Sales Funnel Radio

Yeah... I'm a 7-year overnight success story:) Avoiding pain would've taken me longer to get where I am now... Hey hey, how you guys doing? 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. All right, so four years ago I was at basic training. It was winter time, which is a terrible time to go, and it was probably the second day. I mean, you know the quintessential Hollywood scene where the drill Sargent comes on the bus and he yells at you and has everyone get out, right? I mean, that totally happened. We got on, they're screaming at us, you get on the ground, you're just doing endless pushups forever, you're sprinting back and forth in the dirt there, you're laying around all over the place, they're making you roll. I mean, they're doing everything they can to dehumanize you, right, and make you realize that you are now a number, you know? It was interesting, you know, to go through that experience and to feel that, and to actually feel the shift inside of me, and that was really interesting. But probably, honestly, the second or third day, you're scared out of your mind ... anyway. And they say, "All right, go grab your stuff," obviously with much different tone than that, but basically they start marching us over to ... which is more like a run, you know, you're basically running everywhere ... but they start getting us over to the spot and hand us all a gas mask, you know? And this thing looks like it's straight out of Call of Duty, you know what I mean, if you've ever played that game, or like the movies or whatever. It's got the big knobs on the side, it's got the big, you know, the big circular glasses. I start getting fluttered, you know. We all do. We're about to go inside of a gas chamber, and it's no joke. So, what we start doing, we start practicing basically how to put the mask on, right? One side you inhale really hard and it seals it around your face, the other side you blow out really hard and it ... you know what I mean? And it clears out any gas that might have been left in there while you're putting the mask on. We're standing outside of the gas chamber, we're in the middle of the forest and there's this gas chamber that's sitting there. It's really, really, really interesting experience. They told us, "By the way guys, if you shaved today," which you're supposed to all time, "If you shaved today, just letting you know, it's going to burn your face, because it's going to get inside your pores really bad." And I was like, "Oh, all right. Sounds good. Crap." So, we're helping each other, we're putting the stuff on, and putting these masks on and stuff like that, and then all the sudden they're like, "Okay," you know, "Next group," or whatever, and we're all going in as these groups. It's funny, because when you heard these guys go in as groups all you could hear in the ... like, as they started running in was just this ... I mean, like this coughing, a little screaming, you know? It was like you're going into a haunted house but it was real, you know? Anyway, it was our turn, so we put these gas masks on outside and we start running inside of the gas chamber. You had to keep your head down and put one hand on the shoulder in front of you and just start running, following the guy in front of you. I don't totally know why they had us do that, it might of just been part of the whole experience of sit down, shut up, and don't think at all, you know what I mean? Anyway, but we get inside there and it was like ... I don't know if they purposely made the light like a misty green color, I mean, there's green ... it was green everywhere. The air was green, everything was green. And they take us and they shove us up against the wall, and they're like, "Okay, turn it on," and immediately I could tell that the gas was burning around the lining where the masks end and my face began to be exposed. I just immediately could feel it, it was really, really weird. It's very interesting sensation. I could tell that it was trying to get around on my face, and you know, mentally you have to start ... you know, you kind of self talk a little bit, you're like, "All right, you know, you got this. Totally fine," you know? I was excited but nervous. I love that stuff, but it's also scary. It like scary stuff that puts me on the edge like that. It's really ... Oh man, you feel so alive, it's really interesting. Very interesting sensation. I've had many experiences like that in my life... Anyway, what they started doing is they started going person by person and they would go, "Raise your mask up, say the last four numbers of your social security," you know, which means scream it, "Scream the last four numbers of your social security, and your full name, and your birth date. And then what you're going to do is whatever air is left inside your lungs, hold it, put the mask back on. You're going to clear the mask with whatever air is left in your lungs, and then you'll reseal it. And you'll know really fast whether or not you actually did it right." And you're like, "What the ... okay, all right." Now, this is just CS gas, but it was pretty high doses, you know what I mean? This is not normal stuff, you end up ... Anyway, I'll go into that in a second. It was pretty interesting, though, because ... So, we cleared the mask, you know, and these guys and a few of the girls just start freaking out, like someone's trying to attack them kind of thing. They were jumping all over the place, the drill Sargent's shoving them back crazy hard up against the wall again, like, you know, "Shut up, get back there," you know? And they get to me and I was like, "Man, like, what the heck is this crap? What did I do?" And I took the mask and I yell, "Larsen," last four of my social, you know, "April 22nd, 1988," and I start yelling all these things, I put it back on my face, and I clear the mask, and I reseal it, and I could tell I didn't totally reseal it correctly on the left side of my cheek, but I was trying to make it that way so it wouldn't get back in. I could tell instantly just the ... it was like insta lung burn, just ... like burn the lungs really bad, and you're like, "Holy crap." They go through person by person and then what happened was they pull us over to the side and they said, "All right everyone, you're going to take off the mask completely and we're going to do PT inside of the gas chamber." Meaning we're going to start doing pushups and sit ups, and we're going to start jumping jacks and whatever. Whatever it was, the point was to get the heart rate up, make us breathe really hard, and just start ingesting tons of it. And we're like, "Oh my gosh," so we just start doing it, and I take off the mask and my eyes start burning and watering like crazy, right? Guys start breathing it in, we all start breathing it in, and what happens with that kind of gas is that it comes inside of you and it's actually, on a molecular level, your DNA's allergic to that type of gas. So what happens is, it's one of the chromosomes, and so what happens is you just start ... It's not like a nerve agent at all, it's not that kind of gas, they wouldn't put us in that kind of situation. But that's what the training was for, to practice for those kind of contingencies and things like that. So, the gas, though ... there's a point to this whole story, by the way, I'm just telling you ... the gas, though, it makes everything in your face defecate, okay? Anything on your skin that's exposed to it just burns like crazy. So, they finally are like, "Okay, get out of here. Run out, run out." And people are throwing up, you know, and it's like ... I can't even describe the scene, it was so crazy. Now, why'd I tell you that story, all right, and ... Well, let me jump into something else, okay? All right, seven years ago I started a lawn business, okay? That did okay, but I went into stocks and options after that and I totally failed in that, I wasn't that good at it. In real estate I really ... I got into real estate pretty heavily. I would flip contracts in the closing period. So, I'd go get a house under contract and I'd get it under market value, then what I did is I'd go find someone who was looking for a house like that, and in the closing period, before I owed any money, I would flip the contract for like 10 grand more to the next guy, and his money would cover my costs and I'd take the spread, okay? That was pretty ninja, but it was cool, okay? I eventually got into more hardcore real estate things, and we'd take peoples 401ks and they'd buy shares of huge pieces of future real estate. Then my buddy and I, we'd take that 401k money from them and we'd go invest it ... They knew all this, okay? There's tons of legalities with this stuff, it's obviously for the person who's far more intense in investing tolerance, you know? So, obviously it was very different doing it with them for this thing. But we'd take that, and what would happen was we'd take that money and that would be the down payment on a big loan for a three million dollar commercial real estate property, right? And what would happen is those people invested would get shares in that property and the property value. It's super cool. All right, that was pretty intense... Then I got into MLM and I did all right. Then I got into telemarketing, and I was actually a hardcore telemarketer for a little bit. I was one of the team trainers, I was actually ... I competed with one other guy. Sometimes I was number one, sometimes I was number two. Then I got into door to door sales and I'd grow my own teams, and put people together. Then I really got into writing e-books, and e-books, that was really cool. Actually, I never released the last one I did. Or it was actually the first one. But it was so good, holy crap. A lot of the things that I use now is still relevant in that e-book. I should probably pull that out some time. Then I started this business with some other students for a college semester. We made $3,000 a week from a business we made from scratch selling things to other students in campus, that was pretty cool, but was not allowed to last. We had to take that one down, but it was cool. I was the CEO of that one, that's fun. Then I started making landing pages for other businesses, because I realized that, during the student run thing, if I had actually started to drive traffic online I would of had more success. However, that's really how I started getting into more hardcore ... I mean, I had built sites with WordPress for other clients before, but that really is what started getting me into actually building ... I didn't know what was called funnels, and sales funnels. All right, and then I got into traffic generation, and we had an investor who wanted to come put a whole bunch of money at us, because we had this awesome idea, and we had 15 businesses on a waiting list. We were doing with all these other companies and it was working, it was really, really cool. But I was talking to the owners of Vivint, MLMs, was one of the client ... I had an insurance company I was doing it with. Then I started doing ... That's really around the time I started learning what Dot Com Secrets was, and I got into the launch method and ask campaigns like crazy. I went and I built a insurance for phones after that, and we had customers, but, you know, we didn't really scale the thing. Then I went and I built an actual MLM product, which is the one that still makes me the most money today. Then I went and I built a funnel for these guys over in Florida. That was a big, long project, but that's the one that I knew that I knew what I was doing after that funnel. Because we made them a good chunk of money in a short amount of time using launch and ask methods on the click funnels platform, which is really cool. Then I went into ... I build a charity funnel. It was really cool, we raised seven grand for wounded soldier's families to be able to fly out to wherever the hospital the solider was being kept at. It was really, really cool. I ran, it was a two page funnel using click funnels, in the middle of college. We put together a five k mud run, and it was awesome, and we had the news there. We had several interviews, it was really, really fun, actually. That was really cool. Then I was about to go work back for that company in Florida, and then got scooped up by Russell. We've built 170 funnels by now, including my own, Sales Funnel Broker and Sales Funnel Radio. Anyway, that's only seven years of my life, guys. I've been doing it way before that, too. Any why do I ... okay, I got from as chambers to all these other things, and the whole point is holy crap, there are some people who've been reaching out. Okay, I can't name names, because ... you know. This just happened, okay? This guy came out and he was ticked, and he was like ... and he was swearing like crazy, and he's like, "I'm never going to make any effing money. I went and ... " He's like, "My laptop died. This sucks, and I'm not going ... " You could just tell the whole tone of this big rant post. He was replying to a post of one of my last podcasts, I think it as a couple of them ago. And I was like, "Dude, you're not going to make any freaking money unless you change your dang mentality. Like, stop, stop. You've got to take a breath, okay?... Stand up, go to a 30,000 foot view, see what it is you're doing, okay?" The point is to turn into the pain, okay? I made this lawn business, I didn't ... it didn't work. I'm not still doing it, but I learned about management, you know? The stocks and options, I'm not still doing it, but I learned how to get technical and strategies for making money. It was super crazy cool. In real estate I learned about contracts and legalities, and I learned how to not get sued, and I learn how to ... you know what I mean? There was a lot of great things that came from that although I'm not still doing it, you know? When I was doing the hardcore big real estate strategy, you know, with the 401ks, I learned that there were secrets of each industry that are not spoken about, and if you can find somebody who knows those things, you're going to be more successful. I was doing it with a mentor in real estate, I wasn't just taking peoples 401k. I got to say that and be careful and make sure I clarify that with you guys, like, I was not ... It was all legal, we were totally covered, everyone knew what was going on, there was nothing crazy going on. But I learned that there were things going on, and I you just get someone who's taking you under his wing, like, shoot, man. Like, that's goof stuff, you know? You will move so much faster. I started building sites for others, that's where I learned what funnels were, although I didn't know that's what I was doing... When I was doing door to door I learned how to grow teams, I learned how to keep teams motivated. When I was doing telemarketing I learned how to talk. That really played in the door to door stuff. I learned how to write when I did all those e-books. I freelanced out this e-book, actually there's a couple of them, and I didn't like what she wrote, so I rewrote the whole thing two times because I didn't like it. I deleted and start over. Kind of like what Russell did with the Expert Secrets book, I kind of laughed when I saw that... Then we made that business making three gran a week? Man, I learned how to create offers in that business, that's really where I learned how to make offers, all right? Now, remember, this is all the time, I was in college during all this time. All of it. And I was in a business marketing degree. I don't know what I really learned in that degree. This is all stuff I was doing in the middle of college because I realized that I was not going to get cutting edge material, and I was not going to be cutting edge when I graduated if I stayed on that track, right? Then I started building landing paged for business. You know, all that really did for me is it taught me how to get an opt in, it taught me how to work with other companies, it taught me how to ... We had 15 business on a waiting list, they were begging for us. I mean, these strategies that I had been learning, they were, again, they were not like mainstream things you can read in a book, right? There's some things you can not learn from a ... you've got to be in the weeds doing it, right? With the insurance one that I built I learned how to work with a partner. Most of that stuff was solo beforehand. With my secret MLM hacks I learned about course creation. That was my first info product, and it's still doing really well, but it was ... That was really where I learned how to funnel hack itself, all right? The water company, that was a big win, the charity one, that one helped me realize, okay, I got this, you know? Not that I'm going to win every time, but I get it. I see how to actually make money, I'm turning thousands of dollars now and that's awesome, right? Then obviously with Russell, I mean, I've built so many funnels there, I don't even know how many it truly is. I just guess 170, because a singe project can be 15 of them, right? And that's, I've been there over a year now. That's the point though, okay? It's to turn in to the pain. A lot of times what happens is we will skirt along, right, and that's why I brought up the gas chamber story, to be honest. Because what was happening is I was sitting outside ... You guys remember my story of me laying in the water and I was so ... it was like 35 degrees and we start shaking because the body's trying to stay warm, but eventually the blood sucks back into your organs to keep it warm, so you stop shaking and it gets kind of freaky and your lips go blue, and you get little bit of hypothermia and things like that. You remember that story, I told that story? And remember, I had that mentality shift like, "Okay, like, I got this. It sucks right now, but it's going to be an amazing story later on." So I changed my mentality and I was like, "All right, we got this." I did the same thing with this gas chambers. I was watching other guys coming out the other side just barfing like crazy right before we went in. They throw up all over the place, their nose be running uncontrollably, their eyes are blood, blood, bloodshot red, I mean, it looked like a horror movie. You know, their skin's burning, they come out, they're not trying to breath, I mean, it was really ... like, that's kind of freaky, you know, to watch that. I was like, "All right, I got this. I'm going to turn in to the pain," right? Turn in to the pain. Pleasure's always closer on the other side if you turn in to the pain. Pleasure doesn't come very quickly if you don't turn in to the pain, it gets prolonged. It gets prolonged. You won't know what it's like to go do all these things if you just keep skirting it. I remember this time I went and I did a business ... I did a presentation of the city of ... It was a city competition for entrepreneurship and my buddy and I went in and we put our insurance business in it, and we didn't know what we were doing. There's all these guys making tons of money, making millions, and we just ... I started presenting. I was presenting on stage like crazy, pitching our business. I won the business competition in my college, they sent me to another one to compete. I did not win. That's okay. I learned how to stage pitch, even way before I got to work with Russell. Way before, all right? That's the whole point of it, is that I know that a lot of you guys have these massive dockets of, "Hey, I tried this, that sucked. Hey, I tried this, that sucked." And it doesn't matter... Funny enough, the lawn business that I did seven years ago, and had ... you know, had all these people I was doing stuff with, had a customer base, thing like that, that actually plays into me building funnels in a weird way. There's more skills than just hey, what color looks good and where should the button go, you know what I mean? So, these things you guys are doing, these guys that are going up and saying, "I'm not going to make any money," that, raise your mentality, all right, get your ... elevate where you are, and what's going to happen is you'll actually start seeing the bigger picture of what's going on. For some of you guys it may not exactly be where you want it to be right now. It may not, and that's okay. That's all right. Take the lesson, learn, move on, do not sit and sulk. If you do that you're not going to move anywhere. "Uh, that didn't work. Uh, that didn't work." I made the mistake of personally doing that with one of the real estate things that I was doing with a buddy, and I sat and I sulked about it. It wasn't fair to myself, it wasn't fair to my wife, wasn't fair to anybody, because things happened and sometimes crap just happens, you know, and you just move on. So take the lesson. I dare you to sit down and write all of the failures you've had... Do it... But then next to it make a column and write down the thing you learned from it, because it is way faster, much more hardcore of a lesson than if you were to go to a class, because doing is completely different than reading. You know what I mean? That's one of the points I've been trying to make with this thing. There's a really good guy, he's one of the first podcasters I ever listened to, his name was Sean Terry. And I learned a lot from that guy, and it's mostly because he's in the real estate world and that's what I had been doing, and I studied that world a lot. A ton. And various reasons, things worked and then a lot of things didn't, you know, and again, that's fine. But he had this really cool analogy, he said some of us want success so badly, which is awesome, but you want it so badly you need to imagine it like this. Imagine that there's this pool, all right, there's a swimming pool, and the pool is sitting there, it's pristine, it's nice, and in the middle of the pool is a bach ball. And the beach ball's sitting in the pool and you are on the side. And you start swimming as hard as you can after this beach ball. You're swimming, you're swimming super hard, hard, hard. You're swimming as fast and hard as you can. You're doing everything you can to et to that beach ball. You're getting at that beach ball like it will either kill you or you have to kill it, all right? This is fight or flight constantly for you, right? And you are swimming as fast as can toward this beach ball. Well what happens? The freaking beach ball goes away from you, right? Ripples get created, things get pushed away from you, and the actual beach ball gets ... it starts pushing away from you. You're pushing so hard that you are pushing the people out. You're pushing the reason you actually do it out. You're pushing the emotions and the feelings of others, you're pushing out other things that are important in your life just to get that beach ball. You will kill yourself to get the beach ball, right? Well then you're missing the point... That was his whole point, too, he kept saying that. He gave that analogy a lot. I realized that there were, probably about half these businesses that I was doing that I just listed off to you guys, just in the last seven years, I mean, so, so, so very similar to that. T here was times I just was killing myself. Sleeping literally a few hours a night, getting up, doing it again. Getting up, doing it again. Getting up. I don't know if you've ever read the book Rework, but they're like, "Oh, no great creativity happens when you do stuff like that." Like, that's stupid, you can't do that. There's an element of hustle, but there's an element of life balance, as well, which is mostly true. I still think you have to be a bit of a monomaniac to actually be successful with some things. You got to be obsessed with what you do, all right? You have to, that's not an option. Anyway, so that was the whole point, though, is ... There's been several people who've been reaching out, especially lately. Like, "I just wish I could do this. I wish I could do what you've done. I wish that it was this way. I wish I did this." It's like, man, stop freaking wishing, just do something. If you just do something you'll start to learn the things that have not been making you successful. Does that make sense? Like, I was not that good at talking with people, I still don't like talking on the phone, I hate it. So, I went and I did telemarketing, okay? I don't like going and trying to pitch someone face to face, and so I purposefully went and did door to door sales. That was on purpose for that reason, okay? I'm not amazing at writing, but I felt I needed to get this message out that I had been learning, like, "Oh my gosh, did you know you don't have to be creative ever until a certain period? The market will tell you everything you need to do?" That's when I started writing that e-book, that was like five years ago. I should probably launch that thing, it's a really good e-book. Anyway, does that makes sense? That's the whole point I'm saying. The point of this is not ... You are not supposed to avoid pain. You're not. But so much of society tells you, like, "If it hurts don't do it." That's bull crap, all right? I wouldn't go to the gym if that was the case, all right? That's so true, anyway. There was this time where, oh man, it as so hard. It was harder than when I went to basic. I know ROTC sometimes kind of gets made fun of, but it's super awesome. These guys, what they would have us do is they'd have us ... We'd run a mile in six minutes, which is fast, it's not crazy fast. So, we'd run a mile in six minutes and then we'd have a four minute break, and then we'd run another mile in six minutes, and four minute break. Mile in six minutes, four minute break. Mile in six minutes, four minute break. And we would do that for an hour. You're just, you're completely spent after something like that, right? And then we'd do these things called 60 120s, meaning we would do dead sprint as hard as you can like a bear was chasing you. You'd dead sprint for 60 seconds as hard as you could, and then 120 seconds of walking, and then 60 seconds of dead hardcore sprint. We'd do that usually for about 20 to 45 minutes. It sucks, you know, and we'd always try and make the new guys barf. Like, totally, you know? But there's this mentality that I gained from that where it's just like, "Man, make it hard, coach." And I've told that to Russell several times, which by the way, I know he listens to these now. How's it going, man? But that's the point of it, like, make it hard, coach. The reason why is, not that I'm a pain loving freak, it's because if I turn in to the pain I learn things that I would not have otherwise learned. You can not learn some of this stuff in a book. Anyway, that's the challenge. Guys, this is the challenge I have for you for this podcast. You've got to sit down and write out all the things that you think you failed at. Make a huge list, all right? That was just a very brief list I made right before this podcast, about 10 minutes before just brainstorming. And then right next to it a column of all the lessons I learned from it that I would not have learned otherwise. I don't think I would have learned them in the way I learned them, all right, with the power I learned them. "Steven, how come you sit next to Russell? How came you lead Funnel Builder? How come you do these things? How come you're able to be successful at these XYZ?" Because, well I've made like ... that's freaking like 15 attempts in the last seven years. They were honest attempts I was trying to have a cool product or service out there where people gave me money for it. Every time, okay? And now it's finally hitting. I have worked my butt off for it, that's why. I turned in to the pain. Make it hard, coach. Make it hard, make it challenging, make it rough, all right? That's where the best lessons come in. Anyway, it does not come from a point of comfort... Anyway, guys, sorry for the rant. I know that's 25 minutes long, but that's the whole point of this whole thing. Gas chambers, all right? Run in. Don't run into an actual gas chamber, okay? Anyway, guys. Super stoked about the ... I've really enjoyed this one, to be honest. It's been on my mind a lot. Sorry it was a little bit of a rant, I haven't done a reallygood rant lately, so I thought I'd hit quota there. All right, guys, talk to you later. Bye. 