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 "About 10 years ago my Dad told me one of the secrets to wealth regardless of your job or business..."

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

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

All right, all right, all right. Hey. I'm in a car by my phone. I am obsessed with music, so I love sound quality, which is why I usually use a $200 mic to record my podcast. Hope you guys will forgive me.

I actually just went to Russell's this morning. We are lifting together with the crew, and I'm hurting actually. I'm in a lot of pain. We're doing squats and I didn't warm up, so I'm feeling all those pops in my hamstrings. That was stupid.

Anyway, hey, I hope you guys are doing awesome. I have got just a ton of messages lately. I want to thank you, but I also want to apologize. I'm 300 emails behind, real emails from you and 60 Voxes, another 30 Skype messages. People are somehow finding my phone number, calling me.

I appreciate it, but I just physically am unable to answer all that stuff right now, but anyway...

Russell and I were talking this morning. We didn't talk about this, but something popped into my mind. I remember growing up, I did a whole lot of construction. You guys probably didn't know that. I actually worked at Discount Tire for a little while during the winter months. It was totally freezing.

We would work 12 hours a day, no breaks. They'd give us hamburgers for lunch, and we'd grab ... It was so cold. Oh my gosh. You'd feel it down in your core, the kind of cold ... I grew up in Colorado, and it was the kind of cold where you breathe and it hurt your lungs to breathe just because the air was so freezing.

You know what I'm talking about?...

Anyway, super crazy. I ended up getting really deathly sick because of it, because our hands would be all greasy. They'd come in, they'd give us this food. It's not like we'd wash our hands. I'm sure I ate car grease and oil a couple times. There's no doubt that I did.

Then after that I went and I did construction doing residential swimming pools. We built a lot of swimming pools for the Denver Bronco players. Pretty cool stuff. I got to meet a lot of their players and stuff like that. We'd go around and we'd build these sweet, just awesome, high end swimming pools.

Sometimes I was part of the build crew and sometimes I was part of the cleaning crew. I'd come up later on and we'd do all the pool maintenance on them and stuff like that. A couple times ... Is it Moreno? I can't remember his first name, but on the Broncos player, Moreno. He almost shot me because I walked into his house or I walked into his backyard, which is usually what we did. We didn't knock. We just did it. He's like, "What? Oh, bro, I almost shot you." Anyway, kind of funny.

Then I worked other ... All I'm saying is I actually worked at a plastic factory for a while, and we made M16 buttstocks and syringes. It was injection molding. It was really interesting. I did so many construction jobs and it taught me how to work.

It taught me how to do hard stuff, stuff that sucked, which is good. You want to know how to do those things. I love what I do, but there are elements of it that are work, stuff that is really, really ... Let's see if I can shift. I'm driving my car. I drive a stick shift. Here we go.

If you can't do the crappy part of the business, then you're going to fail because it's the crappy part, so I'm having a crappy part of it. Obviously, a good side and bad side.

Anyways, one day, my dad brought me aside. My dad was an executive at IBM. He's a genius, man. He's the man. I'm working on his ... He does extremely well in the financial markets, just personally and so I'm helping him build a webinar right now, but anyway, I'm getting sidetracked.

Anyway, he brought me aside. This is several years ago, a long time ago, maybe almost 10 now. That's crazy. I'm 28. What? He brought me aside and he said, "Hey, you know what?" I was doing all these construction jobs and I was learning how to work and it was great stuff and it was good for a teenager. I went on a mission for my church. I came back, and he was like ... Here's one of the biggest lessons he ever taught me besides how to work hard.

He brought me aside and he said, "You know what? If you want to make a lot of money, you have to got to stay on the revenue side of business." I didn't understand what he was saying at first. He's like, "Do not reside on the cost side of business."

I was like, "Okay, you know, I don't, what are you talking, what are you talking about?" He said, "Think about it. When you go into work, does your position produce revenue or is your position a cost to the business?"

I was like, "Interesting." He's like, "Any time that you are standing on the revenue side of business, you're going to make a lot more money." That's why sales guys get paid so much money. That's why people who do HR and people who do support, that's why they don't get paid a lot of money. They are a cost to keeping the business running.

He's like, "If you want to ever ... If you want to keep on ..." He's like, "That's why I've done so well in my career is because I have stayed on the revenue generating side of business." His job was to go, to fly to clients all over the world. He's been to I don't even know how many countries, well over 50, tons of ... My dad traveled like crazy growing up.

He'd go out and he'd go to these clients and he'd figure out what they needed to built. Then he would come back and he'd orchestrate the team and they would build this crazy software solution for these high-end people, anything from watches to NASA and to the military. He did a lot of stuff software wise. The software in your car that you're driving right now, he's touched that stuff. He's created industry standards that's touched all of it.

All I'm saying is he knows what he's talking about on this stuff. Take what he's saying and take what I'm saying to you right now as real. Just think about it. Any time your business, any time your position, which is why it's so great to be the entrepreneur, you are directly in charge of making money for the company.

