Why Dave Decided to talk to Joe and Matt:

Joe Fier & Matt Wolfe are the co-founders of Evergreen Profits and absolutely love showing people how simple it really is to get seen online in competitive industries. They share their system of driving targeted traffic that turns into leads and sales to business owners who want to scale (but have failed in the past). They aren't an agency (they're pretty much the anti-agency). Having generated over $100 million for themselves and their clients, Matt and Joe pride themselves on helping other business owners who want to be seen,  and give great advice on affiliate marketing strategies and audience growth systems.

Tips and Tricks for You and Your Business:

• Traffic strategies (2:30)
• SEO strategies (4:10)
• Creating content around affiliate offers (7:30)
• Using ManyChat as live chat (12:40)
• Funnel Stacking (15:50)

Quotable Moments:

"People want to be talked to as a human, not an automated bot"

Tools:

Yoast SEO

EvergreenProfits.com/funnelhacker

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Well everybody. Welcome back to funnel hack

Speaker 2:     00:18       radio. I'm your host, Dave Woodward. You guys are in for a treat today. I have opted to have two amazing podcast host as well as guys who are absolutely crushing it. So let me know just to you guys, Joe and Matt Wolfe. What can the show guys? Hey man, how you doing? Thanks for having us on. I'm so happy to have you guys. So these guys are the cohost of hustle and Flowchart, which is an amazing, amazing a podcast. They've got cool, cool guys on there. I just know she had Tom Breeze on a couple of other guys. I've noticed obviously Billie Jean and the whole list. I'm like, Gosh, these events. Read them. Know a lot of these guys. Good Friends of mine. So it's a mucks. The most important thing that I want to make sure those guys who are listening. The reason I wanted to have Joel and Matt on today is these guys are almost anti agency and I want to kind of address why would, why we bring up anti agencies.

Speaker 2:     01:06       The main specialty they really have is driving massive amounts of content. Also a of traffic, I'm sorry, using ads and content, podcasts being one of those content pieces, but one of the really cool things these days right now is they have this weird like super power of being able to be seen everywhere, but by the right people. Everyone these days talks about being seen everywhere. It really doesn't matter if you've seen everywhere, if no one cares about you, so we're going to talk today about is how to get seen everywhere by the right people, how to do affiliate marketing the right way, how to actually use ads, content traffic, so hold on tight guys. It's gonna be a fun podcast and super excited at both you guys on the show. This is our favorite topic is just kind of opening up some eyeballs to how traffic can actually be done effectively and not extensively and it's a super easy.

Speaker 2:     01:53       Once you get that foundation layer, well do I know that's one of the biggest things most people struggle with is this feels like to do traffic. I got to spend thousands and thousands of dollars. I never know which dollar really works and which one doesn't. It's kind of proverbial going back to the old branding days and you know, 50 percent is going to work. I just don't know which 50 percent it actually is. So with that, let's kind of dive right in guys. So tell me what, where do we start? How does, where do you want to take this thing? All right, so you know, probably the best way to approach this. I'll kind of give a quick breakdown of our traffic strategy and then you can kind of pick it apart if you want and we'll just dive deeper and deeper into it. So the way we drive traffic, is it sort of a combo of Google ads, Seo and facebook ads?

Speaker 2:     02:32       Um, so what we'll do is we'll create a piece of content around the problem that our product solves. So a blog post on our wordpress blog, we'll create a piece of content and we'll go to google and we'll find what people are searching for keywords around the content that our problem solves. We're not trying to sell them on that first touch. So for example, one of the examples I gave on a previous podcast was, um, let's say you have a home remedy for, okay. Um, somebody goes to Google and says a in, how do I cure heartburn at home? Right? Well, that person is looking for a solution to their problem. You put content in front of them with some tips on home remedies for heartburn. Now that they've used that content, they essentially raised their hand and said, look, we've got this issue. That's how we know that this problem is interested now, or this person is interested in what we have to offer.

Speaker 2:     03:23       Now what we're gonna do is we're going to retarget the heck out of them everywhere. So they're gonna start seeing our ads to our product offering on facebook, on Google display network, on youtube ads onto Bula. Uh, you name it. We've probably experimenting with retargeting on those places, so the key ideas use google search ads so that people are searching for the problems that they have, put content in front of them related to that problem and then just retarget them everywhere once they viewed that piece of content. So that's the sort of game plan in a nutshell that, that we operate under and we do it with both our own products and with affiliate products

Speaker 3:     03:56       in our podcast and our podcast. So I'm really curious because Seo is one of the things I just suck at. I've never done anything. You get this thing out. The whole idea as far as google content scares me. It's how do you, how do you really do this thing effectively without having to outsource all of it or do you outsource at all? So there's a combo. We do outsource a little bit. We actually hired some interns and have have a little team as well. We're lean and mean, so we're not a big company so. But it appears that we have this massive budget, which is really cool. It's only being shown to the right people. All these ads, so for Seo, we always use a yoast seo plugin for wordpress sites, so just the free version can do a lot for you if you just turn the all the lights inside the plugin green. I mean that's a good first step. I mean everyone should be doing this and we didn't focus on that for a very long time. We did that for about two months with all the previous existing posts and now what do you know? Organic traffic is the number one player for us. That's how we get most of our traffic. So the retargeting Seo while ast, is that right? Why O a s t a r y s t,

Speaker 2:     05:05       yeah, and if you're not familiar with that plugin and essentially what you do is you install it and then we write a new blog post. It says what keyword you're trying to rank for. You plug in that keyword and then we'll give you a whole bunch of suggestions of how to optimize that post so that it ranks for that keyword. So you just kind of follow the list. If you follow the list, there's a little light that starts out red saying you're not optimized. If you follow the list, the light turns green and you're now on

Speaker 3:     05:26       page optimized for Seo tools. I'd love to see. Yeah, I mean it's great for existing content. We're all sitting on a bunch of it, so let's optimize that and then you can go further with some new keywords. So how you guys didn't use that on your podcast

Speaker 2:     05:42       and cast. We specifically try to rank for our guest's name. That's kind of our big game plan with the podcast is anybody who comes on our show, we want to be on page one for that guest's name. We want our episode with them to be on page one so people will search for, let's say had dave Woodward on our show. They searched Dave Woodward. We're ranked number three probably below your site and you know, maybe click funnels and some of the stuff you're involved in, but ideally we show up on page one as, um, an interview with you that people are interested in. They click into our blog, they click deeper into our blog, defined other, you know, other things, and then based on what they look at on our blog, we then retarget them with offers. Awesome. So you're taking that podcast, make a transcript out of it as a blog article, taking that blog article using seo yoast and other tools to then rank for that

Speaker 3:     06:29       guess. Yeah, exactly. And we see it as a big segmentation tool. Any piece of content, no matter what you're producing, we just, she's podcast. It's easy for us. We have a system and it's multipurpose, you know, we can go across the web and upload a transcript to things like a medium, you know, or use that on medium.com. You can make them into slideshare, pdfs and then get traffic that way. So we're big into repurposing, but bringing it into our, bringing people into our ecosystem so we can let those retargeting pixels do their work.

Speaker 2:     06:58       Yeah, I love it. Well, I'm really curious on the affiliate side of things because this is one of the things that people are always bugging me about. You know, at first obviously you click phones, has our dream car award winning thing, so you get 40 percent recurring commission plus if you get to a hundred accounts on a monthly basis, you get $500 a month for your car twitter accounts, you get a thousand. So we've always got people saying, how do I get a car, how do I get a car, how do I get this money? And one of the things people I struggle with trying to help people understand is there's more to it than just taking our current links and blasted him everywhere. You are just magical at really creating content around affiliate offers. I want to spend some time on that. Sure.

Speaker 3:     07:37       Sounds good. Um, yeah, so we start with I guess our approach. We'll start there as we like to work with tools that we love and ones that we use in our own business so we can put our knowledge, our experience behind all the content that we create around that tool. So, uh, yeah, we'll, we'll usually also work with folks that we kind of know who probably have act like better the relationships we have with that affiliate offer, let's just say that helps the entire thing. So we'll start with creating content and we'll select probably the top five common objections and then from there, you know, that's where we can start pointing ads on Google for instance. And then, um, that's more or less our first touch from Google ads to a piece of content. And then from there we have pixels for Google, facebook, youtube, there's, I mean there's all sorts of different platforms you can retarget on. That's where we call it our cleanup crew. More or less, you didn't buy on the first touch. There's always a call to action inside the value giving a blog post there. But we know that it's gonna take multiple touches. So we feed the Pixel. That's what the guys like. Vince Reed, Billie Jean, all those guys, you mentioned a Tom Breeze, they're all big on feeding the pixel. I think that's the big thing. People have to get over it.

Speaker 2:     08:50       Don't go what that means because we hear that term feed the pigs all the time, but I don't people really understand what feed the pixel really needs. Yeah. So if you want to do retargeting, which is, you know, you, someone lands on your website once and now they're cookie cookie drops onto their browser. That's the pixel that you would grab from a facebook or Google ad platform. Uh, so that would be the pixel we're talking about there. And for retargeting you can build this audience. So the Pixel is essentially creating this new audience of visitors who are engaging with your content. So basically the idea is you put a piece of content in front of people, your pixels on there, anybody who views this piece of content is going to see our other ads. So we want to get as many eyeballs on this piece of content as possible so that more people see our other ads.

Speaker 2:     09:37       So that's essentially what feeding the pixel is so that our ads are being retargeted all over the place to more and more and more people. I love it. Super Cool. And I guess one little wrap a bow on that, a lot of folks try to get super targeted on, uh, the, you know, the platforms she feed the pixel, you're leveraging their algorithms and the, yeah, the rocket scientists that work at Google and facebook, let's leverage what they've done really well, feed that Pixel and let them do the hard work. Yeah, we'll follow up when it comes to advertising. We've actually kind of gotten in the habit of selecting less and less options inside of facebook and Google and letting facebook and Google optimize for us. So you know, we're going to start with some, some very broad like interest targets on facebook, you know, we may start with like digital marketing or something like that which has $20 million fans, but it's still pretty broad and then we won't set any other targeting and if you let it run for like a week or two overtime, facebook's going to start to figure out which of these people are converting and which aren't.

Speaker 2:     10:35       And they're going to start putting more of the right people in front of your ads. So I love that idea. That is super cool, so on the affiliate side, because affiliate marketing is one of the most can be a struggle for a lot of people because they have so many other people competing for the same type of words. Everything else. What are some of the key things you guys are doing? I know you guys, first of all said you take is find out what are the five objections or things about what else? I think there's a lot of ways with affiliate marketing that we go probably way above what most people are willing to do, which is why we've been so successful at it. Um, you know, real quick, I want to make sure we talked about that kind of success because you guys are just your normal affiliate marketers who are making a couple hundred thousand 100 bucks, a thousand bucks or even 100,000.

Speaker 2:     11:18       You guys are like seven figure affiliate award winning marketer. I mean, you guys totally get this thing right now. Eighty percent of our business affiliate marketing is our main income stream. We do sell courses and things, but affiliate marketing is our main revenue stream. Um, if you want to learn how we're doing it, that's what we have the courses for, but we make enough money doing what we do. So, um, so, so as far as affiliate marketing goes, there's so many things that we'll do. So, a, we always like to create a landing page so we're never going to send straight to our clickfunnels affiliate link. We're going to send them to some sort of a piece of content that maybe compares click funnels to other alternatives that are there, that explains the various ways we're using click funnels in our business, things like that. We're going to create a lot of content around click funnels and why you should want click funnels.

Speaker 2:     12:01       So that's where we're going to drive our Google ad traffic to. Um, another thing that we do is on our landing pages, we always put a little mini chat. I'm not sure if you're familiar with mini chat, but a little of course chat Bot that basically will allow people to communicate with you over facebook messenger. We put that on all of our, all of our pages everywhere across the Internet. So if somebody's interested in affiliate product and they have a question, they get access to me or joe or one of our two team members that are actually in mini chat fielding questions. So we'll actually get into mini chat and close sales over mini chat of products that we don't even own. Um, now I'm want to stop you there because this is one of the things that people screw things up with many chat is they've had this idea as far as it set it and forget it type of approach.

Speaker 2:     12:44       You guys are actually, that's one of the things I love about what you guys do. You guys actually using mini chat as live chat, which is something most people don't even consider. It's like, you know, I don't want to do that. I'm just going to set it up and let it run and whatever happens happens. So yeah, we used to use, which was kind of the same idea, a little button thing that said, hey, do you have any questions? They message us and then we'd go into the dark app and respond to people when the mini chat opened up the version where you can do the, essentially the same thing, but it goes to facebook messenger. We got rid of our can just put that on there instead. But yeah, I mean the first two messages are actual automated messages. Like, Hey, what do you need help with, you know, select one of these options that applies. They click one, maybe there's a link to like an Faq or a video or something. And then beyond that a real person jumps in and actually communicates.

Speaker 3:     13:32       And we have a whole system. So this is, I'm happy to bring this up because no one is doing this, not even for their own products. And we've had a, we just actually spoke to Mike mcalary of profit first and he bought a product from us and uh, and he noted he was like, you do better customer service than the actual product owners do affiliates doing this because of the follow up. And people want to be talked to like a human, not an automated Bot. People mainly think it's about talking to them. I'm like, no, no, no, no. This is joe here. This is Matt and I'll even do. We'll sometimes do loom videos where it's a customized screen capture maybe a minute or 200 percent of the time. Ninety eight percent of the time people are like, holy crap, you just took that time for me. Like personalized and by then you're pretty much close. They're telling everybody else about their experience. So it's super cool. Not very many chats. Amazing. You can do a lot, but flipping it to be pushed. Personalized and humanlike I think is the key. Um, so deeper down the, the affiliate funnel,

Speaker 2:     14:36       no, the list around every single product we promote. So we have a list of people that are interested in click funnels. We have a list of people that are interested in thrivecart and other tool. We promote pushcrew yeah, we do push crew notification. So when, whenever we want do a promotion, we send it out to our entire push crew lists. Um, I don't know. We actually have an affiliate marketing course. It's got 120 different ways to promote products as an affiliate and if you just did them all, I mean there's no reason you can't make six figures a month doing it. Okay, so stop right there and tell people where they can get that because I've known them. People are going to go crazy. So how do they actually get that course? So that would be the best places to go to evergreen profits.com/funnel hacker.

Speaker 2:     15:16       So you'll get a book actually, it's a little free book for the coastlines that all this traffic stuff and you'll have an opportunity to see the affiliate course and it's a piece of. It's a piece of a bigger funnel. We'll say that, which again, I want to make sure people understand. I think it's one thing I love about what you guys do is this I refer to is funnel stacking where they come in one funnel and they literally get stacked and layered and that layering is what allowed you guys to really crush seven figures as affiliates. Which is phenomenal. And I think too often people think that I'm going to create one funnel and it's just going to take care of everything for me. So explain kind of how your, how your funnel stacks work. Yeah. So everything is content based and we love to, you know, start with content and interest.

Speaker 2:     15:58       Kind of like what Matt was lining out with, uh, you know, we'll have either topics around a specific product or maybe it's podcast and our case and we use that content to segment folks into these different funnels. So these are all different followup sequences based off of the type of content they just consumed. So they'll have, will have an email follow up sequence. Pushcrew has its own kind of marketing, a mini chat has tags as well, so we have the opera and then obviously have the pixels, the different ad networks that are going to show irrelevant affiliate offer or maybe it's additional training and other podcasts we want people to listen to. So that's the idea is using content to kind of leverage where we want to take them. We're personally choosing to go based off of the content. And then as far as far as like the actual funnel elements, you know, I don't want to say this is easy to do, you know, it's kind of a simple concept, but it's not easy to set up everything we do.

Speaker 2:     16:53       So one of the things we do is we actually have a split test running all the time on all of our pages. So even when we're promoting affiliate products, let's say we have a landing page that promotes click funnels, I'm going to have two variations of my headline on that page going at any given time or two variations of our video explaining why you should get click funnels or two variations of the button. There is always, always 100 percent of the time I split tests running on both our landing pages and our various ads that we're running. So we're just optimizing, optimizing, optimizing. And I've just, I'm never satisfied. I've got some ads in Google where we're getting percent click through rates on them and I'm still trying to optimize them up into better click through rates. So that's awesome. Matt, go ahead. I was curious as far as when you're doing a split test, how, how often are you changing it?

Speaker 2:     17:39       Because the problem I run across people that say I'm going to split test. I do, they set it and they forget about it. It's like dude, you're not doing anything with that. So split testing, so use vwo visual website optimizer to run our split tests and I actually I check in on them once a week, but it really depends on the amount of traffic going to a landing page. Some of our offers get a lot more traffic than others. You know, we've got paged at some pages that will get up, you know, a thousand visits a day on them. So those ones I can legitimately optimize on a once a week basis. Some of them, you know, they'll get a thousand visitors a month so I'm actually, I'm checking on them once a week but I'm actually only going in and making a new variation once. I feel like I've got enough data to really justify a new variation.

Speaker 2:     18:20       So you know, so man, do you feel like a thousand is enough? Is that Kinda the magic number? It has got to be technically, I think if you were to talk to like a real hardcore conversion rate optimization guy, he would say that's not enough. Um, for me it's been working. It's been working. We're seeing incremental growth every month. So I'm, you know, I'm happy with the results we're getting out of it. That's the key thing that we had the Aha this year is I think as a business coach and said, okay, look at the little indicators that you have in your business, like conversion rate, uh, you know, traffic numbers, all of that. If you can increase those little bits, that little bits every week, I mean, just look at the compounded effort over 12 months and then look at where you're going to be over that span of time.

Speaker 2:     19:00       You will, I mean conservative things about tripling your revenue. Now, you know, if you're just slowly doing just that and then optimizing your ads as well in the same way. And it's not rocket science, you just have to have a really solid offer or multiple offers. And then just do these little small, monotonous tweaks that, you know, it's not starting something from scratch, but as entrepreneurs love doing, staying in your lane and going, oh yeah, that's been a big Aha for us is just the small incremental improvements week over week, over week, look at it over six months. And you went, wow, how did I get from there to here? So how do you guys deal with the whole shiny object syndrome? Because you guys are getting a ton of offers in front of you guys all the time.

Speaker 2:     19:41       The best people to ask on that. Matt had been in business together for like 12 years now, which is crazy. He's like my other brother I never had. So we have a similar brain. It's different, but this year I honestly, we, we hired a coach and he told us to stick with the plan for like a year minimum. And that's where I went into the optimizations. That's where we went into a very deliberate mood on what we're doing. Each week. We've even kind of cut down our work time because of just personal things we want to do rather than sitting behind a screen. So we'll, I'll say, I'll say the times, the most difficult thing that gives us shiny objects syndrome is we have a podcast as well, so over the last year and a half since we started this show, we've interviewed 112 people now and every single person has good ideas, so that's where our tiny object syndrome comes into play is we'll get off an episode with somebody and go test that and then like we'll talk to, you know, one of our mentors and they'll be like, no, stay the course, you know, verbally slap us.

Speaker 2:     20:40       A mentor works getting super clear on what we're doing now. And then what's the, what's the infinity project? James Schramko calls it like this thing and you're always kind of working on what your team is and that's worked for us. Yeah, no, I love Schramko's infinity project. It's a great, great analogy. He thinks he's a great guy. Yeah. So I'm really kind of curious as far as I'm sitting here going massive shiny object syndrome with a ton of affiliate stuff and going, okay, so evergreen.com four slash funnel hacker. I got to see who's going to go ahead and actually go through all 120 of those and put those in place so we can do. Let us know. We'll give you something cool. If you do that and prove that you've done them all, it'll be good. Yeah, I mean that's. That's the cool thing about affiliate marketing I guess that we want to.

Speaker 2:     21:29       It's a great bolt on. You don't have to just do affiliate marketing. Do you have a solid offer that you feel like you're still leaving some things out that you can then leverage someone else's offer product or service or even brokering a deal? We've done so many of those and that's the thing. It all compiles up into more profits based off of what you're already doing. So bolt on. I think that's a good little like, oh, that's it. One of the things you guys made mentioned, which I don't hear too many people talking about these days and that's Taboola. Do you wanna explain what to Bula is and how you guys were using it. So taboola is what's called a native advertising platform and essentially what it is is if you ever go to some of these bigger sites like CNN or Msnbc site, you read some news and you scroll down to the bottom of the news site, it'll say you know, also recommended and there'll be some little ads and usually they're very like click baity looking ads with the image.

Speaker 2:     22:21       You can't really make out what they're doing in the image. And they're like, you know, wait until you see what this guy did after he ate a pickle or whatever. And you're like, oh, I need to click on this. What is this? Right? So you see these on these big platforms, these new sites, and it's down at the bottom and they call it native advertising because it looks like it's native to the site. It looks like, like you're clicking on more internal content on the site, but when you click to it, it's, you know, an external site and the extent of what we've really experimented with is just purely retargeting because the idea being if they view a piece of content, we want them to see us in as many places as we can possibly put ourselves. So there'll be a piece of content. Maybe the content is around, you know, click funnels, here's all the way we use click funnels and now all of a sudden they're seeing our ads to our landing page about clickfunnels.

Speaker 2:     23:08       They'll see them at the bottom of an MSNBC page. They'll go to somebody's blog, they'll see it on Google display network, on the sidebar banner. They go to facebook, it will be in their feet. You know, it's just part of being everywhere. And so our budget for it isn't very big. We don't get just a ton of impressions on that. We might spend $7 in a month on it because it's a very low volume play, but it's part of that branding thing is part of that psychological thing. We're holy crap, I'm seeing these guys everywhere and that's what it does for us at least. I love that. A two bullets. One of the things we're starting to play around with ourselves. So I, again, I haven't heard too many people playing around with it says, cool, you guys are using it. Yeah. Yeah. And it, it's, it's great for feeding the Pixel to um, you know, we tried to put some of our content, the same kind of content that if somebody searched google, they would see those blog posts. We tried to put that in some of the native ad platform stuff and put some like click baity links just to feed the pixel. And what we noticed was the time on site from those people was like three seconds long. And we're like, okay, these people are clearly not spending the time required to be a good prospect. So we actually cut out all cold traffic from taboola and just made it purely a retargeting play for us. But their dive back into it in the future, I'm sure we will. That's the key.

Speaker 3:     24:20       Just be on his men. If you have, you know, the access to all these platforms and can just do retargeting, why wouldn't you just place that Pixel on your site and let it do its work? Keep an eye on the budgets, you know, make sure you're not spending a boatload of money but, but the branding play, you know, it's what five to seven touches is the average. They always say, for someone to make a conversion, well might as well do it this way. That's how we choose it.

Speaker 2:     24:41       And I mean with the, with the risk of sounding like I'm kissing butt a little bit, something like click funnels makes it really easy because once you get something one of these funnels that works really well, there's a little button that says, clone your press that button and you do it all over again. Wonder how we do that landing page, that evergreen product. I love it. So obviously one of the things you guys are magicians ad is making sure that you're seen by everywhere, but most importantly by the right people everywhere. And I appreciate you guys spending time with the state as we kind of get close to wrapping things up here. Joe, Matt, anything else you guys want to leave with our audience? I think

Speaker 3:     25:16       the big thing is, is just the Aha is, is think about how you can bring all these platforms and let them work together. A lot of folks try to keep things. I'm a facebook guy, I'm a google guy. Well, why not be everything you know, and focus on your input where, where, where's the best input they could bring those qualified eyeballs to your ecosystem. And then, you know, let the magic happen with the platforms.

Speaker 2:     25:39       That's the big thing. I mean, you pretty much covered it. Um, you know, and, and we do the same thing with the podcast. We didn't really dive too deep into it, but with the podcasts, um, you know, that's the podcast could be huge. If anybody who's thinking about doing a podcast, I'm always blown away with the excuses. People don't, they give for not having a podcast because it's probably been the most impactful thing we've ever done in our business. But you can do what we call our invisible podcast funnel where essentially people listen to an episode and then once they listened to an episode of, let's say we had a, a creator of a software product on the podcast, we can interview that person than anybody who listened to that interview. All the sudden we can now retarget them with that person's. So it's just a real quick way to use and monetize a podcast through, you know, that that's essentially them raising their hand and saying, I'm interested in this because they just spent an hour with me, Joe and the creator of the product.

Speaker 2:     26:34       They're going to start seeing everywhere now. So take for example, you guys had me on, if you have me on your podcast, you didn't win target click funnels because we'd be talking about click funnels and everything else. And then you're going to have your affiliate link type to see all those ads that we send them to a landing page. We wouldn't, we'd never really linked straight to an affiliate link. We would send them to a landing page. That way we have the opportunity to, to, um, capture him on an email list and give some reasons why you should get it through our link and maybe offer up some bonuses and things like that. Uh, but yeah, that's exactly what we do. We would put our landing page for clickfunnels in front of anybody who listened to our episode together. Yep. Oh, such a cool idea.

Speaker 2:     27:12       We should probably do that. I'll probably do that. That sounds fun. Anything else guys? Again, thanks so much. Yeah, just everybody. Evergreen profits.com/funnel hacker. You can go down the rabbit hole and learn a little deeper and that's going to get something. This book right here, it's called, um, the evergreen traffic playbook. That's the book that will give away for free. We'll give you a free digital copy over@evergreenprofits.com slash funnel hacker. There you go. Awesome. So guys, again, check it out. Evergreen profits Dr. Com, forward slash funnel hacker. So again, evergreen profits.com, forward slash funnel hacker. They're kind enough to give you guys a free copy digital copy of the book. And most importantly, you then get a top into their funnels and see how you get retargeted literally all over the entire world online and take it down and follow exact what they're doing. So again guys, thank you so much. You guys are amazing. It's always fun talking to you guys. We'll talk soon.

Speaker 4:     28:11       Thank you. Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Why Dave Decided to talk to Alex:

Alex Charfen is co-founder and CEO of CHARFEN, a training, education and membership organization for entrepreneurs and small businesses. Alex has dedicated his life to answering the question, How do you make business grow? which evolved into a larger calling to understand How do you help people grow? Listen to Alex and Dave talk about Alex’s Billionaire Code and the 4 Rs of organizations to figure out exactly where you business currently stands and how to excel to the next level. 

Tips and Tricks for You and Your Business:

• Why you can’t sell your way out (3:00)
• The Billionaire Code (9:00)
• The 1,3,7,1 Levels (14:00)
• Time Inventory (22:00)
• The 4 R’s (24:00)

Quotable Moments:

"When you make that transition from me to we, you have to change who you are as an entrepreneur."

"There is a difference between having a product and having a business."

"Your success is the sum of what you focus on."

"Your business is broken and if things go well, it always will be."

Other Tidbits: No business is perfect,  you want a system and team that is adaptable. Embrass issues in your business and that’s how you grow.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back.

Speaker 2:     00:18       You guys. I seriously. I'm so excited for you guys to hear this podcast. This is a guy I have the hardest time getting. I see them all the time. We talk all the time, but to actually get enough time to have a focus for a podcast is next to impossible because he's literally building million and billion dollar brands. And with that I want to introduce and welcome back to the show Mr Alex Charfen. Alex, welcome. Thanks Dave. Great to be here with Humana. For those of you guys who don't know, Alex, it is. You're the honesty. I, I haven't. Rustled hasn't even been on more than once. So it actually, you're my first third time one. Actually, this is really cool and honestly I, for those of you guys don't know Alex, first of all, I'd recommend you go listen to the momentum podcast. I actually, the first time I met Alex was at genius network and I was so mad because he was giving out a limited supply of 500, literally numbered 500 of his entrepreneurial personality type books and it gave one to Russel and I'm like, dude, I am never going to get that.

Speaker 2:     01:17       Russell doesn't give out his books, so that was like a gone deal and unfortunately been able to get a copy, but this is a guy who is literally helped thousands of entrepreneurs and a ton of my personal dear friends get over some of the struggles they have is as an entrepreneur to actually build a business and I think the key here is helping people really understand what it means to really build a business instead of just having a product. Now I know I've been to a ton of talking, but one of the things we're going to dive right into it, I am so excited about and that is this whole concept of why, in fact, first of all, before we dive in, anything else you want to say about how amazing you are, Alex? No, Dave, I just,

Speaker 3:     01:51       I really appreciate you having me back on. You and I always have a lot of fun and I love the clickfunnels audience. It's like it's my favorite podcast audience if besides my own, and it's absolutely my favorite live audience, so I can't wait to speak in funnel hacking live this year.

Speaker 2:     02:06       I am so excited about tickets. You should buy tickets. Seriously. If you haven't bought a ticket, go to funnel hacking live right now and go buy your ticket. You should be there because if you're not, you're going to Miss Alex and this is. This is your third time. It's my third time, but I want everybody to understand. I've been to have been to three funnel hacking lives. I missed one because the tickets sold out, so don't be like me like I, you know, I spoke three years ago. I missed the next one because there were no tickets left. We always sell out. So get your tickets. Go to funnel hacking, live back on right now and get you buy your ticket. I'm one of the topics. Alto, the great thing that Alex, so you could literally talk about a ton of different things. He's one of our two comma club x coaches and people absolutely love everything he does.

Speaker 2:     02:51       He's a systems guy and understands people and more importantly what it takes to really build a business. And I think that's why I wanted to make sure I them on this time is we want to talk to you about this topic that has come up quite a bit recently and this whole idea as far as why you can't sell your way out. And with that I'm let Alex kind of talk a little about it and I'm going to come back and tell you a personal story here. But Alex, let's kind of. Let's dive more into this as far as why is it that you feel you can't sell your way out?

Speaker 3:     03:20       So Dave, I want to give a little background to this. So I, you know, I've been a part of a lot of different groups in masterminds and one of the groups that I was in awhile ago used to have this same like you can sell your or market your way out of any problem and every time they would say that to the people in the room, I'd get a pit in my stomach. I get physically uncomfortable because I know that that's absolutely not true. Now you can of a lot of problems, but if you have a delivery issue and you sell more, you're going to have a bigger problem. If you have a ton of leads and you don't have a good sales team, you're going to have an even bigger problem. And so there gets to this point where you have sales and marketing or how you launched the business.

Speaker 3:     04:01       Operations and processes and systems and putting the right people in the right place. The right communication in place and the right systems in place is how you really grow a company. And I think that's something that nobody really talks about because it's a lot of fun to talk about sales and marketing. But one of the reasons that I have so much respect for Russell is that he's building a real organization, a real team, and it's growing like crazy. And the reason is there's like 200 of you who are making click funnels grow and you know, if Russell early on had said, I'm just going to focus on nothing but marketing and not build the team, not build the organization to be anywhere near where you are today.

Speaker 2:     04:36       I appreciate that. I can say that is a lesson I had to learn the hard way. Uh, I've had a ton of different businesses over the years and, uh, one of those businesses I, I really thought because I had heard that saying that from the exact group that you mentioned, and I thought, you know what? I don't have a problem. As long as I can sell my way out, there's an I know I can market, I can sell, I will just, I'll just, I'll just put so much more massive action into this thing and I will solve every problem just by selling more and marketing more. And that in of itself will take care of everything. And what it ended up doing basically was land in the almost on the streets of the bankruptcy court because I had sold a whole bunch of stuff that I then couldn't fulfill on or I couldn't fulfill fast enough.

Speaker 2:     05:20       And then all of a sudden I started getting refund requests. I'm like, no, you can't read. You can't know that. Okay, if I'm going to get a refund, that means I've got to sell even more. I got to sell to replace the one I just lost plus get more money in. And it literally just became this downward spiral, which I know is kind of a weird topic for us to be talking about here when we're talking about funnels and everything else. But what I really want to make sure you guys understand is how important these systems really are. We were wrestling with in a couple of weeks ago, we were joking around about we sold our way real fast to 10 million. I mean, it was real quick and we actually did a pretty good job of even selling in the first two by the time we hit our end of our second year, our third year, we're at over $30 million and that was where we started realizing, you know, and we fortunately had, we had people in place but we didn't have systems and that was one of the big differences.

Speaker 2:     06:11       There's a huge difference between routine and having people in place and we were fortunate we have a very, very strong culture inside of our organization as well as a long with our customers. But the biggest problem we found is we didn't have the systems for those people. And again, we had always focused on hiring a players and we'd always focused on making sure that we had great people around us but the systems was, was our downfall. And that's again, when things you've talked so much about. So with that Alex, I want to kind of dive in more and help people understand what exactly. I mean this whole billionaire code you talked about. I remember the first time you laid this out to me, I just freaked out. I was like, oh my gosh, where's Alex? Ben? For the last 50 years in my life, I only heard about this and seen this because it, it literally applied specifically to every time I looked at all the business I've done over the years, every time I had one that didn't go well or had a problem with a partner, it was because of every single thing that was in your, in your code.

Speaker 2:     07:08       I mean, it literally. It was like crap if I'd only known that. So I had learned through the school of hard knocks. So in the next 15, 20 minutes I'm going to have alex as he poured his heart and soul out to you and basically give you as much as he can.

Speaker 3:     07:20       Yeah. And so, and here's, here's here. So first the billionaire code, the billionaire code is, is a matrix that shows the nine levels that it takes to go from zero to $100,000,000 and exactly what you should be focused on along the way. And today, you know when, when, if anybody who wants to can go to the billionaire code.com and you can download that Matrix, it'll show you exactly what it is. In fact, you can go to my podcast episode 180. There's 20 episodes, did spell out the entire billionaire code. And if you went to funnel hacking live, you can go watch the presentation from last year because I did. And what we all need to understand though, is as you ascend as an entrepreneur, once you get to around a million dollars, and this is why it's so important for this audience because right when you're hitting the two comma club, you make this massive transition as an entrepreneur from me to we like a lot of entrepreneurs can, can overclock it.

Speaker 3:     08:15       They can push themselves up to 2 million, 3 million, 4 million without a team. But it's tenuous and it's hard and it's difficult and it feels really precarious. And when you make that transition for me to change who you are as an entrepreneur, you know, I tell people that in order to grow the business you want, you have to become the person who can run it and if you don't have the business you want, you haven't become the person who can run it yet. And the major change there is making this transition from being an entrepreneur centric you, to actually building the team, building the organization. And for us, the way we coach it goes in three different places. It's putting the right people around you, doing the right things, recruiting the right members. It's using the right processes so that there's a process for everything in your business, including how you communicate and focusing on the right projects.

Speaker 3:     09:04       And the billionaire code gives you exactly what projects you should be focused on each level of development, but then you have these two levels level. Putting the right people in place and the right processes in place. And the biggest deficit in most entrepreneurial businesses is in the people department with process. Because here's what most people say when they work in an entrepreneurial business, we don't know where we're going. The strategy changes way too often and nobody communicates with us. So if you can solve that, your team knows where they're going and there's consistent communication. Your Business will explode. And like you've said, you know, we've taken even some members of like the inner circle who have had really fast growth businesses, but we add those things, three things, the right people, the right process, the right projects, and all of a sudden you've got a $10,000,000 business that goes to 50 million within like 10 months. So it's been cool. I honestly, I think one I can, we can talk about just recently I was literally just within the other day was and Ryan. Yeah, what an incredible difference. So I'll let you tell their story. You know that an ideal even. Well. So Brad and Brad and Ryan at Atlas. Well financial. So it's um. Oh Man. I always say I'm Brad's last name wrong. It's Brad and Ryan Lee.

Speaker 3:     10:20       Crap. I always want to say Brad Cobb, because I grew up with a kid named Brad cops. So anyway, right. And he noticed like, I've told him this every time I say your name, I say it wrong, but um, but they're phenomenal entrepreneurs. I love the two of them. And we started working with them about nine and a half months ago and when we first started talking they were considering doing something else. Getting out of the atlas was walking away from it because they couldn't figure out how to make it work. And we sat down, we structured a structure to a plan where they were going to put the right person in place. So they got, they went out and got an executive assistant and then we started really planning around how they were going to both act in the business, what they were going to do in the business.

Speaker 3:     10:58       And we created a forward looking strategy and they took that strategy and they went from about a $1,000,000 business to in about a nine and a half month period, a $3,000,000 business. Now they're well over $3 million. And they have some months where they're run rates over $4 million and I just had a call with those guys this week. They went from a two person team to a six person team there now in and now they're in the place where they're doing everything. They're now getting back out of the strategy there. They're moving, they're ascending again, going from one to three now they're going to go in and go from three to 10. But here's what's so important about this. The business that they had had that potential, it's just they didn't have the right people in the seats, the right processes in place, and they weren't focused on the right projects. We flipped that and immediately they go from one to 3 million and anybody who's listening who's in that two comma club range, it's crazy. If you've gotten there, you'd be blown away. What happens when you the right systems in place?

Speaker 2:     11:55       It's an honest. It's one of the things I've loved the most. I'm joking around just before he did the recording as far as an email, we had to send out some of our subcontractors and it was kind of funny just because, uh, I've looked at that, the success of, you know, one of the great things about our inner circle is russell is a genius when it comes to the sales and marketing piece and I've seen a lot of our inner circle members of that, a lot of success in doing that. And it's been interesting as they've worked with us as well to then see the system to get in place and it's. And it just takes it to the next level. And I think the best part, the part I like the most is once you have the system in place, that's when you can go back to the sales and marketing and you can totally pour the gas on it.

Speaker 2:     12:34       You know, when you do that, you. That's where you see that astronomical growth. And the hardest part for most of us as entrepreneurs is we get so focused just whatever our skill set is. And for me I'm a driver. I'm just always going to drive. I'm just going to push. I'm gonna push. I just believe I'll make something happen and I know even for Brad and Ryan, they were sales guys and financial services. You may have always in the financial service industries think I'm just going to sell, sell, sell, and they just get burned out. After awhile. You're like, I've been just busted my button and yeah, and money's coming in, but it's not growing. I think that's the part I want to make sure people, you guys are listening to this, understand there's a difference between having a product and having a business. You can start off selling a product which is great and it's one of the great things about click funnels is you can take that product and all of a sudden that product you can turn that.

Speaker 2:     13:22       I look at Natalie Hodson. I mean natalie had this crazy, crazy product that I hit the two comma club selling a $37 Ebook, which is just astronomical. I mean you got to be, you don't have it upsale, you don't just have a $37 ebook but you did it. But again, the cool thing for me is I take a look at where she's at now. It's because of the people she's brought in. It's because of the system against you could sell and she could mark it and she did an amazing job and she got to that level. But to get to that next level it requires the things you're talking about. And so Alex, if you don't mind, if you could help people. Let's take a step back. There's a lot of, you and I have talked a lot about this whole idea as far as one, three, seven, one meaning $100,000, 300,000, $70,000, million, $3 million, 7 million, 10 million, 30 million, 70 million, 100 million. And at each of those tiers it kind of fits it a little bit. Kind of along the lines of your billionaire code. Yeah. And as people are in those different levels, what if you could kind of target those people who right now are under 100,000 and tell them what they should focus on and then from those people who are in that $3 million and then the million above, you don't mind.

Speaker 3:     14:27       So if you're under 100,000, here's the biggest issue for most people that are under 100,000, you haven't decided who you're working with yet. You haven't gotten really clear on your market. I mean if you're just starting out, there's two things. It's one personal. Your personal skill sets, your habits, your routines, like are you as a human being ready to own a business? And for most people the answer is no, they're not doing the things that they need to do. They're not forward planning, they're not strategic planning, they're not clear on what really want. And then second, are you clear on who you want to serve? Once you get that covered from 100 to 300, it's how many leads can you generate? And can you lock in lead generation? Can you get that population coming towards you? Then from 300 to a million, it's building the system so that you can deliver and making sure you can deliver consistently and convert sales consistently and then from a million to three you have to not only build systems around what you do well, but then you have to build a team around what you do well and then now it gets interesting when you get to 3 million and you're going above three.

Speaker 3:     15:23       That's a transition where your ability to lead a team is almost exclusively what is going to help you move forward. For most entrepreneurs, and I think what happens is a lot of entrepreneurs get there and they don't realize you have to make a full transition from doing everything yourself to having the team do it with you and it's not just having the team do the things you don't want to do anymore. It's having a team do most of what you do well and that's why I gave the numbers don't lie. The numbers of the United States are crazy. Check this out. There's 29 million businesses in the United States under a 100,000, $22 million under a million 25 million. So when you are. Sorry, 26 million. So when you look at the population of businesses in the United States, 26 million are under $1,000,000 out of 29 million and so the numbers don't lie. Most entrepreneurs never get there. If you get over a million dollars, you're part of the three percent club. Three percent of businesses overall that are ever started getting to a million dollars or more. That's why clickfunnels is so crazy because the fact that click funnels isn't just like the fastest growing business I've ever observed and one of the craziest Unicorns that's ever out there, but it's a million dollar business factory. I don't think that's ever existed in the history of the world before.

Speaker 2:     16:41       No, we've again, it's because of people like you. It's because of a lot of. We have over right now. We were, in fact when you were in her office, we were kind of counting and as far as on the walls, the different plaques. So we're now just cross over 373, two comma club award winners and we just got our 27th application for eight figure awards and so you started adding all this up and I forget what the actual number was you and I came up with when you're in the office, but I mean it's literally billions of dollars a business that's been created and I think the part that I loved the most, especially as you take a look at your billionaire code, is the ability for a person who wants to move. And again, not all entrepreneurs do. They you get comfortable and there's nothing wrong with that.

Speaker 2:     17:25       But for a person who really wants to get to that next level, whether it's from 300,000 to $700 from a million to three or from 3 million to 10, for those who really want to do it, there are people like you who can help you actually make that kind of thing happen. And I think the part I'm most excited about as far as clickfunnels is we've been fortunate to attract people like you and others and who it. Because they're here, it's becoming this magnet magnetism of others who all of a sudden come to clickfunnels. And I was literally just buying a domain and the company I was buying the domain from my. Anytime I buy a domain, I never tell them who I am.

Speaker 2:     18:04       I've learned that you could ever get an email from j Levi Parker, that's kind of mine. Chris Brown. So it was funny because, um, we finally negotiated the terms and then his secretary was a big financial service company and they own this domain that we really wanted. And she finally says, now what's the email? And I told her the email. She goes, what's your name? I said, oh Dave. She goes, why is it j? Levi Parker? I'm like, Oh crap, I totally screwed that up. My name, here's my real name. And she goes, wait a second, hold on. And she puts me on the phone with the CEO who were buying the domain from. He goes, is this Dave Woodward from clickfunnels? I said, yeah. He goes, we love click funnels. And I'm like, Oh my God, I'm glad to know that now. But you'd probably charge more if you.

Speaker 2:     18:54       He asked me and I'm glad that we didn't find that out up front and they actually did ask for a free click funnel hacking live ticket and the negotiation. But uh, no. My only reason I'm saying that is I think it's interesting as you take a look, this was a financial services company and I never would've thought click on those would apply to them. But again, these guys they're doing that this year it'll be about 12 to $15 million and they're using a product and yet at the same time what has got them there is people and systems. And I think it's one of the greatest skill sets that you've offered to so many other people. And I want to make sure that people who are listening, you've mentioned already the billionaire code. So if you want to go to the billionaire code.com and download that, highly highly recommend it.

Speaker 2:     19:35       It's one of the greatest things out there as far as really the part I love most. Alex is in one sheet of seeing from zero to $100, million and little. You can find out where you're at and the part I like most about it is you could be, even though it's all columns, rows and columns, but all of a sudden you might be in one column but in a different role and you go, wait a second, I'm behind in these areas and you see where your weaknesses are and because that you're able to make those changes super fast. The other thing is if you didn't, if you haven't heard Alex's billionaire code, if you get a ticket funnel hacking live, you actually, we will send you the recordings from last year and I. It's one of my favorite presentations to be honest with you. I love anytime you speak, you have this unbelieve seeing you on stage.

Speaker 2:     20:18       As much as it's cool watching you here and we're doing this podcast, but seeing you on stage, it's a totally different element. You are. You just come alive and it's the coolest thing for me to see because you pour so much into the audience. I mean, you're, you were born to be on stage. It's the coolest thing ever because of the way in which you give and you care so much because you connect so much better with the people as you see them. It's just you have this personal relationship with them. It's really a neat thing. For me. I'm, I'm, I'm a, I'm a complete introvert, like in real life. But um, I learned very young how to speak

Speaker 3:     20:48       it. I love public speaking. It's one of my favorite things in the world. This is what you and Russell at the same, same exact way. Total introverts. You put you on stage and oh my gosh. It's like nobody believes I'm an introvert, but you know, I, I used to have a debilitating stutter. I had. So for anybody listening who's like, oh, I don't think I could ever speak on stage a lot. Younger English was my second language. So I had a crazy accent that I used to get made fun of for in school. I used to stutter because I was really, I had a hard time talking in front of people. I'm dyslexic, so if I ever had to read in public, it was really hard. It sounded like I didn't know how to read, but it was just the words were moving around on the page and um, you know, I, I learned how to speak in high school with my speech coach and getting the opportunity to speak on a stage like click funnels, funnel hacking live.

Speaker 3:     21:38       It's crazy. There's so much energy in that room when you say you build a relationship with the audience in that room, they build a relationship with you. Well, thank you. Love 5,000 people that are dying to have a relationship with you, Alex. so one thing I'd want to make sure we touch on, and I think because it applies to anybody, no matter where they are in your billionaire code and that is your time study. Yeah. Kind of going into that real quick. Only because I was the worst person in the world on that and I hate this, but it's a life changer. So this is, you know, I've been a consultant for over 20 years and I use strategies that work and it doesn't matter how difficult they are, it doesn't matter how confronting they are. To me, it's how do we get the biggest result with the least amount of time and one of the things that we, we inventory as entrepreneurs is money.

Speaker 3:     22:22       We all like we look at how much money we're making but we don't really look at what we're doing with our time. And so how do you inventory your time, take that data and improve what you're doing with your time. Because at the end of the day, your success is the sum of what you focus on. And until you can inventory where your focus is, you don't know what's really going on. So what we have people do in our programs and in our company like Haley right now, my assistant is doing it, two wait time study. She writes everything down that she's doing in 15 minutes and then commence. And anybody can do this. You write it down in 15 minute increments for two weeks. And what will happen is in the first couple of days, you'll already start modifying your behavior, but at the end of two weeks, right at the end of two weeks, you'll have a full inventory of where you spent your time for a two week period.

Speaker 3:     23:07       And then here's what we have people do. Go through that inventory and mark, was it strategic or tactical? And as an entrepreneur, the more time you spend in strategy versus tactics, the more you're going to grow your business. And most entrepreneurs are over 90 percent tactical in any given week. And for me like this podcast with you, this is strategy. This is strategic. I'm the only one in the business that I would want to have do this. But setting up the time for the podcast, setting up the appointment, put it into the calendar, all those things. Somebody else did all of that for me. I just showed up and click the button. And so at the end of a two week time study, you really know where you are. And I think, you know, I, I often share with people your story that we were talking and you were asking me for strategies and then I shared the time studying and you're like, okay, I'm going to do that. And then two days later I get a voicemail where you're like, I just want you to know I kind of hate you.

Speaker 2:     23:58       I totally, I really do that. Oh yeah. And I think the other part I do want you to talk about, and that's the four rs I'm going through right now and I'm creating for ours, for my, my role here at click funnels. And it's been fascinating for me as I've been doing this. As I look at the four rs with my time study, it totally changing the game because I'm like, oh my gosh. Even though that is what I'm classified with, strategy, I don't need to be the person doing that strategic thing and I can have someone else do it. Which was kind of, it was mine. Again, I'm still struck. I haven't completed my forearms right now. I'll have it done by tomorrow, but it's been fascinating for me to see that a lot of things that I thought I still needed to be doing, I don't. So if you don't mind, can you explain what the four r's are? Absolutely days. So, um, you know,

Speaker 3:     24:49       in most positions in the world do you have a job description and a job description is usually like one or two paragraphs describing what somebody does in a role in our organization and the organizations we coach, we found one or two paragraphs woefully inadequate. And what we want to be able to do is give somebody a very clear idea of exactly what we want from the person. So whether you're recruiting or managing a team member, we use what we call a four r document, its role. That's where most job descriptions start. Stop. So we have a paragraph about the role, then we have responsibilities. What are the exact responsibilities that that person has? Then the results, what results is that person driving? And then the last thing is the requirements. And so for example, for a salesperson, you might have a rule that says, you know, this is an inside salesperson, they're going to be available full time, remote remotely located, they're going to call it on high ticket clients, and then in the responsibilities it's making 100 calls a week, having this level of conversions, this is how many actual live calls they have to have, and then in results it's driving x number of dollars in business a week and then you know exactly what the results that they should have the right client bringing in the right Avatar, making sure that there's not a high return rates, high retention rate, and then the last thing in requirements for sales might be excellent phone communication skills, excellent written skills.

Speaker 3:     26:10       And so once you have that all built out, if you're recruiting, you are so likely to find the right person because it's very clear. And then this is the only document that we know of that you can take from recruiting right into the position.

Speaker 2:     26:24       So it becomes a tool you find them with and you lead them with. I think that's the part you just said there. I for me has been the part I've enjoyed the most because I'm actually the people who work for me now I'm asking them to create their four r document and it has been so mind opening for not only for me because they're doing some things on there that that's not part of their role or the responsibilities and and other things that I thought they knew where their responsibilities don't even show up anywhere on, on the document.

Speaker 2:     26:56       So again, anyone who's listening, if you have somebody who is works for you, and again, I think even if it's you're an assistant, it doesn't matter who it is. Impact. Yeah. I think you're crazy. These days. I, I fight all structure. I just innate in me to fight it. I just ate it, but it's been for me. The thing that has helped me the most is working with people like yourself, Alex. I'm like, okay, I gotta get into this thing and I have to realize that the structure actually is what's going to help me get to the next level. I mean, we'll do $100 million this year and you and I had the conversation earlier as far as, you know, Dave, who do you want to be and where do you want to lead? And for me, I know there's no way I can lead or be involved in a company that had $100,000,000 level unless I change who I am. And it kind of goes back to the, you know, the proverbial thing people have got you here will never get you there or at least the situations you're in, you have to change. And for me the best way of changing has been this for our document. It's been a great, great opportunity. Do you have any resources where people can go to get that or understand a better? Um, you know,

Speaker 3:     28:02       we, we teach that in all of our programs. So if you go to a billionaire code.com or if you download the entrepreneurial, not download, sorry, if you buy a free plus shipping copy of the entrepreneurial personality type book, um, we will, we'll, we'll give you in our follow up sequence. We talk about where the for our documents are, where, where we, where we have all these resources. In fact if somebody wants to, they can go to free momentum book dot Com and get that. And by the way, I now have a funnel there that were, that I'm willing to share on funnel hacker radio because last year when I spoke at funnel hacking live, real funnels weren't quite there yet, but now we're very proud of the funnels were putting out. Um, we've got some pretty incredible click funnels now.

Speaker 2:     28:43       Well, I think the coolest thing is the fact that, uh, if you haven't listened to Alex's podcast, a highly, highly recommend that you do as far as the momentum podcast, he actually, I have to give Kudos to him. He hit the, he got to the million dollar or the million downloads level faster than I have. I'm not there yet, so please support me and get me to the millions so I can come back and to be like, one point three, one, I'm, I think I'm around 900,000 and you started six months after me on a podcast and you're doing it like every day though. I mean I've got like 300, 85, 400. It's crazy. So it's just sheer volume.

Speaker 2:     29:20       That's a lot of content, but the coolest thing honestly is I highly recommend you guys go check out the momentum podcast. It's what Alex contributes and gives is just amazing things for any entrepreneur to really help. And what I love is they're short the quick and it's stuff that people can implement that day and I think that's the, that's the secret. Does fast implementation. So again, we've talked about the whole idea as far as why you cannot, why can't sell your way out of your problems. Talk About for our document talking about time studies. Anything else you want to make sure we cover here in a few minutes before I let you get back to your day?

Speaker 3:     29:55       Uh, you know, Dave, I think, I think we've pretty much covered it. You know, I have this saying that I share with business owners, your business is broken and if things go well, it always will be. And here's what I mean by that. You know, volume creates complexity and success creates deficits. And so as a business owner, you don't want a perfect business. What you want is you want a system and a team and a structure that is adaptable and can cover complexity and filling deficits. And I think that there's far too many business owners today, they think that some day they're not gonna have any problems. I would look at it differently. I wouldn't tell you all embrace the issues in your business, chase them down, hunt them down, solve them. And that's how you really grow a company by pretending like there aren't issues by, by wanting to perfect business, by trying to drive the problems out of your business, you're actually creating the biggest constraint you possibly can. So just remember, success creates deficits and volume creates complexity. What you want a team is a team and an organization that can cover both and you'll get to the level you want to as an entrepreneur.

Speaker 2:     30:58       I love it. So everyone check out billionaire code.com. Make sure you follow Alex on his momentum podcast and by all means, if you have not bought a ticket to funnel hacking live, go there right now. Buy Your ticket. You do not want to Miss Alex on stage. This guy literally gives his whole heart and soul to anybody he comes in contact with. So the great thing about actually being with Alex at funnel hacking live is you're one of the most approachable people in the world, which is just, I mean, it's such an amazing thing for me to see how willing you are to give and share during the full three days, not just the time you're on stage, but as people I've seen you in the hall talking to people and you just give and give and you give and you give. So the only way you get that is by going to funnel hacking live.com. Spend time with Alex. it will literally bless your life. He's always blessed mine and it's been an honor to spend time with he and his wife and his two daughters. It's always fun. So Alex, Ian, thank you a ton. Any parting words here before we go

Speaker 3:     31:49       now just say how your family for me, you're a constant source of inspiration and I love you man and I appreciate you having me on three. Pete. Now

Speaker 2:     31:59       one. Thanks so much. I think so. I think someone trademark that. It's A. I probably owe some money on three people. We'll talk to you. Bye.

Speaker 4:     32:12       Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic there's you'd like me to share or someone you'd like me to interview, by all means just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Pete:

Pete Vargas is an entrepreneur who helps people grow their businesses and spread their message through stages. He is the founder and CEO of Advance Your Reach, an organization with a shared vision of impacting 1 billion people across 7 spheres of influence. Since 2003, he and his team have booked over 25,000 stages worldwide–and generated tens of millions of dollars of revenue through those stages.

Tips and Tricks for You and Your Business:

• Why stages? (1:30)
• Lead collecting (8:40)
• Where to get One Hour Launch Workshop (14:00)

Quotable Moments:

"Facts tell and stories sell."

Important Links:

OneHourLaunchWorkshop.com/dave

---Transcript---

Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to [inaudible]

Speaker 2:     00:18         radio. I am your host Dave Woodward and I am so, so excited. I've got a dear friend of mine I want to bring on and the reason I want to bring him on his. I was actually out at his event and while I was there and I rarely paid to go to people's events anymore these days, but this one we actually paid to go to because of the value that I wanted to make sure we got from him and while I was out there at his event, I wanted to make sure that I had him on my podcast so he could share the same types of things with you and give you the opportunity to actually get involved with something like this. So without any further delays here, I want to bring on a dear friend of mine, Mr Pete Vargas. Welcome to show bud. Hey Man, I'm excited to be here.

Speaker 2:     00:56         Thank you for having me. I'm stoked and just absolutely love you man. Well, I am so excited. Again, for those of you guys just don't know Pete. He's got a company called advance your reach. It's actually why we went out. A lot of you guys have heard. We actually are in the process of starting our own speaking team and even though Russell spoken on literally hundreds of stages and we've done literally thousands of Webinars, I was, we started looking at trying to systematize actual speaking and using, speaking to build our business. I thought there was no one better that I could bring on than Pe. So I flew myself and Chris who runs Chris now runs our, uh, our speaking team, flew him and myself and miles out to Colorado to spend three days with Pete and his team to learn really about how do you land stages, how can you use stages in your business, how can you actually use a stage to build your business by providing massive value and really you state using.

Speaker 2:     01:47         For us, we're looking at using stages to scale and I know for a lot of you guys who are in the situation or listening to podcasts, some of you are sitting there going, I don't know. I haven't even. I've never done a stage presentation. How would I do that? Pete's going to answer that for you today. For those of you guys who were in Russell situation where you sit there going, the last thing I want to do is actually get on more stages. He's going to tell you how you can actually create a speaker team like what we're doing and do the exact same thing. Again, I'm you guys don't want to hear from me. What you really want to hear from is my friend who I'm so excited to have on the show. Again, Mr Pete Bargas. So Pete, let's kind of talk about what you refer to now as this one, our launch.

Speaker 2:     02:19         What the heck is a one hour lunch? Yeah, so let me just tell you that one. Our launch, we're the one hour launched was birthed for me, like that's an important piece to understand. I, as you know, as a youth pastor and I brought speakers in because I didn't want to speak on the stage and so I brought these speakers in and I remember showed up my first Wednesday night. There were three kids there and I thought, how am I going to grow my youth ministry, which is going to be equivalent to how you're going to grow your business. And so what we did, Dave, is I brought in speakers and in one hour I saw my kids get so moved and inspired that they, the youth group just continued to grow, grow, grow, grow, grow. We went from three kids to 750 kids in a town of 12,000 from bringing in over 30 over the course

Speaker 3:     03:00         of four years. And our youth group just grew. And I saw the magic in one hour on a stage and the action that my kids took. One of those speakers, as you know, his daughter was the first girl killed at Columbine in 99. And he came and spoke and he came and he said, you know, there's five people that you need to let them know how much you love them because you don't know how long they're going to be here on earth with you. And I couldn't help but think any said some of them you're not in good standings with. So he, I couldn't help but think about my dad. I hated my dad because of what he had done to me. And so growing up as a kid. So that night I begged my dad to come back to the 90 defense and all of a sudden at the night event, my dad came back.

Speaker 3:     03:39         He heard the speaker speak. We had tried for a decade. Everything, counseling church, his siblings constantly saying, you got to make things right with your son. And in one hour on a stage, one hour on a stage, it prompted my dad to write me a letter and say, I'm sorry for the father up then here my son is having an impact on hundreds of kids lives and I can have an impact on my only son's life. And he asked me for a second chance to do things right. I called that man, now this is important for the list because I said, dude, you did something in one hour that nothing could happen that put my head in the last decade wouldn't happen for my dad, which is a lot like our business. We tried so many things that don't work or they take forever to work and in one hour things can change as you get on a stage.

Speaker 3:     04:23         So I called him and I said, why aren't you getting this out there to everybody? He's like, I'm trying this, I'm trying this. I'm trying this, who's trying a lot of things? And I'm like, get on a stage with your ideal clients in the crowd for one hour and watch what begins to happen. I don't know what the listeners, ideal crowd, they know who it is, but his ideal crowd was principals and superintendents. That's what his ideal crowd was because they were the decision makers who controlled the budgets. So the very first stage I put them on, I was like, Ooh, I hope this works. And because I figured out how do I land this stage, how do I make him great on the stage and how do I make sure that this is one of the biggest customer acquisition channels that exist because that's where he's going to change their lives.

Speaker 3:     05:03         So I got to my first stage, I worked my system back in 2003. I've been working at cents 500 educators in the room. We couldn't make an offer. Five hundred educators in our later 450 of them were turning in a physical piece of paper, what we call a contact card because we lead collected by giving away a free gift for 150 are turning in papers. And in the next two weeks, 70 to 80 new clients paying three to $5,000, just shy of a quarter of a million dollars in one hour in the last year, struggling with everything in this business. He had done $52,000 in the last year. Now here's what happened with him and it's very much like Russell, very, very much like Russell. He started getting big. It started being recognized in the educational system and he couldn't be that, so a lot of you out there solo preneurs or if it's just you on your team and you're trying to really be like, what could I do it start with stages like Russell built click funnels with being on Webinars, you know, he did webinars, there's offline and there's online stages, but here's what happened with them and what's happened with Russell's.

Speaker 3:     06:09         He got too busy and he couldn't be on all of the stages that we're requesting for him. So what did we do? We created a presentation that duplicated past him. We told the stories to company's story on the front end. We talked about the content. Everybody shared the same content in the middle, but at the beginning of the presentation we mentioned the company story and then how the company's story connected to the speaker and then the rest of the presentation was the same for every single one of those speakers. Dave, before it was all said and done, not only did he grow the organization from $50,000 to $7 million in the educational system, which might not sound like a lot on an annual basis, but they don't have budgets.

Speaker 2:     06:49         That's huge. It's huge.

Speaker 3:     06:51         Fifty two speakers out in any given year, sharing one presentation for one hour driving business, so whether it's somebody who wants to do it on their own and go to attract more customers, or if you're like, man, I'm like Darryl and Russell and I don't want to be on the road anymore. I get too many requests. Then build a team of people that can go do it, but here's what stages does it expedites the sales cycle in 60 minutes. A lot of people, it might take them six, nine, 12 months to consume 60 minutes of content online, but when you've got a captive audience, it's called the one our launch because you've got their undivided attention for 60 minutes and we know what can happen when you get on a stage for 60 minutes.

Speaker 2:     07:33         I love it and I think people part I love the most is for one, your passion behind this. I get chills. I've heard you tell that story. I think six different times that I can think of about you and your dad and I get chills every single time because you have this ability to put yourself back in that actual moment to actually experience and have the person who's listening to you experienced the same feelings, the same raw emotions that you were going through right then and it's such a skill set that I think too often a lot of us getting this idea as far as you start telling instead of of of actually sharing and telling stories and as you know, you don't have joked all the time as far as you know, facts tell and stories sell and you're a. You are the master at when it comes to actually getting stories that have impact for people to then use those stories in their, in their presentation to connect with people.

Speaker 2:     08:23         And that's one of the things I love and I was out there to readmit learning from you and just seeing the way that you are so good at connecting with people beat. The one thing I know that a lot of our listeners, they've heard about this whole perfect webinar script from Russell for forever. And so we've talked a lot about webinars. The one part I want to, if you don't mind kind of address is this idea as far as how you made mention that they were able to delete, collect meaning collect when you typically couldn't sell. Most everyone I know when they think of going to speak on stage, it's a 50 slash 50 split. This is one of the things you kept slapping me in the face. And Dave, hey wait, there's

Speaker 3:     08:56         more, there's more. You actually can make more money not selling directly on stage. So if you don't mind kind of explore and explain to people how they actually can use that to build their business when they can't sell. So when you can't sell, there's two things that you're either in your presentation, your co, the we have, uh, we believe in your presentation that you start with the heart and you connect with people you teach and while you're teaching, you're embedding and you're sharing case studies and you're doing all of that. You're basically selling during the year, but you're teaching, you're teaching. But then in the call to action, the only difference between when you can sell and you can't sell as you're either collecting order forms, you're collecting leads when you can sell your collecting order forms. And that's the speak to sell world. And it's only one of four types of stages that you get.

Speaker 3:     09:39         Five types of stages that you can get on the speak to sell world. When you can't sell, you're collecting contact information by giving away a free gift. You give a free gift the way that gets them from a to B, not a to z because nobody's gonna read your book and nobody's gonna go look at your slides, but they will consume a piece of content for 10 minutes that will move them from a to b and when they see that piece of content that moves them from a to B, how to get a date in the next week, how to rent your house and save $10,000 a year, how to go when your first stage in 24 hours and they get that a to b all of a sudden how to build a funnel and in in one day or 10 minutes, you know when they get that a to b, they're like, oh my God, that's his or her aid to be what is going to be there a to Z. Guess who the A to z is here, the ADC and so after that free event, you're following up for 10 to 15 days with automation, with click funnels and you will begin to see sales close.

Speaker 3:     10:39         If it's a low ticket item, it's all automated. If it's a high ticket item, it's phone calls and one of the things that I get the biggest compliment for today on three different interviews, they said, Pete, you opened our eyes to the fact that I can't believe I never thought I could use a stage to sell an eight, 15 or $25,000 product. And then I saw you do it. I just did it at Jj Virgin's event. We couldn't sell in our first session date. We had a hundred and 10 people in the room. We gave free gift away. We did strategy sessions on site. We did 105 strategy sessions out of 110 people in the room and we saw 40 of them go deeper with us and then in the next two weeks we saw another doesn't go deeper with us. After that, you know, another 10 or 12 go deeper with us after that.

