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All right, all right.

It is December. There is snow everywhere. I'm actually from Denver. I'm living in Boise, Idaho right now, which is where the Click Phones Headquarters are.

I actually live like a mile and half from the office, I'm really close to it. Most of the time I'll walk or ride my motorcycle or something like that, but it has been so icy out. There's no way you're going to get me on a motorcycle.

I want to, I'm a little bit of a daredevil, but there's no way I'm going to. Anyway, I have not been riding a motorcycle.  I've been walking a lot. I drove today, luckily just because it's so freaking cold out.

There's not as much snow here like there is in Denver, but it's just as cold, oh my gosh. Anyway, I'm really excited. I love December. December is awesome. Christmas is amazing. I don't know, I love the whole time of year, I love commercialism, I love ads, I love people trying to sell me stuff.

I'm kind of weird like that.

Not a lot of people like that. I had this tradition when I was in high school, I would wear a Santa hat every single day to school the whole month of December. You might think of that and you're like, "All right, that's kind of cool. Awesome job, that's neat.

You're a teenager, you can pull that off." It's funny because I've totally been doing that as an adult and you don't get the same effect as when you're a kid. People look at you like, "Hey, you must be going to a party.", or "what?" I've actually been wearing my Santa hat every single day to work with Russell.

He'll be sitting right next to me and I've got this Santa hat on and we're Skype calling with people and video conferencing and things like that and I'm wearing this Santa hat. I know Russell thinks it's hilarious, but I don't think everyone else has thought the same thing.

Anyway, kind of funny and I'm wearing it right now. It keeps your noggin warm. It's kind of awesome. I keep my hair pretty short because of the Army, so it keeps my dome piece nice and warm.

Anyway, I am very ... What am I trying to say here? I am very, very serious though when I say I do love the commercialism. As far as what the meaning of Christmas is supposed to be, things like that, it messes with that, but I like sales so it makes sense why I like the commercialism part of it. It's funny because I went to Kohl's and I was walking through Kohl's.

You get out to the checkout line, and I had a huge lesson from Kohl's, thank you very much Big Brother Kohl's. I walked out and I was at the cashier. I hand him just a few shirts that I was getting. It was like $50 and at the end of it they hand me this receipt and they go, "Congratulations, you saved $153 today." I was like, "What the heck? Okay, thank you.", and I just walked away.

I went and I showed my wife and I was being all cheesy about it, you know, big hyperbole. I was like, "Guess what, I saved $153 today by spending $50." She was like, "Oh my gosh, that's so awesome." I love that psychology. It's like, wait a second, so I saved 153 by spending 50.

This is the save by spending mentality. It's really clever. They don't tell you how much you spent, they tell you how much you saved. I've actually been going back to each one of my sales funnels and at the end of the page, on the confirmation page, I show how much they saved.

There's a receipt on how much they spent, but I specifically say on there, "Congrats. Thanks so much. You saved ...". If I can't put a dollar amount I at least put a percentage, you know, "You saved X and X percent."

I make it the difference between what my down-sales were and the deals I was giving and the funnel, things like that. It's actually been really cool.

I recommend to all you guys, you guys go back and start doing that. Toss in some kind of save thing that's kind of a positive reinforcer after they've spent money, not just the fact they got to product. Need some more positive reinforcement. I was thinking about how cool it is.

I was thinking about all the different courses I've gone through. I think it's Frank Kern, Frank Kern has got this course, I think it's Millionaire Marketing Formulas. I think that's the name of the course. In there ... Actually it may not be that one. Anyway, whatever. He said "credibility doesn't matter nearly as much as believability."

That's why you have testimonials and things like that. Credibility does not matter nearly as much as believability.

For Kohl's, that's the only part that kind of left a little dirty taste in my mouth is these guys were saying I saved $153 on a couple shirts. I can see in some stores how you would spend that much money on it, but for Kohl's it's not like it's the crazy upscale places they go to. It's almost not believable. They're leaning on credibility. To me it's like, "Ugh, everyone knows what you're doing and it's really dirty feeling."

You know what I mean? That's kind of the feeling that comes out with it. If they brought that price down a little bit, "You saved $153", what the crap, I wouldn't have spent $153 on two shirts anyway.

I guess if I saved, I would've spent $200. I would not have spent $100 on each one of those shirts, they're not that nice. It's just a couple of tee shirts.

Make sure that what you're doing ... Anyways, those different things started popping through my head as I was at the checkout line. I was like, "That was not that believable.

You're leaning on credibility and it's not nearly as important." Kind of the cool part that Frank Kern says about that is "The way you establish believability really, really quickly is through testimonials.", especially if you're going to do some kind of price thing like that, like, "Congrats, you saved $153", have somebody else say that, a third party. Bring somebody else in.

Anyway, I think it was also from him, yeah it's from Frank Kern, he said, "Value needs to be greater than your price." I'm sure you guys have been to my main site, salesfunnelbroker.com. If you haven't you can check it out. You'll see on there that I give away the actual site, the one you're going through, as my front-end hook to get your email address.

I know if a lot of you guys have got that, I mean hundreds and hundreds of hundreds of people a week right now are getting it because that's a big deal. Every time I build a sales funnel for somebody I charge at least $10,000, and I'm giving you the entire thing away.

That's just for a funnel that I charge at least $10,000 for, that's just for a funnel. I'm giving you an actual website that I built inside of Click Funnels. I'm not going to lie, that took a lot of extra time, usually more than it takes me to build a funnel. I spent well past 200 hours on that site and I just gave it to you for free.

The value needs to be greater than the price. I'm giving away so much value. I've got a ton of people who've been coming to me the last little bit and they've been saying like, "Hey, thanks so much. This is ridiculous.

I can't believe you're giving away that kind of value. That's super nice of you." Think of that in your own business. Think what you can give just for free just because. That goes through the nine mental triggers like Jeff Walker talks about. There starts to become this feeling and this need to reciprocate. If someone walked up and they said, "Hey, here's a car.", you'd be like, "Holy crap.", you would want to go buy them lunch at least.

You want to go back and give them something. It's very much the same kind of mentality and that's the way that I get a lot of people into my world. I just give stuff away for free a lot. Things that you should normally be charging, that's the key with it. When you're going through and saying ...

That's kind of where the rub was with me on this Kohl's thing is that it needs to be believable. There needs to be this spot like, "Wow, he's giving this away for free and he should not be." That's the feeling that I need people to have, and it's been happening.

It's been really cool, I've got several ... Last week was really awesome, you guys. It was like one person a day came out on Facebook or wherever, sent me a message and they're like, "Dude, your podcast is helping me like crazy." I got several of them. One was like, "You're helping me get through the days, helped me get through work. I really appreciate it."

Another awesome listener said, "Hey, I can't believe what you're doing, all the value you're giving away and how many businesses you've probably saved from what you're doing." It's just been really, really cool because I was nervous as heck to launch the podcast.

It's like, "Man, do I've got enough cool stuff to say?", you know what I mean, all the feelings that you'd probably have if you were launching a podcast also.

Really, really awesome though. Anyways, as you go through and you start to craft discounts that are all around us right now inside the month of December, you've got to make sure that they're believable and you've got to make sure that the value is greater than the price at all time.

What happens if you don't do that is you will never have repeat buyers again. One of the reasons I have such huge repeat buyers, which is so true, the reason why is because all these people are seeing, "Oh my gosh, he's trying really hard to put out value as much as he can."

The moment that I turn the table and instead start to take as much as I can and try to nickel and dime everybody on every little thing ... I've got free funnels available, I've got free sites available, I've got stuff that I should normally be charging a lot of money for.

People are using them in their business, it's awesome. They'll send me screenshots, they'll send me URLs. It's really cool.

Now the next time I go out and I say, "Hey, I've got this cool WordPress Blog thing", or "Hey, there's this really cool thing called Funnel Scripts. If you use my affiliate link I'll give you lots of these bonuses for free", things like that. Next time I got out and I say that, next time you go out and you say that, it's going to be a lot easier for people to buy from you and not get upset by that fact that you're asking them for more money.

You know what I'm saying? I know you guys have all been in a situation where people just nickel and dime you and it drives you crazy. Allegiant, have you ever flown on Allegiant Airlines? They're totally like that.

It's like, "Hey, come get this really cheap flight. By the way, just selecting your seat I'm going to charge you $15. By the way, just walking up to the gate without already having your own ticket in hand, another $12." This is how they do it. It's clever. They up-sale the crap out of you, but it's too many up-sales.

It would be like having a sales funnel with 15 up-sales in the middle of the funnel. I would get pretty pissed off by the end of it, feel like, "No. No. Freak, no. Stop it. No." That's the feeling that I get when I do it.

Anyway, I've been reflecting a lot on this past year and the cool things that have gone on and trying to just pump value into the marketplace.

I've always believed that if I just pump as much value into the marketplace and just give, give, give, my own income goes up. That's the big lesson that I've learned this year because it's so true.

At the beginning of every year I make a video that says what my goal is for the next year. I put it on Youtube and I put it out there publicly so that people know what it is that I'm trying to do. It holds my feet to the fire a little bit more. It keeps me more accountable. Plus, it's kind of cool for people to see.

Anyways, I've done this two or three years now. A lot of it is financially heavy goals. That's the nature of the video.

I'm excited to make the next video because I hit my goal. When I made it a year ago it seems really lofty, really, really big, super huge, and I hit it. I've got several assets now that bring in at least $1,000 a week each.

At the beginning last year, it was a year ago I can't believe it. I remember I was still in college at that time and I was like, "I'm going to do this. I'm going to figure it out. I'm going to try and make $4,000 passive income a month."

I have far surpassed that. I surpassed that like halfway through the year. I was blown away at how quickly it happened. I was like, "Oh my gosh." Please, understand I'm not bragging.

I just want you to know that I'm about to put that video out.

I'll drop an email out to you guys as soon as I've got it. If you're not on my list just go opt into anything on salesfunnelbroker.com and I'll drop it over to you, or just go to salesfunnelradio.com, you can opt in there and same thing.

Go be public with your goals. It's one of the freakiest things on the planet. When I first started it like two or three years ago, it's been awesome.

Everybody knows that's what I'm trying to do now. People help me by not getting distracted. I'll go do something with the Army and they all know what my goals are. They're like, "All right, hey, no one bother Steve tonight.

He's got to work on his business stuff.", and they're serious about it. That's nice of you guys, appreciate that. Family members or friends, whatever it is, you will brand yourself so quickly.

If you have not figured out what it is you really want to be doing in this, you will be forced to very quickly because your goal is now public and everyone knows about it. It's exposing.

It makes you really vulnerable.

Anyway, there's one last little quote here I wanted to toss in, make this episode a little bit faster. I've been going through tons of courses.

I'll get these courses, sometimes they're kind of pricey, but I listen to them on two time speed, usually while I'm at the gym or walking to work or driving to work or whatever. There's just been really cool stuff.

That Kohl's experience set off a lot of stuff for me. Credibility doesn't matter nearly as much as believability, and you become believable by just putting a ton of testimonials out there. That's a Frank Kern thing.

Then he also said, "Value needs to be greater than your price.", all the time. That's how you get repeat buyers. If you don't, you get one time buyers and you'll never get them to repeat buy again if people think you're ripping them off or it's just not quite believable enough.

The third thing here I wanted to point out is another quote from Joe Polish. I really like Joe Polish, I think he's awesome.

He said, that "People don't buy on price." We think we do. We start to look, and especially certain types of buyers, they'll say, "Hey, give me the cheapest thing", or say, "Hey, give me the most expensive thing", but really they don't buy on price, especially over the internet.

I don't know anybody who can't afford some of the things on my site, and I do that. People come and go, "Can you make it cheaper than that?" I was like, "No, I can't."

The reason is because of the three things that Joe Polish says. People don't but on price, they buy, number one, on confidence. I am dang confident that my funnels are some of the best that there are out there. You have to be confident with that.

Number two, they buy on selection. I've got lots of different options people can buy. Then number three, they buy on convenience.

How easy is it? It's extremely easy when people buy from me. Oh my gosh, they buy and it comes in an email link immediately. They just click the link and it goes straight into their click funnels account.

If they don't have a click funnels account they get a trial for free and the funnel that comes in. It's crazy convenient.

Anyway, start thinking about that. There's a lot of guys that's not the case. They're not confident about it. I was hiring somebody, I was in the middle of ... I'm trying to remember what it was. I was in the middle of trying to hire somebody. I was like, "Hey, do you think you can do a good job of this?"

"Uh, maybe. I don't know. We'll see. Um." I was like I'm not going to buy your time by hiring you because you are not confident at all. This has nothing to do with price right now. You can't do that if you're trying to sell yourself through a job or whatever. You can't be a pain in the butt, you've got to be a little convenient. They're trying to go through a selection.

You got to stand out. As far as confidence, if you're not confident, what are you doing? No one is going to take you seriously as it is.

I'm trying to remember what it was, I laughed so hard after. Anyway, whatever. Hey guys, that's all I really wanted to say though today is Merry Christmas. Have a good December.

If you got a Santa hat, put it on. Send me a picture. It's what I'm wearing right now and I'll continue to wear it the rest of the month and be a little kid at heart forever. Remember, be believable.

Your value needs to be high. Remember that people buy on three things: confidence, selection, and convenience. I'm going to put that video up.

If you guys want to see what my goal is for the next year, please follow along. I will continue to post about that goal. I'll continue to keep you in the loop on how I'm reaching that goal. The video will also describe how I hit my goals last year. If that's interesting to you. I do this every year and I'm really excited to.

My wife actually brought it back up to me. We were kind of retrospectively thinking of the last year and all the great things that have happened, especially this last year.

She was like, "Hey, are you going to make the video again?" Anyway, people are excited about it. It'll become part of your own culture when you start doing this. Please, please make your own video saying your own goal. Put it in the comments on my Youtube one, I'll put mine on yours.

I'd love to get a little, I mean it'd be cool to see that from each other. We'll keep each other accountable.

All right guys, I will talk to you later. Thank you so much. You guys are all awesome. Bye.

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"Oh the economy, the economy!" Guess What? There's TWO Of Them… Which Are You In??? (Bit Of A Secret To The Mainstream)

Hey, what's going on everyone? This is Steve Larsen and this is Sales Funnel Radio.

Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen.

Man, I'm not going to lie. I'm trying to just sit up straight. I'm so tired. It's almost midnight, which is not that late, but the last month has just been crazy. Been filming a lot for Funnel Hacking TV.

I built out 11 funnels. 11 sales funnels in a single day...

It was crazy. It can't take credit all on my own for that one, but I did take 11 funnels in a day. It was fantastic. Really, really cool. It is ... Like I said, it's almost midnight, and I'm here still at the office and I'm waiting for the dumb video to finish rendering and it's going to take like 40 minutes. It's crazy. The only problem with really liking to do video stuff and loving most of the Adobe Suite and... funnels and writing script and like I feel like I'm a renaissance man on some of those things.

I'm not trying to pat my own back, I'm just saying oh my gosh. I need to go take a break. Someone else can do some of this for a little while, all right?

Hey, so I got something here that's actually been on my mind a little bit and I was listening to Dan Sullivan and soon as I heard it I was like, "Oh my gosh, people need to hear this. If they've not heard this, this can actually effect the way they look at the world. This is great."

It's from his book or program or whatever it is, Pure Genius, and he was talking ... I'll just tell you, I got to it. I was listening to his program. I was kind of driving around. Most of the time I was listening to music, something like that just kind of relaxes me.

Sometimes I just ... For a while go through these huge stints where I'd just listen to audiobooks and programs. I'd put them on 2 times speed so I can get them down faster. It's funny though because I pause them enough to just think about what someone said.

It would probably be just as fast if I just played it at normal speed. Anyways.

Hey, so I was listening to Dan Sullivan thing and he came across this concept and he was talking and he as saying, "I want you guys to know, think about this, think about where you are. Put yourself in this scenario."

He said, "There are actually 2 economies in the world...

...Most people go and they talk about the economy. Oh, the economy's this. The economy's that. The economy's bad or whatever it is, or the economy's gone up. But they talk about it like it's one economy." Dan says that's actually not true at all. A lot of the conflict that comes from like you know the difference between a white collar worker and a blue collar worker and a lot of the clashing comes because of this.

He said, "Hey, there's actually 2 different economies. The first is the economy of time and effort."

Now, I used to do residential pool construction, like swimming pools. I did ... I worked at a golf course. I worked at a tire factory, or discount tire. I was a tire buster. I worked at a plastics factory.

We made anything from syringes to M16 boat stocks to CD cases. I mean everything. It was all over the place. It was crazy. I worked at a sports store for a while. I had a ton of jobs. A ton of jobs growing up. It was very much in the time and effort economy.

If I was not there, I did not make money. You know what I mean? It's kind of cool, so I was talking to one of my coworker's sons about this. Chandler, if you're listening, big old shout out to you, buddy. I was talking to him and he was saying ... I think he asked for some kind of advice or something like that.

I said, "You understand that there's two different economies. The first [inaudible 00:04:06] said is the time and the effort economy. That's where most people live. That's where most people breathe. That's what they know. It's just time and effort and all the leverage they have over their life. But there is a second economy. It is so real. It's so real. It is the results economy."

Now, I can come in to work and build out a funnel, build out 11 funnels in a single day and have someone else drive some traffic to it or drive it myself and walk away the rest of the week and as long as I know it actually converts and I've done my homework so to speak, I've made sure it does convert, it actually does make money. That's a results based economy.

I can walk way from that, right? That's a full out asset. That's amazing.

Like I said, I have this ... It's called the MLM Down Line Recruiting Funnel. I'm not actually in an MLM right now. I know MLM... love what I create for funnel stuff. I got one of those funnels in the market place. I... market place, and it makes like 500 to $1000 a week. It's nuts.

That's completely the results based economy. You know what I went and did today? I bought a motorcycle because of that. I just walked over to the dealer and that's the fastest sale that dude's ever had. I was like, "Yeah, I already know I want this." He was like, "Well, what's holding you back?" I said, "Nothing," so I walked inside and signed the paper work and walked away.

Like, "I'll be back tomorrow night and pick it up." Like, "Okay." I think I shocked him pretty bad.

Anyways, kind of funny. As a result of the results based economy. Ask yourself, are you actually in the results based economy?

It's possible to be working in a results based I guess enabled company but still not be benefiting from it. Meaning, I could be completely obsessed with building sales funnels, which I am, and even though I could benefit from being in a results based economy, I could still be addicted to the fact that I need to build funnels all the time.

Tim Farris talks about this actually in the 4 hour work week. He talked about how a lot of times even though your basic needs to live and go do the cool dreams that you want, even though you'll have those means to do that, the mere fact that you don't know what else you want to do with your life keeps you working at your job.

That's kind of the next step of the results based economy is that you might be in an industry where you could benefit from just results. Right? Well, I produced X, Y and Z. What else do I do? I don't know, just work I guess. That's one of the dangers of it.

There's cool stories out there like, hey, there's a really cool CPA that he does all of his taxes for all of his clients like every February. He doesn't even wait.

He actually tells all of these people, "Hey, I'm actually traveling the entire month of April, so get your taxes in." He has people collect all these forms, all these things. Suddenly people open up their schedules. They know he's fantastic and he does tons of client work in February, goes and does whatever he wants the rest of the year.

That's a client based economy, but people wouldn't normally look at a CPA as a results based economic job or whatever. What can you do? That's the only reason I wanted to point it out, is what could you do for a results based economy?

I remember when I worked at this pool construction place for a while. We would go build the pools and then a lot of times go service them. It was actually a really cool job.

I was in the middle of college at the time, was kind of just starting college at the time. I was cleaning pools for a lot of the Denver Broncos team players, like Denver Nuggets, the Rockies baseball team. It was pretty cool actually. A lot of cool huge golf players and things like that. It was actually a pretty rare job and it was actually pretty cool.

There was one issue I had with it...

I got really fast at the job. Really fast. It's not like I still got the same pay, I got home earlier and got paid less. I was like what the heck? I realized this like a month in. I'm like this is getting dumb. I'm getting paid less because I'm getting better at my job.

That's stupid, I hate this...

I remember I was really pissed off about it and I remember at the last day, getting up and grabbing this ... There was this piece of broken tile on the ground and I had worked a lot of construction jobs at the time, a lot of labor intensive jobs at the time.

Some of them made me really sick, some of them made me miss out a lot of health at the time, I wasn't taking care of myself, wasn't doing the cool things I want to with friends and things like that.

I remember there was this piece of broken tile on the ground and I picked it up and I swore to myself, I will never do another job like this again for the rest of my entire life and I never have. That's kind of when I pledged to at least start learning how to get into the results based economy.

I didn't realize that's what I was doing at the time, but that's what I was doing.

What's nice about it is the harder you work when you're in a results based economy, your income actually can go up. If it doesn't, it means you're in the time and effort economy.

That's one of the catch alls, so ask yourself. If I work harder at my job, will I make more money? If you aren't, you are not in the correct economy. Unless you want to stay there, but I don't know why you would. That's one of the big tall tale things that you can go through and say ... Find a way to leverage your position and leverage your job so you are in a more results based thing.

That way if you want and you want to take on more work and take on more money you can. I want a little side project, want a little side job that I can go build a little business on the side or whatever, do something on my own.

Then you'll have the leeway to do so, but otherwise, you will stay in a time and effort economy which will keep you there forever.

It's not like anyone wants you to get out. No one wants you to get out of ... Your boss doesn't. That's not the normal thing to go do. I'm not trying to tell you guys you should jump out and quit your job or whatever.

It's midnight. I'm here still at the office. I'm rendering out this video for a super cool affiliate thing. This is a results based activity that I'm doing right now. I know that me making this, there are thousands of people that are going to go see it and then my income's going to go up. It is.

It's real exciting. This is one of the things that keeps me motivated, because I know when I'm actually pushing forward on things, I have control over it. It's kind of a base amount of money that I make just by having a job, but there's all these other things that I can go do and all these other fun stuff that is totally a results based thing.

I want to offer to you guys something. I got up this morning ... I've actually almost been working for 24 hours now. I'm completely exhausted. I've been doing this for like a month. I'm really super tired right now to be honest. We're in the middle of a results season and we know that next month is going to be really relaxed and we're just going to be excited about it. We're pushing out super hard right now results and results on top of results.

It's really exciting. Super cool. But it's going to pay off. It already has been. It's actually been really fun to watch monetary results come in which is not something that usually a boss in a normal job or some other employer that you might have that he's not going to give you that thing.

Hey, they reward you with some sports tickets or something like that. You can't control your own monetary income then I said you are not in a results based economy at all.

This is what I would say to you guys though. I got up early. I got here way before 6:00 this morning and it's already past midnight. I'm super tired but the reason I did it is because I am getting one to three people every day ask me if not to build their funnel then at least some other funnel related question.

Tons of you are and it's awesome because I love building funnels. I was like man, I got to control this a little more. I got a wife and 2 kids, I want to go and hang out with them. I can't do this all the time. It's understandable you're there but this is not a lifestyle I want to keep going at.

What I did, and if you guys are interested in it, go to sales funnel broker dot com forward slash services, or you could just go to sales funnel broker dot com and click on services on the top and you'll see there are 4 categories or questions that

I continuously get asked over and over again...

It's pretty interesting. The first one is people want me to build their funnel for them. That's understandable. I like doing it and I think it's awesome. It's one of my natural, unique abilities. You have your natural, unique abilities. Mine is building funnels for marketing and stuff. The second category of question I get, sometimes people just want me to critique their current funnel, which I actually get a lot of those.

A lot of people want me to critique it, go through it, kind of break it down, figure out what kinds of things, issues they might be having, explore those with them, maybe things they can do to make them extra money they didn't know about, things they can leverage.

The third category is people a lot of times ... It's almost like the Papa Murphy's model. They want me to go plan it, but then they go build it, right? Go pick up the pizza and then go cook it on your own.

The fourth is people just have general questions. I have a lot of people just, "Hey, can I pick your brain?" That's awesome, but again, I'm trying to stay in a results based economy so it's really hard. I haven't taken a lunch in like 5 months. I don't know if people do take lunch.

I don't get it...

I like instead to just push out results and you can just live really cool like that. If you have any question that has to do with funnels, I am totally pitching you right now. I want you to know that I can 100% help you with your funnel questions. It is ...

I do charge a little bit more for a one hour consultation call...

It's like nothing compared to the cost of a funnel. It's just for me to start vetting out the people who are serious about this so I actually work with people who are willing to go out and take action on what I tell them to do.

There seems to be a correlation. If you don't pay for the advice, a lot of times, you don't value it. You're not going to do what I say anyway, so why should I sit here and tell you things to do that I know your not going to do. This is a favor for both of us. If you pay me money, you're going to do a lot more what I tell you to go do. I'll tell you to do freaking cool stuff that makes rocking tunnel.

Anyways, I am ... This is me telling you, I am staying in a results based economy so I went and built that. Again, go check out sales funnel broker dot com forward slash services and then you guys, go do the same thing. Create something that can make money without you being there and only requires ads. Secret MLM hacks dot com is that for me.

There's a lot of other little funnels I have that are out there also that is that for me. You can come back and my favorite noise is the one the strike makes when I see money came in. Chirps on my phone.

I never like to turn that noise off. Anyways guys, I'm rambling on right now. I'm getting super tired. My throat hurts. It's crazy late, but I know that next month is going to be awesome because it's going to be a lot more relaxing. Anyways, guys I'll talk to you later.

Yeah, get in the right economy...

Thanks for listening to sales funnel radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free t-shirt when your question gets answered on the live "HeySteve!" show. Visit sales funnel broker dot com now to submit your question.

 

 

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I found, printed, and compared the format of some of the internet's "top quizzes". Here's what I found…

I always want to yell whenever I start one of these. Whoo Hoo, Yeah, this is Steve Larsen, welcome to SalesFunnel Radio.

Welcome to SalesFunnel Radio, where you'll learn marketing strategies to grow your online business, using today's best internet sales funnels. Now here's your host, Steve Larsen.

All right you guys, hey thanks for dealing with my cheesiness. It's funny though, every time I go to start to hit the record button, I mix my own podcast.

I mix it, produce it, I now have an assistant, which is totally awesome.

I'll tell you about her later. Finally, I think it'll be more consistent with these due to her. She's amazing. I think that will be really good.

Anyway it's funny, every time I go hit the record button, I always get this cheesy grin on my face. Anyway, I get excited. I've met a lot of you guys now who listen to this, and this podcast, just so you know downloads wise is ramping up like crazy.

It's been fun to interact with a lot of you guys...

A lot of you guys have sent me personal messages. A lot of you told me, "Hey this has been helping." That keeps me going, I've got to tell you, because it is a ton of work to produce a single episode. It's nuts.

First I take the podcast, and then I go, I actually mix the thing. I had to make intro and outro, then I had to go get it transcribed, then I turn it into a blog post, then I actually put it in iTunes, and then I syndicate it out to twelve different platforms. The whole thing takes including everything, probably an hour and a half to two hours at least, and that's flying.

That's like on really, really, good day. Most of the time, honestly it probably could easily be three hours when you actually factor in everything.

Anyhoo, all right I just want to say thanks for that. I was thinking about you guys like crazy which was a little bit weird because I was thinking about you guys over Halloween. I was walking around the neighborhoods. I was with my little girl, she's going to be three here in December. Then I also have a one year old. They're both awesome. They're dressed up in their little costumes. Princess Sophias and whatever, it's fun being a dad. Totally awesome.

It's funny though because this is the first year we're going to walk around with our kids and they're starting to get it, you know what I mean? They're, "Hey, this is Halloween. You're going to say, "Trick or Treat. You say thank you at the end. They give you candy. This is the only time you can take candy from a strangers."

It's kind of weird when you think about it...

We're walking along and we go to this house and this woman sees me holding my one year old. We have two little pumpkin buckets and so they give candy to my little two year old, almost three, and then go to give candy to my one year, but my wife was holding it.

She looks up and I got sick to my stomach, I was like, "Are you kidding me? Are you joking?" She looked up and she did a double take. She's bending over and grabbing stuff down, the bucket was on the floor there and she looks up and it's almost like she was sneering.

She looked up and her eyes were squinting just a little bit and her eyebrows were together just a little bit and she's like, "Oh did you want one for the kid also, the one year old, I mean you guys?"  Okay, yeah. Clearly we're going to eat some of our kid's candy.

She's one, she's going to have maybe a single piece of that stuff. Okay yeah, you caught us. She was calling out my wife because she knew obviously we're going to have of our kid's candy. I call it the tax. The great dad tax. Anytime they have some piece of food, I'm like, "Okay I've got to tax that. This is the taxman."

This was what the hey is this? Anyways, I was a little bit pissed off about it to be honest, till they called us out. We keep walking along, keep walking along and I'm totally getting clued pictures of my kids underneath. I'm a show and tell dad. You just have to get over it.

Yes, I like my kids, they're awesome. I know some dads aren't that way or whatever. I'm a show and tell dad. I'm going to show you a picture. My kids in Halloween costumes are going to be in the blog post of this episode, I'm just letting you know.

We're walking around and the other crazy thing that happened while we're walking, this kid's running all over the place. It's fun, cool atmosphere. Some of the kids are dressed up all scary and it was confusing my little two year old because she had never seen anything like that before.

It's a little scary. She actually ended up running away from our house once because she got scared from that...

Anyway, we're walking around and we walk up to a door and I swear it looked like restaurant. She had listed on the door, hand written on a piece of paper and it was basically not duck taped but very neatly taped, you could tell someone spent a crap ton of time figuring out how to tape this thing to the door.

It had all of the allergy warning information that you'd expect in a restaurant. "This candy may contain or may have been produced in a facility where peanuts were there and soy, and lactose. Please advise if you need candy that does not have ... " It was so funny. It was so funny.

There're allergy warnings, there were glutton free options...

There's like, "What the heck is this? Oh my gosh this woman has gone to town." She opens this door up very proper. She's standing up and is elongating her neck a little bit, and very proper and bends over, "Why hello." I'm doing it right now.

I'm recording something audible. I'm doing it...

She bends over and is like, "Hello. Oh your costumes are just adorable." She's doing that kind of stuff. I was like, "Oh my gosh, I would kill myself if this woman was someone I had to hang around with at all at an actual restaurant." Which was funny because it reminded me of a restaurant. She was the hostess and she had all of these pieces out there and it looked like you were walking into a restaurant. I was like, "How interesting. How interesting is that? That patterns are pushed so far into what she's doing."

It led me along to start thinking more about this. How crazy is it, you have to follow me on this okay? How patterns really do follow and dictate a lot of things that we do in our own personal lives.

We walked away and went home and put our kids down. They ended up not going to sleep. It's the first time we've ever really given them sugar like that and they stayed up literally the entire night. It was nuts.

It stuck with me. I kept thinking about it over and over again. This woman who has, she's clearly obsessed about it, which is totally awesome...

I was moving along and I actually thought, "How cool it would be to keep funnelhacking more of the processes that we're being taken through that we don't know that we're being taken through. Much like that woman did. She was taking us through a process. She probably didn't even know she was modeling after what restaurants do with allergy warnings and stuff like that and supplement products and things like that.

I don't know, maybe she's on autopilot or maybe she's got some condition in the the home there or even with one of her kids or something. I don't know. Whatever it was, it was crazy. It was to an extreme...

What I wanted to share with you guys was one of my latest hacks and some of the patterns that I saw there. This is pretty intense just so guys know. This is juicy, juicy stuff. I would charge somebody to deliver this. I'm going to talk about quizzes.

Quizzes are fantastic...

One of the reason I like quizzes so much is that they come get someone involved in the process prior you asking them to opt in for something. What's crazy is ninety percent of the time, I never collect the data, neither does Russell, we never do.

We hardly ever, I don't know that I've ever actually created a quiz online where someone goes through and they're clicking, "Are you a man or woman? Do you have a peanut allergy? Are you exited for Halloween?"

We don't really collect that data, I don't in my own funnels. The reason is that all we're trying to do is we're trying to put somebody into a state to receive something. We're trying to put them into a state to accept what it is that we're about to offer them next. It totally work, holy crap. Go to SecretEmblemHacks dot com. I don't care if you opt in, just look at the process I take people through.

I have a quiz in the front...

It's cool because people go through it, they opt in, I give them something cool. It's a five day free course and then I push them over to a free plus shipping offer.

Doing that pre frames people. I was thinking like, "For quizzes what are the standard quizzes online and what are the formats that they're following in order to be most effective?" I totally found it. I was blown away. I ended up showing it to Russell.

We're using it, it's really cool...

I want to take you through it. There's a common quiz format that people who are most successful with quizzes online are following. It was crazy because he's like, "Here are some quizzes, go look at these." I was like, "Cool and I'll go look at XY and Z." I started going through all these different quizzes.

Tons and tons of them...

I wrote them out and I put them on a sheet. I literally question by question put them side by side. I was like, "Holy crap. These almost look like they've been written by the same person." They're not by the same company. The owners do not own both of these different companies. I did it to several different companies and a lot of different quizzes.

I put them side by side and I was like, "Whoa, these questions, the number one question, what they're asking and what they're asking a person for is really similar." I moved forward and I went to the next one and was like, "Whoa, this is also really really similar."

I kept going on and there was almost the same number of questions per quiz. Almost the same number. I was like, "This is interesting."

Sure enough, I'm sure that they were following something that maybe each of them had seen as well. I went through enough quizzes to find and figure out that these guys were doing something on purpose. This was purposeful. They were unrelated companies and they were unrelated company owners.

They were totally unrelated industries...

One was sports and the other was fat loss. Another one was golf. It was across so many different mediums. I was like, "Man, this is so funny. This is what I did also when I did the SecretEmblemsHacks dot com quiz. It's been awesome.

Here's the format and I want to share with you. I was like, "Dude, what can I do?" I always want to give you guys stuff because I think it's just fun. I want to help. If I can curb the amount of time that it takes for you guys to do something and be successful, I'm all about that. It's really fun for me to hear stories of your guy's success which I've been hearing a lot lately and it's been great.

I want to give it to you. In the show notes, go to the blog of this podcast episode and I am going to include the word file, the document with this stuff written out, that's spelled out. It's my funnelhacks quizzes basically that I went through and the format that I went through. I took a picture of the actual notes and tossed them on there and the way that they pull through. Very, very fascinating.

I'm going to explain this to you as best I can while it being audio. Here it is...

The first question that these guys all ask, and it was across the board unanimous was, they asked something that was a self identifying question. It was very low barrier to entry. No personal information being asked. Sometimes when we come out and ask, "Hey what's your email address" right out the gate, sometimes that pushes people away. "

Boy that feels a little bit like personal information still...

Just slightly stepping into my bubble." That makes people uncomfortable and you don't want that. They don't do that. The first question of these is self identifying. For example it says, one of them is "Hey are male or are you female?" Or "Hey, what's your age range?" Rather than asking straight for the age, they just ask for the range. "I'm lower than twenty one, I'm greater than twenty one, I'm less than sixty five, I'm greater than sixty five." Very simple. You're not giving away any personal information with that. Very low barrier to entry.

The first one, some self identifying question. They are telling you, they're telling the quiz something about themselves. This is like the hook system, this is pulling them in, getting them engaged. You can think of a lot of different other ones that are out there as well like, "Are you an iPhone user? Do you live in America? Do you live in Australia? Do you live in Canada?"

Those are maybe a little bit more intense but just know that as a general category they're self identifying, very broad low barrier questions...

Sometimes it was the first two questions. Question number one, male or female or whatever? Question number two, what's your age range? Do you like to breathe? It can be something really very low barrier entry.

Here's the second question, the second set of questions. Here it was. As a self identifying question but based on the subject of the quiz. For example, I could ask, "Number one, are you male or female? Number two, what's your age?

Number three, a question based on the subject that's self identifying, do you have a funnel? Do you know what a funnel is? Does your business have a funnel?" That's based on the topic of funnels.

Let's say the topic is funnels. It's also very low barrier to entry...

Again, I'm not asking anything specific or personal yet. All I'm doing is I'm getting them in the habit of clicking. That's it.

That's the whole, that's one of the major purposes of this...

I'm going to get you in the habit of clicking and I'm going to have you start giving me things about you that are very little barrier to entry. Very little barrier. Tell me a little bit about you and I'm going to get you engaged.

Number three, We want you to self identify and self declare the level of skill that you think you are based on the subject. For example, so I'm going to start from the top again. "Number one, male or female? Number two, age? Number three, do you have funnel? Number four, have you made money with that funnel?"

Now you're self identifying a level of skill pertaining to the subject. I'm going to say, "How much money have you made? Or are you new at this?" Russell calls them funnelcakes. "Are you a funnelcake? Are you brand new at this? Would you say you're an expert? What's your skill level?"

Number five, this is where we say we want to educate plus clarity. This is probably too nitty gritty for this podcast and I apologize, just follow along with me here and I'll keep going.

This will all be available for you in the show notes on the blog. It's blog dot SalesFunnelBroker dot com.  Number five, like I said we want to educate and clarify. You can say, "The people who said that they made little to no money, they typically suffer from one to three hell island symptoms," that's what I call them.

Symptoms of hell island where you don't want to be. Like, "Well I have no money." That could be a good funnel one. Or "Hey I can't get traffic or hey I don't even have an offer to promote."

They typically suffer from one of three, I don't know how you can say it. One of three moneyless symptoms or something like that.

Then it goes on, "Tell me which issue do you suffer from the most?" Now you're getting them to say, okay this is amazing. I'm so sorry if this doesn't make sense. Let me just go ahead and say it all through. "Those with funnels typically suffer from one to three money issues, tell me which", I don't know you could say, "Which funnel issue do you typically suffer from the most?"

Number one, and they're always in the pattern of high, medium and low. Let's take a sports example. Number one, "I hit the ball too high" or they could say, number two, "I hit the ball in the middle" or number three, "I hit the ball too low." I noticed those are all just extremes of different types of responses. I'm not trying to bore you guys and I feel like I am, I'm so sorry.

I'm just going to move on here real quick...

Basically what you're doing here is you're making them admit to you what they're problems are. You've led them through this entire path where you're first saying, "Hey, number one, are you male or female.

Number two, what's your age? Number three, do you have a funnel? Number four, what's you level of skill with that funnel? Is it actually being profitable? Number five, you know that though, people that have actually said what you have so far, they typically suffer from one of three things.

Tell me what is it? Do you have enough traffic? Do you have too much traffic that isn't converting? Number three can you not get your actual funnel to break even?"

Those are three different variations of the same and they choose it. They say, "You know what? I'm having a hard time getting traffic to my funnel that's converting." They say that to you. This is so key.

Guys please again go pull this up so you can follow along with me and see what I'm talking about...

Number six, this is the surprise slash random curious based question. What we do is we just toss in one question at the end that has almost nothing to do with anything else. What it does is it makes the person go, "Wait a second. That matters? I didn't know that that matters." Here's an example. We could say and I'll run through it again.

Okay here goes. "Number one, male or female? Number two, age? Number three, get a funnel? Number four, are you making money with the funnel? Number five, your biggest challenge with it?" "I struggle most with getting traffic." " Number six, the surprised random curiosity based question. Are you using a Mac or a PC?" "Wait a second. That matters?"

That's why, it's the shake and jolt people. You have something random at the end...

You ask something that's going to be there where they're going to go, "I didn't know that matters." "Were you wearing blue jeans or shorts?" It's like, "What? I didn't know that mattered."

You've got to put it in a way that it's believable...

This is what you say at the end. This is what they all have said, "Based on your answers, your number one reason for not succeeding, your self declared pain is likely because you don't have a retail funnel. A coaching funnel, whatever it is which typically costs funnel builders an average of five thousand dollars every six months, not to mention a lot of enjoyment in the game, you know what I mean?"

Anyway it costs a lot ... That's pretty much what it says. Basically at the end you'll say something like, "Based on your results, you need this training and you have to have this to progress and move on," in the subject that you're talking about.

I know that was deep and hard core and I apologize about that but please go to the blog...

I'm just going to give this to you guys for free, okay?

It's going to include three of the phone hacks or quiz hacks that I did along with the common quiz format that I just went through. Think and just keep your eyes open guys for all the patterns that are around you.

They're everywhere. It's like brain candy to me, I absolutely love it.

I've been going on probably for too long for this. I wanted you guys to know that quizzes are amazing. If you don't have a quiz I dare you to go create a quiz.

I'm thinking about just making a quiz format that follows this and I'll just give you guys that page. That would be kind of cool actually. All right, let me think about that. Maybe in the free funnel section of SalesFunnelBroker dot com, maybe I'll toss that in there and also in the blog post itself.

I want you guys to have this because this is important. This will preframe people's brains before they go see your offers. This will get people engaged in the process and it starts small and you ramp up.

Small little commitments from them. Are you male or are you female? By the end they're saying, "Tell me your problems" and it gets them really engaged. At the end you say, "Don't worry, I've got the solution right here. Enter your email and I'll send it to your email."

I do that to you guys. The same concept, not always in a quiz but that's what the SalesFunnelBroker dot com site is, right? I want you guys to use this in your businesses and use this in the different funnels that you've built.

Create a quiz...

Use this common quiz format. Be cognizant of the different patterns that are around you.

Anyways guys I will talk to you later. I do have a very funny story for you guys next time, so I'm actually really excited. I'm going to go ahead and probably pump that one out also, batch a few of these pieces together.

Hey I want you guys to know that I think you're awesome and I thank you guys a bunch. I hope that what I'm putting out to you guys is very very valuable and that you guys are going out and applying this.

Please tell me when it's working for you...

That is so fun for me. When I know, Hey I put this podcast out and it's got some really good stuff and I would love to know how this is working in your businesses and how it's working in your life.

I think you guys are all awesome like I said, get out and crush it. I will talk to you guys all later. All right bye.

Thanks for listening to SalesFunnel radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet SalesFunnel for free? Go to SalesFunnelBroker dot com slash FreeFunnels to download your prebuilt sales funnel today.

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Dan went from not being able to pay his power bill, to WELL past $200k in a few short months. But it wasn't overnight. Here's how he did it. I'll personally be buy his product. Click on the link in the blog post to check out his offer…

ATTEND DAN's WEBINAR HERE: 
and get my WP Theme Free... (email me)

Steve Larsen:

Hey, everyone. This is Steve Larsen, and you're listening to a very special Sales Funnel Radio.

Speaker 2:

Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen.

Steve Larsen:

All right, everyone here, I've got a really unique episode here. This is fascinating stuff. Now, I've interviewed a lot of people in this podcast, and I've gone through, and we've thought we've got some great advice from great people in the past.

Today's no different though, but I've really cool spin...

I want to introduce you to a guy I've just come to know just in the last couple days, actually, named Dan Henry who is crushing it in the Facebook ad area. He's going to tell you a little more about it, but just killing it. The thing that grabbed my attention right off the bat is I was going through Facebook.

I see this thing that says, "From pizza boy to $200,000 in a couple of months." I was like, "What the heck?" You know what I mean? That's always going to grab your attention. There was a striped screenshot, and I was like, "Crap, this is real."

I was like, "Who is this kid?" I started going through, and a really fascinating story. With that, I just want to introduce everyone to Dan Henry.

Dan, how are you doing, man?

Dan Henry:

Hey, how's it going? It's super early, but how's it going, Steve?

Steve Larsen:

It's going good, yes. Just so we know, Dan was like, "I became an entrepreneur so I don't have to get up early in the morning."

Dan Henry:

Yes, you're darn right. I became an entrepreneur, especially an online entrepreneur, so I can sleep in.

That's my whole thing...

Steve Larsen:

That's awesome.

Dan Henry:

How are you doing this morning?

Steve Larsen:

I'm doing awesome. Like you took, Dan, a whole bunch of caffeine, and I am loving it. It's just starting to hit. Hey, I really want to know, and so does everyone else. I asked a few questions to people on the Sales Funnel Broker secret unknown hacks, all different pages.

I'm like, "Hey, I'm about to interview this awesome guy. What do you guys want to know?" I got a huge list of questions from people, actually.

Dan Henry:

Wow.

Steve Larsen:

I mean number one, people want to know, literally, I think some are like, "How does a pizza boy" ... Tell us about your story. How does a pizza boy go to 200 grand? We'd love to know how it happened.

Dan Henry:

Well, I'll go through it. 200 grand, it's getting crazy at this point. I did 32 yesterday. I'm at 9,045 so far today.

Steve Larsen:

Wow, you're passed 200, obviously.

Dan Henry:

Oh, way passed 200. I've been doing over a hundred thousand a month for the past three months.

It's getting wild now. I'll probably do close to 200 just this month.

Excuse me.

It's getting nuts. Let me see if I can run through this from beginning to end as cleanly and quickly as possible. Basically, back in 2009, I was a pizza boy. I was just your standard douche bag.

Steve Larsen:

That does not reflect all pizza boys, by the way. Just want to put that disclaimer in there.

Dan Henry:

It reflects me. I saw these articles and these Business Insider things and all of these stuff about these guys that were making stupid money, you know?

Steve Larsen:

Yes.

Dan Henry:

Just 18-year old kids making a million dollars. I was just like, "What is this?" It was this online marketing thing, and I was like, "I got to learn this." I spent two years just going nuts.

Going nuts and trying to learn it...

Steve Larsen:

How were you trying to learn it?

Dan Henry:

The normal ways: podcast, buying crappy digital marketing products. That whole thing.

Steve Larsen:

Yes, yes. It's like the gauntlet we all run through, you know what I mean?

Dan Henry:

Yes. A lot of the early days with the Digital Point Forums and the Warrior Forums and all that. That whole thing. I didn't really try anything until 2011, and when I did, it was a blog.

I was doing the whole SEO affiliate marketing blog thing. It was not how to make money. I know everybody starts with how to make money even though they haven't made a dime, which I don't freaking understand.

Mine was electronic cigarettes, okay?

Steve Larsen:

Okay.

Dan Henry:

I went from $145 my first month in commissions to $30,000 a month my 14th month, so just over a year. I was making 30 grand a month in a year. I was doing really, really well. Life was great. I thought I was on top of the world, and then, the whole SEO crash happened.

All that income just went poof, gone. It was just gone...

Excuse me...

Everything I worked for was just gone in a flash. I had a bunch of money in the bank because I had made that for that long of a time, and so I went, and I bought a night club. I took my skills offline because I was bitter, a little bit, about it.

I was like, "Well, I want to start a real business." I started this night club, and I remodeled it. That's when I first started to learn Facebook ads because I had to bring business into my night club.

It, in just over a year, I flipped the night club for a $300,000 profit. Now, you would think that that's all grand and well, but unfortunately, due to some really bad investments, me, investing in some software products I was trying to do, not paying taxes for three years like an idiot.

I wound up literally broke at the end of it, okay? This was actually last year that I was still broke.

Last year, I could not keep my lights on, almost. I had just gotten married to my wife who is a lawyer in Turkey, but does not have her ... she's working on it now to get her law degree here.

She had to get a job, and this woman is a lawyer...

She had to get a job at a Turkish restaurant to help me pay the electric. It was embarrassing for her, and it was embarrassing for me because I felt responsible that I made her do that. I'm sitting here, trying to keep afloat. I started another blog, and I was making about six grand a month doing that, but it wasn't consistent. I was barely keeping afloat. That was bad. Then, I started.

People wanted to know how I made money back then and all these. People had always asked me, "How did you make this money to buy this night club, to do this, to do that?" I thought about coaching, but I didn't really get into it. I started doing Facebook ads more. I started taking on clients, okay?

This is when it turned around...

I started taking on local clients, real estate, all that stuff. In about a month, I scaled to $10,000 a month in clients, okay? First month.

Steve Larsen:

You were running ads for them, for their business?

Dan Henry:

Yes, just running ads for them, okay, and getting them great results. What really launched me was I had this real estate agent.

Not real estate agent...

Condo development in Texas. I spent $441 in ads. They ended up selling $900,000 worth of condos in a week.

Then, I ended up getting interviewed on TV about it...

Steve Larsen:

I saw your picture all over the place. I was like, "Cool, this guy's been on TV, too."

Dan Henry:

Yes, yes. I've been on TV a lot. I've been on Business Insider twice. I'm hopefully working on getting on the Steve Harvey Show.

We've been going back and forth with the producer for a while. Hopefully, I can get on there. In case Steve is listening, hey. I'm on the list.

Steve Larsen:

We'll send it straight to him. It says, "Re: Steve, you better ... From one Steve to another."

Dan Henry:

Yes, so anyway, so things started looking better. I had clients. Then, I started doing a little bit of coaching for Facebook ads, for online marketing. I did try to put out a blogging course, but unfortunately, most bloggers are freaking lazy.

They don't take it seriously...

They think it's some sort of hobby, not a real business. I got out of that real quick because it weren't the people I wanted to be dealing with. This went on for a few months, and I got back on my feet, and I was making crazy money with clients.

Then, people obviously started asking me, "Well, how did you do this? How did you quickly make money with these clients," and all these. They were asking me these stuff. I decided to put out a little group coaching program. It was only seven people.

This was where my course started happening...

I don't understand this whole, "Let's build a course and sell it." You got to know that your course works. You might know how to do something, but you got to know that you can teach it to somebody.

Steve Larsen:

Right. It's totally a different skill, for sure.

Dan Henry:

Right, so I took seven people, and I worked with them personally, more of a group coaching than a course. I tweaked things. I figured out what was helping them and whatnot and what they really got in-tuned with and where their roadblocks were. I changed the material. I launched again to about 15 people. Then, I revised it. I did all these little launches until I had it down. I got three guys right now who were doing nothing, zero dollars.

Now, they're making over $10,000 a month. One of them is a doofy 19-yearold kid. The other is a slightly less doofy 22-year old kid. The other one is in his 30's. He's got a family.

Steve Larsen:

No doof?

Dan Henry:

No, he's still a doof.

Steve Larsen:

No, can you just point out, re-quote what you just said. Okay, for the audience, what Dan just said is amazing because we tell people to do this all the time.

Someone, the other day, just asked me like, "How do I get started? How do I do this?" I keep saying how to do it, and we keep saying how to do it. Go get results first. It's so much about that. Oh, man. You can't just go jump out, and just start if you like.

Dan Henry:

Listen, Steve, if nobody's going to listen, they're not...

They're just going to be like, "Yes, okay." They're going to nod their head, and they're going to go, and they're drinking their drink, their overpriced latte. They're not going to do what you're telling them to do, okay? That's what's going to happen. 99% of the people listening to this right now are going to not do it.

Steve Larsen:

Yes. I worked for free for 10 months for one company, just to get them sweet results. When they were making 60 grand every e-mail drop, then, I was like, "Okay, now you guys can start paying me." I took that story, and I went, and I sold it.

That's how I got going in this industry...

Same thing as you, anyways. Totally awesome, yes. Results first, everybody, before you get paid.

Dan Henry:

Yes, absolutely.

Steve Larsen:

All right. Continue, sorry.

Dan Henry:

Yes, so basically, now I had results. I decided to do an actual launch. I did an actual launch with an e-mail sequence. No webinar, just an e-mail sequence. I made $15,000 that month. That was fine. I was like, "Okay, that's cool," but I was a little disappointed. Then, I started implementing more of Russell's stuff from DotCom Secrets.

I digest everybody's stuff...

My favorite mixture right now is if you took Russell Brunson and put him in a bath tub with Ryan Lavesque, maybe sprinkled a little Derek Harper on. Not too much, but too much is way too strong, and just grinding them all up.

Steve Larsen:

All right. That's a great picture.

Dan Henry:

I got that whole little mixture going on. I started really getting into webinars. I took a webinar that I was working on, and I used the perfect webinar script.

Steve Larsen:

Okay. It's amazing.

Dan Henry:

Really, it was the same content. I just used Russell's format which really helps...

I put that all together, and I launched. I used all the same strategies I taught with Facebook ads for my launch, obviously because duh, that's ... That month, I ended up doing $104,000.

