Why Dave Decided to Talk About When No One STILL Isn’t Listening:
Dave felt pretty vulnerable and even weak today guys. He saw that this podcast wasn’t doing as great as he wanted it to, people weren’t listening and so value wasn’t being added to the community he’s doing this for. But, after a conversation with a man named Chandler and a man named Stephen Larsen the show was saved. Dave saw the importance of the content he was able to produce and also HOW he was going to go about displaying it.
Tips and Tricks for You and Your Business:
(0:34) Dave Was Curious, Is Anybody Listening to this Thing?
(2:42) It’s Not that Dave’s Podcast Isn’t Great, He’s Just Been Going About It Wrong
(4:43) You Need to Thank Chandler for this Part
(6:17) “I Had to Start Over…”
(8:12) Marketing = Stories
(8:59) You HAVE To Publish Especially When You Don’t Want to
(7:40) “Is there any single, greatest tip you’ve learned from being so close to Russell? Well...take your phone out and start recording”
(9:19) “When you’re publishing, one of the most important things to publish is about the journey. I’m going to take my own advice and share my own journey now.”
Through a conversation with his boys, Dave saw the importance of continuing his journey through this podcast.
Allow others to help you tell your own story.
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, funnel hackers, welcome back. Uh, this is going to be, yeah, a little bit more of a vulnerable podcasts and I typically do. Um, so what's happened here recently is there'd been a million things going on and I'm just trying to figure out, you know, how do I best use my time? So I sit near, they can, you know, is this whole podcasting thing even worth it to me? And so I started going back and I never ever checked my stats. I'm just, when I don't, I just, I'm always concerned, no one's listening. And so I thought, you know, I better go figure this thing out. So I started, uh, this podcast, uh, basically it was three years ago. It was February of 2016. We're now in February, 2019 and over the last three years, it's been really kind of a, a crazy situation. I've got just over 300 episodes now.
Speaker 2: 01:04 It's about a hundred or so a year, I guess. And I started kind of taking a look to see what's been going on and it was steadily going up. It was kind of flat for the first almost a hundred episodes, whereas between basically 500 to 700 downloads per per app per episode. And then I got to about 100 and I started to, to get some momentum. So realize it took me almost a hundred episodes before it even got any momentum. Uh, really got to get things going. So I was recording this thing. I would him try to go back and take the stats are, so episode 100 was a fee was April, 2017 so almost a year and two or three months before I even got any real momentum. And then from like 100 to one 50 it started ticking up to about almost a 1500 episodes. And then I put a whole bunch of money behind it and a jumped up to around 3000 episodes between like one 60 to almost two 30 but at that point, um, I stopped doing any ad spin on it and just kind of let, let's just kind of go.
Speaker 2: 02:08 I thought, you know what? Things are going great. And it really went well if like two 30 to two 70 and I thought you don't, Gosh, I've got this thing down. I finally figured this thing out. And then what happened was after like two 70 it has steadily gone down and I was so from like two 70 started, that was like September of this last year. And over the last four or five, six months, where before I was averaging now somewhere in the neighborhood of about 3000 per episode. It is literally gone almost down in half to where now it's about 1500 and I'm like, why am I doing this? Why I get so fresh? I'm like, there's so many other things I should be doing, I could be doing. I'm like, you know what? I'm just done with this. I'm frustrated. It's not working. It's, I don't, I can't track it.
Speaker 2: 02:56 It was just, I know I got to the point where literally this, I pulled these stats last night and I was just bummed. I'm serious. He just sat there and thought, you know, I've been doing this for three years and it takes a ton of my time and effort and I'm like, you know, I could just, I could just do something else. And I thought, let me take a look over the last few episodes and see what, what happened. And then then matters got even worse for me. What I realized was the majority of the episodes over the last four or five months where my own, where I wasn't interviewing people was just me dropping what I thought was value bombs. And they basically were duds and I thought, oh my gosh, maybe nobody likes me. Maybe my value of my contents suck. And the only value I have is just an interview in other people.
Speaker 2: 03:41 And all of a sudden this crazy stuff went through my head. Like, you know, Dave, this doesn't matter anymore. It stopped doing this. You're wasting your time. No one cares. And really for the, like the last 24 hours, I've just been in this funk and I'm like, you know what? I don't need to do this. I don't want to do this. At times I do this in hopes of providing value to people and if they're not getting value or I'm getting lower value than I thought, what am I doing? And so I was sitting there and I was talking to my son Shanda this morning and just kind of venting because I was frustrated and just, I've got fucking live and next week it's literally three days away and I'm supposed to record for podcasts and realizing that nobody likes my podcast when I do it myself.
Speaker 2: 04:26 And so I was just sitting there going, channel, I'm done with this thing. It's like, dad, you can't be done. You can't be done. I'm like, Chan, I'm done. I am so tired. I'm so tired of publishing and it not mattering anybody. I'm just like, ah, I've got a bunch of other stuff I've got to be doing and I should be doing than this and I don't want to spend my time recording these podcasts and I have to thank him because if it wasn't for him, you wouldn't even be getting this podcast. I basically sent me a box and said, you know, dad, Dan, one of the things you've been struggling with is this whole idea as far as being more vulnerable and telling people and sharing with people really what's going on. He said, you need to get on and do a podcast where you literally share.
Speaker 2: 05:07 They know it right now. It kind of sucks and you want to quit and let people know that. And I said, I hate it. It's just not in my nature to go down. Go down that direction. He said, well dad, you need to do it. So because of Shannon there, you're getting this totally open, revealing pot revealing podcast of where things are, what I'm going through and I'm hoping, um, so first of all I'm going to continue to publish. I mean, continue to podcast. I'm going to get even better people on the podcast and I'm going to improve my value or what I hope will be my value to anybody who's listening to this. So those are the two things I'm committing to do. And I've decided I'm for sure I'm going to do this at least until episode 500. So I've got another 200 or so in front of me that I have to do.
Speaker 2: 05:53 Um, and I'm gonna see if I can get this thing up and growing to where I want it to, where it's getting the value that, that, that I feel like I'm providing the value to enough people. Um, and so again, Chandler, I have to thank you for that, uh, recommitting instead of bailing out and quitting on this thing. And then the other thing that happened just recently was recently being like an hour ago as I got a, uh, an email. I saw it on Facebook and then I saw the email from Steven. And so he's got his own, he's got a couple of different podcasts and he and I've had, uh, we were actually supposed to a podcast last week together. My schedule got busy. He has got busy, and so we'll, we'll get that one done and there'll be one you can look forward to coming.
Speaker 2: 06:36 But I was going through and I saw this podcast and I thought, you know what, Stephen's been spending a ton, I mean, literally tens of thousands of dollars a month on his content, publishing it, advertising it, getting it out there. And so I, when I saw his podcast or his Facebook live, or I'm sorry, Facebook posts and then his email at that, I want to share this with you. Uh, and I, I hope that it resonates as well for you as it did for me. So basically the, the email started off saying, if I had to start over.dot, dot. So I'll just kind of read this to you and, uh, and hopefully get the context out of this as well. So as cracks me up, when people ask Steve, how would you do it over again? I'd start publishing earlier. Well, Steve, what's the biggest thing I could do to have success published regularly?
Speaker 2: 07:20 Well, Steve, is there any single grace tip you've been given after sitting so close to Russell? Well, take your phone out. He record and say stuff. Well, Steve, how long does it take the average person to do this? Well, I'm not average and who cares about the clock? Just publish it anyways. Well, Steve, what's the most important part of funnel building that I can focus on? You can have rough to mediocre sales message offer and funnel building skills, and it'll all be okay if you're publishing well, Steve, I need to be better before I start publishing. Well, cool. Did you talk about that feeling on your latest pop publishing an episode on a side note, that's the one that resonated with me. Then he goes on to say there's very little reason I can think of weight. You don't? Nope. There's no reason. There's no reason I can think of why you shouldn't be publishing.
Speaker 2: 08:08 I've never found a negative. Even when I sucked my friends. Marketing equals stories. You can't be good at them unless you practice them. Why not build a following in parentheses? The real asset in business and publish your stories. Don't know, but I'll publish about it. And then it goes on to basically see it the next funnel away challenged about to start. And he said he'd love to send his bonuses to you as a bribe. Morrison's are kind of ridiculous and I'm publishing in his link here. So please go ahead and sign up through his affiliate link. It's OFA signup.com. Again, it's o f a signup.com. I'm publishing his link here because he was kind enough to let me use his story as part of my podcast and he encouraged me by reading his email. So realize the importance of publishing. So a couple of takeaways and hopefully this makes sense to you.
Speaker 2: 08:55 The first takeaway is the fact that you have to publish even when you don't want to. In fact, especially when you don't want to. I remember with Russell, it was literally hundreds of episodes, uh, his publishing where if he actually knew his numbers, he wouldn't have done it just because he was publishing all the pain, all the suffering, all the agony of closing down a business, restarting a new business, and trying to document that journey. So realize when you're publishing, one of the most important things to publish is more about the journey. And again, I'm going to take my own advice. I'm going to start publishing more about my journey as a, as a podcast host and a pub and a publisher and also some of the other things that are happening here at click funnel. So you're going to see a lot more of the stories and a lot more of the emotion.
Speaker 2: 09:35 I'm going to, again, that's over the next 200 episodes. I'm trying to become much more transparent, much more vulnerable, and really kind of share the pain and the frustration that happens as for one as a, as a podcast host and a publisher, but also to as a partner in click funnels and some of the stuff that we're going through. And some of the pain and the frustration and the headaches and all the things that just happen. So again, I want to make sure that you understand the importance of publishing. You have to publish on a regular basis. If you're not publishing, you need to take your phone out. I literally am recording this into my iPhone. Uh, do an exactly what Steven said. So first of all, I hope this podcast gives you courage to go out and start to publish. And if you're publishing and you feel like no one's listening, it doesn't matter.
Speaker 2: 10:16 Really, it only has to impact one. For me that impact today was Chandler and I was so appreciative the t he took the time to encourage me to continue going forward. Number two, realize that when you're publishing, the most important thing is to start getting better at telling stories. Uh, spend the time, tell the stories you can publish as an interviewer, as I've done in the past, but realize one of the best things to do is to learn to really get better at telling stories, which is what I am going to be doing in the future. More of, even though to be honest with you, those are the, those have been the episodes in the past that haven't resonated as well. So I'm going to try to get better at doing that. Third thing I'd ask is if you find value in this, I would love just getting some feedback from it.
Speaker 2: 10:56 If there are people that you would like me to interview, please let me know. I actually have a pretty deep rolodex and that's been one of the skills I have as far as being able to contact and connect with a lot of people. So if there's someone you would like me to interview, let me know. Just send me an Instagram message, a Facebook personal message, or you can always email me David click funnels, but reach out. Let me know who you'd like. Second of all, if there's content that you would like for me to provide, uh, things of my past or things that we're going through right now, let me know. I really want to make sure this is a value to you. I appreciate anyone who's listened to this and in return for that, I want to make sure that you're getting value out of that.
Speaker 2: 11:29 So with that said, first and foremost, go out and publish. Second of all, let me know how I can make this podcast better for you. And third, if you haven't signed up for the one funnel away challenge, I'd encourage you right now to go side through uh, through Steven's email@example.com. I appreciate him allowing me to use his story as a part of my story here on this podcast. So get signed up for the next funnel way challenge ofa sign up.com. He's got a ton of bonuses that you can click and check and find out all those that you get, just they're going through his affiliate link. So thank you so much for listening to this. I hope you have an amazing day and publish, publish, publish. Hey Ron, thank you so much for taking the time to listen. I can tell you things I love more than anything else aside from listening to podcasts is reading books.
Speaker 2: 12:13 One of my favorite books was the very first book that Russell wrote. It's called DOTCOM secrets. It's the underground playbook for growing your company online. So if you've already got a business or an idea and you've got something you want to get going right away, go ahead and check it out. We literally give you the book for free. You just pay the seven 95 shipping your hand on me. Just go to Dotcom secrets.com and we'll go ahead, we'll ship you out the book. You just pay seven 95 shipping and handling, and the book will be on its way to you. Thanks again so much for listening and remember, you're just one funnel away. Yeah.
Why Dave Decided to talk About Learning for Two:
With today’s saturation of content and information, smart learning is something that allows us to take our current knowledge and even our current businesses to the next level. When you “learn for two” as Steven Larsen always says, you not only learn it deeply for yourself but you are also then capable of teaching it in a way that your clients learn it deeply for themselves.
Tips and Tricks for You and Your Business:
(1:30) The Problem with Quantity over Quality in Consuming Content
(2:16) Small Time Learning Equates to Small Time Earning
(3:00) How Russell Learns from Mastery
(5:06) Learning to Transfer the Knowledge
(1:34) “Too often people are out there just consuming as much content as they possibly can and just get it really through speed and get as much done as they can so they’re on to the next thing.”
(5:37) ”The way you get deep roots is by mastering a skill”
(6:32) “Learn it most importantly in a way that you could teach it so simply to someone else that they could turn around and implement what you just taught.
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 is your host Dave Woodward. Welcome back.
[00:18] Well hackers, this is a fun topic. Gods one in one of the things right now with everything going on, we are literally, it's like days away from funnel hacking live. There's a ton of stuff happening here in the office. We were here late last night and try to kind of figure out exactly what, what's the next step, how do we simplify things, how do we make it even easier and better? And how does it, what can we do to make sure that we actually grow from 76,000 customers, 250,000 customers and be able to serve more people? And one of the things that's come up recently that I see happen so much is uh, we've just launched. So the one funnel away challenge is one of the things we launched back in November. We just didn't know. One January, we're doing another one. February 24th. You if you haven't, if you're not already signed up for that one, by all means, please make sure you sign up.
[01:01] Uh, February 20. I'm sorry, it starts actually February 25th. The next one will be March 25th. Um, so I've had a lot of people approached me saying, well, okay, they've already gone through that. Uh, what's the next thing, right? I want to learn what's the next thing I want to learn? I wanna learn, I wanna learn it. What's that? I, I got to get all this stuff done. I got to go fast. I gotta make sure I understand these things. So one of the things that I, I was talking with my son here on there about this morning was this whole principle of are you learning for two? What I mean by that is too often a lot of people are out just consuming as much content as they possibly can. They're trying to just get it through a speed and basically get as much done as they can.
[01:39] So they are, they're onto the next thing. One of the problems that happened to doing that is you forget the importance of immersion. You forget the importance of mastery. And if you take a look at so far as the people who really are the very, very best in their craft and in their trades are those people who have actually mastered something. So I want to make sure as you start taking a look at the skill sets that you're going into, the things that you're trying to learn, are you looking to actually master this? Are you literally just taking a cliff notes approach to, to funnel build you cliff notes, approach to marketing, just trying to get as much in your head and, and hopefully some of it sticks. If that's the case, you're going to find that you really are actually hurting yourself, you're hurting your clients.
[02:17] And most importantly, you're taking a very short term approach to having massive success in your life. The whole idea here is, and I learned this years ago from Dan Kennedy, I've seen it in Russell. Uh, I've seen it actually in anybody who's really on top of the game. And it becomes a master is the actually learn for two. What I mean by that is when you start going in and start to learn, the first thing is you've got to learn for yourself and that's where it takes, you have to take the time, you got to, got to put in the reps, you got to find a way of really going through and creating enough experiences to where you actually learn it, where it becomes a part of you are too often these days, people really forget the importance of mastery. Uh, there's so much out there and they just kind of skim across it and they never really focus and masters a trade a skill and whether it's, you know, funnel building and if it's a graphics, if it's copy, if it's video, whatever, it might be a too often we just tried to become a jack of all trades and just kind of get a surface level.
[03:19] The real key to it is first and foremost is mastering something. And then the second part as far as where you're learning for two is can you teach it to somebody else in a simplified way that they can not only understand it but actually implement it? Uh, so this morning my son Chandler is working right now on a super cool project with that. Steve Larsen and I'll, I'll let Chandler talk about it later. Um, but what he's been doing is he's been going through Steven's offer mind and he goes, dad, you know, I've gone through this thing like two or three times and every time I keep learning more stuff and yet I still feel like I don't know it well enough to actually go out and teach it. And I said, so what do you, what are you doing? And so he's literally taking the time, he's got a huge notepad out, he's got markers out.
[04:07] He's, he's trying to actually learn it for himself, but then find it in a way where he can actually teach it and teach it, not just surface level teaching, but teach it as if the content actually had become his own. I think that's one of the main things I want to make sure as you start taking a look at the skill sets that you're developing and the things that you're building on, are you, are you living just going through business and he's just trying to get as a surface level jack of all trades type of things so you can talk surface level about this or you really going in to the point where you've developed a skill. It's one of the things I've loved working with Russell is it right now he has five different presentations that he's got to create for funnel hacking live and literally the late nights of trying to make sure that every word is placed in the pictures and the images and everything is done in a way that people can not only understand it, but hopefully they not only understand it, but they can take what Russell taught to them and then actually teach it to somebody else.
[05:05] That whole transfer of education, that transfer of content, that transfer of knowledge and skill. That's one of the main things that most people are forgetting these days and it's where I see a lot of people getting frustrated in their funnel building because they never really learn it to a point where they, it becomes a part of them. Mastery is a skill and it's one of those things that people have kind of put to the wayside because it takes time. You've got to put in your 10,000 hours, you've got to put in the Reps. If you're not willing to put in, those reps are not willing to put in the time. You typically get frustrated longterm. It's kind of like a tree is this tree grows and if the roots aren't strong enough, as soon as the wind blows, man, that's, that tree just gets knocked over and people are like, gosh, it's really kind of sad that he wasn't strong enough.
[05:48] It's because the roots were never strong enough. They weren't deep enough and the way you get deep roots is by mastering a skill. That's one of the things we've taken a look at right now with funnel Rolodex. The whole idea and what you're in here, Russell, talked about funnel hacking live is this concept of who, not how. I've done a couple different podcasts on it. It's a principle that I'm such a huge strong believer in, and that is stop focusing on how to do absolutely everything. Pick one or two skills and master that and then find out who is the right person who has done the exact same thing for the other pieces that you need in your business. So as you start taking a look at growing your business, first and foremost, find out what is the one skill that you want to learn.
