ClickFunnels Radio

Free hotel trips and thousands of followers are just some of the things Zach Benson specializes in: Instagram and Influencing. With his knowledge and expertise in these two areas he helps big names like Russell Brunson and Gary Vaynerchuck dominate their social media presence. Zach Benson tells Dave today how the Funnel Hacker community can dominate Instagram through simple reposting and crediting. Of course, he also walks you through how to get free hotel rooms as an influencer as a bonus for you guys. Now about those hashtags, you’re doing them wrong. While it does seem like a no-brainer to jump into where your dream customers are, but not when it’s a red ocean. If you’re an account with only a measly couple thousand or even tens of thousands of followers Instagram isn’t going to put you at the top of lists with other accounts with hundreds of thousands of followers. You have to find out where the niche, blue oceans lie in the niches after all. When I interviewed Zach, Co-founder of Assistagram.us, he shared with me a hack of finding these niche hashtags. As you’re looking up the hashtags to attach to your posts (and this goes for all platforms) you look up the hashtag that has an average amount of posts. Now it’s not that you’re aiming for the low-hanging fruit here. No, you’re finding the places where people are missing out on. If you have anymore questions on hashtagging, then you’re in luck. Mr. Benson wrote an article on hashtags for Foundr.com just for you. "I always tell people to begin with the end in mind. Think about the kind of people that you want to target and get in your funnel." Some Topics Discussed This Episode: Becoming a Tribe Influencer Zach’s emails to get 5-Star hotels for free Instagram Punishes Automation Engagement Groups, the Pay to Play The Repost Travel Account "By reposting people’s beautiful content onto your page and giving them credit you can grow your following fast and using these accounts to get free travel like I do." You might think that simply reposting other people’s content is cheating. In reality though, you’re ahead of the curve. You’re not just simply copying content though and plastering it as your own, you’re creating something that Zach calls Repost Instagram Account. Important Episode Links: Assistagram.usBecome a tribe influencerDotCom Secrets Book Contact Episode Guest: Schedule Your Consultation with Zach’s Team!Connect on FacebookFollow On Instagram

We all join CULTures throughout our lives, Apple is a CULTure you’ve undoubtedly heard of. Do you know many people who have a Mac yet don’t have an iPhone? They have RAVING FANS, and if you want to dominate your market you’ll need some raving fans of your own. "I want you to start thinking about the customer experience, the customer journey. How excited are your customers about working with YOU. What is the pain that you solve?" - Dave Woodward I for one am in LOVE with the Albert Tennis Shoe. This is weird for me because I am NOT a clothing guy, I simply have little to no connection to what I wear. My connection to them though is how they’ve developed a cult-like following with still being a relatively small company. They are a great model to emulate. They do what every great brand needs to: DELIVER ON WHAT THEY PROMISE. I have yet to find anything as comfortable and functional as this brand of shoes for the same price. Identify what your CULTure needs and then intentionally deliver. Some Topics Discussed This Episode: Your RAVING Fans The Everyday CULTures You Are In Investing In Your Current Customers Hooking People Onto Your Value Ladder What Your Cost to KEEP Your Customer? "Make sure that you treat existing customers the same or even better than new customers." - Keith Cunningham Don’t treat people like you’re a phone company is all I gotta say. All they are focused on is getting those new clients to increase their revenue and couldn’t care less if you left. Why should they care? You’ll find nearly the same care in every big name cell provider. When you think back to your clients’ experience is it similar to this? Are you just another company trying to make a quick buck or are you a FunnelHacker? FunnelHackers are a CULTure, and we do NOT look at clients like dollar signs. They are people and, more importantly, people who YOU are able to help. Important Episode Links: One Funnel Away ChallengeDotCom Secrets Book Contact Episode Guest: Email DaveConnect on FacebookFollow On Instagram Episode Transcript: 00:00     Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here's your host Dave Woodward. Come 00:18     back to Funnel hacker radio. I'm actually down in Austin, Texas and right now I have been attending a four day MBA program put on by Keith Cunningham. I was referred to this by, uh, Jerrick Robbins and it's been a crazy, interesting kind of experience going through this. But while I was coming out, I was trying to record some of the ideas and thoughts recently, um, as we kind of transitioned to this next phase, a funnel hacker radio. I want to talk a little bit about culture and soon I'll come back to, I'll do a podcast or two just on the things I've learned from Keith Cunningham, brilliant guy. Do you have an artist? Got His book, uh, take a look at the road, less stupid, but I want to talk to you a little bit about this whole concept of culture. So we're going to be the process of making a transition here in the podcast over the next couple of weeks into this idea of, of really focusing on how do you build a massive following and a culture. 01:15     And for us it's going to be join us on our journey from 70,000 to 100,000 rabid fans or a funnel hackers or buildings, whole culture. For us it's again, it's, it's a journey from 70,000 to 100,000 excited culture of building funnel hackers. So that's our whole focus and I want to make sure you understand some of the things we're going to be going through. But to do that, I need to give you a little bit of backstory, some backstory on some of the different quote unquote cults that I've joined. And the, and I use it because it's more as a, not in a religious standpoint, but more than nice. This whole idea, we talk a lot about culture because if you've read Russell's book about expert secrets, you understand the importance of really building a following that is almost cult like following almost to the point where people will literally follow because they're so excited about it. 02:09     So there's four different ones I want to talk to you about. Um, two I joined a long, long time ago and two I've joined just recently. So the first one I probably joined, Gosh, uh, it's probably been almost 10 years now and that was apple. Apple was by far one of the most exciting companies to follow and look at and to see how they built this crazy business. Most people really thought they were in the business of creating computers. And that's really what they were known for it first. But then Steve jobs had this amazing ability to build more of a marketing company then actual hardware company. And in doing so, he built a marketing company that right now actually doesn't even produce their own products. They actually outsource all their products, but because of the marketing company they built and because of the passion that exists among anybody who follows in apples footsteps or buys their products, you literally find everybody else trying to compete with apple and the PC world. 03:09     You either had a PC or you had a mac and there's, again, I'm going to Austin, Dell's capitol here, Delis in round rock, just you know, 30 minutes up the road from me, but no one really thinks of, well, do you have a Dell? No, you just have a PC, but do you have a Mac? And as soon as you say a Mac, everybody knows. I love watching in our inner circle or too comical Beck's coaching program or even at funnel hacking live anywhere. I go these days and you see people taking out their computers. All I see are apple lights. That's all I see. Rarely ever do. I see a PC these days and it's just, it's mind blowing to me. You see the same thing right now where all the other phone companies are trying to compete against and iPhone and they've built this following where it doesn't necessarily have to be the very best product, but what it has to be is something that someone connects with somewhere. 04:00     They say, you know, I am like this group. I like what they stand for. I like what they represent. I like what they do. I like the innovation. I like the creativity. I like the graph, whatever it might be. For me, as far as apple, one of the main things I love about it is how seamlessly everything always works together. I have an iPhone, I have an Ipad, I have an Imac. I everything. It's uh, I've become this, I junkie and again, it started with just one product, but because they did such an amazing job at customer service, again, you go into the apple store and you go to and meet with the digime genius bar and not necessarily ever behind. There's a genius, but there is so helpful. They're so aware of the customer journey, the customer experience. When you buy something, literally the person who you meet right there, they have the product brought out to them and you purchase on the spot. 04:48     I don't have to go stand in line or anything else. They understand the customer journey. More importantly, the customer journey that I want, the experience that I want to have. They've already, they've already gone through. They understand what I want and because of that I literally will say no to a whole bunch of other things. I will drive further just so I get to an apple store. So apple is one of the main, uh, quote unquote cult like businesses that I'd been following and I actually participate in. Another one is jeep. I've been married now 25 years. We're going into our 26th year. And my very first introduction to my wife when we got married was her dad and her dad has been, I think his dad is for her whole life, has always had a jeep, whether it was a jeep, grand, Cherokee, jeep wrangler, whatever it might be. 05:33     I remember Libby would, I think it was in the first couple of months and we got married, he always had a jeep wrangler, but his wife, my mother in law, got a brand new grand Cherokee and I remember getting in that, oh my gosh, it was the smell of this genuine leather seats and it was almost like a pillow top seat back then when you sat in it and you just felt this luxurious experience in a jeep. And I thought, oh my gosh, they totally up their game. And then later that day we hop into chucks jeep and it's, it's the smell of gasoline. It's the smell of the experience of a four wheeling a ride. That was definitely not the most luxurious comfortable ride, but it was everything that a jeep represented and I, when my boys got to be 16 the first car I decided to buy it for them was a jeep. 06:24     And if you get to know anyone in the jeep culture, one of the things you'll know is the jeep wave where if you, and it typically is, it's more so with the wranglers than it is with the Grand Cherokees or anything else. But anybody's got a wrangler, you will find that they understand the jeep wave. And my son Christian is, he's so funny with it because if I, it's not one of these obnoxious waves where he's like, Hey, are you doing trying to get their attention now it's the subtle, my hand is over the top of the steering wheel and my fingers just come up just enough to say, hey, I see you. You got the same thing I got were good. And it's this whole jeep like culture. So now all of my boys have this passion for jeeps. Uh, it started with their father in law. 07:07     I brought chair on the, into it when he got his first car and then Parker and now Christian and Jackson soon to follow. But it's been fun because all of them understand the jeep wave they all in. And, uh, my youngest son, Jackson, his buddy just got a jeep wrangler, an older one. And it's just, I mean, there's a terminology, there's a vocabulary. Everything's behind this. My only reason I mentioned this is when you start looking at products and you start looking at building a culture, you've got, there is, there's a vocabulary behind it. It's not a common with the jeep. It's almost this secret handshake, Secret Shea, uh, wave, whatever it might be. And the amazing thing is as you start talking to people, you very, very quickly can identify whether they are part of it, the group or if they're not. Um, the thing I expect the, so those are the two that I've been a part of for awhile while the s now the two that I've just recently joined has been, it's been an interesting experience joining them. 08:05     So the first one is all birds and these are tennis shoes that again, they are super, super comfortable. But the crazy thing about it is I didn't realize how many people had them. And the very first person who introduced him to me, uh, was our co founder. Good friend Todd Dickerson. And whenever Todd travels, I've never seen anybody Todd liberal leave Atlanta. He'll come to Boise for a week with just a backpack. I'm like, what are all of your clothes? He goes, I got him on my backpack. And I'm like, how in the world? And again, Todd is super simple. It's always so funny. He reminds me so much of almost a Steve job mentality. Black shirts, liking or jeans and then Albert's, that's what he wears and wears it all the time. And so I was talking about this whole Albert things. Oh my gosh, these are the most comfortable shoes. 08:55     They're super lightweight and goes through all this different stuff. It says, the part I love the most about them is if they get dirty, I let me just throw in the wash and they're brand new spanking clean, it goes. So it's, they're easy to travel with them and I'm like, really? So I didn't think much about it. And then I'm just going through Instagram and all of sudden Allbirds came up. I thought, you know, I'm going to go ahead and try this. So I bought a pair of Allbirds and they came in. The cool thing is when they come in a box, you opened this box up and inside. I mean they are positioned perfectly in the box for shipping and for travel, so they don't move around. They have the little cardboard wedge that is there, and then the shoes are basically side by side. 09:31     And when you inside, where the tongue area is is you pull this out, it's basically a smiling bird looking at you and in on cardboard. And each one of them has it. You put them on and they instantly fit. They're the softest shoot, the they mold to your feet. They're just amazing shoes. So I warm looming for the first day. I walk into the office and all of a sudden I see John Parks has a pair. Jamie Smith has a pair of Clayton Fletcher has a pair. I'm like, you guys got to be good. And then I sit, they saw mine and they were like, oh my gosh, you're to love. And they'd go on and on and on about this crazy, amazing experience that they've had. And I'm like, I didn't ask for it, but I'm literally getting testimonials thrown at me by their, by the consumer here. 10:15     And I'm thinking, how do you build a product that is that good? Literally, I've never seen it advertised on TV. The only place I've ever seen it advertised as Instagram. And then all of a sudden I come home and my son Chandler is like, oh my Gosh Dad, those look like the most comfortable shoes in the world. I'm like, dude, they totally are. We have to wear the same size. I said, go ahead and try them on. He puts them on and Lilly while he has him on, he goes and he goes online and buys a pair and then I'm like, that is crazy. So I go back to the office two days later and while on there John's got a different pair on. I'm like, John, how many pairs of these do you have? He goes, I don't think I got three or four. I'm like, seriously? 10:54     So I went in my office and I bought another pair. And again, I'm not traveling with them out here in Austin. They literally are some of the most comfortable shoes, most versatile shoes. They're super lightweight and you literally, they're dirt whenever they get dree Louie just throw them in the wash through the most easy, comfortable and easy to take care of. Shoot you'll ever find. And there were like 100 bucks, 95 bucks I think is what it is. And so John then goes on to tell me about his wife Vanessa. She has a pair and I'm literally getting pitched by all of my friends who are wearing them about how awesome these shoes are. I've had a ton of shoes my lifetime. No one has ever pitched me on their shoes like I got pitched on Allbirds because of the culture and because of this great product. 11:36     And so as you start thinking about, as I look at trying to get to 100,000 colt, like excited, passionate funnel hackers, I'm right now out here, Austin, think of what do we need to do? What can, what more can we do? How can I enhance the customer journey? What types of things can I add to the customer experience that people are so excited that literally started talking to anybody. Everybody they know because they're having such an amazing experience. So that's the third soil. It was, first of all, it was jeep, then it was apple, then it was all birds. The fourth one happened just last week. So while we were out, I think we're actually at funnel hacking live. Um, my youngest son wasn't with us, but ends up totaling my, my car. I've had this car literally, so it was a, it was a 2002 Lexus es three black convertible I, and it was, you know, 240,000 miles on this thing. 12:31     But it still looked in great shape primarily because it been wrecked by a couple of my other boys. He didn't pay and I'm like, okay, you know, I'm not good with young teenage boy drivers. I'm just not going to get a new car. And I, I think my wife has had four different SUVs during their period of time. I've had this, we've had, I think I bought, we summed up, it was like I've bought like eight or nine cars for my, my family during the period of time that I've had this one Lexus. So anyways, but tat the Lexus is totaled and I'm sitting there going, oh my gosh, what am I going to get? A, you have to understand that I don't, I don't dry. I mean I am literally maybe a mile, two miles at most from my house to our office. And so while I'm there, I'm thinking I don't need a car. 13:12     I don't want to spend hundreds of thousands of dollars on a car on this exotic car. I've played that whole exotic car game. I love it. I, I'm a car guy at heart. I love him and everything else, but I'm like, I just, it just doesn't make any sense. I can't logically justify this even though I'd love to. So I started thinking, well, maybe I just find that a used Maserati. I love Maserati. The one I really wanted, the Aston Martin, I've driven the Ferrari's and I'm like, what am I doing? So I thought, all right, let me just go onto lease trader because I don't want to get my youngest son Jackson is going back and forth whether or not he wants the jeep or if he wants to get a truck. And I'm thinking, well, if he's gonna get a truck, I'm going to keep the jeep. And as I'm going back and forth through this, I thought, you know, if I'm going to get a car menial, just least one, but I don't want to at least for the next three years. 13:54     So I went to lease trader, at least trader.com is a site where you can literally go and buy people out of the end of their lease. So if someone's trying to get out of a lease for whatever reason, you can literally get like the last six months or year or whatever it might be. So I start going through and looking at different cars. All of a sudden I come across a Tesla and I'm like, you know what? I've always loved Elon Musk and what he's done with Tesla and all this kind of stuff like that. Maybe I'll take a look at Tesla will. All of a sudden this one pops up and it's like 620 bucks for the next $14 or 14 months and I'm like, oh, that's a no brainer. So I contact the guy is like I, he was, he didn't get back to me for a week or so. 14:35     I kept following up with them. I finally get in touch with them. He goes, Dave, I've been out of town, I've been traveling. I just got back in town. He says, there's a couple of other people who want the car. I said, listen, what's it going to take me to just to to take this car off the market? He goes, well, do you want to put some money? I said, sure. So I'd pay out 500 bucks and he instantly takes it off the market. So now I'm sitting there going, now I've got to go through all the transfer. And Tesla is just a unique experience when all of a sudden you start working with Tesla with least trader use. Usually you just buy out the lease or you just, you quickly get a different financing company. Tesla will only allow Tesla to finance Tesla cars. 15:11     So in doing this, I have to work through, test the financial and I think get assigned a person and I'm like, wow, that's a unique experience. So my person through this whole process is Erica. And so both, uh, the guy buying the car with his name is Wayne, my, and this lady's name is Erica. So Erica is dealing personally with Wayne and I on this transaction. And I'm like, that is a really super cool experience. So we go through this and it takes a couple of weeks and all of a sudden I'm a head now for spring break, I'm going to be gone and the car's going to be delivered. So I'm coordinating with the, uh, with the delivery company and everything else. And so when the car, as I'm doing all the coordination, I thought, you're not going to go to the hole, this Wayne Guy and make sure everything's going to be okay. 16:00     When there's a transportation company picks it up. He's out in New York. I'm an Idaho and I call Wayne as weird, literally driving from Boise, uh, down to Moab, Utah for spring break. And I, this is the first time I've really had much of a conversation with him and I'm driving thing. I've got plenty of windshield time. Let's just see what's going to happen in this conversation. So I start talking to Wayne. This is the guy who was selling me the least, and I'm thinking he must be in, you know, maybe financial hard times. He's got, you know, I don't know what typically, why would you get out of a lease unless you had to type of deal is, at least that's my thought process going into this phone call. So I start talking to them and I'm like, so why don't you tell me why? 16:43     Why did you decide to get out of the Tesla and you know, what are you going to get next? He goes, Oh, oh, I'm sorry. I thought I explained all that to you. He goes, I go, hi. He goes, Oh man, is this your first Tesla? And I'm like, yeah, it is. He goes, oh, I'm so excited. You're going to have the most amazing experience. You could even imagine this. You will literally be a Tesla fan from here on. You will only have Teslas. I'm like, I don't even know this guy is, and I've never met him. We're just having a conversation with the phone and he's like, I'm like, what do you mean? He goes, well, I, I thought I explained to you what I was doing. He goes, he goes, no. I said, I have no idea what you know, what are you doing? 