Steve Larsen:

Holy cow. Was that just three months ago, you were talking about?

Dan Henry:

Yes, that was three months ago.

Steve Larsen:

That's amazing, okay.

Dan Henry:

Yes. Here's the funny part. I didn't pay for any ads.

Steve Larsen:

Really?

Dan Henry:

No. You know why? Because as soon as you opted in for my webinar, I didn't take you to a thank you page. I didn't take you to a, "Hey, here, you registered for the webinar." I took you to an up sell.

It's a 37-dollar product...

The way I framed it was, "Hey." We'll all just tell you what it was. It was called Pixel Hero. Basically, you sign up for my webinar. What I did was the webinar was just ... It is a super long name. It was called, "How I made $10,000 my first month running Facebook ads for clients, and how you can too, even if you don't have results to show first," okay?

Steve Larsen:

Sure.

Dan Henry:

I taught a method. It's funny because it's all revolving around the "Get results first" method, even though it says, "Even if you don't have results first." It's a very interesting method. I do that webinar, and then, on the thank you page, it was called Pixel Hero.

I was like, "Hey, does the Facebook Pixel confuse you? If it does, you might want to check this product out because it really enhanced." This is the key. "It will really enhance what you learn on the webinar."

I noticed that when I said, "This thing that's only $37 will enhance what you're going to learn on the free webinar," it could have earned at 40%.

Steve Larsen:

Dude, holy crap.

Dan Henry:

It can earn at 40%.

Steve Larsen:

Now, was it even your product? Is it just an affiliate thing that you put in?

Dan Henry:

No, I don't do that crap. No, it was my product.

Steve Larsen:

That's awesome.

Dan Henry:

Yes, I put it together in a night. It was slides and all. It's like Russell's stuff. You get slides and all that stuff that I screen share. One of the bonuses was how to get webinar registrations for under a dollar. That really helped. I hit it from all different ways.

I did $9,000 in Pixel Hero sales before I even got on my webinar...

Steve Larsen:

That's amazing. I mean you literally created a self-liquidating offer for webinars, which is oh, man, that's cool.

Dan Henry:

Yes, yes. You know what I stole from Russell a little bit?

Steve Larsen:

Yes.

Dan Henry:

I saw him do this video once where he had a whiteboard, and he had the price, but he had paper taped up to the wall.

Steve Larsen:

Dude, go ahead, yes.

Dan Henry:

Yes, he did the whole thing, and the paper's there. I'm thinking, "Dude, just shut up, and rip off the paper, for crying out loud." I'm thinking, "Wait a minute."

Steve Larsen:

That's why he does it.

Dan Henry:

Yes, exactly. I was like, "Well, if I was that emotionally invested to that darn paper getting ripped off ... By the way, the only reason I'm saying darn is because I'm on your podcast.

I would be saying all kinds of different things normally...

Steve Larsen:

I appreciate it.

Dan Henry:

I did it, and it works well. I ripped it off, and boom. It worked really, really well. Then, I re-targeted people, and I was like, "Hey, this is your last chance, or the price is going up." I would spend $3, and make a $37 sale. I've done probably $40,000 in that offer.

Steve Larsen:

Just for that front-end offer?

Dan Henry:

Yes.

Steve Larsen:

I mean if you can get someone to go through, and they buy a 37-dollar product, the likelihood that someone actually shows up is huge, watches the thing, goes through.

Their engagement's high...

Dan Henry:

Oh, yes.

Steve Larsen:

Awesome.

Dan Henry:

It's a tripwire.

Steve Larsen:

Yes.

Dan Henry:

Let me just tell you, man. I've seen these things where Russell or anybody, you guys, you're talking about, "Oh, this funnel makes us $100,000 a day. Oh, this funnel makes us $30,000 a day."

Steve Larsen:

Which is true.

Dan Henry:

Yes, I know. Oh, I know it's true...

When you're watching that, you're like, "Oh, man." Some people probably are like, "That's not even possible." Then, some people are like me. I know it's possible. I know it. I just got to do it. Now that I'm doing it, honestly, it's been a crazy ride for me.

I remember looking at ... I don't know if it's still big now, but you know the income reports?

Steve Larsen:

Yes.

Dan Henry:

Who is the guy? It was Pat Flynn.

Steve Larsen:

Pat Flynn, yes.

Dan Henry:

Yes, and the EOI on Fire, so I started looking at those. I remember, I saw one with Pat Flynn, and it said, "Oh, I made 120 in an income report. 120 grand." I'm thinking to my self, "If I could only make 120 grand in a month, that would be amazing." Now, I'm making it. This week-

Steve Larsen:

You're matching that.

Dan Henry:

This week, I have done almost $80,000 this week.

Steve Larsen:

Yes. You woke up, and there was already almost 10 grand in your bank.

Dan Henry:

Yes, yes.

Steve Larsen:

That's amazing, man.

Dan Henry:

This week. That's on very little ads spent...

Now, it's a little bit higher this week because of the whole Black Friday thing, but when I went evergreen, which I'll get into in a minute, now, I'm up to at least five to $7,000 a day solid.

Now, it's getting crazy...

I've now have had 10, 12,000-dollar days. Yesterday, it was 32,000, but that was cyber Monday. Friday was 16,000. Anyway, I did my live webinar, and then, I did it again a month later. I made about the same amount a month later. Then, when I turned into evergreen, and I used your On The Hour webinar. There's that because I saw the ... What was it?

Was it the Certified Partner one that you guys did?

Steve Larsen:

Yes.

Dan Henry:

I was like, "That's awesome. I want to do that." I studied it, and I funnel-hacked you, basically.

I recreated it, and then, I spent all this time trying to figure out how to do it. Then, you guys end up releasing the code for it the next day. I was so, so angry. I was like, "Ahh." I just deleted everything I did and used your code. I did the On The Hour thing. I've just been hit, hit, man. Now, I've just opened my affiliate program because my webinar converts like great.

Like great. Oh, I don't have any coffee or anything. My webinar converts great. I just opened my affiliate program. One of my students made $800 yesterday on it. Everything's coming together, man. It's just amazing that last year, I could barely keep my electric on. Now, this is all happening.

Not only that, but I've got student results out of the Yin Yang. I think that's what really sells my stuff. I don't even go into big long copy. I just constantly push.

Every e-mail I send out has a new case study from a student. I don't push, really, my results so much. I mean I do, but mostly, my student results. I always do headlines for what these student results are.

They're all across the board. I'll push out, like for instance, a web designer spent $100. She landed her first 6,000-dollar client within $100. I got guys running it as an agency where they got chiropractors.

They're making 10 grand a month...

I got a bunch of those guys, real estate guys doing well. I know you know Jesse Coft. She is killing it. Within two weeks of taking the course, she had a killer webinar going. She made thousands to $10,000 for a masseuse place. There was somebody else.

I don't remember, but I just got all these variety of case studies, and I just push them out.

What I do is every single time somebody gets a result, I have my assistant, Stephanie, get them on Skype or get them on Hangouts for a five-minute success call. I record it, and I immediately push it out or put it in my sequence.

I just put it on my sales page, and I just push, push, push, push, push the results because that is honestly what I think matters. I think if you have results, you don't have to be awesome at sales copy, awesome at e-mail sequences or any of that because at the end of the day, you have the results.

You have the results, so all that other crap is just secondary, I think...

Steve Larsen:

No, it's so true because I did door-to-door sales for two summers, right? How many of those tactics I actually use what I do now? None.

What actually sells the stuff that I do and actually sells when I build funnels is I say, "Hey, I'm just built for the next president of Alberta, Canada." You know what I mean? It's helping him in his campaign.

"Hey." You can point back to all these different things. It's so much more powerful because now, you sell without actually selling. You know what I mean? You're actually pushing things without actually cramming down their throat.

It becomes very much a story-based automatically. It's just so much more powerful than a pitch that's more generic. Hey, I wanted to ask, so I'm actually drawing while you talk your funnel and all the different pieces. Now, so you go from a registration page ...

Dan Henry:

Do you want me to go through it? You want me to just go through the whole thing real quick?

Steve Larsen:

That would be awesome. Then, you said some crazy stuff. You've got little, little tiny ism's that you're doing, as far as capturing stories, getting them on Skype. Stuff like that. Those are things that are huge impacts, like you said. Those are not normal for people to be pulling off. I'd love to hear those kinds of things as well.

Dan Henry:

All right. Hey, I'll go through the whole thing. All right, so on my website, danhenry.org, I have a cheat sheet. It's called Seven Proven Steps to Creating, running and Profiting from Facebook Ads. It's a PDF cheat sheet. Once you go on there, and you opt in, whether it be from a cold ad or Google or whatever, you opt in.

You get this cheat sheet...

Now, this is where it gets interesting. Once you get the cheat sheet, you get forwarded to a thank you page where I invite you to my free Facebook group called Superhero Entrepreneurs.

Now, this is important because I used to try to be super professional. It wasn't working for me. I just blended in with everybody else. When I started being myself, that's when it blew up.

I'm basically the Kevin Smith of all my marketing on my extremely juvenile humor. It costs a lot. When I bring them to the thank you page for my group, I'm wearing a bunny hat ears, and I say, "Thanks for joining." I tell them about my group. I say, "Let me invite you into the group," and I say my spam policy.

This is how I pre-frame people right away to get used to how I am. I say, "Listen, if you spam in my group, we have a policy. If you spam in my group, I will send you goat balls. My admins will send you pictures of goat balls."

Everybody in the group has my permission to PM you with pictures of goat balls. They get used to my crazy incorrect way. Now, listen, seriously, if you go join Superhero Entrepreneurs right now, and you spam, you self-promote, you will get sent tons of goat balls. What happens is we don't even have to ban people.

They leave because they get just bombarded with pictures of goat balls, okay?

Steve Larsen:

What the heck? That's awesome, man.

Dan Henry:

Yes. Now, people, and here's the funny thing. People enjoy this because I'm making stupid money, but I'm being a total jackass. I'm letting them know that it's possible. You can be your self.

I'm the type of guy that would send you a picture of goat balls if you spam my group. That's me. You know what? That's what I'm going to do.

Steve Larsen:

That's awesome.

Dan Henry:

I take them to that page. I warm them up to my personality. I get them in my Facebook group, which is key. Then, after that, they get sent a five-day e-mail sequence which is your soap opera sequence, basically.

That sequence tells them my story, indoctrinates them and pushes to my On The Hour webinar. It plays every hour. They register for the webinar. They get forwarded to the webinar room when it's time.

Now, they get an e-mail that offers Pixel Hero, and they also get re-targeted for Pixel Hero. That helps my ad cost and all that.

Steve Larsen:

They go right after registration though. There's a interstitial page though where they go to Pixel Hero, right, before confirmation page?

Dan Henry:

Yes. No, the Pixel Hero only gets offered in the funnel steps when I did it live...

When I switched it to evergreen, I just send an e-mail because I didn't want to. What happens if they opt in five minutes before it plays? What are they going to do? Watch the sales video? Then, I mean I guess I could split test it, but it's working, obviously, great right now. Basically, they get forwarded to a page.

On this thank you page is just a five-minute video where I teach them how to get easy ROI clients. This warms them up as well.

Steve Larsen:

This is before the webinar even starts?

Dan Henry:

Yes. I send them an e-mail with pre-free videos as well. They can just watch it at their leisure. Basically, the e-mail they get right away is, "Hey, here's your" ... I basically funnel-hacked your certification thing. I looked at the e-mail Russell sent, and he was like, "No matter what time you opt in," he says, "It's starting now." I was like, "Oh, that's interesting." I did that. I also said, "By the way, here's three free videos you could watch anytime. I will help supplement the webinar."

I do that...

Steve Larsen:

Those are your indoctrination videos, prior to coming on. Okay.

Dan Henry:

Yes, I did those videos when I did the live webinar. I might change these stuff a little bit, tweak it. I'm trying to fit what I did live into this evergreen thing because it's a little different. They opt in, and it plays every hour. The webinar plays every hour, so it's a little bit different.

Steve Larsen:

If you don't mind, how many e-mails are they actually getting then, when they opt in? I mean that could be a concern for some people. They're like, "Oh," but it probably doesn't matter.

Dan Henry:

Oh, they're fine. They'll live.

Steve Larsen:

Right, okay.

Dan Henry:

They get two e-mails as soon as they opt in. The fist e-mail is the whole, "Here's your link to the webinar." Then, the second e-mail is, "Do you have trouble with the Facebook Pixel?" That is a very short e-mail. It's two sentences, and it basically says, "If you have trouble with the Facebook Pixel, just click here." That's it, and it takes them to my OTO page. They also get re-targeted as well for that.

It's no big deal if they don't read the e-mail. I do tons of sales with re-targeting...

Then, they watch the webinar. They get offered the product, and they have seven days to sign up. They get e-mails, and the e-mail sequence at that point is literally just results, results, results, results, results, results, results. I just go nuts.

Then, I re-target people...

Oh, this is another interesting thing I should include. When people opt into the cheat sheet, for five days, they get targeted with all my TV interviews, podcasts I've been on. They see. Basically, they opt in-

Steve Larsen:

Social proof like crazy.

Dan Henry:

Yes, social proof. Yes. It's like my credibility...

I call it my credibility campaign. Then, when they opt into the webinar, now, they're getting re-targeted with just one of nine case studies from my students, okay? I just keep funneling them back to that. If they haven't bought already, by the time day seven hits, they've only got that much time to buy. They've already been hit with the cheat sheet, soap opera sequence, the TV interviews I did, the speeches I've done, all of that.

Then, they got hit with the webinar. Then, they got hit with the follow-ups and the case studies. They're getting hit. I'm following them around Facebook with re-targeting on the student results and all of these.

Steve Larsen:

Wow.

Dan Henry:

At this point, then, if they don't buy, they get forwarded to a waiting list. I actually find I do a ton of sales from the waiting list. Even though you basically have all this time to sign up, like I just opened for Black Friday and Cyber Monday to everybody on the waiting list, just to people on the waiting list and people on my group.

Like I said, I did $16,000 on Friday, and I did $32,000 yesterday...

Steve Larsen:

It's from a waiting ... I've heard a lot of strategies with that waiting list. They'll go at them. If someone didn't buy on the webinar, you just toss them. I mean do you have them tucked in for waiting list?

Dan Henry:

You toss them on over to the waiting list. Yes, they have to opt in for it.

Steve Larsen:

How do you get them to do that?

Dan Henry:

Once the timer runs out, and the offer expires ... Oh, I use Deadline Funnel, by the way.

Steve Larsen:

Okay, cool.

Dan Henry:

Once that times out, no matter where they are, whether it's a sales pitch or whatever, they get forwarded to the, "Hey, sorry. You missed it. Jump on the waiting list," okay?

Steve Larsen:

Wow.

Dan Henry:

When every once in a while, I'll find a reason to open it up like Black Friday and Cyber Monday. I sent an e-mail out to that waiting list, and they just buy like crazy.

One time, I sent an e-mail, and I was just like, "Listen, I know you missed the course. You know you want to get it. Just freaking do it, okay? Click here." I'd be paid 10 grand. I mean I swear to God. I don't know what it is.

People don't read their e-mail or something. I get e-mails all the time...

"Please let me in. Please let me in. Please let me in." I'm thinking, "You had seven days, dude. What is taking so" ... It revolves around a key thing here. It's that there's two very important points here. Number one, I could do this funnel completely different. See, everybody gets so ... "Oh, give me your funnel. Give me your funnel. Give me your funnel. Can I have a copy of your funnel?"

None of that means anything if what you put in the funnel sucks, okay?

Steve Larsen:

Yes. It literally is the copy. It's the way you do it that matters, yes.

Dan Henry:

Right, so when you say you funnel hack someone, yes, you can funnel hack the process, but it's only going to work if whatever you're offering is good.

If it sucks, and you don't have results, people aren't going to buy just because they went through a certain amount of funnel steps. I mean that's just ridiculous, because everybody's sick of people being full of crap these days. Everybody's full of crap. 99.9, they make $5 online.

Now, they want to go create a course, you know?

Steve Larsen:

Right, mm-hmm (affirmative).

Dan Henry:

When I created my course, I did it in stages. I refined it. I redid it. I redid it. I made sure that it worked for people without me, holding their hand. You're going to still have people, like every once in a while, I'll get somebody who's like, "The course is not working for me." I'll be like, "Well, run me through what's going on."

They'll run me through it...

Steve Larsen:

Yes, what are you doing?

Dan Henry:

Obviously, they're doing it completely different. I'm like, "Why are you doing this? This is not what I said to do." "Well, I just thought." I'm like, "Oh, you thought? You thought nothing. You're not doing it the right way. Do it the right way, and you'll get results." Then, they do it the right way.

Then, they get results...

Then, they're like, "Oh, it worked." I'm like, "Yes, no crap." Listen, I have refined this. I have taken ... Put it this way. I'm really close with one of ... I'm going to call him out right now. This is funny. One of my students, his name is Tanner, okay? This kid is 19 years old. Now, have you ever seen those videos on YouTube where they go and ask people who the Vice President is? They don't know.

Steve Larsen:

Yes, yes.

Dan Henry:

This is one of those dudes, okay?

Steve Larsen:

Okay, sounds cool.

Dan Henry:

He would totally be one of those guys. The kid is making $10,000 a month running a Facebook ad agency. I didn't give him any private coaching except the course.

Steve Larsen:

It's just from your course.

Dan Henry:

Right.

Steve Larsen:

From your content, yes.

Dan Henry:

Right. He took the basic version. It's like I refined it so that literally, somebody like, and I love him.

He knows I love him, but one of those dudes can make that much money, that's what I was going for. Forget funnels. Forget webinars. Let me get this down first, okay?

Steve Larsen:

Right.

Dan Henry:

Let me get this to where people are going to get results. I did it in two things because my course goes over, "How to run ads for your self or for clients," and actually didn't even start for clients at first.

I just noticed everybody wanted to do it for clients, so I added that aspect. It works for both, and I got it to where, for instance, this girl, Gretchen, she is a high-end web designer. She didn't know nothing about Facebook ads. She spent her first hundred dollars and landed a 6,000-dollar client. Boom. Got her.

Tanner, who's making 10 grand a month...

All these people, and once I had that, I knew I had something. When I launched big, I started getting, literally, every other day, I get a message from Stephanie.

She's like, "We got another success call. We got another success call." I don't even know who these people are. They sign up. They take the course. They get results. They make money. That was the whole plan: get results first.

I know everybody's listening right there. "Oh, let me get his funnel. Let me funnel hack him." It's like, "No, dude. You could screw the whole funnel."

Actually, on that launch that I made, my second launch to where I did another hundred grand, 500 people didn't get the webinar registration link because of the API.

Something happened with "Get Response," and the API wasn't talking to quick funnels. It was their issue. I know people have had issues with that. Here's a little tip.

Don't use the API for anything...

Use HTML parsing. It will work every time. If you use API, you could risk losing e-mails.

Steve Larsen:

Just so the audience know, you're talking about the ... If you're using a third party auto-responder, and you're inside ClickFunnels, open that top right spot, It says, "e-mail." If you click right there, and you drop in HTML and click pars, it grabs straight from the code, right from your third party auto-responder, or you can do it through an API.

Sometimes, there's issues with that...

Dan Henry:

Exactly, and I didn't know that. 500 people didn't get my registration e-mail, so I had to re-target the crap out of people and be like, "Hey, here's the replay." I probably could have done more that second month, but whatever. I think we talked about that.

I think I messaged you about that...

Steve Larsen:

I think you did, yes.

Dan Henry:

Yes, because I made 40 grand the week I launched it, and the first time I launched it, I made 45 grand the first day.

When I first did my first webinar, it was literally my first, where I did the perfect webinar script, that first day, I did $45,000.

Steve Larsen:

Now, could you walk us through what the offer actually is, or do you want to say that for the webinar? Totally fine.

Dan Henry:

No, no. I don't care. If people are interested, they're going to watch the webinar.

They'll find it. Basically, here was the secret that I did on the webinar. I know people are going to start copying me, and they're going to try to copy me, but whatever. I'm not worried.

You're not going to do this good...

Steve Larsen:

That's a challenge to you. Now, you got to do better. It's like your pride's on the line.

Dan Henry:

I compete with my students all the time. It's funny. Actually, real quick side note. I had a student launch her course, and she did $53,000 in a week. That week, I had done 20,000. I got all pissed over that cost. Damn it. I got all peed off, cheated on, darn it.

Steve Larsen:

Hey, pissed isn't a swear word, is it? I hope not.

Dan Henry:

Isn't it? Well, good. Then, I got pissed off. I'm like, "I can't let her beat me." Then, I went out and made a hundred grand. Anyway, basically, I do the three secrets.

Now, here's the key. There is a way to get Facebook ad clients. People don't realize how easy Facebook ads are if you ignore the noise. There's just so much noise out there. Oh my God, the split testing and the buttons and the objectives and the acronyms.

It's maddening. Dude, it has nothing to do with any of that. It has to do with psychology. My ads, they're not all crazy. They're so simple. If you run ads for local businesses, doctors, lawyers, gyms, chiropractors, dentists, these are very easy. I could teach you in an afternoon, how to kill it for these type of businesses, all right? It's not hard.

Now, for coaches and courses, that's different. I cover all that in my course, but for the webinar, I show you how to get results for those type of clients. Then, I show you how to get those type of clients right away. My first secret, and this is key, this is going to be huge. This is a huge value bomb right here.

Secret number one, I show you how to get clients, literally, within an hour.

Sometimes, 20 minutes, five minutes. I've had several people do it, and they got clients before the webinar was over. It's like really one of my best things, and I throw it out there on the webinar.

What happens is people start doing this technique, and I'll save the technique for the webinar, but people start doing this technique. I say, "Go ahead and do it."

Then, I start going through the rest of the webinar...

By the time I get to the pitch, people's inboxes are blowing up with people wanting them to run ads for them, okay?

Now, they got to buy the course because now, they're getting clients, right? They got to know how to run Facebook ads, or they got to know how to run better. They got to know how to improve their agency or whatever. They got to know how to get more clients.

They got to know how to run whatever. I show them that on there. The secret, too. I show them how to get results for those clients. I give them everything they need. I've had several people. Several people, not buy my course and get results from that webinar.

I'm okay with that. They're making money. They get clients...

For the people that want to take it to the next level, I offer them the course...

The course covers everything. It covers no only running for clients, running for yourself, whether you're a coach, a consultant, an online course. You want to run ads for restaurants.

You want to ad runs for night clubs, chiropractors, doctors, lawyers, real estate, it's all in there. It's called, "Facebook Ads for Entrepreneurs."

It's a very comprehensive course. It's huge, tons of bonuses. I mean it's a very big course. It's huge...

Steve Larsen:

Dude, that's awesome. By the way, Dan just is Zeigarnik effect of the crap, out of all of us, by the way. If you don't know what that is, it's when you start saying something, but then not finish it. It sounds like you all need to go watch that webinar.

You said there's a technique that makes ... So you make people do things on the webinar to follow on with you, and they're getting results in the middle of the webinar.

By the time the pitch happens, you are the obvious answer to them continuing...

Dan Henry:

Yes, yes, yes.

Steve Larsen:

Genius, my friend. That is amazing.

Dan Henry:

Thank you, thank you. Now, I don't tell people. I don't say, "Hey, go get a real estate client. Go get an online coach." Some people try it, and I even tell them not to do it. I show them how to get clients that are, what I call, "Easy ROI clients."

These clients are super. You cannot possibly screw up a Facebook ad for these clients. I give them a funnel, too. I give them a free funnel. I give them everything. I give them the funnel. I give them everything they need. You cannot screw it up.

Where people screw up is they watch the webinar...

Then, they go, and they try to take on clients outside of that scope. Then, they have a little bit of trouble, but then, they buy the course, and they learn how to do it for those clients as well.

Because it's a free webinar, I say, "Listen, I'm going to teach you how to get easy clients, how to get results for easy clients. If you want your hand held or you want to learn how to get results for different industries, for your self or for your coach or harder industries, or you just want to learn how to excel quicker, here's the course." That really, really works.

I know some people out there are like, "Well, you shouldn't run Facebook ads if you don't know what you're doing." Yes, I totally agree, but like I said, for a select few types of clients ...

Steve Larsen:

Certain area, right.

Dan Henry:

Yes, it's stupid easy. It is because I have had people take the course, get a client and get stupid results. For instance, I've had several instances. Okay, I'll give you an example. I'll give you a perfect example.

Cory Ellerbroek, this guy, and this almost makes me cry, this story. Cory Ellerbroek, he's a chiropractor in Texas. Cory was about to shut down his practice. He had very little business. He was literally about to close his doors. He had been following me for awhile. He bought my course on his last credit card. It was like his last Hail, Mary. Within the first day of him, running an ad, he got five or six new patients on nothing, like $40 ad spend.
I have a case study. I don't remember. Let me see if I can find the numbers. Yes, I'll find the numbers. I'll go to my quick funnels. I'll tell you exact numbers. Yes, let me tell you the exact because I want to be accurate here.

Steve Larsen:

I know everyone listening now is going to be just frothing at the mouth to go to danhenry.org.

Dan Henry:

Okay. Yes, well, do that.

Steve Larsen:

Get your credit card out, and get it ready.

Dan Henry:

All right, so here's the numbers, okay?

Steve Larsen:

Sounds good, yes.

Dan Henry:

I'll give you the numbers right now. He spent $90, and he got 12 new patients.

Steve Larsen:

12? Oh, man.

Dan Henry:

Okay, paying clients. This is somebody who is brand new, all right? Don't tell me ... See, all these people. I'm going to be honest right now. I'm going to piss off a lot of people.

Honestly, I see them post in the groups and all of these. "Oh, well listen, to be good at Facebook ads, you got to test, test, test. You got to split test. You got to do this. You got to do that." I don't even split test my ads. No, I don't split test my ads, okay?

Steve Larsen:

That's huge.

Dan Henry:

Yes. I don't. I don't need to because now, I do split test ... I split test audiences.

I don't split test ads, all right, because here's my thing. I want to create a perfect sequence for my perfect customer. Instead of trying to force and split test that ad and that copy to convince people, I want to create something that if somebody would opt into that, they'd be an easy sell.

Instead of split testing the ad, I split test people. I find the people that engage with that ad the best. That's why I get such crazy ROI. I do not split test ads. I never have. Now, even still to this day, I don't split test ads.

Steve Larsen:

You want the ad to only let people in. You're not trying to convince clicks.

Dan Henry:

Yes. Let that sink in. Let that sink in for a second. I've got flamed even on the ClickFunnels go, "You don't split test ads? Oh, but I got them all up at arms." It's like, "Well, guess what? I'm spending two grand a month in ads, and I'm making over 100, so obviously" ...

Steve Larsen:

Right, something's working.

Dan Henry:

Something's working. I mean I've got these crazy ROIs. It's because of that, I don't split test ads. See, to me, I'm going to throw all this crap against the wall and see what sticks because I didn't take the time to know my customer. I go crazy into customer research, crazy.

My first step like sometimes, when I get into a new ad or industry, I got take people out to lunch. I survey them. I ask very specific questions, which I cover in my course.

I figure out exactly the pain points, the struggles, the roadblocks. I interject that into a script that I have for Facebook ads, okay? It's a formula.

Steve Larsen:

Fascinating.

Dan Henry:

It's Russell's. It's like Russell's scripts, but it requires the answers from the survey to plug in. All my ads convert immediately because of this. I do not split test. I just don't because I don't want to split test.

I want to find the right customer. I don't want to convince people to buy my stuff. I want to find people already ready to buy my stuff, okay? Then, sales become easy. Cory, he spent $90. He has 12 new patients. Now, he's actually thinking of expanding his practice. He is too busy to even talk to me.

This guy was going to shut down his chiropractic practice. Now, he's thinking about opening up a second location. He's starting to consult with other chiropractors and do ads for them. He's killing it, all right? Killing it.

I actually got to send you the screen shot. It's a screen shot. Maybe you could put it on your ...

Steve Larsen:

Yes, yes, yes. I'll put it in the blog.

Dan Henry:

Yes. It's literally me, talking to him, and I said something like, "Hey, Cory. Can you help out with this thread in the student group about chiropractors." He's like, "I don't have time. I'm so slammed."

Then, he told me the story of the credit card and how he was about to close practice. I was like, "What?" The thing is, for certain clients, I can teach you how to get crazy results for them in a couple hours.

Yes, now, if you want to watch it on my course, you want to do something like that. I can teach you that, too. That's in the course, but it's going to be more in two hours, okay?

Steve Larsen:

Yes.

Dan Henry:

If you follow a strategy where you focus on psychology, instead of all this crazy button-clicking inside the dashboard, you can get crazy results. I don't look at cost per click. I don't look at click-through rate. All those analytics are turned off in my dashboard. They're all turned off, okay? I swear. I know everybody's right now, freaking out.

Steve Larsen:

Yes, that's huge.

Dan Henry:

Some people hate me.

Listen, I don't split test. I don't look at cost per click. Don't give a crap what my cost per click is, what my click-through rate is because the way that I do it, I focus solely on conversion in sales. Also, here's something. I'll give you teaser.

Do you know how everybody freaks out about targeting?

Steve Larsen:

Yes.

Dan Henry:

Did you know that in some cases, you don't even need to target?

Steve Larsen:

No, I actually had no idea that you could do that.

Dan Henry:

Yes, you could actually let Facebook do the work for you, and nobody knows that.

Nobody actually realizes that...

There are some campaigns I run for local businesses. I don't do any targeting. I got no interest targeting.

Steve Larsen:

That's pretty big. That's a huge deal.

Dan Henry:

Yes, listen, listen. If it's popular, it's wrong. Have you ever heard of that?

Steve Larsen:

Yes.

Dan Henry:

Okay. I've got at least 50 students that have taken every Facebook ads course under the sun. Hey always tell me, "Holy crap, this is so different, and it works so much better," because I take a psychological approach to Facebook ads.

I don't take a button-clicking techie approach...

I take a psychological real down-to-earth approach. These people are in their kitchen. They're driving. They're walking down the aisle in the mall, and they see your ad. You're pulling them out of their life. You got to do something. You got to hit them in their brain in order to pull them out of their life and into your world.

Steve Larsen:

Goat balls.

Dan Henry:

Yes, goat balls, exactly, pattern interrupt. Yes, hopefully, I've covered a good amount of-

Steve Larsen:

Man, I can't even believe it. This is fantastic. You're right. This is a complete different approach. It just goes to show. Funnel hacking is awesome, and it sits in this certain realm, you know what I mean?

You're given this whole other avenue where you can go and actually be ... You're a pioneer, I feel like, in the Facebook ads. Not a lot of people do this. I don't know anyone else who does this type of strategy. This is awesome.

Dan Henry:

Well, it's something I learned over time, working with clients because I did the same thing, man. I looked at all the other trainings out there, what everybody says. I just hate this mentality. "Oh, let's tweak, tweak, tweak, test, test, test, test."

Yes, there could be a little bit of testing, but here's the thing. You will take all the 99% of all that tweaking and testing out of the equation if you do the damn customer research and what your customer is thinking. You can skip all that because when you split test, that's all you're really doing.

You're split testing things, and you're split tests are literally telling you what's connecting with your customer more and more and more. If you just figure that out from the beginning, like I'm on the big Ask Ryan Levesque. My method of customer research is actually similar to the method from Ryan Levesque in Ask.

Steve Larsen:

It's in the book, yes.

Dan Henry:

Right, but it's on steroids. Think like Arnold Schwarzenegger, 1960's like, "This is my customer research." Yes, this is totally different, but it's based on the same principles, but it's very specific questions.

What I do in my course is when you ask the questions, you just take the popular answers, and you plug them into the script. You plug them into the Facebook ad script, and it just converts.

Steve Larsen:

Okay, that's amazing. I mean you've certainly taken us through.

Dan Henry:

I'm really trying to hit. I'm really trying to make sure I get to speak at the next Funnel Hacking Live.

Steve Larsen:

I will put in a plug. We just sold out yesterday, actually, on that. Yes, yes.

Dan Henry:

Yes, I had a bunch of people tell me, "I want to go." I have this horrible fear of flying, so I don't really go to the conferences a lot, but if I'm going to get on stage, I'll take a train or something.

I do have a horrible fear of flying...

Steve Larsen:

Man, well, speaking of that, let's go 30,000-foot view then. Yes, I mean you've certainly taken us through the trenches on how you're doing this. Now, just conceptually, just the overall arching strategy that you're using for the people who are, let's say they don't want to go to Facebook ads.

What would you tell people to do who are still the pizza boys? You know what I mean? Who don't want to go Facebook route, but they want to do something else, some other product. What's the thing they should go do?

Dan Henry:

Well, at any point, you're going to probably need to use Facebook ads regardless. You don't have to take on clients. You can sell your own product, but the quickest way to do it is with Facebook ads. I think that would be involved at some point.

Steve Larsen:

Oh, yes, for sure. I mean as far as their own business creation.

Dan Henry:

Oh, creating a product creation?

Steve Larsen:

Yes, how should they get started?

Dan Henry:

All right. You want my formula?

Steve Larsen:

Sure.

Dan Henry:

Okay. Everybody says, "Oh, find a problem and create a solution," or "Find a product and sell as solution." That is so vague, okay?

Steve Larsen:

It's very vague.

Dan Henry:

It's so vague. Here's my formula. Ready for it?

Steve Larsen:

Mm-hmm (affirmative).

Dan Henry:

Here it is. Find a specific problem for a specific person and create a specific solution while avoiding the common roadblock that that specific person usually runs into with that specific problem.

Steve Larsen:

You're going to find something specific, but do something different?

Dan Henry:

Yes, so basically, you want to find a problem that is a problem only for a specific type of person, and you want to create a solution.

Here's the, yes, the most important part is your solution has to avoid the common roadblock, okay? I'll give you an example. My course revolves around how to run Facebook ads for clients or your self. The client aspect, what I did with this was I figured out a way to get ... Everybody's big pain point is, "Well, I don't have results yet. I'm learning Facebook ads. I haven't started yet...

...How do I get clients if I don't have any results to show? How do I ever get clients?"

Steve Larsen:

You do that before the webinar? I mean during it, basically.

Dan Henry:

Right, so what I do is I show them A: how to get easy clients that you can't possibly screw up, and B; how to get those clients on board before you have any results to show, okay?

It's how you pitch them and how you sell them and how you attract them without saying, "Oh, look what I've done," okay? Here's the great part. It's no risk to you or the client. I know that sounds crazy like that's impossible. How do you get a client and make it to where you can get that client without showing a result, but at the same time, you're doing it at very little risk to their bank account or your reputation.

Well, I figured out a way to hit all those points. I thought about it for awhile, and I figured it out, okay? That's what I give away on the webinar.

Steve Larsen:

Yes, I mean that's amazing. You went in, and you found the exact issue. That's not the fluffy issue. Those are the real "What keeps me up at night." I don't want to have more customers. I want less customers with more money, kind of thing. What's that real-

Dan Henry:

Right, well, you also got to remember that listen, a lot of people, they create an online course...

They're like, "This is what I want to do." No. You need to find out what to do, okay? You need to find out. For instance, my first month, when I made $10,000, and I tell you this. The method that I teach on the webinar is like an upgraded version of that because I tweaked it.

What I did was when I found out that was what the pain points were, I made sure to create a solution that would actually work for that. What I did was I went into my existing small group of students. I said, "hey, guys." I said, "Do me a favor real quick. Do this thing, and tell me if it works." Everybody is like, "Oh, no. That ain't going to work. That's not going to work. Oh, please." I'm like, "Just shut up and do it."

I talked to people by myself literally like, is there anybody that ... You know the goat balls, they get used to it. Literally, that's how I get so much success as well. I'm very abrasive.

I will take a wash cloth, put it over your mouth and pour success down your throat if I have to because I need your results so I can sell more courses.

I need your results, so I can be the next Tony Robbins. I need your results, so I'm going to freaking drag you kicking and screaming through the mud to success, so don't buy my course if you want to be pampered. I don't pamper, okay?

I'm like a freaking drill sergeant...

Steve Larsen:

Love it.

Dan Henry:

Basically, what I did was I posted this in my student group. I said, "Do this thing." Everybody did it, and it worked. People started getting clients like crazy.

Remember, at this point, this was before I got big, before I launched. This was the small group. I posted it with that. It was about 20 people, and everybody started getting results. Then, that's when I knew it worked. That's when I put it in my webinar, and then I launched, and boom, it went crazy. It works. I had this one guy.

He's like 65 years old. He did it, and he got 10 clients or 10 client leads. I think he closed probably half of them within two days of attending the webinar. Dude didn't even buy my course, but whatever.

Steve Larsen:

That's hilarious, man. Hey, I want to thank you for all the stuff you shared. I mean my gosh, you guys. There's going to be this little button on your phone or computer or whatever that looks like a little half circle with an arrow.

It's the repeat button, and I want you to go back and hit it and listen to this again because the value is just insane, absolutely amazing and certainly a prolific leader. Dan, I really appreciate it. I know everyone else does also. Any final words, I guess, as we wrap it up?

Dan Henry:

Yes, I mean if you want to know about that, here's what I suggest. Get yourself a copy of DotCom Secrets. Get yourself a copy of Ask by Ryan Levesque. Get yourself a copy of the 4-hour Work Week, Rich Dad, Poor Dad. Get all those books. If you want to learn more about what I do and how I do Facebook ads, you can go to danhenry.org and download my cheat sheet: 7 steps to creating, running and profiting from Facebook ads.

That cheat sheet is on the website: 7 simple steps to creating, running and profiting from Facebook ads. Don't even remember the name of my own freaking...

Steve Larsen:

That's okay. You've been going for a while, just drop it at the value, so I appreciate it. The Facebook group also.

Dan Henry:

Yes, you'll get an invite to superhero entrepreneurs as soon as you opt in.

Steve Larsen:

Awesome.

Dan Henry:

You'll get in that way, so danhenry.org. Get the cheat sheet. You'll then get an invite to my group. I'm in my group all the time. I'm going to tell you my whole story in a lot more detail than I went in on here because there's a lot into it. I'm going to tell you my whole story on how I went from broke to this in a 5-day sequence.

In that sequence, I'll offer you a chance to watch the webinar. Then, you'll see the webinar. Then, you'll get a bunch of case studies and all of these. If you want to buy the course, go for it. If not, I don't know. Send me chocolates.

Steve Larsen:

Yes, no, and honestly, you guys should go buy. Dan Henry is the cutting-edge on this stuff, and he's going to stay that way. That's just how who he is and why he teaches what he does. There's been people that built funnels for him like, "Okay, I'm going to build the funnel. You send the traffic." They're like, "Oh, okay. Yes, yes, yes, yes, yes, yes."

They're just really excited about the funnel. Funnels are great, but they are dead without traffic. You have to have people in them. This is the other part of the pie. It's not even a full thing until you have both sides. You got to have some kind of funnel, somewhere to send people, some sequence, some automation, but if you have not traffic, I mean you're already dead in the water. You might as well not even build a funnel. Go buy his course.

Dan Henry:

Right.

Steve Larsen:

Go get his course.

Dan Henry:

Thank you, Stephen, for the going endorsement.

Steve Larsen:

Yes, this is not a planned endorsement. It's just this is good.

Dan Henry:

Yes.

Steve Larsen:

I appreciate it.

Dan Henry:

I mean I appreciate you having me on. This is great. I love it. A little early, but I'm sitting here barely awake, but it was absolutely fantastic coming on.

This was my favorite podcast to do where I couldn't fly off at the mouth with profanities. There are some podcasts, if you look up, that I just go nuts on because it's just me. That's how I am.

Steve Larsen:

Yes, yes. That's awesome. Well, hey, thanks so much, Dan. I'd love to meet up again some time in the future and do a follow up.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your free built sales funnel today.

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I don't just build funnels in ClickFunnels. Full out websites are not only possible, they're CRAZY fast... Here's some tricks fo' ya!!

Steve Larsen:

What's going on everybody? This is Steve Larsen and this is an "HeySteve!" segment of the Sales Funnel Radio Podcast.

Announcer:

Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales Funnels. And now, here's your host, Steve Larsen.

Steve Larsen:

Alrighty Alrighty, Hey! So today's question actually comes from Becky, and actually I have interviewed Becky before in the past, so if you want to, go back and listen to her interview. It's absolutely, totally amazing. Absolutely amazing interview. But anyways, I'm going to play her question.

Becky:

Hey Steve, I was wondering on your template for the website, why you made every page an order page?

I think I know, but just wanted to be sure. Thanks so much!

Steve Larsen:

Okay so I actually get asked that question pretty frequently.

Now if you guys haven't done this in the past at all, please do in the future. I made my entire website, salesfunnelbroker.com, available for everyone for free. I mean you can download literally the entire thing, straight into your ClickFunnels account. Now if you don't have ClickFunnels, that's totally fine, it'll just give you a two week free trial, so you can go in, literally switch out your pictures, content, copy. Honestly, and what I would do, and I'm telling you guys to do this and a lot of people I think would freak out at this, but ...

Literally put up my website on one page or on the right side of your screen and then the version that you download from me on the left side, and then you can go through and just add or change whatever and just make sure you model after what I've done.

It works, almost everyone it works quite well...

I want you to know, I had somebody come out and they were on YouTube and they were calling me out saying, "How is it that," I can't remember what they said. They were like, "How come you didn't give this to me for free? Are you serious, you're not,"

They said something like that, I can't remember exactly what it was, but I was crazy fired up, like, "Are you kidding me? I gave so much stuff away for you guys. I just finished building another person's Funnel, and I charge ten grand for them, and I'm giving you the entire website for free. That's like giving ten grand away."

I got to be honest, I still get a little gut check every time I do that because I worked two or three hundred hours on that thing. I worked a long time on that, but I just wanted you guys to know that I do care about you and I'm obsessed with Funnel building.

So anyways, back to the question...

Becky asked, "Why is every single page," when you guys download it you'll see it, "Why is every page set up as an order page?" If you don't know what Becky is talking about, when you're inside of ClickFunnels, before you get in the editor but you're in the actual Funnel, you'll notice on this left side that it all says "Order Page."

So the first page will be a home page but underneath it says "Order Page," right? Then there's an about page. Underneath it says "Order Page," and I've had people ask me, "Why do you do that?"

So think about it this way. ClickFunnels is absolutely fantastic, not just for building things like Funnels of course, right?

I use them to build websites, full websites, and I've done it for many people. You can check out echoh2water.com, that's a full one I built out. I guess I won't list them all out here, but I've built a ton of different websites inside of ClickFunnels and the way that I do it is first, right off the bat, I make every page an order page.

Here's the reason...

A lot of times what happens is I say I'm building a site, I'll say I'm building a full website inside of ClickFunnels and in the future, I'm like, "You know what? I would love it if I just sold something straight off of this page."

Let's say I'm in the about page section of my website. If you went to salesfunnelbroker.com/about, you'd see me and you'd see about me and I'm telling you guys who I am and what kind of person I am and trying to get a relationship with you guys, right?

Let's say I wanted to sell something off of that page right there. You actually can do it straight off that page because it's an order page. There's been many times in the past where I have, someone's come and I only made this mistake one or two times and realized I should build out every single page as an order page.

This is off of a website, understand what I'm telling you...

This is not a traditional Funnel that I built out....

The reason I do it is because there's been many times in the past where I built for somebody and I go out and I'm like, "Cool, hey, the project's done," and then they're like, "Hey, can I sell something just straight off of this page?"

And I'm like, "That was different than you and I agreed on. Sure. But I'm going to have to rebuild that as an order page type or there's some really ninja code things you can do to switch it," and I was like, "Oh I don't want to anyway."

So I just rebuild it real quick with one on one page, one on the other. But anyways, that's the reason why I do it though. So that to future assume any kind of purchase that might happen on that page in the future.

Now that's kind of a quick answer to your question, so I wanted to go through a little bit more about how I build a whole site inside of ClickFunnels, because I have been asked that so many times. So, that's why I was like, okay this is totally going on the show.

Becky I'll send you your T-shirt right after this...

Here's how I do it though. Like I was saying I build out, first I select, I delete everything out of the Funnel. I start out a Funnel, it doesn't matter what kind and click Funnels. I delete every single page. Then I just create an order page one and choose any template.

When I open it up though, I delete everything. Then I'll go out and I Funnel hack, essentially. Who are the other guru's out there? Who are the other people out there who are crushing it who I might want to model after? And I'll get four or five different websites that I like the look and feel of them.

I don't want it to be too corporate-y...

So then I go out and I build the whole thing and here's the key part. Make sure that all of headers with all the links are in there. Make sure all of the footers with all the links are in there.

Make sure you get that page, as far as a template goes as 100% complete as you possibly can. Because then what I do afterwards is I'll go in and I'll just save it as a template. I save that whole page as a template and then I just literally paste it out like five or six times and name one of them the about page.

Name the next one the services page, name the next one the podcasting page. Just like you guy see on the top of salesfunnelbroker.com. What's cool about that though, is the front page becomes, and any of the other pages become the entry point for other Funnels that I'm building out. So here, go check this out, for example this is how I do it.

If you want me to build the Funnel for you, I did not think about all the people that wanted that when I built salesfunnelbroker.com, I was just planning on being a broker, which I do that also, by the way.

But I was thinking, "Man, people want me to build their funnels for them, this is awesome, I'm really excited to do this!"

If you look, the salesfunnelbroker.com site is not in the same category in ClickFunnels as the services, /services Funnel is. It's a different Funnel. But anyway, I don't want to keep rambling on. It's now turned into a long answer, but that's the reason why so that I can assume that they'll be future sales, which is awesome, which is what I've done.

That free Funnel section, guys that's making like a grand a week and I'm not doing anything on it.

You guys can go do the same...

I want you to know though, you can download the entire site that I built for free, like I said, right in your ClickFunnels account. If you don't have one, just get the free trial, it will go right in still. But what I also did, if you go to the free Funnels section in there, scroll down to the bottom, I created a custom WordPress theme, so that I could still put up blog posts, and there's a whole other episodes that I've got on how to do that.

I've made the whole thing available for you guys though. It cost me a good chunk of money to create, a lot of time, a lot of time with another coder that I ended up hiring and she's awesome.

Well we ended up packaging up the entire blog theme and we made it available to all you guys. And so if you look, if you click across the top, salesfunnelbroker.com the blog at the top, there's a whole bunch of different places. Well the blog is not on the same URL, it's actually WordPress.

All I did is I went and I paid someone to custom create a WordPress theme that made WordPress look like the site salesfunnelbroker.com. So they looked like they were together on purpose. That's what that is. So if you want to, you can also get that as a companion to the entire salesfunnelbroker.com website.

Anyways guys, I'm sorry, this is kind of more of a nitty gritty, that was like hard core style more of an episode and I promise I won't do these too often and these "HeySteve!" segments is a little bit more forward, not as many stories I should say.

Anyway, guys, thanks so much and Becky thanks so much. I will get your address from you and then I'll send you off that T-shirt. Anyone else who has a question though, please go to salesfunnelradio.com and you can see, if you scroll down on the right, there's a little green button you can click it and ask any question you want. It will forward off to my email.

I kind of vet the questions to see which ones will be great on the podcast and then I send you out a free "HeySteve!" T-shirt kind of as a thank you. Anyways guys, hey thank you so much, and I will chat with you all later.

Announcer:

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free T-shirt when your question gets answered on the live HeySteve! Show. Visit salesfunnelbroker.com now to submit your question.

 

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Steve Larsen:

What's up everybody? My name is Steve Larsen. Thank you for listening to Sales Funnel radio. This is a special, "Hey
Steve!" segment.

Announcer:

Welcome to Sales Funnel radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen.

Steve Larsen:

All right, all right, all right. Hey, I'm going to get right into the question again on this one. I really really like this question. This is, this goes a little bit beyond building funnels and is more about how to manage building funnels. If you're doing it for others, or kind of just in general. Anyways, I'm going to go ahead and play the question here from my man Keith.

Keith:

Hey Steve, it's Keith Mosely. Wanted to ask you, what do you use to log your hours that you spend on your funnels? How do you send out invoices and generate quotes for customers? Thanks man.

Steve Larsen:

Keith, okay. Great, I just love this. I smiled like crazy when you said this because obviously there's the skill behind building, but then, how do you build a business around that?

That's obviously what I've done...

Okay, so when I was 17 years old, no no, I was 18, just barely 18, just barely graduated high school. Had no idea what I wanted to do with my life still. I'm still figuring that out. I plan on being a kid forever.

I went to get a job at Discount Tire and I was a tire buster. I got over there and there's a bunch of rough guys. They, at least for the store that I was in, I mean, they would like, they'd push my buddy and I all over the place. There was this thing called tire tongues. It's like these big steel pieces of, well, they're big pieces of steel. That's basically what it is.

It helps you pry tires off of cars and stuff. I mean, they like, pushed my friend around and stuff. Anyway, they were some tough dudes. I was trying to be all cool, whatever. I'm trying to be really fast at my job so that they liked me.

I ended up being really really fast. I would go work and work and work. We'd work from, and it was during the winter season so there's hardly any heaters in there. We would get crazy sick. There's no breaks, there was no lunch breaks or anything like that just because we knew we were good and we knew we were fast.

We wanted to be that way...

I worked day after day after day. We'd work 12 hours a day, pretty much every day. Oh my gosh, it's so crazy. I ended up being really good at the job. After 12 hours, I think only got paid like $10 an hour, not much. I would come home with $120 right, for my time. I was like, this is cool. Up until that time, I had been working at different places.

It was probably the highest paying job I'd ever had that time...

Anyways, I was like, "Cool. I'm going to try and get really really good." I went and I started getting faster and I started getting faster, started getting faster. What was interesting is my pay got less and it sucked. I was better, but I was getting paid less for it, right?

I would be able to get all the cars done 10 minutes faster than everyone else, even faster even faster. I was like, "Man, this is dumb." I didn't think about it much.

Time went on, time went on. You know, 4 years went by. I was in college. I was doing lots of stuff and I started working at this pool repair company. We would build swimming pools. Residential swimming pools for celebrities and stuff. I got to go hang out and meet a lot of the Denver Broncos team. Colorado Rockies. A lot of really famous baseball players, golf players.

Actually, the singer from ... This is totally a... sorry guys ... Singer from, I think it was One Republic, I used to clean his pool. The guy's got a sick house man, it's awesome. His pool's underneath his house.

Anyway, what was frustrating for me though is I got fast. I got good. I got better than everyone else but I got paid less for it because I finished my route faster.

I was like, "This is retarded. I can't." Anyway, I remember there was one day. I had just really started getting into, kind of, side entrepreneurship. I wasn't full fledged into this, like I am now obviously. I remember there was, kind of the last day, I was going to go back to the school.

The summer was over, whatever. I picked up this little piece of broken tile on the ground. I remember looking at it. I had worked construction jobs like crazy. A lot of my teenage years, even into my very early twenties, in college and things like that.

I picked up this piece of tile, for whatever reason, it's very nostalgic for me. I was like, I'm never going to work a construction job again in my life. There's nothing against that, I was just trying to get out of the time and effort economy and trying to get more into the results based economy. There's an episode, podcast episode, that I kind of ranted about that a little bit.

It was very important to me...

Keith, to get back to your question, when you say, "How do I log my hours?" I don't. I don't. What I do is I log my projects. I log how good they're performing. I know I can build a totally kick butt funnel.

I have done over, just in the last 6 months alone, over 100 funnels...

They're good and they work. I have busted my butt to get very good at them. I don't charge by the hour, I charge by the project because you're not just paying for my time, you're paying for my expertise.

All the times I've sacrificed...

I would hid in our college campus, when I was in college, I would hide in the campus, really late into night, hiding from security so I could keep studying. No joke, funnels and building funnels.

I am so obsessed with this topic that I've given up a lot for it. There's no reason at all why I should get paid by the hour. I say that to all of you who are listening right now. Understand that you guys are too good at your specialties to get paid by the hour.