People are like, "It's not fair that that guy comes in and he owns it and he makes all this money." He's like, "Well, he is solely responsible for making your paycheck happen, so, yeah, why wouldn't he be, you know?"

There was a great book that I read...

I was just thinking about all this again, how interesting that is because that's one of my roles for current job in ClickFunnels. I'm very much on the revenue side of business. Sales funnels and my skill set is very much directly related to the revenue side of all these other people's businesses when they hire me to do their funnels.

I'll charge 15, 20 grand for a sales funnel, but I know it'll make them 10 times that in a year. You know what I mean? It's dumb, easy decisions on that. The reason why I can do that is because it's on the revenue side of business. Just think about that as you go through.

Are your activities, what you're doing right now in your day, are your activities keeping you in the revenue side of what you need to be doing in your business to grow it or are you standing on the cost side?

That stuff started hitting me because I've been doing some extra stuff to just push further and push harder as I work with Russell, and it's brought more money in. It's more brought more value. It's brought more stuff in. It's cool to see what happens when you start to do that.

Whether or not you are an entrepreneur who's solely on your own, you can start thinking about this. Are my activities right now revenue producing or are they cost producing? Am I actually pulling in money? It's such an interesting way to look at.

There's a great book that I read once. I got to be honest with you. I'm saying this to you, but I cannot remember the name of it. The whole point of the book though was he was saying, "Okay, there's really four different areas of work that you can go in." This isn't Robert Kiyosaki's ESBI thing. It was another guy who had four different quadrants, also, and he was saying that your ... Let's say you want to get a job. Let's say you don't want to be an entrepreneur. I know a lot of ... 99% of the people who listen to this podcast, you guys are all trying to be entrepreneurs.

You are entrepreneurs. You're going out. You're changing the world. You're doing great things. Just take this as a grain of salt just with the lesson.

He basically said that if you want security, you will not make a lot of money unless you become this high-end entrepreneur. Eventually you get to this place of great security. If you want to make a lot of money, you have to stay in high-risk job opportunities.

You have to stay in these positions where you actually go out and you have to ... It ties in exactly what I'm saying. You have to be on the spot where revenue is created. There were four different quadrants and he was saying, "Look, the places ..." Think about a doctor. That's more high risk. You are playing with people's lives. It's no wonder they get paid a lot of money. Society has said, "Okay, let's let this guy get paid a lot so that he is motivated to know his stuff." You know what I mean?

Remember that thing about sales funnels? 50% of the time, on the first launch, they don't work. They're high risk. Then you turn around and we make three tweaks to them and they're actually not high risk at all. They'll turn around to make a butt load of money. It's just figuring out the right model on certain things.

Anyway, funnels are not high risk though for that reason...

I was just thinking about all this stuff this morning while we were lifting. I was like, "It's so fascinating how true that lesson is that my dad told me, like, 10 years ago. Stay on the revenue side of business. You know, do things that are going to bring extra income in." If you're working somewhere right now and they're not willing to see the money that you're pulling in, should be worth a raise or whatever, second guess what you're doing.

I'm not going to sugarcoat it. That sucks...

If you can go in and you can create a butt load of extra value, if you can go in and you just ... Anyway, I think you guys get the idea. What ended up happening is I was doing all, just to come full circle, I was doing all these construction jobs and I was tiling. I was actually steel tying.

We'd get these huge things of rebar. We'd take these machines and we'd bend the rebar. We'd build these pools inside of these backyards. It's cool. I helped maintain and do some of the pool for the singer from One Republic, which is cool. The guy's got a sweet pool, man. It's underground, under his house. It's so crazy.

I was a pool cleaner and I did that for a long time. I'd go and I'd clean the pools. I had a route that I'd go on. It's the cost side of business. It wasn't directly ... I was a service guy.

My position didn't really make money. I was just fulfillment for what they were selling...

I remember I was sick of it, that there was this moment of time. I was 22. That was 6 years ago. Wow, almost 7. What? It's my birthday coming up. Woo hoo. I remember walking out of the big warehouse where we had all of our stuff. I was covered in cement powder and all this stuff. I was dirty and it was freezing out.

It was a good experience, but I remember it was time for me to go back to college and finish that semester, to pick back up. I was almost done with school at that time. I remember there was this little piece of tile on the ground. This might sound cheesy, but I remember I picked up this piece of tile and I realized, I was like, "I'm going to take this and I'm going to keep it with me because I want to remind me to never do a job like this again.

Not that it's below me, but just because I want to never have to be in a position where I have to do this again, and there were times in the future during college where I hadn't quite figured out how to make enough money yet. I went and I ... We're about to start Funnel Fridays.

I got to run, and it's in three minutes...

Instead of taking the construction job, that's when I decided I was going to go try and do real estate, which eventually led me to funnels.