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Progress in entrepreneurship REQUIRES you to face a few character flaws. Address them, and you'll move forward... Hey, how's it going? Hey, thanks for tuning in. 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. All right, you guys. Hey, if you listened to the last episode, I was talking about how I went and I spoke at Local Client Takeover and that was a lot of fun, had a whole bunch of fun doing that. I don't know. The older I've gotten, not that I'm old at all, I'm 29, but the older I've gotten, the more I've realized I truly don't care that much what other people think about me and what's funny is that ... That's not like a chip off the shoulder way like, "I don't care. I don't care." That's not it at all. It's just I've become far more comfortable with my personality and who I am and the value I think I can bring places and being energetic and if I feel like I want to yell, I'm going to yell. That's actually been part of the fun part about having a house now is man, I'll just start ... My little girl, my little 1-year-old and 3-year-old will just start running around the house screaming, right. I'm comfortable doing that in public settings now. There's something to be said about being comfortable with you and self-expression... You know what I mean? Anyways, I was speaking at this event, right, or I was about to go on stage and this isn't a bash at all on that event. It was really, really good actually. It was awesome. Honestly, most of it was about SEO. I don't know anything about SEO. I don't really want to know anything about SEO and so, I tuned out for a little bit because my topic was about local funnels and how to structure agencies in order to sell to local businesses, right, and so that's what I did. I went in and I talked about that, but beforehand what was happening was ... It was pretty funny. I noticed that the emcee, he probably wasn't an actual emcee. What he was doing was he was standing up and he was saying, "Hey," low energy, "Hey, welcome. All right, it's time for our next speaker and here he is." That was like sometimes there's applause, sometimes that's it, the guy just stood up and it was like, "Hey," and I was like, "Oh, man," again, nothing against him. I don't think he's an actual emcee. I think he was just part of the employee staff that was there and I was like, "Gosh, that's really, really rough." What I started thinking about was the time Russell asked me to introduce him to his inner circle. Now obviously, his inner circle knows who he is, right, and this was at the last Funnel Hacker Event we had and just my mind went back to it and I started thinking about it. It was huge lesson for me, right. The event's about to start and Russell's like, "Okay," he comes to me, he's like, "Hey, Stephen, do you want to introduce me before I go out there?" and immediately I got nervous. I was like, "Man, I don't have any problem speaking. I love speaking. I always want to speak, but I've never introduced somebody like what do you do? What's the structure? What's the model? What does it look like? What does it look like to successfully introduce somebody?" You know what I mean? That might sound like a cheesy, dumb question, but to me, it was a big question... I was like, "Dude, yeah, man, but like what do I do?" He laughed and he was like, "Dude, here's your only goal. This is the only thing that you need to do." There's a whole point to this whole thing, by the way, so just keep following me here. He goes, "Okay, all you need to do is you need to ... I don't really care how you do it. I don't care what you say honestly." He's like, "The only goal that I have for emcees is that before I come on stage, they've got to be at a drastically higher state than before so that when I come out on stage, I don't need to lift their state. I don't need to spend time putting energy into the room. I don't need to spend any time helping them raise up to me because I'm a high energy speaker," and I was like, "Okay, that makes sense. Okay, okay." He's like, "So that's all you got to do is get out there, whatever it is, elevate the energy in the room, elevate the state in the room and then, I can come out and meet them with high energy. Otherwise, it's weird. You get on stage and everyone's kind of like blah, like they're not energetic yet. They're not in a state to receive me yet." I was like, "Hey, okay, that makes sense..." I went out there and I told this cool story and I think it worked. It was my first time, the first time I did it was a little bit weird. I don't think I hit it. I don't think I nailed it very well, but second time, I did better. The third day, I definitely did all right. Anyway, that's what I went up to this emcee and I told him, and if he hears this, please know that I'm not at all bashing at all, but it just really brought me back to that lesson of how important it was. I walked up to him and I was like, "Hey, how do I tell this guy that man, you can't be boring and it's really boring," and be respectful for what he was doing, what the event was, but at the same time, I didn't want to go on stage and have everyone just sitting there like, "Okay, dude, start talking. What are your gold bombs you're going to drop on me?" You know what I mean? They got to be at this higher level of energy so that when I come in, I start to go nuts. It's the reason Tony Robbins events are parties. If you change your state, you learn better... If you change your state, you receive things better, you act better, you make decisions faster. I have bad days every once in a while. I had a bad day just recently and I was like, "Crap," and I was telling Russell this and I was like, "Man, I'm sorry, man. It's a rough day. There's some challenges going on and I think I got to change my state." I'll spend some time state control and try and get back into a fiery zone so that I can produce and be a high producer, right. Anyway, so I went up and I told this guy that and he did better and it went fantastic and it was awesome. On the flight back I was listening to High Performance Academy. It's something Russell gave me. It's awesome. By Brendon Burchard and it's been super awesome. I was thinking about life and I was like hey ... I'm not trying and have this be like a super deep podcast at all just so you guys know, but I was thinking about like okay, what do I want to do? What do I want to accomplish? What are the things I want to be known for? What's my life's work? Things like that... I want to be purposeful... I want to be driven... I don't want to just be ... What's that? I can't remember what book that is. He's like, "Most people are just floating around in a river without a paddle." Actually, they have the paddle. They'd just would rather drift and just stick the paddle in the water and start going somewhere. Most people just take life as it comes. They don't really move in a certain direction. I was thinking about all these things and I was getting an Uber driver and I sat down and the Uber app all of a sudden popped up and it said, "Your driver is hard of hearing or deaf. Just be aware." I was like, "Whoa, okay, cool." I just thought she'd be a little bit of hard of hearing, but she was actually completely deaf. Obviously, she can't talk and she's sign languaging for me to sit in the front and things like that. It was really, really special. Actually, it was interesting. I have a niece who's completely deaf and so I have a few cousins and they're trying to learn sign language and things like that so they can keep communicating with her and it's really, really special, but it was interesting. I sat there and it was dead quiet. There's nothing to say, of course, which is a little bit weird for me. Usually, there's some kind of interaction at least going on. I always like to ask the Uber drivers what's going on with their life and learn what they're doing and see what path they're on, stuff like that and all of a sudden, I just thought I've got 20 minutes before I actually get back. What if I learned some phrases in sign language so that by the time I got out of the car, I could thank her and ask her some stuff and things like that? I discretely pulled out my phone. I was sitting in the front seat. It's not like she couldn't know, but I was sitting in the front seat and I started going through and I was looking up all these sign language phrases and I was trying to practice them without moving my hands. We pull up to the house and I start signing thank you, please be safe, hope you're doing okay, stuff like that. Her eyes lit up and she starts saying with really fast sign language and mumbling and all, and thank you and hope you're doing well and things like that and it was really, really a cool experience. I had Brendon Burchard's High Performance Academy stuck in my head. I had a bit of the high from the event that I spoke at going through my head. I had all these things going through my head and then to top it all off, there's been this follower who's fantastic. I'm sure I'll introduce him here to you guys shortly, but there's this follower who has reached out over and over and over over the course of several months begging to do something for free for me and I couldn't believe it and he reached out again. It was like all these events started coming together in one cool moment. I came back upstairs, I came inside after the lady dropped me off from Uber and I came inside and all these things were just racing through my head. I was like I can't go to sleep yet. It was super late. I got back really, really late. I had to go to work the next morning, in just a few hours, but I couldn't go to bed and I started thinking of all the cool things that have been going on and this is something I recommend that you guys do. The entrepreneurial journey is something that's very interesting, and this is a little side tangent real quick here, but there's a really cool part in one of Robert Kiyosaki's books. I think it was the Cash Flow Quadrant where he talked about when you are beginning to move forward in entrepreneurship or any kind of thing in business, but particularly entrepreneurship, there's this really interesting phenomenon that happens where, as you move forward, let's say ... I'll just say it. As you move forward, your character flaws begin to be exposed to you and it's very uncomfortable. It's painful and you don't move on until you address that character flaw. That's something that he taught. You think about it, it's totally true. Let's say I was moving on with my business and there's all these things going on and I'm just getting things started, but I really can't control my own sched. Let's say that I just really can't control my schedule enough and so, I never get up on time and I miss a few crucial meetings and so, the business just sizzles out and dies, right. That's a character flaw, right, and that happens for every single time you start a business every time or anything in business, right. These character flaws will start to blow up in your face. It's not like it's this soft blow. They will blow up in your face and you will not move on. Your business will not progress. You will not do anything until these character flaws are taken care of and fixed... When he said that, I was like, "Holy cow, that's crazy," and I was like, "That's neat. That's interesting," but it stuck with me. As I began to progress and move forward and as I've done things in my personal business and stuff with Russell and all over the place, character flaws have been exposed and it's uncomfortable. I had that in my head and I had this stuff with Brendon and this really cool experience with this ... I had this really special quick connection with this lady who was deaf and I was trying to sign, and this high coming back from speaking, all these things coming on and then, the guy reaching out saying, "Please, let me help you. I see you're struggling in these certain areas." I just gave in. I was like, "You know what? Yeah, I do. Character flaw is blowing up in my face right now... I'm trying to ... I got to fix this one aspect of business. Can you help me? I will not move forward until I get help." He's been helping and it's been great. It's been a character flaw of mine that I know in the last six months, I've not done as much as I can to be connecting with people and show concern for other people's welfare. It's not that I've been greedy. It's just been so focused that I've not taken the time to connect with other individuals at all, right. I was trying to do that with the deaf lady. There's a character flaw that I've been fighting with is this whole ... Guys, I'm just trying to be super vulnerable. This is uncomfortable for me to say with this podcast, but I'm just trying to be open and honest about it, right. It's been a character flaw of mine to shut in and not express what my actual inner feelings are while I'm progressing on this journey. So, I went and I spoke my mind, right, to that emcee and in a loving way said, "Hey, look, could you not do that in the way you've been doing it? Here, try it this way." You know what I mean? It's been a character flaw of mine to suppress some energy and I'm actually much more of a open and out there and very high energy person in my head, but not always in public and that might shock some of you guys. I'm an extrovert, but there's also this part of me that needs to be alone sometimes to recharge and sometimes that can be a character flaw for what's going on around me. It's been a really fascinating last few days for me as I thought about all these little pieces and all these things and this guy. I don't want to just keep talking about this guy, but I want to actually introduce him to you at some point. He's been awesome. He's like, "Hey, man, I love support and it looks like your support sucks." That's basically that's what it came down to and I was like, "Yeah, my support does suck." I get hundreds of questions a week and it stresses me out to death. I'm not good at that. It's not that I don't want to talk to anybody. It's just I feel walls closing in. I feel confinement. I feel like I can't expose myself and ... Whatever it is, I'm not good at support. I'm good at sales or marketing I should say. I'm good at speaking. I'm good at those kinds of things of the aspect of the business. What was really interesting and I think what started this whole ... It's been on my mind in general, but what really started this is on the flight over to go speak, two or three days ago, while I was on the flight ... It was about a week ago when I was flying to Utah with Russell. That's what it was. I decided to read and pick up and read Ready, Fire, Aim and the very beginning of the book was really, really powerful. I haven't got that far into it yet, but while on the flight over there, I just started to read. There was this really, really funny ... It wasn't supposed to be funny, but for the situation I'm currently in, it's been really, really funny, right. Timely, I should say, but it's talking about the different stages of needing to work with other people and I was like, "That's funny. That stuff's been on my mind." There's been this really, really awesome thing that popped up while I was reading and so I underlined it and I just wanted to read it here. It was on page 27 of Ready, Fire, Aim. If you guys have ever read that book, highly recommend it. I'm only, I don't know, 30 pages in, but I can already tell it's going to be one of those favorite books, spots on my shelf kind of thing. Anyways, the bottom here says, "If you make it a practice to hire people with potential, the potential to do a particular job as well or better than you can do it, your business can grow. This way, with each tier being promoted to the next level and each stage of growth giving rise to the new level of challenge and reward for your employees. Smart entrepreneurs will encourage their employees to hire subordinates who are as good and capable as they are. If you are not doing that, start doing it now. It will make everything easier later on." Gosh, this is just so key. It's so amazing and it's not that I've been afraid to do that. It's just it's funny how relevant that is to me right now. He says, "Smart entrepreneurs will encourage their employees to hire subordinates who are as good and capable as they are, if not better." I thought that was so, so important. You guys, you'll not do it alone. You won't do it alone... If you're going to do it, if you're going to try and do it alone, you'll get there to a certain extent. Don't go out and just try and start hiring people. Russell always says, "Hire when it hurts. Hire when you're in pain. Hire when you can't handle it anymore," but know that overall, you're not going to be able to do it alone. You have unique abilities that you're really, really good at and you have stuff that you suck at and it's cool to know what those things are and it's totally fine. If you don't know what those things are, don't worry, just start moving, and like Robert Kiyosaki said, the character flaws will start blowing up in your face and start taking note of that and take some humble pie and just be like, "Okay, that's what it is. That's fine. I don't need to be the best at everything in the world. That's not possible anyway. What am I really, really good at?" Focus on those things. Hire out on the other parts and super, super powerful... Anyways, it's just really interesting to start thinking through all those things. Not going to do it on your own. Understand that you've got some character flaws are going to pop up. I understand this is not like a normal episode for Sales Funnel Radio because it's not totally about sales funnels, but as you guys begin to build or continue to build, just recognize that if you haven't done so before, that there are flaws inside of you and that's fine. Just know that it's going to be way better to find somebody else to go hire and help you out... What's been so cool is the guy who's been helping me out, man, it's been awesome to take stuff and put it on his shoulders and he's come back and be like, "Yeah, totally fine. I can do that. By the way, I've done X, Y, and Z also while you were gone." You're like, "What?" Oh, my gosh, I hired somebody as capable as I am, but in a different area, a different specialty. You know what I mean? It's been amazing. It's been so cool. The level of stress has dropped dramatically in my life and I didn't expect that. I thought that I'd have to manage this person a lot. I thought I would have to ... Not like judging him, just I've never really done this before so I assumed that you would have to do heavy management of the situation and as long as you can hire a few rock stars, go for it. My question became a couple of weeks ago while I realized I needed a person, I needed something, I needed someone and I started looking around. I started making little tiny hooks out there to just see this isn't something I want to care of. It's not something I can focus on. I want to stay focused with Click Funnels and my current thing, but there needs to be some attention in this support area because I'm getting hundreds of questions a week and I can't handle it, but I tell people that they should ask me questions. I'm like, "Crap," that was ... Anyway, it's vicious little cycle there, but it's been cool to go out and vet people out. What I've been doing to vet people is give them a little task and see how they react to it. I was talking to Dan Henry and hope Dan's fine with me sharing this, but he was saying, he's like, "Dude, when you go out ... " I actually talked to a lot of people. It was one, two, three, four, probably five entrepreneurs. I was like, "Hey, what'd you do in this scenario? What'd you do in this scenario?" I got all the feedback from all these different people and I said, "Hey, cool, what are you doing here? What are you doing here? What are you doing here? And How do you actually hire these people? And how do you find this person overall?" Because you could hire anyone off the street, but he may not be that very good. How do you find someone who's good and willing to go the extra mile and who's just full out in love with you? Basically, it was, hey, see who's willing to do it for free, not that you're going to be free loading on them, but you need to find someone who's passionate and who would do it for free because they love your brand. They love what you do. They love the things and the direction that your business is going in. Find somebody who would do it for free and actually doesn't ask for money and does a few tasks without asking for anything and excels in them and pushes forward and babysits the business a little bit and acts like it's their own and find that person. Two or three days ago, I realized there was this certain person and I was like, "Oh, okay, he's the guy and okay, so let's do this." It was this big character flaw moment for me also. I got to give off some control and trust in a certain area and it's been amazing. Anyways, I'll bring him in here at some point and I'll do a little interview because he's got a cool story as well, but for right now, that's basically it. I basically wanted this whole podcast when I came home and I didn't want to go to sleep, I just went to my white board and I just started brain dumping all over the place, all these things around my head and the common theme around all of it was this whole thing. Wow, I have character flaws. I'm totally fine with that. I got to find someone because I'm not going to be able to do it on my own and that's fine. It's been fun to push forward in that area. Anyways, guys, hopefully that was helpful and super excited for all the cool things coming up. Hope you guys all got the Expert Secrets Book from Russell Brunson. If not, go to expertsecrets.com. That book's amazing. I just barely got mine in the mail and I feel like I got to put it in a glass case or something. These books have done more for me than my marketing degree and that's not to badmouth the education at all, but seriously, these are like the bibles of marketing. It's brilliance. It's brilliance that the man's put in there. Anyways, guys, this was a fun one and I will talk to you all 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

Click above to listen in iTunes... I HATE getting paid pennies for my expertise and you're probably the same. The reality is, you can probably charge more without your dream customers batting an eye... What's going on everyone? This is Steve Larsen and you are listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best Internet sales funnels. And now, here's your host, Steve Larsen. What's going on everyone? Hey, I'm super excited. I'm actually sitting here, I'm getting ready for my presentation at Local Client Takeover, LCT baby. It's going to be awesome. It's down in Vegas. It's actually in a few days here and I'm excited for it. I always love preparing my presentations ... sometimes. It's been a little bit challenging in the middle of this move and all the things going on here. But I always like it though, that's for sure. I was just thinking, so they want me to talk about local funnels and how you can use sales funnels in a local business, which is awesome. That's actually one of the first things that I ever did but it wasn't using click funnels and I didn't realize that I was using a funnel. Does that make sense? It's when I was doing traffic generation for Paul Mitchell, we were driving traffic ... What happened is they came to the college that I was going to and they came to the college and they were like, "Hey, we need these two guys. We need someone to help us please drive some traffic," and that's essentially what happened. We were like, "Cool." The teachers came and they saw that my buddy and I, Ben Wilson, I think he listens to this, shout out to you man. Ben Wilson and I, we're doing all these crazy things in college and the professors knew about that so they recommended us. We go and we start driving traffic for these guys and really quickly realized we could drive huge volumes of traffic but have none of it convert. We were certainly learning with other people's money. But we had some success with that as well, though. What we were doing is we were basically putting in ads out there that were saying things like, "Hey, come in and say this secret word and you'll get a free tea tree scalp treatment," or something like that. It's Paul Mitchell hair company, which is funny because I'm totally losing my hair now. Anyway, it was really cool I'm excited to be able to go and give the presentation here so I thought that I would talk a little bit about price because that actually is one of the secrets. So you guys know, if you have read the Extra Secrets book at all, if you've gone through Russell's Perfect Webinar Secrets at all, you will know that one of the major parts of what we do for selling is actually called storyselling. And what we do first is we go figure out the core false beliefs of our audience and we write them all out... The whiteboard literally right next to me has this. So what I do is I write out all the false beliefs that I know that people at LCT are going to have about how they can use sales online funnels in local business. Does that make sense? So I write down tons of them and I put them all out there. I wish I had these lists next to me, what they are. But things like, "Well I'm a word of mouth business only. So of course that's not going to work for me." You know what I mean? And just start writing them all down. So I've got things like, "I don't want more business. I can't handle it. There's too much competition in my local market. There's no way I could compete online." Those are the types of things I put on there. "Ads are pricey so I'm not going to be able to do it." Does that makes sense? And I list out all the false beliefs. This is how I prepared my speech over at ABcom too. Every time you guys use any type of communication or you guys talk to your customer at all do this. If you don't have a list of the main beliefs ... Now I'm just guessing. The more accurate way is for you to get out there and do like a Ask Campaign and really dive deep and call people who bought, call people who didn't buy and just get down there and start figuring out, in the weeds, what people are thinking when they hear about your product. So I started doing that and I wrote down ... Then what I do is I write down all of the counter ... What's my counter to that? Well, "Ads are pricey but honestly, you can have less clients anyway and then make more money" or "Ads are pricey but with a break even funnel, you really don't need to pay for them." You're just turning on an ads engine and maybe lose just a little bit of money but you're getting tons and you're getting basically free customers the rest of the time. That's a counter. And saying that is cool but it's not as effective as telling a story, where I get you in state and I start ... This is all from Extra Secrets book, where I get you in state and I start teaching you. I start