Why Dave Decided to Talk to Mark Lack:
From Pro Paintballer to Personal Brander Extraordinaire, Mark Lack has developed lots of skills and strategies that just might be of interest to you. From how to establish your own brand with a budget to how you can score interviews with the celebrities in your industry, Mark and Dave hit it all. This podcast will help you on your journey to perfecting not only your brand but also towards fulfilling your dreams. As Russell always says, “You’re only one funnel away.” Now with this episode you could only be one play away.
Tips and Tricks for You and Your Business
(1:30) Pain Pushes Until the Vision Pulls
(5:00) Your Personal Branding is Your “Trojan Horse”
(9:24) Do You Create Your Audiences?
(11:28) A Personal Brand that I can Afford
(13:08) Become the Next Celebrity with Mark’s Celebrity Secret
(18:20) Why Dave Loves Mark’s Business
(20:03) You Can’t Ask If You’ve Never Given, Just Try and Ask Chase Bank
(21:54) Shows = Success
(1:59) “It was so cool being like a glimpse of a rockstar in my own paintball world. But Monday through Friday I was miserable at school. I just couldn’t wait to get out and go back to the place that made me feel significant.”
(5:14) “Direct response marketing is how we get started with people, but as soon as you get started with people that personal brand becomes extremely critical.”
(12:14) “That’s the best part and what I love about Entrepreneurship: we don’t need qualifications, we don’t need any of that stuff, we just need results”
(21:49) “Interviews is like one of the secrets to a lot of big names success. How many big name people have their own show
People rarely go onto social media to get sold something, BUT they do go onto social media do buy someONE
There is never any better dollar spent than the one that helps your omnipresence
Transparency helps you to develop more LASTING and TRUE fans
Important Episode Links:
[00:00] Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward.
[00:17] Everybody. Welcome back to funnel hacker radio. I'm your host, but most importantly, the person who I'm bringing on happens to be the personal branding guy and he has his own TV show, business rock star. So without any further ado, mark, welcome to the show. Thanks for having me. He rock. I'm so excited to have you. This is been a ton of fun. We were just talking about, uh, he, I actually used to live not too far from where you're at right now. And one of my favorite places in the world down there in southern California. Indeed. Beautiful view of the ocean up on the mountains. I'm jealous. It's where it is here in Boise, but that's how I want to make sure we kind of dive right into this. First of all, congratulations on business rockstars. That's a massive, massive TV show for those of you guys have flown Delta.
[01:03] You've probably seen it on there. If not, they've got podcast, they've done a ton of crazy things and mark's had the opportunity of interviewing Louis, some of the world's most profound and influential entrepreneurs and everything else out there, but the cool thing for me is kind of your whole story. I was a kind of go through some of this stuff prepping for the podcast today and one of the things mark I loved was, I think it was the quote from Tony Robbins that you use that pain pushes until the vision pulls us. If you don't mind to expound on that a little bit and then I'm going to dive right into this whole personal branding thing. Yeah. So you know, for me it's one of those things in life where I think you hit that moment where you just know you're going to make that change and if you're not there yet, you're probably experienced that at some point.
[01:47] But for me, it was when I looked at my life and I realized Monday through Friday was miserable in school and the weekends I felt like a rockstar because that was one of the top professional paintball player traveling all over the world. It was so cool being like a little glimpse of the rockstar in my own little tiny paintball world. But Monday through Friday I was miserable at school. I hated it. I just couldn't wait to get out and go back to the place that made me feel significant. And so what I realized was I had to figure out how to make money to Friday, phenomenal. And I went on youtube and Google because I'm so lucky that I grew up in an era where the Internet exists and I can do that. And I came across Tony Robbins, of course, right? Trying to improve your life and get motivated.
[02:27] You're going to cost the guy. And so I just started watching his videos and he said so many incredible things. You've got to be come the best version of yourself. You've got to always grow. You've got to contribute beyond yourself. And one of his quotes as well as, you know, pain pushes until the vision pulls. And so for me, I never actually had a vision for the life that I wanted to create. And so it wasn't until I decided that I thought the coolest thing ever would be to be a professional athlete. And so weirdly enough I got into paintball doing it and I only wish it was a different sport or I would have made a lot more money. But, uh, it ended up being paintball. I learned a lot of lessons, but I, as I started studying Tony Robbins, that led me into entrepreneurship and to this whole new world of how you can literally create the life you want impact so many people through business and have an uncapped earning potential and the entrepreneurial world.
[03:16] And I was like, oh my gosh, I want to become a pro at that. Like created this vision for my life. And that ended up pulling me into the direction that I am today. And most people have to push themselves, right? Pain pushes. You have to push yourself to do the mundane tasks that you don't want to do. Oh, I gotta go to the gym today. You have to push yourself, motivate yourself with the pain until you have a vision. I'm going to the gym everyday now having to get into the best shape of my life because I have a vision. I'm creating the most successful abundant team and business that I possibly can because I have a vision and the vision pulls me. It motivates me to want to become my best. So it's powerful quote and it's led me to creating the life that I have.
[03:55] Oh, I love it. It's funny, last night I was with the boys and my wife and the, uh, they were watching the new rocks. A shell. The titans. Yeah. Yeah. I love that thought. I was watching it too, these crazy guys on there and all of a sudden we felt so it was kind of like watching a rocky movie or something like that. That's my vision. I'm going to get on there. I'm going to do this. I think it's really cool because I believe that's so important these days, especially with. You may have mentioned that in your earlier life kind of feeling bullied and everything else, just not fitting in and I think that's the hardest thing for a lot of entrepreneurs. They don't really have a circle of friends that supports them. They don't have people who are there encouraging them and so there's that, that aspect as far as the need for the vision and I think it ties in so well to what you become so good at and that's that whole personal branding thing and I think the vision and would that personal brand.
[04:46] I've seen it here with click funnels and some of the things that we've been doing and and the large that vision gets, the easier it is to create a personal brand around where you want to go. And so with that I'd like you to of share a little bit about. Because I hear all the time, you know, branding and I was one of those guys I grew up in the direct response marketing things. You know, who cares about branding. Branding doesn't matter, right? It's all about direct response marketing and it's been fun for me to see how important that branding has actually become a. I think when I look at marketing these days, direct response marketing is, is how we get started with people, but as soon as you get started with people, that personal brand becomes extremely critical. Again, I call it, I call it the Trojan horse.
[05:25] It is. I'll get into that. Let's, let's dive right in and they don't care to hear from me. They want to hear from you, so let's dive right in. So the reason why I call it the Trojan horse and you hit it on the head, it's like direct response marketing is the ideal scenario. Puts something out, see the data instantly in real time and know if it's working. We're branding is kind of like you're really betting on the long term success. You're not going to get any short term benefit from branding. So trust me, I come from the direct response marketing world, probably half the books behind me, our marketing books, and because who doesn't want to put something out that they created and get instant gratification or at least results to make a pivot. I'm all for that and I think a lot of people should start there, but I also think we live in this new era where you know, nobody's going on, for example, they have no one goes on facebook with a credit card and says, Hey David, do you want me to get you anything?
[06:16] Right? Absolutely right. Hey, by the way, I'm going on youtube. Did you want anything? No one says that. And so although billions of dollars are, you know, invested from advertisers and people like us in the direct response marketing space, we get to make a lot of money online hopefully. And it's fantastic, but we all know that it's incongruent to why the person's going on there. And so you and I can go to church and somebody could come up and try to sell us something. And if they were really good, we feel good about it. And we would lie, but the regular person who tries to go into the church and sell people, it's going to be weird. We're going to look at each other like why is he selling this at the church? But a really good person would make us feel good about it and we would like that the process.
[06:58] And so most people, when they see ads on social media, they hate it because they're not on there for ads. Most people are very upset and in fact, I'm sure you know, you can see all the hate and the comments on ads. I'm getting so much hate and all my comments on ads from half of them. Right? And so you got to have thick skin. My point is people don't go on the platforms to have ads put in front of them, let alone to buy something. Now, obviously if you build a funnel and click funnels, you can do it really effectively. And clickfunnels has played a huge role in our success because of the back end systems and processes. But the reason why I call it the Trojan horses, because people go on social media for content, so here's the crazy thing, a business and we can agree with this, is that a business is going to be as successful as the problems it solves, and so if you can solve bigger problems at scale, you're going to get paid more money and businesses solve problems through products and services.
[07:55] Right now when you go on social media, you might have a problem that a product and service can solve for you, but you're not on there to buy and so you have to be really good with your process and your campaign and your retargeting, your funnels to get them to buy and to do it in a cost efficient way. Here's the crazy thing. You can also solve a problem with content and you can do that with a personal brand because it's arbitrage. It's, it's the they're on. They're seeing a person with a person's name, not a company name. They're seeing a person with a person's name just providing content with no links, no pitch, no call to action, no nothing. If you're interested in weight loss, I could sell you products on weight loss or I could just give you education on the right food to eat the right exercises to do the right habits and mindset shifts you have to do to commit to the goal, and I could give you all of that information for free so as you start to know me like me and trust me because I've been giving you education and content for free and I've been paying to put it in front of you just like I can pay to put an ad in front of you, but the difference is you receive my content so much better because it's educational in nature, not salesy, and then I can pixel you and I can retarget you with more content and as I see you engage more with my content, I can create a custom audience bucket and only retarget my advertisements to the people who have been consuming my content.
[09:23] I love that. I think that I'm going to stop you right there because I think I love what you're talking about because I. I mean, we become a content mill and we joke around all the time here in the office, well, you know, what's the cost of the b roll? It's all about. Got to find some way. How can we set this up? So because it doesn't. It has to be engaging, but I think the part that I love what you said is so important. Session for people who are just getting started. We're, we're funds are tight. A lot of people throw all this money to facebook and they get frustrated and it doesn't work. I'm like, it doesn't work because you don't have the right audience and so if you can create the correct audience by retargeting them and creating that bucket of a look like audience and things where people have actually consumed your content and who people who are like those other types of people, it allows those ad dollars to go so much further. So I think that's great. I love that Trojan horse approach
[10:11] between our clients and our own companies. We've tested tens of millions of dollars and the advertising and the content marketing space and we've found that on average content, meaning you uploaded on facebook or instagram and you pay the platform to put it in front of a targeted audience, but you do not add a link that takes them off the platform. Soon as you add a link, it's considered an ad and it costs 10, five to 10 times more to run an ad than a piece of content so we can cut up a 62nd clip from this interview. I could upload it on instagram or facebook and I can put it in front of anyone on the Internet and it'll cost five to 10 times less to just have people see that and then as they start to know me and I can reach. So if you and I had the same budget and you only ran ads, hopefully you know what you're doing or you're going to go through your budget quick. I could spend half my budget reaching 10 times more people and then only run my ads to the people that saw me at scale.
[11:10] I love that. I think it's the part where people miss the boat so much. We're under a lot of people are just producing a ton of content that is just content for content sake and I think it's one thing that you've. I love the content. I see that you're producing out there. It's high, high value, you know, even if you take a look at your facebook page on impact and influence, they're just the interviews and the things that you've done with people and you're providing so much value out there, whether it was whoever was with, um, but I think that the part that people need to understand is you can provide massive content without having to spend a whole bunch of money to create that content. So if you don't mind, talk a little bit about how can a person build their own personal brand on a limited budget but create massive content. Has fantastic
[11:54] question. One of the best things you can do when you're starting your personal brand, and this is really anything. This is what most people try to aspire to get down the road. But it's so funny. And entrepreneurship. I think a lot of people wait until they feel qualified, they wait until they feel like they have permission or an invitation, and that's the best part about what I love about entrepreneurship is we don't need qualifications. We don't need any of that stuff. We just need to get results and so what you have to understand and how this relates to personal branding is the best thing you can do with a personal brand to collapse five years of time into your first year of personal branding authority positioning, how to become the expert, truly attend in one year as you align yourself with people who have 10, 20 years of credibility and authority, and you do that in the form of a show.
[12:44] Just like you and I are doing interviews now. I align myself with Daymond John from shark tank, grant Cardone, Russell Brunson, Gary Vaynerchuk, Tony Robbins, Tai Lopez, Lewis House, and all the other amazing men and women that I can name that you most of those names you might recognize because they've built 20, 30 year personal brands. Very successful. So if I align myself with them not selfie at an event with the backdrop and a name tag, I'm talking about aligning myself with them in an intimate environment and the form of an interview where we're having a dialogue and sharing a conversation and value for an audience after doing that enough times, sometimes even once, I will be then perceived as the next celebrity just because I've been around all the celebrities and you've seen me with all the celebrities and I'm the next person. Right? And so you can become so big from your own show, but how do you get a big celebrity person to say yes is your first guests.
[13:39] Now I don't think maybe you should get your first guest is a celebrity. I think you should get good first with some smaller interviews, but when you're ready, just so you know the ace up the sleeve anytime you want, the way that you get a big person to say yes to your show is you say, grant Cardone, Russell Brunson, whoever. I'd love to have you on my show and whenever it makes sense this year that you want lots of pr and awareness because it's all about timing. For the big name people. It's all about timing. If they say no, it's because you ask during the wrong season the wrong time, so don't ask. How about next month? Say when this year all big dogs have their year mapped out. When this year do you have something coming up, a book launch and event, a charity, anything that you want lots of attention and pr and awareness on because when, when so and so grant cardone or Tony Robbins, you've ever comes on my show, I'll guarantee they get 200,000 views from entrepreneurs, from college students, from millennials, from baby boomers and no one ever asks the question with how big is your audience?
[14:40] Where are they going to lose? Because they're like, wow. He picked a number and set it, and so when you get the interview, you upload it on facebook and instagram and you just pay money. Promote the interview to the targeted audience of your choice and then plugging engagement pixel on it, so all the people that see you with Tony Robbins or Gary Vaynerchuk, grant Cardone, you can retarget them with your next big name, interview and your next big and memory, so eventually you become omnipresent. You're everywhere in the same industry. Have the same people and you become a big fish in a small pond. Wait a minute, you're dave, the guy who interviews all the big name people. I love your show and then you retarget them later with your products and services because now they know, like, and trust you. Think Ellen Degeneres, Oprah Winfrey, all those people have blown up from just interviewing people and having a show and then it creates your content and in an authoritative way and then it forces you to have to promote it to lots of people and you're probably more comfortable investing the money to do that because you know it's going to be valuable when it's you with an authority figure than just promoting your own content to that many people.
[15:44] So that's, that's something that'll blow your brand up.
[15:49] I love it. I think the part people have to understand is there's no better dollars to spend than to spend on producing content like that and actually promoting that content. If you, again, if you can go to someone. I love that as far as I'll get this in front of 200,000 people. They're like, holy smokes, how are you doing to me because I just say, okay, a million and I got it. Trust me, I got to shell out the bucks, but like
[16:11] I got the interview and I'm building a brand and over the long haul that will pay me 20, 30, 40 x in the long run. So
[16:21] I love it. I think. I hope people are, as you guys were listening to what I love that you said right there, mark is over the long haul and I think that's. You have to understand you're in this for the long game. Everyone's out there just trying to make a quick buck real fast. Yeah. That never ever works on branding, but more importantly you can't. I think that you're going to get to the status that you want in life for the significance or whatever term you want to use without playing the long, blonde game. I don't care. You got to put in your 10,000 hours on here what term or an analogy you want to use. To me, that's the most important thing is to realize you're in this for the long haul, so awesome.
[16:55] I try to tell people, look, if you want the achievement and the destination, that's fine. I think we all do in some level, right? We all, we want the achievements, the destination. That's what keeps us going. You got to set the bar and keep growing and keep going forward, but I think that if you fall in love with the process and you fall in love with the journey, then any achievement at any destination will happen. Like all these guys talk about scaling your business to millions, but what they don't talk about is that scaling is a byproduct of building, testing, reviewing the data and optimizing and never stopping. Building testing, looking at the data and optimizing scaling as the byproduct and all these guys tried to jump straight to scaling. They think they're going to build something. Once I'm going to build one click funnel, I'm going to test it and I'm going to just scale this thing to millions.
[17:41] It's like come on guys, you have to build tests, look at the data and optimize constantly nonstop. And then scaling happens as a byproduct and you might scale for a week or a month and then it's going to draw and you got to go back to building and testing. And so yeah, I mean everything. Branding, even direct response marketing, click funnels. It's all a long game and everyone can have their, you know, eight figure, you know, Comma club like you have behind you if they just play the game long enough. Like I was telling you, I said I'm going to have that in 2020 no questions asked because I just, I'm in the game. I'm in the process. I mean the journey and everything
[18:17] and I think that's the part I love so much about, especially about what you teach them, what you do is you're actually teaching exactly what you do on a regular basis and for me that's where that can grow and see comes in, especially from a branding standpoint. One of the great things about social media these days is people can pick out a fake real fast and if you're not authentic and you're not transparent and you're not congruent with your message, you might get people at first, but they will not stick. They will not engage. They will not buy the. And I think that for me has been some of the fun stuff as biggest social media's become as the transparency that's out there. I think the other thing I love about what you said Mark, and that is when you're doing those interviews with people, you're providing value to them and it's.
[19:01] It's cool for me to see, yeah, you've interviewed a whole bunch of people. More important than that. You've actually developed a friendship with them and that to me is where the long game really comes into play. It's a matter of who you know and and who knows you and and the value that you provide to them. It's so much easier to go and do something with someone after they know that you've already sent them a ton of value, that 200,000, a million, whatever it might be, but when they know that you're playing the long game and your planet for them, man, it just helps you so much for what helps you sleep better at night, but more important that it allows you the opportunity to really grow something that's got legs because when the, when everything falls and it doesn't work, those relationships, at least for me, I know I've fallen back on some of those relationships multiple times when things didn't go exactly the way I want it to, so I love that. That's like
[19:49] if people could understand you have to add value first. Right? I love this analogy, like looking at relationships like a bank account, like you couldn't go up to a person or a bank account and ask for a withdrawal if you've never made a deposit first. Like if I walked into chase bank that I don't go to and I'm like, let me get some withdrawals. They're like, you don't, you've never made a deposit. And like that's how people treat relationships is they're like, okay, how am I going to get something from this person and for my business, for my thing, and I look at it the opposite way. Like if you're going to add value, there's so many ways to do it. The obvious one for successful people just pay them money by their program, by their thing, go to their charity and donate. Give them a quick deposit in the form of cash because that's actually deposited, right?
[20:31] Like, you know, likes and comments and shares. Those aren't, those aren't deposited at the bank. So just give people money if you can afford to, if you can't, the next commodity that you know, big name, people in business world and celebrities are willing to exchange time for it, right? They'll change, they'll exchange their time for money. Everybody will some price or they'll exchange their time for attention because attention is the new commodity. How much does superbowl charge for a ten second commercial, $5, million bucks, 10 seconds, because so many people are watching. There's so much attention and on social media, we're fighting for attention. It's costing more and more and more every year to get people's attention, and so if you can just figure out how to get anyone in the world's attention and through the form of a show and then pay money to promote that, it's usually a lot cheaper to buy a million views than to buy an hour of a big name person's tone, for sure.
[21:27] Think of it that way. It's cheaper for me to buy an hour of your time for my show to promote it than it is for me to pay you to sit down with you and talk to you anyways, and it's the same outcome, but an interview is like a backdoor way to make you feel great because I'm at, I'm talking about you and everyone loves to talk about themselves and then I'm edifying you and doing it in a spotlighted way. So yeah, I mean, interviews is one of the secrets to a lot of big name people. Success. Look at how many big name people have their own show. All of them because we all know you can all you can slop. No, it's funny. You know, Russell and I were talking about this multiple times. It kind of goes back to the whole Arsenio Hall thing back on with trump when he was on the apprentice, and I don't know if you remember that whole story nor centennial hall was, was sitting there and he was trying to.
[22:17] Everyone's out trying to raise money and he had all these crazy huge Rolodex, but no one returned his call because he didn't have a show, but when he had a show, the old arsenio hall show years and years ago, everybody would return his call because they knew they were going to get something out of being on a show. Exactly the. That's the part that you need to start and there's nothing better than starting with the show. And I know you've. You've done an amazing job with business rockstars. How in the world did that come about? So business rockstars, thank goodness, has these incredible co founders and investors that have built the whole thing and put it all together and I'm lucky, kind of like a Ryan seacrest of American idol and now k SFM, right? Uh, I get to be the host and the face of the whole show for the primary segment of the show, which is amazing.
[23:05] And then I've been able to, because I think like an entrepreneur structure myself as a partner in the company, help kind of direct the social media part of the business which almost never existed before and then actually make them think about different monetization components from the show that they had never thought of. And now it's led to them looking at the business and a whole different way. We're actually acquiring a bunch of membership companies and doing a roll up in an IPO. Crazy, crazy stuff. I'm not dude, I who's the one writing the stuff like the contracts and the checks. These guys are [inaudible], they're in their sixties and they got multi hundred million dollar net worth and they come from the radio, television space. And so the cool thing is is I get to learn from them from their experience and they're looking at this in a way I never would have.
[23:52] I was like, we should monetize it like this, this, this, this, this. And they're like, that's great, let's do that. And let's roll up and acquire companies and do an IPO. And I was like, okay, this sounds awesome. So yeah, so it's really cool because we get, I get to like, you know, the ying and the Yang. I got like my younger online social media, digital marketing mindset combined with hey, it's a lot faster to just buy a company than to build it and I'm like that's one way to look at it. So we're just buying companies and then building them with social media and online marketing and that's helping us get to our run rate that we want to do before we go crazy though. And most people think of it as just a shop, but it's so much more than that. Started off a branding kinda like clickfunnels.
[24:35] It's so much more than what people probably think. They just think of clickfunnels as I'm having some fun on some acquisitions myself right now. So it's been a crazy stuff. Exactly. Well, as we kind of get close to wrapping things up, I, I know people are going to be dying to find out more of how do they get more from you? What, what's the best way for them to get ahold of you? So whether it's social media, you want to connect with me there, you want to watch a ton of our free content, you want to get free resources and watch some of my interviews, all of that is that shorten the gap.com, Jordan, the gap.com and then you guys have a a course. There's won't masterclass or something. What's that? We've ever, you know, if this fun kind of banter and dialogue has been good for people to choose to tune into and listen to and they want to know more about how they can really position themselves as an authority figure within their industry and then actually monetize that authority.
[25:23] I'm just go check out our email@example.com slash masterclass and we have a whole 90 minute free training that we put together. Kind of like you guys have so many different incredible free trainings. We've got one ourselves and it's 90 minutes long and anybody who wants a deep dive on personal branding can check that out. No, I love it. Well mark, I appreciate so much your time today and congratulations on all your success. It's super, super excited. I can't wait to, uh, basically presenting the big award to you, uh, next year at funnel hacking live. You cross the state board. I'd love that. Nothing would make me happier. I'm looking forward to appreciate you coming on here and jam with your tribe and uh, always a pleasure to connecting with you. Thanks Mike. We'll talk soon. Thanks again.
[26:03] 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 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 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.
Why Dave Decided to talk About In Time Learning:
Description: Dave always has amazing conversations with titans in the industry we all call, FunnelHacking. His recent conversation with Steven Larsen has inspired this podcast about truly learning. We all are constantly surrounding ourselves with opportunities to learn, it’s how we stay in the game. It’s now time for us to reconsider how we’ve been doing our learning. FInd your question you need solved THEN find your answer. Listen in to the thoughts of Dave Woodward and those he’s associated with and see if you can’t solve the questions you have or identify what question you really NEED to be asking.
Tips and Tricks for You and Your Business:
(2:21) Why Master Questions?