Anyway, all I'm saying is decide what position you're going to stay in and then stick to it. I know a lot of you guys have already done that, but anyway, I just hope that stays motivating to you guys. Stay on the revenue side of business and stay doing only the tasks that are going to bring revenue to what you're doing. Outsource the rest of them.

Anyways, guys, I got to run. If you guys want to, check out Funnel Fridays or Funnel Feast. That's where I do kind of what we do on Funnel Fridays, but more in depth usually on Saturdays. Check out FunnelFeast.com if you want.

All right, guys. Talk to you later. Bye.

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VERY surprised about what I learned while wandering the booths at Affiliate Summit West...

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

Welcomes 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.

A few days ago, I was talking to Russell and I was like, "Dude, my first, not the interviews, but just the podcast, at the very beginning of this podcast, I'm not a huge fan of them."

I hadn't really found my voice yet, hadn't really found the way I speak and my style yet.

I was like, "Dude, I might just delete some of them." He looked at me real fast and goes, "No." He's like, "You cannot delete those." I was like, "Why?" He goes, "Because it's part of your journey man. You even told me around podcast number 60 on marketing your car. That one, that's when it started changing for me.

I was like, "Oh yeah, that makes sense. That makes sense."

Anyway, those of you guys who have stuck with me this far, you've listened to a few of those podcasts in the beginning. I'm really loving getting more interaction from you guys. It's been a lot of fun to speak with a lot of you guys, and talk with a lot of guys.

I just launched, actually, talking about cool little things just going on right now, little updates. It's been awhile since I've done a podcast, but I just launched called funnelfeast.com. It's a picture of a sales funnel, or just a normal funnel. It's got a fork and a knife trough it, and then just a big bite taken out of the side of the funnel.

Basically I get enough of you guys asking me, "Hey, how do you build this? How did you build this? How do you build this?" I thought I might as well start streaming live when I'm building a sales funnel. Now I don't always make it through, but I try to show just the hardcore building parts.

Lot of little tips and tricks, and hacks that I use, stuff like that...

It's been cool to watch. I mean I think I had like 300 of you on the first one, and this next one has blown up like crazy. I just did Jeff Walker's product launch funnel, and went through and built those pages.

Of course get to share the funnel out to you guys. Just trying to provide value. Hopefully you guys like that. Anyway, hopefully I can see a few of you guys on there later.

Been a little bit busy though. I was gone for about five days, and Russel had me over at Vegas. I was at the Affiliate Summit West Conference, and I'm not really a Vegas guy. I don't really care about gambling. I think it's dumb.

We studied the little formulas in college about what actually gambling is, the actual math formulas behind it. I was like, this is the dumbest thing on the planet.

Why would I ever gamble? I'd rather see if a funnel works and lose money that way than on gambling, but to each is own.

I just look around like, "Dude, I don't care about this." Everyone's like, "Oh, you're going to Vegas. Woo hoo." I'm like, "Well, you guys are going to think I'm weird, but I don't mind just staying in my hotel room just working." I guess that goes to show I'm a little bit of a workaholic.

Hey, I thought I would share with you guys some of the lessons I learned while I was at ASW, the Affiliate Summit West. There's thousands of people. These are all the affiliates, the hardcore affiliates on the internet.

Like I said, thousands of people, tons of vendors. I don't know, there were probably 70 vendors. Lots and lots of companies go there.

They set up a booth and everyone walks around. There's big high level speakers speaking, so obviously Russell spoke while he was there. Really fascinating to walk around and start talking to people.

We had really interesting people come to the booth. Some people who have used click funnels and love it, and then people who hadn't heard of it at all. That was the two different categories. There's no middle ground, it was like, I have click funnels and I love it. It's amazing. The other category was like, I don't even know what you guys do.

Well, it's only two years old so not shocked there...

It was really fascinating. Some of the people that came by, just so self-righteous. Some of them, they're like, "This is what I do, and I'm so professional." You're like, "Oh man. Your customers don't love you. I can already tell you because you're being too professional.

I can see that from the outside right now. I don't want to do business with you." Why? Because it makes me think that I have to be all professional and polished 100% of the time just to use your guys service. I thought that was a really powerful lesson there.

The other thing that I thought was interesting was, I was walking around, I'd walk up and I'd start talking to people, and it was fascinating, we all talked about it. The rest of us, the Click Funnels staff that was there, we talked about it all together.

It's incredible to me how hard it is for people to explain what they do...

I mean, I was walking around these different companies ... I can't even remember the name of ... Maybe I shouldn't say names on it, but it was company after company after company. I don't know if they had just hired some people who'd never heard of their company before, and they were just trying to fill booths, space and get people there from their company and represent and wear their swag, or if they just truly ... It was a common thread.

I was walking around, it was extremely loud because there's so many people there. If you're talking face to face you feel like you're yelling, so you're basically yelling for the full eight hours every day.