telling a story of somebody else who went through that. "Oh, there was this guy once that, he was in ... " this certain business and does funnels now. Okay, one of the first funnels I ever built for somebody else was for this water company and they were super awesome. I have mad respect for that guy. He's built an incredible company and he wanted some more sales online so I ran an Ask Campaign to his existing list. I got like 150 responses. I read through all of the responses and I figured out like, "Oh my gosh, did you guys know that your customer wants these things? Did you know that they struggle with these things? Did you know that they wish you did these things?" And all we had to do then was create basically an E-com funnel selling their products online and it was practically a local business. He did a little traveling and speaking but it was most ... Anyway, they made like 50 grand through that funnel in the next like ... I don't know ... a couple day- ... like a couple weeks. It was probably like five weeks after it's all said and done. There was like 20 grand after the first few days and then leveled out to about 50 grand. Anyway, it was a good amount of money though, right? But I would dive more deep into the story and I would tell you guys my struggles with it and how I didn't think it would work and things that I was talking about with the boss man. Anyway I would dive into it deep and that would help you guys realize that what I'm saying is true because I'm telling story with it. I'm not just saying the fact, does that make sense? So that's what I do then. So first, I've got all the false beliefs then my counter but then I also write a story that relates to that to help them show that their belief is false. And then what I do is I go find the top three things, again, straight From Extra Secrets I go. Find the top three false beliefs that have to do with the vehicle that I'm going to suggest, the internal belief that they have and the external belief that they have. And those are my three secrets. So the title of this presentation for LCT, which I'm super stoked about, is going to be, How to Get Local Clients and Beat the Big Brands at Their Own Game. I think it's a pretty sweet ... Anyway, it's behind the scenes of simple local client acquisition funnels. And what I'm going to go do though is I'm going to show them, basically, all these cool funnels that you can use to get clients in but that's a never-ending topic. There's basically an infinite amount of ways you could probably do it, to be honest. So what I thought is it's more about how they're going to structure their business as a whole. What's their core offer? What's a cool front end they could use to fuel that core offer? And then what's a back end product? So I'm essentially going to teach the three core funnels as I go down there and I'm excited to do that because ... I'll just tell you then. It's about 84 slides. I'm a little nervous because last one was like 70 slides and I ended with like three minutes left, so I got to talk faster on this one. Anyway, so the first thing I'm going to show them is how to use low-end products to pay for all of your customer acquisition. Crazy cool, right? Especially for a local funnel. There's tons of local businesses that do that. They may not know they are using a funnel but that's what they're doing. Number two. I'm going to show them how to get treatment clients to abandon the big brands and cling to them instead. What I'm going to do is I'm going to teach them about offer structure and how most people do not create an offer. They just have a product or a service. But that doesn't mean you have an offer. Does that make sense? Then number three. I'm going to show them how to 2X their revenues from half the clients and I'm going to go show some cool stories of that using high-ticket application funnels in the back end. Or high-ticket supplement funnels or something like that. If you read Russell's book, DotCom Secrets, in there he talked about a cool chiropractor. He basically created a supplement funnel in the backend that was like a high-ticket $2,000-dollar package to help cure something that most people who came in and had. Does that make sense? So anyway, so that's what I'm going to do. What I wanted to do though for this, real quick here, this will probably be a little shorter episode. My episodes lately been a little bit long. Sorry about that. I had a cool comment. Someone's like, "I love that your episodes are like 15 minutes. Any longer and they'd be too long," but ... I don't know ... I feel like as long as I'm spitting value then whatever. So what I'm going to do though is I want to show you guys some of the cool ways you guys can charge more in your business. Right off the bat, I think this is from Joe Polish. Joe polish says, "How you price your products is determined in your ability to sell them." Does that make sense? This is for the few people that I've told, "Hey, charge five grand in the back, have them come out to you for two days," or charge $2000 for a consultation and they're immediately fearful. "What? $2000?" "What? $5000?" And the reason they do that and the reason they have this knee-jerk reaction experience whenever I say that is because they wouldn't pay $2000, or they wouldn't pay $5000. Guys it doesn't matter. You're not your target market. You're not the one filling your own wallet. What you need to be concerned about is whether or not you can sell that. Does that makes sense? You can sell anything but how are you going to sell that? Do you have testimonials? Do you have success stories? Do you have things in the back that other people can look at for social proof, for creating community. Does that make sense? You've got to make it ... Anything you got to sell ... Anyway, I just love that comment; "How you price your products is determined in your ability to sell them." It's fascinating. Very, very cool. So he goes on to talk about that ... What it is, I wrote down a whole bunch of things about pricing and how to charge more and there's a really cold interesting point here at the end that I want to actually say to you guys but let me get through the rest of the list here that I wrote. He says, "Premium prices equals different expectations." So if you're going to go charge something high-ticket, people are going to expect more. They're going to expect more from you. It's a little bit more of your time. Some massive piece of value, obviously that makes sense to you. That's obviously not something that you're probably going like, "We'll know. Duh." That makes sense, why wouldn't ... But honestly, all that means sometimes is just change up the delivery of your product. Change up how people receive it, meaning, well what I did in a front end funnel that I created was I ... instead of having like this course come in a series of YouTube videos, all I did was I put it on a CD and made it a "Free plus shipping" CD. I changed up the delivery and by seriously changing up the delivery, you can put yourself in a momentary blue ocean and let me charge more money, let people come to me. It let people be used to the idea that they should come in and pay money because I'm different... Does that make sense?... So change up the modality that you actually put people out there so ... And that lets you charge more money. People expect that there is zero delivery problems. They expect that there is this ... If you pay high premium prices, they expect your polish, your fulfillment to be on point. Does that make sense? And there's something that I've wanted to launch for quite a while now, probably about six months. I've known exactly what the product is, I've tested it, I know it will sell like hot cakes, I have a feeling it's going to make a $1 million if I ever get to launching the thing. But the reason I haven't done yet is because I don't have a fulfillment side set up yet.  I'm just being totally open and vulnerable with you guys. Guess what? Steve Larsen is not perfect. I'm looking for a person to help me on a specific piece. It's got to be a certain type of person, someone who's excited on ... Anyway, and that's why. And that's fine. I want to make sure that I can charge premium prices, that it's totally automated, because I don't have time to be doing my own product and so this is just out of fun in my net time, my no extra time, that Tony Robbins talks about. That's the reason I haven't done it yet. So if you want to charge premium prices he says, "You got to get rid of delivery problems and ramp your service." Then you can charge more money. Very easy to do that. What's one of the major pieces people want with click funnels? They want customer service. And they're willing to pay for it. We have people who pay extra amounts to get more premium support, more priority support... All right this was the piece that I really, really like. You guys, sometimes the key to charging more money is to just put more money on your asking sheet. Okay, does that makes sense? Just ask for more money. Just ask for more. If you have serious inhibitions on that, then most of the time it's your own inhibitions. A lot of time, like this is going to be such a stupid example, but when I was a kid man we'd go by those junior bacon cheeseburgers at at Wendy's like hotcakes man. We bought those things like crazy. We'd ride our bike out there and we loved it because, I don't know why, it was just ... I was a freshman in high school. It was just cool to just leave, to go over to the place we'd ride our bikes all over the place and I was a super outdoorsy kid to be honest. I rode a long board, I skied for years. Anyways, I was really, really outdoorsy. I went on a three-week backpacking trip once, that was super cool. Anyway, but I remember one day we were biking out there and it was a lot of fun, it was just a super fun adventure kind of thing but the price went up for them and I said, "Darn it." I still bought it. Does that make sense? And they went up again, I was like, "Darn it," and I still bought. That's a stupid example but do you guys get what I'm saying? Half the time your customers are going to be like, "Eh, whatever." Does that make sense? So this is a cool point that, I think it was Joe Polish that he made. He said, "Most all companies can raise their prices by 10%, afford to lose up to 40%, which is unlikely, and still maintain net profits." That make sense?... More money with less clients doesn't hurt if they even leave. Almost all have 80% increase in bottom-line by increasing just by 10%. Does tat make sense? If you increase your prices by 10%, worst-case scenario, let's say 40% of your clients end up leaving, just with a 10% raise, but you're going to get this massive increase in bottom-line revenue because most of your costs are already covered. Does that make sense? All you're doing is it is you're just literally adding straight to your bottom line because the cost of goods sold, your COGS, your cost of goods sold has already Artie been covered with the other money already. You're just adding 10% of even more cream on for you. That's really all it is. That make sense? So just go add more money on. Go charge more money and it's actually a lot easier. Honestly what I did is ... I think it was Pat Flynn I learned this from, I reference a lot of people as you guys can tell. It's because I know that I'm not amazing on my own and neither are you and you should know that. We're all standing on the shoulders of giants. Anyway, I think it was Pat Flynn that taught ... He was selling something, I can't remember what it is. I think it was an e-book but he said, "Hey, the reason I'm selling it for the type of price that I am, is literally because if I sell it any cheaper people will ask why it's so cheap." Sometimes cheap hurts you... Sometime cheap is actually a very, very big hindrance and the reason why ... Let's say you go to a car dealer and you go to this car dealer and you see this beautiful Porsche. Now let's say ... excuse me ... You could tell this is live radio because I'm not editing that out. Anyway, let's say you go see this amazing car and it's actually on a new car lot. And you go and you pull it up and you saved up quite a bit of money. Let's say you've saved up for quite some time. You've had your eye on this car, you know this car, you know the exact amount of liters that the engine is, you know exact ... You know the car before you bought it. You have been dreaming about this and you get up there and the guy's like, "Dude, this Porsche ... $5000." You'd be like, "What?" What would be the first thing that you ask? You would probably ask, "Well, what's wrong with it?" You'll probably ask, "Well how come ... $5,000? Man, I saved up way more. I'm ready to lay down cash on this thing." It's almost a pride thing by that point and the fact that you're not putting the money down is hurting your pride because buying is definitely a pride experience. I'm not saying proud as in a bad thing but there's some pride to buying. People like to buy and people like to know that what they bought is cool. Does that make sense? And Pat, the one who was making the point that, "Hey, look ... If you charge prices that are so low you actually will devalue something that could be very valuable." People want to pay money and get good services for things. If they don't, I ask you to change your customer. So that's the reason why... That's the reason why ... When I was building funnels for other people I raised from 10 grand to 20 grand because I knew that my funnel was going to make easily that amount in a month and it'd be pure profit for them afterwards. Does that make sense? Just raise your price. Just charge more money. And you'll find that people actually sometimes will respect you more for that. It shows that increase in status, especially if you're a service-based business. It's a lot easier to charge money. Just charge more money. If you're a product-based business that's fine also. Charge more money... If you've ... What's one of the lines Russel always tells me? I think it's from Frank Kern. He said, "If you can't be the cheapest, there is no strategic advantage you have from being the second cheapest, therefore you have to be the most expensive." Does that make sense? I feel like if you go onto Amazon and you got two different products and they both say "New" but one is like five bucks and the other one's four bucks, you're probably going to by the one that's four bucks. There's no strategic advantage of being the second cheapest. You've got to go for the most expensive... Anyway, that's the whole point and sorry for keep going and going and going but I'm just really excited to give the presentation. I think it will be helpful and I'm excited to show some more strategies that we use for local clients. So anyway, it's going to be awesome. Remember that how you price your product is determined on your ability to sell them. If you feel like you can't sell them, read Extra Secrets. It will teach you how to sell them. Raise your prices by 10% automatically, just go do it right now. You'll make more money and people will actually ... they're probably not even going to bat an eye so it is what it is. Guys I'll talk to you later and yes, let me know if this helps at all. 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-billed sales funnel today.Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... The curse and blessing of an entrepreneur is SO much opportunity. Remember your basics though... Hey, what's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio. Where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. You know it's funny when I record these now, after I do my little intro and I put my intro music in there, I tend to in my mind go, "DeeneeneeneeDee LeDenDenDeDenLenee De". And I start singing along with the actual, even though I haven't even put it in yet. It's just what's in my head. Hey guys, hopefully the mic quality is okay here for you. I just barely got a boom mic which is crazy. I got my desk set up in my home office. I've got whiteboards all over the place. I finally have ... when I was growing up, I had, uhm, and I'm trying to bring this back ... but when I was growing up, anytime, there was like a quote or something inspiring, or something like cool nugget, even in high school I did this, I would write it down on a piece of paper and I would thumbtack it to the wall. And I did this for a really, really long time. And there would be anything from business quotes to religious stuff to just inspirational things. It was all about like success-driven quotes, you know, from really cool successful people. And my wall was littered with it, almost to the point where there was no gaps. There were some gaps, but it was so, so close, you barely could see any wall. And I kind of set up my home office up the same way a little bit. I've got two bookshelves. I'm still finding all the books in our boxes as we've been moving in this new house which has been awesome. I've got the sweet desk which is super cool. I've got whiteboards, like I said, all over the place. But what I did is I left this huge area in front of me and to the sides of me, totally open, because I really want to bring back my quotes on the wall. I enjoy doing that a lot. And it was a cool because I kept things top of mine. Like one of them I've got right here. I think I've talked about this one on the podcast, but this is a cool one, it's from a book called, How The World Sees Me. Number one, "The world doesn't change for people who sort of care." Number two, You don't know learn how to be fascinating. You unlearn boring. You don't know what I mean. We're already fascinating by, by," ... Anyway, just tons of quotes all over the place. "To become successful don't change who you are, become more of who you are." "And highlight your differences," ... and things like that. I put stuff like that all over my walls, and I love it. So, I've got a ton of room here. I'm super excited to jump out and keep filling my walls all over the place. What's kind of weird for me right now is usually I'm podcasting either into my phone or into my mic or whatever it is, and right now I'm look at a wall. So I'm going to have to get used to this. You guys, I want to say a cool little success story out here. So when this podcast first started, I was super nervous. You guys may not believe that, but I was actually legitimately scared. I was nervous to get out there and put my voice out there. I was like, "Do I know enough?" "Have I done enough things in my life?" Is anyone actually going to listen to this thing?" And huge fears, and I remember, I think I was kind of distracting myself, preparing lots of podcasts, or putting things together, or thinking that the logo was super important, or thinking ... you know what I mean? And I was distracting myself. I finally got to this point where I was, "Okay, I got to launch this thing, right. All right, I just got to do this." And I launched it. And when I first launched the podcast, there was, I don't know, maybe like fifty people who saw the first episode. And I was emailing the list that I had at the time. It wasn't small, but it was a new channel. And it was just fifty people that saw the first one, and then there was like eleven hundred downloads the first month. I was like, "Cool!" Eleven hundred downloads the first month of the podcast, I was like, that's really awesome. Second month I think was fourteen hundred. Third month I think broke two thousand. And it kind of just started scaling. Guys, there has been four thousand episodes, I just looked at the stats, four thousand downloads in the last two days. Okay. This podcast is getting ranked like crazy, and I just wanted to thank you guys for being listeners. I appreciate it. I even met a handful of you guys again today. Pretty much every day, either a listener is reaching out, or I'm getting to meet you, or whatever it is. I just wanted to thank you guys. I think it's really really cool. I had no idea that it would get this big. As a has-been, you know respectively, I was through this way bigger podcast than that, but it's just really fun to see that and hear stories of people saying, "I did what you said on the podcast and it's been so freaking cool!" "And I went out there and I did it and it changed my life.". Like those stories, gosh, it just gets me so excited. I know that a lot of people probably think that I'm crazy what I'm doing here, but whatever, I don't care. My whole goal this podcast is to share with you cool Sales Funnel stories, and strategies and tactics, and little tips and tricks, and things like that. The things that I'm doing is as I move down my Sales Funnel path as well. And I'm just really thankful for you guys. Anyways, didn't mean to take five minutes on that, but I just wanted to say that. So, hey, I just had a pretty cool experience. So I began, you guys know I got my start with the online business, doing door-to-door sales, which actually might surprise a lot of you. As you guys know, for those of you, who I guess, haven't heard that story. Go back and listen to it. If you just start from the beginning I kind of tell that story. But I started noticing, right, that there were these people who are already planning on spending money on pest control, that's what I was selling door-to-door, and I did that for two summers. First was security, and then I did pest control after that. There were people who already wanted it, right. They were calling billboards. They were calling ads. They were seeking for information. And I was out there and I trying to convince people who were not planning on not spending money to try and spend money. And I was like, oh my gosh, this is so much harder, right. So, I laughed a little bit because, what was it, like two days ago, you know we've been doing a whole bunch of yard work, we've been getting the house set up, it's been a whole lot of fun, we're totally playing house, it's been awesome. You know we were in an apartment for five and a half years, and now we're finally getting to move into this house, and it's been great. But, there was a ring on our doorbell. I looked through the little viewfinder that we have there, which is supercool to have that. I don't know how that thing works. It's like a picture. Anyway, I was looking out there and this guy was standing off probably about six or seven paces out. And he had his head down. He had a hat on. And he was turned sideways a little bit. He looked like he was looking at some little pamphlet. And there was something on his phone, or something like that. And right off the bat, I knew exactly what this guy was doing because that was my move. I did that all the time. I opened the door and he turned around and he goes, "Hey, just wanted you to know we're taking care of your neighbors, and just wanted to see if you guys wanted to, you know, something like half off over here." And like no other explanation... I was like, my gosh, that was my pitch. Like the guy's using my pitch. Not that I wrote it, but I was like, he's doing the exact same pitch. And I could not keep the stupid smile off my face. I know it threw him off a little bit because my wife looked around the corner, and she went back and she's just smiling all goofy big. And my sister was still living with us for a little bit of the time there, and she smiled and was walking off. And he's like, he didn't say anything, but his face said everything, you know, he's like, what the heck is going on here? And I couldn't keep the stupid smile, I was like, yeah okay. I was trying to play hard. But, I love being sold and I like buying stuff, because I love the sales process. You know, like please continue to bring me through the sales process because it's just fun to have that. So, I played with him a little bit, actually quite a bit. And I was asking him questions, and he got me out of the house, which is what you're supposed to do. You're supposed to change the selling environment. You know think about that with an online term. It's what I always tell people, if you can, when you're selling high ticket stuff, like call on the phone 'cause it changes the selling environment. People aren't hiding behind the computers. And he's changing the selling environment, and I was walking around the house, and he's pointing stuff out. And I was okay, yeah, yeah, yeah. Like I knew the pitch really well. I was the number two first year seller for a little while at the company I was working at. And it was awesome. I was killing it. I was making great money as a door-to-door sales guy. But I mean he was doing all the tricks, like turning sideways, you know, and he would ... I'd say, "no I don't want, I don't want, no thanks." In truth, I totally wanted it. I just wanted to say no to him as many times as I could to see what he would say. Because we have bugs all over the place. Like we got a big yard now. We've got this awesome waterfall in our backyard. We've got a pretty nice house. Especially for a first house, it's not normal. And I'm aware of that. I feel super blessed and very thankful for that. I've got a few products that are selling really really well. And anyway, whatever. But we got a big house, you know for a first house, it's pretty big. We've got several rooms that are just empty here still and we've seen bugs, you know there's trees and stuff all over the place, and it's awesome. And we really really liked it. And it's been fun to be screaming with my little girls, my two little ones, playing around and running around with them, and know that no one's below us or above us, you know, in apartment life. But anyway, now he's all over the place. And I kept saying no, and then he would like sidestep it and hit me with this other side thing. And I was like, "Is this your first year doing this?" He's like, "Oh, you know, yeah I'm not that good." And I was like, "Okay well what if I wanted to call you, I don't know." So he handed me this card, and I was like "Cool, which number is yours." He's like, "Call that second one that top one's my manager." And in my mind I was like, this guy is totally the manager and this is not his first year. Like he is doing this so well, he clearly is very good. And if you sell like one or two things a day in pest control, like you're killing it. You're going to make a huge amount of money by the end of the summer. You know the guys that make three or four sales a day, that's more money than people make in a year, and they do that in a summer, which is why it's so appealing, you know what I mean. Anyways, so I called him out on it, I was like "Dude, come one." And I was like, "Dude. Come on." I sold pest control, and I was pretty good at it. And this is not your first year. And he goes, "No.". And I go, you are the manager aren't you, and he goes, "Yeah.". And I start calling him out on his bluffs. I was like, "Dude, I love that objection I gave you and you sidestepped it." And it was cool because he and I got to sit back, and we started dissecting kind of the way he pitched me. And I was like, "Dude, what I would do, ask more questions when I come out. You hit me so hard. If I didn't know you were a pest control guy already, it was a huge turnoff. And he's like, "I know, I know it's just you opened the door and all of you guys were smiling at me so cheesy, I didn't know what was going on." I was like, "Oh it's 'cause pest control is kind of what got me started in my current industry, and I've got a soft spot for door-to-door salesman." I love buying stuff... I was like, "Dude, I'm going to tell you right now, we need pest control. I'm going to buy it from you. But, I wanted to work you with the sale. I wanted to see what was going on. And we had a really funny conversation. And the whole time what he was doing, and what your told to do, and what we learn to do with door-to-door sales, and you should do this with your own sales too, by the way. In fact, I'm thinking about all the cool ways that I can do this. And it's been on my mind ever since. But what happens is, okay so I bring up an objection, "Oh, I need to talk to my spouse.", or "Oh, is this safe for my kids?". And the first thing you do is you got to agree with them. Because if you come out and you say, no no no, you don't need to talk to your spouse. You know, what does that do, it turns them off. What I'm trying to tell you guys, is think of this in terms of an online sales funnel, okay. Before I came out and said, oh don't worry about it, like your kids are totally safe. But I didn't really give any stats. Or I could read your body language and see that you really weren't quite buying what I was saying. You know what I mean? You've to be able to give a logical reason for why you're right. But also agreeing with them, it's kind of funny. Even if you disagree with them, the first thing you do is say, "Okay, yeah, I totally get that. That makes sense." You know, "Hey Steven you look like an idiot, and you're head is a knockoff egg-shaped version of Adam Sandler.", which is kind of his head, and you can go, "Oh, yeah. No, totally I get it, you know, but really it's shaped more like Kevin Costner." You know whatever it is... But you could totally disagree with them, the first thing we do, though, is you agree with them, and then spinoff and show how you're right, with stories. And that's how he's trying to sell me, he's trying to sell me using stories the whole way through. And every single time he'd bring it back to this core offer. Well cool, if I could just get the technician the schedule anyways then I can get out of your hair. It's just while we're here in the neighborhood, 'cause we're spraying your neighbors. Which is true. But, he's always bringing back to the core offer, every single time, every objection, everything was back to getting this thing on schedule. When can I schedule, when can I schedule, and he's pushing back, back, back, back. And you guys can probably start to see the point I'm trying to make here. There's a really good book called Good to Grade.  