[06:25] You want to master. And when you do it, make sure that you're learning for too, I mean you learn it for yourself and then learn it most importantly in a way that you can teach it so simply to somebody else that they can then turn around and actually implement what you taught. Once you've done that, that's when you know you've got that skill. So again, make sure that you're learning for two people yourself and for somebody else. Make sure you're taking the time to master something and stop trying to be a jack of all trades. Have an amazing day and we'll talk to you guys soon. Okay. Thank you so much for taking the time to listen. I can tell you for me, one of the things I've enjoyed the most, or is reading Russell's books. One of my favorite books is expert secrets. If you hadn't had a chance to get a copy of expert secrets, just go to expert secrets.com we will give you the book for free. You just have to pay the seven 95 shipping and handling. So let's go to expert secrets.com you'll get the book and one of the most fascinating books, because the whole idea here is this is the underground playbook for creating a mass movement of people who will pay you for your advice. So again, go to expert secrets.com get your free book, listen to it. Let me know what you think about it.
Why Dave Decided to talk with Josh Rhodes and Sam Hill:
When it comes to simplicity, Josh Rhodes and Sam Hill are the Kings of the Hill. They’ve taken their business to the 2-Comma Club level with simple steps that they feel everybody else overlooks. Their success is attributed to the use of such simple steps. If you want advice on how to build your own business to a level you are proud of, tune in and buckle up. This duo has made a living off getting people to that level, let’s see if they can’t help you start to see your own potential.
Tips and Tricks for You and Your Business:
(2:42) Buckle Down on the Simple Things that Consistently Work For You
(3:49) Sam and Josh Advise Us to Never Forget the Middle of the Value Ladder
(6:31) How Do We Get More Specificity in Our Businesses?
(11:06) Going Simpler Will Allow You to Get Richer
(14:41) Funnel Hack the Offer HERE
(16:51) Here’s How We Can Better Guarantee Your Clients’ Success
(18:08) You Need to Understand Your Business and the Dreadful Scope Creep
(19:42) The Money Doesn’t Mind for Passion, It Goes the Path of Least Resistance
(22:34) You Can Never Have Too Many Leads, Some Are Rotten Regardless
(24:14) You Should Hire Salespeople When You…
(28:28) Selling Avatars, Have You Heard About These?
(2:50) “I think for us, our breakthrough was when we doubled down on who we served, what their pain point is, and how to distribute solutions that work to them.”
(7:54) “Here’s where the guts come in, you have to have the courage to leave a ton of money on the table at first.”
(23:56) “We actually burn a lot of leads. Like, some of those leads are like some of those bananas you don’t get to eat on the counter because they’re already bruising and rotting or whatever.”
Know your customer’s margins so you can know how you need to price.
Scope Creep is a forgivable mistake, it’s just going to happen. Just remember to always learn from those mistakes.
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 Everybody, welcome back to funnel hacker radio. This is going to be a ton of fun today. I had the opportunity of having two dear friends on this show with me, Josh Rhodes and Sam Hill. Guys walk through the show. Thanks for having us man. I'm super excited. These guys love talking to friends from the south because they're super simple, but at the same time, right? There's crushing it. So will Sam and Josh have had the opportunity of being a two car, two Comma Club award winners. Jaci also is one of our dream car warm winters. So guys, the thing I like most is we're kind of trying to figure out what's the best thing to talk about. And I think as we're looking at funnel hacking live is literally like three, four days away. Stress here in the office. These guys just basic on as he know what, it's all easy guys.
Speaker 2: 00:57 It's super simple. We have basically just two funnels. And out of those two phenols we've built multiple seven figure businesses. So I thought what a better way of just diving in and letting these guys really kind of explained to you how they are taking the little are the poster child or Porsche poster children, uh, really being one funnel away. And that's kind of the, one of the things I want to talk to you guys about today and really let them kind of shed some of their light and their knowledge and their experience running multimillion dollar businesses on exactly how you literally can be one funnel way and what they've done to simplify all that. They've got a business they run called Moneyline workshop. They'd have the option and working in agencies so these guys know what they're talking about. They're out there actually doing it, which is the part I love most more than anything else is I hate bringing people on who have, are just teaching, but they don't actually do. These guys are actually doing so with that guys, let's kind of dive right into it. Anything else you guys want to add? No, that's great. I'll, I'll say this that, uh, Sam plays an unbelievable role as the president of our businesses and I get to be the Mickey Mouse CEO, so he's actually probably going to provide way more value than anybody in [inaudible] hall. Man. I hope you didn't deliver, say,
Speaker 3: 02:11 yeah. So, you know, I think a big part of our experience thus far, you know, Josh and I have a pretty diverse background. Our stories kind of crazy. I came from corporate sales, I owned a home inspection franchise back in the day and that's actually how Josh and I met. So our origin stories kind of kind of funky. He was a coalmine specter. Yeah. That's how we met, you know, 10 some odd years ago. Uh, and I think that when we kind of fell down this, this internet marketing online business rabbit hole, I think for a while, you know, you're, you're looking at, there's so much out there, there's so many different types of offers, types of funnels, types of niches. And I think for us, our, our breakthrough moment was when we doubled down on who we serve, what their pain point is and how to distribute solutions that work to them.
Speaker 3: 03:01 And I think clarity, having clarity on your offer, clarity on who you reach, what you do for them and how to get that offer in front of them really are breakthrough thing. And you can really spend a lot of time trying to figure out the different tech components and how many steps you need and in your funnel. And I think for us, for awhile we kind of spun our wheels trying to figure out how fancy we needed to get once we got really, really simple and went deep on that one offer, things really started to happen for us or anything you'd add that Josh?
Speaker 4: 03:35 No, we, we've had dotcom secrets and expert secrets at an arm's length the whole time as kind of our Almanac, if you will. And um, we've really focused on the middle of the value ladder. I don't know if many of your guests have talked about the, the middle of the value ladder word. The deliverables aren't too overwhelming, but the profit margins are just good enough to where you can really build a business there. And then now what we've done is we've built out the top and the bottom of our value ladders. That's really helped to scale revenue. So we can, we can obviously dive in. There's a lot of meat there I think you can dive into, but we will let you know, Josh, I really wanted to kind of talk about that part there because I think too often people get so focused on, well, I'm going to start with a lead gen product first and I'm going to do this, this pdf and this pdf is going to lead to a membership site. Membership sites going to lead to a Webinar, the Webinar, and you just burn out. You don't have enough money, don't have enough resources to really build that business. And I know we've talked a lot at different times about the middle of the value ladder as that starting point. If you don't mind, kind of expound on that as far as what actually is your middle of the value ladder and what,
Speaker 3: 04:39 what did you guys start with first? Here's what's crazy. We don't have a Webinar, we don't have any lead magnets. So it's like when you look at our, our, our sort of offer and our value ladder, a lot of people are like, wait, like when we do our Milan workshops are like, wait a minute. That's it. It's like, yeah, that's it. There's nothing else to show you. Um, you know, we went straight for that two to $5,000 ticket range and went straight from a Facebook ad to an actual phone call and we use our indoctrination or warmup sequencing to sort of take the place of a Webinar or to an extent and show them that we're having a ton of success for our clients. And then we go right on that phone call and we've got a four point script that we use to close a two to five k deal.
Speaker 3: 05:26 And we sort of have built our business kind of backwards in some way. And Josh like chime in. But we started out with high ticket to create cashflow, uh, to create Roi on our ad spin. And then, you know, now we've spent the last year or two going back and sort of backfilling with more of an agency Mrr model. Um, so it's kind of interesting because we talked to a lot of people in our Moneyline workshop that are trying to do agencies right, which is awesome. Uh, but they're trying to build up their client base enough with enough retainers month basically to hit their income target, which is totally cool and works. We sorta did it the opposite. We started out with, you know, training products at high ticket value, high gross margin, and then we've sort of now doubled back and we have both and we've built this sort of sort of foundation, you know, after the fact. Um, Josh chime in on that.
Speaker 4: 06:17 Yeah. Like, um, if you're listening to this podcast or an interview and you're trying to make, make a run at this thing called business or entrepreneurship and you're, you don't yet have specificity on the potential customer Avatar and what your offer is for them. The, the, the greatest way to get to that specificity is get on the phone obviously. And which I know we're not the first person to tell, you know, to give that advice. But what's going to happen is it's going to take you out of an economical whirlpool that I think a lot of people get taught in, which is trying to sell 49 to $97 widgets, whatever that might be and how they may be noble and excellent products. Don't get me wrong, but the sheer economics and the principles of capitalism or are going to keep you at bay and you're going to find yourself stuck.
Speaker 4: 07:15 And so what we did is we looked out and said, okay, which, um, which potential prospects out there are in it for themselves and they have to eat what they kill and they know that if they aren't killing, they're not eating. Okay. Those people probably have some kind of bleeding neck pain that we can go try to solve, provide a tourniquet for. And then we said, okay, instead of charging $97 for the problem, let's just go charge two to five k but here's the, here's where the guts come in. You got to have courage to leave a ton of money on the table at first. And when, I mean a ton of money, a lot of potential $97 transactions or whatever small price point that you're wanting to start with because of maybe your self esteem or, or, or imposter syndrome or whatever. Maybe you're dealing with, you've got to be cool with having a 5% or less global conversion rate on your sales calls for example.
Speaker 4: 08:14 And you've got to be okay leaving money, quote unquote on the table. And then once you get to a place, like we didn't even have two offers until um, we were well into two comma club land. Um, we did two comma club and 10 months I believe maybe with a little less than that. And then it was probably 16 months before we introduced our second offer period. And the second offer was an agency model. Um, and now we get to it's funnel stacking to some extent or revenue model stacking to where we enjoy a little bit of both worlds but we didn't try to enjoy that in our profit margins were able to underwrite us cause we just lived in the middle of that value ladder instead of trying to, you know, sell enough $97 widgets or we also had the knowledge or at least the awareness to not try to go sell and maybe you can, but we didn't go start at a 25 or 50 k contract value.
Speaker 4: 09:09 We just kind of lived in that two to five k world. They're in the middle of the value ladder and it was scalable and it worked well. I know that get on the phone is a scary thing for a lot of people. And uh, how did you guys overcome that fear of, again, you're going basically from a Facebook ad to a phone call application. Is that right? Yeah, yeah. It'll, what's your cost per [inaudible], your DPL or what's your, how much do you spend in basically to get that phone to ring? So, um, I think you said something, Dave, you know, or you alluded to this, which is a lot of people don't understand like especially Internet marketing can be a Assad to some extent because you, you, you don't think like a business owner right out of the gate. It, Internet marketing is so accessible, like online business, so accessible.
Speaker 4: 09:57 You're not necessarily understanding that you've got to have drag gunpowder and capital. And the, um, one thing that we quickly established was the metric that you just asked for, which is, um, in our world cost per booking or cost per appointment, um, in our lingo and we will average anywhere between 15 and $45 depending on the time of the day that Mark Zuckerberg and the other social warlords decided the outlet. But anyway, once you know, um, those, those numbers, you can pretty much pushed the brake or the gas pedal on the floorboard of your business is whenever you want to. And it gives you the control that a lot of people give. But then once you know those, they're like the candlelight deceiving lead metrics. Cause then you got to really know, well how many of those phone calls do I need before I close deals, et cetera. So you, you've got to start somewhere. And that cost per lead cost per booking, those are, those are great places
Speaker 3: 11:03 to start looking at it. Go ahead. No, I was going to say, you know, you asking about getting on the phone and you know, w we have a sales script, you know, just like you've got a headline and a Facebook ad and you've got a headline on a, on a landing page and you know, like we just use sales scripts and which sounds old fashion and it Julie, not all that is sexy and exciting, but it works. And I think that's what enables you to have confidence is because really at the end of the day, I think being simpler and your offer and kind of what you do simplifies everything else, right? So when you go deep on one offer, it makes your traffic simpler, it makes your booking simpler, it makes your sales calls simpler to make sure delivery and your ability to help your clients have success.
Speaker 3: 11:51 Simple as well. Because you're focused on one thing and you have a deliverable that you can, you can actually fulfill for your clients and help them achieve depending on how you know, what you're offering, man, it makes everything simpler. So the crazy thing is that our social proof and our customer success skyrocketed when we doubled down on one offer. Um, that, that was also one of the fascinating things we elevated, but our clients also elevated big time. So when we're on a call, a sales call, to kind of touch on that, we just use a really simple sales script, which kind of takes the pressure off, you know, because we're not trying to razzle dazzle on every call. It's just we've got a really simple talk track that's focused on their pain points are offer and how we can help them be our next success story. Which kind of goes back to that clarity and simplicity thing. You know, versus trying to dabble in all this different stuff. We just really said, let's dominate one offer, you know, and, and so on. So, you know, that's it.
Speaker 4: 12:52 So what is, who is your, who's your niche? Who Do you guys, are you guys going after for that two to $5,000 price point? Yeah. So, uh, real estate agents, loan officers, uh, is one business. And then Moneyline workshop is really anyone trying to build a client based service, business agency owners, consultants, coaches. If you provide any level of done with tee or done for you service. And that goes for anybody out there listening. Like it could be a limousine service, it could be a life coach, it could be just about any vertical needs, some kind of done for you service, which is something I skipped over while ago. Like if you're out there listening to you need traction, create a done for you service. It's the easiest thing to sell on the planet. And we didn't do that at first and that's why our global convergence percentage was so low.
Speaker 4: 13:44 But we have profit margins built in so that when we did close the deal it was a massive cash injection. And now we have a little bit of both worlds. And the thing that flies off the shelf is our done for you service. And it is just once you, like, like Sam said, once you have a script, you gotta be loyal to the script and not get emotional about your conversations and try to tailor everything. You got to control the conversation and keep everybody in a world of, in your world or they'll take it, they'll take you down, what's wrong with Momma and then I'll take them fail and they'll, you know, all that. But if you can maintain control, it's really kind of like ab split testing with the click funnels landing. It's like this script versus this script, but I've got to be loyal to these, these scripts or you'll never know what really works.
Speaker 4: 14:31 I love that. So what is your guys off for the two to 5,000 bucks? What did they get? They get, um, a training element, ongoing training elements to help them acquire certain skills. Um, they get ongoing support and coaching. Um, we provide them with a, um, uh, software element and um, depending on where they enter in their, with their investments, they might get a few other things. Like maybe we might help them launch some campaigns. You know, done with you type type, it is very much a done with you program, the high ticket quote unquote, depending on where your price point is and maybe your vertical can withstand a $10,000 middle of the value ladder offer, you know, like a dentist or an ophthalmologist is going to be able to pay more than you know, maybe someone who owns a garage door repair business. It's just because their average customer values are higher, which I guess now that I'm thinking out loud, if you're trying to determine your price points, look at your potential customer avatars, avatars, average customer value. Because if they're a plastic surgeon averaging $8,000 a procedure there, they're able to pay you more per lead or poor per deliverable than maybe someone who has a hundred or $200 like a locksmith.
Speaker 2: 15:51 I totally agree. I had that conversation. My son Chandler the other day, we were talking about, uh, you know, he's kind of going through and the same type of thing, building out this agency model and you know, you have to kind of pick whoever your avatar is going to be. And realize whoever you pick, they have certain numbers that they just, it's Roi for them. I mean it's like they know I can only spend x to acquire a customer. And I think the biggest mistake a lot of agency owners make is they don't know who their customers, they don't know what those metrics are for that customer. And it's very hard to price your services if you don't know what your client basically what their, what their metrics are as well. So I really appreciate you're hitting on that Josh. Yeah.
Speaker 3: 16:27 Say something else today that I think Josh just said that, you know, brought a lot of stuff to my brain. I think another sort of key for us was when we figured out this progression from do it yourself customer too, we'll do it with you customer to, we'll do it for you customer. And I think a lot of times people aren't thinking, you know, entrepreneurs aren't thinking about those three different types of delivering your value to the customer. And one of the things we learned from Russell actually was, you know, you can deliver the same thing or similar value pieces in different experiences, different theater. Some people like to do it themselves and get their logins and go on their merry way. Other people really like to like have a coach alongside with them so you're actually doing the deliverable with them and then other people like it when you just do it for them when you build the funnel form or whatever.
Speaker 3: 17:19 Right. And we've sort of evolved our offer over the years now where like we see a trend with our clientele even, you know, across all of our verticals. Doing it within is extremely valuable. You know, versus there's a lot of courses out there in courses are great and there for the right person sometimes they're a fantastic fit, but we really pivoted our offer from here's your logins, good luck to hey, we're going to do it with you. And almost as much as we can guarantee your success in your experience with the program, which in turn has fed our social proof dramatically, right? Like, as we've invested more in their success, they're invested more on our success. So it's pretty interesting when, in terms of the high ticket game, so tell me guys, how have you guys been able to avoid scope creep in a done for you are done with you type of program? Because I know especially in the agency model, scope creep is one of the hardest things. Did you, do you want to over deliver? But at the same time we go on,
Speaker 4: 18:18 man, I should've sold a nice $7 price point and just walked away. Yeah. Uh, well first of all to say we perfectly have would be a lie. Uh, we, we are entrepreneurs after all and there's a hallway full of doors and they all say opportunity on him. And Sam and I are salesmen as well and we love persuasion and we love just getting the validation of the sale. And so we've, we've had to slap our own risks. Um, but at the same time, it's not necessarily a, you know, I think it's a forgivable sin too to have scope creep, but at some point you definitely have to make a decision and come to level five agreement together and go, you know what? We cannot do the custom video branding element for every customer, but we can do this Google ad words campaign for everybody because it works for everybody and we don't have to spend five hours on that as opposed to the custom video, you know, et Cetera, et Cetera, whatever the illustrations are out there. And so, um, you, you, you avoid scope creep by being loyal to your metrics that matter to the growth of your business and the results of the client. A lot of times if you have an emotional connection or some aspiration that you want, that can get in the way of what actually matters in the true business because the money is agnostic, it doesn't care about what Josh thinks about a particular product. It just wants to know where it needs to travel to get the most value in return.
Speaker 3: 19:52 Yeah, you've got to reverse engineer kind of your goals a little bit. So, you know, if you're looking for a lifestyle business that's more about, you know, um, larger cash injections and you don't want staff and employees and all that stuff, then you know, you want to limit your scope as much as possible. Otherwise you're never going to be able to fulfill it. Fill it. I'll always be you Lou. Then that made that kind of never ending treadmill. You know, Josh and I have grown and act like, I mean, we've got almost 20 full time employees now. I mean, we first started, we didn't have plans to have any employees. It's just us, you know, so it's kind of funny like, wow, we have a big team. Uh, but that's because you know, that we defined our scope and we also said, all right, let's think more like business owners and less like just a funnel guy, right?
