Sales Funnel Radio

Here's how I changed my aversion to charging what I'm actually worth... 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, here's your host, Steve Larsen. How are you guys doing? I hope you're doing great. I hope the week has been awesome. I'm trying to publish this at least once a week. I'm not going to lie, it's been so busy. There has been times I just have forgotten. There are these other things going on. Anyways, I apologize. I'm trying to get around as much as I can because there's a lot of cool things going on with really powerful lessons. I keep trying to capture them. I've got a whiteboard. The way I do these episodes, actually is, I've got a big whiteboard behind me. Any time I got a sweet idea or this is really cool lesson or some little nugget or something, I write it down and then I try and figure out some cool way to share with you and talk about it. Anyway, this last week has been awesome. Actually, my favorite part about working at ClickFunnels, the last two days has been the perfect representation of why I love working at ClickFunnels. It's fast-paced. I'm always building like crazy. I think I've built I don't know how many membership sites in the last little while, huge ones. We're talking hundreds and hundreds of videos, very, very intense at times. A lot of fun though. They're good intents, but there has been this extra thing going on that every time it pops up, I love to walk away from my computer and just observe. Sometimes I don't even have things to add compared to the brilliant mind of Russell Brunson. Whenever this happens, this very specific thing, which I'm getting to you in a second, I pause everything and I watch really, really closely. It is contagious. It's the funnest thing I've ever experienced every time it happens. I actually remember the first time it happened. When it first started, I've been at ClickFunnels over a-year-and-a-half now, I think, which has been awesome. It's something special to watch. I think if we all got better at doing this, in fact, I know it's one of the major pieces of Two Comma Club coaching. It's one of the major pieces of the Secrets Masterclass. It's one of the major pieces of every other successful person I've ever seen out there, especially online. It is offer creation. I love watching Russell come up with sweet offers. It is the coolest thing I've ever seen. I've watched it a ton of times. I participated in it a ton of times. I've held brainstorm a ton of times, but every time it comes up, it is so ... I can't even describe the acceleration as we start to come up with new things. I'm not going to tell you what it is, but oh my gosh, it's so cool. One of my favorite parts of being an entrepreneur is the fact that you are creating something that has never existed before. You think about that. That's powerful. That's legacy right there. Most people are trying to figure out like, "What's your legacy? What's your legacy?" Well, for an entrepreneur, you get to experience your legacy over and over again as you create offers in a different way, but it's true when you think about it. It's awesome. It's fantastic. There's a guy who reached out to me. He reached out to me just a little while ago and he said, "I'm just a builder." He said something like that. I was like, "Hey, how's it going?" Basically, I don't even remember the scenario. I actually don't remember the person. I just remember what he said. It was that he was writing back. He was basically saying like, "Look, I'm not worth anything. I'm just a builder. I just build funnels." That's what his mentality was as he was saying his thing towards me. I was like, "Just a builder. Holy crap, dude, no wonder no one wants to give you money. If that's your attitude about your own craft, first of all, no one is going to want to get ... if you're not excited about it on your own, don't expect others to be." Anyway, one of my favorite movies is the movie, Hot Rod. I know it's cheesy but oh my gosh, I love that movie. It's so funny. I totally have a clip here. It reminds me of ... Video Clip: "I use to be legit. In fact, I was too legit. I was too legit to quit, but now, I'm not legit. I'm unlegit. For that reason, I must quit." Steve Larsen: I love that. I think it's so funny, but that's how I feel about it. People come out and they say it like, "I just do this. I just do that." No one cares about your thing more than you do. If you don't care about it that much, no one is going to care about what you do. You got to really care a lot for people who actually started caring like you do. Anyway, you're the sole driver of your thing. You better be freaking excited about it. Otherwise, you're probably in the wrong thing if you really can't get pumped about it. No one cares about your stuff like you do. There was a whole bunch of things I wanted to say to him, which I felt like I could not convey in writing right there.  I just get so many messages now. It's overwhelming. I don't often reply. It's not because I'm trying to be rude. It's out of self-preservation because I want to build other things in my life too and have a life in a day and get my tasks done and things like that. Please don't get offended if I don't respond sometimes. Anyway, there was this thing I wanted to reach through the computer and shake this guy and slap him and be like, "Dude, first of all shut up. Don't ever tell me who is also a builder that you are just funnel builder. You have the coolest opportunity on the face of the planet and the fastest pace, most explosive industry that's out there, and you're telling me, 'I'm just a builder.' Shut up." I don't want to hear that. You have the best tools that are out there. ClickFunnels, in my mind, bar none and second to none, there is no greater tool that's out there. Some of the best training. I have a marketing degree and I don't use any of it compared to even reading a book like just even one book, DotCom Secrets. Let alone, add in Expert Secrets or even any other marketing that's, really, out there. You have the best tools, the fastest-paced industry, lots of money in it, lots of money to be made in it, places that reconnects and you change people's lives and you're telling me that you're mopey, wake up. You know what I mean? That's how I felt. I wanted to reach to the computer and be like, "Holy crap man, shut up." You got to change the mentality, first of all. You cannot just look at your thing, "Oh, I'm just a chiropractor. I'm just an eCommerce guy. I'm just retail." Whatever it is, if that's your mentality, no one freaking cares. I believe that he's wrong, first of all, for thinking that. Like, "I'm just a builder." His mentality, already, is off. He's not going to be successful with that. You're not going to develop an attractive character. That's for sure. Actually, you'll probably develop one just because, but it's going to be the wrong one. The kind of attracts character that attracts other people who are also like that. That's how I feel. (2) I could tell, there was other things he said and I could tell by what he was saying that he was misunderstanding what he sells. Actually, I get the feeling that a lot of people struggle with this. It's very distinctly different way to think about what you're actually selling, but it really, really helps to think about it and understand. Actually, in my mind, it helps clarify your whole mission as an entrepreneur. It clarifies all the tasks and all the roles, the roles that you're fulfilling and the roles that you're signing out and hiring out whether VAs or whatever. Anyway, if you can figure out and understand that you're not in a business ... Let's say that you make cakes. I don't know why I'm saying that. It's late. You guys check out the late night munch season, whatever. Let's say you make cakes. You make great cakes. My wife loves that show, Cake Boss. Let's say that you make cakes and you go, "I just make cakes." No one cares about you anyway, now that you've said that, you don't even have your own confidence to own the thing that you do. No one is going to follow you anyway. You got to refix that attitude;  though, you're wrong. You actually don't just make cakes. You're not in the business of making cakes. Your business is not your oven. Your business is not your mixing bowls. Your business is not the spoons and spatulas or even the ingredients. Your business exists because there are systems in place that sell the cakes. You're not in the business to make cakes, you're in the business to sell cakes. It's hard for people who are entrepreneurs, sometimes, to grasp that and think that and be like, "No, I'm a chiropractor. I adjust backs." No. No, you don't. You sell fixed backs. You just happen to know how to do it. Does that make sense? This is a huge distinction. I know a lot of you guys who listen to this probably know that. You've already got that down and you're like, "Cool, I got that. Check. Move on. Got it." I really hope that it's sinking deeply when you start to do that. My business as a funnel builder, before I ever met Russell, took off when I made an attempt at trying to sell funnels. I just happen to know how to build them. Does that make sense? I was not in the business of the thing. I'm in the business of selling the thing. When that distinction happens, often time, when I find out that a lot of people have a hard time charging money for whatever it is they're building or charging money for their product or their service or whatever it is, a lot of times, it's because I think that they're stuck in the mentality of the first, which is that they're stuck in the mentality that they make cakes. It's like, "No. No. No, you don't. You just happen to know how to do it. You're actually in the business of selling the cakes." When you break that mentality, in my experience, there's really two rules behind it; (1) Break that mentality and know that you're in the business of selling the cakes, (2) have you ever bought a cake? Let's just, for this example, keep going with that one. If you've ever bought a cake, you can charge for a cake. We were just talking about this the other day or two, actually. However much money you've got your products selling for, I bet you could raise your prices, and your customers are not going to bat an eye, whatever. Yeah, prices go up, but we get too afraid to do it. A lot of times, what ends up happening is, we start to say, "Well, you know what, I've never paid $3,000 for a coaching package, so how could I ever charge that?" You know what, you're right. There might be this level of business karma or whatever that says, "You can't charge for something unless you've bought it at that price point yourself." You know what, you might be right. That might be, actually, legit. If you want to get over that, go freaking buy a $3,000 coaching program. Congratulations, you now have the right to sell a $3,000 coaching program. Does that make sense? My whole goal with this episode is that, I wanted people to be able to go through ... I'm trying to show in some logical ways, I should've thrown more stories out there, shown to be more markety with it and showing a little few more things of this, but you're not in the business of your thing. You're in the business of selling your thing. That lets you charge more money. This whole thing is about dollar. I can actually charge more money.  Understand you're not the business of the thing. You're in the business of selling the thing. That's the first way. By understanding that, I found that more people have this mental leeway to be like, "Oh, yeah." Because in other ways, they go, "Well, I knew how much it cost to make the cake, and it only cost me $4. How can I charge $40?" It's like, "Shut up. That's the wrong persona you need to be talking to. You got to be talking to the other side of you." How do I sell the thing? When you start looking at the sales side, it's like, "Okay, well, how much can I charge for it and get away with it?" That's a little bit more of the mentality, I hope, that people are gaining. Not that you're trying to take people for their money or whatever, but man, freaking charge for your stuff. The second thing, if you want to charge more money is that you got to break through those price barriers by you buying products of that price barrier also. If you're trying to charge $10,000 for a program, some people are fine with that. Like, "You know what, I've never bought a $10,000 thing but I got no problem charging for one." Other people are like, "Oh my gosh, I would never charge $10,000." Well, it's because you've never bought something for $10,000. You can't think about that amount of value because it's unfathomable. Like, "$10,000? Oh my gosh, what?" It becomes this mystical thing. "$10,000?" Like, no, don't treat money that way. It's just a tool. It's not this mystical thing. "What? $10,000 is so much money." Not really. Break the mentality. It's not that much money. You know what I mean? I hope this makes sense. I hope this episode makes sense. This is, honestly, a scattered brain episode. I just wanted to turn the recorder on and just start because this has been on my mind. If I watch more and more and more, it's like, "Holy crap. You're not selling a thing. You're in the business of seeling a thing." If you're having a hard time charging a high ticket price for something, you've got to go buy something that's high ticket and give yourself that mental permission to move forward, that business karma permission to move forward and be able to charge that price. I think I mentioned this before about Frank Kern taught that, "If you want to make more money, there's really three things you can do to just double your business really, really quickly." He says, "Charge more." Just charge more. Just even by 10%. Just charge more. You'll be shocked at how much people don't whine and don't complain and don't care. Charge more money... Have somebody calling every one of your customers in the back-end and selling your high ticket packages. Have somebody, a sales guy. They don't even need to know what it is you really do. Have someone, "Hey, I saw you bought this thing. I hope you really enjoy it. We just wanted to call and just offer you this $5,000 package where Steve Larsen goes through this thing with you and yada, yada, yada." It doesn't take many of those to really double a business. I don't know what your price points are or whatever they are, but whatever it is, whatever your price points are, whatever your high ticket stuff is, have somebody in the back-end who's actually calling all of those people who bought from you in the past and ask them to spend more money. Charge more money... Have someone follow up for high ticket sales in the back. You've got to find a way to not just sell online alone. We've done a lot of cool studies and we found out that the people who make the most money are the people who have both online and offline elements to their funnels. Online and offline elements to their funnels. Sales funnels, putting an opt-in page, to a squeeze page, to an order form, to an up-sell, to a down-sell, that's a funnel but they existed before the web, in general. A sales funnel is, any time anything is sold, whether or not you decided to make a funnel, you made a funnel. If money was exchanged, they walked through some funnel and most people don't purposefully think about what that funnel is. It's what ClickFunnels is. It's a way for people to actually think through and become methodical on how to actually sell their stuff. Anyway, this whole episode is all about ... I just want you to know a few more of like, my mentality is, I look at money and how to charge stuff and why I feel like I can charge high ticket and why I feel like I can. Some of it is just out of self-preservation now where it's like, I literally cannot get to every person. I have to be able to have some filter. It's going to be a higher ticket price point. You'll get to that spot if you're not already. Anyway, a lot of you guys who listen to this podcast are. Anyway, that's pretty much it. You got in the business of selling a thing. You know what, business is the thing and business is selling the thing. If you're having a hard time charging for high ticket stuff, go buy something high ticket. That third part are the three part things with Frank Kern, but  just raise your prices;  have someone charging or going and following up and actually trying to close high ticket deals in the back, and then figure out some more offline elements to your funnel if you're strictly online. Meaning, you might send them a post card. Meaning, you might send them some package. Maybe do a welcome package. Whatever it is, strictly digital or strictly just in a traditional funnel as we know it now can actually be a little bit damaging, not damaging but you actually could make quite of it more by putting some offline elements in there. That's what we found. Anyway, that's pretty much it, guys. There's a lot of tips and more mentality ways, I guess, to charge more money. That's the whole purpose of this episode, but as I was watching today, the last two days, as we've been going through a lot of offers and offer structure and different brainstorming and different product creation, really, it's been so fun to watch just a ridiculous amount of value that Russell has a habit of giving. It's easy for him to charge high ticket stuff because he gives way more than he charges for. Obviously, that's another strategy as well. There's tons of things you can do, but it's been fun to watch that process again and fun to be a part of that process again and see, "Oh my gosh. Yeah, we could do this. We could throw this in. We could do this." We start thinking about those crazy things. "We could toss this in and this in and this in." Half of it was crazy stuff that we have no idea how to fulfill on or whatever, and then we go back to remove the crazy stuff and you're left with an amazing offer that you can charge high ticket for. Anyway, I'm ranting now. It's getting late, but anyways, I hope you guys are doing great. Go rate your prices. Don't be afraid to charge for what it is that you do. Even if you're collecting leads and you could still apply this same principles, eventually, to business, eventually, there's going to be a place where they give you money. Go to those places and apply these same principles there. Anyways, guys, you're awesome. Hope you're all doing great. I'll 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? 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"When Does The Hustle Actually Suck?"... Just do it. Make your dreams come true, so just do it. That's right. 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. Hey, what's going on guys. Hey, that was my little three year old. She obsessed with that Shia LaBeouf thing where he's like, "Just do it. Make your dreams come true, so just ..." She's like quoting it. She's walking around and she says it all the time. It's adorable. It's hilarious. There's this part of me that's like, "Oh my gosh. I'm so excited." I've never had any success without becoming a monomaniac about something. Just really obsessing, being all about massive volume in whatever the thing that I'm going for whether it's a physical goal, financial, personal development, spiritual, anything. Monomaniac, these sprints of like really high intensity focus is how I've done what I've done. When I see my little girl do that, I'm like, "Yay, she's got," but then there's other side of it. There's this other side of the coin that I don't think is talked about as much. Gary V who's at the Viral Video Launch a little bit ago, and he talked about ... He's on stage for a solid two hours it seemed like. He did a great job obviously. It's Gary V, but someone asked him ... I don't remember exactly what they said, but the question had to do with some kind of life balance. That's a question a lot of people ask. It's a good question to be asking for sure. I do get a little surprised at how many people ask it. I guess how frequently it gets asked. I remember Gary V said like, "Look." Something to the effect of, "You don't want to wake you when you're 37 years old and find out that what you've been doing the last 15 years you hate. You've built something that you don't want to be a part of or you've built something that literally sucks so much of your time in your life away that you really don't have time to live outside of your business." It's been kind of an interesting experience going back and forth on that. I mean I've worked my butt off for the last five years. I mean specifically over the last five years. Really it's been like eight, but really the last five years has been just high pressure sprinting, very, very, very little rest. Just go, go, go, go, go, go, go. I get that a lot from my dad. My dad was an extremely successful businessman. He's actually a software architect. He was an executive at IBM. He took on huge roles over at American Express. He was all over the place and set a lot of industry standards for the software world. My dad's the man. I learned how to work because of him and specifically because of yard work and the way he interacted with me on that. You know what I'm talking about. I talk a lot about that in the early episodes of this show. Anyway, it was a little bit ago. I've been working like crazy, just doing tons of stuff. Working, working, working. One morning I was leaving and I was like, "Hey guys, I'm going to go to work." My little girls had just asked like, "Hey." They're saying, "Are we going to go to the park?" I was like, "No, I got to go to work." My little two year old like sucked to my leg and was looking up at me with like the biggest saddest puppy dog eyes I've ever seen. I was like oh crap. It kind of rips your heart out a little. Gosh, dang it, am I doing this for the right reasons or is it my own? I don't know. I'm really aggressive. I'm extremely ambitious obviously. Chances are if you're listening to this podcast, you are also. I mean usually podcast listeners are go getters. Anyway, the whole point of this podcast, I've had a lot of things in my mind lately for how I want to make sure that I'm crafting my life. I recently have had the experience ... I'm not sure if you guys read the book "The ONE Thing" by Gary Keller. "The ONE Thing" by Gary Keller. Fascinating book. I looked at that book like many entrepreneurs and said, "Oh yeah, but everyone else has to do just one thing. I could do like 15." I haven't really taken it that seriously. There's been a few experiences over the last two weeks though where I've been going through it. I've actually had the chance to get to know Don Hobbs who runs the Gary Keller "ONE Thing" events. He's been coaching me through a lot of this kind of stuff. He's been teaching me like, "Steven, man, what's your one thing? What's the thing out in the future?" I'm like gosh, I don't know. I almost got offended by it at first. I was like, "I don't know." When I was running the two mile race in the army, right, the two mile. You go in as fast as you can for two miles. I never did it by looking at the finish line. I always did it by looking three steps ahead of me. That's how I've lived my life where I just keep heads down and I just sprint and I just go towards stuff. Build the funnel. Get the thing done. Boom, boom, boom, boom, boom and just go, go, go, go, go. It's good because you got a crap load of stuff done. Stuff that takes other people way too long. They think about stuff too much rather than just act and get something out there and fix it as its falling. You know what I mean? Anyway, and he's asking like, "Hey, what's your one thing? What's your one thing?" I was like, "I don't know. I don't know. I don't honestly know what my some day goals, what my one thing goal is." My thing's way out in the future. Whenever people say like, "Where do you think you'll be in 10 years," I'm like I have no idea. I have no idea. I mean that's what I said to him when he and I were chatting. It almost got a little bit heated. He was like, "You got to know what your thing is." I'm like, "I don't know what my thing is." I'm really good at short-term sprints, getting a ton of awesome stuff done that rocks. I told him. I was like, "Look, I've lived my life this way for especially the last five years." Actually probably most of my life. I don't plan more than six months in advance because it's guessing. That's what I've always felt. My whole mentality towards that has started shifting and changing. I've started thinking through like okay, what is it that I really want? I know how to hustle. I know how to crush it, but when my little girls are running up to me and saying like, "Look dad, take me to the park," it starts to tug on the heart strings a little bit. It's easier to charge high ticket for my time when you start having those kind of life events happen to you like, "Hey, here's a kid. Hey," whatever. You kind of check yourself just a little bit. I've been kind of going through that lately and thinking through a little bit more ... I don't know. I think that living a balanced life is a façade. I still do. A lot of people ask me this type of question, which is the only reason why I'm bringing it up on this podcast. I get this question frequently. How do you balance everything? I was like well, I don't. I don't try to. I've never found success by being balanced. Are you kidding me? An Olympian is an Olympian because they train their freaking butt off and that's all they do for decades. You know what I mean? I don't try to live a balanced life. I don't try to. I work hard. I don't sleep that much. I had this screeching realization though about two weeks ago and I've been trying to figure how to say this on the podcast. I had this screeching realization like why, you know. The ability to work this freaking hard is amazing. I love it. I learned it from my dad. I love working where I do. Emotionally scratches a lot of itches. You know what I mean? It's amazing. I guess that'd be a question that I post back to everyone who's listening. I'm just trying to pass it. I don't totally know the answer yet. I'm still trying to figure that out and I actually feel like that answer will be something that's discovered. It's like a discovered answer mixed with intention. You'd all find it. I'm not exactly sure what that 10 year goal is, the 20 year goal is. Look, I have no idea. The thing that I know that I do want to do is keep teaching people how to make money. I'm very, very interested in philanthropy. I really, really want to go do a lot of third world stuff. I look at money as a tool. It's a means to an end. I don't totally know what that end is though. I just kind of have an idea of what those things are. It was these going through more of Gary Keller's "ONE Thing" book, talking to Don Hobbs, Russell, talking to I guess like Dave Woodward. It's been very eye opening to be like okay, short-term for these things, but like make sure it's actually affecting the one thing you're trying to go for. I've never really been that huge into planning whatever. I lived the last five years of my life going, "You know what? I want to go for that." Then I'd get it because that's who I am and what I do. I take my target and I destroy it. That's my whole mentality... That's my internal persona is is whatever the obstacle is, I'm going to crush it. I'm going to go to the left of it. I can go to the right of it. I'll go above it or below it or I can blow the crap straight through it. That's my warrior mentality. That's like get out of my way. This is who I am and what I do. Don't try and stop me. My being is built on movement. When I'm forced to sit still for too long, I feel like I'm kind of like entering hell a little bit. I don't mean just like sitting, but like if I feel like there's a lack of movement, it really messes with my head. It really messes with my being in general. I'm real good at those sprints. I'm real good at those. I'm not trying to just focus on me with this episode today. I hope that you understand the why. Like what is it that you're actually pushing for? Money's great... Not going to take it with you. What's the impact? Obviously the impact that you can have is greatly increased by the amount of money you do have, which is how I look at all this game. I want to learn it to make a lot of money for the means ... There's a means to an end, which is I really, really want to do a lot of philanthropy stuff. I don't totally know what that is. I know that I'll figure it out when I get there and that's kind of how I've lived my life, but I do want to have a little bit more long-term direction and I hope that you're doing the same. If you haven't read that book, I seriously recommend it. It has been an interesting exercise. What's been funny, it's been hard to actually answer the questions. Anyway, I always get kind of frustrated when people were like ... I actually think I did an episode about this a while ago. It was like, "How do you balance everything?" It was like, "I really don't think that there's such a thing as balanced." Balanced compared to what? Who is it? It was Dan Sullivan. I think it's Dan Sullivan. He talked about like if you want to feel really bad about yourself, make sure you compare yourself to some ideals because you'll never reach them. They're a façade. They're undefinable, right? If you compare yourself in I don't know what you're trying to do, compare it to pop culture, that would suck because pop culture changes momently, right? Every hour there's a new thing, there's a new style, a new fad, a new this, a new that. If you want to feel really crappy about yourself, compare yourself to an ideal, right? That's been part of my fear is I don't know want to compare myself to some idealistic thing that's out there. That's been my fear with setting a one thing goal, but I'm realizing it's a false belief of my own, right? What Dan Sullivan says is, "Look, rather than gaining your sense of self-worth by comparing yourself to an ideal," he says, "Compare yourself to where you've been. Compare you to you, rather than you to some ideal because ideals change and you'll never actually reach it because they change. It's undefinable." He was like, "Look back and figure out where it is that you've been and where you're going." Anyway, it's kind of interesting. You got on one side a guy like Tim Ferriss, right? Tim Ferriss boasts a 4-Hour Workweek, which I'm sure he's so popular now I bet that's not true anymore. For that business though maybe it is, that business that book is about. The 4-Hour Workweek. 4-Hour Workweek, right? He sat back and he said, "What's the one thing I can do that when I do that, it makes all the other tasks irrelevant?" Right? That's how he approached it. That's one side of the spectrum. The other side of the spectrum is like Gary V style where it's like sprint, go, go, go, go, go, roar. It's like oh my gosh. Hustle. Hustle until you bleed. Hustle until you get ... Honestly, I appreciate the hustle. I can do the hustle, but the hustle sucks. The hustle is not a sustainable strategy. Right? I believe the need of hustle especially when you're building your business for the first time, you're building funnels in the valley lighter, you're trying to figure out what offers convert. Man, you better be hustling, man. That is life changing. That is the potential for generational wealth. You better be hustling towards that. That's my mentality. It's like, "Man, you don't like what you're doing in life? Then freaking do something about it and you run at it. You sprint at it." Don't try and save a little for later in case you got to run back. Give it all in the sprint. It's the only way I've ever found that actually gets stuff out and built and done. I'm good at that. I'm very good at that. That's the thing. Then there's this other romantic side by Tim Ferriss. He was like 4-Hour Workweek compared to Gary V, sprint until you bleed. Hustle, hustle, hustle. You're crap until you're running at all times. Hustle and then the taxi. Anyway, it's like very different schools of thought going towards hopefully the same outcome that I'm seeing all these other guys go for. It's interesting to watch how people take the path towards whatever they're going for, where it's Gary Keller's "ONE Thing." Just one thing... If it doesn't have anything to do with the main event that you're going for or the main goal, don't even attempt it. Other people are like, "Just do it all. Sprint you all. Something will stick on the wall. Go, go, go." I don't have the answer. I'm not trying to tell you guys what the answer is, but for me right now what I'm trying to figure out is okay, if I can't define a 10 year old, can I define a five year? What is that? Are the things that I'm building and what I'm putting, is it in supporting of that? The hustle is great and I believe there's a time and season for everyone of those schools of thought. I believe that there is the 4-Hour Workweek style when you figure out the new opportunity and the charismatic leader. You figured out the cost. When you figure those things out, in my mind it does become a little bit more 4-Hour Workweek-ish. Not that you can take the back seat or actually work four hours, but like it's all about creating the systems and putting people in place and be able to step back and step out. I get that. I think there's a time and a season for that. I also think there's a time and a season for the hustle... I remember sleeping literally three, four, five hours a night literally just about every single day of my entire college experience because I was studying marketing and launching businesses and trying to be successful. I was hustling my face off. I worked so hard and then I go to marketing classes and people are like, "Well, we know what you're talking about." I'll be like, "Man, you guys have not a clue." What we're learning right here is 15 years old. You know what I mean? Anyway, I love the hustle and sometimes we can romanticize the hustle. Sometimes I see too many posts on Facebook of people saying, "I'm doing my 3:00 AM. I haven't slept tonight. I haven't slept great," but you're going to sleep the next 24 hours because you're going to be dead and totally rocked. You know what I mean? Whenever I see somebody say, "Oh my gosh. Yeah, I worked a straight 46 hours," there are very specific times and seasons where that is needed, but I actually don't think it's something to brag about. In my mind it means that you might be doing something wrong. Maybe you didn't delegate it properly or you did bad on your launch calendar and you didn't plan appropriately. You know what I mean? Whenever like, "Yeah, I've been hustling doing X, Y and Z," like okay, because of what? Is it because of you truly have that many things to get that or is it because you're trying to be busy because you're confusing that with achievement? Activity with achievements, the same thing. I always laugh. I think they're tagging me in the post. I can't remember. Regardless, I saw several in a row of people bragging about how they had not slept in a very, very long time. Read the book "Rework." The book "Rework" talks about that very principle. It's dumb. You can't be creative when you're tired. That your part of your brain starts to shut down. It's like the most high maintenance part of your head... You're not going to be creative. You're not going to come up with a new opportunity. You're not going to come up with new copy. You're not going to be a very good analytical traffic driver if you're reading stats. You know what I mean? If you're tired, it rocks your world. I still only sleep five, six hours in a night. Usually it's five, but man, it's taking a while for me to ... Anyway, all I'm trying to say is figure out if you're actually in love with the hustle or are you using hustle to get the end goal. There's a very important distinction. My hope is that you don't fall so in love with the hustle that you just keep doing it because you don't know what else to do. It's what Tim Ferriss talks about in The 4-Hour Workweek. He's like, "Look, most of us work because we don't know what to do besides work." I love work and work is a sanctifying aspect to it. There's so much personal development that comes from it, but man, it is not about straight hustle. The hustle sucks sometimes. It sucks a lot of times. Truly for the first time in like four ... I mean five years. For the first time in five years, I have been asking the question, so what? What is it for? How come I'm doing this? What's the farther end goal? What's the reason that I want to push forward on this? I'm not going to lie. That question has freaked me out because ... Actually Alex Charfen talks about this in the Entrepreneurial Personality Type. If you guys don't know him, go check out Alex Charfen. He is fantastic. He helps me learn more about myself than I know about myself and why I act the way I do and why I can do these hustle periods. He talks about these very things. Like, "Look, if someone asks an entrepreneur what their five year goal is, their brains explode because they have no idea how to even think that far ahead. There's so much stuff that they've got going on." That's how I feel. I don't know what the answer is. It's literally like those old TV sets when the channel isn't on. It's like ssh. Do you know what I mean? There's this blank channel. I have no idea. Five years from now, 10 years from now, no idea. That can be a little bit freaky. I'm trying to get more clarity on what that actually is and I'm challenging you to do the same and to take it serious and to know what the end game is. Are you falling in love with the hustle? That's basically the whole point of the whole episode I was trying to make with this whole thing. Is it like oh gosh, you got to have ... If you want to be really successful and stuff, increase your volume in that activity. You will be successful. Have huge ridiculous unbalanced volume in whatever you're trying to be really good at or make money at or whatever it is and you'll be successful. That's like the formula. Just obsess. They'll do well. Obsess, but know that it is a means to an end. The way you stay relevant, go back to these little tiny obsessing moments. It's kind of like the way I learn now has changed dramatically. The way I learn, I actually have not read a full book in quite some time. Years actually. The reason why is because I realized that I was distracting myself with the activity of reading books rather than applying what the books were saying. Right? I realized that I needed to change my learning style and I needed to start doing these little more mini learning sessions. When I first started, it was like this big gulp. Just taking in everything I can. I was reading all these courses, taking all these things in. Then eventually I needed to change my strategy because I was just not launching anything. I was way too distracted. It's the same thing with your goals and what you're actually going for. I think at the beginning it may not matter as much what that long-term goal is, but I'm starting to ... I'm really, really starting to ask the question, okay, what is the long-term goal? Does this activity have to do with that? Is it sustainable? Is there a reason I should be doing this or should someone else be doing it for me at a hire out? Those are all the kind of questions and I can feel that I'm in a transitionary period. It's important to be self-aware of where you are in that process. I'm not telling you not to hustle. Gosh, I'm going to hustle as long as I can. I also know now it's a means to an end, rather than this glorification thing, like this badge of honor. "I haven't slept in 47 hours." Well, then you've got a problem. There's another problem set you're not addressing and because of that, the side effect is happening. Take a step back. Figure out that problem set. What's going on? How come you can't? Anyway, that's all I got for you guys. 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

