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People always say "It's all about the money", but why? Take a journey with Dave as he talks about his experience with Village Impact in Nairobi Kenya. He explains why he feels that once your own needs are taken care of as an entrepreneur, you need to share the wealth. Getting behind a purpose that you are passionate about will come back to you in an abundance of ways. Tips and Tricks for You and Your Business: Dave describes his experience the first day as he arrived in Nairobi and the emotions he felt (2:00) Getting behind a purpose (16:45) Remembering to pay it forward (19:25) Quotable Moments: "How can you be so happy, when you have nothing?" "It's a lot easier to give it when you don't have it,then it is when you have it." Links: 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 is your host, Dave Woodward. Warning, this is going to be a little controversial for some people. Speaker 2: 00:21 So with that said, uh, you probably saw from the title, this is your moral obligation to make as much money as you possibly can. Now I know a lot of people can think, oh gosh, I'm so tired of people saying it's all about the money. It's all about the money. Let me just tell you why, and I want to make sure you guys understand where I'm coming from physically and also where I'm coming from emotionally. So right now I am out. I'm in Nairobi, Kenya. I've just spent the last 12 days here and we started off and had the experience of being with Stu and Amy Mclaren's village impact. Now you have to understand, I've known Stu Stu Mclaren now for almost 12 years. He was, he and Russell were literally the second seminar ever went to. And is how I actually ended up becoming really good friends with both stu and Russell and all. It's become Russell, like a brother to me because of all the things have happened since then. But I want you to understand where I'm coming from because it wasn't long after that I met stew that I remember seeing a, a teleseminar, I believe is right around that Christmas, almost 12 years ago where Russell was doing a, a pot or basically a teleseminar. This is way before webinars and it was doing a teleseminar to help stu raise money Speaker 2: 01:50 to go and basically help people in Africa. And that's about all I knew. And then what's happened since then is I followed Stu and amy and I've seen, and I've been with Russell, I've seen stuff with Russell. This is Russell's third time out here. And for STU and amy, they've, uh, about seven years ago they started an organization called world teacher aid. And it, this, some while we were here, they just changed the name from world teacher aid to village impact. And what I want to explain to you guys, and hopefully I can convey the emotion and the feeling, um, Speaker 2: 02:27 and I hope that emotion and that feeling is what really connects you to why you have any moral obligation to make as much money as you possibly can. So we flew into Nairobi and when we got here we were met with Stu and amy and spent our first night in the hotel here. And then literally that next morning we were put on to little buses and I shouldn't even say buses. These are smaller than many bands. And we went out first to the very first village that they've ever worked in. And this is called a community called Shalom. And we pull in and you first of all, a little backstory for Stu and amy. They worked here in the villages of IDP camps in IDP camps are camps of people who are basically whose homes in about 10 years ago in 2008. What happened was there was a huge uprising and basically revolt against the government. Speaker 2: 03:33 And the way this whole revolution was taking place with people are going out and they were just slaughtering a lot of these village people and what the government decides to do is to get in front of the revolution and actually take these people out to save their lives and to put basically put them into the little camps. And so they gave up everything. They moved them, the government moved them and gave all that, gave them was a tin roof and said good luck. And then within the year, so the revolution was put down, the government maintained control. But the problem was you have all these people now, literally throughout these camps were all they had was a tin roof and many of them just due to the war and everything else and the violence. Many of the men who passed away. And so you have a lot of single women raising these kids. Speaker 2: 04:23 And so what student amy decided was this would be the place where they would work and they, they now have built 12 different in 12 different villages, a 16 different schools, some being primary schools and some being primary. And then also a secondary school, so we went to Shalom, which is the very first one and you pull in and you see these kids in uniforms and were greeted and they're so excited to have these little tiny little. It's six people to a little minivans, everything. And we'd come out of the sinks and they've got song and dance and they're just so excited that we're there and they want to show us everything. And so we went through the primary school and then we went to. And Russell took me over to the secondary school where there's two funnel hacker classrooms that were built because of funnel hacking. Speaker 2: 05:11 And I sat back and I was like in on shocks. I'm sitting there watching these kids who then went onto perform this amazing musical dance. And they were so excited that we were there. And I thought this is, you know, I was really exciting. This is really, really cool. But then we jumped in our little minivans and drove for the next four hours until we got out to this little tiny no poor village where they had just finished building the primary school. And we're coming just before dark and as we're coming in about a mile before we actually get to the camp, the streets are lined with the village with all from all the people from the villages. The kids were out there and they've literally been there for the last 10 hours waiting for us, waiting for us to get there because they were so appreciative of what we did. Speaker 2: 06:09 Well, this camp was brand new and so there was no uniforms here and the government hadn't gotten involved and I was just just taken back so emotionally to the point where I was like, this just isn't fair. It's not fair to. These kids have to live like this. I'm like, this is just wrong. And I got so angry and I was so mad at night just. And yet at the same time I'm seeing such happiness on their face. And so all of a sudden I'm so confused. I'm like, how can this be? How can you be so happy when you have nothing? So if there's something wrong, what am I missing? And this dancing went on for about an hour as we walk the mile into the camp and then they had this wonderful program for us and, and the kids, they didn't want to leave to go to their homes. Speaker 2: 07:06 And I was just sitting there going, oh my gosh, where am I at? And as we walked, we walked past these little shanty tin roof type of camps were the walls were just built out of sticks and mud and Dung. And we now walk in and we see the school, eight classrooms built out a cinderblock beautiful white and on the outside. And I'm sitting there going, oh my gosh, what student amy have done is just the impact is so immense. I can't even, I can't even imagine it. And then after the kids left, we had a little campfire and uh, there was about 20, 25 of us there. And I was sitting there and just thinking they went around and Ellen, who's been, who's on the board of village impacts, if you don't want you guys whenever just kind of shared the emotion they're having. Speaker 2: 08:02 And for me, I was just, I was overwhelmed, it's overwhelmed, I couldn't even, some people were saying anger and frustration and confused and others who had been there before, like Russell said, hope. I'm like, hope this is terrible, this is terrible. And I've never a lane. And then for us they've prepared this. We have tents and we have someone cooking our meals for us and I'm sitting there going what is going on? And I sat there just that night laying in bed and just thinking how, how has this, right, how is this fair? And I went through so many different emotions and the very next day we started and the kids are there at 7:00 in the morning and I wanted to go run over there and ellen and sue were kind of running is that you can't go over there yet. We gotta wait, we have to all go up at the same time or they'll just totally disrupt the entire day. Speaker 2: 09:00 And so by about 9:30, we walked over to the school and have the opportunity of painting these classrooms and have helped of working with the kids and planting trees and working with the kids to lay down a gravel rock. Basically trail path to where the toilets, which is all it is, is just a cinderblock to set a whole new ground. Basically two holes in the ground, separated by Cinder Block and a tin roof off the top of it and going, this is insane. But then the kids, oh my gosh, the kids would come up and what's your name? What's your name? They want to know who are we Speaker 3: 09:43 were and the hugs. And I just fell in love with these kids. And one's kid's name was Dave and he was my little buddy the whole time and some of the older kids, Clayton and uh, anthony and caroline was one of the little girls. And I, I just, I remember sitting, they just, they just lit up and they were so happy and so excited. We were there and I'm sitting there thinking, you'll each classroom costs about $10,000. That's all it is, $10,000 per classroom now classrooms changing their lives and I remember talking to stu about it as far as, you know, these kids only get one meal a day, one meal a day. Why aren't we feeding him? Like listen, if we educate them, there'll be able to feed themselves and they'll come back and they'll take care of their community and education is more important than food and I didn't get that until later when I had the opportunity to see in some of the kids who had had come back. The teachers were 17 year old girl, 16 year old girl who had gone on, gone through the school and come back and they were there to help and to teach in the village and to see their happiness and their smiles in these kids. Speaker 3: 11:07 Words can't describe and I hope some of you have seen my instagram or Russell's or Julie's or anyone else instagrams or I'm sure please check out funnel hacker TV. I will have some episodes there about how this experience was, but after we got done painting and building a trail, everything else, we didn't get to go play with the kids and oh my gosh, there was such such electric excitement and you could just feel their love and their friendship and their gratitude and they just wanted to play and they wanted a hug on you and they just wanted. I just wanted to love you. Just want to love and to know that someone cared enough about them five hours drive from Nairobi out in this little tiny village and they just, they just exuded happiness and love and gratitude and friendship and they all wanted to show us their homes. Speaker 3: 12:01 Can you, will you come see my house when you come see my house? Will you come see my house? I'm like, are you kidding me? And later that day we did, but before we go to that, I want to share with you the fun we had as we sat there and they brought in some bubbles and so we blew bubbles with the kids and these kids were chasing the bubbles all over the field and we were playing soccer with the kids and playing duck duck goose and seeing how happy. I've never seen her happier people who had so little in my life and yet they were just so the amount of love that was expressed to us, I felt. I felt like I didn't deserve it. I felt like I've done nothing. I paid for a classroom. That's all I did. And yet here you are just hugging and sharing your love and your friendship and you don't know me. Speaker 3: 12:50 And these kids were so happy and we had the opportunity. Being in the village there for four days. Last year was a real short day. But the emotional rollercoaster that you go on is just it. Honestly, six flags has nothing on roller coasters when it comes to the top roller coaster of emotions I had as I sat there and uh, they came, the government officials all came in one day to basically open the school officially and cut the ribbon and I got so angry at them consume at the government. It just reminds me of a, any other government official. And it was just like, you guys are taking credit for this, this is about the kids and care about what you have to say. And it just drove me crazy and hopefully, fortunately they weren't there very long, but I just thought, you know what, this is about the kids. Speaker 3: 13:40 It's all just about the kids. And then one afternoon we had the opportunity of going to visit their homes and uh, we broke up into three different groups and within walked 20 minutes, some of these kids travel anywhere from, from two kilometers to almost 10 kilometers and 10 kilometers is, or I'm sorry, five kilometers away, which is three miles. And they walk to school three miles in. As we started the walk, uh, I was with my wife and a couple of others and, and first thing we went by was the stream and there's this woman gathering water and these women are so strong. Oh my gosh. Amazingly, amazingly strong women. And this water is Brown. I mean it is like dirt, dirt, Brown. And I turned to our guide and I like that they're not going to drink that. Are they just, Oh yeah, as long as it's running, they'll drink it. Speaker 3: 14:39 I'm like, oh my gosh. And I just felt, I mean there's just that can't be healthy for him. And we kept walking in. Maize is just a huge. Corn is one of the main things that they live on. They grind up corn and amazing. They basically make a kick out of it every single day. And so we walked into this first little village in a little hut and it's all made out of sticks and uh, it's basically cow dung and, and water and clay that makes out the exterior. And there was two different rooms, a one room where they slept in the other room where they cooked. And there's no light, there's no electricity, and there's this little tiny fire and that's what they're cooking over inside and that's where they get their heat. That's where they get their food and outside of their place. Speaker 3: 15:31 They had had created their own little fence to keep their chickens in another little area for a cow and I was just. I was caught off guard by as we walked through there, how happy they were to share. They want to just come in to see their homes. They wanted us to share and to experience how proud they were. They'd gone. They had moved up. They no longer had a tin roof and little sticks around their house. They actually now had created their own roof. They've created their own house and they had their. They each had at least an acre and they grew maze and they grew and they had their cows and their chickens in the love with these kids and their families and it was typically there was an extended family member always living with them as a grandma or grandpa. And we walked back to the camp and I just sat there that night, I couldn't sleep and I thought, you know what? Speaker 3: 16:29 Every entrepreneur as a moral obligation to make as much money as they can to share it. Once you take care of your own needs, your very next obligation is you have to share it. You've got to get behind a purpose. It doesn't need to be village impact because impact is a great one, but so's operation underground railroad and sorted the other ones, uh, we, we spend time in. But find one and just realize that you've got a moral obligation to. You need to go out. You have to take care of your own needs first. But I would recommend even while you're taking care of your own needs, you need to start right now. Dedicated, attempt a tide. Give 10 percent away. I don't care where it goes to a church to charity to whatever you want, but start right now when you don't have it, because it's a lot easier to give it when you don't have it than it is when you have it. Speaker 3: 17:13 Everyone always says, oh, I'll give it what I haven't. Trust me people never do. So give it now five. I don't care. You could be flat, broke, busted, and listening to this. I hope you'll take whatever you get and if it's, if you only make $10 a month, give a dollar away and you'll find that the lord blesses you. And more importantly, that you'll find that you can live on less. But then the more you make, start finding ways of giving out to give to more. I Khaled and Russell have had, uh, taken care of a little girl by the name of Jane six years ago and have kind of helped her along the way. She's now at university and we had dinner with her and to talk and to listen to her and her, her journey and her goal. She wants to be. She wants to have her own restaurant where she starts French fries and she wanted to sort of soft drinks and pop and coke. Speaker 3: 18:07 And that's her dream. And we then met with another one, uh, who they'd helped. I'm 32 years old at this. The man who started in to get his degree but then ran out of money and that they were kind enough to help roughly $800 a semester to put someone through a semester of school here in Nairobi and he got on a motorcycle road three hours to the camp where we were to show collette and Russell his diploma and I just, I took a picture of it and I was like, you know what? $800 bucks a semester. $1,600 a year. Really? I mean six, seven grand and that person now has a four year college degree and that was going onto his master's. And I'm like, and as an entrepreneur you've got a moral obligation. You got to go out and make as much money as you can so you can change the world. Entrepreneurs, the only ones who can. And if you don't have it right now, you still have to give it, give away attempt. And then when you start making more giveaway more than a 10th and you'll find it always comes back to you. And I was just so, oh my gosh, I've got so many emotions and I. Speaker 3: 19:29 my only prayer I guess, is that you're feeling something deep down inside the descent. You know what I'm going to start giving now and not only mentally given out, I'm going to set a goal to make more and when I make more, I'm going to give away this month and want to make even more. I'm going to give away this amount and just realize that we live at, we're the we live in the most prosperous time of the world, and yet there's so many people who go without and you can give. He doesn't have to be all the way over here and Ken, you can given your own local community, but you've got to give and you've got to make as much money as you possibly can. Tell. Bless the lives of others to give them the opportunity to turn around and pay it forward. Have an amazing day. Speaker 3: 20:11 Please help me to get these podcasts out. If you don't mind, I would love if you don't mind going rate, review this on itunes. Share this podcast with anyone you might think it might benefit, and most importantly, if you don't mind, reach out to me. Let me know if these podcasts are a value to you. If it's helping, if there's topics you'd write you'd like me to talk about, please let me know. I want to make sure that you're getting value from this. I appreciate the amount of time that you set aside to listen to these and I don't take that lightly and I really want to make sure that you're getting valued, so reach out to me on facebook. You can send me a personal message there. Let me know what more I could share a same type of thing as far as instagram. You can reach out on instagram and just send me a private message. Let me know what more I can do to provide greater value for you. Have an amazing day and remember you're just one funnel away. You're one funnel away for your own financial independence, but you're only one funnel away from blessing lives of others. Go Speaker 4: 21:06 build that funnel. Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, please just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to to reach out and have that conversation with you so I can go to itunes rate and review this. Share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

A few months ago, Russell sold over $3 million from stage at Grant Cardone's 10X Event. This was not just dumb luck. There is so much that goes on behind the scenes to get events choreographed just perfectly. Timing is everything when it comes to things running smoothly and optimizing sales. Hear some of Dave's tips on how to increase your ROI at events. Tips and Tricks for You and Your Business: Tips And Tricks For Event Hosting/Speaking (3:00) Allowing Enough Time To Close Sales (11:07) The Greatest Stage Closer Ever: 13 Steps (David Fry) (13:09) Quotable Moments: "You want to have that person typically speaking on the second day prior to lunch. That seems to be the day that we get the most sales." "Understand that when you are the presenter, you've got to allow time for sales and the transactions to take place." "You have to know the audience and you have to know how it's going to work." Links: 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. All right, but this is kind of a wild experience I had just recently, and that is a little background here. Most of you guys are probably familiar. The fact that the Russell ended up doing over 3 million from stage at tedx event back in February. Uh, this is the second year we've actually spoken at grant's event and I just got a phone call or a text from them saying they literally just found out the place where they want to have next year's event. So we're looking at 2019 here on the calendar and this is, you know what Dave wanted to make sure that Russell's able to speak. Speaker 1: 00:45 We haven't booked the time yet, but we do have the location. I'm like, fantastic. Where's it going to be? We have to understand that like the first time a grants team basically said, you know what? They contact me two months before the event, so they did. We're going to have an almost 3000 people at an event in two months. Ken Russell speaking. I'm like, dude, there's no way in the world you're going to get that many people. I don't need that that fast. He said, oh, we totally will. Sure enough they did and the first event was was crazy. Well, last year we ended up at Mandalay Bay at the boxing arena with 9,000 people and I was shocked they were able to pull that off. Well, this time when he called it, they said, all right, Dave, you're never going to guess where this is. He says, in fact, since you're not going to guess I'm going to send you a video, so he sends me a video of grant on the pitching mound at Marlin's stadium in Florida and I'm like, what? Speaker 1: 01:36 He got to be kidding me because no one totally serious. We've contracted with the stadium, a major league baseball stadium to have grant basically have our next tedx event. There he goes. We'll plan it all around making sure that it's not, doesn't conflict with what, 10 x or I'm sorry, with funnel hacking live, but we want to make sure that Russell's able to speak. I'm like, how many people you're going to have? It goes, well, you know, we went from 3000 to 9,000. I think this time what we'd like to do is we'd like to get somewhere in neighborhood of 15 to 20,000 people at the video says maybe 25. I'm like, you've got to be kidding me. I said, do you have any idea how many people that she was? Absolutely. In fact, the only problem is we need to make sure that Russell sells a ton to help us cover this. Speaker 1: 02:22 Like, oh my gosh, and so now my mind's racing, how do you choreograph a major league baseball stadium event to have a back of the room type of event and type of sale. So what I want to talk to you guys about today is realizing all that goes in to the choreography and the behind the scenes to make the amazing selling machine that takes place on stage. Actually happened behind the scenes, so a couple of things, uh, anytime I get asked by people as far as Deb Russel speak, my right now, he won't. He typically doesn't speak to audiences of less than three to 5,000 people, but even at that case when we do have that many people, there's a lot that goes behind the scenes. First of all is the actual time slot. Now realize if you're hosting your own events or you're speaking, these are some things you need to pay attention to. Speaker 1: 03:18 One of the most important things we found over all these years is the best time for Russell to speak and this would also go for any of whoever your best closer is. You want to have that person typically speaking on the second day prior to lunch. That seems to be the day that we get the most sales and I'll talk to you a little bit about how it has to be set up to make sure that happens. So understand the. There's a couple things about making that all take place. That really works. The first thing is on day one of any event, there has to have been some sort of a sale. You never want your number one keynote closer to be the first sale. You have to warm up the audience, so warming up the audience. A typically like at grant's Tedx event, he is the one on the first day who will usually pitch something and what you're doing is you're. Speaker 1: 04:07 You're warming the audience up for two things. One is that there are going to be additional sales and offers are going to be made, so they're not caught off guard by that. But the other thing is you're warming up on how to actually make the transaction. So the key to this is we've done this at funnel hacking live for years and you'll find on our first day of any event, the very first thing that takes place or one of the things that takes place on that first day is we always have a charity donation. Now realize the reason we're doing is we actually care about the charity and want to make sure that the charity receives money, but their strategy as far as why we don't put the charity event at the very last part of the event. And the key to this is we want to make sure that people understand and feel confident in getting out their credit cards with their wallets. Speaker 1: 04:55 They actually spend money. So what you'll find is you have to convince, not convince, you have to condition people on where to go. So for us last year at funnel hacking live, if you were looking at the stage, it was in the back, it was behind you in the back left hand corner, that's where are our sales booth was. If you were at the TEDX event again at grant's event, you had the stage and the floor and then you had all the floor seats, then you had a section of seats, and then there was the main walking, the kind of the first level. And then there was a second level above that. So on that first main level, um, through portal 109 is where grant had 10 x HQ and Tedx HQ is where all of the transactions were made. If you've got questions, if that's where you went. Speaker 1: 05:44 And so he'd conditioned people, they taught people and train people that that's where you're going to go to actually purchase things. And this is super critical when you have your own events that you let people understand how this is going to take place. Um, with that said, at funnel hacking live, we ended up usually in years past, we've done world teacher aid this year we added a world teacher aid is now village impact, but I'm with this year we ended up doing a operation underground railroad. And again, the same thing. All the, everybody was conditioned to that is the area where this is actually going to take place. Now, with that said, some of the things that have to happen is you've got to make sure that's a very easy, pleasant experience for people. And what I mean by that is you want to make sure that that is a very, very well staffed area, that people get their questions answered, that they're able to go through the process quickly, that there's enough clipboards, there's enough or reforms, what APP, whatever you're going to do, you got to make sure that you train people, that it's smooth, easy transition. Speaker 1: 06:47 Uh, the next thing is when you're taking a look at the sale, typically I can tell you the best, if you're going to give people time, the best amount of time for most stage presenters is 90 minutes. They're going to take about an