Pay by the project...

That means I can go build a funnel that's totally awesome, in about a week, sometimes two. It's going to be an amazing funnel. I charge 10 grand for the funnels that I build. They're awesome. I just finished one and it's amazing. They love it, the client loves it.

I'm off to another supplement funnel right now. They just, I know they're going to love it. They're not just paying for my time, they're paying for expertise.

I would dare say that if you take a crap load of time on something as specialized as a funnel or whatever it is you're specialized in, maybe people would like it if you're actually faster. They might actually like it if you don't charge by the hour, charge by the project right?

No matter how fast you get it done, you'll still get paid, which keeps you motivated and keeps them to their word. It's awesome. That's the first thing I do.

The second thing that I do is, you talked about invoices, how do I send invoices? I actually don't either. I'm maybe kind of a different kind of business guy than you would think. I take half of my money up front. Then I take the other half when it's over. I give a discount though if you pay or it all up front.

For example, one of the last guys I just billed for, I said, "Hey" ... He needed a lot of extra custom stuff and it was going to take me some extra time. His actually took 2 weeks. I think I had to go out of town, or something like that. Anyway, I was like, "Hey look, I'll do ... I need to charge like 12 grand for this because this is intense. I can pull it off, I know I can do it, it'll just take me a little extra time."

Right?

I was like, "So, I'll charge you 12 grand, so it'll be the first payment is 6, and obviously the second one's going to be 6 as well. Or, you can pay the full 10 up front and I'll take off the extra 2."

That's a good way to structure it as well. Some people like that as well. The only reason why I spend so much time teaching you about this stuff is that I have been burned so many freaking times by people who want to take advantage of the things that I've worked hard to be good at.

For example, when I was doing ... I think I've told you guys this story, at least on a podcast before, that I was a traffic generator for Paul Mitchell for a little while.

The Paul Mitchell, the hair school. It was awesome. It was super cool. I was in the middle of college and we were driving traffic for these guys, we're helping them get more clients, more people coming in.

One person coming in is worth like 20 grand, so they had a lot of lee way to spend money and still be profitable. We were driving traffic, it was awesome. We start building these sites for some of their rising celebrities. I'm totally saying the name Paul Mitchell right now because I'm still pissed off about this. They came to us and said, "Hey look, we got to build the site in 36 hours. This guy's going to get on TV in 36 hours and we need him to be able to say, 'Hey, go to such and such URL.' and say on TV what website to go to."

We said, "Holy crap! 36 hours? Do you guys know what you're asking us? You're pretty much asking us to stop everything else we're doing." My buddy and I, we sat in his living room for the next 36 hours.

We didn't sleep. We barely slept, we barely ate. Just bloodshot, bleeding eyes. We got it done though, in just an hour or two to spare before he got on TV. It was a screaming success, it was totally awesome.

They never paid us...

They still owe us a ton of money. Anyway, it was very very frustrating for all of us. That's the reason why. Unless you are dead sure that it is a successful company, do not take on people who are start ups and do not take your money solely in the back.

Do half up front...

When you guys are these specialized people in whatever industries you're in, I would say to do that every time for everything.

Anyway, I guess that's the second question. The third one, you're talking about, "How do I give quotes?" It's built in. It's kind of a secondary part to the invoice question. The way I do it, like I said, I charge a base of 10. The a lot of times I'll even charge, you know, even 15 or 20. The reason is it depends on what kind of funnel. It depends on how serious of a funnel do they need.

Do they need custom code? Do I need to build a whole membership site? Am I writing all of your copy?

Which is huge...

If someone needs that, that adds a tone of time and a ton of brainpower. I go into hibernation mode for a week. My family does not see me. It's not like I just toss these things up, just so you know. It's stressful for me too. I go into hibernation mode. I don't see my family for like a week or two when I'm doing these custom ones for people. Especially when you add something like copy in.

Do I need to write the scripts for your videos? Do you need to shoot the videos? Do I need to edit them?

I do basically the whole Adobe suite. Photoshop, video, audio, I mix my own podcast and that's the reason why. Anyway, that's why though. I go and it very much depends on also, are they a brand new start up?

Which I'm very hesitant to take startups on because people think that the funnel is their business, and that's not true. Their product or their service is the business.

If something goes wrong with the funnel or they don't like something, sometimes they think that it's the funnel's fault, when in reality, 90% of the time, it's actually the fact that their business model is not proven.

Anyways, I have probably given way too much on this, but man, like, serve your customers like crazy, but have another backbone for when you need to put your phone down and say, "Look, I've worked my tail off to get good at this. It's my unique ability. You got to pay me. I want to get paid half up front."

That's what I do Keith.

That's a bit of a rant. I don't log hours. I don't really do invoices. I just do it.

There's a quote, I went through the certification program with ClickFunnels. I did it in two weeks. It's a 3 month course. I actually got in trouble for it which is kind of funny.

Anyway, I did the certification in 2 weeks and then they help you with some different, really cool formats for contracts you sign with people for getting funnels and stuff like that.

That was really nice to use...

It's kind of a starter place. Anyway, hey, that's, I'm kind of ranting now. I just want you to know, that's what I do. Thank you so much for the question Keith. You and I will chat and I'll send you over your T-shirt. Anyone else, if you want your free, "Hey Steve!" T-shirt, please go to salesfunnelradio.com and scroll down just a little bit. There'll be a button, a green button on the right that says, "Ask the question" or "Start recording". It will be highlighted.

You can ask a question straight off the browser. It forwards right to my inbox. Then if it makes it on the show here, I send you over a T-shirt. Anyway, hey guys, thank you so much. You guys are awesome. I really appreciate you.

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Hey, what's going on, everyone. My name is Steve Larsen, and welcome to Sales Funnel Radio.

Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best Internet sales funnels. Now, here's your host, Steve Larsen.

All right. All right. I'm making this real quick actually. This is going to be a fast episode. Russell is out of town, Russell Brunson, so he asked me to run Funnel Friday for him. If you guys haven't seen Funnel Fridays, just go to FunnelFridays.com.

It's the show that he and I have been putting together, along with Jim Edwards and there's a few others, but we basically show people how they can build funnels in a matter of 30 minutes. We don't always finish them. In fact, most of the time we don't.

The whole purpose of it is just to show that you really can finish them quite quickly. Anyways. Man, I got to go put that together real quick.

I'm a little bit nervous. I'll be honest with you....

If you're on this podcast, you have the privilege of knowing that. I'm nervous. Four thousand people watch that show live, and within ten minutes, five hundred thousand people get it in their news feeds on Facebook. Anyways, I'm a little bit nervous.

Anyways, I build just as much as Russell, so I should be all right, but I'll just be honest with you right now. I'm a little bit nervous. I'm here early. I always am, but here to figure out a plan. I ought to make it cool, but I want to share something with you real quick. It starts in two hours and I'm just getting here to figure this stuff out.

Two hours...

You might think, "Steve, why would you show up just two hours beforehand just to figure it out now? Shouldn't you be figuring out that a day or two ago when you found out?" Here's the reason why.

I remember back in college, there were these semester-long projects that teachers would give. People would go walking around all the time thinking, "Oh my gosh, I got to start this thing," and they'd start crazy early. Then the whole semester would go by and they'd still be getting things done.

I would start a week or two before the semester-long project was even due. People would be like, "You're insane, dude. That's suicide. Holy crap." I would always get it done. I would almost always get an A, also.

People would be like, "What the heck, dude? How did you figure that out?"

There's a principle that I learned in the middle of college and it saved so much headache and stress. I had free time again.

I could do things again...

I kept funnel building for people in the middle of college because of this principle. All right? Here it is.

The amount of time that you assign to a task is equal to the amount of anxiety you're going to feel in it...

That's one of the principles. Let's say you know that something's coming up in a couple months. You can't do this for everything. Obviously, there are some things you just have to get done in a certain order.

There is planning...

There is preparation, but you can use this principle in a lot of different ways, and I've done it, I don't know, for the last several years, and it totally works. It's the reason I'm here right now.

I actually do have to get off and actually prepare this thing soon, but here's the other part, too, with those that your head and your subconscious understands that something is coming up, and it will already have been working on it before you actually start going on the task. As long as you know it's coming up, you'll already start to get ideas, things will start to formulate, and you'll be like, "Wait a second." I'll tell you guys. It was actually this morning in the shower. It hit me. I was like, "Ohhhh, I know what I'm going to do."

It hit me. Then I got to the office real quick and I'm going to build it real fast and all will be well. Anyways, that's basically it.

The whole point, the whole principle here, is that you have to think of whatever task is coming up for you soon, don't start on it on purpose. People call it procrastination.

There's actually a good side to procrastination, and I've been doing it for years.

If I'm about to go on a trip, I don't start packing until I need to leave, I don't know, like an hour or two.

There's no reason to...

You'll be able to figure out, and you'll always get it done. That's the funny thing about it is that everyone says, "Oh, you're not going to be able to get it done. Oh, you're going to run out of time."

Every once in a while following this principle, that has been true, but 90% of the time has been totally fine, and it saves me all the stress and anxiety so that I don't have to think about it the whole way.

"Am I going to bring a toothbrush?" Sure you are so just put it in. It's the same thing with funnel building though. Most of the time when I follow this principle, as soon as ... What's a good example of that?

This is one of the first funnels I ever built. If you look at FixdInsurance.com, F-I-X-Dinsurance.com, there's no E in Fixd, that's one of the first funnels I ever built, and it was awesome, man.

We had customers right off the bat. We were making money. It was great. I remember I got ClickFunnels as a trial. I waited to get the ClickFunnels trial for just a little bit. I planned it all out, meaning two days.

I planned it all out, figured out what I was going to do and go build, and then I was like, "Okay, it's a 2-week trial. I'm going to be making money before my trial's up." Boom. I hit the start button and I built and built and built with this ferocious focus, and I stayed up late for a week and a half.

I just crushed it out and pounded it out, and it was the first one I ever built, so I was a little bit slower at it, but I got it. I got it done, and we were making money by the time the trial was over, but it's because of that principle. I understood it at that point.

You just make decisions quickly. Just make them really fast...

I heard a stat on the radio yesterday actually. It's funny I'm talking about this. The average adult ... I can't remember which study. I can't remember which institute did the study. I can't remember the name of it, but take it for what it's worth.

I'm sure you could Google and find it, but they're saying how a study was just done that adults make 35,000 decisions a day, micro-decisions, small things here and there, 35,000, and that kids, really small kids like infants and toddlers and stuff like that, they'll still make 3,000 decisions a day, but the number of decisions that kids are making and need to make a day are increasing like crazy.

Just think about how many times you look at your phone or your email or whatever it is. It's the whole thing throughout the day, but it's the same thing with building or your business or anything you're doing.

You just have to go create quickly. Speed is your friend...

That's one thing I've really learned a lot just watching Russell. I don't know if you guys know ... It's who I work for. That's my day job, and then I build my own stuff in the evenings and mornings. It's the reason I'm here 5 am every day, but anyways, just watching him, the dude makes so many decisions so fast.

It's insane. It's crazy how fast he makes decisions.

He sits down. I'll watch the screen because I sit right behind him. He's all over the place. It sounds chaotic, but it's actually not. He just follows wherever his thoughts are going at that moment.

I'm having a hard time talking. We track it all on something called Trello. You use Trello to gather everything. We have one board just for him and I, and we track our stuff, what we got to do, all the things. Anyways, we just make decisions quickly.

There was a guy that we brought in recently. I won't say his name in case he listens to this, but he's one of the guys that gets hung up on details. He sits back and he's like, "Well, what are we doing to do about this?" We'll say, "Hey, we're going to do X, Y, and Z."

He'd go, "That would be awesome, but, man, this could happen with X and be careful of Y and look out for Z." We'll be like, "Yeah, we already know that there's a risk. What we want to have happen is more than 50% of the time have a funnel work and have it make money and just break even. If we can do that, we'll make a million dollars with the funnel. Let's just move on."

He gets hung up on the details and just driving Russell and I nuts. It's driving me nuts more than him because I'm working with him a lot.

Just make decisions fast and understand that your brain is going to be able to handle it if you wait a little bit and on purpose...

What you'll find is that you have more free time in your life, but you'll still be able to get all the cool stuff done also that you wanted to. Anyways, I'm talking too much. That's basically the whole principle.

Wait. That's basically how I got straight A's in school almost in every semester. I waited on purpose. Guess what? I almost always got it done. Almost always got my assignments done, and the teachers knew I had good work, so the times I did have it a little bit late, they were like, "That's fine. It was 5 minutes late. You're cool."

I played the game and I buttered them up...

I did all this stuff that you're supposed to do in the game called school, and I'm doing the same thing with work. Give yourself short deadlines. Don't kill yourself.

No one can have crazy, ridiculous stamina all the time. Everyone needs a break at some point, so take the break, but understand that you'll still be able to get the things done you need to if you're willing to go through it. When it gets close and people are like, "Oh, I haven't even started it yet. I think I'm just going to fail." If you're not willing to go through ... There are some little moments of anxiety.

The first 20% that you push through might be a little bit muddy. You're trying to figure out how to get things done, but all of a sudden you'll have this moment of clarity. Pew. All these ideas and the way they connect together and how you have to build it or put things together or whatever, if it's an assignment, will just come waltzing into your brain.

You'll know exactly what you got to do. I do that every day now on purpose...

Anyways, guys. That's all I got for you. If you have a question or you might me to review your sales funnel, I've been doing that for people quite a bit lately, or if you want a free sales funnel, just go to SalesFunnelBroker.com. I got a whole lot of resources there for you. You can get a free t-shirt there if you ask a question and it gets on the show.

All right, guys. I'll talk to you later. I got to go build Funnel Friday real quick. Bye.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free t-shirt when your question gets answered on the Live "HeySteve!" Show. Visit SalesFunnelBroker.com now to submit your question.

 

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People Always Ask How I Got So Fast At ClickFunnels… Here's How…

What's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio.

Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen.

Okay. Okay. Okay. Yesterday, I was getting my haircut. I'm in the military. I'm in the Reserves. I'm in the Army. They like your hair cut a certain way. It's funny because when my hair feels long, everyone else, it's barely noticeable now but it's thinning out or whatever. It's funny though because I go get my haircut at the same spot every three weeks. The same girl has been cutting my hair. It's funny.

I'm such a ClickFunnels evangelist...

It fully changed my life. I just always wanted to be able to change others, too, so I tell everyone about it. I imagine a lot of you guys are the same way. You guys have messaged me personally, some of you and talked about that a little bit. I'll tell people at the grocery store. I'll tell people all over the place.

I've been telling the lady that cuts my hair, she's actually young.

She's quite a bit younger than I am. I'd say probably 21 and she wasn't that much younger. You guys are really going to laugh that I just said that but anyway, she doesn't really know what she wants to do with her life.

I kept on telling her...

It's been two times in a row now. I'm like, "Hey. Seriously, if you want to shortcut all the things that I had to go through to learn what I do, it took like five years, read the book, Dotcom Secrets and then go to ClickFunnels and watch the Funnel Hacks web class.

If you do those three things," that's what I tell everyone to do. "If you're just getting started inside the ClickFunnels, those are the kinds of things you need to be doing." I spent so much time, so many hours. I can't tell you. I don't know why but I actually listen to a lot of podcasts and audio books while I'm at the gym.

I have been doing that for a very, very long time. Staying up super late reading like crazy on our couch for years, and years and years, just studying my guts out.

I remember, I think I told you guys a story also that there came this point where I'm just like, "Okay. I just found ClickFunnels. I've been working my guts out doing stuff with Word Press and it was not that good. It's super rough, very, very hard." I'm not a coder or a programmer. I'm self-taught on some things now but especially back in the day, I had no idea how to code or program or anything.

I remember looking at myself in the mirror and I was just telling a friend this story actually.

I remember looking myself in the mirror and thinking, realizing, "Oh, my gosh. ClickFunnels is literally going to change the world. It's going to change the way everything is done, especially online."

It's been doing that...

We've been growing like crazy. I think there's 24,000 members now. Two weeks ago, there's 21,000. It's exploding. It's been going nuts. It's very, very exciting. Very exciting time for all of you guys as well. If you're not using it, please go get the trial. There's a free trial link that I have. It's at salesfunnelbroker.com/resources. Go to the resources page.

Anyway, I remember looking myself in the mirror though and slamming down on the counter being like, "I am going to get freaking good at building funnels. I'm going to get good. I'm going to be the best in the world. I want to go out and be the best."

I remember making that decision and looking myself right in the eyes and realizing that I was going to do whatever it took to get good and to get amazing and then get to a place where I've got enough assets out online that I wouldn't need to work for anyone else.

That's totally what happened...

I work for Russell Brunson because it's fun. I don't know. It's just cool to be here. It's fun to be on the cusp of everything that's going on. I'm certainly a ClickFunnels evangelist obviously. I want you guys to be doing the same thing. To be slamming down the fist, go seriously do this. I don't know if it's cheesy or whatever but for me, when I get ticked off or pissed off about something, when I get intense about stuff, that's when stuff in my life starts to change.

That's when stuff starts to go well the way I want it to...

If I'm like, "Oh, yeah. No. I'm going to do that. Yeah. I'm going to do that," and it's this future plan thing, it doesn't ever really happen. If I start to look at myself in the mirror though and I have to get a little bit pissed off and sometimes, what's nice about that is that the first few times I tried something, I fail.

I fail like crazy. I fail a lot. I fail often and fail hard...

It pisses me off more so I just push harder and ask more people and research more and learn and learn and try and launch, and launch and launch and launch.

Finally, I don't know what really shifted but it's about a year and a half ago, things started changing and suddenly, all this stuff started making money. I was like, "I think I figured it out."

Anyway, it came down to this point of me trying to get good at it. One of the reasons I wanted to talk about this is that I've had a shocking number of you come to me especially in the last two weeks and say, "Steve, please teach me how to be a funnel builder. Please teach me." I got some cool that I'm working out in the background for all you guys who've been asking that. You guys have been able to come funnel hack with me for a little while now.

I'm not ready to announce that yet...

That's a little sneak peek of what I'm thinking. It'd be cool but enough of you guys have asked that that I just wanted to point that out that there came this point where you got to get pissed off about it. Don't be bashful trying to be the best in the world about it.

Meaning, that's not going to happen on accident...

You have to do that stuff on purpose. Just build. I told you these are really the four things I tell everybody to do who is going to get into ClickFunnels. Number one. Read Dotcom Secrets. If you don't like reading, listen to the audio book but look at all the pictures and the graphs.

No joke. That book will shortcut so many things that I had to go through to learn what I have. Okay. I'm talking years of stuff. All right. It is the most influential business book and personal development book that I have ever read. It's very, very, very tactile, very, very how-to.

I don't know how else to give a great promo for it. In the blog post with this podcast, the blog at salesfunnelbroker.com, I will include links to all these products. You guys want to go search them out, okay. Yes. They're affiliate links. Get over it. I'm just saying.

Anyway, copy me though on that. Okay. That's the reason I do this stuff. Yes, I put you through affiliate links. Yes, I send you guys email promos. Yes, I do it but look at what I'm doing because it works. Okay. Anyway, back to the list. Number one, you've got to read Dotcom Secrets.

Number two. Please go watch the Funnel Hacks web class. Obviously, I'll put those links in there as well. Anyway, go watch the Funnel Hacks web class. It will show you what it means to be a funnel hacker. That's why you have to watch that.

Number three. Go get the ClickFunnels trial.

Number four. Once you have the trial, go find the industry and the business that you would love to have the most and go funnel hack them. If you watch the web class, you'll know what that means. Copy them. Okay. This is what I tell everyone else. Don't model right at first.

First, you just got to learn how to use ClickFunnels. All right. Go find a funnel of the funnel that you wish you had and I want you to copy it. Literally, everything pixel by pixel, try and recreate everything you can inside of ClickFunnels. That's cool. I told you guys the story once. I definitely did that on a date once with my wife. I cloned out the home page of the email company, GetResponse.

Anyway, I was just seeing how it worked. Pixel per pixel, no joke, I cloned out that entire home page. I was like, "Oh, my gosh." That's about the same time I hit the counter and I was like, "I'm going to get the best in the world at this." Anyway, those are the four things. Go do that.

Now, how this ties back in the haircut, I've been teaching these things to the person that cuts my hair. I was like, "So, go do this. Go do this." She's got divorced with her husband and she's like, "Everything sucks, you know." She's in a dark place or whatever.

She's like, "I wish I had more money. I could do some more things." I was like, "Here's how you do it. Here's how you do it." Okay. That was two or three times ago. She cut my hair.

That's probably two months ago, three months ago. I came back. She hadn't done anything. She's like, "What was the name of that book again?" I was like, "Oh, crap." If you don't read the book, I know you're not serious. That's seriously one of the ways I vet people. That's the thing that Russell and I have figured out as well.

If you suck at ClickFunnels, usually it's because you have never read the book. Anyway, she was just like, "No. I haven't read it." I came back again. She's like, "Oh, I got the book. I just haven't read it." This last time, she's like, "I've got the book. I'd actually downloaded it this time. I just haven't read it. I don't know. I just like to go home. I don't want to have to learn anything."

She seriously said this. I was like, "Oh, you are not my target. I'm going to give up on you." She's like, "Yeah. I just don't want to learn anything. I come home after work. I just want to honestly, I want to party and I want to just not do anything when I go home." I was like, "Oh, okay. Really? Oh, my gosh."

Please don't be any people like that. Gosh...

There's something almost sanctifying to this entrepreneurial struggle that you and I are involved in. You know what I mean? It's very cleansing. It shows you. I remember Robert Kiyosaki said once.

He said, "One of the reasons why business is so amazing is that," especially entrepreneurship, "Is that if you go and you decide to be an entrepreneur and you're pushing really hard," he's written those books. Obviously, Rich Dad, Poor Dad, The Cashflow Quadrant, those two are my favorite from him. Some of the others were really a little fluffy for me. I like the tactile stuff. He wrote in there that as you start to get down and you start on this entrepreneurial journey, it's exciting at first. Very exciting. "Oh, I'm going to be an entrepreneur."

You beat your chest a little and go, "Yes. I'm going to go do this. I'll rule the world."

Then you go like, "Wait. What really does that mean?" One of the first hurdles you're going to hit when you start moving as an entrepreneur, this is what he teaches is that you're going to experience some serious personal character flaws. Business will do this thing that it gets you. It takes you and it gets you.

It shows you. "Hey, Steve. Here's what you suck at. Oh, did you know that you are a night owl?" "Oh, actually, I didn't know that." Business and the pressure, the good pressure but the pressure of entrepreneurship, "Wow. You showed that to me. I have a hard time sleeping sometimes if I'm trying to get something to work and it's not working yet." You know what I mean?

"Oh, wow. I get a little bit edgy when I got X, Y and Z on my plate. Wow. Character flaw exposed, right?" You all see what I'm saying?

For this lady, for this girl who is cutting my hair, she's having the exact same things happening to her and I'm watching it. It's like, "Wow. That's the first hurdle she has to overcome. Yes. I have to learn stuff to actually be successful."

You know what I mean? You can think back and go, "Wow. What are the character flaws that have been exposed to me while I'm trying to build sales funnels?" What are these character flaws? What are the things right now? I'll tell you right now, like I said, I get so excited about the things that I want to go build and put out there.

I'm building 20 funnels right now. It's almost 20 funnels and I got to get them done in the next two weeks. This here on the side just personally, okay. It's a crap ton of funnels. Anyway, here's one of my character flaws. I'm going to be vulnerable here for a second.

I love to lift weights but when I get excited about stuff, the thought of spending an entire hour to an hour and a half in a gym, not being able to build cripples me.

I don't go. There's times where, maybe three or four weeks and I don't go to the gym. I've actually told my wife, I think this last Sunday. I leaned over and I was like, "Hey, look." Sure. I'm out of shape because I was 6% body fat when I was in college and jacked and ripped and competing and winning in sprint triathlons and things like that. It was awesome but I was like, "Man, I feel heavy. I don't feel good. I'm loving what I'm doing professionally but I've got to have my life balanced. I need to go start lifting more."

I've been lifting in the mornings. It's been great. For you, you guys are going to have the same things that happened to you.

You're going to have your character flaws exposed...

"Wow. I didn't know I was shy in those situations. Wow." Just watch your responses as you try to push forward and get things done and you'll start to notice and start to see the character flaws will pop up. Now there's going to be two things that happen when that happens to you. Number one, you're going to feel some stress and pressure.

Number one...

Your inclination is to shy away and go, "Oh," and this is one of the reasons why a lot of people don't get into entrepreneurship or try to make extra money on the side or even this little lifestyle so they can do things like take a cruise or whatever. They'll say, "Oh, I'm not X. I'm not smart enough. I don't have enough energy. I'm not good on camera. I can't do a podcast like Steve."

It's like, "I was scared to death to launch this podcast. I barely did it because I was so scared that you guys weren't going to like it." You know what I mean? There's been overwhelming response. You guys have liked it, which has been great and it fuels it. I'm realizing and you guys need to know this also, you are better than you think you are.

You are already. If you're already pursuing down this path, you're already owning and having and possessing knowledge of something that's going to make you better than the next guy.

Okay. I mean, professionally, competition wise., free market capitalism wise. Anyway, that's the whole thing. These are all the thoughts that started just sprinting through my head as this girl's cutting my hair.

I was like, "Gosh. Her character flaws are being exposed there. She's not doing the four things that I told her to do." Until she faces that character flaw, some character flaws we feel are roadblocks.

These was the two things I was going to go into a second ago. Some of them are roadblocks meaning you will not progress unless you get over it. Some of them are just hindrances. They're annoyances. "Oh, yeah. I'm tired pretty much all the time because I'm a night owl. Oh, yeah. I'm not going to the gym like I want to." You know what I mean?

As you push forward business, remember that business is all about pushing out your differences and exposing your strengths. Not your weaknesses, so the temptation will be to confuse your business activities with your character flaws.

Don't do that...

If you start to go through, "Well, I'm really, really bad at getting up early so I'm probably not going to do this business." Like, "No, no, no, no. What are you actually selling? What's the offer? What's the product?"

Remember, that's separate...

Think of the business as a separate entity than your own character flaws and body. You're trying to grow this thing up like it's a child. You're trying to raise it. Does that make sense? Anyway, those are the four things that I wanted to go over that if you want to get good at funnel hacking and funnel building, you got to go through.

Read the book...

Watch the web class...

Get ClickFunnels trial and then go clone one of your competitors...

Number two. Understand that as you go down this, you have character flaws that are being exposed to you right now. They're blowing up in your face.

They're saying things like, "Hey. You can't do this." Sometimes, they come in the form of others. Friends and family can come out. I certainly had a lot of friends, they've said some things like that, like, "Wow. It's so cute. He's Steve trying to be entrepreneur."

I'm like, "Okay. Stop looking at me like I don't have a job. I have a job and I have secondary income as more than my job makes. So that's great and I'm just having fun with it."

Anyway, I want you guys to know that this is all attainable to you. It's all very, very real, very real. The more real you can make it in your head and see it and catch vision of it, close your eyes. See that you are where you want to be.

Work your freaking guts out...

You are going to be able to get to a spot where you've got like, "Wow. I'm moving through the four things. The character flaws, I'm starting to overcome them. I'm personally growing because of business. Go figure. Oh, my gosh." You guys start to get to the spot where you got all your assets out and you go do cool stuff like take a cruise.

My wife and I are going do here next week. It is our fifth year anniversary. I guess these are my little post goodie announcements. It's our five-year anniversary. We got two kids.

Totally awesome and we're going to go down to Cozumel & Yucatan. We're super stoked. It's going to be a party. Anyway, what's cool about it is I know that when I come back, we will have made more money without me doing anything than we spent on the cruise, which is totally true.

That's the goal and that's the reality is that I got a few more funnels to finish in the next few days. I'm launching and pushing them over to somebody else for them to do the final polish.

We got a huge traffic source that we're dumping into. I know, I just know. I've done this enough times now to know that it's going to sell a crap ton and we're going to make more money on this being away than being here. Anyway, that's the beauty, guys. That's what I want you guys to go for.

Please tell me when you go take that first victory vacation, when you go take that first victory, whatever that is for you guys. My wife and I have not just gone on a vacation in five years so this is going to be great. The other cool thing that I wanted to tell you guys that I'm doing and please don't think I'm being self-centered on this.

I'm just excited about it...

I barely graduated high school. I was an idiot. I seriously got straight D's every semester for Algebra, for Spanish, for Science. No joke. I know what it was. I just wasn't turned on yet. I remember this point where the lights turned on. It was post high school.

Anyway, I barely graduated high school and what's funny is that I was highly involved in extra curricular activities. I was in choir. I was in a lot of theater. I was head editor for a yearbook. I got three state awards for my layout designs, which is great. I was really involved in that kind of crap but the scholastic stuff, I really wasn't good at.

What's cracking me up right now is that you guys ever heard of DECA, the DECA program? DECA has invited me to go speak at their regional conference with 3,000 kids tomorrow. I'm flying out in, I didn't even pack yet.

I'm literally leaving for the airport in 30 minutes. I'm at the office. I got to finish something then I got to go throw some clothes together quick and then I got to go.

Anyway, that's exciting and I'm literally going to teach 3,000 kids how to funnel hack. The competition that they've got going on is that whoever can raise the most money gets a scholarship to college. They're going to use funnels to raise that money. I'm going teach them how to do that.

It's very, very exciting. I'm going to finish writing a speech on the airplane. I got to finish sending out. There's a few promos I want you guys to see that I am sending. Just note that they're promos. Yeah, whatever, for some tools that I use that really speed up a lot of stuff. I'll let you guys, you're welcome.

Anyway, pay attention to your email...

You guys, I just want you to know that I think you're all awesome. If you need a pre-built funnel, definitely go to salesfunnelbroker.com. You can check out the free funnel section there.

A lot of you guys have been asking me personal questions on Facebook and things like that. That's great. It's just really hard for me to get back to that many people. If it's a question about funnels, my funnel strategy and stuff like that, go to salesfunnelradio.com.

Scroll down to the bottom right. There's going to be a green button there. You can click a button there and it will record a question straight off of your browser to me. I like to include them in the show. You might have just seen that the "HeySteve!" Show with Becky just came out. She's asking about how I order pages for almost everything that we can in ClickFunnels.

Some of it's a little bit more tactile but just understand it's pretty awesome there.

Anyway, if you got a question there, go and ask it. I vet the questions. If it gets on the show, I send you a "HeySteve!" t-shirt for free. Start with saying, "Hey, Steve. My name is," and then ask your question. No more than 30 seconds if you don't mind and I'd put it straight in the show.

Anyway, you guys are all awesome and appreciate it. It's been such a blast to meet so many of you guys recently. A lot of you guys reached out. Anyway, go crush it. Remember the four things. Remember character flaws. Expect them but go and tackle them and go crush it, guys.

I will talk to you after DECA and after our cruise.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Keep your free t-shirt when your question gets answered on the live Hey, Steve Show. Visit salesfunnelbroker.com now to submit your question.

 

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I love shows like Shark Tank but there's no way I'd ever accept VC money…

Good morning everyone and welcome to Sales Funnel Radio.

Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now here's your host Steve Larsen.

All right you guys I should probably ... I feel like I say, "Good morning" in every single thing that I make just because it is morning. We had a crazy night last night. My little ones they screamed the whole night, it was super hard. I actually slept into 6 which I know is funny to say that, but I usually get up a lot earlier than that. I'm usually at the office a lot earlier than I am right now, but it's still morning so good morning.

Last night we were watching a little bit about ... I love Shark Tank. You guys have probably seen the show Shark Tank. I don't know if my wife likes watching that show with me because we'll be sitting watching something she'll be like, "Oh that's great. I think if I had the money, I think I would invest in these guys."

I'm like, "No. No they're missing X, Y, and Z." The guys on Shark Tank will be like, "No you're missing X, Y, and Z." My will be like, "Why, why, why?" We have to pause it and I'll explain to her like, "Well kinda."

Anyway I wanted to really quickly share a little bit the only 2 metrics that really matter to a venture capitalist. Mark Cuban was in there obviously, and it was these 2 guys selling ties. It was called Tie Try or something like that. Tie Try guys  I'm very sorry but I'm about to slam you, but it's okay because I have love.

After like 2 months these guys were in there asking for venture capital money. Right off the bat I'll just tell you, unless you have made millions of dollars profit that is way too early to ever ask for venture capitalist money. Second you don't really need venture capitalist money most of the time.

That's my humble opinion...

I never ever. I've been offered. I don't take. Do not take investment money from anybody. There's no reason to. You just bootstrap it and you learn more that way, and your business is better than the competitor after all anyway.

Anyways, there's 2 metrics...

Mark Cuban was sitting there and he goes, "Guys okay you've been going for 2 months. You're selling these ties. Right?" It was basically like ties with a Netflix model. You could ship ties back and forth whenever you wanted.

Mark Cuban was like, "What's your average cost to acquire a customer?" They're like, "We don't know. We've never really paid for a customer." Like, "How'd you get the ones you have now?" He was like, "Well we just kinda walk up and down campus that we're on right now."

Mark Cuban just dropped his head he's like, "Ugh." The reason why is because it's untested. Then the other one is, so costs to acquire customer and the other one is average cart value. He's like, "What's your average cart value?" "Like 12 dollars. It's the 12 dollars a month that we're making right now per customer." Or something like that.

One by one each of the sharks are like, "No. Something just isn't right. No. Something just isn't right." They went down the road and they kinda all said the same thing. The last guy, I can't remember his name. The guy who's really into fashion he goes, "The only problem that I have with what you guys are doing is that I haven't heard you once talk about the joy of wearing a tie. Why a tie's beautiful.

You seem to have no passion about the product...

Why would I? I'm not going to be passionate about you doing this business and taking my money if you're not passionate about your own thing."

I thought that was really cool what he said. Everyone was like, "Yeah that was it. I couldn't put my finger on it. That was it." It got back to Mark Cuban again and he's like, "Look the only problem is that," he asked again, "How much was your cost to acquire a customer?" They just started saying, "I think it's probably around 8 dollars or something."

He goes, "You're just making up numbers now. No. My answer is no and here's why." He just laid into them. I was like, "I would never invest in those guys. Only 2 months old?" I don't even want to grow business and scale business, but unless you have data that you could point back to average cart value and cost to acquire a customer there's nothing. It doesn't matter how much money you're getting per customer, unless you know how much it costs.

McDonald's for example. McDonald's spends a dollar and 81 cents just to get you to their drive-through. That's their cost to acquire a customer, a dollar and 80 cents an average per person over advertising and all the stuff they do.

A dollar and 81 cents. Then their average cart value, I can't remember exactly what it is. Let's say it's like ... The average person spends 5 or 6 bucks. They're making on average per visitor an average of 3 or 4 dollars. That doesn't sound amazing, but because you have those metrics covered you can scale the business. You now know, "All right. When a customer comes up on average I will have spent a dollar to get them there, a dollar 81 to get them there and I will have brought in revenue of 5 or 6 dollars."

You need to look at your sales funnels...

That's the only reason I'm bringing this up. I have a funnel secret. My cost to acquire a customer with my adds, I just checked last night actually, it was actually close to McDonald's. I think it was like a dollar and 60 cents or something like that.

My average cart value was actually like, I'm thinking through the metrics. I should have pulled them up. Dang it. I was making money. That was the point is that every single time someone comes through and they subscribe my average dollar per lead profit is like a dollar and 50 cents. It's not very big. I want to make it bigger obviously.

That's the fun part...

Once you know those metrics, once a funnel is up. Everyone stresses about building the funnel and putting the funnel out there, which you should. That's good, you need to stress about that stuff. Put lots of strategy behind it, be extremely thoughtful about it but if you don't know those 2 metrics, it's not done once you start sending traffic.

Then you got to go track everything and go, "Okay. All right my conversion between my second and third page is 15%. Then between my third and fourth page it drops to like 2%. What's wrong with this page? Somethings wrong with it." That's a pretty steep drop.

I had a quiz actually. There was a guy I was building for once. We had a 70% conversion rate on his very front end. It was a quiz that I built. 70%, that is huge. I have never had that anywhere else. That's incredible. I have had like 70% email open rates before to a cold list, but that's cool that's another story. 70% conversion rates on the front.

For all you guys who don't ever do funnel stuff I'm sorry this is crazy technical. The whole point is that after that 70% dropped, meaning the very next page it went to like 20% purchase on the very next product, and then went to like 5%.

That's a huge decline...

Then I can look at those pages and go, "Hey something is wrong." For me that's the fun part of a funnel after you build it because you look and go, "Okay. What should I do here? What's the big? Why isn't this working?" You can go through and, "Maybe it has something to do with the sales video? Let's look at the copy. Let's look at is something distracting the customer? Is there something there that's not allowing a customer to think or am I being, there's not enough clarity. Maybe I'm being confusing."

That's the fun part of building for me and anytime you have a funnel within it...

This includes offline...

I was over, it was my wife's birthday on Monday. She really wants to go to a bounce-house. I was like, "All right cool. I'm a little kid at heart forever." I went over and I was making the reservations, and the dude walks up and he's like, "Look dude, wait how many people?" I was like, "Probably like 10." He goes, "What are the ages?"

I was like, "Well anywhere from like 2 to my age 28." He's like, "All right look here's the thing man. You could do this so much cheaper. You don't need to pay us all this money. You could just come in, if the party rooms open just sit in there." He was completely shooting himself in the face. I was like, "Sweet. All right. I got the hookups. You just really hurt your average cart value when you think about it."

Anyways, offline and online these are true principles. Anyways, there's a lot of different stories but the whole point is, unless you know those 2 metrics those are the only 2 metrics that matter. All the other metrics that are out there, earnings per click, cost per sale, cost per registrant.

I'm just looking at different glossaries that are out there. Those are cool and I look at a lot of them, I look at conversion rates, I look at especially cost per sale, things like that to make sure that the actual product has margin on it, that we're making money.

Besides that none of the others really matter that much...

You got to know exactly how much you're spending to get a customer and how much each customer's spending once they get into the door. I told you guys that laser pen story. If not go back and listen to it if you want of me almost getting kicked out of high school because I was selling too many random knickknacks to people in school.

My cost to acquire a customer was 2 dollars and 50 cents. That's what it cost for me to go actually get a customer. Then my average cart value though was like 12 dollars. I had like a 10 dollar margin.

Anyways, those are the 2 core metrics of business. If your average cart value is higher than your cost to acquire you're in business, you're making money and you're scaling. In the McDonald's example it does not need to be a huge amount of money. It can't be more than like 4 or 5 dollars, most people don't spend maybe like 6, maybe 7 dollars for some kind of fast food meal or whatever.

Look at the crazy global tyrant they are. It's fun to create the spread. You need to make the spread wider and wider, and that's fun for the game of it is to get that spread as tall as possible.

Anyways guys I'm rambling now. That's all I want to say. Those are the 2 metrics. Go out look at your funnels, look at your sales processes. Keep that in mind if you're just starting to build a funnel. Those aren't exactly things you need to stress about when you're building the funnel.

You do as far as price points and things like that, but focus on building the funnel. Once the funnel's done I just wanted you to know, don't think that you're done because you're not. Anyways guys I will talk to you later. Thank you so much for tuning in. Bye bye.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free t-shirt when your question gets answered on the live "HeySteve!" Show. Visit salesfunnelbroker.com now to submit your question.

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And, Why My Professor Used To Spray Us In The Face…

Hey my names Steve Larsen and this is Sales Funnel Radio.

Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steve Larsen.

All right. So, last night...Yesterday was my wife's birthday, right? I don't know why I'm saying right, you probably didn't know that. But yesterday was my wife's birthday, and we went to...Well, okay, I'll tell you a little back story. A week or two ago, we're driving back from this family reunion, I did a podcast a little while ago about one of my ancestors graves that we visited over there.

Anyway, so on our drive back, my wife was like, "Hey, like, growing up it was my family culture, we just never really did a lot, you know? As far as like, we went putt-putting the other day. That's really like the second or third time in my life."

I was like, "What! Are you kidding?" She's like, "I've never done like, bumper cars, or go karts, or rock climbing, or any of that." I was like, "Are you joking me? This is amazing! We have a whole childhood to go catch up on. This is nuts."

There's a lot more to that story, obviously. The whole point is that my wife and I are going around we're doing all like these little kid things that she never did growing up. It just wasn't her families culture to do that.

Yesterday was her birthday, so last night we decided to go and she wanted to go to one of those huge trampoline places. You know, it's like one of those rooms where it's just full of trampolines. There's one here called Jump Time, there's one called I Jump I think over in Denver.

Anyways, there's like a whole bunch of those places, right? So we've been going like place, to place, to place. This may not have a whole lot to do with Sales Funnels, but I think there's an important lesson here actually, and it actually does directly correlate, for me it has, on how fast I built Sales Funnels, and how good they look, so.

Anyway, we're over there, we're jumping on the tramps, you know, it's a lot of fun. She and I are like...There's basketball hoops with the floor being a trampoline. We're like flying through the air, doing dunks and stuff. It was really fun. There's huge foam pits. We're doing all these flips, jumping into these huge foam pits. Anyways, it's a lot of fun.

We had a lot of fun...

What was killing me is...I'm 28, right? I know I look a little bit like a kid still, but obviously I'm not. But all these adults are standing on the side while all these young teenagers are with us jumping all over the place.

I could see that some of them we're just like, "well, he's an adult, he shouldn't be doing that. I'm not going to jump on the trampoline because I'm an adult."

Oh my gosh, just go barf. Play on the high way, like, do something. That's nuts. I can't believe that you would say something like that...

The reason that that bothered me so much is because I had this teacher in college, this professor, he's actually one of the...I'm not trying to be mean to anyone else, but there's really only like 3 teachers, or professors or whatever, that had a huge impact on me.

This guy was one of them...

We were in a marketing class once, and the whole semester, all that they do is they take you, and they say, "Hey, this whole semester all you're gonna go do is make a business. It's not made for you. You need to go grow the whole thing, and try and be making lots of money by the end of the semester."

I mean, huge learning opportunity, holy crap, cause we vote each other who's gonna be CEO. I will say that I was voted as that. What? Then we broke ourselves up into different groups and we went and we tackled an idea. We started making 2 or 3 grand a week, which isn't bad when you're restricted to only making the money on campus. You know?

So we're pulling 2 or 3 grand a week, from the campus students...

Anyways, there was a lesson that this guy gave us, this teacher. I remember one day, he sat down, and he could tell we were struggling with one...I can't even remember what it was, but the lesson is what I remember.

We sat down and he had all these toys, like kid toys, all around the room. He had a few squirt bottles also. He said, "Okay, we're gonna have a brainstorming session, but the rule is, in order to actually contribute an idea, what you have to do is you have to pickup a toy and you have to be playing with."

Whatever it is, you know, Silly Puddy, or LEGO's, or something. Whatever it is that you're going to be saying, the whole time you need to be playing with some toy in the room. Something that's typically for a kid, right? You're like, "what? What's this guy doing?"

It was weird, but cool, what happened. He's like, "All right everyone, go grab a toy." We're like, "Okay."

It was a little awkward at first, when you start grabbing these toys, we start playing with them. What was interesting was as we started playing with these toys, and we started doing little kid stuff.

Our creativity shot through the roof. Right? Just exploded through the roof...

We started coming up with he craziest ideas, and we started destroying all the other student businesses with these ideas. We went out and we'd execute them and they were fantastic. We tried to enter the Guinness Book of World Records for the largest...Anyways, we did a lot of fun stuff. But his whole point...I'll tell you my story though.

As we would be brainstorming, as we'd be tossing ideas up on the board, I mean, we put 100's of ideas on this board, you know? We were trying to figure out different ways to market and be creative with stuff. Huge brainstorming sessions, you know?

What was interesting though, was whenever somebody, like, poo-pooed of downed another persons idea, I don't know how else to say that. Whenever they talked bad about someones idea, or smirked, or said, you know like, "That's a stupid idea." You know what I mean? Made that kind of gesture.

Everyone in the classroom grabbed squirt gun, and shot the other person int he face, and screamed, "Bad kitty."

I don't get the bad kitty part. It was kind of funny though...

The whole purpose was that when you're brainstorming, when you're doing things that cause you to...When you're coming up with ideas, being playful, causes more creativity. People who are boring, have a really hard time being creative, right? People who are so worried about following the rules, and I will follow the law, and I'm not jumping on the trampoline because I'm an adult. You know?

That stupid. Don't ever do that...

I mean, it really helps a lot. What's kind of funny is that right now I'm holding a golf ball. I just play with it, in my hands. I don't know. I like to golf.

I'm not amazing at it, but I think it's fun. I feel like my boss has all these little nic-nacs on his desk. He and I just fidget with stuff, and it's kind of fun.

I mean, I have a blow dart gun next to me desk. I'll just shoot stuff around the office while we're starting to come up with ideas, and things like that.

That kind of creative atmosphere is very, very...It's like a catalyst...

You know, if you look at like Google the way they do...Google's campus is like a playground. They have all sorts of random stuff there. It's not like they sit around in these cubicles and stuff. They've got like bean bags chairs all over the place. Same with like, if you've ever heard of the company Ideo. It's I-D-E-O. I think that's how you say it.

Anyways, they're responsible for like, how the toothbrush looks today, and all these appliances and things that are...They're the ones that kind of innovated all that stuff. The way shopping carts are. Anyways, go look them up. They're really cool.

They have a really awesome innovative process that they go through every time they're making an idea.

It was funny because last night, I was looking at it, and I was like, "Ugh, these adults are just standing by the side watching their kids jump on trampolines." There's nothing that was stopping them. It wasn't expensive.

Anyways, we were jumping around all over the place, and it's just fun. It's cool to see, you know, that creative fun streak, where the brain is just going nuts.

There's a really good book called, Why Right Brain Thinkers Will Rule the World. It's a book that goes through that says...I wish I had it with me. It's a book that goes through and says, hey look, the basics of life are kind of taken care of, right? That's a very left brain thing. Where do I get food? How do I survive? I've got to mate. You know what I mean?

It goes through the list, and it says look, here are all of the things that are human needs, and physically for you to stay alive there's a lot of processes built around those things now. You're not hunting for food all the time.

Especially if you live in America, that's very true. We're so commercialized. We're not fitting for food. We have surplus of food in this country. Which probably goes without saying, so many obese people, you know?

We have so much abundance, whatever it is, that we now crave things that have to do with creativity. Right? That's where the right brain comes in. That's where creativity comes in and we say, "Hey, how can I make this process better? How can I take the process of communication better?" Well, Steve Jobs understood that for sure. I'm holding my iPhone right now, right? I'm looking at my Apple computer right now, my MacBook.

It's all about how can I make a process more smooth, and better, for fast, faster for somebody else.

That's why right brain thinkers will rule the world in the future...

Because all these other left brain activities are taken care of. Anyways, in the book, I can remember who it's by. I think it's Daniel Pink. I think that's how you say his name. Anyways, in the book it says that that...it started giving all these ways to become more creative.

In there, I talks about play, and the importance of play. Even though it's something that you typically think of as an adult for kids, you know. You think, this is for child, these are for kid things.

I'm not saying you gotta go practice, you know, playing with a Barbie doll and Ken doll. But I mean, if that's what gets you into it, sure. Even appropriate amounts of video games is good for the brain as far as problem solving and things like that, so.

Ten minutes, 15 minutes, of some time of play, or game, or something like that is really, really, really good for you when you start getting into these creative moments.

So anyways, I was just laughing yesterday because I could tell I was getting all these like weird looks by parents. Like, "What? This guys jumping in the foam pit? 190 lb dude, jumping into foam, next to all these little kids? Whose he think he is? Having fun. What a goober. By the beard of Zeus, he should get out."

You know, like oh gosh, you guys are gonna die. You should just die.

What do you doing in life if you're not enjoying it? I don't know. I have strong opinions about this, obviously, I'm making a podcast about it.

Anyways, if you're to go through brainstorming sessions, number 1, don't bad mouth any idea that comes out from anyone. Often you'll see what happens in brainstorming sessions, or creativity sessions, or things you're trying make something; is that you'll have one kind of mainstream, logical idea, but then someone else with come out with this crazy, left-wing idea.

You know? Just way, way out, and say, "What about this? What about this?" It's crazy. It's like, "Well, we should have emus in the commercial." You know, something nuts.

What's funny is, when you blend the two ideas together and you put them up on the board, you actually get something that's actually prolific. Something that your competition is not thinking about doing.

So, whenever you're in brainstorming sessions, don't down ideas that seem crazy, or dumb, or the ones that aren't complex enough, or things that won't take over, things that aren't gonna match the 401K. Ugh, I hate that.

Just start putting out all these different ideas. Mainstream crazies. Mainstream crazies, and it'll start to blend together in this really cool space that most likely your competitors are not in.

When I'm building Sales Funnels, this is where I'm going to tie it all in, all right, I promise there's a point to this.

When I'm building Sales Funnels, I play. I think of it like playing. Especially when you use something like ClickFunnels, it's like playing a video game almost. It's super fun. I listen to awesome music. Whether it's, like, really intense rock, or dubstep. I just enjoy the moment whatever it is. I take my shoes off. I am always barefoot. I just have fun building. I put my sweet oversized headphones on that make me look like a DJ, that's kind of goofy, but I love it.

I'm in my element...

Because of that, creativity starts to flow, and I start to come with these cool things. I've made a lot of Sales Funnels, a lot, like 20 or 30 in the last year, custom ones. Anyways, right now you guys know that I'm creating real estate Sales Funnels, and it's going great. Almost done with the 3 core funnels that

I'm using to help realtors sell more, and automate more.

There's a lot of routine work in real estate. Anyways, the creativity aspect of it is very, very important. You have to have that. Or else you just stay mainstream, and there's nothing different with you, and literally the only thing you'll compete on is price, because you have nothing else that differentiates you.

You have to find something else to make you prolific, or something else that makes you easier to use, or smarter, or some way to get ahead. Otherwise, like I said, you have to get beat out price.

I've said this before, in other podcasts, but like, if you are competing only with a coupon, and you're saying, "Well we'll make ours 50% off." You're gonna die. That's the K-Mart way and they're going the way of all the earth.

They're dying...

Unless you pull it off like Kohls...Anyways, there's othere scenarios that work with that. There's just nothing else that differentiates you beside price, you're in a dangerous spot. So find some way to be prolific. The easiest way to do that is be creative. The easiest way to be creative is to be playful.

The easiest way to be playful is to play...

Anyways guys, I won't want to beat a dead horse on this, but man, go like play. Go do something that's fun.

That your brain has fun.

Okay, last little rant with this section, I promise. I'm trying not to make this podcast like a rant podcast, but at the same time, like some things just really piss off as an adult. I hate being an adult sometimes.

I'm a little kid at heart forever...

Okay, I took my kids over to this playground, right? We're over there, and as soon as I get there, I'm seeing the exact same thing over at the trampoline place, or whatever.

All of these adults standing on the side with their arms folded. "Yes I am an adult, and I will watch my kids play. I don't do this because I'm an adult." I don't know where that whole things coming from that I'm saying right here.

It's just, ugh, it ticks me off...

I get on the freakin playground, with my kid. I get on the swings. I go down the slides. I do all of it. It teaches my kid how to play, right? Because of that, I feel like it helps my little girl be creative, you know?

It teaches her how to play. It teaches them how to entertain themselves.

It teaches how to be creative...

They'll go and...My little girl has these markers and she'll go and draw all over on this whiteboard on our fridge. She gets so excited about it, so proud about it.

She didn't really start that though until a little while ago, but anyways. I don't know if it's totally working, or if it's because of stuff I'm doing. I like to think that.