Live listener Q&A about how I keep my "state" in the right place to build quickly... Oh, 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. Hey, guys, got a cool episode here today. I get asked this question shockingly ... I expect this question to come along, but not with how often it's asked. Anyway, this is gonna be a cool segment. I'm gonna pull in a question that I got from Gerim Atkinson. I appreciate the question, man. I get a lot of questions from you guys and if you guys want to ask a question to me just go to salesfunnelradio.com. If you scroll down, there's gonna be a green button on the bottom right. You can ask any question. It will voice record straight off your browser directly to me and then I can toss it in. Anyways, here's the question from Gerim. Gerim: Hey, Steve, Gerim Atkinson here. First, I just wanted to tell you thank you so much for your awesome podcast. I love all the content that you cover here. I love the super high level stuff. Then, I also really love when you get in the weeds; the tactical podcasts where you're talking about different techniques that you found have been successful in building funnels so really appreciate all the value you bake into here, as well as, the different funnels you built out. Just appreciate all you do so super huge thanks for that. The question I had for you was as you're getting into the zone to build out funnels and pulling from what Tony Robbins often talks about of getting into state. I would love to hear what you personally do to get into state to build funnels. Like what anything looks like for that process. Are there things you do beforehand to get you focused and concentrated to sit down and work as you're building away? Are there foods that you found are really good for you to help keep up energy levels and keep you focused? Music? Headphones? Anyway, I would just love to hear what that process looks like for you that allows you to be zoned in on your game of building funnels and chasing after what you're working on. Anyway, thanks again, and I hope you handle my question. Thanks. Steve: Hey, Gerim. Hey, man, thanks so much. Appreciate that. Hope you're doing well personally, as well, my friend. Hey, great question. I honestly get that ... I've always been shocked at how many people ask that. Not so much ... I always expected that I would get that question quite a bit, but not how ma' ... A lot of people ask me that. What's the ... In fact, a lot of people at the PHAT event that we did asked that question. That was one of the biggest ones. What's the state you have to be in? What's the mental control? I always have made fun of the whole mindset training industry. When they're like, "I'm gonna teach you some mindset training." It's like, "What the heck does that mean?" It sounds so fluffy to me. It's taken me awhile to figure out my own process, but I have one, and it's been by accident as I've put things together, and I've built 'em and things like that. Here's what I do. This might be weird or whatever, but in the morning when I wake up there's actually a YouTube playlist that I've been building over the last while. What it is, it's a lot of my favorite motivational videos. I hate calling them motivational videos because I don't need motivating. I err on the side of doing too many things. There's no one putting a cow prod to my back. I just move. I know I move. I'm a shaker and that's one of my strengths; is I don't need motivating, but every once in a while, I get in a slump. I'm not gonna lie. Like the last week, I felt a little bit like I've been in a little bit of a funk. There's some vulnerability for you right there, right? I mean we all feel it. Everyone I know feels that eventually. It's not like ... I don't just run around screaming all the time, but it is a great way to break state. It's a great way for me to ready and get excited. Even if I'm really, really tired, there's times where we'll be at the office till two or three in the morning. It's like I'm dying, but I get back into state by choice. That's the whole key. It's by choice. I'll start jumping around, physically. Russell and I, we literally, we'll start jumping around. We'll play some music that's really fast and upbeat. We'll jam out to some rock music with some really silly air guitar stuff. You know what I mean? I mean that's the whole thing. I've never been successful or a very good marketer or very good business person or very fun person around be, or I'm sorry, a very fun person in general to be around if I'm not having fun. Does that make se'? Even when crap hits the fan, even when stuff's really hard, even when it's very, very challenging ... The number one thing is I've gotta find a way to have fun with it. Even in college, when I did not like classes or when there's stuff to go, I had to find something that I was doing, I had to find it interesting. Some aspect of it needed to be interesting to me, or I had find a way to make interesting. Or I just didn't care. I'd enter into this total state of apathy. That's one of the easiest things you can do when you're starting to build funnels. I mean or your business or whatever it is. It's this game and when you realize it's a game, like in my mind a lot of the pressure gets taken off. I'm like, "Well, I don't totally know what's gonna work so let me just throw it all against the wall and let's see what it does. Oh, that does, cool. Now, let's move forward." You know? And that's how ... and with that backdrop, this gets a lot easier. Number one, man, state control; tons of state control. There's a lot of times. I've mentioned many times before that I'm in the middle of getting out of the army. When I was in basic training and when I was there, and I was doing all the ... We were running around, and it was super hard. It was really challenging. I wanted to be the best. I wanted to be the fastest. I wanted to shoot the best, so I basically was, almost the whole time. I was the second fastest in my entire platoon and company. There was one other guy that could beat me. He was so freaking quick. He was like the second fastest runner in Nigeria or something. He was so ... Oh, my gosh. He was running the two miles in 10 minutes and 30 seconds. The guy was hauling. My fastest was only 11 minutes and 52 seconds. I mean, he was killing me by whole minutes. Anyway, ah, still, I'm very competitive. I wanna be the best so like it's still ... That guy's awesome. He's the man. Rono's the coolest dude ever, but geez. Anyway. There was a phrase that we would repeat a lot of times when it was freezing. I went in the middle of winter. That was a terrible time to go to basic. I went at a time when they were shutting down the different parts of the base that I went to and so they couldn't feed us normally. The amount of food we got was drastically less. I lost a ton of weight that I didn't need to lose while I was there. Other guys in training were not that way at all. They were well fed. I mean anytime crap hit the fan and we would just ... Sometimes we'd just start yelling, be like, "Right." We just back into state. There was a phrase they would repeat over and over again and they would yell, "Fake motivation is still motivation," okay? That sounds cheesy, but there's some serious truth to that. Especially when crap gets hard, and I guarantee you it's gonna hit. Look, when I'm trying to build a project, I see the beginning to the end on a macro level. It is impossible to see it on a micro level, though. I can't tell you how many times ... Literally, every single time we launch a funnel at ClickFunnels, something bad happens. Mega bad. I'm not talking like, "Oh, we forgot to write an email sequence." No. For some reason, this integration over here didn't work, totally broke half the thing, whatever funnel we're building. Or major changes. Or massive hiccups. You know what I'm saying? Literally, every single time. I'm trying to say this you so that you understand that it happens to every single person and to think that it won't happen to you is ludicrous. You're gonna feel crappy sometimes. There's gonna eventually be a part where pure grit is involved, and your ability to withstand adversity mentally. You're gonna have one or maybe two people come out of the gate and tell you, you can't do it. But by the time it hits your ears, and it goes into your head, we translate it as precedents for how everyone's looking at us. That's true anytime you start anything. It's true every time I start anything. I'll go launch something. I'll get a lot of people saying, "Hey, that's sweet." I'll get some people saying, "Oh, that sucks. Like mwa, I can't believe you're doing that. Eh." They're the haters and just expect that, but what's funny is that the tendency, and what I see a lot of people like who I coach and who I help and things like that, the tendency is to hear the one or two people and mistake it for being everybody. Everyone hates my thing. No. It's two people, and they hate everything in life so don't even worry what they think. No, it was only two people, and they're just the kind of people who wanna be miserable their whole life, and they're trying to find something else to do, too. You just happen to be the next victim. That just happens. Any time you put something out there, just know, number one, it's gonna take a lot of mental grit for you to combat a lot of the negativity that's gonna come your way. Whether you are a funnel builder, or you are the face of stuff and don't know anything about funnels, which is fine. Or you're a copywriter or whatever it is, any one of our roles. There's always very unanticipated resistance. Every time. To think it's gonna be different is totally ludicrous. Any time I've ever launched anything from both friends, families and enemies, I've always had a lot of pro stuff and negative stuff. It's just the way it is, and it's fine. Eventually, you gotta just understand, you're not gonna please everyone, and you shouldn't try to. In fact, the fact that you're not pleasing everybody is a great thing. It means you got polarity inside your attractive character. I just said something before that's probably gonna offend a lot of people. I think mindset training, like selling mindset training, it is the most fluffy thing on the planet to me. I don't understand it. Define it then at least. Like mindset training, it's like I do that everyday anyways. Not that I'm trying to, but I realized if I touch the hot stove, I can't do that. It hurts. I know it's not how it works, but you see what I'm saying? 'Cause we all have pros and cons. We have pushes and pulls towards everything going on around us. To think that everyone's gonna be happy about the things that you do, it's just not true and that's okay. That's why you build a community and culture around you. It's a support system. One thing that I know the Russell does is he just doesn't look a lot of times at comments, whether he's in the middle of a webinar or on a Facebook live or stuff. When he's actually delivering the main thing, he doesn't look at comments. It's because 90% of it is really great stuff, but there's always 10% or just the freaking idiots. They decide that they wanna crap on everyone else's parade. It throws him off. It throws me off, so I don't look at the comments for a while. That is one trick. While in the middle of delivering a presentation or a webinar or Facebook live or whatever it is, for a while, I look at the comments like crazy when I'm in the middle of the launch when I'm putting things out there 'cause I'm ask campaigning stuff, but besides that though, I don't really look at the comments for a while until I get the thing up. Then feel free to poop on it 'cause that's just how it works. Anyway, I wasn't meaning on going off the whole thing, but I just I want you to know and everyone that's listening, I plan stuff on a macro level as deeply as I can, also, on the micro level, okay? I see the macro. I'm like okay, I'm gonna go from this funnel to this funnel. People are generally really good at that piece. Then I try and get really nitty gritty on the micro level. Okay, well, this page is gonna have this and this page. It gonna have this offer and this automation over here and it's gonna have this, this, this, this. I'm gonna do these things. I'm excited about it, but it never goes that way. Ever. In the 300 funnels I've built in the last 18 months, it doesn't ever go how we're actually gonna ... We'll put stuff together. I mean it's so rare that there's not a hiccup or there's something that I've realized. Oh, you know what? I've taken it as far as I can. We have to have XYZ video. I thought we could get along without it, but we need it now. You know what I mean? It always ends up that way. This game has more to do with how fast can you get over the crap and just keep moving on? The tendency for most people, though, is they'll hit something. They'll hit a wall and they'll go, "No. Dang it, a wall. Eh." And they get uh, no, a wall. Then they fixate on it and it becomes bigger than it actually was in the first place. They start saying, "Well, I'm not successful because of the wall that came up. I wasn't expecting, and well, that guy didn't have a wall over there." Not that you could see, but he probably had a ton more than you could see. Then they get fixated on this thing that was never that big in the first place. All they had to do was go around the left of it, around the right of it, over it, under it or they could just blow straight through it. A lot of success in this, not just in funnel entrepreneurship, in life comes down to the ability to move past stuff quickly, the unexpected quickly, whatever the things are that are coming up. I'm not telling you to not acknowledge your emotion when you have that upset. Acknowledge it. Yeah. It sucks. Yeah. It's bad and then boom, move on. You had the pity party. Go forward, okay? That's it because otherwise you fixate on this thing, and then it becomes the object in your mind for why you're not moving forward. Then you start to fear the obstacle leaving because then you're like, "Crap. Now, I have to move forward." It becomes this backwards and forwards thing. I see that a lot of times. I mean there's over 500 people inside the Two Comma Coaching Program. I see that a lot. Every one of us goes through it. Every one of us struggles through it. Every one of us ... When it comes to publishing for the first time, that's a biggie. A lot of people have a hard time with that one. Especially, creating a dream 100 list and actually starting to build relationships. That's one a lot of people stumble on. Creating a new niche. Creating a new offer. Building out not just the funnel part, but ... the actual building of the funnel and sitting down and doing it, that's the sexy part that everyone wants to do, but they don't actually sit down, actually write the copy. In every one of those aspects, there's gonna be these hiccups. Hey, either you're not good enough, and you gotta figure it out or hire somebody. Or some other unexpected thing's gonna pop up. It's this game every single time, right? One of my favorite quotes. I'm gonna botch it, but the idea ... is that, hey, look, you can measure the success of anybody based on the number of hard problems they've solved. If you want to be super successful, you have got to look at yourself as a problem solver. You can't look at others for the solution. You gotta solve it on your own. Be a self-solver. The faster you can self-solve, the faster you're gonna be successful with it. I mean every time I put something out, that's how it works. Every time. You know what's fun? It's almost like ... That's why I call it mind muscle. It is like that. At first, it's really hard. You're like, "Oh, this is the first time I've experienced any kind of adversity in something that I want. The world doesn't seem to want to give it to me. They're asking me what my value is, and I'm not sure what my value is yet." You're flexing this muscle in your brain for the first time. Then you get it out. You actually launch the thing or whatever, and it's like, "Ah, now relax for a second." Now, let's do the next one. It's a big mind muscle flex again. You're like, "No, my gosh. This sucks. It's so hard." It's the same thing over and over and over again, but now you watch Russell's team. You watch the way he and I interact. You watch the way he interacts with his other people. It's like here's an adversity. Boom. With three ways, we could solve it. Sucks, but we're over it. Boom. Here's three ways we could fix this. Boom. Here's two ways we could do this. What was cool is that I know one of the major attitudes that I've had, that has helped me tremendously in my very short career, as it's been so far, is I go to Russell or you might go to your boss, or you might go to whoever your higher up is, or you might go to your spouse, you might go to whoever, your girlfriend, your significant other and you say these words, give me your hardest problem, okay? You say those words, and you're gonna have a lot of guaranteed mind muscle flexing, right? You're gonna have a lot of iron pumping with your brain. It's gonna be really hard, but if you're willing to go through that, holy crap, your speed increases so intensely and you can get so much stuff done in your life. You can move forward because you don't get caught up on petty crap like, "Uh-huh, they didn't like something I said. I got three negative comments back. Uh." So what? Just do the next one... Keep going... You gotta practice that over and over and over again... My suggestion when you're building these things, especially when it comes to your brain, is understand when you're about to have burn out. I actually have a ... It's this white cube. It's got all these different times on it and whatever side pops up ... I'll put a 30 minute timer on. Boop. Hear a little beep? And then in 30 minutes, the timer's gonna go off, and I'll switch over to the five minute one. Now that means you get a five minute break. Then I'll switch back to 30 minutes, then go back to five minutes. 30 minutes/five minutes. Then I go back and forth and back and forth. That's one way I go faster and for longer periods of time without needing to have this big massive break. That is one strategy that I do use. Another strategy that I use is I try to make three moves a day, meaning I just try and make, if you think ... like a chessboard, I try and make three moves per day, right? If I only have 24 hours per day to get whatever I'm trying to done, let's see, I'm gonna be at the office for a certain amount of time. I'll be home for a certain amount of time. I gotta sleep, a necessity, for a certain amount of time even though I hate it. At some point, I gotta work out even though I'm not really been doing that for a while. You know what I mean? I only have 24 hours. If I can just make three moves per day, it will at least always be moving the ball forward. If I don't make any moves at all during the day whether it's for my own stuff or for Russell or for a client, for anybody, if I could just move just three moves a day, then you can define what that is, but they can be good sized moves, stuff that matters. Okay. I got in contact with this correct person I needed to. Awesome. I did this podcast episode. Cool. I designed this page and least have the layout for the remainder of what the funnels gonna be like. Boom. Three things. Whoo. All right, I can go to sleep. You know what I mean? I try and make three moves per day. That's a great way to pace yourself. We like to always think that we can sprint towards the end, but the reality is you gotta plan out how long you think it's gonna take you to build a funnel or a business. Then double that assumption. If you're like, "Hey, it's gonna take me three months." Okay. Plan on six, right? Work like it's gonna take you three months. Work like the plan is three months, but just know that you're actually gonna do it in six. That's another ... Same with cost. I think it's gonna cost me 10 grand to get this project out. All right, that means it's actually gonna be 20. What can I do to increase cash flow? You know what I mean? Those little things that I do to expect and plan for any type of hiccups or bumps along the way. Then honestly, I just listen to sweet music. I can't listen to music that has words in it very much. That distracts me too much and distracts my brain, but I know I have a little bit of enough ADD in my brain; actual ADHD a little bit, a lot of symptoms of it that I need some other stimulus going on in order for me to focus, so I'll have music playing, which is usually over 120 beats per minute, which sounds cheesy, but that's true. It's over 120 beats per minute. Then I go ... The music doesn't have any words really that much. It's a lot of house music almost, and I just zone out and do my little 30 minute/five minute, 30 minute/five minute. Try and get three moves done in the day. That's how I do it. If stuff ... Sorry. I'm getting stuttery. If stuff begins to get in somewhat of a lull, I need to stand up. I recommend standing desks. Usually, I stand the first half of the day. I stand the entire first half of the day without sitting, and I'll sit the last half of the day. That keeps me more engaged as well. I guess those are some tricks ... actually wasn't thinking about, that I do. Then mixed with the mental, I call it mind muscle. It's a post that I did on my personal Facebook page if you wanna go look at it, but it's the playlist, the playlist itself. Here's the post I wrote. I'll end with this. Okay. Mentally, I think of myself as just a freaking warrior, like whether or not that means that physically or whatever. Says, "I'm Steve. Hear me roar. The latest conversation with me, myself and I." Then I said, "Enjoy your brain you're already marvelous. I don't need motivation. That junk fizzles and dies quickly anyway. Some place, at some time, you'll need actual grit in whatever you. Look forward to the grit. When motivation leaves so do the hobbyists." It's a super key line. "When motivation leaves so do the hobbyists so although I love living and smiling on with purpose, make it hard, Coach. I found that this is all more about saying no to stuff rather than yes. Wonder junkies and Renaissance men have the toughest time of all so control your mind and rage after the goal like the last drop in a desert. Embrace the suck." That's another phrase from the Army a lot. "A ticked off drill Sargent at my basic training said that. They called him The Dragon." "Never tell me what I can't do. I'll kick you in the neck. Has nothing to do with drinking my own Kool-Aid. I know my own weaknesses. Periodically, I lay in my office floor, seeing marvelous visions of my own goal," which is very true. I actually do that a lot, too, so I'll lay on my office floor here at home, and I'll just stare at the ceiling, and I just envision, and I embody what I'm trying to be. I try and take that on. I try and shed things that I'm not trying to be. I do that many times also. There's all these things I'm remembering that I'm doing I forgot about. Let me keep reading here. It says, "But I really only need and want to see the immediate three steps in front of me at all times. It's how I control noise. I've learned to love ambiguity. The battle is in you. It's against your own mind. Your worst enemy cannot harm you as much as your own unguarded thoughts." That's from Buda. "Your worst enemy cannot harm you as much as your own unguarded thoughts." "Business karma is real. Be a crappy human, and it'll return. Whoever said, 'The customer's always right' was probably a politician because that's total garbage, but everyone" ... I'm having a hard time reading this. I'm looking through my little foam screen thing here that's attached to my mic, and it's blurring my vision. Anyway, the whole point of it is you gotta freaking move forward. Abraham Lincoln said, he said, "Gentleman, why not laugh, with the fearful strain that is upon me day and night, if I did not laugh, I should die." Just have fun with it. There's a whole bunch of little mind things. You'll figure out what works for you. You'll figure out what those things are, but when it comes to ... You just gotta be a freaking tank in your brain. I mean because no one else cares about what you're doing, okay. It's a sad reality. I'm not saying that people don't listen to this. They don't care. I'm not saying people don't care, but you're the only one ... Let me say this another way. You're the only one who's passionate enough about what your thing is to actually go through the crap, in order to get it done. You're the only one. No one else can have that responsibility on their shoulders. Don't look to anyone else. Don't try and put it on anyone else. No one else cares as much as you do to actually get your thing up and out the door. If it's already moving, nobody cares enough to actually get it to the next level. It's only you. You are so alone in that. It's actually not a freaky thing to realize. I'm not saying like, "Oh, you're all alone," or whatever. What I'm saying is it's actually a liberating thing to realize and understand that you have total control. You can get things on your own.  I'm not saying it's totally on your own. Create a team. Put the pieces together you need to, but you are the driver, and it's exciting when you realize that. Like, "Ah, wow. The battle really is against my own brain and the critic inside of my own head. Huh?" It gets really, really easy after that. Anyways, guys, it's a long episode again. The last two have been long. I'm so sorry about that, but Gerim, it's great question. When I heard that, I was like ... Massive fire behind that so, anyways, appreciate that. As far as a recap, I would find out what your own mind muscle is. I would flex your mind muscle. Figure out how that works for you. Work on state control like crazy. I stand. I listen to music that's fast paced, not crazy, but that keeps me engaged. No words with it. I plan the micro, and I plan as much as I can ... I'm sorry. I plan the macro, and I plan as much as I can the micro; all the small little details, but then I 100% expect that that's gonna be false. It's totally gonna be different when I actually get in the weeds. Anyway, whatever you think time and cost wise it's gonna take for you to get something out the door, I would make an entire launch plan before you ever start building anything. Plan the whole thing out with dates, when you're doing what and then hold your own feet to the fire, but then double that timeline to make it more realistic. Then plan on making three moves per day... When you actually do three moves per day, what it lets me do emotionally is it lets me have personal wins that I need in order to stay engaged. If I don't have a personal win in something for a little while, I feel a loss of momentum in motion. It actually make me feel a lot of anxiety. Like I'm not doing anything when I could be doing a lot still. Anyway, hopefully that helps. Be freaking tanks and figure out exactly what it is that keeps you ticking when stuff gets hard 'cause it's gonna happen. Expect it, but only look to yourself for the answer to get over 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 prebuilt sales funnel today.Advertising Inquiries: https://redcircle.com/brands