Speaker 3:     11:29         That's an unbelievable stage. And guess what, there's no splits. You know, there's no splits and that's the beautiful thing. And so I love the five types of stages. Yes, you can get paid when you get paid your lead collecting. Yes. You can do free events when you do free. Eventually collecting. Yes. You can do speak to sell. When you're doing speak to sell, there's a 50 slash 50, 60 slash 40 type of split. Yes. You can sponsored stages where you pay a fee and you get to keep 100 percent of your money or you're like click funnels, and I love this. How they built click funnels is by doing their own stages. They did, I don't know how many webinars in the first year to launch this baby, but they did their own stages and so that's the powers you. There's four of those that you can be on other people's stages and one of them is your own stage stage.

Speaker 2:     12:18         I love your passion. I love how good you are, what you do, and I think the part I. I had so much fun when we're together at your, at your event, was really diving deep into all four of those. Again, human, it's we. We've done a ton as far as webinars and we've really spent a lot of time on the 50 slash 50 side, but it was the other sides that I was fascinated about, especially as we start building out a speaker team is this ability to to land stages where we may be sponsoring or were there actually is free, which I'm still. I still need to hire you more on that so we'll work out the details of that later, but for me that the real benefit is to really understand how large the opportunity is. I think too often a lot of us in the online funnel world, we think of just webinars or or being at an event and just speaking and splitting it 50 slash 50.

Speaker 2:     13:05         There's such a much more broad opportunity out there and it's really why I wanted to have you on this podcast is to help people understand you're missing the boat. There's so much more opportunity. It's really why, again, pizza whole idea as far as this one, our launch formula or a workshop is set up for that one reason to really allow people the opportunity saying, listen, you actually can build your business in multiple ways besides just webinars and and a typical 50 slash 50 type of a Jv partnership type of thing. So if you don't mind, I know we've just got a few more minutes here. What are some of the things? First of all, I want to make sure people understand how they can get this. So what are they going to get? How do they get it? Where do they go? Yeah, so I'd encourage people.

Speaker 3:     13:44         Well, the goal was to one our launch workshops, spell one out o n e one our launch workshop.com, and we're going to show you how to actually use stages and to grow your business. We're going to show you what to do on the stage. Most importantly, we're going to show you how to get on this. Actually not most importantly, that's the easy part. How do you get on the stage and most importantly, how do you attract customers from those stages? Because Zig Ziglar said, I've never changed someone's life with a speaking Gig, but sometimes they buy my tapes and cassettes and I got a shot at changing their lives. What? Zig understood because the data showed him the data. Meaning his son told me a couple of weeks ago, Pete that had data to prove that dad knew that stages didn't change their lives because out of every hundred testimonies that came in, only one of them was about him impacting them on the stage.

Speaker 3:     14:33         Ninety nine of them were about the products and services that they invested in him with. So that's why we want stages because in one hour to expedite it exponentially exponentially expedites the sales cycle. And so the last part of what we're going to be teaching people is how to actually create customers in all of these different types of stages exist. And so we're giving away thousands access to thousands of stages and we'll be interviewing over 30 meeting planners who control thousands of stages all across the world. So you understand what they think as they're hiring speakers, so that's the one, our launch workshop.com that we're going to be doing the next couple of weeks and I'm really excited about a day, but you asked a good question. You said, what? What is this opportunity with stages in you have you have this opportunity? There's this, there's this pyramid that you can say, I either want to go do on other people's stages or I want to do my own stages.

Speaker 3:     15:25         Both are right. The answer is both are right, but what you're doing other people's or your own. There are eight different offline stages that exist in eight different online stages that exist and if you can just begin to build a portfolio of one, two, or three of the offline and one, two, or three of the online, it becomes powerful. And the thing is people in the Internet marketing space typically only know about a few of those like the speak to sell once, but there's associations, there's a huge association stages. There's seminar stages, there's local stages, there's end user stages, there's media stages, there's masterminds, there's eight different offline stages, and then there's eight different online stages. There's webinars, there's trainings, there's online media, there's podcasts, there's summit's, there's all of these stages that exist and what we basically are showing you how to do is how do you go get on other people's stages and I'll tell you the key is when they realize that you can solve a problem for their community, they'll open it up for you to be on their stage.

Speaker 3:     16:27         Dasia dates, letting me do a round table at clip, at funnel hacking live because he knows I'll provide value because he's seen me and what I provide and so there's this opportunity. J Dave have stages that exist everywhere and the big thing that will get really clear on the in the, in the, in this launch workshop is what's your stage portfolio? Because for Russell it's two to three offline stages a year and that's it. But for the speaking team, it's hundreds of stages for them. You know, for me this year it was 17 to 18 offline stages and I did 125 online stages, kind of like Russell did they get click funnels starting next year. That'll shift for me because now I have three speakers that are going out on my behalf to for Stu Mclaren. He's like, dude, I want to do four stages and I want them to be for big stages and that's it, and that will move the needle in his business on a big way. So for everybody in the season of life they're in, I want you to understand that this is so many stages and you don't even realize how many exists and we're gonna help you get really clear on your portfolio in this training.

Speaker 2:     17:33         I love it. For me, one of the things I get the most out of you, pete, is the idea as far as expanding my mindset with how many additional opportunities there were, and then the other thing was exactly how to get on those stages. I think a lot of the people I talk to says, well, I've got my presentation and I questioned whether you really do, but I'll leave that to let him deal with that. Whether you have your presentation pizza deal, but one thing I can't say that pizza, amazing that is helping you actually get on stages and teaching you how to get on stages. As I mentioned, we've hired will have probably some of the neighborhood of 15, 15, possibly even 20 different speakers this year to try to get on 500 stages and in 2019 and it's all because of pete and his skill set and helping us get on those stages.

Speaker 2:     18:15         That's allowing us to basically have a complete huge event team that's going to be going out this year again to spread click funnels, message to the world and we're so excited to be working with Pete and with advanced have reached team and really spending that kind of time. I can tell you if for me, if I was to, you and I talked back and forth as far as my past and different boards. I've been involved in real estate. I've been involved in financial services I can tell and a lot of internet marketing, every single business I've ever been in has always had a speaking component to it and it's the only way you can truly scale a business, so understanding that those guys who are listening right now, if you have a product or a service and you think you're just doing it online, I can tell you you can 10 to 20 times what you're doing online by adding the speaking component to it.

Speaker 2:     18:59         There's. You get so much more credibility. You have so much more of an authority figure when you start speaking and talking to people and they hear you, they see you. They connect. It's a relationship built. I mean, I go on and on about the importance of stages. It's again against the whole reason why a higher peak was to help us take our stages to the next level. So again, if you guys are in that situation where you're trying to scale your business, you're trying to add additional revenue, by all means, check it out. Again, it's a one hour launch workshop against one hour long. H O u r launch workshop, is that right?

Speaker 3:     19:29         Yeah, one hour launch workshop.com. And Dave, what I would say, and I got a funny story with data, but like I want to really. I've got a really funny story. I want to drive home like the power of the one hour launch, like forget that one our launch. So Dave calls me a couple of years ago. He's been, he's become a friend of mine. Like I'm so glad that Keith Yackey introduced us. We're going to be doing something cool this year at an event and we're going to be doing a lot of cool things, but in being able to help the speaking team, but they've called me a couple of years ago, a year and a half ago, year and seven months ago. I was like, dude, you never believe it. We just did 900 k on this stage and a lot of you know that because it was the first time at 10 x.

Speaker 3:     20:07         and I'm like, all right, he's just motivated me. So watch this. No, this is fun. And you've helped a lot of organizations or individuals go from zero to six using state agency or to seven zero to eight overall in their business. And we've never taken seeing someone go from zero to nine, I believe. I believe click funnels can be that organization. But here's the thing. We've seen a lot. We had seen a few million dollar stages at that point. I had seen it from our clients and I'm like okay, he did 900 k, I had a big stage coming up this January, this past January. And I'm like okay, I just want to be able to tell Dave what I did. And so Michael Phelps was the opening keynote. Howie Mendell was the closing keynote. I was the in the middle of that.

Speaker 3:     20:49         And by the way, they treat me dates. They paid me to be on that stage because of the value I provide and they let me talk about my products and services. And when it was all set in that said and done, that was a seven figure stage. We did over a million dollars from that stage. And I was like, yes, the one hour and I got Dave and Russell and then obviously all of you know the story, like I know Russell doesn't do physical stages much, but when he does, I think that's a commercial, but when he does a million dollars plus in, I am so excited to see what Russell does this year as well. And so like, look at your leader. He built his company in the first year on digital stages. Look at them in physical stages. When he does them, he knocks it out of the park, the one our launch really works. And so dave, thanks for having me. I love to have a lot of people join us in that one hour launch workshop name.

Speaker 2:     21:46         I love it again. So it's one our launch workshop.com. Go there, check it out. Uh, for one it's built on click funnels or it better be right. Maybe it's

Speaker 3:     21:55         well pieces of it or not. So yes, I'm a, I'm a two comma club guy.

Speaker 2:     22:07         I would love to get you to our eight feet. I should've had a ring here that, uh, I just, in fact, we just got a new ring for Russell actually as I'll show it to you later.

Speaker 3:     22:17         Hey, that stage I just talked about, for me, that stage was one with a click funnels page. They actually scheduled a call to see if they wanted me as a speaker on a clickfunnels page because our stage campaign is all built within clickfunnels self. Man, it's, I'm a big advocate of Cleveland.

Speaker 2:     22:34         It's just fun for me. I can tell you again, I bet you were such a dear friend and I love spending time with you. I appreciate. I know you're limited in the middle of the launch right now and I know how busy things are. You've got a million other interviews and podcasts and stuff going on. I appreciate you taking the time today. Again, people, anyone who's listened to this, I hold back anything that does these days, it's been so much fun. Uh, we actually are a crazy yacht coming up here with him and all this other stuff. He's always sucking money out of me some way or the other. Anyways, bottom line is again, go ahead and check out one hour launch workshop.com. I regardless, you've got to be doing stages and if you're not exactly sure how to do it. Pizza. The Guy I hired him and I totally. That'd be opportunity spending time out there with both Chris and miles. Spend three days with them. God knows what he's talking about when it comes to stage it, so check out one hour launch workshop. Again, Pete, always so much fun having any other parting words before we let you go.

Speaker 3:     23:31         Oh Man. Dave, thanks so much and I just thank y'all for. I'm excited to see click funnels in 2019 and the game plan that you have with this powerhouse speaking teams. So

Speaker 2:     23:41         thanks man. We'll talk soon. All right everybody, thank you so much for taking

Speaker 4:     23:46         the time to listen to podcasts. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if there's people 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 I can do to make this better for you guys. Thanks.

If you lost everything in your business, who would you turn to? Dave discusses the importance of relationships, providing value to people, and the 5:1 Ratio rule of thumb to go by.

Tips and Tricks for You and Your Business:

• What is relationship capital? (0:50)
• If you lost everything, who would you turn to? (8:00)
• Relationship Deposits (9:45)

Quotable Moments:

"If you go into a relationship with the idea that you are keeping score, you are always, always going to lose."

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome back everybody. I'm so excited to be sharing this topic with you. This is one of my favorite things personally. It's one of the things I've been seen so much of recently. I want to make sure you guys really understand and feel the importance of this, this major topic that so many people get wrong and I've seen recently two or three instances on both sides, those people who just crushed it and those people who totally screwed it up. So what I want to talk to you guys about right now is what is the return on your relationships or what is relationship capital? Relationship capital is really one of the most important things people screw up all the time.

Speaker 1:     00:51         Uh, as most you guys know, I'm actually, I've hired jerrick robbins as a, as a personal coach and uh, been going through a whole bunch of different things with him and in my own personal life as well as my business life. And, and one thing she was talking about is the importance of relationships. So he and I go deep onto this topic recently and everything as far as marriage and business, a kid, just all sorts of crazy stuff. And one of the things he was referencing was the Gottman Institute. So the Gottman Institute, those you guys aren't familiar with it? Uh, basically they studied 3000 different couples over the course of almost, I think it was like 20 years. And what they found was that literally within about three to four minutes of watching a couple, they could tell almost like a 94 percent, 95 percent accuracy whether that couple would get a divorce.

Speaker 1:     01:38         And it all came down to one thing. And that was the ratio of positive to negative things they talked about. In other words, the way in which they communicated with each other as a spouse, what they found was really came down to for every negative thing a person said about their spouse. If there was at least five or more positive things, they had this communication skills and respect for each other that they actually would be able to work through anything and saved their marriage when it was less than that magic number of five. Those were the types of relationships or marriages that they realized most likely we're going to end up in divorce and we started talking about this analogy and really started looking at as far as the way in which it applies to other types of relationships and what happened recently. For those of you who have followed my facebook pages, my facebook lives.

Speaker 1:     02:24         I had a crazy situation happened to where a guy basically hijacked a domain that we had trademarked and everything else and I've been going back and forth on this thing with them and trying to just offered to buy it back and was basically extorting. You know, running a ton of money. Seven figures type of value for something that we had already used and so I was struggling with exactly how to deal with this. I was trying to be nice about it. Finally just said, you know what? We're gonna have to turn this over somebody else and let them deal with it. The interesting thing was his whole reason for wanting to charge us so much as he wanted to build a relationship with us and like, what? You got to be kidding me. How in the world would charging me a ton of money for something that is already ours.

Speaker 1:     03:06         Build a relationship. I don't get that. He says, well, you don't have to have the opportunity to basically working through this and I become a two comma club, winter and and I know how much you guys talk about you. You call him a couple of winters and I'm like, dude, you don't get it. You don't get how this whole relationship thing works. And literally within about a week after that, we were with a guy a couple months earlier at an event and we had been talking about some of the software and things that he's using and basically just call and say, hey, you know what, I'd like to just give you my software for free. And we're like, what? Because yeah, I just realized if I give this software to you for free, you guys are better at marketing and as you talk about it and use it, it actually will draw more people to me and my business and you'll win and all, there'll be a wind wind and I just would like to offer you this software for free.

Speaker 1:     03:55         And I'm like, holy cow, this guy gets relationships. And then I had another situation where I was at an event and this guy basically came back and said, well, you know, Dave, you kind of owe me on this one. I'm like, I owe you. What are you talking about it? And he started going through this list of all the things that he thought that he had done for me that I didn't even realize he had even done, and unfortunately I didn't even perceive that much value to what he was giving credit to and therefore because of what he had done, he felt like he then owed it to me that the or the I owed him this favor that he was asking for. And I'm just trying to be vague here to protect the other people involved in the situations. But the whole idea behind this is if you go into a relationship with this idea that you're keeping score, you are always always going to lose.

Speaker 1:     04:46         You will always, always lose. You. Always be disappointed and frustrated because if you're going into the same as you're keeping score, there's no way you can come up on top because you'll always. You'll find yourself either you're either in the hole and you have a deficit and where you're trying to do things to make up for that deficit. Or you're going to be a situation where you feel like people owe you and you're gonna. Start looking down on them and and really just taken away from what's valuable there. So what I want to talk to you about here is relationship capital and to understand it's kind of like what is the return on your mom and what's the return on if you had. What's the Roi of your mom? I'm like, dude, there's no way in there. My mom is totally invaluable to me. I, I can't even begin to express the amount of gratitude that I feel towards my mom.

Speaker 1:     05:34         There's no one in this world who is helped me when I was one my back was up against the wall where I really had no idea where to turn to. She's been there for me for all the time and like there's, it's infinite there really I. There is nothing my mom can't ask for that. I wouldn't drop everything to be there for her. And I've thought a lot about this whole idea as far as when you go into relationships, and I see this happen a lot a years ago, especially in the whole affiliate marketing world where everything was reciprocal marketing mean you promote for me, I'll promote for you. And I'm like, Gosh, after awhile it got to the point where all we had were a whole bunch of incestuous list and there was no value in the list. And the unfortunate people got hurt the most were those people that we're supposed to care about the most.

Speaker 1:     06:20         And that's where the members and the people we were serving and protecting and spending a whole bunch of time trying to build relationships with and became this whole list grab type of thing. And what I realized when we started clickfunnels was we were not going to have reciprocal promotions. And Oh my gosh, let me tell you the amount of pain that caused in the beginning when you're out there asking them to promote for you. And they turn around and say, well, you need to promote for me. And my only response is, well I can't or I won't. It makes it really, really hard, but the fascinating thing is what I've realized over time is what it forced me to do is to get to situation where I started thinking of what are the other things of greater value than just a promotion that would be a value to them as an affiliate.

Speaker 1:     07:05         One of the things that I could do for them, what are the types of value things that I could provide and because of that we've actually built deeper relationships with a lot of the people who we do promotions with or who promote our services. For some people it's been A. I've had about my podcast for other people I. it's. It's been introductions. It's been things that were much more important than a direct, straight out email grab, email lists, email promotion or something of that sort. So understand that when you're looking at developing relationships in business, there is nothing more important. I've had this conversation with my kids so many times where all I care about other relationships, relationships to me are the number one thing in business. That's when your back is up against the wall. It's your relationships that matter when you literally have, when you've lost everything and you're sitting there and you're going, holy crap, what am I going to do?

Speaker 1:     08:01         Who can I turn to? To me, those have been the things that have, have created the most memorable, most impactful, most meaningful experiences that I could even imagine was when I literally was losing everything and I was able to reach out to people who I'd spent a lot of time, a lot of energy with, some little word situation they couldn't help but others, the way they helped wasn't through finance, finances for one. I remember there was a gentleman I, I ended up spending a lot of time on walks as I pour my heart out to him and saying I just, I don't know what I'm going to do. And that value of that relationship for me was so much more important than the actual money that I needed at the time. And as I take a look at, at my relationship with, with the people who I work with is as far as clickfunnels.

Speaker 1:     08:52         I've known Russell now for almost 12 years, uh, at least, you know, 10, 11 years now and the amount of things that we did before, as, as friends and in building relationships and all sorts of crazy stuff before we ever entered into a business relationship with click funnels is in fact, I've had this conversation with so many times where my relationship with Russell is so much more important to me than my partnership with click funnels or anything else that, that friendship is more valuable than economic gain or anything else. And I look at a lot of the types of things that people, when they go into business. So often it's this cutthroat and understand I'm extremely competitive but not in a relationship standpoint. Uh, and I think the part that people have to understand is you have to focus in on relationship deposits. How it's like a bank account.

Speaker 1:     09:49         It's, that's why I look at as far as relationship capital, you're not in a situation to where you can ever go negative. You don't have an overdraft protection in relationship capital situations. And so realize that's why, again, I take a look at the whole gottman institute thing. Every five, you've got to have five positive for one negative. I look at the same situation. If you're going to have a withdrawal in a relationship, you better make sure you're putting in at least five times as much value. And what you'll find is it actually levels up your game and it levels up the people who you find yourself associating with. It changes everything. And I really encourage you guys, as you start taking a look at business, no matter where you are in your business, I've seen, I've been around people who've literally billion dollar net worth hundreds of millions of dollars. And I've seen those in the hundreds, tens and hundreds of millions who have lost it all as, as well.

Speaker 1:     10:40         And it's fascinating to me to see the only thing that ever really matters are the relationships. And so as you take a look at building your business and you start taking a look at the way in which you're going to actually make things happen, you've got to make sure that you're putting in enough deposits. Uh, it's funny, I had this conversation with Russell the other day, there was a person we were looking at potentially doing some things with and uh, we were just talking about. I said, well, what about so and so? I says, you know, it's too early. What do you mean? What do you mean it's too early goes, I haven't provided enough value to that person yet to even consider asking that kind of thing of them. And they ask wasn't that big. But it was one of those things where I know how important relationships are to Russell.

Speaker 1:     11:24         It's literally the most important thing in the world. I've been fortunate to be blessed with my friendship with him over these years and I looked at my relationship with todd and with Ryan and Brent and John and the other partners inside of click funnels and all the things we've been through over the years. It's when it makes decisions so much easier just because we've been through so much crap together. And I think that as you take a look at your own business partners, and I've had, I've had business partners that have been great. I've had business partners that have been okay and I've had some that haven't been that good, but I can tell you the most important thing for me is always making sure that when you're looking at your own life and you're looking at your relationships and you're looking at the return on those relationships that you're always going in as the gottman institute recommended, they're at least going and a five to one ratio.

Speaker 1:     12:09         Make sure that you're overdelivering. You can never, ever put someone into your debt by doing that. It's just been the most amazing thing. I've, I've been so blessed. We had a situation happened just recently where we were looking at buying a company and uh, another software piece. And the guy basically said, hey, you know what, just try it. Use the software for free before we even do it and just see if it works for you and we can work everything else out later. And literally it was funny because we started getting attorneys involved as far as the transaction and it just got so muddy that the has said, listen Dave, we've been around a long time. Don't worry about the attorneys, don't worry about anything else. Listen, here's the dollar amount. We originally agreed on Wyoming. The funds, I don't need a contract. There's nothing there, and I felt the same way with him and so we literally just sent them the funds again.

Speaker 1:     12:59         He'd actually given it to us at first for free to use it. After it worked. We said, you know what, what's. He said, what's it worth to you? We gave him a dollar and I said, yeah, okay. In fact, I after gave him a higher dollar amount and he cut me back by 25 percent and I only sent him that amount. So realize that it's those types of people I always want to do business with. And so when you're out there building your business, and especially when you. It's one of those things I think when people first get started back, oh my gosh, I'm just, I don't have anything of credibility. I don't have anything to offer. You always have things to offer. It's not always dollars. It's not always that kind of. It doesn't have to be an economic exchange. Relationships are so much deeper and I think that's the main thing.

Speaker 1:     13:37         I want to make sure people understand that as you focus on building those relationships and making them as deep as possible, dig your well way before you ever thirsty and the way you did that well is by providing value to people and you can provide value in so many different ways. There was I, I went and volunteered at a ton of different seminar supporting people and everything else before I ever ever asked to be involved with them just because I provided value in that area. And that's what came back to me. There's been times where from a consultant standpoint, I'll consult someone for. I literally got a phone call earlier today with a guy who's. I remember when he first started his company three years ago, we met at TNC and uh, we were one of his first clients and he was literally said, you know what?

Speaker 1:     14:21         We're in a situation where were, where we want to do an integration, deeper integration with you guys. And we'd love to have you promote. And I know you don't like promoting. I said, you know what, we're not going to promote it, but what else can I do to help? And so, uh, he's got a software thing and I told him how we built click through webinars and, and offering the software actually for free and providing and selling the train actually was a win win for us. And he goes, oh my gosh, that's amazing. And said, you know, Dave, I always feel indebted to you. Every time I get off the call. And I never looked at as far as a debt, I just believed that, that all of a sudden you never know who that person's going to know and who they're going to introduce you to.

Speaker 1:     14:56         I've had that happen so many times where that's why I don't keep score, don't keep score and relationships, relationship capital. There's exchange of capital, relationship capital, so frequent. And you have to understand when you're networking, when you're building those relationships, you've got to always be that go-giver. You've got to be the person who's out there who's willing to help other people who's not always going in it for yourself. I know for a lot of you guys were listening to Dave, that is so boring and basic. I understand it might be, but it's not practiced by as many people as I wish it was, so having an amazing day. Again, thanks so much for listening. Send me a personal message or email or comment or let. Let me know if these are a value to you, what you're getting out of this, how it can provide greater value to you.

Speaker 1:     15:38         I value the fact that you're taking time to listen. Please go into itunes and rate, review it. Let me know if these things are of value to you because if they're not, I want to change it. I want to make sure that you're getting valued. You've now spent whatever. How much time is the den? Ten or 15 minutes of your time at two times speed. It was still seven minutes and I appreciate that. So I am grateful for anybody who listens to this podcast and I appreciate any feedback that you give me. Have an amazing day and we'll talk soon.

Speaker 2:     16:06         Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to James:

Founder and CEO of Autopilot Entrepreneur, James P. Friel is an entrepreneur, consultant, and author who helps entrepreneurs systemize, grow, and scale their businesses by getting them out of the day to day operations of running their companies. Master of business analogies, James illustrates the systems and foundation businesses and entrepreneurs need to put in place in order to excel to new levels. Learn the 5 pillars every business has and how to maximize and sustain growth in each of them.

Tips and Tricks for You and Your Business:

• The 5 Pillars of every company (5:15)
• The difference between marketing and sales (8:30)
• Building a system (10:00)
• Setting Expectations (13:20)
• The importance of letting your foot off the gas for a moment (35:00)

Quotable Moments:

"Sometimes, it’s not about applying more force, it’s about creating more bandwidth."

"All upset comes from unmet expectations."

"The most valuable resource we have is people."

"The bigger your team gets, the more you are going to be responsible for being the conductor of the orchestra, as opposed to the violinist."

"If you don’t make time to work on your business, you will always be stuck working in your business."

Other Tidbits:

Having an entrepreneur mindset is not the norm.  Understanding that as a business owner and manager of people, the people under you might have a completely different mindset. Learning to communicate properly and understanding personality types is an important skill to develop as you go from solopreneur to team manager.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward

Speaker 2:     00:17         back. Everybody. This is going to be the ride of your life. I'm so excited for. I've had the opportunity of known this guy for quite some time and I want to make sure that you guys get to know him and a at a different level. I've had him on before and we talked about some really cool stuff. I mean the guy's totally brilliant, rocket science, brilliant type of stuff, but the cool thing is he's not only. So. First of all, before I go on about it, I want to first of all introduce Mr James P friel. Welcome to the show.

Speaker 3:     00:43         Dave, I'm so excited to be here with you today. Thank you for having me, man.

Speaker 2:     00:47         So this is one of the things, I don't know. You're one of our two comma club x coaches, which is amazing and super cool. You've actually been here at Klick falls. We helped us for the last six months, systematized and ton of this stuff and I think at times you kind of get pigeon holed in this trello. Again, I want to make sure that doesn't happen, so I want to break that code right now. Again, you're the CEO co founder and CEO and founder of the autopilot entrepreneur, which is just a super cool concept and I think the part I'm liking the most right now is, uh, were just talking offline about your new website and this whole idea as far as that you help entrepreneurs systematize the game to grow and scale your business, own an asset that works for you, enjoy freedom, income and peace of mind is the stuff that I just love. Especially this whole idea as far as systematizing the game. I know you got a new book coming out and you've just got so much crazy stuff going. So with that, everybody, again, I wish you guys could stand up and give a huge welcome and round of applause to Mr James P friel, but to James again, thank you so much for being on the show today.

Speaker 3:     01:45         Oh, Dave. Yeah, it's my pleasure, man. It's always, uh, always amazing talking with you and getting to hang out and I think, you know, um, for me business business is a game, right? Business is, in my opinion, one of the coolest games imaginable. There's so many moving pieces and parts. There's, there's people, there's like, there's customers, there's employees, there's, there's a, you know, there's technology, there's like all these different things going on and uh, ever for as long as I can remember, I always want to know like, all right, well how does it all work? Right? And that's sort of been a, a very like driving thought of mine. Most of my life is like how, how does everything work? I love figuring out how things work. Like when I was a kid I took everything apart to try and put it back together and I feel like that passion and excitement really got channeled towards business. You know, I don't know, probably like 15 years ago or so, and what I've, what I've realized is most entrepreneurs that I've come in contact with go about doing their thing with massive amounts of trial and error. And just hoping that's something is going to work instead of recognizing that every of success in every area of life imaginable has rules of the game and there's ways to become better at it. And so that's really what I'm excited about sharing with people is how to systemize that game.

Speaker 2:     03:12         I appreciate that because I know for me, I've always looked at it's why I'm so fascinated about business. The same type of thing that you just mentioned is it is a game. And I think what I love you just made mention of is too often people kind of go into this haphazardly like, uh, you know what, I've got this passion, I got this idea, maybe I'll try this, you know, and, and there's such a huge difference between having a product and having a business. And I think so there's nothing wrong with having a product and having a product lifestyle and doing, there's nothing at all wrong with that. And we have a lot of people inside of our click funnels community who do just that. And then at the same time we've, you know, we've got over 360 people now going over a million dollars inside of a sales funnel.

Speaker 2:     03:49         I know you've coached quite a few of them, got over 26 people and now I've done over 10 million and at that point, once you start getting to those dollar amounts, you've got something substantive substantial going on. And I parked that I love most about what you teach and people you work with. This is to see how fast they can get there, how fast, if they really focused on the game, the speed and implementation as they really focus, they actually are able to accelerate the growth that most people can't. It's like hiring a good coach in athletics. And again, I look at, we talked about the game and I think so often there's so many comparisons to fitness and we were just joking about how sore your legs are from begged you and beating you up to doing a million lunges and barbell squats and all that stuff. But again, it's all part of the game. So with that I do, I want you to kind of dive in, what are some of the key components, what are some of the rules to the game that you found as you've worked with? I mean, you work with some amazing, amazing companies.

Speaker 3:     04:41         Yeah. Well I've, I've been, uh, I've been very fortunate to have had those opportunities and then to help other people create great results. But I think I'm one of the, one of the things that I've been recognizing a lot lately and this is stuff that's going in the book and it's stuff that I've been really teaching people a recently, is that no matter how big the business is, like because I've, you know, I've worked with, you know, solo preneurs all the way up to, you know, my, my experience in working with companies that have hundreds of thousands of employees and every single company has five, five pillars that are present. Even if you don't immediately identify them in and consciously. Being aware of those five pillars is so important for how you manage the business and how you manage the growth and those. There's pillars. We're not going to sound like anything like a crazy to anybody, but their their marketing, which is getting people to raise their hands and say, hey, I'm interested.

Speaker 3:     05:42         It's sales. Getting people to shake hands and say, yeah, let's do this together. Delivery, giving people the thing that they paid you for operations, which is the glue that keeps everything working together and the gears, they everything moving and finance, which is simply making sure that we're measuring how much money we're making. We understand the health of the business, right? And, and I think like at the early stages of growth, everything feels very mushed into like one giant blob. Like I just got to do something to make more money. Right? And, and that's true to a certain extent in terms of getting sales traction in the marketplace, but you really need to identify these five pillars and understand what things you need to do in each one of those pillars in order to continue to grow the business and create an asset that works for you.

Speaker 3:     06:36         And we have this thing we call the traffic light rating system and it's red, yellow, and green. And so we look at each one of those five pillars and we say, okay, well where is it red, yellow or green? Red Is there's no systems in place. Everything takes a ridiculous amount of work and effort to get something out the door. The results are inconsistent. We don't know when we're going to get a result. Yellow. We might have some of the core components of the system, people, processes and tools being developed, but they're not working together yet. And so we're. We're making progress, but our results are still a little bit sporadic. And then green, which is when we have people and we have processes and we have tools and all of them are working together. That's when we get leverage as a business owner, right when we have things at green.

Speaker 3:     07:27         And so what we've been able to do very quickly is say we've got these five pillars and each one of them can be red, yellow, or green. And almost in five minutes we can say here's where the business is in trouble and here's where they're doing really well and here's what we need to focus on next. And where we need to put systems in order to get this thing to the next level and it's almost become like is very high level your entire business on one sheet of paper, like overview, a very zoomed out level like what do I need to focus on in order to get to the next level? It's been very, very cool.

Speaker 2:     08:02         So if a person is listening to going, okay, so now I understand my five pillars and when they start looking at that red, yellow and green where some of the things they can do

Speaker 3:     08:11         to kind of get started right now and say

Speaker 2:     08:14         there's obviously if I have a system that's one thing, but what are some more of the details? What are they, what's the nitty gritty stuff that need to be looked at as far as. And I think if you don't mind clarify for people that difference between marketing and sales for some reason I talked a lot of people and it always gets so muddied up. So if you don't mind kind of clarifying that as well.

Speaker 3:     08:30         Yeah, for sure. So, so super high level. And I think sometimes it gets a little bit muddier when you're talking about online sales, but marketing is what generates interest, right? Marketing is what hooks people and causes them to say, Hey, I want to find out more. Right? And, and sort of leads them into the funnel in terms of online sales. Marketing is like the advertising that gets people to the funnel. Marketing is the thing that, you know, the social posts like the paid ads, like all those things that are generating interest that get the click, that get people to go where we want them to go. Sales is where we, where we closed the deal, right? Sales is when people go from saying, Hey, I'm interested to, yes, I want to do this with you. Right? And so, uh, you know, so this is what's so amazing about clickfunnels is that we can get, you know, all of that traffic, all that interest to basically our online salesmen, which is, you know, the funnel.

Speaker 3:     09:27         And, and that's where we closed the deal. Um, you know, if you have an offline sale, it's gonna be, you know, your marketing is going to be something that generates the lead, but your salesperson is going to be the guy that closes the deal and I think that those two things are very complimentary and they go hand in hand, but they're not one in the same. They're different and require different things to create a great advertising campaign as opposed to building a great sales funnel. Right? Those are going to require two different skill sets, potentially two different groups of people, but you need both of them in order to convert the interest into dollars in your bank account.

Speaker 2:     10:07         So if I look at, I remember when I first got started, I was the solo preneur and I remember when I hired my first employee, it was like the biggest stress in my life, freedom. And I'm like, oh, I got to pay for this person. I found myself working and so help me understand, um, what I'm looking at this red, yellow, green if, and again you can pick whichever size company you want, but if it's, in fact I'll just kind of let's say that they're already making sales so they're not starting. They've, let's say they're at the six figure level. We've hit that six figure club, but we're sitting there between, we'll just call it between $80,000 and 150 or 200,000. Sure. That seems to be the word. A lot of people get stuck. It's like it's a good enough lifestyle by myself, but if I want to start bringing other people in, how do I start creating systems and where does that red, yellow, green come in? Because as far as marketing, I might be, I might have outsourced my facebook ads and I'm paying two or $3,000 a month to have someone run those. I've got my sales funnel up, but as far as opt, I really don't have operations and where I'm looking at as far as my finances, it's basically, I don't know, maybe quickbooks or I'm hiring some accounting on the side who doesn't really know my business. Help me understand. I know we have a lot of our listeners who are in that in that range, help them.

Speaker 3:     11:20         Yeah, absolutely. It's a great question. So, so using, using that five pillars framework and the red, yellow, green, the person that you're describing, their marketing might be at yellow or green right there. Sales might be yellow or green, but they're delivering their operations could potentially be at red, right? Meaning that if we just continue to pour more and more sales into this thing, eventually we're going to crumble under the stress of the sales that we're producing. Right. That I don't a consistent structure to deliver on those sales and I don't necessarily have a way of operating my entire business that supports all of the sales that are coming in. And so we'd say, okay, if you're at, you know, yellow or green and marketing and your read on delivering operations, the goal is to continue to grow the business, right? But in order to grow the business, we've got to remove the things that are standing in our way of growing the business, right?

Speaker 3:     12:21         Like sometimes it's not just about applying more force, it's about creating more bandwidth and uh, and, and that's what needs to be done in that particular case. And so we'll say, all right, great. So what we need to do is we need to figure out how do we increase our, increase our throughput, right? And that would be an assistant that helps us operate more effectively. And, and in my, in my way of seeing things, a system is the combination of people and processes and tools and all of those things working together. So you know, if we're talking about the solo preneur who's got a pretty good life, you know, making six figures or something like that and they say, yes, I do want to get to the next level. Part of that is going to require people. But like you said, in your experience and my experience at the beginning as well, hiring those people is not only expensive but it's extremely stressful because you're like, what do I tell them to do?

Speaker 3:     13:20         Now you're just like, oh my God, now I have people that are asked, looking at me, asking me what to do. And so the way that I think about it is we need to put, we need to put systems in place first and then hire people to plug into those systems so that they're not disorganized when they actually start working for us. And I didn't always recognize this in my corporate days. I had a big team, but I wasn't the one who had to put the systems in place. I just was lucky enough to just manage a bunch of people. And. And that was it. And then I got out on my own, I was like, all right, let me just start hiring people. And it was like herding cats. It was like a complete mess. And so I very quickly realized that until I could have a coordinated way of telling people what to do and making sure that they do it and then being able to know what was expected of them, it was going to be really difficult.

Speaker 3:     14:13         And so hiring people, you know, is, is one of the key parts of building a system and that's, you know, first and foremost, like what do I want to give that person to do? What is their role going to be? What are their responsibilities going to be if I just hire somebody hoping that they're going to come in and read my mind and improve my situation, like I'm going to be disappointed in, that person's going to be frustrated and we're going to have a massive disconnect, right? So we need to be clear on what their role is, what their responsibilities are going to be. And, and it sounds crazy obvious once you hear it, but it in the moment of all the stress and overwhelm trying to figure this out, you don't recognize that you need to ask yourself, how am I going to know that this person is successful?

Speaker 3:     14:59         Like what does good look like? Right? And taking a short amount of time upfront to figure out those things will lead to a much smoother onboarding processes in a much more fulfilling relationship with that person in the long run because you actually know what slot in the company you're trying to fill them in. And uh, and I don't think a lot of people take the time to do that and it winds up costing them a ton of money that, that they don't really have to, they don't have to have that kind of experience if they take 10 minutes and they plan things out a little bit better ahead of time.

Speaker 2:     15:36         No, I love that. It's one of the things I enjoyed, uh, when we were working with you here at click funnels was the interview process. We did a lot of hiring. When you're, when you're consulting with us and you're extremely good in the hiring process and I think part of that goes back to what you were just referring to as far as you're really. One of things I love about James is you're so awesome at creating a framework and I think it not only, it makes it easier for the person who's doing the hiring, but also it makes it so much easier for the person who's coming on board. There's nothing more frustrating than a. In fact, I was just talking to the person we hired to run a lot of our, our coaching or speaking team and you know, it last, it was late last night and he was leaving the office and he hadn't been talking to Russell and Russell said, you know, Dave, his biggest concern is it doesn't want to let you down.

Speaker 2:     16:19         Yeah. Thought, you know what? If he's saying that that first, I think it's great, but it also, first thought I had was I probably haven't given them enough of an outlier as far as what his real job is and he shouldn't be feeling that way. If he knows that this is my expectations, and so I, I seriously, I thought last night and this morning I've got to do a better job of making sure he knows exactly what's expected of them because there's nothing more frustrating for someone who's trying to do a good job and not know what they're being measured up against and you've just always been so awesome at creating that framework. So we've talked before quite a bit, James, about this whole idea as far as companies who are at it's, it's either one, three or seven. It's $100,000, 300,000, $700,000 million. It's 3 million, 7 million, 10 million seemed to be.

Speaker 2:     17:04         Those are some of the big barriers where you have to stretch and you grow during those transitions, but part of that really comes in this hiring process and in the framework that you've always built around that. So if a person's out there and they're hiring their first or second or third or fourth person, which for most of our clients, most people inside of clickfunnels, their teams are usually under 10. Right? And so those hires are really super critical because it's not a common and wearing multiple hats, how have, what is the system that you've created that helps people really identify what those roles and those responsibilities are? Because for a lot of the Solo preneurs they've just been doing it all and they just expect everyone's going to know how to pick it up.

Speaker 3:     17:44         Yeah, absolutely. And, and nobody is a mind reader much to my much my extreme disappointment. You know, nobody, nobody knows how to read your mind and until they, until they figure out how to do that sort of technology, we're all sort of stuck with us as people and we're all imperfect and uh, you know, trying to do the best we can for the most part. And so I think that, I think the first thing, Dave, that is, is where I look, it's, it's top down and you know, not to beat a dead horse, but if I go back to the five pillars in the red, yellow, green, and I know I'm, I'm read marketing and I'm red on sales, that's going to be looking for a different person. Then if I'm green on marketing and I'm red on delivering operation, so like first of all, figuring out like where is the need inside of the organization in order to get the whole company to get to the next level so that we're not just sort of arbitrarily figuring something out.

Speaker 3:     18:42         I think that's the first thing, right? And so let's just say, you know, we're looking for somebody in, in sales, maybe we need a salesperson, right? Like I just recently hired a full time sales guy and went through this exact thing. I'm myself and so I'm, I'm looking at saying, all right, great. I have a need for the sales role, right? And here's what that person is going to be responsible for. They are going to be responsible for following up with all of our leads. They're going to nurture the people who fill out applications. You're going to make sure that everyone who does buy, you know, they follow up with them a certain amount of time afterwards so that we have an up sell opportunity, right? Like, I'm, I'm very clear on what I want that person to do. And then we, and then we say, or a great, how am I going to know whether that person is successful and we have to set metrics in place, right?

Speaker 3:     19:32         Like you can't measure anything if you like, if you don't have a measurement by which to kind of stack it up against and, and it's, it's not always the easiest thing to figure out the metric, but it's important. Right. So for this role in particular, sales role I think is sometimes a little bit easier. You know, what, what's our conversion rate, right? Like what's our close rate that we're getting and what do I expect us to get it? Maybe my expectation is crazy because I'm overly optimistic, but at least we have an expectation and then we can sort of calibrate between what's actually happening in that expectation. That. And that really goes regardless of whatever role it is. And so like the guy that, the guy that you're hiring to work on the speaking team, right? How many speaking engagements do you expect them to have them on?

Speaker 3:     20:21         What kind of conversion rate you expect them to have when he's going out and doing the presentations, right, and all of those things and so you know, your role is you're the speaker, you know, the, the road shows, speaker for click funnels and your responsibilities are x, yZ, , etc. Measures of success. This is how i'M gonna measure you. Right? And like those three things alone at least start to get us in the ballpark of how we're going to define success in that relationship. And one of The things that's so important is that one of my early mentors had this great quote that I absolutely love. He said all upset comes from unmet expectations and I think that goes on both sides, right? Like if you're expecting this guy to go out there and crush it, but you haven't defined what crush It means and he's expecting to go out there and crush it, but he is a totally different expectation.

Speaker 3:     21:14         He's like, dave, I did 17 presentations this month and we got five sales. You're going to be like, what on earth is going wrong out there? But maybe he's excited about it. And there's like a massive disconnect in that upset is going to come from those expectations that were never aligned. And so I think one of the things that I see, um, is, is so rare is just, uh, the desire for clear and direct communication. Um, and, and you know me well enough to know that I'm a, I'm a pretty direct communicator. Um, and I'm not beating aRound the bush and I'm not saying there's not other valid styles of communication, but in terms of making sure everybody is on the same page, just make sure everyone's on the same page and don't be afraid about, you know, setting those expectations and letting other end creating the space for other people to debate whether those expectations are realistic because then at least you get to a common ground on which to manage that relationship against.

Speaker 3:     22:19         And I think that's, that's a huge thing that, you know, that the greatest leaders among us are the ones who have the clearest expectations for the people that are working for them. And uh, and, and that I think not only helps us as entrepreneurs and business owners and in leading our companies, but it also, it also provides a tremendous amount of security and confidence for the people that are working for us because they know when they're meeting the expectation and they know when they're not and they don't ever have to wonder like, oh man, his name is james upset with me, or like, does dave think I did something wrong or anything like that because we're really setting those expectations up front. And then we're revisiting them on unregular interval, right? Like, think About, um, when we were in grade school, if you never got a report card until you graduated eighth grade and then your eighth grade teacher is like, you know what, dave, you sucked for the last eight years, we're going to have to hold you back.

Speaker 3:     23:26         You'd be like, why didn't you tell me sooner? Right. Like, you'd be upset. And, uh, and, and we don't, I think in the workplace we don't recognize the need to give each other feedback frequently enough according to what our measurements of success are. And it doesn't just a, it's not just a thing for the employee, it's a negative thing for us as employers to, because we're not maximizing the investment that we're making in that person. And uh, you know, and to quote warren buffet, he said, our job as business owners is to be the allocator of resources and the most valuable resources we have our people and if we're not maximizing the investment we're making in those people, then that means we're losing money and like nobody wants to lose money, but it's not, it's not as easy to see as some of the other things that are happening inside the business. So that's probably a pretty long winded answer, but it's, it's definitely one of the areas that I'm passionate about is how do we set up the game in order to get the most out of the people that are helping us because that's pro. If we're hiring good people, that's probably what they want to do anyway.

Speaker 2:     24:38         I love it. I think it's, you've been become literally the master at systematizing the game. And I think as you, as I look at your framework, as far as those five pillars and the red, yellow, green, I know for myself, especially when I first got started, there was a lot of times where I did. I unfortunately set people up for failure and I did get frustrated a ton because I was like, gosh, why can't you just figure this out? And I'm like, you know what? Not everybody is an entrepreneur and not everyone is. And again, that's why I've. I've loved, I know you're a master at understanding those 16 personalities and understanding people. I think that for me has been one of the things I've appreciated and I've learned so much from you, james, is really understanding how best to work with people and realizing that a lot of the people who come to workforce, what they want is security and wants to ability.

Speaker 2:     25:28         They want to know that they're going to be safe and they're being protected. And I think that the best way of doing that is setting them up to succeed by giving them very, very clear expectations. It's again, it goes back to your red, yellow, green, or even your your grade report card type of thing. When you know what the grade is, I didn't know. I can either apply more effort or I can coast a little here or whatever, wherever you might be, but for me, as I've looked at the way you've done that, I'm. I'm fAscinated by the way you are able to really spend a whole bunch of time allocating human resources. Probably one of your greatest skill sets that I've appreciated, I've seen you work with other companies, is really helping people to understand that is the most important piece of capital any business owner has.

Speaker 2:     26:14         I mean it really, really is. I know we talked so much about marketing dollars, your sales dollar, all that. Nothing's more important than the people and you can get those people to and we spent a whole bunch of time focus on, you know, our click funnels culture as well as our own employee culture and I think that that as I take a look at what you've done, I hope people really take time and go back and listen to us because the framework of those five pillars is so critical as a business owner and then as you go through the red, yellow, and green and rate those, you didn't know where you need to look at, what is the human capital I need to invest in to systematize and make that thing work. So again, I appreciate so much your skill set and doing that.

Speaker 3:     26:56         Yeah, absolutely. Well, thanks for giving me the opportunity to share. I think, um, you know, we as entrepreneurs have a very peculiar mindset and way of being in the world, right? It's not statistically speaking, it's not normal. We're not, we are not normal, right? We are, we are the outliers. And uh, you know, maybe three percent of people really are entrepreneurs. That means the other 97 percent are not and when we come at them like, hey, you should be an entrepreneur like me. We're sort of fighting that whole trend instead of just embracing what is a beautiful ecosystem where certain people want to take more risk, certain people want to have, you know, different things and do different things and other people just want something that's different and for us as as business owners and entrepreneurs to be able to create a place were those people are not just welcomed but appreciated for who they are and what they bring to the table and how they can be part of that larger contribution. I think it's something that we miss out sometimes a by wishing people were more like we are and I know I've been there and now I'm sort of have a totally different mindset. I'm happy

Speaker 2:     28:15         that there's not everybody crazy. Like I agree with you completely. It's got a funny. You mentioned that we were working here late last night and one of the guys, you know who works for me, we were literally having this conversation just came up at 16 personalities came up and were sitting there saying, I want to be an entrepreneur so bad, and yet I've just, I just don't have a real high d, but I've got this huge economic drive and I'm like, just because you have a huge economic drive doesn't mean that you have to be an entrepreneur. I think at times people get that confused. You don't have. There's a lot of ways of, of fulfilling a lot of your other values in your life than having to be an entrepreneur. And I know that, uh, right now this whole entrepreneurship thing seems to have been glamorized quite a bit.

Speaker 2:     29:00         And when you and I both started to, it wasn't that way was a kIds who basically couldn't get a job. I remember even talking about the yacht and her first feelings about you as an entrepreneur. This guy obviously can't make any money, but I think it's. I appreciate what you've, you've mentioned there that you can't expect everybody, unfortunately, not everyone is that way and allows that opportunity. I'm working for you. So as we get close to wrapping things up here, as a person who's going to go from being that solo preneur and from just one or two people to that five to 10, it's a big change. Once you get to tHat five to 10 range, what are some of the things you start wearing more of a management hat and you know, or suggestions you could give to those who are in

Speaker 3:     29:42         that situation becoming more of a manager. Yeah. Well the, the number one thing you've got to, you've got to recognize that your contribution is not going to be as much a, the doing of the thing anymore as it is the setting the stage for the other people to do the thing. And that's a. And that's not the easiest transition to make. Um, uh, so, so I think just understanding that mindset, that the more, the more you grow in, the bigger your team gets, the more you're going to be responsible for being the orchestra. The conductor of the orchestra as opposed to the violinist and you might be an amazing violinist, but if you're staying in the chair playing the violin the whole time and there was nobody conducting the orchestra, then in the orchestra is going to sound like crap. And so you've got to be able to make that transition.

Speaker 3:     30:31         And I know, uh, I know for me, you know, with a lot of the operating systems that we put in place, it's specifically designed so that I can give people things to do and they can take tasks and they can work on projects and objectives and initiatives and have ownership of those things, but I can still oversee what everybody is working on. And um, and you know, like a, you look at, you look at it like a company like mcdonald's and their processes are so well defined, right? That they're not just hiring the 16 year old kid who wants to work part time while he's going to high school and saying, hey, hey, come on in and just sorta make burgers and do whatever you want. And hopefully it all comes together. They have like all these processes that are defined and um, and they plugged that person into those processes and I think that's what we need to do to.

Speaker 3:     31:27         And, and I know a lot of people will say, well, I don't have time to do that. Right? And, and I'm too busy with all the other things going on and it's so cliche, but it's so true. If you don't make time to work on your business, you will always be stuck working in your business. And I believe that whether you're one person trying to expand two to five people trying to expand to 10 or 100 people trying to expand to 200, you need to have dedicated time where you're working on your business in order to build those systems, to pull people in and make sure that the processes are right. Make sure that they have the right tools to be able to do their job, to make sure you have the right job descriptions and measurements of success in everything in place. And um, and it's so incredibly critical to build, you know, as you grow to be the person who's building the structure for those systems so that everybody else can do their job well and that you can measure how well those jobs are being done.

Speaker 3:     32:29         And uh, you know, google is just a great example of how they've grown over the years with this, this concept of 80 percent of their time spent on doing things that are gonna generate revenue today and that our current projects in 20 percent of their time is spent on things that aren't sanctioned projects that are just specifically designed hopefully to make the company better in the future. And you know, in a five day work week, that means four days of the week people work on things that are on the books in one day. It means they work on things that aren't. Gmail came out of that paradigm, right? Like somebody was just like, oh, like I'm going to try and create a web based mill. And then it started taking off and they turn it into a real project. And I'm not saying that entrepreneurs have the luxury at first of spending one full day a week on working on their business, but you can't tell me like I believe it would be a bold face lie to tell me and to look in the mirror and tell yourself I don't have 30 minutes a week to carve out to work on my business.

Speaker 3:     33:34         Right and do it. And maybe that 30 minutes becomes an hour in that hour becomes an hour and a half over time. But if you're not working on your business, like you're never going to really make the kind of progress that you want to because the business requires a leader to oversee the entire thing. And that's part of what it means to be an entrepreneur and to grow a company is to be the person who steps into that role.

Speaker 2:     33:57         Wow. I may have. I can't tell you. I, I heard that years ago and I wish I would've listened to it because for the longest time I kept thinking, I, I don't, I don't have time to work on my business. That's a, that's a luxury. And it wasn't until I forced myself, and again, you may find you take it, you may lose a little bit of money in the beginning when you do that, but as you take that step back, it actually propels you five to 10 steps forward. And again, I hope I'm going to just. I wrote it down just because I. You always doubted these words of wisdom. I'm always writing down and that's whatever might just look at it. You don't take the time to work on your business. You will always be working in your business. And man changed. That for me was probably the biggest mistake I made in my twenties and early thirties was I just kept thinking, I'll just put more time into it. I'll put more time in and thinking that by my putting more time in magically some system was going to appear that was going to take me out of it. And it never ever did.

Speaker 3:     34:56         It doesn't end. It doesn't. And we like as we're, we're driven people as entrepreneurs and so therefore we think the only way to granted result is by applying more force. And it's not like the real way to get what we want is by figuring out how to create leverage and systems create leverage and like think of it this way, if you're, you know, let's say you got a really nice sports car, it's, you know, six speed manual transmission. Not too many people have manuals anymore, much to my disappointment, but, but if you, if you step on the gas in first gear and you refused to shift gears and all you do is keep your foot to the floor, like you're only gonna go so fast, you have to let your foot off the gas just to touch, to be able to shift into second. So you go faster and then into third and so on. And it's. And it's the same thing when we're, when we're driving our businesses, we have to be willing to sacrifice just a tiny, tiny little bit of our maximum output to create the space so that we can get to the next level and we can switch gears and actually go that much further once we switch gears.

Speaker 2:     36:07         Oh my gosh, I love it. I just got to take one more note here now. I love the analogy I've, I've seen that happen so many times in my own personal life and I get, I appreciate so much your time. I, your friendship means the world to me. It's nice having you here in boise as well. We're both transplants. It's been fun. So thanks again. James. Any other parting words? Oh, by the way, first of all, I want to make sure people know where to get you, so how can they connect with you? Yeah, sure.

Speaker 3:     36:35         Uh, so they could just go to my website, james p friel.com. That's f r I e l, so just james p dot [inaudible] dot com. And they can find out about, there's some free downloads there. There's a lot to check out our podcast, which is a lot of fun and a whole bunch of other things and if they want to connect, that's probably the best place to go.

Speaker 2:     36:54         Awesome. James, any other parting words before we let you go?

Speaker 3:     36:57         No, just, uh, just really appreciate being here with you today, dave. Thanks for letting me share. I always fun to connect and I look forward to, uh, you know, seeing people take this stuff and really apply it. Like that's, that's really what gives me a lot of fulfillment is when, when people will actually take action. So if you guys are listening to this today, know it doesn't have to be a huge monumental thing, but take action on a little bit of something and your business will be better off for it and I'm sure your life will be too.

Speaker 2:     37:25         Oh, awesome. Thanks so much man. We'll talk soon. Thanks dave.

Speaker 4:     37:29         Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Why Dave Decided to talk to Brett: 

Brett Curry is the CEO of OMG Commerce, a digital marketing agency and Google Premier Partner. He is also the host of the eCommerce Evolution Podcast highlighting what’s new and what’s next in eCommerce.  He and his team manage Google, Amazon, and YouTube ad campaigns for over 100 growing brands. Brett shares his knowledge of creating ads, what works and what doesn’t, and best practices for advertising.

Tips and Tricks for You and Your Business:

• Using Youtube To Prospect: The Mysterious Black Box (1:20)
• Make Yourself Clear- What Is Your Product Is About? (13:22)
• Easiest Ways To Get Customers From Youtube To Your Product: (17:38)
• Tips For Creating Videos: (19:32)

Quotable Moments:

"Are you saying enough to make someone say-- hey this is different, unique, and I want to find out more about it."

"Do something in the first 5 seconds to arrest someone on your product."

"If you have a great video or funnel, I believe now is the time to use youtube."

Other Tidbits:

Brett goes into great detail on intent based targeting--targeting people on Youtube based on their google search history. He discusses how to properly build successful campaign advertising videos and gives wonderful advice on how to make them very effective.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to it.

Speaker 2:     00:18         Funnel Hacker radio. This is going to be a fun, fun experience because it's a dear friend of mine. I wanted to do she guys too. I've known him for years and the guys absolutely crushing it in ecommerce eyes. Got his own. He's a CEO of Omg Commerce to digital market agency. You also is the host of the ecommerce evolution podcast. Welcome to show Mr Brett Curry. Welcome, Brett.

Speaker 3:     00:36         Dave, what's up man? So excited to be here. This is gonna. Be Fun.

Speaker 2:     00:40         It is so crazy. I remember, Gosh, I think. I think we met way back in the DOTCOM secrets local era. It was,

Speaker 3:     00:48         yeah. I was trying to remember dates. I'm terrible with dates, but I think it was 2009, 2010. That's. We're working closely with Russell on some dotcom secrets, local stuff and we started hanging out and a crazy where our paths have taken a sense then, but that was fun. Fun Times.

Speaker 2:     01:04         You guys have a killer agency that has just been crushing it for quite some time. You've done everything from, from TV, from local media to know you've got a ton of articles out there. You're doing this obviously, right? Niggas really specialized in the whole physical products on ecommerce, but one of the things I, if you're alright with I'd love to dive into and one of things you're kind of talking about before and that's this whole youtube thing and it's kind of this mysterious black box everyone talks about, but you have. You've mastered this thing, so I'm going to dive right in. Are you okay with that?

Speaker 3:     01:30         Let's do it. Yeah. Love, love talking to you to my favorite. It is the marketing topic of choice for me to nerd out on right now and I like talking all things marketing, but youtube is at the top.

Speaker 2:     01:42         Well how do you use it as a prospecting channel? That's one thing I know a lot of people struggle with. How do I actually use it to prospect?

Speaker 3:     01:49         Yeah. So it's interesting, you know, I think youtube has been a powerful channel for years and years if you're good at creating content. So, you know, if you go back to the Gary Vee days, you know, if you're a Gary v and he built Wine Library TV and just really launched his career on Youtube and they're a lot of other content creators. We've done kind of the same thing. And so that, that's been a powerful youtube would powerful on, on that front for a long time. Uh, but, but recently, you know, Google's come out with some ad formats that are really powerful. And namely the ad format we use is called Tru vue and it's called trueview. It's, everybody's seen it, you know, if you go to youtube, you're going to watch a music video or, or a cat video or whatever your video of choices. You're going to youtube and check that out.

Speaker 3:     02:37         It's the ad that pops up before that. So it's the pre roll, uh, in stream ad is what they're called. Those are the ones that are skipable. So, so I Bet Dave Woodward, you've had the experience where one of those ads pop up and you think, curse you advertiser. I just want to walk my work avenue, but something about the ad hooks you in that first five seconds, I'm magical. Five second window it you and you watched the whole thing. A lot of them you'd probably skip and that's fine. Um, but the beauty of that is from an advertising standpoint, you don't pay if someone skips, so you only pay if someone watches the ad or if they clicked through to your site so that they engage with it before you as an advertiser pay. So that's what we're using. We're using truview in a lot of different capacities.

Speaker 3:     03:20         And the beauty of this is a one, the youtube audience is massive. I mean everybody's on youtube billion users worldwide on a monthly basis, 18 to 49 year olds. You know, I saw a stat more people watch youtube during prime time, then the top TV, top 10 TV goes combined. Um, I even saw it turn, which is interesting for 13 to 17 year olds, like 70 percent of them are on youtube versus only about 50 percent on facebook for that younger demographic, which, which is interesting. Um, but anyway, so we're using varieties of the trueview ad format and kind of harnessing that massive audience and then harnessing what Google knows about it's users has got some amazing targeting options now on youtube and we're kind of combining that to create some, uh, some ad magic for people. So I, it, I know that most people kind of lean first to facebook because of all the data that's there.

Speaker 3:     04:18         What types, how does it compare from facebook to youtube? And you'd made mention earlier that you're actually seeing a lot of people starting to shift dollars from facebook to youtube. So kind of explain how that. Yeah. And so, you know, just to be fair, I think, I think facebook is so extremely powerful. I think most businesses need to use facebook. I don't know, facebook, myself, I've been at Google ads guy for forever and so it was a natural extension that, uh, I did the TV and radio back in the day as you alluded to as well. But, um, you know, some of the audience targeting is pretty comparable for youtube to facebook. So things like lookalike audiences as an example where, you know, you can upload your customer list to Facebook, they'll generate a lookalike audience for you. Google has something similar, only they call it a similar audience where you can upload, Hey, these are my buyers, these are my subscribers, these or whoever who will build a similar audience to that.

Speaker 3:     05:08         So that's nice. Um, any kind of interest based targeting. So, so all of the interest based targeting you can do on facebook, you can do something similar on, on Google. Um, in fact, one of my favorite audience types is called a custom affinity audience and that's where you can go grab websites that you feel like your ideal customer, likely frequency. So it could be, you know, if we're in the workout space, it could be, you know, the particular brand of, of a workout site, you're looking for a different crossfit websites and things like that or um, you know, it can be conservative news websites if you got an, you know, an outdoor product or something like that. So you're, you're building a list of a and you're telling Google, hey, build an audience for me, like those people to visit these websites. And of course Google knows who visits every website, right?

Speaker 3:     05:55         So they can build that list. I'm really, well now one of the things that Google has the facebook does not have is what's called a intent based targeting and one singular audience called it customer intent audience. And that's where you can target people on Youtube based on their google search history. So I don't know about you. Yeah. So this is just totally awesome. So do you, Dave, do you, are you a youtube user? Do you get on youtube much? Not as much as I as my kids there. Yeah. That's cool. So, uh, you know, when I'm on Youtube I'm mainly looking at music videos of my kids don't that, that I think this does line up with that trend I talked about earlier, like the 13 to 17 year olds, they're, they're all over youtube. My kids are looking at life hack videos and how to fix your hair and how to pick up girls.

Speaker 3:     06:42         My team looking at things like that, I'm usually looking at like a music video or sports or, or how to or something like that. My search behavior on Google's very different. Like I'll search for every product that I want on Google and stuff. Well now you can target people based on what they're searching for on Google when they're on youtube. So if we've got someone who's selling a, you know, some type of apparel, a winter coats a week, we could then pull a list of top keywords that someone might be typing in on Google. We can then give that to google, build an audience around that, and then those people, the next time they're on youtube, we can run our pre roll or instream ad to that audience. It, it is phenomenal and there's so many creative ways you can approach that. For most of our clients, that's the best audience to run it or, or close to it, a accustomed intent audience because you can kind of, based on the keywords you, you're using kind of pick people at different stages of the funnel and then, and then so you know, they're there at least in the market to some degree.

Speaker 3:     07:44         Then you hit them with a powerful video ad. It's just, it's an awesome combination. Is that work best for physical products or does it, does it matter? Well, I don't know that it matters. I mean I've seen some case studies so we were a google premier partner and we have our google reps come into our offices about four times a year and they do case studies and stuff and I got, I got to read a case study from Hawaiian Airlines and they're using this type of targeting and it's phenomenally well for them. Uh, but. But my agency, we work with physical product sellers. That's what we do. That's what I know. But it, it'll work for any business. I'm pretty confident, I mean as long as the, as long as your message is clearly communicated visually, as long as, as long as video is a good medium to communicate your message that I think you can, you can find the targeting that, that works for your business. But I mean, you know, we're, we're doing, uh, we're talking about Ezra firestone prior to hitting record. Good friend of mine been, been doing all his google traffic now for years. We run all the youtube for boom cosmetics. So yeah. Yeah. So, and then that's it. You guys are doing all that. Yeah. So of really. Well for them it was all hands. So I'm going to have to.

Speaker 3:     08:56         Yeah. You know, so he now he's a smart marketer obviously when that same company, but he definitely inspires a lot of things, but we're the ones kind of pressing the buttons and pulling the levers. So it could be skincare, it could be a wedding ring, it could be auto product, it could be, you know, we're, we're all over the map, but, but no, I think if I wasn't, if I owned a business, if I was using click funnels, like I know most of your listeners are, if my story can be told, well visually I would try, I would try youtube to see if it see if it would work well for a person who wants to kind of get started on that. Where do they go and how long did the videos you have to be, how professional they have to be made, that kind of stuff.

Speaker 3:     09:40         Yeah. Great question. So the, the video does have to be good and what I mean by that is it has to resonate, you know, it has to compel someone to say who I one VAT or, or at least I want to check that out. I want to look a little bit further at that product or that service. So it does have to be compelling. It does not have to cost you a fortune and I would almost advise against that. Um, you know, we, um, we do ecommerce for a long time. One of my, uh, favorite traffic sources, Google shopping, I don't know if he ever spend with Google shopping, but the product listing ads you searched for job search for a particular type of watch and then you get the little product images and stuff. Those ads work almost, no matter what, like if you have a, um, you know, if you're kind of bad at Google shopping, it'll still work pretty well for you.