Speaker 3: 20:39 For a time. And let's actually build out a staff that can fulfill the scope, you know, at scale and all that stuff's important because you don't always think out ahead. You always think maybe you're just going to deliver it, you're going to deliver it, but eventually you're just going to reach your, your your limit and your ceiling, you know, and until you're willing to scale out and acquire non funnel building skills, more just business growth skills, sales skills, marketing, hiring, all that stuff. Sometimes that's the key to taking your funnel to the next level. Ironically, it's not as much about opt in rates and conversion rates as it is stuff like people, you know? No, I totally agree. Yeah.
Speaker 4: 21:15 I think especially when you're trying to scale that people often becomes really huge for you guys. Tell me, when you start taking a look, I love some of the main things you guys have hit on. The fact is you really have to start thinking more as a business owner and said, I've just been, we'd run an agency or I'm to try this. Internet marketing game is you. First of all, I started thinking as business owners, super amazing things happen because now all of a sudden you start paying attention to the metrics. You start knowing your numbers. When you start again, you were kind of like 15 to 15 to $45 a for customer lead or, or booking. How many, what's your typical, how many causes your bookings do you need before you actually close one? What's, what are some of the numbers you guys have currently?
Speaker 3: 21:55 Yeah, good question. I mean, I think we'll see anywhere from, some of it's fluctuated based on our sales staff, right? So now, I mean we have a full sales staff taking calls all day long, all over the country. So you know, on a typical sales day right now we'll see anywhere from four to eight transactions come through in a, in a day on, you know, 40 to 60 calls. Some of that can fluctuate with the market too, depending on, you know, what's, cause our, our business has some seasonality to it. Um, but
Speaker 4: 22:25 you've got, I mean, you've got a 10% close rate then. Yeah. And that's, that's like, um, really an interesting question and I actually had to pause and Sam hit on it, but it's there, it's, there, there becomes, when you start to scale, at least it becomes these pressure valves that you've got to control. It's like the, the lock in the dam and the water, like releasing a very precise amount of water. So we actually, um, we actually burn a lot of leads. Like some of our leads are just like the, those of bananas that you don't get to eat on the counter bruising and nodding and, and like, I actually told someone this today, like someone gave him bad advice. I was talking to a young marketer and training and they were like, yeah, somebody told me I don't need to go, uh, generate so many leads yet because I'm not, I'm going to get overwhelmed with the work.
Speaker 4: 23:18 And I was like, dude, that's why you're stuck. You need the rotting bananas on the counter or you're not going to have enough food to eat. And, and, and that was a big part of what we do. And so now it's actually really kind of scientific, like we know how many leads generally in a seven day period that each of our sales team members need in order to hit their quota. And that's been a fun process that we've, that we've taken on. But yeah, we'll, we'll scale and ebb and flow based on availability of our, our sales team because they become our conversion apparatus. Right. Oh sure. So when did you guys start bringing on sales guys? Because at first it was just the two of you guys taking the sales calls? I, as I recall. Oh yeah, a lot of sales calls. I think it was the moment when, uh, this is a great question because a lot of people are going to try to either delegate too early or not delegate ever. And if there's a moment when it's working so well, and you've got, you know, a repeatable unit, like we've got a repeatable funnel and it's predictable and, and you're saying things like, Hey, do you want to take the next sales call?
Speaker 4: 24:35 That's when, you know, I probably should, you know, get off, get the script out of my brain, put it on a, on a Google doc, hire someone, put them on a good commission rate and let's let them, you know, when for us and let's get them up to 80% efficiency as fast as possible and binge that out while your business partner or somebody else or while you still are, um, are, are crushing deals until you get that person up to speed and then you do it. And don't hire too many salespeople at the same time. That's another thing that's a mistake we've made because what happens is you start to segment your lead flow into weakness and none of the salespeople can get enough problem based learning under their belt fast enough. And then all of your conversion rates go down, your revenue goes down and you're just like, what? We hired five new salespeople. They should be five x thing, our sales. But it actually has the exact opposite of thing because the salespeople need, they need time and you need time with your script to get vested and grafted into the system. Uh, such great advice. I would. So tell me, when you're looking at your sales guys, how do you typically pay as far as commission? And you would, do you have a salary plus commission? You paid just commission. How much commission do you guys pay Sam?
Speaker 3: 25:54 Yeah, great question. Uh, so for most of our sales staff, that's a hundred percent commission. Uh, and our commission rates actually kind of going back to your metrics and your economics depend on what they're selling. So with high ticket offers, you wish in our niche, our price point is more high ticket. You know, they get a larger cup can be anywhere from, you know, 12 to 18% per enrollment. But when you're selling a recurring service and agency model, your margins are less because typically the monthly value is less, even though the total contract value might be the same, you're not getting all that value up front. Right. So your compensation model is a little bit different. So for some of our sales staff, they're really in the portfolio building game and we have salespeople that have 75 accounts. They get paid on every month. It's crazy. It's awesome, you know? Yeah, that's what I mean. It's one of the reasons we started our company. And so we can provide opportunity to like that. So they're stacking right accounts, a recurring accounts and then others are really going after that. You know, that big sale. They want to get that big commission right there. And then, so you've got to really drive your commissionable component based on your end game, you know, otherwise you're just kind of shooting in the dark.
Speaker 2: 27:07 Yeah. And I would say that a commission rates can increase or decrease
Speaker 4: 27:12 based on, uh, whether or not your sales staff has to generate a quota of leads. So our sales staff typically doesn't, they are, they wake up every morning and their books and they just get to pick up the phone and not worry about where that person came from in the funnel. They just, they have an application in front of them and they magically appeared on the calendar. But if you have a sales team to ask to prospect and it has to work, you know, shake trees, then they usually they usually deserve and earn or warrants a little bit more of a
Speaker 3: 27:45 what piece of the Pie.
Speaker 2: 27:47 So is your sale, is it a onetime clothes or is it a setter and a closer type of thing?
Speaker 3: 27:52 One time. One time close. Yeah, about 90% of all of our sales are on the very first call. Which separate give Dave the followup close percentage and how interesting that is. Yeah, we'll follow up. Close percentage is going to be aware from five to 8% some months it's even less. But some of that goes back to your Avatar, right? Like if you're selling to a business owner, you've probably got more contracting, more followup, more questions. If you sell to a consumer, like, and I'd say that's one of our things in roads, like we, we've found that you really need to figure out who is your Avatar, what is their pain, what do they need? Where they want, what's their life like? What's their industry like? And we've found that in our industry, we tend to sell more to consumers than we do to business owners. Don't get me wrong, we talked to, you know, different clients that have big teams in big businesses, but the lion share of the industry is to solo point person, right? So it's more like selling to a consumer. Uh, and so that influences the way that we sell to them because they don't think in terms of like budgets and metrics and business capital like we do, right? Which is fine. They just think a little bit differently. So then we position our sale as you're going to do it, let's do it, you know? Uh, and so our entire funnel shaped around that sales call, that strategy call. So that, and that's what makes it work.
Speaker 2: 29:13 Yes ma'am. I love that. I think that's the biggest mistake so many agencies struggle with when they first get going is if you're going to sell it to the Solo Preneur, you are really selling more B to c, then you are B to B. And it's totally changes the funnel. It changes the scripts, it changes everything. And I think a, I see a lot of agencies get fresher when they try to go on after this, you know, this large B2b type of business model and you're like, wait a second, I've got a gatekeeper. And then I've got three people on the board want to make a decision and they try elephant hunting near instead of just going after these. There's so many other people out there who have a ton of pain who are in the Solo Preneur, you know, six figures to seven figures were you have good businesses, but they're out there.
Speaker 2: 29:52 They have to, again, Josh, thank you made mention of it. Really these, these are the people who have to go out and kill something every single day so they can feed their own families. And I think that's such an easier and better business model, especially as an agency on when you're going after it to really close down that sales cycle. Because otherwise as an agency again, all of a sudden you've got this followup sequences and cheese. I'm in this thing three months and all of a sudden you find yourself like a pharmaceutical salesperson trying to close large x ray machine or cats can't. Yes, that's right.
Speaker 3: 30:23 Yeah. And that keeps the, keeps everything you know streamline with your sales and your funnel. Like when we say ours is simple, we mean that people go from Facebook ads to client in 24 to 48 hours.
Speaker 2: 30:35 Yes. That's it. So fast, Sam. That is so fast.
Speaker 3: 30:39 There's no like elaborate followup sequences and webinars and email lists that lead the email list that lead to email lists. I mean all that stuff's fine. I'm just saying that for us. Simple southerners.
Speaker 4: 30:51 Yeah. Well, hey Dave, we got to keep it country simple man. And for all the funnel hackers listening to this, like kind of a big conceptual level, like keep your sales cycles short because you need that cash. If you're not taking VC capital from somewhere, like this whole click funnels motto is real. Like if you're going to do that, you got to make sure don't let the prospects and the leads linger. Go give him a call to action. Give them that deadline, give them that takeaway. Whatever you need to do. I'm not saying obviously sell them snake oil. I'm just saying make sure they know that they need that. The best thing they can do is purchase your product or service in order for them to reach their goals. Don't tell them that later. Tell them that now and make sure they take you up on it. Well, that's awesome. Well guys, I
Speaker 2: 31:45 thank you so much for all the value provided to our audience. Thank you. How, how do people get more of you guys?
Speaker 4: 31:51 I think the best way, um, if you're listening to this and you just won't kind of like a, uh, a free walk through of our business model and kind of get in our brains a little bit more about what we do and what we do at Moneyline workshop, we can go to Moneyline workshop.com/free. Everybody loves free and opt in there. We'll walk you through a short video training and kind of show you the skeletal structure of what we've done with a few of our businesses and how we can help you from that point. And if you want to book a phone call with this and maybe join us for our workshop, we will more than welcome you on a on a call and see if it's a good tip for you. Absolutely.
Speaker 2: 32:29 Again guys, I think it's awesome. I appreciate your, you're providing that value to people. So check out Moneyline workshop.com forward slash free again, if nothing else, kind of go through and funnel hack of what they're doing. I think your business model guys is awesome. Two Comma Club award winners crushing it and doing it in multiple industries, which to me is, it's one thing to do it in one and then you can take that, that same skill set and and just start layering industry after industry like you guys have done and it's really, it's great for me to see. So I appreciate, appreciate your example, appreciate what you guys are doing and thanks so much for all the value you provide. Thank you. Thanks for the ecosystem you guys have set up as well. Yeah, that sounds great. Well, we look forward to seeing you a funnel hacking live and those guys were listening. She probably after funnel hacking live, but if not, please check a tick. Take a firstname.lastname@example.org forward slash free. Thanks guys. See you Dave.
Speaker 5: 33:20 Hey Ron, thank you so much for taking the time to listen. I can tell you the things I love more than anything else aside from listening to podcasts is reading books. One of my favorite books was the very first book that Russel wrote. It's called DOTCOM secrets. It's the underground playbook for growing your company online. So if you've already got a business or an idea and you've got something you want to get going right away, go ahead, check it out. We literally give you the book for free. You just pay the seven 95 shipping and handling. Just go to Dotcom secrets.com and we'll go ahead. We'll ship you out the book. You just pay seven, nine five shipping and handling, and the book will be on its way to you. Thanks again so much for listening and remember, you're just one funnel away.
Speaker 2: 33:58 Yeah.
Why Dave Decided to talk to Tim Francis:
For entrepreneurs, time is often one of the most valuable things you have. The more time you have the more money you are able to make, and Tim is here to help you get more of both. Tim asserts that he is able to charge $1,000/hour because he learned how to delegate his time with an assistant and then make better use of the time and money he bought back. Listen in for helpful tips on who you should hire and when you should as well.
Tips and Tricks for You and Your Business:
(1:41) Do You Know Tim’s 3 Tips for Hiring Assistants?
(5:23) Tim charges $1,000/hour because he hired an assistant, it’s not the other way around
(7:38) This is When HIRING an Assistant Starts to Help You Make More Money
(10:16) Dave Had His Assistant Free Up His Time Through Email
(13:08) Being the Surgeon in the Room for Your Business
(18:16) You Are In Fact Worth It, Invest In Your Business So it Will Work For You
(20:26) Tim Has Had to Master Delegations, Let Him Tell You
(22:59) Tim had to teach what’s known as a “Hiring Funnel”
(4:52) “One of the biggest problems we find is that you end up doing things that are not worth your time now or most importantly it prevents you from getting closer to where your biggest ROI is.”
(8:36) “I generated so much extra time and money that I could actually afford to take higher level classes which then allowed to charge more for my services.”
(17:04) “The amount that you can decline that 80-20 curve and spend your time in the top 10% of highest value activities happens real quick and it’s very exciting.”
(22:52) “One of the biggest blind spots that entrepreneurs have is around opportunity-cost.”
Hire within your timezone, it’s worth the penny pinching.
Use a “Hiring Funnel”
Important Episode Links:
Speaker 1: 00:00 Hey everybody, welcome back to funnelhacker radio. This is going to be a lot of fun today. Uh, this is a topic that's super near and dear to my heart and I wanted to bring on Tim Francis to introduce kind of how this is all gonna work. So first and foremost, the May introduce you to our friend Mr Tim Francis. Good day. Great to be here. Thanks for having me Dave. So one thing I'm really excited about is helping people understand the importance of scaling and how to grow and build their businesses, especially as a solopreneur or a small small to middle sized business. One of the things we find is that people get so hung up on trying to figure out exactly what to do and how to do it and they, they spend too much time on the how instead of. The one thing that you could find out about tim is Tim, a company called great assistant.com and whole focus behind his business is helping people actually hire their own virtual assistant.
Speaker 1: 00:49 And most importantly though to make sure that virtual assistant is here in North America. A couple different things that we're going to talk about as far as how and why, but to give you a little background, timps hired over 200 assistants and first clients and things and really what I want to make sure you guys understand is this whole idea as far as who, not how I'm going to go through that and just a few minutes, but again, want to allow him to say a few words here. Introduce himself. Anything I did not mention that you want to add, Tim, but by all means, please speak to our audience and let him know. Yes,
Speaker 2: 01:18 thanks for having me. So for a. So the very first thing is I have three super quick tips that will help anyone when it comes to delegating. A number one is don't write everything out. Instead use something like [inaudible], which is a great tool to be able to capture desktop and share a link. Secondly is a don't use email to communicate with your internal team. Huge productivity killer. Instead, using a communication tool like slack, I actually don't like slack. In fact, I despise slack. I prefer a convo. And thirdly is everyone asks me, hey tim, you know, you've hired around the world, including in North America, what's the best value and what should I paint assistant? And so hands down, the best value I've found around the world is to hire an assistant in a similar or same time zone, similar same culture and same first language.
Speaker 2: 02:09 So if you're in the United States or Canada, hire somebody from the United States or Canada, if you're in Australia, New Zealand, hire someone in Australia, New Zealand and 17 to 20 US dollars an hour. It gets the job done. We've, we've found former project managers from Coca Cola, a former administrator who took care of all the private jet travel for Merrill Lynch Executives, uh, my own assistant as a former legal, as a paralegal at a busy law firm in Indiana and get, you can get that caliber talent for, for 17 to $20 an hour if you're willing to allow them to work from home. So
Speaker 1: 02:42 that's, uh, that's, that's like three quick tips, quick strategies that even if someone, if their iphone died and they stopped hearing this podcast because the Internet broke down, you got value in the first one, hundred and 20 seconds. How about that? I love it. That's exactly the kind of stuff I liked providing to our audience. So I want to of help you guys understand this is probably to come out right close to funnel hacking live or right after funnel hacking live. What are the main topics Russell's going to be spending a whole bunch of time talking about onstage is this concept of stop worrying about how to do stuff and focus more on the WHO. Uh, I'm going to do a special podcast after this in more detail about who, not how, but I want to give you guys just a few couple things here to understand.
Speaker 1: 03:24 The biggest problem and the biggest hurdle that most of us have is, especially when we first get going, is we always try to figure it out. I just need to figure out how to do this. I don't, I can't afford to hire someone else. I can't afford to do this. I've got to figure it all out on my own, and I think one of the biggest problems people run up against is this whole idea that too often people are trying to trade their money for dollars and I'm sorry their money for time. In other words, unfortunately too many people, they're not willing to to realize how valuable your time truly is and I want to make sure as you guys are listening to this, to understand your time is the only commodity you cannot get back. You will have money that comes in money that goes, realized the most important thing for you.
Speaker 1: 04:06 I can say for myself, the very first hire I ever made was an assistant, and from that that literally is what blew my business. Help my business to grow and explode all because I was able to focus on the things I was good at and I know it's hard. It might be painful to people going, gosh, 17, 20 bucks an hour. Oh my gosh, you know, that's, you know, 20 hours a week, it's 400 bucks a week at 600 a month. I get that, I know those numbers. I've been there. I can tell you that is by far the greatest investment you will ever make because one of the biggest problems we find is you ended up doing things that are just not worth your time now or most importantly is it prevents you from getting to where your biggest roi is. A, I'm going to come back and talk more about that in a few minutes, but tim, I want to kind of bounce back over to you.
Speaker 1: 04:50 So tell me as you start looking at it at hiring assistants, your system's a little different. So what are some of the tips you think of when a person wants to reach out and hire an assistant, what should they be looking for? A level that. So to touch on something you said a little bit earlier, certainly it's overwhelming to think about 20 bucks an hour times 20 hours a week or something like that. These days when I do private consulting, I charge a thousand dollars an hour and I get hired regularly at that rate and people will say, Oh tim, you know, you've, you know, you have an assistant because you charge a thousand dollars an hour and actually the truth is the exact opposite. I charge a thousand dollars an hour today because I got an assistant back when I was charging $40 an hour as a marketing consultant, managing adwords accounts and taking care of landing pages and making lead magnets and all that stuff. Right? And so there's this thing called the positive profit loop and, and so like the very first three things I ever delegated to Sarah and she worked for me for just five hours a week for just 15 bucks an hour. This is five and a half years ago. So the wages have gone up a little bit in the last half,
Speaker 2: 05:58 but that was all I could afford and I'll tell you like I was terrified I couldn't afford it. Right. I didn't know what to delegate first and I was. And I was afraid to release control. That's actually the number one frustration or challenge that entrepreneurs have with delegating and getting great assistant is releasing control. So, so I just, I said, what is the smallest, simplest thing I could get off my plate that's taking up my time and it was these three things. It was invoicing clients, it was uploading podcast episodes and uploading blog posts and Sarah took those three things off my plate and I got like three or four hours of my life back because she was a little slower than me. I'll take her five hours to do it. Took me three. That's okay. And with those three hours I then went to my current marketing clients and I said, okay, I've been doing adwords for you.
