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All right, all right.

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

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

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

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

I'm kind of weird like that.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

It makes you really vulnerable.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

There was one issue I had with it...

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

That's stupid, I hate this...

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

I continuously get asked over and over again...

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

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

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

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

I don't get it...

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

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

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

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

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

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

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

Yeah, get in the right economy...

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

 

 

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Quizzes are fantastic...

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

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

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

I have a quiz in the front...

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

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

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

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

Tons and tons of them...

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

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

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

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

They were totally unrelated industries...

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Create a quiz...

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

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

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

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

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

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

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

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

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

Steve Larsen:

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

Speaker 2:

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

Steve Larsen:

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

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

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

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

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

Dan, how are you doing, man?

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

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

That's my whole thing...

Steve Larsen:

That's awesome.

Dan Henry:

How are you doing this morning?

Steve Larsen:

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

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

Dan Henry:

Wow.

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

Wow, you're passed 200, obviously.

Dan Henry:

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

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

Excuse me.

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

Yes.

Dan Henry:

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

Going nuts and trying to learn it...

Steve Larsen:

How were you trying to learn it?

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

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

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

Mine was electronic cigarettes, okay?

Steve Larsen:

Okay.

Dan Henry:

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

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

Excuse me...

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

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

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

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

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

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

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

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

This is when it turned around...

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

Steve Larsen:

You were running ads for them, for their business?

Dan Henry:

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

Not real estate agent...

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

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

Steve Larsen:

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

Dan Henry:

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

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

Steve Larsen:

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

Dan Henry:

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

They don't take it seriously...

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

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

This was where my course started happening...

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

Steve Larsen:

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

Dan Henry:

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

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

Steve Larsen:

No doof?

Dan Henry:

No, he's still a doof.

Steve Larsen:

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

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

Dan Henry:

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

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

Steve Larsen:

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

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

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

Dan Henry:

Yes, absolutely.

Steve Larsen:

All right. Continue, sorry.

Dan Henry:

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

I digest everybody's stuff...

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

Steve Larsen:

All right. That's a great picture.

Dan Henry:

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

Steve Larsen:

Okay. It's amazing.

Dan Henry:

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

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

Steve Larsen:

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

Dan Henry:

Yes, that was three months ago.

Steve Larsen:

That's amazing, okay.

Dan Henry:

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

Steve Larsen:

Really?

Dan Henry:

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

It's a 37-dollar product...

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

Steve Larsen:

Sure.

Dan Henry:

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

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

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

Steve Larsen:

Dude, holy crap.

Dan Henry:

It can earn at 40%.

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

That's awesome.

Dan Henry:

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

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

Yes.

Dan Henry:

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

Steve Larsen:

Dude, go ahead, yes.

Dan Henry:

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

Steve Larsen:

That's why he does it.

Dan Henry:

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

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

Steve Larsen:

I appreciate it.

Dan Henry:

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

Steve Larsen:

Just for that front-end offer?

Dan Henry:

Yes.

Steve Larsen:

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

Their engagement's high...

Dan Henry:

Oh, yes.

Steve Larsen:

Awesome.

Dan Henry:

It's a tripwire.

Steve Larsen:

Yes.

Dan Henry:

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

Steve Larsen:

Which is true.

Dan Henry:

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

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

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

Steve Larsen:

Yes.

Dan Henry:

Who is the guy? It was Pat Flynn.

Steve Larsen:

Pat Flynn, yes.

Dan Henry:

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

Steve Larsen:

You're matching that.

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

Yes, yes.

Steve Larsen:

That's amazing, man.

Dan Henry:

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

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

Now, it's getting crazy...

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

Was it the Certified Partner one that you guys did?

Steve Larsen:

Yes.

Dan Henry:

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

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

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

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

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

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

They're making 10 grand a month...

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

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

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

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

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

Steve Larsen:

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

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

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

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

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

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

You get this cheat sheet...

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

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

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

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

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

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

Steve Larsen:

What the heck? That's awesome, man.

Dan Henry:

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

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

Steve Larsen:

That's awesome.

Dan Henry:

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

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

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

Steve Larsen:

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

Dan Henry:

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

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

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

Steve Larsen:

This is before the webinar even starts?