hour to go through whatever content they have in about 30 minutes for the close. I've done it less than that, but every time that anybody asks for, you know, said, you know what, we've got to go 45 minutes or an hour for Russell. I'm like, it just won't happen. I'll pass on that anytime. So if you're a stage presenting, realize, uh, find out what your, what your most comfortable closing time is. And if you have an event hosted, realize you're best at right around the 90 minute mark. Um, some of the other things to pay attention to is to really understand that people need to know how to buy. Speaker 1: 07:34 And the concept behind this is whenever taper example of is on stage, or if it's you and you're selling, you typically are want, you're going to want to meet people in the back of the room by the sales table. You're not going to want to stay up at the front. And I've seen a lot of stage presenters make this mistake too where all of a sudden you have got all of the people who have questions or up in the front and it's taken away from what you're wanting to create it as this whole idea as far as back of the room table rush. So you need to make sure you get to the very back as soon as possible. It's, I can tell you, I've had this happen twice in the last year with Russell to where he, I was in the back and I literally couldn't prevent people from swarming Russell and I couldn't get him back there and it, there's just a disconnect. Speaker 1: 08:20 So realize if you are hosting the event, you want to make sure that you've got security or anything else that you can actually help get that person to the back of the room so that all the questions are being asked and are being handled. And so as people are looking at it for social proof, they see that everybody's in the back making transactions and that they should be a part of that. Otherwise you've got a divided room and it's super confusing to the people who are on the fence whether or not they should buy. Where do they go? Um, the other thing is you want to make sure that you have enough time afterwards, and this is why I always look at, I typically want it right before lunch because those people are not going to be action takers. They're going to leave and go to lunch. Speaker 1: 08:58 I don't, I don't want them around because they're typically the naysayers. Um, I had a situation happened with Tony robins group, uh, just two weeks ago, three weeks ago when we got an answer down where I told them, listen, it needs an hour and a half to sell and I need at least 30, ideally 45 minutes afterwards to close the sales. And they're like, well, you know what, we typically get 15 minutes dave, and that's it. I said, well, you know, it doesn't work that way. And the other thing is they, what they wanted to do was to have, have the transactions take place outside, in the hallway by all the other vendor booths. And I said, no, that's not going to work either. I need the table brought in right at the back of the room. I was like, well, we got fire code issues and everything else that you don't have to have the table there until the very too. Speaker 1: 09:44 We're just about ready to go. So it's not blocking one path or anything, but when we get close I want that table back there. So we negotiated to make sure there was a table in this case for Tony's group and it was literally right in front of the ab table and the risers and everything else directly in the back. I told him, listen, I need to make sure we have at least 35 minutes to 45 minutes afterwards. And they said, ah, you know what, we can only give you 15. I negotiated when we settled on 30. And what happened was they saw such a massive table so they gave me 45, but then all of a sudden they got nervous and started panicking and said, you know what Dave, you got to close it down. And I'm like, listen, I'm not going to close this down because it's not fair to the other speakers. Speaker 1: 10:23 I'm like, you asked us to sell. We're here to sell and we're going to close the table. And so I got about two another seven, eight, 10 minutes. So we're almost pushing like 45 minutes to an hour. And they said, listen, I will literally come and move those tables myself. You have to get out. It's not fair to the next speaker, so realize you have to know the audience and you got to know how it's gonna work. I can tell you when we closed at grant cardone's, you meant it was most of the people didn't even hear the next two speakers because they're too busy filling out order forms and also be in the back taking pictures with Russell. So understand that when you're, if you are the presenter, basically if you're a coordinated an event, you've got to allow time for this sale and the transactions to take place. Speaker 1: 11:07 If the salesperson, you've got to make sure that you've set yourself up to allow enough time to close those sales. One of the things that we've done extremely well in the last, uh, two major sales that Russell's done one at 10 x and one at funnel hacking live. And that is, we've actually, we added in a scarcity and urgency aspect to it, which I highly recommend to anybody who's doing this. And that is as, as you are the closer the person onstage, we, you're basically saying, you know what, what I love more than anything is I love to be able to get pictures with people who are action takers. And so anybody who takes, he takes action right now. We're going to be at a booth in the back here and you can actually come and get a picture with me. And what that'll do is you can keep that picture. Speaker 1: 11:49 It'll be, uh, it'll be symbolic for you as far as your time where took action. It'll be a reminder for you to continue to follow through. And so all of those things kind of came into place. So now you've got urgency because Russ is only gonna. Be here for a certain period of time. You've got scarcity due to the fact that the time, the timing literally is just going to be about two hours. And then the other thing is you've got to commitment that's been reinforced and will continue to be reinforced as the picture that you sent back to them. And it's a way of continuing reminded them to stick to the program. And Speaker 1: 12:23 what I've seen happen a lot of times people say, yeah, I'll just do a picture with you afterwards. You want to make sure that, uh, that people see that that picture has value. That picture now all of a sudden has a ticket price of a thousand dollars, 2000, 3000, $500, 18th at whatever price point. That picture now has an immense amount of value people and it's gonna help them not only stick the product, but more importantly reinforced their buying decision. A couple of the things to understand is when you are, and again I'll talk to you probably on a different podcast about this whole concept of understanding the importance of, of really setting the stage so that you can close effectively over time. Speaker 1: 13:09 But right now what I want to do is I want to kind of go through. I had a dear friend of mine, David Fry, because I've known for years, his wife actually roomed with my sister at Byu and Ingrid is just the sweetest woman in the world. And David's just got a heart of gold. It was really neat. He actually a facebook post and I just found that this more a Zapier as I cleaned out my office said this is the greatest stage closer ever and it's, it's his notes about what he saw take place at funnel hacking live 2018. And so I want to kind of go through and show basically the 13 steps of what he saw from his perspective. Know, add some other stuff here. So I basically have just a great stage clothes ever. I've been going to the market center since early 2001 and on Friday and funnel hacking live or what is the greatest stage clothes I think I ever seen for marketer. Speaker 1: 13:55 It was like watching an Oscar worthy moment. It was truly a marketer's poetry in motion. It was amazing to behold. Here's how it went down from my perspective. Again, this is David fry speaking here. So step one, have all the two comma club winters and deck him million funnel winters walk across the stage, massive social proof. So realize if this is your event and you're gonna, be selling something later, make sure that you, again, the one main reasons we give out these awards at the event and do the recognition is it provides social proof before the offer is actually made. Later. Speaker 1: 14:27 Step two, we said was hold a presentation given by five super coaches talking about how they would create a million dollar funnel each coach teachers in their respective areas of expertise. Here again, his whole thing was this was massive authority. We're now Russell's basically not selling himself. He's selling his other coaches and he's allowing them the opportunity of establishing their authority, their credibility, all of front during the event. A step three said, was creative vision out people's lives will be different if they could create their own million dollar funnel step for introduced a coaching program with the promise that'll help the average person create a million dollar funnel within the next 12 to 18 months. Explaining to prospects how each supercoach will be. We'll specifically be helping them to achieve the goal. Step six, introduced the discount of today price and how much it actually costs will be if they wait for a couple months when they launched the program again. Speaker 1: 15:16 So this is one of the things that, uh, we had a lot of success with and we've done this before. Anytime we roll out, we did the same thing with our certified partners program and did the same thing with, uh, any large coaching program where anytime it's the first time will tell people, listen, this is the first time going through it. There may be some bumps in everything. We've tried to work it out. We've tried to make it the very best possible, but you are going through this as kind of our Beta Guinea pig type of stuff. You'll get the results, but because you're willing to trust us right now, we're going to give this to you at a discounted price. So here all of a sudden they realized that there's some urgency to it because of the fact that this price isn't going to stay down. Speaker 1: 15:55 Uh, the next thing then was a step seventy cent, explain how their potential income could dwarf their required investment and again, how their life will be different if they invest in the program, achieve the same results that all the previous winners have. Step eight, make it non money back downpayment offer that allows them to attend a luncheon that big, uh, that will explain in detail how the coaching program will work and let them decide if they want to make a monthly discounted annual payment. Now, let me kind of talk to you about this. This is one of the things we worked with a company called sage and Barium blue are both just amazing, amazing individuals and I highly, highly recommend that to anybody who's hosting events. A barry and blue have this Speaker 1: 16:35 amazing ability as kind of a behind the scenes look, they've been event planners for years, but the best part is they are also marketers. And it's very rare that you get a marketer who's an event planner and assets they've actually seen and have experienced and have the opportunity of, of testing a lot of different, uh, stage presentations. And so one of the things that they've seen happen and which we kind of implemented was this idea as far as listen to. The only thing you have to decide today is whether or not this is something eventually that you're going to want to do. If you're all in on this thing and you just gotta decide whether or not you're on a payment plan or annual or an annual onetime pig. All we're asking is that you put down a one time nonrefundable deposit of 800 bucks. Speaker 1: 17:21 And what that does is it all of a sudden it lowers the barrier of entry. In our case it was $18,000. Now this is only an $800 purchase requirement that they're up against. And it makes it much easier for a person to say, you know, I'm willing to. I'll spend $800 bucks to then make the decision to decide whether or not I don't want to do an 1800 bucks a month or $18,000 one time pink. But it gets. It gets people who are buyers to become buyers right then and there. And it gets those people who are sitting on the fence think, you know what, I don't have to come with 18,000 now. In fact, I've got the next 45 days to actually make $18,000 payment if I want to do it that way. Or I'll just go on a monthly. Uh, we ended up doing a luncheon and the luncheon was there was them plus a guest in the future. Speaker 1: 18:03 We probably, I don't think we'll do the luncheon. Um, it actually, for us, it actually distracted. I've Seen Jeff Walker, Stu McLaren, Erica roped and some of these other guys do the same type of thing where the luncheon was, was beneficial for them for us. Do the amount of people who came into the program. We oversold it. And so I don't think for us, we'll probably, you'll see us do that again. But again, for a smaller group, it probably, it might work really well for you. A step number nine was make the cutoff with their final decision the next morning after the first presentation to allow people to think it over. This takes away all the pressure. And we actually saw this happened extremely well where, uh, people who wanted to make the decision made the decision, but others who were on the fence too often at an event, it's like, listen, this event, this offer expires in an hour or this offer expires the end of the day. Speaker 1: 18:55 And it's hard for people to swallow that the dollar, the price amount where there aren't to be able to do it. And so it allowed them basically we've got, we gave them an extra day to kind of figure this thing out and see if it made sense to them. The last thing we wanted was people refunding for feeling like it just didn't make sense. We want to make sure these were serious buyers to step 10 was delivered and overcoming false beliefs presentation the next morning to help increase the persuasion factor and get people to take a leap of faith for themselves and their families. So this week was done with uh, Brian Bowman. Brian is the most amazing man in the world, actually the podcasts with them. Gosh, one of the very first podcast I did, he's just got a heart of gold and he got up and spoke about some of the things that he's gone through in his life and right now as far as with his wife and some of the things that she's been dealing with as far as lyme disease and it was. Speaker 1: 19:47 I can't, gosh, I can't say enough about Brian. He's just the most amazing guy in the world and adjust just care so much about people and so this presentation wasn't a a hard pitch. It was Louis just as Brian just talking about overcoming false beliefs and the things he's had to do and it. I would highly recommend that if you're going to follow a pattern like this, that you do something where you have someone else besides. You talked about overcoming false beliefs and the things they've done in their own life. Step Eleven, David said here was let a second speaker who has nothing financially. The gain from people purchasing who is already signed up for the program itself. Give more reasons why they should take the leap of faith and make the investment. Well, we had so much fun with Myron. Golden Myron is just. Speaker 1: 20:32 Mine is a good old boy from the south and I just love Myron at East is so much fun. Seriously, aside from being an amazing Golfer and having dealt with polio and being from basically trash man, the cash man, some of his. He's just got this awesome religious background, super based in the Bible and it gives a ton of of just very, very strong abilities to help people understand why they need to basically take the steps necessary for them to to really move forward. And so the first one is overcoming false beliefs and Myron is actually was just overcoming any believer for any issues you might have. A step 12 is that was caused by telling the prospect exactly what to do next and give them 20 minutes during a break to do that next step and that next step again was signing up for us. Speaker 1: 21:22 What we ended up telling them is listening. This is closing down in the next 20 minutes because we have to let the chefs know how many planes to have prepared for the luncheon that is learning can take place in about an hour. And that was, again, that was not a false sense of urgency and scarcity. It was totally true. There's only limited amount of space in the, in the ballroom. There's only so much food that's there. And we had to make sure we had enough. The irony to, for, for us is we actually had planned on a really, our goal is right on 250 people. We ended up doing double that in fact just over almost 600 people and so we aren't having to move it to a separate ballroom. And so the hotel staff is moving things around like crazy. But again, it's uh, it was uh, a real issue where we had basically 20 minutes to kind of scramble and make it all happen. Speaker 1: 22:12 A step 13, he said it was allow some for. Those were to funnel hacking live. You'll get this if you weren't there. This will make absolutely no sense to. You said a step 13, allow some random dude to come onstage, take hold of the mic and start spouting off some religious. You can do it Mumbo jumbo and then watch them get escorted off by Dave Woodward. Lol. Yes. That actually happened and that was. It was kind of a weird situation, but so really the, the 12 steps as I went through it, he then David went on to say, you know, I probably missed a few steps and there's probably a lot more to it, but it was masterful. It was the most masculine clothes I've ever seen and the results speak for themselves. There was a line of people wrapped halfway around the massive conference hall waiting with money in hand. Speaker 1: 22:50 $18,000 to be exact. Great job to Russell Brunson and screws. We're putting on a marketing spectacle to behold, it was amazing. He has. I honestly believe from the bottom. My heart. Russell wants every single person who signed up to be in the two comma club winners circle next year. I hope this team can deliver on a great coaching experience this year and everyone does end up in the two comma club. So David Fry, thank you so much for that. That facebook post. Um, most importantly, I hope you guys understand how much you really have. There's so much choreography and I didn't go into all the detail this time as far as how the bags were placed in 10 x and all the different pieces to it. But I'll probably end up doing that on a later one. Russell did an amazing job at a, on one of his market secrets podcast going through this as well. Speaker 1: 23:34 I highly recommend if you're doing an event or if you're speaking at an event, spend the time, do the research, immerse yourself in this kind of stuff. It literally makes the difference if it's at least a 10 x multiple. And what I mean by that is, uh, I had two friends who also spoke at Tedx with rustling a guys I've known for years, both great stage presenters. And they basically got on. They saw what we were doing the night before as far as where you literally put bags on every single seat, 9,000 seats with an order form and and a ton of other social proof and things in there, kind of on a sneak attack. And they're like, holy cow, you guys are going through a lot of work. Why are you doing all this? And you guys don't understand you're sitting in front of 9,000 people. Speaker 1: 24:16 You got the opportunity of literally having over a million dollar pay day. And they're like, well, we're just going to have our bid. His go to the APP like grant told us to do. And I'm like, listen, I've, I've specialized in understanding sales, psychology and choreography of an event and that will literally backfire on you guys. And sure enough they made sales but nothing, no close. In fact, we ended up, as far as all the sales, uh, I think all the other speakers combined did about a million. And Russell ended up with over 3 million. So realize that if you spend the time, you actually, and you choreograph this thing correctly, every single one of these can be a huge cash cow for you, but more importantly and that the whole reason you're really doing this is it allows you the opportunity of serving people at the very highest and best level possible. Speaker 1: 25:07 So always make sense to you guys. Have Amazing Day and again, I appreciate so much taking the time to listen to these podcasts. If you don't mind, do me a favor, a rate and review this on itunes and let me know if there's things that you're liking about the podcast or things that you don't like. It just pm me on facebook or send me an email, David clickfunnels. I really do appreciate your feedback. I read every pm. I look at every single email, especially those that are focused on things I can do to, to better enhance this. Uh, as I mentioned, most of these podcasts, I ended up interviewing other people. I've done a couple of my own in here recently and I'm just trying to kind of find out if you guys like the ones I'm throwing in and do it myself or if you prefer the interview content, the interview format, uh, just let me know. I'd appreciate it a ton. So she's got a Dave Woodward and pme on facebook or Dave at clickfunnels. You can send me an email and please go to itunes rate and review this and let me know what you think. Thanks. Speaker 2: 26:04 Hi everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if you'd like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Dave speaks about his trip to Nairobi, his tour through the Kazuri Bead Funnel and how great of an experience it was touring the factory and getting to know the friendly staff. He discusses the effectiveness of this funnel, the functionality behind it and how you can implement a similar philosophy into your personal funnel and increase the value of your product instantly. Tips and Tricks for You and Your Business: How the Kazuri Bead Funnel Operates: (2:02) Increasing Intrinsic and Extrinsic Value For You Product: (12:00) Increasing Commodity Value Through Customer Experience (12:44) Quotable Moments: "How can you get people to understand the value of what we're creating." "When you have things that other people consider a commodity, you've got to create an experience. You've got to find a way of actually making sure that these people, whoever your clients are, have an increase in intrinsic value as well as extrinsic value associated with the actual commodity or product that you're selling." "What type of an experience can I give to people who are coming in to buy things from me?" Links: 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 is your host, Dave Woodward. Speaker 2: 00:17 Hey everybody. Welcome back and most importantly, welcome from Africa. I'm actually out here in Nairobi right now and just had this crazy cool experience that I thought I need to make sure I share with everybody. So somebody may have seen a long time ago there was a movie about a dusty old violin. It was being auctioned off and the auctioneer got up and said, you know, who will give me a dollar or $2? And you see these bids come in at three, four, five, $10 or something. And then all of a sudden from the very back of the room walks this older gentleman up to the front and he grabs the violin from the auctioneer and he tunes it a little bit and he strums it and then all the sudden he begins to play and he plays this almost angelic melody. And soon the bids start going crazy. Speaker 2: 01:06 $100, $500, a thousand dollars, $5,000, $10,000, and eventually ends up selling for tens of thousands of dollars and it's all because of the experience and the value that was created because of somebody else. And so I was sitting there thinking about how can you do the same type of thing to your audience who you may not be able to see or no, you're not around in your funnel. And so while we were out here, we had the opportunity of going to the [inaudible] bead factory. Now here in Nairobi, uh, back in 1975, an English woman dot. She would do something that she could actually somehow give back to the community. At the time, there was a ton of displaced single moms and she's up know what could we do to, to help. And so she started with just two women and they started basically making these handmade beads and these beads were unique and they were special. Speaker 2: 02:02 And yet as they started to sell these beads, it was just a commodity like anything else. And she's not, you know, how, how can people get people to understand the value of what we're creating. And so she created the whole cause you were a bead funnel and I want to walk you through how this funnel actually worked. So let me kind of tell you the story. We ended up, we started off over in a different village helping out a lot of these, a lot of people from Kenya and we were back just for a short period of time before we were taken off to a safari. So one of the things that a student, Amy Mclaren from village, in fact that's the organization I'm out here with, one things, they would want to make sure that we all experienced the Kazoo reburied funnel. So what we ended up doing, we took 60 people basically loaded up in buses and we headed over to the factory. Speaker 2: 02:54 Well you can't just walk into the factory and you can't just go buy beads at the. You actually have to go through the tour. So step one is you need to make sure that if you've got a thing, especially people feel like it's a commodity, you've got to find some way of creating an experience. The experience that the Missouri bead factories created changed what you would think of as cheap little clay beads worth, you know, two or three, four, five cents into literally tens if not hundreds and even thousands of dollars. So let me take you through the step by step. It's very first thing you end up doing is you're, you're met by a guide and our guidance name was caroline and caroline was super excited, tons of energy and just exuded this happiness. And she then told us a little bit about the story of how it got started. Speaker 2: 03:46 And then she took us into, show us how the beads are actually made. So you walk into this little tiny room and here was a table of about 30 women that 15 on each side and they were rolling these beads. And so there's, first of all, she answered. One of the kids was with us, some clay and then she painted that clay off. So every single one of us gets to actually touch, touch and experience the clay that they were using, and then she went onto show, show us. You have to understand that this isn't just like any old normal clay. This clay has magical properties to it. In fact, he's magical properties. It comes from a certain part here in Kenya and what you'll find is, and she gives us a bead that had just come out of the kill and it was already cooled off. Speaker 2: 04:30 She goes, unlike other normal beads, when you drop them a big cracks and shat or it shatters and she all of a sudden drops. This bead throws this beat on the ground and it bounces and like, whoa. All of a sudden the the objection of, well, I don't think I can afford to buy these beads here because I'm afraid they're gonna. They'll break while I'm in transit. That objections just shattered it. Whereas the bead is totally intact and then she goes on to start talking and she introduces us to Mama Adeline. Mama Adeline is sitting at the very, very front of the table. She's the most experienced bead maker. She's been here since 1975 and she starts talking about how amazing Madam Adeline is and how Madam Adeline actually has trained almost every single one of these women in here and because of that, they have all captured her same experience in bead making and they now they started off with just two women. Speaker 2: 05:23 They now have three over 340 different women who come in every single day. They work six and a half days a week and are five and a half days a week and their whole job is just to making these beads. So she'd been basically helps us understand these crazy amazing that these beads are. And then from there she continues to help us understand that these beads, as each one is handmade there not only handmade, they're also going to be hand painted and she'll take us there and just a minute. But before she