Speaker 3:     10:30         Uh, not the case with Youtube, you know, if you throw up a, a crummy video that just doesn't move people, it's not going to work. It just isn't. Um, we, we've seen, you know, we're talking about audiences earlier and how important that is. I've seen though where we get the same audience targeting, but two different ads, one that really connects with people, one that doesn't and the results are staggering. No one will, one will never get off the ground and the other one will scale to, you know, spending $8,000 a day, you know, um, profitably. So, uh, there, there are some principals there. I mean, I think you need to, you need to hook people in the first five seconds, you to communicate a clear benefit. You'd have some testimonial elements you need to overcome, objections, you'd have a clear call to action, but it doesn't have to be, you don't have to hire some fancy ad agency to come and shoot this, this video, uh, one of, one of the best videos we're running now for a client.

Speaker 3:     11:22         It's 100 percent client testimonials shot with an iphone or whatever, phone, iphone, android mixing there too, which is fine. But, you know, we got all these clips of customer St Wow. Look at this product and this application that we love this. So we just, we mix those together with a cool intro, cool outro, and that's it. And it works. So there's not like a set, you know, you don't even have explosions and, and, and special special effects and CGI and stuff like that. It just, it needs to resonate with. So it does have to be a good ad, but it does not have to be expensive. Um, and, and so, and then you ask about ideal link. I'm the way, the way the pricing works, the way you're billed as an advertiser, someone has to watch at least 30 seconds of the commercial, uh, before you build the 30 seconds or the whole video, whichever comes first.

Speaker 3:     12:11         Um, you know, on, on facebook, facebook counts of you after three seconds, I believe. So that's another kind of difference in the two. Youtube counts as a view if it's, if it's over 30 or the whole video, uh, but a lot of the videos we're seeing that work are in that, you know, 30 to 92nd range. Most of that are a little over a minute. Really. The key is, are you saying enough? Are you saying enough to make someone say, hey, this is different, this is unique. I want to find out more about it. Sometimes you can't quite do that in 30 seconds. Um, you know, if you go, if you look at like the, you know, with the harmon brothers have done or like, like the click funnels video. Did you guys have made, you know, um, those were what, like two to three minutes kind of harm brothers.

Speaker 3:     12:54         And most of the videos about three minutes, you know, and that's, that can work too, a lot of our clients that they're their most successful videos or in the minute to minute 30 range. Um, and then uh, but we have some people like Ezra, you know, we've, we've tested some videos that are, that are north of five minutes a really. Yeah. Yeah. But, but I would say like stick within that kind of 60 to 92nd range is ideal. Yeah. That's fantastic. So when you're looking at the creation of that, I know it's typically, how long do you have before you skip the ad? Is it, it's five seconds. So pretty captivating those first five seconds to say I'm willing to eat the rest of this. Yeah. And my philosophy is we people out like may make some kind of statement or, or do something in the first five seconds where people that aren't interested, they'll click skip, right?

Speaker 3:     13:47         Because if they're not actually you want to pay for it. Right? You've got that option here to not pay for someone if they're not interested. So I like to open with a, with a question with some kind of grabbing statement, like make it pretty clear right up front, you know, what you're doing, what, what it's about. This is about this new type of wedding ring or this is about this new skincare product or whatever it may make that clear right from the get go and you do have, you do have five seconds. So we had one client a show us, so they were in the outdoor space and they showed us this video that the first five seconds was the animation of their logo. The logo was doing all this stuff. We're like, yeah, that's not going to work. Nobody, nobody cares about your logo a have the logo there.

Speaker 3:     14:29         You might get some brand again, but do something to capture them. Some kind of benefit statement, some kind of question, some kind of a, are you tired of this, you know, uh, can, can you not sleep at night because of x or whatever. Like some kind of something to arrest someone in those first five seconds that somebody that also makes someone who would say, no, I don't care about that product. Make them skip. That's great. Let's, let's get those people to move on and let's not, let's not for them. So yeah, you got five seconds. So that, that, that is also interesting to think about, okay, here's the angle of my commercial here, the benefits I'm going to work in, what's my opener going to be? And, and that's where I think you lead with a question or, or a testimonial or, or, or some kind of a, a grabber, you know, never do this again.

Speaker 3:     15:11         Or, or what if you could avoid this forever? What if you could stop paying so much for whatever. So something to really hook them right in the right at the beginning is important. Back to the good old direct response marketing headlines, man. It is, it is. And so, you know, this can be a, this could be a spokesperson, you know, on camera looking at you saying this directly. It could be a combination of of that and text on the screen. I like. I like a combination typically, but yeah, it's so cool. I'm, I'm a, I'm a student of direct response. I know you are as well Dave, and I've read some of the classes even got like 22 immutable laws of branding on my desk and so Joseph sugarman books of course way back when, like triggers. That's an awesome book. Triggers. But anyway, a lot of the principles still apply, right?

Speaker 3:     15:57         Like, like human nature hasn't changed a whole lot and people still either want to avoid pain or gain pleasure. Right. So thinking about these appeals a bit, none of that changes. It's just a new format and in a new medium and a new, you know, new audience targeting and things like that. But so, but yeah, our philosophy is let's, let's build it with direct response elements, but let's also build your brand in the process because one of the interesting side benefits, Dave, the worst thing is after someone runs on youtube a lot where we're usually running youtube campaigns in Google ads, so search and shopping stuff after they run youtube for three or four or five weeks, they're branded search campaigns will often increase by double. So people say, I didn't know if that was just Google's algorithm basically rewarding you for having spent money.

Speaker 3:     16:47         There are. So yeah, probably not. But what, what, uh, what, what they are doing is, you know, you have more people that are aware of your product, so now they're searching for you. So that's cool. Still top of funnel for the book. We're talking about it. Yeah. So now I'm, I'm introduced to your product. I'm not ready to buy right now, but if I am interested in my next step is probably to go search for it. So we had one client who got pretty aggressive with youtube and they're branded campaigns. So people searching for them by name, uh, increased by four x in the first month and then they're not a small brand. Um, so it was really interesting. But, um, but yeah, it's one of those things that it does bleed over into other, other channels as well. So it's kind of a kind of a halo effect, you know, from, from Youtube ads.

Speaker 3:     17:30         I love that. So when a person's on a youtube ad, is it, are you able to click the link? How do they, what's ease way of getting it from Youtube off youtube to where you want them to go? Yep. So there are there kind of three main campaigns, subtypes when you're running trueview. So Trivia, again, they're the, they're the instream are those pre roll videos we've been talking about. So there's, there's, um, standard trueview, which there's, you can have like a little companion banner banner that's off to the side. You have kind of a link over the video. People can click on that and go to your site or your channel or whatever you wanna do. So that's okay. That's kind of, that's been around a while. It's, it's okay. Um, the next option is called Tru Vue for shopping. So this is again for physical product businesses, but it's a combination of those youtube ads and then Google shopping.

Speaker 3:     18:18         So often the upper right or over the video you've got your product listing ads or, or Google shopping ads. Um, but my favorite format and this will work for ecommerce or non ecommerce is what's called truview for action and that's where in the upper right on desktop or over the video and mobile, you've got a strong call to action button. So it's learn more. Shop now, save now whenever you get to control that button and there's a companion banner and then you put a headline there too. So it's pretty prepared against some good real estate there. And the beauty of that format is you can actually bid on a CPA target. So yeah, you can tell Google, hey, I'm willing, I want to, I want to hit the CBA target now you're going to pay for the impressions and the clicks like, so you're not, you're not only paying a CPA.

Speaker 3:     19:04         That's some confusion people have. But I found Google is pretty good at hitting that CPA target. If you have good audience targeting in a good video overtime you can, you can hit your CPA target. Um, so, so that attribute for action is typically the best way. Like if you're, if you're looking to build your funnel to send people into the top of your funnel or, or whatever, I would, I would probably choose truview for action as the campaign subtype. Oh, that's awesome. Yeah. As you take a look at that, you've been doing this a long time. What are some of the tips for people as far as creating the video itself? What? Any specific tips you'd say as far as the video goes? And we kind of in an odd route, a couple of different things, but what specific. Yeah, take, take your time there.

Speaker 3:     19:48         Um, another one of my favorite, a formats to follow for video is just interjecting a bunch of customer testimonials. Right? So that there's a great video for grammarly. Have you ever seen grammarly? They're not a client or anything, but they, it's software that helps you with your grammar mistakes. So you can, you can blue, it's just an add onto your browser, but as you're typing in in huge email or whatever, it's going to correct your mistakes for you, which is handy for a lot of people. Um, so the, the video that they have that they run on youtube, it's really just, it's like a bunch of different scenarios. It's the college student, it's the professional, you know, up and comer. It's the guy looking to get a job and there is just saying, you know, it's nice when I'm sending my email for my, my, my resume with my resume to catch all the mistakes that I'm making or it catches mistakes I didn't even know I was making.

Speaker 3:     20:39         So it kind of, as you look at it, it's like a combination of the most commented on things. So you kind of look at what are people saying about your product and structure that structure, the ad that way. Um, so a couple of things that I would consider is one, I would, I would show the ad to people that are in your market before you run it. So, so, so I have some people preview it and not, not like employees or, or just friends or whatever, but people who are in your market and ask them, you know, what their, what their thoughts are, feelings are things like that. Um, uh, but, but going back to some of the things I mentioned before, you know, it's got to have that arresting opener. It's got to be very benefit oriented and lead with the strongest benefit, you know.

Speaker 3:     21:19         So like Geico as an example, you know, they're always talking about cost savings. So 50 percent or 50 minutes could save you 15 percent or more on car insurance. Don't talk about all the other stuff as much the hammer on that, that cost savings because they've determined that's what causes people to switch. That's the trigger that causes someone to pick up the phone or, or we're going line. And so what is the strongest benefit for your product? Lead with that hammer on that. Come back to that, uh, get some social proof in there. So, so I like, I like endorsements, like actual customer testimonials. Um, and then I like some kind of objection handling. So if you think about these are the top one to two to three objections that someone has so, so, and again you kind of go back to your customer on this where people say, Hey, I'm worried that this is going to break too soon or will it last or whatever.

Speaker 3:     22:07         And so, so if the, if that's a concern, you talk about your guarantee, you know that hey we've got a, we've got a 10 year guarantee or whatever. No, no questions asked, that type of thing. So what are the objections someone has bring those up and answer those, solve those right there in the video and then, and then some kind of strong call to action. So it's always interesting to me like you wouldn't think this would be necessary but like a video with a call to action versus one without the differences is pretty drastic. Like even just a, hey, check it out now, go, go and you design your own whatever, you know, go to our little style guide and design your own thing or go download this report or go check this out or go get free shipping or go get, go get five of these triathlons and back the ones that don't fit or something like that.

Speaker 3:     22:50         Um, so some strong call to action. You got to end with that. Um, and, and then one other kind of little tip that we sometimes do is we'll now we kinda got a pretty good sense like, hey, this video is likely to work a, nobody's ever always right there you got it, you had a test that you get to know are you going to get the market decides ultimately not, not us as marketers, but um, we'll often run ads to our remarketing audiences first just to see like, what is he like, you know, because likely it's not going to just crash and burn. You're going to spend that much money, but you can at least see, okay, what's the view rate? Are People engaging with us? We, you know, uh, and, and then then decide, okay, this probably isn't worth rolling out to a bigger audience at this point. Um, so yeah, just just go a couple of tips and. But I can totally geek out on video production all day. I, we don't do video production just, just so you know, we're, we're more on the running the campaign side and stuff, but I love, I love the creative aspect and feel like got a pretty good handle on what, what works and what doesn't. So

Speaker 2:     23:47         that's it. That's awesome. I know it was funny when we were even just doing some of the content that we put out there on youtube, like our funnel hacker TV. At first we didn't even make, make any mention as far as make sure you subscribe down below next episode or there like that. It's been crazy. Just that, just tell them to subscribe or to ring the Bell and get notifications. Those little tiny things totally changed the whole game. For us. It is sit down like 50 or 60 videos before we ever thought we should tell them what the video, even though it's free, even though it's free

Speaker 3:     24:18         and even though the subscribe button is there, they still need to be told. It's like people need permission or they need to know like that's what you want them to do. Or maybe they're just not thinking about it, but you make it a simple ask a. I mean it seems like it shouldn't have to be that way, but. But it is so yeah, make the ask, make that call to action of some kind. It'll make a huge difference.

Speaker 2:     24:40         Well that's awesome. Well Brett, anything else before we kind of wrap things up here?

Speaker 3:     24:44         Man, it's just uh, you know, I think if you have the ability, if you have a product that works for video, which most do, if you tell your story in a unique way through video, I think now's the time to test youtube. It's still in its early stages. There's not a lot of people are, you know, compared to facebook on a lot of people advertising on youtube, you know, facebook is running into, you know, Max add capacity in the newsfeed is what I'm hearing a lot of cases and prices are going up and things like that. And again, I'm not, I'm not disparaging facebook. We use facebook, we love it. There's almost unlimited inventory on, on youtube too and just, just some ideas and so many people. So if you have a good video, if you have a good funnel built out, I think now's the time to test youtube, you know, and, and maybe one of the things you do is you get, get on and start, start kind of clicking around on youtube and look for some of those good pre roll videos, the videos that strike you and capture you and uh, and, and, and kind of look to mimic those.

Speaker 3:     25:43         So.

Speaker 2:     25:45         Well that's awesome. But I appreciate it. A 10 again, if people want to find out more information, where do they go?

Speaker 3:     25:50         Yeah, best place is just go over to omg commerce.com. That's our, our sites. Check that out there, get some resources and stuff. You can also google me, Brett Curry, a cso of my articles and stuff on youtube and Google shopping and whatnot, and then I do have a podcast, a ecommerce evolution, so we talk all things ecommerce, so check that out as well.

Speaker 2:     26:10         Awesome. Well Brad, again, so great. Can you again, we'll connect. I'm sure one of the seminars or events that were at. I'm sure we'll see each other around, so thanks again for your time. Appreciate it.

Speaker 3:     26:20         Yeah, really glad to be here. Thanks for the invite and we'll. We'll chat soon.

Speaker 4:     26:24         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get that next few 100 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 at the people like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Hailey:

Head of Marketing at Improvado.io and Co-Founder of Growth Marketing Pro, Hailey Friedman has helped hundreds of companies grow their bottom line through digital marketing. Hailey will discuss digital marketing basics and how to integrate it into your funnel, as well as give her tips on what works and what doesn’t when you are marketing your business.

Tips and Tricks for You and Your Business:

• How to get customers (1:25)
• Getting started with Google Ads (6:25)
• What is most important in a marketing funnel (10:45)
• The allowable cost per acquisition (16:40)

Quotable Moments:

"Websites are dying"

"As a marketer, I never send traffic to a website"

Other Tidbits: Websites are becoming obsolete.  Instead of sending customers to a website, try sending them to a landing page that is designed specifically to push them down a sales funnel.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Art, everybody. Welcome back to funnel hacker

Speaker 2:   00:19     radio. I'm your host Dave Woodward, and today have the opportunity to having Hailey Friedman on the show. Haley, welcome to the show.

Speaker 3:   00:23     Thanks for having me.

Speaker 2:   00:26     I'm excited. So Haley's the head marketing or is head of marketing over at [inaudible] dot io. She's also the cofounder of growth marketing pro where she sells literally hundreds of companies grow their bottom line through digital marketing is one of the main reasons we wanted to have her on today is what you thought about really growing your audience. In addition to that, we're going to talk about some of the metrics and things that she's said loves to geek out on. So in addition to that, she also serves as the president Badass marketers and founders and I would just write, and I think you said there's over like 20,000 members that right?

Speaker 3:   00:54     Yeah. There's 20,000 members globally.

Speaker 2:   00:56     Crazy and I think you're running the, the primary group up in the Silicon Valley area.

Speaker 3:   01:01     Yeah. I'm the president of the San Francisco chapter.

Speaker 2:   01:05     Awesome. Well, I'm going to dive right into this and one of the things you and I were talking about just briefly here was this whole idea as far as how to get customers. I think that's the biggest struggle most people have is they get this wonderful idea and trying to find a way of, of getting that out to the market. So what are some of the things that you've seen? I know you spend a lot of time looking at different platforms and technology and it's not as much about the tech as it is about some of the other stuff. So how do you actually help people get customers?

Speaker 3:   01:33     Yeah, I mean this is a challenge that I personally faced myself. I was a founder. Um, I tried to start something on my own and the biggest lesson that I took away from it was no, you can have an incredible team and you can have an amazing product, but if you don't know how to get customers and you don't have anything worth very much at all. So that's kind of what set me off on this journey to figure out like how do you get Joe Schmoe to buy something and I'm just like big gray box that I really did not understand and to an unwrapped how, how this works. And so, um, I just, I lived across the country from New York to San Francisco. I joined a startup at the ground floor. I just became a sponge and I just learned everything that I possibly could about marketing.

Speaker 3:   02:18     I read blogs and conferences and the experts. Um, and then I implemented them not only at my job but for my friends and my family, like anyone who would let me. And I really kind of got my feet wet, figuring, figuring this stuff out. And so there's, there's really nothing better than trial and error. You learn a lot, but at this point I've probably done it like so many times that I've gathered this book of knowledge in my brain about what actually works and what doesn't work and it really depends on what the part of it that I think is so fun is that it's different for every business. Every business has different customers. You have different goals, you have different marketing budget and resources timeline that you need to hit those goals. And so like all those things need to be considered when you're figuring out what is the lowest hanging fruit thing I can do to get customers.

Speaker 3:   03:08     And so it's hard to give a blanket statement, which is why through growth marketing pro we're often helping founders one off like marketing marketers and founders that need one off helpful. We'll, we'll customize a plan for them. But overall I like to think of it like this. Like where is the highest intent? Customers like where, where are your highest intent customers? So for example, um, referral programs always have the highest intent because people who are visiting your website that were referred by a friend and they were already sold and educated by their close friend or family and now they're visiting your site and they're going to convert at like 25 percent, whereas the average trapped under convert converted one percent. So if you already have customers start a referral program, that's how you'll get like the highest intent people to your website.

Speaker 2:   04:03     Similar to I hear a ton about different types of referral programs. What are some of the things and referral problems you've seen that really work well?

Speaker 3:   04:11     Yeah. So surprisingly people are not as motivated to referred friends when you pay them as much as they are to offer something of value to their friend. So people in when, when they're socially interacting with friends, they want to kind of be able to gift them something. So if you can create that vibe, then you're, your referral program will likely perform better.

Speaker 2:   04:40     I've seen that they get a discount and you get a discount at the same time by offering a coupon code like that.

Speaker 3:   04:51     Yeah, definitely. Um, and that works better than just having you get a discount and nothing for your friend. Yeah. Um, yeah. So I think, um, referral programs can be really difficult to track if you are going to implement one. I recommend using a tool I've used ambassador in the past. There's a lot of different tools you could use but definitely can get really hairy if you don't get super organized with your tracking links and things. So I'm tracking can become a nightmare. But um, yeah, along the same lines of, of high intent channels, I think affiliate programs with you can get like bloggers and influencers mentioning your product and sending traffic. That's also a great way to get like really trustworthy people doing the selling for you kind of thing. So those are high intent and then, you know, if you're looking at paid channels, if you have a budget and you're trying to figure out, you know, do I spend money on Google ads or do I spend money on facebook or, or whatever. Um, again, like think about intent, you know, someone who is searching a specific keyword related to your business as far higher intent than someone who's just browsing through facebook looking their friends' photos. Right? So a while facebook is not some channel for a lot of things. I would if there is search volume related to your product, then I would always recommend starting with intense is highest, which would be on google ads

Speaker 2:   06:13     in Google ads seem to be the holy grail, but at the same time it's one most confusing things for most marketers. Everyone seems to kind of first of all go to facebook. It's easier to work with and things as you've worked inside of the Google ad network and the platform. What are some of the things that you've seen that work really well for a person who's just trying to kind of get the feet wet with Google? Where would you tell them that they should start?

Speaker 3:   06:35     Yeah. I always start with like your branded keywords that someone literally searches for the name of your brand. You want to be there and then your competitors' keywords. So the names of your competitors, you want to be there too. That's content, lowest hanging fruit. Those people are already well educated, either about the name of your business or the name of your competitors. And so that's always the best place to start. And from there it's really just like careful testing. But again, thinking about when you're thinking about keywords like which of these keywords, long tail keywords are gonna be customers who have already thought very deeply about this and um, and if you are going to go higher funnel, more broad keywords, then you're likely going to want to serve content that's going to act as a funnel to your adapt to your purchase.

Speaker 2:   07:32     So, speaking of funnels, I know you're in the process of creating your own and your first click funnels here, expert secrets. When you start thinking about a funnel, especially, you just made the mention as far as you know, top of the funnel, high end funnel. Explain to people exactly what that means.

Speaker 3:   07:48     So I think people, people are at different stages of their purchase journey. And when I think about the top of the funnel, I think about the beginning of that journey, maybe someone doesn't know that they need your product. And so at the top of the funnel, people are doing their initial research, if you can create content that captured them at that stage and then you can become the teacher, the person who's being the educator, you can kind of like walk them down the funnel down to purchase product. Um, so basically people that are high in the funnel may not be super high intense quite yet. And as they get lower into the funnel, their intent becomes higher and higher and conserve them different types of content. So as they're deeper in the funnel, it becomes maybe not as much educational content, more not as broad educational concept, but it gets more narrow into your product. So you can serve them content that maybe shows a product walkthrough of your product or testimonials of people who purchase your products. And so there's kind of this sequential messaging that happens as someone goes from top of funnel.

Speaker 2:   08:54     I love, I had this conversation with

Speaker 3:   08:56     my son earlier this morning. He's doing some affiliate marketing for me inside of click funnels and I would sit there, I sit there talking to him about it and he's like, you had. It's really hard to get someone just to take a free trial of clickfunnels, and I'm like, yeah, you're right. Especially if they don't even know what a funnel is. I said, we're in the process right now of creating this whole idea as far as the death of the website and trying to help a lot of local business owners who think, Gosh, all I need is a website to help them understand that really websites are dying. They're not already getting some industries and really how a funnel works and so if you start with funnel jargon, people are going to go, I don't even know what a funnel is, what are you talking about it?

Speaker 3:   09:34     So I love that idea. I just appreciate just kind of hitting home as far as where in that actual funnel are they top of the funnel, mid funnel, bottom of the funnel, and it totally changes the experience as well as the conversation that you're having with them. So I appreciate your going through that. Totally. That's so funny that you say that about the websites because we talked with marketing part talks a lot of, um, people that are just getting started and they have this website now. Like I have this amazing website, I to my website that is just not how it works. There's so much more intention that goes as a marketer, I never send traffic to a website, never ever. So as a marketer, I'm always sending traffic to landing pages that are specifically pushing people down a funnel, a very specific funnel. They have a very specific call to action, just one button on a page. And so websites that have menus with lots of different options, it's like you're, um, you're spending money to get traffic to that page and then you're losing people. You're giving them a million different places to click options and you're not helping them get through the funnel.

Speaker 2:   10:37     I appreciate that. Well, here we've started to do, I'd like to kind of segway into one of the things I'm most excited about and that's this whole marketing data type of stuff that you'd love to geek out on and I know you've got kind of an awkward the end for those people want to stick around as far as a kind of exact how they can track some of this data. So tell me what, what are the things that you're paying attention to in a marketing funnel? What are the metrics that you're following? What's most important?

Speaker 3:   11:00     Alright, well the first thing I want to say is that this stuff is really hard. Um,

Speaker 2:   11:08     wait, all of my listeners right there, they're gone.

Speaker 3:   11:10     Well, no, because I was a lovely side. Thought it was really hard and I understand why you think it is hard because I used to have a really hard time with it. I was really overwhelmed. Is that started out as a marketer? I was like, okay, um, you want me to build a weekly report showing how our marketing campaigns are doing simple enough. Right. Little do I realized that that actually involves logging into facebook and export and all the data logging into google, linkedin email tool, looking at our down revenue and like pulling all this data together takes hours because you've done loggins. These platforms export all the data. Then maybe you import them into a Google spreadsheet or excel. Then you have another tab where you may be creating a dashboard and you're using formulas and you're trying to map the data all together and hopefully your formulas are right and hopefully and then even at that point you just have like a big sheet of numbers and then you're going to have to present these numbers of people who are going to want to make sense of them.

Speaker 3:   12:12     So they should probably be in charge now. It needs to be pretty in this whole thing. I swear like it used to take me two to three days of my week to prepare for the meeting with a meeting with our CEO just to be able to like pull, pull the numbers together, make them pretty enough for other people to understand. But also for me to understand like not only like putting the data together, but then so do the analytics and figure out the insights and figure out what's not going well and what needs to change. Just like the whole thing. It's so tedious. It is so time consuming and I can promise you that there is a marketer at every single company doing this, like somebody is doing this. And I was doing this annually about six months ago. I left my job, my last company, and I wanted to work at a marketing company, some kind of marketing tool that was helping marketers because I love thinking about marketing.

Speaker 3:   13:10     I wanted to market to marketers and this is all very meta, but I've heard about this company called it provato that was looking for a head of marketing. And it was a tool that basically automated that whole process that I was pretty miserable over. Um, so basically they just sink into all the different platforms like facebook and Google ads and all your crm and all the things. And then it's just like slurps up the data into one place where it just lifts in real time all the time. So you can check on any ad, any campaign across any platform in one place or you can send it to your visualization tool. So the Google data studio or tableau or looker, wherever you want to visualize it, you just have this real time reporting. So you never ever have to like do that crappy stuff that all of us marketers are wasting time that ever again.

Speaker 3:   14:03     Um, yeah. And so, and so that's, that's what my mission is now, to kind of spread the word that this is an option because I certainly didn't know it was. And um, you know, as a marketer and my favorite part is the strategy part. It's the thinking about using the tests and new ideas to try and optimizing what's working and don't want to be in spreadsheets all day. Just getting started. What are some of the most important metrics they should be paying attention to? I think a lot of times I see people making the mistake of looking at the wrong metrics. And so this is definitely an important question.

Speaker 3:   14:43     It can be easy as a marketer get excited about top of the funnel metrics. Here we go. Talking about funnel signups, right? So at my last job I was at a company called realty shares and it was a real estate investing platform online and so I was getting were doing google, Google ads and we were running ads to the keyword real estate crowd funding, which is what it's called when you invest in real estate online, not everyone knows what the word real estate crowd funding is. So the people who have typed that in have very high intent, right? And those people would convert and they would the time paying investors in great customers. And so I wanted to expand from there and try and see if it worked and follow more people. So I tested out real estate investing as a keyword, which seems like a logical next step, real estate investing. And we tested it and while we were getting tons of signups for really cheap, this was awesome. I'm like, great, let's spend more money here. A couple months later I realized none of the people that signed up from the keyword real estate investing ever made an investment

Speaker 3:   15:57     and so it's really easy to get excited by like sign up metrics, but what actually matters is like actual customers, actual paying customers, if none of those people become paying customers and that's actually not a good place to be spending money, so to kind of just like hold your excitement until you watch people go through the funnel and the different companies, different length of time, which can be challenging as a marketer to wait like a couple months to see if that thing works before you spend more money on it, but it's really about just careful testing and being able to see data from, from sign up all the way through to revenue and being able to tie that back. That revenue back to the child came from

Speaker 2:   16:41     kind of what you're talking about there. The most important thing I always look at is what's that cost to acquire a customer? A paying customer versus the sign sign ups are great, but you can have a whole bunch of people sign up if no one take their credit card out. They are very, very little value to you or to them. So I always look as far as what's that cost to acquire the customer, what's obviously the average cart value. If we can kind of look at that where we get in at least inside of a funnel where the average cart value, if I can get the average car value to be equal to the cost to acquire customer base, getting customers for free and then I send them up the sales ladder from there. So

Speaker 3:   17:16     keeping track, you know the customers signed up within a channel and that have gone on to make a purchase and you can have that revenue. You can just take that revenue number and divided by the number of signups that you got. And now you have your legs allowable cost per acquisition for a, for a signup. And so if you go above that, you're know you're losing money and if you go below that, you know you're making money. So

Speaker 2:   17:44     can you repeat that Formula One more time just for those people are listening to, they understand because I think it's a real important number to. To track.

Speaker 3:   17:49     Yeah. So I call the allowable the allowable cost per acquisition for a signup for someone that signed up. So within a given channel, if you keep track of, say for example your, your check, looking at facebook as a channel, you know that you got x number of signups on facebook and then he got y number of customers that actually paid and then you have a certain number of revenue. So if you take that revenue number, how much you made from people that you acquired on facebook and then you divide it by the number of signups that you got at the very start. Then you have this number that I like to call the allowable and that's kind of like your breakeven cost for acquisition, for facebook, for this specific channel, so that can rate. That can vary from channel to channel. You might have a different allowable cost per acquisition on facebook. Then you have google ads and this is really, really important when, when you're optimizing for channel two to realize that that's different. So on facebook you'll have this number and this is your allowable cost per acquisition and you want to stay below it because it's what soon as you start going, oh, if you're an addict, you're a even, that means like the, the amount that you're spending and getting

Speaker 3:   19:10     on facebook is the same and if you're over it then you're losing money on facebook and if you're under it then,

Speaker 2:   19:16     then you're awesome. So just running some numbers here. If I have 100 people sign up and they'll say 10 of those buy and it's a turtle a product. So it's a $2,000 total. So I've got basically 2000 bucks I made and divide that by 100. In other words, it means I could basically spend up to 20 bucks for a signup. That sound right. And so I think it's important for people who are listening to understand. We talked so much about what's my cost to acquire the customer? Well, that cost to acquire a customer. It could be 200 bucks because that's what they're paying me, but if it actually costs you that sign up as a 10th of that, I think that's an important number to kind of track and pay attention to. So I appreciate to appreciate you kind of go through there.

Speaker 3:   19:58     Yeah, absolutely.

Speaker 2:   19:59     Well Haley, I know we're kind of get close to wrapping things up here where, where can people get more information on tracking this kind of stuff?

Speaker 3:   20:06     Yeah. So I actually need a blank template just for you guys who are listening, if you want to look at what my marketing dashboard looks like. Um, before I automated that. So this is when I go into Google sheets and I make all these different tabs so that I can see what's happening from a marketing perspective weekly, daily, monthly, yearly. Like how I figured out my goals. I have all these different tabs in a google sheet and I kind of took out all the data and made it blank for you in case you want to use it yourself. That's what I, when I do my marketing data manually, that's what it looks like. Do you want to automate? It can help you there, but if you just want this Google spreadsheet, definitely take a and download it for yourself. You can access it at that io slash podcast. You want spelling Pramada for us? Yes, I am t r o v a d o Dot io slash podcast. It's so funny. I had this terrible time and spelling allowed senior. I'm the table so that I. You

Speaker 2:   21:16     did a great job spelling for it, so I appreciate it.

Speaker 3:   21:18     Yeah.

Speaker 2:   21:21     Well, let any last remarks here before we got to wrap things up.

Speaker 3:   21:25     Um, let's see. Follow or connect with me on linkedin. I'd love to, uh, to chat there. That's probably the best place. My name is Haley Friedman, so you can find me on there.

Speaker 2:   21:36     Awesome. Well, Haley, thanks so much. I appreciate your time and appreciate all that you guys are doing to push marketing forward. So thank you. Thank you. This is a lot of fun.

Speaker 4:   21:45     Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, I only just reach out to me on facebook. You can pm me and be more than happy to take any of your feedback as well as if people would like me to interview. I'm more than happy to reach out and have that conversation with you so I can go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Entrepreneurial Intersections with Dave Woodward:

Dave Woodward goes solo for this podcast, discussing the importance behind building momentum and moving forward with your entrepreneurial journey! Dave compares a typical entrepreneurs journey to the likes of a street intersection; where there is no straight path to success, more so, a journey where red-lights and random turns are expected.

Tips and Tricks for You and Your Business:

• You are only one funnel away: (3:34)
• Carrying the momentum forward: What are you trying to accomplish? (4:28)
• Overcoming the struggles to become successful: (7:19)

Quotable Moments:

“You are literally one funnel away. Realize though, it may take many different funnels to crack the code for you… you have to make a decision and keep moving forward.”

“There is no such in thing in an entrepreneur’s life as this straight upward road of progression… you are on a journey, it takes time and a lot of turns and things that get frustrating.”

“There is no such thing as overnight success.”

Other Tidbits:

Dave brings it all together by talking about the 30days.com program, the One Funnel Away Challenge, and the excitement behind both projects. He encourages people to respect the process and do not try to avoid failing, because it happens to us all.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome back

Speaker 2:     00:18         everybody. This is. I'm actually out. Just finished little morning workout and I'm walking back to the house and was walking through some of these intersections and everything else I was thinking, you know what? It's amazing to me in life how many people approach every single intersection and their life as if it's a red light and I see this happen so often, especially with people who have tried a couple of things and they don't always work exactly the way they want them and after awhile you kind of get beat up and you're like, you know what? Every single thing I do, nothing works. Every single thing I do, there's no way it'll ever. It'll just can't work and it only works for everybody else. And I think the biggest problem we see with a lot of entrepreneurs is this whole idea of, you know what? I see everyone else getting this two comma club.

Speaker 2:     01:02         I see everyone else having success. I see everyone else posting there. Things will work for them. Nothing ever works for me. Listen, in life you will always have intersections, but realize as you approach an intersection, a lot of time it's a green light. You don't have to think that every single time. It's a red light. Same thing happens as far as approaching this a little bit yellow. You can either be super cautious and not do anything or you just go for it. I see. The other thing happened where people were literally sitting at the light and it's green and everyone else starts honking behind him going, would you please move my. The reason is saying this is I was talking to someone just the other day about this whole idea as far as the one comic club, so for those of you guys aren't from the other one comma club, the way it works is one common club.

Speaker 2:     01:44         We have a program where folks on that our two comma club, so the way the two comma club works is it's basically a funnel that you have built that has done over a million dollars. Now realize that when we say this, it doesn't mean it has to all been through clickfunnels, meaning it doesn't mean every single dollar was tractor clickfunnels. We have a lot of people hit our two comma club who actually use click funnels as a lead gen and then they take them offline and they sell them through a call center or they will basically have a different merchant that we can't track or c, but it started through click funnels and because of that then they've used that. I've seen people do this in a franchise model. I've seen people to use this for call centers. I've seen all sorts of different things, but let's take an application through a webinar and then they'll sell them offline and all those people then qualify for what we refer to as the two Comma Club where they've made over a million dollars through a funnel or started with it in the funnel and then had what we referred to as a funnel stack.

Speaker 2:     02:40         So the idea here is you get started in it and you take the lead through a Webinar in application and then you take them to offline to a, a phone call and that phone call basically closes them. Or, uh, you started off with a free plus shipping offer and that free plus shipping offer after the free plus shipping offer you then have back then leads an upsale inside of the funnel that then goes to another funnel afterwards. And so you start stacking two or three funnels on top. And that even though it could be as long as the same product or service, that still qualifies for r two Comma Club. While he's insane, as people ask me all the time, is this really true? Are People really getting up building a million dollar business inside of clickfunnels? Yes. The answer is absolutely yes. We have our 352 people have done it, but my reason to bring this to your attention is so often people will say, it just doesn't work.

Speaker 2:     03:29         David can't work. It doesn't work for me. We had this thing that was the idea as far as a one funnel away and meaning you literally are just one funnel away. Realize though it may take five, six, seven, 10 different funnels to finally crack the code that works for you. So as you start looking at the intersections in your life, realize sometimes you come to a t intersection where you literally, you can't go forward. You have to go right or left, but you got to make a choice and you've got to actually take that choice and make a decision and keep moving forward. The hard part for most people is they. They look at life at every choice, as a roadblock, as there's absolutely no way in the world anything's going to work for me. Realize that for a lot of us sometimes those roads, they're under construction and they're a little bumpy at times and then they get frustrated and all of a sudden you got to.

Speaker 2:     04:21         You got to slow down a little bit. The key here is you got to have momentum. You got to keep pushing forward. You got to keep your eye on the ball as far as what. What are you trying to accomplish? I absolutely love seeing a lot of the people right now who have taken part in our 30 days, 30 days.com. A program where they literally are a. we've got a virtual summit that starts next week. I don't know when you guys are listening to this, but it starts September 17th, 18th 19th were. The challenge was if you literally lost everything, so we went out to again to our two comma club award winners and over 100 and we asked if you lost everything, what would you literally do from step one day one through day 32 to get back on top if all you had was a click funnels account and the Internet, and it's been fascinating for me to see those different things and what they've done.

Speaker 2:     05:10         More importantly for me though is now what they've done. It's what people are doing who are starting to watch this and pay attention to it. We then are going to have what we refer to as our one funnel away challenge, realizing that everybody is just one funnel away. It may take you six, seven, eight, nine, 10 different funnels. Just like when you're going down a road on any course or any map or any plot that you have, it's going to take you a couple of different turns. It's there's no such thing in life, especially as an entrepreneur, his life as this straight upward road of progression it man, it's like any other road when you're. You're on a journey, it takes a lot of time, there's a lot of turns, there's a lot of things that get frustrated and things don't go exactly the way you want, but realizing they were in your life, especially in business, that every single you come to it is not always a red light.

Speaker 2:     05:59         Realize that most of the time it's a yellow or it's a green and you're sitting there because you're not moving forward. You're not having this. You're not feeling any success. So realize that the most important thing here as an entrepreneur, you've got to have momentum. You got to keep pushing forward, and I don't care how long it takes, the key is keep moving forward. Um, I'm so excited. So, so excited to see what happens out of this one funnel away challenged because the idea behind it here is we want people to literally get started. I think the hardest part for most entrepreneurs is we're looking for the one funnel. It's got to happen this first time. I live in mount my last dollar. Dave, there's no way in the world I can't do it. Listen, I've been on my last dollar so many times that the key is you just keep going through that last dollar and there's always another dollar.

Speaker 2:     06:49         It doesn't come maybe as fast as you want. I get that, but realize you have to have momentum. You got to keep pushing forward. You gotta find a way to have a stronger why and just realize right now I'm actually outside of my house. Just got done working out and walking back and I'm fascinated as I look around and I see the struggles that people go through and as I've been really reflecting on this for awhile now, realizing that the only way you get success is by literally going through all the craziness in life. There's no such thing as an overnight success. I can tell you my success is probably my wife would say it's probably been like a 24 year. No, just kidding. It's been one of those things where I've had success and then I've had failure and I've had success, and then I've had failure.

Speaker 2:     07:39         That's part of the journey. That's part of the realize that as we talked about here, as far as this whole intersection, these entrepreneurial intersections in life, there's a lot of times where man that wrote under construction, you literally have to stop. I get it, but the key is you got to find a way around it and to me, life is all about finding, taking every opportunity possibly can to find a way of continuing to move forward. Every once in while I get it where you. You just have to pull off to the side of the road and you've got to just recollect your thoughts and kind of figure out where am I going to go next, but keep moving forward. Don't, don't get frustrated by everybody else's success. The only one that matters is you, and as long as you're moving forward and finding mentors and doing whatever it takes, you get there.

Speaker 2:     08:27         You eventually get there. The only way you don't get there is when you stop. When you pull over to the side of the road and you literally stopped or you turn around and just give up. Realize that the key to any part of this here is in any entrepreneur's journey, is to understand that you are going to come across so many different intersections, so many different challenges, so many different opportunities, and the key is to realize that listen, the harder you fight and the more you work, you truly are. You're just one funnel away and I've seen this happen so many times in my own personal life as well as in the lives of those that I work with. So I just. I hope as you take a look at this and you think you're thinking wherever you might be listening to this. First of all, I appreciate that.

Speaker 2:     09:09         I appreciate you took the time to listen to this. I hope that if I can give you any advice, encouragement at all is to understand that it's worth the journey. It's worth. It's worth going through every single intersection in your life and taking the fight. I personally believe that every single one of us have value that other people need from us, and the way you get that value is by sharing it with each other, with other people. That value can come through, sharing it through building a funnel. I hope you get some value out of listening to some of these podcasts and if it's not mine, it's somebody else's, but realize there's others out there who are there to help you, encourage you and gets you to where you want to go. Have an amazing, amazing day. Again, I appreciate anybody to take time to listen to this. I would love if you would either a, rate this review at. Give me comments, give me feedback. I'm trying to find out what's working, what you're liking, what what you don't like, and most importantly, what's the value to you? Feel free to send me a facebook message or email me. I read all the reviews on itunes as well, so, uh, let me know what's working for you, what's not, and just again, realize who you truly are. You're just one funnel away. Have an amazing day and we'll talk soon.

Speaker 3:     10:23         Hey everybody, thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to David Asarnow:

David Asarnow is a visionary entrepreneur, digital marketing leader and author of the upcoming book The Competition. A four-time member of ClickFunnels Two Comma Club and 2018 8-Figure Award Winner, David is passionate about helping entrepreneurs create massive value, leverage, and profits through his proprietary monetization strategies and online challenge.  David recently co-launched the Ultimate Life Foundation Course designed to walk entrepreneurs through the exact steps they need to create their ultimate life and business in just 60 days.

Tips and Tricks for You and Your Business:

• How do you scale your company? (2:07)
• How to master and run an agency. (5:57)
• Starting from scratch: Business tips. (15:25)

Quotable Moments:

"Business Nitrogen… we are a monetization agency. We are really good at helping people monetize their visions and dreams."

"Most people try to overcomplicate it. Just have fun, connect with your audience, and then, magic starts to happen."

"If you treat people with loyalty and respect, you will get it in return."

Other Tidbits:

David discusses Business nitrogen: what it is and does! He talks about his monetization agency and how they effectively help people achieve their business goals; as well as different concepts and ideas. He enlightens the audience on how to build a business, scale properly, as well as hiring the right people.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker radio. Okay. I'm your

Speaker 2:     00:19           host, Dave Woodward, and today I am so excited to bring back Mr David Dot Sarno. David, welcome to the show. Thanks Dave. Thanks for having me here. I am so excited. So those you guys don't know. David, he's been crushing it. He's got a company called business nitrogen. Tell people about what business nitrogen does and then we'll talk about this crazy wall. It's behind you that no one can see, but I'm just amazed at that. That's right. No one can see it. So business nitrogen, if you look at what do we do? We're a monetization agency. People have their crazy concepts, their ideas, and they just don't know how to get them blonde so they don't know how to take her from six figures to seven figures, seven figures to eight figures, eight figures it up and they come to business nitrogen because we are really good at helping people monetize their visions and their dreams does.

Speaker 2:     01:03           That's awesome. Uh, so for those you guys who can't see this amazing wall, what I'm staring at, so I've got dead right in the screen, but behind him is this blue lit wall that has this huge eight figure award, right? The big x right in the middle and then surrounded by are four other two Comma Club award. I mean, this guy has been crushing it not only for yourself, David, I think, which I think is cool, but also for your clients. And I think that's the part I want to make sure we've talked to people about today is you and I were just, before we started doing the recording, we're talking about when you and I met almost kind of a first year of, of click funnels. Really some of the things we were doing and where it's come and I think people don't understand the impact that it's had, not only for click funnels but on you and your life, but most importantly on your clients' lives.

Speaker 2:     01:48           I mean you've got clients now again, we were. You were on stage at funnel hacking live and you and one of your client forgot his name. I just drew up Warren Warren, so basically he's getting this beautiful ring that we presented to them, but it was because of you and the business that you helped him build. So if you don't mind, tell people just a little bit about. I know you say you taught you scaled companies, but how do you actually do it? That's what people want. How do you really scale? I mean, you're an agency full service agency that's been killing it for a long time. So I was doing this before. I mean before click funnels was around. I mean when I was in, when I was in my twenties, I was building. I built a business for someone else who went from zero to $45,000,000 over five years.

Speaker 2:     02:32           I built a division for a company that was 50 years old. We just went into new way in a different way, so when people often ask, you know, how do I. it's so funny because what? Then I went off and I started a franchise company. We grew that to top 15 hot franchise, so the skillset of building businesses is building a business. You start with strategy and that's one of the big things that I think that most people have a problem with is they get really excited and they get a lot of shiny objects and I can be in there all over the place and they don't get really clear, really focused in one thing that Russell's had a lot of things at the last funnel hacking live. He said something that was very profound and I've repeated it over and over again. He said, stop building funnel after funnel after funnel.

Speaker 2:     03:22           Pick one funnel. Refine that. Make that so focused, so good and so connected to your audience in your niche that once it gets to a million dollars, then you can add onto it, then you can change. And, and really if you ask what do we do, you just get very clear and laser focused. And for me, because I work with clients and I helped the clients monetize it, I compartmentalize. So when I'm on this client, I am 100 percent focused in on their strategy, their niche, what do they need to do to connect with their audience differently? And here's the interesting thing that most people don't realize. I know you guys do it. The funnel, I mean, here's the cool thing, russell is using a funnel that can do, you know, seven, eight plus figures, right? And then someone else had the exact same funnel and it doesn't produce a dollar.

Speaker 2:     04:11           Why? Because he knows his audience, he knows how to communicate with his audience. And one of the cool thing, I mean, what most people don't know is actually I have a two time emmy award winning media person. I'm abby give in our company now that we actually help our clients create and craft their media message on the front end. I've been the facebook five times over the last couple months invited because we're now not. We're investing over $2,000,000 a month of client's investment on facebook, so we get to participate and really learn what's going and the cool thing is it's having that message to market match. It's understanding your niche, it's understanding your audience and then making sure that your funnel does a really good job. Does it distract, but make sure that it compliments exactly what you're saying on the front end and then leads them down that journey and keeps that communication going and that makes it really easy when you have clients who are willing to participate in the process and just, you know, it's like I say, you do like Mr Miyagi, paint the fence, wax on, wax off.

Speaker 2:     05:16           It's most people try to overcomplicate it. Just have fun, connect with your audience, and then magic starts to happen. I love it. Uh, I can tell you, David, one of the things that you are just the best that you just talked about as far as amy give, you have this ability to act as the quarterback of an amazing team and to, again, you can either use the analogy as far as a quarterback of the football team or the general contractor. How do you, I mean, you have this mindset from strategy there that a lot of people, you and I were talking about this regarding our whole certified partners program and some of the frustrations that some people ran into with the idea that you can't master everything and you didn't go about trying to master absolutely everything. Help people understand what's the best. If you're going to run an agency like you're running.

Speaker 2:     06:01           I mean you guys are doing huge numbers. If you're going to master and run an agency like that, how do you act as a quarterback? How do you gain the skill set to run a business like you're doing it? Well, if you look at it this way of running a business is like being a parent. Um, within your team, you've got to, you know, it's like listening, it's coaching, it's mentoring. Um, I learned I wasn't good in the beginning when I first got the opportunity to build that $45 million division. I had a really good mentor and we're still friends today and if you watch this, his name's mark graff. And he was willing to, to, to let me make mistakes. He was willing to ask me, you know, what do you think, why would you do it this way? And I asked him why did he do that?

Speaker 2:     06:47           And he said, because when you're a manager one day, you're going to need to be able to. You'll never be able to build something that's scalable. If everything has to go through you and I'm creating you into a mini me. I'm creating you to learn how to ask the right questions to listen, to get strategic and your frack. I hired you because you come up with better ideas than I do and I just learned. And so how, how do I build a business like this? A I, I hire some really good people. I test everyone that there's an old adage, hire slowly fire quickly, hire slowly. So many people want to just hire someone that they put a warm body in place. And so I test people out. I all bring on, if I want to hire someone, I will hire a higher, sometimes three people on a test project and see how they give me an idea about that because I love, I've seen you do this before.

Speaker 2:     07:44           I've seen you do it in the graphics area. I've seen you do it in, in different parts. So give me an example of what you would hire them to do and how you would test them before you bring them onto your team. I'll give you an example. About seven, eight years ago, um, I wanted to rebuild my website and my team was really busy and I knew that if I was going to scale I was going to need more team members. So I, I didn't even know what I wanted. I mean, I'm not, I'm probably the hardest person because clients, I expect to know what they want. Sometimes I don't even know. It's sorta like I'll know it when I see it that I'll like it. So what I did was I created a bio and a brief of what I thought is essentially the image, the focus, the feel, the look that I wanted, and I went out and I hired seven different people.

Speaker 2:     08:32           Okay. And I told him to come up with the design. After that, I narrowed it down to I believe four. After that I gave. Once the design was done, I narrowed it down to three and then I paid them. I paid them their full rate. I didn't try to say here's one of the things people often say is, well, I'm going to ask you, Hey, do a test project. And I'll see how know I paid them their full asking rate. I didn't ask any questions. It's an investment to find someone who's good and guess what? Out of that I hired those three people and and today one of them is one of my stars who is, who is my, one of my top click funnels people. Because then when we, from the time I met you, I'm from the click funnels. I just have them start building funnels for six months doing nothing else.

Speaker 2:     09:22           This was before you had any training before? There was a certification and that's my my. Before I will put a team member to work on a project. I will have them working at least six months just I have one guy who's just building funnels for a year right now and I don't have more pain on client projects. I'll have them hack stuff and do like that protest project because he's not where I want them yet. So I'm willing to take the time in training and development team are running it like a real company versus just, Hey, I do a funnel here and it's running from project to project to project. I mean we have retainer clients who've been with us for almost eight years

Speaker 2:     10:02           and and the reason is because we're a partner in their success and you know, I mean I believe that you just got to treat people with respect and don't just hire. It's like I've heard people say, well, I'm hiring an outsourcer. I'll and then I can let them go. Dude. They've got families. They want stability. I mean keep it if you treat it, if you treat people like with the, the, the. If you treat people with loyalty and respect, you'll get it in return. I love that. Again, you've only, I know a couple of your team members and it's so cool as you sit and talk to them, how much they enjoy working with you and how you are so focused on helping build them and I love the idea and we've seen it even within our own internal agency we have here, but that same idea.

Speaker 2:     10:49           Don't be afraid to pay people, build people and help them grow and I think so many times people are trying to just get a quick five or job done or quick and I'm like, listen, if you're trying to build a company, you got to build a company and you've done such a great job as, as really building an amazing agency. So congratulations on that. Thank you. And actually my agency took a total turn in a funnel direction that I had no plan on when I signed up for clickfunnels certification. Seriously, this has changed. It has changed my life, it's changed how I, how I've looked at everything and it's pretty amazing. I appreciate that. You know, one of the things I know as I've spoken to a couple of your clients, sometimes you will actually take a piece you made mentioned just a few minutes ago that you're actually vested in their success. How do you set that up as an agency?

Speaker 2:     11:43           Two different ways. There's people up front that hire me for consulting and I've, you know, and I, and they me a monthly retainer for consulting and then they get, I offer them funnel services at wholesale or discounts, significant discount, but the, with that I get a percentage of the revenue after, you know, the percentage of revenue, percentage, revenue of adspend, however we work it out so that way it's fair. Uh, there are some projects that um, partners in, I mean literally we set up a company in LLC and I own stock in their company and they assigned stock over to me. Um, and there's projects that I get a retainer. So how it usually starts out is I want to make sure that I like working with someone because frankly, if I don't like someone I don't want, I mean life's too short. Got Seriously, it's way too short and I've experienced it too unfortunately in the past year with friends that aren't here any longer and it made me realize even more how important it is who you surround yourself with and who you work with.

Speaker 2:     12:52           So what I'd like to do is a few months, it's like a four month or so trial where they're paying the retainer and they're paying us to do the work and it's not an insignificant retainer. We're talking about 10 grand a month plus. So it's not insignificant, but they're paying me for my ideas. They're paying me to create a strategy and to mentor them. And during that we're going to build and we're going to launch something. We're going to see what it's like working together. If either any point in that time we don't like working with each other, there's no obligation. Then there's comes a point where we're launching and we're going to need to make a decision, do we want to still play together, and then if we do, here's the different ways that we can do it. So I mean that's one of the things that actually this idea came at funnel hacking live.

Speaker 2:     13:42           By the way, if you haven't been the funnel hacking live, you need to be there because I can promise you that I have had a business altering life changing breakthrough it every single funnel hacking live. So I don't think you. You may not recall me telling you. I think when I was at the mastermind one time, that was when I was invited there. I was telling you that Russell made a comment about someone paying him $100,000 plus a percentage of the revenue. I remember that. That was right there. That's when that became my model. So all I have to do is hear it. They need a contract. I don't have to. All I have is a seed and I'm like, well if he can do it, I can do it too. And by the way, the one funnel away concept is exactly that. If they can do it, there's no reason why you can't do it.

Speaker 2:     14:32           So all I to hear that Russell was doing it and that's my new model and that became my new model from that day on. I love it. Thank you so much for sharing that. Well, David, I can tell you we've got so many fun part for me to talk to you about this. We can go on for hours because I'm so excited and so passionate about what you're doing. A one of the things you're involved in right now is what we're launching here. Literally by the time this recording comes out, it's probably just actually going live, but this whole idea as far as 30 days.com and what we ended up doing was really going out to massively successful people like yourself and said, listen, if you lost absolutely everything, all your money, all your contacts, everything except for your knowledge that you have and the click funnels account, what would you do in 30 days?

Speaker 2:     15:15           And you're one of our 30 who actually submitted a plan. Uh, I can't wait to you for you to actually get a copy of the book. It's literally 500 plus pages. It's huge. It's super, super cool. But if you don't mind, tell people just a little bit about, just a little quick section here. What would you end up doing? What would be some of the things that you would do if you lost everything? What would you start with? Well, here's an interesting thing thing, and I don't know if you know this, if you don't read my chapter yet. When I read that I got chills down my spine and I almost teared up. And here's why. Most, most people though, you'll know it now, lets people know that was me a decade ago. I literally, um, you know, I spent, I, I blew through over a million dollars.

Speaker 2:     16:01           I went upside down, um, and it came to that point that if I did not stop getting out of my, I'll, I'll say it, you know, early midlife crisis and just stop and really start a business on my own because I left the franchise company to, and I literally spent about a year and a half to two years to two and a half years learning and discovering. And it wasn't to that point that I said, um, if I don't do something by the end of this month, I don't know, I won't have anything. And literally it was that point that I built a six figure business and then the six figure business became a multiple in one month. Why? Because my back was against the wall. So although it was a decade ago, I had a really hard time playing with to tell. I couldn't tell someone to do something if I wouldn't do it. So I literally scrambled during that Fourth of July holiday in July.

Speaker 2:     16:59           And I pretended as if I didn't have anything and I said I don't have any contacts. And I literally walked in a place and I did. I went back to what I would do because me, I'm not going to build a funnel to sell things because what do I do? I'm an agency. I build things for other people. So my goto was literally go get a client, go do something and I and I created, which is a new business model that I believe will be a multi seven figure business model. I've got a few really cool niches where we are focused in on and I can now replicate and license this funnel to other places. But that came out of the book. I mean that came out as a school. So literally I had to put myself in the pressure and you know, as perturbation, I had to put that stress on to pretend as if. So we're on fourth of July and my family's on vacation and they're like, what are you doing? I'm writing this book. No, I'm building a new business.

Speaker 2:     18:00           And, and so it is, it's, it's a new business that it's been, it's been testing and it's proving itself out. I'm making sure that it's predictable, replicatable, duplicatable, etc. And then by the way, what hap came out of that is a business that could actually run without me. Oh, thAt's so awesome. That is amazing. Because I know most agencies don't work that way. Most agencies, you're the boss, you're the owner, you're the guy who's basically got your district strategist. So I am so excited to hear all about this later. That's super, super cool. That by the way, that's wHat came out of the box of guys. If you haven't read the book, that's just my story and I give you day by day, step by step, not what I would do, what I actually did while writing the story. Oh, that's so awesome. Dude. That is so cool.

Speaker 2:     18:49           Oh, can I get chills? Just that book is going to be one of my favorite books ever. We've got so many cool things behind it just because of people like yourself. We've got over 350 people have done over a million dollars in sales funnel, but it's not as cool as that is. You get, again, people like yourself who've done over 20 over $10,000,000 in a sales funnel. But for me, it's, it's the businesses and the lives of people that you've changed because of that. It's not just you as cool as you are. It's as I liquor is here. As I look around, I'm like, you've literally bless the lives of hundreds of people. I mean the people you employ now, the other businesses that now are thriving because of you and what you've done. and I just, I get so excited to see the ripple down effect of a success and I just, again, congratulations to all that you've done.

Speaker 2:     19:38           It's just been so neat for me to walk you over the last three years just to. I mean, you're just crushing it and I think it's. I appreciate that you were able to take your 4th of July vacation to contribute as much and to give back and you always get back to me anytime I asked, but you were so kind to do this for us and I think it'll be a huge thing for, for those people who really want to put your back up against the wall and make stuff happen. And cOngratulations again. Well, thank you and thanks for asking and by the way I almost didn't happen because it was sent to my old email and luckily I got a voxer and then we were able to get it done. So that's probably why I had that crash and burn last minute email. If I had known a month earlier, I would've had more time, but then again, I probably would've waited to the last minute, like most people do.

Speaker 2:     20:21           Absolutely. Well, as we get kind of close to wrapping things up here, anything else you want to make sure that any of our clickfunnels audience or any of our funnel hacker radio audiences wants to know or should know it. Just do it. I mean, there's no excuse. The only reason why you don't succeed is because you're getting your own way. Um, so many people say, well, I don't have money to do this, or like, I can't do this right now or have to do it my own way. That's usually after people have blown through. All of that is usually when I get the phone call and saying, I'm from your help. So if you have that dream, you know, put the right people in your corner. It doesn't have to be made, it doesn't have to be like company, they put people in your corner that they had been there, that can help you, that can mentor you and guide you and your you'll be well on your way and just take massive action, get out of your own head, take other people's advice and just connect with your audience and give more than you receive.

Speaker 2:     21:20           Just one thing I learned from my grandfather is just give value, give value, give value, give value, and I say that because I've talked a lot about my grandfather and this story and also the book that I'm writing right now and love it again. Thanks so much. I appreciate all. Appreciate your friendship a ton and just so always fun seeing you. And again, thank you so much for all that you give to our community. You're always given back and I appreciate it. Done. Awesome. Thanks dave. Thanks for having me.

Speaker 3:     21:46           Bye. Hey everybody, thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to to make this better for you guys. Thanks.

Why Dave Decided to talk to Peter Pru:

Peter Pru has built, grown, and scaled multiple 6-7 figure eCommerce businesses across multiple industries. He is a member of the Clickfunnels 2-Comma Club for hitting over $1,000,000 in sales in his eCommerce businesses using funnels. He's also the host of the Ecommerce Empire Builders Youtube/Podcast where he shares his tactics and strategies for building wilding profitable eCommerce businesses.

Tips and Tricks for You and Your Business:

• Continuity plans and income building. (8:58)
• Sell digital products also! (10:14)
• Digital and physical product margins (17:30)
• Empire Builders: Webinar: ecommerceempirebuilders.com (18:38)
• Card abandonment/Stick Strategies in eCommerce. (24:14)

Quotable Moments:

"You can scale as quickly as you want: In some cases, you may scale to quickly."

"You really don’t have a business until you have continuity income coming into that business."

"If you have an eCommerce business one of the best things to do is add on a membership site on the back end of it then you get that continuity income."

"It’s the idea of marrying both physical and membership sites together. It drops your costs to acquire a customer and increases your lifetime value of the customer."

Other Tidbits:

Peter talks about how he got started in the eCommerce business and how it has changed his professional career. He discusses the joy he gets from coaching and assisting people in transforming their eCommerce businesses into profitable ventures.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward.

Speaker 2:     00:17       Hey everybody. Welcome back. This is going to be a ride for your life, so hold on tight because I have the one and only Peter Crew on the show. Peter, welcome. It is an absolute pleasure to be on here with a thank you so much for having me. I always make the mistake of getting going and having to. I wish so bad. I could just like start and not have any top. We started talking beforehand. I'm like, shoot, I forgot to hit record so you guys missed the pre stuff, but this guy's been crushing it online. It's basically a 10 year overnight success, which we'll get into in just a second. One of our two Comma Club award winners. The guy's crushing it with with publishing. You've got so many cool things I want to talk to you about is your actual funnel that you're using as far as teaching people, but again, we were just talking about the importance of impact and with click funnels that we get so excited about our two comma club award winners, but not because of ben hitting it. It's because of the impact that they have on everybody else. And so Peter, you were just talking about, you know, growing up in the Mecca of entrepreneurship and Philly, but you're talking about the impact as far as your, your second fam is. I want to start right there as far as. Tell us a little bit about the impact your feeling and how this changed your life.

Speaker 3:     01:26       Well, the thing is like for so long, like as you said, my 10 year overnight success. So like I always thought I had to be like alone in this space. I didn't really have mentors in the early stages until years went by and I finally was like, you know, I think I should probably get a mentor and cut my learning curve. But then when I started publishing and you know, this empire builder brand, right, that we have going on now and just teaching people with what was working for me, like these people, I spent so much time with them every single day that it's almost like, it literally is like a second family to me, you know, and seeing them succeed, like making their first dollars online or even, you know, turning their struggling ecommerce business into something that's not profitable. A truly like the most beautiful. Absolutely. Beautiful thing.

Speaker 2:     02:11       Well Peter, that's awesome. Well, little backstory here as far as tell people how'd you get started in the econ business and what did lead up to.

Speaker 3:     02:17       Okay, so 10 year overnight success story. So I first got certain ecommerce, uh, when I graduated a college. So in college I discovered affiliate marketing made a couple hundred bucks a month, which was like, oh my God, like I'm making money online. Like this is crazy in college it was short, it was kind of short lived with my affiliate marketing career. But I started with Amazon Fba actually. And invested all the money I had to my name. I only had like $5,000 was everything I made in affiliate marketing and my life savings invested in Amazon Fba. Make a long story short. We'll crush it. Within our first year, we're making close to $50,000 per month in sales. Right? But unfortunately, and I don't want to tell anybody that's selling on Fba here. Maybe this was just me, but I don't want to offend anybody. Uh, I do. I'm totally good with offending people on Amazon.

Speaker 3:     03:06       So the thing was I got some random, uh, I was driving to work still because a lot of when you sell an Amazon Fba, a lot of your money is constantly wrapped up in inventory. Like you're constantly having to ship more inventory. And so I was still having to work full time. Um, but I saw there was like, that was like, I'm getting there. I'm getting to the point where I can finally quit. I can finally pay myself. And it was quarter four. We're nearing $80,000 a month in sales. Like, like I was the happiest person I was driving to work. I was like, I don't even care about this place like Adelaide, it'd be more. Um, but I, uh, I got an email, said my listing has been suppressed. I was like, what? Then a couple minutes later I got another one and another one and another one.

Speaker 3:     03:46       And within like 10 minutes, all five of the listings I was selling on Amazon were suppressed. And what happened was a competitor to explain to people what's that mean? Basically a competitor of mine who went on my list, Amazon product pages and they said that I was infringing on patents, but those were completely false ip claims. Right. And Amazon, they're not going to get involved in like a, you know, illegal or anything. So they just pulled the listing though, took nearly a year to get my account back after that. And it's Kinda at that point like where I kinda got into this dark period where I was like, when everybody else is succeeding around me, like, what, what, what did I do wrong here? Like when is it my turn? Like feeling pity for myself. Uh, and I realized like I was never building my own business.

Speaker 3:     04:29       I was left with, with nothing, no customer data, like wasted inventory and I had nothing, literally nothing to show for that business. And look, months went by, I felt that loop that, you know, so many of us do, like, you know, you go to work, eat, sleep, and you just keep doing that day in and day out. And that's when I was like, okay, why are you seriously going to quit right now? Or you're quitting right now. I have all of the mistakes you've made, everything you've learned over these years. Just quitting. And I was like, no way. I cannot, I cannot. I literally couldn't live like another day if I did. And that's when I started learning about shopify and started crushing it. Like make a long story started getting. I started doing really well with shopify but I still couldn't pay myself. I was like, what the heck is going on?

Speaker 3:     05:11       Like when I'm going to be able to pay myself here. And that's when I started learning about sales funnels and we were doing a fishing business, a subscription business with fishing and our cost to acquire a customer. And we're gonna get a little technical here. I hope that's a gift. I knew the people that have ecommerce businesses that are listening, why she appreciate this, uh, our cost to acquire a customer with our shopify store, uh, was like about 20, $25. Right? And the reason for that is because people don't subscriptional as selling a subscription on front end as a front end product is really, really difficult unless it's like you're the coolest thing in town, like barkbox fat, that font or something like that. So I realized, okay, well our lifetime value of a and average subscriber was about like a hundred 50 bucks. So we're okay delaying gratification.