(3:56) Dave’s Questions and Their Answers in 2019
(7:08) Do You Read to HUNT?
(9:55) Dave’s Modeling
(12:40) Speed, Speed, Speed
(15:39) Just Get Your Three
(2:36) “You know the very first thing, as I look at 2019, is I’ve realized overtime that questions invite revelation.”
(8:30) “You guys have to stop learning generally.”
(10:27) “Too often people try to do their own creativity that they forget the framework.”
(12:17) “One of those questions should be, ‘Who’s the person I can model? Who is the person who has the framework that will help me solve that problem?’”
Speed is so important in Dave’s life that he’s constantly hiring coaches for the parts in his life that he wants to improve.
If you did know the answer to the question holding back your business, how much of a change would it make. Be honest, would you allow change to incur?
Important Episode Links:
[00:00] Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward
[00:16] [inaudible]. Everybody. Welcome back. This is a fun, fun time. Odd again, you've heard on the last episode was actually just got back from the two comma club x cruise and if for some reason you guys want to be involved in that next year, you've got to go to follow hacking live this year because that's the only time where we actually even offer people to join to our two Comma Club coaching program. But what happened was, uh, and by the way, we actually are going to be going on a cruise again next year or we're going to go to an all inclusive resort. We kind of decided between the two. What I want to share with you real fast here is some of the things that, uh, we covered. So, uh, in the last episode I talked about basically Jsp friel kind of talk about it during one of his masterminds today, I want to kind of talk to you about some of the things that I learned from Stephen Larsen.
[01:03] He was, he's another one of our two comma club coaches and he was on the cruise top some of the masterminds, uh, for those who were on the cruise, they actually had a huge advantage because, uh, Alyssa see if his wife wasn't able to come, not just because of families type of stuff in the kids. So they had basically they had steven to themselves and he just gave and gave and gave on not only on the masterminds he top but on individual ones late at night. And it's just too comical. X Cruz was just the most amazing experience ever. So again, if you want to be there next year, go to funnel hacking live this year so you can actually sign up for our two Comma Club coaching program. But what I want to dive into right now, our three, the secrets that Steven talked about, and these all will apply directly to your business.
[01:50] It also applied to your life and I think it's a, it's super critical for you as you start realizing some of the people that are involved in our whole funnel hacking group and community just because of the experiences they've had. And I would hope that if, if you're, you should be going to funnel hacking live. So assuming you're going to funnel hacking live, make sure you take the time to talk to the people, get outside of your comfort zone and really spend the time diving deep into what they have to say. So one of the things Steven was talking about was as he was looking basically at going into 2019 and some of the things that he had learned in over the last couple of years, but what he was gonna do different this year said, you know, the very first thing is I'd look at 2019 is I've realized over time that questions invite revelation.
[02:42] And he said, there's a lot of things I need revelation for this year. I'm trying to grow my business. I'm trying to do. Is it called the shop? Basically it'll 4 million for this next year. Uh, and so he goes, I'm, that's 400 times what I did last year, more than 400 times. So it, I don't have the skill set there, I don't have the people in my community. And he said, what matters most to me right now is to realize that questions invite revelation and I need revelation. So I wanted to kind of just mentioned that to you as you start looking at this year to start asking better questions. And one of the things he said was, as far as the questions so you can they go, they come really random for a lot of people. He said for him personally, his quest, he's only looking at really one question and that is what is the number one immediate problem in front of me that I need to solve?
[03:37] I thought that is awesome. If you, if you can actually identify what the number one immediate problem is in front of you and all your questions are focused on solving that problem, that in and of itself will take care of everything else. So again, this applies in your business, applies in your relationships, it applies in all sorts of different parts of your life. If you were to take a look as far as in, for me personally, if I was, if I'm looking at this going right now, what is the number one immediate problem in front of me that I need to solve for click funnels? So I run all of our top line revenue. I run all of our business development, all of our partnerships, all of our, all of our international growth opportunities, anything as far as all that kind of stuff that impacts our top line revenue, which obviously then falls to the bottom line.
[04:23] What is the number one thing I can do, and I can tell you for me the number one immediate problem in front of me that I am trying to solve this year is to reduce our churn. We have over a thousand people a day that hit the clickfunnels website. Half those people sign up for a free trial and then basically I after after the first 30 days, about half those actually make that first payment and so I'm trying to find out what can I do to help decrease churn? How can I impact more people's lives? How can I help more people, more entrepreneurs actually use click funnels in their business, in their life to get the the goals, the dreams and things that they've said. So for me, the number one problem that I can see that in front of me is that, and it was funny because before I went on the cruise, one of the things I ended up signing up for was a dear friend of mine, Dan Martell is a guy, basically sold a company to mark Cuban for clarity FM and as a SAS owner basically has made a ton of money, but really he's taken all this time and effort to work now with other sas companies and typically he ends up working with companies who are just getting started.
[05:33] Only [inaudible] I've known for a long time. I said, you know, Dan, I know we're not your typical client, but I still have some of the same issues that your clients face in one of those is true. And he goes, well, Dave, I don't, I don't deal with kinds and your size because there's nothing, there's not anything in it for me. And I said, yeah, I understand that we're not giving away equity or anything like that, but if you were to to work with us, what would it be? And those types of questions I'd love to ask because if it was what would it take? And we basically came to terms and, and he goes, okay, I actually will take this on. And so I ended up signing up a painting, a large chunk of money to basically help us to reduce churn. And so for you and your business in your life, what is the number one immediate problem in front of you?
[06:20] And start asking that question on a daily basis. And again, it's something I continue to ask. Even though I've hired Dan. I'm, I'm looking at it all the time. How do we identify churn? How do we actually impact different cohorts of churn? How do we, when we start looking at add users, customer success, what do we do to have greater success sooner so they can stick with this long, so realize once you start asking that number one question, that question, the immediate problem in front of you, it's thinking to start getting you involved in other things as well. So identify first and foremost, what is the number one immediate problem in front of you and start asking a bunch of questions about that. That is going to give you the revelation that you need. Next thing Stephen talked about was this whole idea as far as too often people just read to read.
[07:08] He goes, I always read to hunt. I'm I'm lily hunting. I'm trying to find the answer. I'm looking for applied learning. I'm trying to find from the masters someone who basically took the time to put together a book. What's the one thing that I need? And so I. I find so many people who get in situation where man, I read a book a day or a book a week or whatever it is, and I'm like, why are you doing that? Are you doing it just to, to get a whole bunch of content in your head? Or are you, are you truly on a hunt? Are you reading to hunt? Are you trying to find a way to solve a problem? And so for, it's been fun for me to watch Steven, his whole focus has been on offers and a yesterday in the office, uh, he was in there and Russell basically gave him two or three different books that he had just on offers.
[07:56] And in fact, as you start tossing questions out to the universe, you'll be amazed as far as how those things come back. All of a sudden someone presents two or three books that you might need or they introduce you to someone. So as you focus on the number one problem in your life, solving that one problem, you will find other resources come to you. You'll find the opportunity as far as books or courses and understand that when you're doing this read to hunt. I was gonna. I titled this just in time learning and I got that just in time. Learning from Steven says, you've got to. You guys have to stop learning. Generally too often people and I saw this take place and our two Comma Club coaching program because we have so much content and they were so much amazing stuff out there that everybody, not everyone.
[08:43] A lot of people just gotten this idea as far as they were just learning generally and take for example, there's it doesn't do you any good to spend time going through John's facebook course if you don't even have your funnel up. Stop learning about facebook until you get your funnel built and realized that just in time, learning is such a key principle in life. That is all you need to worry about right now and only thing you need to learn is whatever is going to solve the number one immediate problem in front of you. So really make sure that you're everything you start hunting. Learn, understand that you have to love to learn and as you start gaining this love for learning, what you're going to find is you then start focusing on just in time learning what is the like right now, the only stuff I'm really studying is churn reduction.
[09:31] That's the number one stuff for me. It's all I care about and if I can solve that one problem, I can solve a whole bunch of other problems later. But realize you have to stay focused, especially on your learning, especially in your reading. Read to hunt and focused. Learning it on just in time learning. The only thing you need to learn right now is whatever the number one problem is in front of you and forget learning about everything else. With that. The other thing I want to talk to you about is this whole idea about modeling, and this kind of goes back to this situation. I'm, uh, I mentioned the last one as far as assuming someone else's identity. And again, this is more of an identity hacky, not identity theft type of a deal, but realize that when you find someone who has already done what you, you're trying to do, they've already built a framework and that framework literally is, if you follow the framework, that's 80 percent of the success.
[10:23] Steven mentioned the remaining 20 percent of the success. That's your own creativity. But too often people try to do their own creativity and forget the framework. One of the things that Russell is literally the master at is creating frameworks. And it's fun for me to see how steven has learned that from Russell and does the same thing as he teaches. He teaches frameworks. Um, if you would look at. One of the things Steven was talking about was this whole idea that becoming a framework master says, I personally, Zemo was saying that he personally, it hasn't ever read or studied Dan Kennedy stuff. What he's done instead is he studied Russell who has been a master's student studying for years. All the gurus of the past and all their different frameworks to then help create his own framework from that. And by doing that, what happens is Russell's been able to literally put together decades in into a day or in a couple of days, and then from that Steven has now been able to digest that piece of it and now has the framework that Russell was able to find as he spent years studying all the growers and basically the framework mastery that he was able to study and put together.
[11:36] Steven is now quickly able to adopt us into his own life and to have the massive success that Steven had last year because of the framework that he had. So my whole focus here is to understand first and foremost questions invite revelation. And the first thing you need to do then is what's the find out, what's the number one immediate problem in front of you? And solve that question. The second thing then is to then model those people who are already doing it against whole reason I hire coaches is because they're already doing it. They've already been down that road. So find, find out what the number one immediate problem is in front of you. Ask as many questions as possible to get answers to that, and one of those questions should be who is the person that I can model? Who's the person who has the framework to help me solve that problem I doing that?
[12:23] You have 80 percent of the success and the other 20 percent is gonna be your own creativity and color and flair that you add to that. So those are the first two things. The third thing is a question you need to start asking yourself on a regular basis and that is how can I increase my speed? Speed is one of the most amazing things to me. I have seen, I've seen this take place in so many parts of my own personal life as well as in the lives of others, and that is too often people get focused on, on being too slow to do things. Speed makes up for a lot of mistakes. It covers a lot of mistakes because you're able to get to the next thing quickly understand that you're always trying to find ways of increasing speed. One of the ways of increasing speed for me is hiring a coach.
[13:08] It's why I've hired. You guys have heard me talk about this a ton of times. I hired a coach in my own personal life. Jerrick Robbins, Tony Center hired him this last year. I ended up hiring Eric cafferty who has been my physical coach. I ended up hiring Brad and Ryan on my finances to help me on my financial coach. Those are the three coaches I had last year going into this next year. I'm still working with Eric, but I'm going to be working now with with Dan Martell as a coach on helping me solve my number one problem, which is how to, how do we reduce churn at clickfunnels? So realize you have to be taking a look at these types of things and finding out what. What is the thing that you can do to help increase speed? Now, one of the things that happens for a lot of us, and I know myself and in this, I seen this especially with my kids, were I'll ask them a question that I thought, I don't know dad.
[13:59] Just tell me the answer and I'm like, no, I'm not going to tell you the answer, but as I go back to them, they keep saying, well, I don't know that I don't know. I don't know. I don't know. And I said, I got this from Tony Robinson. That is anytime someone says, I don't know, I don't know the answer, the best response, again, as a coach or as a person trying to help them is if you did know the answer, what would it be? And what you're gonna find is that most of us already have a pretty good idea of what the answer is, but we want someone to actually validate it for us or to give us the secrets. There is so much to solving problems ourselves by taking the revelation that comes to us and implementing that. So as you start looking at the problems of life in front of you and you're sitting there saying, I, you know, I just don't know what the answer is.
[14:50] Start to rephrase that question. Say, all right, if I didn't know the answer, what would it be? And then start taking action on what that is. The, the whole idea here is I want to make sure that as you take a look at this next year and as you take a look at the opportunities in front of you, that you realize that there are so many people out there willing to help you. So with that, the last thing Steve made mention of an I think is so critical, um, and it's more of a time management opportunity, but it comes down to focusing on doing three moves a day. What are the three things that are going to get you closer to your number one, solving your number one problem? What are the three things that if you did these three things today are going to get you closer to adapting the speed that you need in your life?
[15:35] What are the three things that are going to get you closer to getting the goals that you have and each day? Just focus on those three things. I think too often I, I've been guilty of this myself or my to do list is like a, today I'm going to get a million things done, or the there's these 35 things I got to get done by the end of the day. That just doesn't happen. So as you start taking a look at it, and then this kind of goes back to Gary Keller's, the one thing and that is what's the one thing if I did this, everything else would become easier or unnecessary and if you find that one thing is you'll typically find there might be two other ones that are really close there. If you end up doing the one thing first and then knock out the next two by doing those three things, you will find the speed is crazy in your life because you get winter right?
[16:23] Of all the clutter. It goes back to this whole idea as far as learning as as the idea, as far as making sure that when you're looking at learning that it's just in time learning. When you're looking at and reading your hunting, make sure that you're taking the time to focus. I think if there's one thing I could say, out of all all the success I've seen in our two comma club members aren't your come ex students are eight figure award winners and that is focus. You've got to focus and as an entrepreneur we get so sidetracked by all this bright, shiny objects all around us. If you will take the time to focus and identify what's the number one problem you have right now and just spend all your energy in that. Everything else will work. So with that said, I just hope you have the most amazing time ever again.
[17:09] You're going to get this podcast probably listen to this. If it came out on time towards the end of January, which means we are most likely almost sold out with funnel hacking live tickets. Please. I would love to see you if I'm lacking live. So please go to funnel hacking live.com, get a ticket, and then finally at funnel hacking live, come up to me and say, hey dave, thanks so much for encouraging me to be here. This is the best event I ever could have attended and again, I just, I just want you to know we care about you, love you, and most importantly, once you have success and the greatest way of having success is by getting funnel hacking live. Have an awesome day and we'll talk to you soon.
[17:42] 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 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 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 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 I can do to make this better for you guys. Thanks.
Why Dave Decided to Talk About Cruising with a Rocket Scientist:
Though Dave is usually opposed to sharing stuff shared in the 2 Comma Club X Mastermind, he’s willing to break this one rule today purely because of the value that he feels need to be shared. Learn why Dave thinks that proper goal setting really lies within setting realistic goals that can be achieved yet push you. And of course listen in to how crucial it is to assume the identity of the person who would accomplish the goals you have already set. We’re taking this podcast out of this world with the content provided so strap into your vehicle to out of this world success, take your protein pills or Ketones, and listen in.
Tips and Tricks for You and Your Business:
(3:36) Your Result Goals vs. Your Process Goals
(8:02) What Process Goals Would Help Your Business or Just Yourself?
(10:24) Dave’s Self-Established Rock Bottom
(16:06) YOUR Identity
(17:03) James the Drummer
(20:31) What’s the Importance of Assuming an Identity?
(23:46) According to Dave, This is the Main Reason You Have a Coach
(25:42) Steven Larsen is the FunnelHacker version of Babe Ruth, call your homerun
(4:06) “You need to make sure you’re setting goals that can be met. And, ideally, you need to be setting goals that can be reached by August or September
(8:01) “The Process Goals are the goals that actually make things happen.”
(20:46) “The importance, when you’re setting goals, of assuming an identity. What you’re going to find is identity shapes behavior and your behavior is what’s going to shape the outcome.”
Your goals, if un-hit can hurt your esteem more than fill you with drive. Balance is key.
Your Result Goal can be to just become normal, whatever that may mean to you.
Dave has an illness known as *drum roll please* No-Rhythm-itis.
Put on that identity like you’re Bruce Wayne putting on the Batman cowl and step into your dream.
Important Episode Links:
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 Welcome back to funnel hacker radio. Everybody. This is going to be a fun episode. I just got back from our two comma club x cruise. That was crazy fun. It was, I think we had like 350 people on this thing and ended up leaving out of Miami, going to Miami down like two and a half days down to the British Virgin Islands. Uh, spend some time there, a little beach and Tortola next day. We were in St Thomas a day or so on the ocean and coming back and then spent the day at, at NASA. Actually Atlantis. It was really fun for me this time. I actually had the opportunity be being there with my wife and then my two youngest boys, Christian and Jackson. And the part I guess I was so impressed with was the networking that took place on the cruise and just the, the openness and the friendships and really the family that was felt by all of the members are two Comma Club coaching program is really a fun, fun experience.
Speaker 2: 01:12 We ended up each day having a starting off any, any of the days we were actually at sea. We'd start off with a mastermind and the very first one was kicked off by Mr James P friel. I, I've had on my podcast a couple of times, a dear friend of mine, Guy who's just a very, very systems oriented. And it was great to hear from him. It's one of the main reasons I. I'm basically labeling this as far as, you know, secret from a rocket science I learned on a cruise ship because James P friel is a rocket scientist. Yes. Actually what, that's where you went to school for and ended up working in aeronautics and all that kind of stuff. But the part that I found super fascinating to me is I was looking at, uh, at the people, he was basically in our, in our two comma, x coaching program programs.
Speaker 2: 01:56 He was in there talking to them, just how engaged they were with what he was discussing. And in fact, you know, what I need. I typically never really share a lot of the things that we talked about. Our Two Comma Club coaching program because people paid $18,000 to belong to it. But I really wanted to make sure that you got this piece. And so I took some notes and I'm just going to kind of go through some of the things that he taught because it was really fun because it was the beginning of the new year. And so it was all about goals. Now understand I, I've always been a huge goal setter and there's a lot of different things people say about goals that I'm. I'm not a huge believer in a lot of the things that people talk about. But the things that James is going through, I thought were really unique and set in a way that that would last more than just the month.
Speaker 2: 02:50 And so I want to kind of go through these things. Some of them you'll say, yeah, I already know that. I'm sure that a couple of, no, I really want to make sure you spend some time on and, and use in your life, especially here at the beginning of the year. I don't know where you are in your business, where you are in your personal life, your with your finances, your relationships, your spiritual, all of the kinds of different types, types of things you could be setting goals in. But I want you to kind of listen in and take some notes as to those things that might actually help you. Uh, you're probably going to be receiving this podcast towards the end of January, first part of February were a lot of people have already. Whatever goals they had, they've now forgotten about them when they're on to something new. So what that said, some of the things that we talked about was two different types of goals and one of the things you're gonna have are going to be results, goals, and the other type thing.
Speaker 2: 03:41 You're going gonna have our process goals. Now, results goals are typically those things that most people set a, I'm going to lose 50 pounds by the end of the year. I'm going to be a millionaire by the end of the year. Uh, you know, they're these huge beehag is these big hairy audacious goals that people set. And I, I've learned this actually from Alex Charfen and that was anytime you're setting the goal, especially as a leader and a manager working with a team, you need to make sure that you're setting goals that actually can be met. And ideally they can be met by August or September. And I know a lot of people go, well, that's not your set, your standard too low. That's not the case. If you take a look at, at human behavior and what motivates people, there's nothing more frustrating than setting a goal time and time and time again.
Speaker 2: 04:30 And never ever hitting it. Um, I, I've seen this take place a lot, especially in, in business where a manager will set a goal for somebody. First of all, it's a matter of setting a goal. It's not the team setting the goal so they don't have as much ownership in it. So first of all, if you're working as a manager or as a leader or the strategies in your company and you're looking at setting goals, make sure that the people who you're setting the goals with, they have buy in into it. Meaning that's something they believe in, that they've said that they, something they as a team have come up with. Um, I can tell you that. So take for example, I'll give you current lured to seven, just over 70,000 customers. I would love for our goal to be that we were going to double our customers by next year.
Speaker 2: 05:18 Now, as much as I would love to see that happen, the reality of that actually happening due to a whole bunch of factors that come into play is pretty, pretty tough. Could it happen? Sure it could happen. But the chances of it realistically happened are super, super slim. So during our partner meeting we had, back in December, we were having this conversation of what are the things that are that our employees, we've got over 250 people working now at click funnels and I wanted to make sure there was some of they got behind that they felt ownership in that they understood the impact that their job has on every single one of our customers. And so with that, uh, with our, we set the goal at 100,000 and Russell was like, I think we definitely would be able to do 100,000 again, realize hundred thousand dollars, almost a 50 percent increase, which is a huge, huge increase.
Speaker 2: 06:10 And but we said, you know, what do we know confidently that we can make sure we actually hit. That is still a pretty big stretch. Well 25 percent increase would be almost 15,000 more people, which again, is a massive, massive goal. Twenty five, 25 percent. Adding that to your customers at the level we're at right now, that is a lot of customers. But that's where we thought, you know what, realistically I know for sure we can add an additional 15,000 customers between now and the end of the year, but more importantly, I believe that we can actually have that we can hit 85,000 customers by August or September, October. The reason that's so important is we want to make sure that as we go out to are the people who work for us and with us, that when they buy into that goal, they understand they actually have an impact on the lives of 85,000 people as they pick up it, as they respond to any of the emails or the tickets are there, talk on the phone, whatever that what they're doing matters.
Speaker 2: 07:11 And so for us, even though a huge beehag gold be 150,000 customers and even a large goal would be 100,000 customers, but a really attainable stretch goal for us still is 85,000. And that's kind of where. That's exactly what we're setting our goal. Now. Again, that's more of a results goal. The key here is anytime you're looking at goals, you're going to have results, goals, where it's, you know, this is the end result, but the result goal does you no good, and this is where most people screw stuff up is they forget to set the process goals and the process goals are the ones that you need to do on a, on a daily, weekly, monthly basis. Those are the goals that they may not be as fun and exciting and as you're talking to people about it, getting all whole bunch of energy and excitement behind it, but the process goals are the goals that actually make things happen.
Speaker 2: 08:05 And so, um, some of the process goals that we're looking at is reducing churn. We're looking at increasing our revenue per customer. We're looking at some of the process goals of being able to identify what are the, what are the three to five things that a person who's getting started with clickfunnels. If they do those three to five things, they're going to have success. So what is the, what in your. Some of the process goals we're looking at is what are the things in the success journey that needs to take place for our customers and then what we will then end up setting process goals behind how do we actually make those things become more attainable and realistic for our customers. So realize when you're setting goals, you're typically gonna have results goal, but the most important goals you have to start setting and those are going to be your habits or your process goals.
