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Sales Funnel Radio

My first 5 years in entrepreneurship was 34 painful product failures in a row (you heard me). Finally, on #35 it clicked, and for the next 4 years, 55 NEW offers made over $11m. I’ve learned enough to see a few flaws in my baby business… So, as entrepreneurs do, I built it up, just to burn it ALL down; deleting 50 products, and starting fresh. We’re a group of capitalist pig-loving entrepreneurs who are actively trying to get rich and give back. Be sure to download Season 1: From $0 to $5m for free at https://salesfunnelradio.com I’m your host, Steve J Larsen, and welcome to Sales Funnel Radio Season 2: Journey $100M
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Now displaying: November, 2016
Nov 30, 2016

itunes

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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!!

ClickFunnels

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.

Click FunnelsNow 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.

Ask More Questions

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:

Sales Funnel RadioThanks 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.

ClickFunnels

 

Nov 28, 2016

itunes

Click above to listen in iTunes...

ClickFunnels

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?time

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.

pexels-photo-210590I 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?

BuisnessI 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.

No SleepWe 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.

Announcer:

Sales Funnel RadioThanks 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.

 

Nov 28, 2016

itunes

Click above to listen in iTunes...

ClickFunnels

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....

Processed with VSCO with c4 presetIf 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.

Purposeful procrastinationThe 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.


apple-diet-face-food-41219It'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.

Sales Funnel RadioThanks 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.

 

Nov 20, 2016

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

ClickFunnels

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."

05-clickfunnels-logo

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.dcs-book

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.

pexels-photo-2That'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?

StrengthsAs 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.leave-board-hand-learn-54597

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.

Sales Funnel RadioThanks 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.

 

Nov 10, 2016

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ClickFunnels

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...


InvestI 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...

McDonaldsThat'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.

Sales Funnel RadioThanks 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.

ClickFunnels

Nov 8, 2016

itunes

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And, Why My Professor Used To Spray Us In The Face…

ClickFunnels

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."creativity

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.

CreativityAs 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.

creativityIt 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.creativity

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."creativity

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.

Sales Funnel RadioThanks 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.

 

Nov 2, 2016

itunes

Click Above To Listen Or Listen In iTunes...

 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.

ClickFunnels

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."

ClickFunnelsNow 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.

CoachesAnyways, 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.

ClickFunnelI 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.

Sales Funnel RadioThanks 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.

 

 

Nov 2, 2016

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Click above to see in ITunes...

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..

ClickFunnels

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:

Click FunnelsThat'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.

Click FunnelsTo 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'm A Fit MormonI 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.

 Sales Funnel RadioLiz Tennyson:

Thank you have a great.

Steve Larsen:

You too.

Liz Tennyson:

Bye bye.

 

Nov 2, 2016

itunes

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...

ClickFunnels

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.

Value Ladder

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...

E Book

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...

Value Ladder

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.

Sales Funnel Radio

Visit salesfunnelbroker.com now to submit your question.

 

 

 

Nov 1, 2016

Click Above To Listen Or Listen In iTunes...

ClickFunnels

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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