin, okay? The sea urchin are like the accountants. The accountants are sitting back, and they're extremely logical. They're very number driven, they're very process driven." He goes, he said, "We all have pieces of each one of those in us but there's always a dominant, okay?" He goes, "You're a shark." I said, "Yes." He goes, "You need to understand that people will not ... If they don't have any shark in them, they're not going to respond to your shark-like mentalities. They're not going to respond to yours shark-like communication style." I was like, "Huh, that makes a lot of sense." He goes, "If you watch the way Russell speaks, and you watch the way Russell goes, he's very brilliant at making sure he communicates to all four of those personality styles, of those learning styles, right? Communication styles in the room. He hits all four of them in the room." I was like, "Huh, that's fascinating." It was dinner, and we had another five hours to go. I mean, we usually stop that event at 12:30, 1:00, right? Afterwards, after it was over, we all, Russell and I and Dave and Melanie and John, we all just kind of hung out. It was a lot of fun. We just kind of chatted up and caught up for a little bit, because it had been several weeks since I had been there. Anyway, so but that was fascinating to me though. He goes, "Make sure that ..." He said, "You're doing great. I mean, you're really, really awesome." I was like, "Oh, thanks so much." He goes, "But make sure that when you get back up there, and you are trying to keep them motivated, and you are trying ... That you are talking to sharks, yes. You are a shark, that's easy for you to do." He said, "Make sure you're talking to the dolphins that are bubbly and energetic." He goes, "You can do that. That's very much your style also." I was like, "Yeah, I'm definitely energetic." He goes, "Make sure also that you're talking to whales, right? The whale, meaning the personality who wants to make sure that everything's fair. Making sure that there's everyone's nice." He goes ... Even though I was jesting, making fun of everyone. I was like, "Come on, stick with it. You guys ..." He's like, "That may have been bad," that I was jesting, making fun of them, right? I was like, "Come on, you can do it. Stick with it." I was just trying to keep them motivated but I was like, "Huh, for that personality style, for that communication style, they may not have liked that, and that was a mistake of mine." Right? "Then for the sea urchin, make sure that you're still going through logical progression, you're still ..." He's like, "Make sure that when it comes down to motivating, when it comes down to communicating, when it comes down to script writing. When it comes down to any communication piece that you're doing whatever you can to communicate ..." "Because a sea urchin, if that's their preferred style, they like to learn like a sea urchin, right? Not like a shark. You got to speak like a sea urchin, all right? Make sure if the person's, right, dolphin, you got to speak a little bit of dolphin, right?" He's like, "Make sure you're learning each one of those four." That was such a huge lesson. It was such a huge lesson. I was like, "Oh my gosh, that's okay, okay. Awesome, cool." I went back out and for those of you guys who were there, you might have noticed, I don't know. I was trying to incorporate more of those things throughout, and I did that specifically on the third day. I don't totally know how, but I know that like when people say like, "Oh, when the student's ready the teacher appears." It has everything to do with the student's ability to learn though. I was like, "No, it does have a lot to do also with the teacher's ability to deliver." Right? I was trying to practice that, and I was trying to get good at that. Anyway, it was fascinating, so that's what I'm doing. What I'm trying to do is I actually went back to my webinar script that I'm currently running right now, right? My webinar. It's going great, going actually very, very well. It's been fun because I'm trying to incorporate now, I've got the shark piece but I'm trying to incorporate a little bit of dolphin, okay? I've got that pretty naturally also, okay? The whale, right? How can I make sure everyone feels like things are fair? How can I make sure that there's still logical progression, and the people like to analyze stuff, for sea urchin? You know what I mean? I'm going through, and the actual sales scripts themselves, on the pages, inside the webinar, after the webinar. I'm going through all those things, I'm trying to add those things in. It's gone really, really well. It's actually been really, really cool to go through and do that. Anyway, guys, that's all I wanted to tell you guys about was try and figure out which one you are, and then learn to speak the other languages, okay? As far as communication skills, communication tactics. If you are a straight up shark, unless you're looking for just straight up sharks also, right, make sure you're speaking other forms of communication as well that people ... It's kind of like the love languages. These are almost like communication languages. That's how I look at them anyway. I'm probably botching some pieces of it... I don't know the name of that methodology or whatever it was that he was teaching me, but the lesson, the lesson was powerful for me and I'm like, "Huh." I've always tried to incorporate certain things like that, but I never heard it described that way. I think I was neglecting specifically a certain part, and certain personality and communication style in the room. I didn't know that. It's not that it wasn't good, not that they weren't getting the stuff also, but I'd be more effective if I was like, "I got to learn these other pieces here." Anyways, that's what I'm doing right now. Trying to go through and toss a few of those, more of those elements in. I am dedicating right now full days to just the actual webinar script. That's how much I'm trying to master and just get it down. Selling once a week right now, and it's the only funnel I'm running. I got plans for all these other funnels. I got offers for tons of other funnels to go build. I got offers for all the other things, but it doesn't matter right now. Okay? I know I'm literally one funnel away. That's not just a phrase or a saying that's kind of cute, it's a real thing. I know that, and I've seen that, and I'm doing it, and so I'm trying to say no to everything else. Also, with the communication style of, "How can I speak to everyone else's language?" Because we're all different. Anyway, okay guys. Thanks so much, appreciate it. I hope you guys learned something from that. You can go back and incorporate that into your scripts and your copy and communication styles. I'll talk to you later. Bye. Thanks for listening to Sales Funnel Radio. 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Click above to listen in iTunes... Here's how the first 30 days of my webinar are going and what I am going to change... Hey, hey, what's going on everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio. Welcome so Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen. Alrighty, guys. I am super pumped for this because I'm going to walk through, as I said ... That was about five, six weeks ago, I launched my webinar, and the webinar that I launched out there and put out there has been ... It's been going fantastic, and I wanted to walk through some numbers and some stats. This is a lesson, so this is Sales Funnel Radio, right? I want to show you guys when you actually launch a funnel, and you guys know my philosophy that, look, you don't need to know everything, and in fact, it's best if you just know the formula for this whole business game to work online, and then all you do is you start your business and product ideas through the formula. While some of them are not going to work, you're just going to go out and you're just going to try it again. That's totally fine, and if the formula works, you're just trying to find the right idea and market match that actually makes the formula work and blow up really, really well. So what I want to do is I want to walk through the actual webinar that I launched. Now, the webinar that I've launched has been in the making, the actual planning of it as far as like, "Hey, I'm going to go do this thing," it was in the planning for, I don't know, a year? It did not actually exist until about four days before I actually did it. Does that make sense? So I went through and day number one ... So this was January 1st. January 1st was a Monday, and on Monday ... and I did it on Thursday. The webinar actually launched on a Thursday, so Monday what I did is I went through and I just created my registration process itself meaning you could go in, you could register for the webinar, there's a confirmation page, a little bit of indoctrination series. If you don't know what I'm talking about at all, go read the book Expert Secrets.. So I actually made the registration process itself before there was anything else. I didn't even make the script. There was no script. There was hardly any product at all, at all. Day number two what I did is I went and I started actually making the script, and I didn't finish it at all, but I came up with my three secrets, and I came up with the actual offer itself, the actual stack slide, the actual offer. Then day number three I put a membership area together, put some stuff in there, and then the actual order process so people could buy. Day number four, I actually did the webinar, and I woke up on the day of the webinar and I got up and I started the actual slides at 8:30 in the morning, and the webinar was at 2:00 pm, and I was just slide creating like an animal, and I was getting all these pieces together, and music was going crazy. That's the secret to good funnels, by the way. It's music and caffeine. So I was making the funnels, putting all the pieces together, and I get out and the time starts going away and suddenly it's 10:30, and I'm like, "Crap. I just barely started the secrets," and suddenly it's noon, and it's two hours away, and I'm like, "Oh my gosh. I'm only into secret number two here." If you guys know the webinar formula, that means I'm a third the way through, maybe halfway through, maybe. About an hour before the webinar starts, and there's 270 people registered for this one, and I was like, "Oh my gosh. Holy cow. I'm not going to even finish this thing," and I'm going as fast as I possibly can, and I literally finished the slides two minutes before the actual webinar started. That was some stressful crap. I recommend you not doing it that way, but I got it out the door. I just did it. That's the whole point. I just did it. If you've not launched something and you've been consuming all of my podcasts and you've been reading the books and you've been learning about the methodology and the formulas behind the stuff that we know works and you still haven't launched it, just set a date and just do it. Just do it. Know that it's going to go out kind of broken, and it was for me as well, and I told you in the last episode that it in part it has to do with a lot my storytelling that created an emotional experience for people that allowed them to know that it was going to be a little bit broken and that they were okay with that. They were fine with that it was a little bit broken out of the box. All right, so anyway, that's huge. That's a massive, massive piece right there. So anyways, I launched it, and I sold it. So I'm going to go through some numbers here. I want to go through some stats so that you see what I see, so I can show you what I'm seeing and what I'm looking at because I mean even when I worked at ClickFunnels, I was the lead funnel builder. We went through. We were building funnels like crazy. I was cranking out ... I mean, man, my entire almost two years there it was like one extreme deadline after the other. I mean I felt like I hardly ever got a break. I got a little burnt out, I'm not going to lie. It was a lot, but I was cranking them out on average almost one a day, on the average. It was just like, "Holy smokes." It was a ton of funnels, and love it, enjoyed it, still enjoy it, still doing it, just now for myself. Anyway, so what I wanted to do though is I wanted to just go through and just show you guys how like, "Okay, look. Here's the standard of after we launch a funnel, any funnel, usually out of the gate it does not do that well. There's some broken pieces with it. We expect that, we know that, and the reason why, here's the reason why. A lot of what we build, a lot of what we put out there, has to do with what we call an ask campaign. Now you guys have heard this before, I'm sure. When we were expecting our first girl, our first ... four years ago, over four years ago now. When we were expecting our first little one, we were literally in the delivery room. My wife was getting induced, and I am so sorry to admit this that I did this. This was stupid. I should not have done this, but we had been in that room for hours and hours and hours, and I was like, "Oh." As a man, there's not that much you can do. My wife's getting ready to deliver our first kid. We're super excited. We've been in there for a while though, and spent the night in there, and it was ... We were just exhausted, and we were just waiting, and we were just waiting for the new one. She wasn't actually in labor yet, but we couldn't go home yet because it was in this weird limbo stage. At the time, I was listening to a lot of Pat Flynn, Smart Passive Income podcast. It's a great podcast. I went through, I was listening to a lot of them, and that's where I learned about Noah Kagan, and Noah Kagan had this product where if you had any questions you could literally text Noah and he would text you back. So I was sitting in the room, and I was texting Noah Kagan, and I was sitting there in the middle ... and my wife's about to give birth. That was stupid, okay? I did not earn brownie points for that, but here's what I learned... I went and I was texting him, and I was like, "Hey, man, I really want to get your course," and I hadn't really figured this game out yet. This was four and a half years ago, and it's crazy she's that old now. That's nuts. Anyway, so I was texting Noah Kagan, and he goes, "Hey, man. Hey, man, I got this cool idea, and all these people say they really want it, which is really awesome. Do you think I should go build it?" He's like, "That's cool, but frankly, I don't care what people think. I let people vote with their wallets." That's what Noah told me. I was like, "Huh. That's interesting. That's very interesting." Okay, now take that, follow me real quick. When most of this product is started from an ask campaign, they're not voting with their wallets. They're voting with their opinions. People behave differently when it's actually time to take the wallet out. So here's the whole point. The formula that we teach, the formula that I teach, the formula that we go through sort of like, "Hey, this is how we know big money comes online in this formula. Start with an ask campaign, figure out what people want, and then just deliver it." There's a whole bunch of stuff in-between that, but that's the premise of it. Figure out what people want, ask them what they want, and then go make it. The issue that can happen, and the reason why funnels fail out the gate usually on round one, is because we did an ask campaign where there was no money involved. It's just their opinions. People behave differently with what they say versus what they'll actually take their wallet out for. So we're going out, this very first week, this very first webinar, I went out and I'm building the webinar and I'm putting the stuff together, and I did all these ask campaigns. I did six or seven ask campaigns. Right next to me, there's a whiteboard full, chock-full of false beliefs that I found, and that stemmed my marketing message, the product, the actual offer, all the way I would talk, the way I would put the script together, all of it. The thing is that there was not  actual wallet involved with that, so I have to take what they said with a little bit of a grain of salt, put it in the formula, and toss it out there with the expectation that now that I'm actually asking for people's money, they will probably behave slightly different than what they told me during the ask campaign because now their money's involved. They're going to vote with their wallets, just like Noah Kagan told me. So I tossed this stuff out there. I put this stuff out there with the expectation ... and Russell's the exact same way. When we were there all the time, we'd put these things out there knowing that there's a gap between what people say they want versus what they will actually do and get. There's a gap there, and this formula will close that gap as much as it possibly can, and then when it comes to launch it, you have to see and watch the numbers and see how things behave and then react appropriately. That's why the stuff usually fails out of the gate, but you're very close to profitability on round number one. Does that make sense? I hope that makes sense what I'm saying. All I'm saying is that there's a gap between what people will say they will do versus what they actually do. "Oh, yeah, I'll do that," versus the people who actually do it. We all know that. I mean take ... It's just barely turned February, right? New Year's resolutions, we all say, "Oh, yeah. I'm going to do this, I'm going to do this, I'm going to do this," and then when you actually get to the part of execution that can be a little bit different, and it's because of we say we want something versus us actually doing it. It's the same thing. It's because we're stemming the information that we're collecting on those ask campaigns is coming from people saying, "Oh, yeah, I want this and this and this. This is what I'm really struggling with. Go make the product for this. That'd be great," versus what they actually get their wallet out for. There's a little bit of a gap there. The formula, the Expert Secrets formula, the Dot Com Secrets formula, all this stuff that closes the gap as much as it possibly can, and then it's your job as the marketer to go look at the numbers and learn how to be a detective and go, "Huh. They all said they wanted this, but the numbers are telling me they want this. Let's go switch this right here." So all I want to do right now is I want to walk through some numbers of my current webinar. Is that cool? even though you're not in front of me. Is that cool? Does this sound awesome? Can you guys see how this could be helpful to you? You guys seeing how this could be applicable in your own business? Okay, so let's walk through this though. So I wanted to set that backdrop so you understand what I'm doing and what I'm looking for and why I'm looking for it. It's because of that gap. It's that action gap between what they say and what they'll actually do. So I created this whole thing off of all the stuff that we teach. I used the exact same formula, the exact same process. We practice what we preach. I practice what I preach... So I went out and I created this thing with the understanding that it will most likely fail out the gate. Now, it didn't because I've been publishing like crazy on a second podcast. That created a lot of affinity. That created a lot of emotion towards the upcoming product that they all knew that was coming up. I created pressure just like Hollywood would by tossing out a preview six months before a movie gets released. I did that on purpose. It was lot of planning that went into that. So I want to walk through some numbers, and I want to walk through some numbers week by week just for the first four weeks. We're just going to go through a few different numbers here. I'm going to go through the registration rate and then I'm going to go through actual purchases, and then I want to go through the indoctrination series. As I go through it, what I want you to do is I want you to take note of what it is that you would do. How would you react based on the numbers that I am actually tossing out there. I've never done anything like this before on my show, but I think it's ... Let me know if you like this, first off, because I want to keep doing this kind of stuff if you guys find it helpful. This game is more about becoming a good detective. It doesn't matter what you think. It matters what the market thinks. It doesn't matter if you like something or don't. It matters if it sells. It doesn't matter. It's your job to just use the formula, plug a whole bunch of different ideas through, one of them pops and explodes and now you're just a detective tweaking things based on how the market reacts to it. That's it. That's it. That sounds crazy, but if you realize that's really all it is, simplify it in your brain and just go master the process and master the formulas? Oh my gosh, guys, the game is not that crazy hard. I just talked about in the last podcast how you really don't even need to be that amazing at sales copy if you're a good storyteller, so start practicing stories and start learning the formula. Anyways, let's dive through these numbers here. So what I want to do is I want to go through and I want to toss out just some numbers, some stuff that I've been going through right now, and so I'm going to go week by week by weeks, so through four weeks of the different numbers, and I'm excited to show you. I know what my issues are. I know exactly the problems. The market has spoken. I know exactly what the issues are, and I'm excited to go through and keep fixing them. So this is it then, okay? So week number one I had 469 people hit my registration page, and instead of doing it this way, because it's going to be hard to listen to for me anyways, I'm just going to talk about percentages. I had a 60% opt-in rate. That's insane, and the reason it was so big is because I was promoting to my hot list. I was promoting to my hot list. The people that were on my following, the people that were waiting and begging, they're watching the quote, unquote movie previews, they're listening to my other show. I was priming the market, letting them know it's coming up. So I had almost a 61% opt-in rate, which is on my registration page, which is pretty freaking awesome. As I moved down though ... So there was 37 purchases, so we made 37 grand. The way it worked out is I think it was 21,00 in sales on the webinar, and then I did another 17,000 on the follow-up sequence, which is awesome. So cool. Holy crap, that's like we did $37,000 or whatever the math is on that. $37,000 on the first week, with no ad spend, just straight to my actual not list. Now, understand that's going to skew the numbers a little bit. I did not promote to my hot list again after that. It was all about cold ads, cold traffic after that. Not cold, but warm. I don't care about cold traffic for a long time. So that's $37,000 in sales, which is awesome. Now here's what's interesting. Before we move on past that, the actual registration page, 61% opt-in rate. That's 286 people who registered for the webinar. Unfortunately, it is very standard in the webinar space for only 15 to 20% of the people to actually even show up. If you're getting that, that's pretty standard. It sucks, but it's standard. It means you're not failing. Of the people who show up and who start watching the actual pitch, they stay on long enough to watch the pitch. If you're closing at 5%, yes, 5%, it's usually a six-figure webinar within a year if you're doing it every single week. If you're closing at 10%, that's a million dollars usually within a year. 15%? That's very, very good. So my webinar right now is closing, on average, anywhere from 10 to 12%, sometimes 15 with the follow-up sequence, but it's doing really, really well. I've nailed the offer, I've nailed the story, and it's going awesome. So what's interesting about this is so that week number one, 200 people registered, 280 people. Only 40 of them went through my actual indoctrination series. 40 of 280. What is that? That's 40 ... It's only 13%. Now, that's through email. 13% meaning 13% click-through rate of all the emails that I sent. That's unfortunately also pretty standard. I mean that sucks though. Oh my gosh. It's terrible. I don't like that that's normal. I don't like that that's standard, so I'm trying to figure out the next piece on that. So let me compare week number one with the following ... I'm just going to compare with the next three weeks, basically, instead of going week by week by week by week. Okay, so that last was hot traffic. That last was very hot traffic. That was my hot list. The next three weeks I'm talking about here is weeks two, three, and four, and it's to cold traffic ... Not cold, but Facebook ads. We're running Facebook ads. On average, we're spending about five to six dollars per registrant for a Facebook ad. That's how much you're spending to get someone to register, which is, again, pretty standard. It's pretty awesome. I would love it to be obviously very, very low, but anyway. So three total weeks together, 612 people registered. Of the 612, again, only 39 people actually went through and opened up my indoctrination series. So I will tell you, looking at the numbers, that is the place that is sucking it up the most. I've got to get people indoctrinated. I've got to get people consuming stories before they get on the webinar. That is one of the keys and secrets to the perfect webinar. You've got to try and get the sold before the webinar starts. That's one of the big old keys of this whole thing. So I'm going through ... Oh, I mean, gosh, that sucks. 