Anyways, I don't want to be a Dad, or a guy, or a business person who is so uptight that I can't participate. You know what I mean? It's kind of funny. A little while ago I posted something on FaceBook, and I was like, "Hey, sorry I'm wearing a shirt and tie in this. Haha." Just kind of a joke. One of my buddies commented back and he goes, "Don't worry man. No one took you for a shirt and tie guy anyway." I was like, "Sweet. You guys all get it then."

When you start to go play the right side of your brain fires all over the place, electrons go nuts...

Your noggin loves it, because obviously you are, so. Anyways guys, have an awesome day. If you guys have any questions or anything, I do have the HeySteve Show. Which is just also on the same podcast.

I just do them all on the same podcast; interviews, my own thoughts, and the "HeySteve!" Show. But if you've got questions and you want to ask any kind of question about your own Sales Funnel. The last question I think I answered was about Ecommerce, but if you go to salesfunnelbroker.com, up in the top click on podcast and right on the web page you can record a voicemail to me, and it will email that message over to me, and you can ask your question.

I kind of vet the questions and its goes through for the ones that would be good for the show. If yours is one on the show I send you a "HeySteve!" t-shirt, and they look pretty cool. I did kind of like a crowd sourcing design and that's kind of the one they all came up with, and it looks really sweet, so. Anyways guys, I will talk to you later. Bye.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free t-shirt when your question gets answered on the live "HeySteve!" Show. Visit salefunnelbroker.com now to submit your question.

 

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 I'm all about confidence, acting like the "bees knees", and the "cat's meow". There's a balance though. Here's how I find it.

What's going on everyone? Hey, this is Steve Larsen, and you're listening to Sales Funnel Radio.

Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now, here's your host, Steve Larsen.

All right. I got off an airplane. I left the airplane. Walked off the tarmac. We got ... Started walking through the terminal, and I get over to the car rental place. They're like "Mr. Larsen?" I was like, "Yes." They go, "For $30 more would you like to drive our brand new Ford Mustang for the next 3 days?"

I said, "uh, yes." Anyways, I'm just sitting in a brand new Ford Mustang. Usually I'm not a car guy, and usually I'm not even a Mustang guy, but these new ones, the new models look pretty sick. It drives like a dream. It's amazing. This is not a Ford Mustang promo, I'm just saying.

They got these seat ... You know seat warmers? These have seat coolers. I couldn't figure out forever how to turn off the seat cooler. It was on full blast.

My butt was so freaking cold... 

Anyways, I did not start this podcast to tell you guys that. I don't know why I just said that. Anyways, I've been over at a little email conference. Email copywriting conference.

I had a lot of message to market match stuff. I mean super nerdy stuff if you're not into this world at all. But it's been really helpful. I've been hanging out with Travis.

I met a lot of cool guys...

Been over at Travis's house the last couple of days. He's been teaching us the deep dark secrets of email copywriting and how to get more opens and how to get more clicks when they open.

Retainability and deliverability rates...

Anyways, it's like ... That's like brain candy for guys like me. Absolutely love it, super fun. Really enjoyed it.

 But, yesterday I was sitting there. We kind of ended and we were all sitting there still though. There was only 5 or 6 of us, kind of small intimate groups so we could ask questions and get better.

He's like "What do you guys need? I've been talking a lot but what are some more of your questions also from what we've been talking about?"

Everyone went through and went through. I was like "The problem I'm having is that every time I go look at someone else's sales funnel, I know what to do. I look at their stuff, I see the leaks. Every time I go see someone else's process or whatever, I look through it and I see the leaks...

...I know exactly what they need to do and how they need to fix it."

 The entrepreneur is always like "What? Oh my gosh, why didn't I think about that?' The weirdest thing has been happening. This happens every time I go build my own thing.

I always ... this happens every time, and it's frustrating but it happens to literally every entrepreneur who's out there. As soon as you get ... Well, I mean, we're all prone to it anyways. It's easier to see what people are doing wrong in other people's business because it's not your business. Right? You stand up from a 50,000 foot view and you're looking down on top of it and you're going...

"Oh, I totally see what that guy is doing wrong. If he would just add this sequence. He would add another 20% to his bottom line." Or, "If he would just add this, he would go to this traffic source. It's so obvious. Why isn't that guy seeing it?"

 In the group I was like "You guys literally all day long, all I do is look at sales funnels. I build them. I'm literally building them and working with them for about 12 hours a day right now. I've been doing that for a long time. Couple years."

I was like "The problem I'm having is that I don't know where to go next, which is the weirdest feeling, because I always know where to go next when I'm looking at other people's things."

Now that it's in front of my face literally, there's so many decisions. You're wading through all these things. Decision after decision. It's not that the decision making is hard. Its like, what's the ramification from this one.

If I go down this path does that mean I'm giving up the other path? I only have so much time in the day, and I don't want to sabotage what I'm doing over here.

 I mean, for me, it's overload because ... I don't know. I'm probably a little bit weird like that...

But my brain just goes all over the place, and I don't know what to do sometimes. I'm sure you guys have felt that way. I told everyone in the group "I'm learning right now. Not that I haven't known that before, but I'm relearning it. The importance of having a coach.

Someone that just looks at your stuff and says, all right, you got to ... I know you're so close to it, you can't see everything that I can because you're making the decisions day to day." That's fine. Never feel bad that you're in that situation.

I've been in that situation a lot...

 That's the first thing I realized. Number one, my progress just went through the roof as soon as I got a coach...

They're like "Hey, here's some strategies you can do to cut the noise down. Here's some things you can do to "... It's really interesting, really fascinating. I was like "Oh yeah. It's so true. I would have said that somebody else. Why didn't I think about that?"

It's because you're so close to the project. All these things ... You're not just making decisions, you're managing. You only have so much mental shelf space before your head starts to get all jacked up and you'll make stupid decisions.

 No matter how much of a boss you think you are, everyone's prone to that.

Anyways, that's the first thing. Hey sorry by the way if the sound's a little bit different. Usually I record on a really nice mic so that the sound quality is awesome, but I am driving back to the airport to fly home. Thought this would be a good time for me to do this.

Anyways, that was the first one. Number one, to clear away the noise you've got to get a coach...

 Which leads me to the second point. The scenario is hey I've been going through and been listening what the coach is saying.

I'm fixing my business, fixing my life...

You should get a coach for really every aspect of your life if you can.

I certainly have several mentors in one space. I ask all of them the same question. I'll get different takes from every single one of them, but after awhile, a story, a flavor starts to come out. I'm like "Okay, this is kind of where they're all saying I should go and where my gut is saying I should go." Hopefully they match up and I start moving forward.

 After awhile, sometimes the apprentice can become like the master.

What do you do then? What do you do then? How do you keep the progress going and how do you keep fast ridiculous speed?

It's all about producing results as quickly as possible...

That doesn't mean you have to do it. You're right. You just orchestrate it. It's more of a brass tacks episode also. Here's the 2nd step.

First step, you have to get a coach, and the 2nd step, be a coach...

Holy crap. I learned so much stuff. I remember, I first started mentoring people in their own business actually when I was in college, and I was conscious about my age. I was like 'uh, I'm still in college. If these guys know that I'm in college, and I'm mentoring and teaching what they should do in their business, maybe they'll discredit me."

It was all these woes. "Am I qualified? Is somebody going to come through and give me a certification to be a coach?" You don't need any of that crap anyways.

 If you're like a doctor or a lawyer, please don't skip school or anything, but in the internet marketing space, you definitely don't need all that stuff. You can just go learn.

Anyways, number one, getting a coach, and constantly too. It's not like you can graduate from getting a coach. That's why athletes who are in the Olympics still have coaches. They continue to after they win a gold medal.

They continue to ... Anytime you're at the peak of something, always have a coach. Then the other way around is things that to solidify stuff in your mind, especially with business or whatever, just be a coach.

Turn around ... For free even. My periscope channel, I've got over 600 followers on there. For a long long long time, I just kept recording these videos saying "Hey, I just learned this sweet trick. Oh hey, I just learned how to target a single person with Facebook ads, and put their name in the ad. It kind of freaks them out."

Or, "Hey, I learned this cool traffic technique. I made this tweak and I got three times the subscribers for email." Which is true.

Anyways, that's when it just started exploding, right?

What's funny is that when you start offering out advice like that, or you start doing ... You get more clients anyways. That's how I got in so many industries in the first place with internet marketing is I just started working for them for free.

I didn't even ask them sometimes...

I just produced the result and gave it to them.

There's couple times I've gone and just built a funnel for someone and brought it to them and said "Hey I built this for you. Do you want it?" That's way more valuable than dropping a resume on the desk.

Resumes are crap...

Just go produce a result. Actually solve that person's problem or help on it. Or at least show interest and produce something that normally they would pay for. Then, you're in.

I've done that tons of times and it's amazing what happens when you do that. 

Anyways, that's really all I was thinking, and that's kind of what they were saying to me also. They were ... I was asking for coaching. It was helping to clear my mind up. "Hey, here's where you should go. Here's where you should go." I was like "Okay. It was okay." I was taking all of their advice in. It was like "Eh, I don't know. I don't know."

Then today, I was sitting down and I was thinking about all the things they were saying. Then boom. It hit me really hard. I was like "Oh my gosh. That's it. I know how to build the next part of the funnel that I'm working on right now."

I'll show that to you guys sometime... 

It's because of them coaching. Then I was able to coach some of these other guys on some stuff. It's ... That's why masterminds are a cool thing, because you sit around and you get to be a coach and also get coached at the same time.

Anyways, that's all I was thinking. Get a coach. Be a coach.

I don't now if I've said that to you guys before. That's kind of one of my things. If I've said that in a different podcast, I'm sorry.

But when the noise starts to get really really high, because for all of us, it almost always does at some point. The noise gets really loud.

Every path feels like it's cloudy...

Travis very wisdomly, profoundly, he said "Dude, sometimes that's just life telling you that that path hasn't quite been hashed out yet." It's like "Oh that's a good point." I went home ... Or, I went back to the hotel room. I was thinking about that. I didn't ... On purpose, chose not to work on stuff last night. I just kind of hang out and it was awesome. Kind of let my mind germinate on it.

 I always thought the whole subconscious thing is kind of bullcrap but it's not. I've been learning more and more that it's actually the majority of your thoughts.

It's the whole 80-20 principle...

80% of what you do is that subconscious...

Anyways, I did not mean to make this a hard core ... But whatever. We're telling these different stories and putting it into email. I was talking about how sometimes with your programmer or your developers or certain members of your team, or things that are cankering on you, you've got to get rid of them.

Anyways. I'll stop right there. I want you guys to know that if you guys want me to coach at all, this isn't like a ... I'm not hard pitching you at all, but I get an average of 1 to 2 requests per day from people ... For me just to go look at their funnels.

I got to go do that here soon also. Someone just sent me their email address and they're like "Hey just check it out." If you want me to do that, just let me know. I do ... I charge $500 for it. It's not as much ... $500 is not that much money. The whole reason I charge it is because free advice gets ... Even if it's good advice, you stack it in the free advice section of your brain.

It's like "ah well, that was free advice. He's not really working for me anyways."

 I charge $500 for it.

We sit down for an hour and I un-stuck you. Let's go find the leaks in the funnel that can cause huge percentages in return.

It sucks to be stuck, when you know your dream is there and you're not progressing towards it...

That is the worst kind of hell for an entrepreneur.

Non movement. Being stuck...

Anyways guys, I'll talk to you later. I'm super excited to go home. Play with my little girls. Keep putting in practice what I've learned this weekend. All right guys. Talk to you later. Bye.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free t-shirt when your question gets answered on the live "HeySteve!" show. Visit salesfunnelbroker.com now to submit your question.

 

 

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If you've never met Liz then there's a little spark missing in your life. She's one of the most inspirational and hard-charging people I've met. Here her wisdom now..

Steve Larsen:

Hey how's it going everyone? I am super excited today because I have a special guest on and it's not too often that I get to go interview someone as amazing as Liz Tennyson. How are you doing?

 Liz Tennyson:

I'm amazing, hi everybody.

 Steve Larsen:

Good, good, good. I'm laughing still because a lot of people that I interview, it's kind of early in the morning, and their either kind of half dead still or just not very lively and you're already making me laugh. T

his is good. Liz, I was wondering just right off the bat. The first time I saw you online, I think it was in the ClickFunnels certified page and you were like just dropping these huge value bombs and I was like, "Oh my gosh, who is this lady? She's killing it."

I was wondering, could you tell us a little bit about how you got involved with funnels in general.

Liz Tennyson:

I was going to say I'm glad you didn't mention, but then I'm going to mention it.

My first post in there was me with my silly, I guess it was one of the physical products, the book, that Russell sends out with one of his products. I can't even remember which one, but I never get mail and so it was so fun to get something like in the mail and so then I posted it in the certified partner group and people were laughing at me.

The way I got started with the certification program really just started this Spring, I was struggling with- I had my funnel set up but I was using so many different systems and so frustrated because it was taking me forever.

I'm one of those people that I like to figure it out on my own. Especially even before I'm hiring somebody to do it, so I was still trying to figure out how to get everything up and I found ClickFunnels. I can't even remember who said, "Liz, you need to get your head on straight and simplify." 

 That month I moved all my funnels over and we had a really fantastic month and so then I started kind of going, "This is pretty incredible how fast I can create things." I'm an action taker and so then from there-

 Steve Larsen:

I noticed that...

Liz Tennyson:

From there it just kind of progressed into I was telling people about it. I was telling people really they should be using ClickFunnels and then the opportunity for the certified partner came up and it just seemed natural.

Steve Larsen:

Yeah.

Liz Tennyson:

It wasn't the best time. I have so many things going on with my book and my actual business, but it really, it's on of those things that I just had to do.

 Steve Larson:

Now what is your actual business? What is it that takes your time?

Liz Tennyson:

I am a holistic health coach and a personal trainer. I run an organization called I'm A Fit Mormon and so my niche is obviously Mormon woman. Mom's that I help stay healthy and fit.

Steve Larsen:

Cool. That's awesome. Now obviously ClickFunnel has played into that a lot. Russel and I have been talking a lot about this. It's so hard to define what a funnel is to someone who has no idea what the are you know?

Liz Tennyson:

Yeah.

 Steve Larsen:

It's a challenge to do this. Was it for you easy to make the transition over?

Liz Tennyson:

For me it was. I think I've been doing business for so many years. Even when I owned a FedEx franchise in my 20's.

 Steve Larsen:

Geez.

 Liz Tennyson:

It was the same thing in real life...

You have to know how to transition a client throughout your process so once I understood how that worked, it just was kind of putting it into the online forum. Even when I help my clients, you know, I know exactly step 1, step 2, step 3. I think that if somebody can get that concept, kind of step back from ClickFunnels for 10 minutes and say, "What do I actually want to do for somebody? What am I actually doing for somebody?"

Then you can build a funnel that can do that process. It kind of seemed natural to me...

I take about, I don't know, I think last week I took maybe 2 to 3 hours and kind of wrote out you know the process I really wanted...

Where I could really serve somebody better, if I was to create this type of funnel.

If I was to create a really good sales page. It has to be good because then I want them to use my product that can actually change their life. I think if you step back for just a little bit and do that process. Then the funnel building is a lot easier.

Steve Larsen:

That's so interesting you say that because I- "What am I doing for someone else and how can I serve them?" That's such a good question to start with cause so many of us, I mean, we all want to make money, but when somebody makes that the pure focus, it's really really hard to actually make the money on there. I almost feel like it's a dog smelling fear.

Everyone can tell when you're just there to pull their credit card out of their wallet... 

Liz Tennyson:

Yeah and you end up with a sales page that's like "buy from me" and nobody knows like where did I find this guy that's just selling- you know? Like just selling me his stuff and that works if maybe you have- I could do that with my community because they love me and they know I put out good stuff, so could build a page that says like, "hey buy my next thing."

But it's taken me 2 years to be able to do that and I don't do that because I want them to understand what the products actually going to do for them and the... it's going to take them from.

Even though I could pitch a product and make money, it still doesn't serve my community the best and at some point that's going to start diminish if I'm not actually serving them in some way.

Steve Larsen:

It seems like every entrepreneur goes through that though. Cause obviously you get in to make the money but you're say that it sounded like there was a point where you bridged the gap between you know, "buy buy buy buy buy" and then over to help.

 Liz Tennyson:

I go through a lot of different scenarios, when I started, I thought it was going to be like a non profit right?

Cause I'm like, I felt like "oh I'm such an amazing person and I'm just going to give" and I know that doesn't really work if you don't actually go to be a non-profit and there's no money coming in from like anybody that wants advertised.

You have to figure out a new way that I could serve people and that was like writing programs and being able to coach people through the process. At some point, even if it works on the front end, it at some point, you have to cultivate.

That's what I love about ClickFunnels too is the culture. It's really, I'm pretty loyal of a person. I've been married 19 years, I have my 4 kids and I've been a member of my church my whole life.

I feel like I'm pretty loyal but its hard to get me in. A lot of people pitch me, I have great energy, I really love people so a lot of people pitch me all the time. It's hard to get me in a community. It's hard for me to commit to a community. 

I was on the phone with somebody that was actually pitching me this weekend and saying, "Oh, Liz, you would do so much for our community and we really want you."

And I said, "you know what? I was just at this incredible event for ClickFunnels and I'm in and I can't really commit to something else because this is where my heart is right now and this is where I want to be and this community is growing really fast.

I feel like that I have so much that I could give to the community and people that are coming on to learn how to use ClickFunnels and build their own businesses and that kind of stuff."

I just feel like the culture that you build around your product, even if the culture is we build great products, right, so you can keep putting out great stuff that functions well and serves people well. I think is the main bottom line that actually pays so much more on the tail end if you just look at it that way.

Steve Larsen:

That's awesome. That's really awesome. What about the ClickFunnels community made you that loyal?

Most people are in the community but you usually don't go vet communities you know what I mean? That's not something that most people go do.

Liz Tennyson:

Like I said at the very first, I wasn't really looking for anything, it's not a really if I were to look at it logically, even my husband's like. "Liz, you have your own book coming out." Like in book stores in January. We have a book tour, I am upper level management of my MLM company.

I'm traveling around teaching and so it's not like a great time for me to even do this or commit or anything like that but I don't know what it was.

It was way before the event this weekend, there was that feeling like this is kind of my, a lot of these people are going to be my family is kind of how I felt. I think maybe in the certified partner program, Nora's done a great job of creating that community with those people and then when I got there this last weekend, I felt so home. I don't know what it is and I'm not saying it's that way for everybody. 

I normally don't do that but I felt like I got meet Randall who was the second person after Derek that I was on the phone with for the certified partner program and he has the coolest job to sell to collect.

From that conversation, I sent him a card and all this kind of stuff. I'm sure he thinks I'm a total psycho because I keep telling him thank you but to meet him in person was, it meant so much to me. I don't know what it is.

 Steve Larsen:

Yeah what is that? Why would that-

Liz Tennyson:

I think, well, so I've worked really hard, I guess I'll tell you my back story.

I've worked really hard...

I got married at 19. Obviously I've been married 19 years so we can do the math. We immediately started having babies. When you're 19 and you start having babies, you can choose two paths. You can choose college and take in a whole bunch of student loans to practically live. Or you can become and entrepreneur. Those are the two choices. I guess there's a third choice, to like live with family and-

 Steve Larsen:

Die a slow death.

 Liz Tennyson:

Totally. My choice was to become an entrepreneur.

Miraculously I was hired as a manager at a bank. I don't even- really looking back, I was 20 years old with a baby and they hire me. I worked graveyards while my husband worked days doing construction and we were trying to figure out like what type of business we were going to start. From that process we bought a franchise, we've done a whole bunch of different things.

I love the process of MLM. If it's done correctly and I've been building businesses for a long time...

Really ... after 19 years ... gosh you got me all excited. Having Randall on the phone I don't know what it was but it was like the universe is just confirmed your hard work matters, you know?

You built up to some really incredible things and that phone call was like one of those pivotal things that he told me on the phone he says, "I don't tell people all this all the time" and he just said, "I can tell Liz that your life is going to completely change."

And my life was already changing...

I'm already a hustler.

I'm already doing amazing things...

I already create that balance between a mom. I'm there for my kids all the time and I create incredible businesses. I'm able to keep that balance and do some pretty awesome things.

Then when he said that and I don't normally, it's so funny, cause I don't normally care about if somebody gives me a compliment you know. My ego isn't really connected to a lot of things and so for him to say that, normally, I'm used to people pitching me so normally I'm like, "yeah yeah". Whatever, yes, like I know I have charisma and I know you want me on your team. You know?

 Steve Larsen:

This is the only time I've been able to do this.

Liz Tennyson:

Exactly. There was something, I don't know if it was really ... him or if it was just like everything was cultivated up until that point and I was just completely vulnerable and my heart was open to change.

At that moment it was like, "okay here we go, I shouldn't make this commitment but I feel like it's right so I'm going to and I'm going to let everything else ride after this." 

I'm pretty good at making business decisions, I don't chase the shiny object...

You know, I'm pretty solid and loyal and to the commitments that I make. It was like it was, "yeah lets just do this" I wasn't all in. I just I don't know what it was. It was good, solid people. I guess. Russell's built an amazing team and this weekend begin able to meet so many of those people, really, I don't know if you can call it, changed my heart, I don't know.

Steve Larsen:

Yeah yeah.

 Liz Tennyson:

It just felt so solid.

Steve Larsen:

That's awesome because most people do not want to meet their salesman. You know what I mean?

 Liz Tennyson:

I know and it was so funny because my husband was like, "maybe he's just really good at his job Liz, like maybe he's just a really good salesman." And I said, "Well he is a really good salesman and I respect that about him." But he also like-

Steve Larsen:

But he's a real person too, he's not being fake with you.

Liz Tennyson:

The connection we have, like he listened, which is really important to me if somebody listens. He listened to every single thing. He even asked me, "Liz, you're a really exciting person...

...Are you a shiny object type?" You know?

 Steve Larsen:

Yeah.

Liz Tennyson:

He really wanted to build with the certified partner program people that are committed. People that were a good fit for ClickFunnels and so he was vetting me to make sure that I wasn't flighty and gonna take off after I got really excited.

Cause I want people that are gonna finish and actually become certified. I was glad that he did that.

Steve Larsen:

You know I remember ... I have two thought here. Trying to figure out which one to go for. I remember when I went to that last event. That last funnel hacker event.

I was actually in college and it was my last week of college and I didn't have a way to get there and so I traded someone a funnel. I built a funnel for them and they paid for my plain ticket, a ticket to get in and two nights of a hotel and so I kind of just fended for myself for the others and stayed up all night in the basement of the Sheraton the last night there.

What was funny was I remember getting on the plane just going there and for some reason having that feeling like, I feel like my life is going to change. You know? 

Liz Tennyson:

Yeah.

Steve Larsen:

I didn't work for ClickFunnels at the time. Russel had no idea who I was, anything like that. That's not even how it changed it was just something inside though for sure that I don't know what it was.

I came back and that was actually the first time my wife looked at me and she goes, "You seem happy." I was like, "Was I not seeming that way before?" I didn't know that I wasn't appearing as happy beforehand but I guess she was like "it was a physical difference." 

At the time I was going to go work for another guy.

I won't say the name or anything in case he listens to this but she goes- As soon as I came back there was some other issue with this other guy I was going to go work for and she was like, "It was like this switch that flipped and you immediately went back to this other person and I realized that unless we go try and get you, find a way for you to work for Clickfunnels, I want the version of my husband that came home from that event." I don't want the other one.

 Anyways, not to digress on that, I'm just completely agreeing with you. It was a life-changing thing for me. It's a very special thing for sure.

I wanted to point out and say congrats by the way.

At the last event, you won the best funnel right?

Liz Tennyson:

Thank you thank you, I'm raising my hands right now.

Steve Larsen:

I can see you actually. Woo.

Liz Tennyson:

Taking my virtual reward.

Steve Larsen:

Tell us about it. That's awesome. That's a big deal.

Liz Tennyson:

That was really fun. I knew that we would have some type of funnel hacking. The people from June's event kind of told me about it but until you get there you don't know what it really is.

You don't know who the business owner's are...

When you get there, you know, you go through the day and then business owner's tell you a little bit about their business. Then Nora says, "Okay, you have until tomorrow morning to build them a functioning funnel." 

Steve Larsen:

Woo.

Liz Tennyson:

Right?

 Steve Larsen:

That's exciting.

Liz Tennyson:

Then tomorrow you will present it to the owners and they'll pick a winner and hopefully we'll get some really great stuff that they can actually use. Then there was two owners and she put names in a hat and pulled out names who had which owner and so we were lucky enough to get ... he owns a flooring company in Idaho and he was incredible.

His name was Matt and we got to pick a partner so somebody had come over and Michelle said, "Hey do you want to be my partner?" And we were super excited. Then that night you get the opportunity to just sit and talk to the owner.

What was really cool is because I love to listen, right, to what the needs are, I had to ask him- He's incredible person and he's a genius and kind of he already knows about ClickFunnels.

He had five ideas. Five funnels that he wanted built, but we had to create one.

The night pretty much consisted of, "okay what funnel is most important? Let's get very clear on what funnel is most important to you." It turns out the funnel that was most important to him was to get people from the area, from Boise, Eagle and Meridian into his store.

He said that numerous times that that was the most important. I love, I know how to do Facebook ads and I know how to do targeting and research for that. 

With those skills, we created a funnel that was for him that was getting people into the store and it was only for those three areas and we him do a video for the front page and a coupon that they could bring in to the store that after they opted in, they could download the coupon.

Then we showed him a little bit of how to target those homeowners. We showed him how to target different home values with people so he could run some new ads to get people into his store. 

It was really fun...

We had a tough competition though. There were so many talented people there and when they would go up, I was pretty com- I don't like to think I'm competitive, like I'm okay if I lose, if somebody does an amazing job to beat me.

Steve Larsen:

You're okay losing, but not really.

 Liz Tennyson:

I'm like a good loser. My husband is a terrible loser. I often just lose on purpose so we can just stay married.

Steve Larsen:

I've totally done that before.

Liz Tennyson:

We almost got divorced like after year one from playing Monopoly. We can not have this game in this house.

 Steve Larsen:

It's chess with us. I purposefully have lost many times to that game cause otherwise- Anyways, anyways.

 Liz Tennyson:

Anyways, besides that. There were some really talented people and as they were going up I thought, "Oh I want to be able to do this in the next funnel" because they had some really great ideas and really great converting processes.

Then the owners chose the winners. That was really fun...

Steve Larsen:

Do you mind taking us through the funnel that you built and why you did that?

Usually focus so much on the funnel side and you're like funnel funnel funnel you know its hearing more about the Facebook ad and how that moved through the funnel. That might be kind of cool if you don't mind?

Liz Tennyson:

For me, I have a lot of people, especially in the last couple months, I have highly converting funnels for myself and so people will say, "Okay can you do that for me?" The first thing I say is, "Do you know who you're selling to? Do you know who you're going to target?

Because if I build you a funnel and you don't know who's going to see it, you're not going to make any money." 

Steve Larsen:

That's true.

 Liz Tennyson:

Right? If you can't direct traffic to it, Russel even talked about this in the first session of the certified partner.

If you can't drive traffic and actually have people see your funnel, it's going to be really hard for it to convert because there's not going to be anybody to convert. 

For that process the first thing we did is find out in the Facebook ads insights there's a way that, obviously this is like a whole class of itself.

You can search home owners, you can search people even that want to do home renovation. Those types of things, we searched house values so we did, I think it was 150 to 275 and then 275-500 are the two different groups that we had we targeted women cause they're usually the ones making the choice of changing the flooring in the house.

We did create because this business owner, we're going to figure out him how to target and speak it correctly without it hurting anybodies feelings but a lot of moms that are nesting that are having their first baby, he finds that they come in and want new flooring, they want to change their house. 

Being able to help build him a list of pregnant moms in the area, own homes I think is a pretty targeted group that if you can get the message clear then it would be a really highly converting funnel for him.

Going through that the most important thing for him was that he is amazing. That he gives out spot cleaner. You can go in for the life of your carpet you can refill the spot cleaner from him. That is an amazing bonus. 

Steve Larsen:

Is that a front end or something?

 Liz Tennyson:

It's a back end to get people to know that's the service- that's like a bonus that's like unannounced that you just get from him.

Steve Larsen:

Awesome. 

Liz Tennyson:

The biggest point of the funnel from him was social proof.

He is big in his community. His mom started the company so they've been around for years. Right now all of the traffic that they get is from referrals, they have amazing reviews.

He has done, before he came to the event, he had some great SEO done so he ranks #1 on Google and he just has a ton of reviews on there that are all amazing.

 Social proof is a big deal...

We needed him on the page. Him because he represents the company and he really wants to be known in the area as the expert. To make a video just about flooring would not have met his needs.

So putting him on the video to introduce himself to start to cultivate that relationship, to start to cultivate that trust, was really important.

Then at the top of the page, it said, "Do you live in" I'll have to look at the funnel again. I think it says, "Do you live" or "Are you from Boise, Meridian, or Eagle?"

 Steve Larsen:

Mm-hmm (affirmative) cleaver.

Liz Tennyson:

Because he doesn't want any leads from anywhere else.

 Steve Larsen:

That's awesome.

 Liz Tennyson:

If they get to that page and they're not from that then they'll go away right?

 Steve Larsen:

Yeah.

Liz Tennyson:

He's not going to get leads that are not targeted, he's not going to get leads that are going to waste is time and waste their time. Right?

If they're not from that area, they're not going to need his flooring. He doesn't want to expand because he knows that they area that he lives in is big enough that he doesn't have to expand to different areas, besides those three. 

Then below that was just an opt in that was "Hey get your free coupon, come in to meet Matt for the flooring needs."

The things it had on the opt in though that were required was name, email and it had a drop down that they could tell him, "I am from Eagle, I am from Meridian, I am from Boise." He would have that info so then he could create a segmented list for just Boise people. That kind of stuff. That was really really really important to him.

 We didn't get the chance to do it but in our presentation we talked to him about, "you know obviously we would be doing Facebook pixels and stuff like that to do retargeting just to those people" and then the coupon. Then at the very very bottom was-

 Steve Larsen:

Was this like an opt in page then or?

Liz Tennyson:

Yeah its just like a video opt in page and then at the very bottom was a really cool thing for people that are creating social proof.

It was connected to his Facebook page so when people even go to that page, it will start to collect to those comments and just create more social proof for him which is really important.

Steve Larsen:

It was kind of like... now would he go and follow up after? Cause this sounds like a really simple, but powerful funnel. Was it two pages? 

Liz Tennyson:

It was just two pages and then the download that they could click to get the download for the coupon.  It was just an opt in and a thank you. 

Steve Larsen:

The reason I bring that in is because some people think like these funnels have to be huge just so many things you've got to put in it and you've got to have three up sells and a down sell and often, no, you don't.

I've been building for real estate and they're just 2 pages but they're so powerful. It's the way you use them. The messages. I love that that's what you focus on. The messaging.

Liz Tennyson:

Yeah well and the most important thing for him, once we figured out, this is what I want it to do. This is the most important thing.

Of course you can build other funnels for different functions right?

Steve Larsen:

Yeah.

Liz Tennyson:

You could say like, we could've made like a sales page or send them to sales page like "hey and we have a carpet sale" right?

Steve Larsen:

Yeah.

Liz Tennyson:

He didn't want to do that. That was cheesy to him. He wasn't interested in putting anything on sale because his stuff is highly valuable and he doesn't have to put stuff on sale.

To drive traffic a lot of time ... even for me and this is a really good thing that people should be writing this down right now.

For me I built a Facebook page for my community because I am a social, like I am building a community. I started building this Facebook page and I was just on my Facebook and was like "hey we have a free support group" and people were going there and then I realized I don't have anybodies information.

Everybody in the Facebook group, yeah it's cool if they see my post in my Facebook group but I'm never going to be able to get in contact with them. At all, besides that Facebook group.

Then I created literally one page, right? That is for me, that says, you know they go there and they put in their information and then they get to click the button and it takes them right to Facebook page where they can ask to gain access. Then I have the information and I have a list that's like my Facebook group people that opted in for the free support group and I can build a list on that. 

Having that functionality I think a lot of people discount the value that that can actually bring you in your business.

It works great for social proof...

 It works great for anybody building in a community or a lifestyle business. A lot of times people just go to "it's really important to sell." Just do like an opt in, take them straight to a sales page and for me it's been so much more profitable to do this lead page, add value, then more people buy.

When they actually see my up sell and my down sell. That's like a totally different funnel and a totally different product that serves a different purpose.

Steve Larsen:

How are you breaking even on ad costs usually? Cause that's something usually that as far as funnel methodology goes is usually pounded into us upfront. I guess it sounds like you're putting them in a normal Facebook group itself.

 Liz Tennyson:

Yeah so I put them into the Facebook group itself but I also sell.

Steve Larsen:

Mm-hmm (affirmative)

 Liz Tennyson:

Right from my page I do have a running ad, for me, for my lifestyle company-

Steve Larsen:

Oh cool.

Liz Tennyson:

That is you know a recipe book, I have my- I even run ads to get people to know my page exist. I spend money on that every single day that doesn't make me any money except that it gets them to my Facebook page which then they can have a social group and....

 Steve Larsen:

I'm sorry we've got someone right out the window.

Liz Tennyson:

I'm looking around my room like, I don't think that's me.

 Steve Larsen:

Nope so I'm using, maybe I'll pause it in actual recording right here cause. It's the same lady, anyways yesterday, Russel was on a call with someone and he ... this lady always comes at the exact same time that we're always doing anything that has to do with recording at all, ever. She's always like trimming the hedges. It's never like she's mowing the lawn or something like that. She's trimming hedges-

Liz Tennyson:

On the other side of the window. 

Steve Larsen:

Literally- and she gives us the dirtiest looks on the other side of the window.

 Liz Tennyson:

Yeah, it is funny. You know if people don't know this is the way business works, they haven't been in business long enough. Like to have just like ... really? Like this is happening right now? That's just the way it works.

Steve Larsen:

She just stepped back into the parking and she like put her hands on her hips and she's like tilting her head making sure that it's all level. She doesn't know I'm in here right now looking at her.

 Liz Tennyson:

I'm pretty sure that she sees that you're in there. Let me see, is he still on that call? Let me go back and try it again.

 Steve Larsen:

I don't know she's wearing sunglasses and it's like dark out still. We're almost done, we're not done.

 Liz Tennyson:

That's just amazing. I feel like you need to go get a picture.

Steve Larsen:

And ... woo okay we're done.

 Liz Tennyson:

Okay she's done awesome.

Steve Larsen:

So for a 1:38, for a while. Anyways ... so-

Liz Tennyson:

I'm going to just really finish and say that I think that a lot of people, so they try to make things complex for two reasons. One they really don't, they just want to make money. Right? They're thinking of all the different ways. How are all these different ways that I can break even and make money right?

Or two, they don't really have that idea of like, what is this function going to do for me? Like what is, if I build this funnel, what is it going to do for the person observing and what is it going to do for me? Where am I going to lead them? I think that that, being able to target correctly, saves me tons of money.

Being able to do that research, spending time doing the research, if you don't want to spend the time yourself, pay somebody to do it. Right? Because you will save so much money on ad spent. Because I target the exact person that wants what I have.

 Steve Larsen:

Yeah.

 Liz Tennyson:

If you're not targeting that and you're just like "ah I don't know, like women would probably want this." You're going to waste so much money. Being able to target more specifically will save so much more money on the back end.

Steve Larsen:

That's awesome. I know we've been going a little while today and I just want to thank you so much for this. I actually wanted to ask, where can people find your book? That's not a small thing to go through and write a book.

Liz Tennyson:

So awesome. I want to tell you, although it was ClickFunnels that wrote the book. It was because I built an incredible funnel. It was before I even knew, like I didn't even know about free plus shipping.

I just did a JV with somebody that wrote an original book and nobody had read his book and so he pitched me on it and I was like, "yeah that's exactly what I teach, that's what my books going to be about." 

 I built a funnel and I built it into a really easy group coaching program, that they got the book and they got the program and that first month, that first two weeks, I didn't even know how to like- we had it on Amazon.

I didn't even know how to get it to people. When they were buying it, I literally using a gift card to in my Amazon account that was like shipping to someone else, so I have like 500 names in my Amazon account with their name addresses. Cause I didn't know.

I didn't know how awesome the funnel was going to be...

We sold over 580 books in two weeks and the only reason we didn't continue it is because I literally, I had two teenagers on different laptops, placing orders. I wasn't set up to be able to have 500 people buy.

Because of that, the publisher was like, "Okay, we need to publish your book." They contacted me, which was awesome because two years ago they didn't care what I had to say. It was fun to actually prove like, "Hey I do know what I'm saying."

I can help a lot of people and my book needs to be on bookshelves. That will be in mostly the Utah, Idaho area. Barnes and Noble does our book, Sams Club, Costco in the end December and in January.

Of course it will be online, so I'm A Fit Mormon is the community and then of course I have my own personal Facebook page which is Liz Tennyson and yeah that's how they can find me.

 Steve Larsen:

Now what's the name of the book? Is it I'm A Fit Mormon.

 Liz Tennyson:

No so it's called Fit For Good. It's not even specifically for Mormons I just obviously have that niche that I speak to and help but it's Christian based, it's really with the premise to take anybody, not just women.

Anybody from the idea of like weight loss and eating low calories right?

Cause that's what the world tells us is part of like heath...

To actually what's the intention behind wanting to get fit, what's the intention for me, I want to serve as many people as I can and I need a ton of energy. I need to feel good, I need to think clearly and so for me, that's my intention. That's the reason I stay healthy, that's the reason I stay fit.

Taking people from the way the world tells people to be healthy, like the world tells you-

Steve Larsen:

A weird way to do it.

Liz Tennyson:

And to sabotage your body and beat yourself up and then don't eat anything, to okay, eat with intention with consciousness, pay attention to what you're doing functionality wise to be having your blood pump in your body and letting all your organs be able to do their own job.

It's not like a boring holistic book, but it is a Christian based book...

I talk a lot about being able to serve more people and being able to really feel and get inspiration from God that we can really go out and do a lot of good things and be healthy. It's called Fit For Good and it will be ready at the end of the year.

Steve Larsen:

Why is she back? She's looking at the same bush.

Liz Tennyson:

I just can't.

Steve Larsen:

This is crazy. Anyways, I want to thank you very much for jumping on this...

I always take notes, I literally have a full page of notes. All the stuff that you said, "you focus on what is the actual funnel going to be doing for people", "build a culture around the product is really important", "do you know who you're selling to specifically and how it saves lots of money", you mentioned, which is awesome, "don't chase the shiny object", "stop, don't be so complex, be simple".

Russell actually sat me down and had to talk about that a while ago cause I was all over the place. As soon as I did though and focused stuff started happening. It's fantastic.

 Liz Tennyson:

Yeah.

 Steve Larsen:

Anyways, thank you so much for all you've done. Fit For Good is the name of the book, they can go to I'm A Fit Mormon dot com

 Liz Tennyson:

Dot org

Steve Larsen:

Dot org. I'm a Fit Mormon dot org. Cool is there anywhere else people should go to follow you?

 Liz Tennyson:

Just on Facebook. I do all my stuff on Facebook or Instagram. Under Liz Tennyson and then I'm a Fit Mormon.

Steve Larsen:

Thanks so much Liz I appreciate you taking your time.

 Liz Tennyson:

Thank you.

Steve Larsen:

This was super fun.

 Liz Tennyson:

Thank you have a great.

Steve Larsen:

You too.

Liz Tennyson:

Bye bye.

 

Click Above To Listen Or Listen In iTunes...

You can practically skip the "Mission Statement and Business Plan" bull crap with a good Value Ladder and Funnel Hack...

What's going on everybody? Welcome to Sales Funnel Radio.

 Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales bundles. Now here's your host, Steve Larsen.

Hey what's going on? I'm excited for today, this is a fantastic ... Anyways, I love this. I have another business that I have, it's called Secret MLM Hacks. I'm not pitching it, I'm just saying. This is context. Anyways, in there I have a product. If they take advantage of it they can send me their value ladders and I can critique them.

 Anyways, someone just sent me one, and I thought, hey, it'd be kind of cool. What if I critique one of these things that I'm getting on Sales Funnel Radio.

I have it here in front of me and I guess on the blog I'll put up pictures of it so you guys can see what I'm talking about. Hey I  got permission from the owner, which is awesome.

Thank you very much Chris Gordon, you're the man doing some awesome stuff here for letting me do this.

 Anyways, I'm going to go through the value ladders. He sent over two value ladders here, which is good. On this very first thing, and for those of you who are just learning about value ladders or this is your first time on the podcast, or whatever it is, a value ladder is simply a map.

It basically models the entire business that you are going for...

 It's like a graph, and on one axis you have value, and on the other one you have price, the amount of money you can get.

The farther ... On the bottom, those are your free things. You've got your E books, free courses, PDF downloads. You see those things all over the internet. "Hey, where should I send this? Hey take this quiz and I'll send the results through e-mail." Those are just clever ways to get your e-mail address so that they can start marketing to you.

 The very next thing will be a page with something cheap on it. The next page will be a page with something a little more pricey on it, and then another one with a little more money. You get the idea, that's a value ladder, you move up rungs, or however you say that. Ladder rungs, right?

Anyways, you move up ladder rungs in value. How much you give a person and how much you are going to charge them.

 The higher someone goes, we can anticipate that person was really in pain.

Someone only purchases for two reasons, pain or pleasure, they are both emotional. Pleasure, whether it's a biz op thing, or for pain. Hey I've got to solve this problem. The whole job of marketing is to educate people on the pain that they don't know they have, or they do.

Or the pleasure that they don't know they have. I cannot speak right now, I was up super late last night. Or the pleasure, whether or not they know they have it or could have it. That's the only job of marketing is education. That's from Jay Abraham.

 Anyways, this value ladder, so you sent me a value ladder, thank you very much Chris again. I'm going to go through your value ladder. It literally just looks like he drew, just so everyone knows, you draw what stairs would look like looking at them from the side. At the very bottom you've got your free thing and then there is a next step of the stair, and then the next step up, the next step up. As you move along you add more value but you also charge more money.

 The first time I ever learned of this concept was from Russell Bronson. It's cool because once I got it I was like holy crap, he could model a whole business in just this little graph.

Not only what you are going to give but how you are going to deliver it, the price points that you are going to bring with it, continuity, which we know that if you don't have continuity then you are not going to succeed, you are actually going to fail most of the time.

 It's been said that unless you have continuity you don't have a business...

If you guys don't know what that means, continuity is like, "Hey get on our monthly shipping program." It's the things that you can charge for over and over and over again. Like commodities.

I bet 90% of you out there are on continuity for eggs. Eggs, milk and bread, as America we are on that continuity program. We can guarantee everyone is going to buy eggs and milk. Or tires, consumables, things that expire.

If you can get something like that in your business, where they pay for a membership over and over again like a gym membership, that's continuity.

Unless you have that, it's said that you don't have a business. You are just selling one time things, these little instances of business, not a full one. Anyways, let's go through this with that backdrop.

 This reminds me of so many stories, it's awesome. When I was first learning about this stuff, I'm a little bit of a mischievous guy. I don't know if you guys have noticed that, you probably have since listening to the things that I say and stuff like that.

Mischievous is not the right word, I just don't think that a lot of rules matter, which I guess is probably the definition of mischievous.

I remember there was this time when I was learning these things. I'm in the Army if you guys didn't know that. I had my uniform on, we had just finished something, and I was in college.

We had just finished ... Anyways, I had kept my whole rucksack. If you don't know what a rucksack is it's like those huge backpacks you see soldiers wearing with all their stuff in it.

It's not like you carry extra things in it, that thing is jam packed with only the essentials because that's the only thing that's going to be with you for several days. Five days, ten days, that's it.

 I'm really sorry if someone is listening to this and you get offended, but I don't really care, this is not the podcast for you if you get offended.

Anyways, I don't know if this is trespassing or whatever, but there was a gym at the college I was going to, like a basketball gym. It's a stadium and there were these box seats and these box seats had windows on them but they were always unlocked.

 I would watch. I'd turn around and I'd act like I was on my phone.

Just standing up there, put my phone up, I was just looking around. Then when no one was looking or the room was empty I would throw my stuff through the front window and I would jump through the window.

I'd climb up, lift myself up through the window, and then close the window if there was a window on there. If not, then it was just open.

But that's where I would study. I did that for 10 months and then no one caught me. Then janitors got up there and they started cleaning stuff, and then it started getting tricky.

That's when it was starting getting fun because I memorized all the times they would come and get out of there.

Watch them come, and then go back up. Because it was quiet, no one would go up there. Especially when I was wearing a uniform, people stare at you.

Anyways, that's when I first started learning the concept of the value ladder...

I started building out sales funnels and had crazy deep study sessions learning this stuff. I always try to tell a story because I feel like if I go right into tactics, it's just going to be crazy boring for everyone.

I would get bored.

 Anyways, that's the story. I ended up getting caught a couple times. I would peak over and see the closing ... Because I would stay up there until like 2:00 or 3:00 in the morning many, many, many times. I'd put in four, five, six hours a day at least studying this stuff on the side of school.

I got straight A's for most semesters so I did quite well, but I was crushing it. I was barely sleeping and learning about these things.

It's funny because every once and a while I'd look over the edge and the janitors or building security would be right there and they'd look up and go, "I think someone is in there."

I heard them and I'd be like, "Oh crap." I'd start stuffing all my stuff back into my backpack, run through the back way and just start booking it down the hall.

Because you are not supposed to be there past ... I guess they close the building at midnight or something. Plus you are not supposed to be in the box seats anyways.

 They ended up catching me three or four times. You'd think that after I get caught. Not just caught like I stopped and I ran, caught as in face to face caught. They are like, "What are you doing?" I'm like, "Just homework. Just thought I'd check it out."

"How'd you get up here?" "The door was open."

 Oh man, you'd think normal people would just stop and say, "Oh I'm not going to do that again." I mean I kept that going for like a year and a half.

Anyways, that story was way longer than I thought now. The value ladder. Chris, it looks like this is an MLM, which is awesome, you should check out Secretmlmhacks.com. There is some good courses that I give in there for free.

Anyways, the very first thing you have on here is a free E book. The one mistake I've seen with people's value ladders because I've seen these over and over again is that they are too vague.

You know what you are talking about, which is awesome, but as you go and write out all the details to each one of these steps, things will get hashed out in your mind that you didn't know needed to be fixed or worked out.

 It says free E book, that's great. Obviously we know the price of that...

But I would just come through and say who it's for, why are you making it, what's the sexy thing about it. Because what's funny is that you'll find that you'll spend more time on the first rung of the value ladder than you do any other step in the funnel.

That part, that first hook has to be sexy, very. The easiest way to think of it is take the thing that's at the top of the value ladder, and make that free.

That's really counter intuitive.

Salesfunnelbroker.com, I have free sales funnels in there. That's shocking for people. You can download my entire website.

That's my free end thing. That's pretty big...

I get nervous about that still, that's hard, that's a big, big deal. I spent 200 hours on this and I just give it to you guys, and it's a sexy offer. I get so many opt ins every day off that thing, that's the reason why.

Take something that's crazy sexy and make that a front end offer. Next rung up, green nutrition. I don't know what that is. You have the word basics under it.

Again, I would say add a price point in there. This needs to be so clear that you can hand it to someone else and they can figure it out.

 I don't know what green nutrition is, I'm assuming that this is a supplement MLM. It looks like that because the next one is protein supplement.

The next rung up is skin care and essential oils. Maybe this is essential oils, I don't know. The top one you have is become a distributor.

 You have on here also continuity and things like that...

That's great, you focused mainly on the selling of the product, not becoming a distributor for the MLM, which is fine. I know several people personally who are the top earners in many MLMs and they build a value ladder for the product. But then they'll go build a value ladder also for recruiting. Secretmlmhacks.com, that one is for recruiting.

 Anyways, you have another one here. Another value ladder. I think ... Wholesale distributor. Let's see. This is your second value ladder that you sent and it looks similar to the other one, but the biggest thing that I'm seeing in here that's missing is price points.

If you think about price points it's been proven that the number three, the number seven, the number nine. Those are the numbers that you need to use a lot of times. That's why you see 3.99, you never see 4 bucks. It's stupid but it does things in the brain. 3.99 is a great price point, or 3.97, great price point. Or 3.79, you even see that one.

 You hardly ever see 3.92. Anyways, you need to add price points on every step of the value ladder. Free E book, that's obvious.

But the next step that you have is retail customer...

You are doing that with a sales page. Next one is repeat order customer with an auto ship page. You'll need to clarify that on how you are going to pull that off inside of Click Funnels. If you are not using Click Funnels by the way you are insane.

I used to build all this stuff inside of Word Press, that is hell. My friends, use Click Funnels, it is so much easier. Anytime you download one of my funnels from salesfunnelbroker.com you get a trial membership, which is awesome. You'll still get to use the funnel and make money with it before you ... Anyways, I kind of lost my train of thought.

Then the very top one you have wholesale distributor...

I know no one else can see this on the actual podcast, but this is what I would caution you on is that you have auto ship and continuity marked for the entire value ladder. I'll tell you, that's incorrect.

First what you need to have is ... Okay this is also something that I learned from Russell while I was studying like crazy about this. Amateurs focus on the front end of the funnel.

You are not trying to make money on these first few items, you are just trying to break even with ad cost, because then you get free customers...

 Your cost to acquire customer is zero. It's even positive if you make money with it.

You are not trying to make money, you are building a funnel just to get customers...

Free E book, that's a good hook, but how are you going to break even on the ad cost? The very next product has got to be something, $47, $49, with another one after that at $97. If you get on industry standards on that you'll be able to break even on ad cost and get customers for free.

 If you listen to, there is a great story I heard. Russel told this story. I know I've mentioned him three times on here, yeah, I listen to a lot of his stuff. I listen to a lot of people's stuff, but I guess since I learned the value ladder from Russel. I'm just mentioning him a lot. 

But I heard this crazy story, he's like, "Look, we had VCs come and try and purchase us and they asked us what our cost to acquire a customer is, and we told them we actually make money every time we acquire a customer."

They laughed and were like, "Oh that's very funny." Russel is like, "I'm actually serious. We don't pay anything to acquire a customer, we actually make $40."

They are like, "What the heck, how do you do that?"

The reason is because of these value ladders, it's because of a sales funnel...

These front end offers, these front end things, I'm looking at E book. The very next thing, retail customer on a sales page, you need ... That has got to be very sexy right. That, in my mind, don't try and sell retail customers immediately.

You need to have something that is a one ... There is only one option for it. Almost like a one time offer. They only can purchase one item and it's $47, and on average, what, 10% of people will actually purchase it.

But that will help you break even on ad cost so you can acquire customers for free the rest of your business life...

Don't jump straight into retail with, "Here is an E commerce store with tons of things you can go purchase." Those items, high ticket items, continuity items, and random items, those don't come in the value ladder until a little bit later on.

You need to first focus on just acquiring a customer and breaking even on the ads...

 Then, once they are a customer, then through e-mail, through Facebook, through whatever medium you are choosing, then you pitch to them your high ticket thing.

It's pretty high ticket to have somebody come in and be a wholesale distributor and join your MLM. That's pretty big. Not necessarily that it's a lot of money but it's a high ticket commitment.

Continuity, getting someone on a continuity thing, that's great, but that's a different style of a sales funnel for that...

You're not going to have that as the front end offer. "Hey why don't you join my business and spend $60 a month?" It's like, "What, I don't even know you."

That first front end value ladder has got to be get in and join my cult, join my culture, get to know me, break even on ad costs, get a relationship. Now that we're jiving and now that we're moving along, okay, now I'm going to send you the introductory page for my high ticket funnel.

We'll see if you get on that...

No you didn't? Okay now I'm going to send you my funnel that just sells you my continuity product. All right cool, now I'm just going to send an e-mail out that sells the random bonuses and things like that.