17:19     He goes, well, I bought another Tesla. I'm like, you're leasing this Tesla so you're getting out of this lease for another one. He goes, yeah, this is X. My 14th Tesla. I'm like, 14th Tesla goes, well, that's between me and my wife and my three kids. I'm like, are you kidding me? He goes, no. You have to understand this is the most amazing driving experience you can even imagine. He says for one, yes, it's a super fast car and they're super sleek. The body style is amazing. The lines are awesome, but when you start working with Tesla, you now you're part of the family. And so welcome to the Tesla family. I'm like, who is this guy? And my wife's going, who are you talking to you as we're driving down to Moab and we literally have a conversation for the next 20 to 30 minutes about how awesome Tesla is. 18:08     This guy happens to own a, uh, a co the remodel, high end kitchens and he has a cooking studio and teach people how to cook. And so one of the things he's, he, because he is in love with Tesla, he's now started talking to test and they actually have Tesla driving days where they all will come together and they will all go on a drive together or they will all meet for wine and cheese. And that's one of the things he sponsors. So the people up in the New York area all come to Wayne's business on a regular, on a quarterly basis or semiannual basis for wine and cheese. And they just had this and all of a sudden we start having this crazy conversation about the car and how amazing the cars, but more importantly about the people and about the company. And he goes, Dave, you're going to be like Eric Right now is who's assigned to you for this transaction. 18:59     But as soon as the transaction finishes, you're going going to be assigned to someone else who's your customer service representative and they anytime you need anything at all that. So he contacted, I'm like, really? I've never, he goes, you have to understand Tesla's a publicly traded company because of that, they have quarterly numbers they have to hit. And so I got a call from my person, uh, last month he said, listen, we've got a couple of cars we're trying to clear out of our inventory and stuff. If you'd like, what would you like to buy? Whatever the next car was. And he goes, yeah, I'd love to. So that's why he bought that one. He then goes on to tell me that his wife has the Tesla. So this is the Tesla s his wife has a Tesla x, which is kind of the SUV with the goaling doors that are super, super cool. 19:42     And while we're on the phone he goes, Oh yeah, I forgot to tell you. Um, if you know anybody who wants the ex, I'm selling my wife's ex because of the same situation. So he's buying two brand new Teslas, all because the sales rep, because he has a relationship with them, calls them and offers them a great deal because of this. And so I'm going through this listening and thinking about the impact that the relationship he has with a company to the point where he literally is having the wine and cheese gatherings at his, at his corporate office. He literally is, is going out of his way to make sure that I feel comfortable with his, with the new car I, and so when I get, so the car, when I get back, the is parked in my garage, um, miles was kind enough to actually go and have, so I have the car delivered to the office and miles took it and charges all up. 20:35     And had to sit in my office. And so when I opened up the hood thinking there's an engineer there of which there's not, there's a gift from Wayne and it's this gorgeous s a cutting knife that is a ceramic blade. Everything else just saying, welcome to the family. So you have to say, this is not Tesla, this is a Tesla owner who is welcome me to the test, the family, because he's so excited about it. Then he goes out of his way, own way to provide a gifted to me without testing even known about it. So my only reason I mention this to you is I want you to start thinking about the customer experience, the customer journey. How excited are your customers about working with you? What is, what is the pain that you overcome by? What does the pain that you solve? Is it just something where it's like an aspirin and they're never going to talk to anyone else about it? 21:27     Or is it an experience where they overcame such an amazing pain that all of a sudden they're telling everybody in the world about this crazy product or service or company that you are? Same thing happens as far as when you start looking at other companies and the way in which they interact with you, the customer service. Uh, there's nothing that I, so while we were here in Austin, I had the experience of talking to Keith Cunningham, um, about click funnels, about some things we're doing. And one of the things he was talking about was the importance of, uh, making sure that new customers are, that your existing customers are treated as well as if not even better than new customers. That's not what are you talking about? He goes, well, have you ever had the experience where especially like with mobile phone companies or cable companies or anything else or the satellite dish where they have these great offers for new customers. 22:17     But if you're an existing customer and you call in, you can never get that offer. And you're like, what? Wait. He said, I've been with you and I had this happen with Verizon when I was in California. I was at Verizon for like 15 years. And I remember going in there cause they have this new promotional offer and they said, nope, you can't get that, that new phone at this discounted price. I'm like, wait a second here. I've been with you for 15 years and you're not going to give me a discount on the phone. And Nick, no, no, that's a promotion only for brand new customers. I'm like, that is crazy. And so think about the experience that you're giving to your existing customers. And I was looking as far as you know, what's your cost to acquire a new customer? But more importantly, what is your cost to keep a customer? 22:57     And this is one of the things I'm going to exploring quite a bit over the next couple of months personally with clickfunnels has tried to make sure that we're doing more to keep our existing customers or making sure that we understand the cost to keep a customer in comparison. What's our cost to acquire customer. So, with all that said, pay attention to the companies that you've, that you buy products from. How loyal are you to those companies and why are you so loyal to them? That is, that to me is what branding is all about. It's the reputation that you have with your customers and how much they're willing to talk and they'll crazy ranting and raving about you to someone they don't even know. So with that hope that makes sense to you guys. More importantly, I really want to make sure that you guys are having a ton of fun in your own business. 23:39     And for us, one of the ways we're trying to help people get have even greater success with click funnels is draw one funnel a challenge. So if you haven't taken the one funnel away challenge, please go to one funnel away, challenge.com sign up, take the go through that experience and let us know kind of what your feedback is. Um, what we found right now is anyone who goes through that, they become one great fans of click funnels, but more importantly they have amazing success in their own business. And for us, our customer success is the most important thing. So having an amazing day, check out one funnel away. And thanks again for listening. Thanks so much for listening. Another episode of [inaudible] radio. We are about ready though to change some things and I wanted to kind of reach out real quick and let you understand some things you're going to see happening real quick here. 24:22     Uh, probably about the middle of April, 2019 we're asking me changing the kind of, the format in this and really the purpose of this podcast. So up to this point, I've been doing a lot of, spend a lot of time interviewing some of our funnel hackers and things that I tell them their stories. We're gonna continue to do that, but we're going to add in a new little twist. Currently right now, as of today, we are just under 78,000 customers currently using click funnels. And what we thought is why not have you guys come join us on the journey to create a culture of 100,000 rabid, excited funnel hackers. So what I'd like to do is just invite your lawn, continue to, you've got mind rate, review the podcast, let us know of, uh, other people, even possibly outside of our funnel hacker community you'd like just to bring in interview and really want to make sure that you understand the purpose of this podcast is to help you in building your culture and building your community, your tribe, and really helping you understand what it takes to build a community of its super, super excited, passionate customers who rave about your service. 25:27     More importantly, they, they spend time talking about it, referring clients to you. So what that said, join us as we hit our journey to over a hundred thousand customers. We're going to try to get this done before the end of 2019. So thanks so much for listing rate and review this and enjoy the journey.

Do you struggle with creating your “mass movement”? How about optimizing your sales teams? Well Dan used these tactics to not create a 1.4 million person following on Social Media and get an 8-Figure Award. From using these tactics and strategies, like utilizing the 72-Hour Rule to optimize your sales team, you’ll be able to increase the connection with your following and the reach of your following as well. "I’m not talking about anything slick or slimy because those things don’t work when it comes to high ticket sales. I’m talking about listening to people’s needs, asking questions, having the deep connection" Some Topics Discussed This Episode: How Don Lok Grew a 1.4 Million Person Culture When Your Followers are Making 6 Figures You Are Positioned to Make 7 Figures Want More Engagement? Engage More. You’re Never Too Big Closers.com, The Tinder of Outsourcing Dan’s Secrets to Optimizing Sales Teams Utilize the 72-Hour Rule Why You’re Leaving Free Money on the Table "This is the branding aspect that people have to understand. It’s not always about ugly sells, it’s like yeaaah but you need a bran. ClickFunnels is a brand, Russell Brunson is a brand" Important Episode Links: Closers.com Preorder Dan’s New Book Unlock It Here "The Minute I feel that ‘Oh I’m too big, I don’t need to look at the numbers’ That’s when you lose touch with your students and with your fans." Episode Transcript: 00:00                                     Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here's your host Dave Woodward. 00:17                                     Well, hey everybody, I am so excited to welcome you to the new click funnels funnel hacker radio. We actually had a cohost with me. I'm going to be interviewing him, but he's going to be interviewing you. 00:25                                     Let's ride this out. Text new cohost. Do you go? 00:30                                     Is Mister Dan Lok the one and only this guy's been, I think you've got 15 books now. Unlock it is the newest one. Is that right? 00:36                                     Yes, and I'm lucky book published by force book is my latest news. Latest book, the saying, you know what Dave, since last book that I had 10 years ago, I said to myself, I ain't been writing another book. You know like every time you write a book is like a lease, like birthing a child here. And I said no more, no more. And then you know what? He's in the last one. This is the last one that I'm not doing it. 00:57                                     Yeah, I've heard Russell say that too. But he's a, you've given birth to 15 books. That's crazy. Oh my gosh. Well, Dan also has never an inner circle. He's one of our eight figure ward winners. He had two comma club within literally like six, eight months and within the year was eight figure ward winter. Dan Is, it is such an idol on an icon and I, I hope everyone has, you guys have the opportunity to listen and you follow him. Uh, I think you have what, over 1.4 million subscribers on youtube, 2 billion hours of video. I mean, you're like the real deal and it's so, it's such an honor to have you, I'm so excited. 01:31                                     We should appreciate that. And you know, Dave, you know, we connect multiple times at, at live event at the funnel hacking live, but I'm, I'm just happy, but they'll be connect. Uh, we have conversations and look for adding value to any funnel hackers out there. Right? 01:43                                     Oh, I love it. Well, Danny, one of the things I'm so excited about is we're in the process right now of kind of changing the direction of our podcast where we're helping people really understand the importance of building a community. So we were right today actually we hit 80,000 current customers inside of click funnels. Our goal here is to get to 100,000 of rabid fans by the end of the year and we're trying to take people on this journey. You, it's the coolest thing you made mention, you know, we've seen each other a bunch of live events. Anytime I'm at a live event, you are surrounded by literally hundreds of people and because of all the value add, but if you don't mind, if you could kind of share with people kind of your journey so far, how have you gotten to a point where people literally just flocked and are sitting listening to every single word you say? How do you build such a rabid following? I mean 1.4 million people on Youtube is not an easy thing to do.

During family vacation to Moab, UT for Spring Break, Dave sits down with his son Chandler to talk about the importance of publishing and how content reflects and creates belief. "Whoever controls content, controls belief" Some Topics Discussed This Episode: Content Reflects and Creates Your Beliefs Your childhood content WAS your Role Model The Importance of Publishing 30 Days of Funnels Content - One Funnel Away Challenge What is your content inventory? "The content you personally control, determines the beliefs you currently have" Important Episode Links: One Funnel Away ChallengeDotCom Secrets Book Episode Transcript: Speaker 1:           Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Speaker 2:           Here is your host, Dave Woodward. Hey Every welcome back to funnel hacker radio. This is going to be kind of a crazy episode. I am literally in my sister's House in Utah with my son Chandler. It's early in the morning. Everyone else's sound asleep. We're just coming back from spring break. We've been down in Moab, Utah, uh, literally enjoying the beautiful surroundings of Moab and arches and uh, just spent a couple of days down there on razors, driving all over the crazy rocks, hiking, mountain bike riding Can's back of superstore because got beat up yesterday and I'm just sore because I'm not a shape. But anyways. Well we thought his mood actually, oh, Shannon brought this up to me that week and a half ago and I've been thinking about all weekend. You know what, I need to do a podcast about this. So the topic we want to talk about is how do you actually control belief? Now there's a couple of different ideas and theories behind this, but I think Chandler said it best. A laughter, listen to podcasts from Stevens. All right. Speaker 3:           Yeah. Yeah. So Steven was talking about it and um, after reading this book called, uh, from Ryan holiday, it talks about this concept of um, whoever controls content controls belief. And one of my favorite ways to think about that is, uh, and he actually mentioned it as well as, as both being religious people and uh, actually going out and like we actually went out and actually, so I spent two years serving a mission for my church. And on that mission we, we taught people, taught people, and those entities see people who would believe we're the ones who are consuming the content. And you think of anyone who goes into disbelief. I think any religion, think of anything you're doing, it's because you're not consuming that content. You're not consuming that thinks. And so when we thought a lot about this podcast was talking about exactly like how do you control belief in people. And actually I was thinking this is a super cool as well, is when you were, um, I had a chance to go and actually look at your, um, the legendary marketers you put together and everything you are putting together a was people will these super famous people 10 years ago and it's engineers go back and actually study these out again and she didn't see who's actually still publishing is the ones who were actually still relevant to. Speaker 2:           Oh my gosh. It's so funny. Mixed it. I actually had that same conversation with Russell. Um, so let's kind of to, I'm going to talk to real quick guys about this whole idea of the importance of the content. You personally control determines the beliefs that you currently have. So right now, do you think of the people you associate with, the people who you're talking to, the people who, whose books you're reading and people's podcast, you're listening to adventure, attending, all of those things, who's ever content you're consuming is literally whose belief system you're going to essentially adapt. And I think it's important that you become super pretty kind of judgemental about who it is you're actually the content you consume because whoever's content you consume is exactly whose, whose beliefs you eventually will adapt. I getting Chandler is talking about from a religious standpoint, I don't care what your religious background is, but if you take a look at anybody, any religion who has his scriptural content, if you start consuming that content and you start adapting and starting using it, starting to apply in

Why Dave Decided to talk to Amy Stefanik: “I never knew how to explain what my husband did for work.” For years this was Amy’s thought process until she decided she needed to change her perspective if she wanted to save her marriage. However, their marriage wouldn’t have been salvaged if BOTH of them didn’t take the time to understand the other. That’s just what Amy is here to help you understand, how you and your significant other can reach a mutual understanding in all things entrepreneurial. Always remember to share your vision with your audience but don’t you ever forget to share it with your spouse. Tips and Tricks for You and Your Business: (2:08) The Unconventional, Non-Secure Life and Then Back to Security and Conventional (4:26) A Common Crossroads: Divorce or Understanding (5:23) There Isn’t Anything for the Wife of the Entrepreneur’s Wife in the Market? (6:18) “How Do I Explain What My Dad Does?” (8:16) The Key to Entrepreneurial Relationships is the Understanding On BOTH Ends (11:30) You’re Buying Her Flowers...She Hates Flowers (13:56) Do You Know the Personality Type of of Your Spouse? (14:59) HALT, Not the Time for Conversations (17:20) You Are Forcing Others to Live By Your Self-Written Rulebook (19:14) Channeling Your Entrepreneurial Zeal Into Your Relationships (22:04) Do You Know What Success Means to You Personally? Quotable Moments: (5:02) “I made the decision when we came back together that I was going to know what this business was, because anytime somebody asked what my husband did I wouldn’t know what to say…” (8:34) “Really I just think it’s the knowledge behind the communication. I believe that knowledge really isn’t more important than communication because if you don’t know how to communicate with your partner then you’re not going to be heard.” (15:54) “He can’t do these things for me, I have to create this for myself. And then you’re two individuals standing right beside yourself not leaning against each other.” Other Tidbits: This is the book the ClickFunnels team have all been reading recently “Extreme Ownership” By Jocko Willink Important Episode Links: The Entrepreneur’s Wife BookTheEntrepreneursWife.com One Funnel Away Challenge DotCom Secrets Book Email Dave Connect on Facebook Follow On Instagram Episode Transcript: Speaker 1:     00:00         Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here's your host, Dave Woodward. Everybody, welcome back to [inaudible] Speaker 2:     00:18         Funnel Hacker radio. This is going to be a lot of fun. I've got a dear friend of mine on the show today and I want to introduce you to, and this is Amy's Stefanic. Amy, welcome to show. Thank you for having me today. I'm so excited about it. We met down at the shipoffers dinner with the you and your husband mapped a doubt of T&C. Yeah. And it was great seeing him like that. You were kind enough to send me your book, the Entrepreneur's wife. So for those guys who don't have the book, first of all, go get the book. Entrepreneurswife.com. Uh, we're gonna be talking a lot about this. It's been a fun journey and I'm so excited. Uh, recently I did a couple of podcasts with my wife on this, on funnel hacker radio. So this is kind of a followup to that, but a little background on Amy. Speaker 2:     00:55         Yeah. She's a wife. Three kids. Yeah. Three his mother published author Speaker along with her husband Matt. Uh, they'd been basically riding this whole entrepreneur rollercoaster. I love the way you kind of put that. Uh, she's the creator of the Entrepreneurs wife. And really I think the part I'm most excited about is your desire really kind of to help people understand this idea of this whole one shared vision. Yeah. And I think that's the part that's really tough for a lot of people. I know for my wife, we'd been married 25 years as of last November. It's been a fun roller coaster. There's ups and downs of any marriage, but when you add the entrepreneurial type of life to it, it, it changes things. And as I was talking to you about down in San Diego, my daughter in law, Fran, so my oldest son Chandler is 23, got married last year to Fran. Speaker 2:     01:43         She's from Chile and it's been kind of, it's been interesting getting to know her. And, uh, when she, she grew up, her mom basically, I guess you would say it was an entrepreneur, but her whole view of this whole entrepreneurial thing was every entrepreneur was broke and he didn't have any concept of a wealthy entrepreneur. And so when she met my son who was really trying to go after the whole entrepreneurial thing, her whole thing was, no, no, you have to stay in college. You have to get a degree. And her getting her degree was real important. So she got that and then she got introduced to this whole entrepreneurial life. She followed you and she's like, oh my gosh, I got to figure out more about this. So with all that said, I want to kind of dive into your views on this whole entrepreneurial journey and really what you've created, this whole movement behind the entrepreneur's wife. Speaker 1:     02:35         Yeah, I know. I mean, I feel it was my husband Matt for 17 years. Um, I was kind of the same line as your daughter in law. When I first started, you know, when I first met Matt, he was talking about, yeah, well, you know, dropping out of college and you know, going the entrepreneur route. And I was like, well, I just met the guy and I was like, Gosh, it's very interesting. Like, how are you going to get paid? Like, how are you going to make a paycheck? They didn't understand. I'm like, what's, you know, but I was interested, it was interesting to me that someone was going to create something out of nothing and that, you know, I didn't come from that background. My Dad, you know, worked, my mom stayed home. I have six brothers and sisters. Like it was very conventional and um, and it was just intriguing to me that he was going to create his own path. Speaker 1:     03:18         And so, uh, you know, we got together, we got, you know, and got married and stuff. And at first we were in the real estate game and we were killing it as young, early twenties, like killing the real estate game. It was amazing. I'm like, entrepreneurship is amazing. It's the best thing ever. Well then the real estate market crashed and we lost everything. Three houses, two cars. I mean we had to sell everything. It was the worst one of the worst moments of our lives. And I'm like, I hate entrepreneurship. It's the worst thing ever. And so the, the journey from that