Speaker 2: 06:46 I know that if we have a custom landing page that the optin rates gonna go up, would you be cool if I took three hours? I built you a custom landing page. My rate is $40 an hour. So for you know what? One hundred 80 bucks right is around 200 bucks is what I'm going to charge you instead. Tim, you're a great guy. He'd been doing great work for us. You're effective. We'll go for it. You know, here's 200 bucks. Now what did I do? Those 200 bucks, I did not go and buy some new shoes. Instead I turned around and I gave it to Sarah, right? And at 15 bucks an hour now she was going from five hours a week to like seven hours a week for a few weeks in a row. And guess what I did with that extra time that I had is I went back to my current clients and said, hey, you know, we did.
Speaker 2: 07:28 We're doing adwords. Now we've got that landing page thing on that landing page. If we set up a lead magnet, it's this pdf thing that I can create top seven tips kind of thing. Um, I really think we get a lot more options and it'd probably take me about 20 hours to create the content and put in a pdf form and set it all up. And at $40 an hour, that's like 800 bucks are you in? And they'll go a team. You're a great guy, you've been super effective. Let's give it a shot. So I took the $800 and guess what I did with Dave? I did not go to Disneyland. Okay. I gave it to Sarah and so Sarah was now working for me not seven hours a week. It was now like 11 hours a week and so then from there with what did I do at that time, I just kept following them and I'll fast forward the story here so that we can get through this quickly.
Speaker 2: 08:13 Basically I generated so much extra time and money that I could now afford to go take higher level classes, which then allowed me to charge more for my services. So now I went from $40 an hour to 50 to $100 an hour and as I had more and more time and money from increase in my rates and hiring Sarah more and more, I can now afford to go to higher level masterminds and events. And so then I always remember I went to Perry. Marshall had a two day event in Chicago where he brought Richard Caution and the guy who wrote the 80 slash 20 principle and as a Canadian a, it costs more because the Canadian dollar was weak and so I ended up spending 10 grand for two days and I could. That was on the
Speaker 1: 08:56 absolute edge of what I could and I own a house and I got to pay a mortgage and like I got responsibilities, right, and I just knew that if I went to the ruins, we loaded with people that would be candidates to potentially be my next client and no kidding, there's someone I met there who introduced me to someone else and that someone else hired me for 10 grand a month for three months. So I was able to put 10 grand into the event and I got 30 grand out and that was just the next step. And ever since then it's just been falling out. Positive profit loop of reinvesting, reinvesting, and it all started with the very, very humble act of delegating, invoicing, uploading a podcast and uploading blog posts. And that's that. I love it. I honestly, my bypass is pretty similar to yours as well at a podcasts has been a huge, just takes time and so I system handles all of that kind of stuff.
Speaker 1: 09:52 One of the things for me actually that was probably the best thing I ever had or do and that was to take care of my email. Things that you struggle with all the time. My Gosh Dave, those are personal. I'm like, listen, I might. Email gets just blown up and at first I was really leery because of my position with the company. Everything else. I'm like, I've got to make sure that what she's saying is the right thing and it's coming across, right. I literally a part of the reason was I was trying to buy back time and then you're gonna hear me say this over and over again. There is the only thing that matters when you start making money. The very first investment you need to do is buy back your time. And I've done the same thing at my home as far as having some, uh, clean the house, take care of the yard, work, all that kind of stuff.
Speaker 1: 10:33 You have to buy back your time. It frees up your mind and allows you to think more. And so for me, what I had the opportunity of doing with Chrissy, she's my sister, has the most amazing person in the world. I just love her to death. She's just helped me so much as far as even scaling my business here at Click funnels and that is uh, I, I need to get out of the office more. And I just had to clear my head because of all the stuff was going on. So I literally, I go on a walk every morning and she was literally just read through my emails and we record the call and I would just say, okay, I need you to say this and just verbatim almost word for word what I wanted. And she would respond. So it allowed me to clear my head, get some exercise.
Speaker 1: 11:12 And at first it took a lot longer and you know, it was maybe 30, 40 minutes. We're down now to now, she's gotten to the point where she knows those emails that matter, those that don't, she can sort through it real quick. And then she goes, you know, Dave, I've got questions on these I need you. And I will literally dictate exactly how I would be saying it. So it's coming from me and my voice to, to clients and prospects. But most importantly, it's freed up so much of my time. Uh, I literally, I look at my email twice a day and the only, she set up two different categories as far as dave respond and Dave priority to respond. That was the only two things I look at. I don't pay any attention to the rest of my inbox. And there's nothing that has freed up my mind so much and I don't have to go into my.
Speaker 1: 11:54 I know it's being taken care of because I get, I literally get hundreds and hundreds of emails every single day. Do that extremely well. I've got another assistant who manages all my social media type of staff and she takes care of all that kind of things, so realize there are so many things that you need to. You need to spend time going out and buying your time back. It allow you. Again, I loved him, what you said and that is you basically took that time and then got additional skills. You got additional education. You went to different masterminds. Realize that that's the type of stuff that a great assistant is able to do for you and I want to make sure that you guys are listening here. I'm hoping anybody's listening to this. The very first investment you will make in yourself is an assistant, and again, like you said, whether it's for five hours a week, I don't care those five hours, that's your little buying back five hours of time. It's 100 bucks. Everybody can afford 100 bucks and I just think it's an absolute necessity.
Speaker 2: 12:50 I really want everyone to be the surgeon in the room of their business and so this is like a copyrighted concept. They talked, but all the time when people hear me speak, um, and uh, and so the surgeon in the room really focuses on only three things and it's exact same thing. Three things that I hope every entrepreneur can focus on more and more, and what that is, is strategy, high level skill and high level access. So I'm going to tell you a real cool story. It was a three or four weeks ago there. I was here, I mean here in Austin, Texas. And I'm getting on a plane that Sarah, she booked a flight for me to go speak at an event in Denver. So off I go, I land in Denver. I check in at the hotel that Sarah found for me that met all my specific criteria.
Speaker 2: 13:34 I was very happy to be as very comfortable. So I check in there, go to bed, wake up in the morning. And uh, I look at my prep notes for the day, for the speech I'm going to go and give. And it listed who owns the mastermind, how many people are going to be there, what's the profile of the people there? Am I allowed to ask for a call to action to book a sales meeting with us for those that might be interesting getting a great assistant or not? Um, it's got all the prep information, so I'm going to roll up to the front, front of the stage and right then and there I'm going to know everything. I mean, I know everyone's names. I'm going to look like I'm everyone's best friend because I'm so prepared. Right. Then all the like real sexy stuff, like their clicker remote clicker, their laptop or my laptop, like all the tech stuff.
Speaker 2: 14:15 Like that was awesome. The prep notes too. So I jumping in an uber, I arrive at the location. Sure enough, it's a great presentation. Great Group of people, awesome host. Some of them are interested in doing business. We changed them. Information. Sarah takes care of coordinating them, getting into my calendar for sales meetings. I go back to the airport, get on a plane that Sarah Book for me. I fly back to Austin, land at 5:45, arrive at my apartment, downtown Austin at 6:15. And guess what? In my apartment there was a dozen people because I had a dinner party that night. I was literally the last person to arrive at my own dinner party at my own apartment. And so 4:00 that day our host desk was booked by my assistant Sarah to come and flip the space. So Polish the silverware, use the laser level to straighten all the pictures on the wall, you know, like every detail.
Speaker 2: 15:06 Um, at uh, at the next hour after that, the host cleaner came. And this is like while I'm in the air flying back, all this machinery is happening. So that basically at 6:00 when all our hosts or guests arrived, everything's already set. And I showed up and, and, and all of that. What is my Ra strategy? High level access, high level skill. So the strategy was I want to have dinner parties, I want it to be these kinds of people. What's the high level access? I texted these high level people to say, hey, come on down, right? Like you and I met because of David Gonzalez. So like texting a guy like that guy to come and have dinner with us, right. And then, and then for me to shake hands, like my assistant can't be Tim Francis to shake people's hands in network, but I can. And so that's inappropriate activity.
Speaker 2: 15:47 So. So there I am shaking hands and having a glass of champagne on the balcony. I'm on the 15th floor overlooking the lake downtown. It's beautiful and it really wraps up at 10:30 at night. Then after that I go to bed, I wake up the next morning I go back to the airport, get on a flight that Sara booked for me. I'm going to New York City. I get to the airbnb that she booked for me. I open up, no kidding Dave, check, check this out. I open up the fridge and the groceries I want are already in the fridge, right? Because I want to have a healthy smoothie every single morning. Right. And and while I'm in the air to New York, I guess, guess what's happening back in my apartment is that same host as is back in my apartment, resetting the space so that when I returned from New York City, it's going to be ready for you to work again and do meetings and whatnot. So high level skill, high level access and strategy. Those are the three things for an entrepreneur focus on and if you don't have an assistant you can't, you can't just offload everything all at once. However, I'm telling you, give it like, you know, a few months of working with an assistant and just getting the next piece off your plate and the amount that you get declined that 80 20 curve and spend your time in the top 10 percent of highest value activities. It happens real quick and it's very, very exciting.
Speaker 1: 16:56 Oh No, I totally, I love that you're making reference to, to Perry Marshall. I remember one of the things to listen to the same course you actually went to as far as the mastermind there with him and it was really the 20 percent of the 20 percent. Yeah, that's really where you need to spend most of your time and everyone talks about, you know, president principal as far as 80 slash 20. The real key is it's not just the 20 percent, it's 20 percent of that 20 percent other words really taught the four percent. That's where your greatest Roi is in your life, in every, every area of your life. Whether it's your relationships, your finances, your health, your fitness, your money, whatever it might be, and to try to get there. You can't get there by yourself. Everybody has to have a team. And it was funny. I was listened to podcasts from Rachel Hollis a while back and she was talking about how frustrated she is with those people who go on on shows and say they basically. They did it all themselves and she's like, listen, you can't do it all yourself. There's no all themselves.
Speaker 2: 17:50 She goes, let me tell you all the different people who are involved in in running our business, and I think that's the part I want to make sure. Those of us who are listening to this right now realize, first of all, that you're worth it. There's nothing I run across all these solar printers. Just feel like, ah, I just, I'm not that point yet. I, I, I'm not worthy enough to have an assistant. I don't know how you ever got that in your head, but if you think that way, get rid of it. I remember my wife struggled with that at first when we got our first housekeeper 17 years ago, she was like, oh, I shouldn't be taking care of this. I'm like, no, that's not your best use of your time. Spend time with the kids. You don't need to be cleaning the house.
Speaker 2: 18:22 So I think I love your idea as far as the whole surgeon approach to life and I think it expands beyond just your business. I would take a look at everything else in your life you mentioned as far as groceries and all these things. I would really hope those guys who are listening right now, I hope as soon as you get off your this call, this podcast, wherever you're at, the very first thing you do is get an assistant. And Tim, I know you've got a bunch of tools and resources you were talking to me about before we started. How do they, what are some of the tools, resources, how do they get them? Where do they go? Yeah, great. Assistant Dot com, forward slash toolbox. So it's great assistant.com, forward slash toolbox and there's a few different pdfs there and I think most if not all of it is actually no option.
Speaker 2: 19:03 Like it's, it's like I'm like I just really want to help. So one of the tools there is called, it's a pdf, it's 104 tasks you can delegate. And so I asked my assistant Sarah to look at the first hundred tasks she ever took off my plate and just to make a list. I think she came up with like 75 or 80 and then I added in the other and I'm so. And a lot of them actually are from my business when it was, when I had a digital marketing company, so someone's listening to click funnels. This could be a perfect opportunity to go go really? I could never log into infusionsoft or convert kit or whatever again, like or, or only once a month or something like that. I never have to deal with webinar jam or go to meeting or anything like that.
Speaker 2: 19:42 Like I mean there's a huge inventory of tasks that can be delegated and I think it's really inspiring when you go, wow, I can delegate all of this. So that's their greatest system.com forward slash toolbox as a few other tools there. One, which is again, something that I invented and I've now copyrighted and trademarked and all the rest is the tool called three 60 delegation. When when we get started as entrepreneurs, we oftentimes have to be very good at sales, marketing and product development or coming up with a product or delivering a service or whatever it is. And, and what's not included in that core set of competencies is management, leadership, delegation. And so it's very, very common for someone to get up to a couple hundred thousand dollars in sales and, and then they don't realize that there's a difference between management by delegation versus management by abdication, right? Management by abdication happens when you say, well, I'm only doing the top 20 percent screw everything else.
Speaker 2: 20:38 I'm Outta here, right? You know, and, and, and, uh, an upgraded but still ineffective version of that is saying I'm going to do the top 20 percent in the bottom 80 percent. I'm going to make my system do it. I'm going to hire someone and we put it on facebook. Who knows, someone who can be my assistant. I'm just gonna throw it all at them. That is also a train wreck waiting to happen. There's actually an art and a science and a new skillset that as soon as you start managing an assistant and having an assistant, it's like we should probably have a weekly meeting with them to make sure that we're on the same page when we delegate. We really want to make sure that we use this tool called three 60 delegation and it's right there in the toolbox. I'm not being distracted.
Speaker 2: 21:16 I want you to. I'm actually looking at the toolbox right now as you're talking and so, so yeah. Good. No, I think it's, I'm actually going through as far as, you know, death by a thousand paper cuts and uh, I think it's a, you know, some of the major crippling cost that people have and the ping pong of changeover, which is one of the main things I've seen happen a million times as far as. Anyways, keep going. I didn't mean to. I'm just, I'm impressed with what you have here. Well, thank you. Yeah, I love your enthusiasm. Anyone who's enthusiastic about being a great coach and leader. I'm, I'm, I'm down with that. So, so three 60 delegation just to give you a very quick taste. Instead of saying take over my click funnels account or set up my landing pages or whatever. It's actually pausing and saying, what is the vision of what I want done by when and what is a sample of success look like?
Speaker 2: 22:02 What are the resources required sign-ins? Is there any training required? Is there any authority or some, you know, money that's required. And then the third section in a proper delegation is what's called definition of done and definition of done is helping someone understand what does success actually look like. So now to like to give you a sense when you do a proper job of getting a great assistant and you do a proper job of delegating to them, oftentimes we think, hey, I get my time back. That's really cool. I get to do less of what I hate. I get to do more of what I love. And that's all great. I just want to point out like one of the biggest blind spots I think entrepreneurs have is around opportunity cost. So I'll tell you a story about someone who came through our program, his name is Jenny and uh, and he had an online course and he has an online course and you know, for six years he had a new course he wanted to release, but he could never get around to releasing it because he was so stuck in the bottom 80 percent of his business.
Speaker 2: 22:58 And he heard me give a live 45 minute presentation on how to get a great assistant. And I explained that pretty much one of the worst ways they were getting system as they go on facebook and say, Hey, who's got a brother in law, sister in law or something like that. The success rate is got to be somewhere north of 20 percent and 40 percent success rate. Right? And, and, uh, and so I explained, here's what a hiring funnel looks like, just like there's a marketing funnel. There's a same idea in hiring as a hiring funnel. And we're actually looking at 50 to 100 candidates to come with, with one winning assistant. And we're spending like 50 to 100 hours to find one winning assistant. So that's a vastly more thorough process in a search. Then just going on facebook and saying who's looking for a few hours?
Speaker 2: 23:43 Right. And Jimmy saw how much work it goes into getting a great assistant knew not for me, I'm just going to skip that. I'm just gonna go on facebook. So he did that and you got someone in six weeks later it all flamed out and he got frustrated, went back and he did what most entrepreneurs cross their arms are just going to do it myself. Right. So for six months you continue to suffer and he came back to us after six months and said, you know what? Everything you said not to do, I did it. Everything you said was gonna happen, happened. I'm now ready and serious about getting a great assistant that's going to be like a right hand person for me. And we're going to evolve this business kind of once and for all. So it took about six months. Not, not. I mean, we can usually get an assistant for someone in 30 days, which is really exciting, and then that process of just doing what we're talking about here, three 63 60 delegation being the surgeon in the room, all the rest took them about six months to get all that off his plate and guess what, Dave, if freedom, but enough time and energy for him to launch that course.
Speaker 2: 24:43 And after that, that new course generated a quarter million dollars in new revenue for him. Very, very high margin. So what was the cost of not getting an assistant? Was it, you know, that he was frustrated. He was the real costs that he couldn't do a little bit of like the stuff you love. Yeah, that's all in there, but actually there was a quarter million dollars waiting for him every single quarter for six years. And only once you've got an assistant and got himself out of the bottom 80 percent was he free to go actually pull the trigger and make that happen.
Speaker 1: 25:16 I love it. What did I get? I appreciate your time. Most importantly, really share with people how to actually get an assistant where to go, so if they want to find out more from you, what's the best way of reaching out to you?
Speaker 2: 25:26 Head over to our website, greatest system.com. We got tons of testimonials from lots of clients who've had great success. If you can just see their success stories, see my effect it, see if there's anyone from your industry that you recognize or anything like that. Um, grabbed the toolbox which is greatest isn't dotcom forward slash toolbox. And if someone wants to set up a 35 to 55 minute consultation of bus to see if they'd be a good fit for our program, we're happy to do that as well. And there's just a button right there to book an appointment.
Speaker 1: 25:53 Awesome. Well, Tim, thanks again for your time. Highly recommend anybody who's listening to this. The very first hire you must make is a great assistance. So please, please make sure you have an assistant and if they're not doing everything that you want them to do, take a email@example.com slash toolbox will give you a ton of other ideas of different ways that you can actually have. What are the things you can get off your plate, how to delegate A. I'm just such a huge, huge believer in this, and again, I want to make sure that Tim came on to help you guys understand the importance of focus again on who and not how. Let someone else take care of this. There's people actually love doing this stuff that you don't want to do in your life, the things that you don't enjoy, people actually do with love. We paid for doing that, so please take the time, make the time and go out and find yourself a great assistant. Kim, thanks again and we'll talk to you soon. Thank you.
Why Dave Decided to talk to Stacey and Paul Martino:
Yes it’s that time of the year again, a day where most people simply eat chocolates and pretending to be in love. BUT YOU’RE NOT “MOST PEOPLE” ARE YOU?!? NO. This is a culture of FunnelHackers and trailblazers and today we’re restoring love back to what it was meant to be, everlasting and simply fun. Stacey and Paul Martino are here to teach you just how we’ve been conditioned to fail in relationships. Listen in and take note on how both Masculine and Feminine Power are essential to your relationships, even the ones outside your love life.