This value ladder, it's not bad, it's the concept of a value ladder for sure. But you should definitely add a few more things in there. You have continuity labelled across the whole bottom.

You are not getting continuity from a free E book over and over again. I know you have it labelled as auto ship, but those things, you got to push them back.

That's not how to works...

Anyways, I got to figure another way to do this, because I know you guys are on the podcast, and maybe that didn't make sense, but that is what I would do. That was a long critique.

You got the concept down for sure but this whole thing about auto ship, if that's your one sole thing with business ...

Here is what I'd do...

If you've ever heard of Trey Lowell and he's got a company that he's making $0.5M a month with selling free ... Which is funny, think about what I'm saying here.

He is selling free gun targets... 

Meaning he comes in and he gives people, "Hey here is 10 free gun targets, just pay for the shipping and it's yours, we'll eat the cost ourselves." Their cost to acquire a customer is whatever the cost is just for the targets they get, which are probably in bulk and probably cheap because the other guy is paying the shipping.

 Well the very next thing that they offer is more gun targets...

You say, "Well hey, here is 10 free gun targets. You know what, we are sending this out, if you just pay 10 more dollars we'll send you out 20 more gun targets. That 20 extra bucks is going to cover his costs and he might actually make a dollar or two. He is not going to make a lot of money but that's not the point, he is just acquiring a customer.

The very next page after he offers more is a $1 trial into a continuity program...

He said, "After you join, I just want you to test it out for $1 just so I can weed out people who are freebie seekers. Just for a buck, test it out for a month, and in 30 days it jumps to $15 a month, or whatever it is. If you don't want it, that's fine, just let me know and we'll cancel it, no issues." It's a really soft close, right?

Doing that is a fantastic way to bump people into a continuity thing... 

If you can do that, say "Hey, I know you guys do that with ..." MLMs love to give away samples, right. Do that with a sample man. You give away something free, free E book, that's all right.

If you can, try and get something that's even more sexy. They very next thing, give more of the same thing, but then for the continuity just say, "Hey for a dollar ... " Or, it could be free plus shipping offer.

"I'll send this out to you for free, here is a sample of the product, just cover the shipping." Then the very next page says, "You know what, if you want to try an actual bottle at cost this is what it ... " It depends how you pitch it, it could be cost it could not, I don't know. 

Anyways, there is a lot of different strategies for getting people in continuity...

You cannot just come out and say, "Hey why don't you commit to giving me money every month?" Use some other mechanism or tool to dump them into that.

Anyways, guys I'm sorry, this podcast was way longer than I thought it was going to be, but Chris, thank you so much for sending that to me, guys if you want me to critique yours, just e-mail, steve@salesfunnelbroker.com. Send me your value ladders and I can critique them.

 I'll put this up on the blog, I'll also put the images up also so you can see. Or if you don't want me to, I don't have to either, I will still critique it. But then also, if you guys have any question that you want answered, I just started this thing. I think it's kind of cool. I call it the "Hey Steve!" show. I got these sweet T Shirts made.

If you want, go over to salesfunnelbroker.com and click on podcasts at the top and you can record, in the "Hey Steve!" section, you can record a voice mail to me right off that browser, right off that page, and it will e-mail me whatever you say and ask the question too.

I got to vet the question of course, but if the question gets on, I'll send you the free T Shirt.

Anyways, guys, I'll talk to you later, thanks so much, and I hope you have a good one. Remember to go create value with your value ladder. All right guys, see you.

Thanks for listening to Sales Funnel Radio, please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free T Shirt when your question gets answered on the live "Hey Steve!" show.

Visit salesfunnelbroker.com now to submit your question.

 

 

 

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Hey my name is Steve Larsen and welcome to Sales Funnel Radio.

Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now here's your host, Steve Larsen.

All right guys, what's going on? I have story for you today. What's funny is that every time you start publishing anything, you're going to start getting a lot of questions, right?

I published this podcast. I have 600 followers on Periscope and I think you can still look at it, actually, if you look at my YouTube channel and stuff. There's not that many videos but 40, I think. I show a lot of strategies that sometimes require a screen on the internet and things like that. It's interesting though.

That's actually an aspect I was not expecting when I started...

I just wanted to show people how to do some cool stuff with online marketing and it's kind of developed into this thing as people started asking.

Anyways, I get probably one to two questions a day right now, which isn't a lot, but it's surprising me how many people that even is right there because sometimes their not small questions. They're like, "Hey, will you build my sales funnel for me?" And I'm like, "Sure. My fee is 10 grand, but yeah."

Anyways, it's funny though what it does to your friends when you start publishing and when you actually try and make a personal brand. If any of you guys are thinking about this, just know this is about to happen.

You're going to get some friends that are okay with and then other friends that are almost like, I don't know how to describe it.

Almost like, they're not jealous because it's not like I'm ... I'm Steve Larsen from Littleton, Colorado. It's not like my name's on the news or anything. I just like to publish. I feel like I have things to say and I've got a sweet job, a sweet personal business, and I get asked a lot of questions anyways so I thought I might was well publish what people are asking and answer it.

That's the basis of this podcast, right?

Anyways, you'll get a divide, you'll see, of people who are openly supporting you and then some people just kind of fade away into the distance and they kind of get pissed off.

I think a lot of it is because on what I'm publishing, like right here on Sales Funnel Radio or anywhere else, is intimidating to them meaning they don't want to do what I'm saying, even though what I'm saying, I know it works because I do it all day. I figured out a little bit ago, I'm spending about 12 hours a day building sales funnels right now. 12 hours a day! Oh my gosh, and doing things that are related to it. It's a lot of time.

Anyways, I had a buddy who is texting me and he's like, "Hey man. Dude, I love what you're doing. I remember when you and I did that together a while." If you're listening to this right now, man, this is out of love, all right?

This is medicine.

He said, "I so wish that I could be doing what you are." I wanted to just like flick my computer, like, "You were doing it! We did do it together!" You can't get in that mentality. If you guys are listening to this and you're in that mentality of, "Oh I just so wish I could build sales funnels."

Or, "I so wish I had a business."

Or, "I so wish I could do my hobby and make money with it." You freaking can! My hands are literally up right now.

Stop. That's one of my biggest pet peeves. Stop. I get up at 5:00 everyday and I don't want to hear it.

That's how I built my business on the side of a full-time job is I get up early and it sucks sometimes. I mean, I'm crazy tired. I've been tired for five years so I have nothing to complain about.

Nothing's new.

I get up at 5 and I get ready for the day and then I live so close to our office that I just bike there. It's 1.6 miles away. The other was 4 and half miles aways. That was a longer bike ride. I bike to the office everyday which I know that might sound goofy. I sit at a computer all day long so why would I not try and move? I haven't lifted in a long time.

All right, so I'm getting on side tangents. I have a lot of thoughts this morning. The point is you can and you need to be able to see yourself as an exception, right?

A lot of people live. They want to live exceptionally, but they are very, very, very scared to do anything that's exceptional on the way.

It's that path that leads up to being exceptional, to doing things that's amazing. I used to call myself the student of exceptions and I still do. The reason why is because when I was in college, I literally was the student of exceptions.

I should not have been accepted to that college, my grades were so bad in high school, right? Then I got around and I learned how to learn and I got straight As, basically. I never got any Cs but I got very few Bs. I ended with a 3.8 with 170 credits.

Now I went to BYU Idaho and they kick you out after 140 credits because the point of college is not to stay there forever. They want you to move on, so they put a credit limit on there.

I had 170 credits. That's like 2 and half, 3 semesters more than I should have been there. Why? I don't do it because I think I'm better than people but I just want to ... There are certain things that I want and by merely asking for them I get them.

That's why I work for Russell Brunson. You need to get out of the same ... Now there's this commercial. I can't remember what commercial was or what company it was for but he's in the exact same grooves every single day so his footprints are already in the ground, exactly where his feet are.

In the grass, his footprint is worn away in the grass. Wherever he puts his hands everyday there's a sunken imprint. He's doing the same thing every single day and then one day he turns and he sees something new and it's their product or whatever, and he changes his path, changes his course. It's the exact same thing.

I want to cure you guys of this.

I'm not saying you need to, if you're listening to this, but if you want to know the cure, here it is. You got to go do things that are a little bit crazy to get you out of your comfort zone that require you asking for them.

There's so many things that I have done in my life that is sweet because I've asked for them. When I went through basic training for the Army, the reason I was able to do so many cool, extra things in there that a lot of people were not able to do and they were getting smoked and doing push-ups and stuff like that, I did a lot of that too, but it's because I was asking for it.

They'd be like, "Oh dude, if the drill sergeants, if they come to you, they're looking for volunteers, always say no." I was like, "That's the stupidest thing I've ever heard. Why would you do that? You guys are here to experience it.

Experience it!

Who cares if it's freaking hard. You have to get up a little bit early." It just pisses me off when people say that. "I have to get up early." All right, then you clearly are not ever going to do anything exceptional in your life. If sleep is the thing that you're like, all right.

 Anyways, I still get 6 hours of sleep a night. You can survive off that. That's totally fine. I'm not stretching it to the limit and about to have a heart attack.

What's cool is that, like, in basic I was able to do all these extra things. So many extra things. I was able to do a lot with ... Some of you guys that have been, you know what I'm talking about. A lot of extra cool things with ammo and just being on the side of the drill sergeant, I got to learn a lot more about what they do rather than just be a peasant.

 My philosophy was to volunteer for everything...

It's the same in church. I used to do that a lot more. That's pretty open. I used to do that a lot more. Any time any volunteers popped up, boom, raise your hand.

"Hey I need ..." Just raise your hand. Just be in the mode and mindset of raising your hand and just do that stuff. Just volunteer for everything in your life.

If there's an opportunity, take it. Even if you don't know how to do it.

I am not a programmer, I'm not a coder, but I just taught myself CSS a month ago and I'm using it like crazy. I would never consider myself a coder, programmer, because that's an easy code language.

 That's the point though is that, man, you can learn all the stuff you need to from YouTube. Be willing to sacrifice for what it is that you want and if you're not willing to, stop complaining.

Don't contact me and tell me that you need to change your life but you're not willing to do anything different with your habits, right?

There was a, I think, a Tony Robbins quote. He said, I'm going to butcher it. He said basically that successful people are standing on a foundation of good habits.

That's basically what he said...

You can't do anything without good habits. That's all they are. When I realized that, that's when I was like, "Oh. That makes sense." If you can't control your own day and your own time, you're not going to be able to control anything else.

 I'm going to get up at 5 so I can still spend evenings with my family, which 5 is not that early. Then I'm going to go build my business during that time, and I've done some crazy stuff since the beginning of this podcast.

I've interviewed some other really cool people for this podcast. You guys have seen them on the episode list if you haven't already.

I just want to cure you guys of it...

Okay, here's a story. Get into the mode of doing goofy things, also. You really need to get out of your comfort zone on this stuff. I'm telling you right now, you've got to go do something crazy. I was a crazy kid growing up, right?

A lot of people say that. "Oh yeah. We did all this crazy stuff," but then they'll say, "Yeah, we were nuts one day.

We did a prank phone call.

" I was like, "Okay. Let me redefine crazy for you." We used to go, just to get out of our comfort zone and just to be funny and goofy, we'd go through the Taco Bell drive-thru backwards and just stare at the people who were behind us in line.

Crazy stuff like that. We would go ... I don't have much stuff I want to tell you guys because that's pretty lightweight.

I'll skip one other one because that one is a little bit sketchy. We would go park our car in front of drive-thrus and just set the car alarm off. Stupid stuff like that that teenagers do that isn't good or whatever, but I feel like because I was able to go do that kind of stuff.

We had these potato cannons that we built and we lived near the back 9 of a public golf course, right?

Anytime we saw someone teeing off, after they'd tee off we would just shoot potato cannons with golf balls in them to rain golf balls across the fairway and the person couldn't find their ball.

Not because we took it, because we added so many. Goofy crap like that.

You have to be willing to highlight your differences. It's not about focusing on your weaknesses or focusing on your strengths. It's actually about focusing on what you're different at. Why are you different? Everyone has strengths and we all categorize them so your strengths end up being similar to someone else's anyways.

It's more about highlighting differences.

Become a student of exceptions in what entertains you, in your business, in what it is that you ... And just merely do it by asking.

Just the way I should've graduated the way I did. I ended up graduating the way I did with the entrepreneurial award and all these other cool things because I asked. I didn't ask for the award. They gave that to you, obviously. I got in the position to get it by asking for certain things that others were not willing to do because of rules and things that, oh, I can't do this or that.

 Anyways, I'm rambling. The point's already been made. I'm rambling on way too much. What I want you to go do is do things that get you way outside your comfort zone and just start asking for stuff, right?

Call the sales guy, ask him to pitch you. I've done that. It's really interesting. Ask people to ... I don't know. It could be simple stupid stuff that just gets you out of your comfort zone, like when the car's parked at a red light, run around and do the fireman drill or whatever. The Chinese Fire Drill.

Anything. You just can't stay in the same path, that's the point, right?

If you're so scared for other people to see you and think about what it is you're doing and, "Oh, what are they thinking?" And, "Are they judging me?" Man, who gives a crap? I don't care.

I don't care if you like this podcast or not. It's fun. It's as much for me as it is for people that are listening and a lot of people I know who do find value in it.

If it's not for you, that's fine. It means I'm not speaking to you.

You're not in my audience and that's okay. It's the same thing with your personal business. Find your differences and find where your exceptions are and be willing to say yes. That is my exception. I am an exception, right? I am exceptional. I'm an exception to the rule. I have been an exception to the rule for the last 5 years specifically on purpose.

I've tried to do that and it's cool what happens when you start to do that. It's not because I think I'm better than other people. I just think those rules don't apply to me because there are no rules in life.

That's my philosophy...

If you've been listening to my podcast or followed me at all in any other platform, you know I've said that before. I really don't think that there's any ... There's no rules in life. There's only models, right?

What's the model to become someone who's wealthy? Well, you can look at other wealthy people and see what they've done and just do what they did. That's a model. What's the model to get in jail? I can tell you exactly how to get in jail. There's a model for how to get in jail.

There's certain things that you can do and not do and I guess that's where people would argue, well that's what the rules are. Still, I can tell you how to get in jail, I can tell you how to get out of it.

You all know that too...

I can tell you how to make money, I can tell you how to not. There's models. I can tell you how to get fat, I can tell you how to get healthy. There's models, right? 

I'm telling you right now my model for getting up and doing exceptional things is to get up at 5:00, that's funnel building time. Then I get up and crush it.

I get up and I literally think to myself, "Go, go, go, go, go, go, go, go, crush, crush. I am going to destroy. I am going to destroy it!"

I used to look in the mirror and I would smack my fists, and you guys will probably laugh at this but I would hit the counter with my hand. Boom. I would slam it and go,

"I am Steven freaking Larsen! I am the man!" I did that a lot when I didn't feel a lot of confidence. "I can do anything. Don't tell me what I can't do." I'd be yelling, pumping myself up in the mirror.

I firmly believe in that stuff!

Self talk. Self talk is totally fine but as you're going through this mental shift of being a student of exceptions, right? Just ask for exceptions. Be an exception to the rule in some things. If you're not breaking the law then it doesn't matter, right? Right?

There's really only 3 codes, right? Don't break your moral code. Don't break the ... I'm Mormon, all right. Don't break your religious code, right? Then my third one is to bend the crap out of rules. I purposely do that. That's been one of my mantras for 10, 15 years. Maybe not 15 but probably 10 years.

Don't break rules, don't break commandments, bend the living crap out of rules and on purpose...

I do that all the time and I'm just trying to tell you guys, and I'm sorry I've been going on for 15 minutes now, but that's just ... Oh, it bugs me so much when people come and they'll say, "Well, I can't do it because I have a full-time job." Bull crap, I do too. Stop.

Anyways, "I can't do it because I don't have any money." I don't either. I go sell something, I get a commission off of it whenever my business needs money, right? I have money now but that's how I started, right? Whenever I needed money I'd just go sell something.

You don't need funding to get a business going. That's total garbage, all right. I don't need funding to go sell $10,000 custom sales funnels to people. I don't. I focus on the real estate niche. I build mostly real estate funnels.

I just don't. I don't need to do that.

Why do you need to do that at all? If you need money for ads, go mow a lawn. Bootstrap the thing. You'll get way more out of it. The business will remain yours. You're not going to give any of it away.

 Anyways guys, I'm on crazy rants right now. It really makes me ... I guess I should call this the rant session. The student of exceptions rant style or something like that. Maybe I'll put that in there.

Anyways, that's your homework assignment. Go do things that get out of your comfort zone, become a student of exemptions. I'm not even saying it right anymore. Remember to don't break the law, don't break whatever your moral code is, but break rules.

They're not even real anyways...

Someone who is an authority figure decided them and that doesn't mean they represent the law and it doesn't mean they represent your moral code. A lot of times they don't matter. If it's a fence, do not cross this fence. I'm not saying go trespass, but on a golf course, that's what we used to go on a golf course all the time growing up. Not for golfing. We'd collect golf balls and things like that.

 Anyways, my point is made. Go do that and I want to hear.

Go on the Facebook page if you will and just say I am a student of exceptions because, dot dot dot. Please fill it out. Tell me what crazy thing you've done whether it's something entertaining, something with business, some other personal goal.

Just let me know what it is because I want to bond with someone out there because this has been my mentality for the last, probably about 10 years, 5, 10 years, something like that. There's not a lot of people that have that mentality and what's funny is I get kind of lonely about it.

I actually really do want to hear if you also have done things that make you an exception because it's my goal to be an exception. I am not going to be a rote routine, cookie cutter individual. I do that on purpose so I challenge you to do the same.

Anyways guys, thank you so much and please remember to comment, rate, and please subscribe to this or share this episode if you liked it at all. I'm sorry this was more of a rand session. Usually I'm critiquing a sales funnel or dropping some kind of marketing bomb on you.

I just woke up and had that thought, especially after I saw the text from one of my friends. I was like, "Ah dude, you got to get out of that mentality. Stop." It is poison. You will not get anywhere if you keep thinking that. Anyways guys, I'll talk to you later. Bye.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free t-shirt when your question gets answered on the live "HeySteve!" show. Visit salesfunnelbroker.com now to submit your question.

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How ya doin'? How ya doing? I got to say, "Good morning," because for me of course it's morning. Hey, we just got back from ... I just had this really cool thought. I wanted to tell you about it. We just got back from Utah actually. I've got some family there.

I got family in Cache Valley, if you guys know where that is. It's a little bit in the middle of nowhere, but just completely gorgeous. I got an uncle there, and he's got some goats. My little two year old daughter just absolutely loves it. She calls that place, Uncle Goat. (laughs) She calls him, Uncle Goat.

She's there feedin' the goats, and one of 'em was gettin' out, and about to charge her, and she's freakin' out. Anyways it's super-funny.

We're out feedin' the goats, and later we went over to ... My grandma died when I was eight, and we went over to her grave, and I have a ton of family at that cemetery that she's in. (laughs). A lot of ancestors in that cemetery. There's one is particular that's just has been very inspiring to me.

He's the man, and his name is Hans Larsen, and I wanted to tell you a story real quick. This is pretty intense. The guy grows up in Denmark, and he grows up, and he wanted to join a certain religious faith, because it's like 18 ... I don't know, 1880. Somewhere around there.

I can't remember the exact year, but anyways his family says, "No," and kicks him out. He joins it, and he gets on this ship that's going between Europe ... England ... He travels over to England, gets on a ship in England, and he works on a ship that goes from England to the new continents in America back and forth.

He works on that ship for a while, and when he has enough money, one day when they went to America they just ... He just got off, and he stayed there. He stayed over in the new colonies, and then he decided to join ... There's that ... I'm Mormon by the way ... He joined those pioneers that went west, and he walked from the East Coast to Utah.

He went over there, and he walked ... That's a long ways. He walked that. I want to clarify that: he walked it in rain, snow, sun, and he ... The guy's an animal first of all. Total respect for what he did. He gets there and he's like, "Dang.

There's all these other people who are comin'.

They're going to need help," so he walked back.

He walked all the way back to the East Coast, and then helped bring all those people back again.

Then he did it ... He walked back, and forth seven times across those plains. Seven times. I mean, that's incredible.

I think about the things that I complain about sometimes. I'm like, "Man. I'm a pansy if those are the things that I'm complainin' about."

Hans Larsen, which I can't remember how many greats back that is, but he's my great-whatever grandpa Larsen, and he went back and forth seven times across the plains. Total workhorse. That's in my blood. I'm really proud of that.

I was thinking about that, and he's one of the people that settle Mendon, Utah. He didn't want to be the governor for a long time, and they kept saying, "Come on. You should be the governor." He's like, "No, I don't want it." "Come on. Be the governor." "No, I don't want it."

Finally they just voted him in, and he didn't want to be the governor, but he's the governor. He's just dealin' with these issues that he hated.

I just ... Anyways, super-cool attitude, and obviously a go-getter to walk across seven times, and be the governor of a place he don't want to be a governor of. Anyways, just super-cool.

On one part of the family I got that guy. Just awesome dude, and it says a lot about his wife too. Holy smokes.

Which for back in that day, and age it wasn't as big of a deal, and it's still not a huge one, but ... He's like 15 years old, and his wife ... They died a couple of months apart though, which is actually cool.

Anyways, the ... I got him on one side...

Then still on the Larsen side ... My dad and I are talkin' and he's like, "You're obviously an extreme entrepreneur," and I was like, "Yeah." He goes ... He's like, "It's funny. Because if you look at sometimes parts of my family that entrepreneurial, and you are, and I am, and I broke away from everything, and my ...", anyways without going into too much, but (laughs) it's like ... He's like, "It's funny though, because if you look at our family history they're not ... We're not crazy entrepreneurial people when it comes to certain things."

Like Hans Larsen, when he came over, he didn't want any kind of ... He didn't ... He just wanted to farm, and he wanted to help people get across the plains. That's it. I don't think he's necessarily an entrepreneur.

Anyways my dad was like, "Do want to know where ...", because he's like, "I think sometimes things come through our blood, and things stay inside of us," and I got that itch. I just ... I'm antsy.

I'm an antsy guy. I don't sleep a lot.

My dad was like, "Apparently our family history legend has it that there was this guy. He was a traveling salesman way back in the day."

Like ... I don't know when. Early 1900s, mid 1800s. Somewhere in that time period, that 50 year time period, there was a traveling salesman that came through, I think the Cache Valley area, and totally had an affair with on my side and then left.

Ever since then all the little kids that spawned from that, the really little just go-getting entrepreneur guys. I don't think entrepreneurship is something you're born with, you learn it, but I do think some people are more apt to take it on.

Anyways, so whoever that guy is ... If you were related to that guy please let me know. We're probably related, so now ... Anyways, I thought that was funny. The whole point is that this is a more serious episode for sure, but just remember where ya came from.

That you're only where you are, because you've been standing on the shoulders of giants, you know what I mean? You really haven't done anything on your own, and no idea is really yours.

This is just a coagulation of all these other ideas, and experiences you've been having from other people, all these other inputs that have created your cool output. Whatever your business is, or whatever you're trying to do. A little humble pie there.

I was thinking about that just this last time that we had a family reunion with everybody, and I was like, "This is cool. It's good to be with everyone. I mean, this is awesome. At the same time I got to remember I'm still no one."

(laughs) You know what I mean?

Even when you're somebody, and you've made it, and you're successful, you're still technically no one. I mean you're going to die, and the only things you take are memories, and relationships, so ... Man, this is a serious episode. What the heck? Somehow that ties into Sales Funnels, and motivation, so figure out what that is for yourself.

(laughs) All right, guys. I'll talk to ya later. Bye.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.

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Steve:

All right everyone. I've got a very special guest on with me today. I'm very excited for this actually. I've been looking forward to this interview for a long time. Guys I want to introduce to you Jaime Smith. He's done amazing things with the ClickFunnels community. Jaime thanks so much for joining. I want to talk a little bit about how you got your start. All the cool things you've done. First of all I want you to know, actually Russell and I were talking about you because you've done so many things for the ClickFunnels community. You remember that video, you may not, but I put a video out and I was like hey Russell and I we're looking for some help for some poor things and things like that and you reached out. We were going through this list of people. Over and over and over again I was like, Jaime's the man. Jaime would be the man, Jaime would be the man. The only reason why, I don't know ... He's so good. I think he'll get bored.

Jaime:

Ah. Well thanks man I appreciate that. I appreciate that, yeah.

Steve:

Yeah and Russell's saying, hey he's done so much for the ClickFunnels community himself. It's not like we're asking you to, it's not like we've done anything to do extra promotion for you or anything. It's like everyday I see a new thing that you've done for the ClickFunnels community, for all of us non coders and it just blows our minds. It's like black magic to me man. I have no idea how you do what you do.

Jaime:

Yeah well lots of years of kind of doing some intense stuff. Honestly my background is as a senior web app developer. I've been working since 2000. Started out, my first project was actually an enterprise level project with Eli Lilly. I've always been the cowboy coder writing enterprise level applications. Always web based. I've done desktop software and stuff like that but that's not as much fun for me. After doing enough of those things you learn how the back ends work. I'm able to take some of that experience and see how the front end works, and get into the ClickFunnels admin area and see okay, I can kind of tell from the URLs and the functions that are available how the backend pieces are pulled together.

That allows me to say, okay well if the backend works this way, then if I add this to the front end, then the backend should support it. Just having that visibility into both sides of how things work makes it easy for me to go in and know that if I can customize the front end a little bit it'll work with the backend. Also just being able to inspect the code that's being spit out by the ClickFunnels tools on the front end, and add some java script into them that just adds a little functionality or a little style or whatever. It just kinda comes easy so I figure, hey if I can throw some of that stuff out and help people out then that's, I would love somebody to be able to come in and help with all the things that I am not the greatest at.

Steve:

Yeah. I cannot even imagine what those topics could be because I mean, you've been in the ClickFunnels community for a long time and I have also. I got in right after beta. I was building stuff and it was fantastic, my buddy and I are making money together. All of a sudden I started seeing, whose Jaime Smith? You keep putting things like, hey anyone want some cool CSS that's going to make, yada yada yada. I was like, holy crap I don't know how to do that. Yeah. Then like the next day it'd be like, hey someone else want some java script I wrote that's going to make you're whole funnel act like an e-commerce store. I was like, what? Oh my gosh. It was like over, and over, and over again. I got to tell you, that's one of my biggest regrets. I went to college for, I finished with a marketing degree but before that I was actually a CIT computer degree. I remember I went through one semester, I was sitting in one of my coding classes. Maybe it was the teacher, but I cannot blame it on that with a clear conscience. I don't know what it was but sitting and coding, I remember getting out of there and going, I'm never going to sit in front of a computer all day. 

Jaime:

Yeah, and now you're doing it.

Steve:

It's the one thing that I wish I had learned, was how to actually program. My dad was an executive at IBM. He and I, we ran like a 120 port network inside of our house that we built together, running through the walls. We did so much stuff together and it was awesome. I just have never learned the guts of it. I'm totally jealous of your skills man, it's fantastic.

Jaime:

Yeah, well. Yeah it's a blessing and a curse sometimes because I see some of these questions come up like, hey can I do this? Then it's like that itch that you just have to scratch. Okay I'm not going to rest until I figure out how to do this thing. It's a lot of fun. I think, my background's kind of weird. I don't know what it is. I feel, I was talking with somebody actually I was just out in Boise here last week for an event there with Russell. The Ignite Inner Circle Program. That was great. While I was there I was talking to somebody and just talking about my background. I just felt like, what I said was I feel like my biggest blessing, and I hate to say my genius because I'm not trying to brag by any stretch of the imagination-

Steve:

Go for it. We'd love to hear it.

Jaime:

I feel like my biggest area of genius is my ability to extrapolate and apply a concept I've learned in one area to a completely different area. I started when I was young doing mechanical stuff. My family actually owned a hardware store and my dad did a lot of installations, hot water heaters, central air units, and stuff like that. 10 years old I'm installing furnaces, and air conditioning units, and hot water heaters, and running electricity, and doing all this mechanical stuff. Not really any training it was just, hey your dad needs a hand so I'll just watch what he does, he'll tell me what to do, and I'll go do it. I kind of took that and then when I graduated high school I actually went into the army and I was a helicopter mechanic for 4 years. I was able to take some of those mechanical skills and apply it and look at the engineering of things. I always felt like I could tear stuff down and reverse engineer how it worked. Then I've been able to take some of that reverse engineering skill and apply it to technology. That's what programming has been for me. Honestly I've only had a few actual college level classes in programming. Most everything is all self taught.

Steve:

You're kidding me?

Jaime:

No.

Steve:

Oh my gosh.

Jaime:

Over 16 years of reverse engineering other stuff that's already working or going in and saying, it's always kind of been on the job. Hey, you need to learn this. Okay great let me go get a reference manual and I'll figure it out. I've just been really blessed to be thrown into just a bunch of different projects in different languages, and different platforms, and used in different frameworks and technologies. Being able to say okay, these things all kind of have similar ways of doing things. If I can take the concept from one and apply it into another then it's going to get me to a solution that much faster-

Steve:

So, I'm sorry about that.

Jaime:

Oh no. That's what I've been able to do with ClickFunnels is be able to say, okay I know I can take the concepts I've learned from the backend programming and from the front end programming, I can combine them with this online marketing which I've also been a student of for the last going on 12 years now. Just come up with these creative solutions to these problems that people are having, and problems that I'm having.

Steve:

It's interesting because I was thinking about that. If you can step back and look at abstractly what you're doing with the funnel. I mean that's got to tie directly into what you did growing up.

Jaime:

Mm-hmm (affirmative). Yeah, absolutely. Yeah, yeah. I've been extremely blessed to have some fantastic opportunities to get experience that a lot of people just don't get. Sometimes I have to remind myself, or I have people tell me this, that because I see what I do as just really easy, but then I'm like anybody could do it. In fact I've said that many, many times, I could train a monkey to do what I do. It's not that hard, it's just once you know the concept it really is pretty easy. It's just for me I've been exposed. I don't feel like I've got any special genius or any special intelligence ability that other people don't have. It's just I've had the great opportunity to be exposed to experiences where I've had to make a project work. It's just experiences that the majority of people don't get an opportunity for. I feel truly blessed to be able to do what I do.

Steve:

Well I think it's fantastic. For those of you who are listening and don't know, what Jaime does is he'll look at what everyone's doing in ClickFunnels and watch the community and the Facebook page, see where people who don't know how to code are running into these walls. He'll just come out there and, hey here's a free tool that I just built, or drop this piece of code in and now ClickFunnels totally changes. I mean it's amazing. It's incredible what you do.

Jaime:

Thanks man, thanks.

Steve:

I mean you're obviously working on CF Pro Tools. I'd love to hear a little bit more about that. I also want to ask, before we get into that, I don't know. It's a little weird to bring this up. Tell us about your failures you know. I want to know a little bit more, behind every success story there's always like this struggle I feel like. In marketing we tend to take whatever the best case study that we were able to get and market that only. Or whatever the best results are and market that only. The other 90% are like pure crap or it's just this massive, massive struggle. I was just wondering if you could tell us a little bit about, she the struggle that produces CF Pro Tools. What led you to get there?

Jaime:

Sure. Absolutely. Yeah. Yeah. There's plenty of meat there to chew on.

Steve:

Sure, there always is. Anytime anyone talks, oh yeah there's lots of that.

Jaime:

Oh yeah. Yeah. Like I said I've really been studying online marketing for the last 12 years of so. Really I've had this passion for hey, I've always wanted to be an entrepreneur. I guess that's the thing. I never wanted to be the guy that just had a job and just worked my job and just did my thing. Now every once in a while I look back and say, man I worked in a factory building cars for a while. That was kind of mind numbingly nice. It's like hard work, but every once in a while I'd like to go back and just feel like okay I can just do my job and go home and not have to worry about anything afterwards.

Steve:

Turn the brain off, yeah.

Jaime:

Yeah switch off and not be constantly on the clock. Then I remember that no, I hated that gig too. It seems like I always do that in the spring time. Be like, oh it'd be awesome to have an outside job putting on roofs or something like that. Then come August in Indiana when it's 95 and 100% humidity I'm like oh yeah now I remember why I don't do that. I wouldn't last very long. Yeah. I've been studying online marketing for a lot of years. Really felt like okay this is my opportunity this is where I can actually make some thing happen and really take a business, I always thought with minimal effort and the right scale I can just make this huge business and live that internet dream, laptop beach lifestyle. It's 12 years later and I'm still not on the beach, and I'm still not working at my laptop.

Yeah. I started, and honestly I've looked at so many things, and I'll say probably the biggest failure I've had in, and a lot of people talk about this but it's so easy to get sucked into, is the shiny object syndrome. That's biggest struggle. I'm finally learning after 12 years of doing this that that's been my biggest downfall, is constantly being attracted and constantly jumping ship and moving to the next thing. I've done pretty much everything you can think of in internet marketing, I've tried it. Starting out with running niche ad sense sites and building those up. I had a little bit of success there. I made a few hundred bucks here and there on different sites. Okay that's great. Then you run into a little struggle and you're like oh that doesn't work and you just dump it, you move onto the next thing.

In the process of doing that I actually built out, again using my technology background and as a developer I actually built a product around taking PLR content that I was getting in a monthly membership where you'd get 1,000 articles a month or whatever in different niches for free. Go and build your website around these, throw ad sense on it, you'll make money. Great. I did that and I thought okay, I'm going through and doing this and there's got to be a quicker, better way to build out a network of sites. I figured out a way to take word press, and this is back like word press 2 days, to use word press what was called multi user or word press MU, and use that to build a network of these niche sites, just on different sub domains.

I figured out how to do that and I actually was in a community similar to the Facebook group, specific to this product, had about 1,000 members or so. Kind of the same thing I've been able to do with CF Pro Tools, just jump into the community, help out as much as I can, show people what I'm doing and how to use the technology to build these sites up more quickly, and actually build a training program. Like 28 videos on how to use word press, and how to use the network, and how to drive traffic, and how to do all this stuff. Put that together and just poured a ton of time into it. That was probably my first little success where I sold like $1,700 worth of this course. I'm like okay awesome, this is going. Then word press came out and changed their version. I'm like I do not want to go back and re-record 28 videos.

Steve:

28 videos, yeah.

Jaime:

It was like 6 hours worth of video training. That's immense, I'm like no. I'm not going to keep up with this. I just kind of dumped it, moved onto the next thing. I probably could have been successful with that if I would have stuck with it. It got hard, there's surely some other shiny object that's easier to do over here, and jumped ship. I just did that repeatedly for the last 10-12 years. Have learned the hard lesson that that just doesn't work. Anyone of the things that you pick you can be successful at online. There's very few things that if you don't ... There's been plenty of plans laid out that will work if you apply the right leverage. I think you just have to pick one and go with it. For me the latest has bee CF Pro Tools and jumping into a community where we've got, what 20,000 plus active members now inside the ClickFunnels Facebook group. We've got ClickFunnels users I think, I heard recently is right around 20,000 active users of ClickFunnels right now.

Steve:

Yep.

Jaime:

It's a huge community, so it's a huge opportunity and that's great. That's where my focus has been. I actually enjoy it. I posted on the group not too long ago that ClickFunnels makes what I do easy, the community makes it fun. I do enjoy it.

Steve:

Yeah. I completely agree with that. I want to go back just real quick to something you mentioned. You just touched on it, and I'm learning this lesson, I don't know I fee like any of us who do anything entrepreneurial we all have learned this less every 6 months. It comes in a wave. The shiny object syndrome. It's huge. What's funny is in college I 100% had shiny object syndrome but I kept telling my wife, no, no I'm just at an age of exploration. I'm going around all over the place like, yeah I'm doing real estate here, writing e-books there, door to door sales here, I was all over the place. It was good for learning, but after a while you have got to drop an anchor and you have to learn to say no.

I'm laughing that you brought this up because like 3 days ago I was Voxing Russell and I was like hey man, someone approached and they're like hey got this cool thing, wondering if you want to jump in on it in your free time. Which is kind of a joke. Russell's like, you know what man as a friend, stop. You have so many cool things going on already. He's like don't, just as a friend you cannot say no anymore. By the way, he's like if you have time to focus on 2 things it means you're probably not doing enough in number 1. You know what I mean?

Jaime:

Right.

Steve:

I thought that was fantastic that he said that. I have not really ever had success in something until I became a mono maniac. You really have to obsess over it. It's the only thing you think about. All your time is put towards it. You don't go home and just like veg out on the couch. After a couple months then something will blow up. Anyways. I thought that was really key and wanted to just point that out. I remember when Russell said that I laid on my bed like for a long time. Just was like, man he just defined the last 4 years of my life. Why was I so close to it, I couldn't see it. It's so obvious when you hear it but you look at it you're like man, what can I simplify and cut it. That's usually not the mentality everyone's taking on. It's more of a, what can I be a beast at and take on more, and more, and more. It's actually very much the opposite of how you do things.

Jaime:

Yeah. Yeah. Absolutely, yeah. You know when somebody starts a conversation with, hey, as a friend. You know that's probably not going to be what you want to hear sometimes.

Steve:

No, no, no. 

Jaime:

That's what you got to like about guys like Russell that can jump in and tell you what you really need to hear, whether it's what you want to hear or not. That's awesome. It's great advice as well. Yeah.

Steve:

Do you mind bringing us to a little bit of CF Pro Tools?

Jaime:

Sure.

Steve:

I'd like to, feel free to go through it. I was wondering also, I probably should have asked you this before but, I mean everyone here obviously we like to hear the numbers. If you wouldn't mind a few things on that or take us through your funnel and kind of how it works.

Jaime:

Sure.

Steve:

If that's all right with you.

Jaime:

Yeah. Absolutely, absolutely. Yeah it really started out, CF Pro Tools was just, as a I thought through, you know I built out a couple of these custom java scripts. The first one somebody had asked for was the ability to add a checkbox directly onto the buy button. Normally we see this check boxes to say hey I agree to the terms and conditions. What somebody was saying was hey, I added this to my page and it's kind of cutting down on my conversion rate. I'd really like to be able to put this checkbox directly on the buy button, that way they're at least looking at the buy button when they have to check it. Maybe that will help with conversions. Maybe it will be a way to fill the bill of requirement for, you know some processors require that hey if you're going to sign somebody up for a trial subscription you need to have somewhere on the page that identifies that they agree that they're signing up for a trial subscription and they're going to be charged again in 30 days.

That really was where the need came from. I thought you know [inaudible 00:19:48] they posted in the Facebook group and said, hey is it possible to do this? I just posted back and said hey it's not possible to do it out of the box but I can certainly add some java script that adds a check box to your button. I dug in the easiest way to do that and make it still flexible with the ClickFunnels editor. You can still edit the button text, you can still edit the subtext which is actually what I used for the checkbox agreement. Basically I just said hey we've got this subtext, I can just pre-pen a checkbox to that event. Or to that text. Then you've got a check box. It's like okay cool that works. It just kind of started there. Then a couple of other things come along. I'm like okay now I've got 2 or 3 of these things.

To me, if you've ever used AWeber, and you've heard of Jack Born there's AW pro tools which is AWeber pro tools. I thought you know hey, I kind of like that name. I like the product. I've used AWeber and AW pro tools for a long time. I thought you know that's kind of what I'm working on here, is little pieces that I can add to ClickFunnels that don't come out of the box. When I'm registered, CF Pro Tools. I thought well I'll just throw them in a free membership area and give people access. That way I can kind of keep up to date, add new scripts, I can send out emails, and do all that. Now it's a library of 16 different scripts that are in there for free.

I've had over the, well I think I was actually just recording a video early this morning, I think I registered my own account in that membership area March 13th. Just prior to funnel hacking live at the end of March this year. I threw it all together and since then I've had a ton of people say, dude why aren't you charging for this? How much can I pay you for this? All kinds of other things. It was just like, no it's always been my goal, I've heard many, many times. I always attribute this to Frank Kern is probably the person that sticks out the most in my mind as saying, "If you want to help somebody you need to show them how you can help them by actually helping them." I take that as kind of, lead with value.

Which complete side note, I was able to register the domain name a couple of days ago, leadwithvalue.com. I thought okay that's what I try and live by. Lead with value, show somebody that I can help them by actually helping them. I thought the best way to do that was to get in front of the community. The best way to get in front of the community is by actually helping them do things. The best way I can do that is just throw some stuff out for free and say, hey I'm going to throw this value out there and there's no strings attached. Just jump in and grab it. It's been hugely successful for me. I always feel like if you go into something and you provide value without any expectation of return, that value is actually going to return to you probably 10 times more than you put into it.

Steve:

100%.

Jaime:

Yeah. That's truly been how this has gone for me. It's been great. After doing this for quite a few months now, just providing as much value as I can. I've finally come up with a few scripts like wow this really is like a major game changer. After building up a pretty good sized library I felt like okay now I actually want to make something work with this, make something happen. I've had enough people say hey I want to pay you, I want to pay you, I want to pay you for this. I fell like you've given me all this value I need to pay you. Please make something available to us as a paid product.

I thought well I'll just add on a section to my membership that is a VIP club. Basically where I throw these kind of high value scripts in there. People can sign up and I'll just throw monthly scripts of these high value nature into this membership and let people join in. I rolled out the CF Pro Tools VIP club. Through, the first script I threw in there was my CF cart mode script which basically takes ClickFunnels which as you know out of the box, the order form just supports adding 1 product at a time to your order. You can have 3-4 products listed on your order form, but you have a radio button so you can only select 1 of those products to purchase. I thought well hey again looking at the structure of the code on the front end and seeing that hey I notice how some of these variables are named, and just from my experience on the backend I know that okay if it's named this way it probably means we can send multiple values into it.

Steve:

At the same time, yeah.

Jaime:

At the same time. I determined that hey I could probably send multiple products into the cart and have them process the order just fine. I tweaked the front end a little bit to change those radio buttons to check boxes. That was the first iteration. I tested my order and hey, guess what it all worked. I was able to send in multiple products to the cart and have them process in a single order, as a single transaction in ClickFunnel. I was like, awesome. Then I had people ask hey is there any way that I can have a quantity selector? I thought, hmm. I wonder if I could combine the 2.

I made the CF cart mode which is the combination of, it works probably best for say you're selling t-shirts. You have 4 different sizes, small, medium, large, extra large, and you want people to be able to order more than 1 at a time. The cart mode gives you the ability to have a drop down selector for quantity. The ability to add each of the products individually. You could say, hey I want 2 smalls, 3 larges, and 4 mediums and ClickFunnels will process that on the back end all perfectly. It adds up totals, sends everything across to your payment processor as your total amount and then your order confirmation page shows each of the shirts that were ordered. It works pretty awesome.

Steve:

I'm blown away that, I mean I have an account with CF Pro Tools. I logged in there and I just could not believe all the stuff that was in there. When you look at what, you know ClickFunnels is what people want as far as like the structure and the ease and stuff like that. Then there's all these little tweaks and features, and customizations people need based on what their business is, or what industry they're in. Yours is like, it's the other side of that man. It's like if you've got CF Pro Tools and you've got ClickFunnels, there's is literally no other product on the planet that is like it. It's pretty amazing. I like that you said that though about the bait. You decided for a long time to give tremendous value up front for free for a long time.

I kind of came to that realization, I don't know it was like 6 months ago also. It was like man, everyone wants me to build these funnels constantly. It's like the thing that everyone asks me to do. I was like, well I may as well toss all the ones that I've built and make them free and put them in a site. That's what salesfunnelbroker.com is. You go in there and you can download the entire website, salesfunnelbroker.com just for free. The amount of doors that's opened up is amazing. It's counterintuitive because people are like, whoa I don't know man. I could charge 5 grand for that easily, and it's true.

It's like ugh. That's kind of the realization I've had recently. What people would normally pay for, go ahead and make that free and you become this rock star in their life and [inaudible 00:27:27] like crazy. I'll get all these personal messages. I'm sure that you get them too, like man thanks so much, this is helping me, I've sold more because of this, or whatever it is. Anyways. I'm just saying I completely agree with that. That's fantastic. At what point did you decide to start charging for all of that?

Jaime:

Yeah that really was just in the last few weeks that I opened up the doors on the VIP club. Really what it came down to is okay, I'm still working I hate to say a full time job but I had kind of committed to a 25 hour a week job. That was, you know it's what I've always done so it's what I knew. It's always kind of that foundation, that safety net but I thought, this is only going to get me so far. I really need to ramp up and scale up my income potential. People are asking for this, let me just throw it out there and see what works. Finally I just flipped a switch in my head and said okay I need to make something out there. I just need to do it. This is the other one of my big failures, and that has been perfection. Always worrying about, well I'm not quite ready to put it out yet because it's not perfect. I really need to perfect my message, my sales letter, my report, my whatever. I'm working on a book here and I need to make sure it's perfect before I can roll it out. One motto that I keep reinforcing in myself and I try and share with everybody that I see having the same problem is, in my opinion perfection is the enemy of progress.

Steve:

Love it.

Jaime:

When I'm trying to make things perfect it keeps me from actually putting anything out there that could be successful. I really just, I had written several of these scripts, I had tested several things. CF cart mode was one of them that I built and I tested for myself. I thought okay it's not quite 1,000% ready so I'm just going to hold on to it. I thought, you know what, no. I'm just going to throw it out there. I'm going to put a separate section of my membership up and I'm going to put a sales page up and I'm going to put a buy button on it and I'm going to let people go and buy it. With my goal, within a 24 hour period to go from concept to completion. I did that and I turned on, flipped the switch, and 5 days later I was 5 figures. I was like okay. Now we're onto something. Yeah it was very cool. Very cool.

Steve:

That. Do you mind sharing with us the funnel a little bit? Or at least the way you bring people through? I mean I've been through it it's fantastic but, squeeze page, order form, whatever.

Jaime:

Sure. Sure. Absolutely, yeah. Really the first iteration was just to kind of capture the traffic that I already had. I had about 700 members inside the free version of CF Pro Tools. My thought was okay I just need to get in front of those people that already know and love me. I hate to say that in a boastful way but-

Steve:

It's true though, you're a brand, it's fantastic.

Jaime:

Yeah. I just kind of want to get in front of those people that are already hot prospects, that already know who I am and already know the value of the scripts. It's a pretty simple process. It's just a video that says, hey I'm Jaime I'm with CF Pro Tools. I'm the creator, this is what I've got for you. I've got a membership area where I'm going to be throwing these high value scripts in a monthly basis. I'm also going to be doing monthly share funnels. I'm also going to be doing some video training. If you want to jump in there's a monthly membership or there's a yearly membership. The funnel is basically that. You're signing up to either pay by the month or pay by the year. I kind of really just throw some spaghetti at the wall as far as price. I put a normal price, in my mind I thought o normal price should be around 67 bucks a month.

Then my thought on the yearly price actually came from a guy name Rory Mcnally I did a mastermind session with Trey Lowell and Harold a while back and Rory was there. He shared just this absolutely golden nugget that I will share with you. I give 1,000% credit to Rory because this is just brilliant. He said, in fact he won the prize. Trey did a little contest and there were 16 people or so in the room. Everybody got to give their number 1 tip. The prize was one of those new 360 degree cameras.

Steve:

Oh sweet.

Jaime:

Just see people doing all these videos. It's like a $500 camera. He said okay the person gets the number 1 tip gets this $500 camera. Rory won that and his tip was this, if you've got a membership area and you can figure out what your average stick rate is. Say your average stick rate is 4 months. People come in, they sign up, they stay for 4 months in your membership and then they bail. Then really what you want to do is offer a yearly plan at just 1 month more than what their monthly was cost wise.

Steve:

Oh man.

Jaime:

You just got an extra month of income out of them that you weren't going to get if you just kept charging monthly and to them when they sign up that seems like a huge bargain. You're getting all the money up front that you can now turn around and reinvest in even more advertising to drive even more traffic to that great deal. It's just the quickest way to scale your business dramatically. I thought, that is absolutely brilliant.

Steve:

That is brilliant.

Jaime:

Of course I'm just starting this so I have no idea what my average stick rate is but I thought you know what, I'm going to go on the 4 month premise. I'll just say okay if people were to stick for 4 months then lets charge 5. I just did a hey get 12 months for the price of 5 on my yearly plan. I basically wanted to do right around a 50% discount for the launch. For those people who have been around I want to give them the most value and the most love I can by being huge promoters and supporters of CF Pro Tools. I went with at $37 a month initial price that will go up probably around the first of September. Then $197 which is roughly 5 times the monthly to sign up for the year. I just put it all on a single order form, here's you're 2 payment options. I got a couple of buttons, I actually modeled the funnel university-

Steve:

Oh sweet.

Jaime:

The funnel [inaudible 00:33:43] .com funnel. That's what I used there. It worked perfectly. I threw that out there and right away had people start signing up, which was great. The one thing is that I did figure out is that, and I actually have changed the price now a little bit for the yearly plan, was because I was getting everybody into the 197 a year. Which was great to come up with a big launch, but as you're running a membership you kind of want to have a little monthly recurring, right?

Steve:

Yeah you want the continuity there, yeah.

Jaime:

Exactly. I thought I'm not getting any continuity here. I literally had like 95% of my sales were for the 197 for the year. I thought, well I've got to be able to support admin stuff in each month so I probably ought to make it a little less enticing to go with the yearly. I bumped that price up to 247. That's kind of balanced things out a little bit more. Whereas I'm getting new sign ups no, I'm getting a little better mix of the monthly versus the yearly.

Steve:

Man that's amazing. Okay. That's fantastic. I've been thinking of that, we have this thing above the door. Actually I can basically see it right now. The ready, fire, aim you know?

Jaime:

Yeah.

Steve:

I think that's so cool. You've just done that. You just put it out there, see what happens, and then tweak as you go. People get so stuck doing the other way around, just waiting, and waiting, waiting.

Jaime:

Yeah. That's huge. I need to get one of those and put it above my door, above my desk as I'm looking at the wall each day with the computer and everything. Yeah. It makes such a huge difference. I mean you're going to get a result. Tony Robbins talks about this, and I've learned over the years that there are no mistakes. There are no failures. There's only results. That result may not be what you want, but it's giving you a result. It's a lesson you can learn from it. Throw it out there and see what you're result is. You just have to have that sensory acuity, to use one of Tony Robbins' words, that sensory acuity to know is this a result I was looking for? If not, what kind of difference can I take out of this that I can make a tweak and maybe move in the right direction. A little 2 degree changes, expand it out and make a huge difference. Just making little shifts, and make little changes, and keep at it. Eventually you'll find the success you just have to get started.

Yeah. It's been very cool and I back into that, just to jump back into the funnel a little bit. I did [inaudible 00:36:05] I got the VIP club. Which a lot of people have been signing up for, I was converting about 10%. Which is really what I was looking for. My goal was to get 10% of my existing free members signed up into the paid membership. That's about where we ended up at. I fell like, okay I hit that target. Really that's just a number that I pulled out that I said I feel like I'll bee successful if I could get 10% of people that took something for free to actually pay for a little bit more.

Steve:

Now are you currently driving traffic as well? Are you buying adds for this?

Jaime:

I am not. I have not done any traffic generation other than sending emails out to the existing list.

Steve:

That's amazing. 5 figures, internal launch, and you just crafted it as you went.

Jaime:

Yeah.

Steve:

That's awesome. That's awesome.

Jaime:

Yeah. I was very happy with it. Then the other layer of it is I thought okay, I've got the monthly membership on the front end. I need to have something to offer on the backend. I want to be able to work with people on a little more personal level. What I did was I'm going to create the Platinum club. Everybody wants to be a VIP and everybody wants to feel important. The Platinum club is again another level of exclusivity. I learned this from Russell, everybody wants, well people will pay extra just to feel a little more special. My goal is always to provide more value. The way I can do that is with the Platinum club we offer monthly group coaching calls. Where I'll get on the phone I'm guessing, we haven't actually done the first one yet. It'll be probably coming up in the next week or so.