depth and then climbing back out and that becoming super successful in internet marketing, um, I went at that moment of that debt and got a job in corporate America and the climb the corporate ladder went from receptionist to director of the risk department and just really created a safety net. Speaker 1:     04:15         That's what that was my like, I'm never going to fall this heart again. This sucks. I'm not doing it again. And so I kind of stepped away from the dream and um, created this safety net and I thought that I was doing good, right? But now looking back, hindsight is hindsight. I wish I would've done things a little differently. And so, you know, climbing out of that hole on creating the safety net and going through the ups and downs, the ebbs and flows of marriage and business. You know, we came to a crossroads where Matt and I were facing divorce. I mean we were just like, we were on separate paths. We just, you know, I was a corporate girl that had this box that I wanted us to live in and he was the hot air balloon that wanted to fly and was just like, like, don't hold me down. Speaker 1:     04:59         And I'm like, you know, we just kind of started to go our separate ways. And so we've looked over the cliff of divorced, we separated and then we decided, you know what, that's, this is not what we want this, you know, we've always been in this together. You know, we had a college of divine intervention and we came back together, but I made a decision. We came back together that I was going to know what this business was because for my entire life, if someone said, what does your husband do? I had no idea. I would be like, he sits in front of the computer, like I don't really know. And so I was like, I have to know I want to go all in. So I do both feet and I learned the business like it was my own and I started working the back end of the business. Speaker 1:     05:44         I wanted to know everything about it, started going to events with Matt and speaking to other entrepreneurs and they were like, you have to talk to my wife. Like please, if you would just talk to her, she would understand that because for so many years I felt like I was on an island. No one understood me. I had my, he should crew. So everybody telling you what I, what he should be doing and when I should be doing. And I was like, ah. And so when I started going to events I'm like, oh my gosh, my Keeble, there are all these people that totally get me that understand. And so I started looking for something for the entrepreneur spouse. And there was articles here and there and maybe like, you know, a pamphlet, but there was really nothing for the entrepreneur spouse, but we're supposed to buying in 100% with no pushback, but we don't have the tools to that. And so I'm like, okay, I'm going to create this platform. And that's where the entrepreneurs, why see you? Speaker 2:     06:34         I love it. I think it's been one of those things for me is I've taken a look. Um, I, Gosh, I'm sure my wife and my kids would probably felt the same thing as far as, gosh, what in the world is, how do you explain what my dad does? And I've, I've gone through a lot of different careers, uh, prior to click funnels. Like, Gosh, I've had, I've been involved in financial services, has been involved in tons in the real estate mortgage industries. Uh, on a side note, I just had fun flipping cars and went, you know, hundreds and hundreds of houses and hundreds of cars and I'm sure my neighbors thought I was a drug dealer with all the cars and things moving up. And in my kids are like, how do you explain what my dad does? And so I think that, um, as you, as you've had the opportunity of talking with other spouses, and I, I, I know you focused primarily on the entrepreneur's wife, but I see there's also the entrepreneur's husband these these days that, yeah. And so it kind of goes both ways. And so as I look at that whole entrepreneurial spouse, what are some of the advice and some of the things that you counsel or you, you provide to them to help them understand this whole crazy entrepreneurial journey? Speaker 1:     07:37         You know, I started with the entrepreneur's wife because that's what I knew, right? But it's kind of has grown into, you know, entrepreneurs, because if you ask Matt, almost every single event that we go to, I ended up sitting in a corner with an entrepreneur, male, and he's crying, telling me how he wishes relationship would be better and he doesn't know how to relate to her. So the net, so that kind of opened my eyes to realize that it's two fold. It has to come from both sides, right? The entrepreneur wants to understand, doesn't understand why their spouse isn't a hundred percent supportive and then the spouse feels like they're not being heard and they don't have stability. And so on top of that's the common thread between the both. And so, you know, it is, um, it's interesting because a lot of the, if you look at all the entrepreneurial couples that I've spoke to, that I've interviewed, that I've coached and mentored, there's always a fine line of similarity between all of them. Speaker 1:     08:35         And that is, you know, I want her or him to understand what I'm doing. I want them to be on board. I want them to be supportive, but I don't know how to get them to understand like what I need. There's a breakdown of communication in a way. And really it's just the knowledge behind the communication. I believe that knowledge is more important than communication because if you don't know how to communicate to your partner, then you're not going to be heard. And so it's really like going, it's going through each process and learning their spouse all over again. Like, you know, I use a lot of techniques that are in business. Like what are your, what is your spouse's personality type? Was their love language? You know, what kind of entrepreneur are they? You know, I know that is a rebel. I can't go to Matt and say we need to do this because he will look at me and say we don't need anything. Speaker 1:     09:24         I know I can't do that. And so I have to know that I have to approach him differently and he knows that I am a rule follower and I like a lot of information. I'm, you know, I always tell them I'm your ride or die. I will go with you. You just have to make me a list so I know what I need to bring and where we're going and what's going to happen. We get there. And so knowing that it makes it easier to say, okay, you're not just being frustrating or a contrarion, this is actually who you are. So let me learn how to communicate with you the way that you are and hold space for that and honor that. And by them doing that, it makes them realize, hey, you know, Speaker 2:     10:03         it Speaker 1:     10:04         brings a whole new level of consciousness and understanding to the marriage and the relationship. Speaker 2:     10:10         I remember years ago we went to Tony Robbins unleash the power within and it was really the first time I got introduced to this whole idea of our six human needs and the idea behind variety and, and stability. And it was, my wife needs that security. She, she longs for that stability. And I am like so far on the opposite as far as variety of like, I want change, I want it. I'm such a risk taker. And it's been interesting as, as we've learned to communicate more effectively through that kind of stuff that I need to always make sure as I'm, as I'm talking with her, that I'm helping her reinforce what is stable. Where is this that I have that I have a plan that it's not completely, I think at times, uh, when we first got married, everything she saw was, I was just, I was literally just going from one thing to another to another and she saw no plan. Speaker 2:     11:00         She was totally freaked out going maybe, and again I loved your idea as far as the he should type of things. I'm sure, well I've lived and still does, he should do this, he should do that, he should do this. Um, my only reason to stay in that is it provides what I've learned personally I guess through it. And she and I were talking about this just recently was the importance for me to have helping her understand that there is a plan and that every entrepreneur rarely does an entrepreneur really go just off the wall all out, no idea what they're going to do and just try to take that kind of risk. For me, entrepreneurship is just the opposite. It's much more of a very calculated risk. But for a person who doesn't understand the calculations that I'm going through, uh, it seems completely just off the wall. Speaker 2:     11:43         Crazy. Why in the world would you ever do something like that? And so I'm kind of curious as far as when you start working with people on this communication, how, what are some of the things and the tips that you help? You mentioned knowledge, but a person actually communicate more effectively because I know from myself, Amy's, I ended up getting so far down the road that I almost had to go backwards two or three years to actually get to a point to where it was like, let me give you an, there was no backstory for her. I couldn't just get right in. And so how do you actually, once there's a lot of water under the bridge, how do you that amount and say, okay, let me take a step back and actually repair where we're at. Speaker 1:     12:23         Yeah, that's a great question because that was Matt Nye. I mean we didn't learn this whole communication knowledge, you know, understanding each other until like five years ago, six years ago and there was a lot of water and the bridge, a lot of bumps and bruises and scrapes and you know, self inflicted wounds and you're just like, okay, you know, how are we going to communicate with each other and not bring up the stuff that, you know, that doesn't need to be in this conversation. And so what we started, we started very simply, we started with the five love languages and we learned each other's love language. Super simple. Everybody talks about it. But it changed our marriage because it opened our eyes to like, hey, you know, there's something here because it all boils down to consideration, right? Are you considered enough to do the things that that your partner needs? Speaker 1:     13:11         And so it really made us realize, okay, this is, this is why you are the way you are. This is what you need from me. I'm over here buying new stuff and you are, that doesn't mean anything for you. You know? It's like I'm giving you everything and I hear it all the time. I literally hear it all the time. Like I don't understand why she doesn't feel like I love her. I buy her flowers every week. Well, she hates flowers and her love language is words of affirmation. So you're not landing, you know? And so it's, Speaker 2:     13:40         I'm only laughing because we've had these conversations for my wife. Quality time is like the most important thing in the world for her. And I'm, yeah, Gosh, it's not just quality, but that also means quantity. It's an entrepreneur I don't have anyways, so I'm laughing only because we've had these conversations so many times. And the flowers mean nothing to her. Yeah. Gibson, he's like not, I don't care about that. I'm like, yeah, everything you want. Speaker 1:     14:04         Yeah. It's crazy. And so, you know, I, we start there and then I, we do the Gretchen Rubin's four tendencies types. And so that, that was big to understand what tendency type. Like how do you respond to expectations, right? When expectations are put on you or you're putting expectations on yourself, how do you respond to those things? And so we really dove into that and there was a lot of research behind it. We researched each other's personality type and that was great. 16 personality types was another one that we, um, that we kind of dove into as well. Pretty, pretty deep. And so with those three steps, by the end of that, you kind of have a, a full rounded circle of love business and tendency, you know, in that little, that little trifecta there. And so you can know, okay, this is who or how I need to love them. Speaker 1:     14:57         This is how I need to speak to them and this is how they show up in the world. And so how can I talk to them and communicate in a way where I'm not triggering them? Because really that's what it's about, right? And you have a conversation, you say something and you're like, what? Why are you getting so mad? And another tool I use is halt, hungry, angry, lonely, tired. Never have a conversation when you're hungry, angry, lonely or tired. And because those emotions, you will react in a way that you probably typically when it reacts for me, it's hungry. If I'm hungry, I cannot have a civil conversation because I'm just like, I act like a crazy person. And so when you're, when you're reacting from those four places in his, you know, you checked yourself. Like if I'm starting to feel like emotional and I don't know why I check in, I'm like, okay, why am I being triggered here? Speaker 1:     15:48         And um, it's really a lot of, to be honest, Dave, it's a hundred percent responsibility. And that was the biggest thing with the communication for Matt and I is taking a hundred percent responsibility for how we show up and know that we're responsible for us. Like he can't make me happy, he can't make me feel secure. You can't do these things for me. I have to create this for myself. And then your two individuals standing beside each other and not link lean against each other and you can walk better down the path when you're standing straight. Right. Speaker 2:     16:23         I think that's for me has been one of the biggest things. Um, you talked about ownership and I think it's the part, uh, extreme ownership is one of the books we've been reading recently. The office again, navy seal Jocko wilnick. Yeah. But I again, I love that idea as far as really taking that ownership and everything you made mention of it. I, I think, uh, too often, again, you kind of get, once you've got a lot of water on the bridge, you kind of assume things just are going to be certain. And, and again you've mentioned as far as that being considerate and I think at times due to assumptions, everything else, you forget how important consideration is for the other person. Yeah, I mean you would never, my wife have joked around about this a touch. It's like you would never talk to your employees or talk to your, your clients the way you're talking to me right now. Speaker 2:     17:07         And I'm like, I'm so sorry. I just, we've been together so and, and again it's a, I appreciate, she's so kind and she's so sensitive to make sure I understand from a communication standpoint. And it's one of things I'm working out all the time. You're more so these days than ever is the importance of communicating the way that resonates with them. And I think we do it so often in business that it times, I don't think we translate that same need to those, the, we care the most about as far as family loved ones and, and our spouses obviously. Speaker 1:     17:37         Yeah. And it's funny that you say that because we learned recently about creating a story for each other, right? When you create a story for your spouse of how they've acted in the past and you stick them in that on that page, right? You're like, this is who you are, this is how you show up. If this happens, this is how you're going to rack. But the problem with that is that you don't allow them to change it and evolve and grow themselves because you're, you're holding them to this book and so, and it's the book that you've written for them. And Matt and I heard this, um, we were traveling on a road trip and we looked at each other and I was like, oh my God, I'm never going to be the same. Like that just totally blew my mind because it's so true. Speaker 1:     18:17         And you don't only do it with your spouse, you do it with your children, you do it with, you know, people that you're around a lot. You, you create a story for them and it's, it's kind of selfish in a way. Cause we were like, this is who you are. This is the book that I've written for you. And there you go. You stay here in this book because this makes me feel comfortable and it's crazy, but it's true. And so what Matt and I joke and say now as you know, if he's like, if he's, or if I'm saying, well this is how you're gonna react, so I don't, he's like, don't stick me in that book. Or you know what I mean? Like get off me. Don't put me in that book. And so it just, it's a reminder of like, okay, let me give you space. You are evolving and changing. You're an individual. You're not just my husband, but it's allowed me to look at him as Matt and not just, you know, Amy's husband. Speaker 2:     19:00         I love that idea. That's definitely, I wrote that down. That's a, I know I've definitely create a very large book for my wife and a story that I've created for the Chia. I probably need to allow her to rewrite alumni chapters there. So it's a great analogy. I appreciate that. Well, did you take a look at a kind of where you guys are going from now? I know that I've seen, and you've talked a lot about some of the stories and things that have happened in past. What's, what's the new adventure? Where, where are you guys going? What's the next level from the entrepreneur's wife? Where are you going to take this thing? Speaker 1:     19:31         Yeah. You know, it's crazy because I, the entrepreneur, his wife has always had wills of its own. Every time I say, you know, hold on, let me take a break. I just get pushed forward into something else. And so, you know, it's, what's next for the entrepreneur's wife is I'm doing a lot of masterminds and meet ups and, um, masterclasses and really trying to touch my audience one on one because I think that what we talk about is so personal. You know, everybody wants a solid marriage. And what's crazy is that we put so much emphasis and, and lean so far into the business. And I tell couples all the time, if you just take a portion of that hustle and just move it over to the marriage, it will do, you will thrive. You can have both. And so, you know, that's really where I see the entrepreneur's wife going is just doing, you know, doing more traveling, going and touching my audience and, and sitting down with them and doing, you know, the the masterclasses and doing the masterminds and speaking engagements and really just getting out there, letting people know that I'm not perfect people. Speaker 1:     20:46         I mean I known for sharing all my dusty corners and all this stuff. I mean poor Matt, he's just like, do you? I'm like, yeah I do because this is good stuff. And so I'm Mike, this is real life. And so to the, uh, to the, the wincing and the holding of the bridge of the nose of my husband or a lot of, of the realness because marriage is difficult and it's not something that, you know, if you've been in it long enough, you know, that hey, you know, it's easy to be kind of self centered when it comes to, you know, your relationship because you, for me, I use the analogy of a, I'm the main actor and everybody else is just extras in my movie. And I have to like correct myself and say, okay, that's not, that's not good. Don't do that. And so that's, that's where I see, that's where, to get back to your question, that's where I see the entrepreneur's wife going. It's just more hands on with my community. Speaker 2:     21:45         I love it. I think, yeah, I get it's, it's a message that's I think at the time you, and it's fantastic. It's, I'm seeing a lot of it in my own personal life, uh, with my own marriage and also now having a son who's now married and seeing him go down this journey. It's a, it's neat seeing basically a 25 year history and then a brand new marriage at the same time, both being impacted by a desire for a spouse to, to be this entrepreneur to go after it. They have those dreams. So I, I appreciate that a ton. Well, as we kind of get close to wrapping things up, anything else you want to make sure that the audience knows about or any other tips you want to give him? Speaker 1:     22:19         Um, you know, people always ask me, you know, what do I feel like success is like what are you feel like success means or what it is? And it's a question that comes up a lot when I'm talking to and mentoring my coaching students or even like on podcasts and stuff. And you know, I think that for me as the entrepreneur's wife, I have to remember that success is every day, right? We get so caught up on this entrepreneur's journey at the end of the race, right when I get there, then I can be, then I'll be successful, then I can be happy, then I'll spend more time with you, then I'll spend more time with the kids, then I can take more time off. But what happens is you get there and he turned around and look and you're standing there by herself. And so success is an everyday commitment to your craft, but it's also an everyday commitment to your family and to what is the big picture. And I think that's what we need to focus on as well as the business is what is the big plan for the family. And get everybody involved in it. And then f everybody's working towards that every single day. Then every day is a success and when you get to the, you know, the end of the week, then you had a successful week and so you don't feel like you're constantly chasing something. You feel like you're working towards something. Speaker 2:     23:35         Oh I love it. Well Amy, thank you so much. I know soon, I guess Matt will be creating a book called the entrepreneur's husband since you're up next, next, next chapter here. He teases me all the time cause I'll be, it's like nine o'clock at night. I'm like, I just gotta finish this email and he was like, how the tables have turned. I'm like, Amy, thank you so much. I appreciate it. It's a great senior and I'm sure we'll talk to you real soon. Speaker 3:     24:00         Yes, talk soon. Bye. Thanks so much for listening to another episode of [inaudible] radio. We are about ready though to chase and things and I wanted to kind of reach out real quick and they send us out some things you're going to see happening real quick here. Uh, probably about the middle of April, 2019 we're asking me changing the kind of, the format and really the purpose of this podcast. So up to this point, I've been doing a lot of, spend a lot of time interviewing some of our funnel hackers and things and telling their stories. We're gonna continue to do that, but we're going to add in a new little twist. Currently right now as of today, we are just under 78,000 customers currently using click funnels. And what we thought is why not have you guys come join us on the journey to create a culture of 100,000 rabid, excited funnel hackers. Speaker 3:     24:49         So what I'd like to do is just invite you lawn, continue to you, don't mind rate, review the podcast, let us know of other people, even possibly outside of our funnel hacker community you'd like us to bring in interview and really wanting to make sure that you understand the purpose of this podcast is to help you in building your culture and building your community, your tribe, and really helping you understand what it takes to build a community of its super, super excited, passionate customers who rave about your service. More importantly, they s they spend time talking about it, referring clients to you. So with that said, join us as we are our journey to over a hundred thousand customers. We're going to try to get this done before the end of 2019 so thanks so much for listing rate and review this and enjoy the journey.