And I think it was in this book. And if it's not I'm so sorry the principle is true and I just can't remember the name of the book. But I think it was comparing a business to like a hotdog stand. Gosh, I'm so sorry if this is not the right book. It's sounding wrong as it's coming out of my mouth. But just here's the principle okay. There's a book and it's comparing business to kind of like a hotdog stand. And the point was made, you have a hotdog stand business, meaning, you're not in the business of selling relish. Can you have a hotdog stand business without relish? Yes you can. Can you have it technically without ketchup or mustard or even a bun? Yes you can. Could you have a hotdog stand business without a hotdog. No. Right? And the main point that the book was trying to make is you've got to know what your core offer is, and continually push on it over and over and over again. And what the temptation is for a lot of us, is we go build sales funnels, whether offline or online, is that we will go and we will get too obsessed about the relish. And we will think that we cannot launch a hotdog business until we have the relish, until we have the mustard, until we have the ketchup and buns, and all the options, and all the fixings, and we've got whatever else random stuff you've got, chili sauce, cheese, you got chips, and those are good things to have, but it's not your business. Does that make sense?... And so when you're going through, and I know a lot of you guys who are listening to this podcast right now 'cause I've met a lot of you, you're trying to figure what your core business actually is. You're trying to figure out what do I sell? What is my actual value proposition to the word. And what you'll notice. And I want to give piece of feedback on that. You got to keep it simple... When you first start out, me, Steven Larson, I am very good at building sales funnels. I know click funnels like the back of my hand. I've literally have dreamt the ClickFunnels editor. I've brainstormed headlines in my sleep. But I spent so much time in it. I've built so many sales funnel even before I worked for ClickFunnels. I was flat out obsessed with it. Okay, that is my core thing. When I was speaking at Adcon a few days ago some of the people were like why don't you go out there and you start actually selling, you know get facebook ads going. It's like, "Because I'm on my core offer. I am standing on my peak. I do not want to come off my peak and learn another peak, facebook ads." Does that make sense. And some of you guys you're getting out there and you're saying, "I've got to learn this. I've got to learn this." And that might be true, but if it's taking you away from your core offer, then your screwing yourself. All right? You cannot do that. You cannot have the hotdog business without the hotdog. So, learn what the hotdog of your business is. Does that make sense. Learn what exactly it is that you actually offer. And there's some tips for that. I remember for years I kept thinking for years, "Man, what am I good at?" What am I good at?" Little did I know, or notice at the time, that every single one of the businesses that I was trying and launching had to do with the internet. Little did I know that every single of them had to do with B to B or B to C sales. That's true for every business. But I was hardcore focusing on the sales part itself. And little that I'd know that all the pieces that I was going through, have literally, they've all lynch=pinned to this one core offer, sales funnels, particularly online. Does that make sense? I remember when I sat back and I started thinking about that, I was like "Holy crap, I should probably learn some online stuff." You know this is probably like four years ago. I should probably learn some online stuff, because every business that I've been trying up until now is always been online. Always. Every time, without fail. And I was like, "Okay, cool." And so I stopped doing door-to-door real estate like I was doing, but I stopped doing door-to-door sales in pest control. It's not that it didn't help me, 'cause it helped me like crazy. It's just that I needed to focus on my core offer, right? That's why I went and hired somebody to do some custom coding. I probably could have learned it on my own. I know a little code on my own. But it's not my peak. So for you to figure out your core offer. And figure out what the thing is that your actually going to go out and sell. I want you to start thinking about some questions, this is what taught me, I think my dad might have taught me this. I can't remember... But he was saying, "Look Steven what is it that you think about, when you have nothing to think about." Does that make sense? I think Tony Robbins calls this like N.E.T. time, no extra time, right, like when you're driving in the car. When you have nothing that your supposed to be thinking about. Like, I was in the car when I was thinking through these questions and deeply you guys I was asking myself these questions every single day many times a day. Like, "What am I good at? "What am I good at?"... You know, and you've probably honestly felt that the same. Am I right? You've probably have. And what I started doing just started saying, "Okay, what do I think about when I have nothing that I'm supposed to be thinking about?". And where does my mind randomly play. What's the mental playground that I'm always in?". Sales funnels. Right. It was always online. And I'm like, "Okay cool." And I took a step forward into the online world. And I was like "Okay, what am I still thinking about, it's like okay, it's like online process, e-commerce mixed with info products. Okay cool, and I took a step forward, and I was like, okay now let me niche down again, now what is it that I'm really, now that I've learned like crazy ..." And every single time I took a step forward was like this hardcore learning period, where I'd go out and say, "Okay, I've got to learn more about x, y, and z. I've got to know more about like ... one of the first successful phones I ever built was this MLM funnel. It still makes a grand a week, it's nuts. It's been doing that for a long time which is awesome. Nice little cash flow business sitting on the side there like that. But, anyway, and I went through these huge learning periods, and I stopped learning on purpose, so that I could go execute. Otherwise, there was too much input, and I was not having any output. Does that make sense? So, it was cool because I was listening to this sales guy, this door-to-door guy, and he was saying like, "Hey.", he'd overcome every objection. Overcome. Overcome. And he's always bringing it back to the core offer. I was like, "Dude you're doing it right, man. I know that you're not a noob. You're not new at this stuff. You're not brand spanking new. I was like, you're the manager aren't you? And he goes, yeah. And I was like, come on dude. Anyway, I totally bought from him and there going to come spray our house tomorrow. Or two days from now. There was a massive spider crawling after my three year old today. And she keeps thinking there are spiders all over and keeps screaming when there's nothing on her. And I feel bad. Hope it doesn't, probably develop a little complex or something, but ... Anyways, that's my main point guys. I want you to know that you got to figure out what your core offer is. And realize where the relish in your head is. Where's the ketchup and the mustard and the buns? Where is that extra stuff that is nice to have, but is not but necessary parts. If you can do that, and focus, and learn to say no. That's amazing. I remember, I think it was Seth Godin, yes one of his books called The Dip. I love that book. But in there he talks about how most people who are successful in life what they've done is actually learned how to say no, really, really, really well. They have learned how to say yes to the right things... And they have learned how to say no to like 99% of everything else. And it's hard, it's very hard. I get offered deals like crazy. I mean there's so many places I can take this talent and I'm really excited for and that can be really, really cool. But, I have chosen to plant my feet with ClickFunnels in the time being. To stay here, this high-pressure, high-intensity learning area with ClickFunnels, and it's fun to do projects with Russell, and scratching an itch that I've had for a long time to go making info products which is awesome. And learn with just the brilliance of Russell right next to me. And it's so cool. Just today we had this cool session. I love it when he comes over. You know my desk is in the same room as his literally. And he'll walk over, and he did that today two times, and he was showing me these maps and these different diagrams. I can't tell you what was on there, it's totally a secret, but just stay tuned and keep a close eye on what ClickFunnels is doing. But it's just cool to have that high-pressure hand right next to me the whole time. There's one other point I wanted to make with this. It said that every time you add a single product, even just one more skew to your product line, right, one more info product, one more physical product, one more anything, you add 12x the complexity, in the amount of customer service, in the amount of time when you add the fulfillment in, when you add all, like just to support that product is 12x. And you think about all the time it takes for you to jump from thing, to thing, to thing, to thing. All of the place thinking, no this is the new [inaudible 00:22:26], no this is what's going to make money, no this is what's gonna, and you jump all over the place. That's actually what's keeping you from being successful, 'cause you're adding 12 times the complexity. Like stop. Figure out what you're main business is, and just focus on that. Just get that done. And you guys are going to love it. That's what I did. That's why the MLM one worked. I said no to everything else. I jumped out at, uh, I guess that wasn't my first successful phone. It might have been my second one. It was one of the earlier ones. Very, very early ones... And I focused like crazy, and it took me like six months to build because I was in the middle of college, and I was shooting videos, and I was transcribing, and I was doing all that stuff. Every waking moment I had was about that. And I want you guys to start doing that as well. Now for those of you guys who have a core business and you guys are actually getting out there and it's thriving, I want you to apply the principle that I talked about like two or three episodes ago about "duct tape marketing". What are people doing with the product after. You actually sell it to them, and that'll easily guide you into the next product you need to create. Anyways, I've been going, going, going, but I hope that this has been helpful. I've really a good episode. Bear down on the core offer. Figure out what that really is, right. Russell gets hit up like crazy on tons and tons of these different offers he could go for. Cool opportunities. You know, keep changing the world and stuff like that... But, he's drilled down on this core offer... And because of that, he still gets to make money and change the world at the same time. Right, because he's put the focus in. Anyways guys it's kind of a long episode, and I'm so sorry. It just made me think about that like crazy, like keep hitting the core offer. If you have more than one idea inside of a funnel, and it's not converting well, it's probably 'cause you have more than one idea. Guys, I hope it's okay. And I hope the sound quality is okay. I have a boom mic now with this cool windscreen. And I can't promise it will all be this awesome-sounding, but I did some tests, and I was like, dang this sounds really, really good. So, I hope you guys are doing awesome. And I would like to keep hearing some of the stories that have just been so touching, some of the things you guys have said and pushed out, And four thousand downloads in two days, my gosh, thanks so much. It's really ramping up like crazy. I think it was four thousand downloads total two months ago. Last month was eight thousand, so it doubled. And then it's been four thousand the last two days. It's nuts. So, anyway, I just wanted to keep thank you guys for that, and I had no idea, and it's just very, very touching. All right guys, get out there, figure out the core offer, and I will talk to you later. Bye. Thanks for listening to SalesFunnel 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

Click above to listen in iTunes... The beginning stages of entrepreneurship carry a certain sanctification that I miss... Rough, but extreme growth. Hey, what's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host Steve Larsen. Hey, how you doing? You know what's funny is, I was listening to Russel's stuff, and I actually went through and I've been indexing all of his videos and going through and indexing him and saying like, "Okay. This little clip from this section to this section. And this second to this second is about this, and it's the best version of him teaching it. And then I'll watch more video and it's kind of on like two or three times speed, which in Russel time is like 10x speed, it's so fast. Most people do not talk that fast. Then ... Index this and index this, it's been super super fun and I just noticed that he starts everybody with, "Hey everybody how's it goin?" I don't know why but ... the beginning of every of my podcasts if you listen to is probably like, "What's up everyone this is Steve Larsen and-" You know it's like, it's the same thing every time but I'm like I should probably switch that out. The other thing too is I kinda want to switch out my intro and outro jingle, like, I like it a lot, I made it by hand which is awesome. But man ... Yeah, I dunno, I'm all about variety so I kinda want to switch it up a little bit. Hey you guys it's been really cool these last few weeks. There's been so much going on. My brother just got married, so cool, I'm the oldest of six kids. I got four ... three brothers, and two sisters. And we're all really close to be honest. My siblings and I were actually really close which is rare, and it's cool, we're actually all buddies and friends and we all kind of just cheer each other on with what we're doing. I got a brother who's really into coding, he's very very good at it. Got a brother who's actually a phlebotomist, which is amazing, that's so cool. My sister actually started working at ClickFunnels which is awesome. She's still in college, she's actually my assistant, she's the one that goes in and does all my podcast stuff and she's really enjoyed it. She's actually also getting into e-commerce which is cool. Then I got two young siblings as well which is super awesome and fun and also my parents, and we have a lot of fun together. I guess the only reason I'm telling you guys that is that you guys know ... So my brother just got married ... We always go do like these crazy bachelor parties, always, it's so fun. And I'm Mormon, you guys know that probably right? Russel is, mostly everyone in the ClickFunnels office there is. I don't think that was on purpose, most of us are right. So we don't have like the normal, typical bachelor party that you see on Hollywood, like it's not that way at all where people are like hiring strippers and drinking and stuff like that, it's not like that at all. What my brothers and I do are tradition now because the older three boys, we're all married now. I'm an uncle a couple times now which is awesome, And so, what we always do though is we try and have like man trips, something that's so ridiculous over the top masculine. Something that's just kinda crazy and out there, but only a group of guys with no supervision would do. Because I'm a kid at heart and I will be forever and I don't care. So my other brother when he got married we're like, "Dude what if we floated a river." I'm like yeah that'd be cool. We're like, "What if we actually made our own boats?" We're like, "Yeah, that'd be cool. What if we made our own boats out of cardboard and floated the Snake River? What-" And it was such a, "Yeah, that's manly right." And we went and we built this massive fire and had food by the fire right next to the river. And while it was all cooking and stuff like that, we literally took pieces of cardboard and we taped it all together. And we go like two of us per cardboard boat, and we actually constructed them really really well. I actually didn't think they'd do as well as they did. The problem was that they worked so well, and the current was so strong that they actually ended up taking us a mile down the river before they capsized. And we were not planning on going that far. We were laughing our faces getting into them because we were sure they would capsize immediately. And it's a deep, fast river, I think it was the Snake I'm not sure. But regardless, it was a very deep, very fast and big river. And we get in this thing, we're floating down the river ... Anyway, it was super super awesome. And the water was freezing, freezing, it was just after winter time. This is like two years ago actually. And they start capsizing, it's cardboard, you know you're in water. And there's holes punching through it and all of a sudden we jump out into the river and we swim to the shore. But what we weren't expecting was how far it actually took us and we didn't bring shoes, and there was nothing but thorns and thickets all around us, so we spent the next hour and a half gingerly placing each step all the way back to a road where we walked barefoot back all the way. And it was super fun, yeah. To me there's not enough of that kind of activity in ... Especially men, or boys or teenagers anymore, there's not enough masculinity. Anyways, personal opinion on that. But man, freakin rub your face in some dirt, be a man, you know what I mean, it's okay to be masculine, it's okay for women to be feminine. That's my personal opinion on that, I don't know why I told you all that... So what we did for my other brother's bachelor party is, we were like, "Okay, well we gotta do something crazy, this is some feat of manhood." Once together we all went and we climbed the Tetons which is near-death experience. We did it in the middle of a blizzard. We didn't really plan that well but it was really fun. Like hanging on the side of these rock faces with like a thousand feet drop behind us is slightly stupid but really fun. Anyways, so for my brother's bachelor party, the other brother... What we did is we're like, "Okay, we gotta involve fire somehow, there's gotta be some food. We'll hang out a little bit but what are we gonna go do that's kind of insane and extreme?" So what we did is we went out to some sand dunes and we soaked these t-shirts in gasoline. We tied strings around them and we went at night time and lit them on fire and we literally played golf on the sand dunes at night. We had hula hoops that we were lighting on fire and those were the holes. It was super fun. And I was like, "Oh that's awesome, what else can we do that's crazy and extreme?" This is no joke sometimes how I create projects for marketing too by the way. Sit back and, Russel and I do this, and we'll sit back and go, "What else is like cool? What's so insane that makes this offer insatiable?" And we'll add that in. I guess there's the marketing tie for right now. So what we did though is, I was like, "We gotta make a flamethrower, Like we're in the middle of the dunes, this is gonna be so cool." So we went and we bought this squirt gun that looked like a Gatling gun and we loaded it with gasoline. And it's super scary because I mean if that got on it was ... But it was super fun. And we pumped the squirt gun up and we were shooting gas all over the place and lighting it on fire while it was coming out and it was like, anyway. Super Rambo-ish, super awesome. Wow it took seven minutes to tell all that. But anyway, I guess part of the whole point of this is I did right down, like I wanted you guys to know that ... Don't take yourself too serious, have fun, be fun, no one falls in love with people who are boring. You can't be boring okay, you gotta go do stuff that's awesome and cool. One of the first ... Lets see, it's in Russel's new book, and I'm probably going to be referencing that a lot because I've been dying to tell you guys some of the things in it but I haven't been able to. I've read it well over five times before it ever launched because I have it. And I helped made it a little bit, and I made the acknowledgment which is super cool. And I'm using it to help create some of the courses and products that we're going to be pushing out and it's super awesome. But there are different rules to the attractive character, and the attractive character tells us that number one, "You cannot be boring, you've got to live the life that your audience wishes they could." Right or, "You've got to live the life that your audience is craving for and longs for." Okay, that's one of the rules of the attractive character. So I've been trying to practice that to be honest. Not that I've been living in ways that I wouldn't normally, but honestly I just have fun, and it's super sweet. We're going off and we're doing some crazy stuff and it's been a whole lot of fun. It's just been fun, I don't even know what to say about it... But anyways, I ended up sitting back and I was talking to my brother and he started telling me, he's like, "Dude, I've been watching some of the things you've been doing and it's really fun and I actually really wanna get into e-commerce." And I was like, "Oh that's so cool." But he and I spoke for a solid three hours about this. And I realized when it was over, I had been talking about funnel strategy and cool econ things. And the book "DotCom Secrets" was really the base for the things that he was asking, while the "Expert Secrets" book was really how to sell that stuff. And then I was saying, "Well, while you're doing that you might as well go and look at two or three other gurus. Here they are, here's some sweet names of people who could help you learn e-commerce." Anyway, very exciting, super super awesome stuff... It was shocking to me because I was sitting back and I was thinking, "That's so funny, I just wish he would come to the event." Garrett White, at the last Funnel Hacking live event, he said in there, he held up the "DotCom Secrets" book and he's like, "Read this." Then he held up the "Expert Secrets" book and he's like, "Read this." I can't remember the exact words he was saying but his basic principle was that, "You know what's funny is you pay to get in the inner circle and half the stuff, more than half, almost all of it is actually coming from the two books." He's like, "If you guys would just read and apply the things that are in the book, you'd be done." That's actually one of the things that we're thinking about making now, is somewhat of a guide to help people get through to the Two Comma Club. Because there is a process, there is a way to pull this stuff off, to make it that it doesn't seem so daunting. Or a step-by-step guide and that's what everyone's looking for. And it goes a little bit back to that duct-tape marketing principle that I was talking about. I was listening to my brother and we were talking back and forth and I was like, "Yeah it's so interesting, if you would just listen to this, if you would just listen to this, if you would just do this." And those were kind of the thoughts that were going through my head, and I was like, "My gosh, you guys, there's so much information that's already out there. But these roadblocks get started in your head because you have not executed at all." Okay, one of the first funnels I ever built was with a software called GetResponse. That's right, you heard me right, I used GetResponse and Wordpress. But those are two different funnels, I actually built a funnel in GetResponse. They had this landing page software, and I think they still have it actually, and it was before I ever used ClickFunnels or knew what it was, or even knew that it existed. Actually, it may not also have existed yet at that time, or they were at least in beta. But what I was doing is, this MLM hired me to come in and start building ... They're like, "Hey we get most of our sales, back end sales, by selling these books. When someone buys the book on Amazon they usually end up going and buying the product that the book talks about, so we push books." And I as like, "Okay, that's cool." They're like, "Would you help us build this thing for it?" And I was like, "Yeah, that'd be awesome." And at the time I pitched Vivint about this concept and either I did a bad job explaining or they just didn't care, I think it was more they didn't care. I was like, "You guys have door to door sales people, you could totally replace them and get your own sales without having to pay any commission." They're like, "Oh, whatever."  