That was cool for sure, but I was like, "Hey what do you do?" People would sit back and they'd be like, "We, what I," and there'd be all these little false starts. I was "You really don't know your spot in the business system, the business ecosystem. You don't know what you do. You don't know what value you're actually providing to people."

I was thinking, how should we do this for Click Funnels or even for my own self. How would I say this? How would I pitch what I do to companies? It put a theme for the remainder of the event in my mind.

I'd walk around, and I started asking a question. When people walk up, they'd be like "Hey, how's it going? My name's so and so." I'd go, "What's up? My name is Steve." I'd immediately ask them, "Hey, what do you sell?" I didn't want to say, "We are this, and we provide this," and you start talking about yourself immediately, that's garbage.

No one ever wants to hear about that...

When I did that in door-to-door sales, I did door-to-door sales for two summers, and I'd go out, if I start talking about myself immediately they'd be like, "Okay, why are you knocking on my door, telling me that? You're interrupting my space to tell me about you?" I'm just thinking about what you ... Does this make sense?

I'm just trying to tell you guys, as you go through, make sure you understand what you do and be able to sum it up. The easiest way to get to a point ... I don't care if you don't build funnels.

I don't care if, whatever it is that you do, go find somebody ... My mom still calls it funnel clicks. She has no idea what I do still, which is fine, but as soon as I can go explain to her, and I can explain to certain people around me what I do clearly, and have them get that a-ha moment, like, "Oh I get it."

I got to get them to have the a-ha, very quickly...

Russell calls it the epiphany bridge I think. You got to get people to say that quickly. They'll be like, "Oh, oh I get it." There's a great book called Pitch Anything. I can't remember the name of the author, but the author says in there that, there's really several different brains in our head.

The first brain that you got to get through, he calls it the croc brain. This is the ancient part of our brains. The part of the brains where, as soon as something pops up we go, "Oh crap. That's something new. Can I eat it? Can I mate with it? Will it hurt me? Should I join with my tribe with it?" It's those internal instincts that you make, judgements right off the bat without even trying.

Internal human instincts...

When you go up and you start talking to somebody you got to get your message past those people, past the croc brain as he calls it. Get it past the crock brain. Get the message past ... Almost like a gatekeeper. I did tele-marking, phone sales for awhile too. I did all sorts of sales before I started doing sales funnel, which is why I think I took to it kind of quickly.

I did that on purpose actually. It was kind of cool...

Anyway, as a telemarketer we would call the first person, whoever answered the phone, so they'd call and I was selling for a company called IvanX... I don't even think they're around anymore either. That was years ago. They'd answer the phone and be like, "Hey what's up? I'm looking for Kevin." They'd be like, "What?" They'd be able to say to the receptionist.

If they answered the phone and I was like, "Hello I'm calling from IvanX. We'd like to talk to you about a special offer today." They wouldn't even say anything. They'd just hang straight up...

We'd have to do things that would get us past the gatekeeper, into the business owner's office. Get that phone ringing. Get past the gatekeeper. We can think about that gatekeeper, think about that first person as the croc brain.

There's things that you've got to do to get past your market, and get your message past the croc brain. So many people I've seen, they'll jump out and they'll go, "Hey, what do you sell?" "I sell this, and they're marking solutions that will help you reach your clients better, so that you can better automate your message and receive a better ROI. Keep people inside your funnel and ultimately lead them down the path of success."

You're like "Oh, nobody talks like that." Nobody talks like that. Talk normal. "Hey, what do you do?" I would just ask people that. "Cool, what do you sell?" They'd be like, "All right," and it'd immediately get them talking. Some really good books out there that say whoever talks the most is the one who's going to end up buying something, because they talk themselves into right? I walked up, and I said, "Hey, what's up? I'm Steve. What do you sell?"

They'd say, "Hey, well I don't sell anything right now." It's not my job to just start barfing all over them. It's my job to start asking questions and be like, "Cool. What do you sell?" Or "What are you selling right now? What's the hottest thing on your plate?" I never answer that with an actual statement.

It's got to be a question...

Start applying what I'm saying right now, apply it to sales funnels, apply it to your marketing. Think about a squeeze page that pops up and it says, the front page pops up and it says, "We are a global enterprise running a marketing," It's like, man you can't do that crap. It's got to be really specific, and it's got to them plugging into ... Who, I think it's, is it Frank Kern or I can't remember, but he says ... Or Dan Kennedy, I can't remember, but he says the whole job of the marketing is to join the conversation that is already happening inside of your prospects head.

People would come up, and the easiest way to do that is just start asking a few questions. That's why quizzes at the beginning of funnels work so well.

Regardless of what they answer, it doesn't matter...

You're just trying to get them involved in the conversations. I love quizzes. There was a few podcast episodes I did that was about quizzes and how to use them effectively. I think I added a template in there for you guys, along with some of the most high-converting quiz funnels out there. I toss those findings in that. I think I did. If I didn't, please somebody, let me know, and I'll toss them next time. I'm pretty sure I did.