Dan Henry:

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

I do that...

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

Right, okay.

Dan Henry:

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

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

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

Then, I re-target people...

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

Steve Larsen:

Social proof like crazy.

Dan Henry:

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

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

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

Steve Larsen:

Wow.

Dan Henry:

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

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

How do you get them to do that?

Dan Henry:

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

Steve Larsen:

Okay, cool.

Dan Henry:

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

Steve Larsen:

Wow.

Dan Henry:

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

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

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

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

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

Steve Larsen:

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

Dan Henry:

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

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

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

Steve Larsen:

Right, mm-hmm (affirmative).

Dan Henry:

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

They'll run me through it...

Steve Larsen:

Yes, what are you doing?

Dan Henry:

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

Then, they get results...

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

Steve Larsen:

Yes, yes.

Dan Henry:

This is one of those dudes, okay?

Steve Larsen:

Okay, sounds cool.

Dan Henry:

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

Steve Larsen:

It's just from your course.

Dan Henry:

Right.

Steve Larsen:

From your content, yes.

Dan Henry:

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

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

Steve Larsen:

Right.

Dan Henry:

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

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

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

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

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

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

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

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

Don't use the API for anything...

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

Steve Larsen:

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

Sometimes, there's issues with that...

Dan Henry:

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

I think I messaged you about that...

Steve Larsen:

I think you did, yes.

Dan Henry:

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

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

Steve Larsen:

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

Dan Henry:

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

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

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Steve Larsen:

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

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

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

Dan Henry:

Yes, yes, yes.

Steve Larsen:

Genius, my friend. That is amazing.

Dan Henry:

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

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

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

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

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

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

Steve Larsen:

Certain area, right.

Dan Henry:

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

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

Steve Larsen:

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

Dan Henry:

Okay. Yes, well, do that.

Steve Larsen:

Get your credit card out, and get it ready.

Dan Henry:

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

Steve Larsen:

Sounds good, yes.

Dan Henry:

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

Steve Larsen:

12? Oh, man.

Dan Henry:

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

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

Steve Larsen:

That's huge.

Dan Henry:

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

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

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

Right, something's working.

Dan Henry:

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

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

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

Steve Larsen:

Fascinating.

Dan Henry:

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

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

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

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

Steve Larsen:

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

Dan Henry:

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

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

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

Steve Larsen:

Yes.

Dan Henry:

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

Steve Larsen:

Yes, that's huge.

Dan Henry:

Some people hate me.

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

Do you know how everybody freaks out about targeting?

Steve Larsen:

Yes.

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

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

Nobody actually realizes that...

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

Yes.

Dan Henry:

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

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

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

Steve Larsen:

Goat balls.

Dan Henry:

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

Steve Larsen:

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

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

Dan Henry:

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

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

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

Steve Larsen:

It's in the book, yes.

Dan Henry:

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

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

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

I do have a horrible fear of flying...

Steve Larsen:

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

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

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

Oh, creating a product creation?

Steve Larsen:

Yes, how should they get started?

Dan Henry:

All right. You want my formula?

Steve Larsen:

Sure.

Dan Henry:

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

Steve Larsen:

It's very vague.

Dan Henry:

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

Steve Larsen:

Mm-hmm (affirmative).

Dan Henry:

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

Steve Larsen:

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

Dan Henry:

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

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

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

Steve Larsen:

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

Dan Henry:

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

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

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

Steve Larsen:

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

Dan Henry:

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

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

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

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

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

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

I'm like a freaking drill sergeant...

Steve Larsen:

Love it.

Dan Henry:

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

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

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

Steve Larsen:

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

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

Dan Henry:

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

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

Steve Larsen:

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

Dan Henry:

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

Steve Larsen:

Awesome.

Dan Henry:

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

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

Steve Larsen:

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

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

Dan Henry:

Right.

Steve Larsen:

Go get his course.

Dan Henry:

Thank you, Stephen, for the going endorsement.

Steve Larsen:

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

Dan Henry:

Yes.

Steve Larsen:

I appreciate it.

Dan Henry:

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

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

Steve Larsen:

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

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