does that, she decides that she's got engaged. The troublemaker in the group. The person is not paying attention because the last thing she wants to do is to have any problems with not being able to connect with everybody in the group will. Unfortunately, the troublemaker was me and I was talking to the back and was on my phone and doing some other things and so all of a sudden she asked my name and I'm like, oh, my name is Dave, and she goes, would you make sure that everybody gets the same place right away because I don't want to make. Speaker 2: 06:23 I want to make sure no one's left behind. So all of a sudden now I'm engaged. I'm the one and she starts calling out anytime someone's lagging behind the gate. Can you get them, Dave, can you get them? Dave, can you get the hurry? Hurry, we want, we don't want to make I wanna make sure we get through this real quick and she then engages me and she then takes us up to this place where they are now throwing clay and making pots and plates and these plates were like perfectly made to. You literally could eat off these things. I mean, they were handmade, but they look like they'd been impressed and it was just awe inspiring you, these two guys who are just sitting there literally with it was kind of like the movie ghost, probably the most romantic movies out there as far as, uh, uh, I forget the woman's name basically. Speaker 2: 07:09 She throws the clay on there and she basically manipulate this clay into becoming exactly what she wanted it to do. And all of a sudden I'm sitting there and thinking, I have to do this. I got to be able to do this. And so I asked, one of the guys said, you mind if I do that? He's like, sure, let me finish this plate. So now everybody's engaged and everyone wants to see me actually try to play with this clay. And so he pinches off the certain amount. That's exactly the size for a bolt for a plate. And then he goes through and literally, probably one of the best coaches I've ever seen. I've never thrown clay in my life. And I thought, I'm going to have this thing spinning. It's gonna break everything. I'm going to have this huge glob of clay, fly off the wheel. Speaker 2: 07:50 It's going to shatter it's gonna break all the plates that they've already made and yet he coaches me on the speed. He coaches me on exactly what they do to make sure that it has the right thickness, that there's the right edge and my plate actually turned out pretty good, but now all of a sudden I'm thinking I've got to buy a play. So from there we then leave that part and she talks now about the fact that all these beads, as soon as they're handmade, they didn't have to dry for three days and after they've tried for three days, then they go into the kiln and she shows us where the kitchen is and the how, how long they have to be fired at the temperature they have to be fired and how long they have to then cool. And then once all of that's been done, then they get the opportunity of being painted. Speaker 2: 08:33 So if come follow me and let's go in and I'll show you the next step. So we didn't walk into this room have probably about 50 women each one meticulously hand painting every single one of these beads and the beads were just, I mean all these crazy bright colors and and they were. Each one was customized. It just the most amazing thing in the world. And again, she's like they'd hurry, you've got to make sure people keep up and so she's not allowed us to get to engage and stop everything because she wants to sell something at the end. But at the same time she's making sure we experience every single thing and we literally walked kind of serpentine through two or three different rows of these beads. And then she takes it into a room where now she's got all the beads and they're just loose beads. Speaker 2: 09:17 She goes, you know what, if you want, you can buy a bag of loose beads. It's only like five or 10 bucks. But if you want, if you'll wait, I'll show you where you can actually get these beads and the ought to be created for you. They'll be in a beautiful necklaces and bracelets and find artwork on the wall. And all the plates and everything else, but you got to wait for that, but if you want you can get them for cheap, real cheap here, but they won't be designed and they won't be made just the way you want them. And like, oh my gosh, this is crazy. So she then goes on to tell us that each woman can create anywhere from 800 to a thousand beats a day and we now have the opportunity now of being introduced to the shopping cart. So we leave, we leave where the glass factory is or the beef factory is and walk outside into now where we've been introduced to buy whatever we want. Speaker 2: 10:06 So we've now I've experienced this crazy thing of seeing these women hand painting of rolling these out perfectly of these guys literally throwing a pot or a plate on these wheels and it was just the most amazing experience ever to where now the value of these crazy plates and have these beads. They're not like five or ten cents a piece. These are like two, three, four bucks per bead. And now it was. You put them all together and you walk in to the shopping cart and it's this beautiful display of necklaces and bracelets and fascinating wall art and it was just awe inspiring. You're like sitting there going, oh my gosh, this is insane, and then you're handed personally a a shopping cart or a little tiny bats. Not more than just a little bag. It was actually a shopping basket that you would get a at any Albertson's or something like that where you are, have this round your wrist and she goes, fill it up, get get some gifts for everyone else, and so now you're encouraged not to just get one or two pieces. Speaker 2: 11:12 You're encouraged to fill your cart. And she then goes through and talks about, oh by the way, don't worry if you don't have to worry about pain in in Kenyan shillings, we take mastercard, we take visa. We've been take American Express and to go, oh my gosh, this woman is amazing. And then after a few minutes she goes, you know, how can we help? I'm more than happy to help you find what's the perfect gift? Who are you looking for? And she then helped us go through and every single one of us walked out of their pain, hundreds of dollars for beadwork. It was the most amazing experience ever. And then she goes, and then as we're leaving, oh, by the way, your tour guide, the tour is free, but your guide works on tips, so if you don't mind, please tip caroline. And so after we spent all this money, it's been the upsale real quick. Speaker 2: 12:00 Oh, by the way, make sure you give a tip, and it was the most amazing experience ever. All this in there. I was just going, oh my gosh, this is how you have to sell. People don't understand when you've got the things that other people consider a commodity, you've got to create an experience. You've got to find a way of actually making sure that these people, whoever your clients are, have an increase in intrinsic value as well as extrinsic value associated with the actual commodity or product that you're selling. The extrinsic value for me was sitting there watching these women and an intrinsic value. I'm sitting there thinking of all my kids need something for sure and my wife wants something, so we ended up buying something for my daughter in law. We ended up buying something for my mom, for my mother in law for, for my wife, for my kids. Speaker 2: 12:44 All of a sudden I wanted to. Everybody experienced this and that's how funnels work. That's how experiences work. That's how when you can take something that other people would just be a commodity that you could pick up at off the street corner type of thing here in Nairobi, but to get a Missouri bead you've got to go have the experience and now because you've had the experience, the value is so much more intense and so much more valuable to where I would literally, if I saw someone say, Hey, I was in Nairobi and I got some beads. It's not. Did you get some beads? Did you get [inaudible] beads? If you didn't get Missouri beads, then you didn't get real handcrafted beats. Otherwise, your beads may have come from China and then import it over here, but if you've got the [inaudible] beats, you got the real thing. Speaker 2: 13:27 That thing that actually employs a whole bunch of 340 single moms beads that actually don't. When you throw them on the ground, they don't break beads that are hand painted and hand handcrafted. It was just fascinating to me to see how they took a commodity and made an experience, so hopefully as you listen to this, you're thinking, what can I do? What type of an experience can I give to people who are coming in to buy things from me? For me, it's all about the experience. I'm a huge. The gifts and things don't matter to me, but the experience that's worth everything, so make sure that you're creating some sort of an experience for your members, for the people who you're buying from. All of that is that's how things are sold, so create the experience and have a ton of success. Remember, you're just one funnel away. Speaker 2: 14:16 Keep crushing it and if you don't mind, I would love if you could go to itunes and rate, give five star review and give me a review. So rank and review this for me. I'd really, really appreciate it. We're trying to get this. Literally, I want to hit a million downloads before the end of the year and right now we're around 700,000 so I'd really appreciate your help if you don't mind sharing this. Go out rate and view it. Have an amazing day and again, remember you're just one funnel away. Everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me where I'm Speaker 3: 14:52 trying to get to a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Till Boadella: Till Boadella is a serial entrepreneur and digital marketing expert who helps small businesses get more traffic, generate more leads and make more sales. In 2017 he made $170,000 in seven days with his own product launch. He now helps successful business owners make an extra $50,000-$1,000,000 per year in the backend of their business with product launches. Tim is the mastermind behind some of the biggest product launches, marketing campaigns and e-commerce stores in the world. He discusses what does and doesn't work in marketing and business. Tips and Tricks for You and Your Business: Creating An Audience For Product Launch. (7:19) How often should you create content? (8:25) Building a launch list (12:45) Quotable Moments: "A lot of people expect that they invest in something and they want it to work right away." "You're building the type of rapport with them [the people] and then turn around and basically giving them exactly what they wanted." "The relationship with your list is so much more important than the size of your list" Other Tidbits: It's important to build a solid relationship with your list and provide value to that list. Links: 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. Everybody. Speaker 2: 00:18 Welcome back. I'm Dave Woodward, your host here at funnelhacker radio. I want to introduce you to till boy della Tillikum to show thanks for having me. I'm super excited. So us zero online entrepreneur who's makes multiple six figures a year. Coolest thing. Actually it was last year, 2017. He made 170 grand in seven days with his own product launch, but since then he's gone on to help others really maximize their back end to anywhere from $50,000, million dollars on the back end of their businesses with product launches and product launches. One of those things you don't spend that much time talking about. So I thought it'd be fun to bring till on here. I'm going to talk about some of stuff he's doing. Most importantly, how it can be a benefit to you and obviously a lot of you guys who have followed us for a while, we started off years ago, one of the first step funnels we ended up making was a one for Jeff Walker product launch formula and did some stuff with that. Speaker 2: 01:05 But let's kind of dive in and said, tell people a little bit about what you're doing and what's working for you. Um, so basically, uh, was in Jeff's program a few years ago in the plf, I think that was in 2013 or 14, something like that. Um, I remember back then I didn't have the money to pay for his program, but I used the payment plan and I went into a bit of debt know entrepreneur, that's how it works. One hundred percent. So I got into his program on the $200 per month or something, payment plan, uh, went through the whole program and solve these other people doing these launches, you know, everyone in the industry was kind of using jest formula or a lot of people. So, um, yeah, I dove into it and I tried a couple of launches by myself. Those didn't go so well. Um, I realized that this is one of the things I have people talk about all the time that his will, should I spend a whole bunch of time during a product launch and what if it doesn't work? Speaker 2: 02:09 So let's talk about when it doesn't work, what happened, why didn't it work and what'd you learn from the mistakes? Um, I think when you do a launch to the audience is literally one of the most important parts. Um, so the launch is kind of like this formula that works, but you need to have a really solid audience in the good offer for them. So I would say in the past I was doing launches and I didn't have the right audience and it didn't have that offer. So I was doing these launches with weak offers, kind of selling to the wrong people. And those launches didn't work well in once I had a really, really, you know, irrationally passionate audience and a really crushing offer for them. I was using just formula and it just took off like crazy. So I think it's, it's really about the audience and having the offer and then Jeff formula just, you know, takes that in and creates that, that magical a chemical reaction where people just go crazy and buy. Speaker 2: 03:13 I love it. I remember years ago working with Dan Kennedy, some things he always talked about was message, market match, and you've got to have the right match for the right market and you got to have the right message. And I think, uh, one of things we spend a lot of time on here and that's the offer, so help people understand when they're trying to create a good offer. What, uh, what are you looking for in an offer that actually works for lunch? Um, well, first of all, I want to be really niche about it. So in the past I was doing these general launches and I didn't really know who I was selling to and what I was selling. Um, so the launches that did really well for me was we're in a specific niche where I was teaching people ecommerce. So in 2016 I had this drop shipping store, um, where I was selling these aliexpress products to people in Germany. Speaker 2: 04:01 I was selling dark colors. I'm doing free plus shipping and stuff like that. So I built that business too, I think at the time, like 6,000 a month, something really small and I was having a youtube channel back then, so I was starting to talk about drop shipping and in that store that I was building, and back then not many people were talking about drop shipping. So the video's got a lot of attention and a lot of use because I was somehow one of the first, not the first, but one of the first to talk about it. So I've got all this, all these views on youtube related to, to drop shipping. And people started to ask me, do you have a course? How do I set up a shopify store? How do I drop ship? What's the process? So I knew gay people are asking you about this, you know, there's an audience with a strong desire. Speaker 2: 04:50 And um, then it was just about really talking to that audience. Understanding them, uh, I was doing a daily Qa show answering their question. So after you do that for a few months, you just know what they want, you just know their problems in creating the offer at that point, it's just like super easy, like literally just put it together and sell it to them. So until one of the things I always have people ask me about, and that is, is it more important, chef from first of all, focus on the audience are going to focus on creating a killer offer. Where do I focus first chicken or the egg? Which ones matter most personally? I think the audience matters most because you can have a really. I mean without the audience, you can't really have a good offer, right? Um, so the offer is only as good as the audience that it's being sold to. Speaker 2: 05:40 So I always, you know, for beginners, I always give them the tip to just post on social media, pick a platform like youtube, facebook published content, build up a following. And once you have an audience can be a social media, can be an email list. You can then understand what their real problems are and then you can easily do a launch, but if you just think about Kevin is going to put together this, this offer, oftentimes it's disconnected from, from the audience or just in your ivory tower coming up with something that you think is awesome, but in reality it might not really be proven and it might not really sell. So how do you create a niche specific audience when you don't know exactly what you're going to sell them? Um, that's a good question. For me it was more luck because I didn't, I was just posting on Youtube. Speaker 2: 06:31 I was doing this daily Qa show and I was all over the place. So I was doing personal development stuff. I was doing general marketing, direct response, a bit of Ecommerce, a bit of a drop shipping and then the drop shipping videos just got the most traction, the ecommerce stuff. Um, that was God like 20 k, 30 k views the other videos, like 200, 300 years. So yeah, the niche kind of chose me, um, rather than me choosing the neat, the niche. But what you think is real critical and those who are listening to you guys caught onto that and that is if you don't know, put out a ton of content, a ton of content which you can find is certain content resonates and then how does it resonate? Well, you're looking at engagement. You're going to see if you're on facebook or anything else, you're getting comments, you getting shares, you get them likes. Speaker 2: 07:19 If you're on youtube, how many people are again, are many views you're getting. You get a lot of use in one area and not in another. And I think as you mentioned there till as far as well then just kind of picked me. I think that happens when you continue to go out and produce massive content. I think the scariest part for most people is they're afraid to create the content. They're like, it's got to be right the first time and if I screwed up the first time, no one's going to believe me. No one's going to trust me and then I'll just won't be able to come back to me. So a hundred percent now that you've gone out and you start creating it. So what I'm hearing you say basically is the first thing to do a product launch. You got to create an audience. Speaker 2: 07:53 You create the audience ideally at some easiest ways on social media. So if you're going to instagram or facebook or youtube, doesn't matter which one right now, obviously video seems to be one of the easiest, fastest ways of creating that type of content. Obviously you can do content through a podcast. It's probably not as easy to see the interaction as much. Uh, it's more from indoctrination and things like that afterwards. So focusing on instagram or youtube or facebook and how often are you creating content? So basically the backstory is I was reading Gary Vee book, I forgot the name, but in the book he said just produce daily content and I was back then, you know, dabbling a bit. So I read the book and I was like, okay, but the big takeaway here is just to go out there and produce content. So I started and I made a decision to post 365 days in a row content on youtube and I chose the q and a format, so I would just first of all go out there and asked people for questions just on facebook, you know, I'm doing this daily show, what questions do you have? Speaker 2: 09:01 And I would collect these questions, screenshot them, put them in a folder, start recording videos, and then I would get comments under the new videos. I would screenshot those and I would have this massive folder with questions and over time that just turned more and more into ecommerce related questions and drop shipping related questions. And then it was kind of easy to, uh, to serve these people and eventually do a launch because more and more people were asking, you know, do you have a chorus? And back then I didn't have a course. So I brought out a course for $97. I didn't really do a launch, just that was kind of an evergreen thing. So then I was monetizing the audience and then a few months later when my audience was peaking, when the goodwill was the highest, so when everyone was just watching the videos commenting, I was like, okay, now's the time. Speaker 2: 09:55 Now's the time to do a launch in. Is it more of a seed launch or was natural lunch? No, it was an actual launch was like the classical Jeff Walker's stuff with some some twists. So I just built an early bird waiting list from youtube. So I send people from Youtube to the early bird waiting list in. What was interesting is on youtube I could use the plc, the videos upload that people aren't familiar with Plc. Explain what plc is. It's basically prElaunch content. Plc stands for. So it's a video that jeff walker's for the for. I'm sorry, I'm stealing your thunder. Go ahead, tell you. You can tell it. It's basically a sideway sales letter. So instead of having one of these long page sales letters, you kind of take it and you break it down sideways into three videos. So it's not just about offering content. Speaker 2: 10:48 A lot of people confuse that and they think, oh, it's just about creating videos and giving value, but it's actually about selling, you know, and, and that's also what people confuse a lot with webinars. They think it's just about offering a bunch of value, but it's actually like, you know, russell says in expert secrets, it's about breaking down those false beliefs, rebuilding them and then leading into the sale. Um, and jeff usually does that with three videos, so I did that as well. And the, the awesome Part was I then upLoaded those videos to youtube also additionally to sending them to my list and I turned the videos into youtube ads and I used youtube retargeting to boost those plCs like crazy. so some people in our catch on to what you just said. Okay. So basIcally you've taken the video that's in a. So typically in a plc type of life, they're going to opt in and they get put into an autoresponder sequence of where they're going to get the next three videos over the next 24 days or five days. Speaker 2: 11:50 And then they're going to get the fourth video, which basically is the final offer page. So here you're taking those and you're taking each one individually uploading them to youtube and on youtube you're using that as an ad. Yeah. So how long is the video typically? Um, the videos were between 10 and 20 minutes. Um, they were produced not very high quality. I was having, I was using like not that could have a camera back then. the videos were kind of looking at them now it's a bit embarrassing, but they resonated with people and I boosted them. Each video got between I guess 10 k, 20 k views from the ad and in the youtube ad I then send PeopLe also to the opt in page for the early bird waiting list. So, um, I was kind of using the launCh formula and a bit of a different way combined with youtube ads and all of that, and built a launch list. Speaker 2: 12:46 Then I send out an early bird email and about half of the sales came from that early bird email. And then the reSt of the sales came over a five day period, more or less. How large was the list of generated hundred 70 grand in 2,500 people. That's impressive. Twenty 500 people generating a hundred 70 grand. I'll take that any day because a lot of times people think they have to have a list of 20,000 people to do it launch. So I think it's a. Well, so you created this $2,500. Why? The main reason I wanted to have had you on the podcast here is to help people understand literally this is really for the. How much did you spend in ads? About eight, eight k, so about a thousand bucks in ads. And that was, was that $8,000 spent prior to the launch? Um, I think most of it was spent boosting those youtube videos and using the plc content. Speaker 2: 13:40 A bit of it was spent on retargeting on facebook. So I was, you know, doing a custom audience and then retargeting people. And he basically spent the numbers, the math simple. Three bucks per opt in. Yeah. So three bucks would put it at $7,500 bucks. Those 7,500 people on your list then, or I'm sorry, 2,500 people on your list. Yeah. So yeah. So basically at that point then what you're looking at is, is my math right on that? I think it's $3. It, it is about $3 per lead. I don't know the earnings per lead. Um, but it was pretty, pretty satisfying. And generally hundred 70 k I'll take that for 2,500 people on the list. Yeah. And what's funny is I once was doing a launch with a guy who had 500 k people on his list and back then I wasn't so experienced. Speaker 2: 14:34 So I thought this launch was going to blow up. It's going to be like the biggest launch ever in the launch, only did 25 k. It was a big disappointment and that's when I realized this guy has 500,000, a list of 500,000 people and I made so much more money from 2,500 people. So what I really realized is how someone enters your list makes all the difference so much more important than the size of your list, I think help. So now you've got these people, they've purchased your product and everything else. Where'd you take them from there? Um, so I didn't use any upsells or anything like that. I was using click funnels, but it was a simple funnel. I'm Just, it was a long form sales page with a video at the top. The registration or payment form was on the same page. So I didn't make them, you know, click one more time and go to a different page and then they Would buy. Speaker 2: 15:36 I only offered credit card because I didn't want to have like a lot of disputes or stuff like that on paypal, a vsl, a single page vsl with credit card on, on the vsl page. Yeah. It was like the entire transaction takes place on that vsl. Yeah. Very cool. And then it was just simply sending out a welcome email with the link to register for the membership side. Also in click funnels and offer the payment. They would be instantly redirected to a thank you page where they could set up the account. Then I had a facebook group and they would just go through the content. That was it. Again, I love it. I love how simple it was. Still making great numbers out of it and it works and I think that's the part I can stress anything and you guys have to understand the importance of building a solid, solid relationship with that list and provides that list that much easier. Speaker 2: 16:33 It is. When it comes down actual time to provide them an offer. You already know what they want. I'm assuming you were asking him, you've already made mention that you were already getting questions from them. You're answering those types of questions. You're building the type of rapport with them and then turn around and basically given them exactly what they wanted. One hundred percent and they were warmed up because I was posting on youtube, so once I even told them get to get on the list, they already knew me. They already liked me. They already had consumed a ton of videos and got a lot of value. So the relationship was actually built before they even got on the list and I think that's also a big part why the 2,500 list was just so powerful because I didn't need much more. No till. That's awesome. Well I totally appreciate you coming and sharing their experience with us. Speaker 2: 17:21 So if people want to find out more about you, where do they, how do they connect with you? Um, best shot is to go to [inaudible] dot com or people here, t I l l b o a d e l l a. And you can also find me on youtube. Just type in that same thing in youtube and you're going to find my channel. Awesome. Well I appreciate it a ton. Any parting words for our audience? I'm just don't give up. You know, if you invest in a program, it might take you two years, three years before you roi the investment. A lot of people expect that they invest in somethinG and they want it to work right away. Whenever I buy something now, no matter how much I pay, I know it's gonna pay off. Sometimes it just takes a bit longer, might be one year, two years, 10 years, but it's always good money spent. Yeah, love it. Well, tom, thanks so much. Good talking to you. Awesome. Thank You man. Speaker 3: 18:18 Okay. Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Anthony Morrison: Since launching his first business in 2005, Anthony Morrison has expanded exponentially. A self-taught internet mogul, Morrison devised a one-man business operation while attending college full-time. Author of two successful books, Anthony devised a systematic approach to entrepreneurs success and used it to develop eleven additional companies, all of which have been highly profitable. Tips and Tricks for You and Your Business: How To Grow A Successful Business. (1:10) Building True Connections From The Start. (7:42) Scaling Your Business. (13:00) Customer Lifetime Value. (19:37) Quotable Moments: "When you have a really good relationship with the people that have bought your product, the people that are investing their money into your knowledge or your software tools and things like that, you created that good relationship." "The core message that I send to my students is never give up. You can't fail if you never stop trying." "When I can see the shift in the way people think and the way people feel, the weight, the results they're getting, that's an inspiration for me to never give up, never stop doing what I'm doing, as long as I can keep doing it." Other Tidbits: Anthony Morrison travels the country sharing his story and teaching his skills to budding entrepreneurs speaking at large events. He hosts a weekly webinar called "The Success Connection," focused on marketing strategies. He discusses the importance of building long term business relationships by growing your business the right way. Links: 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. Everybody. Welcome back to funnel hacker Speaker 2: 00:18 radio. This is gonna. Be a fun ride. I'm so excited. I'm Anthony Morrison on the show. Anthony, welcome. Thanks for having me here, man. Excited to be on your way. Did you have to understand to get anthony on a show like this is like pulling teeth. It's only taken me a year and a half actually give them a $5,000 ring and it still isn't even close to the rings he normally wears. Speaker 2: 00:42 He's one of our eight figure award winners. Two Comma Club. Been crushing it for years. Best part about it, anthony, you and I were just talking about is you're actually building real businesses naturally. One of the things I want to talk about is so often people get started in this business. They think they're going to go out and try to make a quick buck and you're not. We're just talking about the sec come in and basically FTC coming down and shutting everybody down, basically one a month, the last six months and these are guys who've been again doing high tens, twenties, even close to $100,000,000 and they're just doing stupid business. So what I want to talk to you about real quick here is how do you grow real smart business because you've been doing this now for over 10 years. I mean you've been crushing this thing, grow a real business. Speaker 3: 01:22 Well, I've certainly made my mistakes. I've been guilty of follow the follow the leader, follow a path and kind of see what everybody else is doing. The same thing. And when I first got started in this business, I was doing it, you know, of like the top down and I started on television. Most people will start with, let me create an offer or a funnel or whatever and then build their way up the opposite. I just said, hey, let's go put something on TV and sell books. And so I started off with just like blast, right? With tons of tons of customers. We sold a million books and all these people that I didn't really know how to create that relationship and it's something that Russell has always done and it's something that I think is the reason why clickfunnels has grown so quickly and so efficiently. Speaker 3: 02:18 It's because of the relationship that Russell creates with the audience, with your students, with the people that are using your software, and I've implemented the same thing in our business and I think that is the key to growing a successful business, to growing a longterm business and then to growing it the right way because when you have a really good relationship with the people that have bought your product, the people that are investing their money into your knowledge or your software tools and things like that, um, when you created that good relationship, then you don't have to do all this crap. You see all these other people doing to get people to buy something. You don't have to do. Push the limit and tows the line. You can literally just say, just like you guys did at the event I was at, hey, check out this new coaching program. Speaker 3: 03:06 We have it's nominal blood and body and it's because they're not just buying that program, they're buying into you and they're buying you because they believe in you and they believe the things that you're saying and, and they, they've gotten there through your actions, through seeing the actions that you know, that you've kind of, you've put in place with them. And so I feel like that is the best way to build a real business. Seeing these people that just go out here and run these offers and create a page and slam it with some traffic and try to sell something that's not worth anything and you know, all that kind of stuff. That's just, it's why, you know, how many people have you seen in the industry since we got started? You know, way more than them still here. Oh absolutely. And I think actually we were talking about the artwork that's behind you and it's one of the things I wanted to vote these guys, this is an audio podcast or you're not seeing it, but I want you to kind of talk about the little piece of art behind you because I think it ties into exactly what you were just referring to as far as the longevity that happens when you build a real business. Speaker 3: 04:04 Yeah. So I'm always trying to, um, to inspire myself. But I do, I do webinars every single week. I mean, I've been teaching my students for, Gosh, three, I guess three years now. I committed to doing the success connection and it's, it's a weekly training with me and it's every single year we don't sell a bunch of stuff. It's literally just teaching and it. And it really doesn't have anything to do with any specific a course that I sell. It's more of an overall, like, here's what's happening today. It's fluid because it's live every week. And I'm always trying to inspire myself. But I was trying to inspire my students and they always can see what's behind me. And so I kind of started telling them, uh, three years ago, kind of the, the, the core message that I send to my students is never give up. Like you can't fail if you never stopped trying. Speaker 3: 04:55 And so I had this artwork made and it's like those that I know, people can't see it, but like all throughout it, there's the message never give up, but it's really focused on in order to see it. And so what you'll find is what I find is there's people that are looking at this artwork behind me. They're seeing this message never give up. And I think that's such an important thing. And it's one of the reasons why, you know, why I this one of the reasons why I'm still here doing this podcast with you. Just not even two months ago I lost my dad and I always thought, I always thought that if, when my dad passed away, my dad worked with me. He was very close to me. It was everyday I was working with my dad. I always felt like I would probably just give up, quit and, and, uh, just uh, you know, with beach or something, I'd probably just wouldn't have the drive or the desire to continue doing anything. Speaker 3: 05:52 And that's what, that's always been my plan. That's just what I've been programmed thing. And I'll tell you, it's kind of funny. I tell my students this all the time, as much as they need that success connection every week, that time with me where I can teach them and kind of show them the new things. We use click funnels every single week in there as much as they need that. For me, I think I need that from them because when I can see what we're teaching actually helping people, right? Actually changing their lives to actually changing their outlook on how to build a business or whether or not they can be successful or whether they failed or maybe they're just still trying. Right? It's like when I can see the shift in the way people think and the way people feel, the weight, the results they're getting, you know, that's an, that's an inspiration to me to never give up, never stop doing what I'm doing and to keep as long as I can keep doing it. Speaker 3: 06:46 As long as I'm learning and growing and knowing new understanding, new things I can share with people, I should do it. And I think that's another reason why our business has grown so much. And it's another key to growing a real business and not just playing on the Internet. It's, it's a two way communication. You want to teach as much as you can to your students. You want to share as much as you can with them, but you also want to learn from them. And you also want to have this, this opportunity to let them make you a better person. Let them make you a better marketer, let them make you a better teacher. And I think that I've, uh, I've certainly over the last three years with our students and the success I've accomplished that. And, um, it would've been more difficult for me to just walk away from business knowing that I will lead this big group of people that have stuck with me for three years every week, you know, and, and I think that helps. That helps us to do what we do and do it at a high level. Speaker 2: 07:42 You know, Anthony, I really appreciate that and especially I know how close you were to your dad and how tough that was. And I think that, uh, you know, people see you and they see your success and they see, yeah, you know, you and your family are flying around in private jets and you got exotic cars, you're living at the beach and, and, and I think at times when a person is first getting started, it's like, you know what, I'll be able to real business after I first get my bills paid. And after I, you know, it, it's easy for Anthony to say that because he's already made it quote unquote, if you don't mind, I only, because I know your, your story as a kid and everything else and kind of where you've come from, help people understand how do you build that true connection from the very beginning, realizing, yes, I understand you have to make money. You've got to pay your bills. That's the first first financial freedom aspect. You've got to get to overcome it. How do you do that at, at the same time, building the true authentic business that's going to last. Speaker 3: 08:31 Yeah. Do you maximize the hours in a day? And um, you know, I, I've had people from telling my story how I got started because in the last few years, because I mean obviously it was plastered all over television for three and a half, four years. And so I didn't want to just be so repetitive, but the fact of matter is, is, I mean, look, I started a business and I didn't have something like a click funnels. I mean I have to go hire somebody to build a website. This was back before there was a just a point and click and drag. That stuff didn't exist, you know, so even though a website building business, I don't know anything about, you know, what I was doing, but what there were, there were a couple of key points that I think really helped me be successful. I was in college, I was going to a medical school. Speaker 3: 09:21 I had 22 our semesters at the time, which is I had to get the dean to sign off on allowing me to even take that many hours in a semester because I wanted to get finished quickly and get on the medical school. That was my, that was my plan. So those 22 hours, we're actually 30 hours a week of school when you add in all the labs and things don't get credit for it. So I was just like last year whose school? Right far more hours than I would have to spend between school and studying. Then a person would have to spend at their regular job right now, like they had a nine five, and the way I looked at it was, you know, my dad was retired. He, he, we were all set. My Dad always took great care of us, invested his money in Worldcom. Speaker 3: 10:04 A lot of people listening to this probably know that story. They went bankrupt. My Dad lost almost his entire life savings and so that was point number one. It created my one. My reason why and I think that many people are so eager to just jump on here and make some money. They never really dig deep to figure out why do they want to make all that money. I never started my business so I could fly on a private plane. That was not my, that nothing that didn't care. I don't even know that even existed when I started in business. I started it in my parents house paint and to keep them from struggling, but that was my reason why when you have a real, like a real substantial, real personal reason why people want to be successful, I think it drives you to look past all these little obstacles that life throws at us and you start figuring out how can I get past this instead of why is it holding me back? Speaker 3: 10:55 So for me, I created more hours in my day. I started a business that literally ran 24 hours a day. So it's three, eight, 40 am. Finding them. I was up on the telephone working and at the time I was selling car parts and the Internet. So I had a little ecommerce store and I never took a minute off. Right. So even though I was in class and even though I was working and doing all these things are studying in class, like a lot of people working. I was working at 8:00 at night and I'm fucking night 11:00 12 because I knew that my advantage was that I was willing to go the extra mile. I was willing to be open and be working when other people were sleeping and play like on the weekends. Right. And that's what gave me the opportunity to have success and build a business while still busy with something else like busy with life. Speaker 3: 11:49 And my point would be for a lot of people it's, you know, it's. And then once you see the success that you had from that, I mean I've started making 20, $30,000 a month. It's a whole lot easier at that point to then say, Hey, I'm going to quit my job and I'm going to focus full time on this business, but you have to create the opportunity for you to get it done so that you have a job and you certainly don't want to advise people, Hey, just quit your job for a to the wind and build a, build a funnel, right? Like, that's not what. I don't think that that's the message that Russell sends out. I don't think it's. I think what we do is we say, eliminate the waste of time. Don't spend time watching television. Don't spend time sitting on facebook reading everybody's updates, give off of instagram, delete twitter, put your cell phone down when you get home from work and really focus on your business and focus on acquiring knowledge in an implementing that knowledge instead of all these other distractions and you'll find we have so many hours in the day that you can work on your business that you would have already just been wasting anyway, and that's the way I was able to build my business and build a real business while having this whole other thing going on in my life. Speaker 2: 13:00 Thanks so much for sharing that. I, I'd like to take it to a new step and that is you've obviously you've helped literally thousands, if not even close to millions of people at some point in your career building their businesses. The part I want to talk about right now though, Anthony, is the scaling aspect because you've had the ability to scale. Unlike a lot of the others that I've been in, the situation I'm at right now, I know a lot of very, very successful entrepreneurs, but you have. It's been fascinating for me to watch your ability to scale, so if you don't mind, give some people some ideas as far as once they start getting again, I look as far as, you know, you get in that two and a half to $750,000 range a year. You've got to really focus on scaling and if you don't mind telling me how you doing the scaling aspect. Speaker 3: 13:44 Yeah. So one of the things that we implemented about two years ago, um, it was something that seemed like a daunting task. Right? And a lot of times I think that, uh, that we, that we look at these, these big complex icon daunting tasks and put them on her note, Adam, he said they were going to get that done and then every time you look at it was building out a robust back end automation. So on a responder or back in marketing funnel that would continue to market to our students' intelligence based on what they were interested in, what they've looked at or clicked on our educational portal of the questions they've answered on surveys. There's all kinds of, all kinds of things. What I found was, was that currently we have about, we're approaching a three year automation, so if we generate a lead through, we to possibly generate a lead through click funnels, our facebook ads, youtube ads, Google ads, solo ads, um, it doesn't matter television, direct mail, all the different marketing channels we use when we leave. Speaker 3: 15:04 We have a full three year sequence that, that lead goes through base and it's intuitive. It's based on what they, what they respond to, what they say, what they buy, what they buy, all those types of things. And it's three, four years now. I've had written out of my notebook and said, need to do really big automation series, right? This will help me scale to make more money. Um, and then I broke it down and I remember Dave, I remember watching this show and it always, it always stuck. It always stuck with me when I looked at and when I went on to take on tasks that I watched the show and it was, it was on television. It was one of these, uh, like who can eat the big hammer, like, could you finish this big hamburger, you know, faster, you know what I mean, was one of those eating competitions and there was this little skinny kid which reminds me of me because I haven't been able to get in high school, so this is what it is. Speaker 3: 15:56 And then there's this really big dude and they both got this massive, massive hamburger and they said, okay, who's gonna eat it first and who's going to eat most of it? And they just, they said, go right. Well the small guy sat there and cut that. Literally he said he spent like five minutes flooding that stupid hamburger in these little pieces. All the other guys just hammering down on the hamburger, right? At the end of the day, the little guy way more of a finished the whole thing. The big, the bigger guy literally almost passed out. And here's why. The big guys looking at this massive hamburger, they asked the right. So like every time you take a bite out of something, you're looking at the massive amount of I guess room. You still have to go, right? You still have to go. It makes you sick. Whereas this other guy was eating just like little bitty bites, right? Speaker 3: 16:48 It's like eating chicken nuggets, right? Instead of trying to eat an entire team is even little bites. It was never as mine was never tricked into thinking he couldn't accomplish it because he didn't see anything in front of them except one piece is a positive and so he was able to just keep going and going and going to end up eating way more than this other guy and I always thought to myself, if you break down these daunting tasks, these big things that when you stare at them, they're gonna Freak you out. You break them down into small little pieces in your compost, this little piece and then this little piece and you stay focused on the piece that you're working on that you won't let your, you know your attention. Go to all of the other stuff you have to do is complete this full task. Speaker 3: 17:26 You'll be focused, you'll be energized to be able to complete it, and that's what we did this. We started off with a certain set a day on a responder automation and every single week we added seven days to it, so every week we would add another seven, sometimes 10 days to this automation, and over the last three years we've built an autoresponder with automation that's three, this literally three years d and now when we get a lead to scale, it's literally allows us to just know, okay, we've got. We know what our lifetime value of a lead is. We know what we can pay for a lead. Now we can just take our marketing and go generate leads and we already know how we're going to generate that revenue. We don't have to then go create a new product or trying to create some kind of new marketing to make more money. Speaker 3: 18:17 We've already got it planned out and all automated. I think that that's a massive advantage if you're trying to scale, especially if you're trying to spend, you know, as you spend more money on facebook or youtube or whatever, the more you spend typically the higher lead calls yet, so it's hard to scale because you're always looking at how much money can I make inside of 30 days. I looked at how much money, how you make over three years, and then at what point do I get a break even and then how much profit am I coming in and for me, men that we've tripled our revenue every month since we put that in Speaker 2: 18:54 to answer that is so cool. I think it's one of those things where people say, Oh yeah, I'm going to get to that sometime. The fact that you guys actually have done it, it's why it's so hard for people to compete against you. It's next to impossible. I mean, you can outspend them on your acquisition. You can. Your lifetime value is huge and you have such an enormous amount of data on on on your customers and you're providing value so often and so frequently that I love, love what you're doing. It reminds me so often. I see people, although they'll create one product, they make money on it and they're like, okay, now I've got to create another product and instead of creating another product, you created the automation which allows you just to double down on your customer and goes back to really truly building a real business versus just a fly by night product. Okay, Speaker 3: 19:37 real businesses don't look at how much money can I spend today and how much money am I gonna make today? They will get money as it costs us to acquire customer and what's the lifetime value of that customer. Too often in our, in our space, we talked about lifetime value, but all people really care about is if I spend 100 bucks on facebook today and only made 90, oh gosh, I'm going broke because they haven't got a real business. They've got one offer and it got one thing that they're focused on. We have continued to build out trainings, courses, softwares and offers that we can provide to our students that are complimentary. And then what we did was we built the offers out. Then we said, okay, let's build the automation now. Right. And once we got the great thing about a day, it's like seven to 14 days of automation done. Speaker 3: 20:22 We started buying traffic, right? Because we were 14 days ahead of the game and every week we just get another set in 14 days ahead of the game. So we've got like none of our leads ever get stuck in other words, right? Where they're just sitting there waiting for something. There's always something there and we're always seven slash 14 days ahead of the, you know, the very earliest leads that we, that we got. Then for the new ones that come in today for three years, our automations takeover and do all kinds of awesome stuff that, you know, again, like you said, lets us out on a, on the marketing channels and it lets us not worry so much about how much did it cost today versus yesterday. We just look at the average cost per lead and we know what we're going to make and it makes it very easy to make decisions on marketing. Speaker 2: 21:14 I love it. Well, I could spend days talking to you. I always love whenever we ever had the opportunity connecting as we kind of get close to wrapping things up. How can people get Ahold of you? How did they get, how do they get onto your weekly success connection? Speaker 3: 21:27 Yeah, definitely. So we've got, uh, our student portal is probably the best way. It's more than education.com. So if you get more education and create a free account and when you get inside of that account, that's kind of our student portal where all of our students go in and access their trainings, forces and softwares and things like that. There's also a success training. It's a completely free. It's what I do for our students. It's almost 100 percent focused on click funnels because that's what I use, you know, so every single week we're building funnels, we give phones to our students, we give them my funnels and we really just try to help elevate their knowledge and their ability to implement and use the clip on software because that's what we're doing anyway, you know. So this is not for click funnels, it's just this is what it is. That's what I do and I always teach what I do and so it just kinda worked out. But every Thursday night is kind of what happens. But uh, but yeah, you can check out [inaudible] dot com. You'll get some free trainings and stuff. Speaker 2: 22:36 Sounds great. Always great talking to you. Thanks so much. Anthony will be in Texas. Speaker 4: 22:41 Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if you'd like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Christian Woodward: Christian Woodward joins the podcast to speak about the importance of finding your voice, and how it is extremely important to an entrepreneurs success. Christian talks about the book Expert Secrets, and how it challenged him to step out of his comfort zone. He discusses the Facebook Live 30-day Challenge, in which he made himself very vulnerable, speaking live about the book in front of his facebook peers. He describes his emotions during the process and the improvement he was able to make in such short time. He explains how finding your voice will transform you from being a reporter to a storyteller in no time! Tips and Tricks for You and Your Business: Finding Your Own Voice As An Entrepreneur: Utilizing Facebook Live. (1:02) Confidence Building Through Being Vulnerable. (3:24) Improving With Repetition. (8:58) Understanding and Utilizing Your Voice. (11:09) Quotable Moments: "When you go from being rich or poor and actually influencing your life is the biggest thing. Whenever you go through anything, if you actually input in your life, you actually can see the differences." "One of the keys to finding your voice is becoming a better storyteller and relating better to people." "When you feel confident, other people think you're competent and so if you know you're confident, other people think you're confident; you actually will sell more and people will pay more attention to you." Other Tidbits: Christian discusses the importance of making yourself vulnerable and the benefits that come through repetition. He talks about the 'Tiffany Bridge Script' and finding that 'Ah-ha' moment, where people discover true value in something they are pursuing. Christian speaks about the benefits of utilizing Facebook Live and how he was able to understand himself more than ever after completing his 30-day campaign. Links: 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. Everybody. Welcome to funnel hacker radio radio. Speaker 2: 00:19 This is gonna. Be a fun episode to a. This actually is. I've got to introduce to you someone who I know extremely well. I've known him his entire life. This is my son, Christian woodwork. Christian, welcome to the show. Thank you. So then a lot of fundraising, the books. I'm excited to do this. A lot of fun. So the idea behind this is all about finding your voice now. There's been a challenge for those you guys who follow me on facebook and we actually started this challenge at our, at Russell's