2, 3, 4 hours. However long it takes to go through, address the training. I'll be doing training on technical topics, and how to use ClickFunnels, and how to integrate different things. We'll be doing these on a monthly basis and go through all that. Answer any questions that come up during that process, and then also do some coaching. Then also do hot seats where if I've got a member that has a funnel that they're working on that they want to review, we'll pick somebody from the group and we'll go through their funnel and help from a technical perspective as well as just a conversion and just strategy perspective so that everybody can benefit. Everybody always learns from seeing somebody else going through the process.

Steve:

Oh yeah.

Jaime:

That's a great way to provide some value. Then I'll also be doing some much more in depth training videos on how I work. I've been completely blessed to work with some of the biggest names in the ClickFunnels world at least. I've worked with Liz Benny, I've worked with Trey Lowell, I've worked with Dean Holland, I've worked with Joel Erway. I've worked with all these people so to be able to see what all they're working on, and kind of be involved in that process, and to help them with different aspects of their funnels. It brings great experience. If I can take and share some of that experience with other people, then I would love to be able to do that. This is, the Platinum club's kind of my way to be able to do that.

Steve:

That's fantastic. I mean that's exciting. It's fun too like when ... I don't know I just feel like there's energy and movement and momentum is such a huge part of this. Cannot wait to launch forever. That's fantastic. Well hey. Okay. I take notes like crazy. I've got a full page of notes going.

Jaime:

Awesome.

Steve:

Just to kind of recap. You said some cool stuff. Perfection is the enemy of progress.

Jaime:

Mm-hmm (affirmative).

Steve:

That's huge. There's not failures, only results which is so big. Oh that's such a huge lesson. I mean you think about the mental I don't know, I call it mental shelf space. It's like how much your brain can kind of handle at once. I mean think about how much mental shelf space these people dedicate towards making sure they don't fail.

Jaime:

Right.

Steve:

It's very, very freeing to realize there aren't any. Anyways people will pay more just to feel special. I 100% see that all the time. Yeah. I'm pretty sure, because I sell my own funnels also like in the ClickFunnels marketplace, and all over. I think a lot of people don't even use the things that they're buying. They just want to feel like they've made progress. Anyways.

Jaime:

Yep.

Steve:

That's fantastic.

Jaime:

Yeah, that's the other thing too. This honestly, I'm guilty of this myself. I definitely know that people do this, a lot of people do this. It's probably the majority of people do this is, they go into something and they have an itch. They need to scratch that itch. As soon as somebody buys your product, they have scratched that itch. A lot of people will never consume your product because just the fact of purchasing it made them progress towards scratching that itch. That was just all they needed. That's what, get that shiny object syndrome because if we don't actually completely get rid of the itch, we just scratch it for a little bit, it's going to come back. Then we figure well this thing that I just kind of scratched the surface with, it kind of got rid of the irritation for a little bit. Now it's back. I'm going to have to try something else and maybe that will finally get rid of the problem. It usually doesn't because we didn't fully scratch it. People will do that. They'll buy your product and not consume it. It's just part of human nature.

Steve:

Yeah, yeah. Which isn't always a bad thing.

Jaime:

No. I mean absolutely not. It served well. As long as you do a good job and do it ethically and actually deliver something that could fulfill their need if they actually followed it, then you've done your job. That's another reason why you don't have to worry about being perfect with everything. You just have to get it out there. You've got a lot more chance of helping people actually be successful if you release something versus sitting and working on it constantly.

Steve:

Well I'm looking at this huge page of notes. I know you just kind of gave it, but I guess what kind of advice would you give here as we end? As you get started, I mean I'm looking at, you have quite the journey. You have quite the story going on here. This is awesome.

Jaime:

Yeah. yeah. Honestly the biggest advice is just, stick with it. Here's a little story I've shared before. I love this story. This story actually, I heard originally from Joel Osteen. I just thought it was brilliant and just a huge indicator. To me it attaches perfectly to internet marketing. That is, that there was a psychology study done with some apes. These scientists build this enclosed facility and in the center of this enclosed facility they've got this pole. At the top of this pole they've got this big bunch of bananas. Then they put in these 3 monkeys I think. They put in these 3 monkeys into this enclosure and of course monkeys love bananas.

This first monkey runs and scurries up the top of the pole to grab this bunch of bananas. As soon as he got to the top the scientist, through the top of the enclosure, squirted him with a hose. He got doused with this bunch of water. Man he shoots back down the pole, never got the bananas. Gets to the bottom, then he's afraid to go back up the pole. Then the next monkey does the same thing. He's like hey I'm going to go up and get these bananas. He runs up to the top of the pole to grab these bananas and they dump this bucket of water on him. Again he gets doused with the water and back down the pole he goes. He's like, I'm not going back up, scared to even get near the pole now. The third monkey starts to make his way up the pole and the other 2 monkeys grab him and pull him down.

Steve:

Interesting.

Jaime:

They do this and they think, okay well let's take one of the monkeys out and we'll put a new monkey in. Now they've got a new third monkey. Again this monkey sees this pole, sees the bananas, goes and tries to go up. The other 2 monkeys grab him and pull him down. Then they thought well okay. Let's pull one of the monkeys out, put a new one back in. They do the same thing and this happens again. They do this again, and again, and again to the point where now none of the monkeys that are in the enclosure have ever been doused with the water. For whatever reason it's become inherent that you cannot be successful at getting these bananas and they all will pull each other down. Now nobody will even try to go up and get the bananas.

I see that as kind of internet marketing. You get in it sometimes and you will get excited and jazzed about something. You'll go and talk to your friends, or you'll talk to your family, or talk to somebody else online. They'll say ah, that's never going to work. You don't even need to try. I knew a guy that got into that and he failed. You need to just stay down. People are going to pull you down when you think you've got something, you're going to be successful at. You're always going to have people around you that will pull you down, but if you persist, don't let the doubters, don't let the haters pull you down and keep you from being successful.

I did that for a long, long time. You talked to people and they said, oh yeah that's crazy. That's a scam. You cannot make money online. It's just not possible. We see all over the world people that are being successful on the things we want to be successful with it. It's absolutely possible. You just have to stick to it. You have to pick the thin, the vehicle you think that's going to give you the success, and stick to it, and do that. You can be successful. That's one of the big things. Don't let the haters drag you down. You can make it to the top and you can grab your banana too.

Steve:

That's fantastic man, what a great story. I appreciate that.

Jaime:

No problem.

Steve:

Man I don't even want to say anything else because I don't want to ruin it. There's a glow right now. The room I'm in is actually a little brighter.

Jaime:

Awesome.

Steve:

Hey where should people go to check out your stuff?

Jaime:

CFProTools.com is just the quickest way, you can get signed up, get into the free membership area there. Once you're inside there's great buttons if you want to get upgraded. If you're not already in the ClickFunnels Facebook group, jump in there. I'm in there all the time so jump in and connect with me there. I'd love to connect with everybody.

Steve:

Mr. Jaime Smith you have dropped tons of gold and I appreciate that so much. Thank you so much for taking the time to do this.

Jaime:

Awesome man I appreciate it Stephen.

Steve:

Awesome. Okay I'll talk to you later.

Jaime:

Take care.

Steve:

Bye.

Jaime:

Bye.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answer on the show? Get your free t-shirt when your question gets answered on the live "HeySteve!" show. Visit salesfunnelbroker.com now to submit your question.

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All right. All right.

This is actually one of the "HeySteve!" segments.

I should maybe get like a different intro or something like that, so it's not the same "Welcome to Sales Funnel Radio", you know. I paid some guy like, I don't know, like ten bucks on Fiverr to do that. I mixed it and everything. He just did the voiceover.

Anyway, this question comes from Aaron Jordan, so I'm just going to put it in here.

"Hey, Stephen. What's up, man? This is Aaron Jordan. First, I just want to start by saying I love your MLM Funnel. It's excellent. It's everything as good as you said it was. I just wanted to ask a quick question. I wanted to know what was the name of the company that you used to send out the million SoloAd emails. All right? This way I could do some test marketing. Talk to you later."

Hey, man. That's a good question. Aaron, thanks so much for chiming in and thanks for talking about the MLM Funnel, too.

That thing is selling like hot cakes.

I'm loving that thing and so is everyone else. It's awesome when you make a product and ... I kind of just made it as a hobby project and then I kind of forgot about it. I was in the middle of college and it was just a fun thing. It turns out it was actually really good.

Hey, so for the SoloAds and if you guys are listening and you don't know what SoloAds are, a SoloAd is ... Let's take this scenario.

Let's say that I have a huge following of people. Right? I have lots of emails on my list, tens of thousands, a thousand, five hundred. It could even be two hundred people on an email list.

You can sell with what's called SoloAd. Now it's illegal for me to give you the contact information of that person but what you can do is you could pay me to put an ad out to my list.

That way, you still get your message out and I follow the law by not giving you all my emails because you don't have permission to take someone else's contact. They didn't opt into you. Right? That's called a SoloAd. You're sending one ad by itself, solo, you know, to an email list.

Typically, it's to an email list. Usually, in the Internet marketing world, when you say SoloAd, it just means the email, usually not to followings, but you can do the other following, the different mediums.

It's funny I actually just mentioned it. I actually use the company called Fiverr and Fiverr is a place ... There's some caveats with Fiverr. Fiverr is like a ... You can go pay people five dollars to go to crazy stuff. I've had people beatbox my name. I've had people beatbox ... I like the rap ones. I think they're funny.

This dude rapped "Happy Mother's Day" to my mom on this video. It's really sweet. It was like five bucks. You can do lots of Internet marketing stuff, also, so pay somebody to do SEO for you. You can buy back links there. It's a little bit more of what we call grayhat in Internet marketing, meaning it can be like dirty traffic.

Sometimes search engines like Google or YouTube or Facebook or whatever can tell that you're buying likes or they can tell that you're ... Like I've gotten ten thousand likes to a video on YouTube in twelve hours. Most of them weren't real, though. It was just to test it, just for fun and then it ended up blowing up because people created a perception.

YouTube saw that and they took off the likes, so I lost some money on that but that's okay.

The only reason I'm telling you that is because it's a caveat. It's a warning for what actually happens when it comes to SoloAds on Fiverr, also. SoloAds are great but you need to know that from Fiverr, they are kind of like the trash traffic. Do you know what I mean?

Not always, maybe there's a couple that are really good. I know what you're talking about. In one of the videos I was talking about, in that five-day free course that comes with the ... You can white label for yourself with the online funnel. I sent a hundred and seventeen million emails in forty-eight hours.

Here's why it's trash traffic. We got fifty-three thousand people to visit our site in two days. It was fifty-two thousand, four hundred eighty-eight or something like that. A hundred and seventeen million emails go out and only fifty-three thousand of the hundred and seventeen million actually showed up. That's why it's trash traffic because it's kind of garbage.

I buy SoloAds from a whole bunch of people at the same time just because I don't know. Some of them might be crap. From that fifty-three thousand, only a hundred bought and got on our pre-buy list. Now we only paid a hundred dollars for that so we got a hundred people to sign up for a hundred dollars, basically. Fifty-three thousand people jumped on.

I could retarget those people. If you don't know what retargeting is, you can just look it up. It's meaning I follow you around on the Internet with my ad and it looks like I've been there all along. It kind of can pull people back into your funnel. Retargeting is like remarketing to people who have already seen you stuff so you don't lose them. That's basically how it works.

I would go to Fiverr and I would look up a guy name Travis Sago and I would use his email format, mixed with Russell Brunson's email format. He writes what I call short style. Keep it a very brief email.

Most of them don't let you add images anyway. It's going to be plain text. Say in there like, "Hey, look!" Use a really catchy headline or subject line, something that is just loaded with curiosity. The whole point of the email is to not answer any questions. It's to keep curiosity on the line. If you look at a lot of commercials or movie previews.

A lot of times, they do not tell you what the movie is about or they don't tell you what the product actually is. All they do is tell you what it's not. That's kind of what you want to do in a SoloAd. "I'm doing x, y and z without this, this and this." Do you know what I mean? "I gained a six pack without doing any situps." Or "How to gain a six pack without doing any situps." That might be a pretty catchy headline for a SoloAd for someone who has a following in the workout space, obviously. Right?

You might open up the email and say something like "I don't have to do any situps. Actually, I'm still eating carbs. I actually love eating hamburgers. That's my go-to meal every single lunch every single day. Click here to find out more."

You didn't tell them what it actually is. You just told them what it's not and I've found that that actually really works quite well to drive people in. Now one caveat with this also is that you should probably set up your own tracking.

If you go to salesfunnelbroker.com/resources, I think I have a ... I'm going to fill it in for you. She says no, but I think there might be a free trial with a company called ClickMeter, if you use that link on that page.

ClickMeter is cool because through that link, they'll give you a thousand tracks every single month for free. What's kind of cool is I'll use them and I'll take whatever link I want them to go to, so if it's a landing page and it's a product that teaches them how to do something with situps or their abs or whatever, I'll take that landing page link, run it through ClickMeter so that anytime anyone hits that link, it gets tracked and I can see if it's from a bot, if a spider is crawling it like a Google Spider or if it's a natural person and where they are in the world.

Then I'll take that link, though, and that's the link I'll put in the email so I can track it myself. The reason I do that, especially with Fiverr also, is that they'll tell you you've got nine thousand people that come to your actual website and click on it when ninety percent of them are bots. I use my own tracking and go back to those people and say, "Look, I use my own tracking. I know that's crap. I use my own tracking and you didn't send all those people. Half of them are bots." Usually, they'll give you an extra few cents for free for that.

Fiverr is good. Just know you kind of have to do more handholding and you have to grab them by the leash a little bit more because it can be crappy traffic, but it also can be a good way to test.

I usually will use Fiverr only in a scenario that I need to go and just make sure the pages are all converting, meaning I'll have done on my test, I'll go through my funnel and make sure that I think it's working. Then I want to make sure, though, that it's still working for other people, that it's not just because I'm cached on my browser, meaning my browser has saved parts of the website so I'm getting a different experience.

I test it incognito in Chrome and then if it's working for you, then go do a small test also and then after all those things are done and you've seen that even just a couple of people hit it and do some minor things on there, then I'll go buy a Facebook ad or whatever traffic it is you're basically funnel hacking because now I know. Right?

Anyways, that's what I'd do. Go to Fiverr. If you just literally search the term, email SoloAd, you're going to find tons of people. Then filter by rating or popularity or something like that and you'll see all the people that have been buying from this person, which typically means that they're pretty good. Most people don't keep buying crap over and over again.

If you can look through the reviews and see that there have been repeat buyers, especially, that's a great cue. The other thing you can do, too, is let them know that you are watching them, meaning send them a message before you buy and say, "Look, I know that it looks like you have a few upsales here.

For an extra ten bucks, you'll put it here and you'll do this for an extra twenty and that you just want to make sure that it's not all bots. If you can get an answer back from them and at least just let them know you're watching them, sometimes they'll send you an even better list.

That's just a few little tricks and really, that's true for anything you do freelancing. You have to weed through ninety-five percent of people just to get a good gig usually. Once you find them, you keep them for life and you keep them busy so they only work with you.

Anyways, that's a very long answer to your question. Usually, these segments are not that long but that's how I do it. Go to Fiverrr.com. It's F_I_V_E_R_R. It's two R's. Usually, it's five bucks. The upsales are typically worth it so if you use an extra five, ten, twenty dollars, and that's usually where they make their money, they make it even extra cool.

That's kind of how it works, man.

Anyways, yeah, you sent me over your address so I'll send you over your t-shirt and anyone else that's listening to this, know that if you ask a question and if it's is applicable and if it's not a dumb question, go ahead and go to salesfunnelbroker.com/podcast, scroll down on the right and there will be a green button.

If you click it, it will record your question to me. Send it in an email file and then I'll put it on the podcast and send you a free "HeySteve!" t-shirt.

Just send me your shirt size and I'll send it on over to you for free kind of as a way of saying thank you.

All right, guys. Thanks so much and I will talk to you later.

---

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Oh man.

It's funny because when I listen to other people's podcasts, sometimes they're really boring.

I'd rather throw in a little weird foils here and there and actually be entertained myself.

Anyways.

I've had quite a few people reach out to me lately. Honestly on average, about one person a day. One new person per day, sometimes two, reaches out to me and they say, "Hey. I've got this sales funnel," or "Hey. I've got this business idea," or "Hey. I've got something I want to put into the marketplace and try and get money for it."

One of the first questions I always ask is, what's your plan? What's your, we call it a value ladder, leading from one product to the next. You just increase value and increase price as you go. What's your offer structure?

I was telling them, remember that the offer is not the same thing as the product. What's the offer?

You don't sell a pile of rocks.

You sell a rock bed next to a sidewalk with bushes in it, next to a rock wall where people are going to admire you as they walk by.

You sell the experience.

It's all about an offer.

I've had quite a few people recently who've been approaching, and I've noticed this trend that I don't know if they're trying to impress me. I don't know if they're trying, it's possible I guess.

They'll say, "Hey. I'm going to go make an e-book, and I'm going to do this and write an actual book, a physical book. I'm going to get it in the stores. I'm going to do this, this, this, this, this, this, this." It's like they start beating their chest a little bit. "I'm the man." They go, and I don't know what it is. I can understand that I guess. I wake up and I'm excited.

It's not even seven o'clock yet, and I am recording a podcast. Yeah, I call it world domination. I want to take over the world also.

The trend that I've been seeing is that a lot of people will compare themselves to an ideal. I've been listening to Dan Sullivan. If you ever listen to his book or his presentation, "Pure Genius," it's very good.

In there he said something, and I was like, oh my gosh, that's so true. He said, "Part of the part of the problem is that we'll get to this spot in our lives, and we've been planning forever to get there.

Say like, well I don't know, we're just going to say a trip. Let's say you're planning on going on a trip. It's a big one. Let's say you're going to go overseas somewhere. You're planning the trip. You're thinking about it and the months are coming. The months are leading up to it.

You're planning out the, I don't know, the meals, places you want to go, people you want to see, the different events you want to attend. You're starting to imagine as you get on the plane what it'll look like.

If you're going to Hawaii, what it'll smell like, what's the experience going to be like. Then you get there, and you're like, "Oh this is awesome."

While you're in the middle of experience, you start planning your next trip. You start saying things like, "Oh man. What would it be like instead of going to Hawaii, what if we went to Spain?"

You start planning in the middle of your trip, Spain. You start going, "Oh, what's it going to be like? What is it going to smell like? Who am I going to talk to?

What events am I going to attend?" You get home, and you immediately get on plan and go to Spain. When you get to Spain, it's like, "Oh this is awesome," for the first day.

Then you turn around, and you're like, "Oh. Let's go visit Germany." In the middle of Spain, you actually get on a plane and just fly to Germany. That's what it's like when I'm talking to a lot of people about their business.

Like, "I'm going for this, and going for this, and going for this." Like wow, that's really cool, but you're not actually focusing on anything.

You're not actually going to win at this. You understand. To a degree, especially at the beginning when you're just trying to get a product out there that actually converts, you have to be a little bit of a monomaniac.

A lot of people won't do that.

I keep trying to explain to some people, you have got to simplify. Probably the number one thing I've learned working for Mr. Russell Brunson, is that, that's my day job and I absolutely love it, but probably the number one thing I've learned from him is that the man simplifies like crazy, and then just executes. It's insane.

We do not get caught up in the details when he and I build a funnel together. I sit next to him all day, every day. He's like, "We're going to go do this." Cool. Then we figure out the details as we go, but it is our only focus until we get it done and it's converting and making money.

Does that make sense?

Because I get these people, and a lot of people that do that. I realize when I was listening to Dan Sullivan's program, he said something in there that was very fascinating to me.

He said, "A lot of times people have," I'm not going to say it exactly or whatever, but the major point was, sometimes a lot of us will just go compare ourselves to an ideal rather than what has actually happened.

Does that make sense?

Here's a scenario, excuse me. Let's say you really want to lose some weight. Let's take someone who's really, really overweight.

They go and they lose like fifty pounds in three months, which is amazing. That's fantastic and almost like borderline healthy. That's a lot of fat loss or weight loss. They get there and they've lost this weight. They get on the scale. They feel fantastic. It's a lot of fun for them.

They're feeling great, but then someone who's really, really, really in shape.

Let's say it's an Olympian, walks in front of them and just keeps going. The guy notices, and says, "Oh, but I don't look like that." They get really depressed.

They bring themselves down. "Oh crap. I can't handle what's happening in front of me right now. I might as well not even try for this. I'm never going to look like that."

That's what Dan Sullivan was saying. He didn't say that example, but he's like, "Look, what happens is that we'll go from our current state to a better current state, and rather than comparing to our own selves where we came from, we'll compare to this ideal."

Every time you compare to an ideal, you will always end up not happy. You'll always end up getting depressed.

You'll always shrink back. It'll take away your steam from wanting to move forward.

I was thinking about that in terms of a lot of businesses that I've done, especially when I was in college and I was just getting into this game.

About four years ago is when I really started doing this stuff. I have to say, I totally have done that. I think we all have. We'll go through, and especially when you see these other internet tycoons, and you're watching their stuff online or just other business people in general.

You go through, and you've got your thing. It's starting to work, and you're excited about it. You've got this inner fire, this drive to go produce it and make it cool.

Then, all of a sudden, someone will walk in front of you and go, "Yeah, but you're not making 100 million a month. Oh yeah, but it's not passive income. Oh yeah, it's not like this opportunity over here."

You look at this greener grass on the other side of the hill mentality all the time, time after time after time after time, and it just wears you down.

You start feeling like crap because you are comparing to an ideal, someone else's ideal, when in reality, it might be this side job that you created that's making extra income that's paid all your bills.

That's amazing, right. They might be right.

Maybe it's time to kick it up a little bit, but when you compare you're person value with an ideal, like you're going to suck every time.

That's when I realized that. I went through and I was making these e-books. A couple of them sold. That was the first time I ever really got in a sale funnel, and I was like, oh man. I'm not good at traffic. That was a good compare. I went and I learned traffic. That ended up me working for Paul Mitchell.

I was working for Paul Mitchell, and I was driving their internet traffic for about eight of them in California and one of them in Idaho. I was like, oh crap. None of this traffic is converting.

That was another good example of personally comparing well that propels you forward. That's a good way to compare. All right, let's go learn how to convert traffic.

Then I learned how to convert traffic.

That's a good way to follow the rabbit holes for whatever you need to do to improve and make your business better. That's been fantastic. When you compare to this ideal and this way, here's a really bad example. When I was doing door to door sales, that was in college.

It's really one of the major ways I started getting into how to drive ads, which was a weird thing to do. My first summer going with these people, I was the number two first year guy. The number one guy had actually been out there two months before me.

I don't count it because he had a two month lead on me on selling. What started happening is instead of just keeping my head down and just working with my pace and working my own speed, I looked up, which was, for me, not a good thing.

When I looked up, I started seeing the other people and what they're doing. Oh they're doing this level. Oh they're doing this level.

When people started looking at me and my work, and they start saying, "Oh Stephen, you're so amazing at what you do. You're so good at building sales funnels."

If I look at that and I allow it as an input, that I actually do worse. I start sucking because I start comparing to an ideal. Oh crap. I didn't realize I was doing so good with this. I just really want to do my own kind of good.

Then I start comparing, and I'm like, oh. Then when I'm on the doors and I was talking to people and starting to, what if this guy's going to say yes. They start to read that on my face like a dog smells fear, and I start losing sales, more, and more, and more, and more and start sucking.

I'm just in this downward spiral. I'm in this huge tailspin.

Three weeks go by and I haven't sold as much as I usually do in one week. That's how it starts to happen, I feel like, for everybody. I had to pull myself out of that and realize, okay, just you were really good at this before.

Stop looking at what other people are doing. Stop caring that people are watching what you're doing because that's what puts you in the tailspin.

That's actually one of the reasons I've been nervous for this podcast. Thanks for being a faithful listener. That's my whole message is I just want to say that remember not to compare yourself to an ideal.

Compare yourself to what you personally can do, and what you're personally good at, and where your own personal history is from. Keep your head down. Just work hard. It's to want a little limelight. That's not bad. It's good for marketing.

It's good to be able to want to be seen, but when it becomes the object and you start saying things like, "Oh but I'm not doing it like he is," you're going to suck. Just the natural, it's going to happen because you start comparing. "Yeah, well that guy over there has a different, unique ability than you do. What's your own, unique ability is one of Dan Sullivan's things also. Just focus on your own thing, whatever you're crazy good at, he's probably not crazy good at.

You're right. He's probably better than you at something, but you're better than he is at this one are.

Go just focus on your one thing, blow it up, make it successful, and keep your head down. Stop comparing to an ideal. Anyways, I've said that like twelve times now. It's a trend we all get into. It's the reason we like pop culture is we're going to look at someone else and compare. Well, I've got to wear what this celebrity's wearing. That's the whole basis of that industry.

Anyways, that's all I got for you. It's a short one. It's a powerful thought. It started changing things for me. It's this breath of relief for me. Oh yeah, that's right. What's my actual one to my actual two, where I started to where I am now and look at the progress. That's amazing.

You failed out of college your first semester, which is true. Then you started getting straight A's at the end. That's true. Look at that personal progression and from where you are.

All right guys.

I'll talk to you later. I actually have a podcast interview very soon with a very cool guy.

He is in the UK. I'm pretty excited to interview him. I love their accents, so I'm actually really excited about it.

It starts in five minutes, so I got to get prepared. All right guys, see you.

---

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STEVE:
Welcome, everyone. Today I have a very special guest. I'm very excited. I actually have only met her only two weeks ago. It was pretty cool actually. I felt an immediate connection. Anyway, this is Jennifer Goodwin.
How you doing?

JEN:
Good. How are you?

STEVE:
Fantastic. I'm doing really, really well. I was scrolling through Facebook, it was about two weeks ago, and ... I don't know if I've told you this yet, but I was scrolling through Facebook, and I saw an ad that you had out. It was ad for vets. I can't remember exactly what the ad was saying, but it said something like, "Hey, here is a way for vets to launch their businesses online." I immediately was like, "Whoa, this is so cool. Someone's going for this market?" I didn't know anyone who's been going for that. It's such a needed thing, being in the military myself. How did you even get into that?

JEN:
Absolutely. I grew up very patriotic. I didn't realize until this year that the veterans were my ideal client. How it happened was, I was always trying to help veterans that were, military guys and gals that needed help with the internet marketing and getting themselves to the next level. Most recently, I was volunteering at a local homeless veteran shelter where some guys and gals were in transition. I said ...

Well, a little back story. Three years ago I was on a motorcycle, my first ride, and I was life-flighted off the highway.

STEVE:
Oh, my gosh. Three years ago?

JEN:
Three years ago. Twenty-five, 30 minutes into my first ride with a friend on Highway 95. We were set at 70 miles per hour. Road debris came out of everywhere. An 18-wheeler had blown his tire, and we couldn't avoid one of the pieces. It flattened the back tire. Needless to say, I took a nice, pricey helicopter ride to the trauma center, so I actually lost my business.

I was down for a lot of time. Financially, physically, emotionally, I had to go through that trauma. I had a lot of time to think through in recovery, and I made a few decisions about my business when I got back to it, which I really just got back to it full-time this past January. I decided that I was going to partner with the right people and never sit on my ideas and make sure that I was launching all the things that I had written down in a book and that were collecting dust.

One of the other pieces was that I was going to give back. Even though I was sort of starting over, I knew what I was doing. I had 15 years in the business. I was relaunching, but I still wanted volunteering and giving back to be part of that.
I was literally driving to a veteran center in Jacksonville, Florida and just camping out in the chow hall every Thursday and saying, "Whatever you have, just bring it to me. Just bring me your website needs. Bring me your resume needs. You got a new computer and you need to know how to run it? Just bring it to me." Even some of the staff there who weren't veterans would say, "Hey, I'm going for this other job interview," and so I just made myself available every Thursday. It didn't feel like work.

Then fast forward a couple months. A friend of mine that's pretty well-known in the veteran space, he's on the History Channel and got quite a following on social media, said, "I've got four veterans that need, like, yesterday." Just working through those clients, it just didn't feel like work. It just felt so easy, because they're so loyal. They're so grateful. Usually what they're inventing, we're writing about, is something I believe in, so I re-branded my business to be all about serving veterans.

STEVE:
That's incredible. I love that. I've noticed that a lot of the people that I interview, they never ask permission to go do something like that. You just showed up. You just sit down and every Thursday ... How long did you do that before you went to that re-brand?

JEN:
I only did that for a couple months, because I actually ended up moving out of the area and haven't found a new local shelter to go help with. Let me see. I believe I started ... January, February, March. Probably about two and a half months into that I re-branded. I was also talking with some coaches. Actually, one of the coaches I was speaking with, a female coach, she was a veteran ... or she is a veteran. She said, "Jen, I got my start helping my fellow Army soldiers, starting their businesses when they got out." I said, "This is my ideal client, the more I think about it." I said, "Is it that easy?" She said, "Yeah."

Literally, within 24 hours ... I couldn't even wait to re-brand everything. I went to the team and to the social media images, and I started changing it all up. The first batch was a little bit rough and amateur. I just wanted to get camouflage in there.

STEVE:
Yeah. Yeah.

JEN:
That's probably one of the ones you saw or maybe one of the newer ones. Yeah, it was pretty quick.

STEVE:
Yeah. That's incredible. It's interesting that that's the way it worked out. I remember when I went through basic ... I'm obviously business-minded. I really enjoy it. It's my obsession a little bit. I was going through basic training, and it's hard at certain points. One of the things that kept me going mentally and emotionally was talking about business ideas with all these other guys. I ended up having it, and all these guys that would sit around, and we would just talk about some different strategies. To this day, I still talk to some of them, and they're trying to do business stuff. It's definitely clearly an awesome market. A lot of them are go-getters. Anyways, that's super cool. That's fantastic.

JEN:
Yep.

STEVE:
One of the things I've noticed too, though, is that immediately ... You were doing the same thing with me. I was blown away with that, "Hey, do you need help with this? Do you have VAs for this? I have teams for this." You are an absolute master with VAs. How did you get that way?

JEN:
Thank you for saying that. I love helping people. They ask me, what's my agenda sometimes, very few, but I say, "I just like getting a break from the paying clients, who are so demanding." It's like a break to just pull away and just go help people for free with no expectations, so thank you for that.
I have been an entrepreneur my whole life. My father was an entrepreneur, made some money in the door and window business. Very early on ... Well, not too early. I guess my late 20's, because I went and got an architectural degree, a drafting degree, from 26 to 28, but as soon as I came out of that, I worked for someone else for six months, and that was it. I had worked for people previously, from 16 to 28, but I knew at that moment I did not want to work for somebody else, and I couldn't work for somebody else. It just felt like my soul was in jail.

STEVE:
Yeah. I like that.

JEN:
I left the corporate world, and I was working for an engineering company, and I co-advertised. I didn't even think you could do this, but I rented an exhibitor space at the kitchen and bath show in Orlando, Florida, way back when, and shared it with one of my competitors. I was turning away 95% of my lead. I was so lucky, because what I was providing was CAD drawings and artist renderings to interior designers and kitchen designers. They didn't have anybody that was serving them. Usually people that were drafts people were going to work for architects and engineers, and so the designer industry was left hanging. I filled that void.

I was turning away so much business, I knew back then that I had to learn how to scale my business and learn how to use the software that was out there that was going to help me scale my business by leveraging the tools and the people. Very early on I started to outsource to other drafters and just caught the bug of outsourcing and marking up the work and being the middle man really. I was outsourcing right away. I ran with the CAD services for about four or five years. After teaching myself everything on the internet, everything that I could at that time ... The internet was much smaller then.

STEVE:
Yeah.

JEN:
It was easier to master. I re-branded into Internet Girl Friday, and I've been doing that ever since. Again, I did lose my business for about two and a half years, but I've been back at it now, and I have virtual assistants and developers. It's great, because in my mind that's the only way to scale your business, is to have a team to support you. That's what we're doing.

STEVE:
Yeah, and you clearly have that. It's so fascinating, though. I wish I could pull up the text real quick that you sent me. It was a long list of stuff that you were asking me if I needed help with. I was like, "Man, she's got the hook-ups."

JEN:
Yeah, I would say, if it touches the web, we can do it and mean it. People come to me and say, "Well ..." I have friends that, you know how the friends and family never know what you're doing with the internet, and they don't get it.

STEVE:
Yeah.

JEN:
I have a friend that called me. I said, "Listen, I've got 20 minutes to talk. What's up?" He said, "Sounds like you're too busy and you can't take on my work." I said, "No, I have a team for that. I can do it. We can do it." I'm hiring people all the time. There's no shortage of people out there that want to work, whether they're US-based or they're offshore. There's hundreds of thousands of workers out there that ... You can go to Fiverr. You can go to so many different sites and get people to help you in your business, and I take advantage of that.

STEVE:
That's amazing. When I was in college, that's really when I started getting the bug for this. Well, that's when I started getting traction, I should say. I always had the bug. I went and I started hiring these different VAs. My buddy and I, we were building this Smartphone insurance business, and we went and we hired out this guy. He was just like, he wasn't very good. We paid him $500 to build this really small thing. It wasn't big at all, and we got it back and it was awful, like, "What the heck?" That's why I started using click funnels, so I could do it on my own.
Then another time came up and another time came up. I was like, "Man, I'm really striking out with these VAs." I'm curious how it is that you actually go find good ones, because that's a skill in and of itself that I don't think people realize you need to have. Not all VAs obviously are built the same. What process are you taking up? What are you having them do? How are you vetting the VAs for your vets?

JEN:
There's a couple different ways. I hate to say this, but I don't like the big outsourcing sites. I think it's really hard to find that needle in the haystack, and you have to spend a lot of time sorting through people that are really just looking at the dollars per hour; right? They're like, "No, I can't make anything less than $8 an hour." They overbid. I just don't like those sites. I never had great luck with them ever.

STEVE:
That's totally the opposite than what everyone else says, so that's interesting.

JEN:
I've done it for 15 years. If I had an army of 100 virtual assistants, do you know how much money I'd be making? If it was that easy, I would have just hired a team of people from there, but I've spoken to people for 15 years from those big sites.

What I find works for me is I enter a couple of virtual assistant groups on Facebook. Whenever I have a need for somebody, I post the job on my blog post, and I'll send a link out to the virtual assistant groups and say, "Hey, by the way, this week I'm looking to talk to people that have skills in ..." whatever skill I'm looking for that week. That's worked out well, because I only get a handful. I might get 10, 15, 20 applicants. It's totally manageable. I have a forum on the blog post. I'm not going to field emails or phone calls or be scattered.

I want them to just dump their info into a form, and then I can go back and look at, and I can say, "All right. I'd love to talk to these three out of 10 on Skype," or somehow. They say, "Hire two and fire one." Try a couple people out just on a small ... I work through baby steps when it comes to hiring a virtual assistant. Let's take one tiny task, not, "Oh, I found you. Here's all my money. Here's all my tasks. Talk to you in a week." That will just go wrong every time. You want to start with, "Can you contact me on Skype," because that's a requirement. That's my office.

If they tell me they don't have Skype, they're out. It's that simple. You have to work my way in my company with my tools. I'm flexible, but you have to show up in my time zone. You have to speak my language. We start at the very beginning and make sure that those pieces are there before moving on to, "Okay, here's how you get into my project management system, and here's where you find your first task." I work closely alongside them and say, "Stay with me right here on Skype. Tell me, 'Jennifer, I'm starting Task A right now, and I plan to be done in 15 minutes, and I'll ping you back when I'm done, so you can review it.'"

It's really micromanaged in the first week. As you get more comfortable and as they're trained a little bit more, then they can work on their own time. I literally do that every morning for about two hours, Monday through Friday, from, roughly, 9 to 11 every day, which is a lot of time when you think about it. I'm also mentoring virtual assistants, so I'm not paying the ones that I mentor that I identify in the group as being really smart and might have come from 15, 20 years of past corporate experience, so they have skills. They just don't realize how to translate them to the internet.

Again, I love helping people, so I say, "Come on in as an apprentice. You can follow along. You can invite your friends to sit in your house and watch. It doesn't matter." I've hired people from that group as well.

STEVE:
Wow. That's fascinating. If the person is good, they might have friends that are good. Might as well bring the friends along and train them too.

JEN:
Yeah. I tell them, "Listen, I'm looking to build teams, so if you already know someone ..." I had this conversation just last night with one of Filipino VAs. She's amazing. I said, "I'm about to hire a few more, so if you know anybody ..." She's like, "Well, actually, I do have three assistants, and they work in my house with me. It's my goal to help these single moms that need some more income to get going." I said, "Great. Let's ramp them up." Yeah.

STEVE:
Awesome. That's fantastic. That's amazing. Eventually, what started happening was I was like, man, I literally have spent thousands and thousands of dollars on VAs for stuff that was not very good work. I was not happy with it. I started going through, not the same process at all. That's genius. I'm going to have to ... That's absolutely incredible.

I'm going to have to think more about that and try and figure out how I can do that too, or I'll just ask you, hire you to do it.
Do you have a particular freelance or VA site, I guess, that you like more than others, Fiver, Freelancer, Upwork?

JEN:
I love Fiverr. Actually, this morning before this podcast, I was looking on Fiverr for a virtual assistant but only because in the virtual assistant groups that I'm in on Facebook, I saw someone saying, "I'm not getting any traction as a VA on Fiverr. What am I doing wrong?" I clicked on the link which took me to their Fiverr account, and I said, "I'm willing to try you out. Contact me on Skype." Again, that's my first requirement.

I use Fiverr for other services. If my dev team is too busy with some bigger projects, and I need to knock out some quick keyword research or a quick image, I can go to Fiverr and I can find it. It's just like any other service where you can see the ratings, but for some reason they have, they've made their user interface so easy to navigate and quickly see, "Oh, wow, they've had 200 projects. They're five stars on all the reviews for all those projects. I'm pretty sure they're returning good work, and it's dollars." Who can't lose $5; right? We spend that on a coffee sometimes.

It's different from going to the big sites like Upwork and saying, you have to put your whole job description. You have to say, this is 30 hours a month or 30 hours a week, whether it's permanent. They make you jump through so many hoops before you even find someone. Then you might get a thousand applicants, and you have to sort through all that. It's too much work, where you can go to Fiverr and just browse really quickly and click on someone. You don't even have to click on someone and contact them, but you can just put your mouse over their little portfolio image, and it shows you how many jobs, how many stars. Very quickly you can jump into having an assistant or a vendor.

I know there's a lot of controversy with using offshore vendors versus keeping it in the USA, and I do keep most of my work, 99% of my work, in the USA. Even my Indian development team is in the USA, strangely. When you're restarting, which is the mode I'm in now after the accident, you need that payroll break; right? You want to have assistants so you can scale your business, but you can't go out and afford the $25-an-hour United States VA, so it does help to go offshore. I do like the Filipino virtual assistants. They are super-smart, super-talented. Their English is perfect. They are very friendly and very accommodating. There's no language barrier like I've experienced with other countries. They're extremely affordable.

Here's a little trick that I've done. I've gone to Wikipedia and typed up, "Countries with the lowest hourly rate," and it's mind-blowing and scary that there's some countries or areas of their countries where 50-cents-per-hour is the minimum wage.

STEVE:
Oh, man.

JEN:
That's not saying you can just go there and find a virtual assistant. Virtual assistants have to be a booming industry in a certain country for it to be valuable to you, but the Philippines are great.

STEVE:
That's incredible. There's a workaround that I have found that helps. I did a whole podcast on this actually earlier, because it's a frustrating thing to go through. The biggest things I've learned from Russell, you got to have people. The biggest things I've learned from my own things, you've got to have people. Otherwise, you as the entrepreneur get bogged down. You can't handle all of the tasks. This is definitely valuable information to hear. There was a workaround that I, to using VAs that I was figuring out too. Do you use Freelancer.com much?

JEN:
I have, but, again, I didn't use it much.

STEVE:
Yeah. It's a little bit challenging. There was one feature that saved my butt on a lot of different things, and it was the fact that you can post contests. That's actually pretty cool. I needed all these different images made, or I needed a tee-shirt design. I basically said, "Hey, I really want to motivate people, so here's the prize is $100 and everyone submit your work. I'm just going to choose one guy." It was fantastic.

I got 80 or 90 submissions, and the whole week during the contest, I could talk back to them and say, "This looks good but change this." "This looks good but change this." I could rate all of their work, which was public to everyone else. All the work, the freelancers started pushing towards a different path as they watched my comments to other people.

That's really the only trick I have for VAs. I haven't done anything else that you do with it. It kind of works, but what you do is a lot cooler, actually.

JEN:
I don't know. The contests sound pretty cool. I remember seeing them on Topcoder years ago when I was looking to build a software, and someone said, "If you don't have unlimited budget to build the software, present it as a contest." I thought that was fascinating, where they have a contest for one part of the software and a contest for another part. Then they have a contest at the end to put all the parts together. I thought that was fascinating.

STEVE:
That's incredible. Hey, there's a lot of people obviously who are trying to get into this space who want to do what you're doing. I know you alluded to it before, but what would be the first step to getting a good VA?

JEN:
I would definitely check out the virtual assistant groups in Facebook. It's a close-knit community. People can vouch for other people. There's some names at the top that know a lot of the VAs in the industry, so they actually have requests for proposal boards that you could sign up to and submit your work. Then you know you're getting a qualified VA, or you can find me and I'll point you in the right direction. I would check sites like FreeeUp. That's with three E's, F-R-E-E-E-U-P.com.

STEVE:
I've never heard of it. Awesome.

JEN:
It's new. It's getting a face-lift. The site is only about eight months old, I think. They've got some big plans. Nathan Hirsch, who's out of Orlando, Florida, he's doing very well with it. You can get VAs as low as $5 and up to $50 per hour, depending on what skillset you require.

Check out the Filipino ... I can't remember the domain names off the top of my head, but there are a lot of Filipino virtual assistant sites out there that you can just Google it up, and it will pull up some of the top ones. They really are a great crowd for your everyday administrative stuff. I'm literally teaching my VAs now how to set up some of the beginning integrations of click funnel.

STEVE:
That's awesome.

JEN:
I have a checklist, and they can go through and connect the SMTP and the domain and do some of the basic setup. Then I can take it from there and build a funnel.

STEVE:
Fantastic. Just because you mentioned it, how are you using it with click funnels? I went through and looked at your site, and it looks fantastic. It's very clean. HowToGoVirtual; right? Dot-net?

JEN:
That's the academy site that we're launching. The services site, where all of our clients go through is InternetGirlFriday.com, and we're just like any other entrepreneur. We have multiple different sites.

What happened was, I needed to get all of this information into other people's hands. I've got 15-plus years on the internet. Of course, you want to package that up and provide it online as a video course or some type of academy environment. I created a class to teach people the four steps of getting your business website launched, because you know how customers get confused about the internet. The internet is so big now, and there's so many steps, and the algorithms. They get approached by so many vendors. "What should I be paying for," and I said, "I've got to find a way to simplify this."

Back in 2010, I think it was, I came up with a 12-step plan. Just a way to categorize everything you do on the internet came to 12 categories. That's it. I just wanted to show people, "Okay, Step 1 is your research and your keyword research and your competitive analysis. Step 12, at the end, is analytics." Everything falls somewhere in between, so that they had something that they could follow along. Not that every strategy goes in order, but the first four I call, "The foundation." You've got to do your keyword research if you're going to launch a website, and your competitive analysis, and you have to know what people are looking for, what your target market is looking for. Step 1.

Step 2, building your website in a blueprint first. I think that's so important, because you need to get the SEO and the keywords that were revealed in the first step into your website. If you just hand your website over to someone, they might make it beautiful for the humans, but they're neglecting what robots need to see through Google.

STEVE:
Right.

JEN:
That's Step 2, build the blueprint. Step 3, build the website. Step 4, connect it to the search engines and some directories. Now you've got your foundation to go offsite and do all your marketing with whatever strategy you're deploying. I package that up into a course. I'm glad that I had the time off that I did, because when I came back to it, there was click funnel, and it was like, "Ah." Finally there; right?

The funnel isn't new. The strategy isn't new. It's a little different, because, again, the internet is bigger and more complicated, but a sales funnel is still a sales funnel; right? We didn't reinvent the funnel. We just put the software together in one place, like Russell.
All the steps that you used to have to do, you used to have to literally build a landing page, usually in HTML, because you needed it to be a certain way. If you needed a green check-mark versus a red check-mark, it was all piecework. Then you'd have to go to the next step, and you'd have to connect your email responder.

Everything was daisy-chained together. It was so overwhelming, that most people didn't launch, because there was so much work. Even me, who has a team, knew how to do it for so many years, I could never launch, because it was overwhelming.

STEVE:
Yeah.

JEN:
ClickFunnels comes on the scene and it's all in one place. I don't use the term, "All-in-one" lightly. I don't give credit to many softwares. It's not an all-in-one where you're billing and all your other things are in there, but for the funnel it's all in one. Everything is literally in one place, and it's been so exciting to set up and to get going and to see that now I can literally wake up at 3 am, have an idea, and within two hours, have it going and some ads going, and it's launched. That's the exciting part. My clients are excited about it to.

STEVE:
That's so cool. That's so awesome. I remember when I first started putting things together for ... It was an artist actually that built the first site/funnel four or five years ago. I remember spending two hours ... No, it was two days, two full days, trying to make WordPress act like a squeeze page.

JEN:
I know.

STEVE:
It was the most hellish thing. It was awful. I remember just settling with something. I can't remember what it was. Neither of us liked it. I'm not a coder or programmer. I can read it. I can edit it, but I'm not at all a programmer, at all. I was like, "This is terrible." I almost gave up on the internet a little bit, because it was so hard. Then when click funnels came around, I remember I saw the presentation that Russell gave mine. I probably shouldn't have done this, but I didn't talk to my wife about it. I immediately bought it, and I started using it and building for other people. I was like, "This is the craziest thing." Now I dream in funnel editor. It's the funniest thing.

JEN:
Same thing, yeah, because back when you were creating your old landing page, which, again, is just one tiny piece of the whole funnel, I often went back and forth to, "Gees, I've got to hire a developer just to create a landing page page template in my WordPress?" Then that never got done. Then you go over to the third-party platforms that are providing fully landing pages. You're like, "I don't want to spend another $50 a month just to do this one piece, because by the time I'm done with the whole funnel, I'm spending a thousand dollars a month just to get it all connected. Yeah, it's been such a blessing, and I'm so excited.

STEVE:
I think my record so far with sitting here next to Mr. Russell Brunson, I think the fastest we put a funnel out is 45 minutes or something like that, a full one. It's like there's no way. He and I will still sit back and be like, "I can't believe we have this software," and he's the CEO of it. We'll be like, "Man, look what we just did. Look what we pulled off." He's like, "This little change used to cost me 10 grand. We're going to do it in 30 minutes."

JEN:
I remember testing my first webinar funnel, and I didn't have it completely set up, but at some point I got my reminder email, and I said, "Oh, look, how cool is that? I'm already getting the emails automatically." I didn't even set up the email, and I clicked on the link inside that said, "Your webinar is starting now." I clicked it 20 minutes late. When I did click it, it went right into the webinar that was playing, at the 20-minute mark. I said, "This is magic."

STEVE:
Yeah. So cool. I know I said we'd keep it to 30 minutes. You are amazing. I can't believe all the stuff you're pulling off is incredible, manager and builder of teams. I'm looking at all these sites right now. It's absolutely incredible and just crazy impressive. Where should people go if they want to follow you, learn more about you, even obviously use some of your services.

JEN:
Yeah. If you go to InternetGirlFriday.com, then you can find my social media, which is everywhere. We have Periscope and Instagram and YouTube and all that, and follow me on any of those. We're very active there. InternetGirlFriday.com is the service's site. You can contact me there. You can say, "Hey, I don't need to hire you, but I have a question," and I'll be glad to help.

STEVE:
Awesome. I appreciate it so much. Thanks. This is spur-of-the-moment, but this has been awesome.

JEN:
Sure. Thank you.

STEVE:
All right. Hey, we'll talk to you later.

JEN:
Okay. Bye-bye.

 

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All right, all right, all right.

Today I've got a sweet story for you guys.

I was, so it's Monday right, and I was coming out of church and yesterday I was in church and this guy and I just got in this conversation. I've seen him before. I've haven't really talked to him that much though.

Great guy. I was sitting there and actually we were walking out and our little kids were running around screaming like crazy right and he goes, "You're in the Army right?" I said, "Yes".

He goes, "I don't know if I should publicly say that but I just did so." He goes, "Man, like is that cool and stuff?" I was like, "Just like anything there's pros and cons you know. There's really fun times and there's really boring times." He goes, "You do marketing stuff right?"

I said, "Yeah, yeah, yeah." He goes, "So what do you do?" I start telling him. I go, "Hey, I build sales funnels and I do this and this and this." He was like, "This is really really interesting."

I could tell like something was bothering him. He looked over and I asked, him, "What do you do for work? You do like supply chain management stuff?" He was like, "Yeah, yeah, yeah."

I was like, "I almost did that in college but like you guys are crazy smart. Like you guys have so much" ... I remember my supply chain classes that I took being up all night making these ridiculously huge Excel models. They were cool but man it was rough. It was super super rough to do that stuff. My brain ... I wasn't cut out for it. I got bored really quick.

He goes, "That's just the thing man. Like I'm so, I don't know, I can't say what it is." I was like, "Are you just really really bored?"

He goes, "Yeah". He goes, "I'm so bored. I hate my job. I hate what I do. I don't ..."

He got animated. It was the first time I'd seen him kind of open up. He and I have spoken before but you know small talk. We're not really friends or whatever. It's not that we're not but we just haven't done anything.

Anyways he starts opening up to me. He's telling me how bored he is with his life. He said, "The only think that I like about my job is the fact that it provides for my family. I like that. I hate going to work though. I hate doing what I do."

He looked at me and goes, "You are so lucky." I felt like, I mean I didn't know how to react to that because yes, I am.

He was like, "You wake up every single day and you're excited to go to work." I was like freaking yes man. It's not even seven o'clock in the morning right now and I'm all ready at the office.

I get up early to just crush it because you guys know that I have a normal job on the side so I do this in the mornings and I build sales funnels in weird times of the day so that I can keep moving towards my dreams and make extra money and it works. I make a lot of extra money with this. He looks at me and he's like, "You're so lucky man."

He's like, "And you're in the Army. How's that? Is that super fun?" It's just like, it's exactly what I said before man, it's like, there's really good times and there's really boring times.

Anyways, there's a book by Tim Ferriss. I'm sure you guys have all heard it, The 4-Hour Workweek. In that book, the first time I read it, I thought this was kind of a weird comment that Tim Ferriss said in there and Tim Ferriss, I remember he said, "The real thing that we're fighting in this life is boredom." I thought, I don't know if I really agree with that. I don't know. I wish I could remember the rest of the quote. I should have looked it up before I started recording.

He said, "The real thing we're fighting in this life is boredom. We should do things because it excites us and that's the only reason."

I started thinking about why I am where I am and that actually is one hundred percent spot on true that I started learning how to drive traffic because I thought it was really freaking cool and I could send traffic over to tons of different sites and make money.

I remember the first time that I made money online. I went to sleep. My buddy and I was working on stuff and I had just convinced my internet marketing teacher to not let me, I said, "Hey, please don't let me come back, I don't want to go back to class. I've all ready been studying this stuff for awhile. You guys are talking about the basics and it's killing me."

I said, "No offense but can I go do this instead right?" I drew up a plan and it was just a sales funnel. I had an opt in page, an order from, there was an up sale and something else. It was for affiliate products right? I said, "This is what I want to go build and I wasn't to do this instead of your class."