After 301 funnels, I’m just barely noticing why I’ve been building so fast... 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: All right guys, I apologize first off that I've been a little bit less consistent with this podcast the last little bit here. It's been so busy. It's been so busy. We've been going and building a lot. Russel's been in inner circles. There's a lot of stuff been going on in the sales funnel world in general and it's so fun living in the click funnels area because I feel like I'm in the nucleus of where marketing principles and status quo is created. It's fun, it's cool to sit back and go, "Oh my gosh, I can see how this is going to become a thing in the whole industry," and really fun to get to do that. Anyway, it's been busy, it's been fast. The last four days alone I have built four membership sites and these are not like little tiny membership sites. Anyone would be happy to just have one of them. There's been 500 videos put inside of them. Redesigning them, each one at a time. It's been fast, fast paced and I've really, really enjoyed it. There was something interesting thought that happened as I was building these membership sites and I was putting them all together, and honestly if you don't have a membership site I think you should go create one. Even if you're like, "Hey, Steven, I don't know what the heck to put inside of it." I would go create a membership site for the sole reason of you being able to put cool content in there. When people are like, "Hey," whatever your expertise is. Whatever it is that you do out there. You're like, "Hey, how do I do X, Y, and Z?" If you go make videos on that and put it in there, I mean, that becomes a really cool asset, or at least cool bonus, or something. Anyway, I really think that click funnel's on massive power with membership sites which we've been building. Our 25,000 dollar packages. Guess what, membership sites have been click funnels. 15,000 dollars, guess what? Built inside click funnels. Several 10,000 dollar packages. All the membership sites have been in the click funnels. I've had a lot people come back and say, "There's no way this was built with click funnels." I promise you it is. I'm not a coder and that's, I billed it out. Anyway, that was a bit of a rant there but I notice something. I notice something as I was building it. As I was, I mean, I was probably on video number 400. I was placing in, I was building, I was going fast pace. There was resource links. PDF downloads, checklists all over the place. All this stuff that you'd want to have when going through a course to help someone actually understand and learn. What was interesting is I got about half way through the first one and I realized that I was not ... It's freaking but you know how like you can get in a car and you're driving somewhere and then all of a sudden you realize you're there and you don't realize you got there. Your brain's on autopilot. You know what I mean, kind of feeling? I'm not saying I don't pay attention when I drive, but I'm saying your brain can be in other places and it's kind of second nature for you to drive the route you are and you're not really noticing that tree on the side of the road. That happens to me sometimes when I build but not usually... Usually, that happens to me when I do things where it's not so creatively intense, you know where little details matter but I found myself doing that. I realized like, "Holy crap," like dozens and dozens of videos and lesson sections had gone by and I didn't even notice it. I was like, "How interesting. I wonder why that is with this." A lot of it was a lot of copy paste, building stuff. There was some redundancy in the task I was doing which made sense. I don't actually think that, that's the reason why they got done so fast. Why I got them done so quickly. There's four massive sites in three and a half days. I mean, those weren't the only things I did either. I mean, these huge, huge, huge, huge sites and like I thought it was going to take me way longer than that. Like a week or two, or three weeks to build out these just massive things. I know a lot of you guys go through this. You're like, "Okay, I've got these huge sites to build. There are these funnels or whatever it is." You're probably like me. Maybe you're not a coder or programmer so it might feel a little bit more intense for you to get those things done right. Anyway, I realized why I was able to do it. It's because there was a pattern that I started following. I had two monitors up and even in the way I was building there was this system that I was creating without realizing that I was creating it. I was putting this whole system together. I'd look over on the left, see what I was modeling, grab the URL in the center. Copy and paste in the text. Copy, paste, repeat. Open up. Drop inside the link. I can still see the process in my head because I've been doing it for the last three and a half days. Just pumping out these huge sites. These huge membership funnels and sites. I was like, "How interesting is it that it's that way. That I was able to do that. I mean, I've built over 300 funnels in the last year and a half working at click funnels and I usually don't, I can't get into that. I usually have to think consciously about every single decision that needs to be made and it almost freaked me out. I'm not going to lie. It almost kind of scared me a little bit because I was like, "Is there a detail I'm missing?" I actually had to backtrack a little bit but I realized that I was creating these processes and systems to handle things that I was doing over and over and over again. I suddenly had all these experiences I've had in my past just kind of start flooding back to me. I was like, "Oh my gosh, that's like this. That's like this." There was a company that I was working for when I was in college. It was around the time I was trying to prove to the industry that I was worth my salt as a funnel builder. That I honestly had so much more to learn. I obviously still do but I was trying to prove that like, "Hey, I'm a runner. I'm willing to work. I've got the base skills down. Somebody hire me. " I was trying to say like, "Somebody get to me. Somebody hire me." I was running around, I was shotgun emailing all these people and I ended up working for this company. I had the most interesting experience when I was working there. I was excited. I was trying to prove myself. I wasn't charging them anything, I just wanted to show that I knew what I was doing in these certain areas. I was like, "Look, I know you have no idea what a funnel is. Let me just go ahead and build it and if it makes money let's talk about me making some kind of cash, or whatever. Only if, so zero risk to you." They're like, "Okay, that's sweet." That's how it happened, and so I start building this funnel. Actually, I ran an ask campaign to their current customer list. I was very strategic on who it was I chose and I ran this ask campaign and I built this funnel based off the data and it was huge win and it made all this money and I was like, "Oh my gosh, it worked." I was like, "What, this is so cool." It was really cool because I learned something super valuable. As I was moving forward and building this funnel, it was a water product. These guys had an amazing product. I mean, it was a fantastic product but I realized and I don't want to offend anybody, I realized that their business had been successful because of the product, not because of their business. Like, "Steven, woah. Wait. What are you talking about? That makes no sense." Of course they were successful because of the business. No, they really didn't have much of a business itself. They were very, very few business elements to it and they had survived for years and years and years on the merits on a freaking amazing product. Okay, now let's compare that to tons of other scenarios that I have build for where it's like we'll go out and we'll build for someone and we realize, "Oh my gosh the same thing." These people over here have successfully been a business for the last number of years strictly because their product is amazing. Not because they have a great business. Okay, now let's think of the difference between the two. Obviously the product is, that's obviously the medium that the cash comes in. However, there's so many times I've built funnels for people where their business was not able to handle the funnel. Does that make sense? This is a very, very important distinction that I learned about three years ago as I started building for all these other people. It was about two and a half years ago and I started looking around realizing like, "Oh my gosh, some of these people have no idea why they're being successful. They understand the product is why they're making money, but they don't actually have a business." One of my favorite books is a book called The E-Myth. E-Myth revisited. Now, I know you guys have all heard this before or you've read the book before. If you haven't read the book E-Myth, you should go read it because it's going to talk very, very clearly about something that I'm trying to ... This one principle that I'm talking about right here has been one of the things repeatedly I've seen over and over and over again between someone who's a so-so funnel builder and someone who is a freaking great funnel builder with a business. Okay. I didn't know my own processes at the time... I didn't understand and honestly I thought that, I was like processing... I don't want to put processes together. James Freal, freaking man. He's got a podcast I believe with Dean Hall. They got a podcast called Just the Tips. It's amazing, it's hilarious. I think I'll be on it soon. James Freal came in and he's a master at processes and he came in a year ago and he sat down with each of the employees at click funnels and he's like, "Hey, what do you do? Describe your processes to me. Let's figure out for your position what these processes are so we can package them up in case we want to add stuff to them and we'll make more of a system out of this." It was so funny because he came to me and we sat down in this side room and we start chatting and he's like, "Hey, what are your processes? How come you're successful. What are the things that you do when you're building a funnel where anyone else could walk up behind and pick it back up?" I almost got offended. Not offended, that's the wrong word, but I certainly was tongue tied. I was not able to actually tell him what my processes were. I didn't have processes. Even as Russel's funnel builder when I was just barely getting in there... I didn't have processes. I barely still do and I was like, "Okay, what's step number one?" I was like, "Oh, gosh. I don't know, it's different ever single time." There's so much art behind what I do. I would not consider myself a designer. I would not consider myself an artist but just the art of the marketing. The art of putting all these things together. I was like, "I have no idea how to actually define my process. What do I do?" This is a super important question you have to ask yourself. Why does Microsoft and why does ... Why does IBM, why does Microsoft, why does Apple buy little tiny incubator startups? These little companies that have gone and they've built this cool app and this app has gone out and they've launched and they've put this app out onto the space. Now, let's think about this. Does Apple have the capacity to build the same software that, that other tiny little startup built? Of course they do. They have ridiculously amazing engineers. Why would Apple care to buy the little startup with the brand new app? It's because of the following, it's because of the business. They've put processes in place, they know that when they do X, Y, and Z, they get this many dollars out. They have a process in place. That's what a funnel is. I mean, essentially you're creating a process for revenue and most people have no idea why they make money. That's what the thing I was realizing when I started doing that work two and a half years ago for this other company. I was like, "Oh my gosh. Every sale for you is different. Every customer service inquiry for you is different." Every time someone needs a refund or there's a part that broke or whatever, it's different. Every time you do this, it's different. It's different, it's different, it's different and you know how much of a headache that causes inside of you? It's ridicules. It was funny because I had to take a big old slice of humble pie, or it was actually the full pie and I was talking to the brilliant James Freal and I was talking with him and he was like, "Yeah, what are your processes?" I'm like, "I don't freaking know. I've never actually thought about what those are." I know what the outcome is but I don't know what the processes are to get me to the outcome and I was like, "I don't know." Guys that was like a year ago and I am just barely figuring out what my processes are when I funnel build. I obsess so much with the process of funnel building and the process of marketing itself that I follow these blueprints all over the place that I just know work. None of it's mine and what I've been doing is I've been trying to sit back and go like, "Okay, why. Why am I actually able to build it that fast? How come that happened that quick?" I'm not saying I'm the best in the world, I know I'm not, but I know I'm pretty good. Why did it work? Anyway, this is from the book of the E-Myth. I thought I'd grab it. This is one of my books on the shelf. I just dropped like three more thousand dollars on books, built an entire other book shelf so I have ... You know what's funny is that everyone's got these motives for why they want to be successful. I honestly want to read, I want to buy a lot. I buy books. I can't stand audio books. It's not that I can't stand them, I actually love listening to them, but if the book is only an audio book or if the book is only a kindle book, for whatever reason for me it's not worth as much. I'm like, "Oh, well it's not worth its salt. It didn't make it to be a physical book. I'm not going to even listen to it or read it kindle or whatever. You know what I mean? I like to buy the physical thing. Anyway, I looked it up and I was like "Oh, yeah. This just like what I learned about in E-Myth like four or five years ago." Anyway this is on page 83 and towards the bottom there he's talking about the importance of creating the business. Basically turning each position into a franchisable thing. Meaning, not that you go ... What he's teaching is, he's teaching how to create processes and he's teaching you the importance of looking at each position, so you might be a solo-penuer. You might have a nine to five... You listening right now, you might be doing something else that actually pulls on your actual income and you're trying to build a funnel to take you out of that nine to five. You're trying to build a funnel to get you to the next step or whatever you're trying to do or it's the ascension. You know what I mean? What ever process you're in, whether or not you have a team, it's important to start looking at the processes and all the things that are involved in turning the dollar for you. That's how you're going to hire people out. That's how you're going to replace yourself eventually. Anyway, this whole thing's been on my mind a lot lately. Anyway, so this is on the bottom of page 83 and he says, "Because the business format franchise is built on the belief that the true product of a business is not what it sells, but how it sells it." Okay, he basically said, "Look, an actual business, it's not ..." What is a business? He's saying, "It's not the product that it sells. A business is merely how it sells the product. A business is a set of systems. A business is a set of processes that talk with each other that sells the product." That's all he's saying. He says, "The true product of a business is the business itself." The true product of a business is the business itself. I thought, "How fascinating, how interesting." That's why Apple wants to go by the little start up that has the app. It's not that they can't make the technology, it's that they've proven how to sell the technology. They've proven how to sell the app. They've proven that, "Hey, these are the positions you need so if you want to buy us or acquire us or whatever it is, you now know turn key wise you have to have this position, this position, this position." They do this, this, and this. This one is X, Y, Z and this one does one, two, and three. If you can start to do that with everything that you're doing, holy crap it's a lot of work. Tim Ferus actually talks about this in the four hour work week. He talks about every time he'd go launch a product or he'd put his supplement out there from his supplement company. He fielded all of the customer service questions himself for the first month and he did it for the sole reason that he could literally keep track of every question that was coming in and the answer that he started making a format for on the way out. We did the same thing and then he went out and then he went out and he hired a person and they literally just had to read the docs that he created and send the response back out. I mean, he made it dummy proof. That's the whole reason why he was able to blow up ... Four hour work week, that's why that's possible, it's because of all the systems he put in place. He made it turn key. Every position around him and then he just systematized that thing. Found someone, boom. Then they only talk to him when there's contingencies. When there's things that were not in that process. It's the same thing with funnel building. I now know when I funnel build, that first thing I've got to go do is I sit down. Whether it's me or Russel, or us together, whatever it is. Usually I almost always draw it out. I draw it literally on paper. I draw boxes and I put a few details in the box. Okay, this is one page. Okay, now this link goes over to the other page. This is the next part of the funnel. That starts this emails sequence. I'm going to add them to this list. I kind of diagram out the entire thing but the step that's even before that is I have to know what the actual offer is inside of the funnel. Every single sales funnel is a mini value ladder. Okay, a business has a value ladder where you're trying to send people up to hire dollar amounts and different value levels and things like that. Each individual step in the value ladder is a mini value ladder. That's what a funnel is. That's why you can have up sales. This is the higher point on an up sale or a down sale. Higher tickets in the back end, things like that. Follow up sequences that push to more and more dollars in the back. All right, that is a value ladder. Anyways, what I do is I sit back and we have to think through. Okay, what's the offer? What's the value ladder of this funnel alone. How does it fit into the bigger picture value ladder? The big macro level one. Then I go and we draw that out and we draw these pieces out and we put it all together and that's how it works. Those are my first few steps and then even before is start building before that, then I start thinking through, "Okay, what's it going to look like? What are the colors like? Is there something proven in the industry I need to start looking at and start putting those elements in? Are there things that I know are little ninja tricks from other unrelated industries that also work? Are there things that you know ..." And I start putting all those pieces together way before I ever, ever start building the new funnel. I think one of the issues that I see over and over again is that people just go straight into click funnels and they just start building crap and they don't know what they're building towards or to and there's nothing that ... They haven't planned any kind of ascension. They haven't planned anything for their bait. How they'll get people in there. They haven't planned anything so much as, "I funnel hacked, meaning I went and I copied and pasted." I looked at someone else's page and I put it all together. That's not how it works. That's not what funnel hacking is. That's like the surface level of funnel hacking. Anyway, that was totally way more of a rant than I ever thought it would be, but basically this is it. This is the whole point of the podcast that I wanted to make on the show today is that there's really two different levels, two different strength levels of a business. The weaker form of your business. How should I say this? The weaker form of revenue is when you have a business that survives strictly because the product is amazing. Now, I don't know about you, but I know several places where that's true. Where the product is amazing but the actual business that sucks. How many times have you said, "Oh, yeah they've got a great thing but the customer service sucks over there." Okay, that's a perfect example of a product that is literally driving all the revenue. There's barely enough business built behind it. I mean, so many times we've built funnels for people and then we get a frantic phone call three days later begging us to turn it off. Turn it off, turn it off, my business can't handle it. I don't have enough inventory. I can't handle the volume you're sending over this way. That's because there's not enough business built underneath the funnel to support the strength of the funnel that we've built. That's the first level, that's the weakest kind is when a business survives strictly because the product is good. That's great and it's a good place to be. It's better than not having the business at all. In fact, that's probably the place to start. I would rather that you start there instead of trying to build up a business and figure out your freaking logo and the stupid crap that doesn't matter. Only worry about revenue first. That doesn't matter. Revenue, revenue, revenue, revenue. Sales, sales, sales, sales, sale. Nothing else, don't go rent an office. Don't go, none of that. Don't do any. It's funny. Any of the stuff that I learned in business school is probably the stuff you should not do at the beginning. All right, first go to get the sale but it is ultimately the weaker form and the weaker part of business. It's more ... It's better to be the business style where the business survives because of processes. Where there's enough processes behind it, you can walk away and the thing could run itself. That's how the four hour work week works. That's how Russel's company works. That's how, there are processes and whether or not every single position has been defined and all the processes behind it and here's how we actually put all the funnel together, and here's how we put the things in. Whether or not you've actually put those things together consciously, every person knows what those things are. My challenge to you is to write them down and to start taking note of what those things are. If you get hit by a bus, heaven forbid, what are they going to do to pick it up? What are they going to do? Is everyone else's jobs going to be on the line just because you're the only guy that knew what was going on? That sucks, it should not be that way. First it can be that way for a while, Ferus talks about that and that's how he did it for a while but eventually systematize the whole thing. Anyways, that's the entire purpose of this whole podcast is I just wanted you to know that it can take a while and I am literally just barely starting to figure out why my speed on these things is so quick and it's because literally, subconsciously every single time I have always built the process. There's been several times Russel would say, "Hey dude, how's it going on that one thing?" I was like, "Honestly dude, I'm only on the first page but I just got the process down and so I know the rest of them will go quick." It's true, it's bam, the rest of it goes quick because I got the system down in the beginning. Anyway, I feel like I'm saying the same thing over again now, but hey, so one thing real quick I wanted to point out to you guys is that there is definitely a very forward and definitive process that has been put together on how to build a live webinar funnel. Now, last week, this last Saturday I went and I built a live webinar funnel live in front of a bunch of people. I don't remember how many people were on but they watched me build the whole thing and I honestly just thought I'd be kind of fun to do it. I thought it'd be a lot of fun to put the whole funnel together live, answer any questions and see what other things people are struggling with. There's no replay or anything like that. I'll probably do one again some other time shortly. If you want to follow next time I do something like that go to salesfunnelbroker.com/live. Salesfunnelbroker.com/live is the place where I broadcast and build out things live. Whatever I'm building so you can watch and learn and I like to interact back and forth. Anyway, so I went and I built this live webinar funnel in front of a whole group of people and there's always a map that is true for that funnel style and I know it very well. Anyway, I made it into this really cool PDF document and I'd like to give it to you guys. I'd like to give it to everyone on this call. I'm sorry, I said call because I'm in front of a mic. Everyone who listens to this podcast, I'd like to be able to give to you guys but I do ask for one thing in return. I would like ... I have never collected testimonials and if you guys can just grab your iPhone or whatever it is and shoot a sincere testimonial about me or whatever about me or something like that, or whatever it is. Just shoot a testimonial around myself and if you send it over to me in Facebook messenger, I'll send that PDF of the map of what it takes to make an actual successful live webinar funnel as well as the share funnel link to the funnel, I'll give that to you guys for free. It's going to be something I charge 400 bucks for in the future. Anyway, I just wanted to drop that on out because I see over, and over, and over again ... There's all these people reaching out to me saying, "Hey, Steven, would you look at my webinar funnel?" I would go check out their webinar funnel and it was like ... I was surprised the thing was running it was so bad. Anyway, so, I've built it and I put it all together and I'll give you the funnel as well as the map. It's a PDF that's pretty rocking. Anyways, if you want that go ahead and record a testimonial to me and send it to me on Facebook messenger and immediately I'll just shoot back, or as soon as I can, the PDF as well as the share link to that actual webinar funnel. Anyways, reach out to me. My name is just Steven Larsen. Meaning that's the spelling of it. S-T-E-P-H-E-N L-A-R-S-E-N on Facebook so you can find me. Anyways, that's it guys. Go create processes. It is more important than I ever gave stock to, and I'll 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 prebuilt sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Russell Brunson and Gary V have both said it's better to "Document and Sell", rather than simply just "Create and Sell"... SO! Watch me build my next personal webinar funnel LIVE... What's up 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. And now here's your host, Steve Larsen. All right, all right. Hey, it's gonna be a fast episode. It's more of an announcement styled episode. Hey, a few episodes ago I finished a six part series where I went through each of the industry's, basically six different categories of businesses, that are using ClickFunnels. And honestly, pretty much every business that I know of fits in them. And it was fun because I went through each one of those categories, and went and I found a rock star that's killing it in each one of those areas. Now my whole ... I believe in a level of business karma. And I know that there are people out there who may not be in love with sales funnels the way I am, and that's totally fine. It's my thing. And you have a thing. I'm not asking you to take on my thing. All right? It's your peak. You stay at your peak. You be the best in the world. Stay on that peak. It's the reason I won't go learn Facebook ads. One day, Facebook won't be the hot shot stuff. You know what I mean? One day, there will be a new traffic source that's massive. Now it may not happen for a really long time. I don't know. But guess what I know is always going to be there? Funnels. Because it has to do with sales. And whether or not you meant to build one, you have a funnel. All right? Online or offline, you always have a funnel. Right? And so I decided to stay on this peak. Well so, I got these six different categories, and I've been thinking to myself how cool would it be if I went and I live built a funnel, that works really well in each of those six different categories? And so what I thought was now I don't know how long this will take. I don't know the timeline. If it's gonna be really, it's gonna be all over the place. But I'm going to ... Anyway, I believe that if I just keep pumping value into the marketplace, value always comes back. And every time I've ever done that, it's always true. And so I thought how cool would it be ... What if I was to build a Webinar Funnel live for everyone? You know? And I probably wouldn't give the funnel away for free because every time I build them, they take a solid ten hours. You know? I'm not just gonna give that for free. I'd charge for it. But it wouldn't be a lot. It'd just be a little bit. But how cool would it be if I went and I built an application style funnel the way that I know they work? How cool would it be if I went and I built an E-commerce funnel the way that I know that they work? MLM the way I know that they work? You know what I mean? Each one of the industries, go through it. Retail. Back and forth, and back and forth, and I actually built live. And you guys could come join me and watch, and ask questions, and stuff. That's freakin' awesome. That would be a lot of fun. Anyway. So that's what I'm thinking. And I'm thinking it'd be a lot of fun. And so I guess the, I don't know if you want this kind of lesson or whatever with this. If you can include people in the act of your own craft. Whatever your specialty is, if you can include people in that, you're really ... You guys know it was in the movie, "Hitch." Right? In the movie, "Hitch," there's that scene where Will Smith goes and he makes dinner with the chef. You know what I mean? With his date and his date's boss. Right? And he goes, and he's there, and he's cooking the food with him. The chef is including them in the process of making the food. That's why they're there for the process. The more you can do that, and unveil, and show behind the curtains of what it is that you actually do, and peel back the curtain, and show like hey, this is how I do what I do. People fall in love with you like that. And so I guess that's me just being vulnerable just telling you that's my goal is to help you see exactly what I do, and why I do it. And so what I'm thinking is I ... Anyway, I think the way I'm gonna do this ... I had this idea just a few days ago. And I think I'm gonna do it. Where I think we'll have it where if you go to salesfunnelbroker.com/live, salesfunnelbroker.com/live. I used to have it all building, or I'd build live on a different platform, but I kinda want to keep it all in the Sales Funnel Broker platform, that I've already got there. By the way, there's the equivalent of thousands, and thousands, and thousands, and thousands of opt-ins. There's so many people, that have downloaded free funnels off of that site, which is awesome. But that's the reason I built is just to give tons of value away. But I kinda need to revamp it. I built that over a year ago now, and I need to get that a little bit more. I need to update it. So I thought how cool would it be if I actually included you in the update. And if I go rebuild kind of the bank of funnels that's there as well as all of the stuff that is given. So I'm gonna start with a Webinar Funnel. And I'm gonna do it I think on September 30th, this Saturday. And I'll get up, and so right now by the time you hear this episode, this will be up. Go to salesfunnelbroker.com/live. And what I want you to do is you can opt in. And what you're opting in for is basically I'm gonna make that page basically a webinar registration page. And what you're gonna do is you're gonna be able to register for a live funnel build with me, and with whoever else wants to watch. And you can follow through, and do the same thing that I'm doing. Now I'm not there to train each aspect of ClickFunnels, or to give massive orientation. So I'm gonna go my normal speed. And I'll play some music. And I'll explain what I'm doing as I'm doing it. And it'll be a lot of fun. Like they're just funnels I want to build anyway. I love what I do. But just know that I'm doing it for a specific purpose, for specific reasons. And I thought hey, how cool would it be if I just, I don't know, if you want to join. So, and then what I thought would be kinda cool was if I posted the replays underneath. And you can get the full replay when, and the funnel that I built. You know? And I'll charge. But it's not gonna be a ton. But these will be prebuilt funnels based on how I know that it works. So I've built almost 300 sales funnels now for ClickFunnels in the last year and a half. I built a crap ton of funnels. I literally have dreamt in the Editor, the ClickFunnels Editor. You know what I mean? Anyway. So this is kinda a fast episode, but I thought I'd give that announcement, that this could be kinda neat. That if you want go to ... And I'll always, I'll have you opt in so for the purpose of me being able to go and announce when the next funnel building live session is. So the first one will start with the Webinar Funnel. But then we'll go on to the next one. Right? Be an E-commerce funnel. Then we might go onto the next on. It might be a ... You know what I'm saying? And I thought how freakin' cool would that be to include you guys in that process. You can see, number one what I'm doing. Number two though, I actually give you the funnel, that you were watching me build. Like that's freakin' awesome. With all the little tricks, and all the little things that I do, and all the little ninja stuff, that we know works. And I mean that's freakin' cool. So anyway, whenever you're ... Think about your own business right now. What can you do to include your customers, and your prospective customers, or your following, or whoever. In the process of your craft include them in your craft. It's your art. You know what I mean? And don't be afraid if people are gonna steal your art. That's not at all what this is. So I wouldn't be too nervous about that. So all right guys, number one let me know if that's sweet 'cause I think it's, I think it'd be awesome. Just know that it's gonna be a several month project. It's not like it's gonna be I'll drip this out as I have time to, which is very limited. But I'm gonna start with the Webinar Funnel, and I'm gonna do it on September 30th. If you're gonna ... If you hear this episode afterward, it's probably already up. So you can probably go check it out. Again that's salesfunnelbroker.com/live. I'm gonna revamp that entire thing. But for right now, that's how we're gonna do it. So yeah, I think that's how we'll do it. All right guys, cool. That's all this episode is. Just a little fast. A little invitation announcement. And the reason that I'm doing it is because we've learned that when you actually show people what it is behind the scenes that you're doing, you're sales go up like crazy because you're answering all these beliefs inside their head, that might have been false. You're rebuilding belief patterns without them even asking. For example, Funnel Fridays. Right? Funnel Fridays is something that Russell puts together with Jim Edwards who's the creator of Funnel Scripts. Last year that made millions, and millions of dollars. Several multi-millions by doing nothing else other than showing how Funnel Scripts works in those 30 minute little funnel building segments. You see what I'm saying? That's exactly why I'm doing it. So I'm gonna go through and I'm gonna show you guys what I do. That's my skill. That's my art, and my craft, and the thing that I love doing. And so I thought hey, might as well show you what I'm actually doing. And I've got another 200 funnels to build in the next few weeks here, which is ridiculous. I don't know if I'm gonna make it. But it kinda stresses me out to be honest. But how the heck can Steve Larsen do it that fast? Well I'm gonna show you, and then I'll give you the option to be able to get the actual funnel, that you're watching me build. And you can follow along with it, anyway. So be prepared for a five, six hour build. Okay. It's gonna be long. And we'll have the whole thing ... I'll have the whole thing recorded for you for your pleasure. So all right guys, I'll talk to you later. Again, go to salesfunnelbroker.com/live.Advertising Inquiries: https://redcircle.com/brands