inner circle, probably about a year, maybe two years ago, where Russell challenge people to go out and do a facebook live every single day for a month. Well, I've done that now for probably nine off and on. Probably taken that challenge at least half a dozen different times and it probably add streaks into as many as 90 days where I've done a facebook live every single day. Speaker 2: 01:02 The whole idea behind this though is finding a way to find your own voice and finding your voice as an entrepreneur is probably one of the most important things you can do and you've heard Russell talk a ton about this idea with trying to. I really see who you are. Telling stories, getting very good at becoming a storyteller and realizing that stories is what sells. So I had the opportunity of a Gosh Christian woman, was it a month ago, month and a half ago, about a month and a half ago, something like that, so a month and a half hour, 45, 60 days ago. We were the. My other son, Chandler, my older son, and they were kind of talking smack back and forth. It seems to be what my boys do a lot of and one of the things that came up with was this idea as far as challenging each other to see who would actually do a facebook live every single day about expert secrets. Speaker 2: 01:48 So if you haven't read the book expert secrets by owning gold expert secrets.com, I probably should have. What's your affiliates? Do you have any feeling like you don't have a bitly link up to you, but now that I remember? No, I don't. Ah, phone. Anyways, expert secrets dot Com. And if you do go to expert secrets.com, I want to make sure that you understand the importance of every single one of these chapters. So what happened here, and I'm going to have Christian kind of talked about it was his experience as far as doing a facebook live. So a little background here. I had talked to Christian about this probably almost six months, a year ago where he started doing one on my facebook page and I think he did what, five, five, six, seven to 10 days, 10 days. And then the challenge came up between he and his brother and all of a sudden it became this thing to wear. Speaker 2: 02:31 So what's your facebook page? So people go see your story's a Christian would read. So just go to facebook, look up Christian, c, H R I s t I a n and then Woodward, and you'll basically see what he did over the last 22 days. But what am I going to talk to him about right now is one of the things I hope everyone who's listening to this actually implements. And that is what, uh, what are the benefits of doing a facebook live every single day? What were some things you found? Some things I thought I was actually really cool is it's a kind of thing that my eldest brother Chandler, who is challenged me to do this first was he said once he finished, it's like, it's like a natural high really was until I could get really excited when you do a facebook live. And it's also kind of like a little game that you play with yourself because it's something that like if you get yourself to do a facebook live and actually boosts your moral or your self worth throughout the day, really I feel like is the best thing that you could do. Speaker 2: 03:24 Because once you did a facebook live, you told yourself you can be accomplished something. You actually realize it. Then look at any of the challenge that throughout the week and throughout your day really. And you'd be able to see that if I did facebook live that day, I can do this, I can do this. I didn't. You actually can see actual change your day throughout the day. Awesome. So for a lot of people, this idea of doing a facebook live is really scary. I remember talking with Katie Richardson at, uh, one of our inner circle meetings and she was like, man, I just don't know what I would say. She's now gone on to do amazing, amazing content as far as these facebook lives. But Christian, I want to tell me right now, what were some of the things that you learned about yourself doing this? What was the benefit that you got out of it personally? Speaker 2: 04:03 Um, possibly how you've either. What were some things you've found about finding your own voice or if you take a look at the first one verses 18, 20 or so days, what was some of the difference between the two? I felt like thing mostly I gained about myself was, um, what's the thing that Russell goes throughout the book is becoming a better storyteller personally for me, the first time I was going through I had like a little green notebook that I summarized everything I wrote everything down I thought was cool and then I would summarize it and not really actually explain it and start influencing in my life how effected me that way other people saw more worth than it. I thought that was the coolest thing that actually went through me. I love that. So I can tell you some of the things I've seen. Speaker 2: 04:44 First of all, if a person except that first right out the gate, the challenge first and foremost is do a facebook live every single day for 30 days if you don't know what topic to do. Literally get a book expert secrets and do a facebook live on each one of the chapters and one of the things, it was fun for me as a dad to watch Christian, he started off and he basically was acting more as a reporter and was just reporting, these are the facts, this is what I've learned, this is what you will learn through this. And then as you just mentioned, it changed from being the reporter to now being one who's actually implemented some of those things and it was how it impacted him. Is that fair to say? Oh yeah, exactly. Yeah. It was this cool to see how like how 17 year old as me, like how I was able to actually see and go through my life and how actually built to relate it to me. Speaker 2: 05:31 Same thing you were saying is how actually when you go from being rich or poor and actually influencing your life is the biggest thing. Whenever you go through anything, if you actually input in your life, you actually can see the differences. I think the biggest thing that I noticed. So what's your favorite chapter out of expert secrets? Um, probably my favorite chapter was would either be the, um, and that was hard one like all of them. But uh, I'd say either the company better a storyteller or the epiphany bridge script story as my favorite. So what is this whole tiffany bridge script and why? What'd you get out of it? So the epiphany bridge script is basically the Aha moment that you're trying to discover or get other people to have for themselves. And basically the Aha moment is the moment that you had no, or realizing that this product actually have actually helped other people and then actually be able to realize that, um, with the product that I'm giving you, it's actually quite. Speaker 2: 06:27 I'm giving you. It's going to help you improve your life or improve whatever you're trying to go for. And it actually will not make you a lower status, but actually it will increase your status and actually will help you. Okay. So we start talking about status. What, what are you referring to? So talking about status thing that you actually see other people look at you. And also the way you look at other people. It's the, uh, the way people look at you, you, and the way you look at yourself also, it's, um, the thing that will honestly. It's basically the one big donald was the one big. Donald was the thing that if you can knock down that one little key things, the status is most probably the most important thing. If you knocked down status and say they want lower your status, people won't look at you. Speaker 2: 07:11 Your worst actually will, will think like, oh my gosh, this guy is amazing. I can't believe this guy has done it. That's thing you want to get people to think about themselves as this guy is amazing. I want to be just like him. And that's the thing that you're trying to really get from your Aha moment in the 50 prescript I love that. So I can tell you that it's been fun for me, is you take a look at this whole idea or the concept of eight of status. Um, it's probably one of the things that scares people the most when it comes down to doing facebook live. So again, the challenge here is to do a facebook live every single day for 30 days. And if you don't know what topic to use, go ahead and take expert secrets. The first thing you're gonna find that people are concerned about as far as their own status is. Speaker 2: 07:50 How am I going to look in the eyes of the people who are viewing this facebook live? Is that fair to say? Oh yeah, absolutely. The one thing, uh, luckily for me, I, my facebook, my facebook page wasn't that big because I use instagram more. But I started noticing that, oh, the first thing I want people to think of me as this like nerd or something like that, like lower how my friends look at me if they got onto facebook actually saw me. But once I started doing that and I completely bypass that thought and actually said, okay, this actually won't really affect me as much. I think it will is actually will help me out. I actually had friends who came to my house. They, somebody me with faced with life, like, oh my gosh, that's so cool. Or do them like, I think that's cool. Speaker 2: 08:27 Awesome. It's actually got really, really excited to even more so. A thing is once you realize that I'm actually will help your staff for like the biggest thing that helped me out there. So you actually, by doing a facebook live each and every single day, it actually increases your status instead of decreasing your status due to fear and concern that people are gonna. Think you're a complete nerd or don't know anything at all. What you're doing. You're wasting your summer as a kid doing a facebook live and reading this book. Is that fair to say? Exactly. Yeah. That's perfect. So the next thing after, as far as increasing and taking a look at that, when you're looking at doing a facebook live, what are some of the things that you learned over the course of those 22 days? Um, I really like. The biggest thing was actually was the way, I guess, the way I flowed better. Speaker 2: 09:09 And when I first started I was kind of stuttering lot last name. Like, oh, I'm looking like I don't really know what to say, but like by the end of it I felt like I was completely fluent and I like, I actually was able to basically talk in front of a audience actually. Like when you actually find your own voice on facebook live, I feel like we actually get up on the stage actually is a preparatory step, a little baby step to get up there. I love that thing. So finding your voice, one of the keys to finding your voice is becoming a better storyteller and relating better to people. In a way that they actually feel emotion and I think this is the biggest hurdle and the obstacle that most people have is going from being reporter and just telling the facts to helping people to actually engage emotionally. Speaker 2: 09:47 And I think one of the things I noticed in your facebook lives where that transition took place was when all of a sudden you were no longer started. We're talking just about what you were learning, but you actually got to the point where it wasn't just, these are the facts, it was, this is what I've learned and this is how I'm implementing it. And more importantly, these are some of things that you can do to that fair. Oh yeah, absolutely. This is actually started using it. Say they have to say before you actually realized that, as I said, like, like saying 17 year old because it's actually a lot of people see differently. Um, but anyways, I definitely saw that more holiday. You actually can see yourself going and actually, uh, doing better stuff like that. So I, as you take a look, what would be the advice you would give to somebody who's watching this right now or listening to this and sitting there going, I don't know if I could do a facebook live every single day. Speaker 2: 10:36 The other thing I thought there's no way I can. I got football in the morning. Every morning I come home, I'm super tired and also I want to go hang out my friends and I feel like I have a thousand other things I could go do anything I was saying before. It's that same thing as like if you wake up in the morning, you make your bed. It's that one. One of the day. Think it's a thing as facebook live, if you wake up in the morning or do it with facebook live, it's a single little accomplishment actually will help you. Uh, do better your life when you come up the business choices or anything else like that. And you think, oh, I don't really know if I could do it. It's super, super hard. I don't know if I can make up this hill or ever go through. Speaker 2: 11:09 If you do a facebook live every day, actually build two. I saw personally for me, actually, it wasn't like it woke me up. I saw like I was able to look at the world differently and also is able to say yes to more stuff and be able to accomplish more stuff. Felt like that's awesome. So do you feel like you've gotten a better job at finding your voice and being able to communicate that voice? Oh yeah. Absolutely. Yeah. I don't know if I felt like we do this podcast before. I don't know. I think, and this is part I wanted to have Christian. He had no idea he was going to do this. He literally just came out. I asked him to come to the office and I said, now that you're here, I want you to record this and I can get what are you talking about? Speaker 2: 11:42 And it's the whole reason I want you guys to start doing a facebook live every single day is I want you to find your voice. Because then when you're a situation when someone asks you to go onto a podcast or they ask you to communicate with them, you're already have your voice in a way that you're used to talking and are you able to tell those types of things? So I caught him totally off guard and he's done an amazing job. Um, any other advice you'd give people about finding your voice? Oh, it's perfect. The way that you're saying that. How is it like when you first go out on anything? Like my dad until he my mileage quick, like, yeah, sure, what do you need? Like, oh, can you come from this microphone? Start talking. I'm like, and so, but the thing is I first thought was like, oh my gosh. Speaker 2: 12:19 Like I don't really don't talk about it clearly came to mind. Sydney is didn't those facebook lives you ever seen like a really good person, like a salesman because up to you talks to you like, wow, I'm a, your thing now. It's like because once you do facebook live, you get more, basically feel more confident. Think is the biggest use visit. When you feel more confident about the way you talk and you actually can look at someone in the eye and actually talked to them and really know that what you're talking about, actually, we'll give them the value actually is the biggest thing. One of the biggest things that I noticed is that when you feel confident, other people think you're competent and so if you know you're confident, other people think you're confident, you actually will sell more and people will pay more attention to you. Speaker 2: 12:57 Well, I love it. So again, if people will reach out to where they're going to get you a go to Christian would wear it on my facebook page and if you actually want the a link to go get your free book. It is. I'm a bit dot Lys a backslash to y, x m U, C y. So go get your name. One more time. So this is an affiliate promotion for those of you guys. What's going on right now? Christians trying to get you to go get a copy of expert secrets through his affiliate promotion so you can beat his brother. So he's using a Bentley Lake, probably not the best thing on a podcast, but it's okay. So go ahead one more time. So yeah, it's a bitly bit dot l y backslash to y, x, m U C y. So that is my link to go get your free book and that way you could actually, uh, I'll help me beat my brother also. Speaker 2: 13:48 That way you can find your own voice. It's a great little book to have. You don't know what to sell on a facebook live or even talking about. You don't have to even publish it. But anyways guys, go get that book. It's amazing, amazing, amazing. It helped a 70 year old find his voice and be able to feel more comfortable talking in front of thousands of people and be able to help them go through and actually do better with life. So I always guys, thank you for having me on here. Spend a lot of fun and uh, yeah, thank you guys. I love it. So again, thanks so much for listening. Check out this link. It'll be down in the show notes and follow up Christian on his facebook page at Christian Woodward. Thanks again everybody and we'll talk again soon. Speaker 3: 14:24 Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me were I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as the people like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Nik Robbins: Nik Robbins is a co-founder of Be Top Local - an online Advertising agency based out of Lehi, UT that serves over 120 medical offices nationwide, He is also the founder of Krusader Nation which is an online agency training course and has taught hundreds of others to start and grow their own marketing agencies. He has grown his agency to 3.5 million in the first 20 months by utilizing ClickFunnels and developing a bulletproof sales process to close high ticket clients. He currently oversees 18 employees at Be Top Local and is growing at a phenomenal pace. Recently he has launched the "Krusader Nation" which is an agency training course that is unlike any other. Tips and Tricks for You and Your Business: Specializing In One Thing: (7:32) Understanding Your Value: (16:57) Effectiveness of Running Trials: (19:30) Systems and Processes: Agency Building: (21:44) Embrace The Difficult Journey: (25:53) Quotable Moments: "It's okay to be specialized . That's what I want to tell everybody. You don't need to be everything to everybody. You don't want to be a master at everything. If you're working from your basement and your a Solopreneur, you aren't good at everything. Quit acting like you are. Get good at one thing." "Jack of all trades. Master of none." "Learn how to sell that one thing and go help one specific type of client and then once you start to grow, you build a team." Other Tidbits: Nik discusses his journey building his own online marketing agency and how he was able to excel so quickly. He speaks about team development and the importance of being great at one particular thing to get your business going on the right track. He has spent years intensely studying sales and personal development and is now focused on training others to improve their psychology and outlooks on life combined with creating a life of freedom online. Links: 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. Everybody welcome back. You get Speaker 2: 00:18 a double whammy here. You've got miles clipper. What's up guys? And myself, Dave Woodward. Most importantly though is our guests. We're super excited to bring on here. And so without any further ado, I want to inish guys to nick robins. Nick, welcome to the show. Awesome man. Happy to be here Dave. So the exciting thing for us is no miles is in charge of running all of their two comma club winners and all this craziness. We're just joking around about the fact that uh, so nick went from basically zero to seven figures through an agency model in 10 months and in the next 24 months or less, he'll be an eight figure. So we want to talk about that story. But the craziest thing though, Nick, is miles and I would like to hear a little bit about your history because I think people hear about these crazy success stories and how everyone's making millions of dollars online, but everything's well, I can't do it and I love your history and your backstory. If you don't mind just take a few minutes here and tell miles nine our audience about your backstory, where you came from and what's allowed you to get to the point where you can literally start at zero and get to two comma club status within 10 months. Speaker 3: 01:23 Yeah, absolutely man. Happy to share it. I think it's important to share with everyone dependent because everyone's in different spots in life, right? So in my early twenties, late teens, um, I had a really bad drug problem as well as drinking problem. There was a time in my life were over an 18 month period. I was arrested three times and including a dui and I still didn't get like, you know, a major wake up call or anything. It wasn't until I was actually given a book by Tony Robbins, who I'm actually in Chicago right now, uh, at a Tony Robbins event. That's why I'm in a hotel. Uh, you know, Speaker 2: 01:52 the kids were just there. What's that? My boys were so my son champion and partner here in Chicago. Speaker 3: 02:02 Awesome. I love it. Yep. I'm, I'm in here in Chicago. Best amazing event. Um, I read the book awaken the giant within from Tony Robbins when I was 19 years old and I'll never forget, sit in the back of the car is my buddies with driving up. And that changed my life because I had a lot of issues, a lot of problems growing up as far as you know, drugs, alcohol, failed relationships fail in college. I went to, I was a guy who took seven years to get a four year degree and went to, you know, six different community colleges in two universities in order to get to where I'm at, you know, but the biggest thing that's happened in humble unsatiable hunger and following the right types of people in order to get what you want in life. Speaker 2: 02:39 I love that. I think a fall in the right type of people. It's one of the main things we talked about a ton. Miles were really just talking about this the other day as far as who you associate with and that association really does change. Absolutely everything in your life. We have a ton of fun here in the office. We joke around a lot, but at the same time it's our core group that allows us the opportunity of a building Speaker 3: 02:59 and growing as quickly as we have. Yeah. And from my experience it's literally the most important thing, like literally because 10 years ago guest to us hang out with people who did drugs, drank all kinds of stuff, and then guess what? I started surrounding myself with over the last couple of years, people who are hustling, making money, serving others, creating value for others, building businesses, doing all kinds of things like that. And guess what's happened? My life has been ruined because of that and it. And it's so important as well because when I started my agency, right, um, I had quit my job, you know, and I was starting this whole online thing, what, 10 months with zero sales, zero six right before we found our actual agency model. And it wasn't until I got into the clickfunnels community and I want to make sure people understand that because like we've talked about two, two different, 10 month categories. Speaker 3: 03:45 One was 10 months from zero to seven figures. I think the other part is there was 10 months prior to that, zero, uh, basically 10 months of zero. Is that correct? Absolutely. So before we fit settled on the agency model, that actually started making money and where we went, I was a website designer, I was an seo guy, all kinds of stuff. And it wasn't until I actually came into Russell Brunson's world and found click funnels that I discovered the facebook ad agency model that we figured out and once we actually started working on that, that's when we went to over a million dollars in a 10 month period, you know, and, and it's spent 10 months of following the wrong types of people, the wrong groups. I didn't know what I was doing and it wasn't until I found some of these communities and started mentoring under other people and learning from other people that, you know, my life was changed in know, while I appreciate that I know that a miles has. We were just talking about this whole concept as far as agencies and we just rolled out the mother funnel which has taken forever. But one of the first things we're trying to identify as is what type of business people are in. And miles was talking about this whole concept as far as agencies. Speaker 4: 04:49 Yeah. No, I'm like, it's, you know, a lot of people are like, I don't have a product. I don't have have any information to sell or any of these, any of these things, but with the new monitor phone we've rolled out, there's all these templates and they're literally plug and play replacing an image and the headline and I think that that's going to benefit a lot of people looking to get in kind of the agency realm because I'm to start an agency, you know, there's a lot that goes into it, but you don't have to have your own product. You can help other people. We had west Bewley on just a few episodes ago and he was talking about. He's kind of has an agency model going on. He looks for three things and click clickfunnels. I'm sure you can attest to it. He looks for one that he can build a funnel for two, three hours a day or two. You only need to spend a few hours a month on it and then three a is profitable from the get go. And so, I mean, with click funnels and you can attest to it, it can really help someone kind of get an agency up and going off off the ground and probably see some of the same success, you know, that maybe not the same degree that you as as far as the million and 10 months. But getting that first win. Speaker 3: 05:53 Yeah, absolutely. Yeah. No, and it comes down to a point. The only challenge really is how do I sell local businesses on this? Because the fulfillment side of things between click funnels, the community people willing to help you out, facebook ads, the ease of it, the, the only challenge is literally trying to sell clients and get them to join you and pay you money in order to run those ads and get new customers in. But the great thing is we are literally doing what most. So I work with small, local, local businesses, right? I work with a lot of small businesses across America. What is the biggest struggle for most of all small businesses across America? Getting more customers. Right? And so it makes it so easy. So we've got something that's great that we can go sell to people and the fulfillment is so easy, man. Speaker 3: 06:39 Man, I, I can't say enough good things about click funnels. Nick, I want to. Two quick questions. The first one is I want to break down this whole agency model because this is a thing that everyone starts. It's becoming pretty rampant. Is Miles is going to test you right now and that is we have a lot of people say they're, they've got a digital agency but there's so many different facets of that agency that you can focus on. Sometimes it's an agency runs just facebook, others, it's an agency that focuses on creating funnels and another one is an agency that is based on helping systematize and existing product or service. Another one is helping them automate and take things to the next level. So when you talk about a digital agency from what you're doing right now, what, what's that mean? Yeah, absolutely. And that is a really important question because a lot of people screw up at the beginning when they're trying to start agencies because I helped coach what agency or you know, new agency owners and they try and be everything to everybody. Speaker 3: 07:32 They're an email marketing company, their website design, their seo, their facebook, their everything. My advice specialize and specialize so hardcore that you only are speaking to one specific type of client. And I want to give you an example. We made a million dollar company by selling one ad and one landing page, literally one image, one ad copy and one landing page, right? And it was for osteoarthritis of the knee using hyaluronic acid injections. That's how I can't even smell that. Still can't spell it, but it's so important to niche down and specialize. It's okay to specialized guys. That's what I want to tell everybody. It's like you don't need to be everything to everybody. You don't want to be a master at everything. If you're working from your basement and your a Solo Prenuer, you aren't good at everything. Like quit acting like you are. Get good at one thing. Speaker 3: 08:26 Learn how to sell that one thing and go help one specific type of client and then once you start to grow, you build a team. Sure you can add more