I can't believe he let me do it but I thank God every day that he said yes because he very well could have just changed my life right there, which he probably did because it worked. I went out and I built it and I remember that night I was like, "Gosh, I hope this work."

I sent traffic to it. I spent fifty bucks which to me was a huge amount of money. Fifty dollars in traffic and I went to sleep and I woke up the next day and immediately pulled up my computer and I was looking at it.

I was like, "Holy Crap!" There was fifty dollars back in my account. I broke even. There were seventeen people who had seen it and had opted in but didn't purchase so I gained seventeen contacts and fifty dollars.

I was like, "This is crazy. Oh my gosh." I was a little bit disheartened because I didn't make money right? All I got was contacts. I didn't understand how cool it was and what I had just pulled off the very first time that I had tried it.

We call that a self-liquidating offer. I had made no money but had gained customers, so my cost to acquire a customer was zero which to any VC firm or whatever, is nuts.

I went through and I could re-market to those people and I could make more money with them. Anyways, I was going nuts. I got super excited and I started going and driving traffic for Paul Mitchell that was local there and got introduced to eight more Paul Mitchell's through California.

My buddy and I started building websites for some of their upcoming celebrities who were being on TV. I did it because it was exciting. I was fighting boredom and my brain works at a billion miles an hour.

You guys can probably hear it.

Sometimes I talk super fast but I just, I was fighting boredom. That's what you should do. Go fight boredom. That's the real enemy is boredom.

Gosh, I hate going to ... The reason I love my job so much, my normal job, is because it's different every day. I do a different thing every single day. It's the reason I chose marketing.

I remember I was talking to a professor and a teacher. I know I talk about college a lot but there were some things I really liked about college and things I hated and I'm not necessarily that old.

I'm only twenty-eight. For me college was not that long ago and so there's always lessons I still did learn from college. I'm glad I went and I'm glad I did it.

There was a teacher that I sat down with and I was like, "Look, I don't know what I want to do. I can see myself being in finance. My brain can handle that stuff a little bit. I can see myself being in supply chain. That stuff's really interesting to me too.

Marketing is interesting but it seems like the one that I would actually like the least." I can't believe I said that, which is very funny. He's like, "You're built for marketing." I said, "What? Aren't they like a dime a dozen?" He said, "Well yes, but you don't need to be."

I was like, "There's no tangible skill that comes with marketing though." You don't study marketing and come out and go, this is x, y, z like engineers who say, "Hey, I can make you a blueprint. We'll get it going over to an architect and then you've got a building." Marketing people don't do that stuff. I said, "What do you guys do?"

He's like, "The reason I think you're going to like it is because there's literally a different problem every single day."

He was the chief marketing officer of Denny's for a long time and Little Caesar's. He's actually the guy that invented cheese crust. You know the cheese filled crust. He thought about that and he was like, "Hey, let's just try it out."

He told me that for a long time there's not string cheese in any stores in America because he kept telling all the managers to go buy it up because they exploded their projections.

People wanted cheese filled crust. Anyways, random story. Anyways, he told me that in marketing you get to go solve a new problem every day.

My problem right now is I'm trying to find a good Blogger. I don't like writing but there's some articles that I need written all right. I'm going to go solve that problem.

Another problem I'm having right now is I want to go find one more awesome sales guy that I can manage all my other sales guys with and pay more than the others. That's a problem I'm trying to solve right now. It's fun because I can go out and okay, how am I going to get new blood into my business.

How am I going to sell more sales funnels. How am I going to get more people to try ClickFunnels because I absolutely love it and I do get a little bit of commission with it. That's my business model and that's how I make money. How am I going to that?

I get to think of all all these cool problems and come up with all these cool strategies and really the number one thing to fight in this life is boredom when it comes to professionally.

Boredom.

Don't be bored.

If you're bored at your job go quite it. I'm serious. Go, maybe not right off the bat. But seriously go get a book that has a really interesting title. If you want to go make money in a different way then start.

Holy crap, start. Life's too short to do stuff you freaking hate.

The guy yesterday I was talking to was saying, "Hey, you're super lucky and I just hate my job." I said, "Well there's some books I'll give to you if you want that really have pushed me forward.

The books that have really made the huge difference in my life." He's like, "Well yeah, that sounds awesome, let's do that." I was like, "Yes, let me show you what I do and let's see if we can kind of save you man because that sucks." I can't remember the name of the book. I'm looking at the bookshelf here.

Gosh, I can't remember the name of it. You know, anyways, one of the major lessons. It's on the back of the cover. It says ... Oh, it's a book called, How the World Sees You, Seven Reasons to Discover How the World Sees You. I just want to read these real quick.

The first one is, the world's not changed by people who sort of care. The world is not changed by people who sort of care.

You kind of have to really care. I've talked about that in a previously podcast, how you have to be purposeful.

Number two, you don't learn how to be fascinating, you unlearn boring. Number three, instead of focusing on strengths, highlight your differences. That alone has made me really stand out. There's some things I really suck at. I just would hate to be an account.

I would hate to be a lawyer. There's people who love it so that's great and I'm going to hire them out. Just because I can do something doesn't mean I should. I should do the thing that distinguishes me the most, which is building.

I'm actually quite a good funnel builder. Until I realized that I kind of stayed in the back scenes.

Number four, every time you communicate you're either adding value or taking up space. I hope that you guys think I'm adding value. I'm trying to give you guys cool nuggets and get you motivated to do stuff. Number five, to become more successful don't change who you are, become more of who you are. Number six, if you don't know your value, don't expect others to know it, which is true. I charge ten grand for my sales funnels.

Those are the ones I kind of pre-built for a certain industry. I charge fifteen grand for custom funnels. Until I actually said that for people, I actually worked for free for a long time, which is good. You should go work for free for awhile. Get results, get testimonials, if you're just starting out.

If you don't actually come out and say, "Hey, this is how much this is going to be", before you start building, before you start doing whatever it is you're going to go do. I don't care if you're not building sales funnels but whatever it is you're going to go do, then people aren't going to, they're not going to pay you any money. Number seven, the greatest value you can add is to become more of yourself, which I kind of all ready said that.

This is kind of six things.

The biggest one I wanted to say is that you need to unlearn boring in your own life, not just in your marketing, and then just because someone says, like working nine to five is awesome but it doesn't always take me eight hours to get my tasks done for the day. Go do something else.

Work on something on the side. Instead of focusing on your strengths, highlight your differences. That's like Marketing 101 right there as far as personal branding.

Anyways, I'm kind of ranting now again but I just want you guys to know that the thing you need to be doing is like I said, unlearning boring. Fight boring. You can't, number one you can't be boring in your business but number two, you can't do boring over and over again in your life and expect to maintain potency.

You can't.

Don't be like that guy that I talked to yesterday.

If you hate your job, man, start making moves to quit it. Figure out what you do like. If you need help, here's a trick. What do you think about when you don't need to be thinking about anything?

That's one of the reasons I chose business. That's one of the reasons I chose building stuff. Because I started thinking, holy crap, every time I have nothing to be thinking about, meaning I don't need to be doing homework, I didn't need to be working for a client that I had during college, I was away from home so I wasn't talking to my wife or anything, I wasn't around other people.

The things I would think about was always business related. I was always thinking, "Oh, how could I sell that. How could I do this. How could I do this. Wow, this was a great idea."

I fell into that wow, it's a great idea trap for awhile but when I actually started putting things into action, anyways, it was really, anyways.

Go out and don't, just don't be boring. Just go figure out what it is you want to go do. Figure out what excites you. Think through, what do I think about when I don't need to be thinking about anything. The answer to that it is usually what is really going to excite you. Just follow that trail for a little bit and you'll probably find the answer.

Anyways guys, I want to thank you guys for listening in. As always please go to salesfunnelbroker.com, download some of the free funnels if you don't know where to get started and just tinker with them. You do need to ClickFunnels account but that comes with a free trial when you download that link.

If you have any questions go to the HeySteve page there and you can record right off the browser page of recording to me and it will email that voice recording to me. I kind of vent the questions and if the question pops up on the show, then I will go ahead and send you guys a HeySteve t-shirt.

It's a sweet t-shirt. I'll go through another podcast episode on how I made those t-shirts without really needing to. How I made them not on my own.

Anyways guys, I'll talk to you later and please let me know what you think about this. All right guys, see you.

Not that I won't, but so far, anyone with a "mission statement" actually written and printed out hasn't truly done anything cool yet... So those must not be that helpful...

Good, good morning everybody. How you doing? Welcome to Sales Funnel Radio.

Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now here's you host, Steve Larsen.

Hey what's going on? Actually it's morning time for me. It's about 6:18 in the morning. I actually got here a little bit late. Usually I'm here a little bit early but my mom and sister dropped in from Arizona and we were just talking this morning. Love my mama.

She said something that was really interesting to me though. She goes, "Hey don't kill yourself." She said, "Hey please don't kill yourself."

She got up, my little girls were crying so I got up and got them some milk and got up and got going. I get out here to the office early, about three hours before I need to so that I can work for you guys and record and get some sweet stuff out and make you sweet sales funnels. As I was leaving she stops and she goes, "Hey make sure you don't kill yourself."

I was like, "I appreciate what you're saying and I understand what you're saying but I've been living at this pace for three or four years now."

She goes, "I know, I know, I know, you've been doing it for a while, that's fine.

She goes, "But still make sure you do things for you, make sure you take a break." I said, "Well I want you to know that I really want to make a lot of money in this life."

She goes, "That would be nice." I said, "It would be nice but I'm purposeful about it." I mean it. I want that to happen and I'm doing everything in my life for it to happen. I've sold a lot of sales funnels and I've make good money right, but I want to really crank it up.

She goes, "That would be so nice to make that much and I would like a lot of money too," and I was like, "No you don't get it, unless you say I want to make a lot of money you're not going to, right."

Because everyone that I've talked to and everybody that I've coached and all the people that come to me for help. The people that say, "It would be cool to make that much money one day, ha, ha, ha," and nothing about their pattern changes.

They're not going to make a lot of money. They're not. You won't. You have to actually be willing to tell people, "Yeah I'm doing this and working my butt off so that I can make a lot of money," and I want to do it so I can keep serving people.

That sounds oh really Peter Panny of me or really Robin Hood style right there. Really I just want to be able to go invest in people's businesses and help it grow and help the American economy and stuff like that. I see the Shark Tank guys and I'm like, "Yeah that's totally me, I'm totally going to do that one day." That's all I really want to say. Unless you are serious about it. Unless you're big about it and you say, "Yes I want to go do this and yes I want to make a lot of money and yes I'm going to change my behavior, change what I'm doing," you're not going to make a lot of money. You're not, right.

Right now one of the main reasons I started doing this also is because I have a normal job, and so I wanted you to know that you can still make a crap ton of money on the side, right, that's why I'm three hours before my actual job starts. I'm here early kicking it. Working hard, right, I've been doing this for a long time and it works. All I do is set a clear goal knowing I only have three hours before work starts and I got to go crush it and turn a dollar.

The other thing I wanted you do know is you can do it too but you have to be serious about it. There is a guy ... It stuck out to me a lot. I graduated from BYU Idaho, I got a marketing degree. I remember as one of my last classes this kid, it was a business strategy class and I remember it so clearly and I remember his face because what he said just make me want to spit. I wanted to barf when he said it just ugh.

The guy was sitting near me and he raised his hand and I can't remember what the professor said or whatever. He said ... He raised his hand and he goes, "Yeah, one of the main problems I have, I just have ... Like I know I should probably be an entrepreneur because I just have so many ideas and there's so many things I feel like I should go do and there's all this stuff that I want to get out there and crank out and I just can't stop the ideas from coming."

In my mind I'm like, "Oh my gosh, shut up. Shut up. No one cares about your ideas. I don't care about your ideas. You barely care about your ideas because you're not doing anything about it." Oh man, was it Benjamin Franklin that said, "The value in the idea lies in the using of it." Oh man, I don't care that you have a sweet idea. Nobody cares that you have a good idea. I don't care if you have a good idea if you're listening to this.

Because it's not a good idea unless you've made a dollar with it, right? I share my ideas with everybody, and the whole reason for it is because when you share the idea it becomes more polished and 99.9% of the time no one ever does anything with you idea ever. I think I've had maybe one guy actually go out and do ... Someone who's not already in this game. Someone who's not already working hard and trying to do things in their life. I think I've only ever had one guy who's in that kind of scenario who actually went out and actually tried to do some cool stuff and do some things I was trying.

The other people I have begged. I've sent books to literally. I went back to some of my teachers who are teaching marketing stuff. I don't know if this is a jerk move or whatever, but I sent them some marketing books that told them ... It was a little bit ... It was pretty forward, but I did tell them like look, "I learned more from this book than I did from a lot of the marketing things that you were teaching, just know that, and know that that's the reason why I was hustling like crazy when I was in the middle of your class, and I know you noticed that, right, and ..."

The whole point is you got to hustle. You got to be willing to say, "Yes I want to make a lot of money," and you got to be able to say that to everyone you meet. You have to be able to learn to share your ideas. Your ideas don't mean a thing unless you actually go and do something with them. Share them with everybody. Get people's reactions. That's where the value of it is, right.

It's like when you launch a product. You don't just put a product out there without seeing people ... You know if people are going to buy it. That's suicide right? I learned that the hard way and I'm sure a lot of you guys have also.

Years ago I started making these different ebooks and products and things like that and I just put them out there and no one had heard of it or seen of it ever. Well go figure, no one purchased it for a long time. I had to drive ads hard and things like that. Anyways, all I'm really saying is you got to be purposeful. I know I've said that several times but it's just such a clear lesson to me.

Holy crap, nothing happened in my life until I actually went out and started being purposeful about it and raising my hand to the sky and to the universe and to God and saying, "Look I want it, give it to me please." I am doing everything that would require me to make that kind of money. Sales guys are selling. I'm working and producing. People are fulfilling. I got a business running, right, and I am in the spot where I am most likely to make a ton of money. I'm already making good money but I want to make a lot more.

That's all you got to do. That's all you got to do. It makes me laugh when people say, "Hey you got to write a business plan." Man I hate business plans. I hate resumes. Resumes are crap. Okay, show me what you can do. Go do something. Stop planning dumb documents like, "Here's my business plan and here's my business model and this is our mission." It's like, "Cool, who is actually giving you a dollar, I don't give a crap." That's how I feel, and that's true and I hate those.

Any job I've ever had that has been worth anything has never asked for a resume. The best sales jobs I ever had, the best jobs where I was building for people, they didn't ask for a freaking resume. All I gave them was, "Hey this is what I've done in the past. Go to these URL's, I built that." "Go to this, I did that." "Go to this, I did that." That was my resume. That's all people care about. They don't want to read some piece of paper garbage that tells them, "Yeah in college I had a 3.81 GPA," which is true, but I don't care.

Now that I graduated I got my diploma in the mail an it was a little bit more of a disheartening feeling than I thought it would be. Because I got my diploma and I remember looking at it and just thinking like, "Huh that's interesting." I was expecting to feel like this huge amount of, "Whoo this is nuts." I didn't feel any of that. I was like, "Huh, well college taught me that I can do hard things and it taught me how to problem solve, that's it." It's mostly because I was hustling on my own.

I don't really know what else I learned in college. I'm not saying you shouldn't go to college. Especially if you're a doctor or a lawyer, please go to college. I don't want anyone to be a brain surgeon and have an encyclopedia with doctor terms sitting on the side while they're in the operating room.

I looked at my resume and I was like, "Hmmm, that's kind of cool," and it's just sitting in the same envelope it came in in my dresser. I didn't frame it or anything. I'm sure I will one day or whatever because it was a big thing for me to get it, but I'm just in such a different mentality. I don't really care.

I'm kind of rambling and ranting now, but all I'm telling you is you've got to say and make the choice, "I want money." You're not being prideful when you say that. You're not being greedy when you say that right. There's a really good book called, The Science of Getting Rich. Some of it's a little bit strange and out there. Like everything is energy and money and it's a little bit woo-woo, and I'm not really into that stuff, but there's some really good parts in there though where it talks about how it is the ... How does it say it ... It's the duty of every man who ... Gosh how does it go ... It's the duty of every man to make more money because of the betterment that it will bring him, or something like that.

I read that and I'm like, "Yeah I should not be so ashamed that secretly deep down I have a secret to make a crap ton of money." I've always had that desire and it's been funny because a lot of times when people ask it I feel like I have to coat it with something. "Yeah I'm going to go make a lot of money and reason is I got to ... Like I'm going to go serve like crazy." Which is true. I do want to go serve like crazy and I want to invest in other businesses and I do want to make the economy better and I do want to go to build schools in Africa and I do want to go do all that stuff.

I also want to make a lot of money just because the game is really freaking fun. I get addicted to it. It's just fun to go turn a dollar and deliver a value to someone who gets really stoked about it and who's like, "This is awesome, I really, really want to make this, or I really love your product." That's fun, and I've done that several times now and I enjoy it.

That's the whole reason I built salesfunnelbroker.com, is so that you can go and see a lot of sales funnels that will make you money. I've personally made money with probably about 90% of those funnels. If you go to the free funnel section that's where I keep a lot of obviously free funnels, but those funnel types are the ones I use to make money. I've used just about every one of them.

One of them in there we pulled like sixty grand and it was about two months, but it was all from an email campaign. You know that's not a ton of money but it's a lot and we pulled twenty grand in two days from one. Anyways, go to the free funnel section in salesfunnelbroker.com, you guys can see that. Be purposeful about trying to make money.

There's nothing wrong with that. I'm extremely religious. Money is not the root of all evil. Right, the love of it is. I do love the game and I like to be able to have the means to help others, but I have to tell you though that I'd give it up. This is just ... I was talking to Russell Brunson once and he said ... It was really interesting, he looked at me and he said ... You guys are all going to ask why I was talking and sitting next to him, but that will be for another day.

I was talking with him and he was like, "You know this game is really fun but it's really just something that we use to distract ourselves until we die, right? What really matters is your relationship with your family, with your kids, with God." I am religious and if you're not okay with that just know that I talk about God on this podcast and I don't really care if I offend you. It's similar to the whole be purposeful about making money and don't care what other people think when you say that.

The same thing about God and offending. I don't care if I offend you. Some point you got to stand where you are and say, "This is where I am and I don't care if you don't like it." I'll say things on this podcast. I'll say my opinions. I don't care if it offends you. That's your own choice to be offended. I'm going to tell you and tell the listeners and tell everyone in the world because you're going to hear this podcast soon and the transcriptions will be on the blog and it will be blasted all over Facebook and I'll put two hundred dollars behind this article so more people can read it and I can increase my reach.

Well everybody who's listening to this, know that I don't care if I offend you when I say I'm trying to make a lot of money and I'm religious and I'm a family man and I get up early and I bust my butt every day. That's where I stand.

If you identify with any of that, right, welcome to the podcast. Welcome to Sales Funnel Radio. This is not my first episode, but I'm just saying welcome, thank you for being here and we'll have fun on this journey together so let's go crush it.

Anyways, it's a little bit of a rant, this podcast, but I just wanted to put out there. Write it on a piece of paper. I actually have a white board on the top that says, "World domination." I'm not trying to take over the world, I just think it's funny when I call it that. It's my business plan though. I just said I don't write a business plan but my business plan is one graph. That's it. It's the value ladder. That's it. At the bottom I have the free thing that I'm going to give and then as I move up the next thing I'm going to give that I'll charge for and the next thing I'll give that I'm going to charge for.

Then next to each one of those things on the value ladder is how I'm going to market it. That's it. I guess that's my business plan. I don't have like some cheesy crap that's like, "Here's at Sales Funnel Radio, we will do our best to provide value to every customer, and we'll make ... Every customer will feel great. Customer satisfaction is our number one priority."

It's like I hate that crap. Makes me ugh, makes me want to barf. I hate that. My gosh, corporate crap suck.

Hey guys, I'll talk to you later. I know I've ended this three times already but thank you so much. Please go to the free funnel section on salesfunnelbroker.com. Download any of those sales funnels you want. It does require that you have click funnels but you can get it under a trial, so you can still get on there and make money with it.

Then also if you guys have questions about sales funnels. I have been building them hard core. I don't even know how many hours. Thousands. Thousands and thousands and thousands of hours have been spent in click funnels for me. If you guys have any questions, go to salesfunnelbroker.com, and up in the top you'll see a button. It's either podcast or Hey Steve.

Anyway, go to Hey Steve and you can click a button right on the website and it will record ... Just start talking and it will record a voice mail to me of your question. I listen through those questions and I kind of vet them and if your question gets on the show I send you out a Hey Steve tee shirt. They look super cool. You'll see a picture of it on the actual website there.

Anyways, send your questions over and I would love to get you on the show. I'll give you credit for it. Obviously say your name, where you're from and I'd like to start answering your questions. I get a lot of questions on Facebook anyways. I figured I might as well make them public and possibly answer other people's questions that are out there also.

Anyways, guys I'll talk to you later. Have a good one. Go make money.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels, to download your pre-built sales funnel today.

Steve:

Hey, everyone. This is Steve Larsen and welcome to Sales Funnel Radio.

 

Speaker 4:

(music starts) Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business, using today's best internet sales funnels. And now, here's your host, Steve Larsen. (music ends)

 

Steve:

All right you guys. Hey, I am super excited. Today I've got two very special, kind of unique guests on the podcast. As you guys know, a lot of times, I record my own thoughts on things that Russell and I are doing to make marketing awesome, but I like to go and interview other people as well. Today I've got on the show with me, it's Dallin Greenberg and Kristian Cotta. These guys have a pretty awesome unique way for building funnels. Anyways, I want to welcome you. Thanks for joining me.

 

Dallin:

Appreciate it.

 

Kristian:

What up.

 

Steve:

Hey. I actually was thinking about it and Dallin, I don't even remember how we actually met. It wasn't that long ago, was it?

 

Dallin:

Ah, no, not very. Just a couple weeks.

 

Steve:

Just a couple weeks ago.

 

Kristian:

I think Dallin met you the way that him and I kind of joke about he's the black box back alley hacker. He does all the ...

 

Dallin:

If there's someone I want to meet, I find a way.

 

Kristian:

He's the unconventional guy. You won't find his practices in a book or a manual.

 

Steve:

Crap, that makes me a little nervous.

 

Dallin:

Yeah, don't mess ... I told Kristian the other day ...

 

Kristian:

Not black hat, black box.

 

Steve:

Yeah. We can call it whatever we want, right? No, just kidding.

 

Kristian:

Yeah.

 

Steve:

Well, hey thanks for-

 

Dallin:

I told Kristian, the other ... Oh, I'm sorry.

 

Steve:

No, no, you get a say. Thanks for letting me wake you up at the butt crack of dawn and still being willing to share some cool stuff.

 

Dallin:

Yeah.

 

Steve:

How did you guys start meeting or working with each other?

 

Kristian:

I'll let Dallin take that one.

 

Dallin:

Yeah. I was working on a kind of unique project. We had a guy up in Scottsdale that owns a software. He's the developer. It's a software that does algorithmic stock trading and he was stuck with his marketing. He's a big guy. He's got a lot of stuff going, but anyway, we were trying to help him get some plans going.

 

 

I had actually watched Kristian on Periscope. I'd met a lot of guys on Periscope and one day I noticed Kristian was actually in Chandler, which is only a few miles away from me. Like I said, if I see someone, I'm going to find a way to meet him, so I'll comment in his Periscope a few times and little by little, end up getting his contact info. Day later we're in a Starbucks together talking about a plan that we can do, well I was more impressed with Kristian, what he was doing. My partner that I was working on with this marketing plan for this software developer, we were on kind of different pages. I have a background in sales and Kristian's dynamic was a little more my still, so my partner ended up leaving and I ended up asking Kristian, "Hey, is there anything on the side that you're working on or that I think we can do together?"

 

Steve:

Mmm.

 

Dallin:

Badda bing badda boom. We've ... I feel like it's the perfect love story. We've been hanging out pretty much ever since.

 

Steve:

As long as he says the same thing, I guess that is true, right?

 

Dallin:

Yeah. Yeah.

 

Kristian:

Yeah, no. The funny thing, Steve, about Dallin is I'd been with ClickFunnels, I was one of the first 50 people that signed up for the beta version of ClickFunnels.

 

Steve:

Wow. You're from the dark ages, Man, that's awesome.

 

Kristian:

Dude. Yeah. We were just talking yesterday because we literally I mean the crazy part ... I'd been so resistant to start using Actionetics.

 

Steve:

Yeah.

 

Kristian:

Until I had to transfer from Infusionsoft to AWeber, AWeber to ActiveCampaign and we're trying to do something and it's like, "Dude, why don't we just use Actionetics?" It's all in here." I'm like, "Fine." We're switching everything over and I needed ... I'd been doing funnels and learning about ... like when I first signed up for ClickFunnels, I didn't know what a funnel was. I wasn't even sure what Russell had explained to me. It just sounded so cool and I was like, "Dude, I'm going to figure this thing out because what he's talking about and the numbers, I'm like, "That's what I need to be doing. That's it." I been doing this for two and a half years, which is kind of a long time in funnel years.

 

Steve:

Yeah. Yeah, it is.

 

Kristian:

It's not really that long of a time in regular terms, but I got on Periscope and started kind of talking about my business. At the time, I was trying to grow this fitness, be an online fitness guy.

 

Steve:

Yeah.

 

Kristian:

I'd used funnels to grow an email list of 3,500 people and I got on to Periscope and nobody cared about the fitness. They wanted to know how I was growing my email list and how I was doing my, how was I doing this business.

 

Steve:

Interesting.

 

Kristian:

Then I kind of became one of the funnel guys on Periscope and was a speaker at the Periscope Summit. I got this notoriety on Periscope for, they call me the King of Funnels. I'm like, "No, guys. I know some really big funnel guys on Periscope." They're like, "No, King of Funnels."

 

Steve:

Wow.

 

Kristian:

It's been like two and a half years of this little journey of learning funnels where it's been ... I'll tell you the three guys I credit everything to are Russell, Todd Brown and [Lo Silva 00:06:09].

 

Steve:

Mmm.

 

Kristian:

I actually had just finished the PCP coaching program with Todd Brown and those guys. Dallin, when he came to me was like, "Dude, this stuff you're talking about is awesome." I said, "Well, let's, I need a guy that gets it. That is driven and ... " that was Dallin. Now we've got this little, little agency we're trying to scale.

 

Steve:

That's awesome, because good partners are hard to find. I remember I started doing this back in college. My buddy and I were driving traffic for Paul Mitchell and we were doing all this stuff. I ended up firing, going through nine different partners. It's cool that you guys found each other, you know what I mean? That's pretty rare just right there.

 

Kristian:

Yeah. If you go back and talk about Dallin's ... there's a couple of key things that I was looking for, because I have an entire course. You love Periscope. I saw some of your Periscopes on YouTube and ...

 

Steve:

Dang it. Man, those were the new days for me.

 

Kristian:

Yeah. I was a speaker at the Periscope Summit in January.

 

Steve:

Cool. Wow.

 

Kristian:

Dallin's helped me develop this program and it's something that we've rolled out in beta and we're going to roll out as a digital product. It's called the Live Video Funnel. I've been working with Todd Brown and the guys at MFA on the entire sequence and the packaging and all that kind of stuff. They're calling Kurt [Malley 00:08:00] speaking at Marketing Funnel Automation Live in October and one of the things they're saying is that the biggest opportunity of 2017 is, they call it the Facebook Live Funnel, but I'm going to let you guys in on a little note. Facebook Live and Periscope don't work the same way. Even though they're both live video, they're different, so Dallin ... I needed somebody to help me with that aspect. I couldn't ... to be honest, you know this Steven,

 

Steve:

Yeah.

 

Kristian:

I couldn't do all that, every single thing, every single aspect of a funnel.

 

Steve:

No.

 

Kristian:

The script writing, the copy writing, the editing, the videos for the VSL's, the strategy, the email marketing sequences, all the social media.

 

Steve:

Yeah.

 

Kristian:

What I'm really good, compliments what Dallin's really good at, like I said, his ability to get in on Facebook and recruit people. He has this really strong sense about building a team, which is one of those things that ... we both get along with people, but Dallin's good at that recruitment process. When you want to build and scale something and you need the right people, you need somebody like that.

 

Steve:

That's awesome. That's awesome. Yeah, it's hard to find that stuff. Dallin, you and I, we were talking a little bit about some of the trials you guys went through. Obviously individually you do, but you guys met each other, what have you guys been working on and I guess what was the ... What are some of the issues you guys have run on, I guess, getting to where you are. You know what I mean?

 

 

Unspoken stories, you know that where none of us put in our marketing hardly ever unless it's part of our sales letter. "I was in the dumps, but now I'm flying high." These are like, really what kind of issues did you guys run into what you're doing now? What are you doing now, first of all?

 

Dallin:

Well, the majority of our issues actually are from more individual sides. We're actually doing really good with our projects together.

 

Steve:

Mmm.

 

Dallin:

Your typical issues you run in together are testing. That's what funnels are, right, it's testing, testing, testing, testing. There's always that down side until you ... it's just a numbers game, right, until you find something that works. As far as the personal side, because I believe that this kind of runs, this is the fire that's on the inside, the Y factor from what I call it, right. My background's in sales, so I did door-to-door for years. I think, Steven, you've mentioned that you flirted with that a little bit but, I was really good at it.

 

Steve:

Yeah. Yeah. That's like, I'm sorry to interrupt, but that's one of the best educations I've ever had.

 

Dallin:

Yeah. Yeah.

 

Steve:

I've got a marketing degree and I don't know what I learned from it. You know?

 

Dallin:

Well, that's actually just what I was going to say. I was going to school for business and marketing and be honest, my classes were super redundant. I hated them. I was like, "Man, this is for years I've been planning on doing this and ... " Anyway I got into sales and I did pretty good at it. I just kept going. I ended up doing more recruiting and for six, seven years going out on the summers and taking a team out and helping manage and recruit and sell.

 

Steve:

Yeah.

 

Dallin:

You learn so much from just talking to people, the sale cycle, funnels, a different type of funnel, right?

 

Steve:

Yeah.

 

Dallin:

Learning how to build value to the point where it doesn't matter what you ask for money, because they love it so much that they're going to buy. It taught me a lot. Well, long story short, I made my transition. I was doing alarms and home automation. I made my transition with this solar boom.

 

Steve:

Mmm.

 

Dallin:

Solar's on fire and fortunately for us, we live in Arizona, one of the sunniest places in the world. Solar was hot, but a lot of stuff was happening politically. A lot of the utilities are trying to shut down solar here just because of different costs. It's a mess. They succeeded and actually the utility ... There's two main utilities in Arizona. They succeeded shutting down solar where I live.

 

 

In order for me to get work, I'd have to go an hour a day just to prospect clients, let alone keep my pipelines, my relationships, my contracts, everything going, because they're longer projects. It was really funny because I was really bummed because I was really excited about this transition. It was a huge jump for me because we were so comfortable with what we were doing, making awesome money and it was kind of just this really big leap of faith. Well, last April, fast forward a little bit, last April, our little girl, our daughter, she was four years old. She got diagnosed with leukemia.

 

Steve:

Oh man.

 

Dallin:

When that happened, we literally were going to leave for another summer, two days after she was diagnosed. It was crazy. Everything was just happening and days and days and days sitting in the hospital. I had always wanted to do something online my whole life, but I didn't want to ... I didn't know exactly what was happening. I didn't know where I wanted to put my foot in. I didn't want to mess with inventory and selling one off things. I wanted to do something on a big level. I just didn't know how to do it.

 

 

In the hospital you got a lot of time to yourself and so I'd study these things. I'd start looking at different processes. I'd find patterns. I would sign up for everyone's email list, not because I cared about their product. I wanted to see their system. I wanted to study the funnel. I wanted to study the email sequences and I started seeing the patterns.

 

 

That's when I kind of got into a lot of this other stuff with Periscope and live stream. I was like, "Man, this is the future. I get it." I think every guy that's doing any sort of digital marketing has a day where they, it kind of clicks and they say, "Holy smokes. I can really ... This is powerful. This is how you can reach a lot of people." What everyone wants to do is have a voice and do something.

 

 

I ended up switching my major, going to school for persuasion and negotiations were my sayings. I was a business communication major and I had that emphasis in persuasion and negotiation. Looking back on everything now, it was just perfect. Everything kind of worked out really, really good. I was kind of like, my little side, so we really hit this kind of rock bottom where it was like ... financially we took a massive hit because I wasn't able to go out, drive an hour and do all this kind of stuff. This last year-

 

Steve:

Yeah. You needed to be home. Yeah.

 

Dallin:

This last year has really been an investment of my time and I just kind of feel like I went back to school. I feel like I'm getting way more out of this school than four years of collegiate, right?

 

Steve:

Easily. Man, how's your daughter now? If you don't mind me asking.

 

Dallin:

She's awesome. She's in a maintenance phase right now, got another year left of treatments, but she's ... hair's back and muscles coming back and went back to school. She's in a really, really good spot right now. Appreciate it.

 

Kristian:

She's strong too. You should see her.

 

Steve:

Really?

 

Dallin:

Yeah.

 

Steve:

That's amazing.

 

Dallin:

It's from everything that she went through. She got down to, had to relearn to walk, lost all her muscles. She was a little skin and bones and now she's this little muscle ball.

 

Kristian:

Now she's a beast.

 

Dallin:

She's awesome.

 

Steve:

I appreciate you guys sharing that kind of stuff. I mean it's ... because most of the ... I've never interviewed anyone on this who hasn't gone through something crazy, you know. It's not like the path is always clear, either. Usually it isn't.

 

Dallin:

Yeah.

 

Steve:

There's a lot of times I wake up and come here, I'm like, "I don't even know. I know I got to work on something, but I don't know what." It's like going through this hazy fog, so I appreciate that. Then there's all the personal side and all the things going on. Yeah, I first started getting into this stuff, little bit similar with door-to-door sales. I started looking around going, "What the heck?" We're driving out and there's all these billboards everywhere. I was like, "People call these things ready to buy." I'm knocking on people's doors all day long and they're not wanting to buy it when they wake up. I've got to go convince people who weren't planning on spend money. Like, "How do I do this?" I start putting ads everywhere and that's how I started getting phone sales and stuff. I was like, "There's something to this." Anyways, I-

 

Dallin:

See, that's funny because I was kind of the same person. All the other managers are, "Dallin, stop trying to reinvent the wheel. It works."

 

Steve:

DS, yeah.

 

Dallin:

DS, this. I'm like, "No, guys. There is a better way." My motto in everything in life is there is always a better way. I don't care what you say and what's working. Something can be tweaked and something can be done to scale.

 

Steve:

Yeah. Yeah, definitely.

 

Kristian:

Which is funny, because Russell always says, "You can tell the pioneers because they're lying face down with arrows in their back."

 

Steve:

Yeah.

 

Kristian:

I guess in this case, it wasn't really pioneering. You were trying to find the people laying face down.

 

Steve:

Yeah. Yeah.

 

Dallin:

Yeah.

 

Steve:

Side stepping all the other people who were already face down because they knocked 400 doors that day, right?

 

Dallin:

Yeah, seriously.

 

Steve:

What are you guys working on right now though? You guys mentioned that there's some awesome things going on. What's your current funnel, if you don't mind talking about that? [inaudible 00:18:19] sounds like, maybe ...

 

Kristian:

Dallin said like perfect timing. I feel like it has been. We joke about being a startup because ultimately we are, to the point that we're even in the process of creating our business plans and our SOP's and all that kind of stuff, so that we can talk to some investors. We have some investors that we're talking to in order to really have the capital that we think we need to be able to scale this thing quickly, instead of Facebook ads tested at $10 a day for 50 weeks.

 

Steve:

Yeah. Yeah.

 

Kristian:

Yeah. The whole reason I got into learning funnels was, you guys talked about door-to-door sales and I have 15 years of commercial real estate experience. I worked with clients like L.A. Fitness and McDonald's. I represented McDonald's for the state of Arizona and Burger King and Taco Bell, so pretty big name companies.

 

 

There's a lot of guys that would be happy with that, but the problem I had was that I kept looking at the deal size of what I was doing. It was constantly kind of like this feast or famine situation where you either had a huge check or you had nothing. Literally, nothing. It kind of got to the point where I was like, "Man, there's a better way to do this." Very similar. You guys hear the consistent theme here? There's a better way.

 

 

That was kind of the first step of me saying, "I'm going to figure out how to streamline this" so that it wasn't even so much ... I just kept seeing all the guys that were buying the properties doing all these big deals. They weren't even in real estate. They had these other businesses that were generating cash flow and here I am putting these deals together that are making, Dallin and I had this exact conversation, making these guys over a million dollars and they're like, "Oh hey, thanks. Here's 40 grand."

 

Steve:

Yeah. Yeah.

 

Kristian:

What's wrong with this equation? I'm the one that did the whole thing, the financials and all that. I just didn't have the money. That was the start of it.

 

Steve:

Yeah.

 

Kristian:

Then you add on top of it that we got into a network marketing company and did really well, but we got stuck right under about 10 grand a month for like 18 months. It turned into another full time job where I was 40, 50 hours a week at every Starbucks from east to west meeting people. I'm like, "This is not working."

 

Steve:

Yeah.

 

Kristian:

Those two combined, I was like, "If I get online, I can figure out how to do both of these. I don't have to pick because I can leverage myself."

 

Steve:

That is kind of the funny thing I learned about ... because I got into an MOM. I went and did exactly what my upline was saying. Got 13 people my first move.

 

Kristian:

Oh, wait, your [inaudible 00:21:42] not duplicatable.

 

Steve:

No. Not at all.

 

Kristian:

I don't care. If I find enough of the right people, it won't have to be.

 

Steve:

Yeah. Yeah. My first month, I recruited 13 leeches. Man, they wouldn't do a dang thing unless I was like pushing them in the back with a cattle prod. I was like, "Ah. There's got to be a better way to do this." That's why I took it online and did a lot better. I definitely relate with that.

 

Kristian:

Yeah. The crazy part about this is, like Dallin was saying, he's, shoot, some of the advanced strategies ... Dallin's has this like ... he understands and can see what the outcome is that we're trying to do. He gets it. He gets the whole flow and process of this, of how funnels work. He's been studying them. I just think for a big part, he just needed to connect certain pieces and be able to see what's going on behind the scenes that you can't see online.

 

Steve:

Yeah.

 

Kristian:

We talk about ... the hardest part about knowing how to do funnels is focusing because when you understand it and it clicks and you realize what you can do, it's like .... Someone starts talking you're like, "Oh my God. I know how to make money with that. Oh my God."

 

Steve:

Yeah.

 

Kristian:

It's like entrepreneurial ADD exacerbated.

 

Steve:

Yeah.

 

Kristian:

Forget entrepreneurial ADD. This is like an entrepreneurial ADD addiction.

 

Steve:

Yeah.

 

Kristian:

That's the issue, so we've had to get very focused on okay what's the quickest and most pressing thing at the moment that we can make money with, so that we can reach our long term goals. Like I said, Lo Silva is one of the guys that I credit a lot of what I learned from. There's three little things that I take from them and that's think big, start small, scale fast.

 

Steve:

Interesting. Think big, start small, scale fast.

 

Kristian:

Yeah, that's kind of our little mantra.

 

Dallin:

Yeah. That leads into basically what we're doing now. Our whole plan without getting too much into detail is we have a very, very big picture. Just like a funnel, we have our personal value ladder. Our big picture is more in investments, real estate, things like that. Those are our high tickets. Right.

 

Steve:

Yeah.

 

Dallin:

For the time being, we need to make sure that we couple that with clients, so we have our lead gen system, our agency that's doing multiple things, SCO work and funnels, and social media strategies and management and that way it can help us scale. Our agency essentially fronts the bills and I guess the best way to put it is we want everything that we do to be self-sufficient. If we build something, the entire goal-

 

Steve:

Keep it in hands.

 

Dallin:

Well, yes and no. The entire thing is for that project to sustain itself, so you understand once you get going with your Facebook marketing and such, it gets to the point where you reinvest X amount back into it. Then it lives, it breaths on it's own kind of. It just needs to be monitored, right.

 

Steve:

Yeah.

 

Dallin:

If we have this solid balance between us of we have clients coming to us for done-for-you services, that's awesome. That's cash. That keeps us busy. That keeps workers of ours busy. Then in the meantime, if we can couple that with 40, 50% of our other time for in-house projects, because Kristian and I already have entrepreneurial ADD, we're always thinking of ideas. We always have something going on or a lot of times a client that comes in has something that sparks an idea.

 

Steve:

Yeah.

 

Dallin:

We'll, like you said, we'll keep them in-house and then we funnel them. We get them to the point where they self-sustain and all of a sudden, we have our house projects, our client projects and it's just a very healthy business model. You don't see a lot of very sustainable and scalable models. You know what I mean?

 

Steve:

Yeah.

 

Dallin:

Especially, because I've been with very, very, very big companies with these companies I've sold for and you find ... one of the things I like to do is study patterns and development. I'm really into the business development side of things. You look at the ones that have made it, that have succeeded and that are scaled to the massive, massive billion dollar companies and that's kind of what they do. They make sure they have kind of that happy medium, that solid balance in all these different areas and factors and that's kind of what we're trying to do.

 

 

One of the projects we're working on right now is a political campaign funnel. This is just one that's easy to scale and we're just pretty much hacking it and taking advantage events which one of the things coupling social media with funnels is current events, man. That's, they kill. If you can find something trending and good and that has ... that you can milk for a long time, you better believe we're going to find a way to make, pinch money out of it, right.

 

Steve:

Yeah. Isn't it the-

 

Dallin:

I'll let Kristian talk about that.

 

Steve:

The political campaign funnel, is that the one you downloaded I think from Sales Funnel Broker?

 

Kristian:

Ah, no.

 

Steve:

Maybe that was you, maybe it wasn't. I don't know. There's some guy, he downloaded it and came back and he's like, "This is the coolest thing ever." I was like, "Just the share [funnel 00:27:53] free one I got from someone else. Glad you like it."

 

Kristian:

Yeah, no. I got the idea from actually from Funnel ... I got part of the idea from Funnel U. To be honest, as much as we know about funnels, something clicked when I watched Russell's video inside the membership site for the political bridge funnel, where it was like, "I see it." It was that coupled with the, the funnel stacking I got that whole idea of moving them from a front end funnel to a webinar funnel to a high ticket and how you stack those.

 

Steve:

Sure.

 

Kristian:

Bridging and when all the sudden the bridging made sense to me, I said, "Oh my God." Just like what Dallin was talking about here. Ultimately our goal is to, take the same amount of time to do all this work to go and work with somebody and do a commercial real estate transaction, where we're an investor or we're buying the property and people are investing with us, as it does to sell a t-shirt. Just time is time, it's just the size of the value and how you frame your mind around it. We are in the process of growing our agency. The whole point of it is to, if you think of construction companies, really good construction companies constantly have work that's in place to keep their employees working, so that they have the best team, right.

 

Steve:

Mmm. Yeah.

 

Kristian:

That's what they're always talking about is we just have to keep work so we can keep these guys busy. It's not about keeping them busy, but we also want to have the team in place because ultimately when we have our ideas, we can get them shipped quicker.

 

Steve:

Yeah. I've been approached by a few people lately and they're like, "I got these awesome guys. I absolutely love them." He's like, "What work do you have? I just don't want them to go anywhere else." He's like, "I don't care what it is. I just got to bill."

 

Dallin:

That's exactly what it is.

 

Steve:

Yeah, interesting.

 

Kristian:

Yeah. That's the idea, but to get back to what we're doing right now is I got the idea of how Russell explained the political bridge and my dad had ordered 100 t-shirts from my best friend. My best friend did all the screen printing for the Super Bowl in Santa Clara.

 

Steve:

Jeez.

 

Kristian:

He's got one of the largest screen printing companies on the west coast, based here in Phoenix. He has a company very similar to what Trey Lewellen started with Teespring.

 

Steve:

Interesting.

 

Kristian:

He's set in and he came to us and said, "Hey, why don't you partner with me and just handle the marketing on this." He's talked to me about doing some marketing for them for different aspects of their company. Now we're working together and the whole idea came up I said, "Well, you know what? I think I can do it." Before I was hesitant because I was like, "Well, I'm in the digital media space. I'm selling digital products." That was big hangup was I've got to sell to these entrepreneurs.

 

 

Then when this political bridge funnel that Russell talked about when he talked about how you move people from this list to this list, I went, "Oh my God. I can build a list in anything. I can just bridge them." It was a combination of that video inside of Funnel U and my participation in Todd Brown's PCP, Partnership Coaching Program, where they were really working on educational based marketing, and script and copy writing. The confidence level in my own ability to write copy had shifted to where now MFA is outsourcing some of their done-for-you client work to Dallin and I and having me write copy and script for their video sales letters.

 

Steve:

What?

 

Kristian:

Yeah.

 

Dallin:

That's real, man.

 

Kristian:

That tells you the ...

 

Dallin:

We scale fast. Remember that third principle. We scale fast.

 

Steve:

Yeah. Yeah. I wrote all those down. That's amazing. What's funny is that people don't realize that it literally is the exact same amount of work to do a small company as a big one.

 

 

My buddy, I mean as far as building a funnel and things like that, my buddy and I were building an [inaudible 00:32:11]. It was the first funnel I ever built with ClickFunnels and it was a smartphone insurance company and we were ... we got out of that for a lot of reasons, but it was interesting though because I was building it. We put it all out. That's actually when I got into ClickFunnels and it was right after ClickFunnels left beta. I was like, "Hey, I'm going to build this whole thing out before my ClickFunnels trial runs out." I'd never built one and I just killed myself for the next little while. We got it out.

 

 

Then this guy approaches me in Florida. He's like, "I need a funnel for some of my ..." He was selling water ionizers or something. I was like, "Oh man. This is a big company. They're already making a couple million a year." I was blown away. I was like, wait, this is the same exact amount of work as it was for the small little startup. Anyways, I thought that was interesting you said that.

 

Kristian:

Yeah. That's what we talk about is that it's easier to work with those bigger companies. They get it.

 

Steve:

Yeah.

 

Kristian:

You work with the smaller companies and they're worried about how much money it's going to cost them. The reality is that the more we put ourselves in a position to work with guys like you and Russell and guys like Todd and Lou Coselino and David Perriera and all them at MFA, they're saying, "Man, why are you, how come you're not charging double and triple?"

 

Steve:

Yeah.

 

Kristian:

Dallin and I are sitting here like seriously if they're willing to pay us to write scripts for, to outsource their ad copy to us for some of their client work, what's that say? I mean, we're literally working with, doing work for the guys that are considered the best in the industry.

 

Steve:

That's ... Yeah. Yeah.

 

Kristian:

It's just a mindset shift is what it is. That has made it a little easier to have a conversation with someone and say, "You know what? We can take on this project. Here's how much it is."

 

Steve:

Yeah.

 

Kristian:

They're like, sticker shock. Well, sticker shock. You can go and just have someone build the pages for you, but it's not going to convert. I know that for a fact because copy os what converts, right.

 

Steve:

You know Tyler Jorgensen?

 

Kristian:

You know what, it sounds familiar. I think I-

 

Steve:

He said the same thing to me. He's like, "You charge 10 grand to build a custom funnel?" I was like, "Yeah." He's like, "Why not 15?" I was like, "I don't know. I'd never thought about that before." I thought 10 was kind of the mark. He's like, "No, no, no, no. I'd do 15, 20, 25." I was like, "You've got to be kidding." That is is just a mindset shift. You'll get better people to build for anyways, whatever it is.

 

Kristian:

The big thing for us-

 

Dallin:

True and at the same time ...

 

Kristian:

Yeah, I don't know.

 

Dallin:

You there?

 

Kristian:

Yeah, you cut-

 

Steve:

Kind of lost you there.

 

Kristian:

The big thing for us is really to build a team, Steve, and to have that team in place and be able to have people that focus on all the different areas of the funnels, so that they get really, really good at that. They don't have to know the whole process because that's what I've spent the last two and a half years doing, right.

 

Steve:

Wow.

 

Kristian:

They can be part of this and be part of building something and helping these clients and really enjoy what they're doing. Then, like I said, when we have these ideas we can ship them. I know you want to know and your audience probably wants to know what it is that we're doing, which is what got you in. I mentioned my friend, Bryant. He's got this company like Teespring. He's got everything in place to roll this out. We had this idea for how to start doing that. We took advantage of knowing that the campaigns going on right now. I mentioned to you I think my dad bought like 100 Trump t-shirts from him. I was like, "Those are really cool shirts." My dad's like, "Yeah, man You should do this funnel stuff and figure out how to sell these to everyone. Look how crazy everyone is about Trump. Trump's going to kill it." At the time, it was still in the Republican Primaries. I'm like, "Well, I don't want to go build a funnel."

 

Steve:

Yeah.

 

Kristian:

"Then trump doesn't win the primaries." But as he started pulling away I'm like, "Oh, let's start testing some stuff." We tested one funnel and surprisingly the Facebook campaign got a lot of clicks, but there wasn't a lot of opt-ins and conversions on the funnel. What it did and I think this is one of the biggest skill sets that people who are elite develop versus people that are frustrated and saying this isn't working for me is understanding the information that they're getting and what to do with it. You might not have a winning campaign or a funnel that's making money, but to understand what kind of info you're getting and how to use that to do the next thing is that whole testing process is what separates those that are killing it from those that are getting killed. That first funnel that we did, didn't make money. Not at all.

 

Steve:

Yeah.

 

Kristian:

I mean it lost $1,200. I went to Dallin and I said, "Dude, this is awesome." He's like, "Huh?" I said, "Look at the retargeting list that we got." Then we went and we tweaked this and I said, "What if we change the front end," and at that time Mike Pence had just been named Trump's VP. I'm like, "Who the hell is Mike Pence? I never heard of this guy before." I started asking people, they're like, "No." Unless you're from Indiana, you don't know who Mike Pence is. I go, "Should Trump have picked Mike Pence? Isn't there someone else." I'm like, "Boom. Is there a vice presidential debate in the Republican Party?"

 

Steve:

Yeah.

 

Kristian:

We created a little mini survey around is Mike Pence the right one. First of all, you've got all these people that love Trump and they're hardcore republicans and now you're creating an internal debate. Everyone wants to voice their opinion, but they don't want to be judged.

 

Steve:

Yeah. People get pretty intense about that for sure.

 

Kristian:

Yeah. We created a mini survey.

 

Dallin:

Oh yeah.

 

Kristian:

We created a mini survey and we had this retargeting list from the first time and we started running ads. I didn't expect and I don't think Dallin either, that it was going to do as well as it did, but I mean, we had in less than 12 hours, we had 500 email opt-ins.

 

Steve:

What? Oh my gosh.

 

Kristian:

I was like, "Oh my God." I'm like, "Holy crap." I'm like, "What the hell's going on?" Of course the first goal is to try and get the funnel to break even. What we had to do was we were getting so much information so quickly that we really had to be on our toes and make adjustments and modifications. What we figured out through the first week of testing this is there's so much activity on this funnel. Just to give you the stats, after what was Dallin, really 6 days of running the ads, we got 2,600 email subscribers?

 

Dallin:

Five and a half, yeah.

 

Kristian:

Yeah. Five and a half days, we got 2,600 email subscribers.

 

Steve:

Wow.

 

Kristian:

K, the funnels not at break even, but here's what I want whoever's listening and whoever wants to take this information understand is the testing process. We figured out between two front end offers-

 

Steve:

Which one was the winner.

 

Kristian:

Which one's working better.

 

Steve:

Yeah. Which one's the awesome one. Yeah.

 

Kristian:

It's still not winning. Our free plus shipping is not, it's not helping us break even. The reason for that is because we're getting so many opt-ins. On a normal free plus shipping, you're not getting as many people clicking on the ads, right.

 

Steve:

Right.