Speaker 3:     06:02       We're like, I will just delay gratification. We're going to get paid because we know we require them for 25, we can wait six months, we'll make our money right? And the problem with that, when you're not venture back, when you're not venture back, it's go hard and seriously, like we, me and my partners at the time, like we had to invest our money to keep the business afloat, to delay gratification. I was like that it has to be a better way. There has to be a better way. Um, and that's when I started learning about these sales funnels and I started putting in different fishing lures as free plus shipping offers, discount offers, and I was profitable already on my front end offers with the upsells, right? Selling more of the same thing. And then we just injected the continuity piece into that funnel as a step.

Speaker 3:     06:45       So not only were we now profitable on the front end, right? But then we got subscribers for free. Like it was, it was. It's amazing. Like it was like that. Literally, when you understand that, and it's the same way, like click funnels kind of grew, grew as quickly as it did, is because you now know that you can grow as fast as you, you truly want. The only bottleneck is your traffic. At that point, because you're profitable already and then you're getting free sales every month on the continuity plan and that was. That's truly right there guys. Like if you. If you implement what I just showed you to like truly you can, you can scale as quickly as quickly as you want. Some cases you might scale too quickly, right? You might not be able to handle it.

Speaker 2:     07:27       You know, Peter, I love what you just said and I hope those of you guys who are listening understand this doesn't apply just to people who have ecommerce businesses. It's not just a free plus shipping offer. The Peter's talking about this goes both ways, so if you have an econ business, one of the things I love what you just said is you actually need to add a back end of a membership site. I can tell you, we look at the. I was talking with Stu Mclaren the other day about memberships and he's all in on memberships and we're doing some joint metro state with him later, but potentially on some of the stuff we're looking at, but the main thing we've seen is even inside of clickfunnels, so our most successful users or those who have a membership site because it, it gets that stickiness there. And I look at Trey Lewellen obviously trade.

Speaker 3:     08:06       The thing is when I saw I actually had trail on my channel, uh, but you was getting one know more about your channel where, what's your podcast or your video podcasts are just ecommerce. Empire builders just search searching on youtube or just go to [inaudible] dot com. Uh, but when I started doing this and you comfortable, like years back when I joined click, it was like one of the first, like couple hundred users. But um, he was like the other person doing it in ecommerce. I was like, okay, I'm not crazy. I'm not crazy. Like there's others. But yeah, it's when you understand that it's, it's like the most amazing thing. Like it's literally, it's hard to explain like just like this, but when you look whiteboard it out, you're like, holy crap. Like I can. You can, you can scale as quickly as you want any part of your business.

Speaker 3:     08:51       And the look, the beautiful part about it is even if you have like a month of sales, let's say you have a business that's a little bit seasonal, right? But you still have those continuity plans. I can keep that, keep your business afloat, right? So we can reinvest that into advertising, pay yourself, you know, whatever I love, I've always looked at as far. You really don't have a business until you have continuity income coming in to that business and so if, if you have a membership site, one of the best things to do is to actually create a front end product that's a physical product like you just did a, whether it's fishing lures or anything else as a free plus shipping to acquire customers for that much less. And then on the opposite side, you have an econ business. One of the best things to do is to add on a membership site on the back end of it because then you get that continuity income to where you can.

Speaker 3:     09:34       Again, most physical products do have some seasonality to it. It's just the nature of the beast and so it's the idea of marrying both physical and membership sites together. It drops your cost to acquire customer increases, your lifetime value of a customer. It's a huge win win. Again, I look at what we've done at clickfunnels. It's exactly how we built click funnels. We've got front end offers, everything from three different books. We've got a lot of digital physical as well as digital product. We've been, again, one of our biggest ones for the longest time is our perfect Webinar, which was a physical product, was a digital product we created as a physical product as a free plus shipping that drove. People obviously enter click funnels, which is our continuity platform, so love, love what you're doing and like one golden nugget. For those of you that do have ecommerce businesses like so digital products to like.

Speaker 3:     10:18       That's a great way, especially for those of you, I have a lot of students that do like fitness stuff, like they sell fitness equipment, like if you're selling fitness with women and you're not adding some sort of digital content with it, like you're losing out on so much money, right? You can get whole membership could just be, you know, uh, you know, a membership site where, you know, they're, they're getting content every single month and like one little hack, if you guys are like, oh, I don't want to make my own content, like go find some influencers in this space. They don't have to be like huge influencers, but partner up with them, ask them to make you content. We did that for our fishing business. We just reached out to all these people on Youtube, instagram, they're shooting content, you know, recording themselves, fishing, right? Doing what they already love.

Speaker 3:     10:58       So when we come along, but hey, we'll pay you $2,000 a month if you promote us and shoot content for us. They're like, oh yeah, like I already love fishing. Like why would I not take this deal right here? That's such a great tip. Oh my gosh. That is a killer. Love that idea of integration at its best. That's cool. It absolutely. One hundred percent. So you're now obviously the part I love about what you do is you actually teach, but you also do so you're actually. Yes, I understand you have. You're helping other people and your empire builders helping them build their own businesses, but you still keep doing it and I think that's the part I love most about you and your business because it's not just. I'm just teaching people how to do something I did 10 years ago, but I'm actually doing it every day.

Speaker 3:     11:38       I'm in the trenches with them. I'm actually making this thing work. So I was looking at, to be honest, it's ridiculously difficult. It's, it's, but it's like I now have to structure my days like, like to the hour, like everything. Like I have certain days where all I record all my content and just have, you know, my vi like I have so many people believe it or not working on just this little leg because I just want to get. I want to get the message out there and I actually, I enjoy doing it, you know, but it's, it's, it's tough. I'm not gonna lie, it's, it's extremely difficult. Alex Sharpe and I were going back and forth on voxer this morning just about this. He just did a podcast about the million dollar myth and the idea as far as soon as you get to a million dollars, you know, quote unquote made it.

Speaker 3:     12:20       It's like that's where all the problems and the complexity actually come into your business where you have to now start to systematize and the only way you can scale is by building those types of systems. So I completely understand that. And time management obviously is one of the most difficult things because you're getting pulled in so many different directions because you have so much opportunity. Yeah. Like everybody, you know, they want that seven figure business. But I'm like, like you, it's hard, like even like to run a seven figure business. It is, it is not easy by any means. It's not like, oh well I'm just, you know, have my va's now. And that was something, you know, like you start having a lot of employees, you can't do everything yourself. You got to learn. And this is a lot of people in the ECOMMERCE space, they don't, they have like trust issues, like they don't trust somebody can run their facebook ads better or their google ads or their influencer marketing.

Speaker 3:     13:03       You have to, if you're running a seven figure business, you have to be working on your business, not executing like the marketing strategies, right? You have to come up with the marketing strategies and other people can execute it. Who has better experience than you, you know. So Peter, how did you overcome that? Because honestly I think every I, I went to the same situation and in multiple, the multiple business I've been through where it's like I just cannot, they're not going to do it as good as I can. They're not gonna they don't, they're not as invested as it's, I'm totally vested in this thing has to work. If they don't care, they're just getting a check. So how did you overcome that? Mentally, it was the, I'm not going to lie like it was difficult, 100 percent. It was difficult. I went through a lot of people that, um, like for example, the person, it took me a long time to get somebody to run my facebook ads for me because I love doing it.

Speaker 3:     13:50       Um, and I hired people that just wasted a lot of money. I wasted a good amount of money. Um, but what I've realized is you have to go with somebody that has a reference and a proven track record. Like it's as simple as that. You cannot go to like, I wouldn't like upwork or something like that and get somebody to run your facebook ads and I don't mean to offend anybody with that, but go find somebody that specializes in, like actually ecommerce and get them to run your ads for you. Somebody that has a track record right where they can show you actually a, uh, you know, they give you a reference. You can contact that business owner and, you know, get some more information, right? Do your due diligence. If anything, do your due diligence or whoever you're going to allow into your business, you know, I love it.

Speaker 3:     14:31       So where'd you get your first reference? So when I get my first reference facebook, I found my first phase, but I forget what the facebook group name was, but I saw somebody, um, uh, posts some of the, their client work that they were doing. I reached out to them, um, and just, you know, from then hit it off. Peter. That's awesome. So how large is your team right now? My team for just ecommerce, empire builders, like this digital part portion is about seven people right now. Nobody's full time but separate on seven people, mixture of Va's, people that run like, I don't run. Like for this part of my business, I don't run any ads or anything. All I want to focus on is two things. Okay. Content, right? Because I want to create value, right? And my students, that's all I want to focus on, right?

Speaker 3:     15:21       Because those are the two. Those are the two driving factors. I wanted to get it. I don't want to now, you know, not waste, waste my time. Right. Running facebook ads and generating traffic and all that stuff. It is a waste of your time. Your time is much more. It goes back to what's your, what's your specialty, what are you best at, what are the things that only you can do and create content it I forget. I don't know. Did Russell like say that? And I remember I drew that out in my board and I was like, what do I need to do in this business? Right. I did like a, I did a one to do list. I and I did like a need to do list and another like I don't even want to do this list. Right. And the only things I needed to do in this business or wherever my faces.

Speaker 3:     15:58       Right. Like you know, instagram stories or like you know, like creating content for the youtube channel during the pilot. Like nobody can do that by me. Right. So that was like the only thing like facebook ads, Google, everything. Like that was completely. I was like, I can hire other people that can do this, I don't need to go because like facebook ads with this portion, part of the business is a lot different than running facebook ads for ecommerce. It's much different. Right. And I was like, I'm not, I don't, I don't want to learn all this. So I'm like, you know, who's the best person running facebook ads with webinars? I'm going to go get that person. Right. So let's say if you don't tell me kind of the numbers here. So Empire builders, you've got seven different people. What's your payroll for those seven?

Speaker 3:     16:39       So what's my payroll? So I have like $20,000 a month forever. I'm like, for that it's not. I think people got. So I didn't pay that much for um, like in my ecommerce businesses, it's crazy how many more hands you kind of need on this and it's maybe because of the fact that I don't want to be doing a lot of the work, right? I want to just be focusing on those core things. But yeah, it's roughly 20,000, $20,000 in Va's, you know, people that run traffic. So what's the gross revenue of empire builder then empire builders, what is it doing? Probably doing between 30 and 40 a month. Okay. So about almost half of that is going towards towards building that and I think towards us building the audience and I think that's the part that people have realized. Empire builder is, is primarily your digital space.

Speaker 3:     17:38       You still have your econ business running on the side, the differences, obviously your margins are greater on the digital side than it is on the physical. Absolutely. And I'm not one of those people, like some people like cover up the fact that oh he's selling a digital product and you know, but like that's the thing. Like I always tell my, you know, my students and stuff like, no this is another leg of my business, like this is another business for me, right. My business here is to help you. Right. And then I also have my ecommerce businesses as well, like I don't want people to get the wrong message, but like I've been in the ecommerce space for nearly seven years now. That's how I found my success. Only the last six, seven months that I started even doing this empire builder thing. And some people I know in this space, they get kind of offended. Well, oh, he only wants to sell his courses or something like that. No, that's 100 percent. Not The keys. I'm monetizing a skill that I have that changed my life. So, you know, it's, you know, some people feel offended by it, but I'm always honest with my audience about it.

Speaker 2:     18:35       You never have to apologize for me on that one. That's it. I love it. So I want to talk to. So let's talk more on this. So as far as empire builder right now, one of the main things you're doing is a Webinar, correct? It's a, it's a, uh, it's a webinar. Yes. Okay. So it's ECOMMERCE, empire builders.com. Is that blend? Yes. Okay. So a ecommerce empire, builders.com. It sends them to a Webinar squeezepage I love when things I was looking at obviously the registration, but big old plus get my free $3,500 per week sales funnel just for showing up. I love the idea as far as the showing up piece. How are you tracking that? I'm so, are you giving it to everybody or you only really just given that to those people show up? So it's, it's actually, honestly, it's sent to everybody.

Speaker 2:     19:20       Um, as a followup sequence. But again, I think that's fantastic because I know if it must be right, if you don't know, I, I, again, I think that's important because a lot of people and I figured that's what you were doing. A lot of people like, well, I'm only going to give it to these people who show up and it's, I have. I think there's a scarcity mindset that comes into that where I can only give away my secret stuff to certain people. I am such a huge believer in abundance that just, it as soon as the person gets something, there's this law of reciprocity that just kicks in. They're going to go, oh, I didn't show up, but I still got it. I feel like I owe him something and they started. They just feel more connected to you and obviously I've seen it in, in what you're doing on youtube and how your audience is growing and everything.

Speaker 2:     20:01       But again, super cool. As far as that, I wanted to talk to you about your actual, um, on your actual page as far as where they buy. If you don't mind, I'm totally impressed by it. There's, there's a couple I'm looking@yourecommercebuilders.com forward slash go. Okay. Okay. That's the one on the inside. Okay. Okay. So, uh, I've had to get it super cool. One of the things I love is you're phenomenal guarantee. If you implement what I show you a shout out to a sheet for that one act bar. Again, I even see act bars award there in the back for you. That's pretty cool. But my financial guarantee, if you implement what I show you and you don't see a positive Roi within 30 days, not only will I give you a complete refund, I'll give you $100 for wasting your time. Explain to people how that. The

Speaker 3:     20:48       thing is, it's one of those things where people, and I didn't realize this until I was in this space, is you have to kind of like ease people's minds, right? Because they're already going into a situation like it's an unknown situation, right? Joining, joining my program, he's like, it's an unknown, right? It's the fear of the unknown. So I want people to have the opportunity if they, if this doesn't work for them, if they don't like it, right, then they have that opportunity to back out. Right? But they look, the thing is with an, a lot of you know, you guys, it's like you just have to do it though. Like there's homework assignments in there, like if you show me you did this, I will personally look at what you did. I will personally take my time out, try and help you out. And if, if you, you know, if you choose, okay, you know what, this isn't for me, then I don't mind giving you a refund and I'll give you 100 bucks.

Speaker 3:     21:32       Like, no, it's no sweat off my back. But I want people to understand like a lot of, a lot of people they join courses but they won't do like the actual work that's required. Like the thing about my courses, it's my only one. There'll be my only one. I'm constantly updating it and, and, and, and whatnot. But I can give you everything, everything you need, but you have to be the one that goes and clicks the button. It's like I can't hold your hand and push the buttons for you. Like you have to be the one that goes out there. And once this, like I always stress this to people like to get to a high six and seven figure business. Like you have to want this beyond like anything else. And maybe that's just me because I've been in this space for now. That's the reality.

Speaker 3:     22:17       And I failed so many times and literally the only the past five years have I been extremely profitable, my ecommerce businesses and I tell people, I'm like, you are going to hit, you're going to hit roadblocks. There's going to be times where you're like, oh, I want to quit, I want to quit. But that's kind of where like that empire builder, you know, family kind of comes in now. It's like if you feel like crap like Sundays, that's okay. Come into the group, say what's wrong and we're here to lift you back up because there is no easy. I promise you guys, please do not. There is no easy. There is no get rich quick schemes and nothing. Okay? It's every, anything you do in life, anything. You have to give it like a hundred percent, 100, 10 percent to actually make it work for you. I love it.

Speaker 3:     22:57       So how often they've had have you actually had to pay out that hundred bucks? I think we did it like five times, but it was people that just want to come in and, you know, I don't want to say, but the, like the, I get people that have access to everything. I don't really drip feed anything. Um, but I, there's people they'll come in and just like steal my stuff and just. And I hate that. That's one of the reasons I don't like it, but like the space, like there's no way to like lock it down, but you know, I, I can't, you know, I, I believe in like reciprocity or whatever. I can't think of the word, but like you know, a Karma, right? I believe in Karma. So you know, it is what it is. I'm a huge believer that you can lock it down a couple different ways, but I still believe in giving it all away.

Speaker 3:     23:39       We do the same thing. I love those. I was going through it on that same page that, you know, a lot of times people just put their order form up and it just stops the order form. Everything you have below the order form I think is so killer, a just massive testimonials. What's it like to work with three different testimonials? How do I know funnels will work for you? And it literally goes through if people forget how important the copy is on. I mean, it's one thing to get a person to, to click to say, yeah, I want to buy it. It's a totally different thing to make sure they actually fill everything out and actually buy the bias. I mean, cart abandonment, especially for a guy like you has been an econ cart. Abandonment is obviously one of the biggest struggles most people face.

Speaker 3:     24:19       So I want to kind of talk to you about some of your cart abandonment or stick strategies that you got on this page for this one. Um, so I had to. I had somebody set this up for me, Dave. So 100 percent. Um, I do have, if you opted in on that Webinar, there is a term, I mean I think we have probably 25, 30 different emails set up on the automations tab within, within click funnels where if they saw the page or assault if they attended the Webinar or if they missed the Webinar, sorry if the, if they attended the Webinar, but ms dot the offer. And then also if they purchased, we have different sequences for each of those. Um, plus we also have an automation tab under the, that specific order page on the automation tab. More sequences in there. One thing I think a lot of people don't know that you can do this in clickfunnels.

Speaker 3:     25:12       I don't know why. Like you can send emails like based on certain people did or didn't buy from you. I truly don't think a lot of people know that tad and set it up, hey, if they didn't buy this hotel and I'm gonna, give away another one. Right? Guys, if they don't join your continuity program and your ecommerce business, you should have like some email sequences on that page and say, Hey, well here, how about we throw in this extra, you know, fishing lure, right, and you to join our program and send them back to a specific order page. Right. A lot of people, they don't buy from the first time. They will not buy from you from the first time. So take take as much like know to all the research that you have available for you. Like take them. Like if you, if you can email them, email them, right?

Speaker 3:     25:55       If you'd adult span, but you should be emailing them all, you know, at least for the next three days after they saw, you know, first came in contact with you. Oh, I totally agree. Again, I love some of the that I'm going through it here. I love what you've done primarily because so often people will do just one thing or I'll put a video testimonial or I'll put some copy there or I'll put some written testimonials. You literally throw everything in. So you've got the video testimonials. You've got sales copy and then after the sales copy you've got actual testimonials. So again, the great part is you've got as you're going through it, two or three different buttons to actually as far as a call to action to have go order it again. But the cool thing is you also then have more student success stories at the bottom where it's, it's actual testimonials you've either received as a facebook message. You received them as a, as

Speaker 2:     26:43       a text. I'm looking at some these other ones here and a,

Speaker 3:     26:46       I just screenshot it all day long, you know, just like every time I see my screen out, throw it in there, throw it in there.

Speaker 2:     26:52       Yeah. And then you end up with your 30 day money back guarantee and then frequently asked questions. So again, you take a look at your, at your page here and it's, it's as long as a typical sales copy vsl would be at, it's just on the order form. And I think most people miss out on.

Speaker 3:     27:09       That's the thing, it's like use like a lot of um, people that will do webinars to just order page, like a very simple order page and that work they used to honestly do it that way, but then I was like, you know, why not just throw a bunch of testimonials and you're like, it can't hurt. And it did help. It helped tremendously. Like people want to see other people making money. I'm using this and I mean if the a two comma club awards aren't enough that you guys already shown because I already. That's Kinda like what I share is like the click funnel strategies that I use then I don't know. I don't know what else. Could not convince them money.

Speaker 2:     27:41       I love it. I also liked the fact that you've got basically the single pay six figure funnels for one pay and then you also have six figure funnels for, for paid the radio button defaults to the sixth period for the one pay. How many people, what have you noticed as far as how many people take the four papers? The one thing,

Speaker 3:     27:57       um, I would say it's like 50 slash 50, but I want to actually want to comment on that and I don't know if you guys see this too Dave, the people that have gone on the payment plan or like not like if they're not like a serious about it or they're just like, oh there's dipping their toe in and totally. But like I can tell you that people like, like my personal mentoring students, my mentees, like they invest a lot more money to work with me everyday. We boxers but like they are the ones I know I can serve them at the highest because you know I'm working with and they invested on, they know like hey, I just invested online like I need to make this work for myself, you know? And it's those people that I think actually see results and I've taken payment plans for things I've done in my life too. I'm not telling people don't look, don't go into debt to buy anything. But that's just an observation that I've made.

Speaker 2:     28:51       Oh No, it's very valid opposite. We actually got, I was kind of curious because we got rid of our payment plans because of that one thing where I literally all we wanted, we're on our webinars. We just want people who are serious now obviously do we miss out on some? Yes, but for us it's. I've learned, Gosh, only for too many years of experience on this thing and that is those who pay play and if they don't pay, they don't play. They just. It's the craziest thing. If you think you're going to go on a payment plan and you're going to test it, you know what? I would much rather have a person have pain and you know, grant Cardone is the funniest guy in the world when it comes to data. He's like, if your credit card's already maxed out, who cares? Go get another credit card.

Speaker 2:     29:31       You're already in debt. Just his mentality of sales, but I think there's some truth to if the only way you're going to get out is you've got to make an investment and if you're not willing to make that investment, and I. it's hard for some. I know even some of the people who are selling, they feel like, well, I need to give them an easy out. And I'm like, I don't know if I agree with that. I think at times, given people an easy out gives them an excuse to quit and most of them do. I'd rather have a person who's totally serious. He was gone all in on this thing. I actually had this conversation with my wife, uh, because I've got my son Chandler is 22 years old, recently married, got married in January, and then unbeknownst to me, signed up for our two Comma Club coaching program, funnel hacking live paint 1800 bucks a month.

Speaker 2:     30:15       And my wife's like, Dave, you've got to tell him to stop that. I'm like, Sweetie, I'm not going to tell him to stop. I said, I don't want them to do it just because he feels like he's obligated because of my position with click funnels, but I want him to feel pain. I want him to struggle every single month, uh, to try to figure this thing out. Because without putting forth that pain, it's just, it's not without pain. People don't move and there has to be. And it's honestly like the amazing how like different. Some people are like I've had like, like 18 year olds and like I didn't discover it in a marketing team until I was 18. That's when I was in college. Um,

Speaker 3:     30:51       I don't join. I'm going to put your 18. Like what? Like it's crazy how motivated like younger people are right now. A lot of people are like, they're so hungry for this to make it work. I'm so envious of them. I'm like, oh my God, eight years old man. Like I remember when I was 18, I'd, I don't think I would ever personally, um, if I could turn back time, I would tell myself, you know, cut the learning curve. A lot of people they riff. They are so like stubborn I guess. And I was 200 percent. I was to go get like whoever, whoever you, whoever has what you want, right? Whoever it is. Like if you're trying to lose weight or start a business, whatever you're trying to go find somebody that you relate to and pay them for an hour of their time, sort of getting closer to that person. Right? It's, I'm telling you like, why waste five years of your life if you could just talk to this person for a few hours every single month where they cut that learning curve for you. Right. And I wish, honestly, I wish I could tell myself I wish I could tell myself that like 10 years ago, I invested in a mentor sooner. Right? Learn what you want it.

Speaker 2:     31:53       Totally agree. It's funny. I, I've been trying to get in shape my entire life and I, I dabbled again, I'm totally to the type of person you were talking about, right? Dabble with it for two or three weeks I stopped and, and so funnel hacking live was literally six months away and Russell and I, they're talking about is that, you know, I'm going to get. I'm gonna get a trainer and Russel, I work out occasionally and so we thought, all right, we're, we're actually gonna do this. We're going to go all in and, and the trainer was like, well, you know, it's x amount of dollars per month, and I'm like, no, no, no, I'm going six months into this thing. I want to pay you all up front. And so, you know, kind of at 5,000, $6,000, check whatever it is. And I'm like, I need to know I've had the pain. I don't want to have an excuse. I don't want a way out. I want to know. And then I'm getting up at 4:30 in the morning to be there at 5:00, which I hate, but I've never been so consistent in my life. Been I'm three weeks

Speaker 3:     32:40       into this, three days in a row. Should I be doing more? Yes. But at the same time it's a huge win for me and against. Because I went through the pain of cutting a big check and it's a way to take accountability. It is, totally is. Totally is. Well Peter, I could talk to you all day long. I love what you're doing. You're absolutely crushing it. I love how you're publishing like crazy right now. And you realize that's your, that's your zone of genius. So congratulations on all your success. Yeah. Thank you so much for having me on here. Honestly. Um, it's crazy. It's surreal that I'm not even on this, on the podcast where it's amazing. So thank you so much for having me. My pleasure. Any last words for our audience or I'm sure they're gonna wanna know. How do they get ahold of you for.

Speaker 3:     33:15       So tell me how they get a hold yet. Any last word you want to give him, your ecommerce empire builders.com or Peter Peru Dot Com. It will lead you to the same place. But one parting word got parting words, right? Is like, just be patient. Just be patient with this stuff. Don't think that anything is overnight. Like I'm telling you, I've. My success story is 10 years long, 10 years a sane person would have quit by now like 100 percent. But I can tell you one thing is, and I think about this often, I'm like, where would I be if I quit? Like, and I'm so happy I don't have that regret. Like 100 percent guy, like, I'm so happy I don't have that regret. Congratulations again, Peter. Always a pleasure. I can't wait to see you again real soon bud. Yeah, thanks man.

Speaker 4:     33:57       Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as the people you like me to interview. More than happy to reach out and have that conversation with you, so again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Noah Lenz:

Noah Lenz is the youngest guest on Funnel Hacker Radio at 12 years old. He joins Dave to discuss building funnels and his future plans of starting his own marketing agency. Building funnels for over a year, Noah started by creating political and marketing websites as learning tools. He is the owner of noahlenz.com and does contract work building funnels for entrepreneurs.

Tips and Tricks for You and Your Business:

• Noah’s experience marketing for websites. (3:30)
• Building funnels to sell your websites. (6:40)
• Tips for creating a marketing agency. (12:30)

Quotable Moments:

"I should use a funnel to sell all these political websites!"

"It was the worst experience ever trying to build a complete funnel in wordpress."

"I started studying all these legendary marketers and that’s how I got indoctrinated into this."

Other Tidbits:

Noah discusses his journey from creating websites for political campaigns to building funnels for companies. Working with Maddox Publishing, Noah shares his current and upcoming projects and his plans of starting his own marketing agency.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome back.

Speaker 2:     00:18       You guys are honestly, I am so excited to have this podcast has been a fun one, but looking forward to all day long. So let me just introduce you to real quick to the one and only know a lens. No welcome.

Speaker 3:     00:33       Thanks for having me on. I'm so excited for this.

Speaker 2:     00:37       So for those of you guys, you might not know Noah. Noah is by far the youngest person I've ever had on funnel hacker radio and I think he's probably one of the youngest attendees at funnel hacking live. He's actually crushing it right now. He's building funnels for Matt and Caleb Maddix and I just am so excited just to keep on saying, well gosh, I just can't do it. I'm like, okay, well I want to bring someone on who's been doing it for about a year, just over a year now, and it has all the excuses in the world, why you can't do it, and yet he's crushing it. So no, welcome to the show.

Speaker 3:     01:11       Thanks for having me on Dave.

Speaker 2:     01:13       So if you guys aren't able to see it because we're doing this via video on zoom, but. So Noah's sitting here and he basically got his, his white Ipod earbuds in under armour shirt on, crushing it. Uh, and I thought, you know what? This will be a ton of fun. So Noah, I tell people, how in the heck did you get started? First of all, how old are you?

Speaker 3:     01:33       I'm 12 years old. Twelve years old. Some ups. Go ahead, sorry, go ahead. Because Caleb Maddix, who taught me about video, about how everybody's needed to read dotcom secrets, and I like to put what I learned into action. So this was the one I was about 10 years old, maybe it was 11, I'm not sure. There was about a year and a half, maybe two years ago almost. Um, so I watched the video and then I go and he had his affiliate link obviously and whatnot, and I go and I go to the website and figuring it all out and my dad's like, oh yeah, I actually took a while ago, I just never read it. I'm like, oh my God. He's like, sure. So I read it and like,

Speaker 2:     02:21       oh my gosh, you can do a one click up sell you my gosh

Speaker 3:     02:33       photo website funnel. And I thought it was gonna be my million dollar idea, what the club was or whatever, but I was still in school and I was kind of busy and it's just about getting done with fifth grade. And so I'm like, okay, I'm going to put this on side for a little bit here. And then I'm freelance websites just on the side. I did a couple for some political campaigns and my dad's like, oh, maybe you should do more of these political campaign websites. So how should I advertise to cold call? Should I, you know, maybe.

Speaker 2:     03:16       So you're 10 years old and you're creating political websites

Speaker 3:     03:24       like on the side, like

Speaker 2:     03:27       get it. Take me back to your younger, younger self. And how in the world did you get involved in marketing and websites?

Speaker 3:     03:34       Um, so like when I sold my parents, I'm buying me a Mac computer, which funny enough is actually the computer I'm using right now, but I sold my computer because I haven't, like my dad gave me like Google sites and whatnot. Actually just found my first day. It was hilarious. Like I asked her, I said, do you want us to share your information anyways? So I started making these little websites like I never got into like video games or anything which is good. Um, but I like making these little websites and whatnot. And then one of my dad's friends was running for public office when I was like nine or 10. So I'm like. And he's like, Oh, here I'll pay you. It was like $200 bucks to build. Sure. What else do I have to do? So I make him the website, whatever. And like, okay, great. Here we go. And my dad's like, you did pretty good job with this one. And I made a few other websites for a couple hundred bucks each, but like, I'm like, oh wait, I could, you know, like I was saying before, scale political clients and then I realized I could sell websites for phones. So that's kind of where we were.

Speaker 2:     05:04       So what were you, were you making these on wordpress? What type of, what were you making the websites on?

Speaker 3:     05:11       Okay. So originally when I was like six and like just getting into it, I was making online google sites, which is like the worst thing ever. Um, but eventually I started making a lot of licks and I realized that was horrible. And, but eventually I just started using wordpress to open source one and that's what I use to make these websites. I remember my dad or my mom, they were at some sort of like, one of them's like musical survivor and I was at my dad's office and I'm like, no sorry, I'm working. And eventually, so it started to move and learn how to make all these wordpress websites. So last one, I first got started with this and again, like when I actually first got started with wordpress, probably like eight when I bought my first actual domain name that like whatever google sites.com or whatever.

Speaker 2:     06:17       So tell me how you've gone from creating websites for political people to actually building funnels. So how did you get, how'd you get connected? I mean obviously you heard about dotcom secrets sued Maddix Caleb and his book. What made, what was the next connection?

Speaker 3:     06:34       Um, so I read, I read Dotcom secrets and then I got school on June first I believe. And I'm like, okay, I should actually use a political websites. And I tried, this was the biggest mistake I ever made in anybody who's listening to this and you're on the edge about clickfunnels. Clickfunnels is too expensive. 90 seven bucks a month, two months too much for me. So I went and said, here we go, like my dad paid it with his credit card, but I paid him back, whatever. And then I said, let's try this out. And I have some theories about Samcart, like your guys' partnership, but that's just for a number of days. Come on now. Order forms are good that he can't do do. So I'm like, come on now. No, not Sam Cart, not on lead pages, let's just do it all in wordpress.

Speaker 3:     07:46       And I like, it was the worst experience ever. Try and do a complete form on word press. I'm like okay, maybe Russell Brunson Guide knows what he's talking about. Maybe I should just use clickfunnels. So I hop on over over here to click funnels. I get my free 14 day trial and meanwhile I'm like, so I'm looking over it with my dad and I'm like that's true. Ninety $7 a month plan. Like so that Bourbon is $97 a month plan. So I get signed up for Edison and like lead pages and all that. So again, my first funnel and it took me like 30 weeks because I thought I knew what I was doing and I didn't want any of these tutorials, any template. Probably the first template that time like Berlin bear or whatever. But I opened up the template and I start typing in my stuff and I know how to do everything.

Speaker 3:     08:48       My Dad comes over, I'm asking him for feedback because he's been an entrepreneur for a while, like coffee or whatever like that. I like a couple months later I got into actual marketing because the coffee kind of sucked and whatnot and I realized it went beyond just the design and how'd you get into the actual marketing piece? The actual marketing piece that I. I realized like I was looking over the funnels and I'm working, I'm a few months after I got started with it and I'm like, oh sure to design can be cool and a long and whatnot. But like you actually got to have marketing skills. Something like I came from a world of wordpress and onto websites I was making like just make it look pretty and you'll be awesome. You'll be good to get go. I'm like, well, you gotta actually have coffee and stuff that sells.

Speaker 3:     09:50       So it was doing a bit of research. I think I was looking at it. This was a time where I really started getting indoctrinated to your guys' culture. I found your podcast. They found Russell Brunson's podcast podcast. I found all you guys' podcasts. I read like all the little small boats. I got my formal university subscription. I got all this. I'm like, oh, it goes beyond the webpages. And then eventually, like of course like this is probably not normal for a 12 year old idle. But I started, started studying like Dan Kennedy and Frank Kern and all these legendary marketers and I'm like, and yeah, I just got. I started getting inducted into it, you know, sales copy, this and that, and tell people what are you doing right now as how involved are you in actually building the funnels, the copy, all that kind of stuff. So right now to one of the main things I've been doing is working.

Speaker 3:     10:51       Most Caleb and mathematics are on the team to build all of our funnels and whatnot. Um, we've had a program called the success that we've had a switch in and shut it down a couple of times and whatnot, just because of how busy we are and wanting to focus on maddix publishing and whatnot, but I've Kinda came in on the side and I'm kind of taking over almost basically taking it on as my own project, recreating the funnel, recreating this and whatnot. And we actually have codenamed it project passive income. That's what caleb named it, passive income for him. I do the work and we slid it. Um, but that's, that's kind of what I've been working on in terms of side on my auto fill out an application funnel for them awhile ago, which has been absolutely awesome. We just did a Webinar are we just did a couple of live webinars which are now getting automation, which is actually just push it over to the application, some of which has been doing in my free time.

Speaker 3:     11:56       I've been kind of a marketing agency that kind of helps people with their phones and their marketing and whatnot in there for like six months or eight months. Like after I realized political funnels or call, what should I do? So to try and drop shipping in affiliate marketing and whatnot. And I realized that like I wasn't really passionate about all of this, what I was actually passionate about, what the actual marketing, not necessarily my own course more so an agency, the agency. Then basically what it is is basically a client will come in and we're going to have. So there's going to be video testimonials for them, et Cetera, which is basically going to. The salesperson will get on the phone, close on whatever. Um, there will be a step by step process. So I've found we're finding copywriters and all that so we can scale it up.

Speaker 3:     13:03       So then somebody will comment over here and you know, they'll figure it out. These marketing pieces, hey guys, go get dotcom secrets, go read pages one through eight and submit what you found on that page will actually use that to go out and build kind of a traditional marketing agency. But instead it's like wrapped into idea of like step by step process like hand by hand so that they can actually get as possible. So it's more of a high ticket application program. They get to funnels built out, they vacate often cited to get the funnel done. Um, but the base package, and I'm still figuring out some packages, still just an idea in my head supplementing overstuff on. But basically the idea is look at a couple of funnels built out, we'll make an irresistible offer and basically for the price of one person they charge for everything done and yeah, they just get a couple awesome funnel still out and you know, maybe a little bit of marketing guidance along the way.

Speaker 3:     14:14       I'm still trying to figure it out. What I'm thinking is, you know, possibly four thousand five thousand dollars for tuition and then in probably different packages for different kinds of offers. But we're just trying to make something that, you know, maybe even like into like the whole Click start coaching type thing. Um, which is basically like they teach you how to do it, you guys do, which is awesome. But some people just want it done for so like, you know, we just get everything we need from them and then we teach, we don't teach them. We actually do amazing converting from a copywriting standpoint.

Speaker 2:     14:58       Alright. So a couple of questions here. I'm sure people knew. What the heck is this 12 year old dealing with all this money,

Speaker 3:     15:08       most of it my business to reinvest into other things like ads, etc. Etc.

Speaker 2:     15:21       Thing is, I am surE. I mean it's two different questions where people, one is going to be how in the world where I get ahold of noah to help them build out my funnel. So how do they reach out to you?

Speaker 3:     15:31       Um, we actually sent a really special link for you guys on a different special offer for you guys. You just fill out a form and somebody on my team will actually give you a call and we can discuss different options for actually building out your funnels for you. InvesT no lens.com backslash fade and we'd me or somebody on my team will hop on the phone with you and we can discuss what would be best for you.

Speaker 2:     15:58       I love it. So no, so it's a h, l e n z.com.

Speaker 3:     16:04       Yeah.

Speaker 2:     16:08       And so I can tell you right now, one of the main things people are going to be wanting to know is how in the world does a 12 year old had a team

Speaker 3:     16:20       contractors and whatnot. Um, but you know, exact numbers. But I started on my own and then I got on. But like I realized that like, so like, like um, it's just not scalable to school starting tomorrow. It's like literally like 40 hours a week in and of itself. So lIke I can't sit here and so a lot of it's like I will instagram actually I had a big instagram following and I said, hey guys, your funnel builders, I, maybe we can cover on a couple of people here. Let's do this, let's do this. Um, but my dad also researching me a few people that he's worked with in the past, but I can actually go in and train to do different things and that's one thing like a lot of people say like surplus some train which makes sense to a degree like the facebook ads person.

Speaker 3:     17:31       I'm not going to train them because I have no idea how to do that, but like the person, like I almost had like this false belief that like, oh well, you know, here's the problem, they might not do it my way and they might do it their way and then that's problem. So I kind to have been training that basically somebody my dad's work flows basically looking for some work and whatnot and in venice just more or less like they come in, you know, pay on her percentage or paying them hourly and then help me the agency.

Speaker 2:     18:11       I love it. So people can reach out to you obviously had a note [inaudible] dot com forward slash dave. And then, uh, as we kind of get close to wrapping things up here, any other words of advice to our listeners?

Speaker 3:     18:23       Um, no, um, I would just say keep following dave and everything he's doing on the podcast and I know guys I'm dropping in same things. They dropped some fridays, new funnel, they start the marketing secrets, black books, I grabbed all those so just keep up with everything, like it's insane. So like anytime that she would have us like biggest burst to get it, like keep up with the content so you can just keep growing.

Speaker 2:     18:56       Oh no, we love you bud. Thanks so much for being on the show. I look forward to seeing you soon and take care of it. And good luck in school.

Speaker 3:     19:04       Thanks so much. Text day.

Speaker 4:     19:06       Okay. Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads. And see really what I can do to help improve and and get this out to more people at the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to to make this better for you guys. Thanks.

Why Dave Decided to talk to Vin Clancy:

Vin Clancy is known for his cutting-edge growth hacks and funnel optimisations. His growth hacking book raised over $100,000 in pre-orders, which he supported a 100-date speaking tour in ten countries around the world. He has been featured in publications like Fortune, Buzzfeed, The Daily Telegraph, and many more.

Tips and Tricks for You and Your Business:

• Incorporating growth hacking into your business: (7:28)
• Using your group to grow your list: (10:14)
• Ace the game growth hacking guide: (13:05)
• Content creation side of growth hacking: (18:25)

Quotable Moments:

"When your looking to grow your business, you are looking for a way to do it on a shoestring budget."

"There are two ways to grow business in this digital age, one is through content and the second is through paid ads."

"Ace the game is a collection of the best 35 growth hackers in the world right now."

Other Tidbits:

Vin teaches company founders, influencers, and marketing managers how to grow their companies through a combination of rapid social media growth, and guerrilla community management tactics, in his private coaching groups, and through consulting with Marketing executives.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker

Speaker 2:   00:18     radio. I'm your host, Dave Woodward. This is going to be a crazy, fun ride. A guy wanted to break out here. You will not believe this story. I first. I was like, you gotta be kidding me, but first of all, I want to welcome to the show Mr didn't clancy then. Welcome. Welcome. I'm glad to be here. I love clickfunnels, so everyday. I don't know vinny. He's a world famous growth hacker is literally had a world tour speaking and most importantly he's actually went basically in the UK where he was on welfare and ended up raising over half a million bucks. Is now coming over to the states. He's crushing it soon, I think. I actually, I think you're one of our two comma club. A winters are assumed close to be or something like that. Is that right? Seven figures, but yeah, we've used click funnels a lot.

Speaker 2:   01:09     We love it. Yeah. Well then I think the key to all this is there's a lot more to your story here. I want you to kind of fill in the gaps and we'll talk a lot about growth hacking here. Obviously it's a huge thing we spend a lot of time on, but I want you to kind of tell a little more about your story so people can connect with you on this. Sure. So five years ago I was on social welfare in the UK or living on a 71 in British pounds a week in a tiny apartment that had no. People in America say no AC, but in England it's basically saying that because he's in La and it's burning up, it's got to be 100 degrees out there or something right now. Yeah. So I decided, okay to start an online magazine. Never really had a job before.

Speaker 2:   01:54     I had no experience, had no right to do it, but decided to do anyway. Called up every university in the country, got them writing for me. Within six months we have 300,000 visitors a month. Within the year we had a million visitors a month and then I raised seed money and raised a quarter million dollars in the first round and went from being like $5,000 in debt to never being in my overdraft again, literally overnight when the money came in. So I built a team. We raised a second round, got into tech stars accelerator. Uh, I started public speaking one best speaker at South by Southwest v Two v, worked for the British royal family, did a world tour, released my first book on growth hacking $100,000 in pre orders. Um, I moved to United States on the extraordinary ability visa a, been a bit more quiet on the brand front this year because I've been building a company and it's difficult to do both.

Speaker 2:   02:49     But now I'm about to do a final speaking tour for my second growth hacking book the game. Uh, so I'm doing eight dates. Canada, North America, Europe, a it. So what the heck is growth hacking? Growth Hacking is getting a lot done with very little resources. Growth hacking came out of silicon valley when they couldn't afford to do traditional ad spend, they had to hack attention because we're all addicted to our screens. I, if we can get in front of people, you can do a lot with it. So growth hacks can be evergreen, like Uber's invite a friend to you get $20, they get $20 a grove. Facts can be a social media growth hacking, so following and liking people's posts on instagram. So they come back and look at your profile and then you begin a sales conversation that way. Um, so there's a lot in here to unpack.

Speaker 2:   03:39     Um, and a lot of it works well on top of a click funnel. Needless to say, I love it. Well, I want you to kind of talk a little bit about, you've done some pretty crazy growth hacks. Uh, and so if you don't mind, give some like dia as far as what are some of the crazy growth hacks that you've done to get the celebrity status that is now literally putting you in a situation to where a soon to basically walk off into the sunset and retire, enjoy the rest of your life. Okay. So firstly I was asked by a company to help them launch an APP at South by southwest and given zero money as many marketers. So I set about creating multiple twitter accounts, reaching out to everyone who was at south by southwest saying, Hey, sign up the guest list for this competition to win free beers or free food.

Speaker 2:   04:28     And then we hit all the influences on south by South West. Got retweeted by official south by southwest and hour before it launched we had like over 1500 people through the door. We're the busiest by southwest and that was the only promotion just through twitter. So without paying anything, I just had four interns replying to people because everyone was saying, okay. So I realized yeah, twitter was the place for south by southwest. So I did that a second one that's, um, less explosive, but like, uh, I went to a million as a retreat in Utah, Utah, you know, anyone, luckily the event had an APP. So this is a great hack. You're going to any event or conference that has an APP, Ukiah, your intern to message every single person attending going, hey, I looked at your profile. Everyone has a profile on the APP. I googled you and you look interesting.

Speaker 2:   05:21     I'd love you to meet at the conference. I'll be wearing this outfit. It is. And so that, this whole weekends where otherwise networking's awkward, you've got to speak to someone. They ended up being in finance and they're really boring. But this whole week people coming to me. Um, and uh, yeah, so that's another hack that I did. Um, what was your outfit? A multicolored coat. And I'll give one final hack and then I'll get into more usable hacks. Anyone can use it a little bit, but one final hack, my friend had a company where it's a baseball cap of a chalkboard. A how on it. Uh, and uh, we went to comic con and the idea was to get backstage and give them to all the people who are about to go onstage, so game of thrones cast with them and stuff like that. But for some reason we were there 10 minutes for a launch, but they were somewhere else maybe in Conan's room or something. So we couldn't get the hats on. The people who were about to go on stage, it was filmed live like Conan O'brien show and it last minute I realized if we wrote team Coco on the hats and we went to the front rows and implied that we will, we've Conan's team and I could keep the rows are wearing these hats, the millions of impressions we got for free. The produce, the realize as they went live what we did. And he knew my friend. He was furious.

Speaker 2:   06:44     So yeah. So I think the part that we talked about funnel hacking all the time and it's been kind of the culture that we built out as far as funnel hackers and this whole idea of hacking things. And a lot of people think, oh gosh, it's kind of negative, but there's obviously a huge positive connotation to, especially from the growth hacking standpoint, when you're looking to grow your business and you're trying to find a way of, of really doing it on a shoestring budget, how do you actually go ahead and do this? And I know you've got this book coming out. It's built on click funnel saw east the game.com. Yup. So tell people, give people a little more ideas for us. What is this book about? And more importantly, they really, I'm sure my audience here is going to, what are some things I actually can do in my business to grow that?

Speaker 2:   07:32     Sure. So there's two ways really to grow a business in this digital age. One is through content, second is through paid ads. Some people would say affiliates fad. I found it to be very difficult. So the first is you build a community somewhere. I still think in the business niche, a facebook group as best I think next year or maybe more difficult, but for now it's still a very hot space. So everyday you put content in that group, you get people into that group, you invite them at your talks, you cold email, you send linkedin messages and your great content in that group every day, and then you don't put links to a blog, but you post into the facebook group. Then once every five or six weeks you do a launch to a click funnels page. And that's how I built my internet marketing business this past two years.

Speaker 2:   08:17     It has been the easiest six figure business. I have a belt. So that's the first way. The second way is facebook paid ads and you have your glorious leader, Dan Henry for any of your facebook ad stuff. You can walk you through that. But yeah, I've always gone about organic traffic, getting it for free. So through all those methods, building a facebook group of getting in front of people on twitter and instagram through cold email, through linkedin connections and messages and through public speaking, there's so much you can do. So are you taking your, uh, when you're on like public speaking or other places, are you driving them to your facebook group or what's your call to action? Typically. So while I was doing 100 date world tour, like the community, I was saying I wanted to go to west traffic and copy my facebook group and that's that, that's still is my main community that are post into pretty much every day because it's a bit different when there's a community rather than you just posting on a profile because you're just one voice versus many other people.

Speaker 2:   09:23     But once you have a community that's known for something, people go to it when they're looking for motivation or actionable stuff. So I still don't think there's a better place. Some people are arguing linkedin is getting good for business and it is. I just think firstly linkedin has an image problem or it's just not cool and you'd really have to have very little going on in your life to browse the linkedin feed. You know, basically all sorts of control, mercy and the business stuff all mixed together. You know, like I knew my audience was on facebook or days that, that was the obvious choice for me. I love it. So like on your traffic trafficking and copy group have got 11,000, 12,000 members or whatever. And as you try to go in there, you've a very first thing you're asking for three different, uh, contact thesis. So tell people kind of how you're using your group to grow your list.

Speaker 2:   10:18     So, um, so yeah, we start by doing lead magnets. So we do the Jeff Jeff Walker formula number one, we're thinking of doing this lead magnet. Should we do it? Second one is, okay, great. So here's why we're launching this third message the next day after is, is what it is. Fourth is, here's how you can get it in the fifties. Okay, it's live now on this link. And then the hype from that causes enough people to like and comment on it to drive a lot of traffic. One we did a couple of times was um, share this, if I'm sharing this and we'll send it to you. And now they got 100 shares, which is very, very powerful in the business to business space because what's great about being in the business, the business space is only a few people can mean a lot of money, millions of followers.

Speaker 2:   11:09     So yeah, we have $11,000 per bear in mind. We've deleted about 35,000 people over the course of the group. If they're not active, we, we killed them off. Um, because they drag your page rank down if you have a lot of, there's a lot of marketing groups with 50,000 people and everything gets zero, zero, zero. One comment, because they haven't deleted it, inactive people, they let anyone in. It's not good community management. It's like I've been the experts in the space also save your email list. You should delete inactive people that never going to buy from you anyway. Yeah, we've looked at that from an email deliverability in actionetics. One of the things we've put in there is not sending people who haven't responded or engaged with you in the last 30 days just to increase as deliverability, it engagement, all that kind of stuff.

Speaker 2:   11:55     So as far as group management, uh, what are some of the things you're doing to manage that as far as identifying who's active and who's not, as you'd mentioned, you deleted 35,000 people, how do you manage that? We had first mover advantage and uh, I actually calms how if it's still working, but there's a software called great sex and that shows you the most active members in the group. I'm just not sure if it's still working since that algorithm change. But, um, we did that and then we deleted about four months ago. We delete 10,000 in one go and we are not going to let it sit. Um, but, uh, yeah, so that's simple and you can tell people, please leave this group if you're not x and you'll get a few people to leave, but I'm going to be showing up every day and your post generally have to be getting engagement.

Speaker 2:   12:46     If you get that part right, you can actually get all the other little hack, um, like people look for the magic bullet, but a lot that phrase, when you hear hooves outside, expect horses. Not Unicorns is normally the right one. Alright, so tell. So what exactly is ace ace the game. The game is a collection of the hundred best growth hacks in the world. If you're looking to grow your business, if you need more clients, if you want to blow up on social media, this is the best guide ever made for that. Now most books are normally, hey, here's some anecdotes about my life. Here's something that worked five years ago, and then I'm going to tell it in a story which goes out over 40 pages for some reason. I like most books are just like, here's my way it works for me. Maybe it will work for you and it won't work for them.

Speaker 2:   13:40     My own hacks in this book, it's a collection of the best 35 growth hackers in the world right now. People who have spent $60, million dollars in ads, people who have raised $50,000,000 on a token sale, ICO, people who have built massive communities, people who do marketing for the biggest brands in the world. So I've collected all these growth hacks from them so that there's just no way that anyone buying this book and course isn't going to get a ton of value out of it because there's so many different growth hacks and people have already started to book new clients and do a lot with it and it's been amazing. So what are some of a me, a couple that I want you to basically to whet the appetite of our app or our listeners here. So they're going to go to ace the game.com and buy the book.

Speaker 2:   14:25     So what are some of the, what are some of the best ones in there, but as one which connects free pieces of software. Uh, and what it does is every visitor who lands on the website, it finds out who they are, email address, finds their company, and then puts them in an email drip sequence every single visitor on your website that, that's an incredible sequence. If you imagine all the people you lose who your website and then never come back. So that's a hack I really liked. Um, so where do they get that software? Lead feeder is the top one that will find all your business. Uh, I forget the name of the second and third one, not many people use, but he's one of the biggest indie game is using a software called linked helper. So linked helper you put in your search. So I want to meet programmers in Chicago if that's who you're targeting.

Speaker 2:   15:20     And then it will automatically connect with all of those people. If they accept that connection request, it automatically sends them the first message to begin a conversation. And you can do this at scale, like a tendency to connect with 100, 200, 250 people a day. So you're going to get connections back and you're going to have conversations happening completely on auto pilot and you just pop in every day and reply to the people who have got back to you. So that's a major one. A lot of people still aren't doing cold email, which is a huge opportunity area. There's software, um, we talk about in the guide, like I find that lead which will basically find anyone's email address in the world. And then there's various in the game for how to smoothly put them in their transition, put them in a drip sequence based on we make all of this a formula rather than something random and cold email as it scales really well.

Speaker 2:   16:15     But once you get it right, it's easy to scale up. I love it. So when you take a look at ace, the game.com, the free plus shipping offer is. I'm taking a look at it right now. Um, so you go in two step order form, what? Where's it gonna take them to next. I'm giving the secret sauce away for the people who were going to buy it. It's meant to be a surprise, right. You know what I'm real good about transparency and my listeners are totally take the transcript. I'm actually going in and right now to buy it myself. So, uh, yeah. So you buy it for $97. There was a order bump for five weeks. Group coaching. We took that off last week because I'm retiring, but that did really well. So, um, then there is a never say die. That's a continuity membership club face the game is all the best growth hacks in the world right now, but going forward they're going to be new ones and they're updated in our private membership club face $7 per month, then you have all of my courses.

Speaker 2:   17:17     So, uh, I've been doing this for about two years. There's over $6,000 worth of courses and Ebooks I've put out so you can get all of those in one package for $300. Uh, and then, uh, the next product in it is the sma, the social media automation course for $97. And then there's the thank you page. Um, I, I don't think people should send them a thank you page. I think it's a bit excessive, um, and it takes away the magic of the one click upsells. So then we take them to join our, the updates and the private community so you can connect to other growth factors. I love it. That's fantastic. So as you're taking a look, um, um, so some of the things as you're taking a look at what I'm does, the other hacks and things that, uh, what would, if a person is a lot of your stuff that you were talking about, it's kind of business to business, but person's kind of getting started and they're trying to get their own business up and running from, whether it's social media.

Speaker 2:   18:19     You mentioned you, it's content and paid ads, so either either have money, you're spending money or else you're creating content. So what are some growth hacks on the content creation side that you've used? So, on the content creation side, I'm like, one thing I do, the main problem is I don't know what to write about. I can't keep consistent content. And if you might talk about it, it's, it's, it's know, it's an obvious hack, but it's just evergreen always worked. You guys read it, you type in your niche in the top right in the search bar. So whether it's programming or knitting or electronic music, there is a subreddit for everything on earth, good and evil on reddit. And then you're going to find ideas, update every single day that you can get inspiration from or make talking points. I just saw this on reddit. What does, everyone was staying committed. It's a controversial post, but you will never run out of content if you go to read it everyday, defined it.

Speaker 2:   19:19     Do you know what I mean? It's strange that there's no money for journalists, but we're at a time of more press than for online. It's because all journalists that on reddit all day and find stories. That's kind of how we used to do at Planet Ivy when we're getting 2 million visitors a month. Um, but yeah, that's, that's how, that's how the biggest, when you say all, but I should come up with original ideas should you. The rest of the world. It's The Washington Post. Everyone sits on reddit. I love it. Well, I again, then I totally appreciate your time. My audience always loves her growth hacks, things they can do to improve things in especially growing your audience, growing their business. In the last minute remarks before I let you go. Um, yeah. Uh, yeah, I, I do believe in the power of growth hacking. It changed my life. It changed the game. Everyone will find facts. They can use it. All right, but thanks so much Ben. I appreciate it. We'll talk soon. Thank you. Bye.

Speaker 3:   20:16     Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few hundred thousand so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, why only just reach out to me on you can pm me and I'll be more than happy to take any of your feedback as well as if people you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Dave Woodward discusses freelancer agencies and all the opportunities that exist out there for people to utilize. He talks about why so many freelancers struggle and gives great tips on how to generate leads, selling price points, and maximizing profits

Tips and Tricks for You and Your Business:

• Freelancers: What works, what doesn’t? (2:46)
• Joe’s Story: Using a membership site to sell his agency services. (5:24)
• Rose’s Story: Building funnels for other business owners. (7:37)
• Cynthia’s Story: Social Media Management (10:11)
• Tammy’s Story: Sales funnels design, strategies and ads (12:29)
• Cathy’s Story: Web design agency (14:56)

Quotable Moments:

"There are over 12 million freelancers who are out there and are fighting annually probably for about 3 million jobs."

"Right now, for a lot of freelancers, one of the things they struggle with is they just don't know how to generate enough leads; and these are people who have great skills, but they're spending all this time trying to generate leads and can't get enough leads to really pay for it."

Other Tidbits:

-Dave shares an audio strip from three different people who have used clickfunnels to generate and sell their service.

-What works and what doesn’t as a freelancer.

-Maximizing profits and lead generation.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:       00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome

Speaker 2:       00:18           back to funnel hacker radio. I've been really thinking a ton about some of the stuff we've been doing and I want to change things up just a little bit here for a couple of episodes, so what you're going to find today is a little bit different at obviously you guys, you guys been list for A. I've been doing a lot of podcast, interviewed others, and I've every once a while we'll kind of intersperse some of my own bots and things into it. Today though, what I want to do is I want to address a unique group of people, and this may apply to you, may not, but it's becoming a larger and larger segment of the audience and of the world that we're dealing with and so I thought it was important that people understood how, what the opportunities are there out there and how you actually can utilize.

Speaker 2:       01:00           Some of the tools and the resources available and then show you some of the success stories of what other people are doing for that. So with all that said, um, right now we're seeing a huge increase in freelancers and agencies and people who are are supplementing their income by doing other types of things. Because of this, we actually are going to be rolling out a brand new product which I'm so, so excited about it. It'll be called funnel Rolodex and there'll be hopefully launching here in October of 2018. And what it's gonna do is it's kind of like a fiverr or upwork for anything funnel related and. Well I'll talk more about that later, but I want to kind of just set the stage for that and what I dress kind of this whole idea as far as freelancers and agencies, what works, what doesn't, and how people can actually utilize some of the tools and resources that are out there.

Speaker 2:       01:53           It's really maximize their revenue potential to profits and everything like that. So right now you kind of take a look as far as you know, why is, why does so many freelancers struggles so much and they just end up fighting for the crumbs on sites like fiverr and upwork and others be in. One of the things I've run across is you can take a look at these sites. It's not uncommon worth over $12 million freelancers who are out there and the are fighting for annually probably about 3 million jobs. So as I was taking a look at this, we've created a inside of click funnels. There actually is a. When you go to clickfunnels.com, there's a survey and you can take and one of the very first things out there as far as niches and verticals that we serve is this whole freelance or agency community.

Speaker 2:       02:40           And as you go through the survey you'll find there's a whole bunch of case studies and things at the back. And I want to just kind of give you some ideas as far as how this is working. What's working. So what I found right now is for a lot of freelancers, one of the things they struggle with is they just don't know how to generate enough leads and these are people who have great skills, but they're spending all this time trying to generate leads and it can't get enough leads to really pay for it. So they find themselves going onto a fiverr or upwork. Uh, the other thing is when you're in that type of an environment, you're now competing for the crumbs that were left and it's all this whole idea as far as bottom, feeding up other words, you're competing to drive price to the bottom for a service that actually should be extremely valuable.

Speaker 2:       03:25           And I want to make sure people understand why this is. One of the things we really want to combat right now is helping people understand that you as a freelancer or as an agency, if you're running, that you actually need to be selling your services at a higher price point and providing the type of quality that allows people to go, you know what? I want to pay that kind of a russell. I were talking the other day, it's not uncommon where we'll pay $100 just for a headline. If it's the right headline, it's the right quality because that headline, that one little headline literally will change the entire. I mean, it's the hook. It can be a little, it can be what gets someone's attention. So realize that freelancers is our, our. They've always been a huge part of my business, I know of, of Russell's as well.

Speaker 2:       04:08           So what I want to kind of do is, is give you some ideas as far as what's out there. And um, what I'm gonna do is I'm actually gonna play an audio. It's actually, it's an audio stripped from some of the videos that we have on our site that talks about three different people and what they've done to actually how they've used click funnels to generate and actually build a funnel to sell their services, which is really the whole idea behind this. We have a lot of people who are spending all this money trying to create a website for, to sell their agency. It'll never ever worked that way. And you'll see a huge stuff coming out from me later this year on the whole idea as far as the death of the website, and I want to make sure that you understand that as websites are dying or in some industries they already are good for a lot of industries, you've got to find ways of actually building a funnel and how that funnel actually works.

Speaker 2:       04:57           So what I want to do is I'm going to have a jewelry story. Ian, who is one of those amazing women in the world. I love working with her. She actually has created what we refer to as a lot of our funnel stories and she's got three different stories. The first one here is a case study from Joe Burnich and Joe's enrolling clients consistently right now are paying them about 2000 or $3,000 a month and his is an Seo marketing agency. And I want to have her basically tell his story. So I'm gonna. Uh, the next thing you're going to hear basically as Julie telling Joe's story about exactly how that works.

Speaker 3:       05:29           Today, I want to bring you a funnel story about Joe. Now Joe is an Seo and marketing agency, business owner from Montana. Here he is with his family, and I wanted to tell you a story about how he's using a membership site to sell his agency services. Now, Joe tried to put funnels together for his agency in the past and I asked him about it and he said, you know, I just needed five pieces of software all the time and I would get paralyzed. It took too long. It costs too much money. Inevitably something wouldn't work, so every time he went to go build a sales funnel for his agency, he would stop because it was too difficult. Joe Discovered Click funnels one day from a marketer. His name is Brian Burt. Brian is a big fan and friend of Russell and he told Joe About Russell and then Joe went and bought Russell's 108 split test book and he was absolutely hooked.

Speaker 3:       06:20           He saw how easy it was to build funnels. It was an all in one solution and not only that, but split testing was super, super easy inside the editor. So here's Joe's funnel on step one. You can see he's giving away a free book is free book is for business owners who are in the service industry, so they put their information in. He, he gives them the book, the book is free. When they finished checking out, then it goes to a registration page. It says, hey, three secrets to get more high quality jobs in 2018, so they register for the Webinar and from there they go into the big West Academy. Now this is a membership site, so he sells a membership where he teaches business owners the basics of seo, google ranking, facebook ad domination, things like this. So his membership doesn't make a ton of money, but the.

Speaker 3:       07:08           The funny thing is that his membership actually teaches his customers about the things that is agency does. So he gets a little revenue, he gets the leads for free, but then what ends up happening is the customers realize just how much work it is and so they want someone to do it for them even though they understand it and they're learning. So we sells them on services that are two to three k a month. This is brilliant. He's making money getting as leads for free as well as closing his high ticket sales. Now Rose is another agency owner. She told me, she's like Julie Click funnels. It gave me my freedom. She worked as an oil and gas engineer for 14 years and then she started building funnels and she loved the technology. She saw how easy it was. Now she is the funnel nerd and she's making a proximately, 100,000 dollars a month in her agency and she is not us based.

Speaker 3:       08:01           So for her, this isn't near millionaire status and she is exclusively building funnels for other business owners. So I'm both. Joe and rose did not need to know code fancy design. They didn't have to hire their own tech team. And you know, what is so amazing about this is that as business agency owners, because they're selling agency services, um, digital marketing, Seo web, all that kind of stuff, they're able to use click funnels for sales funnels in their own business as well as building sales funnels for others. They're not only are they not wasting time, but they're making so much more money. In fact, uh, the funnels are generating leads, helping them close sales, and they're also starting to make affiliate revenue because when they set up their clients with click funnels, they're getting money from the clickfunnels affiliate program. In fact, you can make about 450, $6 per year per customer that you sell quick funnels.

Speaker 3:       09:01           So if you're a website designer, graphic designer, sales funnel designer, videographer, you can make a simple funnel where you send people into a low cost membership site where they start to learn about all the services that you offer it. And the funny thing is psychologically we expect that people won't hire us if we're an agency because we're giving away the content. But usually the opposite happens. They realize, oh my gosh, this person is actually, you know, really talented and this takes a lot of work and time, can you just do it for me? And so the education process in the membership not only provides joe with revenue, but also helps him close the sale. Now, if you're a full service digital marketing agency and maybe you don't want to do a membership, you don't have a product to sell, maybe you want to just start focusing on building more sales funnels for people you can be like rows and you can create the simple, get a quote funnels what I'm calling it, where she has a service page, a little, a little, um, survey element to ask what they're interested in and then it goes to a video sales letter and explainer video.

Speaker 3:       10:05           And then they hop on the phone with you. All right. What'd you think of the crazy? This next door I want to let you know is actually from synthy Marion. So Cynthia, Cynthia, a digital hold nine to five job and is, has really been able to replace her income and now has the income and the flexibility she needs to, to raise her kids and to be a stay home. Stay at home mom. And she's a social media manager. So Julie's not going to go ahead and tell you cynthia story here as well. Today I want to bring you a funnel story about Cynthia. Now, Cynthia, it's a social media manager as well as a single mom. Now she told us that she had to work full time and are nine to five like most of us and as a single mom, you're carrying the weight of kids and a job and all the other things without an extra parent to help, so as you can imagine, time was definitely a resource she was limited on.