Why Dave Decided to talk to Nick Sonnenburg: Nick Sonnenburg has found that speed in a business is not just doing more in less time. Why grind out more work with less value when optimization saves you both time and money. With Nick having been employed by people like Tony Robbins, Aetherium, and many other big name companies he saw this first hand. Oh and did we mention he saved Aetherium $1,000,000/month just by optimizing their use of Slack? Tips and Tricks for You and Your Business: (1:54) “You’re Going to be Learning Be Rocket Science…” (3:16) Nick’s Super Power is Easily Pausing to Go Faster in Business (6:54) Nick Shut off His Company’s Marketing For a Year...Yeah Dave Was Shocked to (8:18) The Disadvantages of Moving Fast in the Wrong Direction (10:17) How Do You Know When to Use Each Tool for Your Business? (14:36) Your Brain Should Not Hold the Company’s Secrets to Success Hostage (17:40) Leveraging the Agency System (21:07) Conversion Auditing, Do You Know How to do it? Better Yet, Do You Know What it is? (26:03) Outsourcing is Some Awesome Sauce IF You Know What Needs Outsourcing (28:02) You Increase the Speed of Your Company with Getting Rid of Roadblocks (29:57) Optimizing Slack to Increase Your Company’s Speed Quotable Moments: (4:32) “I suffer from PTSD as an entrepreneur. Having cycled a couple of times and understanding the fear of ‘Oh my gosh what it if I lose it..’ so I just had the gas going the whole time.” (8:22) “A lot of people move fast, but moving fast in the wrong direction doesn’t help you either.” (15:38) “You can allow other people to look at how others do their job and give suggestions. Fresh eyes spark innovation.” (26:58) “I think defining success and being able to measure success is one of the most important things with funnels and with any project in general to be honest. And I think people just don’t take enough time up front to think about those types of things.” Other Tidbits: Nick helped Aetherium save nearly $1,000,000 from optimizing their Slack page. Nick’s company, Leverage, specializes in outsourcing and has helped people with buying a house all the way to optimizing a funnel. This wide range of services though has allowed them to identify what niches require and thrive off more optimization. Important Episode Links: One Funnel Away Challenge DotCom Secrets Book Email Dave Connect on Facebook Follow On Instagram Contact Episode Guest: GetLeverage.comNick@GetLeverage.com Episode Transcript: 00:00       Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here is your host, Dave Woodward. Everybody welcome back to funnel hacking 00:18       radio. I am so excited. Day I'd be up to and bring it on. A dear friend of mine who has been a mentor of mine, actually guy I've loved getting to know better and the one introduce you guys to Nick Sonnenberg. Thanks for having me. I am so excited. Uh, for those of you guys, go ahead. I'm honored to be called a mentor. You are. No, honestly I, it's one of the things I've, I am so impressive. For those of you guys who don't know, nick, this is a guy who's been an x high frequency trader from Wall Street, does the CEO of leverage, which is a company. I've got a ton of admiration for. A, they're totally disrupted the agency model, but the part I love is his. The way in which you think nick is, blows my mind. You have this ability to look at super, super complex problems and be able to minimize it down to the very key factors and to communicate it in a way that so many other people can understand. 01:08       We, we're just talking about this whole idea that, uh, you've got a new book coming out come up for air where you've consulted one and two type of employee businesses, consulted Tony Robbins, consultant, large, huge companies as well. And I think the part I love, just as every time I talked to you, is just to see, I mean, your mind races at this crazy, crazy pace and yet you slow things down so well to be able to explain things to people there. It's like, oh, oh, I get it. And I'm just totally impressed with that. So I, I don't have that skillset. And so when I see someone like you who does, I'm like, oh my gosh, I'm so impressed. 01:42       Well, thank you very much. A, I'll give you a story to piggy back off of that. So, uh, my first day of Grad school I went to Berkeley for my masters. I did financial engineering. And the very first day they, they said, look, you're going to be learning rocket science here, but the real goal is that you should be able to explain these concepts to a five year old. And that's really how you know that you've mastered a subject as if you can explain it very clearly in an in a simple way. So it's a big honor for you to say that to me cause that's something that really has sat with me since Grad school. 02:14       Well I love it. I get it. It's one of the things I've always, every time I talked with Russell I loved, he spends so much time on trying to get down to even a little doodle in a drawing for that same principle as, I mean there's a lot of people who will talk over people's heads and think that this techno babble and everything else is going to flatter people. All it does is confuse them and actually pushes people further away. And when you talk with people like yourself, with Russell, it literally draws people to you. Every, we were at TNC and I saw you hordes of people just trying to get your attention just to talk with you because of that. 02:44       You were the one with the hordes. I had them anymore. Um, no, like when I speak to people and I can't understand what they're talking about, I usually, the first thing that starts going on in my head is I don't think this person's really a master of what they're talking about. If, if they're explaining it in such a complex way, 03:00       you know, I love that concept. I wanna kind of expound on that. So we're, one of the things we're going to get to here later in the podcast is what leverage is doing right now on fixed pricing of funnels. So hold tight to the end because you want to hear that for sure. But I want to talk to you about one of the things you and I were talking about, this whole idea as far as the power of pausing to go faster. And for those of you guys have been following our journey as far as click funnels. Um, I actually, I all announce it right now. We are going to be changed our podcast, uh, to where right now we're 78,000 customers and we're in change the kind of the idea behind the podcast to bring on more people like yourself who understand scale and really invite people on our journey to get to a hundred to build a culture of 100,000 customers or users here before the end of this year. 03:46       But to do it, and it's one of the things you and I were just discussing was when you build a company as an entrepreneur, it's, so a little backstory here. Last week we were at a jewelry store and who's our VP of marketing at all of our marketing team in and we spent a bunch of time, I, Russell was there kind of identifying what the, the forefront is going to be as far as all these other funnels we want to do. But the one thing I realized was for our team, one of the things that's hard is the speed at which we go and it's what you and I were talking about. I, I suffer from Pstd as an entrepreneur of having cycled a couple of times and understanding the fear of, oh my gosh, if I lose it, I just, and so I keep going at the gas going all the time. And yet, uh, as you and I were just talking about, you have this ability to really understand the power of pausing to go faster. If you don't mind. Can you expound on that? 04:37       Totally. And there was a good, a great book. Um, I'm going to look up the name, it's called weight, which is all about the power posing. But yeah, what we were talking about before is once you go live with a company and you have customers to support, I mean that's it. Like you have to put a huge amount of focus on maintaining the, the, the system, supporting your clients, making sure that they're well supported. So sometimes when you grow too quickly, um, things break. And then a lot of, a lot of time that, that you have to invest down the road is spent on kind of fixing issues that kind of arose from premature scaling. So in development software development, you have, um, you have a, a concept that is, um, what's it called? It's called a coat. Um, oh my God, I'm blanking right now that you have technical debt, just like, and what that basically means is, you know, you've hardcoded some product or some feature that you want to do, but not a super scalable way. 05:42       So in a year or in two years from now, since it wasn't done in such an abstract way, you're going to have to Redo it because inevitably whatever you'd thought you need now you're going to get feedback from people and things and needs are gonna change and you're going to to change it. And the more time that you kind of invest, it's always a trade off, right? Like if you were to try to make something as abstract as possible, now you move slower to get that feature at least, but then you have less technical debt. And just like there's technical debt and coding, you have operational debt and companies, right? The quicker you launch, um, launch or do whatever it is, that's it. Like you don't have the bandwidth or you have less bandwidth now to go back and document processes or think through is this the best process and could we automate things because at the end of the day you have these people to support and it's really hard to find the bandwidth to go back and revisit a process document it, um, automate various things. 06:43       So like what I did, we at leverage, we grew to seven figures the first year, fully bootstrapped. We had like a hundred people at the end of that year and we moved so fast that a lot of stuff broke and it was really hard to go back and find the bandwidth to fix it. Um, because we were just having to support the current clients. So what I ended up doing actually last year as I shut off marketing for a whole year. Just kidding. Yeah, it was, it was one of those, I got the team together and I'm like, and I said to them and they all freaked out. I'm like, we're shutting, therefore I'm free. Just listen to this. I'm like, I was like, yeah, you heard me. We're going to do a year of zero marketing and we're just going to focus on internal processes, procedures, quality of service. We don't. And, and what I said to them was, we don't need a single one, single more client. 07:39       We just need to retain what we have and engage what we have more and um, improve our internal efficiencies to drive profit margins up. And it was a really kind of contrarian type of way of thinking about it. People always say, you know, sales sells, but I dunno, sometimes sales doesn't solve everything because if you're a new startup, sometimes selling and getting more customers and you haven't really dialed into product market fit or internal efficiencies, sometimes sales could hurt you more than it helps you. That's fascinating. At least that's my experience though. It's honesty. It's, it was just so fascinating for me. As we sat down with the, again, we had probably 25 26 of our team members this last week, and Julie's kind of running the show and I'm hit and miss in and out of meetings and stuff. And I heard it was Friday and it was kind of a people bringing together kind of their ideas for the whole week. 08:36       And they were talking about, you know, what are the good things, what are the bad things, what are things you'd like to change? And one of the things that that kept coming up was this idea of speed. And I'm like, I know like one speed and that's fast forward as fast as I can go. And yet I also realized as, as you grow as an entrepreneur, as you grow as an executive in your team, you have to understand that not everybody goes at the same pace you do. And for some that speed really, it literally, it creates so much stress for them. I was shocked to see just the anxiety created and, and how, and so I love hearing you saying you literally shut down. I can't do that. 09:14       You guys are super impressive. Like what you guys, what you and Russell have belt over there. I am. I am really amazed by it. But you know, a lot of people move fast, but moving fast in the wrong direction, it doesn't really help you. You either, right? That's true. You have a bit slower, but make sure you're going in the right direction. So it's always a balance of speed, um, uh, speed versus kind of being a little bit more long longterm focus. But in a lot of cases, like when I've pushed the team, hey, this needs to get out by next week or something like that, stuff breaks or it wasn't thought out very in a very, uh, systematic way. And we find that we ended up moving fast in the wrong direction and the whole thing was a waste of money in some cases. Not In all, but so it's just something, there's sometimes a benefit to going slower. 10:05       So is that the premise of your next book come up for air? No. So what's coming prayer come up for air kind of is, it naturally came out of my experience with building leverage, which is a fully remote, you know, bootstrapped company. Um, as well as uh, from my consulting business where I go into companies and help them improve and optimize and automate their internal systems and processes from a process operational slash tech point of view. Um, so in my experience with consulting and it leverage, I found that there is this pattern and everyone kind of struggles with three main areas of their business. Um, so I wrapped a little framework around it called CPR, which stands for communicate, plan and resource. And I realized one day that all companies were struggling in these three areas. And it was something that I realized without realizing it at the time, was a framework that we were running leverage by without it being formal. 11:06       So the first thing is communication. And I realized most companies are not communicating efficiently. There's all these new tools out there like slack and a sauna and all these things that a lot of startups know about, but a lot of mainstream companies that have been around for 20 years, um, have never even heard of. Right. And then also, even if you're a startup, like I'm sure you guys, are you guys using slack at Click funnels? Right? So first of all it's, it's, it's one thing to know about certain tools, but it's another thing to know when you should use a certain tool, like when should you use email versus slack versus text message, right? Versus a project management software. So, um, that's like the first thing people have never, when you got hired at a company, you get an employee manual of vacation days or insurance, but it doesn't tell you, hey, we use this type of tool for this, this type of tool for that. 12:03       So I was consulting for a theory. I'm, they were a 1200 person company. They were using slack, but it was misconfigured and they didn't have naming conventions for channels. They weren't using third party APP integrations. They had the wrong notification preferences. And I calculated that because of these inefficiencies there were probably losing about a million dollars a month. Something is silly. No, but when you have a blog, I mean this was a really extreme case, but when you have like a thousand people in a slack channel and it's nonstop all day at channel, like what's the Wifi password or at channel who wants to do, everyone has the wrong notification preferences and they're just getting distracted. There's, there's all that research that if you're in a flow state, it takes you like 10 minutes to get back into it. So you know, if it takes you 10 seconds to read each of these messages and it happens a hundred times a day and then you take people's average rate and you take that a thousand eyeballs are getting distracted. 13:00       It was massive. So not to get off too far off topic. So, um, come up for errors is kind of a, that employee handbook that you never got where it is at a high level of teachers. You had to think about the different types of tools when to use a communication tool versus a project management tool versus documenting knowledge. So then it goes a bit deeper into each of those. So what's the difference between internal versus external communication? Right, so slack for internal email for external, then I go into best practices. Okay. How do you optimize slack? Then look at email. How do you optimize email? How do you actually get to inbox zero? Um, the best way to get to inbox zero is to get to email zero. So a lot of people have a lot of email because they're using it when they shouldn't be using it. 13:43       So then the next part on planning it's like, okay, well when do you use a project management software versus a communication tool? A lot of people are project managing via text or via slack when it really belongs in a project management tool, which is what it's used for. And you can capture state and a whole bunch of other stuff because in a communication tool, the problem is it gets lost and then you had to start having to scroll. And at a high, at a high level, the name of the game is be able to know what you have to work on as a manager and know what people are doing and be able to find information as quickly as possible. Like at the end of the day that's, that's it with all of these tools. So creating guidelines and best practices with when and how best to use these different types of tools is kind of what I'm trying to achieve with the book. 14:28       And then the the are for resource is the most overlooked thing, but most companies are not thinking about documenting knowledge. And I have a, I have a difference between static and dynamic knowledge in the book. So static knowledge would just be like an internal Wiki. Like what's the Wifi Password, what are the core values, what's the vision? It's just, you know, where can I find that document? But then you have what I call dynamic, which our processes, so doing payroll, like how do you, what is the process of doing payroll and can you generate a checklist to make sure that all the steps are, are done. And what when you document knowledge, a couple things happen. One, you de risk the company so that if someone leaves, you have the knowledge there so that de-risked that company makes it faster to get someone else on board. But the, uh, the second thing that it does is you save money because a lot of time is spent looking up information or wasting people's, so that all gets saved. 15:28       But probably the biggest impact that you get is it really sparks innovation because once you've documented something, now you can allow for other people to take a look at how other people do their job and give suggestions because fresh eyes spark innovation. Um, if you have new people looking at how payroll is done or how the onboarding process is done, all of a sudden you're going to start getting people looking at things in different ways. So when I was a high frequency trader, I used to have to take a two week block leave to make sure I wasn't hiding trades and before I left. Yeah, when you're a front office trader, you have to take a block leave. And so what I have to document, what's going on in the market and how my algorithms worked and how, what, you know, how to run my book. 16:15       And even though I was the expert at that market or that algorithm, there'd always be some improvement when I got back, when I got back. You know, even if it's small, but people would just start challenging like how everything was being run and they would find things that just because I'm looking at it day in and day out, I wouldn't find, so at leverage we do quarterly rotations where the person that does payroll does customer success and customer success. Um, just for like just for like a week out of the quarter. But that's to stress test the system so that if all of a sudden we get a bunch of people that quit or just to make sure that we don't get too relaxed and doing things because that's the way that they've always been done. So that is really commission have come up for air. No, I love it. I the quarterly rotation. I'll have to, I'll have to talk to her to you about that one. That'd be, yeah, I'd be terrible. Jake's job as a designer though. He did come back and no color whatsoever is everything we looked here. Yeah. Just everything's black and white. 17:19       Well I'm vastly again, you've done so many cool things and I know one of the things you guys are looking at right now, uh, you mentioned your work with Nora who I'll get a lot of our community knows as far as [inaudible] and created our certified partners program years ago and you're looking at the changing the way that agencies are run. So if you don't mind, give me some ideas probably with which you guys are looking at doing. So leverage, um, which is uh, the websites get leveraged.com if you want to check it out. Leverage is like a new type of agency. So rather than going to the traditional agency where you have put up like a 10 or 20 k retainer per month, we, we made it more cost, affordable, affordable. You pay for whatever you use. And we do things in three main buckets, admin, marketing and operations. 18:00       And you could do a small one off task or you could have us do a whole app for you. So we've, we've done, uh, we've helped people get renters for their home. That would be an admin task, book, travel, do research. But then on the marketing side of things, we do a lot of podcast production, podcast marketing. We've created books, funnels. Uh, we've designed people, whenever I give a talk, they designed the PowerPoint. I'm a writer for inc. I, um, I audio record all of my content and a cab when I have downtime and I send that, I send that to the writer and they write the article posted on ink and then they blast it on social media. We've helped people, you know, get a ton of followers on Instagram. And then on the operations side of things, we've, uh, we'll help people automate processes, document processes, set up CRMs, do customization with a CRM, set up Shopify sites, et cetera. 18:58       So what we're talking about nor about which I'm really excited. Um, one of the things historically if leverage is we would, uh, we would always do something as a custom, a custom project or task. But in the three and a half years we've seen they've, that a lot of people are requesting these funnel buildouts, you know, book launches, launches, et Cetera. So, and then also just, um, like conversion audits. We've been just getting people to come to us like, Hey, we would love a conversion. Like, will you take a look at our funnel and just tell me what, tell me what you think. So what we've been talking in Nora about is, is helping us to kind of create some fixed item menu menu projects and tasks and the funnel space, um, that are well defined that people can just like click a button and say, Oh, I want a conversion audit. 