Too many times I see people learning to solve a problem that is UNRELATED to where they actually are... Woohoo. 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, and now he's your host Steve Larsen. Hey, guys. I hope you're doing great. It is a very rainy day outside right now. It's been freezing. Holy crap. Hey, we just barely had our viral video launched at ClickFunnels which has been a ton of fun. I really, really enjoyed that. As marketers, you always try to make events out of everything, right? You sit back and you're like, "Hey, we got this cool video coming out. How can we make an event out of that? Well, we could just put it on YouTube and publish it. That's not very exciting. What if we had this cool event where we had people show up and we all have a big launch party together? Cool. You know what? What if we had Gary V. show up? Oh, my gosh. Gary Vaynerchuk. Let's have him show up and he'll talk to us a little bit more about social media and virality. Cool. Awesome. Let's do that. You know what would be awesome? What if we had the actual people, Harmon Brothers, who made the launch, the actual video itself? Let's have them come teach more about the formula they used to make videos go viral? Cool. Awesome." Guys, ideas evolve like this over and over and over again... It's so fun. They're so fluid and they're all over the place. There's no idea that's ... Well, no. There's definitely such a thing as a stupid idea. But, then you continue to evolve and grow and, oh, my gosh, what if we had the top YouTubers out there since they got huge reach on video and obviously it's a video? What if we had them? Oh, my gosh. Let's have them come to the party and we'll literally teach them how to share our video with their audience of millions of millions of millions and go like, "Well, it's Idaho. It's Boise." I don't know. We're like, "Well, we got to have some cool thing. What can we do? How can we make them look like rock stars for coming to Boise, Idaho?" Dave Woodward, he's the man, was like, "Hey. Oh, my gosh. What if we broke a world record? We're there. Let's rent out the Boise state stadium. We'll hold an event in the top box, suite area." I don't know what to call that area. "Then we'll go down on the football field afterwards and we'll play bubble soccer." Then he's like, "Oh, my gosh. I'll be right back." He came back in. It was so cool. Dave is amazing. I've watched him work his magic. He's like, "Oh, my gosh. What if we broke a world record on the stadium?" He's like, "I'll be right back." That's one of the most exciting days I ever had ever. He ran back in and he goes, "I just talked to Guinness Book of World Records. They can totally come out. We just got the stadium. We just got approval for this." We're like, "Crap. We can actually pull this off." Dave is the man. Then, all of a sudden, he's like, "How are we going to get all these people there?" Then the game became how do we get all the these massive, massive influencers to come out? Guys, I remember when I was riding my bike home one day and I've mentioned this story before. I was riding a bike home one day. This was years ago and I had almost no money. We're living on loans and I was trying to make this whole thing work. What happened is I was riding home and I was like, "Oh, my gosh. I can't. Why is this not working? How come I'm not making money?" I have the stark slap in the face realization. It's because you're not even asking anybody for their credit card anywhere. There's no place for people to give you money. Crap. I was like, "Dang it. That's totally the reason why." A lot of people who listen to this show are very successful and a lot of people who listen to the show have yet to launch something but you're learning this problem set of information. You're learning this information to solve a problem set that you're not on yet. Russell can go out and he can spend lots of money or he can spend lots of time getting people out to promote his thing because he has a thing. Does that make sense? That was my big realization when I was riding home that day. I was like, "Oh, my gosh. I don't even have a thing." I'm learning... Yeah, I know exactly what I would do to 2X this company. Crap. I don't have one myself yet. You know what I mean? That was my realization years ago when I was riding back home. It was freezing. We didn't have money for a second car even. You understand what I'm saying? I didn't have a thing. There was no business for me to be applying to these marketing principles to. It's fun to watch when you do have a thing. Right now, obviously, I have several things. I keep it on the low count as far as how many things I have going up. Russell, obviously, he's got quite the amazing thing, ClickFunnels, right? A total market disruptor. Amazing software. Once you have your actual core business created, it's super fun because the problem set changes. You're able to turn around and you're able to say, "Okay. Now that I have a business, now that I actually have a product, what are all these fun marketing games I can apply things to to actually become successful with this?" Does that make sense? We're at the viral video launch and it goes amazing. We show up there and I got asked to stand at the front and greet people and help them get their tags and all that kind of stuff. I had a ton of fun doing it. We had about 400 people show up. They're showing up and they're showing up. It was so fun, so fun. These massive influencers are there. I got to meet and talk with and chat with Billy Gene, Billy Gene Is Marketing, JP Sears and a ton of people who are a lot of fun. I really enjoyed the entire experience. This tells you how much I know politics which is a little bit embarrassing. Maybe I should not even start saying this. But, the guy running for governor showed up. Anyway, it was a lot of fun. We had a lot of big people there and we gave them a reason to show up, bubble soccer, viral video launch. We needed to answer the question: how can we improve their status by showing up? Does that make sense? It's not in a negative light like, oh, look at the status and look at how high and mighty you are. That's not at all what I'm talking about. But when you're doing these Dream 100 strategies, when you actually finally have a thing, when you have a business, when you have an idea, when you got cash flow, the name of the game, especially when you're doing JV stuff whether it's for your customers or for it's people you're doing joint venture things with, the question near there to answer is how do I make those guys look like rock stars? How do I make them look like rock stars? How do I increase their status through my brand? When you can answer that question, it becomes a lot easier to say, "Hey, let's do something together." Then it's not just about money and availability and like, "Hey, we'll split 50/50." Yeah, that's cool. That works. When you can really answer the question: what can I do to make you look like a complete genius to your own audience? What can I do to make you look like a rockstar to your own audience, increase your status in their eyes? Not that it's all about status or being high and mighty but subconsciously that's what's happening. We had to answer that question. When we did, that's when all this came together. That make sense? We brought that up specifically. How can we give these guys a story so that when they show up to little Boise, Idaho, potatoes are all over the place which I've actually never seen a potato on the side of the road, but how can we make them look like a rockstar, or increase their status, or give them things that can protect their status at the same time? Totally asymmetric gain on their side. No status lost. Total status gain. How do we make that happen? That was the question we had to answer. Anyways, we had the event and Russell spoke for a while and showed how we got this amazing ... If you guys haven't watched it, I think almost all of it is on YouTube. Gary V. got up and he spoke and it was awesome, too. It was really, really cool actually. Personally, I'll just tell you I've never really listened to Gary V. that much but I'll probably start after hearing him. He definitely had some great stuff. Half of you guys are probably like, "Well, duh. It's Gary V." There's so much content out there. Sometimes it's more about content choosing than taking in everything. Then we went and we played bubble soccer down on the field. It's a ton of fun, lots and lots of fun. I was in one in this little bubble things and we were just messing around before game started. I didn't get a chance to actually do the actual world record part of it. There wasn't enough spots so they asked the employees to pull out. I was in one though before the game started and I went hit a guy. We're wearing these name tags that had this sharp metal edges on it. It totally popped up and cut my forehead. Anyway, it was a lot of fun... Anyways, there's really two different problem sets that the individual has to solve. If you don't even have a business yet, it's obviously going to be hard for you to pull off stuff like that. If you don't have an actual business, if there's no product or service that you put out to the market, if you're not actively asking for people's credit cards or money, it's going to be really challenging for you to go create or do a Dream 100 strategy. It's always shocking to myself, to Russell, to anyone in the actual ClickFunnels staff, it's shocking how few people actually do Dream 100 stuff, actually make a list of the top 100 people they wish they would be working with. I've got one. I actually send packages to them all the time personally on my own, non-ClickFunnels related stuff. I'm getting the relationships. I'm sending out the packages, letters. I'm doing this and it's fun, how awesome those things work. That Dream 100 strategy, that was insane. I think one of the reasons why we see so few people do it is, number one, there's some confusion on how to do it. Then, number two, some of the people who either listen to this podcast or who are still trying to figure things out, they're still trying to figure out the core of their business so they've not actually started the Dream 100 strategy. Number one, I get that. Number two, don't wait to start the Dream 100 strategy. It's all about relationships. It's all about creating relationships. You can't dig the well when you're thirsty. You got to do it before you're thirsty. You know what I'm saying? Whoever those people are, the top giants inside your industry, the people who are there who've been crushing it and start creating relationships with those guys. I can always tell when I'm someone's Dream 100 strategy because they usually buy a product of mine just to say hi. They don't want to look like they're freeloading or they'll send a package. Whatever it is. They'll start by leading with value. That's what we had to lead with. Half of the people we invited to this viral video launch, they'd never really been on our list before but they're on our list now and we had to lead with value. Hey, come on out to this viral video launch. Come out to this bubble soccer thing. Come out to this and we'll give you awesome content to shoot and film. We'll do this and this, this and that for you. By the way, if you want to take 15 seconds, we'll show you real quick how to share our video with your audience. You know what I mean? That's after the fact. We didn't lead with that. That was second. Anyway, there's always two different problem sets that pop up and they alternate back and forth. It's fun to watch both of these problem sets. They appear in every single launch that we do. It's always two different things. Number one, there's always a problem set that always has to do with personal development or personal flaw. You know what I mean? There's always something that pops up. Oh, my gosh. I can't do this. I have a hard time doing X, Y, and Z. The second one that always pops up is a business development or business flaw meaning your system or whatever it is you've built is not set up to handle where you're trying to go or you're, as an individual, not set up for where you're trying to go. You know what I mean? If you can't get up at a decent hour, you're going to suck at business. You know what I mean? Depending on what it is you choose to do... Whatever vehicle, whatever business you've chosen to go be successful at, just know that those two things back and forth will alternate back and forth. They pop up all the time. They pop up in the viral video launch. They pop up. They're not uncommon. But it seems like some people get shocked and they're like, "Wait a second. I have to address my personal flaws in order to be successful in business? This is business, not a personal development conference." Guys, I've had more personal development through business than any other personal development course because I had to. I literally was unable to progress. My cash was actually unable to increase without me addressing personal character flaws. Hey, Steven. You're a little bit shy. That's true. I had the nicest kid award growing up. You're a little bit shy. You're having a hard time with talking to people. Internally, I wasn't shy though. I was a ticked off kid who was mad at everybody. I just wasn't confident enough to say stuff. You know what I mean? I had to get over that. I had to overcome that quickly. I remember how I did. One of the ways I overcame that is, you guys are going to laugh about this, but I needed to train myself and I knew that that was a ... I was too nice. My resting state was nice guy and there's nothing wrong with that. But, when it came to business, I was piss-poor at making decisions. Does that make sense? I have no problem admitting it. That's how it was. I would stand in front of the mirror knowing that one day I wanted to be on stages, knowing that one day I wanted to go and I wanted to be able to speak. I wanted to be able to add value that way. For whatever reason, I've always wanted to speak on stages which is so cool because it happens all the time now. It's a lot of fun. I'm speaking on stages at keynote and I'm super pumped. In January, it's going to be awesome. I'll tell you more about that later. How I got over it, that fear, was I will go stand in front of the bathroom mirror. I would take videos of guys like Russell Brunson. I would mute the video and I would stand in front of the mirror watching guys like Russell or Russell himself and I would mirror everything that they would do physically. I'd move my hands the way they would... I would move my body the way they would and I'd get exciting and my facial expressions the way they would. It gave me ammo, so to speak, on how to deal with people on a one-on-one basis. This is going to shock a lot of you guys and be like, "What the heck? There's no way this is actually true." This is totally true. I got voted the nicest kid in my graduating class in high school, 600 people. It was not because I was the nicest kid. It's because I was freaking shy. You know what I'm saying? Anyway, number one, again, super fun to see all these problem sets. They happen to every single thing we launch. We're no different. We just expect them to happen. Does that make sense? Number one, like I said, there's always a personal development or a characteristic flaw episode that happens. Hey, you're not good enough at this or your weaknesses are this. In order for you to progress, we need to either address that or solve it somehow. Then money can be made. Number two, there's always a business development/business character flaw meaning your system may not be good enough to handle what it is you're trying to go do. The other day, actually it was a few weeks ago, we crashed another company's server because we sent too much traffic to them even though they said they could handle it. That's a freaking business flaw. You know what I mean? That's an actual business systems flaw... That's the reason why funnels are so freaking cool. A lot of times when I go out, there's been many times where I build a funnel for somebody whose business cannot handle that funnel, that strong of a marketing arm. I have been close to bankrupting them on how fast they've sold without being able to get more inventory as quick. You know what I mean? You guys understand what I'm saying? I get asked all the time to build funnels for people. One of the biggest things I have to ask people is, number one, what traffic are you getting and what traffic are you already getting right now? Number two, what's the backend of your company like because you may not be able to handle, which is a funny problem set that most people never have to deal with but that's the power of these funnels. Does that make sense? We had to go out and we had to beef up ClickFunnels. There's a new onboarding system. We have this cookbook now. There's a system that vets out the different funnel types for you so that you can go get a prebuilt funnel every time you build a new one in ClickFunnels now. There's now this gamified thing that pulls you through and trains how to use all of ClickFunnels, get everything set up for you. Does that make sense? We knew that we had a flaw that way so we went and we created a new system. We went and we created a brand new business development of a different style, not relationship-wise, although that might be the problem, but it had more to do with us. It had more to do with our systems and how we put things together. Does that make sense what I'm trying to convey? What was fun, just this whole viral video launch, it's fun to watch it from where I sit and the fact that I sit where I do and fun to watch all the problems being addressed. There's always character flaws that pop up in every single one of us when the stress gets high and myself included, everybody. It's interesting to watch. There's different breaking points. That just happens. It's okay. It can be a stressful thing. Number two, there's always business flaws that pop up. Maybe your system, the actual business model isn't strong enough to handle what you're trying to do or maybe it's too strong and you're selling to the wrong people. You know what I mean? Whatever it might be. Anyway, hopefully that's helpful. As you start thinking about what it is you're trying to put out there and launch or maybe it already is launched, what character flaw or personal development thing do you need to go through actually to get to the next level? Maybe you're not disciplined enough in a certain area. Maybe you're too disciplined in some area and you're actually leaving people out. Then, number two, what is wrong with the business that you're in right now? Where is the flaw? You got to look at this thing like it's an infant all the time and that it's always broken and that there's something that's messed up with. You can't marry it. It's all about these iterations. How fast can you get feedback from the market, fix it and go back? How fast can you get feedback from the market, fix it and go back over and over and over? Money loves speed and your ability to make those iterations is highly dependent on you understanding what the flaw is and the money follows pretty quickly after that when you figure out where your business really doesn't have a sell stuff and where those flaws are. It's always funny. I watch it every time now. I've been here for a year and a half. I've built almost 300 sales funnels now in pretty much every single industry. I don't know an industry I haven't built in now or a funnel that wouldn't work in every one of them. Every time these are always the thing that happens. It doesn't matter if a person is a celebrity we're working with and they're already successful. There's always a personal development flaw whether it's an understanding flaw meaning they don't understand as an individual what the heck we're doing and a business flaw. If you're trying to get to the next level, which I hate that phrase ... I'm trying to get to the next level. What the heck does that mean? That's fluffy and fictitious. I have no idea. Let's say you're trying to make more money, that's more concrete, just know that those are two things that are going to pop up: business flaw, personal flaw. Just watch for them. Don't be ashamed when they pop up because they're going to. Every single time they always do... That happens to us every time. Just know that it's going to and expect them. When they pop up, you got to think of it like you're in the ring with this thing. You're an octagon. As soon as it pops up, boom. I'm going to hit it. I'm going to solve it. As fast as I can get it done, that's as fast as I'll be able to be successful with this. Anyway, I hope that's helpful. Viral video launch was a huge success, totally amazing. Rockstar of the entire event was definitely Dave Woodward. The guy just freaking killed it. Oh, my gosh. I can't believe everything he did for that. Anyway, if you don't have your own cookbook, I'd go get it, too. It tells you like, "Hey, are you trying to get leads or money? Cool. Oh, you're trying to get that. Cool. Don't worry about these funnels. Oh, what industry are you in? This, this or this? Okay. Well, then I won't worry about these funnels." It narrows down which funnels are best for your scenario that we've proven. Anyway, I think you'd like it. All right, guys. I will talk to you all later and have a good one, guys. 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

Click above to listen in iTunes... The two most common lies I see people struggle with are also what slows them down... Hey, do you guys remember that time I was hooked up to a lie detector machine in front of an FBI agent? 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. I was with the army at basic training, it was 10 weeks longs, we were doing all the things you see in Hollywood. We were running around, we were shooting, we were throwing grenades, we were shooting machine guns, we were really up early, up really late, hardly any sleep, hardly any food. You know what I mean? The whole works... I was one of the only guys who was there over the age of 20. I was definitely one of the only guys there who was married and I was definitely, definitely one of the only guys of the entire 200 in my company who actually had kids, also. I went into the army at an age that most people do not go into at. I'm about to get out, which is awesome. At the end of the training, my company they showed up and they said, "Hey, we need some people to go over to this polygraph machine and you're going to help FBI, NSA, and CIA agents with their polygraph skills." If you don't know what that is, that's like the lie detector machine, right? They like look in your pupils and stuff like that. Some of that's true, some of that isn't. They're like, "Hey, Larsen, we know that you have a pretty clean record. You need to go do that with them." I was like, "Okay. Dang, all right." They send me over to this building, which happens to be the national polygraph testing center. We're marching over there, it's early morning, the sun's not even up yet and you're marching over there. Everyone's holding their gun and stuff and we're walking over. We get inside there and we sit down in this room and it was kind of dramatic. This lady walks in and she goes, "Hey, by the way, just want you to know this is an actual polygraph. If we find anything inside your actual record, or anything comes up, or we uncover anything we will kick you out of the army and there's a chance you could go to jail." We were like, "What? Holy crap." It's funny because some people started opting out of it. They were like, "Oh, I feel sick. There's no way I could do this." I was like, "Sweet, this is cool." They were like, "By the way, also, if it doesn't go well or if we feel like you're lying we're going to take you to this room and we're going to interrogate you." I was like, "No way. I have got to get interrogated." They're like, "Sir, you're not supposed to want to get interrogated." I was like, "Come on. That was would be so fun." I was like, "Is there a single light bulb hanging from the ceiling and you guys are going to hit it, and yell in my face, and fire a gun somewhere? I don't know, interrogate me!" They're like, "You're not supposed to want that." Anyway, so they take me over to this room. We literally waited all day. They take me over to this room and we sit down in this chair. It's just me. The room is totally quiet. There's just a desk, this random lady sitting there I think as an agent from some agency. I don't know. It could have been Jason Bourne, I don't know. No, but we were sitting there and it was just this lady and I in this closed room. It was quiet. I just remember how quiet it was. It was extremely, extremely quiet. The kind of quiet where you can hear your own breathing, where you can ... It's like your thoughts are almost loud. You know what I mean? It's that kind of room. Super, super, super quiet. Can't hear anything out, can't hear barely anything in because the agent wasn't saying anything. I was sitting there and they start hooking me up to this machine. It was like I was in a dentist chair almost. I sat back and I laid back in this thing. They were wrapping straps around my chest, and around my arms, and at my fingertips. Polygraphs were a lot easier to beat way back in the day. They're pretty good now, though. What's funny about lying, this is what they taught us, is that any time you tell or hear a lie, anytime you especially tell a lie, you have a physiological response to that lie. The same response happens as if a disease entered your body. That's why they're able to tell and see if you lied because whether or not you want to there's this reaction inside your body that is harmful whenever you lie. I was like, "Whoa, that's really cool. I've got to remember that." Obviously, I did... What they're doing is they're looking for all these different spikes in your body; blood pressure, pupil dilating thing, all these different things. The pupil dilating this is, I guess, an easy way to not see it so they don't do that as much. Anyway, it was fascinating though. I'm hooked up to this machine and they start asking these questions just to see where my normal response is. "Is your name Steven Larsen?" "Yes." "Are you a man?" "Yes." They ask all these super false things, "Are we in Mexico?" "No." You know what I mean? Really, really it's exactly like you hear in the movies. Pretty soon ... What we were instructed to do was at some point, because this was a training exercise for the agent, we had to lie. They told us we had to lie sometime in there. They were like, "Don't tell us where. Don't tell us when. Don't tell us the question that you're going to lie about. Nothing. You tell the truth the whole way through because it's a real polygraph and at some point in there you need to lie." We were like, "Crap, okay. Okay, sounds good." I had this place. I was like, "I'm going to lie here. Here is where I'm going to lie." Mentally, you know it's coming up. The polygraph is going great. That spot started coming up and I was trying to keep myself cool knowing that I'm about to lie to an actual ... I think she either CIA or FBI ... An actual agent. I was like, "Crap, here it comes and I've got to be good at this." The lie comes up and it was something ridiculous like, "Are you affiliated with a terrorist organization?" Or, "Do you supply and create mass illegal drugs?" Or some ridiculous thing and I lied on it. The agent leans in, kind of like this slow breath, leans back out a little bit, squints, and then she asks the same question again, and I lied. She goes ... Then, she just moves on right next to the next question. I was like, "Oh my gosh, I just beat a polygraph machine. I just beat a polygraph machine. That's ridiculous." She believed it. What was funny was that she almost caught me. She almost got me. I'm a little sad that she didn't because it meant that I could go get interrogated and I was good enough that they never picked it up. I was like, "Crap, I want to go to the interrogation room. Come on, make it hard, coach." That happened. We walk out and I started thinking through because I went back to the rest of the people they brought with us. There was like 50 of us, 40 or 50 of us, something like that. There was only like one other person, two other people who actually beat it. Everybody else was caught. I was thinking like, "How interesting of all those tests, why did we beat it?" There's two reasons why... Number one, I realized that I had to put myself in the state of absolute apathy. There needed to be ... I literally had to care about nothing in the world. I literally had to care about nothing but myself. It was the weirdest feeling and sensation, almost out of body experience ever. Number one, I had to get in a state of apathy. No decision mattered, nothing matter. Number two, this was the hardest part and I almost messed it up; I had to believe the lie. I had to believe the lie... The first time she asked, I almost didn't make it. She almost caught me. I was like, "Crap, I have to actually believe that what I'm telling you right now is true." There was like this moment ... I only had a few seconds between each question each time she asked where I had to really dig down and actually believe the lie. I will tell you that that is one of the major reasons people are not successful. You're like, "Steven, what the heck does that have to do anything with it?" I'm telling you right now, or business in general, is most of the time is what ends up happening is there's really two sets of lies that go on inside a person's head. We just finished another FHAT event, as we call it, Funnel Hack-A-Thon, that's F-H-A-T, the F-Hat. Funnel Hack-A-Thon. It's three days, it's intense, there's now hundreds of hundreds of people that have gone through it that I've been able to take through, which has been a lot of fun. There's always two sets of lies that I always need to overcome in the person's brain. Even though they paid to be there. Even though they have some of the best information. Even though there's some of the greatest advantages, stuff I've never had. Huge stepping stones in their favor towards their success. This is true for anything you go do, anything that you go out and you try. Whenever you're trying to make money, whenever you're trying to go try a new sport, anything; there's always two sets of lies the individual has to over come inside their head. I've noticed it over, and over, and over, and over. It's the same things. When I'm on stage and I'm talking, and I'm speaking, and I'm going, and we're showing these different things, there's two different lies. If you can over come these two lies, it's going to be great for you. Number one, the first lie is a lie all about limits, internal limits. The lie basically says, "I can't. I am unable. I won't be able to. This something that won't work for me. It's great that it worked for you, it's not going to work for me." It's a set of internal "I can'ts", personal lies about the individual. It's limiting about your own self, about your own abilities, your own skills. You've got to understand that everybody feels that way. There's not reason to go and say, "Oh my gosh, there's no way I can get this done." Everybody felt like that at one time. I'm not saying you should not feel that. Those are feelings of inadequacy that can come to any person no matter how good you are. Even Madonna talks about a lot of the ... I actually really don't like her at all. I think she's dumb. I hate Madonna. What I think is fascinating is there is an article I heard about where she talks about the incredible, incredible self doubt that she goes through even before she's about to hit stage now when she's already successful. You know what I'm saying? I'm not telling you that limiting beliefs and lies about yourself are not going to happen. They're going to happen at every stage. It's going to happen. It doesn't matter how confident you act... It doesn't matter how sincere you act, how cool, and calm, and collected you are on the outside. Every person fights with a level of internal, "Hey, can I actually do this? Is this actually something inside of me that I'm able to accomplish?" Every person. There's no reason to be excluding because you feel that way. Every person goes through it. It's funny to watch. I'll always see ... We'll get through a big principle at the Funnel Hack-A-Thon event, right? Three days are going through and we've been on stage, we've been going for 18 hours, just on day two alone. It's an intense event. It's a lot of fun. We get a lot of things done with it. The two comma coaching events. I can always tell who's about to have that belief. I always need to crush it immediately. I'm not telling you to get into this motivated, "Blah, blah, blah," like la la land stuff. I'm telling you to expect that you will have those and understand that when you are, you've got to be self aware enough to realize that when you're experiencing that belief. Does that make sense? When you're experiencing the belief that there's no way I, personally, can get this done. "Steven, what does that have to do with business?" Everything. It has everything to do with business. Russell Bronson says there's a place now where the question and the problem is, "Who the heck to we funnel hack?" He's so far ahead of every person who's out there. The issue now is, who do we funnel hack? We don't know. The list is getting small because he is in the forefront. Who the heck are you modeling after now? You talk about internal beliefs he's got to completely battle and go over. I know that. We've got to go and say, "Hey, I'm at the forefront of this." This is something that no one's ever done and completely be able to take the risk that you could be dead wrong. You've got to be totally fine with that. You've got to be fine with that. That's the secret to getting over that lie. You need to be okay with the fact that you're totally going to fall flat on your face. 90 percent of the time that doesn't happen. There's some level of success that happens inside and you've got to learn to look at it and go, "Hey, look, I was successful here. I was successful there. This has been great because of x, y, and z." If you can learn to look at the good, it's not that you're shunning or acting like the bad doesn't exist or like the failure didn't happen. Know that it did. Learn from the failure. Also know that if you sit and you stew on it and you go, "Look, I'm not good at this. I'm not good at that. I'm not good at blah, blah, blah," you're never going to make it. It's that strong of a requirement. In order to be successful with any kind of business, anything. You guys know how freaked out I was just to launch this podcast, let alone the funnels put out in the world. It's a freaky experience sometimes. You're like, "Crap, this could go and fall dead on its face." I'm not telling you to go totally numb and be like, "Well, I don't care about anything." I'm not telling you to do what I did and go into a total state of apathy. That's not the right answer. You should care. You should be really freaking passionate. But to go and say, "Oh my gosh, it doesn't exist," or whatever, learn from the mistake. That's fine. There's so many times I see people, especially when I'm on stage, and it's coaching or whatever it is. Chatting with people, it's all about, "Oh, I don't want to mess up." You're gonna. "I don't want to fail." You're gonna. "I don't want to this. I don't want to that." Guess what? We all fell flat on our face. Do you know how many times we fail at click funnels? A lot and it's totally fine. We've all hit this place where we're like, "You know what? We're going to give it our best shot round one." When you launch your course, or when you launch your funnel, when you go and launch whatever it is you've got to be willing to be able to fail. That's how the success comes. You've got to be able to look at the failure and be like, "Okay, that's fine." You know what, it's not that I'm expecting it. I'm hoping it doesn't happen, but when it does, that's okay because I'll recover quickly. Boom, boom, boom, boom, boom. I'll recover fast and do my next reiteration and launch it immediately again. Boom, launch again, launch again, launch again, launch again, launch again, fail, launch again, fail, launch again, fail, boom. You go, and you go, and you go. The problem is that a lot of times the tying between each failure is so freaking long because we're trying to recover or we're trying to make sure it doesn't happen again or whatever. Who cares? Just go launch the thing. It's gonna fail. Just expect it to. Then, turn around and then you make the tweaks. Let the market tell you. You don't currently know everything that you need to to be successful. The market knows. You'll never know unless you launch something. Anyway, that's limiting belief number one. That was totally a rant. I hope that that makes sense. This is number two, though. Number one, the lie that people always experience when they're about to do anything business-wise is number one, is an internal based lie. "I can't. I won't be able to. I am unable." It's all about the ability of the individual. "I can't." The second kind of lie that I see that people will hit against is, it's external. "That can't work. That won't work. That isn't proven. That system's not correct. That funnel isn't good enough. That funnel isn't ... That business model. That product." You know what I mean? They make it external. What ends up happening is it becomes an excuse for them to anchor the fact that they haven't launched on those things. They go, "You know, I haven't launched yet. I haven't put those things out because of that. The market is bad." That was one of mine... My first time in real estate, I went around I put signs up all over the place. I got 300 people to call me in a single month, which is awesome. I was not a realtor. I was in the middle of college, like my second year. I had no idea what I was doing. All I was doing was trying to match sellers with buyers and take a cut in the middle. I was doing a double escrow close. It was a lot of fun. I really enjoyed it. I got seven contracts. Guess what? None of them closed. I got two multi-million dollar contracts, commercial real estate listings, and I knew how to get the deals at the time, but I had no idea how to close them though. For the longest time I blamed the market. Realizing, though, eventually that actually I wasn't good enough at selling the contracts that I was getting. I could get the contracts. I was good at that, but I was not good enough yet. One of the issues with ... The funny part about these two different lies is one is internal about the individual. The other is an external form. What's funny is usually the external lie is usually to cover up an internal insecurity. Does that make sense? "Hey, the market's not good." No, Steven was just really bad at selling the contracts he was getting. You know what I mean? He didn't know enough at that time. That sucks. That was really embarrassing. That actually was a very painful experience for me, professionally, to fail that hard after so many months of doing it. Finally, I just dropped all the contracts and I was done. I was like, "Ugh." Anyways, guys, those are two different kinds of lies. One of things that you can do best to hamper yourself is to believe lies. You've got to understand that those two different types of lies are really, really prominent and they will never stop. They're going to be something that pops up ... You know what's funny? I don't know if you guys watch the Funnel Hacker TV episodes, but there was one about me and my pump up songs. I was sitting in our sound booth. I'm about ready to get on a four hour coaching call and I got on these coaching calls, right? Before I do it though, holy crap, you guys. I take a little caffeine and I turn up the ... I turn up really heavy rock music and I have jam session every single time to get me jazzed up because I need to always make sure I'm in state so that I'm not ... It's like a repellent against any kind of lies. Especially, two kinds of lies. "I won't be able to do this coaching call well enough." That's not true. Number two, "What if this system fails?" Usually there's like seminars or something like that. Do you see what I'm saying? They will always pop up. Always. They're constantly there. Because they're constantly there, the noise that it creates often causes the individual to believe that it's true. It's not true at all. There's just opposition in everything. If you're doing great stuff, also understand that you're going to have crappy stuff that comes up at the same time. Equal intensities, equal strengths the whole way. That's okay. Expect it. Anyway, hopefully that's been helpful. Don't believe the lies. Believe that you can do it even though you might not know enough, that doesn't mean it's not possible. It's possible. It's possible. It's possible for me to go be amazing at this stuff. It's possible for me to go be successful. It's possible for the system that I'm building to work. It's possible for that funnel. It's possible for that market to want it. Does that makes sense? That kind of hope you build your whole foundation and business on is huge. There's a recurring thing. I hope it was okay. It's not necessarily an actual funnel strategy episode, but hopefully it's been helpful. Buddha once said that ... He said, "Your worst enemy cannot harm you as much as your own unguarded thoughts." That's from Buddha. I'll say it one more time. He said, Your worst enemy cannot harm you as much as your own unguarded thoughts." 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