39 people of 600 are actually going through and looking through my indoctrination series? That ... Ugh. So my biggest thing that I'm focusing on right now is my show-up rate. That's all I'm trying to get to. I'll go through some more numbers in a second here, but the two things, as I go through this ... and keep that in mind as I go through these numbers. I'm being a detective, and the market is telling me to focus on really two things. Oh no, it's three things. There's three things I'm trying to fix. Increase my show-up rate, which my show-up rate is pretty standard, but I don't like that, so I'm going to try and ... I've got a few ideas of how I'm going to blow it up. There's some Facebook Messenger bots and stuff like that that we're going to be using. It will still be the same indoctrination series, but we're just going to deliver it over Facebook Messenger because I think a lot of my audience is there rather than their email all the time, so I'm just going to go where they are, and I'm going to follow them. So I'm going to try and increase my show-up rate. The second thing I'm going to try that I'm going for here, I'm almost done actually building the product. Yes, I just said that. So I've been selling it without it actually being done, which is awesome because it means that the market is creating it with me, which makes the product way less risky for me to actually go create. It makes it way less risky for me to actually go be successful with this because they're making it with me. The market is telling me what to do. I went through and I talked about that a few episodes ago. New markets must be discovered with the inventor and customer at the exact same time. It's the nature of a new opportunity. Anyway. Okay, so number one, I'm trying to increase the show-up rate. Number two, I'm trying to increase ... Weirdly enough, weirdly enough, I actually ... I'll more than break even on my ad costs on the webinar, but the majority of my sales come in my follow-up sequence, almost all of them. For example, there was a webinar we did. We spent $500 in ads, and I'm just keeping things low right now, just so you guys know. In total, my webinar has done about $80,000 in the first month, which is awesome, which is way awesome. $80,000. 37 of that was hot traffic. Anyway. I hope I'm not diving too much into numbers here and it's getting hard to listen to and follow. So let me finish just this idea, okay? So I'm working on my actual show-up rate. Number two, I'm working on my actual ... When I say, "Hey, here's the URL. Go and buy," I'm trying to make more of a table rush so that the amount of sales I'm getting in the backend is also how many I'm getting when the actual webinar happens. Does that make sense? Because as soon as I say, "Hey, go buy, everybody. Go buy," there's a few sales that come in, but then there's a bunch that come in during the follow-up series. I'm like, "What is going on?" Weird. Super weird. It was super weird. All right, and then the third thing I'm trying to focus on is the actual follow-up sequence itself, and I want to make my scarcity and urgency sequence stronger, and I think I know how I'm going to do it. There's a few different places I'm going to go tweak and make better. Some of it has to do with my actual stack, but most of it has to do with how I'm doing the actual scarcity and urgency follow-up sequence because people are knocking down my doors trying to buy it still, and I'm like, "Hey, you got to get on the webinar." I know they want it, and I've had to say no to a lot of people on stuff to ... Anyway, so that's what I'm trying to let you guys know is that me looking at these numbers is what tells me what to focus on next. It's not up to me, which is so nice. It's not up to you and your own business. After you just get the thing off the ground, just launch. If you haven't actually put the product out there, just launch, and then it's all about you being a good detective. It's about you looking at the numbers and going, "Huh. That's fascinating." So in total we only spent $3,000 in ads on the first month because we were just testing where the buyers are. That's it. We're just testing, and at $3,000 in ad spend on the first month and we brought in 40-something thousand in revenue from that. I mean some of that was probably some hot traffic too, but trackable, from Facebook ads itself. We're still 10xing our money right now. So while we're figuring out where those places are, I'm finishing the product, we're getting stuff out the ground, but then this week, for me, the whole thing should be completely done, which is awesome, and then I'm just turning up the juice. I'm going nuts. I'm turning it up like crazy, and it's going awesome. People are loving the product. We're having successes from it already, which has been great. People are using ... Anyway. It's just been awesome. I've actually had a lot of you guys go buy it. Not a lot, but I've had some of you guys go buy it from this audience because you guys are just funnel hacking me, which is honoring. That's awesome, but anyway. So one of the things I did, I also then want to just point out here. I don't know if you guys are running webinars. I encourage you to. If you have nothing out there, I encourage you to actually the Expert Secrets model, figure out how you can package up whatever it is that you're good at, and go find an audience that you're a little better at what you're trying to sell, and they'll buy it from you. It's one of the fastest ones to make a good chunk of change... So one of the things that I did on week two that really helped is I went and I added the option to buy through PayPal, and so if you go to my order page right now, which I'm not going to tell you guys what it is because I don't want you to ... I want to see what my stats are still, but if you go to my order page, you can click a button and buy through credit card or you can click another button and buy through PayPal, and it still does the exact same things as what it would happen is if you bought through Stripe or something like that. It's super cool. Found this cool little piece of code, and just dropped it in, and now I can do the whole thing with PayPal also, which is awesome. Funny enough, I get about 30% of my sales is actually through that PayPal option now. 30%. That's big. I mean that's huge. 30%. 37,000 at the beginning was through hot audience, subtract it from 80,000. Means we got ... Yeah, that's about right. About $43,000 has come in from the ads and we're spending $3,000, and about 30% of that 43,000 ... Yeah, yeah, about 12,000 has come through the PayPal option. Yeah, anyway, super, super awesome. Really, really love that. I'm going to go keep putting that in in pretty much every funnel I make now, that PayPal option, so that they can do either or. It's getting the technology's figuring out how to do this stuff with multiple pay options now inside the same funnel, which is awesome. So anyway, hey, guys, I hope that made sense. I realize I got a little bit techno-babbly with that, but I just hope it makes sense what I'm trying to say is just watch the numbers, you guys. It's all about figuring out what the numbers are. I just finished reading the first section of Ready, Fire, Aim. That's what it talks about. It's like, "Hey, look." You've got to know what your numbers are. You have to know what they are. From cold ads right now, I have $7.07 earnings per click. Seven bucks. That's huge. That's amazing. That's excluding my hot audience promotion that I did. I don't promote to them anymore. I'm not going to keep pounding them. I'll come back and probably promote it again once a quarter, once every six months, but that's about it. The rest of it now is I'm going through it and I'm running ads, and then I'm also doing Dream 100 stuff, and I've been shipping packages to a whole bunch of big people, and they're wanting to promote, which is great, and I've had a total of I think of about seven MLM owners asking for this product for their entire company. It's good. I know it's good. There's nothing else out there that's like this, so anyway. Hopefully that was helpful for me to go through some of these numbers here, and I hope you guys understand what I'm trying to do and what I'm looking at. It's very, very key to understand what that is. It should be relieving to understand that really it's not in your hands. It does not matter what you think. You don't have to worry about all this stuff sometimes that I see a lot of people worrying about. Most of the time, just put it out there and see how people respond, and if you're like, "I wouldn't buy this," it doesn't matter. You're not the one buying it anyway, so who cares what you think. Just put it out there, see what happens, be a good detective, and work backwards. So for me, I'm looking at this, and I'm like, "Man, yep, all my numbers are right within industry standards as far as a good webinar goes. Everything's awesome. Cool. Awesome. Built it from scratch just a few weeks ago, which is great. About to fix it and finish up, but man, look at this. I got to fix my show-up rate. You know what? I got to increase more of the drive so people go buy as soon as the webinar is over. I mean my follow-up series is going amazing, but how can I tweak that and make that even better? Oh, how can I ... ?" It turns into this game. It's the reason why we say, "Don't automate it for a while." Don't automate it for a while, so that you can tweak, so you can go back and forth like, "Oh, man, I changed so much stuff." I had a webinar that I did. It was two or three weeks ago. It had only a 6% conversion rate, and I was devastated, but my follow-up series brought in another 7,000 in sales. I was like, "Holy crap." So I was like, "Okay, well that series is working well, the follow-up series, but what about on the webinar?" So I'm going through and I'm adding in all these pieces. I'm going through. I'm about to go download all the transcripts of all the chats, see what all the questions were, what all the objections were, and then I start incorporating and infusing those and lacing them in through the script to make it better and better and better and better and better until finally I know I'll get to a spot where I automate it, but it's not for a while, and I don't care. I'm not trying to have it happen for a while. Anyway. I hope that makes sense what I'm saying. This is a fun game. I don't recommend you go do it totally cold and outright if you still have a 9:00 to 5:00 job, and you've never done it before. Build it up on the side. That's exactly what I did, and all I did was document me. I just documented the journey of me creating the thing along the whole way, and it made it super, super profitable, super easy. It made it super safe and secure because I knew there was an audience waiting for it, and that's what made it release and go out. So next phases for me, what I'm doing is I don't want to take any profit from this so far. I want to live completely off of other areas, so I'm turning on other funnels. I'm putting other things out there where all my living expenses are taken care of, and I can let the money that's coming in off of this webinar fuel more ad spend so I can just explode the thing and blow it up. We're just testing with real small amounts right now, really small little pieces of cash all over the place, and by doing that, we're not actually spending that much money in ad spend. $3,000? That's it in ad spend to get that kind of revenue? Holy crap. If I was to give you $42,000, would you give me $3,000 back? Yeah, of course, but we're keeping it really, really small, and we're starting to find where those pockets are, and now it's all about figuring out these different places and pieces that are going to make the numbers better, but anyways, it's been a ton of fun. I've really, really enjoyed it. I love what I do, and anyway. Webinars are just so awesome. There is such beauty to selling stuff that's more high-ticket. Too many times I see people selling stuff for super cheap because they're afraid to charge that much money. You're not the one putting up the money anyway. It does not matter. Just figure out how to charge more and then justify for it. Anyway. All right, guys. Hopefully it was helpful. I know it was a lot of numbers. It was a bit of a techno-babble as well, but I hope you see the process that I'm going through, and I hope that you mirror it. Guess what I'm doing? I'm documenting my journey. That's it, but the next places I'm going to go figure out and next pieces I'm putting on is I'm tweaking a lot of the script, show-up rates, all that other stuff. So I'm going through and I'm funnel hacking some of the top webinars in the internet in general right now, watching their webinars, and watching what closes they have, and watching the things they put in there, and watching ... because I know my actual offer itself does well. It converts well. I want to turn up the sexy on that just a little bit, but I know the offer is not actually the big issue right now. It's what can I do for more scarcity and urgency? How can I lace in more of this? You know what I mean? Anyway, that's what I'm doing right now, so I'm going, I'm funnel hacking the greats. I'm going, I'm seeing what they're doing. I'm putting those things in and it's the very process that I preach, and I hope you guys can see that and just get it out. Just put it out there, whatever it is that you're doing, and just get it out. So anyways, guys, hopefully it was helpful, those current stats. I'll probably, whenever there's something significant for me to update as well, I'll probably let you guys know what's happening again, but that's an accounting for month one, January, and you guys all know my goal for this year is a million dollars, and I'm on track for it. A million dollars is what, 82 grand a month? We did $80,000 and then I sold a lot of other stuff in other places, so we're actually right on track, and we're just in the testing phases, so I hope, I think that it will happen faster than the end of the year, and I think it will, but ... Russell was telling everyone that he thinks it'll happen by summer. That puts some serious pressure. It's like, "Whoa, I didn't know you were going to give that kind of prediction there. Okay. How can we turn up the juice if that's what you're guessing? Okay. All right." That's some good pressure there. All right, guys. Talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.Advertising Inquiries: https://redcircle.com/brands

There ONE skill that protects me against any mishap as I launch funnels... Hey, what's going on everyone. This Steve Larsen, and you're listening to Sales Funnel radio. Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. And we're about to cross 100,000 downloads. I am going to remake an intro. I have loved the intro that I have, but it's time to switch it up. After 100 episodes, what, it's like 120 episodes now almost and almost 100,000 downloads. To celebrate that I'll probably toss it out there. Hey, so I was on stage, I was teaching the Fat Event. It's been super busy, I'm sorry I've not done a podcast here in a little while. Funny story though. I was on stage and I get excited, which I know is hard to imagine. I get excited in general. But I was on stage and it was the second day. It was lie one o'clock. One o'clock, two o'clock in the afternoon. And the second day's a long day. For me it's 12 hours on stage at least. Anywhere from 12 to 15 hours, and then Russell will come on as well. And I was just wrecked... Anyway, it's a lot of fun though. I mean I absolutely love it. I enjoy it like crazy. So I was on stage, and I was jumping around. I was getting ... I can't remember what I was teaching about. But I ... The pants that I was wearing. You guys will like this story. The pants that I was wearing were a little bit more like loose fitting. And I was like ... We were jumping around, and I was teaching ... I can't remember what I was teaching. I think I was teaching about like storytelling or something like that. I think I was talking about energy. Why it matters. Anyway, I can't totally remember it was. But basically I jumped and no one else knew, but when I came back down I totally ripped by pants. Like right up my butt cheek. And nobody knew. And so ... And I didn't know how bad the rip was. And so I'm like jumping around on ... "Hey." Like I have no idea what's going on. I just know it's getting drafty back there. And I was like, "What the heck?" Like I've never had this happen in my life ever. And so I ... So there was a whiteboard there, and I write whiteboards a lot. I draw on them a lot to illustrate certain principles and stuff. But I wouldn't turn my back and actually write on the whiteboard in front of me because I didn't know how bad it was. I didn't know how bad it was. So eventually after while I was leaning around the white board writing down. Anyway. And I ... In my mind I was laughing. I was like, "I'm literally going to podcast about this." So this is me doing that. And I decided I would called a break. I was like, "All right. I'm going to call break." And uncouthly remove myself from the room. And so I remove myself from the room and I grab my friend Miles who's also ... He's into ClickFunnels. Employee there. He works at ClickFunnels. He's the DJ basically. Runs all the sound and lights and all that stuff for me while I'm doing those things. And I was like, "Hey man. I need you to be a bro and look at my butt." And he's like, "What?" I was like, "I freaking ripped my pants dude." And so we're hiding in a corner and he looks at my butt and he's like, "Dude, as long as you stand perfectly straight, your shirttail covers it. It's not even a big deal." And I was like, "Okay." So for the next five hours I had the most perfect, unnaturally amazing posture that I have ever had in my entire life. And anyway, no one was the wiser until the next day I told literally everyone that story while I was up there. And I know that some people might think that that's weird, but it's to illustrate a point. Okay. It's to illustrate a point. Whatever weird thing's going in your life, whatever it is that's going on, whatever it is that's happening to you, that develops your attractive character when you start to share those things. Right? I know now not to wear slightly baggy jeans while I'm on stage jumping around. Okay? Who would've known? I'll make that secret 12 in like some stage presenting workshop coming up, or I don't know. Just kidding. But anyway. But it's true though, okay. It's all about ... You guys got to understand this, okay? When it comes to your attractive character, and new opportunities. New opportunities you compete by being brand new. Right? All right. Your attractive character though is also something to be treated not as brand new, but as different. Let me explain what I mean, okay? In creating new opportunities your business should be a new opportunity. Your business is a new opportunity. The product itself is a new opportunity to somebody else. And if you've never ... If this is a brand new concept to you, you should probably go back a few episodes and start listening right? Right. It's a pretty standard idea now to find something that's a brand new product. Brand new idea. Your attractive character though also needs to make some kind of evolvement. Okay? When I was in college I wrote this ebook. It was before I ever read dotcom secrets. I didn't even know who Russell was I think. Wait, I'm thinking timeline. Yeah. I had no idea ... I didn't even know he existed. Okay. And I wrote this ebook, and what I did is I talked about this concept called product big bang theory where most of the time people go out and they say, "Hey come up with something that's totally brand new. Something that's completely out of the box." I call it product big bang theory. Meaning it just popped out of nowhere. "Ah this is something brand new. It's not stemming from anything else." And product big bang theory is an issue, okay? It's scary. It's freaky. It's risky. It's one of the most risky product strategies you could ever have. Instead I called it product evolution. I never actually released that ebook. I probably should. It was good... And so when I saw Russell's book about dotcom secrets, about first funnel hacking what's going on I was like, "Oh. Product evolution." Right? I'm taking what already exists and I'm making it new but I'm stemming it from something that already exists. Right? It's the same thing with like ... So when it comes to products that works really really well. When it comes to your attractive character thought, you can't really stem from another individual. I can't really say ... Why? Why why? Because you need to ... You can't compete on something like a strength. If you compete on things like strength, it's like the scariest thing to do also as far as your attractive character goes. So just follow me here real quick. Okay? I know this is ... I'm getting kind of ... Just follow me for a second. Okay? When it comes to products, you're trying to create a new opportunity but stemming from something that's already successful. Right? It's a combination between funnel hacking and creating a new opportunity. It's a combination between those two. You don't just funnel hack. And you just don't create a new opportunity. You combine them. You do them in tandem. Right? That's like one of the most secure easy ways to actually create a new opportunity for yourself. I'm sorry, a successful business. A successful product. One that is slightly disruptive in nature and creates a mass movement. That's one of the easiest ways. First funnel hack, second create a new opportunity from what you funnel hacked. Not something that totally never existed before. That's scary. Okay? When it comes to your attractive character though, there is always somebody who will be faster, better, stronger, better looking, whatever it is. Right? So you don't compete on those things. Instead, you compete on your differences. There's only one you. There's only one me, and it's very easy for me to stand out when I stopped competing on strengths. Okay. When it came to my attractive character I'm talking about. Just my own ... The way I deliver. The way I talk. My stories. My personas. What I put out into the world. Out into the marketplace as far as my character goes, my brand. There will always be someone faster, better, stronger, better-looking, er, er, er, er. Right? ER, ER, ER, ER. All over the place, right? That's a scary place to go. It's a scary place to be. Right? So I don't compete on strengths. And I don't compete on weaknesses. I'm not trying to, "Well, no I'm worse than you. I'm worse ..." I'm not trying to compete on weaknesses. But what I am trying to do, is I'm trying to compete on my differences. Okay? It's a different way to think about it. It's a ... I don't know if it's a ... Hopefully it's making sense what I'm talking about, okay? Because I talked about this a lot at this last Fat event that your character development is ... It's paramount to how your business runs. Okay? The way your product sells, the longevity of it, followup sales. Not just the initial, but repeat buys, a lot of that starts to depend now on your attractive character. You can get a lot of people to buy something from you once, but to get repeat buyers, there's got to be something attractive about your business, about yourself. Right? And I don't want my attractiveness to be based on strengths otherwise what ends up happening is I link myself and I compare myself to the ideals of pop culture. That's scary, okay? Because pop culture changes momently. Not even daily or hourly. It changes momently. Right? And so what I'm trying to say here with this whole attractive character thing ... I wasn't even planning on talking about this in this one. But I'm just kind of on a roll with it. Stop hiding what's different about you. If you don't normally wear a shirt and tie, do not put one on to go put a picture of yourself on the internet. Right? I made that mistake. If you go to Sales Funnel Broker right now ... So I'm going to go change Sales Funnel Broker like crazy. Right? I love ... To be honest, I like wearing suits and ties. Okay. But it's not the norm. Man, I wear that maybe once very few months. Right? I'll wear a tie for church on Sundays. Right? But not a suit. And I'm wearing a full out suit in that picture. I don't like that. I should not have done that. That was not ... That's what I'm trying to tell you guys. Whatever it is that you ... That's why I tell you guys random stuff like, there is literally ... You guys know I'm really into air soft. It's like paintball. Right? There's a sniper rifle right next to me that I just barely finished rebuilding. Tons of fun. I love that stuff. Right? Why do I talk about random things like that? "Steven what does that have to do with internet marketing?" It has everything to do with internet marketing. Has everything to do with your character. Has everything to do with why people will be attracted to you... Why would I tell a story about me ripping my pants down my butt cheek? Right? It's not just to tell the story. Is it funny? Yes it is very funny. And I was laughing about it ... I wasn't going to say anything. Well I didn't know how bad it was, but I told them all later. Be willing to expose yourself. Okay? Be willing to expose your character flaws. Talk about the things that you're not good at. It's not about ... I'm not trying to say, "Oh look at me. I'm terrible. I'm a Debbie downer." That's not what I'm saying at all. What I'm saying is don't be afraid when the story helps whatever you're doing. Do not be afraid to use a story even though it will appear to you to be a little bit to your detriment. It's not true. That's what I'm trying to say. It's not true. That's not how it actually works. Okay? It's so funny. You will become human. You will become human to your audience. You will become human to those who are following you when you are willing to let other sin. And for a lot of entrepreneurs what I've noticed is they ... One sale, that's not super hard. Right? You could build a webinar funnel, tripwire funnel, any funnel, but the followup sales. A lot of that starts to depend now your actual brand. I don't care about brand on the first sale at all. Okay. I really don't. I don't even take time to sit down and start thinking about brand. I build it as I go. It's not something that I ever had to sit down and start thinking about. The way I guess build my brand as I go, I tell stories. Right? When I'm the brand. When you are the brand. And even if you are not the brand. Your company still has stories. Your company still has an origin story even if you don't have a specific face for it... But anyway. That's all I was trying to tell you guys. Don't be afraid of telling stories about whatever it is that's going on about in your life. And so here's some things that's been going on right now. I think the next episode I'm going to do I'm going to walk through some webinar stats. You guys know that I've been on my own now for about five weeks, totally solo. Self-employed. Had a lot of fun with it. It's been a whirlwind. I want to walk through some stats. I'll probably do it in the next episode because it'll be a little bit long. But I want to walk through a few specific things with you. But as far as ... Like that's the business. But for my own personal stuff, how I've been handling it, it's pretty interesting. This is how it worked out. Week number one, like sickening anxiety. Like, "Holy