Speaker 3:       10:57           Now one night she discovered click funnels on facebook. She'd heard about it from some friends. She wasn't really quite sure how click funnels or sales funnels would work for her, but then she started to do some research and what she found completely changed her life. There were lots of people working virtually in jobs like a social media copyrighting, facebook ads, virtual assisting. These were remote jobs where you could work from home, but do agency work done for you services for business owners, especially online business owners. So Cynthia decided to get into this world. She thought she would start with social media since she really loves social media and got a little bit of training on how to do facebook specifically. So here is her funnel, very, very simple. You can see on page one, it says social media marketing for local businesses, book your free facebook make over now.

Speaker 3:       11:49           And so she gets name, phone number and email address. She has a little video, she has little countdown timer and she gives this away for free to get the lead. Now once they opt in, you can see that it says, schedule your free make over in our calendar. You Click that button and choose your time and it takes them over to her scheduler. So I asked her how this was working to attract new customers and she said that she's currently making $3,000 a month from the clients who come through that funnel and get their free facebook may go over. So obviously what she's doing is selling them services on the back end. And she said that's more than her full time income, but she's doing it in half the time. Now, Tammy is another sales funnel, freelancer. She had the same thing. She realized that there was, there were all these remote freelancer jobs in sales funnels and ads and social media.

Speaker 3:       12:39           So you can see here she chose sales funnels as her specific industry. You can see her services page here where it says work with Tammy, she offers digital marketing as well as sales funnel design strategy in ads. When people hit the I'm ready or the get started button, it takes them to her calendar where they book a 15 minute discovery call. Now on that discovery call, she sells a $500 VIP business intensive, which basically is a two hour project intensive where she helps them build a strategy for their business and build a report. Um, and she's getting $500 to build this. Now this vip funnel completely changed Tammy's business and helps her generate leads. It helps her get paid to actually do the planning and strategy. And if you are an agency or a freelancer, you know that that whole pick your brain syndrome can be really problematic because people expect to pay you for services but not for your brain.

Speaker 3:       13:33           And yet that's part of the most valuable part. So people are paying her $500 per session. And the best part about it is that once that session is over, she's able to sell her high end $5,000 done for you proposals, and she closes the deal. So neither Cynthia nor tammy and needed to understand code fancy design, and they didn't need to hire a tech team or a marketing team to build their own funnels. They're also able to recreate funnels for their clients, saving incredible amounts of time, overhead and money. They also both sell the click funnel software as part of their agency offerings and they're getting about 450, $6 per year per customer that they sign up. So if you are like Cynthia and Tammy, if you're a freelancer or small agency, you too can create these very simple service based funnels where you offer something for free, whether it's a free discovery call, a free facebook makeover. You get them on the schedule and then you upsell them to hire programs and offers.

Speaker 2:       14:34           Last but not least, I want to share it with you, Cathy Olsen. Kathy Wilson is generating her leads on autopilot. And by doing that, she's able to spend more time providing massive value to our clients and to her to get new clients as well. So she works in her whole thing is really more a web design agency.

Speaker 3:       14:52           So Julie's going to tell you kathy story right now. Today I'd like to bring you a funnel story about Cathy. Cathy owns a web design agency and she's a talented web designer, but her biggest struggle was always trying to figure out how to handle a full plate of clients and generate leads at the same time, if you've been in this industry at all, any kind of service based. Usually when you're fulfilling orders and services with clients, it's really hard to go out and get leads and then you run out of clients and then you go chase leads and it becomes this really vicious cycle. So that was Kathy's issue. She also said she had no low end offers and so when leads would come in and they weren't able to pay for her high end webdesign, she had nothing else to sell them. And so the lead would just go away and she would lose out on, on the money.

Speaker 3:       15:37           So Kathy discovered click late one night on facebook. In fact, I know Kathy, I was the one who introduced her to click funnels. She was at an event and she was hearing about sales funnels, but just didn't understand how click funnels could work for a web design agency. She doesn't build funnels. She builds websites. So how is this going to work? Well, eventually cathy started to learn, she read Russell's books and she realized that she could create a low end offer for all those people who couldn't afford her high end web design. So she created a 50 perfect brand pairings free guide. You can see it here on the left. And then on the thank you page, she offered a $27 logo template project. Think of this, almost like a template where you can print it out except you don't actually have to print it.

Speaker 3:       16:23           So this was $27 and she would teach people how to use the templates and how to create their own customized beautiful logo. Super affordable. So you can see here, brand designer for a day, kickstart order form. She also had a little order bump where she would add the social media pack version for an extra $12. And then on the next page she offers a one time offer for a web template training program. Maybe you don't want to have a full high end web design, maybe you want to do it yourself. And that was $97. She's generated over 7,000 leads and made $40,000 in the last three months alone. So this has created an unbelievable amount of revenue as well as leads. It's created so much visibility that her web design business is always packed with a waiting list of two to four months. So the sales funnel has generated revenue generated leads and kept her agency completely packed all on autopilot.

Speaker 3:       17:22           So Kathy did not need to know code. She did happen to know fancy design, but she didn't need to know fancy design. She didn't need to hire a tech or a marketing team to create this automated sales funnels that served customers that she wasn't able to serve before. As well as generate leads for her high end website design company. She also opened up this entire market of people who might not ever buy her high end services, but that's okay because she's continuing to create other small do it yourself products to continue to serve that customer Avatar. So like Cathy, if you're a web designer, graphic designer, sales funnel designer, videographer, maybe you can create some lower end products and a funnel like Kathy has done where you offer something free, low cost and in a one time upsell to generate leads and revenue for your business. Now, if you are a full service digital marketing agency and you do not have a low end product to sell, that's okay. You can still give something away for free and then on the thank you page you can offer a demo case study webinar. You can offer the gift and maybe a video sales letter and invite them to get on the phone with you so that you can sell your done for you services.

Speaker 2:       18:35           So understand these three stories. These are the types of people were running across all the time. Her utilizing click funnels and what we find for a lot of people is you have to find a way of generating leads and then you've got to nurture those leads and too often people are spending a ton of traffic on facebook or other things and ascend into a website where a person gets lost. I want to make sure you understand the importance and the value of a funnel and if you need more information on this, please, please check out clickfunnels.com and you can actually go through the survey. You can get a ton more detailed information on exactly how all this works, but the whole idea behind this is making sure that. I mean there's already templates for agency owners specifically in there, so you can pick your sales template.

Speaker 2:       19:16           You pick the page design, go ahead and you basically. A lot of guys understand you're gonna, modify your page. I can say one of the big things we've seen for a lot of agencies is even membership sites and how they're actually working in helping them, but the most important thing is what you'll be hearing me spin a ton of time in October talking about, and that's the whole idea as far as followup funnels, but with that said, I get, I encourage you guys take a look@clickfunnels.com and go through the survey and see which of the 10 different verticals or niches that you're in. I appreciate your time today. Again, this is a kind of a different type of a podcast that I've done in the past. Please leave me comments. Let me know what you think of this. If this is helpful for you. I'm trying to provide other people's stories in a very quick, in a quick manner that you can kind of capture them and see how it actually would help you in your business. Have an amazing day and we'll talk soon.

Speaker 4:       20:06           Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as you'd like me to interview, more than happy to, to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Bailey Richert

Bailey Richert is a business coach who helps individuals launch and grow profitable online enterprises as “infopreneurs”: respected experts in their fields creating value and generating income by sharing their life experience, knowledge and passions with others in a manner that supports their ideal lifestyles.

Tips and Tricks for You and Your Business:

• What Bailey Learned From Her Experience: The Takeaway (6:35)
• The One Funnel Away Challenge (20:33)
• Business Implementation: Going Forward (25:25)

Quotable Moments:

"The one funnel away challenge is going to help people understand the power of Clickfunnels for their own business."

"What you are going to take away from these individuals is amazing. We have 30 different speakers in different niches."

Other Tidbits:

Bailey discusses how she is able to coach people, supporting their lifestyle plans. She discusses the 30 Day Summit and what it is all about. Bailey discusses how much she has learned from working with her clients and the value they bring to her.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome.

Speaker 2:     00:18         So excited to basically have everybody here. We are doing a behind the scenes of 30 days.com. So once you guys probably know who I am, I'm Dave Woodward. I'm, I run a lot of our business development opportunities over here at Click Funnels and all the top line revenue stuff. Always having a lot of fun. This is by far been one of our funnest, most exciting things we've done in a long, long time. What I want to make sure is that you guys see and understand behind the scenes of how all this happens. So with that I wanna introduce to you daily. Richard, how are you doing? I'm doing great. How are you? I'm so excited to have you. So, uh, most people don't know that much about you. So those guys just don't know about Bailey. Bailey actually has been a business coach for infopreneurs for quite some time. And also one of her specialties actually is doing this whole virtual summits. So last year at funnel hacking live, she was sitting in the audit. In fact, you know what Bailey, instead of telling your story, you shared your own story of what it was like and how all this thing came about.

Speaker 3:     01:12         Sure. So funnel hiking live. Two thousand 18 was in March down in Disney world and it was an absolutely incredible event and I was sitting there. This was about the third day I was over on the right hand side of the stage because I'm not one of those people that loves to be all claustrophobic in the middle and I'm sitting there and I'm looking at all of these incredible speakers, but I'm also just positioned in a way that I can also see everybody else in the room and I'm thinking to myself, there's only 3,500 people here I think was the number of attendees. And I knew because I've been a click funnels members since 2015, that we had over 62,000 users at that time. And also hundreds. You know, thousands of people here in this facebook group, and I was thinking to myself, you know, this is just crazy to me that so many people aren't going to be able to see these awesome speakers and something needs to be done about that.

Speaker 3:     02:03         I said, click funnels needs to host a summit, wrestled needs to host a virtual summit. I'd already been doing virtual summits in my business for a couple of years. I figured wrestle, obviously knew about them and he definitely did. Later, many weeks down the road after he and I connected, he told me that he actually used virtual summits to grow his business when he was just getting started, you know, decades ago. And so it just so happened that I knew Julie Soy and I'm sure everybody out there in the clickfunnels community. That was Julie. But here's the thing. I know Julie because of a summit that I had done for my business two years earlier, so some. It's a really fantastic for networking. And I reached out to her and I said, Hey Julie, I had this crazy idea. I said, I think Russell needs to host a summit, but no, Russell doesn't know me from Adam and I definitely wanted to run this idea up the flagpole first to see what you thought of it and she knew that I knew summits and was like, I think it's a great idea, so you know, jump forward a of weeks, months later, and we ended up coming up with this 30 days idea because Russell had already been thinking about how he could bring the knowledge of his two comma club speakers to a greater audience.

Speaker 3:     03:13         And so he had already kind of thought about doing the 30 days book and when I came onto the scene I said, why don't we do a book and a summit? Why don't we add an interview portion to this project and really let the speakers be able to tell their own 30 day plans as well. And so what you guys are seeing now@thirtydays.com is the, is the result of all of that?

Speaker 2:     03:35         Well, I am so excited. I'm sorry. I keep looking over my other screen here. Trying to make sure I've got everything working, but the kind of most excited about is kind of going behind the scenes. Let people know exactly how all this happened. So with that said, I'd like to first of all, for those of you guys who aren't familiar with, uh, the whole 30 days summit, um, what I want to do is I'm gonna actually show you here to the video. So I'm sharing my screen here and let this come up so you guys can actually see the video that Russell did that kind of tells the story of exactly how this works. What would you do?

Speaker 4:     04:09         Imagine this. You suddenly lose everything, your money, your name, your reputation, you have bills, pow high of people harassing you for money over the phone. And all you have left is a click funnels account and the Internet access for 30 days. What would you do with nate? Number one, day number 32. Save yourself. It's an interesting question, isn't it? I'm sure that the assets 100 different people, I get 100 different answers. What might work, but what about people who have already done it? People who started from nothing actually created a click funnels account and eventually made it. What would they do? They each had already lived it. What would they do if they just start over again? Right now, I decided to run an experiment. I send out an email to over a hundred people, but not just any people. People who'd actually already wanted two comma club award, meaning that made at least a million dollars inside of a single sales funnel.

Speaker 4:     04:54         I want to know exactly what they would do to get back on top data. Number one, what would you do day number two, date number three, four, five, six. All live today. Number 30. If you had to start over again today, which is your marketing and your photo building skills, what would you do to get back into the two comma club? Again, from the hundred emails I send only 30 people responding back. The eastern sent me a detailed step by step process of what they would do, starting with no product, no list, no traffic, no funnel, and then detailing exactly what they would do and why they would do it. In a simple step by step process, each of their 30 day plans, so different to eat, some lead you on a path of absolute certainty to success. I honestly don't know how anyone are any of these 30 day plans could possibly not succeed. Everyone who's ever tried to make money online needs to see these experiments. Anyone who's ever had a click funnels account now has execution plans to get them back on top. Just pick any of them and follow the path where you are today, all the way to the stage where you receive your two Comma Club award at funnel hacking live. Find success with click funnels and no longer a matter of luck. It's an absolute certainty.

Speaker 2:     06:06         I love, love, love, love, love that video. Oh my gosh. So much fun. So I want to make sure people understand exactly behind the scenes and how all this came about. So you told us how that Kinda gets started. You now understand exactly what was proposed to our 100 of our top two comma club award winning a award winners and basically 30 plans. So what I want to find out from you, as you went through this, you had the opportunity to actually interviewing them. You created the book, you created all the crazy content, the assets, everything. So tell people kind of what did you learn out of? You're pulling all this stuff together.

Speaker 3:     06:39         Oh my goodness. First of all, even though I have been a coach for a couple of years, the amount of stuff that I learned from these people is crazy. So even if you are thinking like, I have a successful business, I'm making six figures a year, you still need this because what you are going to take away from these individuals is ridiculous. It's amazing. But here's the thing also, you know, we have 30 different speakers and they're all in different niches, right? But they're all in different industries. You know, we have some people that are doing info products, some people that are doing ecommerce. Even when I was interviewing somebody who was working in a different niche than I do in my business or in a different industry, even, I was still able to learn something from them about the way they've designed their funnel or something about the way they're using social media to promote their business.

Speaker 3:     07:27         So there's something to be gleaned from every single interview even if you don't exactly do the same thing. And one of the biggest things I've learned is that as I was looking through all of the speakers plans and I, you know, I read every single plan, that $600 book everyone's getting. I've read that at least three times and having of course recorded the interviews and then edited them and watch them over and over again. I feel intimately involved with everybody's plan. You start to see these repeat concepts over and over and over again. You see that these people who have gotten to the two comma club or doing certain things that are getting them there. So you know, we are seeing every single speaker almost talking about their dream. 100 talking about partnering with affiliates. And if you're not partnering with other people in your network, then you are missing out on money.

Speaker 3:     08:15         You see them talking about using auto webinars in order to sell info products and how they're, you know, getting success with those. Um, how, if you need to be getting testimonials for your services and your products. Me Actually, when I was going through these plans, how many speakers were like, oh yeah, the first week I wouldn't be going to get testimonials from people that I've worked with in the past from people that know me from people that, you know, can be character references. Even that's something that they would be going after. So then it was, it was such a huge learning curve for me. I guarantee you you are going to learn something new. Guarantee it.

Speaker 2:     08:50         I love it. Well, I'm so excited. It's, it was more or less safe that it totally kind of blew my action. We made a mistake, to be honest with you. So what was supposed to happen was. So the way the funnel works is you sign up, you register for, for the opportunity basically to get involved in the summit, which isn't going to take place until the 17th, 18th and 19th of September and but if you, once you register, the first op he have is to actually buy the book that Bailey was just talking about and that whole idea was to buy the book of every single thing has been put together literally 600 pages. It is this massively thick book we're having. It's still, I'm waiting for the original to come here. I'm so, so excited about it. But you got that and then you also got put into the members area where it had all the videos of every single person and their daily plan as far as exactly what was supposed to happen.

Speaker 2:     09:42         And then also get signed up with one funnel away challenged with Steven Larsen and Julie Coyne and Russell. It starts in October. Where we screwed up was those people who bought, they weren't supposed to have access to these videos until September 17th. So the member's area went live and people got access and in a way it's been a good thing because people are so, so excited. Oh my gosh, I'm getting blown up on facebook. I'm getting blown up on my personal message. Everyone's going, oh my gosh, trait loads was just the most amazing mind blowing thing I've ever seen. I mean, everybody's. I was going through this thing. A lot of the feelings are going, oh gosh. See Spitzer meagan's one. It's. Anyways, it's been going crazy and I'm excited because it allows people the opportunity of really being a part of it. And I think that one of the biggest problems we run into these days is, is everyone kind of talks about, well, it could happen and maybe.

Speaker 2:     10:32         And it only works for them. And I remember, Gosh, 10, almost 12 years ago when I first got started in this. I have those exact same questions. Those same concerns. It know it. It's, it's just the lucky people. There's some secret to this whole thing. I can't figure it out and I'm frustrated and I keep sitting here going, gosh, there's got to be some way. Something I can do and nothing seemed to work and so I love the idea of Louis saying, yeah, you've already made it, but let's strip it all away. You don't have your friends, you don't have your context, you don't have anything. Nothing but a clickfunnels account and that's it. And Internet access. That's it. So what are you going to go and Bailey? I think the part I've loved as far as working with you on this one, you are so thorough.

Speaker 2:     11:12         I mean one of the most thorough people I've ever seen when it comes to pulling this together because anybody who works with us understands we're real good with macro, but we let you run with it and you did such an awesome job. I was. I was so impressed with your ability to literally extract out of these people day by day what they would do. I, I, I remember we first rolled this thing out. I was kind of questioning going, I don't know how transparent these people are really going to be. How did you, how did you get them to really spill the beans? Okay. Well, first of all, they wrote the plans first actually, so we didn't just dive into an interview. For those of you who have youtube interview channels or podcast, you know that if you just go in and start chatting with someone, you're not going to be

Speaker 3:     11:54         getting the best value out of them. You have to come prepared as an interviewer. So the first thing we did was we actually had them write the plans and let me tell you, Dave, I did not let them get off easy and Julie will tell you this too, because I would message her and I would say I don't think it's good enough and I would really, I would do that and I would go back and I would work with everyone and I would say, you know what, you, you, you skimmed over this. I want to know more like, let's dive deeper into this and I really want to flesh this out. So I really made sure that the plans were top notch. First.

Speaker 2:     12:24         I'm gonna interrupt you because I actually had a couple of people come to me and going deep, whose bailee and ask you, who are you sure, why do I have to do this? And again, none of these people got paid to do this. No, it's literally out of the kindness of their heart and in their generosity and giving back to the clickfunnels community. But they're like, you know, Dave, I don't have the kind of time to go through and create the kind of plan that she wants. She wants it literally like day by day by day. And I'm like, listen guys, please, please just do me a huge, huge favor and just bear with us and most importantly just pour your heart and soul into this thing. And in fact, I was talking to David Asarnow. I'm just a few weeks ago, and he was. He was talking about the fact that he literally was on this fourth of July vacation and shut down his whole, he's old families out there and listen, I'm going to do this. And he's actually taking that is going to use that to create a six figure business out of the business plan that he gave you. So congratulations on your ability to pull that out.

Speaker 3:     13:22         Thank you. And you know, when Russell even said, I think he says in the video where he mentions in some point that we asked 100 people, we really did. He's not just saying that we really. Yeah, we really did contact over 100 different people, two comma club winners for this and a lot of them were like to write such a detailed plan is, it's a lot. So the fact that we were able to get like 30 detailed plans up to the caliber that I wanted, I was, I was thrilled.

Speaker 2:     13:51         Well you did an amazing job and I think again, it's a huge tribute to you. It's also massive tribute to just the fact that they care so much about our audience. They're not. It's their way of giving back. And I think that's the part I love most about this. We joke around all the time about our whole click funnels and the ability that it actually, it, it's really there to help other people and I think once you've had success, the most important thing is to grab a hold of someone else. I'm pulling up to your same type of success and this is a huge tribute to them and all 30 of them for doing it, uh, because I know how much work it was. And again, I thought it was just fantastic.

Speaker 3:     14:30         Yeah. And it's like you said, they did not get paid to do this. They put in so much time writing those plans and then doing the interviews and everything else in order to be a part of this. So we're really grateful.

Speaker 2:     14:41         So one of the things that you learn in doing it.

Speaker 3:     14:43         Oh man, so much. So first of all, I want to say that I feel like we're sleeping on a really important part of that membership area that I feel like people aren't paying attention to. You're getting access to all the interviews, but there's also a second interview, a premium content interview that I recorded with every single speaker. It's actually a little different. It's a screen share interview where they are actually walking me through inside of clickfunnels accounts, how they set up their two comma club funnels and I feel like we're not making a big enough deal about that because honestly I learned so much from watching them for. So for those of you who are even saying to yourself, well, I've been on click funnels for like five years, four years, however long we've even been around. I think with click funnels since the beginning too, and I'm telling you that I learned so much about how everybody is structuring their funnels.

Speaker 3:     15:35         That gave me new ideas, that gave me a new design ideas and all that stuff. So just as valuable as the 30 day plans were. I learned so much from actually diving in and learning and you'll see when you watch the interviews, I don't shy away from the questions. I'm like, wait, why did you do that? What plugin is that? Where does that step lead next? Tell me about that so that you can actually see exactly how it's done. So I mean they were literally funnel hacking themselves and there's so much value to that because when we funnel hack someone else, we have to make assumptions, right? We have to look and see what they did and we used to say, well, it looks like this goes here, and I think this is why they did that, but when we had the two comma club speakers funnel hack themselves, they were able to reveal their secrets and they did. It was cool because they didn't just say, oh, well, you know, we made it green because it's a color. I like. They would say, no, we actually split tested this headline versus this headline and this one was better. We made it this color because of this reason. We did this because of that, and to learn all of that knowledge for a funnel builder invaluable, invaluable.

Speaker 2:     16:41         Oh, you know what? I really appreciate that because you're right. I think we've kind of. We haven't focused as much on that as we have about they're going through and creating their plan and then the one funnel away challenge and then having the actual videos of the videos that you created with them going through it. So I, I appreciate that. I'm going to make sure we'll reach out to everybody and let them know that. I think the other really cool, crazy thing out of all this is when we originally I thought up this whole idea, we thought we don't promote the second we do everything else where we're just going to wait 40 percent commission and then literally two days before is we're setting up the affiliate center. I sit there talking to Russell. I'm like, anything else you think we could do to really entice people to get involved and promote this?

Speaker 2:     17:19         He goes, you know what, Dave, we've never done this before. I'm like, oh no, where are we going with this Russell? Because listen, I've never ever done this. I know, but let's. Let's do a hundred percent commission. I'm like, what? You got to be kidding me? We're losing money on this thing. He's like, no, I want to do it. So we actually are doing a hundred percent commission where they actually get 100 percent xo. Once you opt in, the very next thing that happens is you need. Then you go to the option to buy the book and to get access to the membership site and in that membership site, get their plans, get the but most importantly, get behind the scenes of Bailey going through their actual two comma club funnel in clickfunnels with them. You get all that and instead of us typically keeping 60 percent, we are give a hundred percent. So you sign up for that cost you 100 bucks, you get all that and you get the hundred bucks back. The craziest thing is we're now seeing, we've done almost $300,000, 3000 copies of the book. I thought we actually had to order some more books day. I only thought we were gonna do too fast. And so, um, we've had to order now order 10,000 copies of this book because of the crazy impact it's having on so, so many people. But

Speaker 3:     18:26         it's funny, Dave, because whenever me and Russell and a couple others in the voxer we're talking about like how many books to preorder and people were like, I don't know, 1000, 2000. I knew in my heart and in my head I knew it was going to be more. I'm like, I just, I know from just the power of doing summits, but then also just the value. And then when you made it 100 percent commission, I'm like, nope, we're doing. I know we're going to do more. I know it.

Speaker 2:     18:50         Well we are far surpassed 5,000. Between five and 10,000. It's kind of where I think we'll be here. And that's crazy considering today's the 10th of September, we started this on the sixth and so it's been, we've got 10 more days in this thing and I mean it's just. Anyways, I'm super excited, super appreciative of view and I think we'd really have to focus more on is that those two comma club winners, Ashley funnel hacking themselves. I'm going to make a pointed out today. We'll go out to them. So for those of you guys who haven't, for some reason I haven't purchased it, you can go to 30 days.com, you can get a copy of the book, you get access to the virtual summit a, I'm going to end up taking this off. We'll strip the audio. This will put this on a funnel hacker radio, and so those of you guys would listen to it.

Speaker 2:     19:31         I don't even know if this is going to be live. If you're listening to this by the time we get posted, but realize that we want to make sure that if you want to be involved in this, go to 30 days.com by the book and then if you want to go ahead and share it with other people. The part I'm most excited about after all the crazy work that Bailey's done on this, we. Then one thing you have to understand here, clickfunnels is things change all the time. This was not the original funnel. This was nothing. Original offer is changed like four or five times and I appreciate barely being so patient with us because we continue to change it all the time, but uh, so now we have the one funnel away challenge. It starts October 18th and it's going to be really a fun product, our project. So now you're going to go through basically learning about these 30 days and then he get Stephen Larsen and Julian Russell. They're basically coaching you through implementing your own 30 days. And so again, this wouldn't have happened if it wasn't for you. Bailey. So again, massive. Thank you to you.

Speaker 3:     20:22         Thank you. And thank you guys. I click funnels though for helping me see the vision through like, you guys believed in it just as much, you know, it was awesome. So

Speaker 2:     20:30         any other things you can think of? The people who need to know about this. I would also just say, you know, this makes sense.

Speaker 3:     20:35         Fantastic offer for cold traffic or even warm traffic because even if somebody is not necessarily familiar with the click funnels culture and doesn't necessarily know what the two Comma Club award or the dream car award is, everybody wants to be a millionaire, right? Everybody wants to have that seven figure funnel and so the idea of 30 millionaires really coming together and sharing their secrets in business is very, very appealing to even the more cold traffic parts of your audience. And what I would also say is keep in mind that you're not just making those 100 percent commissions on the sale, but sticky cookies guys. I mean because the one funnel away challenge is going to help people understand the power of click funnels for their own business. Because once they get that funnel launched and they really start to see the incredible value that click funnels can bring to their business, they're going to stay and you're the one that's going to be reaping the longterm commission of that. So if you are an affiliate and you're not promoting this, I don't know why because this is one of the best offers. I think you could promote as an affiliate.

Speaker 2:     21:39         I love it. So I have to ask. Out of all 30, who is your favorite?

Speaker 3:     21:43         Oh Man. I don't even hate. I don't even want to answer because first of all, all of them or so were so good. Everybody's been talking about trey. Trey Lewellen. I think his is one of the best because to me it was. It was so different. It's a little bit different than what we normally hear, I think, and he has a really actionable plan that anybody can do. I, of course, I absolutely love Julie. She talks about being a service provider. If you are just getting started in business, how you can really bootstrap as a service provider. Spencer meekum talks about affiliate marketing. I mean, Gosh, I don't want me on the spot. That's not even fair. They're all incredible for for completely different reasons, which is one of the unique aspects of this event as well. You know, if if every 30 day plan was the same, it would be. It would be boring, but trust me, that is not the case. Every single one is so different and yet you will find a successful elements running through them all.

Speaker 2:     22:40         I again, I totally agree. I think the part that I, I liked the most as you were mentioning there is they're each different. The other thing is they're all different verticals. They're all different niches. It's not like these are just people selling info products. I mean, you've got Amazon sellers, you've got affiliate marketers, you've got book publishers, you've got agencies, you've got chiropractors, real estate. I mean, I mean there's something for everyone. It really is, and I think that's the part I thought was really the most important thing is so often people think, well, it doesn't apply to me. Listen, if you can't go through those 30 days and find one, one plan, all you need is one plan. You just find one plan. There's got to be one plan out there that will fit what did that, whatever niche or whatever vertical you're in or that you want to get in.

Speaker 2:     23:23         And I seen a lot of people have been talking to them and saying, well, you know, I don't know which one to go. I'm like, just pick one, you just pick one. I don't care if you pick, just pick one and just go for that one is and implement it. It takes. Just literally go through it step by step, day by day, take the next 30 days, pick one and go through it and it's funny. We were talking about trade and I remember, Gosh, working with trey when he first got started with click is his whole thing was I'm going to do a funnel every single week and I thought, man, that's a lot of fights at this point. I'm sitting there thinking, you know what, if for some reason if you started literally and took one of those and just did one for the next 30 days, if that doesn't work, then do a different one. If that doesn't work, you're going to learn so much in the process that something is going to click. Something's going to work and again, I just, we wouldn't have this asset if it wasn't for you. Bailey and again, we're super, super appreciative for all the hard work and effort that you put into this.

Speaker 3:     24:15         Thank you. It's been an absolute blast. One of the best things in my career so far. Hands down.

Speaker 2:     24:20         Any other parting words?

Speaker 3:     24:22         You know, I would just say the only other thing I would say is that for some people, because I used to work with a lot of beginning and budding business owners, that's, that was my target audience for a really long time in my business and I think that um, not only is this book perfect for them because we are starting from scratch, but the speakers did such an amazing job packing the value into each one of their plans, that the only to do it in 30 days might seem overwhelming to some people. So the only other thing that I would say is that when even if you look at that plan and you're like, wow, 30 days, that's so fast, you know, that's, that's, you know, that's going to go by and just a flash, go cares do it. Ninety days doing 120 days, you know, you've got the plan there, you can do it in your time. That's really what it's all about. The 30 days gives each one of the plans structure and I love that so much, but you know, for those of you who are looking at this and saying like, wow, that's so much, you know, it's, it's okay to do it in your pace. The point is you've got to plan a plan to success and like you said, just pick one.

Speaker 2:     25:22         I love it. So from everything you've learned, what are you going to do differently? What are you going to take and implement into your own business?

Speaker 3:     25:27         Oh, absolutely. So first of all, in my own auto web, in one of my own auto webinar funnels, I've already made some changes based upon the interviews that I did specifically with Julie stowing, Caitlin pyle, and Steven Larsen who were showing us behind the scenes. Again, in those premium interviews, you can only get when you upgrade about how they did their auto webinar funnels. There were some changes that they had done, some things that I saw in there that I wanted to do and implement. It's changes into my auto webinar funnel. That was definitely one of the big things, you know, I was already doing like the dream 100 thing in my own business because of the way I do summits, but I've seen how I can implement that concept into other things in my business outside of just doing a summit, so that's been cool. I'm really going aggressive on getting video testimonials for my products and my services because of how I've seen how all of these two common cold winters are using them in their business. I could go on, but those are just a couple of the ones.

Speaker 2:     26:24         I love it. Well guys, Bailey enough. We're actually so excited. This whole virtual summit thing. It is so funny. It's one of those things where if you take a look, everything that was old becomes new again and this was summit's I remember when it used to be telesummits before we had the all the video and everything else and when I first got started online tell someone's were the rage and then everyone's stopped doing them and no one's done this whole virtual summit. So we actually have a special treat at funnel hacking live because Bailey's going to be speaking on stage about all the craziness, about virtual summits, how they work, how you can do it. So again, sit close to Bailey's Bailey. I know people are gonna. Want to know how they reach out to you? What's the best way they can connect with you?

Speaker 3:     27:05         Well you can check out my website, Bailey, Richard Dot com or you can send me an email at contact at Bailey, Richard Dot com and I'd love to hear from you.

Speaker 2:     27:13         I love it. Again, everyone were super excited. We are to go to 30 days.com. I don't know what more we can save you. We haven't told you enough reasons why to get it. Just go and read the sales letter and to the video. Hopefully Russell can, can make it better than weekend. There's no reason you shouldn't be participating in this virtual summit. It happens again on, uh, July, September, 17th, 18th and the 19th. So the way it's gonna work, I don't believe you don't like to tell people how it actually works on those days.

Speaker 3:     27:41         Yeah, absolutely. So when you actually sign up@thirtydays.com, what you're doing is you're grabbing your free ticket, which means that you are now going to be put on the list in order to receive the links that you'll need to watch the free interviews when they go live on September 17th, 18th and 19th. But here's the thing, we are only going to be releasing 10 speaker interviews each one of those days. So 30 speakers three days, 10 per day, right? And you're only going to be able to watch those interviews for 24 hours each. They are only available for a limited period of time. So September 17th, the first 10 are going to go up. Twenty four hours later, they're going to be taken down September 18th. The second side goes up 24 hours later if they're taken down. Okay? So you will be able to watch the first interview, the face to face interview that I did with each one of the speakers where they're going through their 30 day plans. That's what's included with your free ticket. When you upgrade, what you're going to be getting is instant access to the membership area that contains all of those interviews so you can watch them anywhere you want as many times as you want for life. Plus those behind the scenes funnel hacking videos we were talking about, plus a physical copy, that 600 page book of all of the Thirty Day plans from the speakers plus the admission to the one funnel away challenge which starts in October. So that's basically how it works.

Speaker 2:     28:59         That's perfect. If you guys have any question on virtual summits, I highly recommend you reach out to Bailey. Bailey. Richard is Richard Dotcom. Yep. Bailey, Richard R I c h e r t and again, huge props to you. Huge. Thank you for pulling this thing together. Again, it's far surpass whatever I even imagined you guys would have been able to pull off. So thank you very, very much. Thank you for having me. All right everybody again, 30 days.com. If you haven't gone there, please go there. Uh, today is, we're recording this on September the 10th and so literally a week from today is when it starts, so please go right now and register@thirtydays.com if nothing else at least registered so you can get the free access, but you'd be absolutely insane and crazy not to get, just upgrade to the premium so you get the, you have to get the videos now you can get, get the video starting today and you start watching them and getting go through finding questions you have. And again, if you promote it you also get 100 bucks. So I don't know what more I can say 30 days.com. Go there, Bailey. Huge. Thanks again and have an amazing day.

Speaker 4:     30:05         You too. Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000. And I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Simon Thompson:

Simon Thompson is a podcast content marketer, and founder of Content Kite. In the past he has worked on major content projects for the likes of L’Oreal, Nissan, Disney and Nike to name a few. He now focuses solely on helping B2B companies establish authority and build relationships through podcasting.

Tips and Tricks for You and Your Business:

• How much content is too much and what's the right type of content to produce? (2:00)
• How are you and your clients using podcasts to drive traffic? (4:29)
• Time management with podcasts (6:50)
• The 4 Pillars Content Kite focuses on (8:15)
• Pros/Cons of interviewing vs solo content podcasts (12:45)

Quotable Moments:

"There’s certainly no ‘one size fits all’ content approach."

"Time is obviously the most expensive thing any of us as entrepreneurs have."

"Be a guest on other podcasts. Because other podcasts already have the audience built; you just have to put your message in front of them."

Other Tidbits:

Look at a podcast as a win-win-win. The host is getting exposure to the guest’s audience and vice versa and the listener is getting value.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to funnel hacker radio. I'm your host, Dave Woodward. This is going to be a lot of fun today. Ah,

Speaker 2:   00:21     I wanna introduce you guys to a friend of mine basically who has been in the business world, has done huge things in the branding side, working for l'oreal, Nike, Disney, things of that, but now has his own company and is crushing it as far as all based on content, which is one of the main things we talk so much about as far as try to get free traffic and I'm super excited to welcome to the show, the founder of content type, Simon Thompson. Simon, welcome Dave. Thank you very much for having me on the show. It'll be a lot of fun. I've, so if you don't mind, tell people right now as far as what exactly is content kite and why is content so critical these days. So content content is a content marketing agency essentially and for the last two years after I left the corporate world where we're focusing primarily on, on blog content or text based content, so things like white papers, ebooks, blog posts, that kind of thing and had some success with that with some clients.

Speaker 2:   01:16     But as you know, there's kind of this shift that's been happening for awhile now, but it's really sort of becoming relevant now into podcasting and video content as well. Just richer forms of content essentially. And so that's Kinda what we're primarily focusing on now, which we can get into why that is. But um, uh, yeah, I mean we can get enjoined now if you like. So we produce a ton of content. Obviously you've got funnel hacker radio podcast here that you're on right now and people listen to this. Russell has his own marketing secrets podcast, where do funnel hacker TV and we're always throwing a ton of content out there and people are always saying, gosh, you guys have so much content. How do people consume it all and why you guys spend so much time putting content on facebook and instagram and youtube, all these different places.

Speaker 2:   02:03     So if you don't mind turning that over to you as far as how much content is too much and what's the right type of content to produce? Yeah, it's a great question. So I don't think you can ever produce too much content. That content that you put out. Like I follow a lot of it but I probably don't follow all of it and it's probably because like different people consume content in different types of ways. So some people prefer podcasts, some people just do not like listening to podcasts. Right. So it's not like the bale and video is the same text is the same. What I do like about podcasts is when when people listen to podcasts, they listen intently because like they usually doing something else. I might be at the gym or in the car or washing the dishes or whatever it may be. There's certainly no one size fits all content approach and I mean, to answer your question, yeah, I just don't think you could ever produce too much content. There's never too much student debt. There's always a way to give your perspective on things and give some more value to someone and no one's got not enough time for more value. They can always give more of that.

Speaker 3:   03:08     I'm actually trying to find it. I was literally talking with Russell about this the other day. We just produced a piece trying to find it on my desk here. We've talked about this for a long time. No one's going to be able to see this bitch you. And it's really kind of our own little thing as far as free traffic goes. And the idea behind it was, um, we've talked a long time about this, the, and I've heard this probably from Gary v and others where, you know, you go back to the seventies, eighties, there was really only three networks and those three networks, ABC, CBS, and NBC here in the states. And since then, now with cable, everything else that, the attention span has just been so diluted. And so now we're starting to see from a content standpoint, instagram obviously is a big, is a platform that a lot of people play on. So it's facebook, so as youtube and podcasts are there as well. And so it was kind fun. We were talking about, you know, podcasts, they've kind of become the radio show of the olden days where people would tune in as much content. Youtube is kind of like the Sitcom, facebook's more like the talk show. And that whole reality show is kind of like instagram. And so when you take a look at content, uh, and especially with what you guys are doing, yeah, from podcast, how are you and your clients using podcasts to drive traffic?

Speaker 2:   04:26     Yeah. Oh, well I'm in facade is when you produce a podcast, you have access to like these freight distribution channels. So just by putting your show into things like itunes, stitcher, Google play, if you convert it to video, you get youtube, you can automatically just get yourself like 200 listens per month, which was, you know, like not the, the greatest amount of, of listens, but it's exactly. And it's a really, really good start. Um, and like I said before, when people listen to podcasts, they're listening like, so they're really engaged. I mean, to get that condo of amount of engaged viewers of say your blog content, you'd probably need actually about a thousand readers to get like 200 that are actually going to read the full blog price. So that's one way. And then apart from that, uh, every guest, if you have an interview based show, every guest you have on your show is going to be a promoter of your show if you ask them to be.

Speaker 2:   05:19     Because if you think about it, they, they kind of positioned as a, well perhaps an expert or an authority or someone who knows a lot about a given topic and so they kind of, if they share it, they're going to look good because they are kind of positioned in this, in this way. And so if you ask them, hey, would you share this out? Then that's another promoter who's going to, you know, send your message far and wide and share your brand as well. You have 50 guests on over a year that's 50 people who are promoting your brand and your content and if some of them have really big audiences, that's a hell of a lot of traffic that you can drive. You know, it's not going. I appreciate that because I get the question all the time. People go, I have a podcast and they're all seeing, well, so David, is it better when you have a.

Speaker 2:   06:01     is it better to be a guest on a podcast or is it better to be the host of an interview podcast? So what's your take on that? Yeah, it's a really good question. And I don't know if there's a one size fits all answer. What I will say is if you're a business and you just want to get some leads quickly, uh, be a guest on other podcasts because other podcasts already have the audience built, uh, you just have to put your message in front of them and you can get some, some quick leads that way. However, if you want to play the long game and build your own audience who you can market to on a consistent basis when you want to, then you're going to nature on platform and that could be in the form of, of having your own podcast. So it sort of depends on what your goals are.

Speaker 2:   06:45     There's absolutely nothing wrong with just going on podcast after podcast after podcast. But one thing we always recommend is do both. I mean, once you properly delegate and outsource or, or whatever you do when you have your own podcast, it actually comes down to a pretty small time commitment. You can just bring it down to just doing a call itself. And then going on another podcast is just doing a call. And that's like 30 minutes each time. So, you know, most founders or companies are gonna have a lot of calls every week, you know, whether it be five, 10, 20, could be more than that. It's just one more of those or two more of those. So I'm sort of depends on what your goals are really. So Simon, uh, you and your company, you guys help basically produce a podcast for other people, is that correct?

Speaker 2:   07:35     That's correct. So help people understand exactly what that service does for them because time is obviously the most expensive thing any of us as entrepreneurs have. It's the most hardest thing to come by. And so I know for me that was one of my biggest hesitations when I started looking at doing a podcast with, there was no way I was going to spend the time to do all the tech and do all that crazy stuff that's required. So what does content kite provide? What does things people should look for if they want to create their own show? Yeah. So, so I mean, from, from an overall perspective, there's four main pillars that we focus on. Uh, so it's strategy, creation, promotion and conversion. Now I'll focus this around the production component because that's probably what most people are thinking of, but once you've got sort of the strategy, uh, created and what you want the show to be about, the production is really where most of the time commitment comes in.

Speaker 2:   08:27     So things like editing the audio, you know, publishing it to your hose, get writing up, show notes, putting it on the blog, that's a really time consuming stuff and stuff that as a, as a founder can you, Tom can probably be better spent. So will help a lot in that area. Um, we also do a lot of things in regards to promotion. Uh, so a few things that I mentioned before, so making sure that you're in all the podcast directories for starters, and then promoting it on social media at working in with each guest to find out the best way that they can share it with their audience. And then the conversion point component is sort of multipronged. So we always recommend that every podcast has some sort of lead magnet or content upgrade that goes along with an episode or along with every episode, and I'm sure the listeners are familiar with this. It's a piece of gated content that you can call out on your car, say go to this link, sign up for it and that way you get someone on the email list and then

Speaker 3:   09:25     so let's just do this live so you've got to link. So how would your work and what are they going to get? Again to go to [inaudible] dot com, forward slash

Speaker 2:   09:36     funnel hacker, and that is going to send them to a free podcasting workshop, uh, which we'll go through our entire process, added credit strategy and produce the podcast and promote it properly and set up these conversion mechanisms. And so everyone who goes to that link is going to be added to a funnel. I'm breaking the fourth wall here and you'll see what a sequence like that might look like. Um, there's also, and this might be an entirely separate rabbit hole, which we might not choose to go down, but if you're a B to b business, podcasting is just a great way to build relationships and if you get really strategic about that, uh, then you can start to bring on like prospects who could use, you could potentially work with or referral partners. So that is probably a very deep rabbit hole. But that's kind of another element to this, this conversion component is, is, is building a guest list of essentially people you want to work with or people you want as referral partners, et Cetera. But let's go back to the content upgrade. Um, get somebody, let's stay on that for a second because I,

Speaker 3:   10:44     one of the things, I'm in charge of all of our top line revenue and all of our business development opportunities and so I get approached all the time by people to promote, you know, Dave will promote you if you promote us. And I'm like, well, we don't promote other people's products or services. And they're like, well, there's gotta be some reciprocal going on here. And so I can tell you, for me, and especially for someone, if you're building a list and you're protective of that list as much as we are, um, one of the ways I'm able to protect our list actually is by offering people to come onto a podcast like this to where they know they're going to get some traffic. They know they can basically soft pitch, just kind of like you just did. So I'm aware, you know what you're, they're going to go to content kite.com, forward slash funnel hacker where they're now going to be added to your list.

Speaker 3:   11:28     You're going to have the optimum market. And then obviously in exchange for that, they're going to get something. And so as a podcast host and as someone's trying to protect our brand as a business goes, it's actually a great opportunity for me to be able to bring other people on to give them exposure to our audience without and having a direct promotion. And so you guys who are in the same situation, we are as far as click funnels where you're trying to protect your audience. It's a great way of doing where the reciprocal basically if someone then most likely would end up promoting for us because they know they've got access to our audience and is in a podcast because the majority of most podcast listeners we find typically have higher incomes. They typically are bigger buyers. They're typically a much better client or qualified prospect than someone who might just be on a member of a facebook group.

Speaker 2:   12:15     Yeah, exactly, and that's a really good point and it really can turn into a win win, win. So that sort of mechanism that I talked about before where you bring on a particular type of guests, whether they can benefit you in some way, you're also benefiting them by giving them access to your audience and at the same time the listener is getting value so the listener wins. You win as the host and the guest when. So it's, it's, it's a beautiful thing.

Speaker 3:   12:39     I love it. So I get. The other question I get quite a bit these days is, is it better to have a podcast where it's just you talking and you're providing all the content versus you basically bring in like I am right now where I'm bringing you on and I'm interviewing you. So what are the pros and cons to either being a host where you're interviewing people versus having your own content that you're providing?

Speaker 2:   13:01     Yeah, I liked the interview format for a few reasons. One is, as I just mentioned, it's, it's a great way to just build relationships. So if you interview whether it's your ideal prospects or referral or apartments, whatever it may be, you can build a lot of really solid relationships and if you're in like high ticket database services or a high ticket, anything really relationships of the name of the game. So that's one. The second is if you're doing a podcast longterm as a content marketing channel where your guests like free content that you don't really have to think about too much. Um, so it's, it's, it's just a lot easier. I mean, if, if you're doing a podcast where you talk where you have to come up with all of that content every single week and you know, whether you're scripting it out or not, it's still like a lot to think about and possibly not foremost, but um,

Speaker 3:   13:54     it's just,

Speaker 2:   13:55     I find less engaging to be a one person talking kinda show some people do it really well and it, it can be done really well, but I find when there's a conversation that just tends to be a bit more engaging and less so the top news incredibly interesting and something to share. I'm definitely on a ad hoc basis. You can do like a one off episode and share something that only you can talk about. Um, but in general it just, you can get a much more consistent result. Have you interview people for the, for those stories.

Speaker 3:   14:28     That's interesting. I appreciate that. I know I've been going back and forth myself. I my times becoming, I'm getting smaller amounts of time these days to do podcasts and yet at the same time I'm still trying to provide a lot of content and so I'm starting to intersperse now some of my own thoughts just to be able to do it at whatever time of day I want and that's freed up. That's free things up for me and I've appreciated that. I don't know if my listeners like that or not. We'll see as the downloads, uh, whether they prefer me or my guest, but the other thing I've seen and I think you made mention of it and it sounded, I really appreciate it and that is especially in a B to b type of environment. The great thing about the relationships there, I was talking with Markus Maura, exactly how a podcast we just did.

Speaker 3:   15:15     And he's a guy who basically he has, he's done, you know, 40, $50,000,000 now and this whole business is selling franchises in assisted living for a senior type of, of care. And it was interesting. He goes, you know, Dave, I don't know if I should do a podcast or not, and I'm like, man, if I were you, because he targets is really, really specific as far as his prospects that he wants there typically people in the medical field, but typically people who are currently working as a pharmaceutical representative and these are guys who were driving around, they got a ton of time. They're probably listening to podcasts and so it'd be really easy for him just to bring on his success stories and they're gonna be excited to share it and they're going to share it and typically they're going to share it with their other people who were the same place. Thank you. From pharmaceutical reps and so it's been interesting to see, as you mentioned there, the relationships that are created and the ability to share those because everyone loves to brag about I was on a podcast or I was on this or something like that, so I think that's super critical. As we. I want to talk to you real. Go ahead yet some middles.

Speaker 2:   16:14     No, no, no. I was just going to echo your point. I'm in as channels like all day, email and called outrageous. Just get less and less and less effective. Just having a white to be able to access your primary audiences is more important. Yeah,

Speaker 3:   16:31     I love that. So tell people how they can get started because I know that's always the hardest thing. It seems like this overwhelming task. I know it was for me. I was, I remember I went through, uh, John Lee Dumas, of course, a paradise podcast, podcaster's paradise, try to learn all that kind of stuff and I realized, you know, I don't have to learn all this stuff. Somebody else can do it for me. So what if a person, obviously you mentioned there's four different pillars. One of them was the strategy aspects far as identifying what your podcast is going to be about. What are some of the things people need to do and how, how can they get started? If a person wanted to have a podcast out in the next month, what would they need to do?

Speaker 2:   17:05     Yeah. So the first thing I would say, and I know the word strategy can sound like really wishy washy at times, but just like put something down and committed like one page, who do I want to speak to is the audience and who do I want to get on as my, my ideal guests? Right? And you just start to map that out a bit. That will just, you'll find it will help you in. It will inform so many decisions down the track when when you sort of go, should I do this? Should I do this? Once you have that going on, so do that for status and then from there it's literally just download, zoom.us what we're using right now to record this and start having conversations with people. You can get fancy box if you want to, but you really don't have to like at the end of the day, you will wait given for sub optimal audio quality at the start, just get a feel for whether you like it the next spot, the production process.

Speaker 2:   17:54     Maybe you want to edit your own episodes. I just don't recommend doing it. If you plan on being consistent with it, you might have all the fire in the world when you first get started and you're like, I can do this every week, but you will notice if you're a founder of a company or you have any sort of other job, asshole, you just want to consistently like, well, maybe I shouldn't say you just want, but I have never ever seen it done consistently, but someone edits Aaron show and that have a show that goes for more than, well, I think like seven episodes is the magic number, like 90 percent of shows drop off, popped off to seven episodes. So find someone to delegate all of that nitty gritty production work to um, and, and, and just be focusing on the content itself and having the conversation. And then from there it's just promoting it. So asking all your guests to share it out, uh, creating a lead magnet that you can call out on the show to, to turn listeners into leads and a happy days. It's not that simple.

Speaker 3:   18:55     Well, I can say I went through the same thing. So from a strategy standpoint, when we originally created this, it was a funnel hacker radio, actually, it was click funnels radio at first, and so it was clickfunnels radio and we want to basically, it was going to be clickfunnels listeners and I was going to interview success stories. That was our strategy. We ended up changing it to funnel hacker radio as we kind of did a rebranding with funnel hacker TV and funnel like a radio, um, but, uh, it then grew to expand to be other people who might be able to provide added content or benefit or value to our listeners, you know, people like yourself who could then help them in building their businesses. And it's been interesting. Uh, I did, I think I edited my first three and then I was like, I'm done. I tapped out, had to have someone else do it because it was just too much time and everything that, uh, so I, I appreciate what you've been mentioned that you think you're going to do it at first. And it's like, you know what? This is a waste of my time.

Speaker 2:   19:51     That's just it. It's not the best use of your time, like you know, if you're a founder or partner in a company, it's like you got better things to be done than editing mode here.

Speaker 3:   20:02     I totally agree. Well, as we kind of get close to wrapping things up here, tell me what are the, any other tips, tricks, things you'd recommend people who want to get to a podcast up and running what they should do? Yeah, sure.

Speaker 2:   20:14     The main tip and the main takeaway I would say to people, and I just don't think a lot of people do this when they have the podcast, is it just asked every one of your guests if they will share the show. Um, it, it is just the number one way to get a show out there. They used to be this kind of playbook, like if you google how to get a podcast, listen to the way you know how to get a ton of downloads via your podcasts. There's kind of like this playbook of, you know, ask all of your friends to write and review, get a bunch of people to subscribe and you'll get into new and noteworthy in itunes and then just happy days and thousands of listeners that doesn't work so well. It can work, but it's not, it's not like a shore thing anymore, so you need to get a bit more inventive with how you promote the show and the number one way that we found is just to have every guest to be a promoter of the show. Aside from that, the other thing which I've already mentioned is just get strategic about who your guests are. If there's someone who can first of all offer something to the audience, then start to think about, you know, could I build a relationship with this person? And then could that relationship turned into a potential partnership or a sales conversation down the road. And as long as it's a situation where everybody wins, you know, there's nothing wrong with you. Also benefiting from that relationship as well.

Speaker 3:   21:36     I love that. I think that's probably the biggest mistake I made was I never asked anybody to promote it. You'll be my first ask, I guess a 100 percent, but no. Honestly I think that's, for me, that was probably the biggest mistake I made. I would encourage others to to make sure they do ask you. It's just such a win win. I think it's an opportunity and I think a big reason that

Speaker 2:   22:01     that people don't do it as is they think they're putting the other person out or asking something that they want, want to do, but like they generally want to do it because as you said before, like they look good in the podcast and it's like that. They might as well people share things that make them look good. By having someone on a podcast, you make them good, so it's not a big ask.

Speaker 3:   22:22     Well, I mean I'm over 250 episodes in and I've never asked, so we'll make this inefficient. My first one I'll do, I'll do a better job or my assistant will get. I will. Not that you didn't add additional listeners, but definitely we always do it again. I appreciate your taking the time.

Speaker 2:   22:41     What was that call to action one more time for people that were wanting to find out? Yeah, so it's content kite.com, forward slash funnel hacker, and it's a free podcasting workshop which basically takes you through eight is zed, how to start a podcast that gets listened to and producers leds.

Speaker 3:   22:58     Awesome. It'll be in the show notes as well, so again, I appreciate everyone's listening. Simon, thank you so much for your time today and we'll look forward talking to you soon. Thanks for having me on. I appreciate it. Jason.

Speaker 4:   23:08     Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Dave Woodward discusses his recent experience at Dana Derricks Dream-100 Event. Having a great time, Dave carries forward the momentum of his experience by discussing the importance of event choreography being critical in executing a successful live event.

Tips And Tricks For Event Hosting:

• Always let your VIP members in first.
• Make sure to control the room and the stage presence.
• Using the proper equipment.
• Setting the tone and energy during introductions.
• Creating a sales table and taking donations.
• Having the proper supplies to give the guests.
• Create an agenda to follow.

Quotable Moment:

"The choreography that has to take place at an event is super critical for you. If you don't have a checklist, if you don't write things down, you just forget about it."

"You have to train the audience how to buy. You have to train sales."

"Choreograph the content based on the results that you're trying to get."

Other Tidbits:

Dave goes into great detail on setting the stage, energizing the room, team member construction and much more. He sets the bar and challenges you to get out of your comfort zone by hosting your own event and maximizing your profits at the same time!

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward,

Speaker 2:   00:17     right everybody. I was recently at a dear friend of mine's event and want to kind of talk to you about vet choreography. So recently I was actually attending day the end of Derek's dream 100 con and if you don't know Dana, Dana is. There's not a guy who gives more of himself to everybody more than data. This is a guy who is a last funnel hacking live. He won our inner circle member of the year because he literally just gives and gives and gives and gives and gives to anyone and everybody I. he's also been known as the guy who's literally have had books that sell for 2000, 4,000, 2000 and $5,000 for a book. This is a guy who knows his stuff. He is totally on top of his game and one of our two comma club award winners, the nicest guy in the world you'll ever meet, also known as the goat farmer.

Speaker 2:   01:03     A dear friend of mine and a guy I just am so impressed with everything that he's doing and he's just always out there giving, giving, giving, giving. And so I had the opportunity of just flying out there with a wrestling with melanie to wrestle with speaking at his event. And it was fascinating for me to, to see how all of us have our own strengths and when you do something new, it's new and if you don't have instructions or guidelines, it's kind of like, oh shoot, what do I do next? And so what I want to do is kind of go through some things. Um, as I was watching an event unfold, uh, the pros, the cons, and almost kind of create a checklist for you guys. If you're ever going to do a live event, things you need to be aware of. So first of all, I've, I've literally been going to events for at least the last 15 years and prior to events even before that, uh, most of the time when I first started, that was basically going as an attendee.

Speaker 2:   01:57     Uh, recently since then I've done my own events. I've done obviously a ton of events from funnel hacking live and events for click funnels. And there is, it's always fascinating for me to, to see the different things that have to take place. And I want you to understand there's an, there really is a choreography. It's like a dance that takes place whenever you're going to host an event. Uh, I saw the same thing when we went out two years ago to grant cardone's event with Russell. There is a guy, again, he's been crushing it for years, but it was his very first event and granted they were able to put 22, 2100 people in any event and literally less than 60 days, which was off the charts. Unbelievable. But there's certain things to get the maximum profit out of the event that you need to do.

Speaker 2:   02:40     So when I was at grant's event that first time, uh, we were talking about, well, do you have sales support staff there? It's gonna help us as far take an order for him. She's like, oh no, no, no, what were you. All we need is just rustled when it gets up, just sent, we'll have a booth out in the lobby considering we're not to the booth and they can, you can just swipe cards there. And I'm like, Whoa, Whoa, Whoa, Whoa, Whoa, no, you cannot do it that way. There is a psychology that takes place. Any event. And they said, oh yeah, okay, then we'll, we'll get you support. No problem. Well I got there that first time and I was like, where's all the support? And they're like, well, we got like two people for you. I'm like, no, no, no, no. You've got an audience of 2100 people were expecting on selling 20 to 30 percent of his audience.

Speaker 2:   03:22     And they're like, what, what, what do you mean? How do I just totally baffled they're mind. Fortunately Alex and Layla for Mozu were there and a Adam t came up and had a couple of other people. We literally have had like six people who just manhandled this crazy, crazy event and we ended up doing, you know, I think $800,000 out of the event and just blew, blew away grants whole team. They're like, I've never seen this done in grant was like, okay, there's something to this, so my only reason telling you this is I want to make sure you understand I'm speaking from having been to a lot of events and seeing what works and what doesn't work and the choreography that has to take place at an event is super, super critical for you. So some of the main things, and again, a lot of stuff, you're gonna go, oh yeah, yeah, of course I'll do that, but if your don't have a checklist, if you don't write things down, you just forget about it.

Speaker 2:   04:16     And it was so fun being there with Dana because some things just kind of forgot. It was like, oh shoot, I forgot about that and I want to make sure you guys are aware of this as you're pulling stuff together. First of all, I'm always make sure that the doors are not just open and people can randomly come in. This needs to be an event. It has to be something where music is playing and it's gotTa. You have to control the energy of a room. The energy of a room is one of the most important things you'll ever have happened at a live event. So you've got to make sure that the doors are closed, that there's pent up demand that people are standing outside waiting to get in. And again, if you have VIP is you always want to let your vip stand first and gives them that first opportunity to feel like I'm special.

Speaker 2:   04:58     I'm, if, if you're going to be in a situation like with grants, he was selling different types of tickets, um, where there was a section for vip section for general admission is section four a platinum. Make sure that those are roped off. There's people guarding those seats. No one else gets them. So they, these people feel special and feel like this is their thing. I'll make sure that when the doors open, people are being greeted, that there's a ton of energy, high fives, things are going on, and that the music is very, very high intensity music. Um, it, and it needs to be loud enough to make sure you get people's attention. You don't want to have just something subtle plan in the background when people are talking. You want to basically control the room. And so as people come in, that's going to be one of the very first things.

Speaker 2:   05:44     You want to make sure that happens. The other thing is you've got to make sure that the stage presence is, is real and legit and is somewhat uninspiring. Um, again, I please understand what I'm talking about, Dana. I'm not picking on. He's a dear friend and we had a ton of fun just working with them to make some tweaks out. One of the things you have to understand is if you're going to host an event and you're expecting to sell at the event and make money at the event, it's got to look right, and one of the things that really truly matters is the stage itself and the lights and the projector. You've got to make sure that you have a very, very high lumen projector and a these days. If you're playing video, ideally it's an hd projector. You got to make sure that when you're taking a look at this kind of stuff, that the screen connect screens are really weird as far as sometimes you can have a projector and even though the projector is really good that the screen is, is gray and it doesn't reflect well enough, it basically absorbs the color.

Speaker 2:   06:43     And so you want to make sure that, that you've got a very high intense ca projector and the screen will receive the light that's being projected on it and that doesn't dim it. Uh, with that said, the other things you want to make sure is, as far as microphones, there's nothing more frustrating for people if they can't hear what the person's saying. So you've got to make sure that the mix, you'll always bring literally a ton of extra batteries. These microphone batteries, they just get consumed like crazy. I don't know what it is. They'd go dead. It's so make sure you've got extra mix and they have extra batteries. Uh, make sure that you always want to have like Lisa Lav mic, if not a headset mic where the person who's speaking doesn't have to actually hand hold the mic. Also, make sure that the introductions of these people, the introduction for ever speaking on your stage is massively critical.

Speaker 2:   07:34     It's got to be an introduction where the person comes out with massive credibility. You do not want the person having to all of a sudden start to spend the first two, three, four, five minutes of their time trying to energize the room and trying to get the energy level up. Because realize, as people are listening, they're gonna. Everyone vibrates at a different level and the energy that you bring on an introduction, we'll set the tone for how people actually respond to that. Um, another thing as you're taking a look at a, if you're going to have a q and a, there's a couple different ways of doing q and a's. I've seen it done both ways. Uh, Mike runners is one way. The other way is actually just having a in like two of the aisle in each one. One of the aisles just having a mic stand and have a mic stand there specifically just for the q and a.

Speaker 2:   08:21     So what it does is it allows you as the, as either as the speaker or as the host to know how many questions people actually have. And then you can cut people off as well. So know what, we're only taking two more questions that way. More people don't get behind the line, otherwise you've got these random got random people always getting up or people trying to run back and forth or you're throwing boxes. Uh, you know, Mike Boxes. So you want to make sure that you're controlling that room on the very first day. One of the things we've found that works extremely well is you have to train the audience how to buy and when you're trading an audience how to buy some of the things that matter. You got to know, you've got to let them know where to actually go to buy and we typically will always have to believe in the back of the right of the room or in the center of the room is the actual table where we are.

Speaker 2:   09:08     That is where sales take place. You have to train sales and on the very first day I always recommend you have have some sort of charity type of donation where it, first of all, it helps people, makes them feel good about contributing to something else. It also trains them on where to go to actually submit their order forms and I know people are. I go back and forth, people will all the time said, Gosh, you know what? You guys are a technology company. You guys should just have order forms. They just go online and do the order form online or create an APP and do it that way. In fact, it grant kronos last event down in Mandalay Bay, everyone, they had all the speakers, they want all the speakers do it on an app and I'm like, no way, no way. I won't do an APP I want.

Speaker 2:   09:50     I want people to see other people coming and creating this whole stage rush or the back of the room rush where there's social proof from that you don't see on an APP. You don't see social proof. There's no urgency, there's no scarcity. You'll always think, I will do it later, so I highly recommend that you always spend the time to make sure that you have order forms printed. You want to make sure that the what they're buying is clear on the order form and that the credit card and the information is there as well. If you're putting in phone numbers in a or even on email addresses, I highly recommend even put the little boxes in so it slows people down. Otherwise they write real fast and you can't see it. So the boxes I've seen it actually slowed people down to get him more, to print a little bit more legible.

Speaker 2:   10:34     Uh, the other thing is please pay attention to when people are coming in. You want to make sure that you have a notebook and pens available for people. Don't assume that people are going to come to an event with a notebook and a pen. Uh, we actually, when we did a grant cardone's Tedx event, we actually stuffed pens into every single seat pockets. Again, we're, I'll talk more about that event later, but just realize you've got to make sure that people have a pen because you want them filling things out, especially order forms. So make sure that you always give them a pen and with that, give him a notebook. A lot of people always ask me about, well, what about the agenda? And we have an agenda all the time. I'm a huge believer if you're going to have an agenda, it's basically it starts today at 8:00 and it ends at 5:00 and that's how they need to know when to get in and when to get out.

Speaker 2:   11:23     A last thing I want is people picking and choosing which speakers they're going to listen to and then going out and doing their own business. I want them to know that, hey, I you dedicated time, you took time away from your business to come to our event. I want you to hear at the event it's, we spent a ton of time making sure that people have, are getting a lot of value out of it, but I want to make sure that they're, they're getting that kind of stuff. Another thing is understand that, um, when you're, when you're looking at at lunchtime, seen people go a couple different ways on this and sometimes people are like, you know what, we're just going to go right through lunch and people can take their own breaks or you don't. We've got 2000 people in a room and we're getting them a half hour for lunch.