Anyway, I know this is kind of roundabout, but there's a huge point to this. People had no idea how to speak and talk about what they do. People would walk up and go, "Hey, what do you guys do?" They'd be asking us, they'd be standing at the Click Funnels booth.

I'd be like, "Hey, what's up? My name's Steve. You know what, what do you sell?" That's how I would answer that. If they ask me a question, I'd just ask one right back. I'd be like, "Well, right now I'm selling," I don't know, it could be anything. "Right now I'm selling dating software." There was lot of people who were doing that there. I'd say, "Cool. How are you guys currently getting your clients?" That's what I would ask them next.

I don't just jump right in and say, "Oh, you're selling something? Well we are clearly, we are clearly the answer for you." No one wants to hear that because they know you're just blowing smoke up their butt. There's a lot of options out there.

You got to play the game...

Play the game...

Sales is a game, business is a game...

That's how I look at it, and it makes it even more fun than it already is. I would say to them, "Cool, what do you sell?" Eventually I would say a statement like this, "You know, people in your industry are typically using our software to make auto-webinars." That's when they'd go, "Oh, interesting."

As soon as they did that I knew that I had them for the next five minutes. I was like, "Who's your top competitors?" I'm literally funnel hacking them, funnel hacking their top competitors with them. They just don't know that that's what I'm doing. They'd be like, "Well, our top competitors are getting all their clients like this." I'd be like, "Cool. I mean, are you doing that?" "No." I'd be like, "Why? Let me show you. Here you go."

That's when I would stand side by side with them. I'm not squaring up with them, I'm not directly facing them. I step to the side and I stand side by side with them. There's a great book called, The Definitive Book of Body Language. Absolutely fantastic.

I used it like crazy during door-to-door sales...

You'll see in there, I mean you never square up personally with somebody unless you're going to fight them. If you're talking to a loved one, you don't square up with them. You stand on the side of them, side by side.

I would stand side by side and pull up a computer, and be like, "Well here. Tell me the URL." I'd focus the attention on the tool. They'd start going through and they'd say, "Hey, well go to such and such dot com," and say, "Cool." Then I'd pull up a black click funnels page on the other side and I'd say "Hey, let's start going through this. If these guys are doing so well, my guess is that you're probably not going to want to just go make up something online. You probably want to model what they've done. Is that probably right?"

They'd go, "Yeah."

I'm just leading them down the path of funnel hacking...

Anyway, guys I don't want to keep ranting, but I think you get the point. Know how to speak about your stuff. There's several people I've ask, "Hey, well what are you selling?" They'd be like, "I sell everything?" "You sell everything? Okay. Well who's your market?" They'd be like, "I sell to everyone."

What?...

They were dead serious. That happened several times. That's the reason I'm making this podcast. Is this a natural, is this a regularly occurring phenomena. If you're selling everything to anyone, that means you're selling nothing to nobody. There's a reason why you're coming to me, and it looks like you've been wearing the same clothes for 10 days.

I'm not trying to be mean, but you guys know what I'm saying, right?

There's a few other people who have been talking to me on Facebook, saying the exact same thing. They'll be like, "Hey, what do you sell?" "I sell such and such." "Who do you sell it to?" "I sell it everyone. I sell it to anybody." That right now, I'm telling you right ... I don't even need to see your funnel. Your response right there just kiboshed your sales, destroyed them. By me seriously just tweaking your front end message, I know I'm going to make this convert because you have a great product. That guy over there is making a butt load of money, so why aren't you?

Oh, because you think you're selling to everybody...

It's like, "No, that's not true." I don't try to sell click funnels, or the funnels that you guys see the free funnels. I'm not trying to sell that crap to everybody. It's only certain people I know who are going to look at that and go, "Oh, cool," or people I know that I will be able to educate and put them through a big multi-day sequence that will train them how to do this stuff.

I just finished a cool one, by the way on real estate. We'll see how that one goes. You guys will see my post about it.

Anyway, long rant there, but know how to talk about your stuff, and know that when you're selling it, it's more about you just answering questions, or asking questions I mean.

Ask, ask, ask. Just ask tons of questions to people...

Eventually they'll look at your stuff, and go "Okay, so what do you do?" That's how you know you've been successful with it. If I have to tell somebody, "Oh, you know Click Funnels is only $100 a month. The top tier one for all the cool ninja stuff is $300 a month."

If I have to say that, and they didn't ask me, that means I failed. That's what the rule was on door-to-door.

When I was doing door-to-door sales, I'd go spot to spot to spot, the blazing heat, and it's pest control, so it's got to be hot. The bugs are there, we're in the right spot. Anyway, I go knock on the door and I'd be like, "Hey, we're in the neighborhood. My boss sent me over here." I'd just act like I don't care. "My boss sent me over here and honestly we got time for one more. I'm supposed to find somebody.