Speaker 2: 08:53 So please, as you start taking a look at this year, you probably set a whole bunch of results goals. Now the next step is what are the process goals that you need to set a take? For example, a lot of you guys know I've been listening to as a thing I've struggled with the most, is being consistent in working out and I don't really have a results goal with regard to a weights I'm trying to lift or body percent fat. Really, the results goal was for me to just get healthy and healthy for me is as weird as it sounds at this time. Last year, January second of last year, I was under the knife on a surgeons in operating table, uh, getting my back fixed. And so for me, I, last year was a huge recovery year. I wasn't able to last December I was living in a wheelchair, being pushed around a Thanksgiving point at a Christmas lights festival. And I remember the pain of that moment for me was probably the most intense thing I've experienced a long time because I remember as a kid, I don't know why I'm going into this direction with you guys, but I'm, I am so as a child, I at the age of have to end up
Speaker 2: 10:16 getting an illness, a encephalitis, basically red water on my brain. And I ended up not being able to walk. And I ended up having seizures for quite a few years in my childhood where, uh, the age of basically of three, I ended up having to learn how to walk and to talk and to, and to do everything all over. And because of that, my early childhood, I was always the last kid picked on the, on the football team or the kickball team or whatever type of thing it was. And, and because of that, my mom was so concerned about sports that I wasn't able to play any sports growing up until I got into high school. And then high school I don't think it did, was, was able to run, um, but I remember the pain
Speaker 3: 11:02 of,
Speaker 2: 11:04 of not being able to walk as a child and of having to take medication to avoid the seizures and, and feeling so different and have, have been in a situation to where I wasn't like everybody else. And I remember last Christmas when I was
Speaker 2: 11:24 in a wheelchair, being pushed around on a, uh, through the park, watching the lights thinking, oh my gosh, am I going back to that again? Am I not going to be able to walk? And so for me this year was all about regaining feeling in my feet. What had happened was I had dropped foot and I couldn't control my feet. That basically just kept flopping down. I had neuropathy in my feet and I couldn't feel the bottoms of my feet. So for me, um, the results goal was I wanted to be able to walk without, without a limp, without dragging my feet and I want it to be able to have feeling in my feet and I want to balance. And again, I know those things may sound completely like, oh my Gosh, David, those are so minor. But for me, they were huge last year. And so sorry for going in that whole emotional story for me, that results go last year.
Speaker 2: 12:21 What I wanted more than anything else, uh, was I wanted to really become normal again. As weird as that might sound. And so the process goals was why I ended up hiring a coach because after the surgery, everything else I tried working out and I tried doing different things, but I, I wasn't doing things consistently and I wasn't getting the recovery fast enough. And it wasn't until August where I started working out with Eric on a regular basis that I started seeing that. And so for me, the process goals was to work out to lift at least twice a week with a trainer and ideally three times a week and to start walking and that's all it was. As basic as that sounds. So fast forward towards the end of the year, I now have, I have all the feeling in my feet back. I am able to walk without a limp.
Speaker 2: 13:11 I actually am feeling amazing and I am so I think my father and having all the time for the blessing of health, um, for me though, I ended up the, one of the results goal I ended up setting in and got all my family and kids involved was we're going to spartan race in June, in June. Uh, one of the things I hate right now is, is running and cardio is just not one of the things I enjoy, but I need to do it. And so that was the whole reason why I've said that. So now my process goals now associated with getting in shape for a spartan race, I'm going to continue doing the lifting the two to three times a week as far as lifting, but now it's a matter of setting a goal of doing cardio three times a week, minimum of a half hour, and instead in that.
Speaker 2: 13:55 So my whole folks in in, I just want to make sure you understand when you're setting, don't just set results. Goals. The key here is the process. Goals are what actually make things happen. The other thing James just talking about was what exactly is a habit? And you know, people will go back and forth as far as habits are, you know, they got it takes 21 days, make a habit. I'm not talking about that. What I'm talking about is what actually is a habit. And if you take a look at the actual, what a habit is, the habit is the smallest unit of a thing that you can do without fail. Uh, so for me right now a habit. So it was a process and now that process to become a habit, now a habit that I have is I will work out at least twice a week with, with a trainer at 5:00 in the morning on Mondays and 6:00 in the morning on Wednesdays and I'll try to make sure we, um, 6:00 on Tuesdays and I'm always trying to get that third day and on Thursdays that literally has become a habit and do it realistically without fail.
Speaker 2: 14:54 And it is literally the smallest unit of a thing that I can do without fail. The next habit that I'm trying to establish is, is 10,000 steps every single day where I literally, no matter what happens, I get 10,000 steps a. As I'm recording this podcast, I actually have three different metrics on my body right now that I'm tracking. I've got a Fitbit, a, I have a woop and I just got the aura ring and yesterday and I'm, I'm literally split testing the three different things. My wife was like, what in the world are you wearing? Well, I'm wearing those. See which one I liked the most? And which one gets me the best results in which I can track and get the units, the smallest unit of a thing that I can do without fail. So realize you start the year off, we're gonna set results goals, then you're going to set process goals, and then those process goals.
Speaker 2: 15:44 The idea is to have those process goals become habits toward those habits are the smallest unit of a thing that you can do without fail. Now that's typically what most people talk about when it comes to setting goals and habits and all that kinds of stuff. The next thing is the one thing that James mentioned I really hadn't thought that much about, but it's the one thing that makes all of the difference. And this one thing is that identity. And if you take a look at, at what we've built inside of clickfunnels, one of the things we talk a lot about is becoming a funnel hacker. And it's ironic to me, uh, we started this thing almost by actually it was members of our culture that kind of started, that we have now adopted. And that is is really just becoming a funnel hacker. We have tee shirts about becoming a funnel hacker.
Speaker 2: 16:32 It's our event is actually patterned out to that funnel hacking live and there is an actual identity of a funnel hacker. And what people actually do as a funnel hacker. Well one of the things they do is they funnel hack. Nothing they do is they use click funnels. Nothing they ended up doing is there. They've got goals set to hit the two comma club to hit our eight, figuring out to do all the different things that funnel hackers do. Now, the only reason I mentioned this is Jane's probably said it best and that was the way this whole identity thing came about. He really, he never had. He. I can totally relate to them on this. Never had any ability to follow a beat and to dance or to have musical talents or anything at all. Which is again, one of my biggest struggles with my wife because she would love to go dancing, but I suck at dancing.
Speaker 2: 17:24 I can't carry a beat. I can't dance again saying it's just not. One of the things I'm good at, but the part I connected with on James was a. He was saying, they're saying, you know, I want it to become a drummer. He says, I was sitting there and my condo on the beach in Florida and was listening to some music and thought that's what I want. I want to become a drummer, and so he literally took on the identity of saying, I am a drummer, I am a funnel hacker, I am a runner, I am a. whatever that is. You have to assume that identity and the assumption of that identity then leads to things that you actually begin to do and it actually ends up shaping your behavior. The behavior that it got shaped for James was, as soon as he said he was a drummer, well, the very first things that drummers do or have is they have a drum set.
Speaker 2: 18:15 So as a drummer, as soon as he took on that identity, the very first thing he did was he went online and bought a drum set. Again, he's in a condo. He's sitting there thinking, you know what? My neighbors are probably going to kill me if I've got a huge drum set and I'm playing it in and all they're hearing is me trying is beating the crap out of a snare drum and and all the symbols and all that kind of stuff. So he thought, I'll get electric jumps set that way. I they won't hear it, but I will. I will become a drummer and I'll be amazing at it. And so from that he then ordered a huge drum set and as it arrived you gotta was like, James, what in the world is this? He's like, this year is, I'm a drummer, Jada. I'm a drummer.
Speaker 2: 19:00 She's like, you are not a drummer, you've never played the drums. It's like, no, I am a drummer, and just the identity of itself shaped what happened next. So first thing that happened was he bought a drum set. Well, soon as the drum set arrived, he realized there was, you have to plug things into amps, into keyboard all and and to do your computer. It's like, well, I didn't have that. So instead of waiting for it to come, he then got in his car and drove to the nearest music store and at the nearest music store said, you know what, Hey, what do I need? And they said, well, this is what you need. So they went to the back and he didn't purchase whatever he needed and at that time he, he then turned to the guy, said, well, what else would I need?
Speaker 2: 19:42 I've. He says, I've never played the drums before. And I said, well, you might actually want to take a lesson. And so he said, well, how soon can I get the lessons? I'm a drummer. I want to get started right now. I want to start. So you looked down his list and it happened at that time that there had been a cancellation of the, of the teacher basically there who is the drumming instructor. And he said, you know, you literally can get in in the next hour. So he came back within the next hour and sat down for his first lesson and went through it. And the very first thing that the the guy who basically was his teacher or coach says, you don't, you might actually want to consider getting a different instrument. He said, drumming really isn't. You don't have the coordination for drumming. He goes, no, I am a drummer.
Speaker 2: 20:25 I am a drummer. And so because of that, he then focus all of his time on lily doing just tapping one at a time just trying to find that beat. And it took a ton of time, but now he actually is a drummer. He's continued down that road and he actually is a drummer. And so I thought so much about that I the importance when you're setting goals of assuming an identity because what you're going to find his identity, shapes, behavior, and your behavior is what's going to shape all the outcomes because your behavior is going to be based on the process goals that we just talked about. So I want to make sure that when you start looking at goals, there's results. Goals, there are process goals, process goals become habits. The one piece that most people screw up is they never ever assume the identity.
Speaker 2: 21:12 Now what do I mean by assuming the identity? One is by first of all, identifying who is the person you want to become like. Again, this goes back to a lot of Tony robins things as far as modeling, but what you want to then do is you want to study those people on a regular basis. You might want to study one person a month who is that identity and find a different person every single month and find out what do they do? What are the habits they have, what are the process they do? What are the goals that they've set, and you literally go through and as a rocket scientist, break it down, step by step into the most my noodle, tiniest little units that you can do without fail. That's what it means to assume an identity and the more that you spend time studying that process, the greater the chances are of your becoming that the best way of doing it then is to actually hire a coach who then actually will help you become that person.
Speaker 2: 22:10 Because the coach is going to be able to help you overcome all the mishaps and things that you don't see. You have to understand that it's just human nature to get really frustrated because so often what happens is we always look at the horizon, those, the goals out there. That's where we want to get to and get. The harder you try it and the faster you run the horizon is still, the horizon is still the same. Distance is still out there and you never. We never really appreciate how far we've come. The key is you've got to take the time to turn around and look back and see all of the things that you've gone through, all the process process that you've adapted, the habits that you have, all the things that you did that were wrong and how you corrected those mistakes that you made and to realize where you're at.
Speaker 2: 22:58 You've come so far. Unfortunately for most of us, we get frustrated because we're not where we want to be and that's one of the great benefits of having a coach. I had, I was talking with Eric Guy. I've hired as my trainer and I'm not lifting the amount of weight pounds wise or by bench or by press or or all that I was hoping I would be at, and he's like, Dave, you have to understand when we first started, you couldn't even balance on one foot. You, you couldn't even. You didn't have the tendon strength and all these things just started going through one thing after another goes. Yet, could you be further or want to be further? Yes, Dave, I get that, but please appreciate and understand how far you've come and for me, that's the benefit of having a coach. A coach can help see where you need to go.
Speaker 2: 23:50 They'll help you avoid the mind minds that are going to be in the basically the field that you're walking across, but more important than that, they also were able to take the time to help you turn around and look back when you get frustrated because you're not at the level that you want. So again, a quick little summary here. Understand you have to have results, goals. You've got to then take those results, goals and break those down into process goals, process goals, then need to become habits, that smallest unit but thing that you can do without fail, and then the most important thing is you gotta find the identity. You have to identify who it is that you want to become and assume that identity, become that person in the moment and start doing the things that that person would do, so please understand that for most of us at this time of year where people start giving up on their new year's resolutions, it's because they have so many unmet expectations.
Speaker 2: 24:44 Uh, James made mentioned that all upset, all upset comes from unmet expectations. And the whole idea here is to be able to set a goal that's realistic. Something you could hit by August so that you don't have this upset by having so many unmet expectations. I, it's interesting, again, circling back to the fact that we were on this cruise with the two comma club members, how many of them had set a goal of by Nick's funnel hacking live, I am going to have walking across stage and receiving the two Comma Club award and that's an awesome goal, but realize that's if you're just starting in a year that is next to impossible it. I mean it's. And I would hate to think that people are frustrated or are anxious or upset because they, they didn't meet that expectation. That expectation is huge. There's no. It was a Stephen Larsen who's a dear friend of mine, uh, was on the cruise as well, and each year he sets a huge goal and basically he calls his shot kind of like babe ruth a pointed the outfield and saying, this is going to be a home run.
Speaker 2: 25:57 It's going to end in that section. It's that type of thing calling the shot. And so each year he calls his shot. Well, last year was his first year on his own. Basically the two years prior had been working with us at funnels a as Russell's funnel builder and then last year in January and went on his own and he called his shot basically, I am going to make a million dollars next year and I'm like, Steven, that is crazy. I said, you probably will just because of all the all the foundation work that you put in over all the years. It's not like he was just starting. He had years of foundation work and spent a ton of time with Russell and everything else, but it's interesting. I remember talking with him the last week of December and he's like, Dave, I'm so frustrated because I didn't hit it. I'm like, you didn't hit what?
Speaker 2: 26:44 He goes, I didn't hit the million. I said, well, where'd you end? He goes, like 857,000. I'm like, Stephen, that's crazy. That is so insanely crazy. He goes, the part that's so frustrating is there's like 150,000 of it. That is. It will be coming in. It's already on the books. It's just not here yet. I'm like, Steven, you have to understand, and again, this is one thing that you got to take a look back and instead of always looking at the price and take a look back and say, dude, you hit an $857,000 in 12 months. That's an insane number and again, he most likely will hit the two comma club that was walking across stage here, but realize for most people in the first year, that's next to impossible just because they don't have all the foundation work and the years that Steven had put in.
Speaker 2: 27:27 My only reason I'm saying that is I want you to be happy. I want you to be so excited about your goals, about, about your life because you've come so far and yes, the horizon is still out there and yes, there's still going to be big, audacious, hairy goals. You're gonna be going after. I get that, but please take the time to appreciate where you've come and I know for myself as I look back over this last year, am I lifting as much as I wanted in my fast? No, but I can tell you I am so thrilled, so excited for where I am physically right now, and the fact that I actually can balance on one foot and I can feel my feet and I'm not in a wheelchair. I mean you have no idea the gratitude I feel every single day for where I am healthwise right now, and I would just hope that as you take a look at this year as you set your goals to realize the importance of results, goals, process, goals and habits, and most importantly assume that identity.
Speaker 2: 28:22 Have an amazing year. I hope to see all of you guys at funnel hacking live. It is literally right around the corner, a call to action here. If for some reason you have not purchased your ticket, there are still a few left. Please go to funnel hacking live.com. Get your ticket, walk up to me and say, you know what, Dave, I was listening to results, your podcast about results. Kohl's and I bought my ticket because of what you said. Anyway. I want to see if I could live, so please go to [inaudible] dot com. Buy Your ticket, have an amazing day and we'll talk to you soon.
Speaker 4: 28:54 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 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 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.
Why Dave Decided to talk About Kicking Against the Pricks:
Do you know what really grinds Dave’s Gears? Though normally it’s people whose websites don’t let their customers buy their products, today it’s people who in an effort to get their own way risk their reputation or relationships. Listen in to hear Dave’s perspective on the matter and see if you can’t apply these snippets of wisdom to your own networking efforts.
Tips and Tricks for You and Your Business:
(1:04) It Is Hard For One to Kick Against the Pricks
(4:06) There Are People Who Will Just Point Out What is Wrong
(3:22) “At the same time there are hundreds, if not thousands, of people who are having success because they’re not only taking that coaching, taking that advice. And, instead of kicking against it, even though it might hurt, they take the advice. They get going and they do what’s needed.”
(5:09) “Realize that in life, in business, and in everything that you do; it is sometimes going to be painful to get what you want long-term.”
Every year, Dave considers who he wants to hire this year as a coach and what he wants to improve.
Important Episode Links:
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward
Speaker 2: 00:17 [inaudible]. Everybody. Welcome back to the new year. Welcome back to black radio. And this is gonna be somewhat of a ramp. So, um, this actually comes from a Greek proverb and it also is found in the new testament and as I was doing some study recently, and this is one of those things where I'm kind of amazed at what happens in business and the frustration that happens when people don't get their way. Um, so without disclosing names or anything else, I just want to kind of talk through the concept and the principle that takes place when there are so many people I run across these days who get frustrated. Things aren't working the way they want them to work and they take no responsibility for things in their own life and basically point the finger and tear down everybody else around them. So the story basically a or this proverb comes to greet property and it says it's hard for you to kick against the pricks, um, and I want to give some clarification as far as what the term means and how all this has done.
Speaker 2: 01:16 So, uh, basically in New Testament period of time and old agricultural times. And osgood was a stick and had a pointed piece of iron on it and it was used to prod the oxen along when they were plowing. Now the farmer would pick the animal or the steer basically to kind of get them going in the right directions, but sometimes the animal would rebel and would literally kick out against the prick. And in doing that, what happens, what is actually would result in that prick being driven even further into its flush. In essence, the more the ox rebelled, the more that it's suffered. So when Jesus was on the road to Damascus and came across Saul, so all those guys out there who is frustrated with the whole Christian movement and was fighting against them and tearing them down, and basically what it ends up saying, you're the second in the King James Version Bible.
Speaker 2: 02:08 It says, so the Apostle Paul that known as saul was on his way to Damascus to persecute the Christians when he had a blinding encounter with Jesus. Luke records the event says, and when we were all falling to the earth, I heard a voice speaking unto me and saying, in the Hebrew tongue, saul, saul, why persecute us down me? It is hard for thee to kick against the pricks. Um, understand these pricks are referred to as gods. And it's one of the things we find happens quite a bit these days when people will get frustrated, they don't get their way and instead of coming up with a solution, they kick against what actually is helping them. And I find it a somewhat fascinating these days that when a person is being directed and given coaching advice and given, um, correction, as far as where to go, they actually fight against it and say, obviously you don't know what.
Speaker 2: 02:57 Don't know what you're saying, not right. It can't be that way. That's too hard. And so what I find is those people who are actually reaching out for help sometimes instead of taking the advice, taking the coaching that is needed, they go totally against that, rebel against it, blast all over facebook. This is a live scan, whatever it might be. And at the same time, there are literally hundreds of people, if not thousands of people who are having success because they're taking that coaching. They're taking that advice and instead of kicking against it, even though it might be painful, it might hurt, they actually take the advice. They go forward. They do what's needed. Am I doing what's needed? They get the results they want. Now understand anytime a person is trying to get results in their life, they never. Again, speaking for myself, it never comes as fast as I want because you know, I've been trying to get in shape physically here and oh my gosh, it is painful and I would have, I have the option if I want to kick against my, my trainer and say it doesn't work, it's not right.
Speaker 2: 03:57 Or I can basically take his advice, I can take it, take his coaching and suffer through the pain to get the results that I want. We see the same thing happen in business. I see the same thing happen in other parts of life to just understand frequently there are those people who will point out the problems, never providing a solution but just point out the problem and then try to get as many other people behind them as possible to basically try to derail or take down those people who are doing everything they possibly can to make things right. Um, I just hope as you take a look at this new year, you take a look at some of the directions that you're going and where you're wanting to go. That as you take a look at it, you say, all right, who am I going to hire as my coach?
Speaker 2: 04:38 Who am I going to hire as the person who's going to get me to the goal that I want? And then am I willing to actually take that advice? Am I willing to, to take the correction in my life even though it may not be what I want, but I know that longterm, that's the direction I want to go. Otherwise, what you find is you start kicking against the pricks or those gods and the pain becomes greater. You don't get what you want, and then you basically start pointing the finger of blame and the finger of scorn and everybody else saying it's their fault that I'm not having success. It doesn't work because of this. Realize that in life and in business and in everything that you do, it is sometimes going to be painful to get what it is longterm that you want out of life.
Speaker 2: 05:21 Um, it probably may not happen as fast as you want it to happen. It may not come in the way that you were hoping that it would, it may be someone else who actually gets introduced to you later in your life and they're the person who ends up getting into where you want. The whole idea here is I, is I take a look at my own life and at the beginning of this new year, I'm always trying to find out who do I want to hire as a coach this year and what is the advice and what is the pain that I'm maybe willing to go through to get the results that I'm wanting. So, um, for me, I think a lot of you guys know I've been working with jerrick robbins in the past as I've loved everything with him and I'm looking at working with a couple of other business coaches during this next year.
Speaker 2: 06:01 Uh, again, looking at continuing along the lines as far as a physical standpoint. One thing that I hate is cardio and yet I know I have to do it. So I'm actually working with Erica, the guy I've been training with. Your tell me on the cardio aspect, holding me accountable to doing my cardio because I hate it and I literally kick against it all the time and the only thing that happens is I get more winded. I don't have the strength that I want and realizing if I would just go out and do the work and stop the complaining, stop the Mooning, but just do the work. As painful as it may be actually will get the reward I want. It may not come tomorrow. I may not be running a sub six minute mile here by tomorrow, but by putting forth the effort, I actually will be able to get a greater result in and get to the level I want.
Speaker 2: 06:48 So my only reason I'm mentioning this is to kind of find out for yourself as you do your own inventory at the end of the year and you start looking forward and find out, am I the type of person who kicks against the pricks or am I the type of person who says, you know what? Even though that may be painful, I'm going to take the advice. I'm going to go forward and implement instead of complaining and pointing the finger of scorn and blaming everybody else, take responsibility for my own life, take responsibility and actually make the changes that I want this year. So again, it's kind of a different podcast and I normally give as just a, it's been one of those things on my mind quite a bit as I've talked to some people who are frustrated and complaining. They didn't get the results. They want it in 2018 and it's everybody else's fault, but their own.
Speaker 2: 07:26 I'm typically not the case. Uh, I've why I love reading the Scriptures tends to kind of bring you back to home and realizing, you know, what, there's a greater control and greater power involved in my life and if I stop fighting against the hand that is trying to mold me in craft me and to get me to the point where I know I need to be, things magically happen. It just takes a little long that typically want it. So have an amazing year. I get hopefully a. If this podcast is a value to you, please share it. If it's not a value, I don't know what you want to do with it. Anyways, just know that. Again, I'm excited for 2019. We've got such amazing fun, exciting things happening here at click funnels. I can't wait to tell you all about it. I'm looking forward to bring it out. A bunch of fun new guests this year and I want to say thank you. Just reach out and say thanks so much for those of you guys who listen, I appreciate your time and your effort, uh, those of you guys to reach out and provide me feedback. I greatly appreciate it. I read all the comments, all the reviews, so please go rate and review it on itunes and let me know what you thinking. Have an amazing year and just remember you're just one funnel away. Truly are just one funnel away.
Speaker 3: 08:37 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'll more than happy to take any of your feedback as well as the people 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 with Myles Clifford about Affiliate Marketing:
With ClickFunnels rolling out their new One Funnel Away Challenge, Dave thought it would be a great idea to let us all in on the secrets and tips of Affiliate Marketing. He is joined today by Mr. Myles Clifford, a fellow ClickFunnels employee. Dave and Myles talk about ClickFunnels’ sticky cookies if you decide to become an affiliate for us and tons of useful tips and tricks for your own affiliate work. Listen to hear just how important (and simple) it is to publish content about your journey. Others want to hear your story and journey and affiliate marketing could just be the vehicle in which you tell this story.
Tips and Tricks for You and Your Business:
(1:07) Do You Really Know How Affiliate Marketing Can Not Only Help Your Bank Account, But Also Your Own Business?
(1:48) What ClickFunnels’ Affiliate Marketing Will Look Like This Year
(7:00) How Sticky Are Your Cookies? (FYI These Aren’t Your Grandmama’s Cookies)
(9:15) Russell Has Written Your Swipe Copy...No This is Not a Fantasy
(15:30) Publish for Leads
(16:48) Document Your Journey
"The whole idea about affiliate marketing is to learn about marketing and become a great marketer. Then you can use whatever business, product, or service and bring it into that."
"When you’re marketing, you have to understand copy and you have to understand traffic."
"Document Your Journey. That’s the most important thing, you don’t have to come up with content. Just document your journey."
Important Episode Links:
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward.