19:47       I'm going to get, I'm going to get the traffic strategy, the messaging, the offer, the delivery, this much money. Um, so we're starting off with a conversion audit because that's kind of the easiest intro to someone. But then what we're also in the background figuring out now is a full done for you funnel. So you leverage is unique in the sense we have people in all different skill sets. So it's not like we're just for copywriting or just for funnel strategy or just design. So we're uniquely positioned that we could do the full start to finish scope. So we, we are also figuring out some fixed price fixed price for doing a full build out of a funnel from start to finish. Nick. Super Cool. Super Cool. This isn't the, one of the things I'm super excited about this. It was fun when I saw the two guys talking at TNC cause I just knew some amazing brainchild was going to come out of your conversation. And so it was fun just to see you guys talking. Yeah we were just like, oh my God. Oh my God. Oh my God. This is awesome. 20:54       So what are things you've done as far as his whole idea as far as a conversion audit? Yeah, give people a little more cause for a lot of people everyone talks about traffic and everything else. But it seems to be like this nebulous thing that people don't understand. I want to run traffic and I want to get, make things work. But I don't know exactly what that means. How does your conversion audit, what are you looking at? How, what are the things that people should be paying attention to? What do they need to provide to you? Things of that sort. So for one thing, so we're going to have two different buckets. One, if they already have something that they want audited and then another thing if they want from scratch, like a new strategy built up. Well one thing though that most people aren't thinking about what these things and me being a data science scientist, I'm, it's kind of the first thing I think of is, well how do you define success? 21:37       You know, what are the, how are you analyzing the data? Because a lot of people use our clients included. They'll ask us to do Facebook ads or something and they don't have good systems or metrics to even know are they making money or losing money with these things. So everything else aside, I think that's something important. And if you're running traffic, you should know your numbers and um, whether it's leveraged or someone else, you should set up some type of dashboards and some so analytics to be capturing that because flying blind with that stuff is a super dangerous game to play. It's so crazy. You mentioned that I lived, I was just talking to Dan Martell, uh, about some SAS metrics and things that we were looking at. And that was one of his biggest things was, you know, people just don't understand the importance of tracking their numbers in business and they'd look at their numbers at the end of the year and think, oh, did I make money or did I not make money? 22:28       I think I made money. I think, and it's just fascinating to me how frequently people wait, even you can't even wait a quarter. I mean, I'm looking at, I look at churn numbers on a daily basis and other metrics on a weekly basis. But I think the biggest problem I find for a lot of people, especially when they first get started was like, oh, it doesn't matter. I'm like, that's when it matters the most. Because for a lot of you, that's what, they don't have the money. It's like every dollar counts. Totally, totally. I mean it's, and then one thing that we were, we take data super seriously at leverage. Um, we're, we're using some really interesting, uh, we use a tool called mode analytics, which you have to be, uh, a data scientist to really use. It's kind of like a low level of bi software, but one thing is to be looking at churn. 23:12       But another thing is just to go even deeper decomposer term, maybe there's different types of turn. Like for me, there's churn because of quality versus engagement versus failed payment. So then get decomposing your turn into those buckets and seeing over time when you make a change, how does it affect each of those three subsets of turn? But then also taking it even a step further and like what are the leading indicators of churn? So for me, um, for engagement turn churn, uh, leading indicators, looking at, you know, how much they're using the service. So if we can kind of identify that, hey, if someone doesn't use a service for more than 10 days, they're 50% more likely to, to cancel, you know, then we start looking at that, those kinds of metrics. And then we have account managers take a look at them. But another thing that metrics has done for us is rather than having our account managers call or try to do a marketing campaign to 300 or 500 people, um, to try to get them to go to a, uh, a higher level service, like an annual plan or the next year, you know, you can, with the data, you can figure out who's the most likely and then instead of a thousand people, you get it down to 10 and you make the account manager's job way easier. 24:27       Oh, sure. So those are all types of things. But I will, yeah, if you're not, if you don't know your numbers, I wouldn't be doing Facebook ads, but the type of stuff like I mentioned before, traffic strategy. So how are you getting people to the funnel in the first place? Giving you copywriters on our team to look at your messaging. Like what is the messaging on the website, the email, the ads, um, you know, what is the offer and giving some suggestions, you know, is it free plus shipping or whatever, whatever the, the, the type of funnel is giving some feedback on the offer. And then, you know, lastly, this is the delivery of it. 25:04       I love that. You know, we've uh, spouse has been a lot of time on soul concepts as hook storing offer. And I think for at least for, for me, I think for a lot of our team, we typically like to start with the offer first. Cause we can build a good enough offer the then understand what are the stories you need to tell to basically get that off or sold. And what are the hooks you need to get to people to get engaged, to even listen to the story. And I appreciate, uh, I know you guys are very systematic over there and, uh, tons of systems in place that help people get through that. And I think for people who aren't as creative, it's one of the things they struggle with the most is how do I get started? So what are some of the things on your side when you're looking at it's idea as far as building out these types of funnels or even on an, on the conversion audit? Um, when a person gets stuck middle, what are some of the things are the tools that you guys are using to help them think more creatively 25:54       and they get stuck on a funnel or when they get stuck on what to outsource? I'm actually both, well, getting stuck on what to outsource is an easy one because most people aren't thinking about outsourcing. Um, and, and the trigger that I recommend is what, what are you doing on a daily or weekly basis that you don't get joy from? Or it doesn't tap into your unique ability. So if you were the CEO of a company and you are not a Facebook ad specialist or a really great copywriter and you're doing the Facebook ads in copywriting, like that would be a trigger. Um, you know, maybe there's someone better qualified at a lower hourly rate on top of that to, to do it. So, um, you know, some people like to do low level work because they find it relaxing, you know, Mark Cuban's known for doing his own laundry cause if he finds it relaxing, so obviously his hourly rates more watery. Um, but on the other, the other part of your question, I think defining success and being able to measure success is, is, is one of the most important things with funnels and, and with almost any project in general, to be honest in a lot of people don't take the time up front to think about those types of things. 27:11       I love it. I, I know that's been one of the main things. It's been fascinating for me as I take a look at where we've come. It just literally lasts for almost a year now as we've started to go from, it was Steven and Russell just kind of working together to now having an agency and as you start to scale an agency and you have people who are focused in different areas, um, it's been just so intriguing for me to see that growth and how it kind of like what you mentioned earlier, just having someone else's eyes to look on it can then trigger some of the thoughts of like, Oh yeah, I didn't think about that. We again, referring back to this last week, uh, Julie started working on the onboarding. We had some of our product guys there and they're like, oh, I never thought about that. I never thought about the location of this on the page. Or, or logically it would make sense it would go this way, but artistically it doesn't. And so I think it's a, that kind of stuff is really helpful. So thank you. 28:02       Oh, and, and, and you can go fast and a couple of ways. One, you just go fast. But another way to go fast, as you derisk the company to minimize those, those roadblocks and bottlenecks that come up that slow you down. And if you can remove those things that slow you down, that's another way of going faster. And one of the biggest things that people get slowed down, I know myself included, is if someone quits and then all of a sudden all that knowledge just gets lost. And then you have to onboard someone, like you've just moved really fast and then you hit this like this fork in the road or this, this massive hurdle. And then you're like three months back now and someone else. So as opposed to, you know, if you would have moved a bit slower, but then you smooth out those, those spikes, that's another way to look at these things. 28:46       So back to kind of what we said with slack, you might use slack, but maybe you're not using it. And the best way, and one thing that I really recommend is using channels versus direct messages. So if, if you're having a lot of private conversations with someone versus maybe there's a, maybe you're having a discussion with someone for their comp and it's a one-to-one direct message. Well, if you're the head of HR finance and then you leave, well, how are we going to find like that history? So maybe there should be a channel that person's name or comp Dash, that person's name and that's where you should be discussing the comp. So then you can add and remove people to the channel and the whole history is there and you don't waste a week, you know, back and forth with this person. So just as an example, there's a lot of little things you can do with these softwares that everyone's using, um, and a bit smarter way to avoid some of those obstacles that will inevitably up. 29:42       You know, when we were at TNC, one of the things you made mention of was this whole idea of slack and naming channels and this whole nomenclature and the way in the system. I know we're running short on time here for you, but do you have just like a few months, you can kind of explain what are some of the things using slacks, typically from a naming standpoint. So what I said earlier was the name of the game is to find the information as quickly as possible. What right. Whether it's an email, like a lot of people misuse email and they have a ton of folders where whereas they could just, if they knew how to search properly they could find it. Um, same with slack. So one thing I recommend is having just one or two kind of system owners of slack so that you avoid everyone in the company just spinning up channels. 30:23       Um, so that way you can create some kind of, some type of consistency. Um, I suggest as much as possible having private channels cause a lot of people don't know what's good for them and they'll start joining channels that they don't necessarily need to be a part of and they in a, in a non, in a nontrivial way, they started to waste a lot of time. But then lastly, naming convention. So slack doesn't have a foldering system but it's ordered alphabetically. So you could force the order of the channels by putting a number in front. So you could once, one thing you could do is, um, each department could have a number, but even if you don't want to do the numbers, if you have a finance department, you could have financed dash payroll, finance, dash credit cards, finance dash receipts. If you have HR department, you could have HR dash onboarding, HR dash offboarding, HR dash payroll. 31:16       Um, so what we've done is we've mapped our org chart to slack channels and then as we need more channels, we know, oh, it's this department name Dash and then whatever the new topic is. And because of what you ended up, it's, it's, it's a bit of a balancing or a dance that you have to play. But if you have this too few channels and then you have a lot of mixed conversations, you end up having to add a lot of people and they're having to read a lot of things that they don't need to be reading. And then kind of back to principle number one, you want to find stuff as easily as possible. So if you have just a finance general channel, it's not going to be as easy to find a payroll question as if you had a finance dash payroll channel. 31:58       Makes Sense. Awesome. Well Nick, thank you so much for your time. I, I could talk to you for hours on end. I appreciate you're so organized and systematic and I, I, it's a skill set I admire immensely. So I admire you and everything that you guys built. It's really remarkable what you guys have done over there. Well thank you. Well, I know people are gonna want to reach out to you. What's the best way for them to get ahold of them so they could just go to get leveraged.com my email is nick, get leveraged.com you can, that's my personal email address so feel free to email me. I'm pretty good about responding and I have a good system for that and I'm sure you do. Well good seeing you my friend. We'll talk soon. Thanks a lot. Hey, well, thank you so much for taking the time to listen. I can tell you the things 32:40       I love more than anything else aside from listening to podcasts is reading books. One of my favorite books was the very first book that Russel wrote. It's called Dotcom secrets, the underground playbook for growing your company online. So if you've already got a business or an idea and you've got something you want to get going right away, go ahead and check it out. We literally give you the book for free. You just pay the seven 95 shipping and handling. Just go to Dotcom secrets.com and we'll go ahead, we'll ship you out the book. You just pay 7.95 shipping and handling, and the book will be honest with you. Thanks again so much for listening and remember you're just one funnel away.  

As I drive home from McCall ID, I reflect on the last 60 days. It has been filled with TONS of travel, some sleepless nights, and a bunch of AMAZING events that have given me so many take aways! I was getting super frustrated with my podcast, even making it transparent in my episodes (I think I may have mentioned it a time or two ;)   I have had a TON of people reach out to me to let me know that my content has made some sort of impact on them.  Your "thank you’s" have given me a new rejuvenated energy to put towards this podcast and I’m SO excited to continue publishing my journey! "If you’ve got a thought, an idea, a journey you’re going on; to document that journey through publishing. Take the time to really expose yourself, open up, let people see what’s really going on" - Dave Woodward Some Topics Discussed This Episode: Benefits of publishing Documenting my journey Stepping outside your comfort zone The impact of creating a challenge funnel "Challenges have literally become the biggest game changer for us at ClickFunnels" Important Episode Links: One Funnel Away ChallengeDotCom Secrets Book Contact Episode Guest: Email DaveConnect on FacebookFollow On Instagram Episode Transcript: 00:00 Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here's your host, Dave Woodward. 00:17 Hey everybody, welcome back to Funnel Hacker Radio. I'm so excited to be here, I really am quite excited actually. I've had the opportunity recently of just getting back From Funnel Hacking Live and from Traffic and Conversion. It's been one crazy, crazy busy 60 days here.  I'm actually driving back right now from Mccall Idaho, where I’ve been up with my wife for the last two days, just kind of getting away and she and I were sitting there talking about how crazy it's been since the first of the year. We literally 60 days ago, we were up here in McCall, just finishing up a fun little vacation time with my family and then we jumped into, jumped on the plane and headed down to the Two Comma Club X cruise, were out for basically seven, eight days, I guess almost 10 days on a cruise, came back, got ready for 10X, went to 10X, was there for a week and then went off to the Bahamas for two days, came back, got ready for Funnel Hacking Live, went to Funnel Hacking Live for a week and literally the day after Funnel Hacking Live, went straight to San Diego and was there for four days for Traffic and Conversion- 01:20 Came home and then headed up to McCall. I think he'd been home maybe two, two and half weeks, three weeks since the first of the year. It's been a busy, busy time, but during all this period of time I was really getting kind of frustrated thinking, you know, I'm just done with this whole podcast and I made mention of that on a couple of different podcasts as well as some Facebook lives and I honestly want to let you guys know how much I appreciate all of the people who reached out to me. Whether it was in person at Funnel Hacking Live or in person to Traffic and Conversion or on a Facebook post or a text or personal message. I literally have had dozens of people reach out to me, thanking me for the content that I've produced, whether it was on Facebook lives or on a podcast. 02:00 And the crazy thing about it for me is it's not only energize me, but it has wanted me to be 10 times better. I've kind of rededicated myself to create an even better and better content for publishing purposes to make sure that what I'm providing actually gives you greater results that are more of take action type of of podcasts and content. I've got some great people  we've lined up here to be interviewing over the next few weeks and I'm really excited to share this podcast with you. Also, I'm spending a lot more time digging deep to really kind of uncover some of the entrepreneurial scars of my own experience and many of you had asked to relate a little bit more about my own personal success stories as well as the ups and downs of the entrepreneurial journey and to share those with you guys so you can kind of expect those in the next month as well. 02:49 Again, I just wanted to use this podcast to first of all, thank you so much for everybody who’s listened as long as you've listened. Most importantly for those of you reached out and basically boosted me up in a time when I was kind of down and frustrated. I want to thank you for that. I'd encourage anyone else who's listening to other people's other content, whether it's on Facebook or blog posts or podcasts or youtube, wherever you're consuming content. It's amazing what a little thank you goes,  It  goes a long ways and I just wanted to say thanks for all those people who did that for me. And if you're following other people, I'd encourage you to do the same. On a side note, I highly recommend that you spend some time to start to publish. Publishing has become really one of the most important things and I'm starting to realize it more and more all the time. 03:35 A couple of benefits of publishing and I've seen recently,  one has been the network. The connection has been fantastic. I've been amazed at the amount of people who actually listened. They don't ever say they listen, but then that all of a sudden they come up and say, you know what I've been listening to for a long time and I really appreciated what you said here, here and here., and it really changed my life. I've had people who've, I honestly had been my peers who I would never have thought they've spent anytime, listened to my, to my content and they've come out recently and said the thank yous as well. So I highly recommend that if you've got a, a thought, an idea, a journey that you're going on to document that journey through publishing, take the time to really expose yourself, open up, let people see what's really going on. 04:17 You're going to see a lot, much, a lot more of the vulnerable side of me coming out as I really kind of explain some of the journey that's I'm going on over the course of this next, this next year. Uh, we've ClickFunnels eclipse basically did over a hundred million in 2018 and we got some pretty lofty goals and a lot of that is going to take a lot of growth for me personally and I want to take you on that journey. And so I'll be sharing some of that with you. Uh, some of it will be the things that I'm going to, the people I'm going to be meeting, the people I'm going to be sharing with at bringing on. So I highly recommend that you spend the time doing the same thing. Um, it's, it is way outside my comfort zone to get on a pod podcast or to get on a Facebook live. 04:57 But as I've been doing it, I'm actually getting more and more confident in the content I'm providing but also in the stories that I'm telling. So first of all, thank you for everyone who has listened. Second of all, thank you for those people who reached out and acknowledged it. And third, and most importantly, I highly recommend that you do the to do the same and that is spend the time going out and start to publish. We just finished  our third one funnel away challenge. It's in, in the midst of it right now. I highly recommend that if you're trying to figure out what to do next, and this could be either what to do with your own podcast, with your own content, with your own business challenges have literally become the biggest game changer for us at ClickFunnels. I spoke at traffic and conversion about it. 05:47 And I can tell you right now if you were trying to, anything in your business, the one thing you need to add is a challenge funnel. So right now if you don't mind, go to one funnel away, sign up and get involved in our challenge so you can kind of see and understand what exactly takes place. I'm gonna end up doing a podcast later about challenges, but I want to make sure that you get on it right away. So go to onefunnel away.com and sign up for the challenge. You will be super, super excited and glad that you did. Thanks. 06:23 Hey Everyone, thank you so much for taking the time to listen. I can tell you things I love more. Anything else aside from listening to podcasts is reading books. One of my favorite books was the very first book that Russell wrote. It's called DOTCOM secrets. It's the underground playbook for growing your company online. So if you've already got a business or an idea and you've got something you want to get going right away, go ahead and check it out. We literally give you the book for free, you just pay the 7.95 shipping and handling. Just go to Dotcom secrets.com and we'll go ahead, we'll ship you out of the book. You just pay $7.95 shipping and handling, and the book will be on its way to you. Thanks again so much, much for listening and remember you're just one funnel away.