crap. Why did I do this?" Do you know what I mean? And anything ... A lot of things amazing in my life. I've had those feelings as I'm pulling the trigger. Right? Like, "Oh my gosh. Am I sure I want to do this?" You know? And I get that. And I get that. A lot of people get. Week two for me, I was excited. I had the first big successes. Week three and four for me I was gone a lot because I was traveling and speaking like crazy in three different events. And week four was kind of a cleanup week fulfilling of things I sold in the previous weeks. And it's been kind of this whirlwind up and down, up and down, up and down. Right? Where I'm like, "Yeah this is working, oh my gosh." And then I go back, "And oh crap. So many things wrong with what I've launched so far." I'm going back and I'm fixing it. And I'm wrong, but you know things I want to optimize, and change and approve. And just know that like your personal development is as much a part of the business as the business itself. That's what I'm trying to say. That's the whole thing I'm trying to say with it. And being scared to share the stories of things you're going through at a personal level is not helping your business. It will actually hurt your business. It will help you tremendously. It will help get a following around you. So this is what I would do. I would sit down ... This is actually what I do. Behind me right now there is a whiteboard and it is chock full of storylines. Of things that are going on in my life that I can talk about okay? And the longer I've podcasted, the longer I've done anything in internet marketing, the longer I've done anything kind of thing in this game, the more I've realized how much this whole thing is about storytelling. All of it is storytelling. Every funnel is it's own story. The link between the funnels is a story. How I got into it, is a story. It's all storytelling. If there's one thing that you can get good at, it's storytelling. Okay? You can screw up 90% of your funnels, right? And be good at storytelling and they'll still work out just fine. Right? Why? I'm not making that up, okay? I've seen a lot of people with their funnels look like straight up trash, but that's fine. They sell like hotcakes because they're good at the story part. And that's the reality of it. It's not so much what the funnel looks like, it's can you evoke emotion in those who are coming to your pages? Can you evoke over your business? Can you evoke emotion? If you're just another faceless corporation and literally your entire company is represented in a single logo, people are not in love with you. They might be in love with some outcomes that you get. But then if another person comes along and can beat you out, they'll start comparing you on features rather than emotions. Okay? That's super important what I just said. If you want to be compared by features, don't tell stories. Right? And what I'm saying is someone will always be better, faster, stronger, right? And you might be number one. That's great. That's awesome. But man you will fight tooth and nail to stay there which is great. And you know I'm fighting tooth and nail to try and be one of the best funnel builders in the world. And that's what I'm doing. And I have tons people asking me to build their funnels, and I cannot accept them. Way too much going on. But I ... That's the whole reason for it. Get good at telling stories and you'll have to sell hard ... You'll have to sell hard less. Get good at marketing, and it negates some of the need for hard sales. Get good at telling stories and you're not going to have to compete on features. Right? Because there's an emotion behind it. You know what's interesting is as I was launching this webinar, and I'll end it here. As I was launching this webinar, there were ... The very first week there was a whole bunch of issues with it. I mean there's tons of issues with it. I knew that. And my customers knew that. And they were willing to stick through some of the weird things. Some of the tech issues I hadn't figured out yet, or just hadn't put any attention to yet. They were willing to stick through that stuff because of the emotional connection they have felt with me through these podcasts. Right? I'm still on an MLM product and it's doing really well. And I've got a whole separate MLM show and because I have created that connection with those people, I hardly had to sell them very hard at all. Right? Hardly at all. And the weird stuff, that's the whole point of it. Guys, I just had my router, or modem get moved up into my actual office here where my computer is because my speed was slowing down. You know my router was ... They just barely left actually. My speed was slowing down because it was in the other room, another floor actually. And so it was cutting my upload and download speed in half, and I was frustrated. I'm not going to lie. And I was super frustrated. And when I called them, this lady just chummed it up and chatted with me and talked about where I was from, and the people that showed up on the doorstep, they came and they ... When they switched on the stuff they were awesome. And it wasn't just about the business. They took the time to treat me like a human being. Like a person. Like someone they would want to actually talk with. And it was noticeable to me. And I've actually sat and reflected on it here earlier this morning. And it was like, huh. You know what? I was actually totally fine, and I was more understanding because of the stories that they brought me through. Both my own, and their personal ones back and forth and that's what brought the connection. That's what brought the emotion. And I was willing to actually put up with some stuff that was a little bit weird, that frankly if I didn't want to put up with, maybe I wouldn't have needed to. Right? But I did put up with it, and now that everything's fixed it's fine. It's great. Everything's awesome. It's fast. The internet's great. But it's because of the stories, and because of the emotional connection. And if people are continually bombarding you with these features like, "Well this is faster. This is better. This is ... What about this? Can I get a cutdown here?" It's because they have no connection with you. Start telling your stories. Don't be afraid to talk about your pants ripping. Or don't be afraid to talk about the way you got into this. Just publish. This whole funnel game guys. All of it. That's what I'm trying to say. Anyway. I feel like I'm saying the same thing over and over again. But you can screw up on your funnels in a major way, and be good at publishing and storytelling and you'll still do great. Okay? That's like being insanely ... That's what funnel is. It's a story. It's a progression. Sometimes people have great conversions on their pages, and I start to looking at them and it's like, "Well it's because you're just talking to me like I might be a potential sale. You're not actually talking to me like a human being. What's the story here? What's the hook?" Okay, that's another word for it. "What's the hook throughout the whole thing?" The hook of the headline, the hook of the sales copy. Anyway. Anyway, that's what I'm trying to say. You guys, I hope that makes sense. And what I would do as far as an actionable thing from this episode. I would sit down, and I've got an actual whiteboard right back there, and I just put down storylines of all the things that are going on in my life. And when I'm like, "Ah, you know I kind of want to put a new podcast out there. And there's this principle I want to describe. Cool, what story can I wrap it in?" Right? Get good at story telling. Get good at that piece. And what I would do is if you're like, "Hey Steven, I really want to start publishing," I would seriously challenge that and invite you to reconsider. But if you're like, "Hey I really got a ... I want to practice. I don't feel like I'm good enough at this yet," just start I mean ... Start telling other people's stories, okay? My dad is actually super good at this. So as a kid, he would just tell us random stories all the time. I didn't realize this until literally right now. And he would just tell us stories all the time. And he would make them up right off the top of his head, and they were completely imaginary. But he helped me get good at storytelling because of how he would do it all the time. And then it would be our turn to tell a story. And he came over ... He was over here like a week ago, and I noticed he was doing it with my kids. And I was like, "Huh." I don't think he realized what he was doing with me when he did that. But he lays down on the floor with them, and they're all just kind of looking at the ceiling and he just starts telling a story. And seriously it'll be about my two girls and a make believe kitty. And they go on an adventure. And there is conflict. And there's resolution. And it's literally, it's an epiphany rich story. I don't think he realized that that's what he was doing. But that is it. Okay. And then at the end, he'll ask my little girls to start telling a story. And they're four and two. Right? And they're practicing ... And of course the plot and the conflict, and the characters, and all that's not that amazing. Of course it's not. That's totally fine. It's just getting in the habit of it. Coming up with the imagination piece of it is huge. If I was to go back to school, which I seriously doubt I'll ever do that. But if I was to do that whole piece over again, I would focus on storytelling. I would focus on debate. I'd focus on design. Right? I'd probably get the marketing degree again because I did learn some great things from there. But that would be where the focus is. It's the ability to create. There's a book sitting right next to me, it's called A Whole New Mind. I recommend it to everybody. It's absolutely amazing. It's a book, it's by Daniel Pink. The subtext is Why Right Brain Thinkers Will Rule the Future. And the context of the entire book, and the premise of the book is that, look, especially in Western culture, are you farming right now by necessity? No. Are you sewing your own clothes? No. Are you building a dam to create electricity? No. Okay, the majority of the  basics for life are here. Right? You have to actually work to die of poverty in this country. Right? You do. In almost every country now there's welfare programs. It would be hard. You literally would have to do nothing. Okay? To try and make sure that you would die by starvation. Right? There's programs. It's hard to fail. Okay? Because of that it is such a huge crutch. Okay? Huge crutch for a lot of people's progress because if the need really isn't there, then I don't really need to figure out how to make this whole business work. Right? I don't really need to learn about story telling. But the whole premise of the book says, look, there's so much that is actually taken care of for us right? The left side of the brain, the very analytical side, factory work style. The future belongs to the right brained thinker. The storyteller. The creative. I'm inviting you to learn how to do that. To learn how to be a creative. Okay? And if you're like, "Ah I don't know how to be creative." Guess what? I didn't know how to do that stuff either. Okay? Pretty sure my dad stimulated a lot of that by just telling lots of stories. He'd do it at dinner about his childhood. He'd do it at bedtimes. And he'd do it all over the place. I had no idea. I had no idea until literally like just a little bit ago as I started watching the way he would interact with my girls. And I was like, "Wait a second. This has been like a patter throughout my life." And I wish ... Anyway, I'm just glad I recognized it early on. Tell stories. Even if they're complete make believe, tell stories. Get good at telling stories. Marketing is story telling. Okay? It's the transfer of belief by changing the story inside someone's head. That's all it is. Okay? And your ability to do that is like ... It takes the cake on 90% of the stuff that I teach in this podcast. 90% of the internet marketing world, okay? Just get good at telling a story. Anyway, I'm saying the same thing over and over again now. I just hope that makes sense. And I want you guys to go through and start doing that. And like I was saying before, actionable stuff, guys just start keeping a list of the things that are going on in your life. The little storylines right? And if you look at ... Inside expert secrets, right? What makes a story is a character, right? And a plot, and a conflict. I think those are the three. And just start coming up with that. You're the character. What's [inaudible 00:24:49] storyline? Where's the plot? Where's the conflict? Where's the resolution inside of it? And then boom. Just keep coming up with it over and over and over again. Script writing, I'm not amazing at script writing. But I'm pretty good at storytelling. And because of that I have gotten by pretty well with it. And I did a lot also when I was a ClickFunnels employee. And at least the basic foundation of a lot of those things that I would write would be okay. Especially by the time I left. And they would be just edited rather than scrapped completely because of the storytelling. It's the storyline. The funnel has a story. The page has a story. It all links together. They're all one big story. And it links into your origin story as to why people should get there. Anyway. Sorry to keep saying the word story. Story story story story. So go think through the things that are going on in your life. The things that are strength, the things that are weaknesses, right? But more importantly, your differences. All right? I just told you that I ripped my pants on stage, and it was awkward. And it's because I don't care. It's because it develops my attractive character. You literally have more a bond to me now emotionally than before I told you that. Okay? It takes me and makes me a more real person inside your head. Right? I know that's what's happening. Anyway, start doing that to your own people. That's all I got for you guys. Talk to you in next episode. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to SalesFunnelBroker.com/freefunnels to download more prebuilt sales funnels today.Advertising Inquiries: https://redcircle.com/brands

This is probably one of my favorite principles from Ready, Fire, Aim… Hey, what's going on everyone? This is Steve Larsen. You're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio where you'll learn marketing strategies to grown your online business using today's best Internet sales funnels. And now, here's your host, Steve Larson. Hey, how you doing? Got kind of a cool episode here for you. It's been busy, busy, and I've been loving it, been enjoying it. I am doing a lot of cool stuff. There's going to be some neat updates with this podcast coming up very shortly, which I'm very excited about. Neat updates with the podcast. This is going to be ... I've got a cool gift for you guys. I'm so excited. I think I have found the right person and hired her and, she's doing some amazing stuff for me with this podcast. So, coming soon there will be something pretty amazing. Hey, I've been traveling a lot lately, and I was on an airplane. I don't know what it is about airplanes. I love putting headphones on. I pretty much have headphones on all the time. People think that I'm really shy and a bit of an introvert, which is slightly true. But anyway, I was sitting on an airplane, and I love getting out a legal pad, just a blank legal pad and a pen. And, I just think. That's it. I just sit there and I just think. And I'm listening to awesome music. I got these cool noise canceling headphones. I slip them in noise cancel mode, and, I just sit there and I listen to awesome music, and I just think. And I just designing out whatever funnel or offer or marketing thing that I want to. And so, I was designing out this really awesome funnel, which you guys will all see shortly because I think it's something everyone could benefit from. And so I have been building that, and I've been putting it all together. It's been a lot of fun, but one of the things I was thinking about as I kind of started studying from different books, and I was putting the pad down and grabbing different books. You guys know that I've been talking a lot of about Ready, Fire, Aim lately. And guys, the way I read books is very weird, and I know it is. It takes me a solid, solid month to get through a single book if I'm actively reading it. If I'm not, I can be on the same book "for like three months", which is so true, and it's kind of sad. But the reason why is because, if you look, I'm holding a page right now. It is marked to death. So much so sometimes you can barely even read the words that are on the page. Anyway, I don't know if it's necessarily a good thing, but I think about all the things ... That's the reason why, if I want to actually read a book cover to cover, "read it", I have to listen to it. Otherwise, I stop, I think about it, it connects with other ideas, I draw it, I remember three or four quotes from some other thing and I write them down, I hook them into the book. And you know, that's the way I read books. Because of that, I was a very slow reader in school, and so, all I would do is I would find PDF versions of someone's book, and I'd go load it into like, an eBook reader and play it at like, four time speed. And that's literally how I got through all school. It's because of this. I think it's a cool problem. It's not necessarily a problem. I don't think it's a problem at all, but, it certainly keeps me going very, very slow. So, I'm on page 119 and, I've been there for a long time... Anyway so, I was sitting on the airplane, and I had my pen and paper out and, I start reading this paragraph from this section. And the reason I like to do so much is that, I know that when you learn and when you have ideas that come to you. When you combine them with other stuff, that's really how you learn anyway. And so, I'll see them in my head by drawing pictures. I'll see them in my head by ... I mean, yeah. Little diagrams. I underline certain words, certain things like that. I star things all over the place. Weirdly enough, I imagine myself teaching the principal from stage, a lot. That is actually, something I do a ton... So that, by the time you guys are hearing it on the podcast. A lot of times, I've said it already. Both in my head, on stage, sometimes, actually on stage, probably, in two or three Q & A groups that I do every Friday, that some of your guys are a part of. And so, it's very, very in my head. And when I need to, it just bubbles up, and it pops up, and I use it in the future. And, it's honestly, one of the ways that I'll go learn new stuff. Most of the time I don't just learn for just whatever. I don't learn generically. I learn very, very specific for whatever problem I'm on right now. So, I'm very, very selective and almost protective of myself based on what I'm going and learning and studying because I don't want to get distracted about stuff that I don't need to be using right now, you know what I mean? Anyway, so I want to read to you this one thing though. This is very, very powerful, and I think it's one of the major reasons why some people ... they're not where they want to be. Anyway, so I want to read this real quick, okay. So, this is in Ready, Fire, Aim. It's page 118, sorry. It's a few paragraphs down, and this is what it says. "So, though your primary focus should always be on customer service, you're quantifiable goal as a stage one entrepreneur should be to acquire as fast as possible what we call a critical mass of qualified customers, the number of loyal customers you need in order to make all or almost all of your subsequent selling transactions profitable." Let me say that one more time. "You're primary focus should be on customer service. Although it is, the actual goal is to acquire as fast as possible a critical mass of qualified customers." Follow me real quickly on this one, okay? So, you're acquiring a critical mass of qualified customers, right? All right. Once you have a good number of qualified customers, you will be in a really good position where almost every new product you come up with will be successful because so many of your existing customers will buy it. Hmm. That's fascinating, isn't that? So, let's think through that here real quick, okay? I'm like stuttering right now, sorry about that. I've got a billion ideas and my heads getting in front of my mouth, sorry about that. Okay so, first what you're doing is, you're grabbing a ton of customers, just qualified customers, as many of them as you possibly can and, as fast as you can. What you're doing is, the reason you're doing it is because, you're acquiring the customer with a product so that ... A buyer is a buyer is a buyer is a buyer is a buyer is a buyer, right? We all know that, right? What he's doing, what he's saying here is the reason you're doing that is because all the subsequent sales that you are trying to make to your existing customers, they're far more successful because they've already bought from you in the first place. That's what he goes into and talks about here. And he goes through and he talks about ... This is interesting. On the very next page here he ... I hope you guys are okay that I read certain sections and passages to you. I hope that's okay. Anyway, on the very next page he's talking about a consultant that sent him this email, and he said, "Although your eyes glazed over when you looked at the convoluted formulas in my spreadsheet that modeled allowable order costs, you immediately understood the dynamics of generating long term profits through the development of large circulation, low-cost products sold at a loss on marketing by upselling high-end products through this larger base." In layman's terms and in English what he's saying is he goes and he's suggesting to this company basically a tripwire funnel. He is going out and that's what I drew right next to it. He says, "Look, here's what you need to be doing. You need to go out and you need to create long-term products through the development of large circulation, low-cost products sold at a loss on marketing by upselling high-end products through this larger base." So, he said, "Go and create this huge ... Acquire as many customers as quickly as you possibly can." You get them in the door just so that they're in the door, and you might go and you might actually lose a little bit of cash on them. That's fine. Why? Because there is a followup sale. There is an upsell. Now, because of the funnel world, because of the upsell world that we live in, we know that could happen immediately. This company, though, was talking about it as though they need to go in the hole for quite some time. We know because of funnels, because of tripwire funnels, because of upsells, downsells, all the different things that you can offer. You can make that second sale immediately right after you acquired them. That's why the book funnel works so well. Right? The two-step tripwire funnel, or the low ticket eComm funnels, where the first product or two in the funnel are loss leaders, where you're going in and you're saying, "Hey, look, just have it. I'm just trying to help you practice take your credit card out when you see my name, my brand, my product. Oh good, you did. Here's something else." And the percentage of people who will buy from you goes through the roof because of that. I love what he said in this. I think it's fantastic. So, I started thinking through how can I acquire as many customers for my current product that I'm selling right now as fast as I can, because I'm not building a tripwire funnel for a while, and I'm not going to, and it's on purpose, and it's gonna be quite some time before I actually put a tripwire in front of it. And you guys all know why. I start at the middle of the value ladder. It's the core of the business. We've done a lot of cash so far, which is great, fantastic, but I could not have done that cash if I was focused on a tripwire funnel. I would've done maybe a couple grand vs. nearing a hundred grand. You know what I mean? Which is what we're doing now. It's just awesome. Okay. You guys know my philosophy on that. It's the start in the middle, move to the back, and then go to the front. Sometimes you can go to the front second, but usually it's third depending on the business. I know some of you guys are in eComm, and you're like, "I'm not gonna do that". That's fine. That's fine. Just figure out a way to charge more money. That's the biggest takeaway that I'm trying to say. So, here's what I did. As I started thinking through, here's my current webinar numbers, and I started thinking through how do I acquire 1,000 buyers as quickly as I can, as fast as I can. Why? Why? So that when I put a high ticket, back end product in front of them, there are enough customers to make a significant difference in my wallet. Right? It's the coolest thing, guys. It's the funnest thing. Every time we put a hight ticket application style funnel on the back of an inner circle member's value ladder, it doubles their business. Right? But it only doubles their business if they have a certain number of qualified buyers, when they amass ... What did he call it? He called it a critical mass of qualified buyers. Right? You have to do that. You have to do it. That's how this whole thing works really, really well. That's when it explodes. That's when it takes off, and there are really, really easy ways to grow big lists quickly. There are really, really easy ways to do this with starting out with not list, with the current list. You know what I mean? Start acquiring the list if you don't have one Anyway. So, I wanna walk through this right here real quick. These are my current webinar numbers, and I kind of worked backwards on them thinking through how to actually get this done here. Okay. So, if I want 1,000 buyers and I currently close anywhere from 6% to 15% on the webinar, and I know that's a huge spectrum, but the reason why is because usually it's anywhere from 6% to 10% on the webinar, and then another however many percent during the followup series. So, I don't totally know the exact number yet. I've only done it live three times so far, but somewhere around there. It goes anywhere from ... I've had it closed even like as 25%, but then on some of them like 6%. You know what mean? So, there's a spectrum, so I'm just gonna say on average. So, let's say that I want 1,000 buyers, and I close at an average right now of, let's say, 15%. That means I need 6,667 people to hear the pitch. Okay? I'd literally need to pitch ... There needs to on the stack section of the webinar I need almost 7,000 people to actually hear it in order for me to close at 15%. Okay? I get about a 15% to 20% show up rate from those who register, which means I need 33,333 people to register on my registration page. That's how many people I need to register on the page for 15% to 20% to show up, which allows me to have about 7,000 pitches, which allows me to have about 1,000 buyers. That's about how the numbers shake out give or take a bit because obviously that's fluid. Now, I'm spending on average anywhere from $4 to $8. It averages out pretty strongly around 5 to 6, actually, $5 to $6 per registrant. So, that means I'll need to spending about $166,000 on ads to get 1,000 buyers. That's actually not bad. For a $1,000 product, that means I'm giving up 16% of my $1,000 to acquire the customer. That's not bad. That's not bad at all. I'm about to turn on this affiliate program here, and I'm giving away 25%, so you get $250 for every thing that you help me give away, that you help me sell. Let's compare that real quick. So, I started thinking, so I was like, "Wait a second. 