Speaker 2: 00:17 Hey everybody. Welcome back to funnel hacker radio. This is gonna be a fun episode. I have the opportunity of having Mr Myles Clifford in the house with me. Great episode. I'm excited to be here. We're going to cover a lot of different topics today, but they're all going to be surrounded around affiliate marketing. They've asked me to do this because we love affiliate marketing. We love our affiliates and we're going to and tell you what's coming up and how you guys can go out and crush it as an affiliate for clickfunnels or for others as well. So yeah, let's jump right into this. All right, so for a lot of you guys are kind of understand or trying to figure out how do I actually get started making money online? That seems to be one of the biggest things we run across our first year. There's a lot of people who are out there saying, gosh, I'd love to make more money this year.
Speaker 2: 00:54 How can I do it? So one of the things, I'm going to do a podcast here real quick with Julie Coyne and we'll be talking to her with regard to agencies and how you can create your own agency. That's great. And all the one thing, both an agency as well as a affiliate marketing have in common. And that is you don't have to have your own product. And that's the main thing that miles I want to talk to you about is too often we have a lot of people think they wanna start making money online, but they spend all their time trying to create a product that they don't even know if it's going to sell. So the whole idea behind affiliate marketing is to learn about marketing and to become a great marketer. And then you can go ahead and you can use whatever type of business or product or service you want to bring into that.
Speaker 2: 01:33 So what the hell? That said, I'm one talk to you about some of the things that are inside of our affiliate marketing program, how it works, how did the commission's work, what is it? Sticky cookie, why is that important to you? And more importantly, what are the actual products and services that we have coming up? So what's the first one we in launching this year? So the first one we have launching this year is our one funnel away challenge. And if you know clickfunnels, you know we usually do 40 percent recurring commissions and 40 percent commissions on other products that people purchase, which by the way, so what is recurring commissions? Commissions. Yeah. So if someone signs up for click funnels, you're going to get 40 percent of what they pay each month. So if someone's paying $97 a month to use click funnels and they signed up through your affiliate link, you're going to get 40 percent of that each and every month.
Speaker 2: 02:15 So it's not just a one time thing. You're not just making $38 and eighty cents one time, you're making $38 and eighty cents every stinkin month, which adds up. You get 10 people sign up, you're making $380, $88, I don't know math very well, but you make $388 a month and get 10 people sign up for clickfunnels. You double that triple that. Like people have quit their jobs just getting others to sign up for clickfunnels. But. So that's, that's, you know, we'll get into that here in a minute. But the first thing we have launching is the one funnel away challenge. And not only are we paying commissions on it, we're paying actually 100 percent commissions on it. So it's $100 to join the one funnel away challenge. So for every person you get to join that, you're going to make 100 bucks. You have a mother who wants to, you know, everyone's setting your goals, like Dave just said.
Speaker 2: 02:57 So people are trying to find ways to make money online, supplemented income or pay for the car payment every single month. If you can get just a few people to sign up for the one funnel away challenge, that's a few hundred dollars in your pocket. So what exactly is the one funnel? A challenge. What do they get for 100 bucks? How's all that work together? So we, we, we did this back in September and it was attached to a different product, but it was. We have Steven Larsen who, man, he should be in here because he's the, I think he said one of the Kings of affiliate marketing. Right now you have Steven Larsen, Julie Stuart, and Russell Brunson. And for 30 days they're going to take you by the hand and not only going to take you by the hand, they're going to prod you from behind. They're gonna push that sound.
Speaker 2: 03:33 They're going to just push you like crazy a cut that out real fast from behind. Make sure you cut that out. Listen to this. What's his name? Uh, Scott. Cut that out. So not only are you going to, okay now Russell and Julie and Steven coaching you, they're going to be pushing you along through your, I guess click funnels during. They're going to help you figure out a product or an offer. It doesn't have to be your own product and we're going to go through that, but they're going to tell you what you need to do, how to use click funnels, how to build. Man, that whole thing threw me off. Sorry, the prod from behind. So the funnel of again,
Speaker 3: 04:10 so guys, what's going to happen here is you get the opportunity to sign up for one funnel, a challenge, and what they get is as miles was talking to you about it, they get a 30 day challenge and you'll probably see these challenges that really become one of the major things that have built a lot of the weight loss industry and the industry. We're seeing the same thing taking place inside of coaching programs in internet marketing. One of the great things about the challenge is they're going to get daily content. So what happens here is Russell went over and basically gives a 10,000 foot level. Julie came in and said, okay, let's take that 10,000 foot level and break it down into daily actionable steps and then steven actually comes on on a daily basis and he's going to actually help people understand exactly what they need to do every single day and give them encouragement and motivation to make sure they get lily take action to get that done. The reason this is important to you is what you're gonna find in your group and the people that you're working with
Speaker 3: 05:05 is people these days. They feel like they get just information overload. And so the way that we've kind of combat that information overload is to literally say, stop looking at everything else. Pay attention for the next 30 days and literally do each and every little tiny step. And that's the whole idea behind the one funnel with challenge. Now what they're going to pay for the hundred dollars, $100 bucks gives them an actual hard bound book of the 30 days plan. And this is where we went through in September, is miles referring to you and actually contacted 100 of our top two comma club award winners, 30 them submitted their actual plans, meaning if you were to lose absolutely everything and all you had was click funnels and your marketing knowledge, what would you do to get back on top and the next 30 days and they literally created a page by page action item and it Louise over 550 pages.
Speaker 3: 05:53 They get that hard bound book. In addition to that, they also get an MP three, the MP three player has all the content of the last challenge so they can start listening to that in advance and getting that done. They get a map literally is a step by step what they're going to do over the next 30 days to actually make sure this takes place. They get invited into part of our mighty network group, which is a community where they can now work with others and actually have accountability partners to make sure they actually make things happen over the course of the next 30 days. For us, the whole idea here is we want to make sure that anybody you're promoting this out to get massive value, you will find we will over deliver on this product more so than anything else. As miles mentioned, we asked, you're paying 100 percent commission.
Speaker 3: 06:31 We've never ever done this before until we get it in September and had over 7,500 people sign up. We gave out at $75,000 in commissions. We expect this time to be somewhere between 100,000, $150,000 in commissions directly to you. What want to do is to make sure that you're actually getting value out of this and so they, whenever they sign up, that hundred bucks goes directly to you. We don't get anything. We actually lose money on this deal. One thing smiles mentioned though is it sets a sticky cookie for you. So what the heck is a sticky cooking? Why would that be important to me to listening?
Speaker 2: 07:00 Alright, so a sticky cookie. This is where it's important. As we talked about, you get recurring commissions or you make 40 percent or in this case, under our CPA, so somebody signs up for the one funnel away, challenge through your affiliate link when they purchase something going forward, whether that's another book or another training program, or they sign up for click funnels because they're going to be encouraged to during the week challenge, you're going to get the commissions for that. So they are therefore sticky cookie to your affiliate id or their sticky cookie to you. Meaning anytime they buy something, anytime they sign up for something, you're going to get the commissions for those products or for those services. So that's huge because really you promote one time to somebody and then they're kind of your customer forever. So you're going to make that money. You know, obviously they're not buying from you, but once you get them sign up through your affiliate link, they're yours.
Speaker 3: 07:47 So one of the great things about that is we actually do a lot of our own email promotions and marketing on the back end. So if we send out any emails, we never send an affiliate links with that. So if they click on that link, whoever the last affiliate was, they clicked on being you. You didn't get the missions on any additional products. The reason this is super important to you is this next year, our whole focus is just going to be on creating front end products. So right now if you were take a look at their certain, first of all miles, they want to sign up for an affiliate or if they're already aren't they like how do they check their stats? Where do they go to get that? Oh,
Speaker 2: 08:16 well if you go to, what's your dream car.com. If you're not an affiliate yet, go to what's your dream car.com and sign up to become an affiliate if you already are. That's where you can check your dashboards, grabbed the other affiliate links, because we. If you go into that dashboard and it's been a while since you've been in there, you can see that we have a ton of different products. David was just talking about different front end products and we're going to be adding more and that's just ways to get people into click funnels into Russel Brunson into this realm and world where they can just continue to purchase more things, but then also continue to grow and learn and then that means they have more money to purchase and grow, and so it's just an amazing thing for you guys. So go to what's your dream car.com. Sign up to become an affiliate if you aren't already. If you are an affiliate already, go grab some of your links and are sharing
Speaker 3: 08:58 so it doesn't cost you anything to become an affiliate, which is awesome because the whole idea here is there's no way you can lose on this deal. In addition to that, we're going to be rolling out this year, our new affiliate bootcamp you can get. You can go to bootcamp right now and still get a bunch of training. We're going to revamp that probably in April or May and, uh, put some additional stuff in there. So realize as an affiliate, you don't need any products. All you need is marketing knowhow, so affiliate bootcamp is actually where you are to get the knowledge. What's your dream car? Dot Com is where you can get the links, plus you also get swipe copy, so minus what is swipe copy.
Speaker 2: 09:30 Swipe copy is done for you, so if they were to create swipe copy for this podcast, he would have handed me a sheet that I would read everything off and I wouldn't have to think on my own. I can literally just copy it and it would be done for you. So you have swipe copy where you copy it, put it into your email autoresponder, and we literally like. I don't know if you know this, Russell Brunson may be one of the world's greatest marketers and copywriters. He's written that swipe copy, so you're getting Russell Brunson to write your swipe copy and you just send it out and it's done for you. So that's already done for you. There's a graphics and images that you can use as well, so we've provided as much as we can for you so you don't have to do a lot of that label. If you don't have to write the email, if you don't have to create assets or images and things like that, you can go into the affiliate dashboard and grab those. They're done for you.
Speaker 3: 10:14 Yeah, they're awesome. Part is you don't have to worry about the funnel because the funnels already been created that swipe copy of those links. They lead to the funnel. Once they're in the funnel, they get the top of the funnel where they basically entered their email address in. As miles mentioned earlier. You get sticky cookies to them and as long as no other affiliate promotes them directly, they don't click on the field. It's like you're going to get any additional commissions. Uh, the other great thing about it is, as you first get started going online, the key here is to learn marketing. So I highly recommend that you go ahead and you actually read through the email copy, understand the copy. You can, obviously you can change it, you can add to it, uh, but the copies there to give you a template or something to at least get started with.
Speaker 3: 10:51 Realize that when you first get started in affiliate marketing, your only focus is to learn how to drive traffic and to learn how to continue to write copy. Those are the two things that matter most. So one of the things I always recommend is if you want to get better at writing copy funnel scripts is probably the best tool I can think of to actually do that. It's 500 bucks. Basically buy it for the year and it literally writes your copy's for you, meaning you type in a couple of, uh, it's kind of like fill in the blank and then fills out an entire email copy for you, gives you subject lines and gives you a ton of subject lines. It's not just one, I don't know how many Jim Edwards has in there, but every time you do it, you get a ton of different headlines. You also get a different email copy and you have to understand this is all, even though it's computer generated, this is from the best of the best of the best copywriters over the last hundred plus years where Jim went out and he literally took all of the copy secrets and all the things that Gary Halbert and all the other amazing copywriters have written over the last hundred hundred 50 years and that now is in software where you fill in the blanks.
Speaker 3: 11:53 It literally creates all of your emails. It creates all of your subject lines. It actually will do podcast for you. It'll do webinars, powerpoint, I mean it does a ton. I'm just talking. When you're learning marketing, you have to understand copy and you have to understand traffic. So as far as traffic, we typically recommend the best places to start off is with facebook and in affiliate bootcamp there. John Parks who runs all of our traffic for us, I think he's got what, three or four modules on trees. Facebook tracking does. He does three or four in there. Miles, if they want to learn additional things as far as the market, what else can we provide to them?
Speaker 2: 12:23 So I mean first and foremost is the best way for you is if you're promoting these products, make sure you have them as well. Like if you're going to promote the expert secrets book, make sure you've gone through that book and studied it and the Dotcom secrets book because you can't tell people what kind of values can provide until you realize the kind of value that's in those books or in the different products and programs, right? Um, and I want to reemphasize what Dave said about funnel scripts. That is, you know, as you go through and it generates all these headlines and copy as you see that you begin to see patterns in the way people respond to different ads and different headlines, different topics as you use that. You'll see, okay, these, these are what's working, and then it's going to be embedded in your mind.
Speaker 2: 13:03 You're not going to have to rely on that. Although we use it all the time, but it's absolutely amazing. It is a shortcut to create or the best copy out there, but there's a ton. So if you're not already in affiliate bootcamp, I recommend going and using that like they've just been afraid. I feel like bootcamp.com. Yeah, it's 100 percent free. I would go dive into that right now and as Dave mentioned, we're revamping it. So take advantage of what's there right now, but then you'll definitely want to go back and take advantage of it when we revamped. It's going to be absolutely incredible. I'm so giddy for that. It's going to be an incredible. There's, I mean there's a ton of other things out there. Dave, do we want to send them other places like we watch them back to her book. So there's a book that we read here in the office to help all of us, um, you know, master this craft of marketing in the book is called great leads. Uh, it's all about writing copy, creating headlines, the different audiences you want to talk to, whether they're really aware of the product or not aware at all. How would you write to those different audiences?
Speaker 2: 13:56 If you want any help, we have a ton of different courses. We have traffic secrets that you can use, obviously that's in the affiliate bootcamp, but do you want to learn hundreds and hundreds of different ways to drive traffic to your site or to different products? Traffic Secrets is they're obviously expert secrets, you know, building a tribe. You can do that on facebook.com secrets. It's all about how to use funnels and utilize them so that the three things that we have is affiliate bootcamp. Obviously, it's absolutely incredible. The paintings is expert secrets.com secrets funnel scripts. Uh, we have. I wish Tenex secrets was still open, but it's not. I'm sorry guys. We have the one funnel away challenge, like, that's going to be incredible. I think that is worth every penny, especially for you guys. If you're just getting into this and you want to start making money online, invest in one funnel away challenged. Have Steven Julian, Russell take you by the hand to show you what you need to do to create income and to sell your own product, but more importantly to sell other people's products. That's how a of people get started and that's how I got started in entrepreneurship. That's how Steven got started in entrepreneurship, like affiliate marketing is the way is kind of that gateway drug to entrepreneurship. If you asked me,
Speaker 3: 15:00 I love it, so guys understand the most important thing for you right now is to learn marketing and the best way to learn marketing is actually to go out and start marketing other products and services and that's what affiliate marketing is all about. We have the facebook, the facebook of group where you can post comments and questions in there were pretty active and they're responding to questions. Their affiliate bootcamp.com, and by all means one funnel. A challenge I think is probably as miles said, is if you really want to get started, it's probably the best hundred bucks you will ever spend a. you'll get a ton of value out of it and most importantly, as miles mentioned, I'm a huge believer in the fact that the best way to promote things is to actually already bought it, used it, consumed it. Then you know what they're getting and you're not just saying, well, I heard this might work.
Speaker 3: 15:44 The last thing I want to make mention of, and that's the importance of publishing and we always talk about building a list and you can either build, either work your way in or you buy your way in and you can just spend a whole bunch of money trying to buy your way in as far as creating a list, which again, if you've got some extra money, I highly recommend that you do that. The other thing is you can basically work your way in and that's by literally just spending the time going out and publishing. So miles, any publishing secrets are ticked.
Speaker 2: 16:09 Tips that you recommend I would publish as often as possible. I think Dave as well, we find this correlation when I'm publishing a lot more on instagram or facebook, that's when people are reaching out to me and asked me, hey, what are you doing? Tell me about clickfunnels. Tell me about this, and it's literally three traffic to me. People are reaching out to me for my affiliate links or you know, that's how I'm making money. There's a correlation between the more that you publish, the more people are going to see you and see what you're doing and be interested in asking for help and asking for guidance. Know, no matter where you're at on your path, there's someone who's a few steps behind you and they're looking up to you and if you can provide that value to them, they're going to follow you and believe it or not, they're going to purchase through your affiliate link because you're providing value to them.
Speaker 2: 16:49 Uh, it's the same with me like Russell Brunson. Uh, that's how I, you know, I looked up to him and I still look up to him and now I'm following everything that he does. Like I'm following his facebook and instagram. So publish as often as possible as Steven Martin says, publish, publish your face off because whether it's a podcast, facebook, instagram, youtube, you know, whatever is best for you. What if you hate writing, then podcast. If you hate talking, then then, right? So just get out there, document your journey, that's the most part. You don't have to come up with content, document what you're doing, other people want to see what you're doing and they want to follow you. So that's my advice is just document Gary v says at Russell, says it, Steven says it, just document what you're doing because people aren't interested. If people want to follow somebody,
Speaker 3: 17:30 I love it. So we're going to end on that note as far as document your journey. So if you're just getting starting to feel it, marketing, there's nothing better than documenting that journey because other people are gonna fall behind you and you'll find that your linkedin, everything else, they get clicked on overtime. So document the journey. Again, if you're a writer, that means you're gonna. Write a blog. Steven [inaudible], who is our very first number one affiliate, he did all his through blogs and so write a blog and that for him was how he liked to publish. If you have a preferred to speaking, audio is great. Start a podcast, a anchor dot FM is probably easiest. Fast way of getting started. Were you living when you record push play and it's done and you don't have to worry about all the post editing stuff that a lot of our team best for miles and I on this podcast, so podcast is a huge thing from an audio standpoint as mentioned as far as facebook live, instagram stories, all those things are ways of getting your, of your video and your voice and your face out there and then obviously be saved.
Speaker 3: 18:25 They can put on youtube and you can then start building up a whole long history on youtube as well. So the key this year, I hope, if nothing else is learn how to market and learn how to publish. Any other parting words?
Speaker 2: 18:37 No, I think that's 100 percent right because you know this one, the only challenge is a great thing, but we have so many other amazing things coming this year. Make sure you guys are prepared for those because it's going to be just incredible and an opportunity for you to learn as a marketer and as an entrepreneur and to make some really good money as an affiliate marketer. So hopefully you guys enjoyed this episode. I'm dave and I were just been so excited about what's coming up this year and we want to make sure our affiliates are ready to go and if you're just getting into it, reach out to us on facebook, you know, getting that Avenger's group start asking questions. There's a lot of experience affiliates in there and they're willing to help. They're willing to share that information and you guys go hit at art and we're looking forward to a huge 2019 like we're trying to tame myself. But it's gonna be an amazing 2019. Thanks for listening everybody.
Speaker 3: 19:24 Happy New Year everyone. Again, we'll hope to see you at funnel hacking live and for some reason you have not bought your ticket. I don't know why that would be. What are you doing? Why haven't you bought it yet? For some reason you haven't got to funnel hacking live.com. Get your tickets. Come see miles. And I had funnel hacking live and tell us that you heard the podcast, you liked it, and that you're basically an affiliate marketer and uh, can't wait to get started if you didn't like it. Still come to funnel hacking live. Just don't talk to us. Okay? Just kidding. No, don't talk to us. We'll see if funnel hacking live. Everybody. Take care.
Speaker 4: 19:54 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 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 you'd like me to interview. I'm more than happy to reach out and have that conversation with you so again, 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
Speaker 5: 20:41 to make this better for you guys. Thanks.
Why Dave Decided to Talk About the #1 Metric or KPI to Track Your Business in 2019:
As the new year began, Dave has been thinking a lot about goals and which goals truly measure the success for our businesses. So for your new year come and listen into what Dave has learned about the #1 metric you should be aiming for hitting this year.
Tips and Tricks for You and Your Business:
(3:34) Living Your Sale Even Before You Get on Stage
(5:08) Russel Brunson: Body Language Whisperer
(7:15) ClickFunnels’ Success is Our Customer’s Success
(11:30) Your “Raving Fans” Will Always Be Your Best Ad Campaign
(14:34) Talking to Your Leaving Customers
(3:15) “As I sat there I started thinking, ‘What are the metrics, as you go into the new year that you need to focus as a business owner’. What’s the number one thing you really need to pay attention to.”
(9:58) “I encourage you, as you take a look at 2019 and the measurements you might be using, the success of your customers is truly the main number you are going to want to be measuring.”
(13:06) “I would really look at the value you’re providing this year. What can you do this year to help your customers just casually talk about how your product or service is so amazing”
Just a fair warning to the fortunate souls who get interviewed by Nathan Latka, you better have your company’s numbers ready to fire off or else it’s going to be a rough go around.
Dave is highly determined that most reasons your customers will leave you is beyond numbers and dollars. People are highly emotional and thus should be treated as such instead of dollars.
Always remember the hardest dollar to earn in your business is the first, and it could be the same for your customer
Important Episode Links:
Dave’s Podcast Suggestions
- Russel Brunson’s “Marketing Secrets”
- Andrew Warner’s “Mixergy”
- Nathan Latka’s “The Top”
- Rachel & Dave Hollis’ “Rise Together”
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward.
Speaker 2: 00:16 Hey, funnel hackers. So excited to have you back with me today. This is a kind of a fun little podcast. It's come down to the end of the year and it's been fascinating to me as I hear about everyone you know, talking about New Year's resolutions and things are focusing on and we're looking at things and review things I absolutely love doing is listening to podcasts. Obviously as a podcast host, I spend a lot of time listening to other people's podcast too and from a business perspective and the main ones I listened to obviously first and foremost is Russell's a marketing secrets. If you're not listening, that one, add that to your list. In addition to that, I really like Andrew Warner from mixergy and Nathan Lat [inaudible] at the top of both these focus more on business side and sas metrics in and all the things that that being part of click funnels, it's super important to and then from a personal standpoint, I always, I really love a rise together with Rachel, Dave Hollis, so those are some of the main ones I listened to and then there's a host of others that I hit and miss quite a bit but is interesting.
Speaker 2: 01:17 As I was listening to Nathan Laka and Andrew Warner this morning, kind of bingeing on quite a few different things they were talking about is we're coming down to the end of the year. You're Nathan spends a lot of time just talking about numbers and metrics and everything else and Andrew's a. If you were there with us in Salt Lake era in Provo, Utah when we had him there interviewing Russell. It was fascinating just to. I love his interview style. The crazy thing about Andrew is I've never known anyone who is truly. I mean, just genuinely interested in other people as much as Andrews. This is a guy who goes out of his way. I was fascinated. I was sitting there at the, uh, at the event I'm usually trying to make sure that any of the speakers or our guests are rustling wells, that they, they're able to kind of get in the state they need to before they actually go on stage.
Speaker 2: 02:03 And so like with JP sears and made sure he was kind of sequestered away and same with Russell, but Andrew, he literally loved meeting ingredient everybody and asking them a ton of questions about them, their business, why they were there, what was interesting to them. And as I was kind of reflecting on that and then listening to a lot to Nathan Laka, his whole thing on the opposite, he is, he drills people for numbers. I mean he is a metrics guy and you better know what, again, this is all sas talk, but you better know what your cac as far as your cost to acquire customer. What is your Ltv, your lifetime value, what's your art? But what your, your revenue per user and he literally just go through it all, just drills guys and men and women and whatever on her show. Really trying to find out exactly what are the metrics of the business, what are they doing to make things change and you know, increase top line revenue as well as obviously increasing bottom line revenue.
Speaker 2: 02:56 You know, what's your ages goes crazy on this type of. So they're always typically 15, 20 minutes, pretty close to 20 minutes and it's just, I felt sorry for this guy who was going to be in a today because he was relentless and would not let up on this guy. But the thing I found fascinating is I was, as I sat there and started thinking of what are the metrics, as you go into the new year, what are the metrics that you need to focus on as a business owner? What's the number one thing that you really need to pay attention to? It are the. Because we always talk about kpis or are different. You know, what's the number one? If you could only choose one number to focus on, what's that in one number going to be. And uh, it's been fascinating recently. I've had the opportunity, uh, we're looking at a Russell speaking at grant Cardone, a 10 x growth con number three this year.