services. Right? But so many people, they're the Jack of all trades. Quote always comes to my mind, you know, Jack of all trades, master of none. You've got to specialize. I'm going to lose even though I'm a better marketer than you know, a majority of the roof guys out there. I could probably be, I could learn the roofing industry and about a week I'm going to lose nine times out of 10 to the roofing consultant, the roofing marketing agency, because they're speaking the language, you know, even though I can figure it out because I understand marketing at this point, like you've got to, you've got to specialize in a niche. The niche, like not only do you want a niche, you want to niche down even deeper, right? Speaker 3: 09:08 So if you're working with plastic surgeons, you want to work with rhinoplasty, you know, like it really, really specific and it makes it so much easier to sell those clients from a to z. It makes it easier to sell, it makes it easier to prospect, and it also makes it easier to duplicate and scale your advertising and what you're actually creating for the specific clients. Oh my gosh, I love that. I mean from one, it echos everything. Todd and expert secrets as far as basically starting off with the three markets and going down to a son and I didn't plan this. I don't know if we're talking about secrets on his trip to Chicago. I love it there. There's two bucks. And then here's the other one which was also recommended at click funnels of ethics. So, but I think that's real important and that is too often even people in the digital marketing agency, they find themselves in a red ocean and they're going, I'm, I can't make any money. Speaker 3: 09:57 And maybe that's. Maybe that's what it was for the first 10 months of Zeros is if you're fighting their red ocean, there's just no opportunity. No. So how in the world did you decide on whatever that long word was that ended in arthritis as your niche? So that's a great question. So what I did, and it's super important for anybody who's looking to actually start a local business agency, you've got to find industries that buy leads, right? So not only to have to find issue the bylines and pay money for advertising. So I started looking through newspapers. I started looking through mailers, listening to radio TV and I kind of stumbled upon it, you know, I didn't know that it was hyaluronic acid, I just saw that there was a lot of people who are advertising for knee pain injection. So I had to go look at it. Speaker 3: 10:37 I'm like, what is this, you know? And so I got drawn to that because one of my mentors always told me, he's like, if you want to find the best prospects, the industries that buy leads and go in there and work with them, you know, don't worry about competition, you know, don't worry about competition if they're, if they're advertising for that means there's money to be made, which means you need to be in that industry. Right? And then it's down once you get in. So I kind of lucked upon it honestly. Like, I mean, we really did, it came up and one of the first calls I heard this hyaluronic acid procedure and they said there was a big insurance coverage so it's easier to close the leads, Blah Blah. And then I was like, you know what, I'm going all in on that. And I decided to really hyper specific focus in on it and worked out all right, I'd say 10 months, seven figures, that's, that's an okay return. Speaker 3: 11:28 That's not too mad about it. But as, as you brought up before, you know, I spent the previous 10 months when I was trying to do something, you know, an agency or whatever. And I had no, I had no client Avatar that I was working towards. I had no specific niche, I wasn't specialized. I was everything to everybody. I actually went to BNI groups, chamber of commerce stuff and I was told no by like 200 business owners to my face. I was even trying to sell an seo package for $499 a month or so, a million years. And I couldn't sell that, you know? And it wasn't until we literally niched down and got super specialized that I was able to have conversations with the business owner and talk business owner, the business owner and help them with everything. And they're like, Holy Shit, a marketing company, companies never spoke to me like this before. Speaker 3: 12:16 They've never, you know, use this terminology and it's been so beneficial. And we still stay very specialized today. We don't even know we're doing 4 million this year. Um, we still don't. We don't play outside of our route. And as such, valuable advice, I hope everyone is listening to catching onto that. I actually made the mistake that you talked about where I was literally just thinking any business owner when I first started my agency, Gosh, 10 plus years ago, before facebook, I thought at that time basically anybody know if they had a business. They were a client. And I remember my very first client was an amish furniture store and then he had absolutely no money and I was trying as far as they possibly could to save this company. And bottom line is I lost a ton of money and they ended up declaring bankruptcy and that was the end of that marketing. Speaker 3: 13:04 And one of the biggest things for anybody who's listening, who's working with an agency, be very, very wary of anybody who is not currently spending money in marketing dollars because they still have to be able to close the leads. So we actually qualify the business owners, right? Like we need to make sure they're spending money, we need to make sure that they're actually have a sales process. They know their close rates, things of that nature. Because there's so many people when they're getting started. Like, oh my uncle owns a flower shop down the road, you know? And maybe we can say, and it's like you never want to be the savior for the company. You know, as you say, like you don't ever want to say that because then all of a sudden they're going to be a nightmare to you and they're going to be texting you at all hours of the night and it's going to keep you up at night. Speaker 3: 13:47 And it's just, it's not worth it for a $500, thousand dollars management fee, you know, go find people that are already spending money and show them how to spend that money better. That's what it's all about. And right now it's all about going after traditional advertising, right? I mean the newspaper, TV, radio costs are through the roof. I'm not saying you can't get an Roi on those. You can, but they're through the roof and most people don't do it properly. And I always use this example in, in my groups and people I talked to in Oklahoma City for one Sunday run one, one full page answer in the Sunday run in Oklahoma City, got $15,000. Imagine what we can do with a $15,000 budget on facebook where give people like a billion leads using using click funnels van. So go out to people who are spending money. That's one of the biggest things I would tell anybody. Oh Man, I seriously, I hope you guys who are listening and taking, if you're driving the car, you need to pull over and take notes on this one because what you just said I think is so credit to things I picked up there. One is you have to understand there is a language with every single industry and the better you are at speaking that language, the easier it is for you to close that type of a business Speaker 2: 14:51 owner. The other thing which I think is so valuable what you just said, nick, and that is you know what their cost is for advertisements outside of online marketing because if you know that you know what type of leads and how much they already spent it, they're spending 15 grand. I think it goes a long way in a facebook ad campaign, let alone you know what the Roi is typically there. I mean it's really easy to go in and say, so you're spending $15,000, how many leads do you get out of that? How many of those are you call? I mean, it just opens up. It's a totally different conversation. So nick, it's so cool for me to see, I love people who have immersed themselves in their business as deeply as you have. Congratulations. Speaker 5: 15:30 Absolutely man. Well, it's been a long struggle. You know, it's been a roller coaster to figure this stuff out and I, you know, I do. Speaker 2: 15:39 So these basically sitting in a hotel room in Chicago, upw just finished internet crashes because he's just dropping so many value bombs, internet, they could not keep up with nick. So, uh, do you remember where we were? If not, Speaker 5: 15:51 I don't, but I will say something about ut upw in, in Chicago, and I will say, I want to say to all the listeners, focus on your mind and focus on your psychology. It is the most important gift that you could ever give yourself in regards to life. Man. Aaron knew your son was over here is the coolest thing ever. I wish I could have met up with them. I wish I'd known ahead of time because it's so important because without the right psychology, without the right mindset, you can't get anywhere. Of course you're not going to sound anything. You're not going to be able to grow, so that's what I got on that upw, is that. Speaker 2: 16:22 I love it. Yeah. So my son Parker or my other son, Chandler and his wife ran were both there. So anyways, let's go back to where we were and that is you were talking about here as far as not being the savior for these companies and situations where so many people, when they think of the agency model, they think I'm going to go out and I'm going to just. I'm sure there's somebody will take, take my business and it kind of goes back to what you just said is about mindset. That is I think when a lot of people start off in the agency model, they don't understand the true value which they're able to bring and so they think I just have to get a client and whoever it is, it doesn't matter. So if you don't mind, kind of pick things up there and let's go from there. Speaker 5: 16:57 Yeah, absolutely. So one of my, one of my main mentors in life, he has something that I love to say. He's like, look, if you're an online marketer, stop hanging out with other online marketers, you guys, you guys don't charge enough, you know, he's like, go hang out with the big agencies because what we don't understand that the value we provide is so strong, especially in this day and age compared to what the big agencies do. I mean, I was just talking with one of my, one of my buddies who met me out here in Chicago and he is, I'm bidding for multimillion dollar yearly deal with a big agency. The big agencies like boosting posts. There's no direct response. There's no tracking, there's no anything. And that's a big agency they're doing because they don't know what to do. So we don't understand the value that we provide. And as I was saying earlier, like the biggest need for small businesses in America is new customers and that's what we provide. You know? And so many people are so scared to talk to people about that and go do it. So it's important to know your value. And there's a big paradox because a lot of times when people are getting started, they feel more comfortable with, you know, small management fees and small businesses. But what's crazy is those are the hardest ones. Those are the ones that suck the life out of you. Speaker 4: 18:06 Oh yes. Speaker 5: 18:08 They suck the life out of you. When you work with someone who's got a big budget and that all they care about is metrics. It's all much easier. It's much easier. So it's like this weird paradox going on because we're nervous or scared, whatever. And they end up being the worst and then they get a bad experience. They might give up too early. Because the other thing I want to mention, just not giving up. You've got it. If you want to build a life from your own, if you want to build a life, bottom line marketing, build an agency role, things like that, it's going to take some work. It's going to take some ups and downs, you know, so you've got to be able to put up with rejection. You've got to not give in when you know you're told no things of that nature and focus on bigger clients and I'm going to take it back to what I said earlier. Some clients that are already spending money, that's what you want to focus on that as the biggest key and it's specifically in in a traditional world because you can be radio, TV, newspaper, all day, everyday, online unfp that good doubt being, you know, Speaker 4: 19:03 so miles. What do you think? I've been doing most of the talking. I'm gonna let you die down on this stuff here. Okay, well I'm fine. Diamond in the last time I said something when I was starting to sweat, talking too much. No, I think nick, I have a question for you as far as you know, I think a lot of people out there when they get started, they're trying to figure out what they're doing, but then they also want to get that first one. I think that first one is it builds momentum. That's how. I know you said you spent 10. We've had advice for people just starting out. What would your advice be to them to really find that balance of really diving in deep research as much as they can, but also getting that win as quickly as possible? Speaker 5: 19:38 Yeah, absolutely, and I think this is a great question and the two things I would recommend, and I might catch some flack, there might be some people's and gurus out there who would disagree with me on this, but I think that, you know, coming from the clickfunnels community, Russell Brunson, I think it's important. Run a trial, get results immediately, do it, do it cheap and get results. Go find somebody, family, friend within your network, offer them $500, whatever it might be, to connect you with business owners. Run a trial, guys like, I mean, get some results because it helps you in so many ways. One, it helps you get results for the client. It helps you build confidence in your sales process and it can help you sell, right? And you want to get testimonial videos. One of the most important things we can have, the 2018 is testimonial videos to help us sell our stuff. Speaker 5: 20:19 So I immediately reached out to friends, family, whoever you've got in gold, get some results, like get results. Okay. You don't have to sell a $10,000 management fee up front with no results. Like that's hard. It's, I, I'll be honest, it's hard, you know. So go run a trial, do something like that. And then people overlook networking events and at what BNI is and chamber of commerce can do, you know, especially getting started now, it's not always good. I spent several months, it'd be an and lost a lot of money and didn't do anything. But with the right process, with the ability to generate, you know, to run trials, things like that. It can be huge. So utilize your family and friends at work and I think a lot of people are afraid of doing that because of the mlm model, because of multilevel marketing. They don't want to ask their friends, but you've got to remember that we, we don't, we're never gonna make money unless we actually bring an Roi to our client. So we should probably go all in on that. Right? You know, we should probably bet on ourselves, you know, if we're going to sell marketing, hopefully we can make our clients money, you know, so p, I people overlook that. So networking and then family and friends. The two biggest things that immediately you can get started with Speaker 2: 21:27 fantastic women. Take it to the next level and that is, you've talked about this opportunity where you went zero to seven figures in 10 months and now you basically 10 x in ideally within the next 20 to 24 months. So what are you and what are other businesses who are already at seven figures? How do they get to eight? Speaker 5: 21:44 Yeah, that's a great question. Systems and processes. It is the one thing that I completely overlook. I'm a sales guy on the type of guy who wants to go fast and break shit and sell things really, really hard. And I actually broke our agency at one point, like literally I sold 35 clients over a two month period. To give you an example, we did $275,000 revenue in one month. Two months later we did 100,000 because we lost 60 clients in $175,000 a month because our operations, our systems, our processes were not in place. So the only thing I'm focused on right now because I'm better sales process that you know I can sell stuff for sure all day long is becoming a business operator, a business owner, somebody who can help the people in front of me and my employees. I've got 18 employees now do what they're supposed to do because that is by far my biggest headache. Speaker 5: 22:36 And then on top of that, it is this, this concept of continually dialing in your x factor, what makes you different and how do you make it so that when you bring a client on, they cannot leave you if they leave you, their business is going to just fall out. So to give you an example of that, so we run ads, we built funnels, we do email marketing lots, but we started a call for it recently in order to schedule appointments and get people in the door. So we can take that off our clients' hands. That right there, that's our x factor, you know, and we've got some hiccups along the way, but that's what we're really working towards and it's gonna make it so that if the client wants to leave us, all new patients are going to stop. They're done. We own everything. We own the funnels, we own the ad accounts, we own everything. So continually dialing that teeth in and you see that in big businesses all across the world. You know, apple is a perfect example. You know, if I wanted to switch from an iphone to an Android, I lose all my contacts. I lose so much stuff, you know. So that's really the biggest operator and then continually being more valuable to your client Speaker 2: 23:37 man. Value bombs left and right. Okay. Real quick, I'm going to. I'm reading this book right now. It's called play bigger. You haven't read it. You got to get this one. Speaker 5: 23:47 I have not read it. I'll pick it up right now. Speaker 4: 23:50 Honestly, it's, it's all about becoming a category king. It's been a game changer for me. I honestly, it is the best book I've ever read, uh, especially for where we are right now. Who is the author on that play bigger? The book is play bigger and the, there's four different authors a l ramp, Ramadan, Dave Peterson, Christopher lochhead and Kevin Maney. Speaker 5: 24:14 Okay, perfect. Yep. I'm going to get it right now. And one thing on books, Jessica W, we bring that up and you guys saw that I had two books literally with you right now. The more you learn, the more you earn. Okay. Do not use an excuse to not take action, but you must study constantly. One of the biggest things that I feel has been one of the biggest reasons why we've been able to get to kind of explode on the scene is I'm obsessive about getting better. I'm obsessing about learning. I read 100, a hundred books a year in and listened to hours and hours, dozens, hundreds of hours of training and continually getting better. And I've spent over a $100,000 out of my own pocket out of my own pocket and the last 18 months on mentorship and training courses. It is so important. The Roi you get on that is just indescribable and so many people think that learning ends once they're done with school or college or whatever and no wonder they don't actually have a big victory in life. Most people stay in the same spot. Go learn something. You can separate yourself from the field because most people are lazy. They really are. Speaker 4: 25:16 I teach my kids. The only thing I ever cared about is that they love to learn. I don't care what they do, but you have to love to learn. Well, Nick, I know you've got a ton of things going on. You've been so valuable to us and having you here. Any parting words from you? Miles literally unreal, like I can't wait to this episode drops so I can listen to it a couple times because Speaker 5: 25:33 just Speaker 4: 25:34 value bombs, gold nuggets in hopefully a lot of people will listen to this and take it to heart like you know, net net worth is in the network. The more you learn, the more you earn and really immerse yourself into anything that you have a passion for that you want to turn into kind of a career or an lifestyle. So nick was awesome, man. Speaker 5: 25:53 The only thing I want to leave with one more thing for anybody listening because I think everybody needs to hear this. This is not an easy journey. If we're literally trying to build a life of our own on our own terms as most of us here in the clickfunnels community do, it takes work. Okay? It's scary. It's scary to reach out to the business owner. It's scary to do certain things, but what scares me the most is working till I'm 65 years old and you know, maybe having a couple of years of my life while on my own terms. Right? That should scare you a hell of a lot more than reaching out to a business owner or starting your own business or are betting on yourself. Right? So I just want to give everyone a vote of confidence. You can do this. Anybody can do it. The people who are doing it are no better than you, they just are taking action that you're not willing to take, so get out there, take some action, bet on yourself, burned Speaker 2: 26:44 the boats and make it happen. That's all I got. Well, one last thing is I know I'm going to get hammered and if I don't tell it right now, people are going to be asking how do I get a hold of nick? So if you want to get a hold of nick is going to be at seven figure crusader nation. This is the facebook page, so go to facebook, look up, look up seven figure crusader, spelled with a k, k, r, u, s a, d, e r, so seven figure crusader nation. You can hook up with all his value bombs. Just drop here. He's doing them out there as well. Any other places that they should reach out to you yet? Nah, man. That's the best place. We got a facebook group, super active. I'm dropping all kinds of free stuff because this is a passion for me. Like I mean there's too many people are unhappy with their lives. What they're currently doing, let's raise everybody up. There's no competition in my eyes. Everybody. There's so much business out there. Let's go help other businesses makes more money. Let's utilize like funnels. Let's build some agencies and let's live life on our own terms for once. Let's go against everything that society taught us to believe and let's make it happen. I love it. Thank you so much nick. Enjoy your time in Chicago. We'll talk real soon, but you're got it. Thanks guys. Speaker 6: 27:47 Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few hundred thousand dollars so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, I only just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as at the you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Dave Woodward reviews the importance of team building and breaks down how to efficiently design the right winning team. He refers to the latest superhero movies as a good comparison, and explains how every person has a particular set of skills he/she can use to flourish. What is your superpower? When building a team, it is important to distinguish roles according to personal strengths. He talks about the benefits of attracting the right people to your project who share the same passion and believe in your project/vision. Dave believes power-teams are created when individuals come together, share the same goal, and all contribute in areas they are most passionate about. Are you ready to build a team of superheroes? Tips and Tricks for You and Your Business: Building A Dream Team (1:03) Replacing Yourself As A Business Owner (8:07) Quotable Moments: "First and foremost is you better be creating for yourself, your own power team. It's really super important that as you take a look at who you associate with, that you're attracting as many of the best people as you possibly can." "The faster you can replace yourself, the quicker you're gonna be able to get to the next level, whatever that next level might be." "The most important thing for you if you want to climb the corporate ladder fast is you've got to find your replacement. The problem most people have with finding the replacement is they feel like as soon as they replace themselves, they're going to no longer have a job." Other Tidbits: Dave Woodward reviews the importance of team building, attracting the right people to your project and breaks down how to efficiently design the right winning team. He refers to the latest superhero movies as a good comparison and believes power-teams are created when individuals come together, share the same goal, and all contribute in areas they are most passionate about. Links: 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 is your host, Dave Woodward Speaker 2: 00:17 back. Everyone. This is kind of a different podcast is a little bit of things in review. What I mean by that is recently there've been a lot of movies that have come out and they've all been based around superheroes and this ideas for our super powers, whether you're looking at the avengers or DC or marvel or whatever it might be. And I want to Kinda relate this to building your own team and I take him if you've seen any of the movies recently. Last year they had justice league, uh, recently we've had the avengers infinity war and one that came up just not too long ago was ant man and the wasp. And I know you guys would probably think I'm going totally crazy here as far as what in the world does this have to do with marketing? Well, it has absolutely everything to do with it and that's what I want to share with you when you're looking at building your team. Speaker 2: 01:03 One of the things that comes across is what is everybody's super power? What is your superpower? What is your superpower? And the. I had the conversation the other day about Superhero Jealousy or superhero power jealousy, and it was kind of along the lines as far as ant man being frustrated with the wasp and the fact that you're stable flies you to do all these other crazy things, and he was like, why don't I have those powers that this just doesn't seem fair. And it's been an interesting thing is we've been looking here at kind of building a Dream Team with the internal agency here at click funnels. It's gotten to the point where I'm like, man, what is my. I'm almost hopeless that I find myself going. I think I've got a little, a superhero power, jealousy, envy going on. I mean you take a look at our team. Speaker 2: 01:50 We've got Julie who is just absolutely insanely amazing at time management organization and writing. I mean, this girl can get done more than anyone else I've ever known as fast as possible and yet it's just this crazy quality and Karen is just this phenomenal copywriter. You take a look at. Steven has been crushing as far as offer creation and funnel building and jake has got these mad skills as far as graphics and Nick's been doing these crazy things, pulling everything together literally out of the blue with funnels. And then you take a look at Dana derricks and he's got this dream, 100, these crushing and then you've got James who's just amazing at assistant and, and automation and making things happen. And Jada has now taken her and found her new skillset as far as writing these crazy, crazy storytelling, uh, emails and I take a look at Brent and he's got this amazing ability to be present and, and just so carrying things and I'm saying they're going, gosh, what in the heck am I doing? Speaker 2: 02:50 What is my problem? Why? What's my power? And it's been a kind of a fun conversation. Russell. I were there other day and I had this. I'm like, Geez, I feel like I've got superhero power envy and my only reason I'm bringing this up is twofold. First and foremost is you better be creating for yourself, your own power team. It's really super important that as you take a look at who you associate with, that you're. You're attracting as many of the best people as you possibly can. If you take a look at the the Justice League and how the Justice League was formed by bringing together. It wasn't just Batman. They brought in Superman and they bring it in wonder woman and Augmentin and all these people have their own different skillsets, but together they're so much better. I'll take a look. The vendors affinity towards same type of thing where you bringing in characters