Speaker 2:   12:04     Those things, they just don't work. So you need to really, you've got to look at your outline, your and your. And again, this is choreography. You've got to know what does the hotel actually have available. If you were to send 100 people down to the restaurant, can they take care of that? Could they take your $500? Do you need to actually have brown bags brought in for them? Or if you're going to send people out, what are the restaurants nearby and how long is it going to take them to go to the restaurants and come back? Uh, it was kind of fun. Funny Dana. It was like, oh shoot, I totally forgot about lunch and the rest are really. Didn't have half as much to kind of take care of him. So he just told everybody, you know what, why don't you guys all at this time just order uber eats and they can bring their lunch to you.

Speaker 2:   12:43     Which again, I love Dana because he's so quick on his feet. He's like, Oh crap, I forgot that. Well, this is how we're gonna. Take care of it, but be aware of those types of things. The other thing is understand when it comes to selling these days, people don't like to go to events to be pitched the whole time and so you really need to identify who are you going to be, your key speakers who are going to sell and then who are your speakers are gonna, provide massive content and you want to make sure that you choreograph the content based on the results that you're trying to get and usually if you're having a vet, you're going to sell something as well, so if you're selling something, you want to make sure that the other speakers are are basically amplifying your message as far as the need of what it is that you're going to be presenting or what you're gonna be selling.

Speaker 2:   13:26     I'm one of the things that I find is super critical and especially when you're first getting going, you don't spend that much time and that is the amount of of team members that you need adding me that. So you're always going to need to have. I'm. I don't care if you. If your event is a hundred people or more, you need typically at least three, if not four team members there to support you. You need one team member who literally supports you the entire event, their jobs doing nothing else, but to make sure that you are stress free and everything is going perfect, and so it literally is your assistant, your assistant at the event where they have no other responsibilities to do whatever it is that you ask them to do. Whenever it is that you ask them to do it. Some things you wanna make sure is that you've got water for your speakers up on stage.

Speaker 2:   14:11     You want to make sure that you're super hydrated yourself. These events are exhausting and you've got to make sure that you have everything that you need. Um, the other team members are going to be team members who are going to be there basically welcoming people when they first come in and there'll be team members who were there to support the sales process, uh, taking order forms. There'll be there to, for questions. They're there to run the mix. If you're running mics, you typically, again, I can't stress the importance if you're going to put on event, you're going to spend a lot of money because you want to generate a lot of money out of this and so be aware of those kinds of things. Some of the other things is you want to make sure that your order form is super, super. People know exactly what they're going to get, how they're going to get it, how it's going to be delivered, and if they have any questions about who they can reach out to.

Speaker 2:   14:59     I'm trying to think as far as anything else here I've got, uh, some of the main things I really, I can't stress enough is, is the technology and equipment that you have there, the music, the sound, the lights, the screens, all that stuff is highly, highly critical. Especially even far as backlights. You want to make sure that you've got back lighting and that the other things are for a speaker, they want to have a confidence monitor. A confidence monitor basically tells them because they've got monitored, they're projecting up onto a screen, whatever their slides are, they need a confidence monitor in front that tells them how, what is their slide there on and what's the next slide. I've seen a lot of confidence monitors where it's just a slide line there and even though they know their presentation, they. It's stressful when you're up in front of people, you're like, oh crap, I forgot what's the next slide, so make sure you have both on a confidence monitor at the bottom where it's just for the speaker to see what their current slide is and what's.

Speaker 2:   15:53     What's the next one going to be? In addition to that, you want to make sure you have a countdown timer there that people see the speaker sees no one else does and is counting that down because you want to stay on schedule. There's nothing more frustrating than getting way behind because what happens is the only person that's gonna hurt most is going to be you. So anyways, those are a couple of different things. Again, Dan did such an awesome job. I was so proud of him. The thing I love about Dana is he was out there just crushing it and, and just did it all without even worrying about anything else, but just making it happen. So take action. Put together an event. It's I highly recommend you will find out more about yourself putting together your own live event than you ever imagined. So I have an amazing day.

Speaker 2:   16:34     Again, thanks so much for listening. If you don't mind, I would love any comments you have. If you're liking this content, feel free to send me a facebook message, pm me, or send me an email [inaudible] dot clickfunnels.com, or obviously I'd love the comments or go on to itunes and rate and review this. I really, I'm trying to find out if this is the type of content and the value that you would like to receive. We're coming up on 250, 300 episodes now and I want to make sure this is the format that's really working for, for you guys who are spending the time who were dedicated to listening to this. So please, I appreciate the feedback. I literally, when I read every comment, I read every email and I just want to know, so thanks again and have an amazing day. We'll talk soon.

Why Dave Decided to talk to Bedros Keuilian:

Bedros Keuilian is a best-selling author, speaker, and business consultant. He is the founder and CEO of Fit Body Boot Camp, one of the nation’s fastest growing

Franchises. Talking about his upcoming book launch, Man Up, Bedros gives insight into his journey through entrepreneurship and what he has learned.

Tips and Tricks for You and Your Business:

• Running A Business vs. Running A Hobby: (6:20)
• The Concept Of Leading Yourself! (10:45)
• The Business Not-To-Do List: (23:49)
• What Are The 6 Pillars Of Entrepreneurial Leadership: (33:00)

Quotable Moments:

"It’s not a light switch, it’s a dimmer switch; sometimes it goes up, sometimes it goes  back down. And over a 3-5 year period, I became an effective leader."

"You are not going to build an empire with a group of employees. You are going to build an empire with an effective team around you."

"Create an environment where your employees don’t want to let you down."

Other Tidbits:

Bedros elaborates on the 6 Pillars of Entrepreneurial Leadership he has discovered along the way and how they apply to businesses in general.

He discusses the ups and downs he encountered along his journey and how he dealt with adversity.

Bedros enlightens us on his 5 percent rule!

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Every welcome back

Speaker 2:     00:18           funnel hacker radio. I'm your host, Dave Woodward. Today I am so excited. I have a dear friend. I have. I've watched this guy, his ups and downs, and this is a man who I am so honored to have on this podcast. It's A. We've been trying to get this thing scheduled for awhile now and his scheduled, my scout does didn't meet. He's the author of a cool, crazy, amazing book that's coming out this September called man up, how to cut the bull crap and kick butt in business and in life. And for me, it's honestly, first of all, fueling welcome to the show. Well, thank you. Thank you. Thank you so much, Dave, for having me. And, uh, I'm, uh, not only a big fan of yours, but also what you and Russell and the whole team there click funnels have created because we are adamant users of the click funnel product for us.

Speaker 2:     01:02           Obviously we appreciate that for those of us who may not be familiar with Pedro Ceo, he's basically built a massive empire in the fitness business and he's got tons of different businesses. But one of the ones I'm, I love the most is just fitness a fit body. Boot camp's a as on track year to have 2,500 franchises by 2022 and has been just crushing it. He's a guy who's a massive leader, is, owns a ton of interest in other private companies. But the thing I'm most excited about as far as bringing bedrooms back on my podcast is this is a man who actually walks the talk. This is a guy who has been through a lot of the entrepreneurial battle. Uh, you know, we were talking just briefly about this whole idea of having a Gary Vaynerchuk and our, our big Guinness World Book of Records thing last year. You know, Gary talks all about hustling and stuff, which, yes, there's an element of that.

Speaker 2:     01:52           The part I like most about this book and most about you bedrooms is there's hustle, but you have this amazing ability to keep a balance with your family and we're talking about your son Andrew and your daughter chloe and Diana and, and just the, your ability as an entrepreneurial leader to run a company that is Ben Again, Inc. Five hundred last two years, a fastest growing franchises by ink as well. I mean, just your accolades go on For miles and miles, but I think the part that's the most exciting thing for me is you're the real deal and that's not always the easiest thing to find in business when you take away all the instagram and the facebook and everything else. When it comes down to it, you're real. And I appreciate your friendship. And I remember, I think it was, um, interest. We were at a, you're a fitness business summit in la jolla and we're out in the mastermind. Yep. So we were there again, I was there learning how to run a mastermind from big grows and as bedrest was we went across the street and we were sitting there at the steakhouse after all was said and done and you started talking about this book is man

Speaker 3:     03:00           up idea and what you're going to go through and if you don't mind, if you could just kind of tell people, first of all, for those of you guys are listening, you have to understand this book is, is really the history and the life lessons of having a massive business literally almost stolen away from him at three year journey of regaining it back and I wanted to bring them on the podcast right now because everything he talks about applies to you and your business from the leadership standpoint to your own individual self. And so metrics, if you don't mind just kind of dive in here. I again, I love the book. One thing that I want to talk to you about. First of all, I've been talking to her. Let me give you a breath of fresh air so you can actually say something before I have you got so many questions.

Speaker 3:     03:39           I'm gonna ask you. Well, let me just tell you this and, and with all the compliments that you gave and I appreciate that and we're dear friends. There was a time in 2011, 12 and part of 2013 that I felt like such a hypocrite and an imposter in my position as founder and ceo fit body bootcamp because while fit body boot camp, we started fit body bootcamp in 2010. We franchIsed in 2012 and in a very short period we've grown to now almost 700 locations and our goal is to get to 2,500 locations and we're on pace for that. In 2012, 2013 men, we were losing more locations than we were gaining. I had gained almost 40 pounds of fat I was taking every evening. I was taking nyquil and a vicodin to go to sleep and when I would wake up in the morning in order to get out of my mental fog from the nyquil than vicodin, I would take adderall and some kind of pre workout.

Speaker 3:     04:37           just just function. I had massive resentment towards my towards my employees. I had this, this functional adversarial relationship with my business partner in fit body bootcamp at the time and I hated my life and I felt like I was a true imposter and I realized in that time, and this was when I had about six or seven employees. I realized in that time that dude, you're a bad leader. I was just an ineffective leader. And for years I was a marketer. Now as a marketer, you and I know dave, that, hey, you know what? If you've got a good product or service and you can create a funnel and run ads to it and make that funnel produce money, then you're doing good. And as things go on, you might then grow your business where you get to second or third employee to deliver more support or service or help out with a sales process.

Speaker 3:     05:29           But what happens when you actually look at your business and you go, gosh, I've got the potential to build a 20, 3,100, $200, million dollar company and then you go, I'm going to do this. So I knew that fit body bootcamp can become 100 million dollar company. What I didn't realize was I was literally putting a supercharger on a 79 toyota pickup, which was a car that I actually owned and I expected the supercharger to perform to make this car perform when really the car did not have the capabilities to the leader myself. So I had a business that had potential of 100 million a year, but the leader was so weak, so Ineffective that I literally almost went out of business and almost destroyed my marriage and my family life. And so, um, it was a product of that that I decided that I need to figure out how to become an effective leader.

Speaker 3:     06:24           And over the next three to five years, people always asking me, you know, so what's the secret to, to leadership? I hear your book has six pillars of leadership. If you can just tell me that I can become a better leader. It's not a light switch. I always tell people it's a dimmer switch that goes up. Sometimes it goes back down and over a three to five year period I became an effective leader. Now I wrote the book so that I can help people ascend to their leadership role faster, more efficiently. Um, but really that's where it started. Man. I was a hypocrite and an imposter. And today I'm a better version of the leader that I'm going to become. It's still a work in progress, but my company's numbers show for it.

Speaker 2:     07:05           I love it. So you actually just have you introduce yourself. You did so much better than I did. I know what I want to ask though. I really do want to address what you just talked about and that is this whole idea as far as being a hypocrite or the imposter because one of the things we hear a lot in a lot of entrepreneurs, I mean I've done it myself where it's like, you know, I'm going to fake it till I make it and if you don't mind, if you kind of expound on this whole idea is yeah, there's an element of faking it till you make it, but also how do you get out of that, that feeling of being the imposter or the hypocrite and actually starting to run a real business versus just a hobby.

Speaker 3:     07:38           Yeah. And you know what? There is some valid need to fake it till you make it. And what I mean by that in one of my favorite movies, catch me if you can, which was the story of tom hanks was in it and also the dicaprio writing. This guy was a con artist and tom hanks was the fbi agent and in real life the con artist, just like in the movie, taught at a university level class. Like for an entire semester, and he, he, he taught, he gave quizzes, he gave tests and you get grades and once they caught this guy in real life, they said, listen, you're a con artist. We know how you, how you were able to con people out of money and get on airplanes by conning people, but how did you

Speaker 3:     08:23           con your way into being a professor for an entire semester? he goes, all I had to do was be one chapter ahead of all the other students in the class and he was just teaching a chapter ahead and he was reading the same book that they were, but he was a chapter ahead and so to me, faking it till you fake it till you make it is that you're doing it, but you're just barely ahead of the people that you're either teaching or selling to or servicing. There has to be a. The next level comes

Speaker 3:     08:53           when you have to be truly demonstrate proof, demonstrate proof. For example, we'll use russel as an example, like one of his first products, the old potato gun that he created, and then he created an ebook that teaches you how to make your own potato gun. Well, that's great. He made the potato gun. He had fun with that. He goes, hey, people are actually searching out how to make potato guns. I might as well make an ebook out of it and sell it and make some money. I'd say that was fake it. You make it like that was a. We all bump into that accidental entrepreneurial spirit and oh my gosh, people are actually paying me for this, but then as time goes on and he writes his books and he goes into many different ventures with click funnels, like now this is a leadership position that he's in.

Speaker 3:     09:32           He's leading a company. He's having to look forward. He's looking to communicate. He's. He needs clarity of vision so the entire team can be on it. He must be decisive because between competition and between marketing and between the economy and the opportunities available, all those things can shift and a strong leader must be decisive and pivot because indecision costs entrepreneurs more time, money and market share than making the wrong decision, and so yes, we all start off as fake it till you make it, but at some point we have to grow into our entrepreneurial skin and be willing to take bigger risks, have those tough conversations and communications, have even greater clarity of vision, be super decisive and go from having a group of employees to a high performance team who is on board with the vision of what clickfunnels, where click funnels is headed and knows that we have to execute this plan because it's us against them. A team team member has an us against them mentality where employees just simply want to come in, clock in a little late, clock out, a little early, do the bare minimum, and off they go. Right? I mean, you're not going to build an empire with a. With a group of employees. You're going to build an empire with a, an effective team around you.

Speaker 2:     10:46           I love that. You know, when the, I, as I was going through your book, man up the, we talked about these six pillars of entrepreneurial leadership and you kind of broke it down into three different sections and leading yourself. That was such a cool section as far as. So often we talked about leading as a team leader and you're kind of alluding to the fact as far as what russell is doing a leading yourself. For me, it was such a foundational thing. I think a lot of people, they kind of skip that. Oh yeah. I'll do that later if you don't mind. I'd like to kind of talk a little bit about this whole concept as far as leading yourself,

Speaker 3:     11:17           you know, and in the six pillars of course, and the six pillars or this self discipline, it's clarity of vision, meaning what do you want your company to go and by when and what's the path. So vision is all about what do you want and when do you want to buy? Um, and of course then there's decisiveness. There's effective communication, there's emotional resilience because lord knows as entrepreneurs, we go through some emotionally challenging stuff that other people simply wouldn't understand. The risk and the exposure that We put ourselves against, and of course the sixth and final pillar is having a high performance team to help you execute your vision, but you know that self discipline piece, the leading yourself is so important. Most leaders, bosses, founders, ceos, whatever you want to call them, believe in this top down leadership meaning I will say, and you guys will do, and that's that, and that is called I call that half to leadership.

Speaker 3:     12:10           Your employees or team, they feel like they have to do it. Otherwise they're going to get reprimAnded or yelled at, possIbly fired the leader who's more of a servant leader, who practices what he preaches or what she preaches and his self discipline, which is why self discipline is pillar number one. Leading yourself leads by example says, you know what? Here's what we have to do and here's what I want you to do, and the team wants to do that because they see that the leader is authentic. So self discipline comes from do the work first. If you expect them to show up on time, you show up on time. First you expect them to be ready during meetings, be ready first. If you expect them to be clear in communication, you better communicate more clearly. If you expect them to do the marketing effectively, you better be clear on how you want them to market and how much of a cost of lead should be in and what are we looking for by will conversions and lifetime value of a client.

Speaker 3:     13:02           BecAuse the moment you're unclear in any of that, your team goes imposter, hypocrite, and all of a sudden you're half to leadershIp instead of the one to the one true leader. If your team goes, you know what, I want to do this for him or her because I believe in his or her vision and I want to do it for them. That's so much better. My team hates letting me down. They'll take getting written up by our two vps over letting me down like, okay, great. WrIte me up. Just make sure he doesn't find out. I'll never do this. Over again, because I've been so lucky, so fortunate to create an environment where they don't want to let me down and I remember when I worked at disneyland man, I worked at disneyland, dave for six years and there was a. I had, I had two supervisors in the carnation cafe restaurant that I worked in.

Speaker 3:     13:49           One's name was cathy, one's name was doug. Kathy. Kathy did not practice the leading herself. she always came into work. This sheldon as she Was our boss, I was a fry cook at carnation cafe and twice a day. Carnation cafe was literally the busiest restaurant on the planet because when I worked there it was on main street and the main street electrical parade would go twice a day and that restaurant, we had a line around the building and we were just just bursting at the seams of people wanting to sit there and watch the prayed while they ate and so kathy would come and you need to do this and the food's not at a minimum of 140 degree and you guys are are, you know, there's a stain on your, on your chef whites. And she would always point point, point, but we would notice that she would come into work a little late.

Speaker 3:     14:34           She was always just shoveled, always unprepared. If we had a meeting with her before our shifts started, half the time the meetings will get canceled and so she was poorly self disciplined and so we had no respect for her. Then there was doug when doug was our shift lead and he was this six foot five heavy said bellowing man. And he would walk in here, this cajun accent. He would walk into the restaurant, carnation cafe. Well, what can I help you with boys? And we say, well doug, we need more help on the window. We're pumping out food but we can't get it up on the window fast enough. No worries boys. And he fLipped his tie over his shoulder and he put on the chef gloves and off he went to helping us. And when doug work for us, we didn't care about taking our break.

Speaker 3:     15:15           We all we wanted to do was make sure we get the food out on time so the service can deliver it to the table. And give the guest experience that disney is known for. When kathy was supervising us. Man, it didn't matter if the electric prayed was happening. Oh, break time. I got to go because you Just didn't want to perform for kathy. The difference between doug and cathy was doug, walk the walk and talk the talk. Like he was in there early. He helped us prep when it was time for us to close. He wasn't just up there doing paperwork. He was down there cleaning with us. He didn't have to be, but we felt so indebted to him and never wanted to let him down. and because of that self discipline that he had, because he worked up from the ranks, we never wanted to let him down where cathy was the opposite.

Speaker 3:     16:00           So self discipline is so important. So we're an entrepreneur is concerned. You can be looked at by your team is an imposter as a, as a hypocrite, just like I was by being unprepared, but expecting them to be prepared by being unclear, but expecting them to be clear. And So self really starts with what time do you wake up in the morning? You beat them up early enough to get the work done. Like every monday morning for the last five years, I send out a monday morning email to my team and it's only focuses on clarity of vision. Here's where we're headed guys. And then personal development tips and professional development tips. Because I know like me, they're human. They just came off a weekend. Maybe some people overrate, maybe they overdrInk. Maybe there was a fight in their relationship, maybe something a car accident had happened, maybe a family member got sick.

Speaker 3:     16:48           Whatever happened, guys, here's how you deal with adversity. You cope with what you have to deal with and you control what you can control and here's how you can use that and work to service our franchisees. But every monday morning I'm disciplined enough to wake up before them at 5:00 AM and send out my monday morning email. The day that I missed. That makes me a hypocrite. So we have to start with yourself first and then go into telling people what to do. Otherwise, we're seen as a, as an imposter by, by not only our team, but even our customers.

Speaker 2:     17:17           I love that. I know a russell. I joke around about it. Uh, I've never woken up as early as I am right now, so I'm trying to get this whole adonis looked at you. You were kind of like chiseled out of stone. So I'm trying to get to that same type of a luckier. So I've got hired a trainer and I met in the morning. I'm getting up and they're at the gym at 5:00 and it was kind of funny because russell always sit there talking about it and this whole idea of it's been interesting in the office now how many other people, because they're seeing our instagrams and everything else where we joke around about it because these were actually working at his gym. So since it's his gym, he comes in at six and I got to be there at five. But uh, it's been fun to see in the, in our office. How other, how many other people are now talking? Oh yeah, I got up to a 5:00. I'm working out, I'm doing this and and again it's, we never meant to come across as far as you know, you need to do this, but as you talk, as far as my leadership, even in your own personal life and personal life, leadership, it, it just carries over into your professional life so much. And so I appreciate that whole concept of, of leading yourself first.

Speaker 3:     18:20           Yeah, that's, that's a must and I think that's probably the most overlooked pillar in, in leadership because everyone says, you know what, alright, I'm gonna start communicating more effectively. I'm no longer gonna, hold things in. I'm not going to be approval seeking. I'm going to be more decisive, clear on my vision, and so they start saying do, do, do, but remember that the people are by what they're seeing, so they can't hear what you're saying because they're deaf. Invite what they're seeing. What they're seeing is un un sprint. Yeah. So we have to get discipline first, lead from the front before we can actually lead the team.

Speaker 2:     18:51           I love that. You know what? I was going through your titles of your books and the chapters there, and there's two that just jumped out at me. One is the five percent rule, so I want to talk about the five percent rule and the other one is you might have crowds. So those are the cliff hangers. Those are the hooks. So let's first of all talk about this on five percent rule and then we'll talk about you might have crabs.

Speaker 3:     19:14           Absolutely. and, and, and, and, and I go into great detail about this in the book, uh, but, but I want to give, give your viewers here, your listeners a really cool kind of visual. So imagine this. Imagine this. I had my first employee, her name was amanda, amanda. She was my assistant and I worked out of my guest house. This was over a decade ago. this is how the five percent rule came to be. And of course since I worked out of my guest house, um, I was close to the, to the home and my wife one day comes up to the guest house and says, dude, the sprinkler has sprung a leak. And as you're shooting up a fountain, like you've got to fix this thing now, keep in mind, I was in a place in my life where I could afford to call a plumber and having fixed the sprinkler pipe, but I'm a pretty handy guy.

Speaker 3:     19:59           And so dave, I just rolled up my sleeves and said, you know, honey, I'm going to go fix that. So I went to the garage, got some, the red hot, the red hot glue, um, my, my, my, my pipe cutters, some sandpaper and the pipe. And I went outside and start digging to find this sprinkler pipe that sprung a leak. Well, as it turns out, the day before I sent out an email to my small list of gym owners and I said, hey guys, I offer a year of coaching phone coaching for $5,000. Like at the time it was a smoking deal. Today we charge $50,000 for our coaching, but as $5,000 per year of phone coaching. And if you want me to help you grow your business, like I grew my five personal training gyms, then let's get on the phone. You know, let me ask you some questions.

Speaker 3:     20:42           If you're a good fit then I'd be more than happy to help you. So that was the email and the whole idea was they would call amanda. She would, if I was free, she'd put them on the phone with me if I wasn't freezing scheduling with a call. And so I'm, I'm downstairs, I'm elbow deep in mud and amanda comes running downstairs and she goes, dude, I've got a phone call for you. This person's totally qualified. There's no point in putting him in your calendar because he says he wants to sign up right now. I'm like, great, let's do this amanda. But I've got mud all over me. So you've heard me close many of a many of our coaching calls before. So we just take them through the page, get his credit card information and set up the first call for tomorrow. Are you sure?

Speaker 3:     21:23           Yes, I'm sure. Go do it. And there I was again, being poorly disciplined and delegating instead of doing what I should have been doing and it's in my five percent. Well amanda went up there. God blessed her. Did the best she could and actually talk the guy out of the sale and back then man, $5,000 was was I was like $500,000 to me. That was a lot of money to me. Like I knew we needed that money. We had just moved into this house and while we've got a guest house for the first time, but every penny counts. And I'll be very honest with you, dude, this was when you could still buy a home on stated income. Autonomy crashed. So it was probably more like 12 years ago and so pretty much lied to the mortgage company. I make $30,000 a month. Dude, I hadn't made more than $15,000 a month and that's in revenue.

Speaker 3:     22:11           My profits were even less like a true entrepreneur. Let's move in there and we'll figure it out. So we moved in there on stated income. I needed that five grand and of course she lost a sale and that was that. And in that moment I realized I could have paid a plumber $25 to fix that pipe and I could've worked on with my five percent the critical few things that move the needle. And for me, my five percent is to delegate, motivate, and sell. And so what I did is I pass the baton over to her. Instead of doing what was in my wheelhouse, my zone of genius, which was to sell. I should have stayed in my five percent today. I want to do anything outside of my five percent, you know, at the house, a light bulb's burnt out. My wife knows to go right to marlin or house manager and she knows how to change a light bulb because if you tell me I'm just going to stare at it.

Speaker 3:     22:53           I don't know how to do it, but I'm not gonna do it because that time could be better spent with family or by creating more financial wealth for us. And so, you know, pipes broken, everyone knows what to do. My five year, I haven't been to a grocery store for over six years. I don't pick up my dry cleaning, my car is don't get washed anymore by me. They get washed by people who just show up to the headquarters here and wash the cars, but all those things keep me focused, so I work eight hours a day in my zone of genius, my five percent, which is to delegate, motivate himself, and the competing ceo of a franchise says, you know what? I'm not afraid of hard work. I'm going to work eight hours a day and do everything. He's writing payroll checks, reading p and l reports, and he's changing out light bulbs.

Speaker 3:     23:31           Who's going to get ahead over the next 12 months? Obviously meat, but that was the most expensive lesson that I learned is that as entrepreneurs, as leaders, you have to work in your zone of genius on the five percent of the things that you need to do that move the needle. The other 95 percent you outsource a competent team members. I love it. I know we've talked a lot about this. You and craig and I about this whole idea as far as a not to do list. If you don't mind, kind of expand on this because people, I mean they go sheets and sheets deep onto do lists, help people understand what is this not to do list. you mentioned a couple of things there, but what are the types of things do you do and then with that, if a person doesn't have money to hire all that, who's the first hire?

Speaker 3:     24:09           They should get a very good question. So the nod to do list is I look at it as non negotiables and these are things like for me, I won't. I won't go to the dry cleaning. I won't go and pick up lunch for myself. I have that brought in. I won't. In fact next time you guys were out here in southern California because the 24 hour fitness is three miles away from my house. I bought a warehouse and I built my own private gym and mile away so that I don't even have to go competing. I don't even want to wait in line for a squat rack or a bench press. I built my own 3000 square foot private gym and I justified it by saying it's a mortgage on that building is $7,500. I've got a $7,500 gym membership as far as I'm concerned, but it's clean, it's clean.

Speaker 3:     24:50           Every equipment is available when I'm there, the equipment instead of a broken and it's a bonus to my team members because they get the work out there in the mornings. We're after at the end of the day, so I won't do anything that creates time theft. That takes away time from me, my health, my finances or my family. Not necessarily in that order. So if it's grocery shopping, washing my car, going to the dry cleaners, driving too far. I believe every entrepreneur should have a two mile bubble. Your office, your home. In my case, starbucks sushi and my gym or all within those five things are within a two mile bubble and I think those two miles, it's unpredictable. I don't know what the freeway is going to be like. All of a sudden what I thought was gonna be a short drive, added 20 more minutes to my time.

Speaker 3:     25:33           I don't want that. So part of having this not to do list is going, what areas of my life are sucking away time, are creating time theft away from my time with my family, my ability to create wealth and significance and of course to work on my health. To me those are the big three areas and whatever those are, you have to ruthlessly chop those things out and they are non negotiable. It can't be like on weekends I'll wash the car because on weekends are my time with the kids or on weekends I'm flying out to speak at events and so you have to create your nonnegotiable list and then of course stick to it because so often people do want to start shoving other stuff into your list and you have to be the anger queen of saying no. Right? And so to me that, that's, that's a massive lesson that I learned.

Speaker 3:     26:21           I learned that it's okay to be a control freak. People out know was like a control freak and I said, oh gosh, that's a bad thing. It's got such a negative connotation. I want to be a control freak. Like dave, you can set your clock to me. You know I'm going to wake up between between five and 5:30 every single day. I'm not going to hit snooze, I'm going to have water and then coffee and then my protein shake. I'm going to go through my gratitude list as I'm playing with cookie. Might 95 pound massive, and then I'm gonna sit on my couch by around 6:30 7:00, work for two and a half hours on my magic time. The things that craig valentine taught me, you know the, the, the list that I do the night before that are going to move the needle, right?

Speaker 3:     26:56           my five percent and then by 9:00 AM I'm in my gym working out by 11:00. I'm here meeting with my two vps and then I do this kind of stuff, which is fun. This is like in my zone of genius. I can't have anyone of my team members sit here and deliver this message, but what I can have them do like a non negotiable for me just because I know how to use click funnels. It's so easy. You guys have made it easy to use, but my team uses that to build our book funnel to build every single funnels that we have. Just because I can doesn't mean I do it. So that's a non negotiable as well. And to me that's been a huge thing. Speaking of which, let me tell you about the crab story. You know, I was asking people, hey, do you have crabs?

Speaker 3:     27:31           And they go, why did I go? No, not, not in the way the, the year was 2005. Dave. And gosh, if it wasn't for my wife's grandparents, I would have never experienced this cruise. We went on, um, on holland America cruise lines, which is a really high end cruise line. We went on an alaskan cruise. Thankfully they paid for the entire family. And thank god I was married to my wife by then because I got to go on a seven day cruise to Alaska and man, I had barely been out of California at that time, let alone like, wow, we're going to Alaska, we get to see glacier, we get to go hiking. Are you kidding me? this foreigner doesn't do that. Right? And so one of the ports that we stopped at was ketchikan Alaska and at this point, you know, I've already started building my business.

Speaker 3:     28:19           I'm trying to figure out how to be an entrepreneur. Um, sometimes I would tell my friends or family members like this is my goal, and created a software product called high tech trainer and it's going to be on a palmpilot and gyms are going to buy it from you. They're going to have these palmpilots and handed out the clients. And now if you can't afford a personal trainer, the workouts are going to be on the palmpilot. And I would have some friends and family that were just, what are you sure? Is that going to work? This going to be expensive. I would even know about software. And they will start and then of course I would just go fists up and want to duke it out with them. And um, so there we are in ketchikan, Alaska and we're walking across the this rocky area that's parallel to the water and we're seeing all these crab fishermen casting out their nets and then waiting a little while and then pulling in their nets.

Speaker 3:     29:05           One gentleman had a five gallon bucket next to him was about this much water in it. And then in the bucket at the bottom of the bucket was maybe five or six crabs. And I was fascinated. I've never seen anything like this. So diane and I stopped and were watching him cast his net and pull crabs in or pull nothing in. And as we're watching him, I noticed that there's one ambitious crab crawling on all the other crabs and this little guy is starting to reach for the rim of the bucket to pull himself up. Now in the, in my head, one part of me is written for him like, hey, you can do this little guy. Get out there and go for freedom before this guy. On the other side, I want it to be a good samaritan, so I said, sir, you're about to lose a crab.

Speaker 3:     29:45           He's, he's trying to make an escape. I think you should put that lid on it. [inaudible]. There was a lid sitting on the ground and he goes, watch what happens next. So I'm watching them. This little crabs hoisting himself, starting to hoist himself up to the top of the bucket. All the other crabs at the bottom. Reach up, grab it by its hind legs and pull it right down. Dave, and I'm hitting my wife. I'm hitting you. See what's happening here because the guy goes, these crabs are self policing. I was like, oh my god. And I realized in that moment I've got crabs in my life. It's not that my dream and my vision and my hope for, for the software that is going to change. The fitness industry is unrealistic. It's the people around me are crabs and they are unrealistic and they're transferring their lack of ability and desire and willingness to take risks on me.

Speaker 3:     30:32           And so I literally got back from ketchikan, Alaska and I started just cutting away friends from high school friends who I new from, other places who were negative, toxic. Anyone who looked forward to the weekend and didn't look forward to mondays. That was one of my criteria. You don't look forward to on monday. We can't be friends now. I didn't of course call them up and say, hey, we can't be friends anymore. Your crab in my life where I slowly. Because people always asking me, no, wait a minute. You just cut them all out. I said, you know, you slowly phase yourself out. You, you replied to the text messages last you answer the phone calls less. And what I found was I created room for a better group. Have people around me who weren't crabs. So here I was trying to be an eagle, but I was hanging out with ducks and wondering why they're quacking, what I'm trying to soar.

Speaker 3:     31:17           while the truth is, once I cut out the crabs out of my life, it made room for egos like yourself and russell and craig ballentyne and frank kern and randy garn. And all these good people to come into my life and allow me to stand on their shoulders and allow me to take a peek into your business and see how I can scale my business or tell me. Yeah, you can do at vedros. in fact, I think you ought to set a higher goal. That goal isn't big enough. Like that's what I want to hear from my peers. Not. Are you sure you can do it? What if you lose money? and what if you. You ended up homeless.

Speaker 2:     31:46           Oh totally agree with you on that one down I think is probably the biggest problem. A lot of people when they start getting down this entrepreneurial road they face because a lot of the friends aren't entrepreneurs and they struggle with that and it's. I Actually had this conversation with my son chandler, who's a. I was in college actually, randy gardens working for skipio skipio to go do his own thing and all of his friends were like, you've got this great job and you why you doing that? And he's like, it's not what I want to do. And, and it was really cool because randy's partner nate was chandler, just go do what you want and I appreciate it again, date and randy's friendship, but just recognizing that sometimes you do have to kind of distance yourself from those people who are pulling you down and sometimes they don't mean to. It's their own lack of security themselves and they're like, I can't do that. So I doubt you could either. And so I, I appreciate that for sure. you know, and that's exactly the, they don't have their intentions

Speaker 3:     32:40           are well placed. I don't have any bad intentions. I just realized that they, they mean well for you, but they're passing along their insecurities, their transferring those feelings on you at that because they're friends. You do put more weight on what they said because you know they have the best interest for me. But in reality it begins to play this negative loop in your head while you're trying to do something positive. And those two things never work out. Well,

Speaker 2:     33:01           I totally agree. Well, last question here I really want to dive in on, and this is so again, if you don't mind, tell people again what the six pillars are. I also want to let them know where they can get the book, but so tell that first will be a little commercial break here, but they don't want to talk about the last one and we'll come back to that.

Speaker 3:     33:17           So good. So the six pillars of entrepreneurial leadership, a real simple, it starts with self discipline is pillar number one. Clarity of vision and clarity of path is number two, clear communication skills as number three, decisiveness, being able to make a decision and make it fast and course correct if it's the wrong decision is number four. Number five is emotional resilience. So many of us tend to react instead of respond, and oftentimes when you react, you leave a wake of destruction behind you instead of responding with clarity to a problem or challenge that entrepreneurs will have. And of course, finally doing away with the idea of having employees and only building a high performance team who can help you get to your outcome and your life and your business. And so in fact, the book now, it doesn't come out until September 18th. However, it's. It's on amazon.com right now.

Speaker 3:     34:05           You can get it from amazon. You can preorder it. And what I'm doing for actually you're the first person I'm doing this for a click funnels. The first person people I'm doing this for is when they order this book right now from amazon.com. just forward your receipt to orders at [inaudible] dot com. Use forward your receipt to orders that manup.com. And two months ago I created, I charged $2,000 a head, got 20 people into our learning center here and I did a one day entrepreneurial leadership workshop. And so I'm making a $2,500 course out of that. But if you send your receipt to orders@manup.com, you'll get that course absolutely free. We'll just email you the login and the access to it as a giant bonus gift for getting onboard with the amount of movement.

Speaker 2:     34:50           Thank you. I really appreciate that. I. I need you to clarify one thing and that is I had a couple of people were asking say, well, does this work for women too?

Speaker 3:     34:59           Yes. Yes. That's a really good questIon. In fact, manning up doesn't work for women too. It's just mad up as a phrase that we've heard before. Hey man, up and go ask for that. Raise. Hey man. Up and go after the girl of your dreams are. And so the way I look at it is when you look at the word human human up, rIght? And I started to think about this again. I really do explain in the book and I go into great detail with anecdotes and stories of myself and many of my clients who were in the darkest of times as entrepreneurs and how we turn our business and our lives around. Because how you do anything is how you do everything. Like my health is connected to my relationship with my wife, which was connected to my, which is connected to my mindset, which is connected to my significance and impact I want to have on this planet.

Speaker 3:     35:42           No one thing. I can't be fat, sick and out of shape, but I expect to run a business at its full potential. Impossible. And so I started to think in in 2013, but you know what? As a human, I think I'm at the top of the food chain on this planet. I'm pretty sure as a human we are tOp of the food chain yet I'm going to be very honest with you, man. I had taco bell and del taco wrappers in my car for like three, four weeks ago. I had empty starbucks cups and soda cans and you would think that a hobo lIved in my car and I remember looking around in my car and being disgusted with myself. I'm like, wow, I'm living subpar. Like a. Like a dog doesn't even go poop in the area that it leaves. It actually walks away right?

Speaker 3:     36:25           Yet. Yet I had this junk. I had crap around me because I thought so little of myself, so if I'm a human and I'm top of the food chain, but I'm not living to my fullest potential and expectations, shame on me. I better start with self discipline and so I. That's where I started, was with my weight, with my health, with cleaning up things around me and when women always want to put anything man up on social media, every now and again, most women are totally on board with the movement because they understand. Matt up simply means stop making excuses, take control of your situation and rise to your fullest potential. but they go, well, you know, why can't we women up? I said, look, if you want a woman up, you can woman up, but at the end of the day I want you to human up because your top of the food chain is a human and when it's a human up, and so if the word man is in the name isn't the word human, we just need to man up to our greatest potential and if that means warming up and then so be it.

Speaker 3:     37:18           I love it. Well, it's a great book. Again, you guys get it manta.com or go to amazon right now and get it beFore it actually goes live in september. Um, my problem is I would love to sit and talk to you for hours because there's so many things I want to talk to you about on this book. So I know your limit on time. There's two different things. I'll let you kind of pick which one you want to talk about. Emotional resilience or else the glue that holds things together. Ah, let's talk about emotIonal resilience because this translates emotional resilience, translates into your personal life and your professional life. And at the end of the day I just want to give back. I'm like, I would have wanted someone to give to me when I was coming up as an entrepreneur and thank god I accidentally found my first mentor, jim franco, who was a personal training client of mine.

Speaker 3:     38:00           I was just complaining to him one day saying, well jim, I'm a personal trainer and a fry cook and a bouncer at a bar. I don't want to be a fry cook and a bouncer. I want to be a full time personal trainer, and he said, you know what, you're a horrible salesperson and I'm going to teach you how to sell, and he took mercy on me and he mentored me and so I figured if I could just pass that message along, mentoring someone else now so that they see the value of mentors and invest in him sooner than I did. It wouLd be huge. But emotional resilience is this. Oftentimes as humans, especially humans who have a business, you have competition because you're an entrepreneur. You have competition, you have regulation. Probably either a state regulation, federal regulation, if you're a supplement company or in my case, a franchise to the federal trade commission oversees us like, like we have an inhouse compliance officer overseeing everything we do.

Speaker 3:     38:50           Right? And so you know, just like people who sell stocks and commodities and all that stuff, and so you have competition regulation, you have taxes, you have people who might even try and steal your business idea and go elsewhere. You have the economy that might crash around you. And while you have advertising that you have to do and all these things cost stress, like nothing, nothing worse than sending a few ads on facebook and then getting a random disapproval message and then two weeks ago that same ad was running this week. That adds not no one's responding to you and you're just, you want to go nuts, you want to send a an all caps email with a lot of profanity to somebody in facebook and say like, what the heck is going on? I'm just trying to serve my industry, makes some money, and it has some significance.

Speaker 3:     39:32           Well, most of the time we tend to over react emotionally and, and here's where that comes from. And I was able to look inside me and react and I'm embarrassed to say the state, but there was a time and 2004, I was on a phone call with a customer who very quickly became a non-customer after my reaction, instead of my response, he said, you know what? I've downloaded this high tech trainer thing on my palm pilot, but it's not working as advertised now. At this point, we were in so much debt and we hardly making any money. I took it as though he was literally saying, you have an ugly child who's horrible human. I said that right, and truth be told I was burning the candle on both ends and I took it personally and instead of saying, well sir, let's talk about what operating system you have on your.

Speaker 3:     40:22           Because I did my own customer support on your palmpilot, et cetera. I just lost it. I'm like, what? You have no idea how long they took me to build a software. You have no idea how many people have to hire from India. And then they screwed it up. Then had to find people in United States and that I'm, as I'm talking and yelling, I'm just. I see my barometer go from yellow to orange to red and then I just started smashing the phone until all that's left is the court in my hands and I look over and there's my wife, like, what in the world just happened to you? Right? And that moment I said, can you believe this guy? The nerve that he would have to tell us this after we've taken six years to build a software and data that, um, well in hindsight years later I realized the guy was having a problem.

Speaker 3:     41:00           He's a paying customer. My job is to help them through a solution instead of reacting and taking it personally. I could have just responded effectively by saying, hey, you know what, why don't you want me to model of your palmpilot? Why don't you tell me, um, when you downloaded this thing, what version of high tech trainer did you download? And walking them through the steps. And so, but I realized were emotional reaction comes from, and I'm gonna share this with you and your audience so that we never do it again when we're born and we're babies, we're in a crib and it's the middle of the night. And being, uh, being a parent, you've had this happen. All of a sudden this baby just out of nowhere, it's just start screaming, holy murder. You just spring up your spring up and what's going on? Okay.

Speaker 3:     41:39           It's a new baby. Okay. Whereas mom, okay, we need to breastfeed or bottle feed. Got it done. All of a sudden the baby two hours later screams again, oh my gosh, what's going on? Oh, the baby has pooped themselves. Now we need to change the diapers. So the baby gets used to asking for things through emotional reaction. It's our job as parents, as they grow up, you go, hey, you know what? You don't have to emotionally react anymore. We've all been into the target or the walmart or the nordstrom's where we see this kid who's now eight, nine years old and having a temper tantrum, trying to get his way just like when he was a two month old baby. Right? And that's because the parents didn't spend the time to teach them how to phase out emotional reaction and phase in logical response like, you can actually talk now, son, so why don't you tell us what your feeling was?

Speaker 3:     42:26           That hunger pains, okay, you want food? Great, let's see how we can feed you. And so I realized that most of us never got past the emotional reaction phase of survival. And so even as adults, we believe that the squeaky wheel gets the oil. Yeah, okay. That term exists, but the squeaky wheel also gets hated upon and has lost all trust and respect and authority. And so If you can just step back and go, what is this person across from me saying, is it a personal attack or are they just criticizing my business and product? Okay. It's a criticism of my business and product, not of me personally. If I emotionally react, I only have one thing I can do freak out and no one's gonna benefit. If I respond, I might have three or four options, so I'm going to choose to emotionally or to effectively respond strategically, respond with this answer because I think that's going to be the best and it's having the wherewithal as an adult to not react anymore.

Speaker 3:     43:21           Instead, take a step back, take a deep breath. Don't write that email and send it out. Write the email and just let it sit there and your drafts right? Or don't send that text message just because someone got flared up to right. But it's so easy to react, but it takes a pro. It truly takes a pro. the amateur reacts to the pro. We'll step back, assess the situation. It's not a personal attack. And even if it is, it's probably coming from a place of, of weird emotions that they're having. I'm not going to take it personally. Here's how I'm going to strategically respond. And anytime I've responded to a situation, I've been able to change the other person's perspective and get them to see the light when I've come to them with fists up. Well we've really duked it out. No one's one. And so one of the best quotes I've heard is you never want to argue with someone stupid because it will bring you down to their level and then beat you with experience. But I was pretty emotionally reactive per person and that would just bring people down down to my level and I beat them with just freaking out at them. And then of course they'd stopped doing business with me and they tarnished my reputation and I'd somehow blamed them again. But truly, if we can just manage our emotions and be more responsive instead of reactive, man, the world opens up with so many opportunities.

Speaker 2:     44:37           I love it will be. I get, I could spend all afternoon with you. I love being around you. I appreciate all the, all the wisdom, the value bombs you've been dropping for our audience here. Again guys, go check out [inaudible] dot com or go to amazon and get it there. Again, I appreciate your kindness and offering. It's huge. Twenty $500 course to our audience. That was kind of you. And any other parting words before we wrap things up?

Speaker 3:     44:57           Well, no, I just have to say this, that uh, and you know that when you first opened it up you said, you know, tell us more about self discipline, but everyone on here is going to have room to improve and their leadership skills. And I can tell you that the easiest path you're going to want to take is to become a better communicator or more decisive. We're trying to build a team or clarity of vision. Go back and look in the mirror, start with yourself. And when you can work from the inside out, the outcome that you get in your business and your success and your personal family life is, is monumental. And, and that's the one parting message I want to leave with the audience here.

Speaker 2:     45:32           I appreciate it. Thanks. We'll talk to you soon.

Speaker 3:     45:34           Appreciate it. Take care, dave.

Speaker 4:     45:36           Hey everybody. Thank you so much for takIng the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crushed through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, I only just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go To itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Andrew Warner:

Andrew Warner is the founder of Mixergy. Mixergy was created to help motivated and ambitious people learn from experienced mentors on the best ways to grow by sharing their expertise and experiences.

Tips and Tricks for You and Your Business:

• Incorporating Chatbots into your business? (2:55)
• Tips and Tricks for businesses to stay authentic using chat? (12:15)
• Other ways to utilize chatbots in an effective manner. (17:00)
• How chatbots work and how are they available? (21:00)
• What is the future for chatbots? (38:55)

Quotable Moments:

"Across the board, for every age group, people are spending more time using chat rather than email."

"Every chat platform is going to have to have a chat bot in the future."

Other Tidbits:

Andrew discusses the significance of having influential people at your access to help you start your new company.  Andrew goes in depth on the benefits of using Chatbots and gives fantastic tips on how you can incorporate them into your personal funnel.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome to the show. We're so, so excited.

Speaker 2:     00:19           Have you guys here? This is a. I can't date outside of am to have andrew with us. I've been trying to get him back on her podcast for awhile and last time I was with him actually was at euro. Your Scotch dinner? Yes. For Guy who does it was. No, there was no dinner. It was. It was a thing, but chat, chat bots and Scotch. You don't even drink scotch, but you still attended. It was great. It was a ton of fun and you're a great host again for them because you guys who aren't familiar with Andrew, Andrew's got the most amazing podcast in the world. Mixergy, if you haven't been listening to, you definitely need to. In addition to that, he's got the coolest technology and stuff he's been doing. Probably I would say you're probably one of the pioneers in this whole chat Bot thing.

Speaker 2:     01:00           I mean, you've been around this for a long time. Oh, I've been so psyched about it. Yes. So we're going to dive facebook even allowed it before facebook allowed it. That's legit. Well, I, again, I can't tell you how excited I am to have you on this out. So for those of you in facebook land, we're going to be taking your questions and things, so please make sure you put your questions down below. And in addition to that, uh, will be stripping this as an audio. This is the first time we've ever done this where we're actually bringing celebrity specialists expert onto this and we're actually gonna be using this audio for a future podcast on funnel hacker radio. In addition to that, we've got some cool stuff we're doing with Andrew and Russell upcoming here real soon. So, uh, you'll have to stay tuned for that as well.

Speaker 2:     01:42           But Age, Andrew, welcome to the show. So excited to have you on here. So the reason that we switched to zoom at the last minute, we were like four minutes late. I know there's somebody who does not like to be late. The reason we're doing this is because I'm going to show everyone how easy it is to put makeup on my face in real time and switch it because of a chat bot. So I want to show that I want to show how I ordered beer within a minute to a seat at a baseball stadium. Just using a chat bot. You know, you just go to the chat, you say, I feel like a bud light. It says here's your, here's your apple pay. I double tap the side of my phone. I ordered a beer, I'm going to show you that and I'm going to show you how it actually fits in with click funnels and everything else that we're doing with bundles.

Speaker 2:     02:24           So I wanted to show the screen. You said Andrew, it's important you spend like 15 minutes making this first lesson from what you just got is. Those are some of the strongest three hooks I've ever heard any podcast. So thanks for setting the hooks, how good you know what and the reason I want to say that it's because some of it's going to be fun and really practical like for women to be able to see makeup on their faces, way better than looking on a on a phone screen and seeing a selection of it on models faces and I'll show you what that looks like and coming back to. And that's the future. Coming back to today, I'm going to show everyone how chat bots can help grow their funnels. How about we just start with that because I find that people don't. What a Chat Bot is, I want

Speaker 3:     03:00           to do something super concrete so we're all on the same page. Even those of you who are listening and not watching, I promise I'm going to describe everything that's on my screen. Here is what is on my screen right now. You can see that, right dave? Yep. Left side landing page on my desktop. Everyone listening to me probably understands this is a click funnels page. On the right side is my phone and on the left you could see that if we had a, a company that offered a yoga studio, they might say in the past, enter your email address to get the guide. I want to show you what it looks like if it's not, enter your email address, not type in your name, but instead press one button and not after you press the submit button, it goes into an inbox full of thousands of unread messages and a lot of anxiety, but the user gets an alert on their screen and they get the immediate gratification. So here's what's going to happen. I guess. Again, I'm going to describe this for the people who I know are just listening in and not watching.

Speaker 3:     04:01           So on the left, come on desktop, I'm shutting this off and I'm doing it again. Hang on the phone about doing stuff. The whole thing was supposed to hang on that one moment. That one moment that I set up. Okay, here we go. So on the left you could see landing page, user presses, just one button, no fields to fill in the button. Just says, send me a guide, and underneath it is the user's face and their name. As soon as they press it, look at what happens on the right side of this screen. Boom. You see that boom air. It is the user's promise to guide. As soon as they, they press the button there, phone alerts them and says, here's the guide. It says, welcome Andrew. Can I give you the pdf and teach you via this chat? These are presses a button that says yes, give it to me, and there it is.

Speaker 3:     04:46           The guide comes right in. Obviously this is a guy that I use for demonstration purposes, so it's going to be full of stock photography, but you get the picture. The user will get the guide instantly in their chat bot instantly there for them to read, to share with their friends to save for later and it right, and every time I send a message, their phone, we'll get another alert. There'll be brought back into facebook messenger. There'll be able to read it, interact with it, and get things like pdfs, get things like videos, get things like graphics, get things like files. That's what a chat bot is. Does that make sense guys? Absolutely. Loving it. I know we're looking at some of the questions and stuff down here. Yeah. If you see a question, just read it to me, but I want to make sure that James and miles and wendy and everyone else who's listening to us live is actually following through. If this doesn't make sense, if you guys disagree with this, don't just say, yeah, nice to. Nice to hear it, Andrew, but shoot at me. Disagree with me.

Speaker 3:     05:41           I think we're good. Good and date it. I'll tell you one of the big issues that people have when they see this, they say, well, Andrew, if you're saying that someone can easily subscribe to get my messages inside of Facebook Messenger, what happens if my doesn't have facebook messenger? My answer to that number one is one point 3 billion people use facebook messenger every month, every month, number one. Number two, you can collect an email address within this process. You could do it on the click funnels page or in the chat. It doesn't have to be an either or. You could say, you know what, I want to reach people in chat when there's something urgent and short message that I want to send them and collect their email address too so that when I have a longer form message I could reach them via email or maybe at some point facebook decides that they don't like chatbots anymore or they make my life hard.

Speaker 3:     06:33           I have their email address and I could still reach users. That way you don't have a question all the time. Real quick, Andrew, and that is how do I actually get the email from them? Is there any great that or do I have to actually ask for it? So we do two things. One is in some cases we just keep our standard click funnels landing page, the one that has a big button. When people press it, they enter their email address. It works for us. I don't want to mess with it. We leave it as is, but as soon as somebody hits submit and gives us their email address, the next page says, press this one button and I could also reach you via chat. So that's one way we combine it. The other way is what you see on your screen right here where we eliminate the request for an email address from the landing page.

Speaker 3:     07:14           The click funnels landing page just says, press this button and I'll send you the message via chat and one of the first messages that come via chat is, do you like this pdf? Would you like it sent to you via email? All they have to do is hit one button and their email address is passed into my crm and my software can start adding them to the list and sending the messages and the email address comes not from them having to sit and fat finger, type it in with typos and everything. But as soon as they press a button, facebook passes the authentic facebook email address into my email system. That's what we're talking about here through a little bit that we've, uh, we've done some testing on that and that, uh, the social email we find basically it's anywhere from 10 to 12 times greater response than some of the other stuff we get know people typing in different things.

Speaker 3:     08:01           So I think that's awesome. Oh, you mean the email address you get from social? Yeah. You know why that is. I had an email address that was male@mixergy.com because I thought anyone who wants to send emails, you just send it to mel at mixergy. Facebook came back to me and said, that is not an okay email address. I said, yes it is. It works. So no, that is not, it's a functional email address. So what's that? I went and I googled it. It turns out for many businesses, mail at is like a business wide email address, not a personal email address. Facebook super duper wants to make sure they reach me directly, my personal email address, the main one. And so they wouldn't let me get away with using anything other than the best email address I have. And so I now gave him a different email address, so facebook's putting all that effort to get email addresses. We might a little piggy back off of it. I love it.

Speaker 3:     08:50           Very cool. All right, so now we've been talking about what chat bots are. So from here this kind of go, how, how are people using these? You showed an example here as far as clickfunnels and and going into yoga and all that kind of stuff. What are some. Who are some of the big players who are using this stuff right now? So here's the good news and the bad news. The good news is the big players in marketing are not doing anything huge in it, which means that we have an incredible runway to jump in and lock in as many users as possible. Get my lock and get them to subscribe. There's, they have free to opt out anytime they want, but we have an opportunity to be the big players in this. You know, years ago I had an email marketing company and I remember this guy who was a superstar in the paper mail direct mail business with someone I admired forever.

Speaker 3:     09:38           I invited him into my office. The guy comes around to the twelfth floor of a of my business, five slash 75 Lexington avenue goes, this whole floor is yours, and he looks at me. I'm like 22 years old. And I go, yeah, this is how we run our business. He goes, what kind of business do you guys run? I know you wanted to hear about me, but what does this say? It's an email marketing business because email marketing built all this, how much revenue you guys do? I said, $35 million. He goes, we totally, totally missed the boat on email. Says, we've been doing so well with paper mail. We never thought to get into email and I knew it was big. I didn't know it was this big. So the same thing's happening here. The big guys and email marketing are going to miss this and new people, new, big players are going to come in and I think that's the power of this.

Speaker 3:     10:25           I love it. I think, uh, for me some of the main things, we're super excited. We were adding a Bot technology to our actually next empty. If it's going to be rolling out here next couple months. It's really one of the main reasons I wanted to have you on the show is to help people understand it's, this isn't. First of all, I kind of addressed the issue as far as is it just a fad or is this something that's here to stay? So it's addressed that one first. Okay. So that's a really good question. The thing that I try to ask myself is when I talked to my friends, do I use chat or email? If I'm using chat more and more, that's an indication of something. If I think about what do I like using more chat apps like I messaged which I use with my wife, like facebook messenger, which I use with some of my customers like slack, which we use with our developers.

Speaker 3:     11:13           If those are the fun ways that I enjoy engaging with people and email is the place I feel like I have to go back, that feeling I have to respect that this is what's in my bones and that this is an indication of the future, but I also want data so I went back to APP Annie App. Annie looks at all the apps that people keep on their phones and what they're most engaged in and I saw that across the board for every age group. People are spending more time in messaging than they are in an email except for people 45 and older. In which case email has a slight advantage but you can see it starting to wear out. So my feeling, my experiences were using chat more. The data's showing people are using chat more, especially younger people are using chat more than email and so we have to, as business people say, are we going to be stuck and say email's the only way to reach people or think you know what?

Speaker 3:     12:06           Email is a good way. It's working, let's not get rid of it, but maybe the future is chat and let's jump on board now. Let's learn it. Let's develop our audience there. That's the future. And so that's what I believe. I think chats the future. I think that's the part I liked the most is the personal aspect and people are always asking, well, as I don't want to get into a situation where people are angry because I'm sending them messages and as a business, how many messages are too many? How do I make it personal style so they still want to receive my messages so they don't unsubscribe for me. What are. What are the some of the tips and tricks that you've found that a business can use to actually still stay relevant and be very authentic and in Messenger orange out? You know, before I answer that, I'm going to ask you about the earphones.

Speaker 3:     12:48           What are you wearing? What is this? Uh, these are my favorites. These are, uh, are click funnels. Earbuds. Actually this is a, this was a gift from Russell to our executive team. And it's authentic. It's authentic. Yeah. It's the actual apple earbuds somehow in red and blue, the click funnels colors. That's correct. And we're going to be a most likely having a special affiliate price going up towards the end of the year where people can win these things were top affiliates. Get to have those ear buds. You get it. You know what? I didn't like my white here, but I love the airpods. I have them right here. They're never more than six feet away from me. I thought I could have them died in different colors afterwards because I don't love how bright they are and they're now becoming like everyone else. You're in San Francisco, but you can't get them died afterwards. There's no price you can pay. You got to do it before and it comes in a nice black box like this.

Speaker 3:     13:43           So here's how to not be annoying. Um, first of all, the truth is a lot of this is still new and we're and we're learning and I have to accept it. If I'm learning at times I'm going to make mistakes and I'm not going to be the best, the best communicator out there. One of the things that held me back in high school was I was afraid to go and ask girls out because what if they, what did they think that asking them out is a little annoying. What if they think, what if I get embarrassed by asking them out and they say no, and so I didn't ask them out and I was really reluctant to do it. So what I'm trying to do as an adult is learned from that and say, I'll take a little bit of a risk and say the wrong things and learn from it because my intentions are good and I'll get better.

Speaker 3:     14:24           So with that in mind, here's what I found. Number one, it used to be that going daily with your messages was the best way to engage people. Because if you skipped a few days, they thought you didn't care, it felt like you disappeared if you sent a message on Monday and Tuesday, but not again until Friday or Saturday, people would think it was spam because they forgot that this is part of the interaction and so we did that. We did daily, daily, daily, daily, and we saw that our response rates are going low. We started checking in with the BOT makers I've invested in. I wish I'd invested in clickfunnels. I invested in a few companies, two of the top companies in the chat space, and I started to learn from what they were doing for big brands for smaller marketers, and what they showed me was the world was shifting to every few days and so now I would say the first day, obviously you send a message right away.

Speaker 3:     15:13           They sign up, they should see a message from you and chat. I'd recommend the next day sending another message to so that there's a little bit of a memory. They just signed up. The next day. They see that you're still reaching them. They know this is a relationship where they expect to get from you, maybe again the day after that, and then ease off, then switched to three days or so between messages. Maybe even as far as a week. Now is this hard and fast rule? No Way. I was sitting in my chat, I'm sitting in my chat bot the other day responding to every single person who engaged with my chaplain. There was this guy from Jordan and saying, how big is your list? He says, a million people. I said, how'd you grow up? He goes, and I can't talk. I don't speak English that well. I can't write English.

Speaker 3:     16:01           So I call him up on facebook messenger because you can actually use books. And I say, how did, how did you do it? What's going on? He chats. He says, I've, I've listened to mixergy forever. I like that you're engaging this way. He goes, I created this quiz. People answer seven questions and then they. And then they get to send the response to the, um, the result of the quiz to their friends to show their friends how smart they are. And in that situation, sending more messages more than more than once a week obviously makes more sense. People are looking for more quizzes, they're looking for more things to share. I've seen the same thing happened with Bible quotes. People Create Bible of the day messages. People create joke of the day and those cases daily, even more than daily. Makes Sense. But for the most part you want to ease off.

Speaker 3:     16:44           And that's one way to not be annoying. I love it. Well, I'm dying to find out some of you started off with some really super crazy hooks on. You're dealing with chats. I've got to find out. You have to tell us what are the stuff you're doing that's totally off the wall chat wise. So I want to show you something that it's not what I'm doing. But um, so the reason I know about this is I invested in a company called assist. And let me see if I can show you what we did there. These guys were one of the first companies to do chatbots. Let me share my screen. Here is my phone. Can you see my phone over here? You of let you know what I'm going to actually put, put it on do not disturb so that I don't accidentally get my wife's messages communicated to everyone who knows why she's going to send out. Um, so I want you to see what's Sephora, what they did for Sephora, because I think the floor is doing something really interesting. So let me bring up the flora.

Speaker 3:     17:46           Now. This goes beyond marketing. This is an insight where the future is going and you can see on Sephora when I started out, they address me real quick for those people who aren't the notes before. Just if there are guiding me and I know it's a forest. Oh, so far as a makeup and beauty brand. So do makeovers, they'll sell you makeup and so on. And so you can see that I can shop different looks, I can book a makeover with them. I could share feedback, I could chat with a live person all within the Chat Bot, right? I just hit the start over button by accident, but here we're going to try on different looks.

Speaker 3:     18:21           So let's suppose that I like this winged liner and red lip. Let's try it on now. My camera comes up immediately. That's a great color on you, Andrew. And notice how I'm going to keep on moving and it will stay there. That's impressive, right? Let's try a different look. See My, my eyes. Your lips aren't on, but your eye. There you go. Oh No. That was a more natural look. You see my lips are. There you go. You're right. That's the natural. Subtle. Okay. Now let's suppose that this is something that I like. I might want to share this with a friend so I could take pictures of this. I can do all kinds of stuff with this. Let's try it. Let's go for this.

Speaker 3:     19:12           Look. Stays there. I can choose who I send this to and now I could pick from all of my friends in here or I could add a few others or I could send it to my story for the day and share it with the world. This is really powerful. This is the future. And now watch when I come back I can actually start buying this. They showed me what I tried on so that I can buy it. Okay. For most businesses, this is a little intense. We don't have to do things to that degree. We just need to say the world is switching to chat. We need to anticipate it and be there and I know you guys are there and so we have to think about not replacing email yet, but if we're communicating with people via email, how do we also add chat? How do we also incorporate chat the apps that they love and we need to think that in the future it's going to be more than email.

Speaker 3:     20:05           It's not going to be a reproduction of email. It's going to allow us to do cool things like this, so imagine if you have someone in your audience who sells a couch to be able to bring up the camera right there in facebook messenger, see their room and add the couch in augmented reality in the room. That's not the future. It's here. I'm just saying for most people it doesn't make sense. For most businesses, for most users, it's a little too advanced. Let's be aware that this is where the world is going though. I love it. That's fantastic. So how did you order the beer? Okay, so the reason that the beer comes into play is because whenever I talk about this, people say, this is just facebook. What happens if. What happens when facebook says no more chat bots? What I'm finding is every chat platform is going to have to have a chat bot and in fact, before I even show you the beer, let me show you why that is important.

Speaker 3:     21:01           So real quick, andrew, if you don't mind explain to people. A lot of times people think of Messenger as the only chat Bot out there, right? Can you kind of explain how the chatbots really working? What's available? Sure. In in chat there, it's a very fragmented world with email, no matter what platform you're using. You could be on hotmail, you could be on Yahoo Mail, you can be on Gmail. If I sent, if I know your email address, I could send a message to it. Chat is little fragmented. I have to know that you, Dave, prefer facebook messenger as a way of communicating and you have to know that I might prefer I message and that's the way that we're communicating with our friends. So how do businesses reach us using the chat apps that we love? Well, the way they do it is with something called a chat Bot.

Speaker 3:     21:45           A Chat Bot is the equivalent at this point of sending out message, sending out email via chat, sending out, just like you would have an email marketing solution for reaching people via email. If you want to reach them via chat, you need a chat Bot and you want to know what platform they're on. Awesome. Okay. So let me show you why chatbots are going to come everywhere. Guys, if this, if you disagree or if you're not following because I'm showing too many different things, let me know. Um, let me know in the chat and I'll keep monitoring it. But here's the thing. This is a standard browser in safari. Let's suppose I wanted to stay at the Marriott. Notice how in the past at the Marriott, this is just me typing it into the search bar in the past, uh, apple used to say, here is a link to the Marriott's website.