I can give it to you for like 60% off if you want me to do it right now. Otherwise, I'll just go to the next person." They'd be like, "How much is it?"

As soon as they'd ask that, I'd be like, I would never answer it. I would never answer directly. I would say, "You know what? It depends actually." You don't want to go just straight to the end. You want to lead them down a conversation. You want to show them how it's logical that they should buy right now. Take the emotion and use it to your advantage.

People think sales are dirty, but this is how sales work. You have all done that. None of you biologically, but closing, everyone thinks they're being logical during closing. That's the whole ...

Anyway I'm getting way into sales tactics...

Gosh guys, use the same things inside of your sales funnels. These are not ... If you think you're having a conversation with somebody throughout the entire funnel, that means you're doing the funnel right. If you are sitting there and you're like, you're being a little coropratey on them, your conversions are going to suck. Unless, actually I can't even think of an unless.

Every time I've ever sold anything high ticket, or even low ticket, that's always been the case. Everyone wants to be dealt with as a human being not as a corporate. No one falls in love with corporations.

Anyways guys, I'm ranting right now, but I hope you get the point of the lessons I was trying to say here. Know what you sell and how to talk about it. Know that when you sell ... The easiest crash course sales course I can give to you right now is that you should not be talking more than the other person.

Just ask them a lot of questions, and start to show them how it gets in there. When they ask you how much, and when they start to ask selling questions like, "Well does it work with this?" Those are cues. That's them saying, "Okay, I'm starting to see how this could work for me. I'm starting to see how this could work for me. Let me start seeing if it really can though. XYZ," and they start asking ... Anyways, you guys get it.

Hey, if you guys want to, I'm going to continue to build a few sales funnels online. Typically, I've been doing it Saturday mornings at like eight or nine in the morning, mountain standard time. I'm going to go ahead.

Just watch the Sales Funnel Broker Facebook page, or even my personal Facebook page. I'll keep posting the links out there. You can check out funnelfeast.com. I got the replays of some of the previous ones, and when I can, when I'm allowed to, I'll drop in the share funnel link for you guys, so you can just download them straight into your account.

Also, you can jump on the email list if you want to. It's just so I can let you know when the next episode is up, or that I'm going live. Anyways guys, hey, thanks so much.

Get out there and crush it!

Be the best spokesperson about your stuff by not speaking about it a lot. All right guys, I'll talk to you later. Bye.

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

There's currently about 8 people doing tasks for me at all times… There's no way I could do it without them…

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What's going on everybody? My name is Steve Larsen and you're listening to another delicious episode of "Sales Funnel Radio".

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

All right, all right, all right. I am super excited for today. I actually grew up riding dirt bikes. I never actually owned one. My brother did, I had a friend that did, and I would ride theirs a lot. It was a lot of fun.

I had a fun childhood, man. It was awesome. We did our fair share of things that were dangerous, stupid, but we were just really adventuresome kids. A lot of fun.

Fast forward a whole ... I'm still pretty young I feel like so I guess don't fast forward that many years, but up until right now. My wife one day was like, "Did you want to get that motorcycle?", and I was like, "What?", and for some reason she gave me the clear so I am super stoked.

I've been riding a motorcycle. I got a 2001 Kawasaki Vulcan. It's a cruiser. It's awesome. It's only a 500cc so it's not like ... I actually wish it was a little bit more powerful, but it's great though. It's fun for what it does and what I use it for. I only live like a mile and a half away from the ClickFunnels office. I don't need to go that far. It works fine. It's great.

Today, I took my motorcycle test and I was, I'm not going to lie, I was nervous. I had been watching Youtube videos. I've been watching videos of people who had hidden helmet cams, because I guess you weren't supposed to see what's on the test, and I was like ... it was kind of funny.

I got there and I was like, "Man, some of these maneuvers are really hard." Weaving cones, things like that. That's not that challenging but there was a few parts that were challenging.

There was another guy. There was only two of us. We ride up and we got out and we were chatting with him. There was some paper work we had to do. We had to tell him about some stuff. At the end of the paperwork part, he told the first guy, "You're going to go first, and Steve, you've got to wait".

I was like, "All right". I stood off to the side and I watched. The guy starts, and he was a little bit cocky when I was chatting with him before the whole thing started. He had the most gorgeous bike and he had done a lot of custom work to it.

He had done ... It looked fantastic. His bike was, I'm not going to lie, I had a little jealousy. It was pretty dang sexy. I will probably get a bike like his in the future because it was amazing.

I love my bike, and luckily it's over on the other side of the wall right now so it didn't hear me just say that...

He had a great bike. He goes and he's weaving the cones and he put his foot down, which is a huge violation. You get a lot of points for that.

You don't want points...

If you get so many points you fail. He skipped the last cone too. He skipped a cone, that's another lot of points. He put his foot down and got tons more points. He turns around and he's doing the next part and he puts his foot down again.

I was like, "What the heck, this is ... ".