16% in ads to acquire an individual vs. 25% to an affiliate. Why would I give 9% extra to an affiliate?" So, I started thinking about it. This is all on the airplane, and I'm sure the person next to me thought I was a freak because I was writing ferociously. Something about hight altitudes, the pressurized cabin, and fast paced music. I don't know. But anyway. There's 16% in my ad spend to acquire a customer, 16% of the total revenue to acquire the customer. That's not crazy. What am I ... That's 84% product margin. That's freaking awesome. Tell me another industry that you can get that in. In school, I was part of a student run business. We built it from scratch. I was assigned to be in the food business. I am not a cook. I am not good at cooking. I know that... Other people around me know that. But that's what I was assigned to. We were making 8% to 10% business margin overall, and the professors were freaking out how amazing that was. I was like, "8%?" They're like, "Do you know how amazing that is? That's great. That's huge. Oh my gosh." I was like, "Oh my gosh. I'm not going into the food business. That's good for the food business? Oh man." Anyway. So, that's the reason I sell what I sell. It's on purpose. It's very much on purpose because I want to choose products where there's high perceived value so that there's more margin so that I can spend more to acquire the customer plus also bring more profit into the business. Does that make sense? Anyway. So, 16% of the sale is what I give up to acquire a customer when I spending ads. So far, that's about where they're shaking out. And I think that's not 100% always gonna stay there because the ads are getting better, we're finding sources of traffic. We just got offered a huge list to go promote to. But that now goes into the affiliate side, right? So, I could do 16% of the sale for ads or 25% of the sale for my affiliates. Now, why would I do that? Why would I not just continue to acquire customers just through ads and save the extra 9%? 9% of a thousand bucks, that's starting to make a dent over scale, right? That starts to be a lot of money. Here's why. Speed. If all we care about is average cart value, which right now my average cart value is $997, and cost to acquire the customer, cost to acquire ... Until I read this passage in this book, just this last little bit here, I always thought of cost to acquire as dollars cost to acquire, and it's not. It's also time cost to acquire. I could go out, and I could keep spending 16% on my ads to actually get people in the door. Right? And it would be good. It would be great. But man, if someone's already amassed a huge group of people and I want just this huge influx of people, why would I not go really quickly, just go and even give up extra margin to get a huge influx of people to come in? Why? Right? I'm acquiring as fast as humanly possible my critical mass of qualified customers so that I can give them the upsell easier. Okay? That's why. That's why. Cost to acquire is not just about dollars. It's also about time, and I realized that while I was sitting on the plane, and I was like, "Holy crap. Why have I never ever thought of that before?" That might be a no-duh thing for you guys, and it might be, but man, I had never thought of it before. So, think through, you guys. Think through... You might be having great ad spend. Everything might be great. Everything might be profitable, but take into account the consideration that you might actually, if you get customers at a faster and faster rate and the time to get them in is drastically reduced, you might just be getting them in that first time so that you have this awesome base to be able to sell your next thing to where your massive profitability is. Right? This little strategy right here, oh man. In my mind, that takes the place of any source of VC funding that could ever be needed because that's exactly what VC funding does. Let's go get a huge influx of cash from someone. We'll go borrow a ton of money from somebody. Then what we'll do is we'll start spending ad money in different places to acquire the customer. So, there's a J-curve, right? You go down in the hole, and you owe tons of money, and you're not profitable yet, and you're spending more money than is coming in. That's freaking scary, by the way, which is another reason I hate VC funding. That's freaking scary. And you're spending more money than is coming in, and then eventually the hope is that you guys figure out enough how to acquire a customer as you go to eventually reach profitability where you're making more money than you're spending, then you actually make more money than you ever borrowed, and then you eventually go sell it off and do roll ups and all these different kinds of strategies. Does that make sense? That's scary in my opinion... What I just said in my mind takes place of all VC funding. Okay? It's the whole reason the tripwire funnel works. You're getting in there at the bottom of the value ladder. You're not trying to make money. You're trying to break even. You're acquiring the customer, you're training them that you're a good person to buy from, you're training them how to pull their credit card out, you're training them on your culture, you're training them that you're the attractive character, the charismatic leader, that there is a cause, that this is a viable business so that value ladder step number two you're pure profit. You don't need to reacquire them. These people that are buying from you right now, I don't need to reacquire them they're in my home. You know what I mean? And those who didn't buy, they're on my list. I don't have to reacquire. I own that traffic now. Someone else owned it, Mark Zuckerberg, I paid him some money, he gave me some of his traffic, some of those people joined my list. I now own that traffic, and because of that I control that traffic through ads, and then now I own it. Sorry. I own the traffic. I was talking about a different strategy. I own the traffic, but now they're on the list, and I can start promoting my upsell thing to them. So, what I've been doing ... That was a lot. Hopefully that's okay. What I've been doing is I've been trying to think through what my upsell is. Okay? I've had seven MLM CEOs ask me for this product over the past year and a half. Especially this last little bit as we actually launched it, tons of people have been asking for it. I know it kicks butt, and I have a lot of people ask me, "Steven, why did you choose MLM?" Well, it's because I know what I do is extremely blue ocean for that market. Okay? I know that if I go play the card right and I get it front of enough people, if I can just get that first 13%, 17% to just take on this possibility, man, we just changed an industry. That's what I'm trying to do. That's the reason why. It's because I know there's people in there who are buyers. I know there are people in there who understand funnels, and I want them to come get this product so that it's proven, those people can see it so they understand that this is actually a very viable thing. And it's very much on auto-pilot more than people realize it is when you use what I'm teaching. Anyway, that's what I've been doing guys, is I'm going through ... And what I've been doing is I started thinking through, the question then became for me as I was sitting there is, okay, how do I create a low ticket, mass circulation product like he was talking about, a low ticket, low cost, mass circulation product that can get pushed out to tons and tons of people to help me acquire a customer even faster and faster and faster. That's the reason were written. I know Russell could've sold click funnels just by selling click funnels and nothing else, but the speed was greatly increased by putting low ticket, high circulation products in front of click funnels. That's the reason that he's able to shortcut and skirt out everything else. Anyway, massive, massive, super, super cool stuff. There guys. Hopefully that made sense. If you wanna re-listen to that, go for it. All I was trying to say, though, is actually I worked backwards, started thinking through ... Here's the application part for you guys for this is start thinking through what's the number of customers that I think I need that lets me have a critical mass of qualified customers. What's that number for you? Start thinking that through. What I would do is I would start thinking through what percent of them do I need to buy the upsell to really make substantial increases in my wallet? That's what I would do. And for me, I know if I just have 100 people, just 10% of the people who are currently buying from me buy again my high ticket thing, that's gonna be a substantial boost in my wallet. So, my number is 1,000. Not only just because it's 1,000 buyers at $1,000 is a million bucks, but also because I think I can get 5% to 10% of them to get my high ticket upsell thing even if it's only $10,000. And that is awesome. That's awesome. So, anyway, that's what I'm working on right now. That's what I've been thinking through is the low ticket, large circulation products. It's not my focus, but I'm trying to detect and be a good detective of the market. I'm trying to figure out what they want those products to be that will help me acquire buyers really, really quickly. I'm focusing solely on my webinar. I'm not moving from it. Guys, I'm spending 24/7 on a single funnel. It blows my mind when people are building tons of funnels at once. I can see building maybe two funnels, maybe three if these are low impact funnels, but product funnels? Man. To really pull one off, especially if you don't have a big team like I don't ... I'm mostly doing this on my own right now, and I'm trying to find good people. And I got something cool coming up for everyone else, too, about that in the future here. But start thinking through what those things are. How do I acquire customers quickly. How do I focus on being profitable really quickly out of the gate, which is why I charge what I do, which is why I do it. You know what I mean? That's what I would start focusing on. Start asking that question. Middle of the value ladder, then either go to the top or the bottom based on what the market's telling you to do. And they're telling you what to create on those front ends. You're not coming up with it on your own. They're telling you, and it removes the risk. And doing it this way removes the need in my mind of having to get VC funding because if you can figure out what those front end products are that acquire tons of people at once ... The reason why I'm not starting with that is because I don't want a ton of customers all at once and then not have the core of my business be proved out yet, so I start in the middle. Right? Then I'm thinking through all those things in the back. Hey, here's how you actually do it. Anyway. Guys, it was a long episode, and it was kind of deep. Hopefully that was okay. Someone said I've got all the people buying my product right now just to funnel hack me, which is very honoring and very flattering. How's it going guys. That's nice of you. Appreciate it. But someone sent me a message, and it goes, "I only have to buy your product for $1,000 to learn the deeper inner mind of Steve Larson? Heck yeah I'm in." I was laughing about that. That's a scary place, man. Anyway. Hey, guys. Hope you're doing great. Go crush it. This is a fun game... Don't overwhelm yourself with all the steps, just do the one step in front of you. Don't worry about the other hundred that are in front of you. Worry about step 100 when you just finish step 99 and keep it simple in your head and just focus on the one step in front of you. Don't get distracted and build yourself a sweet funnel. All right guys. Talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Wanna get one of today's best Internet sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.Advertising Inquiries: https://redcircle.com/brands

It’s one thing to have a dedicated sales team, but it’s the big leagues if you can turn your customers into their own sales team Hey, what's going on, everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio.  Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best Internet sales funnels. And now, here's your host, Steve Larsen. What's up, guys? Hey, I hope you're doing great. It is a Monday morning, which frankly might be kind of weird, but it's actually my favorite day and time of the week. Call me workaholic, but it's true though. So, I wake up on Mondays just a-smiling, and I jump out of bed, and I'm so eager to get started on the week, and I know that's weird, but whatever. It's true, so I thought I'd just tell you. Anyways, it's Monday morning. In about an hour and a half here, my wife and I, along with our two little girls we are going to the doctor, and we're going to find out what the gender of our new little baby is, and we're very, very excited. We have two little girls already. I think it's gonna be another girl, and I think I'll be the only guy in the house here, which is fine by me. Anyway, we'll see what it is, and I'll let you guys know as soon as I do, but we're super excited about that. Anyway, I thought I'd just throw a quick podcast out to you guys because I wanted to quickly just let you know about something that I've been implementing lately that I'm real excited about, and honestly my customers are too. You guys know ... I mean, obviously ... This is starting my ... Let's see, what is this? One, two, three ... This is beginning my fourth week alone of self-employment, and things have gone very, very well. We've done almost 70,000 in sales, and we haven't really even optimized stuff yet. You know what I mean? I'm only selling once a week, really, and on my webinar, my live webinar, every single week, and I will plan to be doing the live webinar every single week for probably quite some time because it's been kind of interesting. The first few times I've done it, I haven't changed anything from one script to the next, but especially this last one, I felt it. I felt where I needed to make the changes. I felt where the lag was, so I'm excited. I'm excited to go and I'm going to start switching those things out, but it's been interesting to go through ... There's a billion things I got to get done still, I mean, obviously, who doesn't have a big to-do list? But I've got this huge whiteboard over here on the side, and it's just chock full of stuff. It's loaded, it's loaded with tons of things that I need to be getting done, and do, and I ... Anyway, the whole thing's been a lot of fun, but it's been neat to go through and prioritize stuff. So number one priority for me, obviously, has been just to sell. Sell, sell, sell, sell, sell, sell, sell. You guys know I am a huge advocate of the book, Ready Fire Aim, which talks about stage one, zero to one million, that's the only thing that matters. Just sell stuff. So, I've been selling things like crazy, been fulfilling on them like crazy, and I've been mostly just focusing on the actual course itself that I've been selling and all the little mini things in them. It's been a ton of fun to go through and do that. Lot of work. Holy smokes. When I created the Secret to Master Class Program inside of Russell's two comma coaching, it was from stuff that already existed and I was just organizing it. And that's how I made the first pass of content. And then what I did though, was I came back around as I was hearing people's feedback. Then I went back through and I created all the extra courses and extra things, and extra trainings that were needed to plug the holes inside people understandings, just to make sure all the bases were covered, you know what I mean? That's kind of what I've been doing this first time, is I've been going through and I've been building it from scratch, raw, just the very beginning. Zero to a hundred. But then I go back through after I see people going through it, and all their feedbacks, and all their questions, and all ... That's the reason I do live Q and A's with them every single week. It's so that I can get through and see, like, they're all still struggling with X. They're all still struggling with Y, or Z, you know what I mean? And then I go back through and I do a second round of filming. I do a second round of product creation. I go plug in all the holes, and I go plug in ... And that's exactly what's been going on here. So I've been ... it's been a lot of fun. It's been a lot of fun. It's a ton of work, but my gosh, it's a lot of ... I mean, I was on ... I think I told this to you guys, I can't remember if I did or not, but I was on stage speaking at two different events this last week, back to back, which was kind of nuts. And this guy walks up to me afterwards, and he goes, "That was fantastic, first of all." And I was, "Thank you." You know, I said, "Thanks. That's awesome." And then he goes, "I was sitting there though, and I was trying to figure out the word for you." I was like, "What did you mean?" He's like, "The word that describes you. There's something about you and I don't know what it is." And I was like, "Okay, what it is it?" And he goes, "It took me awhile, but I think I figured it out. You're giddy." I was like, "You think I'm giddy?" He said, "Yeah. You're 100% giddy. Are you kidding me? You're standing on ... you're doing the ... It is so easy to see that you love what you're doing. And it's refreshing. Thank you. It's so freaking awesome to watch that." And I was like, "That's nice of you. I appreciate that." And he's like, "I'm serious though. It's refreshing because most people get up and they're either sick of what they're doing, or they just got one trick or tip and that's kind of it. It's so clear and obvious that you love what you're doing." And I was like, that actually was some really cool feedback. I'm glad that he said that. That was nice of him. I never consider myself as giddy about what I do. Maybe I choose a different word. But I am having fun with it, and it's been great. Hey, so I've been getting a lot of requests lately about ... you know what, let me get ahead and I'm just going to read this thing first. And then I'll lead into that. So I'm holding a book. This book is fantastic. I would read this book if I was you. If I was trying to be a funnel builder. If I was trying to be an author, speaker, coach, consultant, if I was in the SaaS world, if I was definitely B2B, I would put this on your to do list. This book ... so it's a book called Behind the Cloud, by Mark Benioff and this is the story of how Salesforce pretty much went to a billion dollar company and changed the whole industry. That's what the tag line says anyway. And it's amazing. It's a great book. And what it is, it's a series of what they call plays. Play one, play two, play three ... but of the different plays that they made to be able to go and do what they did. And make no mistake, I am 100% trying to change the MLM industry, which is what I've been selling in. And I have, I don't know, call it a chip off the shoulder attitude, or chip off the shoulder thing. That industry, it's an amazing thing to go through if you're doing it correctly, if you're doing it right, and otherwise it's pretty easy to get categorized into the millions of people that just want to lose their family and friends, which is why they join one, I think. Anyway, so strong opinions there. Anyway, so I've been getting a lot of requests from people though, about an affiliate program for the course that I've been selling. And of course I'm going to have one. Of course, absolutely, in fact I think it's going to come out ... We technically already finished it. Technically it's already done. Yeah, anyway. Technically it's already done, but ... Anyway, sorry, I have like 13 thoughts going through my head and I'm trying to organize them in a way that it's going to go together. Anyway, I want to read a section from this book and then tie it back into what I was just saying and talking about. And here it is. Anyway, so this is on page 73 of the book Behind the Cloud. And what it says ... This section is called Play Number 40, Make Every Customer a Member of Your Sales Team. And I thought, this is awesome. I certainly agree with this 100%. Make every customer a member of your sales team. And this is what it says, "Just as we tapped into every employee as a marketing person ..." Okay, that's first of all a very powerful line, "Just as we tapped into every employee as a marketing person, we believe that every customer could also serve as a salesperson. Inside every customer there's unrealized potential that by offering training and support, we could build a sales army that is not limited to a finite number of salespeople, but could scale to hundreds of thousands and one day millions of customer salespeople." I thought that was fascinating. That's very interesting. Now that obviously the reason you do the affiliate stuff, but I was ... I'm never not thinking about what I do guys, I think it's the reason that guy saw me as giddy. But I was walking, I can't remember when it was, it was a few nights ago, I was pacing, and I was thinking, and I was pacing, and I started thinking through ... I helped create one of the original affiliate bootcamp courses that Russell uses to teach people how to do affiliate marketing. And he and I tag teamed back and forth along with John Parks, and the three of us went through and we taught this frankly, really awesome affiliate ... it's called Affiliate Bootcamp. And what it does is it teaches somebody how to be an affiliate if they've never been one before, from scratch with no lists. Or if you do have a list, it shows that as well. But the real thing that it's doing is it's showing people how to be an affiliate for ClickFunnels. That's really what it is. It's positioned as generic, but what it's really doing is it goes through and it shows people, "Yes, here's how you promote ClickFunnels for us." It's really to make customer salespeople. Customer salespeople where they love your stuff so much ... And it even goes through in the book, keeps talking about different training and support and stuff like that, enough assets a person needs so they can be a customer salesperson. And so what I've been thinking through, and actually voxed Russell about this, and I was chatting about it, but I think I'm going to make my own version of Affiliate Bootcamp where I can go through and dive deep and it's a daily thing for just two weeks, but what it does is it shows people how to be an affiliate in the best ways that we've ever seen, that I know how, that we've ever ... From scratch, or with a list. But really what it's doing is it's showing people how to promote my stuff. I'm creating an army of affiliates that know how to be an affiliate, you know what I mean? And I think that's what the next thing I'm going to do. And it might be weird that I'm telling you this strategy, because I know a lot of you guys will be the ones that go through it. But I'm just trying to be transparent and show you where my head is on this stuff. Now first and foremost right now, I need to finish actually building, finish building the actual course that I've been selling. And they know that it's been dripping out this first round. In the future it's not going to be a drip course or anything like that, but right now this first one, it is. And they all know that, and that's one of the reasons why some of them got a deal on it and stuff like that, you know what I mean? Because I'm going through and I'm building it as I'm selling it, at the same time. Which is nice, because it lets me go through and do the second round of course creation to plug in all the holes, because they're making it kind of with me ... Not so much on their side, they don't really know that's what's going on there. But that's what I've been doing. And then, so step one, then step two, then I want to go out and ... Man we just got offered huge lists from people to go promote the course to. I mean massive, massive people. I so bad want to tell you some of the names of some of these people. You guys all know them, they're on TV shows and stuff, which I'm super excited about. But I don't know if I'm allowed to, so I'm not going to yet. You'll all hear about it sometime, I'm sure, but it's not time yet, I don't think, so ... Anyway, that's the whole thing I'm trying to say with this thing, is understand that when somebody buys your course, there's really two things ... Or your program, or your product, whatever it is, whatever you're selling, your offer, there's really two things that still have to happen. Just because you collected cash does not mean the sale is over. There's two things that need to happen, and this first one, there's a PHAT event this week, it's the last FAT event ever, which I'm kind of sad about. I'm actually really sad about it. But anyway, I always cover this with them, and then there's a second piece as well, because of what Mark Benioff said. After a customer is acquired, the first thing you have to do with them is you need to help them consume it. I call it a consumption series. It's a consumption sequence, a consumption series, consumption guide. And what I do, and what I've been building out is as soon as ... Now let's think about this for a second. So this is a webinar, and there is ... If you guys don't know anything about webinars, webinars there's a headline, and then there's three secrets. So