WHEN To Interview, AND When NOT To... Oh, 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. You guys, it has been seriously six weeks since I had personally done a podcast and I'm very excited for this episode actually. I hope you've been enjoying the last six episode. What I decided to do is that, you know, when we found out that oh my gosh, look, there's six different categories really that most businesses fit in. Almost all of them actually... I was like, "Why don't I go find someone who's killing it with internet sales funnels? Let me go find that person. Let me go interview them and go dive deep with them." Anyway, I hope that you've enjoyed it. If you've not had a chance to listen to each of them I would. What was coolest to think through especially as the interviewer, watch all of these similarities that everyone one of them was talking about. A lot of it had to do with just standard marketing principles, but then also the very specific ways of like, "Hey, this works only in this industry," or, "This works only in this industry." But what's funny, and the more I've talked with Russell and the more that I've learned from him, he's taught me in many aspects that a lot of the times some of the reasons why he goes and he crushes it so hard routinely, over and over and over and over again is because he will take tactics and use them cross-industry. There's a great book ... Oh my gosh, I can't remember the name of it. It's the story of the dude that was selling snake oil almost literally and he made tons of money and people found ... Ah, man, I can't remember the name of it. Crap, I should have found it before I started this episode, but basically what he's taught me is that hey look, one of the best ... And actually teaches that in the book too. Is that one of the best places to find the best working marketing tactics out there is actually inside of the medical industry, right? They've got weight loss, they've got different dieting, they've got liposuction, they've got procedures, they've got high ticket things, low ticket things, supplements, continuity. You know what I mean? They've got all this stuff just over and over and over again. There is so much money spent on having the best sales copy and the best advertorials, the best creatives, the best ... You know, so if you think about different ways to do funnel hacking it's not always just yes, go find somebody inside your industry who's killing it. Really red ocean. Funnel hack them and then take one step further, add your own piece into it and now you have a new niche, right? That's how you have a new opportunity. Well, one of the other ways you can protect the niche and protect your business is to start studying cross-industry tactics. That's one of the major reasons why I'm telling you. Even if it's one that you're like, "Hey, I did not think that at all I would get anything from that interview Steven did before," but my guess is that you will and that you'll learn something. Go, "Oh my gosh, if I was to take that from this industry and place it over here I wonder if it would work really well?" Now you'd be prepared it might flop, but it's also highly likely that you're gonna ... It's super fascinating to start thinking of it that way. Anyway, so go out and start trying to find different cross-industry tactics that you could be throwing in there. Now if you don't have a business yet, focus on the business. Focus on creating something. Get something out there. Start selling, start asking for people's credit cards... Don't get distracted by that when I'm telling you right here. But if you've got something up and you know how it sells, you figured out what you're selling and you figured out how to sell it, now it's time to start going cross-industry. Or maybe it is start going out and how can you create yourself to be more hard to beat, right? How can you create yourself even stiffer competition or stiffer for others to actually beat? Stronger marketing tactics, right? Make the offer even cooler. There's a whole bunch of different ways. That's actually part of a presentation I give elsewhere that I should maybe show you here and ways to protect your niche. But anyway, I recently, while I was in the middle of those interviews, I had somebody reach out. And it's always so funny to me the people that react on what I publish. It's hilarious. You always get people who love what you do and it's super fun to hear from them. I love that. It keeps you motivated. And then there's always people that reach out and you're like, "Did you get some kind of status by telling me how much you hated the last episode of something?" What was the motivation going on inside your head for why you felt you had to actually turn around and say, "Hey, that sucked." Or I don't know, when I knew it didn't. Or frankly I don't care. You know what I mean? If you're out there and you're starting to publish just understand it. I wanted to just tell you guys why I actually publish. Why I do this. Because a lot of you know I did not want to publish for a long time and I want you to know why you should be. I've written out several reasons here... I want you to know why you need to be publishing, because this individual reached out and they were like, "Look ..." They said, "Steven ..." Which I totally disagree with, but I see what they're saying too. They said, "Steven, you're so much better interviewing people and you're terrible by yourself." I was like, "Mmmm, that's a strong opinion. I can see that." But I want you to know why I interview and I want you to know why I will have ones where I just teach my own thoughts. I recently was sitting in a room with JLD, right? John Lee Dumas, Entrepreneur On Fire. Great guy. Do not take anything I'm about to say as a jab at him. Understand that it is completely out of a positioning move of what I'm about to say. I listened to him teach on stage and the man is amazing. He's done how many thousand interviews literally. That's his whole model. He interviews people like crazy, right? Like Letterman. You know, David Letterman. He just interviews. The interview and the interview and the interview and the interview and the interview and the interview. And that's it, and I don't know any of his personal thoughts. While he was talking I had the very, very distinct thought pop into my head. I was like, "You know what's interesting ...?" Because he started doing Q and A and every single one of the questions that was coming to him all had to do on how he podcasts. None of the questions had anything to do about business or marketing. It was all about, "Hey, how the heck do you pull off recording that many interviews? Oh my gosh. Hey, how on earth are you able to get it done?" And I'm not taking jabs at him. What he's done is fabulous. It's amazing. He's made obviously a huge name for himself, but when Russell stands up, who also has a podcast, who publishes in many places, people know very well who he is. People don't ask him how he podcasts. Meaning he'll get that question, but it's not the main topic... People don't ask me, "Steven, how do you podcast?" They ask that, but it's not the main topic. They ask me, "Steven, how did you build that funnel that made X number of dollars and broke records?" Or you know what I mean? That's more the type of question that I get. I don't get questions about ... I mean more than two or three that I've had that has spurred a few podcast episodes where I teach you how I do my podcasts and how I publish, but I positioned myself as wanting ... You know, I want people to know that I'm in a unique spot where literally all day, every day I'm building stuff in click funnels in different industries and get to see cool places. You know, "Hey, this works well here. This works well there. This doesn't work well here." That's a unique place to be in and I was like, "That's a unique place to be in." And I was like, "That's a unique positioning." I don't want to do interview after interview after interview where suddenly I become the guy who is just the interviewer. Right? And so start think ... I want you to go publish. It will change your life... Give yourself one year to publish. Even just do a bare minimum once a week and I promise you your life and your situation and your trajectory will be in a different spot because of publishing. It helps you figure out your craft. And you know what? That person was right. Especially at the beginning of my podcast show. You can go back and listen to them. They're not that amazing. Like what I am saying is good, how I'm saying it, my delivery, me, my message, my polarity, my attractive character wasn't that good and I know that, and Russell knows that and everyone who listens to it knows that. But the reason that I podcast and the reason that I do it is because it made me better. I've been doing this over a year now, which I'm very proud of. I had some great episodes, had some ones that probably aren't that amazing, but the reason that I podcast and the reason that I do a few shows ... Yeah right, kind of sporadic in between. There was a season there where I kind of didn't do many interviews, but I like to sprinkle them throughout and I've got some great interviews coming up for you guys... Oh my gosh, it's so freakin awesome. I got some good ones coming up for you, but the reason I do is because I find my own voice by doing this and one of the biggest issues that we find why people are not being successful ... I'm about to go run a FHAT event tomorrow for three days. Why can I stand up ... And I'm not saying that I'm as good as Russell or I'm not trying to compare myself to him, but how can Russell Brunson let a guy ... Again, I'm not tooting my own horn, but just think about this. I'm not drinking my own Kool-Aid. I'm very, very aware of that. Just think with me through this on the process. How is it on earth that the CEO of ClickFunnels, guy like Russell Brunson, could let a guy like Steve Larsen stand up on his stage for three straight days and teach in his place? Well, it's because I've been practicing my own voice, right? I figured out my message, I figured out those things. There's a piece of value I can now give and at the beginning when I was publishing I didn't have those things, so I went and I interviewed and I found my voice along the way and it got stronger and stronger and it still does get stronger and more intense. The power of publishing is ridiculous. It's amazing. If you think of it, it's almost like ... A lot of you guys know I like to backpack a lot. I love being out in the mountains. There's something about it. I think it's ... For whatever reason it's very, like, a combination of calming to the nerves but also I feel like there's a lot of great meditation, things like that, you can do. I actually don't really know how to meditate, but I like the quiet and maybe that's close enough. I like the quiet and I like to think while it's quiet and dream and things like that. You know what I mean? And have my own little visions on where I want to be and things like ... Like that's cool. I really enjoy that, but just thinking about that, any time there's ever been a trail ... You know, I've done a lot of high altitude backpacking where the oxygen is so thin the trees can't grow. You know, like the super, super high mountains. I love that stuff. It's extreme, it's hard, it's very challenging, it's very taxing on the body. It's fun to go through something like that. Well every time ... And you might laugh and go ... Anyway, let me finish that. Every time we go climb a mountain, if there are moments where there's no trail ... Which might shock you. There's a lot of moments, especially high altitude where there's not a lot of people, humans, that have been up there like ever. You know what I mean? Not a lot of humans have gone in some of the places I've been, which is really, really fun. There is not enough feet that have hit the ground to create a trail, you know what I mean? And it's way harder to climb or it's a lot harder. I got to be more careful. The footing is different, it's more loose. It can be more scary, and so when you're climbing up these mountains and you're doing this stuff, when there is a trail it's so much easier. Think of every episode that you publish like a brick and you lay that brick and you put it down there and just like ... It just popped in my head. Just like Will Smith says, "You lay that brick as perfectly as a brick can be laid." And you put it out there as best as you know how, and you just focus on that one. Not on the whole road, not on the whole trail. I've never actually hiked a mountain where there's a brick trail, but just for the analogy. Okay, then there's another brick. Now you need to lay that brick as perfectly as that ... You know, and that's like another episode or another content piece or you've published something or whatever it is. Another communication piece has gone out there. And you do it as perfectly as you can and you do the next one as perfectly as you can. Pretty soon you have a road. Does that make sense? And it's easier for people to climb your mountain as you, the guru, on the mountain. Does that make sense? It's easier for people to approach you when you have tons of episodes and you have tons of stuff published. That stuff doesn't go away. Do you know the SEO power behind the stuff that I've made with that? That's the reason that I do it. Anyway, that's just part of the reason I just wanted to share that with you that I interview people because of the ridiculous value. I know I'm not an expert in everything or barely even in one, you know? And so I go find people who got great stories and I have them share their experience. Stuff that would take me their lifetime to learn also. I just got my own, so I go interview like crazy, which is super fun. Usually I'll batch interview and I'll get tons of interviews done at once and I'll just kind of drip-release them out. And then there are moments when I'm like, "Hey, you know what? There's a cool thing that I just learned about X, Y, and Z and you know what? It has everything to do with funnel building. Why don't I just share it with you?" You know, right? It's just my episodes of myself. Everyone that you put out there is kind of like a brick and guys, ah, it has helped ... Someone could have a great, new offer. They can have a great, new opportunity. They could have a cause, but if they don't have the charismatic leader, which is heavily dependent on finding your voice. If they don't have that last aspect it is very challenging to create a mass movement. It's very challenging to create a brand. You got someone super boring? I don't care... Guys, stereotypically in College, professors, they know a lot of crap, right? But a lot of times a lot of them are really boring, right? They're bored of their own message. They don't have the attractive character or charismatic leader and the ones that have that are the ones that really make you turn into a new person, right? Or challenge you or whatever it is. Anyways, it helps you find your voice and the last part here is the revenue that a podcast can generate is insane, right? Last year I had a single product generate 50 Grand, a lot of which was kin or a lot of it came from the podcast. There's no ad spend. People found out because of this. Podcast listeners are typically buyers. They're action-takers. They're the kind of people who are doing things when they're out and about, right? They're listening to things when they're out and about. They're proactive people. They're not the kind of people who sit around and watch TV all day. YouTube audiences aren't really like that. Podcasters are, right? Facebook people, they're not usually like that also. They're kind of there for distraction and for entertainment. Podcasters though? If you're listening to this podcast I know already that you're the kind of person who has dreams and goals and aspirations. You're trying to do something with your life and you don't give a crap if someone else is trying to make fun of you about it. Does that make sense? That's the people I want to hang out with, so that's why I chose podcasting, okay? The revenue that comes from it is crazy. You'll find your voice, you'll become better, you will figure out your own craft. I can't think of a stupid reason or a bad reason to publish. Just know that when you get out there and you start publishing, you're going to get haters. It's stupid. I don't know why. What the heck else are they doing in their day? I have no idea, but that's why I publish and I want you guys to know that and if you feel awkward ... I feel so, so excited and so happy. I've had I think at least four people that I know who've at least told me that because I said, "Hey, go podcast, go podcast, Sir," or whatever it is. "Go publish." Whatever it is that you love doing. They've starter their own show or their own channel or whatever. They've started their own publishing venue and because of it they've made money. Episode two, you know what I mean? Lots of it. Life-changing amounts and not just like one person that I know of. It happens over and over and over again. Publishing brings an insane amount of authority behind it. Anyway, it's getting late. I got to go to bed. I got the fad event, which if you don't know what that is, it is a three-day event where basically we help you write out your entire webinar script. We build the webinar funnel, we help you create a new opportunity, the attractive character. I mean every piece you can imagine. We have had many people ... We actually really only started doing this back in February, but that was kind of just to a closed-group. Publicly we've only been doing it for four months. We've had several people make well over a million dollars from that event alone, so I'm excited. It's always a fun group to go to and it's part of the Two Comma Club coaching program that I'm the head coach for, which is awesome. Super fun. I really enjoy that program. Love hanging out with those people, but I got to go to bed because it starts at few hours and I'm going to be on stage for couple times for like 18 straight hours, so they're long days. Super fun, but anyway, great stuff. Anyways, guys, hope you're doing awesome and if you want to be interviewed on my podcast I want you to go to salesfunnelradio.com. I'll be updating that site soon. I'll be updating all the stuff I've been doing shortly, but I'm a little bit busy. But go to salesfunnelradio.com, scroll down and click on the green button on the right and it will record a voicemail straight off your browser right to me. And, you know, sell yourself. Pitch yourself. Tell me your story. Tell me what it is that you do. I'd love to get more stories and such on here. I've got already a kind of a waiting list, but it's exciting. Not even a month ago we're at 50,000 downloads. We're already past 62,000. It's only been a few weeks. I appreciate all you guys. You guys are all awesome and just go make a lot of noise, okay? Whether it's publishing or whatever it is and know that you'll get a little backlash from it, but who cares? Whatever. Alright 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 funnels for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Ever wonder how the top guys actually make fortunes in MLM? Join us now to hear secrets of the "big guys"... Steve Larsen: What's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. Now this is part six of six. This is the last segment of this whole series. We're gonna talk about MLM funnels. MLM funnels, this is gonna be a little bit of a different sub interview than the other five so far, and the reason being is because in the other five, I have always been interviewing an actual funnel builder, right? Somebody who put the funnel together for their business, their industry, whatever it was. This is a little bit of a different scenario, I have an opportunity to interview an amazing gentleman who has built MLM the traditional way, but without bothering the family members and friends... You guys know that's my whole thing and so, we're gonna learn how he did that without using heavy tech like I use. Does that make sense? So it's kind of a rare look at this. He's done both seven figures personally, both in his MLM, but also in traditional business. Anyway, he's a very, very rare take on MLM and what it takes to be successful with it. Then what I'm gonna do is I'm actually gonna show you guys, or rather talk about and teach, why I have an MLM funnel myself and what it does and what it's done for me, and the whole psychology behind it because it's amazing. I've never seen anybody else do it. There's one other guy who kind of came close, but even then, it actually won't do the full thing that this does. Anyway, I'm excited for this interview. Even if you're not an MLM, I think you'll enjoy the tactics that he uses and how he manages his own business, 'cause I think if we were all to manage his MLM business the way we manage our personal ones, our actual lives would get mentally quieter. There wouldn't be so much noise in our head. Anyway, let's get into the interview... Announcer: 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: Alright you guys, I am super excited that you're here listening with me today. We have a very unique opportunity to hear from, honestly, one of the most brilliant people I've ever met. I actually only met him only a month or two ago, but right off the bat I could tell something was different. I have on the call with me Mr. Jon Penkert, who alone inside of the MLM industry, he's one of the top income earners. He's one of those rare guys that has done both seven figures in regular business, but also seven figures in the network marketing business. One of the things he's taught me is that most people only recruit two and half, two to three people into their MLM business ever. And to say that he's done, which is true, over $500 million in his own downline is absolutely amazing. Anyway, I'm excited to have Mr. Jon Penkert here with me. How are you doing man? Jon Penkert: Hey! Good morning Steve and thanks for having me on the call. It's a privilege to be speaking with you. Steve Larsen: I'm really excited that you're here. This is a very unique take. Most of the time when you hear the word MLM, I'm sure you were the exact same, you tend to run the other way. Most people do anyway, and I know that you've figured out though the way that this whole thing works. But before we jump into that, I actually wanted to ask, how did you get into MLM? Jon Penkert: Well, I was an entrepreneur out of college and moved to southern California. I wanted to take advantage of the business opportunities there and leverage my skills and my degree. When I arrived in California, you know it's kind of the mecca for network marketing, I never really heard of MLM. So, a friend of mine invited me to a meeting and I was very skeptical... It just seemed too good to be true. I couldn't believe all the money they were making. I was like, "Man, I gotta check this out." And it's funny, you say that people run from MLM. What happened is, I started getting involved in network marketing and then people started running from me. Steve Larsen: Exactly! Jon Penkert: I learned very quickly that this MLM business, it's rife with problems. You end up losing a lot of your friends in the beginning 'cause you don't understand what's required to be successful, you don't understand that the key ingredients to network marketing that makes successful champions are no different than any other facet of life. Whether it's business or music or sports, there's a formula to success. Once you figure that out, and you embrace the formula, then guess what? You begin to have this success that you long for... Steve Larsen: Now, did you know what that formula was when you first started? Jon Penkert: No. As a matter of fact, I have about 10 years of pain, which means failure. I learned that success is built on the back of failure. I used to tell people, "I'm the biggest loser in network marketing," because I tried everything and did it wrong. So, I got about 10 years of pain before I figured out, "You know what? There's gotta be a smarter way to do this." Steve Larsen: That's amazing. So, when you first joined though, what happened? What was all that failure? Most people don't talk about the failure parts, but I think we can all relate to it. Jon Penkert: Well, I don't fail small. I failed big. Back in the 80's people in California were making $30,000 a month in network marketing and there was a company called FundAmerica. You can research it... It actually is the case that all the case law studies. It changed the industry, because back then, you paid a lot of money for your membership fees. It was high membership fee to get involved in these clubs, these MLM clubs. The federal government shut them down for illegal Ponzi scheme, and so the big boys like Herbalife and Amway, they all went to school on that and they changed how they come to market. So all the case law for network marketing was really centered around that FundAmerica. You can do the research on the lawsuit. They came out on the other side nine months later innocent and not being convicted of a Ponzi scheme 'cause it wasn't, but it ruined the business opportunity and all the downline had dissipated. All of us that got involved and began to build saw the rug literally pulled out from under us in what we thought was the biggest opportunity of our life and we were all gonna become millionaires. The truth is, you realize if you don't have experienced leaders that have set a foundation to do it right, you're gonna get taken out and there's a lot of examples of that today but the case law began with that FundAmerica opportunity that I was knee deep in and got the rug pulled out from under me. Steve Larsen: So you came in while that was all going on then? Jon Penkert: Yeah, actually I had the misfortune of coming in at the end. I got all my guys in and we started running right as they closed the doors. Steve Larsen: Oh man! Oh my gosh. Jon Penkert: Yeah. Steve Larsen: Did you pick up and go obviously to somewhere else then I'm sure? Jon Penkert: Yeah. Then I got into a couple other companies. I tried the travel industry, it's big in network marketing, and I tried supplements. That's also big in network marketing. The number one product in network marketing is weight loss. We live in a culture that suffers from obesity and everybody wants the quick fix. There's a formula to losing weight, but everybody wants to take a pill so often times in network marketing, companies begin with weight loss. It's very common. The problem with weight loss, for those of you that are in weight loss know that 90 to 120 days into the journey people do one of two things. They lose the weight and get off your product, or they don't lose the weight and they blame your product. You lose your residual income often times in weight loss 'cause people don't stay loyal to the product. Weight loss is a tough way to create residual income. Steve Larsen: Interesting. That is fascinating. So did you deliberately steer away from that? You're asking questions that most people who are brand new in MLM never ask. You know? An awareness of the economy and the market and what's selling and what isn't, it's through the roof. It probably wasn't like that at the beginning though I'm sure, was it? Jon Penkert: Well, it's not. When you look at an opportunity, most people get involved in an opportunity because it's based on hype, right? My really good friend found this product they love and now I love it. We're gonna get rich together, and we're gonna do network marketing. Those are not good reasons to join a network marketing company. Unfortunately, that's how most people get involved in network marketing and then when they don't make the money, then they're like, "Oh, what happened?" There's five pillars of things that are important in network marketing. For those of your listeners that want to do the ... I was like, "Where do I find out about how to be successful?" Steve Larsen: Right. Jon Penkert: Harvard Business Review actually has a study on MLMs and what it takes to be successful. Go read it. Google it and find out here's the key ingredients that you need to be successful in network marketing. It's out there. It's not a secret. Steve Larsen: That's fascinating. So you go into, was it FundAmerica? And they kind of go under and go through all that big stuff, and then you transfer to another MLM. Now, were you successful you'd say in that one, or were you still learning what it took to be successful with it? Jon Penkert: Yeah. Well, I'm a type A driver and I'm very success oriented. I'm a guy that I'm gonna just try to make it work. I've done a lot of network marketing opportunities, but where I had the light bulb moment, the aha moment, was when one of my friends said ... I said, "Hey, get involved in this one and we're making a lot of money and we're driving the new cars and we're doing all this stuff." And he looked at me and he said, "Jon, you always get the car but none of the rest of us do." That was where I went, "Wait a minute." Steve Larsen: Powerful. Jon Penkert: It's not about how much money I can make or what I can do, I want to find an opportunity where I can mentor people and help them drive the new car. So that was a paradigm shift in my thought process. I said, "You know what? I have to look for something ..." There's a word that is abused in network marketing it's called duplication. I got news for you guys, everything duplicates. Success duplicates and so does failure. If you're using your influence to build your network marketing business, it's not duplicatable and ultimately will fail because your people don't have your influence. But, if you have a system that people can follow to make money, the system will duplicate and then you have an opportunity in network marketing to create a sustainable residual income. The system has to duplicate, you can't just use your influence and that's when the light bulb went off for me. I said, "You know what? It's not good enough for me to be able to do it, I have to enroll people on the journey and will help them actually accomplish their goals." Steve Larsen: That's huge. So from that point on, you went forward and just noticed that it's got to be a system that's duplicatable, rather than you being duplicatable. System wise, what did you go create? What was it that you knew that you had to go do? Jon Penkert: Well, the first thing that I do when I look at a network marketing company, is I say, "Look, I need 90 days to see if the system duplicates." Because once you begin ... most people make the mistake of measuring their success on their signup bonuses, right? "Hey, I went out and got a few people to sign up and they got some people to sign up, and in the first 30 days I made $3,000." That's not a duplicatable system, that's a sales job. The money you make on the front end isn't as important as if I sign you up Steve, and how much money do I make on you four months from now when you're on auto ship? That's the key. Steve Larsen: Right. Jon Penkert: Because if I want a residual income, it's not your sign up bonuses, but it's your monthly auto ship that creates an income for me. Now, if I have a product that doesn't have a monthly auto ship component, you can't create residual income. It's gotta be something that you need or want every month, right? Most people will buy something for a couple of months, but is it sustainable? What does that mean? Well, is it something that, as a consumer, six months from now you're still gonna buy? Because if you're not gonna buy it then I don't have a residual income stream, so I always measure the opportunity not how much money do I make up front, but what kind of residual incomes am I making on an auto ship function three, four, five months out? Then I look at the percentages of growth. If my growth percentage is there, then I've got something. Not the paycheck. If you look at your paycheck in the first two or three months of any opportunity, and measure the long term viability, you're making a mistake. Steve Larsen: Fascinating. Okay, so 90 to prove the system, gotta have the monthly auto ship as a component to the MLM you choose, what other components should people look for when they are choosing one? Jon Penkert: There's a saying in business, remember I'm a ... one of the things that made me successful in network marketing is realizing that my entrepreneurship business skills, in traditional business, they don't translate well to network marketing. When you try to bring your skill set from a traditional business model into network marketing, it doesn't work. It doesn't translate. Steve Larsen: Like what? What do you mean? Jon Penkert: Well, entrepreneurship requires a skill set where you have an ability to take risks and make very quick decisions and cut your losers fast and leverage a skill set more than a system. You try to bring your skills