Speaker 2: 03:44 We've spoken at the last two and looking at possibly rolling out a new product for it or I don't know, just kind of toying around with it. And then literally two weeks after that we go right into funnel hacking live. And if you've ever listened to Russell's content, one or things you've heard him talk a ton about is the importance of practicing your content. Very similar to a, to that, of a comedian. He used the analogy that the dean Graziosi spoke about in his little man's retreat retreat where a comedian basically goes on stage and they practice their jokes and they find out which ones work and which ones bomb. And then they go back and tweak and test. And, and so russell does the exact same thing when it comes to stories and he's always testing and trying different stories. But it was really kind of an interesting thing when we came in the office, he's in the process right now of rewriting dotcom secrets and expert secrets.
Speaker 2: 04:32 A traffic secrets is going to be released in September of 2019 and we've been talking a lot about the different things to what would you do different as you take a look back and could rewrite dotcom secrets or rewrite expert secrets? Are there logical steps that you would go back and, and put in? Are there things that, how would you change it, what would you do different? And then the same type of thing when we start taking a look at, um, stories and, and presenting things, what are some of the main things that we need to make sure any of our listeners get get right away? And it was fascinating as we've been talking, he got off the phone yesterday with the grant Cardone we were, it was a 15 minute little preview call and came my office. It was fascinating. We sat there and talked about.
Speaker 2: 05:16 One of the things that Russell is just amazing at is he sends his body language extremely well. I mean, he just, he has this like this tuning fork. It's Kinda like the tuning fork. He has it literally, he will, he can feel energy through a screen and it's just, it's always fascinating for me is I watched him and I and I sit there and I, I, I'm able to just kind of see what he's, what are the cues he's picking up on and say, you know, David, one of the things for me that was so intriguing was you'll grant and listened to all these things and we've got a good relationship at grand would talk and talk and talk, but grant as well as his listeners, what they really picked up on was when I started telling a story about Jamie Cross and now Jamie crosses a member of our inner circle.
Speaker 2: 06:01 I said, what are two Comma Club award winners? She's got an amazing company called Mig soap. If you don't. She's just all natural soaps, absolutely love her soaps. Uh, it was fascinated. He started telling the story about her. That's when people really, it just changed. You could feel the energy on the call change and how we were just sitting there thinking just different things that, what really matters. And we ended up giving away a Christmas gift to all of our employees. They were sweats, custom click model sweats. And on the back of it basically says what we do matters and that we're actually, we were. How, so I'm sorry I'm rambling here. I'm trying to bring all this, all this together for you. Um, we had a partner meeting two weeks ago and our partner meeting, the one we're trying to kind of come up with more of a, a purpose of vision and something that actually would state what we do and liberating.
Speaker 2: 07:02 Educate is, are some of the things that we've really focused a ton on as far as the, um, liberated with operation underground railroad and educate with village impact. And so we've been trying to think, you know, different things we could do that would have that kind of an impact on other people. As far as entrepreneurs and what I've been fascinated to pay attention to as far as if you really look at the number one metric that matters the most in your business and for us it's our customer success and I don't mean this in a trite way or just like, oh yeah, I want to make sure our customers are successful. I truly mean when we take a look at what matters the most in the success of clickfunnels, it is making sure that our customers actually have success on the platform, in their business and with the content that we're.
Speaker 2: 07:56 We're using. The reason I mentioned this is I was listening to to Nathan's and everyone's podcast and we start talking about all these different measurements as far as how do you acquire customers, your average revenue per customer and all that Kinda stuff. And for us what I've realized is it's not even as it's our customer success, but more important that it's our customer's customer success. Now. It's really hard for us to track our customer's customer success, but it's easier for us to look at actually tracking our customer success and associating that with the fact that if they're having success that their customers must be as well and as I take a look at going into 2019, we've just crossed through 70,000 customers and as impressive as that number is, that number means very little unless they're actually successful. Nathan talks a ton about churn and from a sas or a membership platform, you know it's most memberships, they typically turn out about every three to four months.
Speaker 2: 08:53 That's about as long as it lasts. Software is much more different than that. You can get anywhere from two to three times that and sometimes four times that and the interesting thing is I pay attention to to where we're looking for 2019. The number one metric that I want to track more than anything else is the success of our customers. The reason I mentioned that is I've seen as I get interviewed a lot, Russell gets interviewed a lot. Most of our partners do as well. The one thing that people want to hear most about, they're tired of hearing about, Oh yeah, we did 100 million, we did $70,000. That's all great, but that doesn't matter. What they want is they want to know what does this tell us more about the people using your platform? What does the success that they're getting tells their stories, and that's going to be honestly my number one metric I'm going to be looking at for 2019 is what is the success of our customers?
Speaker 2: 09:44 What are they actually doing? What? What has click funnels done for them that's then allowed it provided them a tool audit. It's ones and Zeros. It's software. Funnels by itself isn't what's impressive. What's impressive is what our customers do with that platform and so I'd encourage you as you take a look at 2019 in the metrics you might be measuring the success of your customers truly is the most important metric to measure for us. If our customers aren't having success, who cares about the platform? It's why we're taking a look at, at possibly adding an onboarding team. So when people come into a free trial, they actually get onboarded. We're looking at adding the opportunity of migration where for persons with somebody else, how do we help them get over to click phones where they can then use that to have greater success with their customers.
Speaker 2: 10:30 When I a person's leaving clickfunnels, I want to know why. What happened? What did we do wrong? What is the, what is it? It's, it's rarely ever dollars and cents. It's, there's more emotion associated with the. And I would really encourage you to start talking to your customers. Find out why are they leaving, why are they canceling? Why are they refunding? There's something wrong, uh, rarely ever. Is it a dollars and cents thing. Everything is based on value. And so if a person is looking for a refund, yes, I mean obviously there's a couple of people you're gonna run across who just are on hard times financially and that's just the way it is for most of them is because you haven't solved that problem that they needed more than anything else. And they, you had them with hope at the beginning, but as they started using your tool or your software or your, your, your product, whether it's a physical product is intellectual product information, product.
Speaker 2: 11:19 The promises weren't fulfilled in the way that they expected. So what are your customers' expectations? How do you satisfy those expectations? How do you get just raving fans to where they literally become the people who start building your business because they just naturally talk about it. I was with Dean Graziosi just to a couple of weeks ago down in genius network and was like, Dave, I'm sure I would be your number one affiliate if you guys actually tracked it because I talk about you guys all of the time, but I just say go to click funnels. I never actually use an affiliate link because because you guys have, you have this ability to help entrepreneurs
Speaker 3: 11:54 get what they really need and want in their business. And because of that I just talk about it. And so as you take a look at 2019 for your own business, what are the things that you can do to make sure that your customers have greater success? What are the things that you can do to make sure that when they're out there talking with other business owners or with their clients or with friends that they in conversation bring your product up? For me, I've seen that happen with a ton of of our customers as they start talking about some of the success they're having and they associate a lot of it with a platform with, with clickfunnels. The other thing I've seen is they start talking about the books they've read and expert secrets and Dotcom secrets, the impact that that's had, or a video or a podcast.
Speaker 3: 12:39 So understand the importance. I'm, as I'm talking about your customers realize it's also about the value you're giving. Are you publishing on a regular basis and is the content that you're publishing, are you publishing it in hopes of just getting, getting likes and reviews and it hopefully just getting shared and engaged? Or are you truly trying to provide content that those who are listening can actually implement in their business and their life and improve their life, whether it's in their business or their personal life, whatever it might be. A lot of you I've mentioned the fact I've been coaching with with Jerrick Robbins. Again, I don't get paid at all for talking about Gerrick, but I've thoroughly enjoyed my experiences last year in coaching with him. Same thing as far as Eric Cafferty, who is the coach. I hired a as far as lifting. I've never been consistent that lifting as much as I have.
Speaker 3: 13:30 Then right now, and I talked about Eric all the time. Again, these aren't people who aren't getting paid for anything else. It's just because I truly appreciate the value that they've added to my life. I look at podcast at facebook lives. I again, I mentioned Andrew Warner. I mentioned, uh, Nathan Laka. I don't get paid to talk about them, but I truly want people to know these are people who are giving value to the universe and if you in those businesses and you need that, there are people. I would follow, so I would really look at the value you're providing this year. What can you do that will cause your customers to just casually talk about your product or service being so amazing? What are the things that you're doing that is actually solving the problems that your customers are reached out to you for? Make sure that your number one metric is your customer success.
Speaker 3: 14:18 Find a way of tracking, of measuring, of getting testimonials, of providing value to them. The more value you provide to your customers, the greater business is going to grow obviously, but I want to make sure that you're doing it in a way that you genuinely care about them and one of those ways is to is to reach out and call and talk to those people who are leaving or who are getting refunds. Pick up the phone, ask them what happened, how, what did I do wrong? How I'm I'm here to help and to serve and something I'm doing obviously did not serve you. What can I do different? Too often, I think a lot of people in the Internet marketing space are afraid to pick up the phone and talk to somebody. I've loved having Robbie Summers on. It has been we've hired to as our head of sales and every single day what happens is they get.
Speaker 3: 15:02 He gets together with the sales team on our retention team and finds out, let's analyze two different people's businesses who left, why did they leave? What can we do different, and then they call those two and say, you know what? We're just looking at your business and realize that this maybe this isn't working or this isn't working, or how about this or what can we do to provide value to you realize that the business these days, the hardest thing to do is to get the first dollar online. The worst thing is to burn through that dollar and to lose that trust, so do whatever it's going to take. Reach out to these customers, find out, talk to them, make sure that you look at your own customers and see what it is that. What is the hope that you're providing? What is the solutions that you're out there to solve and then make sure that you're getting those solved.
Speaker 3: 15:46 Uh, we're starting to do reviews now with our customers. For our one funnel away challenge. Uh, we're gonna do the exact same thing with the two Comma Club coaching and trying to actually get reviews from them to find out what are you like, what did, what did you not like, rate us, give us reviews, help us get feedback. You spend so much time acquiring the customer. Please take the time and spend the money to find out what is the satisfaction that they're, are they thrilled with you? What can you do better? Uh, again, I, it's the number one metric I'm, I'm paying attention to this next year as we look at, at. For me, if there was one word I could look at its impact, what is the impact I can have on 70,000 customers? What's the impact that we can have on 100,000 customers? What's the impact we can have on 200,000 customers?
Speaker 3: 16:29 Yes. Obviously there's dollars and stuff associated with that on the back end. Those mean absolutely nothing unless the impact is there on the front end. Having a merry, merry Christmas. Enjoy the holidays. Have a happy new year. I hope to see all of you who are listening to this at funnel hacking live. If you haven't gotten your tickets, by all means, go to [inaudible] dot com and get your tickets. Not that we want you there for a dollars and cents. I want you there because I want you to come up and talk to me. I want you to say, you know, Dave, this is what's working in my business. You know what, Dave, this is what's not working. I would appreciate if you guys would do this. You know I love how this is working. I enjoy that feedback. If this podcast is creating any value for you, please reach out and let me know.
Speaker 3: 17:09 Send me a personal message on facebook or email me, David clickfunnels or instagram. Let me know if it's working. If it's not, I also want to know that if you're like, you know, Dave, your podcast sucks. I don't like any of this one. Obviously, if it's not working for you, you can listen to somebody else's, but if there's things that that I'm doing wrong or things that you want more from, if there's people you would like me to interview that I haven't interviewed, let me know. I, I truly do want to provide the greatest value to you is I can I value anybody takes the time to listen to these podcasts and again, I appreciate the feedback. Enjoy the holidays, can't wait to see at funnel hacking live. Take care. Know how much we appreciate you, everybody.
Speaker 2: 17:50 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 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 people 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
Speaker 4: 18:35 I can do to make this better for you guys. Thanks.
Why Dave Decided to Talk About Premature Story-Telling:
Dave recently learned the hard way the importance of preface to an emotionally charged gift. Long-story short, he was a little too excited about his 25th anniversary gift. From this experience though he thought about the importance of preface and build-up to a sale or proposal. Listen in for some great insights on attaching emotion to your sales and do Dave a favor, learn from his premature gift giving experience.
Tips and Tricks for You and Your Business:
(4:52) Building Up to a Proposal, In Marriage and Business
(9:04) Would You Give an Emotionally Charged Gift Without a Build-Up? Then Why Would You Give an Emotionally Charged Pitch Without One?
(10:24) Allowing Your Customers to Feel
(6:06) “It’s not the jewelry that mattered, it was what the jewelry represented. And I see the same thing take place so many times in storytelling.”
(8:04) “It’s not the stats, it’s not the data that matters, it’s the emotion that’s with it.”
Dave can’t get gifts without wanting to give them immediately.
Gifts don’t have nearly as much of value.
If anybody has the invention of a Reset Button in the works, Dave would definitely get his use of out of it.
Important Episode Links:
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. The holiday season. This is a crazy time of year and one of the things I cannot handle his gifts, not receiving gifts. It's giving gifts and not in a bad way. My promise. I get so excited when I have a gift for my wife. I can't wait till Christmas to give it to her. And so I have this problem as far as premature gift giving. And I see the same thing happen at times in premature storyteller. That's, that's really what I want to spend some time talk to you guys about today.
Speaker 1: 00:45 Alright, so yesterday, uh, let me back up here. So November ninth is my wedding anniversary with my wife. So for my wedding anniversary was 25 years and I'm. So I was so excited and we actually decided to celebrate earlier in the year. We went to Paris after our trip to Africa and just had a great. That was our way of kind of celebrating, but on our actual anniversary day we're spending time together and I thought, you know, I want to do something else to, to so she can remember like longterm and every five years in the past when I had, I would always buy her a piece of jewelry, so like five at five, 50 anniversary, 10th, 15th, 20th and 25 here. And I was sitting there thinking, what can I get? And she really didn't like Dave. We went to Paris, I to spend a whole bunch of money on this right now I know we don't need to do anything and so I thought, you know what, I'm going to surprise her.
Speaker 1: 01:36 And so I decided to get her some, some earrings and diamond earrings. And so I had him all designed and, and, and I was, my problem was I, I knew they were, they wouldn't be done in time for our anniversary, so it actually took some time and I got them yesterday and I said, okay, I'll give it to her for Christmas. And I thought, oh my gosh, my problem is that it was like literally burning a hole in my pocket. And so we got home and yesterday was absolutely just crazy. My, my two boys and my mom and my daughter in law, they've all come in. Everyone's getting ready for the holidays. Things are crazy around the house. Uh, there, his kids were going everywhere just trying to get things done. My wife's super busy, just getting ready for the holidays. We had a special thing happened last night at our house.
Speaker 1: 02:22 My daughter in law, French, he's from Chile and she'd just gotten her, uh, her papers basis and she could become a citizen here in the U, s. and so we had a party for her last night that my wife was putting together. So all this crazy stuff is going on. We had a click party yesterday and I still wanted to. I still had these stupid earrings in my pocket. They're burning a hole and I'm like, I just have to find some way of getting into. I can't wait. I can't wait. And so I just said, hey sweetie. No, I've got a gift I want to give you. She goes, Dave, can we just do this later? I might. Sure, sure, no problem. I can. We can do that. And I'm like, you know what sweet is. I'd rather not wait till Christmas. She's like, you know, Dave, let's just do it later.
Speaker 1: 02:59 I said, okay, okay, fine. We'll do that later and she's busy. We got dinner going, we've got everything set for Fran and for her big celebration and my wife has got all the things upcoming to Christmas. I mean we're like today's the 20th or 21st four days away. She is just stressed out of her mind and is trying to get Christmas presents wrapped. She called me in the other room and she's like, Dave, listen, I don't know what we're going to do here. I've got certain gifts for one of the boys and I don't feel like I've got the equal amount. I'm like, sweetie, it doesn't matter. It doesn't matter. As far as equal amounts of stuff. She goes, well, no, I just want them to have the same number of gifts and I don't know if you've ever felt that anxiety of around the holidays where you're like, you don't what the stress of the holidays.
Speaker 1: 03:43 It's too much. This is not supposed to be this way. It's supposed to be an exciting time, a happy time and all the stress is driving me crazy and so we got to the meeting. We went in the kitchen, we had this big party for friends. We had dinner and just literally as soon as it's over, I'm like, sweetie, I got to give this gift to you, and I got down on one knee and I said, sweetie, it's been 25 years, which or me again, and opened up the the box of earrings and everything else and she was super excited but my problem was I had. I didn't do any of the setup. It just fell flat on its face and so she was super, super excited. The kids were excited, but I'm like, you know, I didn't do that. When I proposed to my wife, I'm.
Speaker 1: 04:25 When I proposed to my wife, it was. It was totally planned out and I sat back and thought, you know, I see the same thing happened in storytelling and I did this, so I was a premature gift giver. Meaning I didn't provide enough value. I didn't provide enough context. I didn't allow her to get emotionally vested in the experience and share that gift is fine, but it wasn't the gift that mattered. It was more important than that was what that gift meant and I look at it now and if I was to rewind things, I would take it back and say I would've done totally different and I would basically, I would have preferred to have gone out to dinner with her and set the stage more. Talk more about our marriage, talked about how excited I was and how much I loved the our trip to Paris and how much I loved our, our anniversary time and our, our, our, our time together and really built the emotion up and been able to reflect more on the feeling of the last 25 years.
Speaker 1: 05:25 Because it's not the. It's not the jewelry that mattered, it's what the jewelry represented and I see the same thing take place so many times in storytelling and it was one of the things that happened just recently. I was real excited to podcasts and guys, if you've listened to it, it was with Roland Frasier who's a dear friend of mine and I was just super excited the day I was super excited to have a on and I got done with the introduction and I will sit there and look at that and I'm like, okay, rolling. I just totally screwed all that whole introduction up. I mean I just, I was like a little kid. I just, I spoke fast and just out of control and yeah, there was a lot of enthusiasm, excitement there, but I'm like, I didn't give him the value of all that he'd done and all the credit that he deserved to actually in recognition of who he was.
Speaker 1: 06:09 And so I've thought about that and then I thought last night about the crazy mishap I had as far as presenting this jewelry to my wife going, you know, I need to be better at, at helping people experience more of the emotion. Because for me, the craziest thing is I'm not real big on, on gifts, but I love experiences. I mean experiences to me are like nothing that is more because I think people will remember the experience and I got so frustrated I laid in bed last night going, man, I totally screwed that up and I've thought a lot about it this morning. And I see the same thing happen in storytelling where people get so excited to tell the story that they don't let the person experienced the journey and the epiphany to get to that level of emotion to where they can appreciate the actual event and the story itself.
Speaker 1: 07:01 And so as I'm looking at this next year, one of the main things that I'm really trying to focus on, the main things I'm trying to spend time on is to really help people and help myself actually get involved in telling a story with emotion. And there's a lot of preframing the tasks that take place. There's a lot of setting the stage. You have to provide time, you have to let people actually feel the emotion. It's not the facts, it's not the stats, it's not the data that matters. It's the emotion that's with it. So just like with my wife, it wasn't the gift that meant as much. It's the emotion of 25 years of marriage of what that gift represented. And I really wish I'd taken a step back and said, all right, what I really need to do is presented in a way that validates her sacrifice, the validates her hard work that validates the love, the trial, the journey, the pain, the tears of time, and also the laughter and the fun and the excitement.
Speaker 1: 08:00 And again, some. I don't know if you've ever had that experience. Unfortunate happens to me too often where I'd like to rewind it, go back in time and say, all right, let me read you what I wish I could just have like a a Redo and undo button and let me just replay that one one more time because I would totally do a different. Fortunately my wife loves me and it's all good, but again, it was premature giftgiving. It's premature storytelling where you tell the story so fast that no one is able to really appreciate the emotion of it. It's one thing that I love as I've, as I've seen Russell tell stories, how much time he allows for people to feel and it's one of the main things I'm really spending time on this next year is helping others feel what I'm feeling kind of goes back to.
Speaker 1: 08:49 It's like with my wife, she's totally stressed right now with Christmas, trying to make the experience of the holidays magical for every single member of our family and if I would just allow and and not just listen to her, but more importantly feel what she's saying. I would be able to help her that much more and so I'm really trying to listen more with feeling to tell stories with more feeling and you're gonna see over the course of this next year on my podcast, my facebook lives where, um, a lot of that feeling is going to come because I'm going to dive back into some of my past experience that weren't very pleasant and to actually try to really feel those experiences and tell those in a way that provides emotional connection and emotional feeling for those who are listening. Um, that's where the, that's how an epiphany takes place where if you, if you don't allow a person to experience the emotion that you were experiencing, there's no way for them to actually appreciate the bridge that you went across to get to the other side, to then be excited to bring them to that.
Speaker 1: 10:03 The whole key here is you've got to allow people that opportunity to feel and something I'm really going to spend a lot of my time working on. And so this is more of a podcast more for me than for you guys probably is to really tell stories in a way that helped people elicit and to feel more so that at the end there's such an impact where that person wants to, they've now experienced for themselves what you went through and now they want to do whatever it is that you're going to do next. So with that said, I hope you guys enjoy the holidays. I again, hopefully that your, your gift giving experiences aren't a. weren't like mine just was a. I got too excited. But anyways, just know how much, uh, again, I, this time of year, I, I spent so much time reflecting and I hope you know how much I appreciate taking the time to listen to. It really does mean a lot to me having an amazing day and we'll talk to you guys soon.
Speaker 2: 10:58 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 or 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 more than happy to take any of your feedback as well as it's acutely 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 About Shedding Your Coat When the Seasons Change:
Dave in both work and his personal life has had a lot of transitioning and growth happen. From kids getting married, to businesses expanding, to even becoming close to having an “Empty Nest” with his kids leaving. Through all of these experiences of life he wants to share the nugget of wisdom that is of role changing. Or, as English speakers call it, wearing different coats. Listen in and learn for yourself as to what Dave says about dawning new responsibilities yourself and allowing others to take on new responsibilities to.
Tips and Tricks for You and Your Business:
(2:44) Your Coats Change as Your Life Enters New Seasons
(4:11) Which Coat Do I Wear Outside of Work?
(6:40) Putting on Coats for Growth
(8:24) Your job, or “Coat”, is not your ONLY identity
(3:30) “I don’t know what coat to wear right now, I’ve been so use to wearing my ‘Mom Coat’. But I’m entering into this new stage of my life right now where I might be changing and I’m not sure what to do.”
(5:46) “One of the things she mentioned that I thought was so profound was our ‘Comfortable Coat’ sometimes just needs to be replaced.”
(7:54) “Realize that sometimes in life we have so many coats that it feels overwhelming and other times it is a growth time.”
For CLickFunnels to grow “Coats”, or responsibilities, have been needed to be swapped around and exchanged
No one can travel lighter than Todd
Important Episode Links:
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward.
Speaker 2: 00:16 Everybody. Welcome back to funnel hacker radio. This is A. I'm recording this. It's all. It's almost Christmas time. It's cold out and it's just that, that season two where it's been so much fun. We moved up here to Boise, Idaho from San Diego two years ago, two and a half years ago, and in the process it was kind of a fun thing for us because I remember when we first moved up here, our kids live at all they had were shorts t shirts and a sweatshirt, so pants and long sleeves and coats were something that my boys just weren't accustomed to worried and it's been fun having four seasons and realizing the different clothing that you wear based on the season of life and the season that you're in. And so it's been really kind of an interesting dynamic. As I paid attention to this set, my wife and I were out shopping to just Saturday for new, basically new ski jackets and it was, it was just a lot of fun because she's trying on all these different ones and you know, some are too thick and some are too uncomfortable and, and some are too thin and she's like, I don't know if this is gonna, keep me warm enough and, and do I have to have another layer on underneath.