from all all over the world and galaxy and everything else, and my only reason I'm mentioning this is somehow I don't know all these characters as well as my kids do. Speaker 2: 03:48 I mean, my son Parker seems to know every single person's backstory, their superhero powers and all this crazy stuff, but the one thing I do know, and that is when you're looking at assembling your own team, you really need to make sure that you focus and bring in other people's strengths that you find a way of. So often you want to think, well, I'm just going to find someone who can just do a little bit of what I do and, and duplicated. Realize you don't want them to just duplicate. You want them to literally whatever. You're not good at bringing that person in first. So stop doing the things that you don't like to do. Bring that person in who's great at it. I suck at swimming. So first thing I ran, I, if I needed that would be aquaman because I need that super hero power. Speaker 2: 04:34 Um, I take a look at, uh, we've had the opportunity here in the last year, every fall I can live with creating different, a comic books and it's been fun kind of pulling together our different vendors, types of characters and things. As I take a look at a click funnels, a vendors group, it's we look at some of our affiliates and I remember taking a look at some of our very first affiliates who are our top affiliates and the way they were doing it, a semen. It was the very first one who really just crushed it because he has this amazing ability to be what he was first when it came to really getting out there with in the blogging community about a comparison between clickfunnels and that time, lucky pages, and so because of that, he was one of our top affiliates, but since then we've had four or five others go on to surpass him with their own superhero powers and I think it's important that you take a look when you're trying to assemble your own team. Speaker 2: 05:32 Find out who's great at things. It's one that you don't like to do or other things that you may not be as strong APP and don't be afraid to feel that by giving them control over that or the ability to do that, that you're any weaker and accomplishing that. One of the fun things we did on this last comment as we brought together the two comma club x coaches, uh, the, one of my favorite lines obviously came from, I think it was even justice league, where, you know, Batman's being questioned as far as, well, what's your superhero power? And Russell was so excited on this one. Basically say, well, I'm rich. And that happened to be a superpower that's got. Russell's got a million other superpowers. But that was kind of a fun one that we were talking about was just this idea that every single person has their own superhero power. Speaker 2: 06:18 And I think the problem I've seen in an organization, and you start bringing together all these amazing people, all of a sudden you start thinking, Gosh, I'm, I'm not that great are, I'm not as good as some of these other people. And you start comparing yourself to others. Realize one of the best abilities anyone can have is the ability to bring other superheroes together. And as you have that capacity to bring other superheroes together and allow them to excel and really accomplish even greater things. That is probably one of the strongest superhero powers that you could ever have, is the ability to assemble other superheroes, so as you're looking at building your team, make sure that one of the skillsets that you get very good at is identifying who's better or who can do things in a way that's more effective than you and attract them. Speaker 2: 07:07 Find ways of attracting them to your project, to your mission, to your passion. It's one of the things that Russell is amazing. That is the ability to attract quality people. The other thing is identify what is your superhero power? What are you really good at? And doubled down on that. Immerse yourself in finding ways of making that skill set even bigger and better and stronger so that you literally control and dominate that whole superhero power. So I know this is kind of a different podcast interview. I was a topic we had literally because of a movie that came out the other day, but I was. I've seen this in our facebook group. I've seen, as I've talked to others, we're all of a sudden as they start bringing something that their team, they start feeling like they're just not as good and all of a sudden it's this weird superhero power envy or jealousy thing that comes up and I just wanted to make sure you guys understand the importance of realizing the most critical piece is the ability to assemble the team. Speaker 2: 08:07 So bringing that team together, find out who they are. Double down on that and understand as a business owner, one of your most important things is to be able to replace yourself. I remember years ago and one of the very first advisor, the only job I really ever had when I was working for someone was in a large corporate insurance agency model where we were. We had literally thousands of agents across the country and it was fascinating to me as I was, you know, looking at different things, going up the career ladder and everything else. The Guy, my boss at that time, he said, you know Dave, the most important thing for you if you want to climb the corporate ladder fast is you've got to find your replacement, and he says, the problem most people have with finding the replacement is they feel like as soon as they replace themselves, they're going to no longer have a job. Speaker 2: 08:56 He says it's totally the opposite. He says, the faster you can replace yourself, the quicker you're gonna be able to get to the next level, whatever that next level might be. For you and I, my kids were out at a Tony Robbins event this last weekend that a upw and I've seen the same thing. It reminded me of a conversation that you know Tony had had with people years ago and someone basically said to Tony, you know, next year I'm going to be just where you at next year. I'm going to be exactly where you are, and he goes, great, fantastic. I think you should be just realized by the time you get to where I am, I will be 10 steps further ahead than you and realize that you're never going to be in a situation of of basically not having a skillset that isn't marketable or of not being able to get to that next level, so work on your own superhero power for getting, being jealous of others, and assemble your own avengers team. Have an amazing day and we'll talk to you soon. Speaker 3: 09:54 Everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if there's people you like me to interview, more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Chef Keith Snow: Chef Keith Snow rose through the ranks to become Executive Chef at one of Colorado's premier ski resorts and now has his own Harvest Eating Youtube Channel that focuses on teaching people how to make local and seasonal cooking a way of life. He authored the best selling cookbook: The Harvest Eating Cookbook, and also runs The Harvest Eating Podcast. Keith talks about funnels, how he used his experiences and passion to create several online learning cooking courses, and discusses ways online culinary learning can change your life. His online learning platform, Tasty Education, uses video to provide detailed and niche-focuses instruction for people. Tips and Tricks for You and Your Business: Using Free Plus Shipping Offer As A Funnel Method (4:28) Creating A Continuity Offer Sales Model (11:15) Funnel Stacking For Profits (17:57) Quotable Moments: "If I can get them into more peoples' hands without losing too much money by doing this free plus shipping offer, I'm going to be creating a lot more customers too." "You have to go into this at the very beginning saying, am I trying to get customers or am I trying to get buyers?" "A lot of people just always feel like they have to start with the lead magnet. There's nothing better than starting with someone actually paying you money. So start with that." Other Tidbits: Chef Keith Snow discusses how he utilizes Click Funnels in his business model and he gives quality tips and tricks based off his own personal experiences. He talks about the specifics behind his online course and discusses the importance of food storage and culinary learning. He prides himself in getting people to understand their pantry should be filled with food! Links: 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. Everybody. Welcome back this day Speaker 2: 00:18 Woodward, I'm your host. This is funnel hacker radio and you guys are in for a real treat today. I have the op team having Keith snow, chef Keith snow on the show today and Keith is a guy, has been crushing it as a chef for years and years and he's had his own TV show. He's got his own products and everything else, but he's been just trying to figure out the best way of getting things online as far as or as far as ingredients and spices and everything else, and I talk to you about this funnel he's got that's going crazy, but most importantly some of the cool stuff that you're going to learn not only about funnels, but also about building your own survival pantry and some of the other cool stuff that he's doing in his business. So Keith, welcome to the show. Speaker 3: 00:58 Hey Dave. Thanks for having me. Speaker 2: 01:00 I'm so happy. So happy to have you write a little bit of an issue last time on the record is we're gonna make sure this one works. So what I want to do, if you don't mind, is tell people a little bit about this whole idea as far as harvest eating. What is it that, what's this whole harvest eating thing you've got? What is your funnel? How's it work? Speaker 3: 01:17 Sure. Well, harvest. Anything was a brand that I started back in 2005 and that was right when the farm to table movement started happening. Everybody was still eating some low carb food. Then Atkins Diet and all that. But I was on the forefront with slow food international and doing um, farm to table cuisine. So I put up a website I just left. I'm a big job out in Colorado as executive chef of a ski resort. So I started researching and cooking and doing a lot of stuff in regards to the farm to table movement. I was a little ahead of time because it didn't really start to hit until about 2009. But throughout that period, like you mentioned, that had, um, tv shows and eventually I had my own cookbook still on Amazon. It's the harvest ddn cookbook. During that time I got into selling some products, some spices and sauces. And it's, uh, it's been just a lot of fun since that. Okay. Speaker 2: 02:18 What has been on your own site? You've got a shopify store. I think we're on a, in fact one of our buddies over at Amazon selling machine or I guess amazing selling machine now. A correct things there. Uh, did a podcast interview with you awhile back and recommended you guys. You take a look at click funnels. So you've only been on the platform here for just about a month, six weeks or so. I want to tell people a little bit about where you were before and what's happened in the last six weeks. Speaker 3: 02:45 Sure. Well, I didn't want to take my products into traditional retail where they've always been in the past and I had hooked up with, you know, consultants and a guy who helps people with Amazon stores Speaker 3: 02:59 and we, we were talking back in 2015 and he helped me get into Amazon and then he asked me recently to come on the show again and I did and he mentioned something that I guess was pretty profound. He's like, have you ever heard free plus shipping offer? And of course I'd never heard of a free plus shipping offer. It No. Didn't know what he was talking about. And then, um, he said, yeah, it gives people a chance to try your product to get a new customer. Um, you know, you have to give the product away, but they cover the shipping, shipping and handling. It's a great way to build your list because my product cells, the repeat sales and the lifetime value of the customer is very, very strong. So you said you need to get on click funnels. And of course I'd never heard of click funnels either. Speaker 3: 03:43 Um, I thought a funnel was something you used to put oil in the car, but he said no, it's a, it's an internet thing and you can sell stuff and it works really well and it's different from a website. So anyway, while I was on the call with them, they promised to help me set it up and I'm, they said a visit click funnels and it took me, I don't know, week or so to um, I got the free trial, quick funnels and started messing around and they helped me with some of the steps inside. Um, but through that time I realized that you guys have just amazing support. I use all kinds of software as a service programs from autoresponders to web hosts, shopify, all these different things that I use. Okay. Kill you when you have a problem. It takes a day or so to get any a help. Speaker 3: 04:28 But with quick funnels, even though it can be a touch complicated in the beginning, there's such amazing support and I'm talking to support no two, three times a week and those guys are amazing. Creating videos for me and helping me. And I launched the first funnel and it was this free plus shipping offer and it's sitting right now@awebsitecalledtryharvesteating.com and people can get a sample of one of our best selling spices and just pay for shipping. And then I had built a, a, an upsell offer for six jars, put it out there and just sent an email to my customer list and Whammo it started that day and that was like a mid June and I've been getting sales ever since. And what I'm noticing is that even though I give away the, the free jar, I'm getting a lot of people taking the upgrade. I've made a couple of hundred new customers since then and just the average ticket bigger then what I see it on shopify, like people will go there and they'll buy one or two jars. But I'm, I'm getting people, I'm buying the one and then buying six and then coming back and going right back to the bottle and taking another sample and buying six. So it's been a pretty cool Speaker 2: 05:46 good. I appreciate you sending me the spices. We've tried them over the weekend. Absolutely amazing. These are probably the best biases I've ever tasted. I can see why you've got such a, I think you told me last time you in like the 90, 92, 93 percent reorder rate, some crazy number like that. Yeah. Speaker 3: 06:04 It's insane. And people, people through the years, I've had customers since 2017, um, that are buying these in. They do not want to be without them and they just, Ah, they just love him. So that's why I thought, you know what, um, if I can get them into more peoples' hands without losing too much money by doing this free plus shipping offer, Speaker 3: 06:25 I'm going to be creating a lot more customers too. Market to, and to stay in touch with and uh, so far. Okay. It just works, you know, when you're, when you're doing it on Amazon, like I was, I mean, I have no control over the customer. I really can't email the customer. I don't know. I'm not allowed to send them off the site. So controlling the, uh, the, you know, the sales process and using something like click funnels, it's just a smart way to go and, and the software is really easy to use when you're building pages. I mean there's so many templates and it's drag and drop and I've used a lot of different, you know, squarespace wordpress, I mean, you name it, I've used it, but this is very easy to get the job done. Speaker 2: 07:08 Well, I appreciate your kind words, your testimonial. I want to talk more about your funnel right now and that is to try harvest eating.com. Highly recommend you guys go get these for one. Spices are absolutely amazing. I think you should fit not only the three northern Italian spice that you get by the way you mentioned as far as why. Why Italian spice? Why is that the first one instead of one of your barbecue spices or other things? Speaker 3: 07:31 Well, you know what I mean, I first started with that one back on June twelfth and that one really great and then people were contacting me on. I may have been a lot of the same people who knows, but people were contacting me on facebook saying, we want to try your steak seasoning, we want to try your Montana steak seasoning. I have three or four steak seasoning. So I then created a situation where people could choose one of three and uh, so they could go in there, they get a free spice and they just pick the one that they want. And that was working well too. Speaker 2: 08:03 Okay. Speaker 3: 08:03 But to be completely honest with you, I, I'm going to start having Amazon fulfill the, the free plus offers for me. I'm connecting my shopify store so that way it's okay. Mean when you get 30 orders in a day, all of a sudden you realize, wow, you're, you're a, you're in the shipping business. I want to be like Trey Lewellen, but I don't want to be a having a bunch of people hired for shipping. So what I've just done is I sent in a bunch of inventory to Amazon and then once they actually just got an email, they're checking it in today. Once it's all checked in, change the funnel to where the products are already built, I'll change it so people can pick up the one they want. But um, they were all going, you know, pretty equally. A lot of people are very familiar with. They like mine. Speaker 2: 08:54 I love. So the cool thing is, again, it's to ship, it's the two step order form, shipping, address and information on the front end. You didn't go to your range and you pay for the shipping a payment. There's an order form bump. It's a real low order form bump. It's like what was three 99, four 99 for the, uh, the video, Speaker 3: 09:14 I think it's three 99 for a series of right now it's 10 videos and I've got more of them than I'm editing, showing people how to use the spices because people through the years emailed me countless time. How do I use them, how do I use them? And I just, you know, I've got three, four decades of. I started cooking when I was 14 in restaurant. I'm 51 now, so I've been at the game a long time and I just thought, I mean, you put the spices on, you cook it, what is it? What do you need a recipe for? Why do you need instructions? But okay, you know, that's just me being an idiot because people, people need help with that. So I said, all right, that'll be my order bump. And I shot eight videos, edited those [inaudible] I do a lot of videos and then I um, started putting those for the order bump and a ton of people that have been taking them. Speaker 2: 10:04 No, I think it's great. I'm noticing basically even your free plus shipping prices. Six 99 even you're going to find there's not much difference. Twenty six, 99 and 99. I'd probably increased that to seven 99. Get an extra buck on the front end. Also on the three 99 on the video, how to bundle. I would, I would totally split test out on a much higher price point. Your take rate, I think you said is way above 40 percent on the video, right? Speaker 3: 10:29 Yeah. I think it's like 42 percent. Speaker 2: 10:32 That's honestly I would see about increasing that price point split, test that and see if you can get that into the eight, nine, $10 range, especially if it's you're getting 10 different videos or stuff about the spices and just play around with that. The cool thing is you go from there to the order form after the order form bump, the Oto is six of the spices and your take rate on that was phenomenal and I think the main thing I want people, you guys are listening to this realize that it's all a matter of split testing these things. Every price point and dollars and things they change and realize. You have to kind of go into this the very beginning saying, am I trying to get customers or am I trying to get buyers? I'm sorry, I'm trying to get just people are looking lucky. Loser. I really want buyers. That's the best thing about free plus shipping offers. You get that first dollar and that first dollar is the most important dollar because once they get that, then they'll continue to spend more and more and more with you. Obviously, Keith, you been in that situation to where you're seeing people are spending repeat dollars. Do you have a continuity offer on this? Speaker 3: 11:32 No, I am thinking about creating a continuity offer. When we talk about my online course, we'll talk about some continuity, but yes, planning on. I'm moving over a lot of my content to click funnels and then creating membership as part of this and letting them take that as an order bump to because there's a lot of that I don't have published. Yes. Dozens and dozens and dozens of videos and recipes that are very popular. So I'll probably create a continuity offer hopper with that. Um, yeah, I mean it's exciting looking at, um, my upsell is about 18 to 20 percent, 45 and a half percent on the order bump, so I think people would, um, go into some continuity as well. Speaker 2: 12:16 No, I think it's fantastic. So again, we're listening to understand the importance of getting someone. There's a big difference. A lot of people just always feel like they have to start with the lead magnet. There's nothing better than starting with someone actually paying you money. So start with that. I love what you've done on this aspect here. I would definitely keep that. Would take a look as far as increasing your prices. Uh, you're a premium product anyways. People are going to have any problem paying a little bit more for that kind of stuff. And then what I want to talk to you now about it. So now you've got this taste, this flavor for clickfunnels. You've gone ahead and you've started off with the free plus shipping product. You now have moved into a membership site. Tell people about what you're doing on the membership side. Speaker 3: 12:52 Sure. Well, I've got a, um, an online course. It's called food storage storage.com. And people can go there and they get a seven day free trial and after that it's $97 a year. And what the course is, oh, there's a lot of people that store food for emergencies for whatever zombies coming, but there's millions of people that store rice, beans, wheat, oats, you can buy the stuff in bulk. And then there's tons of people that are looking to lower their grocery bill. So I created this course, food storage fees. And what it does is it helps people, first of all, understand why everybody's pantry should be filled with food. Particularly if you have children. There's really no excuse not having food in there in case you know there's a power outage, a snow storm and ice storm or hurricane, whatever it might be. Hopefully we don't see a 2008 again, but a job loss. It could be an injury or anything like that can cause people a lot of stress. And if you've got a pantry full of food, the number one thing mess up is taken care of. It's insurance that you can eat. So I, I take people through why they need to store food, which foods to store. And then to date there's close to 60 videos showing people how to cook. Speaker 3: 14:09 Amazing foods, amazing recipes with very inexpensive food like rice and beans and wheat and oats and that has been a very successful course for me. Um, and people go on there and I can see who logs in and they log in all the time and they're just using the recipes and it's just been a great ride of course, but it's always been over@teachable.com and that's a pretty good service. But there's not a lot of, you know, like I called them up and said, hey, uh, what if somebody, you know, a lot of people aren't going to just spend $97, but can I get their email address? And then they said, yeah, you can, you can go to Zapier and you can create a zap and input this and you got to put in custom css code and you've got to call someone checklist Slovakia to program it and you know, all this kind of garbage. And in the end, um, there was just no easy way to collect email addresses. And I just find a lot of limitations on the, um, on the platform as far as the selling side, delivering the course materials quite well. So this is why after I saw the spice funnel taking off and saw how easy it was, I knew that I needed to build the, um, the, the selling effort through click funnels. So now that Speaker 3: 15:25 the chorus is sitting there at food storage fees that come with the free trial and um, you know, that's continuity there. It's $97 a year and there is just an incredible amount of video material for people to use. And you know, this course was originally designed for, um, you know, preppers and homesteaders and folks that store who, but what we found through the last couple years is that a lot of folks like moms that are looking to save money and families, um, that want to get out of debt. The whole Dave Ramsey crowd, uh, they have found the course and they use it. And I mean, I'm telling you right now, your buddies, if you need an extra $500 a month sitting in your pantry right now and I can guarantee you that if you eat at home or if you eat out and you start cooking at home and using the foods that are in this course, you will save a lot of money. And I, and I witnessed it for myself and we didn't suffer. And that was the important thing is the family loved it, the kids loved it. And they're exciting foods that I have in there. I mean, there's a lot of them. Speaker 2: 16:28 Ethnic Speaker 3: 16:29 cuisine. I'm looking inside the course. Speaker 2: 16:33 I'm just going to give you a couple of things. I mean to interrupt you on this one. So I grew up is that I'm a member of the church. Jesus Christ, Latter Day saints frequently knows Mormons. And so I, we've always been counseled to safe store food, you know, your supply of food and all this kind of stuff. And I remember growing up and having like dried milk, powdered milk was like the worst thing in the world. It was like just terrible, terrible, and I remember seeing all this stuff and I've even, I've got tons of food we've restored and typically it's been this freeze dried stuff that we bought on this. I bought from some, some supplier online and we never ever use it and so I was going through this thing. I'm actually looking here. You've got spiced corn pudding, a Thai fried rice, potato cakes, Korean barbecue beef. Then it's in Chili with beans, salt, cod potato cakes. I'm going, I never had any of that kind of stuff at all when we're looking at. Speaker 3: 17:25 Right. Speaker 2: 17:26 And I can guarantee that freeze dried stuff doesn't taste even half as good as these pictures look. So I'm really kind of impressed as far as what you've done. But I want to find out from, from a, from a funnel standpoint, if a person comes in on the seven day free trial, how many of them are actually, uh, taking the $97 per your membership? Speaker 3: 17:46 Well, to be honest, I don't have a lot of data because I really just. I'm just put it up. I mean, it's only been up a day or so and I have not marketed to it yet, so I don't have a lot of data Speaker 2: 17:57 that's not a problem. I think the great thing about, and really what I hope people who are listening will take away his. You're doing what we refer to as far as funnel stacking, where you've found one funnel on the front end, which is your free plus shipping offer. You're getting customers and your clients over there. You're making money on, you're acquiring these customers really at a profit and then you're turning around and introduce them, how to actually consume what you just sent them, which is just a brilliant model and I think it's fantastic. It's so you take a look who's ever listened to realized that one of the best things to do to really enhance it from a funnel stack is whatever product you're offering on the front end, you try to find some product they can purchase. They will actually teach them how to consume what they just purchased. It's been great for us. If you take a look at click funnels, we did the exact same thing with funnel Fridays where we go ahead and our funnel Fridays every single week, Jim Edwards and Russell get on and basically teach people, build a funnel for people on exactly how to use click funnels. You're doing it and they're actually paying you for it. So congrats. I think that's awesome. Speaker 3: 18:59 Yeah, no, I couldn't agree more and I'm, I'm a person that, you know, when those guys told me about click