there's three secrets, and secret number one relates to the vehicle related false belief. Secret number two relates to the internal false belief. And then secret number three is the external false belief. A lot of you guys who are indoctrinated inside the ClickFunnels regime, you guys know the stuff, right. You know that. Well all I do is because ... Let's think about this, in the webinar, you're going through and you're talking about secret number one, secret number two, secret number three, right, which is false belief number one, false belief number two, false belief number three. And then you're going through and you're crafting a story, a sales message, a product in the offer that addresses those false beliefs. You're addressing a product that does that. Let's think about this though. If that's what's you're promising, secret number one, secret number two, secret number three, why not show exactly in your product where those answers also are. So the first thing that I do, the first of two things, the first thing I do in this consumption guide, is as soon as somebody buys my product, it doesn't matter if it's off of a webinar, it doesn't matter if it's off, like whatever ... I put out to them at least a three day series where the first email or piece of communication or whatever it is, goes and it actually shows where to get what was promised in secret number one, or the vehicle related false belief. They don't need to be called secrets, they don't need to ... you know what I mean? It doesn't need to be called that same vernacular. I've called them steps, I've called them ... I've called them steps a lot, actually. Tips, I've called ... you know what I mean? It doesn't need to be called those things. And you might sell a widget in a different way with different vernacular. But they're still vehicle, internal, and external related false beliefs. So the first thing after somebody buys it I send to them is first of all, a fulfillment email. But then what I'm really doing, is sending a consumption guide, where the first email is where to find what was promised and addressed for their vehicle related false belief. Secret number one. The second email that I send out is ... that's secret number two, and where to find that. So I'll take screenshots of the members area with arrows and put it in the email, and say, "Look, when I told you how I blank without blank, this is where that is. So go click right here and go watch this next part right there." And the reason that I'm doing it is ... there's many reasons. The first reason, is because I need them to consume that information. Number one, they must feel in their brain that I'm fulfilling on what I promised. Duh. That's what they bought. Of course I should do that. Okay, they bought that. Just out of the ethics of it, please fulfill on what you sell people. But what I'm also doing is I am indoctrinating them further into my culture. It gives me opportunity to train them to open my emails. It give me opportunity to train them when my stuff comes in that they should open it up, but also it helps me be able to figure out who the rock stars are, who's actually killing it, who the people are that are just doing amazing with my course or my product, whatever it is. And then I can go back and actually collect them as testimonials and use them in the sales message also for future people. That make sense? That was a lot. Just let me high level recap real quick. So all I'm doing is whatever secret number one, two, and three are, I create a consumption series, number one, two, and three that matches secret number one, two, and three. Does that make sense? And it's all auto, it's all dripped out. When somebody buys I call it my buyer sequence. They buy, first the fulfillment email goes out. Then we will remind them that they've got to get added to the group. Then we'll remind them, "Here's what we do culturally. Here's the different events that go on. Here's consumption number one, two, and three." I don't call it that in front of them, obviously. Does that make sense? So that's the first thing that I do. Number one I train them on how to consume my thing. That's the highest level of that. I train them to consume the product. But number two, and this is what ties in. I promise this is not just like a rabbit I'm following over the place. There's a whole point to this. And the point is that the second thing is that I'm trying to train them how to promote my thing also. So number one, here's how to consume it so you're successful with it. Number two, here's how to promote so that the course you just bought is free for you because you just go get a few people in, and suddenly all the training, all the material, all the follow up, everything is free for you. Does that make sense? Because what I've been doing and ... anyway, that's exactly what Mark Benioff was saying. I'm trying to create customer salespeople. It's not necessarily a huge focus of mine right now but I know it's step two and I know it's coming up, and people are asking for it. And so I was thinking to myself, what should I do to make this more accessible for people? And so I'm thinking through inside my affiliate area, I'm creating the guide, I'm creating the stuff that will walk them through how to be a generic affiliate, but so that they can go apply it to selling my course for me as well. Does that make sense? That was a lot of stuff, and I hope that made sense what I'm doing. It's important to train people how to consume your stuff. And then it's important to help them realize ... If you want to make real, true believers, people who've really drinkin' the Kool-Aid, you know what I mean? Those are the people who are out promoting your thing without you asking them to. And for those of them who aren't, sometimes they for need a few questions answered and so you go create an affiliate program. Go create something that helps people understand. I love Backpack. Backpack's awesome. That's what I'm using, of course. And it's been a ton of fun. And so to make it more accessible for people ... This is the last piece guys, this is like a deep strategy episode guys, hope this is okay. It's kind of a lot of stuff on this one. But what I've been doing is on the home page ... So it's a webinar, so on the registration page itself, the actual registration page, in the footer I always make sure that I put two things in there. Number one, you've got to make sure you have all the legal crap in there. You're supposed to have that stuff in there. I have a PO box that I declare as my business address so it's not my actual address. There has to be terms, privacy, contact, support, stuff like that. Specifically terms and privacy and support. Those are the three that should always be in there. I don't know what the current laws are on all those things, but I know that those should be in there. And then what I do though in the footer is I also always include, number one the login for their actual members area, or whatever they bought because people will always lose the link, so I put it down in the bottom. The second thing though that I always put down there is a link for affiliates. So what it does is it lets me tell people ... because some people just want to go promote the thing and not buy it. And I'm like, "All right, that's kind of ... I think that's a little weird." But if they scroll down to the bottom, they just click on affiliates, they can get their affiliate link and promote the course, or promote whatever ... you know what I mean? Anyway, those are the two things that ... And that's what helps close the loop. That registration page, it is a registration page, but to the person who's looking it's a little bit more than a registration page, and it opens up another loop, meaning the loop is, "Hey, you can go be an affiliate. Grab your affiliate link, and here's how to promote, and here's how to promote my stuff." But if then they go buy, it's like, "Hey, here's how to consume what you bought. By the way, here's also how you can promote what you ..." Anyway, so that's what I've been doing. I feel like I'm talking in circles now. I'm literally talking about loops. But I hope that makes sense what I'm talking about though. Find a way to make your customer also your salesperson and you're going to be able to expand a lot faster simply because you don't have to find salespeople, you know what I mean, as hard, as much. It's pretty interesting, I was talking to ... This is the last point, and then I'll get out of here. I was talking to the CFO of ClickFunnels. He's the man. And I asked him once, "What's the biggest expense?" And without any hesitation, he said, "Affiliates." Just straight up, "It's affiliates. Affiliates cost us a lot of money. We give a lot of money to affiliates." I was like, "That makes sense. That makes total sense." That's what he told me anyway about ClickFunnels that that would happen, you'd do that. Anyway, I hope that was helpful. I hope it makes sense what I was trying to say here. Well all I'm trying to say is figure out number one, sorry, number one understand that it's not enough to just sell stuff to people, you have to teach them to consume it. But number two, especially once they are consuming it, they're getting indoctrinated, they love promoting stuff, and there's going to be people who just want to promote your stuff anyway. They're looking for something to give to their audience and might as well make a sweet affiliate program. Or some kind of thing to help them so that you can arm your people, arm your customers with the correct assets that they need, the correct ... you know what I mean? So I'm tossing in all the ... a whole bunch of swipe files, tons of swipe images, tons of swipe email content and copy. Cool things that they can give away to help them lead gen. Anyway, that all I've got for you guys. And hopefully you can go out and start applying that. I've got to go get ready. We're leaving in about an hour here to go figure out the gender of our new little one. So fun stuff guys. Talk to you later. Bye.  Think for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.  Advertising Inquiries: https://redcircle.com/brands

The Customer Is NOT Always Right… What's going on, everyone? This is Steve Larsen. I have a little bit of an unfortunate episode. Welcome to “Sales Funnel Radio” where you’ll learn marketing strategies to grow your online business using today’s best internet sales funnels and now here’s your host, Steve Larsen.  Hey guys. I am ... I love podcasting, I love talking with you guys, and it's been fun. I feel like ... especially the last week because I've been traveling, going around all over the place, I've had a chance to meet a lot of you and it's been a whole lot of fun. Okay, this is gonna be a little bit of a ... I don't know how to say this. I know that what I put out there, there's not many other people who are. I know that. I'm not cocky about it, but I know it. I don't know anyone else who delivers to the level that I have been. I don't know any ... You know what I mean? I'm not saying I'm the best. I'm not saying that I'm ... I'm not drinking my own Kool-Aid. I'm very against that also, but when someone gets sassy with me and saying that I'm not delivering. That's saying that. I know that I am. That is one of the fastest ways to piss me off. It's funny because Russell's actually the exact same. He and I had many conversations about it when we were ... I put so much heart and soul. I am not with my family right now. I'm not with them for a solid week because I'm going out and doing things that frankly, there's a few things I know that I really wish they had gone better that I didn't get paid what I know I was worth, but I did ... You know what I mean? That's fine. That's fine. I'm not trying to drink my own Kool-Aid again, but when someone comes out and they start taking advantage and acting like I owe them something that pisses me off faster than anything else on this world. I owe nothing to anybody. You know what I mean? Because it's so deep seeded in my brain to over deliver stuff, I'm fearful. It's a fear I have. Maybe it's a false belief I have that I have to over deliver on a massive scale constantly. Anyway. I have been chatting with somewhat of an angry customer. They bought one of the $100 funnels. Guys, I took down all of the $100 funnel options. The reason I did it is because I didn't like the client that was being attracted to that. My stuff is worth way more than $100. I don't even start talking with someone to build their funnel unless it's at least a 50 to $100,000 range with royalties in the back. $100 funnel? Not a huge fan of who that attracts. I'm not saying that everyone's that way. I am not blanket statement. I know that everyone's different. Everyone's got that, but unfortunately, there's been a few instances where it's attracted an individual that believes that $100 is a billion dollars, and I owe them my life. No. That's extremely cheap. It should be way more than that. You know what I mean? Anyway, I just wanted to read without actually ... I'm not gonna tell you who it is that was saying this. I'm gonna keep confidences. I'm gonna keep ... But I want to read a little bit of an email strand that's been going on back and forth with somebody who ... Man, I'm trying to bite my tongue, guys. I'm not much of a swearer, but holy crap. Oh, my gosh. There's a few parts I didn't record of this. I was pissed and still am. I'm gonna record it in the heat of this, which may be the best thing. Anyway. Please understand as I read this, whoever said the phrase that "The customer is always right" got straight A's in school, read about business, but never did it and has no idea what the freak they're talking about. The customer is not always right. They are not always right. If you want to work with your dream client, it also means that you don't work with other clients on purpose. I am probably one of the only people I know who is willing to fire a customer, a customer. I don't give a crap if you have the money to spend to actually buy my thing or hang out with me. If you're a jerk or an id' or you're a pri', my gosh, I will give you your money back and I will fire you. What a concept. I don't get ... Oh, man ... Okay. I'm gonna reign it back, reigning it back. I'm not talking like you, the listeners, if you're this individual just so you know, but I'm fired up. I want you to know why and I hope that you ... What I'm trying to do is I'm trying to elevate the customer that you work with and treat yourself well because there are jerks. There are idiots. There are people out there who want to take advantage of you every single straw that they can and protect yourself and be okay with that. Don't just work with anyone. If you're trying to get cash, I understand that you need to do that. I understand. I did that for a long time, too. But, man, you get to the spot though where you're like, "You know I actually could choose who I work with." It's amazing to do that. I'm gonna go ahead and read this. I just increased my support so this guy said he sent an email a couple days ago. I didn't see it. I apologize. Emailing me directly, PM'ing me directly, going straight to me on Facebook that's not my support; that's me. You know what I mean? Sometimes people will send messages directly to me. I am not my own support because I'm focusing on building cool stuff. I'm not my own support. I'm very involved with it, but I'm not. Anyway... He kept sending me personal messages. I hadn't got a chance to look at my messages for a while. Anyway, he said, "This is the second email in four days. I ordered" ... There was a funnel on there that was for 100 bucks called the smartphone insurance funnel. He said, "I only received one funnel. It was supposed to be three. I didn't receive the marketing course and you weren't funnels to model or the affiliate insurance companies to work with. This is supposed to be a done for you funnels. It's not." "I hope the MLM funnel system coming out on Thursday delivers what it's promising." I was like, "What on Earth?" ... This is my response, "Hey, man, I'm totally confused. I don't offer what you just described," which is true. I was like, "What are you talking about? I don't give any of that stuff." I said, "The smartphone insurance funnel comes alone, not with three. None of my sales material has ever talked about a marketing course or affiliate companies to work with." Getting in more details. "I've had an issue with a few idiots stealing my stuff and then posing as me. Pisses me off. They're jerking around with my name and my brand. Can you give me more info so I can nip this?" I was trying to be open and real and just let him know what's going on. Not trying to be, "Thank you for your concern. A customer service representative will get back to you within a few hour." You know what I mean? I hate that crap; just be real. Anyway. He sent a few screenshots over. I realize that some sales copy that I had written had talked about him getting what he was talking about, but it was never intended ... I was never ... What he bought, never came with these other things, ever. Ever. All the other people that ever got it, it never came with those thi' ... That was not a part of it. Says that there's a traffic course for 297. Says this, says this and I was like ... He took screenshots. He sent it over. I was like, "Oh, crap. He's right," and I knew that. I admitted it. I said, "Whoa. What the? What's wrong? That was never part of the funnel or the offer. It's just the funnel that I built. I'll go hit it with a hammer." I was trying to keep it light. I said, "Thanks for showing me." I said, "Weirdness. That's weird." That was kind of it. I thought that that was it, but apparently, it wasn't it because that ... I don't know how long. That was a couple weeks ago. I just got this scathing email... Holy smoke. I'm gonna go ahead and read it here. I'm gonna switch some names. I'm gonna switch some things so that there is some ... Anyway. I also wanna tell you the story of why I'm telling you this in just a moment. There's a reason for this. I'm not trying to just throw rocks here. Part of me is though. Okay. I'm human. I'm ticked. All right. She said, "Hey, Steve, I just got off the phone with so and so. He's a so and so here in so and so." Okay. Anyway. "I had to cancel his monthly lunch with some friends." I'm changing stuff here, so you see. Okay? Anyway. He said, "Apparently, it's too cold for finger" ... Anyway. He's kinda throwing some stuff around. I think he was trying to stay up and fluffy, but he definitely did not. He said, "But I digress. I know you're in the middle of your MLM Recruiting Funnel launch, and I'm sure you're quite busy. I was really looking forward to jumping on board. I love the MLM concept, but I've always thought there's gotta be a better and much faster way to do it. I passed on purchasing the funnel because of this whole smartphone insurance funnel issue, but I'm confident we can figure this out together." I'm like, "Ew, okay." "In the last email you sent in regards to the smartphone insurance funnel package I purchased, you said you were going to quote, unquote 'hit it with a hammer.' I'm not really sure what that means, but you didn't go into detail, so I guess I'll have to guess/multiple choice style put this, so you can pick. Deal? Awesome." "Did you mean A) Sorry, sucker. You lose. I got you. That's called bait-and-switch, son. Caveat emptor. Welcome to the big leagues, kid. Or B) You know what, dude? I know. This is totally my fault. I'm so sorry, but I'm not going to do this so to try and make it right, I'm gonna refund you your total purchase. Keep the funnel with the WordPress template. I'm gonna show you I'm a legit dude, and I wanna offer you 50% discount off of my MLM funnel." I don't discount price, so you guys all know that. There's some reasons why. It's because of an offer. I give way more than it's worth. He says, "I like making things right when I can. Hopefully, you'll get in, and I really look forward" ... He's talking as if he's me. "I look really forward to doing business with you and maybe meeting with you in an event." "Or C) Hey, what's up, bro? What's with all the" ... Anyway, he's skinning some stuff about his location as trying to be a jest so I'm not gonna say it. He said, "Now you get a taste of what's going on here every year; lol." Of course, he's trying to act like he's cool. "Of course, I'm gonna do what's right here and give you everything I promised. Not just because I'm a super awesome dude, but because I'm honest and have what is sometimes rare in business: integrity. Bam. Not to mention the whole truth in advertising thing. I don't want the FTC all over my rear end." Give me a break. "Since I'm starting to own my business, I've learned that reputation is what you live by and die by so heading your way is three funnels that I advertise: the traffic course, the upsales, the affiliate companies I recommend, the other goodies and resources. Oh, and I'm a straight shooter man. I want people to know that. Oh, and since you didn't get on the MLM package, you should have. Duh. I understand, so I'm gonna extend the $9.95 intro rate to you again. I want people like you in my group." "I'm glad we worked everything out. Come by and say, 'Hey, man' at the next events. My man, take your pick. I know this may seem a little silly, but I just need some clarity on some action, so I can ... gonna take. Stay warm. Thanks for the time." Says that. I was like, "Oh, my gosh. Oh, my gosh." And I started swearing in the car. Are you freaking kidding me? Are you freaking kidding me? My funnels, besides Russell himself, I don't know a human on planet Earth that has built more than me. I don't say it to be cocky. I say it to be real. My funnels kick butt. I know they do and I'm trying to tell him what he bought and what he's trying to go for ... It doesn't come with those things. I said, "Ha-ha. It's C, but I'm also a person who works with my dream client. Those other things were not part of the smartphone insurance funnel so I didn't give 'em to you. I'll refund you, but I also don't want you in the MLM stuff if that's the attitude over this." Guys, I'm fired him. Checkmate. "I constantly over deliver my audience and have full, clear conscience about what I do. Your refund is submitted, but it takes a few days. Stay classy, Steve." Holy crap. Only do stuff with the people that you want to. It doesn't matter. You having the cash to do something with me is not enough payment anymore. You know what I mean? I'm preaching in the choir, you guys. "Sales Funnel Radio" listeners, you guys are all awesome. I love meeting you guys. You're all awesome. You get it. You're into it. I over deliver. I constantly try to. It is probably a - I don't know - it's a complex I have over this thing, but the customer is not always right. It is not always right. They are not. Whosever said that, this is the most false crap on the planet. You're saying I gotta bend backwards at all times when I already know my offer does that for them? When I ... No. No. No. That's not what this is. That's not how I do this. That's not why I do it. I'm telling you this story because there's been tons of moments where someone'll reach out and they act like they are God's gift to me. They are not. They are human. I am human. You said you had money. I said, "I have an offer that I know over delivers and it'll work more than I'm asking you for anyway." I go and I hand it over to 'em and then you act like you own me. No. You need to do the same thing in your business, guys. I did that for three years. I did not work with my dream client. I worked with tons of start-ups. It's nothing against start-ups, but I was working with people who were not my dream client. I understanding my previous self. I understand people might not know who you are. I understand y'all gotta start where you are and I know a lot of people here, you are staring out, which is brand new, which is great, but man, understand the customer is not always right. Your offer is your offer. That's what you gave them and that's what they get. As part of the offer, I make sure I over deliver so that my conscience is so clear, guys. I have no, no at all regrets about what I do, what I sell, who I help, who I don't help and I fire the people that I don't want to work with. Life is short. Work with those you want to. Your happiness, guys ... I have worked with some clients and it has been an amazing experience. It has been and amazing experience. When we were building for guys like Marcus Lemonis and huge guys, huge guys. It's so cool because they are where they are because they also understand this. I've never met someone who is really, really big who also drinks their own Kool-Aid. I've never met someone that does that. I've never met anybody who goes out ... Now they might ... I'm not saying they don't know that they're not good. They're very clear on the fact that they know they're good. They are confident. They have absolutely certainty about their abilities, but they are als' ... There's a difference between that and drinking your own Kool-Aid and throwing it in other people's faces. There are a few people who make it there, but not as many as you might think. It's funny because a lot of attention goes to those people because they got a lot of publicity and stuff like that, but a lot of the people that I going and I was building with and building for, like huge guys. I've built for some amazing people. They understand that these funnels we build together. What's sexy about 'em is that they're a system. Set it and forget it. Walk away. One and done. There's some elements to that, but there's this other element that messes the whole thing up called the human element. We all mess up. Every one of us is a human and treat each other that way. Don't you dare go around acting like everyone owes you everything. You're never gonna get anywhere in life. You'll never gonna get anywhere in life. Be humble about it. I try and take that stance from it. Am I always? No. Am I fired up? Oh, my gosh. I am biting my tongue so hard right now. Every time I've made any leap in my career, you guys, it attracts people that I wanna work with and it attracts people who I might not wanna work with yet. They're not quite in the spot where I'd wanna work with them yet. I'm not talking about money. That's the funny thing. It's this X factor. I got offered 100 grand to build a funnel a couple months ago for this sure thing. It was getting me royalties for life. It was this killer topic and niche inside of Amazon. I knew I could blow it up. It had nothing to do with money at that point. It had nothing to do with my ability to blow it up. It had nothing to do with my ability. I know I could kill that. I know I could do amazing with it. I hated who the individual was. Not them as a person, but their attitude towards me was ridiculous. I don't know if they were trying to come off super confident because they thought that's what it took to make big deals. I don't know if it was ... I don't know what it was. I have no idea what it was, but I fired him. You guys, this business and this whole, all of it, life is short. Don't work for clients that you're hating. If you're hating 'em, what a concept. Fire them. Money's not enough. Your life can be very blissful or a living hell based on the client that you have. Not so much the money. I've seen too many people climb a business, build a business, build something that's amazing; huge value. But they deliver for clients that they actually hate and they wake up every day and they're like, "Oh, my gosh. I hate what I do. I hate my customer. I hate my client. I hate doing what I" ... It's not worth it. It's not worth it. I'm not saying it's not a lot of money, but really it's not a lot of money over this dispute. 