Speaker 2: 01:21 And went through literally like this whole drama of all these different coats. And it was fun because this whole analogy of coats and the things that we were and the story of the life and the journey that we're in all came about. And we had this amazing conversation that I want to kind of share with you some of the takeaways and some of the things that happened. The fun part was literally just two days later, uh, Brian and todd flew for our partner meeting. And it's always a kind of a joke with us as far as todd because I don't know anybody who can travel as light as todd. Todd literally can go with just a backpack for a week and have all the clothes and everything else he needs in there. And this time he actually brought something a little, a little more clothing and stuff and we're like, todd would happen because man, it's just so cold.
Speaker 2: 02:07 I add he had like four different layers and logged or odds and end. It was just fun as we had this idea as far as talking about the phase of life and the coats that you were. And I want to just kind of share that with you. So this is going to be kind of a rambling, the mismatched podcast of different ideas and thoughts. But I will hopefully by the end you understand how this applies to you personally, not only in your business life but where you are in your personal life and the own self growth and the things that you're going through. So without. We'll kind of dive into it. So one of the things I want to talk about real quick here is to realize that the coats, they actually vary based on the season that you're in your life and what's going on right now in my life.
Speaker 2: 02:48 My wife and I have four boys. A two of them are out of the house. My oldest son, Chandler is married to our first daughter, our daughter Law Fran. We just love and adore. My son Parker Parker is a down at Byu in Provo, Utah. Going to school and then we have my son Christian who's 17 and my son Jackson, who's 15 who both live with us here in Boise and Christian is a senior. So He's graduating in. My wife's sitting there going take. I don't know what I'm going to do. My whole life has been focused on raising these boys and now I'm in a situation to where I'm going to have. I'm down to one, I'm down to one next year and I'm assuming going to be in this empty nest syndrome. And and so she, she basically said, you know, Dave, I don't know what coat to wear right now.
Speaker 2: 03:30 I'm used to wearing the mom coat, but I feel like I've, I'm in a situation in my life where I'm, I may be changing this and I don't know what to do, and so she's been looking. She's always done things outside the home as far as teaching aerobics or spinning or yoga or all that. And before again, before we left southern California, she had this, her calling and her mission and everything else was. Her identity was wrapped around this. Well, when we came here, she didn't jump into that, that aspect of it. We had a whole bunch of stuff going on in our own personal lives and it wasn't one one thing she wanted to jump in, so at the time she was trying to figure out right now, do I go back to that? Do I put on the old coat that feels comfortable that I'm used to wearing or do I put on a new coat that might be a few sizes bigger than I grow into that's going to stretch me.
Speaker 2: 04:15 That's gonna. She goes, I just don't know what to do. And so we're having that deep conversation and you know, part of it was dave, the other thing I'm looking at is maybe this is the time where I just focus on, on just us and just you and I and I just support you in what you're doing and I don't have that extra identity outside. And so it's, it's, she's struggling with this whole idea as far as what is the code, what am I going to be known for, what am I gonna be wearing, what am I going to be using to get the comfort that I want in my life? So we're having this deep conversation about this. And it was interesting because she's, we also were talking them about a Sunday school lesson and a mill with the Bible and Joseph and the coat of many colors.
Speaker 2: 04:57 And she was like, you know, it's weird because I remember growing up, there was times where I coveted tonight, I'm not maybe not coveted, but I looked at others and I thought, you know what, that life that they have and that coat that they're wearing, that's what I want. And she goes, now I'm wearing that and now I don't know if it's what I want. And so she was struggling going back and forth thinking, you know, what, you know, so often we, we see what others have and the lifestyle or the or just the opportunities and you think that's the quote I want to wear and what do I need to do to get that coat on? And she's like, well I have that code and now I don't know if I like that coat. And so it's just been this interesting dynamic as we've been talking about this in one of the things she made Mitch, which I thought was so profound and that is sometimes are comfortable coat just needs to be replaced and we just don't know which coat to put on next.
Speaker 2: 05:51 Meaning like for me, I, I really don't need too many pieces of it. I'm real good with like one pair of jeans, three tee shirts and a jacket. That's all I need and I'll just figure it all out. And yet at the same time sit there going, you know, sometimes with our boys, she always thought, you know, always seem to buy like two sizes too big because they would grow into it. Well now they're kind of at the point where they don't need to, we don't need to buy clothes that way for him. But she was sitting there thinking in her own life, she goes, I don't know if I'm at a point right now, where do I want to buy a coat that's two sizes too big for me so I can grow and get into that or do I just want to put on something really comfortable that I know?
Speaker 2: 06:29 And so she's in this dynamic in her life where she's like, I don't know what I want to do next and because I don't know what I want to do next, I don't know if I just like being comfortable or do I want a growth experience. And when you look at the coach and put on, sometimes the coat you put on is a growth experience where it's like, it feels very, very uncomfortable where it's too big and you're like, oh my gosh, I don't know if I can handle this. I don't know what to do next. The other thing as she was talking about is, you know, the other thing I'm struggling with is I've worn a lot of coats a lot of different times and we're in all these coats. They get heavy and I were the mom Coda where the wife code where the.
Speaker 2: 07:10 She's heavily involved in our church and so she's, she has stewardship and responsibilities over all the, all the women's within our church and she's supposed to where's that coat? Very heavy. And she wears another coat as far as uh, being the only daughter in her extended family based with her mom and dad and, and taking care of them. And so she's like, Dave, there are times where I feel like I have on so many coats that I literally, I can't move. It's like I have like 10 coats on it. I literally sit there like a snowman because I just, I'm so uncomfortable and I just don't know what to do and I just want to get rid of all these coats and so I know I'm kind of maybe just kind of rambling and I hope you guys are catching onto the idea of what I'm trying to say here, but to realize that there's times in life where we have so many coats on that it feels overwhelming and there's other times where it is a growth time.
Speaker 2: 08:00 Uh, the one thing she was talking about just most recently though, which I thought was so, so profound is as we were discussing and that is she goes, but you know, Dave, there's times where I realized it's time for me to give my coat to somebody else and I need to, to not be the star or I need to not be the person who is out in front all the time and to let someone else have that and giving that to them. At times I feel exposed. I feel like, well, that was me and that was my identity. And now it's not. And so I feel uncomfortable with not with not having what, what was my identity and I thought a lot about it because I've seen it in my own life where there have been times where I have been the only person up in front.
Speaker 2: 08:42 And as I came on with click funnels, it was. I'm not always up in front. Not that I need to be at all, but it's interesting to realize as you try to grow a company, you can't have just one person and we're. We've been looking at this as far as our own organization as far as having different voices. And I think the part I really appreciate it so much as Russell and spoken about this I'm Russell is by far is, is the face of clickfunnels. And as we've looked at growing it, he's like, you know, Dave, I need to make sure that others have that opportunity. Not only for them but for the company to grow to that next level. We've done over 100 million this year, which is a huge, huge milestone. But as we start looking to get to a billion, who else needs to take on other coats, who needs to take on other responsibilities, who needs to have in it much more loud coat and, and is wearing that so he can actually enjoy some of his life and spend more time with his family and his kids.
Speaker 2: 09:36 And so it's been just this crazy conversation over the last couple of weeks and I'm just, I want to kind of share it with you as you kind of get close to the end of the year. Just to realize that there's times where no matter what you're doing, you just don't feel comfortable and you realize that that's the time in life where it's time to grow. That might be too big or you might be having on five or six coats and you're like, I can't handle it. And other times where it's like, you know what? Now it's time for me to start giving these coats away to other people and I need to let them grow. I need to have to not only give this coat that I'm given to them, it may be too big for them to wear, but they'll grow into it and soon that coat will become comfortable for them and other times there's times where we just outgrow our coats and it's time to for us to realize, you know what?
Speaker 2: 10:21 Now it's time for me to decide what is the next coat I want to put on. As I kind of get close to wrapping this up, I hope I know this rambling is it literally has been a ton of thoughts. I've been going through my head for the last couple of weeks and hopefully this makes sense to you guys, but I would really just asked, you know what, just don't be afraid to share your coat with others and don't be afraid to get a new coat or it can get to layer up, but depending on the season of life that you're in and just realize that whatever you're going through, that's time for you to. It's a time to grow. It's a time, two at a time to help others to learn. Learn from you and from your experience, so realize as you take a look at the season that I know it's kind of the winter months right now where you'll see a whole bunch of different coats and you'll see people layer up and everything else.
Speaker 2: 11:08 Kind of look at the different layers of life that you're wearing, the responsibilities that you have. What are the responsibilities that you can give to others to help you grow in your business and your own personal life? What are the responsibilities where you may need to take those back and you may need to know what that one's mine. I own that one, and just realize that the most important thing for you right now is to really take a look at the future where you want to go, who you want to become, and to realize what is the coat that you need to be wearing, wearing at that point. Have an amazing holiday season. I hope, uh, hopefully this made some sense to you guys. I've had so many thoughts in my head, in my mind right now and I want to share them all with you and I wish I could just me have you sit next to me is I've been going through the craziness of the last couple of months here, um, but I hope you've been able to appreciate it and most importantly, have an amazing time. Get it. Really would love
Speaker 3: 11:54 to see all of you at funnel hacking live. If for some reason you haven't gotten your funnel hacking live ticket, by all means go to funnel hacking live.com. Get your ticket. Join us in Nashville. We'd love to have you there and have an amazing holiday season. Thanks 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 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'm more than happy to take any of your feedback as well as there's people like me to interview more than happy 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.
Why Dave Decided to talk to Julie:
Julie Stoian is a digital marketing consultant and tech coach, making her mark on the internet through her popular brand Create Your Laptop Life®. Julie has inspired and equipped thousands of up and coming business owners with the skills and strategies they need to create, build, and grow profitable online businesses.
Julie started her journey to entrepreneurship as a blogger and writer, garnering the attention of media outlets like The New York Times and Washington Post with her no-holds-barred approach to social media. After a rocky divorce and unexpected pregnancy in 2014 that left her needing to build a profitable business quickly, Julie transformed her passion and love for internet marketing into the 7-figure business she has today.
She's been a head coach and funnelbuilder working with Russell Brunson and Clickfunnels for the last year, and is getting ready to take the role as VP of Marketing and official Clickfunnels partner.
Julie has been featured on media outlets like Anderson LIVE, BBC World Have Your Say, and Rachel Ray, as well as numerous business and marketing podcasts and blogs such as Content Academy, Boss Moms, GoDaddy Garage Blog, and Funnel Hacker Radio.
Tips and Tricks for You and Your Business:
(4:54) Keeping Your Chief Executive Officer From Becoming Your Chief of Everything Officer
(9:20) Freelancers Belong in the Clickfunnels Fleet
(12:52) Project Management: Making Time and Money
(15:32) THE WAFFLE
(20:06) Coaching Your Clients without Strictly Criticizing Them and Their Work
(23:15) Your Employees and Their Drive
(26:07) Help Your Contractors
(30:21) Julie Stoian’s Travel Log Over These Next Few Months
(8:08) “For me it was more important to be on the team that was going to make the most impact than it was for me to be the captain of my own ship.”
(19:02) “That’s the thing with this whole agency thing is you have to think about how to break through as much bottlenecks as you can.”
(22:34) “Realize, as the entrepreneur, you may not be hiring people who may not be as motivated by the same types of things that you are and may not be as driven as you are.”
Your agency can be as large as small as your scaling allows
Get your employees to the point where they identify their work as a CALLING
Important Episode Links:
Speaker 1: 00:00 Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward
Speaker 2: 00:17 [inaudible]. Everybody. Welcome back to funnel hacker radio. This is going to be one of my funnest podcasts. Uh, you know, my guests, you had the upgrade of hearing from her quite a few different times, but she has a new role and I can't wait to talk all about that. So first and foremost, Julie [inaudible] and welcome to the show. Thank you for having me. I am so excited to. I, I have coined a new term. Would wired in excitement, excitement level at the Dave Woodward level. Oh, you're too kind too. Kind of honestly. Then that would be the type of excitement I have right now for the opportunity. I want to introduce our newest partner to click funnels, Ms Dot Julie. Yes. I, um, I, I had been waiting for this day, I feel like for my whole life.
Speaker 2: 01:06 So I want to make sure people understand what that means is a little background here. When we started clickfunnels four and a half years ago, uh, there was two cofounders, Russell Brunson and Todd Dickerson. We then brought on a third co founder, uh, Dylan Jones, who we later bought out. He was helping us primarily on the Ui side. And so todd and Russell Todd being the, uh, the whole tech guy behind the scenes who I don't know how he does what he does. I'm literally fascinated every single day. Anytime we're together, I'm like, todd, I don't get it. And I'm so glad I don't understand your magic because I would screw everything up. Russell, you guys already know because Russell is the marketing genius behind click funnels and a ton of other things. We then have four of the partners myself. I run all the business development opportunities, the top line revenue type of stuff.
Speaker 2: 01:52 Uh, our CTO is Ryan Montgomery, helps todd managed a lot of things on his side. We then have a Brinko Peters who works on our side with all of our operations and things, and John Parks. You guys know who runs all of our traffic behind the scenes for the little Julie, has it been a year now? It seems like it's been about a year, a year, and Julie's been behind the scenes literally working magic that you guys can't even. I have still totally spellbound by how you pull off what you pull off. No one gets more done in a day than Julie. I don't know how in the world she gets it done. She's actually helping Russell right now in writing a track two secrets book. She has literally been the brains behind what we're going to roll out here. Actually you guys on this call is as our new waffle and how that's all coming together as far as our internal agency, what that means to you guys and more importantly, how you can actually start doing this kind of stuff in your own business and that Julie has her own multimillion dollar business, which basically are buying to bring her over to click funnels.
Speaker 2: 02:53 And we'll talk a little bit about how that's all coming together. In addition to that, uh, Julie is probably the person you will ever meet. In fact, I was just with my family, seen Mary poppins and continue to think of Julie because that's what she's like in our craziness that we have over here. So she's the one who makes all the magic happen and I just wanted to make sure everyone, you guys were listening, understand our gratitude, our appreciation for one of the major things that she's done is allowed Russell to kind of step away from doing all the stuff that is great to get us to where we're at, but won't get us to where we're going. And without Julie, none of this would happen. So Julie, my gratitude to you, my appreciation for you and so excited for 2019. So with all that said, welcome again and I'm so glad that that's all we're going to cover.
Speaker 2: 03:41 That's the start. That's the start. You know, it was so funny though, you know, watching, as you know, during the year when we were talking about kind of the org chart of clickfunnels and how Russell was in Russell at this point. Like you should be like seoing, not seoing and cmos and funnel building and copywriting, writing your own emails. It was crazy. It has been crazy. And again, if it wasn't for you stepping in, we'd still be in that same situation. Uh, so actually a little step back to last year about this time is when Steven went to go do his own thing. So Steven Larson was Russell's funnel builder and he and Russell were kind of tag teaming up, doing a lot of the stuff that really kind of got us to where we were for about two years. Russell and Steve were kind of tag teaming that.
Speaker 2: 04:32 And as Steven left, it was one of those, it was kind of a, a weird mixed blessing. I love Stephen to death. He's become a dear friend and he's helped us grow, got us to where we were, but it was time for him to go spread his wings to grow his business and what he wanted to do. And so as he left it was then a matter of saying, oh my gosh, what in the world are we going to do? How are we going to prevent Russell from doing all this stuff that steven was doing and bringing in a team that would allow us to scale and we were struggling so much as far as trying to find the right fit you have to understand to. It's to be able to get into Russell's brain is, I don't know, it's more than just a padlock. It's kind of like one of those.
Speaker 2: 05:16 It's kind of like the whole Laura Croft tomb raider type of thing where she's changing this little egg thing and it changes a million if it's shaped and there's four different keys and Julie's been able to do that and so Julie's dad had this magical key that's been able to basically work with Russell at a level that is allowed Russell to focus more on helping us grow the business and really taking her genius, which again, Julie's. I take a look at all the magic you've done in your own business. One of the things I was most impressed with was your ability to literally be able to replace yourself and so Julie had her own, again, create your laptop. Lifestyle is one of her create your laptop. Life is one of the businesses that she was doing. Again, a seven figure, two Comma Club, award winning business, crushing it, but she said, you know what guys, I really want to be involved with you guys.
Speaker 2: 06:07 I want to find a way of helping you guys get to the next level which was beyond. I mean, again, Julie, I can't thank you enough for that because it was great for us to see how you came in and without expecting anything, just said, let me help and I think that's a huge. One of the main attributes that you carry is this ability of having such just massive passion and caring for other people. Most people just don't have that. Especially when they're running their own multi, multi seven figure business. It's easier to say, you know what? I got this. I'll do my own deal. You were able to say, you know, I'm going to put this on the back burner. I'm actually going to hire other people to replace me. Which really is what, how all this started with Russell because it was at that point where thought, all right, if Julie can do that, her business, how could she help Russell do that in our business? I want to kind of dive in. I've done enough talking. So how do you do all you that you do?
Speaker 3: 07:00 Well, you know, it's so funny. As I was getting ready to like talk about this transition. I know a lot of people when I first came onto click funnels, you know, they weren't quite sure why I was doing that because it was like, well you have your own business over here. Like this is obviously not like a monetary monetary thing. And of course you know, there was part of that, but I honestly, I had this analogy of like ships that are like all going in the same direction and headed for the same promise land. And it was the SS click funnels which was like this huge ship, right? And then my little ship was like behind in its wake and we were serving the same customer base and we were both going in the same direction. And I, and my business was really flourishing in the wake of click funnels and I know Russell has talked about how cool that is when a business can like create other businesses.
Speaker 3: 07:46 But for me it was like I recognized how much the success of clickfunnels was really. There was so much of that attributed to the success of my business too. And so it was like, it was a no brainer. It was like, of course I want to get on the SS click funnels and help that business succeed because a rising tide lifts all the boats. Right. And so for me, um, it was more important for me to be on the team that was going to make the most impact than it was for me to just be like the captain of my own ship. Do you know what I mean? And so for me, I'd much rather be, you know, like on the team first mate, then captain of my own little Shit, you know,
Speaker 2: 08:26 oh the great thing is your little ship was growing at a very fast pace. So it's not like it was this tiny little thing. And that's really for us, when we were able to bring that in and acquire that. So some of the things that you're going to see rolling out is this whole idea as far as create your laptop life and with that there are so many things you guys are going to see happen in 2019. I wish I could go into all of them. One of them is going to be associated with this whole concept of freelancers. Now we just rolled out a funnel Rolodex and we've got a bunch of changes were making to that between now and funnel hacking live, but that's just a small little, tiny team of what freelancers can do. Julie, you've had this magic ability to really help build agencies and to obviously you have your own agency. You've now, I've taught other people how to build their agencies and you've. You've really given the keys to the kingdom to a lot of these freelancers to truly provide them a create your own laptop life. So you don't mind. Could you spend just a few minutes kind of talking about what is a freelancer, how to. How can freelancers fit into the ecosystem of click funnels and what is, why would someone want to do that?
Speaker 3: 09:33 Well, so I, I will. I will die on my sword when I say that. If you want to get started in online business, the easiest way to really start is to offer done for you services to start because you don't need a huge following and you're essentially selling time. Right? And so like you don't have to have anything created and so I have helped a lot of more women than men, but men to jump into the online space through the done for you services and you know you could get started with copy with social media or with funnel building and funnel building could actually pay a lot more than some of the other online done for you services. And so it was such an easy a marriage to put those two things together because not only could you make money quickly, not only did you not need a product, but you were helping other business owners make money through funnels and on top of it, you could also get affiliate commissions as you fold.
Speaker 3: 10:28 Click funnels and the process, and so as I saw these, you know, a lot of moms would start coming to me, I want to make three to $5,000 a month. I was like, this is how you got to do it. And so that's where I started and then as I grew my agency, I started to teach people how to grow their agency as well, how to hire, how to project manage when you're building funnels and running ads for people as well. And even if you decide someday to not fully scale your agency and you want to go into coaching, consulting course, creation, any other business, you will now have the skillset as that you needed as an agency owner to build any kind of business you want. So it's like at this one, two punch, make money, build the skills at build the foundation for whatever your legacy is going to be. And so that's essentially what create your laptop life is all about, is like build that foundation that no one can take away from you no matter what you decide to do.
Speaker 2: 11:21 To me, that's the part I am so excited about because a lot of people are trying to do, again, this is probably gonna be posting the first week or so of, of 2019 and there's so many people out there right now her saying, you know what? I want 2019 to be a unique year for me. I want this to be like the best year ever. And you know, we hear a lot about affiliate marketing and I'm obviously we run a large affiliate program over here, but I think the cool part is this whole idea as far as creature, laptop, life, and the ability to then really control your destiny without having to have a product which so many times people spend literally years building a product that never gets launched. And that's one of the things I was so excited about is this. So first of all, if you guys go check out, create your laptop life.com, uh, Julie's face of that.
Speaker 2: 12:09 She's done an amazing job building it. In addition to that, she's a, has an amazing team and I want to kind of talk right now, Julie, if you don't mind about this whole idea as far as project managing, it's been one, again, one of your many, many talents is I don't know how you do all that. You do, especially when it comes to project management. You're managing not only our internal agency, which we'll talk about a few minutes, but also you're managing a Russell's books. Uh, our two Comma Club coaching program. You're one of our coaches. You're managing that, uh, and providing massive content. So if you don't mind, could you help people understand when we start talking about project management, what does that really mean and what is the financial opportunity available to someone who wants to get involved in something like that?
Speaker 3: 12:52 Yeah. Well, so project management, it is a, when you can find a good project manager, man, don't let them go. Like it's a unique, it's a unique skill set and there's project management as a service. Like I know people whose entire business, that's all they do is they go in and they do project management and pr and really, you know, I remember when Brandon and pool and came to click funnels and they were doing the CEO slop it stuff really at scale. When we talk about scaling and we talk about like how to, how to make your, you know, double your revenue in 10 x your revenue. We're really talking about managing people because any business, I don't care what kind of business it is, the way to scale is through people and the only way to scale with people is to have project management in place where you can manage the teams that people so that you're all moving in the same direction. Like you know, like the choreographed dances you see at the mall. What are those things called where people all of a sudden bust out into like choreography mobs. Yes. Thank you. Flash mobs. Right? It's like at its very core scaling your business is about learning how to manage people and projects. Right? Like that's it. And I know I know it, you know, that doesn't sound quite as sexy as like 10 x your revenue, but like that's really what it is. And I remember brandon saying I aspirin and I was like,
Speaker 3: 14:10 what do you do all day? And he's like, well really what I do is I'm thinking about project initiatives and the people and the project managers that we're going to need a place like because I have to keep building out the team. And I was like, it's so interesting that that's really at scale with what businesses are doing and that's exactly what Russell is doing and that's why I've kind of taken on that marketing role so he can really start to cast that vision and start to create those initiatives, those people, teams that then I can manage to help bring all the initiatives to fruition.
Speaker 2: 14:41 I love it. And I've talked a lot about who, not how. I know Russell's done podcast on, I believe you've done a podcast on who, not how. And so there's a lot of resources out there, but if you don't mind, because one of the things we were talking about in our, one of our meetings we have just recently was this whole idea as far as this waffle and there was a ton of fomo associated with the waffle. We were actually at waffle me up a hector owns the company, gave us all these necklaces that had a waffle on it. We then reflect with Ryan with regard to some of the things that he was doing from a Dev standpoint and creating a teams. And I want it, if you don't mind, let's kind of segue from, as a project manager, what does this whole waffle, how does it work in an internal agency and what are the pieces that a person would need a, if they're going to look at project management, what are the pieces they need to add to that waffle?