I was like, "Oh well, anyway, it's kind of ... anyway whatever." But as we were creating this funnel to push books, it totally worked by the way, and we were pushing books and it was really fun. There was this guy who would not stop asking the most obvious questions and every little piece that I said to him, he had to question it. And it drove me crazy. You guys, it was nuts, we would have gotten so much more done if I had stopped validating every single thing. Like I understand the point in what he was trying to do but it was like, "Hey, lets put this button on the right, we'll make it- how about a red button, how about red?" "Why would you do red?" "Because, red converts highly, and honestly it matches the color scheme so there's two pluses right there and lets toss it on the right here." "Why would you put it on the right side? How come it's on the right side?" And I'd be like, "Oh my gosh, because usually peoples' scroll-bars are on the right side and if they're not using a scroll wheel on their mouse then they're clicking on the side and pulling down, and peoples' mouses have to go as far, and we actually find we get better opt-in rates because of that." "Okay, okay sounds good." "Cool and lets put a little snippet under here that says something like, hey only available for this next little bit." "But why would you say that, that's not true." It was like every thing, everything was like that. And I immediately realized who I did not want to be my customer, was guys like that. And I'm not trying to say, "Hey, take this all in blind faith." And that's not what I was saying to my brother either. And there was a time where I ... I wasn't trying to say that to people but I got frustrated when there was like, "Just believe me, like this is how it works okay." I've built so many funnels now in my life for my age especially, it's like come on. And it was cool because my brother wasn't doing that, he was like, "Okay that's awesome. What I want you do is when you read the Expert Secrets book, if you have not gotten it already, or when you read DotCom Secrets book, or when you're learning from any guru, as long as they're an actual guru, or they really know what the heck they're talking about. What I want you to do is don't decide whether or not you're going to do it right then. All I need you to do is decide ... Okay I see that's a possibility. That's all you need to do. All right, don't immediately decide whether or not it's a yes or a no, or a that's crap or that's cool. Don't decide that, the only thing I need you to do is sit back and go that's possible and that's possible for me." Because people go, "Oh yeah that's possible." But then they'll also go, "Well that's possible but only for that guy because in the certain position he can only do this. That's only possible for Steven because he's podcasting like crazy and he's Russell's assistant." Like that is not true at all. And so what I need people to do and I would love it if you guys would just do this and accept it. That when I say something it's for a reason, when Russell says something it's for a reason. When these things are published lots of times it's for a reason. But please don't discount things that you're learning from other people, or gurus or people in the industry, whatever it is ... just on the fact that you don't know if it's gonna work. Like well you don't actually know if that's gonna work. It's like, actually I do, and it has. And then I got to spend all this time fighting whether or not they should actually do the thing that I'm telling them instead of them actually doing the thing. Does that make sense? And for some people it becomes such a big big pain in the butt, that they end up having no more progress. It stops them cold, and that's literally the reason why I stopped doing the book thing with that MLM, was because that guy was there, the whole time ... We had straight out scream sessions about it, I get passionate about this stuff because I know it works and it has the power to change peoples' lives and my own life, and get products to the people who need the product. You know what I mean? And so I get passionate about it and I'm not saying, "Take it on blind faith." I'm not saying to like jump right out with both feet all the time. But what I am asking is that you don't discount what things Russell is saying right off the bat. Don't make that your knee-jerk reaction. Remember in the book "Rich Dad Poor Dad". Robert Kiyosaki, right he's talking, and he says in there ... It's a super famous quote, you guys are already gonna know it before I finish it, but he basically says in there, "Poor people say I can't afford that, rich people say how can I afford that." And you don't need to be rich to apply that statement. Remember I got to Russell's first funnel acting live event, actually it was his second one, it was my first one. I got to it with hardly any money because I asked, "How can I afford that?" And the way I was resourceful was by trading funnels to get to the event. I didn't even ask for money, I said, "Hey I'll build you this funnel, buy me a ticket to that event over there." And they're like, "Why?" And I was like, "Because it's gonna change my life." And they're like, "Okay, cool." And then I build another funnel, "Hey get me a hotel night for these nights." "Why?" I was like, "Because there's an event there and I want to go to it. Hey get me a flight." That's literally how I got to Russell's first event, okay because I had no money. What I'm asking you to do is ... I had to break my mindset. There's so many people where I've talked to and they've been like, "100,000 dollars, oh my gosh that's so much money and that's insurmountable and I'm never gonna hit that." And if they already think that then they're dang straight right, it's right, it's true, they're so true. They will go nowhere, they will go nowhere. Already, they're done, they're dead in the water. And I get so sick thinking about, I'm like, "Gosh I hope nobody in my podcast thinks that about the things that Russell publishes, or that I publish, or people who are actual gurus publish." Instead change the mindset to think, "Okay that could be a possibility." I'm not asking you to say yes or no, I'm asking you to say, "All right, all right I could see that that could possible work and I could see that that could possibly work for me." And then dive into the stuff, then start being analytical about it, then try and judge it afterwards. That way you're not fighting against a mind that's already said no. Now you're just trying to educate your brain and make it work and make it happen. Anyways guys, I hope that makes sense. The message that I'm trying to share here is ... The reason I think why it spawned up is because when I was at Dan Henry's event, the AdCon event, I asked the question, I was like, "How many of you guys are right now." I was like, "It's okay this is a safe environment. Raise your hand right now if you're broke." And there was a lot of hands that rose. I was like, "Raise your hand if you're brand spankin new." And there was a lot of hands that rose. I was like, "Raise your hand if you feel like this has been extremely exhausting and you just want to find the answer." And a lot of hands went up, like most of the room on every one of those questions. And I just, in my mind was like, "Ah, yes ... I'm not in that position anymore but I was, and I know what that's like. And it's sanctifying." So rather than you run away from the pain and say, "That can't work, that can't work, that can't work." I've got some very close people to me who are like that and it drives me nuts. Rather than do that, what I need you to do is turn your sail and you sail straight into the storm. You wade directly into the pain and you do it on purpose. And you say, "I'm gonna figure this crap out. I accept the state that I'm in. I'm not trying to choose how I feel about it, it is what it is. And so I'm just gonna push forward, I'm gonna do it." Right, and I do it. And you just do it, there's nothing else to it. It's actually really easy when you think about it, you just do it. And you think, "Hey if this guy's saying it and he's got more money than I do, then he's probably right." That's what I'm asking you guys to do. When you get this "Expert Secrets" book, if you haven't gotten it already. Get "Expert Secrets" or get "DotCom Secrets" or whatever it is that you're trying to push forward and build your sales funnel around, turn into the pain if you're brand new. If you're experienced and you're crushing it, awesome, continue to find the places- This is actually a concept that Tony Robbins teaches. When my wife came back from the Tony Robbins event that she just went to, she was gone for three or four days. And she came back and she said, "Honestly, one of the best, coolest things that he taught me was that I need to turn into the pain." People will avoid pain, but you actually don't end up avoiding it. You actually only end up prolonging the pain. And instead the fastest way towards pleasure is, seriously, turn into to pain, accept the pain, walk directly through it, whatever it is that sucks. If it's a relationship that needs to be fixed. If it's something in your business that needs to be fixed. If you currently are not making a decision and actually making offers and trying to get peoples' credit card numbers. I was in that category for a little while, that was the one for me. I just realized I wasn't asking people for money, which is so stupid. I say it now but you guys are doing that, because I did that, we all have done that before. And so all I'm asking you guys to do ... And I hope you guys, you feel me, do you guys get this? Do you understand this? Because if you can seriously just accept the fact that you are not where you want to be, and that people are trying to teach you, and there's more than enough information that's out there, what really is the problem then? Why have you actually not hit the goal? The goal has not been hit because you're not choosing to hit it. That means you need to say no to some things, as far as opportunities go, but it also means you need to be dang humble and realize you don't know it all. And when I personally started doing that, and I made an offer, and I stopped offering single products ... that's when it all blew up for me. It's a serious humble pie, it's a serious piece of humble slice or whatever you want to call it. It sucks too, whenever humble pie comes along it doesn't just come in the slice, it comes in the whole pie, it hits you right in the face, like crap. Don't take yourself too serious, have fun with it, accept the fact that you are in a position that you need to be in to grow. And if you turn into it and wade through it you'll learn the lessons faster, you'll get through the pain faster and you'll get the pleasure way faster as well, which is awesome. And that's totally what it's been super cool. You guys know that for a while that I was at this 1000 dollar a week level, which is awesome. The last two weeks in a row has been 2000 dollars a weeks, it's just going up. And what I've been doing is working and it's been really really exciting. I'm not making millions yet, but I know I will, and I accept the fact that I'm in this state. I'm not trying to hide it, I'm not trying to BS anyone or say that I'm making millions. This is exactly where I am and I'm gonna enjoy the lessons that are in the stage that I'm in. And that's all I'm trying to tell you guys. And that's what I was trying to do with my brothers also, just have fun with where I am, enjoy now. Don't be so far future-focused that you actually miss what's going on right now... Anyway, that's all I got for you guys. It was kind of a long podcast again. I'm getting long-winded on some of these podcasts guys. A lot of you guys, I've had some of you guys reach out to me and you're like, "Man I love the length, like 12 to 15 minutes that's perfect." And I was like, "Oh that's cool, it's good feedback, good to know." Not trying to be long-winded, I just want you guys to know there's so much to this and 90 percent of it is your own psychological state, okay. There's more than enough information out there, there's more than enough out there for your product to be created, there's more than enough for it to be completely automated for you to do this on the side of your actual job. What's stopping you is you, you know. And it's hard to hear that, and it was hard for me to realize that about myself. Way back in the day when I actually accepted it and got over it things happened. So anyways guys. Hey I hope you guys are doing awesome, get out there and crush it. Make a decision on one offer, one business, don't worry about anything else, kill everything else and just do one, launch it launch it launch it. Get people out there, put your offer in front of as many people as you can and that's the fastest way to you actually getting money that I know of. They'll try and do 100things, you'll kill it, meaning you'll kill yourself. All right guys, talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.  Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... THE thing I changed that actually started making me money... Hey, what's going on everyone. This is Steve Larsen and you are listening to a absolutely very special Sales Funnel Radio because today is actually my birthday. What? 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, you guys. What's going on? Hey, so it's my birthday. I am actually not home right now. It's been an absolutely insane week and I super bad ... I had this written down. There's a podcast that's been in my head for a while. It's been like oh, my gosh. This is such cool value. I've got to share this, but it's been so intense that I've not been able to do it. I'm so sorry. To recap, it was about a week ago, right. Today's Saturday, April 22nd, it's my birthday. What? Super cool. About a week ago last Friday, so a week ago Friday, we actually started building the Expert Secrets book funnel. Now, we started that a little bit before that. We knew what it was, but we really didn't dive into it until two days before the thing was supposed to launch. It was supposed to launch on April 18th and it did, but we didn't start until two days before. I remember sitting there, I was like, "Dude, Russell, what is the funnel? What am I supposed to be building for you?" You know what I mean? He was trying to figure that out and we were putting the offer together and stuff like that and it was high, very high pressure, very high pressure, very high stress. It's cool. It's funny. That used to really freak me out, but what I've learned is that the more I embrace the fact that it might suck a little bit or things are going to be hard or whatever, I actually grow so much from it that I actually embrace those hard things now. I don't know, but Russell totally knows what I'm doing every time, but whenever he's like, "Dude, it's going to be so crazy," I always go, "Cool, bring it on. Make it hard, coach. Make it hard, coach." He doesn't ever say anything back. I don't think he knows what I'm talking about, but it's basically goes back to some things I learned where it's like basically my reactions determine my experience. If I immediately can ... If I sit around and just like "Oh, I'm so sad." Like, "It's going to be so hard, eh." That's what most people do. If I can just turn around instead and say, "Hey, you know what, I'm just going to rock it, then it's going to be awesome." Anyway, back to the story. We get there and it's 9 AM and I work the whole time. I get home Friday night, a week ago, Friday night before the book launch and Russell's like, "Dude, I'm so sorry, man, but is there any way you can get this piece of custom coding done before Monday starts?" I was like, "Oh, I just want a break. I'm so tired. I'm so tired." I was a little bit annoyed at first like, "Oh, I get it, I get it," but the pace that we move at, I don't think you guys realize, is exhausting. It is exhausting, but it's super awesome too at the same time, right. It's like it is ... Somebody asked me recently and I think you guys saw on Facebook too someone asked me like, "What's it like sitting next to Russell and building his funnels out?" I was like, "Imagine you're flying the fastest fighter jet on the planet. It's got all the bells and whistles. You got all these missiles sticking on the side and you're going as fast as the thing will actually let you go," right. Mock 4, something ridiculously fast, way past the speed of sound. Then all of a sudden, not that you do on this in a plane, but you roll down the window so to speak and stick your head out like ahhh. That's what it's like. It's so fast paced and I'm constantly digesting as much information as I possibly can just so that I can keep up with what he's doing. It's awesome. It's more value than I ever got anywhere else for anything. I get to sit and pick his brain constantly, which is such a treat. I was tired. It was Friday night. I was tired. I wanted to spend time with my wife. It was the first week in our new house and we're still setting things up and we're making it our own home and I was like, "Oh." I decided I'd stay up super late. I stayed up 'til 3 AM two nights in a row doing two things because there's so many things going on right now, not just the book funnel, right. Number one, what I did is, and I'm just telling you guys the story just so you know what ... I know I'm sporadic with these podcasts, but whatever. Number one, I was trying to get some custom coding done for this funnel, stuff that Click Funnels doesn't do out of the box, but also allows you to do, which is cool, which makes Click Funnel so unique. Really, really cool. I was getting the stuff done, but at the same time, I was trying to finish my slides for the presentation at Ad Con, which I just did a few hours ago and it went so, so, so well. Oh, my gosh, it went so well, but I was trying to finish, right, the whole presentation, get it all together. It was like 74 slides and I was teaching about e-commerce funnels and successful funnel strategies in the e-commerce areas, which my gosh, it went so well. So excited. I love speaking on stage. By the way, that's my shameless plug if any of you guys want me to come do that. I don't charge anything, be a lot of fun. Anyway, so I was juggling all these things going on. I was trying to put the actual house together and build furniture and put things ... It's been hectic. I have barely slept. I have such a headache right now while making this. I can't even tell you. I actually got a little bit worried. I was like, "I'm on so much caffeine right now." That's okay. It's super, super awesome at the same time though... We go through and I finish his custom code piece, and Monday comes along so a week, it's about what, five days ago. Monday comes along and I had finished slides. I sent them over for the presentation and everything to Dan Henry. Monday comes along and I was just thinking to myself like I've built over 160 sales funnels in the last year and I was looking at what we had and I was like, "There is no way that this funnel is ready, even nearly ready for the amount of traffic that we're going to send to this thing the next day." I was like, "Oh, my gosh." I sent a message to my wife and I was like, "Babe, I'm so sorry, but I seriously doubt I'm going to be home tonight and maybe hardly even at all tomorrow." As long as I let her know in the future, as long as I let her know, then she's usually fine. She knew. I was like, "Hey, the book launch is coming up. I'm sure it's going to be sporadic. It might be here. It might be not." As long as I let her know, she's fine with that. Russell cued me in on that tip on how to do it, every once in a while it happens. We went and we start working, and I start doing some more of this custom code thing. We're using Jamie Smith's expertise and I was doing stuff on my own as well and we were putting pieces together and I was putting the other membership area and it looked so good. Oh, if you guys got the Expert Secret book yet, go get it for sure. I'm actually going toss my link if you're okay with that down in the description here just because might as well, right. We were pushing. We were pushing, and it's so funny because Russell's always, "Dude, I'm so sorry, man. I know you never used to really drink caffeine until you worked for me," and I was like, "That's how it works though." I had so much caffeine. I was shaking, but I had to stay up... I had to get this stuff done and I was going 'til 3 AM. About 3 AM, everyone was on the floor and we're like, "Oh, so tired," and I was like, "There's more to do, there's more to do. We're trying to launch this thing at 2 PM tomorrow. There's more. I can't stop. I can't." Russell's like, "Bro, we're going to make better decisions if we're rested." He's like, "We got to go home." I was like, "Gah, like he's right. Dang it." I got most of the things done, custom coded a whole bunch of stuff, and it went really, really well. I was so tired, so tired. The next day, we left at 3 AM and I was back at work at 9 and slammed a whole bunch of caffeine again and just cranked and cranked and cranked. We actually almost hit the deadline. We were only 9 minutes launching. We were supposed to launch at 2 PM Mountain Standard Time and it was actually 2:09 when we made the final call out and it actually started going. Guys, the success has been insane. If you've not had the Expert Secrets Book, you should probably get it. This isn't like a pitch like, "Oh, it's 'cause I work there." No. I've read his book over five times now. I have one of the original spiral bound copies. I have the original files on my computer as I was vetting it back and forth with him during inception of the concepts of this book. I've been a part of this book pretty heavily and it's super, super fun. I've really enjoyed it, hashing out some of these main topics and ideas and core concepts behind why this book is so good. I was really, really shocked and honored to find out that he put me in the acknowledgements and it's super awesome. It's the last paragraph in the acknowledgements. I was so excited, I couldn't believe it. He goes, "The last one I want to thank Stephen Larsen for being a constant sounding board during this project. Without your excitement for this book, it would never have been completed." I was like, "What? Oh, my gosh. Man, that's so awesome. That's so cool." I got in Russell freaking Brunson's book. It's crazy. In the first 24 hours, we sold 10,000 copies, 10,000 copies. Now by comparison, I want you to know that DotCom Secrets sold about 80,000 total-ish and last I checked ... That was the first day and last I checked, we about surpassed 20,000 copies total. It's insane, absolutely insane. The amount of pressure in the market right now is insane for this book and we could feel it. People were going crazy for it and really, really, it's been such a great experience. Anyway, the whole purpose of this episode is that I had this huge ... I already knew it, but it was just a big confirmation, right. It is not about your main product. Let me try and say that it again. The sale is not about the main product. Expert Secrets is a absolutely insane book. It is so awesome, right. The book launches and we put it out there, but we didn't just sell the book, right. You got to wrap it. You got to wrap your main service, your main business, your main product. If you can do that, your income will go through the roof. Are you guys following when I'm saying this? Give a little nod with me as I'm doing this. The reason I'm bringing this up is because so we built this book funnel and there's other funnels that we want to go through and build and put together, but we didn't start with, "Okay, what's the funnel look like? What does the automation sequence look like?" That's what I feel like 90% of people do and it's wrong. That's not how you start. The way that you start is by sitting back and going, "What's the coolest offer on the planet?" I have this core thing. Let's take the book, for example, right, the Expert Secrets book. I have this core book. I have this core thing. If I try and sell it directly, there's a hundred other people that are out there that are doing what you're doing, at least a hundred, right, a thousand, thousand. I should've started with thousands, thousands of other people. The easiest way for you to actually get out there and separate yourself from competition is to make an offer out of your product. An offer can encompass many products, all right, and his book actually goes through this. Actually, I have my fingers right now in the book. I'm holding the places for it. I'm looking at a page ... Wow, that's a coincidence. I'm looking at page 79 and 179. Oh, that's kind of cool. What I wanted to show you guys and tell you guys about real quick is the absolute ... I want you guys to know that we use this. Here's some examples. Yesterday. Wait, what is today? Today's Saturday. It's Friday. Yeah, so it was yesterday. I'm losing track of my days like crazy. Something's going too fast. Yesterday, we were like, "Okay, this book funnel, it's killing it. It's awesome." There's a few tweaks we had to make. I totally forgot to stick a rule inside of our action [inaudible 12:24] sequences and what it is it made people get the "Hey, looks like you didn't purchase," emails when they did purchase and I was like, "Oh crap, sorry, dude, 3,000 people totally got that." That was my bad. Super late at night. I take full responsibility to that, but it's all right. We make mistakes, too. Anyway, so right afterwards, we're like, "Okay, what's this thing we're trying ... " We know there's this area where people are wanting to get more training in and it's this area that Russell said that ... It's really super fun, man. It's my own program that I'm doing with Russell, kind of co-hosting it. It's so cool. I get to be on stage with Russell Brunson teaching his stuff. It's so awesome, you guys. There's this place that we're trying to get people on. I'm not going to reveal anymore about what it is than that, but what we did is we literally spent three hours brainstorming the offer, brainstorming the positioning, and brainstorming the actual message, right. People are like, "Wait a second, Stephen, you already have Click Funnels. You already have the message." Like well, yeah, for that product, but how does this, right ... You guys are going to learn about this in the book. There's a thing called opportunity switches, which is when there's a brand new thing and the thing called opportunity stacks. Remember when we came up with those two concepts. He and I were sitting side by side and we had this huge piece of paper in front of us, it's like oversized butcher paper, and we were going through different offer styles and I was taking out a lot of my notes from previous people I had learned from. He was taking a lot of notes he had previously learned from and side by side, we were figuring this out and we realized that it boils down to two different offer styles. One is an opportunity switch and the other's an opportunity stack. What Russell and I along with Dave Woodward 14:06, the three of us, we started brainstorming was an opportunity stack. There's an area that people are not very good at that we're trying to put an offer in, right, or a product. We've realized, it was two or three days ago, we realized, "Dang it, that doesn't sell very well on its own. It's a great product, but it doesn't sell. How can we make it an offer?" Think about that. In your marketing, think about that with your sales funnel, that's what a sales funnel is. A sales funnel lets you string out the offer inside of the actual funnel, right, so you don't hit them with all these things right at once, depends if it's an e-commerce product or a webinar or whatever, that changes, but let's say it's an e-commerce product, you're not going to hit them with this big, "Hey, buy this huge kit all at once." No. First you offer this. Then you offer that. Then you offer this. Then you