funnels, I immediately went and got Russell's book and read through it and um, I wanted to see exactly how you guys run your funnels and I've got to click funnels. Tee shirts. Alright. A tee shirt. The other day I went to a party and I had on like quickly tee shirts and uh, yeah, I wasn't as in your net. Well you're not in Salt Lake City, Utah and Idaho, but I was up in Salt Lake City and this guy, I walked in and he goes, oh, you're a click funnel. What's that? It was pretty interesting, but that's neat how you guys, um, how you brand yourself. Okay. Yeah, Speaker 3: 19:41 yeah, I'm finding that with the spices this funnel is giving, giving me a lot more control over the customer and it's allowing me to suggest different things and kind of keeping them, I want them to say no before they leave and this is a great way to do it. So I've got a feeling that the food storage course is going to do real well here and if people go to food storage fees.com, they can get a good idea of what's in there because there's quite a few videos that are just on the sales page and those are full length videos they can watch. But it's interesting and this has been something that, uh, that the course has done really well, particularly when I do an interview. Like I've done some pretty big radio interviews and um, you know, it's really, it's really produced. So I'm very hopeful that I can build it up and I think this is the way to do it with. Speaker 2: 20:35 Well, I appreciate that. Well, we look forward to following up with you probably in a year or so. And Sienna, senior status. I love having people who are brand new to click funnels are just getting started and using this kind of case they will follow up in about a year, see kind of where things are, but for those you guys who are listening to understand, again, the whole idea here is make sure you, you realize the principal, you kind of funnel stack the great thing that keats been doing here as I mentioned earlier, as he's as one funnel, which is basically a free plus shipping offer, acquiring customers at a profit and then turning around and communicating directly with them and introducing them into way to consume their product through his a membership course. So take a look at, try harvest eating.com. The links will be down in the show notes and then also take a look@foodstoragefeast.com and take a look at that. You'll kind of see the funnels that he's using and how things are working for them and most importantly a applied to your own business. See how things are going there. Keith, as we get close to wrapping things up, any parting words? Speaker 3: 21:31 No, just um, I would advise people to, you know, if they have anything to sell, whether it be information or products, you know, stores are great, Amazon is great, but um, you know, if you're on Amazon and I know because I'm in the Amazon community, a lot of forums and facebook groups, they can drop you in a moment's notice and I know people that were $50,000 a month on Amazon one day, one day, the next day they have no income, so this is really smart way to do it and sure you can just do an online store, but this gives you a lot more control and your average ticket goes up. So I would definitely advise people to look into quick funnels and the cost of it and the support that you get it, you know, it's, it's a winter. So, Speaker 2: 22:16 so much. Keith, I appreciate it. Have a great day. Hey Dave, thanks a lot. Speaker 4: 22:21 Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few hundred thousand so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Loyd Hale: Loyd Hale is the CEO of Modoma Health and Wellness, and currently owns medically directed health and wellness clinics in Dallas, Texas, specializing in physical medicine and rehabilitation. The clinics combine the benefits of massage with the medical practicality of physical therapy. A member of the prestigious 2 comma club and 8- figure award winner; Loyd discusses how to discover, integrate, and optimize using funnels for lead generation and model building aimed for practice growth. Tips and Tricks for You and Your Business: Lead Generation Model And Facebook Ads: (4:43) Lifetime Value Of Clients: (11:33) Incorporating Clients Into Your Business Model: (14:35) Finding The Right People To Fill The Right Holes (20:03) Quotable Moments: "It always comes down to whoever can spend the most acquiring customers wins." "What would it look like if holistic practitioners were at the forefront of medicine." "Don't waste money on facebook ads that aren't working for you!" Other Tidbits: Loyd discusses how he was able to develop four integrated clinics using a multidisciplinary approach to treating patients. He talks about his journey to the prestigious 2-comma club and what has changed since the beginning. Loyd also passes on great tips about lead generation and advice to pursuing entrepreneurs. Links: 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. Everybody. Welcome back. Speaker 2: 00:18 This is funnel hacker radio. We're kind of on a new little toy car. I bought miles and he's going to help you with the interview as well. Um, my name's Dave Woodward, but the most important person is the one we're bringing on right now. I want to introduce you to one of our winners. He actually happens to be our newest eight figure award winner. And let me introduce you to the CEO of Madonna, Mr Dr. and Mr. which I go by here. Mr. Mr. Mr Lloyd here. Welcome to the show man. Speaker 3: 00:45 Hey, thanks for having me. I'm excited for this. Actually Speaker 2: 00:49 this is gonna be a lot of fun for us. So I tell people a little bit about your background. Did Isaac, chiropractor everything else and kind of what in the world are using clickfunnels for? Speaker 3: 00:59 Yeah, we will. First we use clickfunnels for like lead generation and then coming in for like a new patient, a promotion. And then really how I started was I, I'm actually not a chiropractor too, a lot of people, so we actually own a, an MSO is a management service organization and then uh, so the short of it is I uh, didn't know what I wanted to do with my life. Speaker 2: 01:27 Join the crowd. A lot of us are in that same situation, not knowing. Speaker 3: 01:31 So, um, I uh, I've seen him at a conference at school. My wife said, hey, you should probably volunteer somewhere to see if you like it. And I was like, well that's probably smart. And then so I volunteered there and then through the process, a big surgery, the marketing, they're now really liked that. I really saw that I liked the business side of it more in creating kind of an infrastructure so that other people can help people, you know, I saw kind of the compound result of creating a business that could satisfy that, you know, instead of actually being the provider that actually did the treatment, whatever it was. And so, um, you know, I started developing the site idea about incorporating, integrating, like doing an integrated clinic where you incorporate massage, stem cell there, you know, just stuff like that. And then it's uh, you know, we opened the first one about five years ago and I, uh, it was just me and my business partner and then it just kinda snowballed. Now we have four locations, like in the Dallas, Fort Worth area, and then this year, but hopefully next year we'll start franchising it too. So we're, we're getting geared up for that too. We actually have a james frill coming in next week to help us with our systems. Speaker 2: 02:50 Oh, fantastic. Speaker 3: 02:52 Yeah. Right, right. Yeah, I'm super excited about that. I'm trying not to like create like change anything right now. Speaker 2: 03:05 So basically the business model is, so it's the traditional chiropractic and then you've added massage. And what else did you add to it to cut the audio broke up there? Speaker 3: 03:14 Yeah, no, it's um, w we don't actually do chiropractic at all. Oh really? Speaker 2: 03:20 I'm so sorry. For some reason I got on this chiropractic kick, right? Speaker 3: 03:23 Apologize. Oh No, no, no, no, no, um, no because I came from a chiropractic background. Uh, that's what. No, it's just a no, it's physical therapy and Rehab and then we incorporate a massage into it too. Oh cool. So it's just kind of a, I, I, I worked at this wellness clinic that they, he sold this color that was like 150 bucks and like no one wanted to buy it, you know, and then when they did buy it, like it hurt their neck. So I was like, well why don't we sell like a mock, moderately priced pillow that actually people would use people just love like the environment, like massage, spa environment. So I was like, well this way we can really kind of emphasize that, that personalized care component. And so that's where it's evolved in integrated medicine. We created a framework is a discovery, integrate, optimize, and it's a. So at the center of that we put the person at the center of care, you know, so everything's really personalized to their specific needs, you know. Speaker 2: 04:34 So like on that are you, is a lot of this paid for by insurance? It's all cash and carry type of staff, both. It's a hybrid hybrid. Get and are you looking obviously as far as the franchise before we talked about the franchise thing, let's kind of go back with your current model. Obviously we're looking right now and behind you it's a two comma club plaques. So you've already hit the had. What'd you do first? Hit the first million, Speaker 3: 05:00 um, spend a lot of money on facebook. Speaker 2: 05:05 So you driving facebook ads in the application or they come in Speaker 3: 05:11 is often for a new client, new patient, special new. We actually call people clients before they actually start care, you know, because when we do, we have a massage component where there would, there's not any kind of medical oversight so they can get a massage with without that. And so when they're initiating with us, we typically just call it a of them a client. Speaker 2: 05:35 So what's the lead Gen model then? You're going from facebook ad, what are they, what's the first thing you're targeting Speaker 3: 05:41 the targeting as in what kind of person that. No, as far as the funnel, what's, where are you going to a landing page and they opt in there and then they go to what are they opting in for? A new client special, like an introductory like massage package. Yep. And then, uh, they go to, they don't pay for it there. Then you go to the scheduling page and then they request the appointment and then you know, if they, you know, so every step on the process. So if they drop out of it, there's a contingency, you know, we do a lot of text messaging. Okay. So if they opt in, the don't go to the light, you know, don't opt in, like don't actually request the appointment, then there's, we're pushing them to request, you know, and if they don't, uh, if they request and then we're pushing them to show. So we created kind of a methodology like, so like we said, you know, we won't call it different things. So it's kind of like we say no and push to request and that would be our play for that, you know. And so like every step, you know, we systemize it and you know, less holes Speaker 2: 06:51 for some reason I got the lawnmower, decided to landscape cut the grass anyway, so I want to kind of make sure. So if people are listening here, the idea then is you're taking them on a facebook ad. What's the demographic you're typically targeting then? Is it a female from a massage type of thing? You go and male and female? Speaker 3: 07:07 Yeah. We've always struggled with guys getting guys in. So a lot of times the women will like a added. They're hooked on the post and that's how we get guys in more than anything we don't, I don't even, I just do all to women. Okay. All right. Best what age group? Yeah, too many. What we usually do 28 to 64. Speaker 2: 07:30 Okay. So basically we between 28 to 64 to come in for a free massage or Speaker 3: 07:36 it's 49 bucks or nine bucks. I think we're going to raise the price actually to. I think it's probably too cheap because we don't want to be the cheapest. Speaker 2: 07:48 So they come in for the 49 bucks a what? What software are you using as far as the texting or using twillio? Skipio what do you typically use Speaker 3: 07:55 your phone? What does it fix your phone? Yeah. Speaker 2: 08:01 And then, so the followup that is through text or you also do an email and messenger? Speaker 3: 08:06 Uh, no, no, I've tried to play with Messenger. I just technically we could but the numbers didn't bear out to focus on it and the text messaging seems to be the best for us maybe for a local business. You know, so I, that's what my assumption was. I was trying to get messaging to work hardcore. I spent a lot of time and money and I just couldn't get it to work. I had this whole idea what I was trying to like get people to opt into messenger and then had this like health tips daily, you know, every other, you know, it just wasn't. Finally I just say, okay, enough's enough. I can't. Speaker 2: 08:41 So you bought your follow up then is through text at. Walk me through the rest of the funnel. So they come in, basically they sign up for a free client massage type of thing. Forty nine bucks. Speaker 3: 08:51 Yeah. So then they have a console with our, uh, with our wellness. We call them wellness coordinators and then they do, it feels like it's a good fit, you know, then they'll do introduce our medical staff there and they'll do like a traditional, like orthopedic exam, you see see what muscle imbalances, you know, anybody like anybody would know essentially that because anything about that. And then based off that we develop a care plan for them and then our wellness coordinator goes over it, incorporates the insurance and whatever the out of pocket would be. And then where the sale happens, Levy on patient education. Really not really a hard push type of sales type of thing that we try to focus on that, you know, so a lot of people just don't understand how the other normal sitting at a desk all day is going to affect them. Speaker 3: 09:46 And I think, well I have a crick in my, you know, like I need to go get a massage and I had a crick in my neck. That's kind of what, you know, it's like, well there's like repetitive injury happening right there, you know, so that's something that you can diagnose and that's something that can be treatable and you know, and then if you're can't change your job, you know, then there's something that, there's a wellness component of that that needs to be had to make sure that your function properly. You know, I'm sitting here adjusting my posture as I'm saying it. I'm like, no, everybody does it. Everybody. I actually bought it. So speaking of little gidgets and gadgets on facebook, I saw this little thing that you put in the middle of your back and it's supposed to trip. And I've learned that his act does absolutely no good if it sits on the desk and not on your back. Speaker 3: 10:34 Right, right. Well, you'd be surprised that we didn't talk about this. And they're like, oh yeah, yeah, yeah. I find myself adjusting. I'm like, Oh, I have a question for you because taking a step back, you said right now you're targeting only females and then they ended like tagging their spouse or boyfriend or a guy that they know. Would you say is the percentage of female to male ratio coming in for the. Yeah, it's probably 70, 30, 80 slash 20. I mean it's very high in a female. Okay. But you guys pretty quickly not to waste money on a demographic that wasn't paying attention to the ads and letting the demographic retargeting. Right, right, right, right, right. I was just interested in kind of how that works there. So thank you. So a lot of money spent on ads that weren't producing and then you look at the insights and like, okay, it's all female. Speaker 3: 11:33 Let's maybe just walk me through as far as kind of what the, what's the lifetime value of that client? They're basically coming in at $49 bucks. What's, first of all, what's it cost to acquire that customer? Uh, estimate we are good with $200 acquisition cost then a 250. But our life, like on average is about $3,500. We estimate some, you know, some more, some less. I mean I was looking at the numbers the other day. There's somebody because they did a bunch of stuff that means it was chronic. So this is not, this is super unusual, but I think there one lady that needed like $50,000 worth of stuff. So I mean Shit, you know. But on average we see about 35 Speaker 2: 12:19 did. That's crazy. That's pretty good. I'll take that 10 to 15 next. All Day long. Yeah. Yeah. Great. Ron. Speaker 3: 12:26 Well, and then allows us to kind of know like, because our basic or you know, like a massage envy is our basically our, you know, we're competitors with them. That's the, I mean technically we're not done functionally from a market standpoint. That's our nearest competitor. And so, uh, you know, I can spend when they, I think their massages are like 49, 69 bucks. So for a membership or something like that. So I can spend more money to acquire a customer and they can then they would make a whole year when I come from, you know what I'm saying? So it's like, you know, it just makes more sense to do it this way. You know, Speaker 2: 13:08 man, I hope people are listening to understand that. And it's always comes down to whoever can spend the most. Acquire a customer wins the game. Yeah, right. It's always been that way. All of a sudden you'll find that a student massage envy is going to be referring to your clients because it's cheaper for them. Yeah. Oh, right, right, right. So you went from one clinic, not a four, four or five and helped me understand kind of your idea as far as why go to the franchise. Speaker 3: 13:36 Oh, just because um, um, what do you think? It's because of that I want to. So okay. So really the long and the short of it is I want to in some small way like affect healthcare, you know, like, so people kind of at least like I, I, I had this consultant when we first started that like basically said like what, what, what would it look like if like holistic practitioners that are at the forefront of medicine, you know, shocked me how like self centered it was to think that okay, just to clinics and you know, I'm good, you know, like, you know, and that'd be a lot easier to manage. And then I watched it, I watched this documentary, I think it was on pbs and it was basically this phd. He figured out how to like slow down dementia and Alzheimer's and it was basically like extra size in nutrition petition Medicare and medical pay for it. Speaker 3: 14:35 And his, his rationale was like, well it needs to be profitable for the doctors to do it. And so like, if I can create a model, like a holistic model that puts the patient at the center and effect in some, maybe in some small way how healthcare is perceived, that's like, that's my end, you know? And then a byproduct of that would be, yeah, make a bunch of money. Right. You know, so, so that's what I mean. And that's why I feel super passionate about this is because, you know, at the end, you know, people might think, well, it's just the massage, you're just doing this, you know, it's like, yeah, but it's like the same thing with the pillow analogy. I'm want to give them something they want and then hopefully that's the domino that affects how they look at their health in general, you know, so like, as we evolve as a company too, we want to incorporate more and more of those aspects of that, you know. Speaker 3: 15:26 So, uh, and that's why we're, we started a gym because right now the, the, uh, right now it's more manual therapy, like in like a less active things. But the gym is to help us kind of figure out what our niches in that in the more active category, you know, incorporating the medical into that aspect of it too, you know, somebody. Is The gym part of the exact same facility or is it a separate place? Well, we have one location that is, has a, has a gym and like the massage and wellness component of it too. And that's where we're figuring out like what, how we're gonna how are we going to innovate in that way incorporating medical into it, you know, it's kind of like a playground for us to figure that out. Speaker 2: 16:11 I love it. Yeah. You have your own little skunk works built in. Speaker 3: 16:15 Yeah, yeah, yeah. What just happened to be that, that location was going to cost us the same amount of money to build out just for the massage. We've got a great deal on that location. So we just figured, hey, let's take the plunge. And then, then you find out how much like gym equipment is Speaker 2: 16:33 like $250,000 later. You're like, I'll do this to figure this out now. That's fantastic. So you basically got one comma club last year, you just now reached out and cross through 10 million now. It's kind of what, what took you from where you were to where you are now? Speaker 3: 16:54 Yeah, the combination of the four locations and then help optimize in that process and then getting more exact numbers. And I spend, you know, I spent a lot of money on facebook. I spend probably 40 grand a month on facebook, you know, and now we have a marketing team, you know, you're scaling scaling it. So, uh, what are, what are some of the things you've learned through the scaling aspect? Uh, well I mean a defer to James about that, but. Speaker 3: 17:27 No, but, uh, I would, I know to me it's just that people are super important and for me I think the biggest challenge for me, I see a because last year we opened two locations, move our original location to a new place that's more a, it looks like more of our friend what a franchise will look like. And so for me, I just realized how much I was like falling short as a CEO, not creating a framework so that people can function independently of myself, you know. So, and then also, I mean I think it's also, you know, the kind of the counter side of that too is like I couldn't in good conscience just let them handle something without them, like really understanding our vision too. So I have to create a framework in which those things can happen, you know, embedded in with the vision, you know. So that's why, that's why I was just like, okay, we need to reach out to Jameson a figure this out, you know. So Speaker 2: 18:22 No, I love that. That's I think and my entrepreneurial journey. That's the one thing I've realized that there was many times where I was the biggest obstacle in the, of that was as the CEO, I wasn't in a situation to where I was willing to let go of things. And then other times when I did let go of it, I didn't give those people always giving things to know and understanding that really where we wanted to go. All of a sudden I got frustrated with them and they're going, dude, you never told us anything. He just basically said run with it. Yeah. Right, right, right, right. Speaker 3: 18:54 Yeah. To me and also our hiring process presses evolved like, so like we really want people to be kind of like willing to catch the vision for Speaker 3: 19:07 can be a tendency to, for entrepreneurs just like, okay, plugging this hole with this person, they're a warm body, you know, when really I'd rather just maybe slow down and find the right person. And we've incorporated a lot of testing, personality testing and you know, um, and so, and then also you get better at hiring too, you kinda can sniff that out. So it's, I mean this is my first company I've ever owned, so it's like the evolution of how I'm thinking about things. And you know, which is nice though, I don't know how other people. I don't know how the people that just do a business to make money, I don't know how they would want to know the creative juices flow a lot more when you're passionate about it and you have a vision for something to and so then now you can connect that vision when you're hiring someone like okay, are they going to fit in that you know, are going to fit in that kind of like for that, Speaker 2: 20:00 say it one more time. I think it would fit in that part. Speaker 3: 20:03 No, so I mean if you have a vision, right? So like now you can find the right person to fit where you want to go to not just for that job, you know? So because I mean I'm one person, I know a lot of people. I'm not like, I'm not like the Super Smart, you know, I'm not, you know what I'm saying? It's really more of like that passion about like, and I get very creative when it's connected to that. I've tried to make money in the past just to make money and I just was not good at it. You know, I wouldn't call myself an entrepreneur, you know, like, I mean, I think maybe on the outside looking in I can see that, but I don't, I just more of a creative problem solver in relationship to this vision that we have, like how do I get from point a to point b, you know, the most effective way possible. You know, so. Speaker 2: 20:53 Well I appreciate that. I know that's a, as we've looked at at hiring staff here, that's the main thing we've really tried to do is to find the very best people and if we have to move them around as far as the right seat on the bus, we'll do that. It's getting the right person then trying to find a person to fill a hole. Speaker 3: 21:11 Yeah. Right, right. Yeah. Good degree is. It was, it was an eye opening book for me. Yeah. Speaker 2: 21:18 I also think it's interesting to. You don't consider yourself an entrepreneur and yet at the same time you're extremely passionate about solving a problem. To me, that's really what entrepreneurs do. They see a problem that's out there. They're going, you know what? I am extremely passionate about solving that problem myself, but for all the lives of the people that's going to bless and to me, Speaker 3: 21:39 you gave me chills when you said it. Honestly. That's what honestly, that's what it is, right? But you want to affect those people and how like the kind of like goodwill hunting was like, he was in there having that interview with that guy and he was like, well, if I take this job, I'm going to be doing this, like doing this and it's going to affect my friend here and he's going to do all. I was just like, man, just to think of the people that could possibly be affected by, you know, in their lives, change in some positive way. You know? That's amazing to me. Speaker 2: 22:10 You know, I, again, I get chills every time I think about. It's kind of our whole passion with clickfunnels. Everything else is free and entrepreneurs conference whatever it is they really, truly want. And I think the first thing obviously is that financial freedom you guys mentioned. I see the same path for a lot of us. We start off going, I got to put food on my table. I don't care what it takes. I got to get that covered. As soon as that's covered, it's like, okay, what do I really want to do? And that's where you start going out facility. Again, massive congratulations to you at all that you've done. Obviously getting their two comma club plaque is a super cool award over 320 now, but more importantly, I think miles was number 19. Number 21. Hey, first person to get our favorite number two 2121 fate. It was fate. Your 21st person to actually get over $10,000,000 through a funnel. So a congratulations, but we're super excited for you. Yeah, appreciate it. Thanks a lot. Well, Lord, if people wanted to reach out to you, what's the best place or how should they reach out to you? Speaker 3: 23:09 Yeah, I started a private facebook group. You can check it out. He'll have healthcare professionals, gross secrets, and then um, you know, if you go in there, I said I'll put a template in there of like our process so you can check it out and see. So, Speaker 2: 23:23 and for those of you don't understand how spelled healthcare like me, I did health space care. It's actually healthcare with no spaces and it comes up real fast that way. Well look, thanks so much, but anything else miles? No, I've got my question answered. Don't waste money on facebook ads that aren't working for you working in. It's simple when you think about it. You don't just do stuff that works and forget everything else. Exactly. Congratulations, but you appreciate it. Speaker 4: 23:59 Okay. Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people you like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.