100 bucks over this whole thing? Holy crap. Here you go. Refund. I don't want you as a customer anyway. That kind of attitude? We're done, anyway. You know what I mean? I know my stuff delivers so it's not about me getting the cash anymore. It's do you wanna go get the result? I know my product delivers. It has nothing to do with the 1000 bucks at that point, which is what I sell it for. It has everything to do with who do I want to work with and surround myself around. That routinely over and over and over again was one of the biggest things. I saw all these huge guys doing. It's not so much even more about ... When money's no longer option. No, I mean ... is no longer the threat in your life. When money is no longer the thing you're like, "Oh, my gosh. How do I get the next piece of cash?" I get that. I get it, but take that element out. What does your life look like? Who are you around? Are you enjoying it? Are you happy? Is there stuff going ... You know what I mean? That is the long-term play for your life. That makes this whole thing worth it. You can make cash, guys, using something like the "Expert Secrets" formula for how to create offers. That's incredible. That'll make you money. Making the money when it no longer is the issue, then it's like, "Oh, my gosh. What's the follow-up thing in my life I'm trying to solve? What's the thing? I'm wanna surround myself with amazing people. I'm wanna surround myself with people who give. I'm wanna surround myself with people who want to change the world like I do." I wanna change the world. I don't know how. I just know I do. I'm trying to figure it on the way. Every single person who gets around me who is trying to take and always take and never give, it turns into this drag. It will slow you down. It will kill your momentum. You'll sit down and you'll ... Guys, we had people like that several times who popped up in ClickFunnels sphere when I was over there. I can't talk about that stuff. I'm not going to, but man, we always had to take five. We would say a certain phrase, which is: "Some people's children." We would play some freaking Seven Nations Army. We'd dance around. We'd shake it off and we'd say, "My word. I hope that there are better people out there." There are. We know there are. Honestly, I believe most people are good. I believe ... It's hurt me many times, but my attitude is innocent until proven guilty on pretty much all of humanity, all humanity. Some people ... I know it's a weakness sometimes. I've been taken advantage for it many times, but I would rather error on that side then you treat everyone like they're a contract. You're not gonna create a real relationship with somebody by saying, "But you said this here and you said that there and you said that." What? You're gonna ... contract your way into a friendship with somebody. Come on. It's doesn't work that way. Anyway. This had nothing to do with funnels, but actually, it has everything to do with funnels. Go build a business that you not only can make money from, but you like being in. I have never met anyone who is successful in this who doesn't marry their business a little bit. You gotta be a little bit of a monomanic so you're gonna go be a monomanic in an environment that's terrible and toxic and awful and not a fun thing? I've done that many times. It's awful and it's one of the reasons I'm so passionate about not working with people I don't want to. I don't care. I don't give a crap if you have the cash. It's no longer about that. It's about who do want to work with? What do you want to surround yourself with? What is the environment? What are the people you want to be around? You get really serious about that. What's your environment worth to you? I'll tell you a good environment will accelerate your success pretty much more than any course or book or anything else in your life. You'll learn how to self-teach. You'll learn how to be self-fulfilling. You'll learn how to do those things on your own because you have the environment to do them, to learn them that creates those kinds of things. Sadly, weirdly enough, you guys, entrepreneurship is a bit of a lonely game. It can be. Very lonely. I've experienced that many times. I no longer work in an environment where there's people around me. I literally sit at home at a desk and I have to do things to create engagement and because it's a lonely game ... What? You want the engagement that you are getting to be with things that you don't like? That's a great way to create a miserable life. I've seen it happen many times. A lot of people, they'll go make a ton of money. Then they'll turn back around and talk about how miserable they are. All right. I know everyone knows what I'm talking about. Everyone's seen that before. Everyone's done that. Anyway. I think ... saying the same thing over and over and over again, but don't be afraid to fire people and I don't mean your employees. I mean your clients. Don't be afraid to fire 'em. What's your time worth to you? Life's short. Make sure you guys live in it. Guys, I'd rather make less money and enjoy the people around me then make tons of money and be completely miserable and lonely. All right, guys. That's all I got. Bit of a different one, but get serious about it because it's a real issue. Donald Trump--You're fired. You're fired. You're fired. You're fired. You're fired. You're fired. You're fired. You're fired. You're fired. You're fired. You're fired.  Thanks for listening to "Sales Funnel Radio." Please remember to subscribe and leave feedback. Want to get one of today’s best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Check out what 97% of American’s are thinking about before they finish brushing their teeth… What's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host Steve Larsen. Steve Larsen: How's it going everyone? I am sitting here with one of my best friends named Colton Woods. Colton, how're you doing? Colton Woods: Doing good. Steve Larsen: Awesome. Thanks for being on Sales Funnel Radio. Colton Woods: My pleasure. Steve Larsen: Just for real here, though, Colton and I actually ... We created my very first ever successful sales funnel in click funnels was with Colton and it's when...You guys know the story I talk about where when we hid up in the box office seats, we didn't have enough money for click funnels and we hid up there and we planned out the entire business and then during the trial periods since we already planned out the whole business, the whole funnel, all the things and pieces needed with it we clicked the go button on the trial and then during those two weeks we had to go build the whole thing, get customers, and have them pay for the subscription to click funnels before it even started, which is what happened. That was pretty crazy huh? Colton Woods: It was awesome. Steve Larsen: That was fun stuff, so anyway we are actually in Vegas right now and we've been pitching like crazy. It has been a whirlwind of a week I can't believe how fast paced it's been. Got here on Sunday...I just wanted to drop by kind of what's been going on but then also one of my biggest takeaways from this whole week so far. So on Sunday I got here, and I got here Sunday evening, which was when I...I think I talked to you guys last time, I'm doing this off my phone, I don't have all my podcasting equip and that stuff but hopefully that's okay. So Sunday got here, Monday we did a...So I kind of partnered with James Smiley if you guys remember him from the B2B episode where we went through the actual B2B funnels and now he's been using them and crushing them for like five and six figure deals with funnels and things like that. So anyways he and I decided to do a Master Mind together here in Vegas so I flew out here and then on Monday though...The Master Mind was on Tuesday, on Monday though we did a four hour one on one session with a private client, which was a lot of fun, we went deep, deep, deep into their business, the different things and we...It was really fun because we identified really quickly what the major levers were in their business that they were not successfully actually taking advantage of, you know what I mean? The different levers like hey look if you just turn these two points, it looks like that's the only thing you need to worry about and guys that's kind of the fun part about this whole game when you get there. I tell you guys often, I remember very clearly I was riding my bike home, it's Rexburg, Idaho if you've never been there, there's pretty much this constant flow of tumbleweeds year round it's extremely windy, and freezing and I'm glad I'm not there anymore. But as I was riding my bike home from classes one day right, and this thought hit me, how come no one's paying me money? And I just had the sudden realizations like well because you're literally asking for money, literally nowhere, no one can even give you money anyway Steven, what are you mad about? And I realized that I was studying marketing, and I was studying all these things, but I didn't have a business to even apply these things to, and I know some of you might be in that position. Don't get so enamored with the cool marketing tips and tricks and the cutting edge stuff but not even have a business to apply it to. You know what I mean? That's kind of a backwards thing obviously, so anyway I'd start actually building the business if you're in that space first of all and if you are I mean awesome, awesome, but what we do and what we did is just identify, if you were to number one, walk away from your business would it stand on its own? If you can answer that question like, "Yep, it's standing on its own." Awesome, for how long? Cool so you could walk away for long? That kind of gives you an idea of how free you actually are, and start figuring out ways to replace yourself in the actual company. But then the other thing I would do is start sitting back and start realizing what are the two or three levers? Really there's only like one or two, honestly, big levers that if I was just to go focus on just this one thing it would increase the cash in my business exponentially. So that's what we did with this guy on Monday, and he's the man, he actually came to a FHAT event, a Fun Hack-a-Thon event several months ago so it was fun to see him again but we went and we identified...It became very clear as he was speaking what that one lever actually was, and that was one of the most interesting parts and pieces about the whole thing is that it's his business guys but we had to go help him identify what that was. The one lever, the one thing that you should go focus on that really will turn up the cash in your business and help you walk away right? A lot of the times it needs to be pointed out to you, it's not something that you can just like, you know...Usually not always, you're usually so close to the actual product that you just have no idea what to do next, you know what I mean? So anyway, that's what we did on Monday, it was really fun, super deep dive, have a feeling you know we'll keep seeing him and anyway awesome stuff. So Tuesday right, so anyway...Monday night, go back, I have bronchitis, I was like super sick, Colton shows up which was awesome, super fun and the very next day Tuesday is the master mind and we decided to pitch something. So I wrote an entire webinar script from scratch, top to bottom Monday night. So we slept four hours in true funnel hiker fashion, because we were up so late getting this thing done, do the whole thing at launch today we're basically teaching for eight straight hours on stage, it's a small group so I don't know if stage is the correct term for it, it's not like there's a stage, front of the room? It was a small group, but I was dead, oh my gosh we got to the end...Got to the hotel and just crashed, both looked at each other and were like "We don't even want to do anything else." Wednesday though, was the exact same thing so we wrote and entire new script Wednesday morning and started at like eight o'clock, and pitched it at like three o'clock brand new to room... There's only like 30 people in the room, I thought there was going to be honestly I thought there was going to be like 60 or 70 people in the room, there was not, there was maybe 30 people. Really it was like I don't know, twenty-ish that actually got to the actual thing, I was like "Dang it." Man that was solid days work to only pitch 20 people. Anyway, the point is with the whole thing guys if you just hustle and you just set the date, you will find a way to get it done because you have no other option. Just like set the date, be public about it and then you will figure it out, and you'll figure it out well enough of course will it be perfect? No, but all the little things that are in there that, if you get 80% of it right, okay? And people will obsess and they won't actually get started because they think they need to be 100% right, and that's not how it works, just do the 8... It's so 80/20 principal for getting crap done gauge is do the 80% that matters, leave the other 20% who cares? Call it character flaws and use it towards your attractive character's advantage. Okay publish about it, okay? Just get crap done, anyway so we're about to jump on an interview in five minutes. The hotel internet was terrible so we found this cool little satellite place with a little business center with awesome internet, we're about to jump on. I thought I'd just tell you guys what's been going on this week and I wanted to tell you one of the biggest take aways with this whole thing. It's been interesting, I usually am not like this massive networking dude you know? I'm pretty reserved, I kind of...I'm not an introvert but I am so freaking obsessed with working it's kind of an issue, and so sometimes I don't want to go out or meet people or anything. But it's been fun to meet all these people, I got to talk with Seth Green, which was a lot of fun got an invite from him to be on his show and a lot of other people...Anyway it's been a lot of fun guys, lot of different cool interactions, hopefully I'm okay to name drop certain things like that but anyway, it's been fun to go meet these people be hanging around them and I'm trying to do what I invite you guys all to do, which is to continue to reach two levels up, you know what I mean? If you can think through and think, "Okay, my sphere of influence is this amount." And you won't be brand new, and you're like "Okay, that's fine." This is the same way I launched Sales Funnel Radio. On purpose, this was a purposeful thing when I actually started this show, okay and I thought "Okay, this little tiny line represents my sphere of influence." Alright now "Look, that guy over there, he has a little bit more influence than I do, he's got a bigger list, he's got people who follow him, he's got more influence." Okay, and then "Look at that guy, he's got, whoa look at how much more influence he has." And it's like these increasing tiers of influence, and all I did if you go think through it is I thought where I was at the time and I reached two layers of influence up. That's all I did, and I interviewed them and got them on the show. And then when it felt like I got to a different level, I reached two layers up again. Now I'm reaching higher, two layers up again and I invited them to get on the show and invited them to get on the show and this is exactly how... Guys this podcast is going to scream past 100,000 downloads very soon here, and I wanted to do something cool for it soon, I don't know what it is but just do that, okay? So I'm excited because a lot of these connections...That's why I'm telling you this, a lot of these connections we made this week was...I think it's kind of cool because it made me realize also we're still doing that, and we reached two levels up and we did, two levels up, two levels up, and it's not like out of this huge desire to be like "Oh my gosh, I got to be the best, I got to be in front of tons of people, it's all me, me, me." No, but I do want to get my message out to as many people as I can right? And so I need to increase my level of influence, how many people know who you are, right? It's not so much who you know, it's who knows you, you know what I mean? You've heard that term? That's so true, so just reach two levels up, two tiers up. So anyways as we were doing this as we were going through it's been fun to be able to do that and see that, that's what's been going on around us. I just wanted to give you one cool take away also that James Smiley dropped in the middle of the Master Mind and then we got to head out here because there's an interview starting here shortly, it's kind of cool he stood up and he told us a stat. It was a very fascinating stat, and see if it works for you because it was like 97% of Americans do this right now. He said it was a stat he said that, he said that 97% of Americans think about something that they want to buy as part of their morning routine. Isn't that interesting? Are you on their list? That's crazy, 97% of Americans think about something that they want to buy pretty much before they're done brushing their teeth. It literally is part of their morning routine, something that they wish they were buying or something they wish they had. People are buying more than they ever have, people are buying like crazy, it's not a secret and just think through are you constantly in front of them? Are you...Just like I was thinking through on my bike while I was riding home, I was like "Man, I'm not asking for money literally anywhere, from anybody." Think through where you're doing that and start being more craft-fool on where you put those messages in and are you a part of...Are you standing...Because there's an onslaught of buyers you know like "Stephen I'm not making the cash I want to." Are you actually asking for cash? Go through and start asking what those things are and those pieces are and stay in front of people. So anyways, we got to head out here but I just wanted to drop a few little things with what's been going on. It's been a fun, fast, furious week and then instead of doing the webinar on Thursday this week I'm doing it on Saturday and we're driving tons of ads to that and we're finding where all the buyers are, it's been fun guys. There's a lot going on right now and really try to hit the ground running after leaving Click Funnels and it's been working. This is only week three, it feels like it's been several months where I have been hauling so fast and it's been a ton of fun. Anyways guys, talk to you later, go crush it. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnels for free? Go to SalesFunnelBroker.com/freefunnels to download your prebuilt sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... Do you KNOW the levers that are driving the offers in your industry? Hey, what's going on everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio, in a hotel room. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. What's up guys? Oh, my voice just cracked. First of all, I have bronchitis, which is ridiculous. Never had that. It's a terrible feeling, and yesterday my wife and I were talking and she's like, "Are you excited to go speak?" And I was like, "I'm excited." And we realized that I needed to leave today instead of tomorrow, for an extra thing. It's Sunday, and I usually don't travel on Sundays, but I went and actually got on a plane, and I am actually in Las Vegas right now. I've got two speeches to write and I haven't written any of them. Two speeches to write with two other speeches besides those that are going to be unscripted. And I'm excited about that. I love the off-the-cuff ones because there's usually a lot of things that I learn while I'm talking, which is kind of weird, but anyway. I've been going for two weeks now on my own webinar, and things are going fantastic, and I've made almost half of my year's salary in the last two weeks, which is amazing, and things are going fantastic. And I don't say that to boast or whatever, but it's going really, really well. And I spent a ton of time mentally thinking about and crafting, and writing on whiteboards and pieces of paper all sorts of stuff that would help create and put together the sales message that would sell my product for my webinar. That took me a while. By comparison, I am using the same webinar style format in these next two speeches, which are back-to-back here in Vegas. I'm speaking at two different places. I'm speaking four times, literally one time each day for the next four days, and I haven't written any of the speeches. I haven't put anything together for them. And so on the flight over here, I was starting to freak out, and I was like holy crap! I've been coaching for a long time now with two comical people. This podcast ... I've spoken at many other places and many other times, both documented and undocumented. You know what I mean? Well, I'm stressed out about it a little bit. The amount of times I've done it now is certainly something for me to fall back on, but really, it truly is the webinar script. But in the past, I still would spend two or three days running through these scripts, and thinking through the actual ... the false beliefs of the individuals that are going to be there. The stories that will help break and rebuild their beliefs. What I can give them that will help apply now to their life the new way that they see the world. Things like that. Anyway, I'm excited, but holy crap, I literally have ... I have bronchitis. I'm taking a Z-Pak right now which is insane, and these cough suppressants that make me drowsy, and I'm supposed to think clearly in a way that lets me craft a sales message. This is the crap that you remember later on in the future, because it's not that fun right now. Oh, man. And I certainly wish that I was home, but I'm super thankful for this whole opportunity, and this is going to be awesome. I was just thinking through how it's so funny that in every opportunity there's always ... I say this on the webinar ... every opportunity that you're given, it's an opportunity, but you also take on a lot of problems. Not crippling problems, but they can be. They can become crippling problems... Every time you go off to pursue something ... let's say that you're going to go off and you're going to do some crazy speaking back-to-back in Vegas, or let's say you have the opportunity to go do a webinar, or let's say you have to go do ... whatever it is, whatever it is ... let's say you've got a funnel you're trying to put together. Opportunities, if you don't take them, they're handed off to other people. They don't leave you. Opportunities go to other people. They move on. They have this way of living and then they'll just go get manifested into someone else's life, and so you have to grab them and take onto them. But every time you do, there's the opportunity. But then there's also a whole bunch of like ... you don't just inherit an opportunity. You inherit problems. For example, it would be an opportunity ... let's say that you have an Olympian and the Olympian is going around ... or an Olympian to be, a wannabe Olympian, someone who is just starting out. Let's say, they want to go ... I don't know ... do an Olympic event, and they've been practicing this Olympic event for ... let's say it's a sprinter. I have mad respect for that, for especially sprinters. Man, those guys are nuts. That's so, so intense what those guys do. And they've been practicing and they've been practicing, and every opportunity comes a huge amount of problems with it. It's almost like you level up your problem set. And if you can't figure out the very basic problem of ... like the most junior league things of what I had to do with to run and sprint and learn how to do that stuff, you're not going to get to the next level. You're not getting to the next level after that. You won't go to the next level after that. And that's exactly how business works. This is how life works in general. Any time there's an opportunity, you do not just get an opportunity. You inherit problems with it, and you will not get the actual fruits of the opportunity unless you solve the problems also. You know what I mean? It's funny to me. I'll go out and I'll teach people or people like the Funnel Hackathon event which is happening next week. Just crazy. It's so intense right now. I'm speaking my face off right now, but I'm excited. It's going to be a whole lot of fun. It's always interesting for me to watch. There's always a few people ... I'll go and I'll say, okay, this is what you go do. Instead of just saying, "Oh my gosh. That's really cool. Thanks for sharing that Stephen." Every once in a while, I'll get somebody who wants to challenge it, as if I'm lying or have some motive to, which I don't know what that would be. And then they start pointing out ... instead of seeing the opportunity, they see the problems that they have to go solve, which is a good thing, but they see them in this crippling way, and then they actually never actually go get anything done, because they cannot get the past. They can't past the fact that they've got to go solve these different problems. And this is over and over and over and over. And it makes me sad selfishly. I hate when I coach someone like that, when they just continually see all the problems in front of their face. Yes, they'll have to solve them. Yes, they'll have to go through them. Yes, they'll