Speaker 3:     22:31           Then they got a little smarter than they said, here's the link to the Marriott's website, but you probably want to call them or you want directions. And so they put a little icon for a phone so you can just call them and a little icon for directions so you can get directions if that's what you're looking for. What apple's realized is people don't want to call, they don't want to talk, you know, we can laugh at the future and I do, but the truth is people prefer to chat. So look at what they did. They'd now replaced the phone button with the little chat icon. If you look at it on your screen, do you see that on your screen? That's killer, right? So now if I chat, look at what happened. I actually did chat with them and you could see I chatted and I said, hi, look at the response Mary had sent to me.

Speaker 3:     23:12           Thank you for messaging. Marriott associates are available to respond Monday through Friday, 9:00 AM to 6:00 PM eastern time for immediate for immediate assistance. Call us and they gave me a phone number. So why am I showing you this? We know that an apple knows that consumers prefer to chat with businesses, but when they do, most businesses, even big ones like Mary, I don't have people standing by to chat in real time. Right? So what they need is a little automation in their chat Bot. They need to enable people to say, do you have a room at the Marriott in Los Angeles? And have them say yes, absolutely. And that's where the future is where chat bots will be able to do it. And I believed that the apple is going to enable everyone to carry it, a chat Bot for their platform. They're going to have to have Mary create a chat Bot. This kind of broken experience is not going to survive for long. They know people want to chat. They know that Marriott doesn't have enough people to do it all the time. So that's why I wanted to show you how I bought beer, so now I'm going to bring up beer and show you what that looked like.

Speaker 3:     24:16           This is an actual exchange that I had and I'll read the message to you. Welcome to brew to you. This is a chat bot built on apple today. We, you and I, Dave, even you with all your power, even Russell with all his power, everyone who's listening to us cannot create a chat bot on apple's platform. You could only do it on Facebook Messenger and slack and a few others, but I want you to see that this is coming because assist built this chat Bot. It's already the infrastructure's there. Apple just needs to start giving more and more permission. So again, I'm giving you a glimpse into the future so you could see what the message says. Welcome to brew to you. That's the name of the delivery chat Bot that they created, your automated bread beverage assistant. We're serving until the seventh inning because that's the way the baseball stadiums work. And here's what's on tap. So I hit this little button and I saw what's on Tap Bud Light Miller light, right? I could select it, I don't have to type everything. I could just see it and select what I want including for you dave water.

Speaker 3:     25:21           So what I did was I wanted to be a bit of a jerk instead of tapping and selecting one of those options. I typed in to buds. I wanted to see will they understand the two buds means bud light but a budweiser and they did say to bugs, they spoke right back to me and they said to buds, you got it now type in the section and row and see which I did. And then they said your order is going to be $18 and then you don't see it here because it disappeared. Apple pay comes up and says, here is the credit card you gave apple. Can we use this? I tapped, I paid. We're talking about a minute and this happened and suddenly whoever was sitting at that role, I happen not to be there. It was just a demo and I hope that they're. That they're not non drinkers like you and I didn't, it was introducing something that they didn't want their just sitting there and somebody came over with a real beer and handed it to them. This is the future. This is what we're all going to be able to create. That is crazy. Cool. Right? That is crazy. Cool. So can I have ordered Scotch and since scotch to you know, man, the SCAP, the Scotch Bot needs to be created. You got to get ahold of a cyst. Alright. So as a that's amazing and super, super cool. And we could spend hours just kind of go through other ideas on this. But I wanted to find out a lot of people got concerned that all of a sudden facebook lock things down

Speaker 2:     26:44           a few months ago and we were right in the middle of doing some things with actionetics and d and it kind of impacted us. So why do they shut it down and what's that have to do with the future of what might happen on facebook with chatbots.

Speaker 3:     26:55           See, I was actually really glad they shut it down. Here's why I sold in my chat Bot last week, I followed the rules, Dave. I said, I'm not selling to anyone who didn't interact with my Chat Bot within the last 24 hours because that's the rules. I might. I might talk a good game sometimes, but I'm one of these nerds who has to, if the rules are there, I've got to follow the rules. So I've been following the rules exactly right, and then I see the people create these chatbots that they do nothing but send out deals. They saw the groupon does great. They said, we're going to be the group on of chat and they're sending out just boom, firing off a great deal on a, on a USB hard drive, boom, great deal on a case for your iphone. Boom, great deal. It's just like pounding people with it.

Speaker 3:     27:42           Even when they're not touching the chat bot and I saw that they were making good money and I said, I'm a nerd who follows the rules. Why are these people who don't follow the rules doing better than hand? And then there was something else that was really troubling me. Everything that people say to my chat bot, including the curses, not only do I see it, but I see the person who sends it out. I can see who they're married to. I could see everything. I don't hold it against people they don't know and frankly we all curse is fine. You curse. Not much. I try not don't, so I thought it's kind of interesting that I see all this stuff that's the way the world works in chat and then I see these things like a therapy bought that. The first message a therapy bots said was everything you say to this therapy bought is private and I'm pulling my hair out going, this is.

Speaker 3:     28:38           This is absolutely wrong. Forget minor infractions. Trying to. This is definitely wrong and so all this stuff was going on in the facebook messenger platform. It was super effective so people got away with everything. I said, I'm so glad that facebook is stopping this, checking out to make sure things are legitimate and then bring it back. I mean, you talk about a little bit of regulation, a little bit of looking around and not ruin the platform for all of us, and so they stopped it. They stopped some of the bad actors. They enable this platform to be better for all of us and I think that that's a great way to operate. Even facebook says we're not going to happen. Anything goes platform. Then it shows that this is going to be a place that people can feel safe. I love it.

Speaker 2:     29:21           I think that we felt the same way. I know I was a little frustrated at first for us, but just the idea that it cleaned up the game for everyone I think is again, there's whole bunch of privacy issues and everything else going on legally these days and I think facebook does a great job as far as stepping up to cleaning up the game. So I thought that was awesome.

Speaker 3:     29:36           Can I tell you what I did at the time? I, uh, I called up, uh, one of your competitors. You guys compete, everyone by the way, you compete with ad just like you don't need Andrew Anymore. You don't need Andrew, it's like the next week you are going to have an ad going. You do not need apple. We've got a new phone coming out. So anyway, I compete. I invested in one of your, one of your now maybe competitors because you guys are taking on the world immediately when facebook shut it down, I called them up and I said, how do I put more money in your little startup? I want, I believe in this because I now think because they shut it down, it's going to be an even better platform. So that's how strongly I felt about it. So let me show you something else that they did.

Speaker 3:     30:15           Let's, let's look at one of my box. This is one of the new things that they did that people don't realize. I'm gonna. Share my screen again. I'm glad that you let me do shoot screensharing. Otherwise I'd just be yapping all day. I'm watching it. I'm watching people like Mark Stern. Mark, I'm looking at the screen over here. Thanks for the affection. Uh, thank you. Also Matana. I hope I'm pronouncing your name right. I'm, I'm checking to make sure that I'm not going too far with you guys. So here, this is a standard chat bot. This is mine. I obviously I've been sending them the same message to myself over and over because I wanted to make sure it worked so you can see I sent out my blog post and I have a read button so people can read the blog post and I also have a share button so they could share it.

Speaker 3:     30:55           So there's a little bit of a reality built into the messages that we send out in our chat Bot. Right? Um, so by the way, if you want to, you can see if I hit share, the latest people who I chatted with are all within reach and I could actually hit send to. Let's send it to Rachel now. Rachel's gonna. Get it. Makes Sense. Got It. Okay. So that's how easy virality is within there. But I want to show you something that most marketers are gonna hate, but we should be happy. This exists. You see this little checkbox right here. Let me do that again. Little checkbox right there. I can now turn off messages, I don't like this company so right, because before that wasn't there and it was so frustrating. You get just inundated with some stuff, like how do I get off this list or off this bought and they've quoted it there, but they hit it.

Speaker 3:     31:39           It was harder to spot and what they're doing now is making it easier and easier for people to see. Compare that with expedia. My Assistant Andrea, for some reason she must own shares and expedia. Every time I asked her to book a trip, you're going to see I'm going to come out to see you guys. Where are you in Utah? Uh, we're in Idaho, but we're going to meet you in. You're in Utah, right? So I tell her, can you help me get a trip to Utah? I bet you five minutes after she books, I'm going to get three different expediate information emails and five different subscriptions from them. And I do the same thing. Every time I go in, I hit unsubscribe from each one. It takes me to a landing page that says, give us 10 business days down. Subscribing. I go crazy. So that's the problem with email.

Speaker 3:     32:24           The solution is that anyone can within chat unsubscribing, cancel. Super Cool. I love that. Okay. I've got more data to show, but I want to give you a chance to talk here. I don't want to just keep pounding, you know, I just want to make sure I want to be valued. I want to make sure we're sensitive to your time as well and I've seen the comments are loving this and good back when facebook. And I think that's, that's the whole reason we're doing this. I'm one of the things. So I had you on our podcast, I don't know, probably six months, eight months ago we talking about this whole Bot Academy and I had a couple of guys that actually some of our, even our, our support staff are buying it and people were excited about it. What the heck is Bot Academy? Because at first people thought they're gonna be able to create bots or do things.

Speaker 3:     33:04           So explain kind of what bought academy is why it's important and all that crazy stuff. So as effective as this is, and you and I get it right, because we're in the email space, we're in the subscription space, we understand landing pages, somebody comes to Atlantic page, hits a button, subscribes, we understand that we need to welcome them in a certain way, send a certain sequence of messages. We know that if we bring that into chat world, we're ahead of the game because in the chat world, people don't know this stuff. The problem is when I started investing in this, in these companies, as an angel investor here in San Francisco, I thought everybody got it, and so I would show it to people and they say, this is great, and I go, are you building it? They say, no. I go, why not? They say, wow, I don't know what to say.

Speaker 3:     33:45           I don't know how to create a sequence. I don't know what you mean by sequence. Exactly. So I thought, you know what? Somebody needs to train people, train consultants to build these kinds of experiences for businesses because businesses don't know this stuff. They don't have time for it. They don't want to learn it. They want to run their businesses, they want to sell makeup, they want to sell beer, they don't want to learn drip campaign and landing pages and opt in, and so if autocad. So first I started teaching it to them one on one and introducing them to the software that I was backing and they were building on that software. And then I said, you know, what, we need to place where we can teach it and that's what Bot Academy is. We teach people how to create these sequences, these landing pages, how to get convergence, how to do copywriting, and how to get clients to pay them for it.

Speaker 3:     34:28           And we intentionally are focused on that. How to get people who want to do this for clients, how to get them up and running. I love that. I know that. Uh, it's fun. We rolled out our, what we refer to as our mother funnel and basically changed the whole page to click funnels page now. And on the right hand side, you can select from one of the 10 different industries or niches or verticals that you're in and one of those agencies or freelancers and we're seeing right now, it's probably one of one of our top two or three of those as far as fastest growing segments where people are trying to become an agency, but then all of a sudden they find they're competing with everybody else. I don't know how to, how, how can they really separate themselves from everyone? And it's one of the main reasons I wanted to have you want to talk about, you actually could specialize in bots.

Speaker 3:     35:09           And I'd like to kind of expand on that. Yeah. Um, that's exactly what we're seeing. That there are people who are agencies or have tried the agency thing because they know that it's. If you could get a client to pay, it doesn't cost much to set up an agency. You just have to do good work. And then you can start expanding by hiring a team. The problem is you can be the millionth person selling facebook ad services or websites, services or email services, or you can be one of the handful of people, very small group who say, you know, this whole new chat Bot thing, do you want one? I could set you up with that, and so that's helping people who are already running agencies get more clients or be more valuable to their existing clients and we've seen a lot of good results from people who are already running agencies.

Speaker 3:     35:54           I love it. I know it's for us, again, one of the main reason I wanted to have you on honest, it's actually an opportunity for people to use that as as kind of your lead Gen and officers. They have a chat Bot. The next thing they're going to need is going to be a funnel. They gotta take them someplace and so right up, right, and then we don't separate from email. We don't say no landing page, no nothing. Just say this is what's working. We're going to add chatbots to this, and by the way here, I actually, just for our internal group, I did an interview with this Guy Nick Julia. He's fantastic. He had an agency where he was doing basic copy services, web design, and he said, I'm going to try chatbots. And he started growing. You can see all my typos in here because it's my own person, my own personal notes.

Speaker 3:     36:30           Part one of his clients is a company called completely Keto. He, uh, started working with him. Here's how many subscribers he got for him. 9,000 subscribers. It costs him nine cents to thirty cents per chat Bot subscribers. So that's pretty good. Right? And here's what he sold it. He sold 'em, 211 people are paying for a $165 product around Quito. This is a diet, a, a hundred and 20,000 for a one time thing. $60,000 for recurring. So I'm doing the math as I continue here in my notes to 215. And then book sales is $100,000 in book sales. So a grand total of $315,000 in sales from 9,000 subscribers and it's broken up into the smaller packages that cost 160. Uh, sorry, this is a bigger product, $167. Um, and something as small as book sales. And by the way I'm mentioning the exact name. I don't want to say Nick J or whatever.

Speaker 3:     37:33           You guys should see nick, Julia, if you don't want to build your own chat bot goods, go called Nick Julia. If he can't do it because he's too busy, he'll refer you to one of the other Bot Academy graduates. If, uh, I'm not saying he had some random client, it's completely quito. You guys can actually see them online and see how well they're doing. So the reason I'm saying this is because people like nick who used to do other services are now creating chatbots and getting customers and their customers are getting results because this is so effective. The answer. That's awesome. I love that kind of stuff. So what exactly is bought academy? How do people get involved? All that fun stuff about academy is where we teach people like nick had a great chat bots and how to get clients to pay them to create a chat bot for them. If anyone's interested, they can see it@BardAcademy.com or we created a chatbot just for you guys so you can experience the click funnels chat Bot. All you have to do is go to academy.com/clickfunnels and you will see a book, a Chat Bot we created just for click funnels where you'll see a lot of what we talked about and get to experience. It's one thing for me to say, you can get an email address out. It's super easy. It's another thing for you to go, oh my goodness,

Speaker 2:     38:36           I just press a button. This is the future is amazing. I should copy Andrew. Awesome. So I'm going to a miles if you're walking, listening to put that into the comments so people see that. So it's Bot academy.com forward slash click funnels. Make sure that's there for people who are interested in and taking advantage of that kind of stuff. Um, the other thing I wanted to kind of talk about it here is what's kind of, what's next, where do you see this thing going, how is it evolving and you know, kind of what's the next phase.

Speaker 3:     39:02           The next phase is more chat platforms are going to allow this type of automation and they're all experimenting in their own way. So you're going to see it in what's APP, you're seeing it already in facebook messenger. You'll see it on apples I message but assist, which is a company that I, again, I backed and then they showed me how it's going to work in facebook messenger before it launched and facebook messenger and so on. Uh, they showed me, I messaged before it's on message. They're talking to me about how now they're working with big brands, big hotel brands to create this type of experience in Alexa to create this type of experience in Google home. And what they're doing is they create one product in one chat platform and then they say, now we can easily transfer to the next and the next to the next. And so as you walk around, do you have an Alexa device in your house? I do actually. Oh good. All right, good. So you know it, right? Once you have it in there, you start to use it. My Kid, he's four years old. He starting to demand that Alexa, play the theme from frozen.

Speaker 2:     40:01           I love it. Or Andrew, I know a a question. I always get on this kind of stuff. When someone says, well how hard is this going to be? As I'm kind of seeing in some of the questions coming through on personal message of her saying a actually on personal messages. Say, Dave, is this something that I can actually do or is it going to be take a ton of experience and knowledge as do I have to learn a whole new technology? What? When you look at it Bot Academy, how much tech stuff too they need to be aware of and learn.

Speaker 3:     40:29           I can get anybody and I would challenge you guys if you find in in this group, in the click funnels group, somebody who is completely clueless, I will bet a thousand dollars that within an hour I could get them to build a chat bot. So there's my challenge. If there's someone out there who says I'm the most coolest person, I totally get it. Pick whoever's the clue the person, the least cool person. I totally get it because you know what? When it comes to clothing, I'm the clue. Clue in person to hire a personal shopper to buy this shirt. This is not even that fancy, were all clueless and certain things, so if you find the most coolest person, I guarantee you within an hour they'll have a chat bot and probably what it'll be is 20 minutes to create the Chat Bot. Forty minutes for me to ask them about their earphones in their lives and just super easy to create it. So if you're listening to me, frankly, if you're all familiar with clickfunnels, you're ahead of most people. You can do this in 10, 20 minutes. It's not hard. It's not hard at all.

Speaker 2:     41:24           I love it. So that's bought academy dot Com. Forward Slash clickfunnels. It's in there. Yes. And Click on that and go, go check out what the Andrews built. Andrew. Again, it

Speaker 3:     41:34           is always a party having you on. I look forward to spending more time with you as we are kind of close to wrapping things up. Anything else that you want to share with the community here? Yeah, that don't be like that guy who's super smart, who understood one vehicle, which was paper mail, who was afraid to experiment with email. We know how easy email is, right? Be the person who was willing to experiment. Don't be. In fact, forget about him. Don't be like Andrew in highschool. The 16 year old Andrew was afraid to talk to girls because what if it didn't work out? I got to just gone over and sat next to them and talk to them. Just experiment with it. Sign up to. In fact, if you sign up to my chat Bot, I will start referring you to places where you can create a chat bot created.

Speaker 3:     42:09           It will take you no time at all. You're going to get insight into the future and it'll give you a better life and opportunity to get more clients and more customers and more users. This is, this is the future, if you believe in it, just try it. Like I love going to. I can see that and mandarin at school. I see people already buying it. So this is a great tribute to you and what you created. So that's super cool. I know, uh, one of my buddies, uh, on our support team bought this from you the first time we did it and he loved it. And actually, you know, what's the best thing about having click funnels people in this is he is like doing support for our group. Somebody said, how do I add this to click funnels landing page? And I thought I made it easy and he's creating a separate video shown how to do it. Well. He's a great guy on our team. I'm glad he's working for you on yours. Hopefully. Thank you so much for having me back on. Thank you everyone at click funnels. Really, honestly, I want to help you guys create a chat Bot if you're having trouble. If you're getting stuck, let me know. Thanks again, but we'll talk real soon. Thanks. Bye.

Speaker 4:     43:13           Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Raoul Plicket:

Raoul Plickat is advisor and board member to multiple big ecommerce brands and blockchain companies. He is the Founder of the payment provider “CopeCart” and the e-training platform “eTraining Solutions” which enables companies achieving unfair advantages through data driven eTraining; ultra-secured by blockchain technology.

Tips and Tricks for You and Your Business:

• Personal Branding And High Ticket Sales: (3:34)
• Marketing With Business Owners And Consumers (7:01)
• Certainty And Confidence Building: (12:19)

Quotable Moments:

“No shortcuts to certain levels. You will have problems in different ways. It is all about resilience.”

“What I realized is the money is there, you just need to channel it. And if you have the ability to channel it, you need to realize that confidence to repeat it.”

Other Tidbits:

This year he was awarded by clickfunnels a member of the Two Comma Club X award, for driving more than $10 million on one sales funnel only. Raoul also runs performance advertising-agencies in Germany and Dubai with more than 40 employees. He has been labeled “Kingmaker” because he builds the biggest personal brands all over German speaking Europe!

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:       00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody welcome

Speaker 2:       00:18         back. You guys are literally. I cannot tell you how excited I am. I've been trying to get this guy on my podcast for forever. He's one of our eight figure award winners. He's been crushing it lives out in Dubai and I want to. First of all, I'll let you guys. I'll talk more about him in just a second, but first of all right, we'll look at. Welcome to the show.

Speaker 3:       00:37         Thank you so much for having me.

Speaker 2:       00:40         I am so excited. You're celebrating your first wedding year anniversary here. Pretty quick archer. Yes. Yes. That's pretty exciting stuff. So he lives out in Dubai with his wife and they mean my gosh, you have to understand. Well, first time I started seeing his stuff, he actually invited Russell to come speak in Germany to a group of like 10, 15,000 business owners. I was like, what? Who are you? How did this come about? How have you created this then as you go on to find out, it was basically been selling out live events, literally hundreds of thousands of people. I mean you've been in this business a long time and crushing it and again, I think it's probably one of the neat things I look at is a most people here in the states may not know you, but in Germany and in Europe and now in Dubai, you're kind of like a Tony Robbins, grant Cardone, Tai Lopez all bundled in together as far as this massive celebrity out there. So I'm super excited, super excited to have you on. So help people understand what it is that you really do. I mean, because you've, you're doing tens of millions of dollars a year, that's not an easy feat.

Speaker 3:       01:49         Yeah. Take all the personalities, you know, like all the counterparts in Europe and I'm the guy in the background doing marketing. So like a bunch of salespeople working for me, have a bunch of people were doing websites for me. I do a lot of copywriting, especially facebook advertising, do very campaigns, very big launches. Um, started like this step by step, I got another one.

Speaker 2:       02:36         So tell people a little bit, what are some of the types of results you're getting for these people

Speaker 3:       02:42         you already said over launches? So like for example, we launched for 48 hours, 72 hours, four days, five days, a couple of times in a year was facebook ads and everything. A lot of free plus shipping books right now was one book we sold over 100 and some other books, like five figures and yeah, like getting leads stuff.

Speaker 2:       03:34         So tell me what verticals and niches are you in

Speaker 3:       03:39         branding, personal branding. For example, Greg Robbins was Germany was a personality, high ticket sales in Germany and a fitness business building also.

Speaker 2:       04:02         So you basically help them fill their events and then at the events you help them maximize their back of the room sales?

Speaker 3:       04:10         Yes. Yes, yes. Exactly. Exactly. Yep.

Speaker 2:       04:18         So typically are these paid events that you're getting people to attend? Are they free events? What's the typical range?

Speaker 3:       04:25         No, the lowest ticket prices and um, the highest.

Speaker 2:       04:44         Fantastic. So now they come to the event, uh, it's put on basically by the celebrities in, in Europe or in Germany. And then what types of things are they pitching at the event? What types of products or services?

Speaker 3:       04:58         Yeah, the last two years we started our next live event since the end of last year, we also started the transition to online products like to mix of online products, like information products was super customer service, one life event extra, which is a additionally people can come and I think this is also where the trend is going because people, the only one paid for implementation. This is like the typical life events like the seminar you attended in the past years. They were always like, you get so much information, information, information, information. Like all the content implementation was an online course you can follow. You can give some templates. For example, for

Speaker 2:       06:17         I know you've been doing a ton inside of clickfunnels as far as creating templates for, for your clients and for your users and using the share funnel links and things to make that happen. And what are the typical price points that you're selling at the event? For the next live event

Speaker 3:       06:35         or one thousand nine hundred and three thousand five hundred dollars.

Speaker 2:       07:01         Awesome. So are you working primarily with business owners? Are you working with consumers? What's your target primarily?

Speaker 3:       07:09         Yes. It depends on the more customer focused by himself character, how he is more like 70 percent for the sales guy. For Germany, we attract way more and it's amazing ratio and of business owners like pretty cool.

Speaker 2:       07:51         So how did you get into this? I mean it's not like you've got 50 years of experience doing this thing, so, uh, how'd you get started?

Speaker 3:       08:04         Same day I found my first company was all my savings I had was like a fitness clothing, clothing as the time I didn't have a free program like a went to Alibaba put up the website was wordpress and so many different shops at the time. It took me like one and a half year to get started. But eventually I got started online store but it took so much time. But in the meantime, I acquired all the skills I needed to have like a basic understanding. I got pretty good at facebook advertising, so then I started to partner with some local guy who had like some agency for Seo Agency and then I became like, his partner was like 20 years older than me, like Microsoft Germany in 1920 at the time.

Speaker 2:       09:43         What advice would you give to other people who are trying to figure this thing out?

Speaker 3:       09:48         The focus on and uh, it's unbelievable. So like two books, which I would recommend a book is from Ryan Holiday. Ego's the enemy books and yeah, yeah,

Speaker 2:       10:31         no, I totally agree. The daily Stoic in great books. I've read both of those. And again, maximum mark psycho cybernetics actually is going to be one of the books for two Comma Club x coaching students. They may actually see that coming to them shortly at one of our favorites. So

Speaker 3:       10:47         yeah,

Speaker 2:       10:48         super excited about that. Tell me right now you're out in Dubai. And it was kind of funny. We were sitting here before we got the recording going, you're life, you know, now I'm doing this consulting kind of on a, b, two bcm point and I don't even have business cards and these people like who are you? So I'd like you to kind of address how do you deal when you're working in Btby, when you don't have business cards and yet you still are able to get the sales. What are some of the tactics and things you're using from a B to b standpoint?

Speaker 3:       11:13         Yes. In Dubai there are no, no small deal. Big, big deal. Crazy people here. And it's very funny. So I got more and more involved but they don't have no business cards, no website, no linkedin profile. I deleted it like two years ago I think. And, and yeah, and the thing is like building bullying, like people start talking why you don't need it yet because I'm good to go. I'm focusing so much on the things I work on and I need to acquire new customers right now. Pretty good status. Actually. I'm not complaining.

Speaker 2:       12:19         I've love about you. Is your confidence. I mean, you are so confident for one, I mean you've got the stats to prove it. You can do what you do, but how I live, I was having this conversation, my kids the other day as far as being confident and really when you're talking to people being very, very certain because it, at least my experience has always been whoever is the most certain typically winds the winds in most situations. So how have you acquired that type of certainty and confidence?

Speaker 3:       12:46         Yeah. No shortcuts to some certain levels. You will have problems in different ways. Uh, it's all about resilience and resilience and I'm very fortunate to say that I never had an easy childhood until I was a teenager, but when I'm looking back right now and it was like the biggest and best lesson I ever had. Even the biggest challenges. Yeah.

Speaker 2:       13:42         That's awesome. As far as if people are trying to get ahold of you or would like to find out more information about you. I know you don't have a website, you don't have business cards. How do people find out more about you? If they'd like to reach out to.

Speaker 3:       13:55         But somebody was asking me on instagram and hurt my ego a little bit, so I bought them.

Speaker 2:       14:13         How much that domain cost you? That's a good one. I build brands. I know they get pretty pricey these days.

Speaker 3:       14:30         Expensive right now. It's crazy. I also wanted a few months ago like that was very cheap and I got. We can offer a couple of hundred bucks last week. Yeah, it's crazy. You a lot of good funnels. You can buy the domains

Speaker 2:       14:58         greatly. Appreciate your time. I know a out to buy. It's much later than it is here right now. So I appreciate your taking the time. Any parting words or advice for our listeners?

Speaker 3:       15:08         Um, any advice? Probably, yeah, there was one tipping point when I figured out that was one of the launches when I just did was what Russell was saying. I read a little bit of a funnel university and they've put together like a sales page and didn't look that good. Uh, the tiger tickets. 11,000. And with facebook, just facebook ads. And what I realized the money is there, you just need to channel it. And if you have the ability to channel it, you need to realize that confidence to repeat it, like how you're building the skill and I can sell to yourself even if you're not at the stage right now, did you do generate a lot of revenues for facebook ads, is you can sell this idea to you that all the money is out there and you need to channel it directly. What Russell says pretty much have success. Yeah,

Speaker 2:       16:32         I love it. Well, again, thanks so much for all that you're doing in the clickfunnels community. I know you've been using our platform quite a bit to fill in a lot of events with it. And uh, I wish you all the continued success and enjoy Dubai.

Speaker 3:       16:44         No, thank you so much. I appreciate that.

Speaker 4:       16:47         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Carolin Soldo:

With over 10 years of experience, Carolin has cracked the code to helping clients go from zero to full-time income in less than four months and break through the million dollar mark. She has helped build numerous multi-7 figure businesses, including her own international coaching company. Whether you’re starting a new coaching business or are ready to scale your existing business, Carolin and her team are here to help you reach your highest level.

Tips and Tricks for You and Your Business:

• Bypassing The Competition: (1:10)
• How To Identify Your Avatar? (6:23)
• Utilizing An Application Funnel. (13:20)
• Problem Solving And Urgency. (17:00)

Quotable Moments:

"I'm building businesses, but I'm giving women a voice, give them power and make them feel confident and they just enjoy life so much more."

"If you are someone who's brand new to building a funnel, you want to be as specific as possible."

Other Tidbits:

 Carolin works with passionate coaches who are ready to live the abundant and purpose-driven lifestyle they’ve always dreamt of. Whether you’re starting a new coaching business or are ready to scale your existing business, Carolin and her team are here to help you reach your highest level.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Every. Welcome back to funnel hacker radio. Yeah,

Speaker 2:     00:19         your host, Dave Woodward and I wanna introduce you guys to one of our two comma club winters. I'm so proud of her. She's just been crushing it. Carolyn Soldo, welcome to the show.

Speaker 3:     00:27         Yeah. Hi Dave. Thanks for having me.

Speaker 2:     00:29         I'm so happy for those of you guys. Don't know Carolyn. She said over 10 years of experience, he's cracked the code. Really helping clients go from zero to a full time income. Get this in less than four months and also being able to break the million dollar mark. Huge, huge numbers. A super proud of all the. She's done our. We talked a lot about some things she's doing as far as live events and webinars and really the whole idea as far as how you can actually take your passion, turn into profits, and it fits in exactly with what a lot of our current customers are trying to do. So Carolyn's kind of dive in and talk to people about what it is that you're doing and how you first of all tell people as far as obviously get 10 years of experience here, but what's the big kicker for you? How in the world are you able to help people go from zero and within four months to a full time income? I mean, that's a huge, huge claim to fame.

Speaker 3:     01:18         It is. Well, let me preface that by saying that we don't guarantee anything. Of course we all have to make, but no, I mean we have hundreds and hundreds of testimonials and they're coming in every single day of people going from literally ground zero where they have a job or they're staying at home with their kids and we have lots of female clients to where they were placing their incomes and they're working in the coaching industry pretty much full enough for what I would consider full time. And our secret recipe is that tactical advice. So were, you know, other courses might tell you to do, you know, a Webinar or my tell you to get visibility online and market yourself. You know, what they're not telling you is the how. So they're telling you to run a welder an hour. I tell them go sign up for click funnels, go here, do that. So it's very, very tangible and I've noticed that people need to know exactly how to do it, you know, in the nitty gritty. And we give our clients such detailed advice that they can bypass the competition because there is no guesswork. There's no wondering how to do it or which systems to use or you know even what to say because we have so many templates that have been proven over time and that we can really fast track them to become profitable in a very short amount of time.

Speaker 2:     02:44         I love that. It's so funny you mentioned that as far as this whole idea of giving really, really detailed information on how to literally just had a meeting with Russell and with Julie and we're looking at doing some things, trying to find a way of making it even easier inside of click funnels by providing even greater detail on exactly how to do it. And I think it's probably one of the things a lot of people miss. So many people speak at a high strategic level or you know, 10,000 foot level and it's hard when you've already done it and you've gone through it and you've built it yourself. You kind of assume well by now everyone else kind of knows that. It also. And you forget what it was like two, three, four, five, 10 years ago and you're like, oh, that's right. I really, I didn't know how to drag and drop things.

Speaker 2:     03:27         I didn't know where to put things and I don't know what a headline is and it's those basic things that you kind of take for granted what you've been doing it for awhile yet at the same time, those are those little details is what allows people to feel from what I've seen in your audience and with your group now, they just love you. I mean your testimonials on your pages. It's crazy. I mean people are raving all day long about what you've been able to do and help them build and I think it's because you care so much and you provide such great, great detail.

Speaker 3:     03:54         Yeah. I always tell my clients problems will come up. This is not going to be a cakewalk. You're coming into this. You're running a business or launching a business. There will be trouble, but one thing I can promise you is that I will have a solution for you. Come to me with a problem. I'm going to help you figure it out and we will work on this thing until it works. It may work after a day, it may work after 10 days or four weeks or whatever, but we will have a solution for you because we've seen a lot, you know, maybe I can't say I've seen it all but probably pretty close to it now. So it's about being able to solve these problems and having you know those, those, those steps was just tricks in your back pocket and you can pull out and give to clients and that you said went very detail oriented and giving them exact instruction and steps because we don't assume they know anything.

Speaker 2:     04:42         Well, Carolyn, I know for a lot of people get into the whole coaching business a lot. Them get real frustrated with dealing with the people who are the newbies and they much rather just deal with. Once it got success, then I can take them from making money, whether it's four or five, $6,000 a month to six figures, seven figures, but getting people started is probably some of the most difficult things that any coach deals with. So I'm kind of curious as far as why did you pick that part to focus on so much

Speaker 3:     05:09         compassion and because I started this because I love making women shine and, and men too. I have nothing against man. We have some men in my program, but to me I came to this country as an immigrant. I came with nothing and I literally booked myself to where I am today and I had to go from feeling like nobody feeling like who am I? Am Not Worthy. I looked bad. I have this accent. Like I was an underdog right? To where nowadays, you know, I wouldn't say that I'm the best thing in the world but. But I have a certain confidence now and I see that in my clients. Like I see those, those women come into the program, they have so many self doubts and they think I'm just mainstream. I'm just like this normal woman, Mike. But they go through this and not only do they have a business and clients, but they also changed in sight. They become stars. They appreciate themselves so much more. Like they speak highly of themselves. To show up completely differently than they were before. So I'm building businesses, but I'm giving women a voice, give them power and make them feel confident and they just enjoy life so much more and, and I also know what it's like, you know,

Speaker 2:     06:23         that's honestly one of the things I had this conversation with a figure award winners yesterday about this idea of really knowing who your Avatar is and I've as I take a look at your page and your funnel and everything else. Yeah, I understand you've got a few men. You totally focus on women and I think it's one of the things were a lot of people miss it, especially in the coaching thing where you think, you know, I can help everybody if you tell people a little more about how, how do you identify your Avatar? What exactly is your Avatar and why'd you pick them?

Speaker 3:     06:55         Yeah. My avatar is someone that like me, so I see coaches when they're focused on an avatar that is damn essentially a couple of years ago, maybe even a couple of months ago, and they actually went through it. Experienced felted no, but it's like they succeed more than anybody else that you can study it, right? You can. You can have that work experience, but if you've lived it and felt it, it has to be an emotional attachment to it. Then I think you can really create a powerful messaging and and specific and sharp messaging and the success of your marketing has to do with your message. You can run webinars all day long if the message isn't where it needs to be, it will not work, right? The page can be pretty and in all kinds of colors, but if the words don't say what they need to say, it will not work.

Speaker 3:     07:43         So I always say, look at your own biggest accomplishments. Who biggest failures? Who biggest challenges, what have you overcome in life, in relationships with money, with your career, with your children, with your house, and look at these areas and pull out you credibility. So I love education. Don't get me wrong. I love actual work experience and I have an Mba and I have work experience too, but I focus on the things that I've really felt in my core in my heart because then I can speak passionately and I think as coaches what inspires people to most. It's been a CSP and passionate because that inspires them to follow us and to maybe want to be like us. Right. So, so that's what we have to have.

Speaker 2:     08:27         I love it. So when you're looking at your Avatar, you started advertising for them. You're advertising for more than just women. So what is your. When you kind of dial in your Avatar, is it women? Are they currently employed someplace else? Are they they already have a passion or is it someone who's a stay at home mom? What's. How do you identify or narrow down your Avatar to be more specific on exactly what it is you're looking at?

Speaker 3:     08:48         So you want to start a really narrow. In the beginning I actually only worked with health coaches, so I have a health coaching background by. That's how I started in the coaching industry and then I became a business coach, so I said, I feel comfortable in the health industry. I know the industry, I know the struggles of health coaches. I'm going to be the business coach for health coaches, and then later on I said, well, my system works for any niche really, so I'm going wider. So if you're someone who's brand new building a funnel, you want to be as specific as possible. Just women stay at home. Moms who are over 40 have two kids and our 10 pounds overweight, like really nail it like my because then your marketing becomes very easy because once the right people see it, they'll be like, yep, that's it. I want this and nothing else. There's no convincing. There's no more selling. There's no more funnels that have to be six weeks long. You know? One or two emails could be enough to get these people in the door and say yes to your product.

Speaker 2:     09:45         I love it. What does it take a look at some of your funnels? What things you focused on is the whole webinar funnel and I think you and I were talking about before we started recording here is you actually not only bring people in through your webinar funnel, but now once they're in through the webinar funnel, they attend a live event and while they're at a live event, you actually give them the same funnel that they got into. If you don't mind, can tell people how that works and why.

Speaker 3:     10:10         So I coach coaches, right, and I only coach on things I know work, so I do something, I try it. I tested myself and if it works I gave it to my clients because then I can say this is gonna work and I know how to fix it and do it for you as well. So we have created a template now in click funnels that we're going to give to our clients that is built based on our model that we're actually using like that. The coaches have to coach them the things they actually do. If you don't do it yourself, I'm not going to do it myself either. So coaches have to coach them. What they actually do and many don't do that, but I don't. So we've given them a template. We're going to roll that out to our clients that actually building similar funnels to attract their clients as well. And those could be consumers who are the businesses have a, trying to make it so simple as possible as plug and play so that they have these short cuts, their success, fast track their success, um, and, and do what they want to do is if they don't want to be marketing, they want to coach clients, they want to help people, they want to transform people. So we were trying to really simplify that marketing process.

Speaker 2:     11:19         Also possibly doing a done for you service for them or is it a you've given it to them and letting them do it?

Speaker 3:     11:25         That is on my plan, but not anything I can invest in immediately. But there is a huge demand for done for you services because you know people, especially the new ones in this market, but we don't know a whole lot. They don't know. It can drag and drop. Like I said before, they don't know what a headline is, you know, what are, all of these systems have very confused and they struggle a lot. So, um, I know there's lots of providers out there. Maybe in the future I'll have it. I think it would be great, but we don't have it right now.

Speaker 2:     11:56         All right, so people come in through your webinar funnel. So walk me through the funnel. I assumed basically land on a registration page. They register for the Webinar. What happens next?

Speaker 3:     12:04         Yep. They watched a Webinar. So we run the Webinar once an hour and a webinar or a Webinar. I to actually do it both ways. I do live webinars, but I also have everything supplemented with webinars. So they go through that. I don't sell anything on my webinars. Yes. This is for coaches to coach coaches. If you're listening right now and your coach does this for you. So on my webinars I give, I give steps and if you've ever listened to Russell's perfect webinar strategy, that's one thing you could follow right away. It rocks. It's really good. So do the Webinar and at the end of it we pitch a conversation, so I use the funnel to book discovery calls and the discovery calls are hosted either by me or someone on my team. So I actually have a sales team that works for me and we then enroll clients over the phone.

Speaker 2:     13:02         Awesome. So is it an application funnel? They're filling out an application for scheduling a call.

Speaker 3:     13:08         They are scheduling a call, but they're also going through an application. So we have both. Yes.

Speaker 2:     13:14         Give me an idea as far as how long has this a super lengthy application or is it real short, basic information?

Speaker 3:     13:20         We have to ask this a lot. So we tested several things. We had the application before the call booking at the application after the call booking now, right now what we have is the application after the call booking. So they booked their call first, then they're being presented with an application form and if you, if you don't get the application, we follow up with them and we say, hey, you know, please fill out this form. It's really important for us to have this information to give you the best experience we can on that call. So your name, your your website, what are your goals, what are you struggling with right now? And I had a really short but I also had a really long, so right now we have eight, seven or eight questions on that forum and I feel that that's the sweet spot if I don't have enough questions, it's just an easy for people.

Speaker 3:     14:06         If it's too long, it's too cumbersome for them to fill it out. So you know, you want to really ask them about their biggest struggles. You also want to ask them about their biggest goal is and how they think you can support them. My, what do you think we can do to help you in your business? What do you think we can do to help you with your health? For example, we asked them about their ability to invest. That is on our forum as well. We ask them how they could invest. So credit cards, loans. We actually, because those are the things we believe in in our, in my business, I believe that someone has to have funds to run a business, right? Nothing to hide. And we asked that question, um, you know, which, which gets them into that mindset of knowing what I'm running a business, I'm taking it seriously.

Speaker 3:     14:51         Um, and then they also tell us about their website and what they do as a coach. So they're niche programs, cme half and, and who they want to serve. And we look at the form and it helps us sort of squeezing out some people if they say something that they're not a coach for example, or they don't even know who they want to work with yet effective, too new. It may not be the, my time for them, they may not be ready for us yet. So, um, we sort of evaluate who we want to talk to and then we take the calls and be enroll people consistently. So I don't ever launch anything. I don't open and close my doors. My sales are pretty consistent throughout the month. And if I want to scale, I scale up. You know, that the amount of people that are coming into the funnel, I take more calls, a hire more people for my sales team and that's how I've been able to grow my business very quickly.

Speaker 2:     15:43         So is it a one step close on the call or is it a setter and a closer type of thing?

Speaker 3:     15:48         We have a confirmation, so right now that sort of booking on call and then we have found and we'll call them up to confirms the appointment. Right. So you could call them, we call them apartments specialists. They call up and they say, you know, amazing, you've booked a call with us. We're so excited. I want to make sure that this is the phone number, make sure you really show up for this call. So they kind of feel them out a little bit. Um, and it also helps us reduce down. No, shows my hands, a lot of people that may not be right for whatever reason. Um, and then we have the sales team, we have people sitting in different countries with different time zones and they take a call and then we for the most part in bold over the phone for his time. Um, we also do follow ups. Of course some people need that time. They need to look at their finances, they need to make decisions and it's not about pressuring them. It's about helping them make the right decision.

Speaker 2:     16:45         So from the time of person watches the webinar about how long before they, when they schedule their calls, it scheduled within the first two, three days after that. Is it a week long? How long is that? When do you typically use?

Speaker 3:     16:55         Very interesting. I recently had somebody approach me that's like Helen, you know, much longer funnel because people need to be in your funnel for like a month before they buy it and you need to offer them low on products and you need to like give them all these freebies and things. And I said, well, let's test it. That's actually a look at how long our sales cycle is. And I looked at my client's home last year and, and I looked at when did they join my list and when did they buy it? So my sales cycle of, I know it's about five days. I love that. That's awesome. Come on my list. And then five days later I don't have any low end products. I don't have, I have freebies, we have books and we have and all these things are great and we do email them out and, and you know, we'd be targeted people with that stuff.

Speaker 3:     17:40         But for the most part, I believe that when you offer people a solution they really want and it's a solution to an urgent problem, they experience might now they don't need to test drive you and sample you and warm and being warmed up to it. They have an urgent problem. I'm sick right now. I need a solution. I don't want to sample platter anything. I need this solution right now. And then they see it in front of them. They can usually make a decision quickly. You gotta be able to solve an urgent problem to make that happen.

Speaker 2:     18:15         Yeah. And I think that's the problem a lot of people struggle with is there's not enough pain for their client. If there's not a pain for the client, the client's going to go, oh, I'll take a look at it later. There's no urgency, there's no scarcity involved. It's just a matter of like, oh, I'll get to it later. So I love. I knew you were. I didn't know what is within five days. That's awesome. I knew it was within a couple of weeks, but five days is fantastic. So they schedule and then from the time they schedule a. How quickly does the person, the appointment manager basically call him? Reconfirm their call?

Speaker 3:     18:44         Well, we call same day. So we have someone on the every single day. Yeah. I mean if they book in on a Saturday, we may not reach them until that Monday and she doesn't work on the weekends. But usually it's the same day. And then I'll calendar is open sometimes more if we have someone on vacation or we don't, you don't have the coverage. We may open it up more, but ideally you don't want to have more than two to three days because you know they watch these webinars and the webinars are there for a reason. They get to know you, they trust you. You know when you're watching a webinar and you're like, oh, I got this. This guy has got such good energy and he's still fine, and he he knows so much and you hear his story and he also gives you some really tangible steps so you like him.

Speaker 3:     19:28         You see these opportunities for you. It all kind of makes sense and you want more naturally, but it also screens out people who are not right for you. So the Webinar is a screening mechanism that brings in the web people, but also rejects how, if the wrong people who are not bad for you so you have the leads that you get from the Webinar are amazing because they. They know you, they listened. When we have people come in these calls, they say, Oh yeah, Carolyn set this on her webinar. She, she told me that he thinks they're just so warm. They're so ready. Whereas if they don't have, if they have not seen the Webinar, they'll say, who is this Carolyn? Like, can you tell me more about her? What does she even do? This just not ready to buy yet.

Speaker 2:     20:12         I love it. So what's your price point then when you're selling? What's the actual product?

Speaker 3:     20:16         So we started 8,000 and that's our entry level product and we go all the way up to higher end programs that are a little bit longer for more advanced coaches. So my sweet spot is people who definitely want to enter the coaching field or struggling coaches who want to finally become profitable. But I also work, we work with more advanced coaches too because we have some people in our programs that are stars and the arise quickly and they're just sort of taking off, right? So we give them a chance to work with us for longer and that's our powerhouse coach program where we mentor them for 12 months and then we talk about other things that come up in at this and this, the hiring, you know, managing clients' systems. We showed them how to run events and we go a little bit higher end or upstream with the topics. Um, but yeah, it's fun. It's between 40 and 60,000.

Speaker 2:     21:11         I think that's. I knew, I knew you were in the 50,000 range. I think it's really cool if people understand you have absolutely no real low end. Your low barrier offer basic is eight grand and I think people understand you don't have to. So nothing drives me crazy when I hear somebody say, well I got to start off with a free trip wire or something in the low seven to $27. And then from there I'm going to go to the ebook and my upset. I'm like, you don't have to stop there. Start there. In fact, I think probably one of the easiest ways is to start where you can actually start making money and so that you can actually spend more to acquire more clients even if you're in the four, four 97 to $2,000 range and build your confidence from there. And then take it again. I love 8,000 and $50,000 or 40 to 60 is just amazing. Congratulations on all your success.

Speaker 3:     21:57         It works well. I mean there's so many different business models, so many different teachers out there and they all work well. If you really master those ways of doing business right. For me, I've tried it all. I had the trip wire and I had the $27 ebook and I had all these things but nothing changed. I didn't have more quality. I didn't want to buy more from me. They liked the book, but the ones who wanted it wanted it no matter whether they bought the $27 ebook or not. So you know, I sat next to shortcut this whole thing, kinda down simplify it and do it that way and it works.

Speaker 2:     22:33         I love it. It kind of goes back to what you were saying earlier as far as the pain. If there's not enough, I mean if there's a lot of pain, a 47, $27 book is not going to solve the pain. And so I think that's one of the main things. You've specialized and so well as really finding those people who've got a ton of pain going on and then solving it right away for them. So congratulations.

Speaker 3:     22:52         Thank you.

Speaker 2:     22:53         Was we kind of get close to wrapping things up here. Any other words of advice you want to give to our users? Listeners?

Speaker 3:     22:59         Okay. Stick with it.

Speaker 3:     23:02         I see so many amazing men and women do things and they have such great opportunity and potential, but they give up way too soon. Any marketing strategy, any final you get in clickfunnels, anything you will have a try will only work if you do it until it works. So if it doesn't work the first time, you may have to do a 50 webinars. You may have to change those lights. 100. It doesn't matter. You need to go at this with, I don't want to say radical forest, but like master would really put your all into it and don't stop working on it because then they stopped with this and then they try something else and they stopped and the niche, why this? And they stopped in and, and they give up and then, and then they get frustrated and they say, oh, nothing works for me. It's all, nothing works you, you know, these people. And it's a shame. So I think mastery and sticking with it. That's your secret right there.

Speaker 2:     23:57         Oh, I love it. Well, I know people are gonna be dying to find out more about you. So how do they get more of you and I'm working to connect with you.

Speaker 3:     24:03         Yeah. So my website is Carolin soldo.com and Carolyn with a c and an I. and if you want to, how about would russell say heck my funnel for you, if you want to check out our Webinar, it's Carolyn Soldo.com/passion.

Speaker 2:     24:23         I love it. So it's c a r o l I n s o l d o Dot com. Forward slash passion. I will put that down in the show notes so you guys have it there as well. For those of you guys are driving or working out, listen to this. Want to make sure you get the access to that. So Carolyn, thank you so much. Appreciate your time, appreciate the value, always continue to give to our community and again, wish you all the best.

Speaker 3:     24:42         Thank you so much for having me.

Speaker 4:     24:44         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, don't we just reach out to me on facebook? You can pm me and I'm more than happy to take any of your feedback as well as if people would like me to interview. I'm more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys. Thanks.

Why Dave Decided to talk to Marcos Moura:

Marcos Moura is one of the founders of Amada Senior Care. A franchise that specializes in providing home health care for seniors. An 8-figure click funnel award winner, Marcos has franchised over 120 locations and is anticipating putting another 200 locations on the map in the near future.

Tips and Tricks for You and Your Business:

• Teaching entrepreneurs how to start a senior care business? (5:52)
• How to take your offer and put it in front of the right people? (11:00)
• Providing a business in a box to the entrepreneur: (17:00)

Quotable Moments:

"We provide a business in a box to the entrepreneur. They are never going to have to go find some other way to do it. All the marketing pieces, all the flyers, everything."

"I hope marketers really see themselves as not just marketers, but as revolutionaries."

"You don't have to start that low. I love that you start at $48,000. Totally extreme. It's like, no, we know what we are. And because of that, you're able to really get super, super dialed in on exactly who you're and you're marketing to."

Other Tidbits:

Marcos discusses his journey building Amada and how he helps entrepreneurs start businesses tailored specifically for the audience they are trying to attract. He discusses how to manage a high-ticket funnel, building a franchise and how to market effectively.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Everybody welcome back. You guys have

Speaker 2:     00:19         of your life today. I am so excited. I've. I've known this guy for a long time and I want to make sure you guys understand. I bring on a lot of people onto the show here who've got everyone thinks, oh, I can use clickfunnels for information products or maybe for for lead Gen, for a retail shop or something like that. I want to introduce you guys to Marcus Mora, who is the founder of Amata senior care and it's the coolest thing ever because they actually are using click funnels for franchises, but as cool as that is, marcus is the guy. Nicest guy you'll ever meet in the entire world. The funnel hacking live. We were in San Diego, the botnet. It's kind of a joke now, but we appreciate it. The time is bringing the jot down the loudest. Take the team out on the yacht and everything else is the Harvard, but without any further ado, let's welcome to the show.

Speaker 2:     01:05         Hey, thank you dave. I really appreciate you having me on. This is a huge honor. I've been waiting my whole life for this interview. Oof. Well now your life is over. So yeah, it's what a homer Simpson tells. Bart. Bart says this is the worst day of my life, Dad. And homer says your worst day so far, but this is like, this is the pinnacle man. It's so cool to be on this call with you. Thank you so much. Well, hopefully this is the best day of your life so far. So anyways, I wanted to kind of for those, you guys don't know what you do. Help people understand how in the world a franchise, especially in the senior care industry would be ended up using clickfunnels. Yeah. So this happened and I think so many people go through this, right? So, um, I think this is so click funnels launched.

Speaker 2:     01:55         What are your Dave? Two thousand 14. So yeah. So, so let's go to 2014 and we're doing what everybody else does out there. You, you need a new landing page because you're trying to attract, uh, I don't know, whatever you're trying to attract, right? Uh, I wanna I want to attract a somebody who is male over the age of 30, who makes this much money that wants this product, right? Or I want to sell this. And what you had to do is whenever I want it to make that page or make a change to that page, I had to either go to an agency, right? The outsourced agency. And we'd say, here's what we want. It's okay. They'll take three weeks, right? Or four weeks or whatever it is. Or we have to go to our, our, uh, our it team, right? And it was the same thing.

Speaker 2:     02:41         It was like, okay, that will take three weeks and you're like, are you kidding me? Three weeks for you to change a title here, do that. And so I remember I was googling, um, uh, I know the, I don't even know if I called it a landing page. I seriously guys, I have no tech skills, I'm a sales guy, right? All I needed as I, I needed content on a page, that's it, right. And I knew what I wanted to say and I knew my audience really well, which is something we can talk about if he is kind of an interesting topic, but I knew that but I, but I had no idea and I think I found one of your competitors first because I think it took me like two or three different page makers into click funnels and so we were testing out and I will set something like all three of them, right?

Speaker 2:     03:25         I went to that stage where I think a lot of, a lot of people go through this where they have like four different landing page creators. Right? And, and, and you're testing all of them and click funnels. Is it it? It was. It's what we use to be able to be nimble. So what, here's what we know is, is a lot of times we start with a message and the message is not quite right. And so we have to tweak it. We have to change it and we have to make the message too that your click through rates improve and so that's how we started using clickfunnels back when you guys, man first launched and we have used it ever since, you know, that's, that's what we use to drive a tremendous amount of traffic to our company. I love it. Well, the cool thing is I know last year on stage or one of our first eight figure award winners.

Speaker 2:     04:13         Ring isn't, I shouldn't say little. It was a decent ring. I hope so. Yeah, bring it back and all the amazing things. You guys are doing tens of millions of dollars a year and I want to make sure people understand. One thing that you just made mention that is of really knowing your audience and how could you guys use linkedin a ton, which is a topic we don't cover that much. So tell people as far as how. First of all, what is your audience? How did you find them and what do you do with them? Yeah. Okay. Now I'll go back. So the ring that I got from you guys on stage, so my partner top of Jefferson played for the Chicago bears. He was a Lineman for the Chicago bears. He played for, played for two years and he got injured. So I no longer have that ring, like softwares.

Speaker 2:     05:01         That top of that is, that's a super bowl ring you never got. So I seriously don't tell Russell this, but I don't know where the ring is anymore because to my office, like what is this? Is that is the wing that we got to click on? It goes. I am taken as he put it on his finger. Actually I got it a little too big and he's a massive dude. He's six foot six, half black, half Samoan, just a massive guy, right? So he's got the ring. I hope that's okay. But that was, that was a cool, a cool achievement for us. So, um, so knowing your audience, uh, we, we, um, we started advertising this franchise opportunity, which, so if you guys think about a franchise, it's anything out there, right? It could be blaze pizza, a franchise that's really growing like crazy right now, right where you make your own pizza, right?

Speaker 2:     05:52         That's a franchise. And a basically an entrepreneur was thinking, what the heck do I do with my life? And uh, they stumbled onto blaze pizza or onto subway or you stumbled onto any of these franchises and ours just happens to be a franchise where we. So instead of making sandwiches, you're caring for seniors in their homes, which is really cool, right? It's a service that, that seniors need a, it, it changes people's lives. So that's what our franchise is, right? So I know that, that Dave, that I don't know how many of your audiences in Franchisee, but, and it's probably pretty different from everybody listening to this, right? Absolutely. Now, uh, so that's, that's who we are. We, we help entrepreneurs start businesses in the senior care space. And if you think about it, and if you go to what you guys always talk about, really what we're selling is a high ticket funnel, right?

Speaker 2:     06:46         Is it, it's a high ticket sale because our franchise fee is $48,000. So think about that. For those of you guys who are selling courses, you're selling a, you know, an information product. Here's what we do. We say, Hey, give me $48,000 and I will show you how to start a business that takes care of seniors. So you can say, well wait, is there like a recipe? No, there's no recipe. Is there like a build out of what the stores? No, nothing like that. Like we're going to coach you on how to become a senior care company, right? For $48,000. So, um, that's, I mean, so think about that. This is what we sell. That's, that's the product, right? So, um, what we knew is we knew something really important that we didn't want to sell the product to just anybody that had the money.

Speaker 2:     07:36         Uh, and in the world of franchising and maybe in the world of, of courses, maybe in the world of selling informational products, you may want to just sell the product to whoever has the money. But for us as little bit different, you've got to think about, we're teaching somebody how to go and take care of seniors in their homes. This has to be somebody that is a good person who's going to be a good entrepreneur, who's going to do a good job and not only that, in our business, we make a royalty for the rest of their lives. So they pay us $48,000 and then we make five percent of all of their revenues forever. So we don't want just anybody to be our Franchisee, right? We don't want to go to war with just anybody. We want to have the marine, we want to have the green baret that's going to go and build this business, right?

Speaker 2:     08:23         And become successful. So it became incredibly important to us that we needed to really know our audience. And I think that people say that they know their audience a lot of times and they really don't write. Like sometimes people say, well, I want to attract, uh, people, okay, that's not an audience. Well, I want to attract people who love energy drinks. Well, that's still not an audience, right? So you have to really drill down into an audience of one, and in fact, I wish I take credit for this, but so much of this is what Russell talks about. Uh, we, you know, all of us, we read his first book like crazy and so much of this we learned from you guys when you're talking, when you're, when you're attracting people, this idea that you're speaking to one person, right? And who is that person?

Speaker 2:     09:14         Um, and so, so, uh, you know, that that's a lot of the work that we did when we first started the company is who is that one person we would want to sell the franchise to. Um, and that I think made us really, really successful. So who is that one for you? Could you, I know you guys got this dialed in really super tight. Yeah. So this is something we also stumbled onto. So, uh, so one of my partners played in the nfl and he's never had a job in his life. The other partner, his name is Chad, and he was a pfizer pharmaceutical rep, so he had been in healthcare for 10 years and then he quit his job and we started a modest senior care and shadow was this amazing salesperson, right? He, he had been trained by some of the best companies out there.

Speaker 2:     10:00         He'd been trained by Pfizer. Uh, he worked for Baxter for a little bit. So these, like amazing sales organizations. So we're sitting down and uh, we start to get these, these leads, right? We start to get these leads of people that want to open a modest senior cares and they're all crap, right? They're just terrible leads. And uh, and by the way people with money, like we had people would have said, take my $48,000. And we're saying, no thank you. Can you imagine like, come, especially as your first that's like, whoa. Yeah, exactly. Right now we're just starting out. And so we're saying no to people and so we're sitting down, it was a late night dinner. We're thinking we've really got to find who it is we want to advertise to. And we said, well, what about Chad? Chad is a pfizer pharmaceutical rep. what if we could advertise this opportunity and say, Hey, those of you in America, if you sell pharmaceuticals, if you sell medical devices, if you're a basically in healthcare sales, this could be the franchise for you.

Speaker 2:     11:00         And we and we all got really excited about. And then we, and then we thought, how the heck do we do that? How do we actually take our offer and put it in front of. And we started like drawing the person male over the age of 40. He is married, he has kids, he has worked for some of the best pharmaceutical companies in the world. Um, he makes about $150,000 a year and he is now to the point where he feels like all he'll ever be is a salesperson. All he'll ever be is somebody who goes and tells doctors to prescribe Viagra, right? Like they get to the point where they want more of life. And, and this is somebody though that makes $150,000 a year, which is not nothing that's a good salary. But they have this pain and so we, we, we, we did all that.

Speaker 2:     11:52         We had a picture, we had a picture of, we got a mind, you're like, this is what it looks like. We pinned it to the wall and we wrote down all these things about this person and then it came, you know, how the heck do we find them? And uh, and then we, we, we were thinking about a different, different job boards and different places. And then linkedin came as maybe the opportunity because on Linkedin, what you can do is if you know exactly who you're looking for, you can then send in an advertisement or an inmail or an ad or something to that one person. So I have an ad for example, and you know, you guys can steal this if you want a funnel hacking, right? So, um, but we have an ad that goes on linkedin that says life after Pfizer and, and it has a picture of a person and that ad only shows up to males over the age of 40 who are salespeople for Pfizer.

Speaker 2:     12:57         And, and so when that ad shows up to that person, you know, they're on their computer, they're on linkedin or they're on their phone right in there, they're looking at it and all of a sudden this ad comes across as life after Pfizer. I'm like, holy crap, I mean, I work at Pfizer. What isn't. So our clicksor rates started going through the roof, right? Because you're taking a message that is so incredibly targeted to one person. And once we started doing that and then came the magic of clickfunnels, because once they clicked on Linkedin to an ad that said life after Pfizer or a pharmaceutical layoffs, you know, we would, we would, we have this messaging that was really a punch in the face, right? I mean, you have to punch him in the face if they're going to listen. And then he'd go to a clickfunnels page and on the click funnels page I think is what a lot of people don't do.

Speaker 2:     13:49         And Dave, if I'm talking too much, you gotta, you gotTa shut me up. Okay, I will. You keep going. You're doing awesome. So, um, so what happens is once you click on the linkedin ad and they go to, they go to the clickfunnels page, we, we kept the conversation going. So I think what a lot of people do is once you've grabbed them, you're throwing them on some website and all the website does is talk about how handsome you are, how nice you are, how amazing you are, and what your product is and how amazing your product is. And you've lost this communication. You've lost the opportunity to tell your audience why this is good for them, how we can change your life. And so our landing page would say, again, life after Pfizer, find out why you, the pharmaceutical rep are ideal to become an entrepreneur, to take care of seniors, what you know is so valuable.

Speaker 2:     14:39         And we would talk about them, we wouldn't talk about us, we talk about them. And so then that conversion, that landing page and click funnels converted better than anything we had ever done. Um, and uh, and that's, and that's what we did. And so, uh, we are one of the only franchise in the world that we were trying to like get this, uh, to be, uh, like, I don't know Guinness Book of Records or something, but we're like the only franchise in the world where almost all of our franchisees are either medical device sales people who left medical devices or pharmaceutical people who left pharmaceuticals. And that's something we're super, super proud of that, that it really did work that if you go out there and you really can service one person and change your life, um, that I believe you, you can be successful. I love it.

Speaker 2:     15:29         I think that's probably one of the main reason I wanted to have you on the show is you're so good at being able to identify exactly that Avatar. I mean literally down to the picture on your wall and exactly what he looks like. And I think that's the problem with so many people when they first get started is they think, oh, I'm going to start off on a $7 tripwire thing. I'm to send it out to the world. And whoever clicks on it, that's where my audience is going to be. I'm like, stop. You don't have to start that low. I love that you start at $48,000. Totally extreme. It's like, no, we know what we are. And because of that, you're able to really get super, super dialed in on exactly who you're, who you're who you're marketing to. And again, you guys are amazing the market.

Speaker 2:     16:08         I know you. You're the brains behind all this marketing stuff there, Marcos. And so it's really cool to see how you've made, been able to build this in. And you guys built a huge, huge company out of this. So help me understand though. Now person spends $48,000 and they get this coaching. Where does it take them? What, what are you getting five percent of? How does it, I mean usually other franchise, they've got a physical building and the seats and everything else. So how you guys, are you guys doing that? Well, you know, I think the, the big part of this is uh, what we, what we really provide to them as the system that, uh, that they would need in order to go out and market their business to hospitals, skinner's facilities into the families, right? So you need to contracts, you need crm, you need a point of sales system to do billing and all that stuff, right?

Speaker 2:     17:01         So we provide a business in a box to the entrepreneur. They're never going to have to go find some other way to do it. All the marketing pieces, all the flyers, a, everything. Seriously, everything they would need is his business in a box for them to go out there. Right? Um, I'm going to cut you off there real quick and I think a lot of people miss is people will pay for done for you. And I think you guys, what do you call it? Business box or whatever you want to name it. I mean, the reality is you've literally done absolutely everything for him. So it's plug and play. They don't have to think beyond just following your exact business model, which I think for, for a lot of people are listening to this realize there's a lot of people who are in that same situation.

Speaker 2:     17:43         Maybe they are in their thirties, forties, fifties. As people continue to age, they're like, I'm not done working. I still want to be able to provide value to people and your service provides is massive, massive value. So I think that's killer. Yeah. You know, and in talking about that, what I think is interesting is people with whatever offer they have, you think about a $48,000 offer to somebody and there's lots of ways for you to, to show that offer, right? And you think about, if you think about what we're doing is just saying, give me $48,000 and I'll show you how to take care of seniors, which is not a glamorous thing, right? This is changed guys. It's changing diapers. It's, um, you know, moving people into the shower giving baths. Right now the entrepreneur is in doing that work. It's the caregivers who are doing it, but in no way are we selling something that is glamorous.