It was kind of crazy because he was talking big game. Beforehand, we were checking out each other's bikes, we're looking at each others what we're riding. He had this awesome cool really awesome throaty sound that you want from motorcycles and stuff.

My current bike is a little bit too quiet so I was like, "How do you make it louder?" He was telling me and showing me all this stuff. He's like, "You could do this on your own, man. You could do this on your own. You could just drill out these little screws right here and you could pull this thing out. Your bike could be so much louder, so much faster. It's amazing." I was like, "Wow".

My first thought was like, "Crap, I don't want to figure out how to do that on my own." I'm really freaking good at computer stuff and funnels. That's my thing. I would rather pay somebody to make all the adjustments for me.

That was my first initial thought...

I was like, "Oh man, I just want this bike louder." It was funny, though, because during the test afterwards, he failed the test. He wasn't even allowed to continue. I saw the instructor get close to the other guy. The guy that was going first. He's like, "Look man, you put foot down twice and skipped a cone.

You failed. I'm sorry, but you failed...

I can't even let you continue with the test." He was a good a sport about it, but you could tell he was pissed, which is totally understandable. He was a good sport about it. He pulled off to the side.

I was like, "Crap. That dude didn't do it. How am I?"

I get on my bike and I went through and I put my foot down where he put his foot down. I start going through and I'm weaving though and I put my foot down again where he put his foot down but I didn't skip a cone.

I stayed on the course...

He just gave up but I didn't, which was awesome. I went through and I actually did the rest of the test perfectly. I got my motorcycle license today which is totally awesome but the guy, he didn't wait around to finish to watch.

He got on his bike and he left. He was super pissed. Oh man, it's okay. It's all right...

It's funny, I've been teaching my little three year old daughter, well she'll be three in December. I've been teaching her ... I walk up to her and I'm like, "Brinley, what do we do when life gets hard?" and she gets in kind of like a fighting squat stance and she just starts growling and gets her face on and I'm like, "That's right!".

"Brinley, what do we do when life gets hard?", and she puts her arms down slowly while she's flexing. I'm like, "That's right! We just get mean back, right back in its face", and she's like, "Yes!". It's really funny. It's pretty awesome. She's cool.

My daughter is awesome...

I wanted to say it to this guy. It was funny to me though. I was laughing at how much he wanted me to go change these pipes on my on and I was like, "No! I want to do that on my own."

I was thinking about that today. Obviously, it happened all today. It's actually been on my mind though, the last couple days.

I've been looking around at different entrepreneurs...

I've been looking at a lot of the people who either build funnels or who own businesses or whatever it is. Here's a commonality I'm starting to notice. You guys know I'm obsessed with patterns. You guys know that about me.

I like to watch for the patterns that are all around us that no one's looking for. What I noticed is that people who stay solopreneurs never quite make it. You know what I mean? They never get to that spot where they're like, "I have so much money now, I can just sit back on my own."

Meaning, I have enough money now where money is no longer an object the rest of my life. They never get to that spot. They never get to any place like that.

I had that realization, it was a few weeks ago. It's just been on my mind and I saw it again when this guy was trying to tell me to go do all this stuff on my own, and "You can do this on your own, and you can do this on your own", and I was like, "Holy crap. I don't want to make all the adjustments to my bike because it's not my passion first of all, and second of all, someone else has the unique ability for that. Why not let them do it?" You know what I mean?

I've been thinking about that. I've been thinking about that with my own business...

About a week ago, I hired an assistant. I think I also told you about this, but she's been amazing. It's my sister. She's awesome. My sister is crazy good at ... She's a great organizer. She's very, very, very bright. She got straight As in high school while I barely passed, which is not a joke.

I barely graduated high school...

I'm really excited because I have now replicated a part of me. It's the biggest thing I've noticed. A lot of people go out and they're like, "I do this thing on the side."

It's like, "Awesome". Until you actually involve other people. Until you build a system that does things while you're not there, you're going to remain a solopreneur and it's going to just basically be a hobby that makes you money every once in a while. That's the rough truth.

Business is collaboration. Business is people. If you can't get another person to work on things with you ... You are already capped. You can go and have an idea that's actually not that good.

You can go and have a business that's actually not that good but because there's multiple people working on it, you actually could make some money with it. Your chances for succeeding are so much worse if you stay by yourself. All I'm trying to say, the thing that's been on my brain ... The thing that's been on my head is hire people. Even if it's not full time, go outsource stuff, use VAs. I use VAs like crazy.

Way before I even hired my sister Marie to do this stuff with me and handle a lot of the content part of these podcast and blog and stuff like that, which has been great. Lets me go focus on the other revenue generating things that keep the business afloat. We both win. Everyone wins because of that.

All I'm trying to tell you is that ... Use VAs for parts that are amazing. It's funny. Russel's actually, I shouldn't say yelled at me because he's one of the nicest guys on the planet. He doesn't yell, but he has reprimanded me several times.

Here's the scenario...