offer that, right. It's complementary the whole way through. Guys, think about the offer itself. That's what I realized when I was in college that I was missing. I told you guys I was biking home one day and I was so depressed. I was like, "Gosh, why isn't this working? I am learning so much. I'm learning like crazy." This is probably three years ago. I was like, "Why am I not making money? I feel like I know more than a lot of these other people, but I'm not actually making the money that they are. I'm making way less." It's like, "What is it? Why am I missing this?" I realized that I was not asking for people's credit cards as often as I should be, right. I was not and it was really painful that I wasn't. I realized that I was very good at making funnels look good, but I was not yet good at creating offers. That's what sales is. You're pitching an offer, which doesn't necessarily mean a product or a service, right. That's singular. Offer is plural. There's many things that make up an offer. You guys understand what I'm saying? I hope that you guys understand what I'm saying because it's so key. If you can nail the offer, the funnel's cake. It's so easy, right. All right, let's look at this real quick. All right, this is on the opportunity switch chapter. That's page 79. Russell's talking about how you can run an ask campaign and you just ask your market what do they want, right? What they do is they give you all this data and you create a master class out of it, right. Let's say that you guys tell me the top six things that you guys struggle with, with building funnels, which I've done with you by the way and I do for a reason. It was an ask campaign and I got tons of response and I know exactly what you guys struggle with. I did that for my podcast content so I know what I can help you guys with. I did it for a product that I was thinking about doing. I don't know. I might not, but just to understand who's listening to this podcast better and I know what those things are, right. If I was to go create a product about that, an info product, that's one product... That's not an offer... An offer and a product are not the same thing... Let's fast-forward then to page 179 when he's talking about what's called ... He's talking about the offer basically. He calls it the stack slide, but there's all these little elements that get brought into it at that time, tons of them. You're going to get the six-week master class. You know what I mean? You're going to get the ... Does that make sense? It's all the pieces that make it up, the six-week master class and you could see the whole list on page 192. You can get the six-month enterprise account level of Click Funnels, right. You're going to get Instant Traffic Hacks. This is all making up what is called the offer. Inception Secrets, you're going to get the Soap and Seinfeld secrets. You'll get unlimited funnels to your account, first 50 people only, right. That is an offer. You put it all together. I feel like I'm explaining it, but maybe I'm not. I don't know. What we were doing yesterday was we were creating an offer. What's funny is that this presentation I just did at Ad Con, I'm still here. I'm in the hotel room right now. Crazy tired. My head hurts. My throat hurts from talking so much. There's a huge line of people who wanted to take pictures, which is really fun. That was really fun. Even in my presentation where I wasn't pitching anything, I still was using an offer structure, right. What I did is I literally sat down and I wrote down all the things that I knew, right. These are Facebook ad agency owners, right. Dan wanted me to talk about e-commerce. I was like, "Whoa, that's a little bit weird," but I'm so grateful that he did. What I did is I sat down and I thought through all the knee-jerk reactions people were going to have to me telling them that they need to create an e-com funnel. I was like, "What are they going to say?" Do this to your own people too, right. What are they going to say? They're going to say things like, "I don't have an e-commerce product. They're too hard to make. I don't want to ship things out to people. I don't like spending ads on small little things like that. I wish it was bigger," right, tons of stuff. I made a huge list of I knew of the false beliefs that they would have about my topic. Then what I did is I orchestrated my topic to directly address the false beliefs that they were having. I swear if I put a pitch at the end of that, people would've bought. All right. I got offered $60,000 worth of business right after that presentation today, 60 grand at least. If I had actually tried to close, I know I would've made a lot of money. People were on their seats... It was freaking awesome... Gosh, it went so good... I'm not trying to pat my own back, but I know that the process that I'm telling you right now where you write out the false beliefs and you make products that directly address those false beliefs so that they're no longer false beliefs, guess where I got all that? All right, that's in the book, Expert Secrets. It's not so much about making webinars. This is how to sell. This book taught me how to make it. I already knew how to, but this is yeah, really, really awesome stuff you guys. Anyway, that's all I wanted to say. This started as a long podcast and it's a bit tactile, but I hope that you guys are taking the time to sit back and go, "What is my offer? What am I actually offering people?" If you're sitting back and it's these onesies, twosies product, I know I have that on my personal site. I know that I needed to change it. I just have not had the time to do it. You know what I mean? I know that you guys are in that place as well, some of you guys as well. Some of you guys, just don't be lazy about it. Think through. You don't need to come up with that. I'm doing this right now with my dad and his own webinar and he just launched his podcast and it's going great and he's interviewing these industry leaders in the financial area and financial investing and it's going awesome. We're about to launch his webinar and the thing that I'm doing with him right now is offer creation. He's like, "Maybe we should go focus on the webinar a little more, a little bit more on the funnel." I was like, "No, no, it's not time. We have not yet nailed the offer." Just today, I was reviewing the offer... I was reviewing all the things going in there. I think it directly addresses the things that people are going to have the knee-jerk reactions about, I think. I'm pretty sure that it's going to. We went through and the thing we got to do next is we'll probably run an ask campaign and make sure, but the products themselves is what helps change people's false beliefs using what you'll learn in here, using what is called the epiphany bridge. That's what I'm doing. I'm helping my dad map out all the stories. I'm helping him map out all just some tactile pieces that he's got to teach on the webinar, but I'm helping him map out the stories, all the products that will directly help correct the false beliefs and that's it. You guys start doing that. Don't offer just onesies, twosies. How come people will sell ... This works even on e-commerce. Amazon products, why will people buy a pack of three socks versus a pack of one? Because it's an offer. It's an offer... That may not apply directly to sock selling, but that's the basic concept though and that's what I want you guys to do and start putting together. Know that it's all about offer structure and the way that you present that offer inside of the funnel. The funnel gets really easy afterwards because then you have the first product that goes for the first page in the funnel that helps you sell the first thing. The second page helps you sell the second thing. You know what I mean? You're literally offering upsales throughout and by the end, they've gotten the whole offer. Funnels give one offer... Whenever you have more than one offer inside of a funnel, usually the conversions drop because they have not actually had time to digest the first idea. Anyway, I hope that makes sense guys. Get the book. I'm going to drop the link down there. I'll drop my affiliate link for sure and I made a little deal on a email that I dropped out there and there's quite a few guys that actually took up on it. It was really, really fun. Basically, if you get the Expert Secrets book through my affiliate link, I would love to just do a 10-minute overview of your funnel live. I would love to do it live. It's been a while since I've done one of my funnel feast episodes where I ... If you go to funnelfeast.com, I go through and I build live, but it would be fun to have a little critiquing session. That'd be really awesome. If you guys are okay with me going through your funnel live, just send me all the pages. That's my little thank you. What I'm thinking about doing is I'll stack up probably 10 or 15 people and just 10 minutes each just go through and show what I would do just right off the bat to change in the funnel, things like that. Why do you think I can do that? I'm not an expert in real estate. I'm not an expert in stocks. I'm not an expert ... It's because it's sales. Sales is all of that. That's the blanket that I'm talking about here. Anyways, guys, so sorry for talking so long, but go get the book. I'll post the link in my blog and also toss it inside of the description as well in here. If you want me to do that, just reach out to me on my Facebook page and I am happy to gothrough a little critique of your funnel. That'd be really, really fun. All right, guys, talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today. Book Link:  https://expertsecrets.com/freebook?cf_affiliate_id=52291&affiliate_id=52291&aff_sub=&aff_sub2=&nopopup=false&noautoplay=false&cookiepreview=false  Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... Trust Comes In 2 Forms. One Builds And The Other Kills... 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, Steven Larsen. Ho-ho, isn't that cool? Hey, big shout out to Robert Phillips, he is a listener to this podcast. He reached out to me and he said, "Hey, I am known as the rock and roll speaker. He stands up and he speaks and he's totally awesome. He's like, "What's one of your favorite songs, I'm going to go learn that on guitar and give it to you." I was like, "Okay cool." I'm a huge fan of Foo Fighters and Audio Slave, and Muse, and so I gave him an Audio Slave so one of my favorites. Anyway, I thought I'd give it to you. I actually super, super enjoy stage. Anyway, when I saw what he did I was like, "Dude, I'm going to put that as a podcast intro man, that's so cool, I appreciate that, that's so cool." I play drums and I play piano and I sing a lot and, but I didn't ever play many strings instruments. Play the ukulele right now, that's about it, that's because my little three year old does it so ... Big shout out to Robert Phillips, the rock and roll speaker, you're the man. He just came out with a book, it's actually pretty awesome. Anyway, speaking of stage I'm super excited you guys because I'm trying to figure out, there's two things I wanted to tell you. Oh my gosh, I'm so excited. I am speaking on two people's stages and I am really, really pumped about it. The first one I'm speaking at is called Ad Comm and it's Dan Henry's event. I don't know how many hundreds are going to be there but it's a lot now and I'm excited about it, it's going to be great. It's like two weeks out from now. He reached out about two months ago. He said, "Hey, if I actually did this would you, I'd love you to come speak." I said, "Sure, it'd be awesome." He is having me speak I believe on eCommerce. I need to actually finish writing the actual presentation itself and I think he wants me to do two presentations so I might need to ... Anyway, it's time for me to dive in. You guys know me, I don't like to start something until it's getting a little bit close so it's fresh in my brain. I actually do it on purpose despite others thinking it's procrastination, it's actually not. Anyway, so I'm really excited about that though. I get to go speak on his stage and it's going to be awesome. Then the second one is, it's actually even bigger. That one will be on ... Let's see, the first one is April 22nd which is my birthday, I'm very excited, turning 29. Earth Day. It's both Earth Day and my earth day, it's going to be awesome. That's April 22nd and it's going to be in Orlando, Florida. I'd love to know if you're going to be, if anyone listening that's actually going to be at that. I'd love to meet you in person, it'd be great. Then the second one, right after I got that speaking gig, I got the second one over in Vegas and I think it's at the Bellagio but I can't remember, or the Paris, I can't remember. Anyway, but it's LCT, it's Local Client Takeover. These guys have a gigantic following and I think they're planning on over 500, less than 1,000, somewhere in that range, people to come. I am so, so excited to do that. They were going to pair me up with Frank Kern's Funnel Builder and we were going to go back-to-back on stage and teach some cool ways to get local clients. I was like, "Sweet man, I'd love to do that." It's been kind of fun to do all this stuff. I had one with Russell, because it's given me really intense depth on so many areas of business... I've built funnels from anything to supplements to toilet paper, it's nuts how much ... I mean, Sales Funnels has to do with anything, you guys know that. I'm really, really pumped about that so the second one, like I said, will be I think it's the first weekend in May. That one'll be yeah, local client takeover, talking specifically on ... I only have like an hour on that one, I don't have a full 90 minute presentation which kind of stinks but there's a lot of speakers at this one, it's going to be awesome. Anthony Crawley, got ... I mean, it's a lot of big speakers. I'm super honored to be doing that and it's awesome. If you guys want me to speak on your stage let me know. I'm just kidding, kind of. I actually really love it and it's just a ton of fun to do that. I love movies and movies are great and it's fun because of special effects and you can see someone's face. You can get up close and personal. There's music, then it's really intense sometimes and you can kind of delve into motion harder but I have a really strong appreciation for stage because there's no second take. It's all, it's very raw, it's very authentic. Anyway, very, very excited though to go do that and show some of the things that I know have been working that we've been doing. Yeah, it's been a lot of fun. I told Russell and he was like, "What's up, that's awesome man." I've spoken on stages a couple times now and, I spoke at that Dekko one, that was really fun. It was like 2,000 kids there, high school kids and I taught them how to automate their fund raising. It's so funny because there's all these MBAs who were their advisers who didn't want them to pull off what I was teaching them because they're like, "Oh, we'll have them learn real stuff." It's like, "Okay, well I guarantee that your MBAs are not making you much money. How about we compare money?" Not like a cocky way but let's just actually see what's actually come of your MBA? I'm not going against MBAs just so you guys know, I've actually really considered going and getting one. It's just when people hide behind it like that is what creates the money I'm like, "Okay, you are so off the ball it makes me want to throw up." Anyway, really interesting. I was thinking about, I was like, "Hey, I'm super stoked, going to go do the stage presentations here soon." It's doing the time we've been moving and there's all this stuff going on with Russell launching his book. I'm running what we're calling the FHAT Event for Hack-a-thon and Secrets Master Class and all these other projects, it's been a lot of fun, it's been cool but it's just been really intense. I ran into a guy recently and he was, here's a little long here and I'll probably end with this, this is a shorter podcast. His whole job, he gets hired by companies and hospitals a lot actually too which is cool. His whole job, he goes into places and he teaches them a lot of organizational effectiveness. It's super cool, and he was teaching me about trust. He was teaching me and it's so cool because while he was saying it I was like, "Oh, I've totally seen what you're telling me right now." Anyway, so I knew what he was saying was true and real, it was really awesome. He said, "There's really two kinds of trust. One is a predictive kind of trust." For example, Russell sends me to go to, I went to ASW in Vegas. We went and we were, it was a small group of us we went and we were presenting on Click Funnels to a bunch of affiliate people, people who their only job is they are affiliates for other people and they make a good living like that which is really cool. He trusts me, he trusts me to go on and do a good job there... That's a kind of trust... I trust you to go forward and to say the right thing and not be an idiot, and not make Click Funnels look dumb. That's a predictive, futuristic based type of trust and that's the first kind. Everybody thinks that that is actually the most important kind of trust but the they're wrong, it's not. What is more important and what is more foundational to any kind of organization is a trust called vulnerability trust. Vulnerability trust is, for example let's say I'm going through some sales funnels for Russell or for somebody else and I'm looking in there and I'm saying, "Oh my gosh. I see that what we are doing here is wrong." I have so much ... Russell has so much faith in me to come to him and show that. There's an environment in the business space that allows for me to go up to him and say, "I think what we're doing is wrong," which I've done before and he's done before on my stuff and I've done on his stuff. Which is cool, we have that kind of trust, it's a vulnerability trust. It's the ability to be completely vulnerable with another human being, is very hard to get, very hard to get because people don't want to be vulnerable. They want stature and they want status... They want to be, all to be important and, "Oh you should when you hear my name go oh, it's going to be Steve Larsen, oh." People want that. What's funny is the more you crave that the less you get it. You gain status by not seeking it, by the way, that's the best way to do it. I've had some cool talks about that with others, especially Russell. Anyway, I thought it was really, really powerful and I was thinking how cool it is that these people who are saying, "Hey, would you come speak on our stage?" It is a ... What the people who have asked me to come speak on their stages are doing is they are giving, it's a predictive style trust but the people who attend are counting me being the vulnerable kind of trust. They trust that I'm going to come and be vulnerable and be real with them, actually show the raw stuff, how it actually works. Little tricks to increase conversion, little things that we'll do ... Great ways to create continuity and things that ... There's this certain kind of trust, especially in teaching environments where you expect the teacher to be vulnerable and show that stuff. As a teacher if you're ever in a room of people who are not willing to be vulnerable and try the things you're teaching it sucks because they're not willing to do anything you're saying and you feel no progress. Anyways, those are two kinds of trust and I was thinking about that. I was like, "Hey, this is super cool, like yeah. I've been a part of other organizations before working for Click Funnels on other people and this sucks, I did not have the kind of trust with the boss at the time or the entrepreneur who I was working with or whatever it was or whoever I was building for. Where I did not feel the kind of trust where I could go be vulnerable about their own business and say, "Hey look, I understand this is your baby but you're too in love with it and you're going to run it into the ground and here's three reasons why. Here's three places I can see that it's wrong." If you aren't willing to be wrong in your own business about that you're going to kill your business. I'm not even going to sugarcoat that. You will kill your business if you do not allow people to show you faults in it because it's not perfect. You're not perfect so why should your business be? If it's your baby and it came from you it's not going to be perfect, you're not perfect. You know what I mean? That's just the whole point. Take all these things, and I know I talked about duct tape marketing the last podcast but this totally ties into it... Be vulnerable, have the kind of trust in both yourself and others around you and the kind of environment that allows people to come to you and say, "Hey, you know what? Mr. Russell Brunson I know you got a lot of status, you don't seek it but you really boss a lot of people lives. He comes to me and says, "Hey, check it out man. There's a few things, I know you really like this product you've put together and you spent a lot of time on it but I actually think it's wrong. I think this is wrong or the message as a whole is wrong." It's hard to get that environment. I remember I said that once about a sales video we had created. I said it probably a little bit more forward and harsh than I should have. It wasn't harsh it was just ... I probably could have said it softer than I did. I was like, "I don't think this is going to sell. I actually think this is a completely wrong angle and I think that what we've done here is not going to be effective or successful." We were ... We had to try and remember to be in a place of vulnerability. I know the way I said it was probably a little too forward. I'd rather just say what I mean and not sugarcoat stuff. I said it in a way that ... He was a little bit put off by it which is fine. I was like, "Oh dang it, I shouldn't have said it the way I did but I still agree with that." Then he came back and said, "Okay, I get it, I see what you're saying, it makes sense." Cultivating an environment like that is not easy or it will require you to get out of your comfort zone like crazy. In order for you to have a culture of vulnerability, being able to accept things about your business, you too need to be vulnerable. It's not comfortable and it sucks... I've had a lot of ... I know there's things wrong with Sales Funnel Broker, I know there's things wrong with stevejlarsen.com, I know this. Eventually you guys are going to launch stuff, you know I mean?  It may not move forward but you got to have trust and you've got to accept people's feedback. That's where you get the duct tape marketing, you know what I mean? That's where you get all this stuff moving forward. That's how you figure out, "Hey, I suck at this, let me hire out for that," you know what I mean? You got to be able to have that kind of stuff. Anyway, it's just been running through my head. Anyway, super excited to speak on those stages... Guys, please let me know if you're going to be in them, in the audiences, I would love to meet you. I had so much fun meeting so many of you guys at Funnel Acting Live, it was awesome. A lot of you guys asked why I wasn't on that one, I wasn't speaking at that one. Maybe not, maybe next year I can convince that to happen but I don't know, it would be fun. Anyway, guys I will talk to you later. Remember to have trust. Predictive trust is important but it's not the most important one. The organizational, killing version of trust is if you're not vulnerable with each other and can't trust each other to be vulnerable. Anyway, I am excited. I should probably go prep these presentations because I am not ready for them yet. Anyways guys, talk to you later. Bye.  Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... The "Re-Epiphany" I Had While At Breakfast with Russell Brunson Hey, what's going on everyone? This is Steve Larsen, and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. What's going on everyone? I've been trying to be more consistent in these podcasts. There's so many cool things going on right now. I wish I could capture it all and show you things that are going on, so many awesome little masterminds I've had with Russell lately, with lots of people, and it's been really, really fun to just learn and glean from other people. It's just been great. I've really enjoyed it, and it's been fun to, you know, like when you get in flow? You know what I mean? You get in state? Anyway, it's been cool, especially today. It's kind of funny ... So Russell and I have just been burning the midnight oil like crazy for the last couple months here, and it's been really, really fast and that's part of the reason why I can't do any kind of funnel building for anyone else anymore. What we're doing is so fast paced. It's almost out of self preservation... I mean, I really can't handle it that much more, to be honest, and, like I said last episode, we got a house, and I'm super excited about that. It's been a lot of fun to start making those preparations and things like that... But, anyway, it's been cool to ... Over the last few months, we were kind of redoing the front end of ClickFunnels together. I mean, like crazy. It's been a whole lot of fun. Russell had me go through tons and tons of quizzes, and I started noticing these patterns in how people were doing their quizzes. I promise that there's a point to this whole story, okay? Just follow me on this path, all right? Because I had this really cool thought today, and I was like, "Oh my gosh. I've got to podcast that. That was so awesome. I've got to share this." So just bear with me a little bit. This is going to sound crazy and sound random, but I promise there's a point coming to it. It's kind of fun, because we sit down and Russell and I were talking about different cool things we could do for the new front end of ClickFunnels. We wanted people who didn't know what ClickFunnels is, or didn't know what sales funnels are, or didn't know hardly what internet marketing is. We wanted those people, who don't know marketing, who don't know all that stuff, to be able to go to the front page of ClickFunnels and go, "Oh my gosh. Like, that's what this is?" We're trying to close the education gap and make that bridge even smaller so people get it ... Faster, you know, just super cool tool... You guys obviously know I'm a huge advocate of it. Someone asked me if I'm a partner. I said, "No, not yet, but hopefully someday." I want to lead down that path sometime, but anyway ... So we've been talking all this stuff, right? We've had all these different events. I'm helping prepare the FHAT event. That's F-H-A-T, Funnel Hackathon, right, and Russell's, he's put me in charge of that. I've built out and created what's called the secrets master class. It's been really fun, just fast pace, you know? We were talking to somebody, and they're like, "Is it always this crazy?" And I was like, "You know what? It's always really intense, but there's been this extra flavor of intensity since like, you know, October, November timeframe." It just seems like the heat really turned up. I was finishing a whole bunch of funnels for Funnel Hacker TV, which is going to come out soon, and I think we're going to get it here on Netflix soon, too, which is so cool! I'm gonna be on Netflix! Really excited about that... Anyways, that's what the plan is, anyway, and we figured out, we think, how to do it. And you guys will get to see ... I think it's like eight different episodes for that. It's just been really fast. You know, really, really intense. I feel like I'm looking up and going, "Wow! Three months just went by!" You know what I mean? Look up again, "Oh my gosh! That was half of a year!" And I've almost been with ClickFunnels for a full year now, which is super awesome. Anyway, it's been great. But it's kind of interesting, because I was drinking tons of caffeine to keep up with the pace. Russell was too. Just, we were kind of trashing our bodies, to be honest. There were so many reasons why I stopped building funnels on the side for other people... And that was another one of the reasons, is that I was just like, "Man, I'm not taking care of myself very well." It really started affecting me mentally, and I could tell. And Russell could tell it was doing it to him as well, and I was like, "Ugh." So we decided to do a three day juice fast cleanse. And any time Russell has any idea like that, sometimes it's like this little lurch inside me, like, "Oh, crap. This is gonna be awful. Ugh." He wants me to do colonics and stuff. I don't know if I can hack that. I'm like, "Nah, man. And if I was to go do that, I'm not gonna go with you to do that." Anyway, it's been kinda funny. So, we've been on this three day juice fast, and today was the last day. We were gonna do four days, but just so much has been going on. We're such low-energy. You basically drink juice every single day. We got it from this certain place that prepares it for us every day, and I go pick it up on my motorcycle every morning, and I bring it to both of us. We'll have a green drink together and then these wheat grass shots, and every two hours you drink another 16 ounces of a different juice. Like beet juice, to cleanse the liver. You know? It's got ginger in it, and all this other stuff. Other greens, and things like that. Another one's coconut water. Another one's almond milk. Another one's back to wheat grass juice. Back to grapefruit juice, all over the ... Anyways, it's actually a lot. It actually was more work to continue drinking that stuff than I thought so, you know? I had to do over and over and over again. It was fine, like, the first half of the day, and then I got really hungry, obviously. I started feeling it, getting headaches, things like that, about 24 hours in. And that kinda stayed that way, kind of low-energy, for the next 24 hours, but the third day was actually pretty easy for me. But Russell's really feeling it, because he was only sleeping like four hours a night this last little bit here... And he ... I could just tell, he's really struggling. And I was hungry, and today was the last day, and we made it halfway through the day, and he turns over ... We were rebuilding the front end of ClickFunnels, and I was finishing things with funnel hacks ... Anyway, we were updating lots of stuff, lots of products, to get ready for the book launch. And he turns to me, and I can just tell he's dragging, full dark circles under his eyes. And he's like, "Dude. I have got to eat!" And I was like ... Because these juice fasts are like 900 calories a day, and I was like, "Man, I'm not gonna be lifting during this." And he's like, "Dude, you have to! Make it even harder!" And I was like, "No." But he's been up, a lot, and anyway ... So he was like, "What do you want to eat, man? Does breakfast sound good?" I was like, "Sure." And it was the middle of the day. So we went and we had IHOP, and we were with Winter Jones. He helps us do some of our coding and things like that, and design work, things like that, which has been awesome. The three of us just kinda crank all of that along, and we get a lot of stuff done. It's been fun... Full sprint, which, you know, is not out of the norm for us... But, we get in the car, and Russell's driving, we're going down to IHOP ... And I know how to code a little bit, and Winter obviously is a pretty hardcore coder, and I know design, and Winter knows some design. He's very good at that also. And I know funnel stuff ... You know what I mean? And Russell kept saying, "Man, I wish I had those kinds of skills." And I thought, "That's interesting that you say that." And I said, "Well, it's okay. You've got other skill." And he's like, "No, no, no. It's totally fine. I get it. My skill has always revolved around getting other people to do the things that I can't or don't want to do, and that's how I've grown everything so fast. And that's how I move so fast." And I was sitting back, and I don't think he realized what he had said. I mean, he realized, obviously, but the impact that it had on me. I was sitting back there and I was thinking, "How interesting. How interesting that-" And we're both foggy brained, we're both feeling it from the three day juice fast thing. We're trying to cleanse and get out of our caffeine ways, trying to be more healthy and take care of ourselves, things like that. And we're going to have our first meal in a long time ... But my mind was racing... I was like, "That's so interesting, because I've had the same kinds of thoughts before that." I didn't learn how to code in school. I didn't learn how to build stuff in school. I didn't learn, really, sales, very well. I mean, there was a sales class, but it wasn't very good. It was only a couple weeks, too. It was like two or three weeks. How can you ... Sales turns all of the economy in the entire world. How are we not spending more time on this in business marketing degrees? But, anyway ... And everything, I'm self-taught, you know? I've just pushed my own way through. I was sitting there, and I was listening to him, and I thought, "Gosh, that's really interesting." And it reminded me of an experience that I had had. And I think I've shared this with you, but I'm not quite sure if I have or not, so I thought I would. There was this time I was playing ... This is gonna sound so stupid, okay? And I know what my next podcast is gonna be, and this kind of story will make more sense when you hear the next podcast. But we used to go to a gym, like basketball gym, where these two gyms in our church, side by side. But we'd turn over all the tables, and we'd bring in dozens and dozens of tennis balls. We'd split into two teams, and we would play dodge ball with tennis balls. It's slightly stupid, you know? But it was so much fun, because you really didn't want to get hit. I mean, you'd get welts sometimes. And people would get black eyes from getting hit in the face and the eyes. It was intense. You'd go sprinting as fast as you could from table to table, playing dodge ball with tennis balls... I remember that there was this time that ... And you guys are gonna think, "Why would you say something like this on Sales Funnel Broker?" Well, I'm gonna tell you why. Bear with me. It's been nine, ten minutes now. I'm still going full circle. It's been a long circle, but there's a really strong point to this, and I want to make it, because I've had several people ask, "I wish you could do this. I wish you could do this. I'm not good at this part." I was like, "So what?" Anyway, back to the story. So, we're playing dodge ball with tennis balls, and there was probably 20 or 30 of us. I mean, we'd get a big group of people together. It hurt. It was a lot of fun though. These balls just go whizzing by your face, and it was pretty close quarters. But we'd throw as hard as we could at each other on purpose, and it was really fun. But there was this time that we got there ... Because we did this for months and months, every week. There was this time we got together, and everyone was just kinda sitting around and talking and stuff, but I really wanted to play. I was trying to get everybody together to play. And I was like, "Come on guys! Come on! Let's do this together! Here, let's do this! Here, let's do this! Come on! Where's the team? Who's the team captains?" Like, whatever it is, let's split down the middle. Whatever, I just want to play. You know? And I kept walking around, and I felt like nobody was hearing me. It was really frustrating. I didn't understand why. All of the sudden, this guy, who was really tall ... And we're talking like 6'6', 6'7'. Super tall, big big big guy. He turns around, and he goes, "All right! Let's just do this!" It was like he barely said it, and everybody in the huge gym heard it, stood up, and walked over. And I was like, "What on earth just happened?" I was almost mad. So I was like, "I've been trying to get everyone to start for like 15 minutes! Why did this take so long?" And I was like, "Whatever." I kinda just sat back, and I was like, "I'm gonna just watch." I remember, I really like to observe people, and I really like watching them and observing behavior. You know what I mean? I've always been that way. So anyway, I sat back and I watched, and this guy, in like a matter of two minutes, organized the whole thing, and we got going. And I said, "How was this guy able to do it that fast and not me?" I didn't understand it. It was really confusing me. It actually really bothered me... And I realized that there are some talents and skills that people just uniquely have, that I don't. And that's okay. And there were things that I was really good at, and I knew he was not good at. It was true for everybody in the gym there. And I was like, "Huh." I remember immediately thinking ... You guys are gonna laugh at this. But I used to walk around and carry a black notebook with me, and a pen. And any time I'd have a business idea, or any time I would have any kind of what I would think was inspiration, or some kind of thing that could bless me financially, or whatever. I had a notebook, and every time I had one, I would write it down. If it was a stupid idea, if it was a great idea, whatever. I should go find that thing and read you guys some of the ideas, because some of them are pure crap. But that's not the point. The point is, I was just trying to always be in a state of flow. I was trying to constantly come out and say, "Okay. Here's this cool black notebook, and I'm ready to just have ideas. I'm ready to pursue stuff." I was always trying to be in this mental state of productivity, and execution, and, "What can I do next?" And looking for opportunity. I did that for a very long time, almost two years. It was cool. It was almost like it trained my brain, almost, to look for opportunity and see what was good, and see what was bad, and come back to it two weeks later and realize, "Wow, that was a stupid idea. Oh wow, this one might actually have potential." You know, and look at it from fresh eyes or share it with other people. I didn't hide my ideas. I started sharing with other people. I mean, there was all sorts of ... Tons of ideas. Tons of them. I almost got into condiments once. Tons and tons of stuff. A lot of you guys will know, I actually was trying to start a diamond company. We found some cool suppliers for that, and custom ring design jewelry. Really huge stuff... And a lot of it had to do with that notebook, and a lot of it had to do with me realizing that there was all these skills around me. When that happened in the gym, we were playing dodge ball with tennis balls, I realized, "Oh my gosh! That is the secret to everything! I do not have to be the best at everything." It was such a freeing thing to realize, okay? And that's what Russell was saying in the car, while we were going along. He told me. He's like, "I don't have to be the best at everything! I don't have to be the best at this. I don't have to be the best." And that's what I was realizing in the gym. That was like seven years ago that I realized that. I remember the distinct thought. I wrote it in that note book. "I do not have to be good at everything. All I need to be good at is orchestrating others' talents. My job is to be the orchestrator." And that's what I wrote, "I am the orchestrator. I'm the guy standing in front of the band or the choir or whatever. I'm the guy just putting it all together, and that's what I'm gonna be the best in the world at." I'm gonna be the best in the world at funnel building. I gotta be good at sales. You gotta be good at sales, but then that's kind of it. You don't even have to be that good at building funnels! You could have someone else do it. Lots of people in Russell's inner circle don't actually ever use ClickFunnels, ever. They have other people build their stuff for them. The only reason why I wanted to bring this up, and I know it took a while to get there, but hopefully you have this huge "Aha!" with me that I had like seven years ago and revisited today ... Anyway, it just hit me right between the eyes again. If you guys are struggling, and you feel like you are taking forever to actually produce and launch something, my guess is that you think you need to take everything on yourself. You need to stand out, and you feel like you have to be the best in the world at every little thing... Best in the world at putting a picture up, at headlines, at copy, at videos, at video editing, at sound editing, at hooking up the emails, at doing the email automation, right? Putting domains up, getting hosting, DNS records. I mean, there is so much that goes into it, all right? ClickFunnels makes it so freaking easy, way easier than it ever was. But it is still technical, right? And it creates this huge barrier, and lots of people will stand back and go, "Oh my gosh! There's so much to do!" It's like, "Yeah, but you don't have to do it alone!" And then some people will be like, "Well, I want to do it alone so I can keep all the profits." I actually understand that. I get that, but ... Shoot, use freelancer.com! I mean, you guys have seen salesfunnelbroker.com, right? Half the images in there I didn't make. I went to freelancer.com and created a contest, and had people who love doing that, and that's what gets them going. They're the ones that did it for me, right? I built Sales Funnel Broker, but I didn't do all the images. I didn't do all the little pieces here. There's a lot I didn't do. I did make my own podcast intro and outro, because I love that, and I did a lot of sound editing in high school ... Anyway, I'm obsessed with music. I'm super excited to go to concerts this summer. It's gonna be awesome. Anyways, ADD brain coming back to it. But that's the whole thing I wanted to say, is that we were coming off this three day juice fast, and it was awesome, but this crazy huge epiphany came in, again, like, "Oh man!" There's a few projects that I have been wanting to get done, that I kind of have been thinking ... There are some aspects that I do need to do on my own, because I'm trying to build my own brand. I know a lot of you guys are trying to do that for yourself as well, and that's awesome. But just know that you do not need to do it all alone! Like, go find a copy writer. Go find someone who's good at the funnel building if you don't want to do that. Go find someone who's good at the images. Just orchestrate it. You don't have to have all the pieces, or all the positions filled to start. Just start! Just get it done! Just move! Take ridiculous, massive, imperfect action. Anyway, super cool. Sorry, I feel like I'm blabbing now. But I just hope that you guys understand, and I've had it shoved into my head again, I hope you guys understand the incredible power that it is to not be tied to every single task in your business. You will die like that... I am begging you to only be attached to the tasks that bring revenue into the company. If the task does not bring revenue into the company, do not be in charge of it! Okay? I still sit down next to ... I did that today. I still sit down next to Russell and I say, "Dude, give me your hardest stuff! Whatever's giving you the most pressure in your life right now, whatever funnel, whatever project, whatever it is that you are not looking forward to doing, you just throw it right at me." And that's seriously one of the ways I've grown value in ClickFunnels so fast... I haven't even been on there a year yet! But it's because I made that habit, right? So I knew what tasks I could take on, because I was living on the revenue side of business. I've ranted about this before as well, but it's all tied in to that. Whatever you do, be the best at it, but then don't worry about all the other stuff... Hire it out, and try and do things that are only tied to revenue. If you can do that ... And that might mean that you need to go develop a new skill, which is fine. Just make sure you're passionate about it. Anyway, I'm going and going and going. I'm so sorry. But just wanted to point that that out. It was a really cool experience I had, and I feel a lot more energy in my body, which is probably why I'm ranting the way I am. I feel a lot more energy in my body after actually eating food today. I had a big old omelet. Russell had a big omelet too, and we felt life return to us. It was good though. Those juice cleanses are awesome. I'll have to do it again sometime. Anyways, guys, hope you're doing awesome! Super stoked for those of you I'm gonna see soon at the FHAT event. Well, I guess it's not for another six weeks, but it feels like it's coming up fast. Working on the book launch, working on all sorts of stuff. I got another product that I'm personally gonna be launching here, probably ... Well, I mean, we're moving. We're doing a lot of stuff, so it probably won't be for another like six weeks. But, anyways, guys, talk to you later! Bye! Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today!Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... It's easier to "duct tape" build your product through repeated mini-launches, than try to make it perfect out of the gate, cause that just doesn't happen... What's going on everyone? This is Steve Larsen, and you are listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen. What's going on everyone? Hey, gosh I'm so sorry, I feel like I've been very sparse on my podcasting lately. Gosh, I'm so sorry. But there's a reason for that, and it is because we just bought a house. Super stoked, guys. My wife and I and my family have been living in apartments for five and a half years, our whole marriage. And guess what enabled us to actually get the down payments and all that stuff, and put a good amount down, and all that stuff. And have that cash available to do all that stuff? You're just one funnel away. Right? I mean that's what Russel says all the time, right? But it's so true though. But I was thinking about how cool it is. I was looking at the process that I have been going through to be able to generate cash needed to both run the business and hire people and pay them, and have enough cash to keep doing all the cool stuff we want to. Do vacations, pay off debts, get a house, things like that. And it's so funny, because what would happen is, so when I build a sweet funnel, right, and you guys have heard of that before, it's the MLM funnel I have, it auto-recruits people in to people's downlines. It's really cool. One of a kind. I don't know anyone else who does that. But what I did though, is I created follow-up funnels, basically. And it's kind of cool. If you guys went to the Funnel Hacking Live presentation, we were trying to figure out what to call this whole category of funnels, after someone's already been brought into your world. Because you're not down with them. You know, you've got this customer that's come in, they're somebody who's come in, and they've agreed to do something with you, right? Whether it's to download something and get something free, or they've paid, or whatever it is. But you're not done with them. And so many times I have, you know a lot of people hire me to do different coaching and consulting with them, one hour sessions, half hour sessions, whatever it is. Just had another one last Saturday. It was really fun. But so many times we throw ourselves into architecting these really really awesome front-end funnels. These sales processes that get people into our world and get them going. But oftentime, we kind of just leave it there, right? We totally leave it there. There's nothing else that we do. We actually step way, way, back and we go, "Okay, I'm no longer going to do any kind of ... " It's almost like we just totally close the relationship, and 90% of the time I've noticed that that's what happens. So as soon as you get your first funnel built, guys, please, know that there are more things you can do with them. Who is most likely to buy from you? It's people who've already bought from you. So you've already paid to acquire the customer, you've already got someone there. It's really really easy to just go and offer them something else. And so the only reason I'm bringing this up is because I had this MLM funnel. It's done quite, quite well, for those of you guys who are certified partners, people like myself, who really like to build funnels, know that you can go, try and sell $10,000 funnels like I do. You can do all this stuff, or you can just make one really cool funnel and sell a cheap version of it a whole bunch of times, which is another thing that I've done and it's been really really cool. That single funnel has made alone, just the sales off one location. I sell on multiple locations, so not including the upsales, not including multiple locations, just in one spot, has made like 19 grand. You know in the last six months. And it's been awesome. No ad spend, nothing else. Then you go put in all the other upsales that people buy with it, right, all the follow-up sequences, all the things that I do with people afterwards. And it really adds up. It's pretty awesome. And now I got cash flow to go get affiliates for click funnels. And please, please, please do not think that I'm bragging here, I just wanted you guys to know what's been happening. And why I've been a little bit recluse lately. I've been all over the place. There's been so many things happening. Oh my gosh, I have some crazy stories for you guys, but anyway. I told you last podcast I knew what this one was going to be about, and it's the fact that we are in a house. And I'm super excited. We're actually moving this weekend. The papers just finished going through today, we got everything all set together, and it's awesome. It's not a mansion by any means, but it's not tiny either. It's a great sized home, and we're really really excited about it. And it's totally because of funnels. And if you would have, remember, I have a marketing degree. But I don't do any of the things that I learned in my marketing degree. And I make way more money doing all these other things I've learned on the side through Russel and through click funnels and through DotCom Secrets and tons of other gurus. I love Jeff Walker's stuff. I love Pat Flynn. Huge fan of tons of guys, and I've studied deeply, drank deeply, from the marketplace. And I told you how I realized, "Oh my gosh, I've gotten to this place, and I'm here at this place, but where I'm trying to go now, what I've learned in the past, is not enough." And I'm not trying to continue on what I talked about last podcast, but it's just been really neat to be a little bit introspective, and look backwards and go, "Wow, cool." You know? I wonder if I can pay this house off in like a year. I think I can. And I'm really stoked. That's not my new goal, whatever, you guys know my goal. For 30 grand a month passive income. And I think one of my plans to get that, I guess I might as well account a little bit here, one of my plans to get the 30 grand a month has dropped off a little bit, but has been replaced by another even cooler one. So I'm just really in the middle of fulfilling and building out the things that I know will get me there. Now that I've proven it, proven it not only to the market but to myself, and all these other things that I'm going to keep running in the direction. Really excited to do so, but anyway. Super exciting, and that's what it really is. I mean, if any of you guys follow me on Facebook, or whatever, you've seen my posts that I've put up there. I'm not much of a blogger by hand, you know, but I put up a few, basically blog posts, almost, on Facebook recently. And I was talking about the incredible struggle and how it's kind of sanctifying. It really is. Not many people are entrepreneurs or business people or in general, whatever it is in life, don't reach their goal because they go through something called the dip. And this is from Seth Goden, from a book called "The Dip." And he goes through and he starts talking about, anytime you pursue anything, you're going to hit this period right at the gate, where there's a lot of progress, and you're excited, and you're learning, right? There's a lot of progress quickly off the bat. And it gets you pumped, you know like, "Ah yeah, woo." And let's say that there's skiing. I'm a huge skier. I really like skiing. I was skiing by the time I was five years old. My dad was going to be an Olympic skier, and he ended up hurting his knee from jumping off too many cliffs. And he wasn't. But anyways, I was skier, right, and let's say I'm skiing and I'm getting good, right off the bat. Because there's just some abilities you kind of get naturally. And you're like okay, "I can just go down the hill and kind of turn a little bit here and there." And there's excitement. So what do you do? You go out and you buy all this stuff. And you go out and you start getting all these things. "I'm going to go get the best poles. I'm going to go get the best skis. I'm going to go get a season pass. Woo, super awesome." And pretty soon, you get to this point where it's almost a plateau. You're not really progressing anymore. Right? You're not. You don't really progress any farther. All that happens is, you're kind of stagnant. Your progress in general stops... And you go through what's called the dip... Which is this huge next piece of learning curve, but it was harder than the first one. There's not as much excitement. You have to actually like it. And then you get to a point after so much growth, there's another plateau. And then you go through another dip, and another plateau, and another dip, and it's this cycle that you go through. And Seth said you can easily see and measure the success of a person by the number of dips that they have sustained and gone through. Which is a very very powerful thought, to think of it like that. So I was thinking about this project. Guys, there's been a lot of people who reach out and they're like, "Why isn't this working? Why's this working?" Do you know that the MLM funnel officially, actually took me eight months to build? That's crazy. Most people don't know that. I built that product and thought it was complete failure. No one was buying it. No one bought it. I had to relaunch it basically a couple of times. I had to figure out how to sell it. Because I've talked about the difference, selling is not marketing... Marketing is not the product... Products are not the offer... They're all different. Those are all separate aspects. And I used to think they were all very very similar or almost totally the same thing. Especially with product and offer, I thought that was the same thing. The product is the offer. No, that's not true at all. Well, sales is marketing. Yeah, that's not true at all. You know what I mean? But it took me forever to get that thing in a position where it could sell. And I would tweak it and then more people would buy it. But then I'd start getting all these questions back and all these things where people were like, "Ah, I wish it could do this, I wish it could do this, I wish it could do this." That's called duct tape marketing, okay? I'm throwing all sorts of stuff at you guys right now, just because my mind is racing and I'm super excited about all this cool stuff, but if you've ever heard of, you know like rear view mirrors? In