Speaker 3: 15:29 Yeah. Okay. So, um, the idea of the waffles, like it's a square. And so, um, basically if you imagine a square and you think of a funnel building agency, right? We have the people that you would have would be like a funnel builder, a designer, a copywriter, um, maybe a video person and a content person, right? So imagine those five people down that first column.
Speaker 3: 15:52 Okay. And those are your core team. Now, as you start to expand out, you need to create a second team and the third team and a fourth team. So you can, as you imagine that waffle, you are essentially creating a second column, a third, a fourth, and you're hiring another funnel builder, copywriter, designer, video content versus the idea is once you have that waffle all filled out at the very top, the very top row is project managers. So whenever a team is working and they need to know what to do, they're going to look up right and they're going to report to their project manager. But in any kind of agency, especially a funnel building one where there is like a skill level involved, they also need to understand how to do it. They need to have someone to report to as to how to design well or how to copy well.
Speaker 3: 16:40 And so if you look left on the waffle, right, you go over and you're able to basically ask the head funnel builder, the head designer, the head copywriter, how to make the coffee better. And so instead of an org chart, which is very flat and two dimensional, where there's just one person reporting the reality is that as a project, as a project manager in the agency, let's say Jake who is a designer, he's going to report to me for the, what of the design, but he may report to a head a head designer, he's actually our head designer. But if there were another one, he would report to that person asking about how his design is working and it just creates this three dimensional reality, which is real life, right? Because, um, that's just how agencies work.
Speaker 2: 17:25 I love it. So if you could take back, take a step back to last year. As Julie came in, she basically acted as not only a project manager, she was also a content creator. She was also part acting partly in as our funnel building side of things as well. And so as you guys were first starting your business, realize you're going to find yourself, if you were to look at this tic Tac, toe board waffle type of thing, you're going to, your name may be in a whole bunch of different places all over. It was a Julie Board for them for a while there, but the the object now is to start replacing yourself. And so we brought in, Julie brought her in as a part of her click funnels now and one of her main responsibilities here is to replace Russell from the marketing standpoint. So she's now our vp of marketing.
Speaker 2: 18:09 She's heading up all of our marketing. We've created our own internal agency, so she's hired a. We now have a yourself who basically is our chief project manager soon we'll replace that as well, but she thought I was going to be training all the other project managers that we bring them in in internal agency. It was all that really was brought in primarily just to build out our own funnels. We really didn't start this with the intention of bringing others on. Now we're actually, and we'll talk about some other stuff we're gonna be doing later, but realized that first column was you were heading up the project management. We had nick, who is our chief funnel builder. Jake is our chief designer. Karen's or chief copywriter. I'm, who am I missing here? Dan is our chief, a videographer, and then Russell and I were sharing the role of chief content creators.
Speaker 2: 18:55 He and I were doing that together. Um, in the content creation side. We both became the bottlenecks and that's one of the things when you're looking at this whole agency model to realize you, you've got to try to break through bottlenecks as much as you can. And as we were looking at the scale of this, especially as you start one of the, you run across two different types of bottlenecks. One is what to do and that's as Julie mentioned, again, that's where you would be looking to your project manager. The other thing is how to do it and what if you don't know exactly how and really it's not just how it's at the way in which the owner wants it done. And I know that was probably one of the biggest things and there's a lot of people who can write copy. There's a lot of people who can do design or funnel building, but it has to be done the way that the owner or the project manager wants for that system.
Speaker 2: 19:48 And I think that's what you've just done such a great job over the course of this last year, is helping communicate that in a way that, um, how do I say this in a nice. In a way that was kind of your, the kind one of the group here. Uh, I, I definitely am not, that's not one of my skillsets. I'm much more direct, but a, Julia, we were able to do this in a nurturing way. And I think it's real important when you start looking at scaling a business and scaling your company to realize that you've got to, as you're one of the main role is you as a ceo or whatever role you want to put yourself in. Anytime you're managing people, you're also a coach. And Julie, you've done such an amazing job because you have your own coaching program as well and I think because you were used to doing that type of coaching as you came into our team, you nurtured and coach people through that in a way that we go to a very fast paced as do you, but you were able to nurture in a way that brought a lot of congruency as well as a just more of a family friendly type of environment.
Speaker 2: 20:54 And again, I think it's an important thing if you don't mind, if you could spend just a few minutes far as teaching people, how do you actually coach someone and help them develop the skill set while still holding people's feet to the fire to get stuff done?
Speaker 3: 21:07 Yeah, it's a fine. It's a fine line because I think, you know, I always am. I always remind myself it was something I think, you know, probably I learned in kindergarten this idea of like the compliment sandwich and it's not necessarily like a platitude compliment, but it's like whenever you're about to go disseminate, don't forget to like express your gratitude, your encouragement, whatever it happens to be. So like say something that like shows that you recognize that they're working hard, right? Then provide whatever constructive feedback you need to provide and then wrap up with some sort of encouragement. So be like, Hey, you know, I saw that you were working on this funnel. I know you've been working hard. Thank you for putting in the extra hours. Here are the changes that really needs to be made. Right? And then you could go through and then at the end you can say, you know, thanks.
Speaker 3: 21:55 Um, I know that this has been a big project and I really appreciate you acting so quickly or whatever. It's just like validating all as much as you possibly can where you see people attempting to do a good job because people like crave that. And then that way the constructive feedback is always so much easier to handle because they know that you're seeing them. So to me that's like, I mean, it's just like they call it a compliment sandwich was not really a compliment. It's more out of that. It's just, that's always the way I try to coach people whenever possible.
Speaker 2: 22:28 I love that analogy and I think it's important for those you guys who are listening realize as the entrepreneur, the people you're hiring, they may not be motivated by the same type of things that you are and they're not going to be as driven as you are. And I know that, uh, in my earlier career it was one of the biggest mistakes I made was thinking I was bringing on a whole bunch of entrepreneurs who are going to be as excited as I was. They were going to stay as late as I was. They were all invested and understand that when you start looking at careers, there's typically three different steps to that. Jobs or positions. And typically a person when they first started working there literally are just looking for a job. It's a paycheck. That's all it is. And your responsibility as the business owner is if you can help paint a picture for a career you're going to find all of a sudden, once, once a person goes from job to career, their mindset changes a ton.
Speaker 2: 23:19 And we're starting to see that already as we look at, um, those people who are our head designers, copywriters, all that kind stuff. When they start seeing themselves as a career where they're building out other people, you will see their whole attitude towards their work changes a ton. And then when you can see when a person can go from a career to a calling, life changes completely and understand a calling doesn't need to be a person that they're the CEO or anything else. The janitor can have a calling where they understand that what they do matters. And we just, uh, gave out to all of our click funnels, employees, sweatshirts and sweatpants. And on the back of the sweatshirt bay says what we do matters. Because it really, really does. And I hoping that as you start whoever, as you're listening to this and you're looking to build out a company, you're gonna find, typically you go from a a product to a business and from a business to a company, and as you start really building out a company, you start to having to lay out a career path for those people who you're working with and if you can get from career to calling it, lily is the biggest game changer you're ever going to see in your business.
Speaker 2: 24:24 Because now people are connected. They feel vested. You can tie this to culture. You can tie it to a whole bunch of different things, but realize, as Julian mentioned there, that complimentary sandwich type of approach is so critical to people because there's a lot of people who the dollar isn't as important as validation and knowing that the work matters and knowing. So as an entrepreneur, typically you, you're going to be a high d, You're going to have a high monetary drive, but that may not be and most likely isn't gonna be the type of people you're hiring. So you have to realize that you're not going to motivate them the same way as you yourself might be motivated.
Speaker 3: 25:01 And I got the understanding, the more that the CEO or, or even even the c suite level, whoever's up at the top can recognize that the ship is moving because of the work these people are doing is just. I mean like Jake. So funny put a meme about facebook of like a designer and it was so funny because you know, Jake, nick, Karen, I know and you know, maybe it comes from the fact that I used to do those roles as well. They work harder than. I mean like they just work so dang hard. It is unbelievable. And they are like actually the ones like birthing whatever asset. Right. And so like recognizing how much skill that takes just I don't know, wherever you can and whether you have an in house team or whether you have contractors, just recognizing their talent and their skill goes such a long way. Such a long way.
Speaker 2: 25:58 No, I appreciate you're mentioned as far as recognizing contractors. I think too often that isn't appreciated. I'm sure you've had in your experience, if you don't mind, to kind of talk about when a contractor doesn't feel appreciated, what typically happens and how can you actually show gratitude to a contractor?
Speaker 3: 26:17 Yeah. Well it was a big mistake that can happen for contractors. Freelancers is that they can, um, they can be treated like the monkey who just implements and this is partly the fault of the contractor if they haven't positioned themselves as like, Hey, I'm going to strategically help you and I'm not just the implementation montcalm also like the artists trying to help you figure this out. Um, but then from the, from the employer side, understanding that when you bring a contractor, they're not an employee. They are, you are bringing them on in a, in a, in essence to consult and to be the boss of whatever project it is. Right? And so, like sometimes like employers will treat contractors like employees and it just, it just hurts the relationship when recognizing if you're going to go hire a funnel builder, you're essentially saying, you're better at this than I am. I want you to come in and I want you to actually lead the charge on this. Um, you'll find that contractors will perform better if you do, you know, if you, if you, if you see it that way rather than just like the monkey who's just gonna like do the dirty jobs that you don't want to do.
Speaker 2: 27:22 No, I love that. So how do you, how do you work best with a contractor in that role and help them feel connected and have some ownership to what they're doing without having to give them actual ownership of the project they're working on?
Speaker 3: 27:35 Yeah. Well, I think the very first question you have to ask yourself is, is this really a contractor job or am I trying to fill a contractor, an employee position with a contractor? Because I will, I will gander a guess that a lot of people who are scaling their business need to start building an in house agency like clickfunnels does. Um, and they really need people who are on the team. If that's not you, if you're not in that place. And it really is a, you know, a sectioned off projects that a contractor would do. I would just say that the more you can bang out the scope of the better and just remember contractors feed on testimonials so you can do an amazing thing about making the contractor's work better by being willing to offer a testimonial and a case study because for a lot of them that's going to be like, hey, if this goes well, like I will shout it from the rooftops, I'll tell everyone I know that will help them perform better. It will also give them a nonmonetary when that they will need it to make their business grow.
Speaker 2: 28:36 Awesome. So kind of a loaded question here and that is, can contractors become good employees?
Speaker 3: 28:42 Um, I think in some cases, yes, I think it all boils down to what they're motivated by. If you meet a contractor who is, has a high economic drive, right? Who has a high drive for freedom, they're not going to be a good employee, they just won't. I will tell you that the two employees that I have now originally were contractors. Um, and both of them actually are gonna be coming and working with click funnels as well. They both were not just driven by monetary, they were freelancing because they wanted a laptop life, but they really, really enjoyed, again, being a part of a team, being part of a bigger mission. Certainty matters to both of them. And if you have someone who likes certainty are gonna, like the steady paycheck, they're going to like not having the hustle. Um, and so, so in that case, when I brought them on as employees, they didn't see it as like, they were like, yes, we're ready to be like on your team like that. Um, and so in some cases it works out, but they had both been working for me for about two years before we, before we did that. So we kind of, you know, the honeymoon was over, right? Like we all knew what we were getting into.
Speaker 2: 29:54 I, it take off here in a few minutes. I want to kind of wrap up with a couple of things, most importantly, how people can get ahold of you and some of the things that are coming over with youtube click funnels. So you had mentioned as far as we, we have the opportunity of having two amazing people being brought over to the team as we're so great. Your laptop life.com is one of the things. So if you don't mind, tell people what that is and why, why somebody would want to go there and what they're going to get.
Speaker 3: 30:20 Yeah. Alright. So, so much is changing but it's going to be amazing. It's going to be so, so create your laptop. Life is basically a membership community for people who want to start service based businesses. So um, I would probably say about 60 to 70 percent of the membership. It's not a thousand people right now. Our funnel building agencies, digital marketer. So if you are interested, that is a great, great community to get hooked in. There's some great content. I go live once a week. I answer your questions and that has been running for three years and it is amazing community, so that is coming over. That will be, I don't know how it's all going to like unfold that I know that it's only going to get better hooked up to the SS click funnels, so that's remaining, um, the second thing that I do, which is going to become an official partner brand click funnels stamp his funnel, gorgeous, which is our premium more feminine, but we also have some funnel handsome in there to a design for heart centered female entrepreneurs who want something that's gorgeous and beautiful. So that's exciting. Um, and then most of my other contact is really going to get worked into the fabric of click funnels. So if you're interested in the two Comma Club x coaching program, um, any of the content that's going to be coming in 2019 is going to be all, all pushed through there. So I will be found in the funnel hacker community. I'm at clickfunnels. That's where the bulk of my content will be going.
Speaker 2: 31:50 Starting January first. Awesome. And she'll be speaking at funnel hacking live so you can go on stage. They're also to get a lot more. Julie, I highly recommend you check out her podcast. So let's talk a little about your podcast. So right now we have this podcast. You guys are listening to funnel hacker radio. We have a marketing secrets, which is just russell talking about his own thing. So obviously for those of you listening to this one, I typically bring other people on like a bread Giuliani multiple times a will bring other people into fight outside feedback and content. I do send my own, uh, thoughts and things here. But do we have to help people understand what your podcast is, why they should go there and how they actually get more of your podcast as well?
Speaker 3: 32:32 Yeah. So create your laptop life.com when you go to that website. If you just go to forward slash podcast, you'll see my podcast, the, your laptop life podcast is literally about laptop life living. And what that means is when you are working on from home on your laptop, most of the time I'm talking about people who are in the freelance market, um, but people who are building a life and building a business that is the nontraditional business. So I talk a ton about marketing online business. I talked about productivity and some balance stuff because you know, when you're not in a traditional office, there's a lot of things that happen when you're trying to balance that work life balance. So all of that stuff. And a huge dose of funnels and marketing are over overact career, laptop, lifestyle.
Speaker 2: 33:19 Alright? So take checkout, create your laptop life.com. Check out her podcast. Uh, you'll see our funnel hacking live. If you don't have your ticket, by all means. I don't know why you haven't bought it yet or not. I can live.com please. Last thing I want is for us to sell out like we always do. And then people are saying, I didn't get my ticket yet to go get your ticket. You don't want to Miss Julie speaking from stage. He's going to be crushing it as always. Uh, Julie, anything else before we wrap things up here? No. You gotta hit out pretty quick.
Speaker 3: 33:43 Yeah. No, I'm just, I'm just so excited for this new chapter. I'm excited for what together we can. We can do. I mean the one funnel away challenge was probably the best example I could see of what happens when you put heads together and you put all those skillsets together. You have russell with the strategic marketing genius that he is, um, my skill set which is really systematic teaching I would say. Um, and taking that strategy and then steven who is just totally the funnel preacher is what I call him because he's just going to like kick your butt and when you put those three things together, we saw the power of what happened. And so I'm just excited to be able to do more and more of that and to, to not have to duplicate my efforts in two different ships and to just like bring more value to the funnel Hartford community
Speaker 2: 34:37 now. Well, we are so excited to have you as a partner. We're super excited to bring your content, your businesses over to click funnels to really help out, especially those people are getting started in wanting to build an agency, wanting to be a freelancer, a, we're going to tie this into a whole bunch of other things. We've already bought some domains around that. June, we'll be launching all that stuff as well, but 2019 is going to be a crazy, crazy year and we're so excited to started off by announcing a Julie as one of our newest partners and more importantly, as the person behind the scenes making everything happen. So Julie, I can't thank you enough. I'm so excited for 2019 and appreciate all that you always have done and continue to do. Thank you.
Speaker 4: 35:15 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 the people 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.
Why Dave Decided to talk to Roland Frasier:
Roland is one of “the most interesting men in the world”, so why wouldn’t Dave want to interview him?!? Roland hopped form the lawyer yacht onto his investor battleship where he’s scaled 24 different 7-9 figure companies, and he’s having the time of his life while doing it. Introduced to the entrepreneurial world by his father, he’s here to share with us all his amazing insights about networking, scaling your business, and other tidbits he’s learned along his journey of entrepreneurship.
Tips and Tricks for You and Your Business:
(6:24) How much do you need to know about your financials as an entrepreneur?
(11:28) Learn from the successful, both living and dead
(30:48) Change is Guaranteed
(35:12) Value, You Have to Give it to Get it
(9:08) “That to me is just the key: having that multidisciplinary approach to getting out of the tunnel vision of just having that one skill of an entrepreneur.”
(11:58) “That’s the key. You need to make yourself a student of success. You need to relentlessly pursue knowledge and experience in that.”
(25:39) “The key to rapid scale in business and in your life is to partner.”
(31:47) “One thing that is absolutely guaranteed is change”
Roland has been on his own since 16, crushing the real estate industry
Want to better improve your networking? Try shutting up and just listening.
A lesson Dave is always trying to help his sons learn is the concept of attributing value to others
Important Episode Mentions and Links:
Speaker 2: 00:17 Everybody. Welcome back to funnel hacker radio. You guys are in for the ride of your life today. I am so, so excited to bring on a dear friend of mine, Mr Roland Frasier. Rolling. Welcome to the show. I appreciate it. So nice to be here. So if those of you guys who don't know, Roland, Roland literally is the most interesting man in the world. He is the puppet master behind a million different brands. This is a guy who basically has been responsible for for literally over 20, I think 25 different companies, taking them for seven to nine figure businesses. The coolest thing for me honestly though, is he's the guy who just makes things happen and you never really see all that you're involved in rolling until you see the aftermath and you're like, oh my gosh, I cannot believe all that. Roland's done everything from digital, TNC and digital marketer and, and war room in addition to a million different other brands.
Speaker 2: 01:07 Uh, a guy who's crushed it in real estate, uh, basically been on your own since you were 16 and yet god is real estate license at the age of 18 and just crushed it in real estate, a recovering attorney who basically created one of the biggest law firms in San Diego area before you went on your own, just doing your own investing in. And I think that's the part I'm most excited is no. So many of our entrepreneurs, they start off rolling and probably kind of like yourself or even myself, where you get going. You think someday I would like to be there. And that's where [inaudible] is right now. He's there. It's fun to point to where you're at. I love seeing you. The, uh, you know, Gosh, there's so many things. Let me just kind of dive right in and that's great. So Roland, I do, I know for a lot of our lot of our entrepreneurs as they get going, they're fascinated by people who have made it. And I know I, as I was going through some of the things, just really even a juror, your background and understanding that literally you're on your own since the age of 16, if you don't mind just share a little bit as far as what got you started, how you got this whole entrepreneurial bug and how all of a sudden you find yourself where you're at.
Speaker 3: 02:25 Sure. Yeah. I, you know, I think what really got me into it was my father to this day continues to practice tax law and so he had a, just a continuing flow of really interesting characters that were in business, mostly entrepreneurs and he would help them plan their tax stuff. But the side benefit for me as this kid was, I'd see all these great entrepreneurs that were in my social life through my parents. And so I got exposed to everyone from real estate investors to grocery store owners that, you know, the Internet did not exist at that time, shockingly. But, um, I mean, I know I look like I like probably only 20 years old, but now I'm the, uh, the, the thing that was cool was just being exposed to that, you know, there'd be race horse owners and I'm just, you know, restaurant owners and manufacturing people.
Speaker 3: 03:25 And so I saw all of them and I was just like, this is really cool. These people are, they don't have jobs, they work for themselves and they work to serve their customers and they found this, this place for themselves that's in a market that makes sense and they're able to have this great lifestyle from it. And so I just was like, I want that. I really am fascinated by that and I want that. And he gave me really great advice as a kid before. No, even when I was in high school, he said, you know, the, the two things that have helped me the most in business are having a, um, an understanding of how to read financial statements. And he took that all the way to being a certified public accountant and understanding what the law is, which, you know, he practiced. He still practices to this day. So for me, I, I, I saw that I was passionate about business. I started reading everything I could about business autobiographies from business people and um, and all of the best selling business books and then marketing and sales and everything else. So it just, I just caught the bug from all of those cool people that, that were in my life at the time.
Speaker 2: 04:41 I love it. And I think, uh, I know for myself, I was very similar to us with this whole concept of, of finding out about, you know, kind of behind the scenes. And the autobiographies for me were huge, huge influence in my life. Um, my dad wasn't an entrepreneur at all at bay, was an attorney and he, his whole thing was, you know, you go to school and I was accepted to medical school, was supposed to go to medical school and the week before I supposed to go, I chose not to devastated my dad. And my mom was very happy now, but it's uh, it's interesting is as I take a look at, at your journey and, and really just how you, how you took that experience of other people and learning from them. It's probably one thing that I admire the most about you is you have this ability to see into the lives and to the businesses and to very, very quickly assimilate the numbers, the legal marketing in a way that most people don't.
Speaker 2: 05:44 A lot of people would say, oh, I understand how to market this. And you very quickly understand the financials. You understand really the business opportunity. And because of that, that's one of the things that's allowed you to really kind of played behind the scenes. You know, I joke around as far as being the puppet master, but you really are A. I know we've looked at doing some different deals together as far as possible acquisitions and, and it's really one of the things I admire the most is your ability to understand the numbers as well as the business. Could you expound a little bit on, on how in depth the person needs to know as far as the actual financials, because I know a lot of, a lot of entrepreneurs, they're like, know I'm let someone else deal with that and I don't care about it.
Speaker 3: 06:24 Yeah. I think that that really just the ability to read a financial statement and know how income statement or P and l, depending on what you want to call it and uh, and balance sheets and cash flows work is really critical because one of, I think the leading cause of business failure is under capitalization and a poor cashflow management. And so that's, that's a critical thing to understand that you can't put off on somebody else. Now a great cfo, a great chief financial officer or a really good accountant will be helpful in, in helping you manage those things. But, but to even get to the point where you can hire those kinds of people, I think as you're getting started, you need. You need to know that just like I, I actually think that every entrepreneur should know how to use click funnels and build a funnel because themselves, because even at the CEO level, to understand what's involved in such a critical component of the business as the marketing funnel or the financial statements is, is really key.
Speaker 3: 07:28 And if you understand how that stuff works, you don't have to be like a whizzbang expert. I mean, and I certainly wouldn't ever advocate that anybody do all that button pushing in their business forever, but, but the knowledge of those basics in all of those different disciplines from marketing to finance to hiring, to, um, you know, to sales I think really helps you have a holistic picture of the business. And so for me, when I'm working with somebody, like I'm going into a new business right now, I'm in the process of buying a real estate brokerage, right? A relatively large, fast growing one. And because I have all those, those places to draw from, I can take those and say, here are the opportunities that exist. And as you pointed out, I think that's my superpower, is I can come into any business and say here's at least six opportunities that are significant that we should be doing that we're not, and here's how we're going to do them and here's the prioritization and here's how they all interlock to increase value and also have flexibility for multiple exits and things like that.
Speaker 3: 08:34 So having, having the ability to, to have insight into all those things I think is really helpful for people. So even just buying a book on, I think Keith Cunningham has a good book on how to read financial statements and um, and obviously Russell's books on marketing secrets or Dotcom secrets, those things. And um, and just having basic understanding of all those different things, if you're going to be in business, will help you, especially with all the people that you work with as contractors, employees, managers, and business partners. So that, that to me is, is probably the key is just having that multidisciplinary approach to I'm getting out of that tunnel vision that a lot of people have as to their one skill as an entrepreneur.