have to figure them all out. But the saving grace of it is that they don't have to go through all the problems at once. They happen one by one by one by one. And if I was to sit here ... because I'm not going to lie ... I'm stressed out. I'm a little bit freaked out about what I have to get accomplished. I basically have to write two full webinars by Tuesday. Two completely full, completely different, totally different audiences. Two totally different webinars, the full script, everything, in two days. And then I got to present them back-to-back. That's intense, man. That's hard. But if I sit here and I think too long about it, it's stressful. It's crippling. It will paralyze me. Why? Because it's a character flaw I had to overcome. But if I sit back, let's start at square one. What are the false beliefs of the individuals there? Then I go through and I just listing a whole bunch of false beliefs and I start naming out what's the vehicle-related one, what's the internal-related one, what's the external-related one. Then I go through and I figure out what's the combating truth, the combating story. What's the headline to that, the actual things with the actual bonus. Then we start crafting out the external stack. Once that's done, the crux of the whole thing is there, and the rest of it gets really easy. Then we're getting into slide creation. But this part can take a while, and I'm trying to stay in my creative spot. I am tired. I'm on meds. I do not feel good right now. That's how the whole thing works, you guys. One of my favorite ... I can't remember who said it. I don't remember where it was said, but somewhere ... it's in my head somewhere that somebody said you can measure the success of an individual based on the number of problems that they have solved. You have got to fall in love with problem solving. If you're like, "Hey, I want to go be an entrepreneur," get ready to solve a new problem every day. That's what it is. And you go look at a guy like Russell Brunson, or you go look at a guy like Frank Kern, all these ... and you see how many problems that they've solved. Not just for themselves, for other people, and that directly equates to success. It will. It can't, it can't not eventually equate to success. When all these people are like ... I've been asked many times, Stephen, how should I start? What should I do? What are the things that I should get done? If you have no idea where to start, just go start solving problems that other people have and publish about it and document the journey along the way. That's literally what helped launch that webinar that I did. It's such a staggering amount, right out of the gates. It's killing it. It's doing amazing. You know what I mean? It's because I documented the journey of me ... I didn't even have all the problems figured out until literally I finished the webinar slides. The very first one ... two weeks ago. I finished two minutes before the webinar started. Two minutes before. There was 170 people registered for the thing. It's amazing what ended up happening. What I'm trying to convey here on this whole thing is that you got to understand that ... Russell always taught me that the formula, the format, that's the thing that saves you. If you're about to go on stage or you're writing a sales script or whatever it is, study formulas, study ... and I don't mean like math formulas. I never did that well with that stuff ever. But the perfect webinar is just a formula, and you start at square one. And if you're trying to get good at a funnel, you will still have to go through ... and you're like, "Stephen, I'm not doing the webinar, I'm doing a triple high funnel." Great, great, great. You still need to incorporate these kinds of things. This is sales in general. It's not just for webinars. It's for everything. Everything where persuasion is involved. Anyway, that's all I'm trying to share today is marry the formula of whatever profession you're trying to go for. If there's some opportunity out there you're trying to go for, understand that you're inheriting problems. But what's funny is that if you're just starting out, if there's other people who are farther along the path than you're trying to go down, there's a formula that they've mastered. Go figure out what that is. I don't care if it's a formula for going to bed early and getting up early. You know what I mean? I don't care if it's a formula for lifting or exercise or eating or whatever it is that you're trying to go do, someone else who is further down the path figured out a pattern. When you go model an individual to go and actually start learning from that person, what you're trying to do is you're trying to look for the model that they've been doing. You're trying to look for the pattern and I've been practicing this pattern of the perfect webinar script enough times now that I can show up two days before I need to be doing my thing and crank out two completely separate webinars. That's what I'm trying to say here. Marry the formula. Marry it. Figure out whatever it is. And if it's not the perfect webinar formula, I feel like, oh, I'm really into underwater basket weaving. Okay, then go find the biggest guru on underwater basket weaving and go learn from that individual and sit down and start figuring out, and marry the formula. You know that thing so well. Too many times I've noticed ... there was a guy I used to chat with a lot. He was one of my early, early, early mentors as a teenager, and he goes, "What are your goals, Stephen? What are your goals?" I think he was the first guy to really call me Steve... He kind of helped start that and stick that, because my parents always called me Stephen. Anyway, random. But he'd go, "What are your goals?" And I would sit there and I would think. "Do you have goals?" I'd say, "Yeah." And he'd go, "What are they?" And if I couldn't name them right off the batt, like numbers. Specific numbers. He would be like, "Oh, that's not a goal then, it's just a wish. That's not a goal. That's not your goal. Don't worry about that." And he would discount it really, really quickly. All he was doing, all he would be trying to do, is he was trying to tell me that I have to marry the goal. I have got to attach myself to it in a way that it is ingrained in my brain and I dream about it and I think about it, and I can't get away from it because it is a part of me. It becomes part of my being and my fiber, and I literally embody the goal. And it's the same thing with whatever the formula is. Whatever the formula is of the industry that you're trying to get into, 100%, you guys. You've got to get really ... and I feel like I'm saying the same thing over and over again now, and I probably am. But that's the point. Too many times I see people like, I'm building a triple high funnel. It's like, cool. What does it look like? And they'll have no idea... They know they need a triple high funnel, but they're not studying all the little pieces. They're not getting romantic about all the little pieces that it takes to put one together. It is a huge brain jog to get one awesome funnel off the ground. Don't plan on a billion funnels you're trying to get out this year. Just do one. Do one amazing one. Study the formula like crazy. There's a million other places I could go spend my time and my money and my energy creating other businesses, things like that right now. I have not moved on past this webinar funnel level. And that's the reason why. It's amazing. When I spend 24/7 of my time obsessing over a single funnel, it's amazing what happens from there. I know exactly why it's working. I know exactly why it's being successful. I know exactly the issues that it has. I understand very well where it is. But it takes that level of obsession. Don't let anybody tell you ... there's a person once that told me it's not healthy to be a mono-maniac. You got to have balance in life. That's crap. That's crap. Whoever put the whole façade out there about it's all about life balance, it's all about ... no. Whatever the formula is of the industry you're trying to go to, figure it out, marry it, obsess over it, become a mono-maniac over it. Become unreasonable about the goal. Become unreasonable about understanding the formula and that is here you'll rise above everyone else. Because I think to have life balance. I've got to have life balance the whole way. Okay, yeah, to some extent totally. But I've never met anyone who has ever been successful in anything who was a dabbler. You know what I mean? I've never met anyone. And it's the reason why ... in kind of a weird way, guys, I will sit there at night sometimes and I will think through the perfect webinar script. Random points of the day. And I'll sit down and I'll start thinking through, because I'm obsessed with the thing. I know it's the tool that has made millions and millions and millions of dollars in the industry. So why would I not study it like the back of my hand? Why would I not know it as well as anything else? That's what I'm trying to just put across here. And what's cool about it is as you study it and as you stop studying other stuff, and as you get really, really focused on just this one ... whatever the one thing is that you're trying to get really good at, and start having a not to-do list. There's plenty of things to put on a to-do list. You need to have a not to-do list. I will not do this, I will not do this. You need to get really good at saying no. Figure out the thing you're trying to go after. Figure out the formula that some other guru out there figured out, and get romantic about the thing, guys. Commit the whole thing to memory. Obsess over it. Become a mono-manic over it. Study like crazy. Execute, execute, execute. Execute with an expectation that you will fail your face off for quite some time. And what's cool, what starts to happen when you do that kind of stuff, when you actually come out the door, come out the gates with that kind of speed, it's ridiculous. You'll get good, but then you'll also be able to lean on it. When opportunities start coming to you like crazy, just like I am right now. It's 10:20 at night. I've got probably another hour in me. I'm super exhausted. I need to sleep. I don't feel good. But it's the fact that I have studied this formula and I have executed it so many times now. As much as Russell and other people? Of course not. But enough that I've developed a confidence with it, that I know I'll be able to stand up. I know I'll be able to close a good percent of the room. That comes with the practice. That comes with obsessively studying the patterns. Obsessively tearing after whatever the industries before ... whatever the gurus before in the industries have paved the path on already. I study that stuff so that I know that I've proven ... I'm following the same path they've proven it worked, and then I want to take it farther than they did. That requires that I know what they did. Anyway. Hopefully, this episode made sense. I've been going for 18 minutes now and I wasn't planning on doing that. But I hope that you understand that the format is what saves you in many aspects. Number one, it's what brings you the opportunity you were seeking. But number two, when opportunity starts coming to you and the market starts to see that you know what the heck you're talking about, it is the thing also that saves your butt, because you have put the time in. Like wrestlers call mat time. You just put that mat time in. Time, time on the mat. Practicing like crazy. Getting that mat time down. It's the same thing with funnels. Sometimes I don't need to build another funnel. I just start thinking through them. This morning, in my head, I invented a new funnel type and I was in the shower, and I was thinking through all these different cool things, and I was like, how cool it'd be if I did this, this, and this and combined these together. And when you know the formulas that well, you can start mixing and matching recipes from different things and toss them and mash them together. And that's all I'm trying to say. Too many times I've seen people come up and they're like I'm going to be a really good funnel building. Awesome. Have you literally been drinking all funnel-related stuff? Like no. Then change your expectations, because you're not going to be an amazing funnel builder. I am trying to be the best funnel builder in the world. Am I? I don't know. No. But I like to think I am and I'm on my way. And I'm trying to be. And I'm calling the shot. And I'm trying my best. The pursuit of that is what's led me to what has happened, and what has led me to hang out with the people I've been able to, and is what led me to be able to do those things. That's the funny thing about it. Have I actually gotten the thing that I set out to do? No. Be the best funnel building in the world? No. But the pursuit of it, the honest pursuit of it, and being able to document the journey on the way has allowed tons of doors to open. Don't be afraid to just do it. Don't be afraid to marry the formula. Don't be afraid to be a mono-maniac about it. Don't be afraid that other people are going to ... that's what's going to end up, you guys. You're learning so much stuff. You will gain a little exclusivity. I don't mean always in the positive way either. Entrepreneurship can be a lonely game because of that. You're literally the only ones that understand your thing. You know what I mean? Anyway, hopefully it made a sense. A little bit of a babble, but go figure out the formula. Cut out all other formulas. Don't worry about them. Whatever the one is that has proven to take you to the thing that you're really seeking the most. And for a while, I didn't know what that formula was. I didn't know what ... let me say it again. I didn't know what opportunity I wanted, but I knew which formula I liked the most, which is this webinar one, which is why I chose doing it. I didn't necessarily know which opportunity I wanted to go for, which business, which thing, which funnel, which this, which that. But I loved the way the perfect webinar script and everything else was laid out, which is why I chose that one. And I have essentially married the thing. That's why everything's happened how it's happened. Go figure out what that is. Cut out all other options. Act like they don't even exist, and hopefully this is a ... it's kind of a cool episode. Hopefully it's awesome. I'll send another message when I tell you guys ... I'll let you guys know how it goes, and hopefully I won't be dead at that time. I do not feel good. Okay, guys. Talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/free funnels to download your prebuilt sales funnel today.Advertising Inquiries: https://redcircle.com/brands

  Got a great question from a listener about how to test that a product could do well before you enter the market… What's going on everyone? This is Steve Larsen and you're listening to a special episode of "Sales Funnel Radio." Welcome to "Sales Funnel Radio" where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host Steve Larsen. All right, guys. Hey, I am stoked about today, so, periodically ... wasn't as frequently as of late but recently I actually have been going through and I listen to a lot of the questions people are submitting on salesfunnelradio.com. If you don't know what I'm talking about, if you go to salesfunnelradio.com and scroll down kind of at the bottom right there, there's a green button, and if you click that you can record a question to me straight off of your browser, an actual audio file. It emails that over to me and I go and I kind of vet through them to see which ones would apply most kind of the group. Then, I can toss them out here. So, anyways, we've got one of those today though. This is to a guy named Matt who has a special skill at the Rubik's Cube. So, anyways, I'm gonna play the question here because there's a lot of elements to this and I wanna make sure that everybody understands clearly how awesome of a position Matt is actually in this. But, I don't think he knows that. Hey Steve, it's Matt here, hope you're well, dude. I've got a question I was hoping you could help me with. I've got an idea for a product or a company, which is teaching people how to solve the Rubik's Cube, but I don't want to be known as the Rubik's Cube guy or the puzzle guy. Is it silly to think like that? Also, how do I know if it's a product that people actually want before I finally pull the trigger and get something out there? It's yours, dude. Hey, Matt, thanks so much for the question. When I heard that, I think my eyes rolled back in my head and I was like, oh, yeah, this is the question. I love this question. Great, great question. First off, just know that you guys can make a course off of anything. No joke. And it doesn't need to be ... if you got a special skill, whatever it is ... it's funny, because reading the book, like Expert Secrets, I think sometimes people might think that you've gotta be some highfalutin suit and tie-wearing briefcase-carrying expert and that's actually not true at all. I don't know if you've seen funnelhackinglive.com. Yeah, "Funnel Hacking Live 2016" there was a guy, I cannot remember his name, but he's known as the Jump Guy, and he literally teaches people how to jump, no joke. They travel the world. He and his wife, his kids, at the time had not had a home in like five years or something like that, huge amount. Because they liked to go travel around and they live like kings and he literally teaches people how to jump. That's what he does. And he's taken that on, he's like yeah, he's the Jump Guy. So, basketball players, athletes, whoever, if they want to learn how to jump higher he teaches them how to do that. There's a little course that he sells on it. I'm trying to tease as many names, hopefully they're okay with me sharing these stories ... there's a lady at one of the first FAT events we ever did, the "Funnel Hackathon Event," and she was there. She was sitting kind of in the back left. I remember where she was sitting, as we were teaching, and I was on stage there and we're sharing those different strategies and stuff, she goes off and she makes like $1.3 million on like a $27 product. It hasn't even been a year. It's been like eight months, six months, something like that. I'm not good with months. I always, always have to say the months in order by name to figure out what they are. Anyway, so that's the whole point, though. It doesn't necessarily need to be expensive, although you certainly will ... how many $27 products do you need to sell to make a dent in your wallet? Quite a few, which is why I usually tell people to start with a thousand-dollar product. But, it doesn't need to be something ... if you see a spot where you're like, hey, I've got an expertise here. Don't feel like it's discredited because it's the Rubik's Cube guy, right? I will tell you I still cannot solve mine. I'm holding it right now. In fact, when he first sent that first message to me I was walking home in the snow. I like that's where I was. So, I was walking home in the snow, and I was like, "Man, I would pay for your course right now. I don't know how to finish solving this thing. I can get like three-fourths of the way through and I cannot get the last, like, layer." I don't know, my head doesn't naturally work like that. I've always wanted to learn how to do it. So, I was laughing when he said that, like, "Do you think people would pay for that? Do you think X, Y, and Z, whatever?" And Matt had reached out to me previously, so everyone knows, so I said, "Hey, would you ask that for the podcast because I think people would benefit from it?" The answer is 100%. You asked several questions there, you said I don't wanna be known as the Cube guy, Rubik's Cube guy or the puzzle guy. I get that. That's fine. In order to create a mass movement you certainly would probably need to take on that persona just a little bit, but if you're just trying to toss something out there for some extra cash flow coming in that's totally fine, that's 100% fine. I don't know that you necessarily need to take on, hey I'm the Cube guy, I'm the Rubik's Cube guy, the puzzle guy, but it certainly will help you the more you're wiling to do that. There are tons of YouTube videos of people trying to figure out how to do it. It's honestly one of the easiest ways to figure out if it's gonna sell really well, right. People are on YouTube for like, two reasons. One, to be entertained and distracted and the second is like for how-to stuff, how to do this, how to fix that, it's like tutorial-based things. When I actually first started launching the product that allowed me to quit my job, that's actually one of the ways that I knew that it was actually gonna sell so well, is because there's tons of YouTube tutorials. And, since it's such a hot, hot, hot, hot market that YouTube basically told me it was, I knew it was a safe place for me to go launch my thing in, as long as it was a new opportunity and I was following the Expert Secrets model, I would actually be able to be successful with it. So, that's one of the easiest, fastest ways for you to actually make sure that you could actually sell with it. It's probably big enough, though. You can check out semrush.com and type in "Other Rubik's Cube people who are seeling that," I mean, there's gotta be people making several grand a month at least selling Rubik's Cube education courses. I'm sure that there are. So, I actually don't think the question is, "Is it big enough," I think the biggest question you should ask yourself is, How will I defer myself from everybody else? How will I be different? How can I create a new opportunity out of somebody else who's teaching how to do Rubik's Cube stuff?/ somebody else who's teaching how to do something that's similar? How can I make myself different and differentiate enough so that it feels like a brand new opportunity? And part of that is you can just have a cooler offer than everybody else. It's not necessarily one of the strongest forms of creating a new opportunity, but by just changing up the delivery of stuff that already exists, you actually can get yourself into a new opportunity enough that you actually can create good cash flow from it. Here's what I mean. So, I would use the Stack Slide from Expert Secrets, and the Stack Slide if you guys don't know what it is, it's kind of a model and a map for how to create new opportunities. So, what I would do is use that, and the very first step on the Stack Slide is, it's your main thing. So, it can be an info product, right? Let's say you've adapted this course for beginners and kind of intermediary and advanced people. So, they can get in, they can do their own, wherever they are. If they know how to and they want it faster, or if they have no idea what they're doing like me, they want to get in, just kind of learn, you have a place for each one of them. So, that's kind of the first thing, is the main product. Then, it's like a tool. What tool could you hand out to them to accelerate how they use your main masterclass? The first thing on the info product? Man, I would ship out Rubik's Cubes. Ship out a Trainer's Cube, and then also like a Speed Cube or something like that, so that people can go through and do your whole thing with them. Then, think through, like, hey, well, what are the other beliefs someone's gonna have about this that they think that are real but that aren't? What are those things? It's pretty awesome when you start thinking through that way. First, let's think through a vehicle, okay? So, what are all the other gurus who teach Rubik's Cube stuff missing that you could go out and throw rocks at? That's like the first question for bonus number one on the Stack Slide. You're throwing it at the vehicle that currently exists in the marketplace. What's the current vehicle? If everyone else is trying to get better at the Rubik's Cube, if everyone was trying to get out there and say, "Hey, yeah, this is the thing," what is it that you can throw rocks at to help people realize, wait a second, all these other gurus out there ... I'm shaking the cube like you can see it ... all these other gurus out there are missing this one step, these things right here. That lets you throw a rock at the current vehicles inside the market, right? And create some product, whether it's info product or whatever, something you ship out to, maybe a workbook, or something, I don't know that lets you differentiate yourself from everything else that's available out there. It's part of the first way that you create a new opportunity. Then he has to say, okay, internal beliefs. What are some of the internal beliefs someone has? "Oh, it's gonna take forever, oh, this is for someone who's mechanically minded, I'm not mechanically minded." You start thinking through, and if you don't know what those things are, you can either ask the market, which I certainly invite you to do, but you also probably have an idea of what the internal false beliefs are of people who want to get faster at the Rubik's Cube. The third thing though are the external beliefs. So, external beliefs, what are the things that others would blame for reasons for not being successful? It usually has something to do with time, money, and resources. They're pointing away from themselves, "I can't do this because of that, because of that, because of that." It's no longer about themselves as much, it's I don't have the time, I don't have the money, I don't have the resources. Usually somewhere around those three. Start thinking through what those are and that's how you put together an offer that makes you different from everybody else that's inside the marketplace and then one of the easiest ways to start testing it? Man, I would record some super cool tutorials and I would just put them on YouTube for free, and I would see what the response is, and in the description on YouTube ... this is literally how I launched my course, by the way ... in the description I would say, "Hey, if you want more of this kind of thing, or if you want to figure out phase two," you could show them here's the fastest way to solve the first row of a Rubik's Cube, heard from a Rubik's Cube master himself, or something like that. You go through and say, hey, look, if you want more of this go to, I don't know, solvemyrubikscube.com or I don't know, whatever your URL is, and in there, now you've captured their email address, you've qualified someone who's interested, you've qualified an opt-in, now it's time to qualify a buyer. So, you go through and you teach them this stuff and you're teaching them for