cars. Those used to not be there. But what dealerships started noticing, was as cars would leave the lot, people would literally take a roll of duct tape, and duct tape a mirror onto their windshield, effectively creating a rear view mirror. And that's where the expression "duct tape marketing" comes from, is these marketers, where they said, "you know, I'm going to stop guessing what people want, and instead, I'm going to just observe what they do with my product after I give it to them. Okay, they're changing this, they're changing this. Okay that's really interesting." And pretty soon, you no longer have to actually come up with anything on your own... Does that make sense? When you really get into a place where people love your product, and you've made it the best you can, you actually will be able to watch what people are doing with your product after they buy it. Or when they run into it. Watch reactions, that's what's important. Don't watch your product, don't fall in love with it. Know that it's imperfect, always... And you go, "Wow, okay, enough people are asking for this. I must need to create that. I must need to produce it." And I've been doing it to my MLM product, on purpose, ever since I made it. I officially finished that product like two years ago, okay? And then it wasn't only, when I actually figured out how to sell it, like six months ago, that it actually made money. Then I started making more tweaks and there were follow-up funnels, and that really boosted the income. Right? And then I went back and I was like, "Okay, now here's the next batch of questions I've been getting collectively over and over again. Okay, now I know what to make." And now I know it's at a place where it's kind of done. And what I'm working on is the next follow-up funnel, it's the next thing in the sequence that pairs with it. So whatever the product it is, think of that. Get that product in front of people and do duct tape marketing. You know? Anyway, super powerful concept, guys. And anyway, just super excited. I just thought I'd throw that out there and I'm excited for all the cool things I keep seeing from you guys. I will continue to podcast. Someone asked me if I was done. No, I'm not done at all. But I will continue to podcast and tell you guys some of the cool things that we're doing around here. But just think of the concept of duct tape marketing and follow-up funnels, and after awhile you guys truly, it's pretty awesome, if you make something that's of real value, the market will always tell you what you need to make. And if you're making nothing, it will tell you what you need to make, because you haven't made anything. Meaning, you'll have no money. Does that make sense? Just start marking stuff, and whatever sticks, run with it. Know that you're not the one filling your own wallet, so why would you care what you personally are making? You know what I mean? As long as it's not crap, as long as it's not something that could be harmful to others or whatever, it doesn't matter. You don't have to be passionate about your own product... I'm not particularly passionate about MLM. But I am about funnels, and I do like MLM. Does that make sense? And it's not like, I don't wake up every morning going like, "Oh, MLM." You know, but some people are, and that's great. And my skill, my talent, was able to help that industry and it's a legitimate amazing product. And I mean there's been over like 150 purchases, with no ads, just in the last little bit. And it's really really exciting to see that... So when I think about that, know that you don't need to fall in love with your own product, just know you have to solve legitimate problems for people who have money, who are both willing and able. Next, do duct tape marketing. See how they're doing. See what they're doing with your product afterward, which, number three, helps you come up with your follow-up funnel. Anyways, that's all I was going to say. Super excited for the house. Getting ready to move in here. I'll get the next podcast out to you guys as soon as I can, it's just been pretty busy, so. There are so many pieces of paperwork to sign when you're buying a house. Oh my gosh. But anyway. Whole lot of fun, and anyways, guys we have our next FAD event coming up in about two months here and super exciting. Collectively, we've had more people tell us that that was a life-changing event than any other event. Even the Funnel Hacking Live events. So if you ever get a chance to come out to the FAD event, you totally should. But anyways guys, I will talk to you later. Bye. Thanks for listening to sales funnel radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free tshirt when you're question gets answered on the live Hey Steve Show. Visit salesfunnelbroker.com now to submit your question.Advertising Inquiries: https://redcircle.com/brands

Click above to listen in iTunes... I'm a huge fan of books, but it's easy to get bogged down with it all. Here's how I learn AND execute... Steve Larsen: Say 'Welcome'. Baby: Welcome. Steve Larsen: 'To sales' ... Baby: 'To sales' ... Steve Larsen: 'Funnel' ... Baby: 'Funnel' ... Steve Larsen: 'Radio' ... Baby: 'Radio' ... Steve Larsen: 'Oh yeah, baby.' Baby: 'Oh yeah, baby.' 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. Wasn't that cute? That's one of my little girls, she's so awesome, we have a lot of fun together. She is one of my heroes. Right now my wife as a Tony Robbins event, crazy cool, super awesome. I honestly wish I was with her, I wish that I could be there, but we have two little girls, little angels, so one of us has got to stay. I love that stuff already, the stuff that Tony Robbins teaches, I already eat that stuff up. I already love that, you know what I mean? It's super, super fun. I kind of already am in a lot of the mentality of that. I believe I can do anything, I think I can change my own destiny. I think I can control everything around me. She, I was like, "You know what? You go. You go." It's really cool because she actually went with ... Maybe, I don't know if I'm supposed to say this or not, but she went with some of the wives from people at work. We got them like front row seats. It was awesome, it's super cool. There's 9,000 people there and she's loved that. She'll be back soon. I am four days with the little ones, it's been a long time since I dropped a podcast out to you guys. I was like, "Oh crap, I should probably send that on out." I thought I'd let the little one start us on out here. A lot of cool stuff going on right now. My little campaign to end funnel building is over now, and if you didn't get the application in, I'm sorry. Like, I just, there's so much going on with Click Funnels right now, I cannot do anything else with that. I'm trying to figure out how to say this. This has been on my mind a little bit lately. When about three years ago, right? A lot of you guys have heard the story, if you had been following my podcast right? I would get up so early and just study and study and study and learn and learn and learn, do as much as I possibly could, right? I remember, I mean at first it's all I thought about. I stayed up until three, I had a notebook, I should find that notebook someday, it was really, really cool. It's a full notebook, every single line, every single page, all the things I was learning I was drawing pictures of it, so I could understand it more. I'd go find somebody else, be like, "Oh, I learned this on this podcast today and I read a book from this guy today." I thirsted, I did everything that I could to just learn marketing, right? I remember after about a year long period, I had tried a few things here and there, but I was more like in this deep just thirst state. You know what mean? Where I was just drinking deeply, I was like, "Oh my gosh. I'm in this marketing degree but I'm not even getting the stuff in my marketing degree that I'm learning from these books and from these podcasts and from these, quote-unquote, gurus and stuff. The real cutting edge that's actually working, right?" The stuff that's actually working in the marketplace... I remember I was biking home one day, and I might have shared this with you before, but it was a big moment for me. I should say it was a big like three or four days, because it just hit me like a ton of bricks. I was biking home and I was in Rexburg, Idaho, and for some reason there it's always 50 degree mile an hour winds, both ways, no matter what. In the winter, in the summer, all time, it's windy. I was biking home, right? I was pushing hard against the wind and I was breathing hard. I loved that because I could listen to podcasts and stuff while I was biking all over the place. We only had one car and you know, I didn't want my wife to not have a car with a little baby. She always had the car and I just literally biked over the city there. It was really, really awesome actually, I love biking. This is not motorcycle like I have now, like pedal bike. I remember I was biking, I was breathing hard, and I was listening, I actually think I was listening to Pat Flynn, Smart Passive Income podcast. What's cool is that's actually the podcast that got me started online in general. That's when I wrote my first ebook and I got all the stuff together. But before I did all that, I was listening to Pat Flynn, I think I was just hearing who Russell Brunson was. I was just hearing about some of these other guys, but I was drinking as deeply as I could, and about six months, eight months, I can't remember when, a while, right? I had kept this pace up like crazy... You could not get me to go that hard for my school work, for anything else, just this topic. I was learning and learning and learning. Sorry, I keep saying that, and getting right up to the point, but I just want you guys to know more the state I was in. I was just so hungry for success... I remember writing down, "If I can only make an extra $100 a month it will change my life." Because then I could pay for bills, then I could, my cell phone would be free. You know what I mean? That's where I was, right? You guys have heard our story, where we were trying to figure how to even eat. That's not a joke, that was very real. That challenges your manhood, right? It's all I thought about... It's not like I took a break, "Hey, what did you do over this weekend?" "I freaking learned." You know? "What did you do?" "I tried to make money." "What did you do?" "I tried to be as successful as I could be." Right? That's totally where it started and that's all I thought about. If you think you're in this game and you think you're pushing as hard as you can, but you're constantly thinking like, "Oh, I just can't wait to get home so I can do nothing." Like, your heart may not be in it, you know what I mean? It's easy to see once you've gone through that path, it's easy to look back and see, you know what? That person's not giving themselves. I can tell that they are not in it. You know what I mean? Then they come and they're like, "Well, how, why, when can I be successful?" It's like, ugh. It gets a little annoying, you know what I mean? I know that you guys listening to this podcast know what I'm talking about. If you're listening to podcasts and you're doing all this stuff, you are most likely like me. We are probably very commonly, we probably think very similar thoughts. I was biking home and I was crazy skinny, but I was lifting as hard as I could also, because I knew that a lot of exercise meant a sharp mind, which means I can take in more stuff and stay up later. Anyway, back to the story, okay. I was biking back and all of a sudden it hit me. Oh my gosh. I know what he's talking about in this podcast, and yes, I would do this, this, and this and this in that scenario, but dang it, I don't have a product. Then I'd be listening to another section the next day, it would be like, "Oh, you know, check this out." Or I would be, I read a lot while I was walking, which sounds so stupid, so eventually I switched to audiobooks, but I would read in between classes, just as fast as I could, just getting principles down. Then I'd turn to some random person and teach them what I learned in the book. That sounds stupid, but I know that when I learn for two that my learning is deeper, then it sticks longer. I literally imagine myself standing on a stage teaching it to somebody... I still do that, I do that to this day, I've done that for years. I think it's one of the reasons I've been able to capture things and keep them in my head so long. I learn for two. Learn for two, learn for two. That's one of my mottos... I just kept ... I had this huge realization, "Wow! I mean, I've been studying this stuff like crazy. I've been doing all this stuff, but I don't have a business to do it to." I was like, "Ugh, why did I not think about that? Oh my gosh. What on earth. Like, that's, almost sounds stupid." You know? It was good, because I call it 'the age of exploration', right? I tried all these different businesses. I learned like crazy, but I didn't really have a business that I was going both feet in on. I didn't really have a product, an area that I was going both feet in on. I realized like, "Wow. This knowledge is great and the things that I'm learning is fantastic, and wow, I just learned how I can increase conversions over here by 15% and drop my cost on this part over here. And I learned how to set up fulfillment. I learned how to ... You know, here's a whole another marketing arm I could put out there." I was like, "But for what?! I don't have a frigging business!" I got really, really frustrated. I was like, "Where do I start?" You know? A lot of you guys listening to this are feeling that. Like, "Man, I've got all this knowledge, I've listened to all this stuff, I'm consuming as much content as I can." That's good, you should do that, you should feel overwhelmed. It means that you're basking in complete immersion. Feel overwhelmed, get as much content in your brain as you possibly can, but I also get it. Where do you start? What do you do? How do you actually create something where someone is going to give you money? You guys know that I have that asset that I've always talked about. It's just an MLM funnel, but it works really, really well. It still makes me $1,000 a week every week, it's been doing that for like seven months now, eight months now. It's awesome, I mean it's how we have the down payment on a house that we want to get soon. We're thinking about it and it's how we want to do X, Y and Z over here. It's how we go on our cruises, how we're paying off debts. It's besides our other income, it's super awesome. I know that you're thinking that, you're like, "How do I do this?" Or you might already be making that money and like, "How do I make it grow?" Right? I had, for some reason this whole memory came flying back into my head recently. I realized, because my wife and I were talking and she was like, "You almost seem stuck." I said, we were laying in bed and we were talking, she's like, "You seem stuck." She's like, "You have lived at this obscene out of balance pace for like five years now." I was like, "Yeah, I know." I want to start taking care of my body a little bit better. It's easy to do that when you're an entrepreneur, you just give everything. It's easy to see why if someone is not giving themselves, it's really easy to see, you have someone who's not actually all in, because they're not giving of themselves. They're not willing to risk sleep and a little help, they're not willing to risk missing a meal. They're not willing to, you know what I mean? It's really easy to see that. We're laying there, she's like, "You seem stuck, you know? For the last month or two you just seem that way." I was like, "You know, I'm trying to figure out," and I was trying to explain to her. I told her about the time going on the bike and realizing, "Oh my gosh, I don't have a product," then I threw myself in to trying to figure out a product to sell. The idea did not come from me. You personally do not possess the creativity to create a marketable, amazing, cashflow machine on your own. It sucks to realize that, but you don't, you don't have that creativity. I got my idea when I was in the throes of study, constantly trying to figure out cool stuff, looking at all the sellers, looking at competitors, buying products, trying to figure out where I could fit in the ecosystem of the business I was choosing. That's when I got the idea. I was like, "Oh my gosh, this is crazy." I was explaining this all to her, this was like a couple of days ago. She's at the Tony Robbins thing right now, but anyway, we're talking and I was explaining to her like, "You know what? I had the realization, I don't have a product, but then I figured out a product, and then, oh my gosh, it works." I was thinking $100 would change our life, but then it was like $500 a month, then it was like $1,000, then it was $2,000, it was up to $5,000. I remember my first $11,000 day and it was like, "Oh my gosh!" It was so exciting and I'm so excited for you guys to have that, if you haven't had it already. If you have that, relish those, I mean those are huge moments. I'm striving for my six figure day now. I've had my five figure day, I'm looking for the six figure one. Anyway, she was saying, "I think you're like you're stuck." I was telling her stuff, and I told her I am realizing right now that I purposefully, and I did this on purpose, I purposefully stopped studying. Remember I what I was like when I was on the bike and I was realizing, "Oh my gosh, all this stuff is going on. This stuff is cool, but I need a business to actually do this stuff to." I made a decision to stop learning, all right? That sounds stupid, it sounds ridiculous, but I started practicing what I called 'just in time learning'. Just in time learning is the type of learning where you're just sprinting until the lights go out. You're like, "Okay, how do I get do I get the lights back on? What's the next idea? What's the thing that's going to keep me going? Okay. I'm running into this specific problem, I can't even figure how to resize an image, okay?" That's the next piece of knowledge you need to go for, right? Just in time learning is so key, because there's so much stuff out there, and there are so many things out there that can keep you guys from keeping progress and keep you from moving forward. You can get bogged down really, really easy... I think I've said this before, but even Tim Ferriss in his book The 4-Hour Work Week' says that reading after a certain amount of time dissuades the mind from its creative pursuits. I think that's the exact quote maybe. He says it dissuades you and the reason it's good to read deeply, drink deeply my friends, my gosh. I'm not telling you not to learn, I'm not telling you not to read, but there's a time for action and there's a time for learning. I stopped this whole big gulp of information and trying to figure out how to sort it and go figure out what I need and what I didn't. I started practicing 'just in time learning'... It was super, super powerful for me to do that, very, very powerful. The realization I had when my wife asked me that, you know we're laying in bed and she's asked me that question, and I was going through this whole thing. I said, "You know what, for a long time I practiced this just in time learning thing and it's worked for the last two years. You know, when I realized I needed to actually take ridiculous action and throw myself and give myself for the product and I did." It's worked, and it's working and it still is, and it's sustainable and it's been fantastic. I mean, it's like clockwork now, it's so cool. I just know what's going to happen, I'll be a few times where it's like Saturday and only $800 bucks is coming in, by the time it's midnight though I've got another four or $500, and like what the heck? It just works and it's been great. I'm realizing that to scale it and to pull it to the next level is going to require a different type of knowledge. I need to start this deep learning thing again. I need to start this hardcore really, really deep intense knowledge, this big drink again. This big quench again, that I was doing before. What got me, it's such a cliché thing to say but it's so true, and I'm realizing it right now. What got me here is not enough for me to get to where I'm trying to go. I got here and I've learned that stuff and learned the knowledge and I know how to build funnels, and I know how to get lots of traffic, I can make sweet products, I can tons of automation, I can find out what things in the marketplace will sell well. I know how to sell now... I know all this stuff and it's great, and it's a huge, I mean it's a massive asset, but in order for me to scale, that's a different problem set. I have not spent the time yet learning personally how to scale it. I can do it for Russell all day long, because he has the team, he's figured out that. Right? That's what I've realized sitting down, I was sitting down at my desk and he was right across my computer, sitting at his desk. I was thinking about it, you know just kind of subconsciously I was going through, but it also hit me, I was like, "He has figured out this problem, because I know he doesn't like to do what this next problem set requires, so he hired someone out. He did this and he did this." So I hired an assistant. I'm trying to train her to take care of these pieces and I'm running into problems. It's the next problem set. The big aha that I had, the thing that I'm trying to say to you guys right now is, realize that you need to drink deeply, but there are times for ... There's times for these really intense learning periods, but then there are times to just stop, because that creates noise, and just go take immense, ridiculous action and practice just in time learning. Okay? That will get you through these big phases, that will speed up your progress like crazy because you're not focused on, "I've got to read this book in order to be successful." Tell me you haven't thought that?... "Well, I've got to read this book first so I know how to do it." It's like, that's bullcrap, 99% of the time that's not true, after a point. I mean, if you've never ever done anything ever, then yeah, probably read the books. Your mind starts to get opened. You guys understand what I'm saying? Like, does this make sense? Does this make sense what I'm trying to say to you? You have to do big periods of drinking, big periods of execution. I'm about to go back to a big period of learning... I just spent like $300 on books and I looked at Russell's bookshelf and I looked at all these others, the bestsellers. I want to learn from the best, I want to learn from the best people on the planet, so that's what I'm doing. What I thought would be kind of cool, and I know that it's been like two weeks since I've released this podcast, but I've been waiting for these applications to come in for me to build funnels. I've got a bunch of them and I'm going to start sifting through them and see which ones I can build for and see which ones aren't going to be a good fit and all that stuff. I'm realizing, really, I could keep doing that the rest of my life and make a great living and make great money, but there's this extra problem set that is starting to emerge, that I didn't know was there. I wouldn't have known its there unless I was sitting in this position. That's all I'm trying to say to you guys is that realize that wherever you are, there's another problem set that's starting to emerge. That doesn't mean you need to deal with it immediately, make sure that you're still systematizing as much as you can to get it out there, but it's literally ... Have you guys ever heard the book, it's funny, I'm asking like you're in front of me. It's because I'm imagining I'm on stage, I do that all the time. I do that for my podcasts, I do it for everything... When I'm about to tell something to Russell, I try and learn it as if I can teach in front of a stage and keep it more interesting for him. Anyway, do that. A lot of  little nuggets I'm dropping in this one, but I've got to stop it here soon. You ever heard of the book 'Ready, Fire, Aim'? It's literally on a plaque above our door at the office. Ready, Fire, Aim is a book that talks about the problem sets and the skills that are required to go from zero to a million dollars, right? That's what I'm trying to do. I know I'm going to get close to it sometime soon, which is awesome, super cool. This is what I'm talking about, it's a total different problem set, because in the book, the next part of the book is going, "Okay, and how do you take your business from one million to 10 million?" This is a different problem set... You don't really think about like that usually. Then from 10 million to 100 million. There's the problem set, those are the skills and the habits required to actually hit that level. It's funny because those aren't things that I ever learned or was taught in a business degree. Why the heck not? That's really, really powerful stuff... Anyway, guys think where you are on this path. Be deliberate in where you're standing. If you are in a learning phase, be in a learning phase and give yourself for it. If you realize that you've been in the learning phase too long and not been executing, which is one of the pains a new entrepreneur needs to experience, then realize that that's where you are, own that place and take a step forward. Stop learning! I guarantee you could learn the rest of your life and never take any action. Stop learning, go take action, and while you're taking ridiculous action, you're giving yourself for the product. You're giving yourself for the customer, trying to make it as cool as it can be. There will be little tiny problems that pop up. Okay? That's just in time learning time, that's when you just needed to go create little tiny pieces of learning, so that you can overcome the specific obstacle that you are in front of. Anyway, I've been talking a long time and I hope that all makes sense. Realize where you are, own that place, move forward and start pointing out and naming and recognizing the problem set that's in front of you, and then just solve it. There's a, I can't remember who said it, but he said that you can ... The quote is something like, "You can measure the success of a person by the number of problems they have solved." If you haven't solved the problem of how to keep your house orderly, you're going to have a hard time running a business. You know what I mean? Not that that's directly correlated, because sometimes I think that's crap, but you know what I mean though? It all kind of weaves together. If you can't feed yourself and wipe your own butt you're going to have a hard time being successful. You know what I mean? There's like certain problems that you've got to go solve. Anyways, be problem solvers, my friends. Solve fast, that's how you fail fast and learn fast, it's all tied directly into it as well. Anyways, super excited, missus is coming home very soon and can't wait to hear about how the Tony Robbins event went. Just been playing with the little kiddos here, I thought, "Man, I owe you guys a podcast." It's been a little while here so, so sorry about that, but so many cool things going on. Oh my gosh, I cannot wait to tell you guys a little more about what's going on, so stayed tuned to the next one. I already know what it's going to be about because it is sick. Anyway, we'll talk to you guys 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? Got to SalesFunnelBroker.com/freefunnels to download your prebuilt sales funnel today.  Advertising Inquiries: https://redcircle.com/brands