Why Dave Decided to talk to Steve Larsen: If you’ve heard the phrase “Lean into it” and “One Step Learning” then you most definitely have heard the name Steve Larsen before. Russell Brunson’s Padawan turned Master uses these sayings and principles to teach businesses and clients how to maximize their profits but today he wants to tell you how you can personally use them. He talks about the how and why behind each principle and how he used these exact principles to go from broke to a business coach. Like always, listen in for some great content and even learn how to maximize your knowledge gained at live events. Tips and Tricks for You and Your Business: (3:14) Steve’s Recent Geek Outs on the who (4:28) What Do You Know About “One Step Learning”? (6:44) Why Dave Loves One Step Learning (9:23) Everything Isn’t New: Steve’s Philosophy on Events (10:44) Steve’s Why’s and How’s for Frameworks (14:04) Leaning In is How Steve Gets Through Challenges (17:22) Sorry To Say It But...The Obstacle Is the Way Quotable Moments: (3:59) “They’re already a great fit, they don’t need to go create the problem and then go find the solution because they’re already feeling the problem.” (6:24) It’s all about identifying where you want to go, where you are, and only learning like a hunter for the next step in front of you. That’s it. Blinders on everything else.” (11:44) “ Understanding what those frameworks are and the natural step that most of the industry is taking that takes out most of the guesswork and it’s pretty hard to fail if you do it.” (16:01) “It’s brutal honesty in oneself and with where you are like, ‘Steven...YOU’RE BROKE’ you know? And being okay with that and not judge your value off that.” (19:08) “‘I don’t have any time’ Great, lean in. It’s not an excuse. I have empathy, but I have 0 sympathy for those kinds of scenarios.” Other Tidbits: Did you see Steve shaking at the Round Table Event at FHL? Our good friend is all good now but that’s just what happens when you’re trying to provide too much content on an empty stomach. With consulting for thousands of companies now, Steve has become amply talented at Funnel Hacking other business strategies to understand the reason they worked for them. Steve was unwillingly diagnoses with the symptoms of ADHD, he had too many goals and aspirations to allow the doctor to fully brand him as ADHD Important Episode Links: SteveJLarsen.comSales Funnel Radio PodcastFunnelHackingLive.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- 00:00     Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome back to funnel hack black 00:18     radio. I literally have one of my most favorite people in the world on the show. He does not need an introduction, but I will introduce him afterwards. I want to welcome to the show with my dear friend, Mr Steven or Steve Larson. Welcome to show, but hey, thanks so much for having me, man. This is awesome. I am so excited. This is, I was going to try to go back. You are, I think what episode? Like 12 on funnel hacker radio. The one of the very, very first ones I ever did. I was so way, way, way back when, way back. Let's figure that one out. But it's been so cool for me to see your journey and you're just such a dear friend. You provide such massive value for those of us who were not at funnel hacking live. I don't know why you wouldn't have been there for some reason if you weren't, uh, just one of the many things that just epitomizes the kindness of Steve. 01:04     Do you want to go by Steve or Steven on this podcast? Which one you want is fine. Okay, so we'll go with Steve. So Steve was basically, they're at funnel hacking live. He was one of our round table hosts. You've already spoken. He just bought a ton of value. He's literally standing on a chair speaking to, he had the most people at anyone. I think we were like eight rows back of people around this circle. And so you basically have the knights of the round table with eight concentric circles behind it. Just couldn't get enough people around him. And all of a sudden I see Stephen sitting down. I'm like, Huh, that's kind of different. It's not normally like to you. And then I'll come over and he's like shaking. I'm like, dude, what's going on? He goes, I haven't eaten and I'm, and I'm like, stop everything. 01:45     You can't talk anymore. But like, listen, you guys are going to kill my favorite person in the world. You cannot do this to Steve though. Visit got us food. But that's just who Steven, I mean Steve, you give so much to everyone and it's just the most generous person in the world. The part I love is you just, you immerse yourself in content to a point that it is far beyond what most people would ever do. And because of that, the value that you're able to give people is so huge. I mean, I had people coming up to me, I would've paid $50,000 just to be, it's even stable. I mean people were so excited to be there, so we'll probably have to pay you next year to be around people. Hose. I was going to say, man, who is that guy? 02:26     But with that I just again see if thanks so much for being on. Anything else you want to say before we dive into some fun stuff and I appreciate that, that you know, I, I, the feeling is mutual. I just about passed out that day. I, I all the tricks, my vision actually boring. I was like, I'm not used to blurring out. And then I felt your hand on my shoulder pulling me down and I was like, oh, thank you. Oh my Gosh Dave. Thank you. Oh my gosh. Crazy. But honestly, the thing that I just love is Steve, you have this ability to connect with people at a level most people don't, which is, I know you're real strong. D I personality anyways. And with that you're, you're so driven, you get at the same time you have this heart of gold that people feel and they're just so drawn to you. I mean, it was funnel hacking live was so fun for me to watch it at the same time, scary because they've literally mauling you, they couldn't get enough of you. And it was just like, and I know you had friends there protecting and everything else, but every once in while it's like, listen back off. 03:27     Yeah, yeah, yeah. Thanks. So it's just neat to see. But so tell me, what are some of the things that you're, what are you geeking out on these days? What are the things that you're really enjoying the most? Yeah. You know, one of the things I've been focusing on a lot lately is this whole concept of getting more clarity on, on the WHO that we all sell. You know, this past little while, like I'm so geek out so hard on the funnel itself, obviously in the offer and the sales message, but what I've been noticing, the thing is that there's these people out there who frankly have terrible funnels, terrible offers, really bad sales message, but they're making a lot of money and it's been a pattern I've been diving into really in the past eight months and following up and seeing what's happening and the piece that they've all gotten good at is the WHO and they're good at talking to these people who are already a great fit. 04:18     They don't need to go create a problem and then present the solution cause they're already feeling the problem. They don't need to go and see, oh if I already see the, how do I build up the value of this land? They already see the value because they've been trying all the other avenues and products that already exist and because they get clarity on that one piece, the rest of it, they can be terrible at and make a lot of money and has been the thing of a Gig and out a lot lately is how to identify that. Who and where they are. 04:44     One of these you said at funnel hacking live, which I've taken notes on and I'm actually making sure I implement my own life these days. And that is [inaudible] one step. Learning, learning one step ahead. Oh yeah. If you don't mind just kind of explain to people what that is cause it'll tie into exactly what you said when you were talking about this. Who, 05:00     yeah. You know I, it was probably three years after I really started trying to do business on my own and it was, it was challenging. You know, it's very challenging and, and I'm, I'm reading and I'm studying and immersing and I think that's important, especially at the beginning of any journey is to really go deep for a little while. But then eventually you got to stop and put everything down. I remember one day I was riding my bike home from campus. We're broke, we're living on loans, and uh, and I started beating myself up and which if you're listening or watching to this right now, like I asked you not to do that. We all do that as entrepreneurs and it's not really fair to us by what we're trying to solve, you know? And, and, uh, I started beating myself up and I was like, basically, I was like, dude, why are you still broke? You know, I was like, what is going on? And you know, I started doing what we all do little, I know what I would do in that guy's business. I definitely know what he's doing wrong and I'm over here broke, you know, who am I, you know, to say that. And I started kind of beat myself up a little bit and I realized that I was getting stuck in these learning 05:57     loops where I would just study for the sake of feeling motion and the seventh of motion, but not actually doing anything. And for a couple of years, that's the way it was. And for a while if necessary to kind of immerse, but I would, I recommend everybody as fast as you can to put the books down and uh, I'm not telling you not to learn, not to read or study and everything, but the learning style changes. Um, most CEO's, like we all know, they read a book a week, which is great, but most of us in the entrepreneur world are not CEOs yet, but we try to behave like one. And so we consume and consume, consume and all it does is it bogs us down because we're trying to distill all this information figured out to do with it, but we didn't even have a thing to do at two yet. 06:40     And that's the issue. So it's all about, it's all about identifying where you want to go, where you are, and then only learning. But like a hunter, you know, for the next step in front of you and that's it. Blinders on everything else you just learn for to take the step rather than to learn generally hit stop learning generally. I think that's the big piece that would really help a lot of people now. I totally love that. I, it's uh, it's interesting, I went through this, that experience last year. Uh, I end up hiring a whole bunch of different coaches in different areas and um, part of was I just wanted to, I wanted to up my game a ton and one of those I ended up hiring thing I mentioned made a mention to you was, you know, Jerrick Robbins, Tony Son. And I wanted it primarily on the relationship side. 07:19     Um, I've had this experience of uh, being probably a little too direct for people. And it's interesting in my role at click funnels I had obviously I forward facing, I see a lot of people and I want to make sure that I, I care so much about people, but at sometimes I, I'm just, I've got so much on my mind, I'm like, listen, I'm so ROI based that at times I'm like, this conversation is going nowhere. And I ended up too fast. And I thought, all right, so Jerry, I need some help on how to get out of conversations in a kinder way and yet at the same time not spend a whole bunch of time. And so it was fun when I was talking to him because he had the exact same approach that you set and that is, you don't pick one thing you want to focus on what's the one thing. 07:58     And so for like a month we just dive deep into my marriage for a while or we dive deep into how do you communicate with your employees or we dive deep into, you know, different things and literally spend that whole month. And so everything he was giving me, it was just in that one area and the port I I loved the most was I saw such massive growth and areas that I, before I thought I was just kind of dabbling in, but then all of a sudden within a month or six weeks, I would literally get like a year's worth of growth just because of that focused opportunity. Yeah, it was just crazy. And so I, at the end of the year, I basically kind of came down the end and I'm like, jerk, the thing I need next is we're churn for us right now at click is the most important thing I'm working on. 08:40     And he said, well Dave, that's not my specialty. And but he referred me to two different people. One Who, uh, was a dear friend of mine, Dan Martell. So Todd and I hired Gan and we're working through some of his stuff. And then Keith Cunningham who speaks at Tony's mastery is this genius guy on understanding the numbers. And so I'm going to his event in April with gear three white, he happens to be there as well just to really dive in on the numbers, which is something I don't like as much, but I know it's what the next chapter is for me to get involved with. And so I just totally, when you set that at funnel hacking live, I'm like, man, I've, I've had personal experience with that and it made a ton of sense to me. And yet I was, I wanted to literally stop you and say, now listen, everyone, stop what you do. 09:26     It just pay total attention, justice deep right now because this is the only thing I do, the entire event that matters to you is because you go to an event and I've had that experience would go in there. Oh, that's a great idea. That's a great idea. And that's a great idea. And you get done. You're like, I can't implement all this stuff and nothing. And so I just, I just wanted to thank you for that and I want to make sure that people were listening. If you do nothing else, take Steve's advice on that because it's a game changer. 09:50     That's so true. You know, and what's interesting is like, I think because we're entrepreneurs, we're creators and we come up with these new things, we think that everything is new. It really isn't. It's like 80% is the exact same thing as what's already been done. 20% is your little glaze. That is, you know, your creativity. And if you can't name the framework that you're following the model that you're falling, that's where all the wheels spinning feeling comes from. That I've noticed in these coachings that I'll do and what do I do next? What to do next? I'm like, well, you're in the info product model, so just do it. All of them do you know book. Of course I take a thing. There you go. I'm in supplements. What I do. Well, all of them have already proved out how to sell supplements. Like I'm unique, not that unique, you know, get back to the basics. You know I'm special. Not really. You know, it's like, it's so funny. I feel like he can't name what you want, where you are now, the next step and then really understand the model that you should be following that there in lies noise. That's the formula to be feeling lost, you know? 10:47     Well you just mentioned a keyword. I think that people don't understand the importance and that's framework. Russell's done an amazing job, but that you have been a phenomenal job of that. How does a person find the framework and what exactly is a framework if you don't mind addressing those two 11:00     questions? No. Yeah, totally. So if you think about like a phone like Stephen, I'm in the B two B space. When you have to realize is that like if anyone has been selling in that space successfully at all and you are not like you're the variable, right? So you got to go back and he study. You got to look and be like, what is wrong with my business model and what are all these other like it's not so much looking at the funnel, it's looking at the whole business. How are they bringing people in and fulfilling on it? And now they continue to do that and we can look at it from a very 30,000 foot view and be like, okay, this is how most supplement companies are doing it or Btb or retail. It doesn't matter. Um, and you're seeing as a whole, the majority of them tend to be doing it this way. 11:39     And when you can figure that out, the game gets really easy. So your product is what's unique, your sales message or you're the banner that you lead with the charge, you know the beliefs that's unique. You are the attractive character, unique, but you're sitting on top of a model that's extremely proven. And then the game like most of the risk gets taken out of it. And so I can go take s a summit and figure out what the summit model has been and just put my stuff in there. And so understanding what those frameworks are and the natural step that most of the industry's taking, that takes out most of the guesswork and it's pretty hard to fail if you just do it. So what's been your experience to find out what that actual framework is? Cause you just rattled off a dozen different ones and because of your experience and you've literally have consulted with at this point, I would say venture say thousands of companies or clients. 12:26     You've had a lot of exposure to that. How does a person who's new to it tries to figure out how do I find out what a framework is? Yeah, I think it, I mean it takes a lot of homework at the beginning, you know, um, I think this truly is really what funnel hacking is. Um, if you go in and you start looking to see, like I would go see, okay, like all beliefs are upheld by story. Right. And um, I love, I love Ryan holiday. He teaches that when it, basically, the thing I learned from one of his books is that if you want to control an industry, you have to control the content they're consuming. And so that's one reason to publish so much. So one of the things I like to go do is if I'm doing supplements or B to B or whatever it is I'm looking at, I liked that goes personally, I like to go see who the content generators are. 13:10     It's really easy to find them because they usually are the tops of iTunes, the tops of their blogs, the hop and go start listing them out and then see what models they're actually making revenue off of. I found that those who are willing to publish frequently, usually they have some kind of, not always, some of them are just publishing for the sake of it, but it's usually easiest to find people who are both publishing and or spending ad money. So go click on ads, go look to see specifically the content that's out there and start buying their stuff and let them sell you and lean into the sale. You know, like I think it's so funny. Oh they just want to sell me something. Yeah, good de like you're doing your homework, you know, let them sell you by slowly and watch everything that they're doing and you're not just funnel hacking the sales process. 13:53     You're actually hacking their business process and you can start asking questions about the followup, the fulfillment, how many people they have in there and people get excited about their business, actually talked to you about it and you go in and start figuring out, oh my gosh, of the 10 people I just talked to, eight of them are kind of doing this, you know? And you'll see that a lot of the times, even if they didn't mean to naturally industries tend to sell in the similar ways. I love that. You know, one of the things you said there, which you've become quite famous for and that's his whole idea as far as lean in. What exactly do you mean by lean in? I Dunno. Everyone listened and you put a little tough skin on. Now is this all right? Go as tough as you want. Uh, so I keep the coin on my desk. 14:34     So when I was in, I was in college, I started going to some counseling. I was going through a rough time when did some counseling and I got inside of this, um, his counselor's office and he said, hey, have you ever been tested for Adhd? And I got so mad. And I was like, please don't tell me something's wrong with me. Like, who are you to tell me that something's wrong with me? Because I had all these dreams and aspirations and things are doing now and I didn't want to feel disqualified. And so I went and reluctantly took this test. I handed it back to him and he's like, you don't have ADHD but you have a lot of symptoms of it. And I was like, isn't that how you tell? 15:08     And I was like, I don't get it. Well, for a while this became like a banner. I would hold this on my, on my shoulders, like a flag. It was a burden. It was an excuse for me to not be successful. The fact that I was stupid, but the fact that I didn't own a briefcase made me feel like I wasn't professional enough to be an entrepreneur. Stupid but so is everyone else's excuse. Um, I couldn't talk. I was very overweight. Um, I was, I, uh, there's no way you would've gotten me on a podcast. I believe that I am the least likely success story. And if you think about like what? Like it wasn't by me sitting back at, well, I'm not that fat, right. Broke. You know what I mean? Like it. That's what's hard about this is that most of the time it, when you're sitting back with all these people who are trying to build a funnel or a business or being an entrepreneur for the first time, it's not that the models that they're falling don't work. 15:57     They are not working the model. And most of the time what's happening is like the s the stuff between their head isn't geared appropriately for their own benefit yet. And so I have to go back and help them realize like, look, the reason I can talk is because I couldn't five years ago. Right. The reason why I will loop athletic more athletic nails because I wasn't. And so it's brutal honesty in one self and where you currently are, Steven, you're broke. You know, and, and being okay with that and not judging your value off of it, but clearly feeling the state that you're in. Stephen, you're broke. It's even, you're dumb, right? I got kicked out of college. I had to go back four years later and apply and then I had to learn how to learn. And, um, all right, Steven, you're dumb. You don't know how to do this, you don't do this. 16:40     You've got no discipline. You have a video game addiction. You know, and I had to get really raw and real and too many people are afraid that they, um, that they, that they're not to be able to do that. Here's what I've noticed happens in one phone away in 2000 coaching. And that us as adults, most of our train track is actually built for us for the majority of her life. And it should be, you know, hey, you know, I've got three girls. Hey thing one, you cannot throw your spaghetti thing too. You know, like there's train tracks, he can't, there's rules of life. But eventually what happens is, you know, as the truck stop, and I've noticed that the majority of adults that I consult and teach and coach with is that they have never in their life actually picked the hammer up on their own, had a fought put down a track and put them first nail. 17:25     And on their own. They have done everything that everyone else has always told them. They've never had ever gain the confidence to do those kinds of things in their life. And so the whole concept of lean in is that when you think about Steven, what are my tracks? What are the tracks that I need to go down and follow? The reality is that the obstacle is the way, right? If you don't know what the tracks to follow, oh man, you don't know how to talk to you and write it. Dime to get raw. There are obstacles away. Go learn. You're broke, broke as a joke baby. Right? You've got to figure that out. You're lost in the sauce and just admitted, right. It stopped trying to like save face or save pride. No, you're dumb man. You don't have to learn. You know, and just being hard about it. 18:04     I don't know the tracks to go build as right. The obstacle's the way, it's why I keep this coin on my desk, you know, it says the is the way on the Ba. You got Yours too. Nice. So I actually, she even are showing each other our coins. I have to give Chris total credit to Stephen for this. I actually loved the book from Ryan Holiday. The obstacle is the way, but I never took the next step like he did and actually bought the coin. So I bought the coin and then I bought the coin for every one of my, my kids, my wife. And it's so true, Stephen. I love it in Pendleton and advances action, what stands in the way becomes the way best. I love that. And so whenever I get a little negative Nancy or I get poopy pants syndrome and I'm like, man, I don't want to be doing this right now. 18:44     I picked this out and I'm like, look, Larson. All right, what do, what do you want? You know, and stop blaming other people. So that's what lean means. Just lean in to whatever you feel like is your obstacle. You find out eventually it's your super power. No one would know who I am if I did not like, I'm completely convinced had I had the money to get to my first funnel hacking live. I wouldn't have worked for Russell because I wouldn't have had to go learn how to build funnels. I wouldn't have. I learned how to bootstrap. I got me in a certain mindset, but then too many people were like, oh, I don't have any money. Like, man, you are. It is literally tailored to you what you're supposed to be doing right now. But we, oh, easy out. Let me take that. You know, the easy road here, easy streets, like I don't have any time. Great write, lean in. It's not an excuse. I have empathy. Have zero sympathy though for those kinds of scenarios. 