Tips and Tricks for You and Your Business:
(2:30) Changing Relationships Back to the Natural Model
(5:04) You need to understand the triggers of a man vs a woman
(9:32) Men work off of direct communication, women work off of applied communication
(11:14) How Communication Issues Are Resolved Through Understanding the Human Wiring
(12:52) Why Do Relationships Now Naturally Fade? They Don’t Work With the Natural Model
(14:50) Do You Know the 8-Step System Stacey and Paul Trademarked?
(15:42) One of these 8 Steps is SYNERGY AKA Rock Star Alignment
(16:28) Does Your Intention Match Your Attention?
(18:38) Why Competition For Attention Does Not Belong in Natural Relationships
(22:56) We All Need to Understand “Masculine Presence” In Work and Personal Relationships
(26:21) Women’s Power Is Not Found In Becoming More Masculine
(32:06) Sydney and Paul LOVE Using Russell’s Perfect Webinar
(3:00) “We’ve all been conditioned to believe that passion should fade and that relationships should turn down and become dull and unfulfilling. Which is so not true and is really just a direct result of what we’ve never known.”
(8:48) “We are unknowingly causing ‘curfuffles’ and triggering each other just because we don’t understand and appreciate how the opposite is wired.”
(15:10) “Show up differently to shift yourself so your partner experiences a shift to without having to to any ‘couples work’ because that couples work doesn’t work.”
(19:38) “We are SO not counselors, we are not; but we are solution providers. There seems to be no relationship problem we cannot solve.”
Relationships, especially marriage, are a skill that most people haven’t quite mastered yet.
Do you understand and know the triggers of your lover?
You must live from your priorities.
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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 Everyone. Welcome back to funnel hacker radio. I am so excited today if we do this thing right, you're actually getting this on Valentine's Day. Hopefully that sowed. This is set up and if you do, I want to make sure, no matter when you get this, you have the opportunity of meetings and my dear friend Stacy Palmer. Tito, welcome to the show. This is so much on, but don't you guys don't know who they are. These two magical couple has been had this crazy opportunity of, and I think it's so. First of all, you have to understand these are. This is a couple who's got a such a huge strong passion and a love for helping serve other couples and I think especially on Valentine's Day, I'm hoping this comes across in the way that I hope that it does. They've had a company called relationship development data work, but the coolest part for me is they've literally saved thousands of marriages around the world.
Speaker 2: 01:07 Now that's real cool, but I'm sure there's other people who've worked at relationships space. You can say that, but the coolest part for me is they do this by working only with one spouse and that is like the most amazing thing in the world to. I'm like you always hear about this whole idea of couples counseling stuff and they're going to debunk the whole myth why that doesn't work, but most importantly, help you guys understand the importance and the value that one person and how one person literally can change everything. So aside from the fact there are two Comma Club award winners as part of our inner circle, part of just dear friends. By the time you're hearing this, we will have just completed our Russell speaking on [inaudible] station. Will have come across the stage. We will spend our time out in the Bahamas together. And with all that said, I just want to welcome you and just say, I'm so grateful that you're here. Most important. Cause I know that you're going to provide to this audience, so thank you. You're so welcome and thank you to be able to help anybody that wouldn't benefit from doing that. Everybody deserves these answers. I love it. So tell me where's the best place to start? Because I know you guys came to inner circle and get this a magical trading as far as different. I'm a one. That's all I cared about was number one.
Speaker 2: 02:19 No, but seriously, tell me what, where, where do people get started? Cause I know this is this, this holiday is a really painful holiday for a lot of people that often times is some of those things where people, all they do is remember all the terrible relationship they had and the ones that didn't work and why it's not working or they're in a relationship and they're trying to think, even though it's good, I want it to be better. I want to have more passion when I have more excitement. There's got to be. I don't want this, you know, you talked about this whole honeymoon phase and I want my whole marriage to be even better than my honeymoon was. Let's go. Where do they go? How do they do this thing? It's great. I would also say that like, I mean, you're just, it right off the bat.
Speaker 3: 03:00 They to like, we've all been conditioned to believe that the passion should fade, our relationships turn should turn down and then they become dull and unfulfilling. And that's so not true. It really is just a direct result of what we've never known. Um, and that's the difference and if you think about it doesn't make sense that we should find ourselves in this dynamic and yet we are so attracted to each other, like why would that be? It doesn't even fit the natural model, but, and it really is a case where people just get to the end of their skill set and you think, well, that's just the way it is. That is the way that it was sad and that's true. Um, but we're changing that dynamic. It didn't have to be that way. That's the first thing people need to realize this. No, it doesn't have to be that way, but culturally everybody kind of conditions that into us. They can. Yeah. There's just the way that it goes. Oh, well
Speaker 4: 03:43 gotta settle and that's sad for people to understand that there is something you can do. There's a completely different approach that you can take. It only takes one person and what I'll throw out there is most people get into a situation where they think it's either them or their spouse. That's the challenge. Like, Oh, if I could just get my partner to see if I could just get them to get on board or you know, maybe it's me. I've always had this problem and I don't know if I'm going to be okay in this relationship or I can't do any better, but what we want people to know is that it really isn't you and it really isn't. Your partner relationship is actually a skillset and it can be learned. It's just that no one ever taught us a way to do relationship that creates predictable patterns that result in an unshakable love. We're nothing. Nobody can come between you and the passion, which is better than anything you've ever had, but you can totally create that. It's a skill set and it can be learned.
Speaker 3: 04:47 Well, I know a lot of people associate this with kind of the type of medicine and don't believe in this thing. So I'm all about practical application. So tell me where do people get started as far as. Because I, I love the idea that fact that it involves only one person and so let's start with what can a person do?
Speaker 4: 05:04 Well, one of the things is about understanding that a lot of what goes on in relationship is based on someone getting triggered. Whether your partner does something that triggers you. We all have those things, right? Like, oh my gosh, a million times I've asked them to whatever, fill in the blank, right? And it triggers me and I just want them to. Why can't they understand? Don't use that tone with me, or why can't they understand? I just need some time when I come home, before I can listen to everything or whatever it is. Understanding that there are sets of triggers that are getting triggered and they're all those things that you're doing that you have no idea that you are unknowingly triggering your partner and so for an example, we often use the example of understanding that there are like so many masculine feminine triggers because we are wildly different and somehow like we knew we were different back, but something happens when you get into a longterm relationship and eventually you start evaluating and judging your partner based on what you would have said or what you would have done or never said or never done and how could they and you're kind of evaluating what they're doing based on your own blueprint of how you see the world.
Speaker 4: 06:16 But we're almost different species. It's like a miracle we ever get anywhere with each other. And so understanding masculine feminine triggers. You can stop unknowingly triggering the crap out of your partner when you don't think you're doing anything wrong and also handle your own triggers where they're triggering you and instead of trying to ask them to change, which doesn't really work. When you ask anybody else to change for you handling your own trigger, so an example would be like how the masculine and feminine proceeds held in the masculine. You want to talk about that together, like men don't offer help to other men, or if they do, they'll say something like, hey, we need some help with that. Usually other guy's like, no, no. I got the first man who was like, no, I'm not gonna say no. Let me step right in. Let me just take over what you're doing here and getting involved because that's going to trigger the other man.
Speaker 4: 07:10 He's like, no, get away this because it's insinuating he doesn't have his act together or somehow he's not capable for a natural reaction and as guys we get them and then if you do the same thing with a woman, you need to see how different is the feminine perceived health as a sign of support and affection. So whereas men also don't appreciate unasked for help. If a woman just started offering help when he hasn't asked for it. Right? It's annoying for a man or offensive even for a man to feel like, why are you, why are you talking to me about this? I never asked you for your help. I've got it. I've got it right. So men end up treating their spouses like there other men and they don't offer unasked for health because they don't want to disrespect their partner or imply that she doesn't have her act together.
Speaker 4: 07:59 And a woman is doing a million things thinking to herself. How is he that he knows all these things? Why is he such a jerk? But he can and he's trying to be respectful by not offering and ask for help. He doesn't want to imply that she doesn't have it together. Um, and meanwhile, women have been trained for centuries that if you're a good girl, you offer help even when people don't ask. And if they say, no, no, no, that's okay. I don't need it. You just jumped in and you start helping anyway because that's what a good girl does. And so when we do that for our husbands, when we're like, do you need a hand with that? And he says, let me just help you, let me just show you how you can do that better. You find men who throw up their hands and be like, well, and we are unknowingly causing kerfuffles and triggering each other just because we don't understand and appreciate how the opposite is wired. One is not wrong and one is not right. One is not better and one is not worse. We're different for a reason. We bring beautiful gifts to each other. We just need to understand how to appreciate that and not let it trigger us because we're so different.
Speaker 3: 09:16 I've been married 25 years as of last November and I still have a situation where I'm like, just tell me what you want me to do. I'll do whatever you want, just tell me what you might do. And she's like,
Speaker 4: 09:26 you should know after 25 years what I need. Again, it's a very big masculine, feminine dynamic. We actually just did a two day event where we taught our students all about the communication that women are comfortable with versus the direct communication that men only operate from and both get triggered by that in each other. Women feel like a man's competent, direct communication like that is a little bit jerky. Like she would never be so bold as to say exactly. Um, and women have learned that, you know, if you really care about someone, you'll figure it out. Right? That old, if you love me, you'd know, which is unfortunately, oh my gosh, she doesn't know. It's just, it's time. We all get trained on this so that we can have a skillset. It's a skillset. It's not. If you love me, this would all work out if you love me enough, it would be meant to be.
Speaker 4: 10:25 All of that stuff that we've been handed from generations past is the old paradigm of how to do relationship. It's broken. It's been broken for a long time and actually never works. When two people in the relationship are free to go. It only worked when one person that our relationship wasn't free to go, but as soon as everybody, like women have rights to leave and men had rights to leave the old paradigm of just people not saying and people not being able to lie to fail, we need to learn the skills of how to align, how to collaborate and how to appreciate all these different.
Speaker 3: 10:59 You hit it right on the head too. It's like, just tell me what to do. We both show up with the best of intentions and we wonder why we're so frustrated. We're like, I'm actually here to help and I wonder why this thing went off the rounds. It's the same on the masculine side as well as the feminine side. It's that gap is that gap that creates a problem because the reason why you're hitting it right there because we have an. It's just a masculine feminine that we're talking about right now. There's actually a few other layers. Um, but what happens is we have these fossils and then we just label it as like, she's unworkable. He's a workable, like it doesn't have to be this hard. So each time one of those failures happen, it's like building a little bit of a wall and then we slowly build up these walls of resentment over time and that is the natural dynamic that people are facing and it's sad because it was preventable.
Speaker 3: 11:45 That's really how their relationship rows going back to your first point by building these walls over time. Then after awhile we feel so distant that we feel so disconnected. We're like, I'm not even sure if I love that person anymore. When in reality it was layer after layer of misunderstanding because again, we. There's, there's been such a massive change in this world where men and women became equal in the workplace in rights and things like that that didn't exist before. And then there was this overcorrection where instead of what used to be real differences, we tried to make everybody the same and it became uncool to talk about any kind of differences. When in reality it's stark is day and night. The differences between the way the feminist sees the world in a masculine, we are equal, but we're not the same. But because we've sort of been conditioned like she should get this or he should get this, and then we wonder why.
Speaker 3: 12:32 Because they know you're equal in the household. You already call here at wherever. No, actually there's still fundamental wiring that has not changed. This evolution happened very quickly. We haven't adapted. And in fact, what typically happens with a massive changes. There's sort of an overcorrection and that's what happened here. We overcorrected to try to make everything the same and it's killing relationships in multiple waves now. But that really is the dynamic of why relationships naturally fade because these walls are being built up accidentally with both sides showing up with the best of intentions. And then they're like, well, I did the best that I could. So I guess this is just the way that it goes. So it was really sad that the outcome is that, but it was totally preventable and it was just this lack of understanding where we're not seeing the reality on the other side of that creates a problem.
Speaker 3: 13:15 And I'll just use my little quick metaphor, uh, which is, you know, we, we say we just thought it said the last meeting actually where if you imagine yourself facing your partner and there's a fence between you, so there's literally you on one side of the fence and your partner on the other side of the fence and you're looking out and behind your partner who is on the other side of the fence. You see like the rest of the neighborhood, right? So you see the neighbor's house here and the trees over there, whenever the case may be. Well from where they're standing and you're saying to them, no, the world looks like this from where they're standing there seeing the houses behind you and the river over there, whatever the case may be, they really don't see the world the same way. They can't. They have a truly different perspective on how this is happening.
Speaker 3: 13:56 And yet we expect them to see everything the same way as us. And then when you tie in the differences between the masculine and feminine, the fact that they truly have a different perspective on the same situation. You start to see where the gaps come from and the only thing that you really can ever agree upon without the awareness of what's going on, his defense that's between you because you both see that one, right, so it's a good metaphor to lock it in. Like we assume we know what's going on on the other side and you can't because you're really not on that other side yet, but you could put yourself there with the right brand. So that's, that's really the key of how one person can always change it, but we haven't been brought up to think that way. We haven't been brought up to respect these differences and we're suffering for it necessarily. So we're trying to change the title and then changed the world because we certainly could use some better relationships in the world. So how do they act? How do people actually do this? Because I know people are gonna go, okay, I get that. I understand that and resonant me. I definitely understand the metaphor, but what do I actually do? Well, we teach
Speaker 4: 14:52 an eight step system and in that system we take you through the eight steps to transform any relationship, learning how to use these tools, learning how to see it differently and what you're literally doing is you're getting an education and a perspective shift on how to understand how your partner is wired and how to really see how you've been wired and to show up differently to shift yourself so that your partner experiences a shift to without having to do any couples because couples work doesn't work, but being able to shift yourself and so we have a tool box with loads of tools and strategies for that.
Speaker 2: 15:29 So for sake of time, I can't go through all eight. Can you give me a couple of people can do. I'm all about making particular action. It's Valentine's Day. They should be out doing something. They didn't make their marriage and their relationship better.
Speaker 4: 15:41 Absolutely. Well, I'll give you one quick thing from step four in our system, which is all that synergy which is learning how to create a rock solid team and how to have that alignment. We teach a hierarchy of how to, um, because people are, I've never been taught how to actually align in your primary relationship and what causes a lot of havoc and relationships is when one spouse is putting the kids before the spouse or maybe one spouse is putting family of origin things over and before the partner if you are prioritizing anything,
Speaker 2: 16:19 I get accused of being the primary thing because my entire life I'm very passionate about what I do and especially right now at clickfunnels, I'm like Uber Passionate and there are times where my wife goes, wait a second year, you spend more time with them than do with me. So how do I fix it?
Speaker 4: 16:35 So the tool is attention versus intention because the struggle that you and most people face is like I have to work a certain amount like I have to, I have to work. I can't spend every minute sitting at your feet saying, hey, how did you like that minute? Was that a good. We only have so many minutes a day. That's just a fact. The differences. A lot of us focus on attention. Like, how much can I give my word once more for me? The kids want more from me. My wife wants more from me, my husband, but it's not about how much attention you give. Your attention is going to go where it needs to go. We all have things. We're all busy. It's about your intention. When you start living from the intention that my spouse and my marriage, there's nothing else in this world that's ever going to come before myself.
Speaker 4: 17:28 We're going to align and from that alignment, we're going to choose. We put the kids first. We're going to choose. We're going to do this mission. We're going to do this business. We're going to choose and when it's working for us, great. If it's not working for us, we're going to talk about how can we reorganize? What else is it being done? How am I not meeting needs? What else can we do when partner feels like you are living with the intention that my marriage is first, I put my attention, my attention, where Gina goals, we're growing, we're serving, we're doing stuff. My kids know I love them. We serve our children together, but we are rock solid and nothing will ever be more important than you'd be amazed how not only do they align with the things that are the most important in your world, but they also get on the same page with you and push you to experience everything that you want in the world because they know that they're not competing. The challenge that is most people's radars, especially entrepreneurs, is that no one on earth will ever give you 100 percent support with something they also feel like they're competing with for your time, attention and priority, and until you give them the experience of feeling like there's nothing that can even come close to competing with you.
Speaker 4: 18:48 They're always going to be like, I don't know if I want you to be working. I don't know. I'd like to get in the way of that. I might have a stink about this. I don't want to make that easy for you because they feel like they're competing with it. It may feel like the grand canyons difference to have your partner feel like they're your number one, but it can happen in an instant you. It's about living from your priorities like Russell teaches, plateau, Colomo, whatever that is, right? Well, if your marriage is number one, are you living? Are you really living from your priorities? That doesn't mean all your minutes of your day go into your marriage, but are you living, but that is your number one priority. When your spouse feels that and believes that everything in your world will shift.
Speaker 3: 19:29 So everybody who's listening, you guys could just sit on the sidelines, I'm gonna, get some free counseling here,
Speaker 4: 19:39 solution providers, and we can sell whatever there seems to be that there is no relationship situation that we can't solve our gifts that we've been given and our mission is just to give it to the world.
Speaker 3: 19:52 Free up some other people too saying, you know, part of the problem too is we are a partner has to meet us halfway. It's, it's there's only one person that shows up differently and just in that example that you just gave is literally you can shift that dynamic if you truly convey to your partner that they are, they are everything to you in this world. You will do anything for them and right now this happens to be the vehicle for how we are providing for our family and all that, but they feel from you how much you love them and they are the priority and if something ever happened like where you had to choose like no, your first time apartment I will find some other way of making a living for us to provide for us. But you know when it gets right down to it, you are number one and when your partner can really feel that they can get out of the way.
Speaker 3: 20:31 It's always one person who creates that tone and one person that can shifted. And when it comes to a tug of war, it has to be both sides hanging on. Either one could have dropped. That road is always been in one hand and what we talked about. When you hear things like counseling as part of the flaws, people go into this thinking, well, I can't anything unless my partner does something first or meet me halfway. That's never going to turn out to be something magical work. Somebody kind of meets you. Halfway is magical and one person shows up and they're like, you are my number one in this particular instance. You are my number one. You mean the whole world to me. Anything else can fall apart, but I can't lose you and right now this is what we're doing for our family.
Speaker 4: 21:05 That's a whole different thing that sets a whole different tone.