Speaker 2: 09:20 You know, I, I so totally agree. I know when I, when I first got started, I just thought all that matters. I'll just make more money. I'll make more money. That'll solve every problem and it just doesn't work that way. It certainly helps. It's better than not making more money for sure, but it's not enough. Again, I'm, I was just recently actually introduced to Keith Cunningham's work and really been fascinated by it, so I'd highly recommend you guys take a look at the. There's quite a few different books he has out there. Any of them that you recommend specifically
Speaker 3: 09:52 that one on reading financial statements. It might be like keys to financial statements or. I think he's got a key in the title. I'd have to look it up, but that it's a very thin book and it's very rich in what you need to know.
Speaker 2: 10:05 I totally, totally agree. If a person wanted to kind of develop your superpowers, what additional things? Because I get enrolled, I'm always so impressed by it. It always cracks me up. Anytime I see you a networking and working with other people, you are so observant and so keenly aware of everything that's going on around you as far as the people who's talking to who, what, what's available as far as not only actual tangible assets, but also the emotional assets in the employee assets. How any additional resources or ideas. If a person said, you know what, I would like to become more like rolling in that super power. What else? Where else could they get more wisdom in that area?
Speaker 3: 10:47 Sure. The, the, you know, as you and I talked about the, to me, I think the autobiographies and seeing how great entrepreneurs of the past have thought and and when they take the time
Speaker 2: 11:00 to share
Speaker 3: 11:02 that when they're looking back over their lives, they will. They will identify those key pivot points in their lives and and looking at what they did and how they think and how they approached it, especially when they're thinking back on it I think is absolutely invaluable. So people asked me who, who are your mentors? And I posted a, I think a week or so ago because I had a lot of people asking me at the end of the year and I said my mentors this week, our Henry Ford and John Rockefeller and Conrad Hilton, who all built amazing industry changing businesses and I read, I was reading actually listening to because I can listen faster than I can read listening to their autobiographies. And, and I think that that's, that's the key is you need to make yourself a student of success and you need to relentlessly pursue knowledge and experience in that.
Speaker 3: 11:59 So the, the other side of the coin is, you know, learn about law, learn about financial statements, learn about marketing, learn about hiring, learn about all of the different components of a successful business. Get as many mentors either live or, uh, or via a books and tapes and courses as you can network with successful people. Don't network with unsuccessful people. So I belong to multiple masterminds and uh, and yours is a, as on the top of my list for 2019 by the way. So I'd love to chat with you about that after. But I'm being around people who are doing things and staying plugged into the current and by current I mean current like an ocean current of what is working and what is not and where things are going, I think is gives you those glasses that allow you to see around the corners of what's coming next in your business and the businesses that you get involved with.
Speaker 3: 12:58 And then on top of that, I'd say go out of your way when without people asking. I mean don't do it a officiously, but, but without people asking, I, I just go out of my way to try to find ways to help other people who are successful businesspeople and who are aspiring successful business people. And that interaction keeps me sharp. I'm always looking for as, as traffic and conversion summit taught me. I'm always looking for the up and comers. If you ever think that the incumbent marketers and the incumbent gurus of today are the only thing that you should study, I think you're missing out on so much that the past has to teach from the Robert Collier's and the Claude Hopkins is. And those folks, um, to the up and comers who are making headway in the business and you see them rising. So when I see somebody be mentioned several times in a few, in an, in a few different places as an up and coming entrepreneur, whether it be marketing or otherwise, I reach out to them and say, I'm hearing a lot about you.
Speaker 3: 14:02 I love what you're doing. I would love to connect and get to know you better. So I'm trying to bridge the past, present and future at any given time. And then when I get the chance to be in the company of any of those people, I shut the hell up and listen to what they have to say instead of trying to prove how amazing I am, I want to know what they're thinking and how they're dealing with the challenges and what they see coming and all of that knowledge and experience and networking and helping converges into what helps me to be able to do what I do. Man, sage advice. I love it. I, oh my gosh. I think it's one of the things that I've noticed so much with successful people is that ability to just
Speaker 2: 14:52 shut up and listen and not think that they know everything and it's literally Russell and we're talking about this just the other day, how, and I'm sure you've been around long enough to see it as well. There's certain people who at one point were totally on top of their game and then thought they were it and that's all that mattered and they stopped learning and they stopped growing and then all of a sudden they start to taper off and then all they care about a significance and they do everything they possibly can to go out and gain significance and yet they have nothing to give.
Speaker 3: 15:24 Yeah. Yeah. It's, it's, it's amazing if a, there are plenty of opportunities to be found in people's desires to be relevant and yes, so true. Right? So that, that's. That is definitely, I think an important thing to know and, and to help people to be relevant. If you can help people to be even more relevant than they are or regain relevance than there are, they will forever love you and, uh, and help you and do anything they can to open every door they possibly can,
Speaker 2: 15:57 can do for you. I love it. Well, I'm curious, how did you get involved with TNC? So a marketer and more room. I mean, it's this massive brand that you basically own.
Speaker 3: 16:09 Yeah, I, um, so I, I own it with, uh, with three partners, Ryan Deiss, Perry Belcher, and then Richard Lindner who is the president of, of digital marketer and that's all under a holding company that owned several different things. But, um, I met those guys. I listened to one. So my, my internet history is, is fairly long and fairly, uh, from, from very early. Uh, so back in the days when there was Delphi and compuserve and then eventually America Online, right? I had deals with a compuserve and America Online. I had, um, I had lots of websites before when it used to cost me $50,000 just to put up a webpage, you know, because it was all tables in html and stuff like that even before css. So it's, uh, it's been a long, long journey there. Um, and um,
Speaker 3: 17:03 that, that stuff just led to trying to find out who could I look to, to learn from. And so around the, I guess it was a, at this point, probably the two thousands, like the 2007 ish. Um, I, I started, I found this group of people that seem to all know each other. It was Jeff Walker was doing pr just, he hadn't really done product launch yet, but he, he did maybe a year or two after I ran across him. And then a guy named Jeff Johnson who was doing all this really cool, hi highly technical, get multiple servers to create link farms back and forth. And I followed all this stuff and it worked. I was like, wow. So I had, I actually still have all things. It's funny, I get the bills for, I can't, I just can't bring myself to turn them off because I love the technical aspect, an aspect of building sites on multiple servers and ips and then sending those over to others and linking back through them.
Speaker 3: 18:03 But then I made a ton of money doing it. But along that time, uh, there was this guy, Ryan Deiss who seemed like he had some cool stuff and I can't remember. He had a continuity thing, um, that I subscribed to that where he would give little snippets of code and stuff like that. And then he did this announcement that he was partnering with this guy named Mr x and mr x was doing crazy amounts of volume selling physical products online through Google and things like that through ad words. I remember that sales letter, right? Yeah. Wholesale traffic system. Right. And um, so I bought that and was blown away by it and when they announced that they were having a live event, I went out to it and it was the first t and c first traffic and conversion summit, which I think they, they said they had like 289 or 389 people or something like that.
Speaker 3: 19:00 And I was just, I wrote until my hand cramped. I, they, they didn't run events so they were just free form, you know, just, just the whole time was not planned. No agenda, no breaks, nothing. And I'm like I'd have to go to the bathroom but I didn't want to. I literally remember crossing my legs. I wish they would just stop, I have to go to the bathroom so bad, but I don't want to miss anything they're saying because I never stopped taking notes and I'm left handed. So when you handed the ink, you're moving your hand over the ink that you just wrote with or you know. And so my hand is like black, my whole lower hand by my pinky and I got to go to the bathroom and still they're just going on and on and it was so valuable and I'm a.
Speaker 3: 19:49 I later found out that they had no idea they were going to lose money on the event and they had no idea how they were going to pay for it. So they decided at the event they need to sell something and the only thing they could think to sell was a mastermind. So they, they decided to call it a war room and sell a $20,000 mastermind and they had I think 20 spaces or something like that and they ended up selling it out and I did not join. Then I talked to a couple of people that were joining and I was kicking myself for the whole year after for not doing that thing because I was like, I don't know, you know, I've got. I had direct mail businesses and infomercials and all that stuff that I was doing. So I didn't know how relevant the.
Speaker 3: 20:32 I knew I wanted the online info, but I don't know how relevant that mastermind would be and then I was just even like, I had Fomo, like, or regret I guess for not buying it about a week after the things I should have done it and it was full so I couldn't get in. And so then the second year I, I ran up to the desk and said I want to join the war room, and they said you can't. And I was like, Oh, you're kidding me. It's still full. And they were like, oh no, we haven't printed up the forums yet. I was like, oh, awesome. So I, I mean, so it's really funny. I, I just, my experience was with all of their stuff was as a customer of TNC, a customer of digital marketer, a customer of the war room, and I was a member for, I think it was three years when I was helping them and I didn't really.
Speaker 3: 21:24 I didn't really have any big online business or anything at the time. I just wanted to. I, I really loved the marketing and I thought that there would be an opportunity to take their knowledge and apply it into my world, which was more buying and selling companies and you know, helping, helping to, like to buy a company, help to really blow it up in terms of sales and profits and then sell it. And so I started talking to them about that and eventually three years in and I was helping them because of my, you know, my legal and accounting and business background, the opportunity came to, to buy in as an equal partner and I'm with Ryan and Perry. And so I, uh, I took it and as, as a result of doing that, uh, they didn't really have anybody, they had no plans to scale war room and TNC.
Speaker 3: 22:16 Ryan was not a fan of events and he'll tell you to this day, he's not a fan of events. They scared, they just scare me as nightmares the week before waking up, thinking that he showed up and nobody was there. Like he walked on stage and there was literally nobody there. So I kinda took over. Um, those two things and got to, got to scale them and grow them and we, we just exited a controlling interest in TNC. We're still programming and, and um, you know, marketing and all of that stuff. But our partner is a giant events company called Clarion that has 250 different events all over the world and they specialize in helping you take things internationally, which I've been fighting with my partners to do for, you know, for the last two or three years. And it was just a question of focus and money and resources.
Speaker 3: 23:07 So having the ability to exit and get, you know, get a nice payday for ourselves, but also have the company funded the TNC event funded in a way that allows it to expand his has been absolutely magical. And so now we're, uh, we'll be in the convention center in San Diego starting in 20 slash 20. We're doing one in New York at TNC in New York, the 17th, 18th and 19th of September. We're in 20, 20. We'll be in a Singapore, Amsterdam and probably China, assuming we can get everything together in time, but it's a rapid, rapid, rapid rollout with the capital, the team and the skills that we need to do that. So it's, it's been really fun and exciting and we've got um, uh, I don't know why. And when is this going to air out? It's probably error a second week of January. Okay. So we've got Richard Branson should be coming out.
Speaker 3: 24:03 We're in the final. We've, we've got him to agree to come out and so we've got giant people that are coming now because we've got the budget to do it, you know. So it's, it's just now. That's cool. Super exciting. Yeah. And then with war room, same thing. We've, we've blown war room up now to um, you know, to almost 200 members and um, and are looking to double that in 2019 and now we've got somebody that's interested in purchasing a controlling interest in that and our survival businesses, same thing. So it's really fun. Now I'm a in 2019, I'll be six years in as a partner and we have, will have had three exits, plus we still have another four or five, uh, ready. And then we ended up owning continuing interests in these companies, but funded by massive, big, uh, experienced partners that can really help us take everything to the next level role in that.
Speaker 3: 25:03 That's a super power. You talked about it like it's no big deal. We're just going to scale this thing out. We're still have controlling power, but just taking, you know, large checks off the table and I think that's part of, you know, a lot of entrepreneurs like, oh my gosh, I would love to be able to get to that point. Yeah. And again, they can, I mean they, they've got through through the tools that you guys have given them. They have all of the basic things they need to catch fire and start that and then they just have to start thinking about the business outside of just the marketing. That's, that's key. And, and so for me and for my partners, obviously the, the secret to rapid scale and in your life and in your business is to partner you, partner with a, with a great spouse who will support you when you do all of the things that you want to do and the difference of people who have found that support and who don't have that support is very marked, right?
Speaker 3: 25:58 The difference between having that partnership in your family life that allows you to have the time and the energy and the focus for your business life is incredibly important. And then for me, I'm not, I can market, I can write copy, I can do a lot of things, but I'm not the best at that. So I partner with the people who are. And then it's, it's like super friends, right? It's like everybody or did the turtles or the power rangers. Everybody comes together and you have this super force that can just go and accomplish anything. And so like you partnering with Russell and um, you know, you guys have built a great team there that, that is key. So for anybody that's listening that is just right now that that is experiencing success and they're, they're really starting to to find their space in their market.
Speaker 3: 26:54 The big cool thing is that now would be a great time to look for other people who are able to add the skills that you are not the best at so that you give your business the best chance to take off and you get to focus on the thing that is your superpower so that you don't get distracted with all this other stuff. Because I see so many successful people who stop at a million or 5 million or 10 million or 30 million or whatever because they can't. They can't get past like. It's like I don't know how to hire a team or I can't find the money I need or I just don't have the vision of where to go from here. It's all out there. Just partner with somebody.
Speaker 2: 27:37 Oh my gosh, I totally believe you in that one. That's it for us has been the main reason we've been able to scale like we have. And I, I remember talking to Dan Sullivan about it a while back with strategic coach and you know, his whole thing is, it's, it's not how I had to find the right. Who and everyone who's ever been fortunate to work with you. You've always been the right who for, for every partner I've known that you've ever had. And it's the role. That's the great thing about you is no one. I've never heard anybody ever say a negative thing about you. It's the coolest thing in business to see that. It's, I'm just amazed that I've never ever heard a negative thing about Roland frasier. It's just so impressive to have that kind of a track record and a very, very small knit community. So congrats. It is, it is a tiny community. Is. It is real quick. I want to jump over to your new podcast because I think it's just awesome right now. So for those of you guys who want to get more of role in which I highly recommend that you do, I've got a new podcast. It's called business lunch with Roland Frasier. Uh, I think you got what, four episodes out? Four or five now?
Speaker 3: 28:38 Yeah, it's two a week, so I think there's five out now and then they're doing a long kind of a longer interview on Wednesdays and then a snackable a short, like five to seven minute thing on Fridays. Yeah. So I listened to one. The hacking your bio biology with Dave asprey I guess last Friday. It was awesome.
Speaker 2: 28:58 Did Great Guy. And then the first one I heard was with Jj Virgin and I think uh, and I think you're doing these videos, aren't you?
Speaker 3: 29:07 I am not yet. I want to but um, but like and I should but I just haven't gotten that part down yet. I'm very excited to have finally gotten the podcast out because I wanted to do it for like three years and I just never, you know, never took the time. But I do shoot little videos all the time when I meet with people and then post them on facebook and whatnot. So I'm going to start putting those on youtube as well. So video is a, is fast approaching.
Speaker 2: 29:36 Awesome. Well, for those of you guys, again, the great thing about rollins podcasts as you have the opportunity to listen to it as it goes into for one, your network is just so vast and you could literally, you're one degree of connection away from basically anybody at all, which is awesome and so the people you're having on there just super cool, but I think the part I like most as far as just hearing just how candid and just the banter back and forth between you and jj was hilarious. It just, it was just so just natural and just flowed so well. Just it was really a lot of fun and I think for those of us who don't know rolling that well, one of the, again, I always refer to you as the most intriguing man in the world here because you have this lifestyle that is extremely nice, wealthy lifestyle. But the fun thing is you play the game of trying to get upgrades and points and and different hotels and stuff and it's just. I heard you guys talking with Jj back and forth a little bit about it. So any tips as far as for traveling, I know you do a lot of traveling for our, for our audience here, any tips you would recommend as far as where they should get the best upgrades or points or anything else to have a better lifestyle while they're traveling?
Speaker 3: 30:50 Yeah, I have a lot. So the first thing I'd like to do is thank you for, uh, for seeing what I, what I'm trying to do with the podcast because I, I've seen like, I have a lot of reviews that are great and I've got a couple of people that say there's no takeaways, be more tactical. And so I just want to say that
Speaker 2: 31:09 there's a place for tactics and there's a place for mindset, but mindset always trumps tactics in the long run. So you need both. But there are plenty of podcasts out there that have ridiculously good
Speaker 3: 31:24 tactics, including a lot of the stuff that you guys put out right in digital marketer puts out.
Speaker 2: 31:28 But, but the thing that, that I think is really important to see is that if you can have a peak into the way that
Speaker 3: 31:41 entrepreneurs who've achieved great levels of success, I think at, again, like we talked about with the autobiographies, those pivot points in their lives, and you can see that most of the people that I talk with are always upleveling their. They're never complacent. So that's, that's one thing like the people that you mentioned that say, Oh, I'm a successful, I don't have to learn anymore. Well, the one thing that's guaranteed is change. And so I,
Speaker 2: 32:06 I operate as though
Speaker 3: 32:09 everything that I'm doing right now is going to be irrelevant and changed completely three years from now. So I know that keeps me hungry and it keeps me motivated to find new ways to up level
Speaker 3: 32:25 as I go along. And, and as you, you listened to a jj or um, you know, when you guys do like the story of click funnels is constant upleveling and, and, um, the interview with Frank Kern or Tucker Max, you know, Gary v or any of those people, they're all, they're all focused on where's the next place to go and they're not satisfied with where they are. They're not unhappy. They're just not content and complacent. And so I think it's interesting to see that and it's so important as a takeaway. So if somebody listens to the JJ interview and says, I didn't have any takeaways, I don't know what to do, well then you missed everything and you're probably not going to be wildly successful because you see she went from aerobics instructor to Speaker to Dr Phil guests to bestselling author and on and on and on to qvc personality now, right?
Speaker 3: 33:22 It's, it's, it's the, the thinking have, well, okay, I've got this. How can I serve, how can I succeed in this? But also where am I going to go next and how am I going to make that leap? And, and they're all terrified along the way. We all are as entrepreneurs and entrepreneurship is hard. I mean, it's fricking hard, right? So you've got to, um, have a peak that, that is the case for everybody. And there there've been those challenges all along. So that helps you see that there's a place for you to go. It helps you see that everybody has challenges that they're, they're frequently, especially when they're coming up, betting the farm and um, and they don't know where the next thing is going to come and you know, they might not know how they're going to make payroll or how they're going to pay for this mastermind they signed up for or whatever.
Speaker 3: 34:11 But, um, but they always make it happened. And so that fascinates me. And I think that it, the other thing is that networking and relationships will determine your level of success in the grand scheme. So it you, you can design a great funnel sitting behind your computer, but what you can't get is the 20 people that are going to help you blow up your product and connect into retail and find the partners that you need to help you promote and find the right CEO or cfo or whatever, or team members it, it's, it's the relationships outside of that. So all of that is what I try to get down into when I'm talking to somebody. And so having those relationships to where I can talk to those people and have them actually just have a conversation I think is super helpful.
Speaker 2: 35:09 Oh, I love that. I, I'm such a huge believer in that. I just want things. I've tried to teach my four boys. His life is all about who you know and relationships and providing a ton of value and as long as you're out there always providing more value to other people, you may not get the exact deal that you want, but something else always comes. It just does. It's just the most amazing thing. I've never, I've always been so appreciative to those people who taught me that early on my life as far as the importance of you just develop strong relationships and you just have idea where they're going to go or how things will cross in the future, but networking relationships to me is it's what life's all about,
Speaker 3: 35:44 which is why you should always try to help everyone that you can and don't ever disregard anyone. And I like. There was a book I think called what got you here, won't get you there. Yes, and for me it's who got you here won't get you there. Which is to say that the people who got you to where you are a, you don't forget, you don't throw away. You know, we say in the south, you dance with them that run you, but also you have to realize that the people that, that have people who have not been where you want to go will not probably be able to get you to where you want to be. So you have the the job as an entrepreneur, if you're seeking ever greater success of nurturing the team that you've got, supporting them in their development as business people to help support you and the company and their own personal growth and also helping them to find resources in terms of people that you bring into the company who have been to where you want to go so that they can help everybody move up. That rising was it the rising tide raises all ships or something like that. That's, that's the thought and so I think that's a really important thing to keep in mind.
Speaker 2: 37:05 I appreciate that. We'll roll and I could talk to you for days on end and it, but I appreciate your time as well. As we kind of get close to wrapping things up. Anything else that you want to share with our audience?
Speaker 3: 37:15 What is the main thing that your audience needs? Would you say what? What most people listening right now, what are they struggling with?
Speaker 2: 37:22 I think mindset is always one of the biggest things and whether a person wants to agree to or not. It's been interesting this past year I've been, I've hired quite a few different coaches, one for a fitness, another one from nutrition, another one basically, and finances and then a jerrick Robbins, Tony Son for more of a personal development side and he's the one who actually introduced me to a, to Keith Cunningham is great. I love him. I just, I, I. It was one of those things where I was struggling. You know what I think the thing I really need here is mindset and yet I thought, man, I've been on the news a long time. It's like I'm pretty much on top of my game, but it was fascinating for me this last year and how much I've appreciated just it literally to me again, I know Tony talks a lot about as far as it's that two millimeter change. These aren't drastic changes you have to make. Yes. Little tiny changes that just make just massive, massive changes. And so for me, I know a generic was talking a lot about just the relationship with my wife as we celebrate 25 years of marriage in November. Oh, congratulations. Thank you. We've had just a great marriage, but it went back to what you just said and that was the relationship that got us to where we are, won't get us to. We want to go.
Speaker 3: 38:36 Right. And so again, anything you have on mindset or on that side I think would be of extreme value. Gosh, there's just. There's just massive broad topic basically, but I think that I. I guess the thing, the biggest thing is, is if you can always realize that you're thinking too small, no matter how much success you feel that you've achieved and how much you want to pat yourself on the back or how much everybody else's patting you on the back and telling you how great and smart you are and everything else. That there are so many people in every area and you broke down a lot of them really, really well there. And in terms of your coaches, which is by the way super impressive that you're working on all those areas at once, but that you're thinking too small in terms of how good your relationship with your spouses or your significant other.
Speaker 3: 39:28 You're thinking too small in terms of how your relationship with your children are in, what, where your business is and how fast it's growing and the income that you're making, all of those areas, uh, how you're taking care of yourself. You're always thinking smaller than other people who are out there, so never get cocky to the point that you don't continue to stay hungry to improve every one of those areas of your life and realize that every one of those areas of life interlocks with every other area and can constrain it or, or propel it. And so I think that if you can just stay mindful of that, that you, you aren't as great as you think you are, but congratulations on where you've gotten, but you've got to get to the next place because there's always somebody coming up behind you and there's always somebody that's way ahead of you and there's always so much to learn.
Speaker 3: 40:24 Oh, I love it. Well, thank you so much Roland. If people want to get ahold of you, obviously they should go listen to your podcast. Again, that's a. make sure you go, yeah, just a business lunch, a business lunch with Roland frasier. I got the Roland Frasier Park down. I forgot the business lunch part. No problem. Lunch with Roland Frasier. Make sure you check that out on itunes or wherever else you look listening to podcasts, so business lunch, Roland Frasier, and if they want to reach out to you. Any other ways of getting ahold of your content? I have a my website, Roland frasier.com or all the social medias. I'm always like on facebook, linkedin, Insta, a, all of those places. It's always forward slash Roland frasier. Awesome. Well Rolling. Thanks again Brad. We'll talk real soon. Thanks Dave. Really appreciate you having me.
Speaker 4: 41:07 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 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, 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 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.