 

Kristian:

Well, we're getting 5, 6 times the amount of people subscribing to the email-

 

Steve:

Would you, in that scenario, would you ever try and get even less people. It'd be counter-intuitive maybe, but I would just start tweaking the free plus shipping, I guess.

 

Kristian:

No. No. Well, no. We can't-

 

Dallin:

The strategy-

 

Kristian:

Yeah. We can't really tweak it because it's not like we're going to offer anything cheaper than free plus shipping. When you start looking at all the different things we can offer, there's not a lot of options, but here's what Dallin and I have figured out is that we think we've created a new funnel. It's not really new in the sense of what you and I and Russell and all these other guys think of.

 

Steve:

True.

 

Kristian:

In terms of Russel and [Daygin Smith 00:41:29] coming up with the black box funnel, right.

 

Steve:

Yeah.

 

Kristian:

It's just soft offer funnel, a front end soft offer. We think that we've come up with what we call a backdoor funnel.

 

Steve:

Interesting.

 

Kristian:

You get so many people on your email list. You get as many people to take the first offer and you get as many people to take your upsell as possible to figure out how close to break even you can get. If you look at 2,600 people, we go back and look at the numbers, only about 115 of those 2,600 ever saw the offer.

 

Steve:

Huh.

 

Kristian:

Now we have an opportunity to present those people with the offer again. Well, how do you do that in a way that's going to get a lot of people to open the e-

 

 

All right. Want me to ...We cut off here at the point of high dramas. As I was mentioning, we got so many email subscribers and such a lower number based on the email subscribers because we didn't expect to have that many, that we still weren't at break even, but we have a ton of people that we can show an offer to. It's a little different obviously because our price points ... We're doing apparel and things like that.

 

Steve:

It's like delaying the offer almost on purpose, right. I mean this is ... awesome.

 

Kristian:

Yeah. Remember, we started this whole thing with a survey, right, something that people were very passionate about, so a lot of polarity in there. They want their opinion-

 

 

They also want to know what everyone else thinks, where they fall in line here. We thought, "Oh my God. Somebody that votes, that voices their opinion, takes the time to put a vote in wants to know what the results are." We created a results page that shows them the results and has a special offer that all those people haven't seen. When we send it in the email and we tell them here's the results of the survey, the open rates are and the click through rates are sky high.

 

Steve:

How long are you waiting to actually send them this results page?

 

Kristian:

A couple of days, so-

 

Steve:

Oh really. Wow.

 

Kristian:

Yeah. I mentioned Actionetics. The whole reason that we started doing this is because we wanted to ... since we're having people take a survey and we're offering them this gift, we want to make sure we get as many people that take us up on that gift for taking the time to vote. We have a few of those triggers built in there, "Hey, don't forget to grab your free gift. We noticed you took the time, maybe something happened. Go back here and grab your gift." Then we make sure that everybody sees the results page a couple of days later.

 

Steve:

A couple of days. That definitely is a different style for sure. You don't think that hurts conversions at all?

 

Kristian:

No, I mean. It's a survey, right?

 

Steve:

Sure.

 

Kristian:

The point of high drama and the suspense and all that. We're still testing it, again, like I mentioned earlier that the biggest thing I think that separates those that are successful and those that aren't is to understand the type of information that you get.

 

Steve:

Yeah.

 

Kristian:

We may found out that we need to send the results sooner, but we don't know. We've got to test.

 

Steve:

It's interesting positioning too of you saying, "Hey. It look's like. Thanks for taking it. Here's your results. I don't know if missed this, but just jump back and get that." That's interesting. Like they missed it. They missed the gift.

 

Kristian:

Yeah. Yeah. "You forgot to grab your gift." That's our first step and then in the email that comes after they've taken the survey, "Hey, we're in the process of tallying up the results. We'll send them to you as they're updated."

 

Steve:

Interesting. It keeps the loop open, basically.

 

Kristian:

Hmm-hmm(affirmative). Exactly. Exactly.

 

Steve:

Man, that's awesome. Well, hey is there a URL that we can go check that out on? I don't want to pollute or dilute any of your stats, so if not that's fine, but ...

 

Kristian:

Yeah. We're just running ads to this right now.

 

Steve:

Good.

 

Kristian:

We're in the process of, like I said, this was just an idea that my dad came up with. I've got to give him credit for the initial idea, but now it's turned into kind of a new business entity, right.

 

Steve:

Yeah.

 

Kristian:

We're growing this email list and the concepts that Russell talks about the how to bridge funnels and lists and things like that. We're starting to build a list now in that republican, conservative, survivalist category. We're going to take it a step further and build out a home page and start doing some different stuff with it.

 

Steve:

That's interesting. You're going to go through and who's going to keep opening all the emails over and over again, looking at all the stats of all the people around. These are the hyper active political caring people. You know what I mean? That's awesome. That's a really clever way to segment out those people. That's fantastic.

 

Kristian:

Yeah. Yeah. You never know where your next business entity is going to come from.

 

Steve:

Interesting. Gosh, well, hey, I know we've been on quite a while. Thanks for dropping all the bombs of gold you guys did. I don't know what happened to Dallin, but ...

 

Kristian:

Yeah. He just texted, said thank you. He's trying to get back on, but I know we've got to take the kids to school and stuff, so-

 

Steve:

Awesome. Well, hey man, I appreciate it. Thank you so much and this was awesome.

 

Kristian:

Well, thank you so much. I appreciate it, Steve. Love meeting new people that are doing the same thing as us and glad that we can reach more people that are trying to learn how this works and kind of help them understand the process and that if they just stick at it and keep testing. That's really the big thing I think is testing and learning is how you get better at it.

 

Steve:

You're kind of a scientist going through this, for sure. Going in an industry you know will make money obviously, but whatever you're doing specifically, you might almost always be the first. The think big, start small and scale fast. That's huge.

 

Kristian:

Yeah. If anyone wants to connect with us, Dallin and I are both on Facebook. We mentioned Periscope. I do a lot of broadcasting on there with what I call the Live Stream Marketing Funnel Show. We're rolling, if people are interested in learning how to use live video, we've got that coming out. Yeah. Connect with us on social media. Kristian Cotta and Dallin Greenberg.

 

Steve:

Okay, yeah. Then you've got the Health Success Podcast. Guys, go check him out at Health Success Podcast as well as he said Live Stream Marketing?

 

Kristian:

Well. Yeah. Just go to KristianCotta.com. It'll take you right there.

 

Steve:

Cool. Awesome.

 

Kristian:

Kristian with a K.

 

Steve:

Kristian with a K. Cotta, right?

 

Dallin:

I'm in.

 

Kristian:

Kristian with a K. Cotta. Dallin's in here. He just got back in.

 

Dallin:

Dude, I don't know what happened. I was getting all excited what Kristian was saying and then just cut off.

 

Kristian:

It's the point of high drama, that's what we were talking about.

 

Dallin:

I know. It was. That's what I told Amy. Is it over?

 

Steve:

It is now.

 

Kristian:

Yeah. We're just wrapping it up.

 

Steve:

Awesome.

 

Dallin:

Sorry.

 

Steve:

It's good. Hey, thanks guys so much.

 

Kristian:

All right. Take care, Steve.

 

Dallin:

See you man.

 

Steve:

All right. Bye-bye.

 

Speaker 4:

(music starts) Thank for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free t-shirt when your question gets answered on the live Hey Steve Show. Visit salesfunnelbroker.com now to submit your question. (music ends)

Hey guys, what's going on. I'm super excited because today is number ONE of the "HeySteve!" Show. Sales funnel Radio encompasses all the stuff that I do. However, there's lots of different things like, I'm going to have some interviews here soon for you guys. Obviously I post my own thoughts on what I'm doing for marketing that's working and my own sales funnels.

What I wanted to share though is a show that I'm calling "HeySteve!". Here's how it works, you guys get on Sales Funnel Radio, go to salesfunnelradio.com or you go to salesfunnelbroker.com. Up the top it says podcast. You can look for"HeySteve!". What's cool is right on the website, there's a little widget that I found, I think it's called SpeakPipe, really, really cool software. Simple, but amazing.

What's neat about it is that you can click right in the browser, it says start recording. You can ask a question to me. That little widget or whatever will record whatever you ask and send an email copy over to me, which is awesome. I get a copy of your question.

Anyway, just got the first question in. This is from Todd. Todd is from Littleton, Colorado. He said, "Hey Steve, my background is on online marketing for e-commerce businesses. Each have 20 to 50,000 products ..." Holy crap, "first place I worked was for a ski and snowboards place and now I work for a place that sells restaurant equipment."

In this scenario he said, "Where do funnels come into play?" Do you start with top selling products, do you build the ladder from there, do you build maybe from a group of brands, where do you think the best place to start is or is it better to just find a business that just sells a handful of things where you can find your value ladder?"

Hey, that's a great question. E-commerce is the question on this one. I've had people ask me this before. How should I say this? Sales funnels are not supposed to give the person who is going through a lot of options. That's like totally the opposite of what an e-commerce business does.

E-commerce is 20 to 50,000 in options, that's a lot of products man. A sales funnel, what it's supposed to do is, it's supposed to give them only like one or two options the whole way through. That's why we call them upsells. It's literally one time offers. They literally can only get it right then and right there. It creates urgency and it creates scarcity.

The person wants to go through a purchase, because it's the only time they are going to see it. You get those feelings, "Oh man." That's what a sales funnel is. That's what it's meant to do. How can you use it in e-commerce setting? Now, you certainly can. If you use something like Shopify, I use ClickFunnels, you guys know that.

I love ClickFunnels. If you guys want a ClickFunnels trial you can go to the resource section of salesfunnelbroker.com. There's a free trial on thee you can use or just download any of the sales funnels that I have on the free funnels section. You will get those also.

What's cool is for e-commerce, here's what I would do. I would still use some kind of bait. You want something to get people over to you. If you are using restaurant equipment, that's what you are selling, you can still put something out there that's for free.

That's one of the biggest aspects of marketing when it comes to the funnel. You've got to give something for free off the bat. That's how you get a relationship with people. That's how you create a feeling of reciprocity. If I give you something for free over and over again, that's going to make you feel really indebted to me, whether or not I wanted to.

It's the whole reason we do it, is that if I give you something for free ... Think about my free funnel section for example. That free funnel section represents months and months and months of work. I'm just giving it to you for free. There's probably all the stuff that I've built in there and just decided to just give away, probably represents like a year of my life.

Now, I've made some money from those things. They are great. A lot of them, I just decided to give you for free because I know it would be a lot of value, why, why did I do that? It's because of how I know it makes you feel. I wanted to solve a lot of problems for you. I love building funnels. A lot of people don't like building funnels.

I'm just going to solve one of your problems, give you a crap load of value and you are going to be more apt to listen to things that I say. That's the whole reason I do it. It's to give value and to help you guys. Same thing with e-commerce. The rules of this don't change. That's the whole point of what I'm trying to make here. The rules don't change. You've got to find something.

If you are selling restaurant equipment or you said that you used to work for skis and snowboard place selling lots of e-commerce stuff too, think about that market. Think about like if it's a restaurant equipment ... I used to ski like crazy growing up. That's like all we wanted for Christmas was a ski pass. We would go like 30 times in a season and it's so fun.

Anyway skiing and snowboard, let's take that for example. What do those people want? If they are coming to an e-commerce place, they obviously like skiing and snowboarding. What can you give to that person for free? The rule is that you take the most valuable thing that you have. You take the thing that is the coolest thing and you give it for free, which is really hard for people to do.

It's hard for business owners to do that, which is understandable. You take the biggest thing that you've got, give it for free. Hand it off to those people and say, "Hey, look, here you go" and that's your bait. Now it's irresistible. Now you are someone who has given away tons of value. Now you are someone who has given so much value that they feel the need to purchase something from you in the future. That's the feeling you want to create.

Everybody can give a discount. Everybody can give coupons. That's overdone. I don't care about that stuff anymore. That's not a very good bait, "Order now and get you get 50% off," that's a terrible bait, don't do that in your own business. Oh man, unless you've got like a countdown time or anything, where you can tie it to like an event like there's a holiday going on. Don't use a discount.

That's my own opinion. If you've got data that says otherwise, by all means go for it. Have something that is even more sexy on there. I give away free funnels. You could give something away equipment-wise, it's free, "Hey, we want to give you guys these sweet ski poles or something like that." Something that's low cost to you that is perceived high value.

That's how you can use an e-commerce setting. If you sell equipment to restaurants, you can say, "Hey, look, here's latest tips on how to get more people into your restaurant." PDFs or e-books would be great for this, "Here's a guide on how to get your restaurant equipment cleaner using half of the manpower. The guy that's using your dish washing, here's how to still pay him well, but how to get all the jobs and the cleaning done in half the time."

If you are a restaurant owner, you've got to want to know that stuff, "You are right, yeah, they go straight to my bottom-line, why would I know, I want to figure that out." Solve the problem of the conversation that's goring on in their head. If it's a restaurant equipment, there's just a few examples I just gave there.

If it's a ski and snowboard place, "Hey, here's the best places for powder," "Here are the best places if you are into stunts, this is an awesome place to go. These are the resorts you need to go to," "If you are really into moguls and downhill skiing, things like that, here's the best places to go."

If someone is going to go buy something in a ski or snowboard place, they are buying it because they want to be entertained. It's the hope for entertainment in the future. Getting on the mountain, feeling the snow. Help them have that feeling before they get on the mountain. That's what you are trying to do.

In any of your businesses, in any of your funnels or products, you are trying to help them have those feelings as if what they are buying is already happening. Does that make sense, you guys getting this? I Hope that I am explaining this correctly. For example, I keep going back to the free funnel section I have in salesfunnelbroker.com, but that's the reason why I do it.

I'm giving you a free funnel. The reason why I do it is to help you have the feelings of having a funnel before you have a funnel. It's a future pace. It's called future pacing in sales. I future pace your brain to have the feelings I want you to have before they are even happening.

It's like when you are going on in a vacation. My dad took us to Hawaii once growing up. It's really cool. We didn't start talking about Hawaii the day we got on the plane. We planned months in advance. The anticipation is often just as powerful as the actual experience. That's exactly what you want your bait to do.

I can't believe I haven't got to the upsells yet, I'm talking to you guys to hit you off on talk. That's exactly what you want your bait to do. You've got to help them have those experiences mentally and emotionally before they are even happening. It's the anticipation that things are going to be better. That things are going to be the way they want them to.

The reason that they are hiring, "Ski equipment" or hiring or buying snowboard equipment is because they are hiring those things to help them have a good time later on. That's the job that the customers are hiring those products for. Help them have that. It plays straight into that, "Here's the best places for restaurant equipment," "Here's the best suppliers we found for food for restaurants."

If you can do that, those are great baits. You can totally use them in e-commerce businesses to drive them to your e-commerce store in general. Look at this, you've got your bait, I'm going to be drawing this on a yellow legal pad. You've got your free bait in the front.

Like I said, it hits all those things, it helps someone with what they are wanting. Not what they need, with what they are wanting, the feelings and emotions. We need to drive them over to an e-commerce store. You've clearly got a crap load of products, 20 to 50,000 products is a tone.

I would choose your top selling products. Anytime anyone clicks on them and says, "Yes, I want to buy this," the very next thing is a one time offer. You can still use upsells inside of an e-commerce business. Most places don't do it, but you've seen Amazon is actually doing that now.

Remember when you go when you click through Amazon ... If you don't know this, just go do it right now, you don't need to purchase it. Go through and act like you are going to buy something, what does Amazon do, it says, "Hey, most customers also purchase this." That's totally an upsell. It doesn't necessarily need to be on a one time upsell page. That's totally what's going on there.

They are upselling because you are purchasing this one product, "Most people who buy this also buy this or they also buy this." They say, "Do you really just want one of those or do you want two." Those are the different ways that you can do a funnel-like structure inside of e-commerce.

The other thing you can do is that, after someone purchases a product, drip them onto an email sequence that says ... In five or six days we are going to ask them how much they liked it. We are going to offer them something else to get them back into my e-commerce store or push them over to another funnel that was related to whatever they purchased.

If they purchased skis, your bait was, "There's something really, really cool," let's say you partnered with someone and you are giving them tickets to a mountain or a certain resort and that's your bait. They go through and they buy skis, that's it. You offer them something else, but they don't purchase it. Five or six days later you say, "Hey, do you like the skis, are they awesome?"

It comes over an email or a Facebook ad that re-targets them that says, "Why don't you get the wax that goes with it." Think about complementary things, salt and pepper. Whatever things go together. Here's the rule with one time offers, Todd from Colorado, this is probably way more than you are asking.

There's two more things I want to show you. In upsells, you cannot solve the same problem that they were trying to solve in upsell. For example, if someone is going through and saying, "Hey, I need new skis." Your upsell later on cannot solve the same problem as, "Hey, I need new skis." It's got to be complementary.

Anyways, I won't go more into that. If you want to pull this off, the way to do it, I would still use ClickFunnels. If you use a place like Shopify, Shopify have got some embeddable widgets for their checkout. I would still use something like ClickFunnels. Anytime anyone clicks on something in e-commerce, you can steal the funnel structure inside of ClickFunnels, but embedded with it one of their HTML elements from Shopify over into ClickFunnels. I hope that makes sense.

If you have any questions about that just ask the ClickFunnels support team. They will help you with that. I just want you to know that it's totally possible. When people do it, they often will make a lot more money. For guys who know Marcus Lemonis, he does the show, The Profit on CNBC, I can't remember what other stations he's on.

He's got a really cool show where he goes and invests in people's businesses and help them turnaround the company if he sees potential in them. He's doing that kind of thing, also he's currently, as far as I know, building sales funnels out of e-commerce stores that he has purchased and helped turnaround before.

Anyways, guys, I hope that helped. Todd, please let me know if that helped. If you guys fiend that that was helpful at all please let me know. I would really appreciate that. Actually go to our Facebook page and comment down below. Pleaser rate, review, subscribe and guys I'll talk to you later, thanks so much for tuning in to the "HeySteve!" Show Sales Funnel Radio.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you need answered on the show? Take your free t-shirt when your question gets answered on the live Hey Steve Show. Visit salesfunnelbroker.com now to submit your question.

Steve Larsen:
All right. Hey, welcome everyone. Today I am super excited; I have a very special guest who's very near and dear to me actually. I have been looking forward to this actually for several weeks; ever since we set it up. Everyone, this is Becky. Becky, say hi.

Becky:
Hi, everyone.

Steve Larsen:
Really though, Becky has been very influential to me, and I don't know that I've told you this which makes me feel even worse, but I actually feel like you were very influential on me being in the position that I'm in right now.

Becky:
Oh, wow. Thank you.

Steve Larsen:
Yeah, absolutely. If it's all right, I'd like to tell that story because it was a moment of high drama for me, you know what I mean? We always talking to people when they're in a life transition period, and that's kind of what I was in when you and I met. I was in college, obviously. I was about to graduate, literally the week before we met at Russel's last event, the Funnel Hacker event. I was about to go over and work for this guy in Florida. I knew it would be good, but I wasn't totally stoked. I remember at the event Russel had just pitched the whole certification event and I had a little prayer in my heart. I was like, "God, I feel like I should do this," and then ... I can't even remember what I stopped by and asked you. Do you remember that?

Becky:
I think you just asked me about the certification and kind of what I had talked about. A few of the certification partners had talked a little bit about what I meant to me and I had mentioned that it really meant a lot to me to be able to be home with my kids and work with people who I believed in and who I [crosstalk 00:02:20] make a different.

Steve Larsen:
Yeah, absolutely. I must've had a freaked out look on my face or something like that because I remember the first thing you said to me is, "Do you just need to go talk?" I was like, "Sure, I guess I do." I didn't realize that I ... I don't know. Anyways, so we stepped out of the whole meeting and you started just answering questions for me and it was awesome and that led me to apply not just for certification, but to work at ClickFunnels, and that's literally why I'm sitting in Russel's office right now I think. It really ... Everyone listening, Becky is amazing.

Becky:
Thank you. I appreciate that.

Steve Larsen:
Yeah, I've just been very excited for this. It's fun to interview everyone, but I was like, "Oh, I've got to interview Becky. Becky's been awesome." Throughout the rest of the event you were texting me and you were like, "Hey, just following up with you. Have you been doing all your stuff?" I was like, "Man! Normal people don't do this, that's awesome." Anyways, you've been working on a lot of funnels, obviously. You've been doing this as a certified partner especially for how long? A year and a half?

Becky:
Yes. I signed up for the certification at the first Funnel Hacking Live in May of 2015, and I've been working with ClickFunnels since it was in beta, so 2 and a half years.

Steve Larsen:
Oh, awesome. How'd you get into it overall? How'd you get into funnels?

Becky:
I really just kind of fell into it. Some of my clients had been using different things and we were piecing it together. The whole story about piecing all these different things together. I'd been actually doing funnels without the name "funnels" for years and years just trying to get people in and build that relationship. Then a client of mine went to one of Russel's events or seminars and he said, "Hey, I really wanna try this. Let's check it out." From there we just kind of jumped on. Even after I stopped working with him, when he went to travel, I was hooked; completely jumped on board.

Steve Larsen:
That's awesome. Obviously ClickFunnels' beta version versus what it is now is very different.

Becky:
Yes, very very different. It was much clunkier, you didn't have a lot of the drag and drop capabilities, you didn't have a lot of the editing capabilities. It was still better than anything out there, but a far cry from what it is now with the amazing capabilities that it has to drag and drop and edit and customize. I'm really excited with the changes that are coming this summer, too. That's going to be even more cool.

Steve Larsen:
Oh, yeah. It's going to be cool. For sure. Was it because you'd already been kind of doing it that led you to be a certified partner and go through that whole gate also?

Becky:
Absolutely. Because I already had that experience, I already had the knowledge, I was already using ClickFunnels about 60% with my clients at the time, if not more. Just a few of the benefits of becoming certified were enough to tell me that it was really a great thing to do, and in the process i developed this whole new family of partners and colleagues and friends who've supported and helped and it's just been really amazing to have that group of people to support me in growing my business and helping people.

Steve Larsen:
I remember that's one of the things you had mentioned to me when I was asking questions about it, is just how big the network is when you jump into that boat. I've actually really felt that. It's amazing. I know a lot of people and they're all amazing. I went through 9 business partners in the last year and a half and they were awesome, but I moved on for certain reasons. Everyone I've been meeting is just ... They're all A-players.

Becky:
Absolutely. Absolutely. They say that you draw the people toward you that you need, and I really believe that, particular with this group of people because obviously there's people in this realm who are not the caliber that you and I have met, but somehow we've drawn to us the type of people who we need and who are amazing to work with and supportive and ethical and just not any of the negativities that maybe you've experienced before or I have or that you've seen out there. It's just been a great group of people who are willing to make referrals and help out and answer questions.

Steve Larsen:
Yeah, absolutely. It's not to say that everyone that everyone that I ever worked with in the past has not been good, because especially a few of them, they knock the socks off of what they do, but it's the ... I don't know what it is. It's fantastic, though. It's a cool community that I've never experienced.

Becky:
It really is.

Steve Larsen:
It's kind of funny because whenever you see ads or we all see sales video [headers 00:07:38] or we all see whatever it is. We all like to kind of puff our chest out and say, "This is what I've done and it's amazing and I'm making this much money," but beneath it all there's usually this lifetime of struggle and this lifetime worth of just going against odds that no one else would; a lot of courage and stuff like that. No doubt I'm sure you're the same with that. I was wondering, what are some of the issues you've had with some of the funnels that are now successful that may not have been in the past?

Becky:
It's funny that you ask that because I've been working recently on one that I feel like it's just a poster child. It's so cool when everything meshes and it just clicks. I didn't really start to feel success with this until I kind of was willing to have my own voice to say who I was and use my personality as opposed to try to be a cookie cutter with other people. That's particular what has made this particular funnel with Alex [Sharfon 00:08:52], and he said that I could definitely use him as an example.

Steve Larsen:
Do a little name drop. That's awesome.

Becky:
Yes. It's really cool because he has had so many successes in the past and these particular funnels were successful, but they weren't having the type of reach and success that he had hoped for and that he really wanted. You and I met him in San Diego and he just speaks so well to entrepreneurs especially. When he reached out to me and I went up to his office to work with their [inaudible 00:09:27] for an entire day, the first thing that I noticed was that what was in his funnels didn't resonate with him. It didn't have the same language and personality that he has in all of the things that he does through his podcast and his Facebook lives and even just his posts and everything that I've seen from him as well as the presentation you gave.

Steve Larsen:
That's interesting. You're saying match the personality with the funnel?

Becky:
Exactly. What we did was we went in and we basically stripped out a lot of the industry speak types of things where you might have these specific phrases or you might have these things that other people have used with great success with different markets, but it didn't fit him and his market. We really made the wording match what his message was and the people that he wanted to reach and the fact that he wanted to build a long-term client relationship with the people that he was reaching out to. He wasn't looking for a sale, he was looking for that relationship.

Steve Larsen:
How did you create that? You just basically got the whole funnel, or just changed verbiage? How do you match someone's personality and funnel? I've never thought about that. That makes sense, though.

Becky:
Yeah, it really does make a big difference. For him, the very first things we did were take out some of the language and the headlines. We focused on the headlines first because obviously that grabs your attention, and we changed the wording where it was going to reach people. We're always saying to touch people's pain points, and so that's really what tried to do, but in a way that matched his message. Then we went through and we looked at: Are we really showing people how much value they're going to get from listening to one of Alex's webinars or one of his products, and we focused on all the ways that this was going to really change their lives. I don't use that phrase loosely when I come to his particular work, but you and I know it really did.

Steve Larsen:
Oh, yeah.

Becky:
I do this with all of my clients. How is it going to change their lives? I have an iron man client, and what we focused on was: How is this training going to make these people's lives better? Focus on that messaging in a way that sounded just like she speaks. We looked at the headlines, we looked at what we were offering, and we took out a lot of the things that are purely sales-driven. Like I said, a lot of my clients are trying to build a relationship, so anything that felt too pushy ... Maybe some of the phrases and graphics that were really about sales ... For these type of people we took out so that they could start to build that relationship and let their audience know that they're trying to build a relationship and not just sell them a product.

Steve Larsen:
That's counter-intuitive to what most people do when they're selling. Does that mean you switch a lot of the things to a lot of soft closes instead of a hard- ...

Becky:
Yup.

Steve Larsen:
Okay, interesting.

Becky:
Absolutely. We did a lot of soft sell. Any time that you're not just about a product, but you're about a relationship, that's so important to look at. Are you pushing too hard to build that relationship and turning people off? This is something that the feedback that I actually got was they had had a lot of unsubscribes in the past 6 weeks, 2 months. Once they had started this particular method of marketing because it didn't resonate with what they were trying to do.

Steve Larsen:
Did you conduct a lot of interviews and things like that to understand his market better, or was he able to pick out, "Hey, that's not how I would say that." How did you identify what that is since it's matching him?

Becky:
Before I went in there, I had looked at a lot of his unscripted work: The things he was doing on Facebook, what he was doing on Facebook live, I watched 2 of his presentations, the live one at San Diego and then the video one, and I do that type of background with my clients in trying to get inside their head exactly the same way they're trying to get inside their audiences to really understand them better and really understand what they're trying to do for their audience and how they can do it better.

Steve Larsen:
Interesting. You watch your clients' social profiles. I never thought about that. That's clever, though.

Becky:
[crosstalk 00:14:15]. When their business is reaching out to people on social, then yes I do. It sounds very stalker-ish, and I don't mean it that way at all.

Steve Larsen:
We'll call it research.

Becky:
Yeah, it really is. For instance, my iron man client, she had been on several interviews, she had done things outside of social media, so watching her there was very helpful. If I have the opportunity, then I will talk to some of her clients or my client's clients as well to get that better feedback for how we can better serve them. In a nutshell, it really all boils down to being authentic and finding out what the real message is. Sometimes that takes a little bit of background, sometimes it takes a little bit of research, or really getting to know the person who is trying to reach out to their audience, but it's so worth it because in the end you are promoting a community and not just a bunch of sales. Like I said before, when I was at Funnel Hacking Live, that's part of the way that you help people change the world is helping them reach their audience.

Steve Larsen:
Interesting. You're basically going through and you're scraping out all the techno babble and stuff that doesn't make you human; the things that you and I would not normally say in a conversation with each other, and that's awesome.

Becky:
Exactly. The things that just sound too [canned 00:15:46] that maybe have been said too often or don't fit. You can't fit your particular personality inside someone else's funnel, just like you can't fit inside someone else's shoes or clothing. You just have to make it your own.

Steve Larsen:
I remember on SalesFunnelBroker.com, the site I built and put up, it was kind of funny because the moment I watched it someone was making fun of it. One my buddies, he was like, "You have yourself in a shirt and tie on the front." I said, "Yeah." He said, "No one looks at you like a shirt and a tie guy." I was like, "You know what? That's good, because I don't either." He's like, "Yeah, if you scroll down you've got a big picture of you being all goofy pointing at your shirt in a black and white. That's more what everyone looks at you as." I said, "Yeah, I know, I just thought I should toss that in there." It makes sense, though. It's not my personality, I probably shouldn't have that on my front page.

Becky:
Exactly. Especially people who know you, they understand what you're really like and we just can't fit inside someone else's funnel or someone else's marketing because we need to reach out to our audiences in our own voice and be authentic and sometimes share a little bit of our vulnerability and our background so that they know that we're real and we've been through the same types of growth problems that they have.

Steve Larsen:
Yeah, I am a brass tax really intense guy, everyone. You've just got to watch out for me. I will rip your head off.

Becky:
I totally get that about you. I totally get it.

Steve Larsen:
Yeah, most people do. They tremble in fear.

Becky:
Absolutely.

Steve Larsen:
Do you mind kind of walking us through the funnel that you've built or fixed with Alex? Is that okay? Just from your perspective I thought it'd be kind of cool to hear, "Hey, on the first page he was getting this percent kind of conversion, but after the tweaks ..." Are you allowed to share that kind of stuff?

Becky:
Yes, I actually asked him and he gave me the permission to do so. [crosstalk 00:17:48]

Steve Larsen:
Awesome.

Becky:
His funnel starts with a free book download, and it's a really impressive book. The people who were going to it were actually warm traffic, so his numbers should have been really high, but they were in the teens and nobody could quite figure out why he was getting 15, 16, 17%. He actually had several funnels for different reasons, but all that were identical and were all for the free book download, but none of them were converting it higher than 30%. Most of his traffic was warm and these people really liked him, so the first thing we did was look at: How are they drawing people in? It was just very simple; there was the title and there was a very very long description. We shortened that up and we made it a little bit more true to his personality. The other thing that we did was they were asking for about I think 6 pieces of information and we stripped that down to 3. Those particular numbers more than doubled after we made those changes.

Steve Larsen:
You cleaned up the copy and then basically ... I call it funnel friction. He had too much funnel friction; he had to release it a little bit before ...

Becky:
Right, we just stripped it down a little bit and made it simpler so that people didn't have to read quite so much, but the impressive thing was going from the second page where they would get the "Thank you for downloading" onto looking at another video. This part that we completely gutted. We took out all the headlines, we took out the slide deck video, we took out the offer- ...

Steve Larsen:
On the thank you page?

Becky:
On the thank you page. There was an offer for an upsell and people were even clicking to find out more about it. Those numbers were I believe right around 10%, so really really bad, especially for him for [inaudible 00:20:03]. We changed it over to be just a video thanking them, telling them what the book was going to give for them, and offering the opportunity to move on with the training with an additional video and more training.

Steve Larsen:
Kind of just like a soft offer but not even an offer; you're just asking them to progress clicking.

Becky:
Exactly. The thing that I said to them before they shot the video was, "You are not selling to people. You are offering them the opportunity to continue on this journey with what they've started to learn, and you're going to help them even more."

Steve Larsen:
Interesting.

Becky:
Once he did that, the clip throughs to the third page went up 6 times.

Steve Larsen:
What?! 60%?! Holy smokes!

Becky:
Yes, it was pretty phenomenal. It was pretty phenomenal because that was the most heavily salesy page of [crosstalk 00:21:04] marketing.

Steve Larsen:
Wow.

Becky:
It was really cool to see that change, that by really dialing into his personality, stripping out everything else, and just giving them the opportunity to continue on, because we weren't going from sales page to sales page the first time and then taking out the sales the second time. The funnel was the same, it was just the messaging that was different. We had the same offer that they could go on to watch this video and get more training, took out all the salesiness. That was very cool to see that stripping that down, making it really about helping made that dramatic of a change.

Steve Larsen:
That's incredible.

Becky:
Thank you. Yeah, that was really cool to see. Then on the next step of his funnel which was actually his funnel stack because they were presented this offer a little bit later; it wasn't immediate. What we did was we took the sales page and we stripped out a lot of the pushiness on that one as well and we told them all the ways that this was going to benefit them and all of the things that they could do in order to continue to improve their life, which is his theme as an entrepreneur. By really telling the audience about what they were going to get and the changes they were going to make before we promoted what the course was going to do, those sales doubled.

Steve Larsen:
Was that an e-course, then? A membership area it promotes?

Becky:
Yes. It was an e-course; a membership area, it had I think 2 payments. It's within a long-term continuity type of thing, but the offer was the same, the price was the same. The difference was that we added a little bit of graphics so that it wasn't real plain and boring ... The graphics of Alex and of the course ... We talked about the changes that it was going to make and then down next to the order form is where we labeled out the ABC of what it was going to offer. When we went in, I believe it was about 8 days after we made those changes, it was so exciting to see that those sales numbers had doubled.

Steve Larsen:
That's fantastic. I'm a big fan of Perry Belcher, and one of the things that he talks about is how when you start to do a sales letter, or anything really, everyone comes into these scenarios having different beliefs: "Hey, I can do this," or "Hey, I can't do this," or "I believe I won't be able to because of my past and it's very very hard to get someone to change their beliefs. What a sales person's job is is truly more about suspending people's beliefs long enough for them to purchase, which is the greatest chance of them changing their beliefs in the long run anyways. I think it's interesting that you said in the sales page you didn't put the ABC's of the offer out until way at the bottom and the whole way from the top down to that point, you're really just pre-framing them to suspend their belief with time. Time is the biggest way ever to suspend beliefs. If they're out going from the top of the page down to the bottom, there's more time involved there; more stuff to help them suspend beliefs so that at the end, "Okay, ABC, here's 2 payment plans," and you don't pitch until the end. That's amazing.

Becky:
Definitely. The top was really about the changes that it would make and it was bullet points. There were very few paragraphs; it was all bullet point to attract the attention and again, to figure out how to help these people realize that they're continuing on a journey and that this is going to help them improve their business, their life, whatever the case may be that you are working on. It's about that transformation.

Steve Larsen:
That's incredible. That doubled the sales right there.

Becky:
Mm-hmm (affirmative).

Steve Larsen:
Holy cow. People get stoked in the stock market when they have like a 10% gain, and you're like, "Nope, let's double it."

Becky:
It was very very cool to see. The really cool thing about this particular funnel was that the results were so immediate and changes were very obvious. It was very simply, "We are making this for your voice. What would you normally say?", and these are the results. I've only been working with him for I think about 6 weeks. Maybe a little bit more; maybe 2 months, and we've seen these types of changes. If you can get these types of changes quickly when you're really dialing in and he knows his audience, and that's what's really fun about working with clients who are established, is that they've done the background on their audience and they know their message, so you can really help them transform what they're saying just by being more authentic. When you're starting from scratch, it's so nice to know that these results are possible.

Steve Larsen:
My wife always calls that ... Instead of authentic, she just calls it "being real". We'll be talking to someone and she'll be like, "That guy was the most real guy I've ever heard." I used to tease her and be like, "He was real before that." I get what you're saying, though.

Becky:
Being authentic is very much a marketing term, but just be true to who you are and be real in your messaging and don't try to hide behind a lot of things.

Steve Larsen:
Are you allowed to tell a little bit about the membership area also and what he's done in there?

Becky:
His membership area is phenomenal. He took pieces from a 2 day workshop that he did a few months ago and separated it out and added tools that you can download. Some of it's very focused on yourself and growing into the entrepreneur, the person that you're really meant to be. Some of it is focused on growing your business and some of it is focused on growing your business even more with a team. The pieces that he has and the tools that he's put together just really show how you can take a massive amount of information and break it down via a continuity or a membership area or things like that and offer it to people in bite sized pieces in a way that they don't get overwhelmed so that they can get the most out of what you're doing.

Steve Larsen:
What I'm curious about is: How did you determine, besides in the the beginning of the funnel and watching the conversions as you kind of worked down, but how did you even figure out that it was overwhelm that people were feeling?

Becky:
Because I was overwhelmed when I looked at it. I really have to be honest. When I looked at it, I just felt super uncomfortable because it was that pushy. I really believe that we are connected with people for a reason, that God puts people in our path for a reason, and I felt like when I had met him originally that I had so much to learn. Then when I was reading his stuff, I was just very put off. That's part of the reason why the research does so well is kind of getting to know their personality; you can tell if it's congruent with what you're trying to do when you look at someone's funnel.

Steve Larsen:
Wow. Okay. I'm just thinking. I've been taking notes. I've got a full page of notes of things you've said. I've actually drawn out the whole funnel all the way from the back, all the lessons, I number them out. That's cool. Stu Mclaren, I'm sure you've heard the name.

Becky:
Yup.

Steve Larsen:
Stu's the man, and he loves membership sites; that's kind of his mojo there. I heard him say once that overwhelm is actually the number one reason someone cancels from a membership site. They get in and there's too much stuff. People will go in and they're like, "I don't even know where to start." That's interesting that that's what you said it was.

Becky:
Absolutely. It was the same thing when I looked at his funnels. They had already broken things down on the membership size and had it in bite size pieces, so now what we're working on is just making it more user friendly in that membership area because still we want to make the user experience flow. Again, that's why it's so important to get to know the person that you're working with and do a little bit of research on who's following them and the types of people that they're going to resonate with. If he were, let's say one of these people who was hard-hitting and really promoting hard to corporate men and that type of thing, I honestly would step back and say, "I am not the best person to do your marketing because I have no idea what your message is from a personal standpoint.

That's like what I said before: I really try to work with people that I connect with and who I can help make a difference. If I am nowhere in the realm of your target market, then in order for me to really understand what you're trying to say, I'm going to have to do way more research with the people that you're trying to talk to. If you're in that space where you're working with someone who they are not targeting, then that's when the research is really important.

Steve Larsen:
You made all these changes to the funnel itself, I mean 2x, 6x, 2x ... I'm just looking down all the numbers: 16 to 32, 10 to- ... It's amazing looking at all of it. In that process, you said that he had been sending warm traffic. Did you guys change the traffic source at all?

Becky:
No change in the traffic source. In the process, we did change the messaging in the e-mails as well.

Steve Larsen:
Oh, really? Okay.

Becky:
We took out some of that hard-hitting sales. It was more his conversational personality, it was an invitation and not pushiness, but he didn't change his ads, he didn't change what he was doing on Facebook, and he didn't send out more e-mails. In fact, ,i think he sent out fewer. Everything that he had been doing on social media were really his voice already. It was really just e-mail and the funnel that we had to change.

Steve Larsen:
Interesting. Okay, so fewer e-mails actually went out.

Becky:
That's a thing that I do as soon as I start working with a client, is I go in and I subscribe to what they're already doing if they have something in place. I'll subscribe to their e-mail and I'll start looking at it trying to get a feel for their messaging, what they're saying, how they're saying it. That gave me that same off-putting feeling in the e-mails that I got when I looked at that sales page.

Steve Larsen:
One of the things that Russel I think does ... I've never really realized: Some of it's just for the ease of creation and making things, but it helps him ... What I've seen him do is he will just record himself teaching something and then go get it transcribed so it preserves everything in his voice and it's the way he would say it. Most people, the way we write and the way we speak are 2 different languages, but that's actually an error in sales copy usually.

Becky:
Right, because you're not going to reach your audience if you are putting on a template, putting on this box of what you're trying to say. If they're already following you, then they're following you for a reason. By following that same type of format that you are engaging them with, then you're just going to engage them more.

Steve Larsen:
That's fantastic. I know we've been going for a little bit here. I actually have 1 other question, and I'm sure people are going to just kill me if I don't ask this. How on earth did you get a client like Alex [Sharfon 00:34:34]?

Becky:
It's really cool how that happened, and it goes right back to my strong belief that you provide the value and the rest comes. He had a funnel that he had put out on social media, and I think a friend tagged me in it. I can't even remember how I found it, but I ended up coming across it and suddenly there were all these messages that said, "It's broken, it's broken, it's broken, it's broken." I messaged him and all the people I could tell kind of were working with him and I said, "Send me your information, I will fix it right now," and they did and I did. That's all it was, was just trying to help out. It really pains me to see something like that when there's something not working and they're pushing it out to all these people because literally dozens of people were commenting on it that it wasn't working. Who even knows how many more people didn't comment on it at all. That was all there was. I said, "Here you go, it's fixed," and I don't know, a month or 2 later, probably 6 weeks maybe, his team reached out to me and said, "Can we talk? We'd love for you to help us."

Steve Larsen:
That's so cool.

Becky:
Yeah, it was really neat. They just said, "We appreciate that you helped us before and we wanna see about working with you." When you are genuinely interested in helping people, good things come to you. It may not be that obvious and that immediate; that was just a really cool experience of it was a pretty tight turnaround and the same person. People are going to talk about you helping them and about the things that you've done to improve what they're doing, and then good things will come.

Steve Larsen:
That's incredible. Yeah, I completely agree, and I've seen that definitely on my own. There was a guy I was doing work for once. I actually ... This is kind of how I broke into it, because I needed someone to be able to see what I could do, right? I actually went to him and I told him, "I'm going to build a funnel for you. I know you don't know what that is, so don't pay me for the first 6 months. All I need you to do is pay for the tools, I'll go put it together." I ended up helping him pull an extra $60,000 from just an e-mail campaign that I put out there with his own list through a sales phone. [inaudible 00:37:10] funnel I built. After that, though, then they offered to pay me, and it was a really easy way to go get a relationship going.

Becky:
Whether or not he had helped you or he had turned around and decided to create it or not, it was good experience for you and you were helping somebody to help other people and so it comes around. All these things kind of click together for good when we're trying to do something good.

Steve Larsen:
Absolutely. Yeah, and it's such a counterintuitive thing too, because everyone says, "Oh, put your resume out there and go ..." I hate resumes. I don't have one. You don't really need one. Anyways, that's so cool. Thanks so much for sharing that stuff.

Becky:
You're welcome. It's a privilege to talk to you and I've really enjoyed seeing all the great things that you're doing, so I'm thrilled to be able to chat with you about it and share some f that experience.

Steve Larsen:
Thank you so much. For all the people who are listening or will listen to this, how can they reach you or follow you?

Becky:
You can find me on Facebook, and then if you want to reach out in a way that's more direct, I have a website. It's go.funnelpros.net, and you can see a little bit about me and my history and the story of how I came to be here and a few of the people that we've helped.

Steve Larsen:
That's awesome. Go.funnelpros.net.

Becky:
Yes.

Steve Larsen:
Awesome. Thanks so much, and I am looking forward ... I'm going to go check out that site right now, actually.

Becky:
Thanks so much. I appreciate talking with you. It was a pleasure.

Steve Larsen:
All right, we'll talk to you later.

Becky:
Bu-bye.

Recording:
Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Wanna get one of today's best internet sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.

 

All right you guys, I have a little bit of a cool little, I don't know what you call it. A freelancer hack, or something like that. Anyway, I was looking at how I built salesfunnelbroker.com so fast. I built it really quick. It was up, it was live super fast, and I was thinking about it. This will relate, I promise. Just go on a little journey with me.

I did door to door sales for two summers, and I was also a telemarketer. In each of them, I was one of the top guys, both times. I was making good money, and I remember, I got to this conference that was for people who were doing well. In the conference, they said, "Eventually, what happens is, you guys start getting good enough, you don't know what it is that you're doing that makes you successful". They said, "You start to become blind. You don't know what you don't know. You don't know what you do know. You start to get into this zone where you're saying things, and you have strategies in your normal work flows that are making you successful. But you couldn't teach it to somebody else, because you don't see yourself working. You're just no longer aware of it". It's true, in your own jobs. In your own businesses.

It's interesting, thinking about that. Think about what it is you're doing, that's making you successful, but that you're not seeing. Because every one of us who's working our butts off, we all have these little things that we do, that we don't know. One thing that I do, I get up early every day. Super small, but I was thinking about it. I get at least three hours every single day, on top of normal work, to just go work. My family is all asleep anyway, it's not an extra strain on the family. I get here at least three hours before hand, times five days a week, at least. It's fifteen hours, that's almost a part time job on top of my other job. That's how I get so much crap done.

There's also little tiny tactics and strategies that I use. I was thinking about with Sales Funnel Broker, when I built it, what did I do that made that go up so quick? Here's one of the things that I did. This is a freelancer hack. I always recommend, just because you can do something doesn't mean you should be. I'm not bad with Photoshop. I'm not amazing, but I can get by with it. Same with Adobe illustrator, a lot of the Adobe suite. A lot of building stuff. But that doesn't mean I should always be the one doing it. There's somebody else out there who loves what it is that I'm trying to do. Whereas I just can do it, I don't love it.

When I need images made, the HeySteve t-shirt, things like that, this is what I did. I went on to freelancer.com, and as far as I know, freelancer.com is the only one that actually lets you do this. I don't know if UpWork does. Definitely don't use this for Fiverr. Fiverr is good for certain things, but it's not good for a lot of stuff, because it's so cheap. You get what you pay for a lot of times. All I do is, I go inside of freelancer.com and, I think it's up on the top right. There's a button there that will say, "Create contest". We humans thrive on contests, oh my gosh. It's all about social status and social ques, whether or not we want it to be. That's one of the reasons we do most of the stuff in our life, is because it increases our own status. We want to be interesting, we want to put things out there that help people. We want to be noticed and recognized. Whether or not we're actually trying to be, we want to have that.

So I create contests. The HeySteve t-shirt contest, I got on there, and I said, "Hey, I want a sweet t-shirt for my podcast. I want people ...", and by the way, if you haven't seen that t-shirt, just go to salesfunnelbroker.com/podcasts and you'll see it right there. It says, "HeySteve". What I did is I got onto freelancer.com and I said, "I want this t-shirt, and I want it to have these elements. I want it to have this color scheme, and I want it to look somewhat like this. But really, I'm interested in just what your ideas are". I got 83 submissions. There were so many sick t-shirt contests, and there were so many crappy ones. What was nuts about it is, how fast it came in. Within a week, I had three amazing designs. There's only one design up there right now, at the time of recording this. There might be more now, depending on when you listen to this.

What was cool was, as people submitted, and the deal is I only pay someone, one person. I only pay the person that I like. The work that's good. 82 other people of the 83 submissions, they worked for free for me. I'm not saying to take advantage of people, but my gosh. I have spent thousands, and wasted thousands of dollars, hiring a freelancer straight out, without knowing everything they can do. If you've ever used Freelancers, I know you've felt that pain before. You're like, "I don't really know if this guy is going to do exactly what I want. I don't know if they're going to be the best for my business". Or you have some serious pain going, "No, that's not exactly what I wanted", and you ping pong back and forth. Just screw it, just go create a contest. Get tons of submissions all at once. What's cool is that Freelancer lets you talk to the freelancer, to the person who actually put the work up.

Throughout the whole week, I was critiquing their work like crazy. I only put the contest up for a week, and at the end of the week, I had to choose. Day one, I had tons of submissions. Day two, even more, and just ramped up, until day four. All I did is, throughout the week, at the end of the day I got on and said, "I like this, but just shift it over here to the right". Or, "I like this, but I don't know who's looking at this wrong. I said I want the shirt color to be dark, not white. All the other shirt colors before hand were all white". Until Wednesday or Thursday. Everyone's switching their designs up, and it's such a huge contest. My comments were public, and it was interesting, people started going through and reading other people's comments, and going, "Crap, I've got to switch to that". They would go take their design, and make it better, and work it and tweak it, and do what they're good at. Do what I'm not good at. I would just tell them what I like and don't like, over and over again.

I did that throughout the week, and after a while ... 83 submissions from 50 freelancers. At the end, throughout the week, I just kept rejecting the ones that I knew I hated, and I could rate on the bottom with stars the ones I like. Everyone's looking at the 5 star ones, the top ones, and modeling after that. Then I get dozens and dozens of attempts at the same thing, over and over again, and it made the work really quality. I was like, "This is freaking cool". I got really awesome work over and over and over again, and I only paid 100 bucks. You can choose the amount you want for the contest, you can make it 50 or whatever, but you get the work that's a little ... I just wanted to excite people, and I wanted to motivate people.

I was like, "100 bucks, probably motivating for someone who does this all the time. They can probably whip something up quick, so I want them to fight for it. I want to create tension inside of my contest". So I created it, and just boom, started rejecting, rejecting, rejecting, rejecting. I rejected so much stuff. I think overall there was 8 pages worth of submissions, and 7 of them were all rejected. I'm sure it was disheartening for some people, but it made the ones who really wanted it want it. It made them really hungry.

There were two or three at the end that I really liked. I awarded one person the 100 dollars, and then I went back and purchased the designs of the other two.

I started using that same model for everything else. Images, that header image on Sales Funnel Broker, there's also a footer image. There's also ... I started using it for everything. What was cool is, it worked every single time. Whereas in the past, all I would do is, I would look through different freelancers' credentials, or I would just post the job up and I would get a million people telling me, "Hire me, I'll do your job". Anyway, I was about to say something a little derogatory.

I would speak with people who didn't clearly understand what it is that I was trying to say. Because they didn't speak fluent American, from 'Merica. Which is totally fine, but it made it hard to communicate and actually get done what I was trying to do. No disrespect if you're not from America, that's totally fine, but sometimes it was really hard for me to get across what it was that I wanted, and I ended up wasting thousands and thousands of dollars. Which I totally have. I've paid people to make websites just because I was like, "I could make it, I just want to go focus on this other thing, so why don't you go make it, and I'll just go focus on this other thing". But it turns out, every single time I've done that, I always end up building it again on my own.

In this way, you don't have to. Instead, just put prize money out there, and get tons of attempts from people who are already producing work first. That's my whole thing. Go make value first, get paid later. You'll get paid more money like that, doing that. This model totally falls in line with that. Go create a contest, and get people to submit, get their work first, and create value. What's nice is that, now I can follow up with all those freelancers that actually did do a great job, and I can tell them, "Hey, I've got another project for you. Hey, I've got something else for you", and they've proven themselves to me. I've cut through the fat of 80 other submissions to get to the three that were good. Think about those averages and those odds.

Anyway, that's my little freelancer hack. I don't want to keep beating it to death. But that's one of the reasons I think I got salesfunnelbroker.com up so fast, was because of that. I just outsourced to other people, but I made them work before I paid them, and I only paid for good work.

That's all I expect you guys to do. If you guys ever hire me to build a sales funnel or whatever, I collect a little up front, I go make a super sick sales funnel, and then I get the rest in the back. That's how it works with sales funnels in general anyway. You deliver value up front, get their email address, get contact information, whatever it is that you can use to follow up with them later. Then you get the real money after you finish the break even sales funnel. This is just using that same sales funnel model inside of freelancer.com. It's really cool.

Anyway guys, that's all I've got for you. I hope that is a great day. Go produce more by hiring freelancers, and create sweet contests. If you do this, please let me know, because I haven't heard of anyone else who leverages this the way I am, and it's really been effective for me. It's been an awesome thing for me to go do. Any software piece you need created, any art you need created, any type of creative, make people do good work before you actually pay them, and make them fight for it a little bit. I've noticed the hungry ones create really good stuff.

Anyway guys, I'll talk to you later, and again, please let me know if you're doing this. Bye.

Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your pre-built sales funnel today.