19:33     I love it. It's actually a, one of the main reasons we're so excited to have you as our one funnel away coach because you do have so much empathy because you've been there. There's, there's not a single person who can get on a call and say, well Steven, my life is different than yours. Okay. Yes. I mean you've, you've been through it. There's not an excuse you haven't dealt with in your own life or in dealing with other people and I appreciate that. A time that I actually, my kids have more of a man crush on you than they do on me these days. It Chandler and Christian like, oh my gosh, did you hear what Steven said? I'm like, I said that to you, but it doesn't matter. It's Steve set it. So it came from Steve Larsen, therefore it's God and whatever he says happen. 20:09     So, uh, it's been fun for me to see how much they appreciate you because of the fact that you have leaned in. Uh, I was thinking about you this morning. I was doing the stupid bloodflow resistant bands on this box steps that I, for some reason mentally these box, that stupid box step has just, Oh, just has my number. I cannot, I'm literally, I'm crying. I'm mad at Eric. I just want to hit him. I'm just just, but anyways, I agreed after I got done afterwards I sat there and thought, you know, it's the whole idea as far as lean in, if I quit, if I had said, you know what? Oh Gosh, I got to go. Really? I, you know, there's a million excuses that could have come up with and I hate it. Even the first, even hour afterwards, I was still sore complaining to my wife and kids. 20:54     I'm never doing this again. But again, it's that idea as far as leaning in and you become good at those things. And I think again, you've done such an amazing job at that and not just massive Kudos to you for that. I appreciate that. Thank you very much. Yeah, that's super cool. Well, tell me, I know kind of get close to wrapping things up here with you and I, I literally could talk to you for hours on end and I'm sure as, as you know, everyone else could do the same. Um, what's the best way for people to reach out to you? Honestly, Steve Jay larson.com and you know, that's the best. It's got all the, it's kind of my funnel hub. You know what a Dj Larson, l. A. R. S. E. N. It's not common. I think that's awesome. You're taking the same Garrett white thing with the, the middle initial only cause the guy wanted, Steve Lawson was asking for like 20, 30 grand. 21:42     I was like, oh my gosh, crazy. No, I totally understand that. Uh, again, if you guys aren't following seed on his podcast sales funnel radio, by all means, please listen to him there. Uh, you should be definitely signed up for the ones on a challenge is literally, it's the coolest thing for me, Steve, just to sometimes I, I laugh only because I hear you louder than I hear my own thoughts when you're in the room. I feel bad man, because if you guys don't know, it's literally on the other side of the wall is Dave and I'm like, crap. He's on a call here at cons and I'm known for the boom boom. I'm like, oh gosh. Well, the best part is there's about three inches of foam on that wall as well. Supposedly is supposed to absorb some of it. But for me, I love it. 22:25     It's a, it's a neat for me to see the excitement that others have following you. Uh, it's, you've been such a magnet to so many people and I think it's really, it's exciting for me to see as we look at our, you know, our two, two Comma Club coaching program, how many of them got started with you? And as they progress in and their sign up again next year because I need more, Steve, I need more of Steve. And it's because you give so much, you're the most gracious guy in the world. You care so much. And again, I think there's a huge difference between empathy and sympathy. And you do an amazing job of really, you'll pour your whole heart and soul into a person who's trying. Yeah. And if they're not, it's like, dude, I don't have time for you. Which is how it should be. Yeah. Any parting words? My friend? Very excited. Thank you so much for her, for having me here. Obstacles away, everybody. Awesome. Thanks Steve. 23:14     Every, thank you so much for taking the time to listen to podcasts. And one of the things we're really passionate about is trying to get everyone up and running as fast as they possibly can. And one of the things we've done recently that has helped so many people, and that is our one funnel with challenging. If you don't mind, if it's something of interest to you, we actually will pay you $100 for anybody who signs up for the one funnel away challenge. Or if you want to go ahead and sign up and do it yourself, just go to one funnel away. challenge.com again, that's one funnel away, challenge.com sign up, go through a 30 day challenge. Uh, it's one of the great, we've got Russell. Basically give me a 10,000 foot level. Julie's Swain comes in and gives you, kind of hear the nuts and bolts of exactly how to make it work. And then Steven comes in every single day and spends time basically telling you exactly what to do on a daily basis. So he'll you to hold your feet to the fire. Super Accountable. We've had more people get more success and things out of this than anything else. So go ahead and sign up at onefunnelaway.com. Thanks.

Why Dave Decided to Continue Talking with Carrie About the 7 Secrets to Marrying an Entrepreneur: Here is the second part of the 7 secrets that Dave and Carrie have learned to survive a marriage with an entrepreneur. In this final part Dave and Carrie get deep with the remaining 4 secrets with things like the importance of living within your means, the effect of financial stress on their marriage, and the importance of a fist bump. Most importantly of all though Carrie and Dave discuss how it is you can truly get away WITH your spouse. When was the last time you did that and truly felt recharged? Tips and Tricks for You and Your Business: (1:22) Secret #4 Cheering on Your Spouse and Giving the Fist Bump (4:16) Secret #5 Getting Away WITH Your Spouse (7:48) Secret #6 Learn to Laugh *Cue laughter from Carrie and Dave* (9:49) Secret #7 Don’t Be a Poser, It’s So Much More Fun Being Who YOU Are Quotable Moments: (0:52) “The whole reason I got into this was for my family. I wanted to make sure that as I built my businesses over the last 25 years that my family didn’t suffer, or didn’t suffer too much.” (9:04) “It’s so good to just step back sometimes and just laugh. Learn to laugh. Laughter always seems to take all the heaviness away.” (12:28) “Nothing breaks down marriage and communication more than financial stress.” Other Tidbits: Dave applied these principles himself this weekend with going cross country skiing with his marathon running wife FOR his wife. Living within your means allows you to make more than your current means. Important Episode Links:FunnelHackingLive.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here's your host, Dave Woodward. Speaker 2:     00:17       All right, everybody. Welcome back to part two in our series with my wife here on the seven secrets to surviving and entrepreneurial marriage, so we did three on the last episode and we're going to wrap up these next four here. Before we do that, if you haven't listened to those three, go back and listen that one first and also let us know what are the things that you're doing? How are you surviving as the spouse of an entrepreneur? How are you surviving as the entrepreneur in your marriage with your kids, with your family? What are the things that you're doing to make sure that it's not just all business, business, business? Again, the most important thing here as the entrepreneurs to realize why you're really doing this. The whole reason I got into this was for my family and I wanted to make sure that, that as I started building my businesses over the last 25 years, that my family didn't suffer or didn't suffer too much. Speaker 2:     01:05       There are times, as you're aware that it may have been a little bit much and there's always that balance going back and forth, but I really want to make sure I understand it and feel from you what are the things that you're doing. So go back and listen to the first three, let us know what your secrets are and enjoy this episode. Thanks. The next one is to make sure that we cheer each other on. And so in that part here, I really, I can tell you is probably one of the most difficult things for some people these days is the importance of cheering each other on. Speaker 3:     01:34       Yeah, I think that that is a big one with, um, I don't know, you look at a lot of spouses that are together and you, when you first get married, right? Laurie, you first are dating. It's like super cool and you're like, Speaker 1:     01:46       yeah, you should do this. Oh yeah, you should do it. This is great. Awesome. I'm so proud of you. Speaker 3:     01:52       And then as you both get tired and exhausted and you start moving towards the goal, sometimes it gets harder to do that. And because you, your emotions change and your fatigue becomes more and you become more maybe sensitive, more irritated, more vulnerable, all of those emotions. And I think you have to step back and reground yourself and always remember that, you know, there's days when man, like I know like for Dave, like he would come home and he's just like beat up with stuff that's going on with work. And then he comes home to me and then I'm like, like I got all my stuff. And then I just see like his whole countenance change. And then the same thing where like, or he's had like a super awesome, you know, crazy experience. And then he comes home to me and I'm like, you know, like I'm frustrated or stuff that's going on. Speaker 3:     02:45       And I realized that like I need to step back sometimes and say, you know, when, when he gets like winds are high fives or fist pumps, whatever it is, like things that are going on that I need to make sure that I give him the pumped back and the high five back and, and the I cheer him on. And the same thing for him for me. And I think that that's a big important thing is that you find moments in the day where you connect. And for us, like sometimes we just take, we take off like right after he gets home, like if it's late at night, it, this doesn't happen all the time, but I guess this would be the ideal world, right? Where we'd like to go for a walk and just kind of reconnect for a couple minutes and that he can just tell me all the things about his day and I can tell him all the things about mine and that you take moments to listen to each other, like really intently listened to each other. Speaker 3:     03:34       And when you listen to each other, give feedback. See Man, that's awesome. I'm so proud of you. Or when they're having a day, like where they're just like, ah, I had a day. You can just get behind him and say, you know what, keep going. You've got this. I think good part is when you are having those types of days, you've got to make sure that, that you don't always bring that home either. You got to find a way of separating home life from business life. And uh, there was times when my commute was longer than it is right now. My commute now is about two or three minutes. And so because of that, I'm, when I've had a bad day, I've got to make sure that I'm, that I don't take it all in on, don't bring all that negative energy into the house. And sometimes I literally will just sit at the stop sign before I turned the corner of the house and go, okay, a couple of deep breaths. Speaker 3:     04:23       What's most important is family here, so you shouldn't be taken all my negative energy out on them. So that's, uh, what's our, what's our next one? Okay. Hey, so the next one, which I think goes right into it is the importance of getting a way, oh yeah. Favorite thing. This is like one of our favorite things and one of that Dave has always been super good about, um, because especially when our kids were little is like it was so hard for me to leave them. And, and then there's times when you don't, like when you think of getting away, like what is it that you think of, do you think of like going on a plane and like going somewhere? Okay. Oh, sounded awesome. Well that's not always realistic. One for so many different reasons. And I think the important thing is, is make it simple and make it happen. Speaker 3:     05:10       When you, like for us, we've always like made a goal to try to do like a 24 hour get away. And this doesn't happen all the time, but at least once a quarter we always made sure that we did that as the littles were growing up where we would just go away for 24 hours, we'd get a hotel room and once a quarter is a necessity, it's a necessity. Like you need to make it mandatory, put it on a calendar when you're going to do it. And we lived in town in California for 20 years and so it was super easy because there's so many places that we could go to up and down the coast and it felt like a little vacation, a little getaway. But guys, you have to get away. It cannot be a staycation because no staycation, because I know for like us, you completely check out. Speaker 3:     05:52       Like you get rid of your phones, you give each other 100% attention, you don't go and sit in a hotel room and watch TV the whole time you are movies like go and talk, talk. And I can always, like for me it's always good to painful when we first get away cause I'm like, I feel antsy and I, and I think I feel antsy because I know Dave's Nancy and then, and then all of a sudden you're like, okay wait, this is amazing. Like you feel like your batteries recharged. You reconnected because how often do you forget to just be affectionate with your spouse? Like when you sit next to them just doing something like holding their hand or sitting close to them or, I dunno just giving him a little kiss on the cheek. Like so many of those little things you forget. And I think when you, um, when you get away and you recharge your batteries, like you realize how important those little, those little tiny things are. Speaker 2:     06:46       I think as an entrepreneur, almost all this tello tell ourselves that we're doing this for our family. And I think if you're doing it for your family, then you need to make sure they know that. So for me, one of the main things has been to make sure that I do get away. And literally sometimes it has been literally less than 24 hours where I'll get home like at six o'clock, seven o'clock, we'll head out and we'll be back home the next day by three o'clock. Uh, just because of the things that are going on. But literally that's 24, 20 hours, whatever it might've been. Just getting away and reconnecting is, it is the juice of life for me. It is what actually helps me reconnect with the most important person in my life, my princess. And the whole idea for me has really been to turn my phone off, turn the TV off, and literally just talk. And I tried to make sure that it's not about work, it's about us. It's about our dreams, our goals. What are we really trying to do? Are we on the right path? Is this, is what we're doing? Is it going to get us to where we want to go? I think that, uh, getting away on a quarterly basis for 24 hours, as hard as it may sound, it's a mandatory. Yeah, Speaker 3:     07:50       that's all right. You got to put it on the calendar, which I think leads us to number six. And that is learn. Yeah, you laugh. It's like, it's so like you sometimes you get so caught up and I don't, I don't care what, what journey you're on, whatever it is, life just gets busy and hectic and there's always just life stuff that happens and we forget. We get so serious about everything and we forget just to laugh and giggle and laugh at yourself. Laugh it off. Like today. I don't know for those of you guys who follow Instagram with us, but we would, we got away to McCall and it was just a quick, quick getaway and we both were like, oh, I mean they're just, we, it's always hard to get away, but it's so important to do it. And we did it. And I mean, do you feel amazing? Speaker 3:     08:41       I feel awesome. I feel amazing. And the thing that I loved was we went cross country skiing today, which is not my favorite thing. His favorite thing. And it was just so funny. Like hers. We were just a train wreck today. This stuff we were doing and there was just this point where we were just both dying, laughing at ourselves and it's just, it's so good just to step back sometimes and just laugh, just learn to laugh and laughter always takes, it always takes all the heaviness, the Yuckiness, the tiredness that whateverness away, right? Yeah. Speaker 2:     09:14       I think it's the most important part. You really have to make sure you spend the time getting away laughing and having fun and whatever that takes for you is really what you have to find a way of doing. And the laughter is by far, it's, it brings a whole bunch of energy back into your marriage, your life. And if, if you can't laugh at all the crazy stuff that you've had it happen in your life, then she got to find something else to do. Speaker 3:     09:38       Exactly. Okay. So learn to laugh at how nerdy you are. Like that's your nerdiness is a gift in you. Right? Okay. So the last one is don't be a poser. Don't be a poser. Okay. So what does that mean? That means there was some advice that was given to us when we were first doing this. And the advice was whenever you're buying a house, whenever you're buying a car, always buy a little bit more than you can afford and then you will work hard enough to where you can afford it. Bad advice, bad, bad advice. Do not do that. Be who you are and be smart. And I can tell you, and that's the advice that like Speaker 2:     10:19       we just give our kids like crazy. Always live under your means a little bit like when you're doing this because it's then you, then you can take risks. When you do that, you can take risks. If you are stressed out financially, you're so stressed out that you can't take risks, you can't go after all of the things that you need to go after. And it, it's so interesting to me because sometimes we go to these events and you know, people are like, they're just like, they're, they're dressed up and like in ways that they're trying to like be something and show this certain image and be who you are. Like I think that that's, and maybe that's just our ripe age of being married at 25 years, that we're learning that it's just, it's much more fun to be you. It totally is. I think the reality is for too many people, and I've seen it happen so often for entrepreneurs and that is you get a big spike in income. Speaker 2:     11:11       You're like, oh my gosh, this is my normal income now, and all of a sudden you go out and you spend, assuming that next month that's going to be the exact same income, realize that the most important thing is you need to get, be able to find a way of building up to where you have at least six months of savings to pay for all your bills. It takes the edge off and are taking that edge off. It allows you to be much more creative. It allows you to be much more of a risk taker. It allows you to feel safety and security. And I know for, for most people there's that element of security is still there and you need to, especially as it provider, I'm probably, security isn't as important to me as it is to my wife, but I've realized that in our marriage I need to make sure that she feels secure and that security has come by making sure we have six months of savings more and more. Speaker 2:     11:57       And that as big spikes come that you don't spend at at and above that thinking well next month will be even bigger and better. And so I think for a lot of people, this whole idea as far as the poser mentality or, or going out and dressing and acting as if it actually will tend to come back to bite you. Um, I've had that I've seen in my own life, I've seen it in others and that is money. Financial stress in a marriage, is that the most huge? It just nothing breaks down marriage and communication more than financial stress and even like the six months of savings that like that was our goal when we first got going so that we could always feel comfortable with that. And if you, the thing is is once you get to that savings and you get to that place where you have a nest, then you get to that place where it's not, it's never a stress anymore because you have way more than your six months. Speaker 2:     12:50       You have way more than a year, you have way more. I mean you have just way more than any where you're able to have that, that comfort in it. And it's because you were smart with it. Not Because, oh, you've just got lucky. No, it has nothing to do with that. It has everything to do with you managed your circumstance correctly and manage the risk. And I think that's really one of the most important things. You have to be able to manage risks as an entrepreneur, that your number one responsibility is managing risk. And the biggest problem so many entrepreneurs get involved with is thinking that I can spend whatever I want because there'll always be more and there's not always going to be more. And I think that the key for me as again, we've been talking with our our son and our daughter in law is the importance of living within your means. Speaker 2:     13:38       And you can still go out and splurge and have fun and do those kinds of things. But understand that there's, there are laws, especially associated with money, that if you start breaking those laws, you will pay the price and don't have negative 10 negative emotions with it either. Because I think like with our kids, like we always tried to teach them. We went to a seminar when we were first married and it talked about jars and like making sure that you put money in your jars of and create which, which jars they are, right? So it's like a fun jar. It's your savings jar, it's your yacht necessities. You have education. There's six different jars and you can look up just Google six jars if you're wanting to figure that out. But it's super, super cool. And so it just gives you permission to still have fun and to still do all those things and yet still save as you're going along and starting that journey. So anyways, that's the seven secrets, seven secrets of surviving and entrepreneurial bearish. Speaker 2:     14:36       Beg so much. We love you guys. Appreciate you listening to this and hopefully this helps you. Uh, leave a comment, send us a Facebook message, reached out to my wife, tell us your secrets. Tell us your secrets. What have you guys done? Let us know. All right, we're signing off. See you later. All right, everybody. That wraps up our two part series to the seven steps to surviving an entrepreneur marriage. Let us know your thoughts. Reach out to me either through a Facebook personal message or send me an email or a Instagram. However you want to reach out to me. I'd love to know what your feedback is. Or He'd go ahead and leave a comment down below or on iTunes or stitcher or wherever else you might be listening this. I read all those comments out of the game. I'd love to kind of find out your feedback as well. Have an amazing day. Thanks again for listening.