Speaker 2: 21:10 I really appreciate that. Only because knowing. So this is a crazy, crazy week for me at the office. Uh, there will be very, very late nights and early mornings here. Um, but it's interesting because I know that for, for example, for my wife, the most important thing for her is it's not money. It's not gifts. Appreciative, but it's time. Quality. Time is like the most important thing for her. And I've used to think it was just quantity time and so I'd be there quantity wise, but I wouldn't be there being present work. And so Saturday I knew we were in a situation where I knew this is going to be a crazy week and so I made sure we had our date night on Friday night. But then on Saturday I thought we gotta do something even more special. And so we went on this crazy hour and a half drive up into the mountains to find this hot spring that wasn't even hot.
Speaker 2: 21:58 It was so shallow you couldn't sit in it. And the people who were in there, I'm like, I don't know if I want to be in sharing this cesspool with you. And so we turned around and drove another hour and a half back down and then walked around the Boise river for four or five miles trying just only because I know you and I've spoken on this kind of stuff before. And I, I know the importance for myself, especially with my wife being president. And even though in the back of my mind there's like, oh my gosh, you've got a laundry list of things to do, but I know that, uh, for her. And one thing that I'm, again, I wish I was as great as you guys are, but for me it's one of those things where I'm, I'm working on it all the time too. The best way that she understands my intention is by my spending quality time, whether it doesn't have to be weeks on end, but it has to be quality time where it's just her. And I know as I, as I do that is, I show up for that. It then allows me. She'll be like, Dave, go, I know you need to do this, this group can you do with that? So I appreciate that a ton.
Speaker 4: 22:58 Masculine presence is not just your wife's a masculine presence is tremendous for all women who are in their feminine meeting, their masculine presence. I actually talk about this even in the 30 day challenge. I'm in one funnel away about using the great, great skill that masculine energy has of compartmentalization where you're able to put something in a box and put it away and like not think about that, using that when you put your work away and giving yourself that grace to be fully present for her with nothing else, for a period of time, making that decision intentionally and showing up with masculine presence, which is something all teachers a lot to the men in our programs. It does wonders for a woman. I think it's underestimated because you guys have your presence all the time. You don't realize how important that energy is to the feminine, but it allows a woman to just kind of melt away all of her stress, all of her thoughts, because her man brings his presence so she can release all of the controlling, directing and stuff that she's doing all week long. Men Can do controlling, directing, leading. Women can do controlling, directing, leading, but you get fueled up by. We get exhausted by it and it's your masculine presence that lets us rejuvenate and replenish to be ready to go out there again. It is so needed. We don't have that energy within us. And you do. And so when you have that really focused masculine presence time with your lady, even if it's 15 minutes a night, um, it can do wonders to allow her to feel ready to do it all again.
Speaker 2: 24:47 You mentioned that it's a fun stage in our life right now. I've got one son that just got married. It's been a year. My oldest son, Shandor, married our first daughter into the family, Fran. I have four boys and that's our first girl. So it's been. So they actually just moved up here to boise since you guys are coming soon. Um, they, uh, they moved up here and it's been fun just seeing this newly wed couple as they've been married just over a year and I've got another son who's dating the girl real serious. But the thing I've, I've realized as I'm speaking primarily to my four boys is the power of a woman has over. Man is like, it's, it's like our Achilles heel, it's the most amazing thing in the world and and we've had this conversation just over this weekend, how we're looking at a couple of my son's friends who are in a situation where they had left to go do something, but there's not that congruency between them in a marriage where there's no way in the world that she would feel supportive if he went and did this other thing and because of that he just, he can't and at the same time it's creating that angst within their marriage because they're not aligned and it's been.
Speaker 2: 25:53 It's a fun point in my life to kind of take a look back and seeing this next generation coming through and how they're dealing with their friendships and relationships, but mentally, I guess as you. I know we've talked a lot about the masculine side. If you don't mind spending a few minutes just on the feminine side and the power that exists there.
Speaker 4: 26:09 The power of the feminine for the masculine. You can also talk to that. So you're spot on, right? Of course. And the funny thing is, and this is another one of these layers I'm talking about, a lot of women are now in the workforce and forced to show up in their masculine. What's funny is the power of the feminine is getting muddied into the belief that I have to be more masculine. The show up in the corporate world, for example, to make a difference where it competes somehow and you know, it's, it's like giving
Speaker 3: 26:44 away your power because like you said, the women, the femininity, the sunshine of femininity, of fresh air, of femininity is magic spells on us and immediately calls upon us to serve. And the more mature masculine we are and the more we just want to be like a hero and say, how can I help you? Like we wanted to step right up. That's incredibly powerful. It's like intoxicating and yet it's being lost today because it wouldn't have to be more masculine to try and compete in a man's world. And it's, it's not, it's just part of that confusion that we have. But what it comes down to is it calls upon us. Again, we were designed to be together and that's why it calls upon us and this is where the beauty of sort of the Human Yang of the feminine and the masculine come together because you know, they don't want to protect themselves, they don't want to be the strong ones, they don't want to be the ones driving and pushing them, controlling now they love for the man to come help them.
Speaker 3: 27:31 And getting back to the earlier story, just as a small little example, you know, let's say a woman today need some help carrying something in the door, um, and if and if and if they all are, so I'm sure the stories are short. Power is like, I see her struggling and carrying this box. So I'm like, Hey, let me help you. She's like, no, no, I got it now. Most men here that and we respond as if she's another man. Like, okay, you got it. Let me hold the door for you. And we kind of sort of help, but I intervene. I'm like, oh no, I'll tell you what, I've got this for you. If you don't mind. Let me just take this view and then she like lit up with the sun with a smile and I'm like, yes, like I lived somebody up and she felt so seen and appreciated and cared for like it is the natural wiring.
Speaker 3: 28:14 They have that power over us and if we choose to accept it and respond to it like, and we serve the feminine because it calls upon us to serve them on like we just want to do something for them and make some magic happen. I'm not, that didn't sound right, but I get that I have to watch that one. But nonetheless it's that win win and we both feel it. They have power over us and we have power over them in the same way, but neither one is really exercising well because we don't see it for what it is, right model. But we know it when we see it and at times it feels almost like on both sides, a feminine feel like I'm craving the masculine man to step up and be present for me. And they feel like they're sort of on an island and sort of starving a little bit.
Speaker 3: 29:01 We're all we have is coconuts right now. And then zoo. There's this epidemic. We're like it, like I would just love to find a, you know, a feminine woman because I know it lights me up. I just want to help serve her the moment she needs some help and I'm right there. I'm going to help because we love to serve and we're sort of killing the gift in each other right now. And we're not being seen from the side that we need to. But both sides have that same magic of each other. But the feminine, when when a woman becomes open and vulnerable, like, Oh, let me help you, sir, let me serve you. But if she's pulling, pushing, driving and controlling like, okay, you got this handled that right. It kills the whole dynamic. And that's just one example of how that dynamic plays out. But we both have that power over each other. It's just not being seen
Speaker 2: 29:42 and used so that we can serve each other in the way we want to be appreciated. And seen in a way that they want to be seen and taken care of, which lights them up and let them stay in the feminist and they don't have to protect again and be more masculine because that's really what it comes down to. It
Speaker 4: 29:55 feminine does bring that magic and when I speak from experience, because like part of my history was I also became that masculine a ice princess and corporate accounting trying to like man up and be more like the dyes in order to succeed and protect myself and provide for myself. But honestly, I'm not a lot of women who are finding themselves in this place later in life where it's like, it's exhausting. It's not authentic for me to try to be more like a masculine man. And um, you know, whereas a woman down to feel like she carries everything on her back. Not that any one is better or worse, it's just that it's a compliment for a reason. We're complimentary for a reason. And when we can both truly live from our authentic selves, our authentic energy, not trying to be someone we thought we had to be in order to please the other where have a successful whatever, and then the energy really starts to rise. Both our personal power and the energy of passion between the masculine and feminine, which as you lose that Masculine Feminine Energy, you lose your passion. But when you bring it back like look at you, bring it back.
Speaker 2: 31:11 It's been fun for me to see how you use this in your business and also how you've kind of transitioned to what you're doing on the webinar now because it's been neat for me to see again, for those us who can't see, I'm basically staring at the two of them and right behind them are two huge plaques to the board when you plaques to have them. Not to say one, but I mean it's crazy and they're on their way to the third. And I think it's been neat for me to see the way that your masculine, Feminine Injury Works Together. Help the two of you guys achieve where you guys are going as a couple, but also in your own business and I think it's, it's neat to see the masculine Feminine Energy Eight from a business perspective and how it, how has actually accelerated the growth in your business and everything you guys have been doing there. If you don't mind, I know you guys are doing a Webinar that's been one of the main reasons or how you've gotten to one of your two comma club awards. Tell people how are you driving traffic into it? How does your funnel work and then where can they actually see it in action?
Speaker 4: 32:04 So our, our Webinar, we teach and Paul teaches from the masculine feminine. We do everything we do together and in our business, you know, Paul really has a strength in his operations and the way he does things were creative and I do use more feminine energy and what I do, I try to do what Paul does and so we put together this webinar where we can teach people how they can also do this and their relationships and just like I'm Russell teaches, it's a perfect webinar format. It is so powerful. It really helps people get out of their fear of not taking action and get into a sense of empowerment where they feel like, I can do this. Like, oh my gosh, you have no idea how many people watch your Webinar and say, why didn't you ever tell me this? Why aren't we telling our kids dance?
Speaker 4: 33:01 Why doesn't everybody know this? One of the distance, it's basic relationship education that everybody deserves and the perfect webinar that we use that format empowered us to figure out how to show that to people in a way that they could really digest it. And then from there, they enroll in our quickstart program, which is our eight week online program where we teach them our eight step system and an eight week online program and come to our three day live event, the relationship breakthrough retreat, and that's where it's a breakthrough three day event, breaking through to the next level in your relationship regardless of where your relationship is, and then they enroll many times in our relationship, you your lung program and really take it to a mastery level of putting back first for them. As far as like driving the traffic lights,
Speaker 3: 33:48 Russell has taught us, enabled us to actually get what is obviously a different approach that most people aren't accustomed to into language everybody could understand. And then with that clarity we're able to do the facebook ads and things like that to get started in funnel. If you don't have that language right, which is more than half the battle. It doesn't go. It doesn't land. It's your. So in her own head is entrepreneurs. You don't know what they don't know what they're hearing from this. And when Russell like outlines, it's so clearly through his programs how to do that, it just sinks and the people that you're trying to reach get it. That is what I'm looking for. So then it's. It'll just fall through like so whatever marketing you do, whether it's dream 100 or your facebook ads, whatever the funnel was, the key and the language in the copy with the clarity that you get from that is what makes it work because without that they may get to your page and they get to your funnel where you're trying to start with where you're trying to offer up what you have, but if you don't understand what that is,
Speaker 4: 34:49 nothing's going to happen on the wall. Everything. Read the expert secrets. We learned that step by step. Before that was the queen of the one half of one percent conversion webinar where the most I ever did was one half of one percent. Dave. We once did a webinar and over 17,000 people registered for one webinar and one half of one percent of them enrolled in the program. Like I almost lost it the next day. I found wrestling, now we convert 25 percent on a Webinar, we double it in our followup and yes, we need sales to the mission and fund our company, but those are families that are actually going to heal and be empowered for life with the relationship skill set that they never had where we are breaking the chains in their family. It will never be repeated. Their children were learned from watching them like these are real families. That will be forever changed because one person was willing to say, I'll be the hero of my family. Teach me how to do this. I'll turn it around for my family. My children will learn from watching me. I can teach them. Let's do this now, and that is a whole different ballgame. That's why we do this.
Speaker 2: 36:12 I love it. I think that's the exciting thing for me is we take a look at where you guys are coming from and we've seen the perfect webinar work in so many different industries and it's fun for me from a marriage relationship standpoint to see the impact and for some reason this year is all about impact. For us it seems to be the number one word we really have really focused in on is yeah, we've, we have over 73,000 customers at click funnels and that's really cool, but the part that's most exciting for us is to see the impact that each one of those 73,000 customers have, as you mentioned, literally on tens of thousands of lives that you're having the opportunity to teach through a crazy little piece of software. And if so, if people wanted to find out more about you, where do they go?
Speaker 4: 36:52 Uh, they've not a relationship development.org to find out more about us and watch the perfect webinar. If that relationship breakthrough secrets, that pub
Speaker 2: 37:02 they go to relationship breakthrough secrets.com, is that right? Relationship breakthrough secrets.com. Take a look at the landing page, fall again, pay attention to how they're actually going through that funnel. Realize that again, a lot of people they will. That would never work for me in my industry, and this is a. it's cool for me. I remember when you guys first came into the inner circle and it was like, that is so neat for me to see that industry, that vertical, that niche, having the opportunity of totally changing and impacting tens of thousands of lives because again, you're. You're implementing those things that you've. You've seen battle tested and actually are working for you. Congratulations.
Speaker 4: 37:37 Oh my gosh. Thank you so much for teaching.
Speaker 3: 37:40 We didn't have. We didn't do it if we didn't have the funnel. If we didn't have Russell, if we didn't have that genius to shortcut it for us, I don't know that we would have made it cause all together where we really are trying to change the world and thank God for you because you're helping us. You gave us the tools and the understanding to actually reach the people so we can change the world and shortcut what would've been, you know, 20 years of guessing different, made it that long and down until like a year. So now we're two comma, two Comma Club awards on the wall from a half a percent conversion to that. Like thank you and that is the ripple effect and we could not have done it otherwise if we didn't have you guys. So we're excited
Speaker 2: 38:23 and for those guys you're listening. Happy Valentine's Day. Again. Checkout relationship breakthrough secrets.com or relationship development.org. And you can find out more about stacey and Paul there. Any other parting words before we wrap things up? Oh, we would just
Speaker 4: 38:36 say that we are so grateful to everyone in the click funnels community and this community rocks, whatever you want to do, whatever your mission is and no matter what it is, whatever your mission is in this role, apply what is being taught by these people who have already vetted it already figured out, short cut. It's in their best interest to help you be successful with this. Just plug in what they do with what you do best. That's a marriage and you will skyrocket and the same goes for your love relationships. There's no love relationship that can't be taken to the next level. If there's anything that we can do to serve you, this is our mission in the world. Just reach out to us and let us know how we can serve you because we're right here and no matter what Valentine's Day was like in the past, doesn't matter what happened with today's a new day decision point to take action. Well thanks again guys. We'll see you this weekend.
Speaker 5: 39:49 Thank you so much for taking the time to listen to podcasts and one of the things we're really passionate about is trying to get everyone up and running as fast as they possibly can and one of the things we've done recently that has helped so many people and that is our one funnel away challenging. If you don't mind, if it's something of interest to you, we actually will pay you $100 for anybody who signs up for the one funnel a challenge or if you want to go ahead and sign up and do it yourself, just go to one funnel away challenge.com. Again, that's one funnel away challenge.com. Sign up, go through a 30 day challenge. Uh, it's one of the great things we've got Russell basically giving me a 10,000 foot level. Julie's swing comes in and gives you, kind of hear the nuts and bolts of exactly how to make it work. And then steven comes in every single day and spends time basically telling you exactly what to do on a daily basis. So he'll hold your feet to the fire. Super Accountable. We've had more people get more success and things done out of this than anything else. So go ahead and sign firstname.lastname@example.org. Thanks.
Why Dave Decided to Rant Today:
As you all are aware, the higher you climb in any area of life the more people there are who will want to tear you down. As an entrepreneur for most of his adult life, Dave is no stranger to this fact. So today Dave has a message for all of those out there who are both the scrutinizers and those who are being scrutinized.
Tips and Tricks for You and Your Business:
(0:57) Fun Fact: No One Likes a Sideline Critic
(2:20) Your Critics Don’t Deserve to Bring YOU Down
(3:45) THEY Can’t, Are Incapable, of Understanding
(2:00) “The credit belongs to the man who is actually in the arena whose face is marred with sweat and blood.”
(2:26) “For those of you who are listening and you’re being impacted by the feelings and opinions and critics. Just turn it off. Whatever you do, do NOT LET THEM get in your head.”
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] A funnel hackers will welcome back. This is a warning in advance. This is going to be a ramp, uh, dealing with some idiots in life that I am so tired of and the people I'm most frustrated with right now are the critics. Those people who sit on the sidelines who tell other people they can't do it, who have no other solution, but to be able to tear other people down. The people who sit there and point the finger scorn and others and tear them apart basically saying, oh, this won't work and that won't work and you'll never make it. Those are the people I cannot handle. And most importantly, if you are one of those people, I doubt you are, you wouldn't be listening to my podcast. But if you are and you're a critic who's sitting on the sidelines telling others they can't make it, by all means.
[00:59] You shouldn't be listening to this and you should go find something else to do because I cannot handle nor tolerate the critic who sits there and tears other people down who hasn't been in the fight, who hasn't understood the pain, who hasn't gone through the journey, who sits there, and the only way, the only satisfaction they get out of life is by tearing other people down or they decided they're going to go ahead and sue somebody because it didn't work exactly the way they want. It has to be someone else's fault and not willing to take credit for for their own mishaps in life. There is a quote I am I love more than anything else and from Theodore Roosevelt says, it's not the critic who counts, not the man who points out how the strong man stumbles or where the doer of deeds could have done them better.
[01:43] The credit belongs to the man who was actually in the arena whose face is marred by dust and sweat and blood. Who strives valiantly. Who Errs, who comes short again and again because there's not an effort without error and shortcoming, but who does actually strive to do the deeds? Who knows great enthusiasms, the great devotions, who spends himself in a worthy cause? Who at the best knows in the end the triumph of high achievement and who at the worst, if he fails at least fails while daring greatly so that his place shall never be with those cold and timid souls who know neither victory nor defeat. So if you haven't been in the fight and you don't understand what life's like, you don't have an opinion and your opinion does not matter. And if summit for those of you guys who are listening and you're being impacted by the feelings and opinions and critics, just turn it off.
[02:31] Don't. Whatever you do, do not let them get in your head. Those people haven't been in the fight who haven't done what's there. They do not deserve the opportunity to even have their words. Grace your ears. I am so tired and so frustrated with people who sit on the sidelines and tear other people down who don't give any other solution who don't provide any other value. I cannot. I've dealt with this so in different times in my life and right now is one of those little tiny pieces. It hardly ever impacts me. Every once in a while that little element comes up and the little thorn where it's like, I've been scratching at this thing and I'm just either have to cut off the limb or take it out so this one's being taken out. So for those of you who are trying to basically a tear others down to make yourself better, shame on you, and if you're being impacted by those people who don't have a better all option or a better way for you to achieve your goals and your dreams, please, please do me a favor.