Speaker 2:     18:36         I'm now and I think that sometimes people don't realize this, that the $48,000 franchise fee, the reason somebody who's really paying you that, the reason their pain is that is there's a pain point. There is something that they want in their lives that they cannot get and what they come to believe. And what your, what your. I think your job as a marketer, a with authenticity at least is to give that audience the idea that, hey, this vehicle that I have for you could be the solution to the pain that you're having and yeah, it's $48,000, but it will, it will get you to where you want to, where you want to be, right? It doesn't matter that it's home care. It doesn't matter that a senior care, it's the vehicle that's going to allow them to become somebody different that's going to allow them to achieve something, be be with their families, uh, have control, not have a boss anymore.

Speaker 2:     19:32         Whatever that those things are right. And I do believe people would pay, I truly believe actually, that if we raise our franchise fee to $75,000 today, we would still have people join our franchise because of the, the amazing value we're providing to them, uh, even after they buy the franchise. And also the fact that we're solving such a, such incredible pain that people have in corporate America. Right? Which is our audience. I love it. Oh man marks. I can talk to you for hours on end about this kind of stuff as we get close to kind of wrap things up though. Any other parting words, things you want to make sure people know or learn from you. Um, Gosh, you know what, I, I think with this, for the topic of today that the, what I've learned so much from click funnels that I learned from you, Dave, alert from you, from, from Russell, is really, really understand your audience.

Speaker 2:     20:23         None of us have unlimited dollars. So let me tell you guys, you know, if you, if you study the Egyptian revolution, this is kinda weird, but stick with me on this. What? Gibbins resolution. Yeah. So did jeff, were like, this sucks, we hate our dictator, the dictator is bad, what do we do about it? And it's all these college kids that are pissed off, right? And like, what do we do now? College kids, they have no money, right? Um, and if, if, if the authorities figure out what they're trying to do, there'll be killed. So think about that marketing. So if you're doing marketing, think about that's what you're trying to market is a revolution to topple the dictator and you're going to go take to facebook and you're going to do all that. So what's crazy about the Egyptian revolution is they were able to identify exactly who their audience was, why they were so upset about their dictator, and they were able to rally people in the millions to join the revolution and they actually toppled their dictator.

Speaker 2:     21:26         If you, it's really cool, you see there's an image where, uh, in Egypt and they're in this town square and there's really millions of people on the street and it started with these college kids going, we've got to build a revolution. And, and again, all they did is they knew who the audience was, they knew the pain points were, and if you do that, it doesn't matter if you have a dollar in your pocket, if you have a million dollars, you can actually build a revolution. And I think you guys did that with click funnels as well, you know, we're aspiring to do. And that's what I had hoped that, that marketers really see themselves as not just marketers, but as revolutionaries. That's what you're really doing. I love it when Marcus, thanks so much. If people want to reach out to you, what's easiest way for me to reach out to you? I don't know, linkedin, anywhere. You guys feel free to reach out to me. I love this click funnels community. Uh, people reach out all the time. So just reach out to me on, on facebook or Linkedin or however you call me, whatever. Anyway, you guys can reach out. Happy to, uh, to get that reach. I love it. Marcus, thanks so much for your time, bud. We'll talk to you real soon. You got it.

Speaker 3:     22:34         Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Peng Joon:

Peng Joon will be revealing how he built a following of over 2 million people online using the monetization strategy that has generated over $10 million. He details the process of using automating content creation and gives many useful tips on branding and content creating.

Tips and Tricks for You and Your Business:

• Content Multiplier Formula: What is it? (1:00)
• Pillar Piece Of Content: Ease And Scalability (11:50)
• Immerse Yourself And Go All In! (15:34)
• The Power of Live Events: Branding and Monetization (24:00)

Quotable Moments:

"Understand how to create content in a very strategic manner so it actually reduces the cost of ads."

"Understanding that people and marketers have already figured out what kind of content is proven to be engaging."

"Are you willing to be bad at something to be good at something."

"This is the moment when the average person will quit. Do you believe that you are an average person?"

Other Tidbits:

Peng discusses how he automates his traffic strategy that has enabled him to travel the world and speak in over 20+ countries. It was this strategy here that got him to place #1 in the Expert Secrets contest.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward.

Speaker 2:     00:17           Everybody. Welcome back to funnel hacker radio. You guys are in for the ride of your life today. I have been trying to get this guy on my show for business guy in the world and traveling around the literally travels around the world the entire time. Any of you guys were there at funnel hacking live. You saw him. And if you know anything about our expert secrets book launch, he was the number one affiliate. So with that, I want to introduce you guys to Peng Joon. Hey, welcome to the show.

Speaker 3:     00:40           They have everybody. I'm so excited to be here and I'm going to do whatever it takes to give you guys so much value today

Speaker 2:     00:48           that's you always over deliver. So I'm not too worried about that. So for people who don't know, uh, this whole crazy expert secrets book launched, literally went nuts and hang ended up just dominating at the end. And I was like, how the heck did you do this? Because I mean he actually ended up creating an audience of over 2 million Pixel people from scratch and I'm like, what in the how do you, how does someone do that? And so he's created this thing called the content multiplier formula and I want him to kind of dive in and talk to you about this. The other thing we're going to make sure we have time at the end is he also is the master at live events. So kind of a little hook there to make sure you guys stay to the end of this thing. So you're learning a ton about the content multiplier, but also about live events. So paying to go ahead and dive in on this whole content multiply. What is it? How's it work? Why are you so successful with it?

Speaker 3:     01:36           Well, let's just start off with how most people use social media and facebook, right? When most people use facebook in one ads, most of the time it's about creating the ad, targeting the audience. I'm choosing the right image. They think it's about the copy, which all those are important to the equation, but you really think about it. That's what everybody is doing. They're running an ad to a completely cold audience and getting that audience to go to follow and while that may have been effective a couple of years ago, here's the biggest turn. The biggest turn is that because that's what everybody else is doing and you will realize that you're running ads for a while, is that facebook ad cost is constantly on the rise and the reason for that is because, well, it's two things. It's all supply and demand, right? So supply which is our newsfeed that is not going to change and facebook can only gem that many ads in newsfeed, so supplies remain constant and the same time demand, which is every single entrepreneur, every single business owner is coming on board now because they understand the power of facebook.

Speaker 3:     02:44           So demand is constantly on the rise and what happens when demand increases and supply stays the same is that crisis of ads is just going to keep increasing. And if you adopt the same strategy of what everybody else is doing, which is just running ads to a cold audience, which is important, that is not going to give you an itch and I believe that the businesses that will not just survive but thrive when it comes to marketing on facebook, are the ones that understand how to create content in a very strategic manner so that it actually reduces the cost of the ads and the only way to reduce the cost of your ads is if you're able to run ads to a semi warm audience. And how do you build a semi warm audience? It is when you're able to start the relationship off first by giving them value so that they know who you are, where you started the relationship off with no strings attached.

Speaker 3:     03:41           And what I mean by that is if you take a look at what most marketers say is that for the last couple of years, Martins have always said, oh, you need to start off by building a squeeze page first. And the first thing you need to do is get some name and email address. Right? And while that has been effective for like the last decade, the problem with that is that if you run an ad and there was some sort of string attached like I'm going to give you this free gift if and only if you enter your name and email address, you realize that's only going to become more and more expensive, but what if you actually did things differently? What if you started the relationship off by giving value? No strings attached and then after that ran ads to people who consumed your content and you retarget them after and if you did that, you will realize that the cost of your ad, your cost per acquisition, your cost per lead, your cost per registration, all of that is going to decrease because now you're marketing to an audience whom you've already served and given value in the past.

Speaker 3:     04:44           And that is what the content multiplier formula is all about.

Speaker 2:     04:49           That is so killer. I think it's. It's been fun for me only because the demand for your content multiplier formula is just going through the roof because people are like, I'm doing it this old way and it's not working, and I hear this crazy thing, that pains joint. What's he doing? And I think what you provided there is the key and that is if you provide value first before you ask for the often totally changes the game.

Speaker 3:     05:12           That's right. So, so what do we think about it? The problem is that most marketers, they wake up, they're all pumped, they're excited, and then it's like I want to start creating content today and then go to facebook or instagram or youtube and they say, you know, like, so what should I talk about today? Right? So that's where I believe that there's the three most important pieces, which is having a systematic way to actually publish your content and having it go out. Number two is automating the process so that it's in a very systematic, strategic manner that doesn't consume your life. And then number three is about monetizing. Ultimately, you can only get your message out there if you have a method of monetizing it. So, so if you really think about it, like step them one, what should you talk about? You start creating videos that actually genuinely help your target audience.

Speaker 3:     06:03           So you start creating these videos, um, and there's a whole formula for it. But basically the whole idea is understanding that people and marketers have already figured out what type of content is proved is proven to be engaging. So this, when you can go to Buzzsumo, this, when you can go to medium and like medium, I love medium. You know why? Because they have the entire hook story figured out. You take a look at their headlines and what are the articles that go up a medium. It's so engaging. So what if you actually went on medium and this is what I call, you know, beginning with the end in mind. You'll look at the headlines, the title that's already proven to convert in your marketplace. And it's not about, you know, this is like content hacking, right? Understanding the content that's really working right and run it and trying to reinvent the wheel, take a look at what's already proven to be engaging and create content based on those topics.

Speaker 3:     07:01           Then that step in what. Okay, and then but two, it's about having that system, whether it's Trello, whether it's using google drive, but having a systematic way to have your content go across all different platforms. Facebook, instagram, youtube, your blog, right? So like I have my content up on all these different platforms because. And it's possibly because of the system and my system is basically every three months, every four months I take three days off, I spend an entire day of shooting videos and then after that all of my videos, it goes on Google drive and that's when my team takes over. That's when they create the 59 second videos for instagram. They create the, the, the, the 15 second stories. They take the most compelling things. I sit in the videos and they create the quote cards from it, all of the. They send it to rev for transcription.

Speaker 3:     07:55           It goes into this shared folder and the transcription is sent to my blog posts, the ones that is proven to be engaging the, uh, my, my, my writer will rewrite the transcription and make it into an actual blog post, so, but only for the winners. So there's this strategy for automating all of the content so that it matches the context of the platform. I think what many marketers do is they post the same thing on all platforms when in fact we need to match the content to the context of platform and finding the third step. So like there's a reason to doing all this. It is to build up that warm audience, that retargeting, retargeting audience, the pixeled audience so that you can run your ads this time to this warm audience. There's, when you invite them to the free plus shipping funnel is when you invite them to a webinar. This is when you send them to the opt in page because now you're going to realize that not only have you built a following, but now your cost of advertising, cost per lead, cost per registration is going to be drastically lower.

Speaker 2:     08:58           I love it. I think that's the part that people don't understand is x seminar says, well, Gosh, I can't create 120 videos like pain does. There's no way, and yet at the same time they don't understand there's a cost for that time and it's actually, if you'll invest the time now, it will reduce your ad cost drastically. I saw that during your expert secrets thing. I saw your ads everywhere. I'm like, he's gotten paid a fortune for those ads it, but you weren't because of all the way he retargeted these things, so it was just amazing for me to see how you're actually able. If you spend the time upfront, you're actually able to reduce the added costs on the back end.

Speaker 3:     09:31           Yes, 100 percent. And I think that the reason why people think that creating content is tough is because they're not beginning with the end in mind. So like my process that I use is that my team, they'll do the research and I think you got to find out what works for you. But what has worked well for me because I'm someone who likes to analyze things a lot and it took me a long time last time if I tried to actually prepare for it and that's when it actually takes a long time. So like what my team does now that's worked really well is they will just give me the title, the book and on the spot, like within five seconds I bogle and I realized that that has actually worked a whole lot better because that's what I'm on natural. I'm not trying to overanalyze things and that's when we're able to create videos really, really quickly.

Speaker 2:     10:16           That's so funny. So as are talking, I basically just got back from Africa and my daughter in law, who's gonna be doing a lot of my social media. I said, you have to go ahead, you got to use pangs course. So she bought your course and I came home and literally last night I said I can't take three days off right now. I've been gone for two weeks. But it was, it was fascinating to me because she did the same thing. She was like, Hey, here's the hookers, the title go. And just that spontaneity piece I think I'm hoping actually he's going to create it to be much more genuine. It's not as as well planned out or thought out, but I think it comes across much more authentic and I think it should be much more engaging that way.

Speaker 3:     10:54           He will be, it will be end and he was thinking you don't even need to take three days off. Like that's just what I do because that's worked well for me to, to, you know, get my videographer in and then just really immersive cells. But you could take half a day off and that will still take care of like nearly an entire month's worth of social media stuff. So. So do what will work for your, your timetable and your schedule.

Speaker 2:     11:17           I love that. So now that you've got that, it's automated. So first of all, people aren't going to be dying on Dave, how do I get this course? Where is it at, how do I, how do I actually do it? So where can they have to get the course?

Speaker 3:     11:29           So it's the typical free plus shipping, which all be very familiar with. You can get this booklet@thecontentmultiplierformula.com, where I'll talk about how do you create this first piece of pillar content, have it automated and streamlined across all these different platforms using the system that's proven over and over again.

Speaker 2:     11:50           I love it. So help people understand when you're talking about piece of content, what exactly is that?

Speaker 3:     11:55           Okay. So that's basically the first piece of content that is going to be repurposed across all these different platforms. Right? And that starts with a video like that would be the only thing that is unavoidable. It's you creating that first piece of video because everything else can be streamlined and automated. So to me, the video is the pillar content. That's the first step, number one, uh, there's that piece usually. So it's usually like two minutes to five, right? So if so, like I don't have the time, should not be an excuse because the videos that convert well and facebook, they're not long videos, they're short videos, so two to five minutes would be ideal. Um, and then once you have that piece of content, it pillar content, that's when the transcription, that's when the 59 second version, that's when the 15 second version for a story that all of that can happen now as a direct result of that one video. So it's about having the system so that as you grow your team, as you and you could be right now just one person and you could outsource it, get an assistant, help you out, but help having the system up in place first so that as you scale and as you want to go across all these different platforms, it becomes easy and scalable.

Speaker 2:     13:16           I love that. So I want to make sure is, as people who are listening to this, did you understand one of the main things I've always taken away from paying that you could do the most amazing job and that is you have this ability to teach at very complex things in a very simple, simple method and it's one of things I love about your free plus shipping book as I was going through it was what seems to be super complex. You have this talent of really just minimizing it into such small consumable chunks. I think it's, it's even easy to see that even in your, in the stuff that you're producing online as far as social media, the same thing happens and if you don't mind, could you. If a person's not real good at doing that, what type of suggestions would you recommend? How do they get better at being more concise like you are?

Speaker 3:     14:01           So those of you have heard my story, you will know that. You know, I, I was horrible, like really, really horrible at one point in time. And I think that it really comes down to, number one, whether you are willing to be bad at something in order to be good at something. I think that most people never achieve mastery is because most people dabble. Most people are shiny objects seekers will, they'll find something and they'll say, oh, let me try this thing. And then they're on it for like a week and then after that next week they're onto try and drop shipping. And then the following week they're trying, you know, affiliate marketing because they're not willing to be bad at something to be good at something speaking. And the ability to articulate in a way that is easily understood. I believe it comes down to practice.

Speaker 3:     14:49           My videos used to be horrible when I was at doing live events. I used to bomb on stages, you know, I failed over and over again. And, and I think that the thing that stops people from being good at something, they're just not willing to be bad at it at first. And if you are consistently, if you really think about that attitude to what's practice, most people when they have some sort of success, that's when he tell themselves like, oh, I already know that, but if you really think about it, I mean, think about the attitude like Michael Jordan would have if his coach asked him to make a free trial. Do you think Michael Jordan will say, oh, I already know how to make a free trial. Right? So, so I think that the attitude towards getting better at something and how people tell themselves, um, and the teachability index, which is what Russell says all the time, right, will really determine how good a person becomes at a certain skill.

Speaker 2:     15:46           I love that. Totally. I can't agree more with you. Ross were just talking about this the other day as far as one of his skill sets just like you is the ability to literally immerse himself in something and to go all in on it is in the process. Right now I'm getting registered to write his new book, traffic secrets and everything right now is traffic, traffic, traffic, and just totally immersion. Even though we'd been running traffic and literally half a million dollars a month in traffic and yet at the same time it's like, okay, what more can I learn? How can I really, how can I understand it so well that I could teach it in a couple little sketch drawings which she prefers to do and you have that same step, that skill and I love seeing you teach in your live events just because you get people so excited because you come up, you're a master of the content and you come across so eloquent and yet at the same time, so simple that people go, if paying can do, maybe I can't do, and I think that's one of the. Again, it's the skill of a master like you are paying, so congrats on putting in the time.

Speaker 3:     16:46           Thank you. Yes. It took a lot of time. It took a lot of time training, practice, and I think that's the thing people don't see they. They look at. Most people look at the result, right? They look at the tip of the iceberg and then the conclusion is, oh, this person must be good at this because of some sort of talent or skill or it's genetics. Right? And they don't look at the struggles or the journey.

Speaker 2:     17:10           Totally agree. Well, with that, I want to kind of do a little segue into this other portion because I want to make sure we get time for this. And I, I knew you actually before the whole content multiplier formula. I knew you more as the Tony Robbins who is of your. Basically our Asian was flying around the country when you first join our inner circle. I'm like, he's joined the inner circle and yet he's never ever hear. It's because he's traveling around. How many live events do you do a year?

Speaker 3:     17:36           Well, so first of all, let me give you some context too, like event. Okay. Um,

Speaker 3:     17:42           the only reason why I immersed myself into the world of live events was because there was a point in time when I was so bad and I was so horrible and I bombed on stage that I told myself I would never do live events again. And one of the, uh, the CEO of one of the biggest, uh, seminar organizers in the world. I'm the CEO of success resources and I was friends with him and he and I told him, you know, his name's Richard. I said, Richard, thank you very much for inviting me to this stage, but I don't think I'll as you can see speaking's not from you, that that was when he put me in a crowd of 900 people and I sold nothing. Okay.

Speaker 3:     18:24           You know, as you can see, I'm an internet marketer. I'm not a speaker. I'm not a closer, um, but it was a great learning experience. And he told me this thing. He said, he said, I'm so. I said, you know, thank you very much for inviting me, but I don't think I'll be coming back. And he told me this. He said, you know, the last couple of years, over the last decade we've worked with the best of the best people like Tony Robbins, um, and with the bunny have reached speakers and seeing them come and go. And he told me this, he said, this is the moment when an average person will quit. And I thought like, those were very powerful words and he asked me, he said, Peng Joon, do you believe that you're an average person? And those words really well. So it was, and I know it sounds a little bit cheesy, but it was really just one moment of decision and that one moment of decision is, you know, I'm never gonna quit until I become world class at this. So it just became a personal agenda that I can tell you that even though I've been to all these different, I've spoken more than 20 countries now in at least 200 plus different events, speaking gigs, 90 minutes all over the world. And I can tell you that some countries there aren't very profitable. They're not the best use of my time. I'm not going to name the of.

Speaker 3:     19:52           But I do that purely because I don't know, just to, just so that I can get the hours, practice experience. Um, and that's why I do them. Okay. So it's, it's, that's why I do live events was because I told myself at one point in time, I'm only going to quit when I believe that actually will cross at this. So to me, mastery is 10,000 hours and I'm not going to quit until I get the 10,000 hour mark. So it may not be the best business decision. I think that speaking is great for. I mean, it's great, you know, don't get me wrong, it's still good money, but it may not necessarily be the best use of my time at this point in time, but. But that's the purpose of events. I think it's branding, it's great cashflow, it's great monetization. But the reason why I'm doing it today is very different. Just for that reason. I love it. Well, I know you're

Speaker 2:     20:48           well on your way to more than your 10,000 hours, which is super cool. But. So tell me for those people who are sitting there going, gosh, I, in fact I was actually with the people already in Russell when we're out in Africa and we decided to open up our own platform selling and put out the form and everything else on facebook live and it would close it down. Yesterday we have over 200 people now that have basically applied for this and then there's going through some of the application. Some of them were like, well, you know, I just want to be, I want to use this as a starting. I've never done it before. I want to work for you guys. And I'm like, well I don't want to have typically not gonna use our platform to have you practice on. So how does a person who wants to get really good at it, how do they get the practice? How do they start down that 10,000 hours? It's really hard to get on a stage if you don't already have a track record. So how do you do that?

Speaker 3:     21:39           There's two ways. Okay. I believe that this opportunity is something that was not available to us like 10 years ago, 10 years ago, when, when I was just about starting out, speaking on stages. Well, eight years ago I didn't have that opportunity. We just number one, live webinars, live webinars would be low risk. You don't have to spend tens and thousands of dollars. I'm trying to fill up a room yourself and on top of that, that's when you can actually practice with like 10 people live. So if all it takes is to run ads to like you know, to a Webinar, show up with a Webinar, get practice every single week by doing a live webinar because that would be the closest thing to a live event. Now, once you start practicing doing that, and that could be facebook live as well, you know, just interacting with an audience, but nothing's going to be the same as of course in a live event.

Speaker 3:     22:30           But like you said, no organizer is going to want you on their stages if you had zero practice and to use their stages as a practice ground. So what do you do? Use facebook. Get like really swollen. This is what I tell people all the time. Okay? So most of the time people don't start because of limiting beliefs, right? You might not have the confidence to do it yet. And here's what I tell people. I say, right? Do you believe that you can teach someone everything you knew about whatever skills that you had and charge somebody a thousand dollars for three days. Why would we taught them everything you knew, whether it's marketing, whether it's investing or stocks, right? And if you really think about it, if you had 10 people on board, right? And charge a thousand dollars, that's a $10,000 weekend and the way to do it is facebook ads, right?

Speaker 3:     23:20           Facebook ads where you, the people within a 25 mile radius that's in your city and saying, hey guys, and targeting with that interest based as well saying, you know, I'm going to be holding this free workshop this evening. Come and spend half a day with me when I'm going to be showing you Xyz. Result without thing you hate doing. Come and join me for this masterclass, boot camp in person. And you just gave them, you know, crazy value for half a day for hours, and then after that you're sending them to a two or three days if you've been charged them a thousand dollars for it, right? I believe that's the best way to get this. And even if they didn't sign up, you gave them great value and it was great practice for you and you didn't have to risk too much because you need to target 10 people, which is going to be extremely cheap. So that's how you get press.

Speaker 2:     24:07           I love that. And the great thing about is it dovetails into how we started this off with the whole idea as far as this content multiplier, because here you're, you're using your content that you're publishing, putting that out to trap basically as bait to get people to join a list where you can then invite them. And obviously retargeting locally. I love, love that idea as well. So again, I, I would love to talk to you literally for days, uh, because you have a sense.

Speaker 3:     24:32           Let, let, let me show you this one more thing. Okay. So like just last week, one of my students was just showing him like the power of life events and a very, very simple funnel. Okay. So he's funnels like two steps. Step number one is, hey guys, I'm doing a live event to show you how to publish a book and use a book as a marketing tool. Sign up for this life event. Thank you page. Hey, I'm excited having you to come for this slide. Okay. So it was a freeing three hour workshop he spent. So listen to this, he spent on facebook ads wasn't exactly cheap because I know that his face campaign couldn't use a lot of improvement by. He spent approximately $50 to acquire a lead. So a lead was basically just name, email, phone number. She got about 40 percent to show up at his event.

Speaker 3:     25:21           So you've been with free 40 percent show up. Um, and he got a room of approximately. So he did two sessions total about 120 people. So 120 people, right? Um, so that would have been about, I don't know, like 300 leads, 300 leads multiplied by 50 bucks. We spent like slightly over 10,000. Right? But understand something when you sell something that is a $2,000, so he's still at $2,000. You, he needed like, I don't remember the exact number, but it was like less than three percent conversions in order to make all of your money back, not including the back end, including all of the upsells that happens after that. So even if you are not necessarily good at speaking, speaking is actually very low risk. It's simple to set your funnel up, right? It's simple to get 10 people, 50 people come to the event is all a matter of just scaling on facebook and then that's how you can get that practice. So, you know,

Speaker 2:     26:23           I just, I love, love your examples. The best part is you're, you're the guy who's actually out there doing it. It's really fun for me to sit and spend time with young because a lot of people talk about, Oh yeah, I fact I was talking to this guy yesterday who wants to start his own speaking course, and yet he's never spoken from stage like you're gonna cry. He goes, yeah, I've learned everything. I've read all the books. I'm like, how can you have any authority or validity to go out? And he goes, well, I've done webinars. I'm like, no, it's totally different. You have to understand that. I love. I love that simple models. Super easy funnel drive, facebook ad traffic to it. Have a free one there. We're going to send them. I mean we talked about that in extra tickets and dotcom secrets all the time. Any other value bonds before we wrap things up for you? Wanna, make sure people hear about.

Speaker 3:     27:11           Well, I think that when it comes to live events, you just got to do the first one first and understand that. I'd say like 90 percent of people will do their first live event will usually bump and just that's part of the process. It's part of the journey. Expect to bomb, especially you have no prior training, but um, that's just part of the process, but I can tell you that there has not, there isn't a single person I know that did the first live event that never regretted doing it, not one person, not one, and it will be the most fulfilling and lucrative potentially lucrative thing they actually do in your career. And that's when you really think about it. That's when you're able to serve your customers at the highest level. Like, I don't know about you, but I've never been to a webinar. Then as that changed my life. Right? So you can really change somebody's life tool Webinar, but for life event, that's when can change some of these lights.

Speaker 2:     28:18           Oh my gosh, I love that. I know we're about ready to open up the funnel hacking live tickets for next year and that's really Russell's primary focus is exactly what you said is says young people who buy products and things through through webinars, which is great and they get serviced that way. But the community and the culture and the connections that happen at live events. I, I'm where I'm at right now because I attended live events and I think if from one, if you haven't gone to a live event, men go find a lot of them go to it and see how it's done and learn from watching other people do it, but the other thing I think is if you want to serve someone for us as a community, I think the only way we will always have a funnel hacking live because it's the best way for us to serve our community and having them actually there.

Speaker 3:     29:04           In fact, Dave, if you look up like, I don't know if you can of really see it, but like all those folders up here, all these folders and there's like a bunch of white files down there. I'm not kidding, but if I took all those, all those folders are just notes I've learned from attending live events and it's like, oh my gosh, I've spent hundreds and thousands of dollars learning from my events because that's how I grew to understand that if you are somebody been learning to life events, what have you could be that person for somebody else. That's why it's so powerful. Oh, I love it.

Speaker 2:     29:42           Thank. Thank you so much. Again, you're such a dear friend to me personally and to us as a community. I can't thank you enough for all that you continue to give and give and give your a person who is so genuine and always out there providing value to people. Again, for those of you guys, make sure you look at the content multiplier formula and then we were talking earlier about as far as events, if people want to find out more about live events, how can they do that?

Speaker 3:     30:04           You can go to event codex.com to learn a five step system on how to run and monetize live events.

Speaker 2:     30:12           Indeed, you can tell people about what they're gonna get in there. It's basically a I. I believe

Speaker 3:     30:16           that all successful live events is basically five pillars. Number one is the ability to sell the tickets to is the ability to get them to show up. Number three is what you actually teach at a live events to serve them the highest level. Number four, which is where the real money is executing the upsell, and number five is basically how do you leverage the live event so that you don't stuck being an events trainer where you're always on the road trading time for money. How do you turn it into a digital asset? How do you really leverage on that event? Create testimonials, you know, digital asset from all of that. It's five steps.

Speaker 2:     30:53           Oh Man, I wish we had more time, so basically people go out and take a look@thecontentmultiplierformuladotcomandalsoeventcodex.com. We'll have the links down below for sure. Hey, thank you so much again. I wish you all the best and all that you're doing and look for talking again real soon. Thank you.

Speaker 4:     31:12           Okay. Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as at the pub like me to interview more than happy to reach out and have that conversation with you so I can go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys.

Speaker 4:     32:01           Thanks.

Why Dave Decided to talk to Makenna Riley:

Currently a sophomore in high school, Makenna explains how she was able to make 10k in one month and has managed to become a successful internet marketer, specializing  in making other entrepreneurs online dreams possible using funnels to social media work. The author of “Every Company need a Kid,” Makenna has also been interviewed by Ink and Entrepreneur Magazine.

Tips and Tricks for You and Your Business:

• How to create your own online store: (4:22)
• Building your own supplements: (6:56)
• Building a company and selling the concept: (8:15)

Quotable Moments:

"Invest money in a course on how to do internet marketing properly."

"Put them in your own business or make a business for them to start learning how to do things."

"The angle of every company you have is to sell it, or it just dies down."

Other Tidbits:

Makenna discusses her online vitamin store that tailors supplements specifically to customers needs and explains how she has been able to grow her business and be successful at the same time. She also discusses internet marketing strategies and how they have benefited her to this point.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:       00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back to [inaudible]

Speaker 2:       00:18           funnel hacker radio. You guys are in for the treat of your life. I am so, so excited to introduce you to my guest today. First of all, let me introduce to you Mckenna and Mckenna. Welcome to the show.

Speaker 3:       00:29           Hello.

Speaker 2:       00:30           I am so excited. Mckenna's 50. I actually met her out and Bradford owns tedx event earlier this year in Vegas and was fascinated by all this stuff that she's doing and people always say, well, you know what? You have to be older to figure this thing out. I'm like, wait a second. Mckinnon is killing it, crushing it online at the age of 15 at that. You know what? I want to bring her on and, and have her tell her story. So without any further ado, let's kind of dive into this. So Mckenna, tell people, how did you, what you were just telling you, you're starting to buy in the shop before you were doing that, then what you're kind of doing, how'd you get involved?

Speaker 3:       01:02           This whole online world. So my mother is Forbes Riley, she's a big online presence, a television person and I was into like coding and computers and I wasn't really doing much with it and I actually did something for her and we generated a lot of money through it. So she was like get on this internet thing, like you will be so good. Alright. And the first thing, the first program she handed me because I was just using a just pages to build sites all with code with no help from any, like besides wordpress. But she put this program, click funnels in front of me and within an hour I had made like six clickfunnels. I was like, oh my God, like why am I not doing this? And that's how like clickfunnels entered me into the Internet marketing world.

Speaker 2:       01:59           That was awesome. So tell people what are you doing now?

Speaker 3:       02:03           I'm working on a vitamin company that selects the vitamin perfect for you without having to go to a doctor having to. So it goes through if you're tired, your blood type, what's in your blood irons? It's this whole thing that makes the perfect vitamin for you. Super excited about.

Speaker 2:       02:24           How'd you find out about this? I mean, how'd you even get it? I mean most 15 year olds aren't too interested in taking vitamins.

Speaker 3:       02:30           I was interesting because my dad, he takes vitamins because he has. He's a really large person so he's just low on certain things like most people are and I found research showing that people are taking vitamins, they're overloading their body with iron and copper, which is actually not helping them. It's like shortening, shortening their life. So I was like, I don't want my dad to like insert shortening his life because I wanted to live as long as can. So I did all this research and it shows people are taking vitamin C and it's killing them because they're overloading. I was like, I don't want this for anybody. So when I'm working on now is doing everything for your blood type so it's exactly what you need without having to go to a doctor and go through the long extensive wait process and money and so this is really easy. It's perfect for you and you know it'll work because it's based on your body drop, drop shipping. Then are these custom vitamins or how's that work? I am going through a company that does the fulfillment and they've got the vitamins and we sell them online with quizzes, a blood scans and whatever information we can take for new medically that you'll provide for us.

Speaker 2:       03:51           That's fascinating. So I can figure right now I've got a. what's going to happen here is I going to get bombarded by two different groups of people, a whole bunch of 14, 15, 16, 17, 18, 20 year olds are going, how in the world do I get to wear Mckenna's at? And the other group can be. All the parents are going, I've got a 14, 15, 16, 17, 18, 19, 20 year old who would love to get online? How do I, how do I get them to where Mckenna's that so what I'm gonna do is when I asked you a couple questions here. First of all, for others who are in your age group, call it 15 to 20, whatever it might be, what would you do? What would be your advice as far as recommending how does a person get started doing what you're doing?

Speaker 3:       04:29           If I were someone getting started, I would definitely start looking up information on Internet marketing so that your facebook ads will change. So Internet marketers were actually target you and just like a thing to get rolling so you can see everybody out there. But I would definitely invest money in a course on how to do Internet marketing or if I were someone I would do click funnels and clickbank and just try that out. I love it.

Speaker 2:       05:00           So next thing then is your mom basically said, well, Gosh, well first of all, how did you get involved in coding? How old were you when started coding?

Speaker 3:       05:08           Um, I was about eight or nine because someone gave me a honeycomb and I started collecting emails off of Wifi in a hard rock. This is amazing. I want to do this. Oh my God. The best thing to say life when they did that, I was like, this is possible. So.

Speaker 2:       05:45           Alright. So now basically if, if it's a parent or an adult, what advice would you give to them to have their kids get started doing this stuff?

Speaker 3:       05:54           Well, I would definitely made sure that your kids actually interested in this because everybody says I have a four hour work week with my laptop. That is not true. It is a lot of work and if you're not interested in it, it's not even try to push your kids towards it. But if they are, I mean I fully support click funnels because any kid can do click funnels and if they're an entrepreneur, you're k to do that for you. So that would, that's what I would say for parents that want their kids to get involved is just put them in your own business or make a little business for them to start learning. How to do things.

Speaker 2:       06:34           That is so cool. So tell me what were some of the things you're working on? So you have thing going right now. What? What's the next step? Say you're primarily working as an affiliate then for that other company. What other company? So the vitamin shop, the vitamin company who backs is doing the fulfillment? Are you doing

Speaker 3:       06:55           vitamin companies? My company, the whole thing is like my thing. There's actually really cool. So if you want to do a vitamin company but you don't really know much about the vitamins, you don't want to have inventory. There are sites that allow you to go on there, you pick out which vitamins you want. So you want vitamin C, Vitamin D, you want protein, fat loss, weight, whatever to lose weight. Vitamins for that. And all vitamins are pretty much the same. So it's not about changing them, it's just about marketing them. So you can go on these sites, you pick which ones you want and then they do the whole process. They stick your label on it, you pick whichever one you want. They've got bottles, they ship it out. And all you have to do is pay a couple of fees and then they do all of that and all you have to do smart things. I love it. So you're basically white labeling other vitamins. Well, it's not labeling other vitamins, but you just can't change vitamin C. Vitamin C is vitamin C, Vitamin D, iron sufficiency pills, the same. Any brand you buy, it's not like, oh, we found the secret to vitamin C. it's the same thing, just one cost more because someone's face is on it and one doesn't because it's a no name brand.

Speaker 2:       08:15           Got It. So you've got your own vitamin company. Now what? So what's your plan with them? What do you know? How hard you want to take this? How are you going to grow it? What's your strategy?

Speaker 3:       08:26           The guys that created Clickbank, I heard from one of them, they said, the end goal of every company you have is to sell it or it just dies down and you shouldn't put your heart and soul into something that just dies. A, my end goal is to build this up, build the concept of it, and either sell the company or sell the concept of the entire company to a bigger vitamin person so they can really push it out to the world more than I have the energy to do. I love. So where do

Speaker 2:       08:55           you get your funding, your resources?

Speaker 3:       08:58           I. Well, I, I make most of my own money. My parents don't give me money to help me out with any of this. So I promote clickfunnels. I promote this new Kito Diet. It's really cool. I definitely build stuff for other entrepreneurs because a lot of people have such great ideas but they don't know how to use online softwares. So I get them to sign up a shopify is one of my biggest ones. I know got a lot of affiliates underneath that and I build a lot of stores for people because if you're not a tech person it's hard, but if you are, it comes really quickly to you. So that's one thing I'm big into his building. Shopify for people when I need funding. I love it. So typically how much do you charge the for a bit I'm kind of pricey because I can do it really well and do exactly how you want. So I do $1,500 for a basic plan, then another $1,500 on top of that for the performance plan.

Speaker 2:       10:06           I love it. Super, super cool. All right, so you're making your own money at 15 and now you're investing that money into a vitamin company that you plan on selling to a larger, larger company or some exit in the near future. Is that kind of the plan? Yeah, that's what I'm going for right now. I think that's fantastic. So what are the words of advice do you have to our listeners?

Speaker 3:       10:28           Um, I would just say follow your heart and definitely use the encouragement of I missed when I was in eighth grade. I missed 10 weeks of school, which is not looked upon very highly and I was told you're going to have to retake the year you, um, you're not here enough you can do this. Kids aren't supposed to work like your parents have money, just live with your parents. And like, and I kept hearing all of this and I was like, look, you see encouragement of the words you're saying to the fuel, me and I sky rocketed in eighth grade because I just, I went to my teachers and they told me, Mckenna, you can't miss any more school. And it wasn't like I was getting bad grades, they just don't do well if you don't go to school, like the teachers don't get paid as much as a whole system behind the school. And so I got a part by teachers, by the administration, by principals telling me, you can't do this. And I used all of that. You can't, you won't. You're too young. You have to go to college. All of that just fueled me through like the hard days of why did I put money there? That was really not right of me to do that, to encourage me. So just take all the negative and use it as positive because there's a lot of negative.

Speaker 2:       11:49           I love it. Well, Mckenna, it's always so much fun having you on the show. It's great talking you. I look forward to connecting

Speaker 3:       11:54           with you again soon. Any last parting words before I let you go? Um, Internet marketing is the new thing and I will tell you computer work weeks are harder than regular work weeks, a lot of time. So this is from a girl basically who has been working all night long and barely getting up right now because he's been crushing a very, very long day. Is that fair to say? Yeah, I had, I woke up at eight this morning. It's five now and I haven't left the bed all day. Well, Mcginn, if people want to reach out to you, what's the best way for them to contact if facebook Mckenna Riley or make money with Mckenna.com should be up right now. If it's not, I'll go put it back up, but that is just a site that I have that you put your name and email in and you can be part of my newsletter as well as see what programs I work with. I love it. Well mechanic. Thanks again. Appreciate your time and we'll talk to you soon. Talk to you soon. Thank you.

Speaker 4:       13:02           Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, I always just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people you'd like me to interview more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this. Share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk to Corey:

Corey Thomas is a veteran of the digital marketing world. He has helped thousands of entrepreneurs grow their business and worked with some of the biggest names in marketing such as Frank Kern, Michael Gerber, and Tony Robbins. Corey is the Founder and CEO of PicSnippets, a web-based tool to help entrepreneurs boost their conversions through personalized marketing. Corey and Dave discuss the fine details of PicSnippets; creating personalized lead magnets and incorporating them into your funnel.

Tips and Tricks for You and Your Business:

• How PicSnippets helps increases conversions and decrease costs (2:16)
• PicSnippets and funnels (3:09)
• PicSnippets and reducing cart abandonment (4:45)
• The three steps to setting up PicSnippets (7:45)

Quotable Moments:

"It’s all about engagement."

"Part of this is learning to use your imagination in the business again."

"Being able to inject your own brand and authenticity and personality goes a long way."

Other Tidbits:

Personalizing your customer’s experience with your company from day 1 helps to build and sustain relationships.

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:       00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Everybody. Welcome back on.

Speaker 2:       00:18         Super excited today. Add. This is one of the rare opties we're going to have someone on who's actually created a product that a lot of our users are currently using. And so I want to make sure you guys know how to use it. So I want to News Corp Thomas who a CEO and founder of pick snippets. Corey, welcome to the show. Thanks Dave. Appreciate you having me on. So tell people what is pics nipples extent that says a marketing personalization tool. So a lot of people have their funnels and they're putting together all these really cool ways that they can get people into their, into their company and introduced them, but they don't spend a whole lot of time making it personal. So we created something called Pixton beds to help people personalize their marketing, to increase their conversions and make that personal connection.

Speaker 2:       00:59         So I love it. Well unfortunate corey, since we're on this as an audio people, I'm gonna be able to see it, which is kind of the downfall of this. I wish we had this as a video and people can actually see the value of it. So you've got to basically portray and draw the picture and images and these people who are listening, what exactly is pick snippets so they can see it in their mind's eye. Pick snippets, helps you create personalized dynamic images that you can send to your followers and customers. So you know if you want to use it on a landing page or an email or text message anywhere, you might use a picture where you're doing communication. If I take a look at it, basically if you go onto a page or I'd received an email from, from corey and it'd be a picture because I've had.

Speaker 2:       01:38         I've received these before and then all of a sudden someone's holding either a postcard or something that says, hey dave, and it's like handwritten on there or something like that. Is that Kinda what we're talking about? The dynamic text and an image. So the image that gets sent to, you know, 100 people, but every person gets the image with their name and, or you know, their information and to make it personal to that person. I love it. So let's talk about obviously one of the main things a lot of our users are trying to do is increase their conversions, decrease their costs, all that kind of stuff. So how does pick snippets actually help them do that? Yeah, it's a, I mean, there, there are so many different ways, right? So we've got, when we think about the funnel, we've got our actual acquisition, right?

Speaker 2:       02:19         Maybe you've got a lead magnet or something that people are using. Um, so a lot of people are using pick snippets to personalize the lead magnet. Um, so that way they're getting a higher consumption rate. They're getting higher conversion rate, you know, on that, on that lead magnet all the way down to you after the order form and a thank you to the customers and you know, having those personalized images to increase the actual, um, you know, the lifetime customer value and the customer satisfaction at any, at any point throughout your funnel, if you know who that person is, you know, it's a great time to try to be as personal and create as much of a one on one. Okay. Yeah. So let's talk about it in the funnel because that's one of the things, obviously a lot of people who are listening to us are very familiar is there, are there funnel pages and things.

Speaker 2:       03:00         So I go to an opt in page, I enter in my name, Dave on the next pages will then show on those images. Yeah. So an example of this, you know, let's say that you are using click funnels to do a Webinar, right? It's really easy to go in and create a, an awesome funnel and click funnels where I'm going to drive traffic and you know, uh, or maybe even my own list write to a webinar registration. So everybody go in, they sign up for the Webinar. Then on that thank you page, you can have kind of a personalized custom ticket, you know, for that person where it says the Webinar date and time, that person's name written on the ticket, you know, seat reserved for, uh, you know, so right away on that landing page, you're creating that really cool connection, that really cool experience like, Oh man, this is different.

Speaker 2:       03:43         This feels really, really bespoke and custom to what the person's doing it. I love it. I know for us, when we take a look at anything associated these days, it's all about engagement, whether it's from a social media standpoint, whether it's in your funnel and that authenticity and congruent. See that goes basically from your, from your ads all the way in, throughout your entire pages. And once you get that contact information and you have the ability then to continue to speak to them on a first name basis, it really enhances that, that fall and actually enhances the engagement in the opportunity that person has. So that was an example you gave. Awesome. Cool. What way? As far as I go, I registered for the Webinar and then on thank you page. It's either a picture of of you basis and a dave. Now welcome to welcome to registration.

Speaker 2:       04:27         Get all your details below, print out this ticket, whatever it might be. What are. Give me an example of how it could use it on a shopping cart page. I know Carter bandom. It's always one of the biggest issues people have. We're always trying to reduce card abandonment. So how do we. How do we fix snippets to actually reduce cart abandonment? Really, it's a really popular one because like you said, that's a pain point, right? A lot of people like, Oh man, I had all these people that opted in. I've got these people that are seeing the offer. Right? Or they're going to the car and then they just didn't buy right. And so we're trying to try to recoup those leads and so a really popular one is we send them a followup email that's got a package on it so it looks like a box that's being shipped and we have already in their name, depending on how you set up your current process, you might already have their shipping address.

Speaker 2:       05:12         Um, and so we'll put all the information on the box, you know, and so they get an image where it looks like they're package is already getting ready to get shipped and it's like, hey, you forgot to finish your order. Click here to go back and finish it and we'll get it sent right out the door. You know, we've got it ready for you. We've had a lot of customers use it for Carter. So they've gotten, they've been able to recover, you know, a lot in terms of revenue and conversions by being able to make that more of a conversation and add a little bit of a visual element to that offer. That's super cool. So tell me, if I'm taking a look at, obviously that was kind of one of the things for our cart abandonment when I'm now looking as far as some of my follow up funnels and sequences and stuff.

Speaker 2:       05:53         What are some of the additional things that you're seeing that are either communicate through email, other image opportunities and uh, you know, part of it is, you know, where can I have a conversation with a person, right? It's about driving that, you know, as, as much as, as possible and authentic and real conversation with that person. And so, you know, doing it as a, you know, for people that are familiar with the indoctrination sequence or you're trying to introduce somebody into your company and what you're all about. And it's sending a welcome image from the whole team, right where the whole team has gathered around. You've got to kind of a group picture and they're holding up a sign that says welcome to the family day, gives you the warm fuzzies and it feels like, hey, this is, this is a real company with real people write that are, you know.

Speaker 2:       06:35         And so it kind of puts, uh, puts them on your side and makes you feel like friends right from the beginning. Um, you know, when you can do it over text message or many chat, you know, these, all these tools are great and integrate with click funnels and putting together a really cool conversational funnel with people, you know, being able to, to kind of take it that step further and put a face to it and being able to personalize that experience. I mean we all, we all love getting text messages from our friends, right? Or you know, we're all on facebook messenger or whatever all the time. And so being able to let a company kind of transition, you know, and have that same conversation and, and keep it lively, not just a bunch of texts. Right? That's super boring and nobody really wants to read.

Speaker 2:       07:15         But those pictures really kind of helped people create that feel like they are establishing a relationship and actually know who this company is. And it's not just some website. I love it to break down some of the tech behind this thing because I know people go, well, how hard is this? How, how, how hard is it really going to be to actually make that happen? It says on your site, it's real cool. You've already got everything set up. It's on click funnels, landing page, and you've got basically three steps is what I was looking at. Is that right? Yeah. Super, super simple. Uh, one of my friends when this was a kind of prototype phase, I was trying to get him to set it up in his funnel and to kind of test it out. Like I'll get to it, I'll get to it. And so one day I was like, hey, la kind of helped him and he was like, man, if you'd have told me how simple this was out had done it right away.

Speaker 2:       07:58         But yeah, it's three steps. You just basically you pick your image so you can upload an image. So if you've got a picture of the team or just yourself or something custom you want to use, you can just upload that image or we have a template library if you're like, I'm not very creative, I don't know what to do. You can just, you know, pick one of our images we already have in our library and then we just have a drag and drop interface. You just, you have your image, you add the text snippet that you want, we integrate with Google Fonts. You can make the font look as cool and customizable as, as real as you can imagine. Um, and then tell us where you want to put it. Uh, do you want to put it on a click funnels landing page? You want to put it in an email?

Speaker 2:       08:34         Do you want to put it on, you know, how many chat facebook messenger and then we'd give you the code to go drop in and you're off to the races. So Howard is that code, where do they put that code and how does it actually work? Is it just a simple. It's literally just, you know, you tell us where you want to format it for you, it's a copy, paste it, copy it. If you're going to put it on the, uh, on a landing page, on the thank you page, you're going to just drop it into the click funnels, click funnels, header, footer, script, and then if you're gonna put it in an email, you just literally drop it into that email template and that's it. Super Cool. I love that kind of stuff. That's a, anything we can do to make things simple and easy for people is all what we're trying to do these days.

Speaker 2:       09:13         So I appreciate that. Any other ideas, suggestions, things you want to make sure that our audience knows about? Part of it is just kind of learning to use your imagination and the business. Again, you know, I think a lot of people think, um, you know, they, they, they become a funnel hackers, right? And that's the whole point. I'm going to go do what's working and that's great. It's the fastest way to success is by going and copying what's already working, but being able to kind of inject your own personality into it, right? So you have that funnel that you've seen work that's awesome, go and it's never been easier to go and write and funnel hack it and use click funnels, build something you're in, you're good to go, but being able to kind of inject your own brand and authenticity and personality into it really, really goes a long way.

Speaker 2:       09:57         So you know, look for those opportunities where you can create that connection with they're just a subscriber or a follower or you know, maybe they're a customer or an affiliate. Yeah. Taking that extra little bit of intentionality and effort to create that conversation, create that. That one on one relationship has always yield at dividend. And so just my encouragement would be to keep on keeping on, in terms of funnel hacking and doing what works, but you know, really take the extra step to flavor and personality. I love it. Any parting words as we get close to wrapping things up now and implement, you know, go do it. It's great, there's tons of tools, so go out and you've got an idea, goes, you know, block the time off your calendar, whatever you got to do to implement. So that's my advice to any entrepreneur. Love it. Well thanks so much for your time and again that's picked snippets. You want to spell that out forms. They've got it. Yup. Pic as in short for picture and then snippets. S N I p p e t s, so pick snippets.com. Got It. Cool. Well thanks so much. We'll talk to you soon. Awesome. Thanks Dave.

Speaker 3:       11:09         Hey everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview all, please just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as the you'd like me to interview more than happy to, to reach out and have that conversation with you so I can go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or what I can do that do to make this better for you guys.

Speaker 3:       11:56         Thanks.

People always say “It’s all about the money”,  but why? Take a journey with Dave as he talks about his experience with Village Impact in Nairobi Kenya.   He explains why he feels that once your own needs are taken care of as an entrepreneur, you need to share the wealth.  Getting behind a purpose that you are passionate about will come back to you in an abundance of ways.

Tips and Tricks for You and Your Business:

• Dave describes his experience the first day as he arrived in Nairobi and the emotions he felt (2:00)
• Getting behind a purpose (16:45)
• Remembering to pay it forward (19:25)

Quotable Moments:

"How can you be so happy, when you have nothing?"

"It’s a lot easier to give it when you don’t have it,then it is when you have it."

Links:
FunnelHackerRadio.com
FunnelHackerRadio.com/freetrial
FunnelHackerRadio.com/dreamcar

---Transcript---

Speaker 1:     00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Warning, this is going to be a little controversial for some people.

Speaker 2:     00:21           So with that said, uh, you probably saw from the title, this is your moral obligation to make as much money as you possibly can. Now I know a lot of people can think, oh gosh, I'm so tired of people saying it's all about the money. It's all about the money. Let me just tell you why, and I want to make sure you guys understand where I'm coming from physically and also where I'm coming from emotionally. So right now I am out. I'm in Nairobi, Kenya. I've just spent the last 12 days here and we started off and had the experience of being with Stu and Amy Mclaren's village impact. Now you have to understand, I've known Stu Stu Mclaren now for almost 12 years. He was, he and Russell were literally the second seminar ever went to. And is how I actually ended up becoming really good friends with both stu and Russell and all. It's become Russell, like a brother to me because of all the things have happened since then. But I want you to understand where I'm coming from because it wasn't long after that I met stew that I remember seeing a, a teleseminar, I believe is right around that Christmas, almost 12 years ago where Russell was doing a, a pot or basically a teleseminar. This is way before webinars and it was doing a teleseminar to help stu raise money

Speaker 2:     01:50           to go and basically help people in Africa. And that's about all I knew. And then what's happened since then is I followed Stu and amy and I've seen, and I've been with Russell, I've seen stuff with Russell. This is Russell's third time out here. And for STU and amy, they've, uh, about seven years ago they started an organization called world teacher aid. And it, this, some while we were here, they just changed the name from world teacher aid to village impact. And what I want to explain to you guys, and hopefully I can convey the emotion and the feeling, um,

Speaker 2:     02:27           and I hope that emotion and that feeling is what really connects you to why you have any moral obligation to make as much money as you possibly can. So we flew into Nairobi and when we got here we were met with Stu and amy and spent our first night in the hotel here. And then literally that next morning we were put on to little buses and I shouldn't even say buses. These are smaller than many bands. And we went out first to the very first village that they've ever worked in. And this is called a community called Shalom. And we pull in and you first of all, a little backstory for Stu and amy. They worked here in the villages of IDP camps in IDP camps are camps of people who are basically whose homes in about 10 years ago in 2008. What happened was there was a huge uprising and basically revolt against the government.

Speaker 2:     03:33           And the way this whole revolution was taking place with people are going out and they were just slaughtering a lot of these village people and what the government decides to do is to get in front of the revolution and actually take these people out to save their lives and to put basically put them into the little camps. And so they gave up everything. They moved them, the government moved them and gave all that, gave them was a tin roof and said good luck. And then within the year, so the revolution was put down, the government maintained control. But the problem was you have all these people now, literally throughout these camps were all they had was a tin roof and many of them just due to the war and everything else and the violence. Many of the men who passed away. And so you have a lot of single women raising these kids.

Speaker 2:     04:23           And so what student amy decided was this would be the place where they would work and they, they now have built 12 different in 12 different villages, a 16 different schools, some being primary schools and some being primary. And then also a secondary school, so we went to Shalom, which is the very first one and you pull in and you see these kids in uniforms and were greeted and they're so excited to have these little tiny little. It's six people to a little minivans, everything. And we'd come out of the sinks and they've got song and dance and they're just so excited that we're there and they want to show us everything. And so we went through the primary school and then we went to. And Russell took me over to the secondary school where there's two funnel hacker classrooms that were built because of funnel hacking.

Speaker 2:     05:11           And I sat back and I was like in on shocks. I'm sitting there watching these kids who then went onto perform this amazing musical dance. And they were so excited that we were there. And I thought this is, you know, I was really exciting. This is really, really cool. But then we jumped in our little minivans and drove for the next four hours until we got out to this little tiny no poor village where they had just finished building the primary school. And we're coming just before dark and as we're coming in about a mile before we actually get to the camp, the streets are lined with the village with all from all the people from the villages. The kids were out there and they've literally been there for the last 10 hours waiting for us, waiting for us to get there because they were so appreciative of what we did.

Speaker 2:     06:09           Well, this camp was brand new and so there was no uniforms here and the government hadn't gotten involved and I was just just taken back so emotionally to the point where I was like, this just isn't fair. It's not fair to. These kids have to live like this. I'm like, this is just wrong. And I got so angry and I was so mad at night just. And yet at the same time I'm seeing such happiness on their face. And so all of a sudden I'm so confused. I'm like, how can this be? How can you be so happy when you have nothing? So if there's something wrong, what am I missing? And this dancing went on for about an hour as we walk the mile into the camp and then they had this wonderful program for us and, and the kids, they didn't want to leave to go to their homes.

Speaker 2:     07:06           And I was just sitting there going, oh my gosh, where am I at? And as we walked, we walked past these little shanty tin roof type of camps were the walls were just built out of sticks and mud and Dung. And we now walk in and we see the school, eight classrooms built out a cinderblock beautiful white and on the outside. And I'm sitting there going, oh my gosh, what student amy have done is just the impact is so immense. I can't even, I can't even imagine it. And then after the kids left, we had a little campfire and uh, there was about 20, 25 of us there. And I was sitting there and just thinking they went around and Ellen, who's been, who's on the board of village impacts, if you don't want you guys whenever just kind of shared the emotion they're having.

Speaker 2:     08:02           And for me, I was just, I was overwhelmed, it's overwhelmed, I couldn't even, some people were saying anger and frustration and confused and others who had been there before, like Russell said, hope. I'm like, hope this is terrible, this is terrible. And I've never a lane. And then for us they've prepared this. We have tents and we have someone cooking our meals for us and I'm sitting there going what is going on? And I sat there just that night laying in bed and just thinking how, how has this, right, how is this fair? And I went through so many different emotions and the very next day we started and the kids are there at 7:00 in the morning and I wanted to go run over there and ellen and sue were kind of running is that you can't go over there yet. We gotta wait, we have to all go up at the same time or they'll just totally disrupt the entire day.

Speaker 2:     09:00           And so by about 9:30, we walked over to the school and have the opportunity of painting these classrooms and have helped of working with the kids and planting trees and working with the kids to lay down a gravel rock. Basically trail path to where the toilets, which is all it is, is just a cinderblock to set a whole new ground. Basically two holes in the ground, separated by Cinder Block and a tin roof off the top of it and going, this is insane. But then the kids, oh my gosh, the kids would come up and what's your name? What's your name? They want to know who are we

Speaker 3:     09:43           were and the hugs. And I just fell in love with these kids. And one's kid's name was Dave and he was my little buddy the whole time and some of the older kids, Clayton and uh, anthony and caroline was one of the little girls. And I, I just, I remember sitting, they just, they just lit up and they were so happy and so excited. We were there and I'm sitting there thinking, you'll each classroom costs about $10,000. That's all it is, $10,000 per classroom now classrooms changing their lives and I remember talking to stu about it as far as, you know, these kids only get one meal a day, one meal a day. Why aren't we feeding him? Like listen, if we educate them, there'll be able to feed themselves and they'll come back and they'll take care of their community and education is more important than food and I didn't get that until later when I had the opportunity to see in some of the kids who had had come back. The teachers were 17 year old girl, 16 year old girl who had gone on, gone through the school and come back and they were there to help and to teach in the village and to see their happiness and their smiles in these kids.

Speaker 3:     11:07           Words can't describe and I hope some of you have seen my instagram or Russell's or Julie's or anyone else instagrams or I'm sure please check out funnel hacker TV. I will have some episodes there about how this experience was, but after we got done painting and building a trail, everything else, we didn't get to go play with the kids and oh my gosh, there was such such electric excitement and you could just feel their love and their friendship and their gratitude and they just wanted to play and they wanted a hug on you and they just wanted. I just wanted to love you. Just want to love and to know that someone cared enough about them five hours drive from Nairobi out in this little tiny village and they just, they just exuded happiness and love and gratitude and friendship and they all wanted to show us their homes.

Speaker 3:     12:01           Can you, will you come see my house when you come see my house? Will you come see my house? I'm like, are you kidding me? And later that day we did, but before we go to that, I want to share with you the fun we had as we sat there and they brought in some bubbles and so we blew bubbles with the kids and these kids were chasing the bubbles all over the field and we were playing soccer with the kids and playing duck duck goose and seeing how happy. I've never seen her happier people who had so little in my life and yet they were just so the amount of love that was expressed to us, I felt. I felt like I didn't deserve it. I felt like I've done nothing. I paid for a classroom. That's all I did. And yet here you are just hugging and sharing your love and your friendship and you don't know me.

Speaker 3:     12:50           And these kids were so happy and we had the opportunity. Being in the village there for four days. Last year was a real short day. But the emotional rollercoaster that you go on is just it. Honestly, six flags has nothing on roller coasters when it comes to the top roller coaster of emotions I had as I sat there and uh, they came, the government officials all came in one day to basically open the school officially and cut the ribbon and I got so angry at them consume at the government. It just reminds me of a, any other government official. And it was just like, you guys are taking credit for this, this is about the kids and care about what you have to say. And it just drove me crazy and hopefully, fortunately they weren't there very long, but I just thought, you know what, this is about the kids.

Speaker 3:     13:40           It's all just about the kids. And then one afternoon we had the opportunity of going to visit their homes and uh, we broke up into three different groups and within walked 20 minutes, some of these kids travel anywhere from, from two kilometers to almost 10 kilometers and 10 kilometers is, or I'm sorry, five kilometers away, which is three miles. And they walk to school three miles in. As we started the walk, uh, I was with my wife and a couple of others and, and first thing we went by was the stream and there's this woman gathering water and these women are so strong. Oh my gosh. Amazingly, amazingly strong women. And this water is Brown. I mean it is like dirt, dirt, Brown. And I turned to our guide and I like that they're not going to drink that. Are they just, Oh yeah, as long as it's running, they'll drink it.

Speaker 3:     14:39           I'm like, oh my gosh. And I just felt, I mean there's just that can't be healthy for him. And we kept walking in. Maize is just a huge. Corn is one of the main things that they live on. They grind up corn and amazing. They basically make a kick out of it every single day. And so we walked into this first little village in a little hut and it's all made out of sticks and uh, it's basically cow dung and, and water and clay that makes out the exterior. And there was two different rooms, a one room where they slept in the other room where they cooked. And there's no light, there's no electricity, and there's this little tiny fire and that's what they're cooking over inside and that's where they get their heat. That's where they get their food and outside of their place.

Speaker 3:     15:31           They had had created their own little fence to keep their chickens in another little area for a cow and I was just. I was caught off guard by as we walked through there, how happy they were to share. They want to just come in to see their homes. They wanted us to share and to experience how proud they were. They'd gone. They had moved up. They no longer had a tin roof and little sticks around their house. They actually now had created their own roof. They've created their own house and they had their. They each had at least an acre and they grew maze and they grew and they had their cows and their chickens in the love with these kids and their families and it was typically there was an extended family member always living with them as a grandma or grandpa. And we walked back to the camp and I just sat there that night, I couldn't sleep and I thought, you know what?

Speaker 3:     16:29           Every entrepreneur as a moral obligation to make as much money as they can to share it. Once you take care of your own needs, your very next obligation is you have to share it. You've got to get behind a purpose. It doesn't need to be village impact because impact is a great one, but so's operation underground railroad and sorted the other ones, uh, we, we spend time in. But find one and just realize that you've got a moral obligation to. You need to go out. You have to take care of your own needs first. But I would recommend even while you're taking care of your own needs, you need to start right now. Dedicated, attempt a tide. Give 10 percent away. I don't care where it goes to a church to charity to whatever you want, but start right now when you don't have it, because it's a lot easier to give it when you don't have it than it is when you have it.

Speaker 3:     17:13           Everyone always says, oh, I'll give it what I haven't. Trust me people never do. So give it now five. I don't care. You could be flat, broke, busted, and listening to this. I hope you'll take whatever you get and if it's, if you only make $10 a month, give a dollar away and you'll find that the lord blesses you. And more importantly, that you'll find that you can live on less. But then the more you make, start finding ways of giving out to give to more. I Khaled and Russell have had, uh, taken care of a little girl by the name of Jane six years ago and have kind of helped her along the way. She's now at university and we had dinner with her and to talk and to listen to her and her, her journey and her goal. She wants to be. She wants to have her own restaurant where she starts French fries and she wanted to sort of soft drinks and pop and coke.

Speaker 3:     18:07           And that's her dream. And we then met with another one, uh, who they'd helped. I'm 32 years old at this. The man who started in to get his degree but then ran out of money and that they were kind enough to help roughly $800 a semester to put someone through a semester of school here in Nairobi and he got on a motorcycle road three hours to the camp where we were to show collette and Russell his diploma and I just, I took a picture of it and I was like, you know what? $800 bucks a semester. $1,600 a year. Really? I mean six, seven grand and that person now has a four year college degree and that was going onto his master's. And I'm like, and as an entrepreneur you've got a moral obligation. You got to go out and make as much money as you can so you can change the world. Entrepreneurs, the only ones who can. And if you don't have it right now, you still have to give it, give away attempt. And then when you start making more giveaway more than a 10th and you'll find it always comes back to you. And I was just so, oh my gosh, I've got so many emotions and I.

Speaker 3:     19:29           my only prayer I guess, is that you're feeling something deep down inside the descent. You know what I'm going to start giving now and not only mentally given out, I'm going to set a goal to make more and when I make more, I'm going to give away this month and want to make even more. I'm going to give away this amount and just realize that we live at, we're the we live in the most prosperous time of the world, and yet there's so many people who go without and you can give. He doesn't have to be all the way over here and Ken, you can given your own local community, but you've got to give and you've got to make as much money as you possibly can. Tell. Bless the lives of others to give them the opportunity to turn around and pay it forward. Have an amazing day.

Speaker 3:     20:11           Please help me to get these podcasts out. If you don't mind, I would love if you don't mind going rate, review this on itunes. Share this podcast with anyone you might think it might benefit, and most importantly, if you don't mind, reach out to me. Let me know if these podcasts are a value to you. If it's helping, if there's topics you'd write you'd like me to talk about, please let me know. I want to make sure that you're getting value from this. I appreciate the amount of time that you set aside to listen to these and I don't take that lightly and I really want to make sure that you're getting valued, so reach out to me on facebook. You can send me a personal message there. Let me know what more I could share a same type of thing as far as instagram. You can reach out on instagram and just send me a private message. Let me know what more I can do to provide greater value for you. Have an amazing day and remember you're just one funnel away. You're one funnel away for your own financial independence, but you're only one funnel away from blessing lives of others. Go

Speaker 4:     21:06           build that funnel. Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get the next few $100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, please just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if you'd like me to interview more than happy to to reach out and have that conversation with you so I can go to itunes rate and review this. Share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.