free on YouTube, then you teach them a little bit more at the beginning of a funnel, and then you say, hey, do you want this thing for, I don't know, 10 bucks, 15 bucks, and it's the full course, or whatever. But then there's an upsell, and there's a bump, and there's a downsell, and you could have this really cool tripwire funnel on the front, and quite literally be able to ... anyway. The answer is absolutely. Absolutely. That's what I would do is I would go through and I would create it that way, and I would somehow figure how to split between ... maybe you don't have a thousand-dollar course on Rubik's Cubes but maybe it is $99. Maybe it's even $500. I'm known to say no on price points, or to say that it won't work, or whatever, but figure out how much you do want to get paid per course, and maybe it's something like, as part of the value added, whatever, they get on with you once a week and it's a live Q&A section, group Q&A, not one-on-one, charge higher price for one-on-one, but if there's a group Q&A for like a mid-tier, mid-value ladder area that would be awesome. That would be super cool. Because, I would love to have asked the three questions for how I was trying to solve this thing at the beginning. I kind of gave up after, like, a week. It was awesome, though. When I saw your thing, like, totally man, I would have paid for that. And you could target ads at people who are buying things at like Toys-R-Us or whatever. That certainly in my opinion, in my opinion, could totally be a viable source of cash flow, and I think could be awesome. That's the whole point for everyone else who is listening in this. Please understand that it doesn't matter what you're an expert at. Okay? What matter is how well you market it. I know I've brought this up before but it's a quote from Joe Polish, and Joe Polish says, "There is no relationship between being good and getting paid." There's no relationship between being good and getting paid. How many of you out there think and believe and know that you are better than most of your market at what you do? If you're listening to this podcast I fight that probably all of you guys are better than most of the market at what you do. So, why are you or aren't you getting paid how much you think you are worth? Because of Joe Polish, he said, "There is no relationship between being good and getting paid." You can be the best coder, the best programmer, the best whatever, but that does not mean you're gonna get paid at all. So, I love the second part of the quote. The second part of the quote is, "There is, however, a huge relationship between being good at marketing and getting paid." Go learn how to package and sell and market the thing you're good at. It doesn't matter what it is. There is most likely a market for it. What's funny is, I'm sure you guys heard the term, "The riches are in the niches." Funny enough, like, it's true. Like, what? Rubik's Cube training? Are you serious? Yeah, I'm telling you, you could make a ton of money with this stuff. It's funny to see some of the things people come through and make a whole bunch of money on using click funnels, that come through those doors, and it's like, man, are you serious? I'm overthinking this. That guy made that kind of money with this kind of thing? That's awesome, fascinating! Absolutely. So, think through whatever it is. Don't think your thing is too big or too small or whatever. Let the market tell you. Take your own opinions out of it, and know that you're not the one that's gonna fill your own wallet. Doesn't work that way. So, you have no idea, you have no idea. I don't care what I sell as long as it's moral and it sells. It doesn't matter to me. I'd totally start Rubik's Cube training if I knew how to do that. I have no idea how to do it, though, so tons of power to you, Matt. Anyway, that's what I would do, though. So, gosh, 100%. Anyone else who's listening to this figure out whatever your thing is, if you're like, I still haven't started, or whatever, if you're having a hard time pinning down what that thing is, start asking people what it is that they think that you're good at. I did that for a while, literally. I was like, what am I good at? What am I good at? I did that, like, three or four years ago, and then when I finally dropped anchor, it was like, I'm gonna try to be the best funnel builder in the world. Am I? Probably not. Of course not. But, I know I'm probably one of them, and I've worked super, super, super hard to get to that spot and develop that expertise, and there's times when I look around, I'm like, crap, I could go sell Rubik's Cube training. Did I overthink that? You can make ample money. Oh, darn it, it didn't quite put you in to a club but you made 700 grand, darn! You know what I mean? So, don't be afraid to marry your thing. Don't be afraid of exposing what it is, and understand that there's probably people out there who are already looking for your expertise. There's probably people out there who are wanting what you do. Then figure out how to market it. It's not good enough to be good at it. You'll never get paid that way. Funny enough, it's the reason why you can buy something on Amazon, or somewhere else and it shows up and it's pure crap. It's because they got good at marketing rather than the actual thing, which is a sad reality. That's the sad flip side of it, but that's also where the power of it lies in, what I'm trying to put across. Figure out how to market the thing. How do you package it up? How do you sell in a way that's different than everyone else in the market that makes you unique? Blue ocean, new opportunity, something that is not ever seen that's out there before, and it's one of the easiest ways to make a lot of money quickly, marketing a new opportunity from a submarket that you're taking one step out of. Such small risk. Just that little tiny step out, it's huge. The reason I knew I could be fine with my stuff, I did the exact same things I'm telling you to do. All right, guys, I'll talk to you later. Hopefully, that helped and Matt, thank you so much for the question, and if you do choose to go do the Rubik's Cube thing, please let me know. I will buy it. Thanks for listening to "Sales Funnel Radio." Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuild sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Lots going on right now. Here’s what I’m focused on for my current Product launch... Hey hey, what's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, heres your host, Steve Larsen. You guys, I hope the day is going great. It's an early morning here for me. My perfect day gets me up at about 4:00, and then I lift in the morning, and I go get ready and everything, and then I'm either podcasting or something here kind of early in the morning. That's kind of been my routine for the last little bit here and it's been nice, I've actually really enjoyed it. What's funny about this morning though is I love dead lifting, that's my favorite lift, and I was pushing myself. There were man yells, I was like and I didn't realize it but my wife had gotten up also and she thought I was hurt. She was laying on the couch and she had heard me yelling in the garage. I was getting my swol patrol on baby. I hope everyone's doing great though. I just wanted to kind of account and report for what happened last week. It was a special week, it was an awesome week. I have been waiting for the last week to happen for years. It was my first week by myself, solopreneur, which is not true, I have a team and people and I've got my own little posse now which is awesome. Self-employed though for sure, that was the first week and it was crazy, it was total whirlwind. I started putting together a webinar and I went and I sold on Thursday, a week ago last Monday. I woke up and none of the slides were done, the funnel was barely even started, none of the pages were done, I don't even know if there were lists created for this thing. In fact I had to go catch up and edit a whole bunch of stuff. I pretty much started from pure scratch, and I know I talked about this a little before but I'm just super pumped about it. By Thursday I had created the slides, which I finished two minutes before the webinar. Ran downstairs, grabbed some water with the bathroom, ran back upstairs to my home office here, my home office here, tossed my computer on my stand, and did the webinar. On the webinar we did 21 sales, and then another 16 sales in the followup sequence, which was awesome. That was the first round, round one which was great, super exciting. Obviously now is the time for the so what? What do you do next? That was obviously to a hot list, so I was thinking on going to promote again new hot list, but this week I'm actually turning on ads. I'm getting those things started, and creating the hooks for that, and putting those things together, filming like crazy for the actual course, and it's an intense week again, a lot of stuff happening. I'm so excited, and it was a lot of fun, and it was super, super encouraging to have that all happen. It's just nuts, again I'm not bragging or anything, I'm just pumped, I'm excited for what happened, and all those pieces that got put in place. That was well over a third of my yearly salary in three days, just nuts. I remember four years ago my goal, you guys know how at the beginning of every year I go and set a goal. Four years ago my goal was to make $1,000 a month, and I was 37 and the single ... All I'm trying to say is it works, the stuff works. It's fun to actually be running on my own. It hurts a little bit still. I love, love working at Click Funnels, love the environment there. It's weird to be sitting in my home office by myself, which is technically a bedroom, and it's big but it's a lot of fun, but it's a little bit weird. I am a huge, huge advocate though of different kinds of traffic. What I wanted to go through real quick is walk through what I've been doing the last four months and I know the reason that it opened up with such a big bang. There's two reasons, and the first reason was because I have been ... I know I've kind of talked a little bit about this earlier, but it sets the stage for something else. I've been treating this a little bit like Tim Ferriss book The 4-Hour Work Week. He released his book very, very slowly over the course of a year, and that's how he put his book out there. He tested stuff slowly here and there, and here and there. That's exactly what I did for the last year and a half, two years almost. I created a whole second podcast about it with the pure purpose of documenting the journey of me creating the thing. I mean if you haven't started anything you're in this beautiful position guys. If you're like, "I don't have the product yet." You're in an amazing spot. I almost envy the people who don't have anything started yet because of the cool position that you're in. If you can document the journey of you creating the thing, man you've got tons and tons and tons of content to go put out there. I put 50 episodes out of this other show, 50 episodes before things ever launched. Just documenting the journey of the creation. "Hey, today I did this. Hey, today I did that." People were falling in love with the thing I was about to sell them before I was ever selling it to them. Does that make sense? I was selling them without them knowing that I was selling it. It's funny, between the two different audiences, I've never really sold that much stuff here on this show, but they were expecting a sale. It's a much, much smaller audience than this audience here. It's just fascinating for me to watch the differences between the two of them and anyway, this show gets 300 to 500 downloads a dayish, somewhere around there. The other one only gets one to maybe 150, 200 ish a day, which is still not a bad size. It's interesting to see the split between the audiences, the way I launched each one of them, the attitudes and the differences between the two. It's been fascinating to watch back and forth on that. Pretty fascinating stuff. I am a huge fan of paid advertising. I used to think that just by ... There was a time I was getting all these sales but I wasn't spending actually any money on anything, and I thought that was a win. That was extremely juvenile of me to believe that. Instead I should want to spend as much as I can on ads and just destroy everybody else who can't pay to actually acquire a customer, that's the way to true domination with this is paid advertising. I'm turning on, so Steven what are you doing next? This is what I'm doing next. I've done the first weeks webinar and now this week I'm doing the same thing again, but I'm turning ads on and I'm starting to get another Dream 100 package out the door. That's what I've been doing. I started that about four months ago, and I started shipping a ton, and a ton, and a ton of stuff to just Dream 100 people. If you have no idea what I'm talking about you should definitely go read DotCom Secrets and Expert Secrets, I believe it's in both books. It's one of the only thing that's in both books. The other one has the attractive character principle. Excuse me, so what I did is I just did a free training on this a little bit for almost three straight hours. I mean I'm not going to obviously go through this whole thing right now, but just as a quick recap over the top level ... The other guys got three hours that let's me go into a lot of detail of how I did everything and I actually peeled back all of my campaigns and all the things I've been doing because I've had authors, huge people that you all know. Say yes to promoting my new course. Say yes to promoting the thing that's out there. I started that four months ago, and so what I did is last Friday I was like I want to go through and actually show everyone how I did these things. It's almost three straight hours of teaching how I actually pulled off the campaigns with this thing. What I did, step number one, was I went and I actually hired two VAs, and these VAs, they're like data scientists kind of, and I had them go through and I said, "Give me the top influencers in this industry. Give me the top influencers, I want to know who they are." I said, "I want to know who they are, I want to know obviously their name, phone number, email, their business address, if they're selling any products online, I want to know the size of their Facebook following, I want to know the size of all their social media followings, I want to know do they have any big dominant website out there?" It was this deep dive and they gave me way more than 100 people, way more than 100. From those 100, from that list, I went through and I whittled down 100 people that I thought would be really, really cool to reach out to. Basically what I did is I went through and I said, "Look, let me find out a little bit about each one of these people so it's not like I'm sending the same thing to everybody." I went through and I figured out those things, and then I created these lumpy packages, super lumpy, really bright, fluorescent colored wrapping packages. They stood out like a sore thumb. The first thing I shipped out was this little plastic microphone, and I know it was kind of junky but it was to keep it lumpy, and it was to help me, first of all, vet out to make sure that I actually had got the right addressed from all those people. I went through and I shipped out that first batch and there was 30 that returned back, which was kind of sad but foreseeing that this might be the case, what I did is as I was dropping the Dream 100 packages into the mail, I took a picture of each individual package in a way where in the picture you could see all the other packages laying around. They're like, "Holy crap, look at all these packages, these packages are all over the place." They knew they weren't the only one getting this. I started mailing big, big influencers a whole bunch of packages all over the place. Those pictures that I took, just on my phone, I went back and I went onto Facebook Messenger and I sent them the picture... I said, "Hey, just saying thanks. This is on the way to you." That was it, I'm not asking anything, I'm not asking for anything, I'm just letting them know I even exist. The letter that I wrote was awesome. I went into super detail with that with everyone, for three hours, it was kind of an impromptu training, I emailed out about it. We had about 40 ish people on I think, which is great. It was impromptu, I sent it the same day that I was doing it, and for those of you guys who jumped on real fast you guys got the full scoop of this. It was kind of cool because I was thinking through ... Here's what I really did is four months ago I started thinking through okay, Russell is busy and it's hard for him to give attention to each individual thing that comes through the door. I was thinking how do I open the floodgates a little? I mean if I was to email somebody like another Russell in another industry, I do not expect that person to even get it. It's hard to get ahold of me, I know that, and I'm not nearly on the level of someone like Russell. It's challenging to get ahold of me, so it's way harder to get ahold of somebody like a Russell or a big influencer or somebody like that so that they can actually see who you are or even the fact that you exist. I don't send emails and I know that some people defer like that and that's fine but I don't. I want to send them something that's kind of shaking right off the bat, that's kind of jarring, it's a pattern interrupt. What I thought was I got to sell this big influencer on me with the same tenacity that I sell my customers on my product. I need to sell this Dream 100 person on me. What I did was I actually wrote a webinar script for the Dream 100 group. They didn't know that's what it was, but all I did is instead of tell it all in one shot, I flipped it on it's side so that package number one was origin story, package number two was the story of secret number one, package number three was the story from secret number two, and so on and so forth. Does that make sense? It's origin story, that's the first package. I wrote out in a letter and told that story with something that was lumpy in there that I could tie into that was slightly cheesy but then also showed them that this wasn't a generic message. It worked, it worked, and I had people right off the bat reply to me. Not a ton, these are big influencers, but I had two or three reply back and that's great, that's great, that's a success with huge influencers like that. I know that if they just name drop me just a little bit it gets my stuff all over the place. They get affiliate commissions on something that's converting well and I get to put my stuff out to their list. The next package I put out was just the story of secret number two from the webinar. The next one is secret number ... I'm sorry secret number one, then secret number two, secret number three, and then finally on the fifth package which is going to go out here in a little while. I paused it for a little bit for a specific reason, just talked about that on the free training I did on Friday. I paused it for a specific reason I won't dive into here. Everything's going great though, I paused it for other stuff, external things. That's more of how I've been doing the Dream 100 stuff. What's cool is that guys, the perfect webinar script is designed to break and rebuild belief patterns for your customers about your product and you. I was like, I got to do the same thing to these big guys right? I don't know most the people who reach out to me and that makes me sad, I wish I did, but how do I quickly vet through the people that I want to work with? How do I do that? I'm not nearly on the level of the people that I'm reaching out to and I'm going out and I'm saying, "Hey, I know you have no idea who I am. Why don't you come promote my thing." It's like come on, that's from left field, it's almost offensive to come right off the bat and just start asking for the sale like that. That's like dating somebody and asking for marriage the same date, very first date, first date. That make sense? That's what I've been doing though. Package one, two, three, four, and then package five is me asking for the "sale", which is basically me talking about the affiliate program, it's talking about other people I've been promoting with and for and things like that, and it's been cool to do it that way. By package two suddenly people, and it was a super cool thing, people were actually writing letters back. Big guys writing letters back saying, "Hey yes, oh my gosh this is so freaking cool, awesome, this is awesome." Then package number three someone it was something that you could wear. These guys, these huge guys were putting the thing on, taking pictures of themselves and sending it back to me because I kept sending back the pictures over social media. What was cool about that is that some of those addresses on the original package group that I sent out were not correct, but what it let me do is the people who were still interested, I gave them anticipation, and then they turned around and said, "That address isn't right", or whatever. Suddenly I got the right address and was able to re-ship stuff out to them. Does that make sense? It's huge to do it that way, super awesome. They're like, "Wait a second, what is this? What is this?" You know that it's been proven that if you're going to go on a vacation, the level of anticipation for the vacation can be equal to if not more, being more excitement, and more adventure, and more awesome feelings as the same amount you'll get on the vacation itself. The level of anticipation and the feeling you get can be equal to if not more than what you'll actually feel on the vacation itself. It's like taking two vacations guys. If you can set anticipation up correctly, set it up in the right way, it's one of the nine mental triggers from the book Launch from Jeff Walker. Another one is Reciprocity, so I'm sending them all this stuff. I'm not asking a thing from them for a while, for packages and packages and packages. It's not expensive, these things are only $8 to $12 maybe per package, there's 100 of them on there, and guys it's amazing what that does. I was teaching a FHAT event once, funnel hackathon event, it was day three and I invited the man Dave Woodward, I look up to him like crazy, another mentor of mine almost. I really look up to him a lot. He came in and he runs the affiliate and Dream 100 stuff at Click Funnels. We interviewed him and people talked with him on stage there. He went through and he started showing some of the packages of what promoted the launch of expert secrets. He went through and started talking about that. People asked, "Hey how much are these packages that you guys are sending out?" Dave's like, "Hey about $25, but they're each bringing in an average of thousands and thousands of dollars." People are like what? That's kind of what I want to get across is if you guys aren't actually actively creating relationships with people, you can't build the product, have it be done, and then start working on Dream 100 stuff. It's not that you can't, so let's say you did do that, but man it is so much more effective to actually go out and have a group of people wanting to promote your thing or at least knowing who you are at the time of the launch. That's the benefit of where I am right now with my own thing. Last week I sold to a hot audience. I'll do it again this week, but we're going to turn on ads but I don't like to actually just depend on ads, I want to make sure that I'm going through and going where the communities are that already exist. Where are the other people who could benefit from the thing that I'm selling also, who owns those lists? Let's go through and promote with them. Does that make sense? Massive, massive, massive, huge guys, massive stuff like that because you could spend a ton of time creating the river or just go find the places where there already is a river. You go find the place. Instead of just digging around all over the place, in random places, or maybe there was a river there, you're going back and you're saying where do the rivers actually exist? Chances are someone owns the river. Well how do I get in? How do I get buddy, buddy with that person? Mark Zuckerberg owns this massive river called Facebook. In order to get in good with Mark he just asks for a little fee for ads. Man, there's other rivers, there's other places, there's other places that have ... It takes a lot of time, money, and energy to actually create an audience, to create a river. Whenever I see somebody who just does ads alone and not Dream 100 stuff I'm like man, it's not that that's wrong, it's that there are these places that already exist that are probably prime for what you're doing. Don't just lean on ads alone. You go and you actually create relationships and start leveraging what's already out there. That was 20 minutes of dump. I hope that that's okay. There wasn't much of a story with that, it was more tactile, but hopefully it clears up some of the issues of I see people doing Dream 100 stuff or not, or they get confused with it. I don't totally know why people don't actually go do it. It's one of the most beneficial things, beneficial activities, massive, massive output for the amount of time you actually put in. I hope that everyone takes it seriously and actually does it because it's a big, big deal, it's a huge deal of what it does for the business, what it does for your credibility. When somebody's who's on a higher influence level than you are reaches down and says, "Yes, that's great," and drops it on out, not only does it validate you to your people, it validates you to all these other influencers. Now you can go to them say, "Hey look, I did this webinar, I did this JV." Whatever you did, with this guy, and this guy, and this guy, and they're like wow. Well that guy over there wasn't dumb so you must have something to toss them and then it starts opening the door for all these other people. I'm about to drop the next package here and I'm excited for what it is. I think it's going to rock some boats a little bit, which I'm excited about, it's meant to. Anyway, great stuff. Please take that more seriously if you haven't and start thinking through where the traffic streams currently exist so you're not have to feel like you're creating one from scratch, that takes forever. All right guys, I will talk to you later, bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your pre-billed sales funnel today.Advertising Inquiries: https://redcircle.com/brands