[03:33] Do not let them get into your head. Do not let them even impact you. In the very, very least, their opinions mean nothing. They absolutely have no value. They have no merit. They have no credit. They've done nothing at all. They can't understand where you're at. They can't understand your dreams, your goals, your passions, your vision, where you're going, the people you want to serve, the lives you want to touch. Do not whatever you do, do not let them impact you. Again, it is not the critic who counts. That's the person who has done nothing. Do not let them get in your way. Do not let them impact you. Please do not let them impact you. Uh, I know at times you, there have been times where I literally have to physically remove myself from the person just to make sure that their caustic cancer driven ideas don't impact me.
[04:20] And so if you literally have to physically remove yourself from it, even if it's a family member, please do it. It is a cancer that it just, it eats up everything that's healthy, strong, good and right in life. So understand that if you're in the good, if you're doing the fight and you're doing what you know you're supposed to be doing, keep doing it. Don't let the critic get in the way of you achieving your goals. I hope you have an amazing day and I'm sorry for the rant. I just, I've met the boy. I just can't take it anymore. There are people who every once in a while get to me in right now. There's one of those things and, uh, I just want you to know it's worth it as you keep going for the fight and have an amazing, amazing day. Hopefully I can see you at some point at an event or if you're ever in the area in Boise or whatever else or you want hit me up on instagram or facebook, by all means do.
[05:13] And again, I really look forward to seeing you at some point. Thanks so much for all that you do to support clickfunnels and us and our mission and our journey to help liberate an educate other entrepreneurs so they can go out and do what they want to do a, for us, it's a huge passion. Uh, you'll hear us talk a lot about this whole new movement as far as liberating, educated funnel hacking live and it literally is become. My mission in life is, is focused around those two things. So have an awesome night, have a great day, wherever you might be listening to this and we'll talk soon. Thank you so much for taking time to listen. I can tell you for me, one of the things I've enjoyed the most or is reading Russell's books. One of my favorite books is expert secrets. If you hadn't had a chance to get a copy of expert secrets, just go to expert secrets.com. We will give you the book for free. You just have to pay the seven 95 shipping and handling. So let's go to expert secrets.com. You'll get the book and one of the most fascinating books because the whole idea here is this is the underground playbook for creating a mass movement of people who will pay you for your advice. So again, go to expert secrets.com. Get your free book, listen to it. Let me know what to think about it.
Why Dave Decided to talk to Bobby Stocks:
Have you created a successful advertising agency AND created a fake persona that helped you attain the aforementioned agency? Well Bobby sure has. Bobby Stocks is revolutionary in his tactics of marketing not only for his clients but also consistently for his own business. All these tactics and strategies allow him to live his dream of stretching out along the beaches of Puerto Rico with his wonderful wife. Go ahead and press play to listen in on this great conversation and as always, follow those dreams you’ve always had.
Tips and Tricks for You and Your Business:
(1:31) How Bobby made DonoHue
(6:20) Casting and Retrieving Authority
(7:48) Get Other People to Play Your Proof Drum
(9:58) Use Your Spotlight on the Right Stage
(15:08) Getting People to See Your Proof as Much as You Do
(17:16) Do the Unusually Impossible From the Unusual Tactics
(19:20) Just See What Sticks on the Wall and Go From There
(20:38) Bobby and His Niches
(23:11) Transparent Vulnerability
(8:33) “I call them ‘not in the money lane’ right? No one knows about them. You know they’re kind of waiting for the spotlight to hit them.”
(13:56) “What do you want people to know you as? What do you want to be known for? And it’s really important, keep it simple, then from there you can start getting more complicated.”
(18:59) “Because you know, in marketing, we all want this cookie cutter thing that’s going to work everywhere. In reality, you just get lucky with this thing that works here and works there but most times it’s some small variation or crazy tweak that’s actually going to get you the results
(28:30) “I will step into my role which I’m best at, that is strategy and looking at how we can differently position things, and that’s it. And, I’m fine with that
The only rule about DonoHue is that you must talk about DonoHue
People never see your stuff as much as you are
Always remember, you don’t need to find your main niche your first go around
Your team needs to be a family. Like any family there’s going to be bickering and that’s OKAY
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. Everybody, welcome back.
[00:18] Hold on your radio. This is going to be a ride of your life. Now you're gonna. Have so much fun. Listen, this podcast can give you some backstory before I introduce who I'm bringing on. So for those of you guys are coming to funnel hacking live, you probably have heard that we've had these, these cultures, tee shirts. We've had people going out trying to create and build basically meaning if you have your own little culture that is going to be at funnel hacking live. We want to make sure that we created a t shirt for you that is for that. And so we had all these things go on and, and you know, different people. A lot of the people you are kind of in our normal culture you've heard about. And then literally out of the blue, this donahue character just blows up. I'm like, what the heck is daunting?
[00:58] I don't even know this person is and it doesn't blow up. This is one of those things where the, the people are so passionate about who they're supporting them like we have got. I've got to figure this out. So trying to figure all this out. I want to introduce you to donahue who actually his body stocks, who has a business strategists, seven figure, eight figure business owner blowing things up all around the world, lives in Puerto Rico with his wife, Rachel on the beach, smoking cigars, having the time of his life, but has this crazy passionate following. So with all that said, welcome to the show bobby, and let's kind of dive in and talk about this whole story.
[01:32] Awesome. Yeah, it's great to be here. And I always love talking to um, so just to like open up the curtains behind the wizard of Oz. So a donahue is A. Donna uses social social experiment. So in 2011, uh, I trolled my local town of meet me and my buddy and we came up with a business opportunity called the donahue job site. And we named the opportunity off of a funeral home that's called the donahue, and we took some pictures of us inside, like heavy machinery and we kind of positioned it like we had bought a plot of land that we reminding for pay dirt. So what happened was over a couple of months of us talking about how great this opportunity was and how excited we were about it, people started to message me and they want to, to invest in it. It was just a hilarious thing.
[02:33] We, we, you know, it was a joke. So anyway, fast. Let's go back. Last year I had one of my small masterminds in Vegas and one of our attendees was from the town that I grew up in, which is Drexel Hill, Pennsylvania. It's a suburb right outside of Philadelphia. And he brought up donahue. He say, you know, he's like, do you remember donahue? And I'm like, oh my God. I started laughing about it and I said, you know what, let's try this again. But in the Internet marketing space, so that was march of last year that we did that. And um, so, so really what we did was we took the power of a mascot a or this like a symbol, you know, you can say add or something like that. And um, then we also stacked on top of it status and social proof, right? So by creating a small inner circle of two other people that knew about donahue and we said, let's, let's talk about donahue.
[03:38] So, so the only rule of donahue is his talk about, Donnie was just sort of talking about it, you know, like he was this guru Internet Marketing Guru and because of, of social status, it created it, it started spreading really easily, right? So when we, when we post a lot of proof in a lot of like our students or our clients or even our own funnels that we run, it's all about proof these days, the more proof you can show, the safer it is for somebody to make a decision, right? And it goes to the lizard brain and you know, I'm just so they're going to die if they buy this. So by constantly posting about how great donahue is his, his greatness, his smartness, you know, and I always envisioned donahue is like the Dos equis guy, you know, I like put that in my head when we were doing it or like, yeah, he's like, he's like the mentor of the DOS equis guy.
[04:33] And um, so anyway, people started reaching out to us, what is this donahue, you know, how do I learn more about donahue? And how it started spreading. It was by using status. So I would say, you know, I'm not really supposed to tell anybody about donahue, but I'll let you in on it. Do you promise not to tell anybody? Right. So now I create the separation and they would say, I promise, I promise. And I would say it's a complete joke. Here's donahue, this is what it is, which then would then have them inside the tribe, right? And then they would look for opportunities to create the gap and status. So as soon as I posted about donahue, everybody else would jump in on it and they'd say, Don, who's the greatest? Because everybody wants to be inside the tribe. So that's how it spread. I mean, it got to the point where like I had Jason Horning and all types of people reaching out to me, wanting to know with don, he was, and you know, I pulled the same thing. Well, you shouldn't tell anybody.
[05:38] So where we started to bring the mascot as, as, as, um, a little cuff here as the, um, as the status grew up donahue. I then said, how can I pull authority from the mascot? So like one thing that I sort of learned throughout this and we see this, um, you know, you see this in just regular mascots, right? If you were at a baseball game and um, you know, nobody's embarrassed to get a picture with the mascot of the baseball team. Everybody's excited to do it right? But you can't self promote the same way a mascot consult promote itself because you threatened other people's status. And then this guy. So what I realized was I could self promote onto donahue so I could cast self promotion onto donahue and then I could start to actually transfer the authority back loans myself. So the way I did that was I just looked at religion, right? So I said I'm the pope, I have access to donahue. Donahue says. So that's kind of like, you know, there's, there's a lot to it that we did and it worked. Um, but yeah, that's kind of the synopsis of, of what Donahue is. It's just a really, really hilarious, um, example of how positioning status and proof and you know, constantly talking about proof results in a big way and marketing that it's a human beings can not withstanding, um, they can only withstand for a certain period of time. And then curiosity, opportunity and all of that just takes over.
[07:35] No, I just want to kind of get out as we were talking about this here is, is for. I want you to, as you were listening to understand the power of proof, the power of La social culture. We talk a lot about culture all the time, but then also that transfer of authority is so critical and I think that in marketing, obviously it can be used for good and for bad. And I'm not gonna that's not what this podcast is about. It's not, that's not the issue. I want you to learn from it. I want to understand it. Um, I was, had a conversation with a very large player, a big influencer, and he was talking about Bob Hope, who knew years ago, Bob hope basically woke up every morning just saying, well, I just want to make sure somebody is talking about Bob hope today. Don't make sure somebody is talking about Bob.
[08:19] I've got to keep that name out there on an ongoing basis. And so his whole thing was how do I, how do I make sure that people are still talking about me without doing what you said, and that is without beating my own drum, without know, I'm the greatest. I'm the greatest habit. It's not a Muhammad Ali type of approach as much as it is that that proof is fascinating. How if you can get enough proof to back it up, and again I was looking through, I mean stories of your success in the mortgage industry, in the real estate industry and the fitness industry with coaches and with landscape. I mean all that. You have so much proof that it's easy to use that. And so I wanted to kind of find out how do you some, some people are going to be listening to going know Dave, I'm just kinda
[08:56] getting started. I don't have proof. How do I get proof? Then the other is going to go, well I have proof but I've never done a real good job of I'm afraid either asking the testimonials or to use that proof. So if you don't mind bobby talking about both those two things. So I mean this is the game changer was for me was the exact situation I see a lot of people are in. So um, we've raced back to temecula here, but we were interviewing one another. One of our students lives in Lemon Grove, California, and he has the kind of the cookie cutter story of a lot of, through so many marketers out there that are talented that, you know, they have a few clients or they have a few products that they got really great results with, but they're what I call, they're not in the money lane, right?
[09:45] Nobody knows about them, you know, they're kind of waiting for the spotlight, the hip. Then when's it going to be my turn. And you know, life is always a paradox, right? It's like you have to pull the spotlight onto you. Um, so because the spotlight is always on the star rating stars through a lot of work to make sure that spotlight is on them. So like when I started to really pick up steam, I'd been nice cheese. My first facebook ad, I think I ran in 2012, 2013. And you know, when I really started to get attention was when I started to point out all my proof and I only had a few clients. I was, I was the master of all, it was doing everything, not the master of all right. You know, I was doing the sales, I was doing the recruiting or retention, I was doing the finances, I was doing it all.
[10:44] Um, so it was really hard to gain momentum. But once I really started posting proof and I would say for anybody who's like, well, how do I do it? It's not necessarily like there's so many different ways that we could, we can spread out or like we could take a testimonial video and turn it into a blog and put it on youtube and turn it into an advertorial and it's too easy to get caught up in all the things that we could do. So what I did was, uh, I was doing pretty well, like 10 k a month in and I finally had this moment where basically my wife was tired of hearing me talk about how like big I was going to go to this agency and I was never posting any kind of proof. Every once in awhile I would post something. Let's say today I generated, you know, I had a really great day, I would post maybe today, but then you wouldn't hear from me again.
[11:38] Um, so in December of 2016, I just committed to hosting 30 days of proof. So everyday I would post another version of proof. Now if you're on here and you're like, Hey, I have one client, right? You can create 30 versions of that, right? You can break down the process, know you can take screenshots of the landing page, the ad, what's working. And it's really, it goes back to like what, what I saw with donahue, right? Oldies is, is your excitement and you're posting your confidence and you know, uh, December 2016, no, I was doing anywhere between five or 10 k, that whole, you know, the half of that year and because I started posting proof consistent January 2017 to $30,000, right? And I'd never done less than that. Um, and it's just continually doing that. Like, like you said, if you see my feet, I just continually post proof.
[12:45] Sometimes I will post proof from six months ago and I'll just reposition it again, like, you know, if this is weird, so I just collect as much proof as possible and it brings in quality people so it creates this like compounding effect, um, you know, and so we've been able to like just based off of that, we were able to scale really, really hard, you know, now we're doing like half a million dollar months and even with like, it just keeps compounding and compounding, but I've seen just the posting approved and being really committed to putting the least one thing out like every day or every other day that just pure results. Um, you know, so luke, we came from and he's grown in the last eight months from struggling to make three or five to, you know, this month I think he surpassed 50 k in revenue, just an agency model.
[13:39] He's not doing any kind of coaching or consulting or anything like that and it's just because his marketplace, when they think of, they think approve. Right. And it's like the Donald trump effect, you know, just one sip. Like what do you want people to know, you know, you asked, you know, Dan Kennedy kind of talked about some stuff like that, you know, what do you want to be known as, when you want to be known for and it's really important, you know, keep it simple and then from there you can start getting more complicated in how you're spreading it out and you know, do stuff like announce making a documentary. But I have, you know, I have the resources to do it and I have tons and tons of proof, but just a little sliver of what you have can make it work and even if it's your own results, you know, you just need to really know good marketing really exaggerates it. Promat a car. It's like a, a good play. There's a lot of drama and entertainment in it. Yeah, I appreciate that. I think it was funny, I was reading through your page know body docs.com and just you're about, you're an amazing writer by the way anyone's been here. And uh, you know, in college your big thing was creative and
[14:52] that was like that all. I was good at, but it's cool to see if that was the only one good thing you've been able to take that one good thing to apply to your marketing as well and I think it's fascinating for me. I think I want. I want to make sure people that you guys are listening to understand that, that the importance of getting that proof out there on a regular basis. People aren't. People aren't seeing as much of your stuff as you are and you've got to make sure you're talking about it on a regular basis. We've seen the same thing happen as far as click funnels. For us, one of the main things has been telling the story of our our two Comma Club award. Winning stories have been one of the biggest things that have blown us up because now we've got people using those plaques as their ads on facebook and I've got to figure award winners and and it's been a fascinating thing for us is we've looked at marketing is when we first started, it was all about what Russell did before clickfunnels.
[15:42] It was tell you about this funnel I created before clickfunnels basically, and then once we got into it as well, let me show you some of the stuff that we've been doing and now for us, our greatest success comes by telling the success stories of our customers and our clients and even more so if we go one level deeper and that is the success stories of our customer successes, meaning whether it's brandon, Kailyn, pullen and lady boss, and we're talking about their, their customer success and all they're having or we're talking about tomorrow, any beginning. One of our, you know, the poster child children that had been used as far as click funnels or ads. Now it's more about their customers and what they're doing and the impact that they're having. And I think it's real important when you first started from a proof standpoint, you may only literally have your own funnel and that's okay and I think it's important that you use it. So I appreciate. I really do appreciate you. You mentioned that.
[16:31] Yeah. It's kind of the rock and the hard place. I had a mentor that I paint a lot of money as a mindset guy and I was kind of stuck. I was stuck in that spot, right? Because, you know, if you, if you have a couple of clients you have proofing, you're not posting it. Um, it's, it's really like, it's a confidence issue or, and the competence is you usually land somewhere in, you know, uh, do I have the ability or the skills to, you know, get my clients results and that it's actually a really good place to come from. Right. We know there's plenty of people out there that they're not concerned about. Right? And it's easy for them to go out. So it's a really positive place, but it can also be, you know, an Achilles heel. Um, so I was talking to this mentor and he said, I said, well, I don't know if I can get them the same results and I would always have some reasons why, or it's a different area or I don't know, are afraid.
[17:32] And you know, he, he went over a couple of simple things that are true, right? One of which is that, uh, if you want to, if you want to achieve great things, you commit to achieving them and you figure it out how to do them along the way. Right? The guy that ran a minute mile, sandy cook or the four minute mile, so he couldn't do it, right? He did it the next year. Seven hundred, 800 people. Don't, you know, the Wright brothers, mathematically they said that, uh, air travel wasn't possible. The Wright brothers in it way. So if you're in a place of where you think it's possible, I know that it is possible, um, and that it may feel impossible and you just gotta you just gotTa go and be committed to doing it. So the other thing was he said, he said, I hear that, um, you know, I hear that you're afraid you're not going to get them results.
[18:23] So let's just play this out. So if you, if they were to hire you and you didn't get them results, what would you do? And I said, you know, I, I would do whatever I could to try to figure out how to get them results. And he said, okay, so can you make that your commitment? And he kinda like, it shifted for me there because what I realized was when I talked to a prospect, my commitment was about that I'm going to do whatever I can to get you results. What that's gonna look like, I don't know. Right? Because in marketing, you know, we all want this cookie cutter thing that's going to work everywhere. And the reality is that like you get lucky and sometimes it worked here at there, worked with this industry, but most times it's some variation or crazy tweak. It's actually going to get you the really good results.
[19:17] But if you're, if you're committed to getting them results and that you're willing to do whatever it takes to get them results, likely human beings have a really good eye, a knack at somehow magically coming up with a solution to fix that problem. And I could tell you like all the niches that I've cracked and all the followup, all of it, it's always some random thing that, you know, pardon my French. It's kind of like I'm a professional throw shit against the wall Kinda guy and something sticks. And then everybody you know, throws you a ticker tape parade stuffs, you know. And I mean that's the reality. You know, you like we like to market it like you have some, some magical ball on some back room. It tells me what to do. But the reality is is I got some fundamental stuff, you know, when we throw stuff against the wall and you end up making a lot of money.
[20:12] I love it. I totally agree. Kelly, I know you've mentioned a little bit in a ton of different industries. I see it on your website and everything else. You kind of folks in different ones as you're coaching your clients. And thank you made mention as far as luke, he's kind of known as this guy in this industry. Do you find as an agency that is easier to be basically someone who's involved in a whole bunch of different industries or just to pick one industry? What's, what's your feeling on that? Yeah, so I think it's best start out. Um, so I, I had cracked a lot of different niches before I really started scaling and mortgage was actually like my least favorite. But the prospect flow, is there anything like the data flow is there. So I got really committed to like I want to grow the agency.