into network marketing it doesn't work because why? [caption id="attachment_1194" align="alignleft" width="430"] Business Colleagues Together Teamwork Working Office[/caption] You're managing a volunteer army, nobody works for you. It's like a sports team, right? Everyone's part of the team and we want to win together, but since no one works for me, I can't hold them accountable. I have to motivate them, which is why network marketing often times leverages self help. Become a better version of yourself, work on yourself. Steve Larsen: Fascinating. Jon Penkert: Because the stronger self you have, the more people you're gonna lead. Steve Larsen: Fascinating. It is all about the motivation then for that. I didn't realize ... I mean, I knew that MLMs kind of like bus op wrapped around ... with the personal development wrapped around it, but that's a fascinating way to describe that though. I've never thought of it that way. Jon Penkert: You said what's important? What do I look for? Sports parallels business that parallels network marketing, and what am I talking about? Leadership is the number one thing that has the biggest impact on your success. Why is that? Because the rate of the pack is determined by the speed of the leader and it doesn't matter if you look at successful sports teams or businesses or network marketing, you gotta have good leadership. That's one of the things that I leverage going into an opportunity is are the leaders experienced? Are they just a bunch of guys that found a product and have never run a network marketing company? Or are their leaders proficient at the global business model? Because, listen you guys, today network marketing is the business model of the 21st century. There is no greater. What you are going to get paid to do is monetize networks that you build globally, not networks locally in a local market, but your ability to sell products and services globally in a global market place. Which means what? Language conversion, currency conversion. You monetize global networks, you want to be with a leader who's done that before. Somebody who's opened up other countries. Someone who understands logistically how to deliver products into those countries because you can have the greatest product in the world but if you don't have a leadership team that can deliver, you're gonna end up with a lot of unhappy customers. Steve Larsen: What are you doing to train people below you to become leaders? Like you said, that really does seem where all that duplication is even possible. Jon Penkert: I have my own philosophy on leadership. In the leadership circles, I've studied leadership and there's a great argument in leadership, and it's are leaders created or are they born? Steve Larsen: Right. Jon Penkert: They go back and forth on that question. The truth is it's neither. Leaders aren't born. You're not a born leader and you can't just choose someone and create a leader. Steve Larsen: Right. Jon Penkert: I like to look at leadership one of two ways. You're either a cheerleader, which sits at the back of the room and encourages everybody to be the best they can be and go out there and charge and go do it. Then there's the servant leader that says, "You know what? I'm going first. I'm gonna go and go across the river and swim across and make sure it's not dangerous and make sure it's attainable. And then I'm gonna encourage my people to follow me." Leaders are neither born nor created, leaders are chosen... The masses will choose to follow you if you're cutting the path and doing the right things and having the success. Success attracts success. So as a leader moves forward quickly, there creates a vacuum that people will follow. So my definition of a leader, first and foremost, is the visionary who's following the path and setting the right example and the people will follow. Steve Larsen: That is definitely the best definition of leadership I've ever heard. Okay, a cheerleader or a servant leader and you're chosen by others based on you cutting the path and being an example. Wow, that's amazing! So you go out and you're teaching others to do that obviously, because you've chosen an MLM with the monthly auto ship and you have to develop new skills, you now have the potential for actual residual income. What are you doing to actually find people? It was fascinating, you told me when I first met you ... what do you say? The average person recruits only like 2.3 people in their life ever? Jon Penkert: Well the industry standard, and look, these are standards. Jim Rohn is a great leader and champion of network marketing. You can't beat the system and the system says the average person is gonna recruit 2.5 people in their career. So what network marketing companies try to do is they try to attract the superstar recruiters that are gonna recruit 200 people, but just do the math. Eventually, if you have a system that requires the average person to recruit more than 2.5 people for instance, well you're gonna set them up to fail. You can't beat, basically, the laws in network marketing. Steve Larsen: Interesting. Okay, so one of the other pieces you've taught just floored me. I mean, I just was blown away by this strategy. Before I did any marketing, I actually was going into CIT. I was gonna be a programmer, and I was learning about these things called binaries but you dropped that word and it meant something totally different for MLM world. Do you mind describing what it is that you were sharing with me? Jon Penkert: Well let's take a step back. The one thing that's consistent in life is change. Steve Larsen: Right. Jon Penkert: Change is always gonna happen. If you'd have come to me 10 years ago and said, "Jon, I got an MLM and it's a binary. Will you join?" I don't want to join that because an old school definition of a binary, the way they set them up really hurt people. The fairest comp plan was the uni-level. There's matrix and there's different comp plan styles and different hybrids, but all of the legacy companies ran a uni-level platform. The truth is, in a uni-level, you've gotta bring your 20 friends into a room, get them signed up, push them out, say, "Go get your own 20 friends. That's how I make residual income, but you gotta go to work and get a job." Steve Larsen: Right. Jon Penkert: That really catered to the type A drivers who could recruit, but it doesn't help the average person. Why? Because the average person is only gonna bring in a couple of people and now you need a front line of 20. So it begins to unravel. Now I say that, I made a lot of money in uni-levels, but today, the hybrid binary's serve the masses the very best. Now why do I say that? Because if you have a system where the average person is gonna get 2.5 people recruited and you have a three-legged system, four-legged system, five-legged system to be successful, you're setting yourself up to fail. But if you have a binary system, which is a two-legged system, and you're building a team and 100% of the people as the recruiter that you bring in, either go onto your left team or your right team, that means each person benefits from not only your ability to recruit, but I've set them up to succeed because their 2.5 people does what? It qualifies them. One left, one right and now they have at least a half a person overflow into their downline, so now every person's adding to this success of the system and the system supports the 2.5 people they're gonna get. If that makes sense. I know sometimes when you talk about numbers, people get a little foggy but that's the reason the binaries today are the best leverage point to create residual income. Steve Larsen: So for example then, just so everyone understands on who's listening as well, my first month of MLM was a classic example of ultimate failure. I did a great job of recruiting people. I literally went down Main Street and I recruited 13 people in that first month, but I spread them so wide. You know? They were out all over the place, and you're saying that's not what I should do, right? Jon Penkert: Yeah, let's look at it. I like analogies in life. If you take a very large room and you have all of these light bulbs that are lighting the room, the light source defuses the light and it lights the room. Steve Larsen: Right. Jon Penkert: But that's not maximizing the energy. Laser beams maximize the energy. If you took all the light and you focus it into a small beam you can cut steel with it. When I'm running a team, as a leader, I want to maximize their efficiency. I don't want them focused on 10 legs on their front line, I want them to run this business with maximum leverage. Two-legged systems does what? It focuses their time and energy in basically two streams, so you're not defusing your energy. You're focusing energy and your teams can run faster. Steve Larsen: Just in case people don't understand also the lingo or jargon, you're saying only two-legged meaning I'm only gonna put two people directly below me, right? And then try and do that for the people below them also, right? Jon Penkert: Yeah. In a binary system, I sign you up Steven and you go get two people. One left, one right. They get two people. One left, one right. Now, when you get the third person in the business, it has to go under Team A or Team B. Now, what's happened is those people that have joined you in the business opportunity, they take advantage of their upline, your ability to recruit, to help them build their residual income. That's powerful... That's what J. Paul Getty said when he said, "Look, I'd rather have 1% of a hundred people's energy, than a 100% of my own." Right! I want to join a team of leaders that are recruiting because I'm gonna bring my two people, and my people are gonna bring their two people. Then, the overflow, you have an opportunity now to gain the advantage of your upline's recruiting ability. If that makes sense. Steve Larsen: Yeah, it really does actually. That's fascinating. Now, when you were saying that all binaries are not created equally as well, I guess compared to what you just said right there, could you show what a bad binary would look like? Jon Penkert: Well, I hesitate to step into that because there's a lot of people that make extraordinary incomes in uni-levels, and extraordinary incomes at what I would consider a bad binary. There's good binaries and there's, let's say, better binaries. Right? I look for best in class and there's a series of things that are qualifiers that will tell me, "Is this a good deal or isn't it." Honestly, I'm gonna step aside for a second you guys. Look, you don't do this business by yourself. When I lead people, I tell them, "Look, you're a sum total of the five people that most influence you. Who are the five people that surround you?" My life is no different. I've got very good leaders around me that I consult with. When we look at a comp plan, I don't look at it by myself. I get my business partners to pick it apart as well 'cause I'll only see a certain deficiency, but I've got guys that break it down. They go, "Look, here's why it'll succeed and here's why it won't." I don't just rely on my own ability to analyze. I've got strong partners around me and each of you should do that. Your upline, your upline's leadership, and the downline, the people that you're attracting into your business. You have to surround yourself with strong people. That's a business acumen issue, that's not just MLM. It's good business. Steve Larsen: You've completely opened my eyes to more of these. The way you run the business is fascinating. Even the fact that you said, that I have a business card. Why don't you have your own business card to hand out to everyone? You don't run it really cool man. It's so awesome. Jon Penkert: I don't have a business card because I want my people to trust me. As a leader, if you lose trust, you lose everything. So when I go in and speak, I'll speak in front of rooms of 20 people and 2,000 people, but what happens is people come up to me and they say, "Hey, Jon. I want to join your team. I want to be apart of your deal. Or do you have a business card so I can contact you?" I'm not there to recruit my people's people. The only way you get ahold of me is really through one of my leaders. So I don't have a business card because I'm not looking to recruit anybody. The other thing is what I've learned in the business as well is, even if I come across a cold prospect on an airplane if I give them my business card, I have a 100% chance of them never calling me. They just don't follow up. Steve Larsen: Yeah. Jon Penkert: But if i say, "You know what? I don't have a card but let me get your number and I'll follow up with you." Now I've taken control of the relationship. It's amazing how I always have a chance to follow up with them if I don't give them a business card. It's part of a business progress, but it's also part of my leadership where I don't want people thinking I'm gonna cross-recruit their people. I work for them, and when I'm in one of their business meetings, then you can always contact me through them. If they want to give out my phone number, they can. That brings up another subject that you ... I'm gonna keep rambling here. Steve Larsen: Nah, I love it. Jon Penkert: What happens is, as you build these teams ... I've only recruited, best effort, between 30 and 40 people in any network marketing company I've ever been in because once you start building a team, I start working for my downline. Steve Larsen: Right. Jon Penkert: So when I go into your home, I meet your 20 people, guess what? There's two or three of them that want me to help them build their business and I meet their 20 people. The masses that I've created, I've done one person at a time partnering with them and building their business. So I don't have to recruit a lot of people personally. All I have to do is be a leader and work with my downline and the masses will come if you do that. Steve Larsen: Yeah, it's great. It's absolutely great. And so, if you go out and you have that servant leader attitude, obviously that we've been talking about, and ... Anyway, I'm taking huge notes right now, just so you know. I'm drawing circles around all the key pieces and putting it together because this is really awesome. I hope all you guys listening are doing that too. I do that for every one of the people I interview. This is really, really interesting. So, if I'm brand new in MLM, brand spanking new or say I just joined a new one or whatever, what are the first key pieces you'd have me do as a new person into an MLM? Let's say it's in the chosen one you like where there's a binary with it, there's auto ship, all the pieces are play. What would my roles be? Jon Penkert: Well, I would seek, as fast as I can, who's in my upline and who the leaders are because the upline leaders are waiting for their phone to ring with their downline because they want to work with them and they want to help build the business. You might as well leverage their experience because I guarantee you're two friends that you bring in, they don't know anything more about the company than you do. Steve Larsen: Right. Jon Penkert: The closer you can get to your upline leadership, the better that it is. I tell you what, here's what I wish I would have done and for all you guys that are new to the business, I wish when I was out of college I would have gone and looked in ... You know, the DSA today, there's about 20 to 22 legacy companies that do over a billion dollars. We're in an industry that does $130 billion globally. There's about 20 companies that actually do over a billion. I wish that I would have found a product that I really liked and believed in, and then joined the legacy company for a couple reasons. Because then I would have learned the successful tactics and strategies of a network marketing company and I would've got connected to leaders in the industry because if you think that five years from now, somebody's not gonna come out with the latest and greatest something and turn it into a network marketing company, you're wrong. The relationships that you build will sustain you throughout your career. So, I wish I would have just gotten involved in really good companies and learned some principles and met amazing leaders because that's what network marketing's about. It's about connecting great leaders. Any of your listeners, go find a good company and get involved with them, not because you're ... I hope that you spend the next 20 years with them, but you probably won't because the truth is, when you're looking for a good network marketing opportunity, the one thing that I cannot teach or coach you is something called timing. Well, the time to get in those companies, honestly, was 20 years ago when they started. Right? Now you're not gonna create ... it would be a rare person, somebody probably will to prove me wrong but, the average person isn't probably gonna get in there and create an extraordinary six figure income because they've had their run. I want to look for a company that's been around for a couple years, they've got their ground work underneath them, they're doing 40 to 50 million a year, and they haven't hit momentum. The key is pre-momentum, and you'll get that in the Harvard Business Study Review, when you read it. You want a company pre-momentum, so that you're the one that is building the legacy and the income. When they do a billion dollars, you've helped them grow from 50 million to a billion. That's what you look for, is timing. That's the one thing that you can't teach or coach, is to be in the right place at the right time. Steve Larsen: That's interesting. Do you have any tips for how you find a company that's pre-momentum? Jon Penkert: Very difficult. You gotta keep your ears open and be connected to a lot of people, which is why I said ... you know, if I was ... a great opportunity for even college kids. I think every college kid, the skills that you learn in network marketing will carry you through the rest of your life. Go out and find a good company that you believe in the product and get involved and learn how to create these residual incomes because it's those people that you need that are gonna introduce you to the next big run. Steve Larsen: Yeah, and I appreciate that that's what the advice you said, if I was brand new. First, know the leaders, know your upline. I never took the time to do that my first round at it. I joined one, seriously, just 'cause my buddy was in it. I mean it was the exact opposite of what you just said I should do when I did that four years ago. Pretty much every entrepreneur I know is out there, whether or not they'll admit it, has been part of an MLM. It's such an awesome career. It's a great place to go to. The reason, obviously, why a lot of people have a bad taste in their mouth is because some over eager upline person turned around and badgered their family and badgered their friends and, honestly, hurt some relationships. How do actually recruit? How do you get to getting leads in this industry without actually hurting those relationships? You know what I'm trying to ask? That was poorly worded. Jon Penkert: What happens often times, people get in these network marketing opportunities, they look at it as a "get rich quick" scheme. Right? Like, how can I make money off of you and your friends? Steve Larsen: Right. Jon Penkert: Then they get disappointed because that mindset fails them. It's really not the servant leader model, and so, when I talk to people who have been hurt been network marketing and we've all been in a network marketing company that didn't work out for lots of reasons. Steve Larsen: Sure. Jon Penkert: But I always tell them ... Zig Ziglar I think said it best. He said, "Create enough opportunity for people and give them what they want, you'll end up getting what you want." And so, what I've learned in network marketing, especially if I've dealt with similar experience, I'll say, "What are the things that your upline didn't do for you?" I teach them to be the upline that they wish they had. People resonate with that. They realize, "If I do the things for my downline that I wish my upline had done for me, I'll create extraordinary success." And again, that's that leadership model of leading by example and not being a cheerleader. I'm gonna get in there and do the hard work with them because together we can do great things. That's really what I try to get people to focus on. When they have bad experiences in network marketing is, "Hey, let's you and I be the leadership team for your downline, that you wish you had." And so, "Be the upline that you wish had," is my best practice. Steve Larsen: I appreciate that answer. I very strongly do believe in an element of business karma, if you go around and you start trying to help people and you put out legitimate value out there. It may not happen all at once, there's got to be this mentality of dropping your anger and not moving forward for a while, it's not a "get rich quick" thing, but eventually you do get what you'd like. It'll come, and almost be surprising, over night. Just kind of show up. That's great... Jon Penkert: What people don't realize is that you attract what you put out there, so if you don't like what you're getting, take a step back and look at what you're putting out. Steve Larsen: Do you have any last pieces of advice for someone who, let's say they're in one, they like the product, there's not really a whole lot moving along ... what should someone be involved in daily, those tasks, those rituals that keep them engaged in the process? Jon Penkert: The biggest thing that I can do for each one of your listeners is ... You guys, take a deep breath and look in the mirror, because the number one quality that drives my business overall, is a belief in your self. You have to believe in yourself. Find a company with integrity, with a great product, and a good comp plan but then, look in the mirror and go, "You know what? You are at the right place at the right time. You were chosen for this opportunity and go get it." Because I can't stop a person that 100%, rock solid believes. They will go out and break every barrier out there if they just believe. Steve Larsen: Yeah. Jon Penkert: As a leader, most often, all I do is get people to see that they have everything that they need to succeed. They just have to believe and go do it. Steve Larsen: Very enlightening, very fascinating. I appreciate that a lot. Now, you've obviously mentioned you don't have a business card and you work with the people directly under you, if people wanted to reach out or learn more about what it is you're doing or some kind of an action follow-up after this podcast, where should people go? What should people do? Jon Penkert: Well, Steven I totally appreciate and respect you and I'm glad that you invited me to be on your broadcast. This, for me, was really a favor to you. It wasn't an opportunity for me to recruit. I don't think I'm that great anyway, but I think that you find out who I am and what I'm in and you want to get involved, I would say embrace a local leader in your local market that's on my team that's great. I'm not here to recruit people, I'm just here to support. If they want to reach out to you, you know how to get ahold of me. Let's work it that way. Steve Larsen: Sounds good. We'll do it that way. Awesome. Jon, thank you so much. I appreciate that. This has been fantastic. Jon Penkert: Well, it's my absolute pleasure and I look forward to working with you in the future. I'll tell you something. In life, when you get two people ... I love the mastermind principle. You get two people, it creates a third more powerful mind. You can change the world getting two people committed and believing in themselves and moving in the right direction. So, I thank you Steven for what you bring to the table and your commitment to success. Steve Larsen: Alright you guys. Now at this time, what I want to do is to show you guys a little bit more about the actual funnel that I've been using to recruit for downlines. It's amazing. I came up with the concept about four years ago. I never thought that it would actually come to fruition as quickly, or as powerfully, as it has. What happened, basically, is I joined this MLM and it was terrible because I literally went down Main Street. We just found out that my wife was pregnant with our first kid and I was excited, but really honestly, I was scared out of my mind because I had no money. I had nothing... I know a lot of people listening to this are still trying to figure out what there thing is and they're still trying to create with their product or what ever it is, their first successful funnel or whatever. Just know that I know the feeling, right? What happened was, basically, my buddy came in and he recruited me. He said, "Hey, come join this," and I was like, "No. That's a stupid multi-level marketing thing. I'm not gonna do that." I ended up joining his after he was begging. But I did it with the reason in mind like, "You know what? This could pay for the birth of my child." I was like, "Hey, the clock's ticking. I got nine months. Let's go do this." What I did is I started studying and reading and I was literally going door to door. I was like, "If I'm gonna do this, I'm gonna do it 100%." And so, I literally did, I went down Main Street and I recruited 13 people my first month. First off, I just want to say, I'm never ever gonna tell you the name of the MLM. That's not the purpose of this. I'm telling you this, "You can use what I'm telling you right now in any MLM." Okay? I'm just gonna get that big elephant out of the room real quick. I was studying one night, and I realized that after I recruited those first 13 people, I was like, "Yes, this is awesome. This is totally duplicatable. I got all these people now." The problem was that literally none of them did anything at all. I literally had to take a cattle prod. I remember driving once three or four hours, something like that ... Yeah, it was three hours, three hours in a single day. I think so. Anyway, it was a long way ... just to meet with somebody just to see if they had actually done anything because they wouldn't answer the phone calls. I couldn't motivate them. I was like, "This is not sustainable. This is not duplicatable. Whoever told me this was passive income was lying."That was my attitude, and there was an element of truth to that. I was like, "There's got to be a better way to do this." What happened was, one night, it was like 3 a.m. in the morning or it was 2 a.m., 2 a.m. in the morning, I had class in a few hours. I was still in college, obviously. I was reading and all of sudden this guy ... I can see his face, I don't remember the eBook, I don't remember what company, I don't remember anything. I just remember hearing the concept "paid prospecting". I was like, "What? Is this real? Is this true?" Now, this is the dark ages. This is pre-ClickFunnels days or about the time they were launching actually. I was like, "This is fascinating, and you mean, you get paid regardless if somebody joins you? Fascinating. What?" I had this idea, what if I gave ridiculous value upfront, for free, for something and then something small paid, kind of like mid-tier, and then something more high ticket in the backend, and those people are the people that I go approach. Not family and friends. I can honestly say, and still say, that to this day there have been people, four years, me approaching them about MLM it hurt the relationship. I was like, "This is garbage. I'm not gonna do this. If this is what this industry is about, I don't want to do it." I know a lot of you guys are the exact same way. I was like, "What's this funnel thing?" I had been building, basically the equivalent of funnels, in WordPress prior, before ClickFunnels days. I had a whole bunch of my own clients. It was a lot of fun. We had successes. We had failures. This is the story, you know? Basically, what I realized is like, "What if I created this thing? I'll go film it." What I did is I basically funnel hacked. Again, I didn't know that was the term or whatever, but I went and I started looking at all the top MLMers who are out there. I started asking like, "What are they actually doing?" And you know what's funny is that after a couple of months of just deep diving into each of these guys, I realized that none of them were doing home meetings, none of them were doing hotel meetings, they're not going getting on the phone, none of them were going to their family and friends. They had created for themselves something unique. But what they did all have, every single one of them, had the equivalent of a funnel. They had their own website. They had the equivalent of a Webinar. It was interesting. It was so stark when I started looking at it. I was like, "This is the way to do that. Why have I been doing it the other way?" So what I did is I literally was taking some of these top guys courses... I was transcribing them. I was turning into my own. I was adding whole courses and elements to it. I went and I re-shot stuff. I put things together. It was one of the coolest things ever. It took me eight months, 'cause I was in the middle of college, I was in the army, we had our first kid. It took me a while to get it out, but when I did, nobody bought it at first. I had done a terrible job going around and sharing it with people. Honestly, what was really happening is I was graduating. There was a lot stuff happening. There just was. I was trying to become an officer. There was a whole bunch of stuff that was happening in my life and so I moved on. But some dude stumbled upon it and was like, "Oh my gosh! This is absolutely insane. Why are you not selling this more?" And I was like, "You know what? That was pretty cool." I went and I launched it and it was like massive, waterfall response. So many people just started coming out of the wood work, people I'd never heard of. I was like, "Holy crap! This is working." Pretty soon, I had a waiting list of like 12 people begging to join my MLM. I was like, "What the heck? This totally worked! Oh my gosh!" Anyway, fascinating. Well, it was my first attempt at making something that was bigger and there was a lot of things that were wrong with it. I had been redoing the entire thing and putting it all together. Basically, this is what happens, right? Just like Jon was saying. One of the problems is that people have not learned how to become attractive. I'm not saying good looking or whatever. I'm sure your all drop dead gorgeous. But you're not attractive yet. In MLM, you have the same product. You have the same service. You have the exact same scripts, the exact same websites. There's literally nothing different about you. Why would I join you over somebody else? There's no reason. There's no reason to. The one currency that you really have is you. You must be different. There's really two currencies, but that's the first one. The first currency, you must be different. You have to be sellable. You must know you. You've gotta find your voice. You've gotta know your message. That's what this new course that I've been talking about is gonna come out and talk about. Anyways, it's been a lot of fun. I've had a lot of fun putting it together. So, first of all, that's model number one. It talks about becoming attractive and how you actually attract people to you, how you create things and products that are free, that just deliver a crap ton of value because if you can do that, it will pull people to you in a really fascinating way. Right? You'll be giving before you ever ... you'll be leading with value before you ever even mention the fact that you have an MLM, right? I never even tell anyone about it ever. They have to find it through my funnel, and when they do, then I'll talk to them about it. Otherwise, it becomes this awkward thing and you have side agendas with every conversation. I hate that. I'm so against that. That's the reason I put this stuff together. Anyway. Second thing that it talks about is validating. So now if you've got people in through free stuff and you've attracted people in, the second part is a validation thing meaning I need to validate how serious this person is. If someone spends a little bit of money on marketing education for their MLM, I know they're serious. And so that's what I created. It was like a free plus shipping thing. And when someone bought it, I was like, "Hmm. This is not your standard MLMer." There's well over 10 million MLMers in America alone. Like, "Okay, this person already is separating themselves from the remainder of the people." And that's what I wanted. The third part then was now that I've pulled them in, I've qualified them, now it's all about the duplication and actually selling them. Right? That's what I use Webinars for and no one really has ever seen that before, which is awesome. Very few people have which is so freaking cool, anyway. But the Webinar goes in and auto closes and recruits and gets them signed up. It's amazing. Then after that, then it talks about some of this downline management stuff where I'll show you how to rob your downline. Meaning, there's a really good way to do this and a really bad way to do it and Jon touched on that, which is all about binaries, but, the right way to do them. Yes, the principles amazing, but there's a right way to do it just like he was talking about. You know, leadership training. I'm gonna have a lot of cool stuff. I'm gonna talk about when to rinse and when to repeat. How do you tell? It's weird to think of it like this, but it is a business and if someone's not doing their thing, might be time to rinse. If someone's run along with you and they can run with you, time to repeat. You do that through a very specific thing, and I'm not gonna give the golden nugget away, alright? There's a golden nugget to it. I'm totally gonna bait you guys. It's been ridiculous. Just the paid prospecting aspect of what I built up alone, without any ad spending, I made 50 grand last year. It was nuts. No ad spend, nothing else, it's just up, just talkable word to word, mouth to mouth. I didn't talk to anyone about it. There's very specific strategies I used and the people that are coming to me are asking to join. I don't even tell them I'm in one. Have I even told you what I'm in? No, and that's the reason why. That's why this is so powerful and why I've been so passionate about it... People are like, "Steven, MLM? Seriously?" Well, yeah actually. If you know how to work the system in a good way, if you know how to create a new opportunity, if you know how to create an offer, if you know how to do marketing, if you know how to do everything that Russell teaches, then yeah. Why the heck would you not, if you can do that? Then, the last part that it teaches you how to do, what it is shows you is I call it "pick your megaphone", "choose your megaphone", meaning, just choose one traffic source. Anyway, there's way more to it. There's a lot more that's been going on that you guys have no idea about that I totally kept from you for the last six months. It's been so sweet, all the pieces coming into play. Software pieces ... it's been great. It's been really great. I can honestly say very proudly that there's no one else on the planet that's been doing what I'm doing and it's ... Ah, it's so cool. I wish I could tell you more, but I can't. Anyway. That's what I want to talk about funnel-wise though, alright? Funnel-wise, and please understand, again, I'm not here to pitch. I'm just here to tell you what I've been doing because this is the sixth segment of this series, which is all about MLM funnels. So, what I've been doing, is I've been pumping ridiculous value into the MLM space. I know it's so good that people should be paying for it, and they know that. That's the feeling that I want them to have. Then I go through and I qualify them through something that's free and ... I'm sorry, something that's free plus shipping or whatever it is. Low ticket, 47 bucks. Honestly, I don't really think it matters that month. All your doing is your vetting out the good people. What's funny is that little vet move that I've been doing, I've talked to more owners of MLMs from that one thing than any other thing. You get the kind of fish that you put the bait out for, right? You know what I mean? Put better bait out, you get better fish. And so, I created a vetting system... Funnels are not just ways to increase our average cart value. They're also ways to vet people. That's exactly what an application style funnel is. You're trying to have them apply. You want to sift out the dirties, the people who are just never gonna do anything with you or who are just the kind of people who you help like crazy but they'll always complain or the people who just won't go take action. You know what I mean? I don't want those kinds of people and I know you don't want it either. So, first I attract through a lot of different ways, really amazing things actually. Then the second part is all about some kind of qualifier, money-wise. Paid prospecting, gotta charge. Right? Then after that, then I go close them through some more automated processes, specifically through Webinar funnels. That's what's been working for me and that's why I've been doing it. Anyway, I'm not the focus of this interview. I just wanted to be able to toss in more of what I've been doing funnel-wise to you, so that you have an idea that there is actually a really awesome way to do it without ever talking to family, every talking to friends, and if you want to, that's fine. I'm not trying to dissuade you from doing it. I'm just telling you that I am really against that and I don't do it for a lot of reasons. I specifically target the kind of individual that I want. I want someone who's a rockstar, someone who loves marketing. You know what I mean? Those are the kinds of people. Then what I do is I ... My team is very, very, as far as my own personal downline management strategies or whatever, I feel almost weird saying this to you guys, 'cause this is not the typical audience that I say this kind of stuff to, but what I do is I say, "Hey, look. I'll give you my entire marketing system if you come join." You know what I mean? Those are the things that you create yourself that make you attractive, otherwise, you're the same thing. Now, as far as a product standpoint, and fulfillment standpoint, and having to worry about customer service, MLM is fantastic because you don't have to worry about any of that. They take care of all of it... There's really ridiculous advantages to being a part of it. It truly can be passive if you set it up the right way. The problem is that most multi-level marketers, network marketers, have no idea how to market. And you're like, "What on earth is so..." Anyway, that's what I've been doing and it's been kicking butt. Anyway, it's been great. Not trying to be cocky, I'm just excited. Anyway, if you are interested though, go check out secretmlmhacks.com just to see what I'm doing. Again, not pitching you, not trying to be weird or whatever. Just so you guys can see how I've been doing it. If you love your MLM, stay in it, which is awesome. So anyway, go to secretmlmhacks.com to watch real time what it is that's been going on there in the MLM world. Alright. Hey, guys, that's been the last part of this series. I've loved doing this with you guys. I've loved going through this six part series. I have more interviews that I've already lined up. Might be the next one, might not be. But anyway, we're gonna get back into ... Usually I try and publish two times a week, but these have been an hour long, almost every single one of them. Now, if you really want to watch behind the scenes, as far as my hands, watch the magician hands, the real purpose behind these, yes it was to provide amazing value but there is something else that I did these interviews for that will help you. Anyway. Keep watching everything that's going on. I think you guys will enjoy it and please, these speakers have done amazing things, they have dropped insane value. I want you to know that the listenership has well more than doubled because of these. It's not because I know that I'm great or anything like that. I has nothing to do with that. It's because I understand the value these guys have been pumping out there... Anyway, I've got a great follow-up episode already that I'm gonna be doing. I think you guys will like the next one. I'll talk to you guys later. Hope you enjoyed it. Reach out to the speakers, tell them thank you so much. And go take some serious action, and you will enjoy successes. Alright guys, talk to you later. Bye! 