Why Dave Decided to talk with Carrie about Being Married to an Entrepreneur: After years and years of grinding in the entrepreneurial world, Dave and Carrie are now at a point where they feel they can see clearly through the clouds of life. The message that they want to share with you all from this moment of hindsight and excitement towards the future are 3 of the 7 Secrets to Being Married to an Entrepreneur. As entrepreneurs still on the journey they want to share with you the importance of enjoying the journey, the essentiality of transparence, and a personal story or two that just might put your Dave Woodward trivia to the test. Tips and Tricks for You and Your Business: (2:30) Secret #1 Ask Yourself, Are You Enjoying the Journey? (5:01) The Woodwards’ Journey: When You Say ‘No’ to Med School and ‘Hello’ to Uncertainty (8:44) Secret #2 Being Open and Transparent is Essential (12:16) Secret #3 Your Relationship is a Team, Cooperate Quotable Moments: (3:20) “Realize that you also have to look at moments of how far you have come and not get caught up in how far you have to go.” (7:54) “The Entrepreneurial Journey for us was not a straight line, ours us much more of...it was like switchbacks. And that’s just life.” (14:22) “Without that team effort, there’s no way we could have accomplished what we have done. And, I wouldn’t be able to do what I do without knowing that she’d have my back the whole time.” Other Tidbits: As the wife behind the entrepreneur, Carrie has always struggled telling others her role in the family. Important Episode Links:FunnelHackingLive.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- 00:00     Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome back. 00:18     I'm so excited because this is my second episode of my wife, my Princess Carrie Woodward. So excited to have her here. Uh, we wanted to Kinda talk to you a little bit about what it takes to survive and entrepreneurial marriage. Seven secrets that we've looked at. We've been married now for 25 years and last. So a year ago, January, my son, our oldest son Chandler, got married and he married our first, our first daughter into our family of four boys. And Chandler's the oldest. So he married Fran, she's from Chile. And her experience as far as entrepreneurs, they were the people basically who couldn't get a job. They were always the broke people. And the idea of her husband wanting to become an entrepreneur was something that was really scary. So she was at funnel hacking live last year as well as this year where she kind of got introduced to a different idea of what an entrepreneur was having grown up in Chile, the way out of being an entrepreneur actually was going to college and getting a degree and I becoming a doctor, an attorney, an accountant, something that had a designations and letters behind it, that's the only way you could actually really make it. 01:25     And she got exposed to the fact that maybe you actually could even do better than a doctor, an attorney or an accountant or any other person with letters behind their names by actually being the entrepreneur who actually owns the business. And so we've had a lot of conversations with them and it's been interesting as my wife I were to sit in, you're talking about some of the things that we've learned over the last 25 years and thought, you know what? It might be fun to share those with you. So what are we going to do? Is, is tell you basically seven of the secrets that we've found to surviving being married to an entrepreneur. Sweetheart. I'm gonna let you take this away. 01:58     Okay. So when, when they went to, they're seeing them in this past year of them trying to take on this journey of wanting to chase their dreams and go after their goals and make a difference in the world and really go after their passions. It was just like a total eye opener for me of wow. Like looking back of what our past 25 years have been about. And I think that that was something that really started to make me look at it a little bit different and realize that the first secret with it is enjoying the journey. Because I think as entrepreneurs so many times you get so focused on the goal and it's so much work, right? I mean like you look at someone who is trying to go like that. Let's talk about the Olympics. First of all, they Olympics, I love watching these stories at the Olympics because it talks about what it took for those people to get there, right? 02:50     But with entrepreneurs, we sometimes forget that we're just like that. Like we have to work so hard and all those long training days through our journey in order to be able to get to the place where our goal is, wherever that that is. So I think that that's one of the things that as I, you know, we start talking to our son and our daughter in law that the importance of you guys have got to celebrate your wins and realize that you have to also look at moments of how far that you've come and not get so caught up in how far you have to go. Oh my gosh. That probably was one of the biggest weaknesses I had was the goal was so far out there that I, at times I just, yeah, I'd made a lot of wins and had been successful, but it was nowhere near where I wanted to go or be and our member times, my princess would be sitting there going, but look how far we've come. 03:45     I'm like, yeah, but look how much farther we have to go. And I think it's real important that you take the time to actually stop for a second and look back over that path and realize, oh my gosh, I can't believe how much I've learned, how much I've grown, how much I've made, the impact I've had and who I've become. Because I think part of the entrepreneurial journey is who you personally become through it all. And that's why when you're married to an entrepreneur, it's important that both of you understand there's a becoming phase and that becoming phase super critical, that you have to make sure that you celebrate the wins and you do. You enjoy the journey of becoming. Yeah, and I love that too. What you just said, because I think that's the importance of growth because you know, like, like that quote, nothing ever grows and comfort zones, we all can't stand it to be uncomfortable. 04:31     That's the worst thing in the whole world. But it's the only space that we grow. It's the only space that we change. It's the only space that we transform into who we are capable of becoming. And I think that that is super awesome, you know, it's interesting because a lot of times people get caught up in like, oh, I'm so miserable. I hate my job. I feel stuck. I feel all these things. Well then change it. But they won't change it. Right. Everyone loves to sit and complain, but no one wants to actually do something about. So the entrepreneurs are the ones who chose to do something about it and choosing to do something about it is not the easy road at all. But it is the most exciting, most amazing journey ever. And I think that that, as I look back at it, I think of, wow, 25 years. 05:18     Okay. Can I share that? How we started it? Okay. So I'll just do share this super quick. So when we first got married, we went down, Dave and I graduated from college together. I graduate with my bachelor's. He graduated with his masters. Well, he was going to get a second masters because of the field that he was going into. Well, we get down, we moved down to Texas, we get married and we're in school a semester and a half, right? And, and all of a sudden we have this feeling like, okay, the industry is changing and this isn't where we're supposed to be. We knew it. Like we just had this strong feeling confirmation. We just knew it wasn't where we were supposed to be and where we were supposed to go. So we made this huge jump and this leap of faith to jump out and to start our own business. And it was like, I think back at that now and I'm like, my dad's parents were probably thinking, what are you guys doing? 06:18     My Dad was furious. I'd been accepted to medical school and I bailed out on medical school. I then got a sec, I got a masters in exercise physiology and was then going back and getting them. And I'd just gotten married and now I'm getting a master's in physical therapy at the time. And leaving all of that. I had a full ride 4.0 and my dad's like, Dave, you have to understand you're married. You can't be doing this stupid stuff where you just don't know what you're doing. You're changing your mind all the time. And my dad, no, I really, I don't want to do this. He goes, it doesn't matter. You have to just suck it up. My Dad's an attorney and my mom was a nurse and so professional life was the only way you could ever be successful. And he's like, yeah, Dave, you will not make it as an entrepreneur. You just, you don't understand how hard it is. 07:00     So the interesting thing is that I think the importance of like sharing that story is that you have to know whatever your calling is, whatever your purpose is. And you have to follow that and you have the courage to follow it. And if you follow it, whatever journey it takes you on, it will be the one that you're supposed to go and, but you have to make sure that you are willing to be accepting of going in a direction and creating movement so that you can walk through whatever doors are gonna open for you and know that sometimes when you go in a certain journey, don't get so stuck on, that's the direction that you have to go. Always be open, always be open to what direction it takes you. And if you do that and you just trust the process, you will, you'll find whatever your purpose is, what of your calling is, whatever it is that you're supposed to do. Do you agree? Absolutely. 07:52     The Roi, at least for us, the entrepreneurial journey was not a straight line. Ours was much more of it. It varies. It was like switchbacks, but six days and that, and that is life. And I think that's the part it is for everybody and you just have to embrace that and enjoy it and really enjoy the journey. 08:08     Yeah. And I like, I can't, like, it's so interesting that so many friends of mine as you know, growing up as I was younger, you know, just starting our family and they're like, why aren't you doing what? What you're doing what you're doing? What? And then as I watched them who they had the quote unquote stable job, you know, now they're, they've, they've had to go from job to job to job, to job because they're always trying to grow and change and do things. So whether you Zigzag as an entrepreneur, are you zigzag, climbing up some other corporation, going from place to place, trying to find the job that you want. It's the same thing. So do what you love. Okay. Should we let journey, enjoy the journey. Okay. So the next thing, which I think is perfect, secret number two is do it as a team. 08:48     Super important. I made a massive mistake when I, when we first got going. And that was, I wanted to be the protector, the provider, and make sure that she never had any hardships or, or that I protected her from any of the bad stuff that was happening. And so when things went bad or wrong, I wouldn't tell her. And my princess is smart enough as any woman, is to be able to see all the other emotional baggage that I'm carrying. And she's like, I know something's wrong, gay. What's wrong? I'm like, sweetheart, everything's gonna be okay. Don't worry. I've got it. And like that I, that was a massive mistake because what happened was I didn't allow her to grow and to gain the emotional muscles that happen as you go through those types of a stressful situations together. 09:52     Yeah. So just make sure that you're totally open and transparent all the time and be honest with each other. Because I think that for me, that is where that, you know, like people will say to us like, how, Oh, you're so lucky you've been married for so long and it's worked for you. Are you kidding? Like it has not been a bed of roses and lilies and dandelions. It's been beautiful. And the reason why it is so special is because we have been through ups and downs together. Crazy and crazy ups and downs. And that's what makes the lilies and the roses and the dance, you know, like all of those beautiful things. That's what makes it amazing is because you go through that stuff together. So I think that, um, you know, like we've cried together, we've laughed together, we've done all of those things and, and it's, that's what's made these 25 years so beautiful because, because we've done it together 10:26     and I think that's the most important part is you have to be willing to share. And at times, especially the hard stuff, those are the hard conversations nobody wants to have. But as you have those and you grow together through those, it makes the wins so much, so much more amazing because you literally can cry through the winds in gratitude because you did it together. 10:47     Yeah. And just, and I think like that being, because okay, Dave tree, you actually jumped forward that was open and transparent about the good and the bad. So that, see, we'll call that secret number two now be open and transparent about the good and the bad. So the other thing to add to that is being open and transparent with the good and the bad. Be forgiving of each other. I think that, you know, as I'm around like other couples and stuff, you know, and I hear, I hear people complain about each other and, and, and it just, it's so good for me because it makes me look at myself in the mirror. It makes me think, wait, do I do that? Do I complain? Do I, do I not just stand to the side and, and, or not stand to the side, but stand next to him and kind of, you know, make sure that I, I'm there for him and that I'm, that I'm positive and that I'm supportive. 11:37     And that even when he has to share with me the ugly and he's being transparent and honest, that I'm appreciative of it and I'm grateful for it instead of angry. And I think that that's, it's not an easy thing to do. No, it's not an easy thing to do, but it's so, and, and we're continuing to learn that as, as, as years go on. But it's important to make sure that you, um, that you make sure that you're open and transparent and when your partner is being open and transparent, be grateful for that and allow yourself to receive it and accepted. Okay, so let's move on to do it as a team, which we're going to call that number three now. And what we were talking about with that was understanding your position on the team. Right? Okay. So what does that mean? That means like, you know, not everyone can be the quarterback. All of our kids have been really into doing sports growing up. And it's so funny, like you have all the parents are like, I want my kid to be the quarterback, or I want them to be, you know, this position and the one that gets all the attention and the wide receiver or the light Becker. And it's important for them to understand that the a team cannot be successful unless everyone understands their position in every position is just as important as the quarterback. 12:49     I think that's real critical. My wife has been amazing as far as supporting me through a lot of these crazy ups and downs. And I think for, for me that the most important part of that has been making sure I reciprocated as well. There's things that she wanted to do and I needed to make sure that I was there to support her in those things. Uh, one of the things, my wife is an amazing athlete, amazing runner. Uh, she's literally a world class marathon runner. And I, it was, even though at the time, running wasn't one of my greatest passions, I knew how important it was for her. And because of that, we would spend time going out and I would be there on her early morning runs on Saturday. She'd get up at five o'clock in the morning, go on long runs and, and I'd be out there bringing the water tour or doing everything I could to support her in that as we've traveled to the different events to make sure that I was there as a support because she had been there supporting me through thick and thin through the ups and the downs of the entrepreneurial journey there was important for me to be able to do the exact same thing. 13:50     And I think too often we get focused on it's only, it's a one sided approach. You Ha if someone's going to support you, you have to be able to reciprocate that. And for me, reciprocating that has been, uh, making sure she's able to find the things that she enjoyed and to really encourage her to go out and to do those types of things. At the same time. She's been an amazing support and I traveled a ton and even I traveled quite a bit right now. And with that, she's always been home taking care of raising our four boys. And without that team effort, there's no way in the world we could have accomplished what we've done. And I couldn't, I couldn't go and do what I do without knowing that she had my back all the time, 14:34     which is a give and take and so many ways because I think that one, you know, what day was just referring to is probably a whole nother secret. And that is don't get lost in yourself and make sure you have your own hobbies and things and things that give you for fulfillment. Um, and I think that, you know, Dave's always been really, really good at, at making sure that he pushed me towards that. And I am so grateful for that. And I think that, um, you know, for me there's been, there's been years and, and different, you know, things that we've done where we've worked together side by side. There's been things where we've done our own thing. And then there's been times where I've realized or not, I, we have realized as a team that in order for our team to be successful, in order for him to push at the level that he can push, I needed to be the one to take care of the kids. 15:26     And, and you know, that's a hard thing because sometimes like, like you get, you know, you go with people and I met, I'm, you know, in that phase where people are like, oh gosh, you know, what is it that you do? You have such great kids and, and we, we, we have been blessed with an amazing, amazing, amazing boys and I couldn't feel and be more grateful for that. Um, I also know that, you know, we've had our ups and downs, you know, the normal struggles and things that every family has. People you have, everyone has it, everyone has it. But I think that we've worked through all of those and we, because we've stayed so close as a family, meaning that we had to kind of set our team up a little bit different and realize that, okay, with the level and intensity these last couple of years that Dave has been pushing or different times in our life that I needed to focus on the kids. 16:18     And that was a hard thing for me and some places because, you know, we'd go to these events and be like, oh, so what do you do? And I'm like, Oh, I am like managing the home front so that we can all, so that we can make this thing happen. And I think that that's the thing is that you have to be, you have to know that not everyone can be the quarterback sometimes and it's give and take with each other spouses that sometimes it's for you. Sometimes it's for them. Um, and these last, uh, you know, a little bit, it's been 100% as these kids, you know, we've had weekends where it's been intense with the kids in there, all the different things that they've been having to do. And we've just had to know that, okay, this is what my position on the team needs to be. 17:02     This is what his position needs to be on the team. Does that mean what everyone else has to be like that? No, you have to decide what your plays are, what your team looks like and you got to decide how that's going to work so that your family can stay together. And for us, our family reunion, that was like one of our huge goals for us is that it didn't matter how much money we made or how much success we had if our family was a mess. And I think that, you know, just looking at different, different things that you go through in life that I'm watching my kids like how close they are. And I really, and I am grateful that we did our team the way that we've done where we've just really hunkered down and tried to manage what position and 17:50     everyone is in different stages of life so that we can, um, try to create that, that family unit that we desired to have. I think that for us, one of things we've gone, we've tried to live by is that no success can compensate for failure in the home. And we've really tried to focus most on family and to make sure that as we're doing that, that our family came first. Not to say there's an equal balance at all times, but honestly, the most important thing for us has always been to make sure that we focused in on and making sure that that happened. All right. That is the first three secrets of our series of seven secrets to survive and entrepreneurial marriage. So please first of all, let us know what you think about it. So if you don't mind either leave a comment down below, send me a personal message on Facebook or Instagram, email, whatever, however you'd like to reach out to me. 18:41     But also let me know what are the things that you've done. Uh, one of the things that you're doing in your marriage as an entrepreneur, how are you, what are the, how are you surviving as the spouse of an entrepreneur or an entrepreneur or as the entrepreneur self? What are the things you're doing to make sure that your life and your spouse and your life with your family is, is fulfilling and most importantly that it's, it's not all business business, business. So let us know. We're super excited to hear about that and tune in next time before the second part of the remaining four secrets to surviving and entrepreneurial marriage. 19:17     Harry, thank you so much for taking the time to listen to podcasts. 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