[21:00] My zone of genius is in the lead generation. It's not in talking to the clients, it's not in the delivery necessarily. Um, you know, I can, I can, I like to figure out hat how to appeal a bag of 50 pound status, but then I'm done and I want somebody else to do that. So, so once I, once I realized like, okay, there is, there is a need in this market and I'm going to put aside whether I am passionate about the market or not and I'm going to scale it. So, you know, that's what worked for me. And then once that got scaled, I could start to move into other industries. So I mean rule of thumb for us is we try to, we try to stick and scaling and industry in six month intervals, but like if somebody brand new, what I've seen work really well is pick like three industries that have, that are used the exact same systems.
[21:57] So I know whichever one responds on the BW side, meaning like there is a real interest of that. They're looking to get more business, then just go to town on that and then come knock down the other ones later on. I'm usually, you know, you just asked somebody where's your money coming from? And it's usually coming from one niche or you know, they're getting better prospect leads from one than the other. Um, you know, I think too many people put too much emphasis in the beginning on nailing out a particular niche if you don't have any rules
[22:32] data. Yeah, I totally agree with you on that. Yeah, it's been one of the things I've seen, especially when you're just getting started, it's like you just have to have a success. Just go, go make something happen, make something stick, and then go, okay, this one's going to work for me here. Yeah, yeah. I mean it's. We have some guys in, we'll pick five and they just blast cold emails out. Whichever ones starts responding the most were like, this one's good to go now let's now let's get more serious and let's start building out the assets and stuff like that. Awesome. One last topic I want to cover with you before we bounce off here and that is you are amazing at being transparent and in today's social media and everything else, there's so many facades on instagram or wherever else it might be, but you're not ashamed of your past. You're not ashamed of of what's happened. Everything else. You were actually use that in your marketing and say, it's because of where I've been that I can't help you. It's. I wanted to have you addressed the importance of transparency as an agency owner, how you've used it, what works and what doesn't and when it's too much.
[23:41] Yeah. I mean, everybody's story's different. You know, mine was basically, I'd probably be dead if it wasn't for, you know, the recovery community. So in, in 2005 I our 2008, I got sober at the age of 25 and that's one of my entrepreneurial spirit started to come back alive. And then, you know, I just have a long road of, you know, transformational information and man is workshops and therapy and you name it every book. And that's when I first started learning marketing somehow through my Tony Robbins a obsession or found like Chet Holmes. And I was like, this is interesting. Um, but from a growth standpoint, you know, you don't hear a lot of people talk about it on the front end because everybody loves to buy tactics. But the reality is it's like if you're not doing inner work, it's really hard to grow an agency to a big, big love.
[24:54] You know, we have like 25 people that are on our team and our c team has been together for going on my third year and the type of things that we do in order to do that, like that's why I'm so open about my past, like if it wasn't for me being a drug addict, a convicted felon and just really having a miserable life for so long and then basically, you know, my stories. I had a white light experience and I haven't had a drink or drug in 11 years so it will be on February 15th. Graduations by the way. Super impressive. Well, like I said, a white light experience, like I do not believe that it was of my own doing, you know, I experienced something and heard and saw some stuff that is beyond my understanding. Um, and it was just moved to me.
[25:43] I felt like I woke up at a different body and in a new experience, but you know, I was also a child when I woke up at that point I had to relearn how to deal with life and what's important, but all that stuff. It's like, you know, our, our, our, our team is like a family and we have discussions with family, you know, we have what we call clearance, where if I have a problem with another team member, we had a safe space where we step in front of each other and I said, this is what my problem is and this is how it's making me feel and this is what my judgment is of when they do that and we, you know, if it's the only way to grow massively and had everybody so committed to growing the agency because it's their, it's their baby.
[26:27] Right. I really appreciate your mentioning that, bobby, because I, I see a lot of people who start off as a solo preneur and then as your agency starts to grow and we're doing the same thing inside of clickfunnels where we have our own internal agency and now we've talked about American librarian roll up to yet as far as the waffle and all that. Basically ability to scale a matrix and all that kind of stuff. And I've seen it, uh, as you mentioned, your own c level team. We're in the same situation, you know, clickfunnels is going on four and a half years. We had the same people from the beginning and it's interesting to me to see. I literally have this conversation with Russell just the other day and that was it. We did 100 million last year, but for us to do 250 to $500 million, who do I have to become a lead that because the person who I was to get here will never get me to where I need to go.
[27:12] And so I think as you mentioned there, that transformation, wherever you are in your business, you have to always be doing that type of stuff to grow to that next level. You know, we call it the dialogue. We use stuff from a therapist called Harville Hendrix, which is called Imago dialogue, which is really a relationship. So you know, a marital relationship process, but we use it in the business sense and yet it unlocks everything. So we just had our team meeting and Tahoe, you know, for our c level and we had some fun snowboarding, snowmobiling and all that. But you know, the result of that meeting was that I stepped down as leader of our agency and the reason being is because after having a dialogue, I realized that my skill set, I'm an ids strategy, you know, front man, go, go, go, go, go. That, that's what was needed to get us, you know, to the level we are, you know, $5, million, six, that's what we need.
[28:13] Right? But now it's, it's not what we need. The last thing we need is another idea. Totally. So now we have somebody who's very operational minded, who's risk averse, who stepped in and you're in charge, you know, I will, I will step into my role what you're best at, which is strategy, looking at how we can different positional things. And that's it. And I'm fine with that because because of the dialogue and because everybody has that voice and everybody's looked at, as you know, how do they feel? How do they feel when, when, when one team member does that versus this, you know, I don't want to hurt everybody else in my business. I would not be where I am if it wasn't for them, you know, and everybody knows who they are. I talk about them. People try to take them away from me, offer more money. They don't leave because the way we have the dialogue because the culture we put together and that's what I mean. Ultimately. That's what makes business fun because you know, I've heard other people say, it's like when you start making a ton of money, it's great. Then you're like, that shine wears off.
[29:30] You can't ever get catch if that's the character that you want to stay fixated on. I so appreciate that. It's one of the things that who knows, whatever is gonna happen term at click funnels, but if it ever
[29:45] years down the road decide to do something seller beyond that core group will go do something else. I mean, it's just actually, it's just the that nucleus and whether it's here or someplace else, it'll still be fun. The beauty is that connection when you start to, you know what they're thinking, you become like this brain. Yeah. That's a great way of looking at it. Well, I appreciate your time at todd. I thank you so much for taking time. I know you're out. Literally traveling the building's huge documentary on again on proof and everything else that you guys have been doing. So thank you for jumping on. Any parting words you want to give to our audience or our listeners here? Um,
[30:25] I don't know, just, you know, I have a mission statement that I said it the other day when we were on TV, but some people messaged me about it and I think it's a good one. It's like my mission statement, I think a lot of entrepreneurs will fit into this, is that I'm committed to living fearless so that other people can live fearless, right? And if you think about the community that click funnels is, and you know, these other communities, you know, we're all looking to those who broken through, right? So you got to share your successes or breakthroughs even to breakthroughs because, you know, the sun doesn't shine without the dark, right? All my breakthroughs came off the back of seemingly the worst situations, you know. So, um, you know, share your share your b list. People can have the courage. You did the same thing. Love it. We're gonna leave on those words, body. Thank you so much. I love having you on. It's awesome day. Thanks.
[31:26] Hey, well, thank you so much for taking the time to listen. I can tell you the things I love more than anything else. Aside from listening to podcasts, reading books, one of my favorite books was the very first book that Russel wrote, it's called Dotcom secrets. It's the underground playbook for growing your company online. So if you've already got a business or an idea and you got something you want to get going right away, go ahead and check it out. And we literally give you the book for free. You just pay the seven 95 shipping and handling. Just go to Dotcom secrets.com and we'll go ahead, we'll ship you out the book. You just pay 79 five shipping and handling and the book will be on its way to you. Thanks again so much for listening. And remember, you're just one funnel away.
Why Dave Decided to Talk About the Never Ending Horizon:
Dave was struggling heading back into work to hit a necessary deadline for FunnelHacking Live just a few nights ago when he decided to hit that record button. He wants to talk to you about how the seemingly elusive horizon some of us chase is only meant to be admired from afar or while looking back. Now what does that really mean you might ask? Well listen in and jump back in time a little here with Dave and find out. Listen in to his vulnerable story and do some of your own self-reflection on if you need to take a look back more or if you need the simple motivation to keep moving forward.
Tips and Tricks for You and Your Business:
(1:32) The First Time Dave’s Son Heard His Dad Say He Didn’t Want to Go Back to Work
(3:00) Turn Your Chair Around Funnel Hackers
(4:41) When the Bills Come Due, the Dream Isn’t Fulfilled, and the Bank Accounts Aren’t Full Either
(8:48) If You’re A Parent, You Can Relate to This Part
(9:39) The Light At the End
(2:24) “There are times in my business career, and I know I’ve made some serious mistakes with my family on this, where as soon as I accomplish something I run to the next. And, I never sit back and enjoy THAT moment.”
(4:16) “I wouldn’t change what I’m doing, I chose this and I’m excited for what I’ve become.”
(4:43) “I remember there were times when I was wondering if I was going to lose the house…”
[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
[00:17] funnel hackers. Welcome back. I'm so excited. I need to give you a little bit of context. Um, so right now it's about 8:00 the store, let's say the 25th of January and I am here at the office just getting started around two tonight. Memories and mentioned this to you is there's. So next week we actually are a week from today. Next Thursday we're flying out to 10 x, uh, to be there with grant cardone and there's a ton of things to get done between now and then. I'm Super, super appreciative for my family. I've got the most supportive wife in the world and I could not do it without her. I've learned, uh, one of the things for me is the importance of letting her know in advance what I'm going to have a late night. And so I kind of planned this on Sundays and Thursdays is going to be a late night for me.
[01:07] Uh, so I probably, I'm sure nothing beyond before I get home. My only reason I mentioned it is there are times in life like right now where I feel like we're going a million miles an hour and staring at this horizon and ice is the sudden way, way out there and it's never ever ending. And the harder and the faster we run, I still can't get there and there's still a million things I want to accomplish and I'm so excited and passionate about what we're doing, the impact we're having. But there are times when it's just, it's hard. It's late. Um, I was out doing some driving with my son Jackson. He's getting ready to take his driver's test shortly here and told me I had to go back and I said, Jack, I'm tired. I said, I love what I do, but I'm tired. I just don't want to go back to the office.
[01:54] He goes, you know, dad, I think it's the first time I've heard you say he didn't want to go back. I said, I love what I do, but I would just love to be home right now, home with my family and just cuddle up and enjoying a fire and cold night and everything else, but there's things that have to be done and I'm not a huge believer in equal opportunity balance. I just don't believe it exists and so tonight's. Tonight's gonna be a late night, but I want to kind of talk to about this whole idea as far as it is never ending horizon because there are times in my business career and I know that I've made some serious mistakes. My family on this where as soon as they accomplish something and we're onto the next and I never sit back and enjoy that moment.
[02:38] The other thing is there's times where you keep pressing so hard and it's almost painful. You feel like you just keep going and going and going. You're like, am I ever gonna? Make it my African of feel. I call it cow. I've actually doing okay on this thing and I've realized that the way you do that is by stopping in, physically turn it around, and for those of you, I'm literally sitting in my chair. I literally just turned my chair around to look back and look back on all the crazy things that you've learned and how far you've come. I think at times, the journey as far as how far out it seems like you're never going to get to where you want to go and there's good and bad. I mean, we've had an amazing time. We've got a ton of financial success. We've had a ton of business success.
[03:23] I mean, everything's going awesome and so I don't mean to be the guy who's like, oh my gosh, life is hard and it's not going well. No, it is. It's going great, but even because it's going great and because there's still that carrot, there's still that desire. There's still that passion that's out there. I'm like, I want so bad to touch the lives of more people. I want so bad to do more than we're doing and you feel at times like I'm on this treadmill and the incline is getting steeper and the speed is getting faster. My holy smokes. Honestly, I'm looking at this right now. I'm thinking all right. All my plans right now are in March because from here we get back from Tedx. We go right into funnel hacking, live in funnel hacking live, go straight to TNC. I'm looking at my calendar.
[04:09] I am literally home for six days in February, but again, I wouldn't change what I'm doing. I chose this and I'm excited about what I've done and I think I just want to make sure and I can kind of convey to you the feeling of you need to turn around every once in a while and see how far you've come. I mean, I look back over my entrepreneurial journey of life and there are days where I literally have to pinch myself and just sheer gratitude for the blessings of the Lord has given me in my life. There have been hard, hard times. I remember times where we were basically to lose the house and trying to explain with my wife and going, holy smokes, how do you, what do you do when you're trying to deal with bill collectors and credit cards maxed out and feeling like, man, I'm doing everything I'm supposed to be doing and it's just not working.
[05:02] I remember those days at times. I remember like yesterday. Um, but I also look back and I look at the friendships and the relationships and the people I know and how deep and meaningful those relationships are to me in my life and my friendships and I am the people I associate with now were my dream people. Years ago I thought they were untouchable and yet now I'm on the phone with them. I'm texting them on boxer and then and there now. Great, great friends. And I looked back at the journey as far as, as all of the years of study, of attending seminar after seminar. I went to so many Dan Kennedy, Bill Glazer Info summits and attended masterminds and spent tens of thousands of dollars at the time. I didn't really have. And trying to make it all. And I remember there was a time where I was sitting there with my mom and just again I was, this is probably about just over 10, almost 12 years ago, and was just late thirties sitting there going, mom is this, I am so tired.
[06:17] I'm so, so tired. And, and I remember her just saying, you know what Dave, at times to come and you're look back and you're gonna, you're gonna. Enjoy this moment. And right now is that time. And it's been that time for years now. But I remember going through the pain and the suffering and the agony and thinking when is it my turn? And at time comes, it just does. It's, it's one of those things when you just don't give up and you keep fighting and you keep pushing forward and you keep going for that brass ring. And now, I mean I again, I, I'm grateful for the life I have. I'm grateful for my family and I'm grateful for the opportunity to be involved in clickfunnels. But I'm tired right now. I'm tired because I got another four or five, six hours in front of me here and I haven't done a very good job of documenting the hard parts.
[07:10] I always am really loud and out there. As far as everything. This is what's going on. I thought, you know what? I want to be more transparent this year and really share. Even though things are good, man, it's. There are times where it's still hard. There's times where it's just late nights and it's, it's the grind, but I'm always remembered the importance of turning around and looking back and realizing, oh my gosh, I have come so far, so far from where I was 20 years ago as an entrepreneur. Just trying to figure things out to figure out how to sell belly to belly across the table from people and to learn marketing and to learn direct sales and to learn social media and to learn funnels and and business development and negotiations and all those things. And they've came. They've come over time and it's funny.
[07:54] I was sitting there talking with my boys. Got I got just amazing kids. So my son, Christian and, and, and Chandler right now are, they're getting up early, going to the gym, working out, and they're both working together on a project, uh, as far as the one funnel away challenged and they're doing that and to seeing you, my 17 year old son, Christian who was just so, so excited and yet I see, I see all the things he's got to learn in front of them and I'm kind of making the point of making sure I don't tell them that it's still hard, but it's going to be hard, but it's so, so worth it. Uh, just got a vox for my son. Parker is a Byu. And, and going through the struggles of trying to time management of, Gosh Dad, I'm trying to start my business here while going to school and I'm dating this girl and I'm dealing with school.
[08:42] And Life seems so busy. And I'm like, those are good times. And I think it's, it's important to realize as much as there are times as a parent, I want to take away the pain or the heartache. I know that's where they learn and they grow and I'm so grateful that no one took that away from me. There have been times when I would have loved to have someone help a little more, but I'm glad no one took it away because I look back now and the gratitude I have my father in heaven for blessing me with the experiences I've had over the last 20 years are just insane and I again, I just, I pinched myself today thinking of out grateful I am for the opportunities I have, how much I look forward to seeing people at funnel hacking live and to see the lives that are changed just because of a software and the lives that they're changing and to realize no matter how far away that horizon is and the goals and the dreams and as high as they may be
[09:41] as you're going through it at the time and that moment, there's nothing better than just every once in a while just turn around and just reflecting on how far you've come and no man, I'm making it. I'm doing it and sometimes that turned around as little. I just want to see what I did yesterday. Um, and I get it. I don't know why I'm sharing this right now. I, I, I just wanted to, I want to spend some time just kind of capturing the moment where I'm at right now. This is going to be one of the busiest, craziest years we've ever had. Um, and January started off just like that and it's been a rocket ship and we start off with the two comma club x cruise and we were home for two weeks just trying to get everything ready to head out next Thursday a to 10 x to pull off a miracle.
[10:29] But it'll all come together. It always does. But again, I just, I don't know why I'm sharing that. I just wanted to kind of pour my heart out to you and say for those of you guys are listening, the journey and the heartache and the pain, it as hard as it is. And I have been there so many times, it actually, that's where the muscle grows. That's where you build and that's where you get the fortitude to not only deal with your own stuff, but more importantly to reach down and help others and to pull them up, but also realize that there is a light at the end and it is there. And I've, I've had that light and sometimes I thought it was a train coming at me and sometimes it was, but I can tell you the lights even brighter when it actually hits. And I just, uh, I just want you to never give up. It's the fight. It's the battle as you keep going forward. Um,
[11:23] it just is. I just spent some time going through some of our facebook posts and seeing, seeing the journey of those people who hit two comma club and those people who are in coaching program struggling in the pain and the agony. It's not working. And we keep saying you're one funnel away. And I'm like, well, how many more funnels is it? And it's that learning process. Um, I remember, uh, I'll keep this short. I just want you to know, man, if nothing else. These are the times where, uh, it brings you closer to dad and it brings you closer to the people who matter most in your life. Don't forget about them. Be grateful for what you have and just know that the Lord on your side and this thing actually does work and just keep up the good fight. It, it, it, it pays off. It truly does have an amazing night. If you're going to be at funnel hacking live, please take a few minutes to come up and say hi. I'd love to put a name to a face. And again, thanks so much for all the Jews to support us at click funnels. More importantly, help you know how much you mean to us and the impact we're trying to have on your life so that you can bless the lives of those people. You're here to serve. I have a great night. We'll talk to you soon.
[12:33] He's 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 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.