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Living in a supply closet to multi-millionaire in a few years... Learn the incredible story (and coaching funnel) of the impressive Akbar Sheikh... Steve Larsen: What's going on everyone? This is Steve Larsen. You're listening to another fantastic episode of Sales Funnel Radio. This episode, we've got a special guest on here for you, his name is Akbar Sheikh. He's going to be representing the author/speaker/coach/consultant category of funnels. Now, this is actually the biggest category of ... probably people online actually in general, who are entrepreneurs. So, this represents a lot of you guys. Now, as we start going through this, I want you to know before I introduce the guest, before we start the episode ... Akbar has made many millions, and he is more than qualified to be on this podcast thing and teach us. What you'll notice though in this interview is, how much he doesn't focus on the funnel. Meaning ... the funnel is important, the funnel is there. You have to have it, there's elements ... every single piece he has thought through action by action, piece by piece of what he has inside of his funnel. It's very important obviously, and he's going to go through those things with you. But you'll notice as I go through the interview, more importantly, is his mindset. I'm not going to lie, when I first started going through reading marketing books, and business books, I kind of thought that that was a little bit of a frilly thing like, "Ah, you've got to have a great mindset, mindset, mindset," but it's the way that he approaches it that is so key I think to his success with this. It's fantastic, probably one of the most humbling stories and beginnings I've ever heard in my life. So anyways, sit back and enjoy the episode, but take key awareness of what it is that he's teaching you to do with your brain, very different look at this. Honestly, probably a more developed theology on what it takes as far as the right mindset than most entrepreneurs out there. Anyways, I hope that you guys enjoy the episode, and let's get right into it. Announcer: 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. Steve Larsen: All right. Hey, today we have a very special guest on ... Frankly, I'm excited that you're all here and I got to hit the actual record button, because I actually want to talk to him probably more than anyone right now. I'm really excited for what he's going to share. This is going to be the author/speaker/coach/consultant segment. This is part of the six part series we have going on right now, and there's no one else I can think of who is probably more of an expert, but also extremely hard to find to be honest. He's very very humble, he's a bestselling author as of late, which is awesome, has multiple "Two Comma Club" awards, if not physically in hand and well deserved. I'm very excited for you guys to all hear ... His name is Akbar Sheik, how are you doing my friend? Akbar Sheikh: What's up Steve? Doing great, phenomenal, how about you? Steve Larsen: Oh, doing so good, living the dream. Thanks for getting up early and do this. Akbar Sheikh: My pleasure. Steve Larsen: A crazy schedule, that's for sure. Hey, I first heard your story ... You're part of the "Two Comma Club" coaching program, right? Akbar Sheikh: I am a "Two Comma Club" member, yeah. Steve Larsen: That's right. So, you're actually a member itself. I see your award all over the place, which is awesome, really exciting. But, I heard your backstory, and how you got to where you are now, and it was frankly extremely humbling. A huge reminder to myself, and I think for everyone else who's going to listen to this. You can do this, it's really not rocket science. I love the story, and without me kind of botching it up or anything else, do you mind sharing some of that story? Akbar Sheikh: Yeah no, I'd love to Steve. It's a wild story actually, and I'll kind of just try give you the highlights. The reality is, as a human being, I ... Okay here's what I believe: I believe that everyone is consisted of several orbs. I believe you have your physical health, your mental health, your spiritual health, and your big "Why?" These are the four magic orbs I believe that create a human being... With me, right? A few years ago, all these orbs were pulverized. In other words, I was 60 pounds overweight, I was a fast food junkie, they'd have my name on the parking spots at Burger King, Wendy's, all these places. Steve Larsen: I would have no idea, 60 pounds overweight, no way. Akbar Sheikh: Yeah, I was 60 pounds overweight. Mentally I was ... Actually, I don't really talk about this too much, but I had crippling anxiety. Steve Larsen: Sure. Akbar Sheikh: Crippling, debilitating anxiety, which took over my life. I was in a completely toxic relationship, I hated what I was doing with a passion, and I didn't have a big "Why?" Steve Larsen: Right. Akbar Sheikh: All of this combined, and I wasn't very spiritual, and stuff like that. I didn't pray or meditate. All of this combined broke me as a person. I literally ended up in the hospital half dead. I literally ended up in the hospital half dead from frankly, partying too much. I was just a party animal to be honest with you, and I should have died. But, I truly believe God saves me, okay? I took advantage, I took advantage of this second chance at life, and I overnight dropped all my bad habits cold turkey, by the way. I lost 60 pounds, and I did it all the clean way. I took my name off the parking stickers at McDonald's, I stopped going to fast food, stopped drinking sodas, I just started eating clean bro. I just started eating organic and cleanly. If I couldn't spell it, I'm not going to eat it. If it contains more than three ingredients, I'm not going to eat it. Just some light exercise. Honestly, that's the thing. It's not complicated frankly, but it just ... I'll talk about what that one magic thing that it takes to do these things. Steve Larsen: It seems to be the thing that pushes over to the funnel area, and your personal life, and whatever it is, you've done [crosstalk 00:06:25] now. Akbar Sheikh: It is, yeah. So, I lost that weight, I got out of that toxic relationship into a healthy one, I started meditating and becoming spiritual. I started praying and stuff. So, I completely ... I just changed, and I was on the road to recovery now. My anxiety was still there, because one orb was still malfunctioning. That was my big "Why?" What am I doing here? What do I do on a day-to-day basis? Why am I here? All that. I was on the road to recovery now, I had obviously lost everything, and I didn't really have much frankly, because I hated ... You're not going to be very productive if you hate what you do, right? At this point, I migrated West to my birthplace, which is San Francisco. Steve Larsen: Okay. Akbar Sheikh: No money at all. I'm taking a tour by this lady of an office building. Now, I have no idea why I'm taking a tour of an office building, I don't even have any money for an office, but I'm just on this tour. At the end of the tour, there's this ... Honestly, I'm not trying to be dramatic, but there was this dark corner, and there was this door over there and I'm like, "What's that?" She's looking at me like I'm some weirdo and she's like, "Uh, that's the electrical room." I don't know what came into me, but it was kind of like divine intervention and I was like, "Hey, can I see that?" Again, she's looking at me like, "Okay, this dude is really weird, should I call the police?" She's like, "All right, fine whatever." She opens the door, it's an electrical room. It's the size of a big walk-in closet, and it's got no windows, there's wires and stuff, and exposed vents. I'm like, "What do you with this?" She's like, "We house phone wires for the building." I was like, "Dude," and I just told her my situation. Honestly, I just ... and listen to this, I opened up my chest, and I opened up my heart, and I didn't try any cheesy sales language, I didn't try any marketing stuff. I just looked at her in the eye, and was completely vulnerable to her, and I just told her my story. I said, "Hey look, I almost died. I'm trying to recover, I'm fixing up my life. I'm doing a good job, please help me. Let me live here." You know what? It worked. She was an old school hippy, and she had mercy on me, and she let me live there. Steve Larsen: Wow. Akbar Sheikh: I had no hot water, I had no showers, I had no windows, okay? If I wanted to shave or something, I'd have to get a pot of water, put it on my little plate heater, heat up the water, and kind of wash up. You know what I'm saying? Steve Larsen: Right. Akbar Sheikh: So, I lived like that for a while. All right cool, now I got a place. Again, where is my big "Why?" Now, everyday I am searching, everyday I'm ... everyday. You know what? Funny enough, I turned to Craigslist. Everyday I'm looking on Craigslist, I'm just looking for something, some sign, something to do, something "Why?" Something to do with my life. Everyday, everyday, everyday, past days, days, days, days. Finally, I bump into the worldwide web. I bumped into [inaudible 00:09:29] marketing, and it was like this, "Ah" moment where I saw some website that was selling ... It was informational products. It was digital products like motivational books and stuff like that. Steve Larsen: Yeah. Akbar Sheikh: Honestly dude, I felt like Neo from the Matrix. I just saw everything for the first time, and I'm like ... Everything was crystal ... This is the first time I'm exposed to this, and I just saw everything crystal clear. I'm like, "Wait a minute, I know why that call to action button is there. I know why that button is red. I know why that testimony is there. I know why they have big smiley picture there." It just all became crystal clear to me. I'm like, "This is freaking genius, this is what I'm going to do." To get involved in this business, there was obviously some seed money, some startup costs, and it was around about $2,000. I had obviously nothing to my name, I had one possession to my name, and it was some rinky dinky hoopty car, a 1986 Mercedes. It was actually banana exterior, peanut butter interior, but it ran like it shouldn't have ran. It was worth $2,000 barely on a good day, and I sold it, and people thought I was nuts. They're like, "Dude, you're homeless, you have no money, how are you going to get around to try to get a job? How are you going to go get food? What are you doing? You're cashing in your last chip." No, you know what? Yeah, I am you're right, because I'm burning the ship. This stuff works, because I see all these people's working for, why can't it work for me? It will, but I'm going all in, and I'm going to make this work. I cashed in my last chip, I bought into it, and boom. Over night, now I'm an internet business man. I was like, "Yep, here we go, homeless. I'm going to go live on my yacht pretty soon," and this and that, right? One month goes by bro, and I'm pounding the phone every day, using the internet, getting leads, trying to make sales over the phone, high ticket sales, did not make a single sale. So, I cashed in all my chips, I got no money, I got no car, I'm living in a closet, a month goes by, not a single sale. Steve Larsen: Wow. Akbar Sheikh: This is where 99% of the people quit, but I didn't. I didn't. I said, "Listen, wait a minute now," because at this point, you know what happens? Most people, "Oh, the system is stupid, this is a scam [inaudible 00:12:07], I'm going to go get my job." I'm not mocking anybody by that, we're just having some fun. Steve Larsen: Sure. Akbar Sheikh: At that point Steve, I'm on the phone every day, so the system is working, it's me that is not closing them. I tweaked my script, and when I did that ... Instead of blaming the system, I blamed myself, and I tweaked my approach, boom, first sale $500 bucks. Steve Larsen: Oh man. Akbar Sheikh: Second month total sales, 1,000 bucks. Third month, $2,000, then five, then 10, then 20, then 30, and on, and on, and on. I became a top one percent earner in that $186 billion dollar industry, and it all started from that closet. Steve Larsen: Wow, amazing. Akbar Sheikh: And the fact that I just would not give up like, "I don't care, this is happening." Steve Larsen: When did you hit to the point wherever you're like, "Hey, maybe I should go get a real place to live? Can I get one with a shower?" Akbar Sheikh: Yeah I know. When I started making money. Steve Larsen: Oh, that's so cool. That's amazing. So, you went through ... Just for everybody else listening, we were having so much fun talking before I hit the record button, and I had to stop us so that I could hit it, so we could keep going. But, you and I were just talking about the reason why you're not "doing it." Some of the reasons why you think people don't do it, or they don't get past that 30 days, and finally get to that tipping point like you found out. Could you dive in a little bit about why you think people don't get there, or the reasons why they don't do it? Akbar Sheikh: It's a couple of things Steve, in my estimation, and I talk to people regularly. It's a few things. Number one, if you want to talk about ... Remember, I lost the weight, and I went through all those transformations and I quit all my bad habits cold turkey. I lost all this weight, and we did all these things. If I was to boil it down to one word bro, it would be discipline. Steve Larsen: Okay. Akbar Sheikh: Which is funny, because I was the most ... I'm like ... My friends from yesteryear would laugh if they hear me say this right now, they'd be cracking up, because I was like the most undisciplined person in the world. I was totally free bird, hippy, party. Discipline was not my last name, you know what I mean? Steve Larsen: Sure. Akbar Sheikh: But the thing is, if you are disciplined with the way you're running your internet business, what I teach people to do is, you have to do three growth moves every single day. Basically if you do this: If you write down your goals, "Okay, my goal is to have a funnel that's making X amount of money. To have X amount of money, I need to have X amount customers. To have X amount of customers, I need to do this much marketing, have this much of a conversion rate." You can kind of boil it down that way... Then, you kind of keep boiling it down, boiling ... "Okay, to get that what do I need? I need a landing page, I need a sales page, I need a checkout page. Okay, for that to work, I need it to be optimized. For an optimized checkout page, I need trust icons, I need a testimony, I need my support number." I need all these things to fully optimize, and to get a high conversion rate. All that stuff's out there, all that tech stuff's out there, it's just a matter of being organized, and having the discipline to every day, checking off three things. "Okay today guess what? I got a CRM system," or "Today guess what? My checkout page is optimized, I put in the trust icons, I got a testimony." Every single day, you need to doing three growth moves. What ends up happening is, people just end up being like information junkies, and they're just not doing anything with it. I got a great rule for that: Listen, read a book or listen to a podcast, or take a course, whatever. But here's the thing, if you're reading a book for example, do not pass chapter one without implementing everything you just learned. Steve Larsen: Gosh, I had the same realization that ... Because it's addicting, you fill yourself with these ideas of progress, because you're learning and you're like, "I'm getting smarter," but you're not actually doing anything. Akbar Sheikh: Right. Steve Larsen: I realized I was asking for anyone's credit card anywhere, I wasn't asking for ... I hadn't created a product, I had done anything, but I was ticked off that I wasn't being successful. It was this really introspective moment for me when I was like, "Oh my gosh, I am the guy to blame. I haven't been doing the three growth moves every day." Anyway, just massive backing that up, because that is so true. I had to literally consciously decide to stop reading books for a while. It sounds ludicrous, but that's what it took for me to actually do stuff, and stop distracting myself. Akbar Sheikh: Right. Another thing by the way, and I need ... I'll be honest with you listen, I'll be a little vulnerable with you guys, I don't mind. I need a little bit of babysitting, okay? I need someone on top of me sorting things out. For example, I'm not the world's most organized guy. So, that's a negative. What did I do? I got a solution. I hired a VA, and I literally told them in the interview I'm like, "Listen, you kind of need to babysit me a little bit. Take a look at my calendar, if you saw that I had this meeting yesterday" ... Ask me, "Hey, did you followup on that?" Make this spreadsheet, because I'm not that guy who's going to sit there ... I'll make the spreadsheet, but I'm not the guy who's going to sit there and update it, because I'll just get to busy doing other things. That's a void, but we need to fill that void... The thing is, pretty much anyone listening to this, can afford a VA. I'm not saying get them full-time. I have people like that, but start off small. Listen, just hire a VA for an hour a day for now, and have them plug whatever void it is you have. For me, it was organization, and staying on top. The thing is, this will plug your excuses for not implementing these three growth moves, if you get some accountability. Steve Larsen: Right. Oh, that's powerful. Super powerful. You know it's funny, I always thought, "Hey, hiring outside help or doing something that isn't my own, that means it's no longer my product." You know what I mean? We all fall in love with these things, and make it our baby, and we refuse to ... But the moment I did, I remember it was several year ago, it was the first time I ever outsourced anything. I remember, I was in college at the time, and I came back and my product was done. I was like, "Wow, this is crazy. I can move forward. What else can I outsource?" I got outsource happy and I was like all over the place. Anyways ... Akbar Sheikh: The thing about that, right? When I say outsource, it doesn't necessarily mean outsource it overseas. Totally do things domestically. Here's one thing I say: I truly believe that God has given all of us talents. We're all talented individuals. I say, stick to what you do best, and outsource the rest. Steve Larsen: Yep. Akbar Sheikh: Now, I'll give you an example. On the quick funnels page, I go through it and I'm like, "Dude, what are these people talking about?" I see all these posts, and these people are asking the most minute little technical details and it's like, "Hey, I just spent the past three hours trying to figure out how to do my STMP." I'm like, "Dude, why? Why? Do you have any idea how valuable that three hours was? Hire a guy to set up your STMP emails, and spend those three hours on what you specialize in, because that's what's going to take your business to that next level. By the way, that's going to deteriorate your brain, spending three hours to set up your STMP. You're going to get frustrated, because you only have" ... Our number one commodity is our time. They're not making any more of it. Time up, they're not making any more of it. The thing is, people really undervalue their time so much. It's a simple calculation, watch this. Steve Larsen: Okay. Akbar Sheikh: People think they're only valued at like $50, $100, $200 an hour, right? In reality, their value is far more, they just don't know that. So say for example, let's just use low numbers, let's just say you're valuing yourself at $100 an hour. You just spent three hours trying to figure out this tech nonsense with your gif email service, right? Now, that cost you $300. Well guess what? You could have paid someone well, some expert $20 an hour, he would have got that done in $60. Now, you need to spend your hours on the activities that you specialize in, which is going to scale your business. If you're not, then you're going to be just goofing around on the internet asking people, "Hey, how do I fix STMP for the rest of the day?" Steve Larsen: Yeah, absolutely. The first time I actually had traction with anything is, because of that very principle. I was outsourcing all the stuff that I knew wasn't the most important activities of my own expertise, and I'd get up at 4 a.m. every day, and I'd work for three hours before working came around. Then in the evening, the same thing. I'd work another two hours in the evening. I'd sleep four or five hours a night, and just hustle that way on just the activities that I knew I was really good at. The rest of it pushed out ... Anyway, very much agree with what you're saying there. That's the only way I actually got traction with it. That's fascinating. Akbar Sheikh: Yeah, sweet man, that's nice to hear. Steve Larsen: That's super cool. So, with your ... amazing backstory that you have. Akbar Sheikh: Thanks bro. Steve Larsen: You go and you hustle like crazy, you figure out how to sell the product. What kind of funnels were you using? I mean, a lot of the stuff whether in click funnels or not, whether it's a phone funnel, you know what I mean? Akbar Sheikh: Right. Steve Larsen: Regardless of whether or not you decided to, or it was on purpose, everyone has a sales funnel. Every person, whether or not they wanted to actually make one, somehow they get sales, that's their funnel. I know that you're probably far more deliberate than most people with that. Could you walk us through a little bit about how you were doing that on the phone, or what the funnel looked like, or ... I know you got recent, your coaching funnel, you've been putting up. You said on click funnels, things like that. Could you walk us through how you've been doing that? Akbar Sheikh: You know what Steve? This is the first time ... This is a breakthrough moment for me man, because this is the first time I've realized something. When I was homeless bro, my first every funnel ... Wow, is pretty much set up exactly the same way my coaching funnel is right now. Steve Larsen: Sweet, that's cool man. Akbar Sheikh: This is the funnel actually. I don't know how I didn't realized that before. Okay, I cannot do cold calling. I would rather be homeless than do cold calling, that's just not my thing. Steve Larsen: Whoa, I thought that's what you were doing in the closet? Akbar Sheikh: No, not at all. Steve Larsen: Oh really? Akbar Sheikh: No, never. Steve Larsen: Wow. Akbar Sheikh: Yeah, no I can't do it. Steve Larsen: I can't either. Akbar Sheikh: Oh God, I'll stay homeless. Being homeless is not that bad, by the way. It's all a mindset. It was terrible until I fixed my mindset. Steve Larsen: Sure. Akbar Sheikh: Listen to this: This is how really people need to do their funnels, and they don't even need the phone aspect by the way. I would send traffic to a webinar, okay? After they saw the webinar, and it was very well put together webinar that covered all what I call, "Ethical Principles of Persuasion," things as authority, scarcity, phenomenal copy, tenacity, social proof, reciprocity, likability, all these fundamental core elements that I've in my life, have identified that you need these core seven elements to have a seven figure funnel. I sent them to a webinar via traffic. After they see the webinar, the call to action is to set up an appointment to talk to me. So, I'm only talking to people who watched the webinar, and who have an interest in what I was talking about in the webinar. Steve Larsen: Oh, that's nice. Akbar Sheikh: Do you see what I'm saying? Now, actually I remember, when I was homeless ... When I first started, it wasn't a webinar I was sending people to, I was sending people for a 10 minute ... because this was a while ago ... No actually, they were sent to a webinar, but the people were training me to send them to a 10 minute prerecorded call, which was a 20, 30 minute prerecorded call, which was the webinar before that they were webinized. Steve Larsen: Sure. Akbar Sheikh: Yeah. No but then I did, I sent them to a webinar, and that's what I did today. I have a funnel and check this out: It's done in the past three months ... and this is just one of the funnels, it's done six figures, it's an ugly funnel, the webinar doesn't even pause, there's no email JIP system at all ... I collect your email, but I don't email you at all. There's no automated email sequence, and I don't spend ... I haven't spent a dime marketing it. Steve Larsen: That's amazing first of all, because a lot of those things are like the reasons why ... I'm the coach for "Two Comma Club" coaching, and a lot of the reasons people get paused, or they get stopped, or the big hurdles that they hit is that, "Well, I don't have enough money for ads." Personally, I'm the same way. I never spend money on ads, there's other ways to do it, I just don't want to get into that world, I don't like that world. "I don't want to spend money on ads," or "I don't want to write emails," or ... Those are all things I think that expand you, and they can make you blow up, but at the core of it, those aren't sales. That's not how you get the sale. Akbar Sheikh: Exactly, and by the way, if I had all these things in place, if I had the emails in place, and if I tidied up the funnel and all these things, honestly the past three months, it would have done ... I honestly think I could have done ... Hold on, I could have easily over half a million, easily. Steve Larsen: Sure. They're good to have obviously, but man, don't let it hold you back. If you don't have those, just start, just launch. Akbar Sheikh: Yeah, you could totally launch and have a massively successful business, absolutely. Steve Larsen: So, you were using what I would call is, basically the high ticket coaching funnel. You got traffic going to webinar, puts us to a phone call, so you change the selling environment, that's awesome. Akbar Sheikh: Yeah, sorry? Steve Larsen: No go ahead, what price points were you selling, what was your product price point usually? Akbar Sheikh: In the beginning? Steve Larsen: Uh huh. Akbar Sheikh: There were different products ranging from $500 to $25,000. Steve Larsen: Sure. Akbar Sheikh: Yeah, just the whole spectrum really. When I first started, obviously selling a lot of the $500 stuff, but then later when you start figuring things out, [inaudible 00:27:40]. I remember my first $20,000 check. The interesting thing about that was, is that that really kind of solidified, "Okay, this year they work, this is happening." I remember when I got my second $20,000 check, it wasn't a feeling of excitement, it was just a feeling of responsibility. Honestly, I'll put it to you this way: Once you figure out ... all the technical stuff is out there, and I really want to put this out there. How do I make all this happen? How to build a nice seven figure business? All the information is out there, and we teach all that. But once you actually figure it out, and you put these simple formulas in place, and you start seeing that money coming in, with great power comes great responsibility. Steve Larsen: Sure. Akbar Sheikh: I truly believe that. We're at a point now, where honestly we can sell anything to anyone, because we've mastered the psychology of sales. We know exactly what to say to the person to tap deep into their mind, right? Steve Larsen: Right. Akbar Sheikh: But the thing is, you have to use these powers for good. Now, there's a lot of companies who have these powers, but they use it for bad like, when the cigarette companies were marketing towards kids, or today, the soda companies are targeting children, the high sugary extraordinarily unhealthy sodas, and it's working like crazy. I reject Steve, a lot of money man on a monthly basis ... Because of the way I have my funnel set up, and the psychology behind it, people come to me and they're ready to buy. I reject a lot of people who have a lot of cash in hand and I say, "No listen, your idea is no good. This business idea that you want to launch, it's not good. You should not be launching." Either that, or it's some unethical ... Not unethical, but something that I feel is not going to make the world a better place. I feel that everyone has X amount of hours a day, why not spend that towards something good? Steve Larsen: Right. Akbar Sheikh: I've had some people lately just trying to ... I've had a lot of them, must be some fad or something. A lot of people are trying to get me to build a funnel for them for the steaming service, where they can get HBO and all these things for free, and apparently it's totally legal. I'm like, "Okay, how is that helping the world be a better place?" That just sounds like some Napster fad, you know what I mean? Steve Larsen: Yeah. Akbar Sheikh: Back to that hour thing, right? Only X amount of hours a day. You and I have the same amount of hours in a day as Elon Musk, as Bill Gates, as Richard Branson, as all these guys, as Russel Branson, as Steve Larsen. Steve Larsen: Yeah. Akbar Sheikh: Why not build an empire? Why are people going after the quick buck? Why not build something of longevity with a legacy that you could leave to your family? My mind has really opened up lately. I spoke to a gentleman who raised over a billion dollars for our school systems, and he really opened up my mind man. I talk to people everyday in this funnel world, and this online world, and they all say the same thing, or most of them say the same thing when I ask them, "Hey man, how much are you looking to make?" All saying the same thing, "Oh, I want to make a million dollars, I want to make seven figures, I want to make $80,000 a month, I want to make $100,000 a month," it's all pretty much the same thing. Steve Larsen: Yeah. Akbar Sheikh: What I've realized Steve is, in the spectrum of one to 100, getting to a million dollars is like really step one bro. Steve Larsen: Yeah. Akbar Sheikh: Everyone's got that as their end game, you know what I mean? The vision goes that far, "Oh the main thing? I just wanted to have a million dollars." I'm telling you from a dude who's gone from homeless to helping create several seven figure funnels, I got to tell you that it's not the end game. It's just the beginning. It's just the beginning of something special, where you can take these skills that you're acquiring, and really make a serious footprint in this world and make this world a better place. We now have the capabilities, through the skills you learn, through all my marketing, believe it or not, and the psychology of sales, and all these great things in funnels, this will empower you to make the world a better place. You will not be able to contribute to solving world hunger, to helping all the orphans out there. Do you know that 20 million people die, are dying from starvation? Have you been to a restaurant lately? Do you see how much food is being wasted? You will get to the point where you can be a fault leader, and you can change ... Honest to God, I'm telling you from a dude who lived in an electrical closet, who had to go find change in awkward places just to get enough money to go to the dollar menu for dinner, I'm telling you, you can change the world from funnels. Steve Larsen: It's amazing. I recently was talking to Russel, we use Vox a lot, and we were talking about the exact same thing. I was telling him that ... He was telling me, "Hey man, thanks so much for what you do, and being here and all that," and I was like, "Man, I gotta tell you that" ... I was talking back to him and I was like, "Hey man, I gotta tell you, I truly believe in what we are doing. It goes way beyond a software company. It goes way beyond any kind of marketing thing, far beyond any kind of dollar amount. It changed people's lives." I've seen it many times now, and a lot of my own students that's done that for the now, and it's like, when you see that in another person, it is so rewarding. It's beyond any other dollar amount you could put up to it, it's very rewarding. When I walk into click funnels, guys wherever you are and you walk into your zone, and you get into the space where you're going to try and produce and being an awesome producer, and put value out in the marketplace, think of it as hallowed ground, I do. Because what you're about to go do, can have direct impact generationally for people all around the world. Anyway, firmly believe that, very much to my core even, and it's one of the things ... Several people ask, "How do you guys not sleep so much? How is it that you guys can go as fast as you can?" Well, it's because our "why" is huge. My "why" is gigantic. You feel a little pain with sleep like, "Man, I dare you to feel a little bit of pain if that's what it takes for you to go start getting into really deep why and fix yourself." Anyway, 100% completely agree with everything you're saying on that, it's so huge. You recently, right before we started the call too, you were talking about how ... I'm so glad you brought this up, because this has been something big on my mind lately also. You said, you go and you start building this funnel. Obviously, probably the term funnel hacking may not have been a big thing yet, or whatever but you said, "Funnel hacking is pretty misunderstood." Do you mind diving into that a little bit? Akbar Sheikh: Yeah, no I will. Just to add to what you were just saying before I get into that real quick is, what I've realized is that yeah, for the first time in my life I've had this "why," and it truly unlocks you as a person. What I've realized is, every person I talk to, if you boil it down to everybody no matter how much money they're making already, no matter what success level they're at, they only want two things: They want time and financial freedom. I have to tell you, when you make it, you really get a true sense of freedom, because you're truly liberated. True freedom is when you don't care that you just made $20,000 today. It doesn't matter to you, because it's about a bigger purpose. You're working towards something that's much bigger than you. For the first time in my life, I've really attained true freedom, and that's only when I put other people's needs before mine. I'm with you 100%, and it's so nice to hear that Steve. But yeah, funnel hacking ... Every time that word "Funnel hacking," I wish there was an asterisk, and a little disclaimer, honestly. People got it so wrong. Okay, people think funnel hacking is just going to some successful funnel, copying and pasting. Steve Larsen: Yeah, right. Akbar Sheikh: That couldn't be any further from the truth. So, there's this great saying I always used to tell people, "Don't listen to what they are saying, see what they're doing." Steve Larsen: Yeah, it's not about the pages. Akbar Sheikh: Right. It's about the formulas. There's certain formulas that work, yes. Take a look at that, but understand something: You are you, everyone has their own unique fingerprint, and everyone has their own unique brand. So for example, if you're copying Dan Henry for example, right? Dan Henry who's got a great funnel by the way, but he's got his own crowd. He's got his own product, he's got his own brand, and it's geared towards that. Now, you can take some of these successful formulas, right? Dan's a really nice guy by the way. You can take these formulas, but you get melt your fingerprint into it. You need to melt your brand into it, and personalize it towards your audience to talk into your people, your prospects. You see, so it's not copy/paste. This copy and paste is so bad, that I've seen people copy and paste emails, and the emails at the end will say, "All right love you from, Steve." Steve Larsen: Yeah. Akbar Sheikh: They copy and paste it, and their name is Brian, and they didn't even realize, and they're email says, "Hey love you, Steve." Steve Larsen: Yeah no seriously, I had a guy do that to me the other day. He totally jacked my emails and everything, and then left my support email address in, because he was too lazy ... I was getting ... all the support people were all mad. Yeah, anyway. Akbar Sheikh: Take a look at the logic of it though, Steve. The thing is, is it's that simple. "This dude is making a million dollars, if I just copy his funnel." If it was that simple, then it would work, but it doesn't work like that does it? Steve Larsen: No, it doesn't. Oh my gosh. I got to hold myself back, because I'm about to go off and say things that I'm going to regret, and this is being recorded, so I can't do that. Anyway. Akbar Sheikh: We'll talk. Steve Larsen: Yeah. Akbar Sheikh: When you read an email, read it through a different lens. Read it and see, what are they really saying? Read in between the lines, "Oh okay, over here when he says" ... For example, and I got to get this off of my head, but ... For example, "It's not your fault that you haven't succeeded before with Facebook ads. It's not your fault, you were just trying the wrong thing." When you read that, understand the psychology behind that. What they're doing is, they're aligning with you. They know you've had some sort of failures, and they're going on your side. They're saying, "Hey, it's not your fault, the program was bad." Then, people by nature, they don't want to be blunt and say, "You know what? You're right, Steve, it's not my fault, it's their fault, I'm with you 100%." Now, there's a trust being built. Do you see what I'm saying? I'm becoming your friend now via the email. So, read in between the lines and really see what they're messages, and what emotion they're trying to evoke out of you, and then use that in your own product and your own brand, and your own email, in your own words. Steve Larsen: Yeah, and your own thing. I love that you said melt your own finger into it. Akbar Sheikh: Yeah. Steve Larsen: Very powerful, it sounds like a t-shirt. Yeah, that is a good t-shirt. It has nothing to do with ... There comes down to a point after a while where it's like, "Okay yeah, maybe a green button is better than a red button," or I don't know, but from the very deep foundation level, it has nothing to do with that. It has nothing to do with pages, it's all about offer structure and the marketing behind it, and it's more than just, "Hey, where are they getting their traffic? I'll get it from there too." It's so much on a deeper level than that. I'm glad you brought that up though. Akbar Sheikh: Yeah. Steve Larsen: I wanted to ask just a few other questions here about the funnel itself. Is this the same funnel type and strategy that you're continuing to use as you did back when you were living in the closet? Akbar Sheikh: Sure. Yeah. Steve Larsen: Profit, webinar, phone? You push them to a ... Akbar Sheikh: Now it's a little different. Now, I'm not even pushing ... Yeah, I used to send traffic funny enough via Craigslist. So, I'd have an ad on Craigslist, it would send them to the website, and then they would call me after the webinar. Steve Larsen: Wow. Akbar Sheikh: Now, people go directly to my webinar, if they like it they schedule a call with me. Now here's the interesting part, I'm not actually even sending traffic. All my traffic is organic. People when they hear this they're like, "Well okay cool, what does that mean?" It's so funny ... It's funny, I want to talk to you like I'm an 80 year old man right now, and I'm in my 30's. Facebook is the most powerful platform I've ever seen in my entire life... It's funny I say that, because I literally just got on Facebook several months ago. I never really had it before, but for social reasons. My friends were old school, they were not on Facebook, so I was never into it. I just got onto it a little while ago, so I'm discovering all these things. I'm like, "Man, this is awesome. This is so powerful." You know they say you're only using five percent of your brain? Steve Larsen: Right. Akbar Sheikh: People are only using one percent of the power of Facebook, and funnels by the way. People are only using five percent of the power of funnels, and really, people are not taking advantage ... What do I mean by organic traffic? Let me be very straight forward and clear about this, and I really get into this, and I'm hosting a mastermind and I'll tell you about that, but I really ... The whole point of the mastermind is to really delve into this topic right here. When you click on someone's profile on Facebook, all these people who are in this internet marketing space, it gives you a little description about them. You read this, "Hey, I'm a Facebook ad expert," right? Steve Larsen: Right. Akbar Sheikh: People have the dumbest things in the world on their profile. When you click on, "Hey, serial entrepreneur. Enthusiast hardcore photographer." Steve Larsen: I know. "Seeking new opportunities," I hate that one. Akbar Sheikh: "Thrill seeking mom. Serial entrepreneur. Author, coach, foodie." I'm just like, "What are you doing? Go to mine. You have no idea ... That is your own billboard in Time Square, and you're putting some goofball picture of yourself saying, "Hey, I'm a foodie." Like, "What are you doing? No you're not a foodie, you're a number one top five percent Facebook ad generator, or whatever you are." If you click on me, what does it say? It says ... I'll actually go look, but it says something like, "I build wildly profitable funnels." Steve Larsen: It caught my eye. When I saw it, and I was looking at it, I love that headline. Akbar Sheikh: Yeah, and it's true. I build wildly ... The thing is ... People say, "I'm new to this." Well listen, you think you're new, what about me? I started off in a closet. Everybody starts somewhere. Every single person that you see that's at seven figures, eight figures, whatever it is, they started off exactly where you are. Steve Larsen: Yeah. Akbar Sheikh: Nobody came ... If you don't have any results, I hate that ... I hate that excuse by the way. If you don't have any results, go get some quickly, and immediately. If you can't ... and offer your services for free to people, your product or whatever, and get those testimonies. If you can't do that very quickly, then honestly, you're in the wrong ... You need to switch business, because you're not good at that. Do you see what I'm saying? Steve Larsen: Yeah, and it's a hard pill to swallow for some people I think, but I am glad that you brought that up. I was coaching somebody one time, and he could not figure out how to turn Skype on. I was like, "Uh man, you might to switch. If you can't even open your computer up," and I was like, "Oh man." Akbar Sheikh: Yeah exactly. No but the thing is, that I truly believe that you ... People say I'm not a marketer, I'm not a salesman, and I really hate that language too. By the way, I use the word "hate," I don't actually hate anything, because I'm not of that mindset, I'm just being frank with you guys. Steve Larsen: Sure. Akbar Sheikh: Understand this: You don't hate sales, you hate the negative connotation. You think of some cheesy used car salesman, but understand this, this is powerful: If sales did not exist, society would crumble fast. Fast, immediately, over night. The economy? Crumble... Society, culture? Crumble. Why? Listen to this, you have a significant other, right? Steve, are you married or single? Steve Larsen: Yes sir, two kids. Akbar Sheikh: Awesome man, me too. Listen, take a look at this concept of marriage for a second. Some person you did not know for the majority of your life, some person who lived somewhere else, different upbringing, not a part of your circle, some stranger really. That stranger you now share your life with them, you live with them, you trust them with everything, your children, your finances, your everything, you're in the same room with them, you spend nights with them, and how does that happen? It happens by developing ... You had to convince that person that you are trustworthy to live with, that you are responsible, that you are capable of taking care of her, okay? What do you think that's called? That's sales. Steve Larsen: Yeah, there's a lot of selling going on on my side [inaudible 00:46:38]? Akbar Sheikh: You did such a good job. Let me tell you what a great salesman you are. You're so good at it, that you convinced someone to drop their life and live with you. Okay, you all have a job, right? Hopefully not, hopefully you all have a nice business, but at some point you all had a job, right? Well guess what? Someone's paying you to spend your time doing the work that's very important to them. You created some sort of resume, you went for an interview, you showed them that, "Yes, hey look, you can trust me. I'm capable of doing this work. I will do a great job at it. I will take your company forward." That's a great selling job right there, and you won. You got that job. Understand this: Sales is not that cheesy, used car salesman stuff. Selling is simply good communication. Steve Larsen: Yeah, it is. It's the transfer of belief, that's how I've heard it described. Transfer of belief... Akbar Sheikh: Yeah. By the way, if you improve that ... Some people are not that good at communicating, but if you improve that ... and there's simple ways to do that, your whole ... Not only will your business scale bro, but all aspects of your life, your marriage, your relationships will be better, your health will be better, your business ... Your whole life will be better. Steve Larsen: Right, absolutely. So, inside the Facebook page, you're trying to, "Oh, I'm going to soft sell right off the bat," you're just at least selling the opt in for the webinar I'm assuming, right? That's what you said about billboard. Akbar Sheikh: I have my website right there, and I present my big point. All of you have some big point, what you do, right? For me it's, "I build wildly successful funnels." I put it right then and there, and I said, "Hey by the way, do you want to see how we've built several seven figure funnels recently? Click here, sort of thing. Check out my few master class." Who doesn't want that? We're just educating people. You need to tell people, "Hey, do you want this?" You need to know your audience very well. Most people don't take the time and research their audience, but you really need to know, what do they want badly, and give them what they want. Steve Larsen: It can't be that simple. Akbar Sheikh: It is. I'm telling you ... Steve Larsen: I know it is, it's awesome. Akbar Sheikh: Steve, you know what I hate bro? Again, you see that on a lot of these pages, people talking such hardcore tech like, "Oh, I'm going split test between 2 a.m. and 3 a.m. Does the color green is better than red in the morning?" I'm like, "Dude, cut. Stop. Cut that out." I don't test any of that stuff. Steve Larsen: It's either honestly. Akbar Sheikh: Okay, so coming from you man, that means a lot, because I know that you guys are pretty thorough. Steve Larsen: What we split test like offer structure like crazy, but green button, blue button, that stuff, we really don't. We don't do that often. Akbar Sheikh: This is good news for people, this is good news. A lot of people are very successful offline, they want to go online, and they're kind of nervous. A lot of people are not trying to make it online, and they're struggling. This is a great breakthrough for these people listening to understand that, it's not as complicated as some people might make it seem. Steve Larsen: No, it's really not. Have a good offer, know what people want, provide value, you'll make money. Akbar Sheikh: Don't give up. Steve Larsen: Don't give up, just be a little gutless with it and ... Could you through the remainder of what your actual funnel is now today? Akbar Sheikh: One of my funnels, which is like my coaching funnel is super simple man. It's just you go directly to an opt in, and the opt in convert is really well, but I think it's like ... I have to check, I don't even check funny enough, but it's like 65 plus percent opt in, 65, 75% opt in. Steve Larsen: Wow. Akbar Sheikh: What it is, it's very simple ... Actually here, I'm on a computer, I can pull it up just to give you ... just so I can walk you through, we want to give people like a crash lesson, and how to have a good opt in page. Basically, you pull in ... Okay so, I have a picture ... Again, it goes back to audience research. What does mine say? It says, "I help business scale to seven figures by ethically injecting principles of persuasion into their funnels. See the exact steps recently taken to help create three seven figure funnels, watch the free master class." I have a picture of me on the left, and it's really a picture of authority. I'm wearing a nice suit, I have a nice watch on. Right now if you look at me, I'm wearing a click funnels t-shirt, and flip flops, right? That's me. But, I have a nice blue suit on, I got a nice tie, I got my hair done, and my eyes are looking at that text. Steve Larsen: Okay. Akbar Sheikh: I'm holding what people want, which is my "Two Comma Club" award. Okay. So now a dude dressed up, looking at the words, because that's just a psychology thing, you're going to look where I'm looking. I've seen funnels where people have pictures looking to the right, and all their text is to the left. That's kind of funny. That messes up it all by the way. Steve Larsen: It does, we actually do follow that exact same thing you're saying right now. We do that personally. Akbar Sheikh: Yeah, awesome. Then, "I help X do X by X." It's a simple formula. That's it, and just fill in whatever it is your business is doing, right? Then, watch the free master class, and I have a nice ... That's another thing by the way, a lot of people say webinars and stuff like that, I say master class. Here's another thing: You know what's kind of played out? Here's a great little practical tip that you all can do right away, and I honestly feel you'll see better conversions: I think everyone's got this 30 day guarantee, right? Steve Larsen: Yeah. Akbar Sheikh: I just play it out. I discovered something that works a lot better. I don't even know if I should be sharing this secret. I actually don't believe in competition. No, and I don't mind sharing any secrets honestly, because I don't believe in competition. I feel the internet is infinite, and I feel that competition is irrelevant. That's my mindset. Check this out: Take out your guarantee, because everyone and their uncle is using that. Put in for example Steve, put in the Steve Larsen promise. The Steve Larsen promise, and go to your graphic designer, go to Fiverr, or whatever and get a nice badge made out of it. A badge, not some icon, a nice badge, and put the Steve Larsen promise. What this is, from a psychologist sales point of view is, you know what's really powerful when you're selling to someone in person? If you can look someone in the eye, put your left hand on their shoulder, and take your right hand and shake their hand nice and firmly and look them in the eye and say, "Hey listen, I promise I am going to treat your business like it's my own, and we're going to help you out." That exchange right there is extremely powerful. Now, we're online. How are we going to do that? This promise can do that, this promise is our version of that. This is our virtual version of that strong handshake, and looking someone in the eye. The promise says ... It'll have your picture, and your signature and say, "Hey, I promise" ... For example, I recently did a probiotic funnel, "I promise that we are using the highest quality ingredients. We promise that we give this to our own families, and we consider you our family. We consider you our family, and so we keep that in mind. We promise that these probiotics will help your digestive tract within 48 hours." It's just promising what you're delivering, and you're using the word promise. You have your picture there, right? You have your signature there, and now you're building real trust, you're building relationships. Now listen, whatever you're promising, make sure you're delivering on that, okay? Steve Larsen: Right. Akbar Sheikh: Because I'll tell you something about that, and I'm going on a little bit of a rant here, but the past 30 hours I've made over $20,000. You want to know how? Steve Larsen: Yeah. Akbar Sheikh: Through this concept of relationships. I treat people good, right? I treat people right just because it's the right thing to do. But what happens is, I give a ton of value for free. Now ... Check this out, you all said you don't like sales, right? You remember you said, "Oh, I don't like sales, I can't do sales." Guess what? Here's a little hack. I've created ... and I don't even pay for this guys, I've created a massive sales team. Let me explain, I have all these loyal fans, followers, because they love my content, because I open up my heart, and I tell them my secrets, because I don't believe in competition, and I truly in my heart want them to succeed. So, I give them content, I give them value. Now, recently on one of these Facebook pages, someone was saying, "Hey, I don't have a six figure business, I need help to scale to seven figures. Who can help me?" There's posts like this all the time, and no matter what business or industry you are in, there's posts like that. Say for example, your Facebook dude is like, "Hey, I need a Facebook guy," or "I need a CEO guy," or "Anyone know anyone good for probiotics or supplements?" There's always someone calling your name out there. Check this out: Because I've given so much value to people, when that person asks for recommendation, their inbox got lit up by people saying, "Go check out Akbar, go check out Akbar." When I first started I had to say, "Me me me, pick me, pick me." I had to go there, "Hey pick me, me, me, me." Now, I don't do that at all, because I have my sales team who I don't pay just from the basic core fundamental of reciprocity, because I give them value, they go out there they're like, "No, no check out this guy, check Akbar, check out Akbar," and that's the value of keeping your promise. Steve Larsen: That's seriously, that one principle you just said is the reason that I have ... One of my little side hustle site businesses runs. That exact same thing just pumps so much value out there, solved so many legitimate problems really quickly. I think one of the reasons people sometimes aren't is, because they kind of remain in this fake zone, where they right off the bat too quickly expect a dollar for what they're doing. They expect to be compensated ... It doesn't work that way. Akbar Sheikh: There's such a scarcity mindset, right? I reset that book, and thank God it did well. Listen, there was a point in my life I couldn't afford a paper and a crayon for me to draw a book cover. Now, we can thank God by the grace of God, we can afford any graphic artist in the world. But the thing is, I wanted my people to be involved, and I wanted my people to prosper with me. I put out a contest and said, "Hey guys," I assume that there was some graphic designers in there. I said, "Hey guys, I'm doing a book cover contest. Submit your cover on this thread, and the winner gets to be my cover. I'll choose and I'll use it as my cover." Of course you had one hater, right? There's always a hater, "Oh, smart man. Getting everybody to do, getting a book cover for free, want all of us to do the work for you." I'm like, "Dude, I don't care." By the way, I'm not cheap and actually, I have a legitimate spending problem, which I've gotten a coach for so I no longer have it, but bro let me explain something to you. I did this to empower people, because guess what? I pick the winner, and I gave him a shout out to all of my followers and I said, "This guy is awesome." Now, for the rest of this guys lif, for the rest of his life he could say, "I have a cover on a number one international bestselling book." Steve Larsen: Yeah. Akbar Sheikh: What do you think? Do you have an idea how saturated graphic design in that industry is? It's so saturated, and if someone's picking between Dave and someone else, and Dave could be like ... That's his whole thing now. He can go to people. If someone's asking, "Hey, I need a good graphics guy." Dave can be like, "Well listen, I just did a book cover and it landed number one international bestseller." Steve Larsen: Yeah, you just paid him massively. Akbar Sheikh: I just paid him massively. I'm empowering people, because what I've really realized through this journey guys is, if you put other people's needs before your own, meaning your customers, right? You're going to win 100, you're going to get so much more money. Don't try to get a quick buck. I recently had a guy, he wanted me to build him a probiotic funnel, and there was this one upsell where it's like ... It was just like, "Add this bottle for a dollar," and then he's like ... Then I was reading the fine print, which was super fine, and it was like, "When you click this button by the way, we're going to send you a bottle every month for $9.99." I was like, "Dude, what are you doing? This is not obvious at all, people think that they're just paying a dollar for an extra bottle. What is this?" If you want to do that, I got to put it clearly, "Hey, this is a monthly subscription." He's like, "Well you know, that's just what they do." I'm like, "I don't care if that's what they do, this is not how you build an empire. You're going to get so many charge backs, people are going to lose trust in you, you're going to lose this customer. This is just a quick buck." The thing is, if you treat them right, and you give them value, and you keep your work and your promise ... The toughest thing to do is, to get someone to pull out their credit card and buy from you, but the easiest thing in the world to do is to get that person to pull out their credit card again and buy from you again, if you've provided them value and a positive experience. Steve Larsen: Right. Akbar Sheikh: Do you see what I'm saying? Steve Larsen: Oh absolutely, yeah. There's no longevity, there's no sustainability in that kind of model, just be honest [crosstalk 01:01:28]. Tell people what's really going on, yeah. We've been going for a bit, and I honestly could talk to you all day. I love ... I had no idea you and I are so similar. Akbar Sheikh: Oh yeah, that's cool man. Steve Larsen: Our mindsets I think, and anyway just kind of pull it full circle and to be the author/speaker/coach/consultant category, you ... Just to kind of wrap up with this funnel, you've got the Facebook and other organic traffic strategies running, that's going to a squeeze page, which is amazing. I've seen it you say, "I help blank do blank by blank," which is amazing, watch the free master class. You have your own guarantee in there, which is the Akbar promise with your own badge, which is amazing also. Then after that it pushes to, is it a webinar, then coaching call? Which I'm assuming now you have other people you've trained to help do that, and field those as well? Akbar Sheikh: It's just that exactly. It goes right to my calendar, and you can book a call. Yeah absolutely, you can get salesmen. Then, my closing rate, because ... I need to work on my filtration system, because people who ... My closing rate right now is 50%, which is low frankly, because ... Put it this way, it's actually a lot higher for qualified people. It's actually a lot higher. Steve Larsen: Sure. Akbar Sheikh: Probably 80, or 90%. For some reason, some people who are not even supposed to be on that call, they slip through the filtration somehow, but yeah no. The point is, when you have ... I always say, "Set up a good filtration system. Don't talk to anyone unless they're a hot lead if you're in this kind of space, in the high ticket space, because it's not about cold calling, it's about talking to the right people at the right time." Steve Larsen: Oh, that's amazing. That's amazing. That's really interesting though that you have that realization too ... It really is as far as steps and like you said, the seven elements you have of the ethical persuasion, and those things. It really is very similar funnel to what you were using when you were living in a closet, which is so cool that it works that way. Akbar Sheikh: Yeah no, that's crazy that we came together on this show man, it's true. So yeah, I guess gosh, I guess it started with that when I had nothing. That kind of eliminates all excuses for everyone man. Steve Larsen: Yeah, that's so cool. Well Akbar, I want to thank you so much. Where can people find out more about you? By the way, just for everyone, in case you haven't caught it in between the lines, I just want to pull it out there, Akbar has put a best selling book out there. That's insane. That's not easy to do, could you tell them what the name of the book is, and where they can find out more about you? Akbar Sheikh: Yeah no, so we were blessed it was an international best seller in six countries including America. Steve Larsen: Oh man. Akbar Sheikh: The book title is funny it's, "Seven Figure Funnels - I'll slap you in the face with a cold, wet fish blueprint on how to build a million dollar business online in just seven ethical steps :)" Steve Larsen: I laughed when I read the title. I was immediately intrigued. You're doing your job as a marketer. I was like, "I have to read that book." Akbar Sheikh: My editor had a half hour conversation, be like begging me to change the title I'm like, "Nope, nope, nope, not doing it. Not doing it. If we're going to do it, we're going to do it my way." Steve Larsen: Oh that's awesome. Akbar Sheikh: Yeah, but no listen, we're hosting ... I talked about how we generated ... I really want to break down for people how I've done all this stuff. I gave people a lot of great gems I think in this podcast, but to really break it down, I need a full weekend, which is why we're hosting a mastermind in actually just a couple of weeks here in Dallas. I really invite you guys to join us, it's actually going to be me, Rachel Peterson, who's the queen of social media. We're actually having implementation bootcamp, mastermind weekend here in Dallas, where you are going to come in with your business that's going to be in a certain type of shape, and it's going to leave in a totally different ... You're going to actually leave that weekend with a totally different business. That's what I love about internet marketing is, that instant gratification. Steve Larsen: Yeah. Akbar Sheikh: I just love it, because you can make some changes and see benefits right away. That's what we're going to be doing guys, that's on my website, and that's where all of my stuff is. If you just go to my name dot come, which is akbarsheikh.com, A-K-B-A-R-S-H-E-I-K-H dot com, that's where you can find out more about me, and hopefully see us on the mastermind and we can ... If your product or service is out there to make the world a better place, I'm with you 100%, and I'm more than happy to help you scale to seven figures. Steve Larsen: I appreciate that so much. You had mentioned before too, honestly an insanely generous gift that ... Akbar Sheikh: Yeah. Steve Larsen: I just want to make sure that they get it, because it's so cool. I'm so excited for everyone here. Akbar Sheikh: Yeah no, it's my pleasure. I think Steve does a great job, I think he's a great guy, and I think that you guys ... Every honest ... I truly believe that every honest, hard working person deserves a thriving online business. It's life changing, and I truly do want to make the world a better place. One of my offers is to contribute to that is this book, which is $47 on Amazon right now if you take a look. However, for you guys it'd be my honor to give you guys a free copy... Steve Larsen: Oh. Akbar Sheikh: Yeah. If you just go to my name dot com slash Steve, S-T-E-V-E, it would be my privilege and honor to give you guys a free copy. Steve Larsen: That's so generous of you, thank you very much Akbar, that's huge. Everyone go get that, and that's very exciting. Check out the mastermind also, he'll be hosting soon with Rachel Peterson, and Andrew, and obviously it's going to be fantastic. I hope I can be there, that would be cool, but ... Akbar Sheikh: Yeah, would love to have you man. Steve Larsen: Anyway, thanks so much Akbar, and thanks for all the value. Guys, go get the results first, provide actual value for people, and the business, and all the tech stuff gets a lot easier too as you move down. Akbar Sheikh: Oh yeah. Steve Larsen: Hey, thanks so much. Anything else you want to add? Akbar Sheikh: I'll add one last thing guys, one of my big secrets to success and it really has nothing to do with funnels is that ... I hope you don't mind Steve, me adding this one last thing, but ... I'm just telling you, I'm not preaching, but I'm just telling you what I'd do is, give ... The more, more that this figure to this out, the more, more money you're going to make. But whatever you're making, I give 10% away to charity. I find it to be one of my biggest secrets of success. I find that you get a lot more in return, a lot more. Find your passion, what you're passionate about. Are you passionate about helping starving people? Are you passionate about orphans? Those are the two things that I'm passionate about, but you may be passionate about animal cruelty, or other things. Donate to these causes, at least 10%, and by the way, if you're at the point where you cannot afford it, that's fine. But then, donate your time. Donate your time to these causes. Now, if you don't have the time, then at least call up your mom or a relative, or someone and just make them smile. Steve Larsen: Right. Akbar Sheikh: Even when you're going to go get your coffee, or you're going to go ... Just deal with people. Just look at them and smile and say, "Thank you," and ask them about their day. That's charity too by the way, if you don't do those sorts of things. You'll see when you do that by the way ... God wants you to smile you know why? Because when you smile, natural endorphins are released into you and you actually have a better day, this is scientifically proven. Guys, I really recommend to give as much as you can. It's really done wonders for me, and so so many people. I'd love to leave you on that note. Steve Larsen: I appreciate that. Anyway, I do that also. I strongly believe that that's actually ... The 10% thing, I do that also. Akbar Sheikh: Oh cool man. Steve Larsen: Anyway, thanks so much Akbar, appreciate it. Guys, go check out akbarsheikh.com/steve for a copy of your free book, "Seven Figure Funnels." Go check out the mastermind, he's going to be putting up here soon also. Thanks so much Akbar, appreciate it. Akbar Sheikh: God bless dude, thank you so much. Speaker 2: 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/3funnels to download your prebuilt sales funnel today.  Advertising Inquiries: https://redcircle.com/brands