I sit next to him at work. We'll be building a funnel together and he'll be like, "You know what? I wish ..." He'll say something like, "I wish this video had X, Y, and Z in it. I wish this video has a little bit different of an intro."

I have video editing skills. A lot of them. I love video. I really like video. I'm not a noob at all in video editing. I was like, "Oh dude, I'll do it." "No, no, no. I'm just going to have this other guy do it." I'm like, "Are you sure? I could do it right now." "Yeah, but you're doing ... You're busy building the other thing for me." "Oh, that's true."

Time will go on and time will go on. He'll say, "How cool would it be if I had this huge, big blowout poster board of X, Y, and Z." I'm like, "Oh dude, I could do it because I love Adobe Photoshop and Illustrator."

Actually, I don't really like Photoshop that much. Illustrator's amazing. I digress. This went on for a while. After a while, Russel's like, "You know what? I got to tell you, man. Just because you know how to do something, doesn't mean you should be the one that's doing it."

I was like, "Oh, that's a really good point." He's like, "Think about it. I could do lots of the stuff that the rest of the ClickFunnel employees can do, but that doesn't mean that I should be the one that's doing it. Someone else has the unique ability. Just because I can doesn't mean I should."

It's the same thing with your businesses. They're going to feel pain of disconnect. I dare you to hire somebody full time. I dare you to take somebody on where they're completely dependent on you for their income. I dare you to do it because it will explode your business.

It will make you do things you didn't ... You would have continued to plan on doing in the future. "Oh, I'll do that in the future. I'll go try and land that contract in the future. I'll go try and get that sale done in the future." Nope, bull crap. Someone is dependent on you for their income, for their livelihood and their life, their lifestyle, everything.

I dare you to go do it...

Even if it's an assistant and you're paying by the project, which is how I'm starting with my sister.

What it's doing though, and what I've noticed that it's been doing is it's forcing ... I'm already a go-getter and I'm already somebody that wants to go take on the galaxy all the time. Bring it on. I'm a fighter, I am. I'm a nice guy, but internally, the conversation that's going on and what drives me as hard as I go is that I'm a fighter. I dare you to do that.

Second of all, you've got to go hire someone. Go get someone out there because what it does is it forces you, like I was saying, to go out and close business. It forces you to focus on revenue generating activities while they take care of the managerial things. That's what needs to happen in a lot of your businesses.

I've had a lot of you guys come to me and say, "Hey. What will you do here?" Look, your skills are good enough to get paid for. That's awesome.

Your business is good enough...

People are paying for it and that's awesome, but you personally are way too swamped so you're not staying in any kind of creative zone. Does that make sense? By you not staying in a creative zone, you're not going to stay in the forefront of your industry.

Whatever it is.

What if they are selling toilet paper? You can sell anything with a funnel. You can sell anything because it is basically what's going on on the internet.

Those are the two things that I realize that, wow, hiring somebody has done two things. Number one, I go faster because she's taking care of awesome stuff. She's putting things together. She's incredible. She's very intuitive, solves problems without me always having to babysit her, that kind of thing, which is awesome. So, so cool.

Find someone like that...

Number one, like I said, you go faster. The business will go faster. Number two, you're going to be supporting somebody else's income. That does ridiculous things for your drive.

Some of you guys, if you have hesitation on it, which I guarantee 90% of you guys are, and I still do. Keep in mind that what it's going to make you do is it's going to make you clarify what your business actually is. If you've just been dabbling in, "I make some money doing this and I make a little bit of money doing that. Sometimes I'll make money in this way."

All that stuff will go away and you'll get clarity because you'll go, "Okay. What will turn a dollar? What is actually going to pull in money? I've got to pay somebody."Even if you feel like you don't have enough money to pay them, find a way to get a little bit of cash and don't get married to that cash.

Give it to the other person...

Have them do some task for you while you go do some revenue generating activity.

Anyway, that's all I've been trying to say, and that's what was going through my mind when the guy was telling me, “Hey, you could do all of this on your own.” I was like, “Yeah I could but it would take me forever, and the amount of time I would spend is worth a lot more money to me than be going and watching a billion YouTube videos. I'd rather just go pay some shop a couple hundred dollars and just have them do it because it's not worth it to me."

Is this making sense? Are you guys getting this? Is this sinking in that if you're in the funnel game or any kind of business at all, and you're by yourself, you're the solopreneur, you're already capped.

That's all I'm trying to convey here as I say this. It's important enough ... What's funny is, even since hiring my sister a week or two ago, our revenue's already gone up. Almost doubled. It's because I get to go focus on actually generating revenue and not managing what I've already committed to creating, producing, and putting out there.

I really want to know, if you could, please go to either Sale Funnel Broker, The Facebook page, or the actual blogpost to this. I want to know what you've noticed as you've taken on someone else. Again, if you want to baby-step it, which is probably the best way to do it, the smart way to do it, I'm not telling you to drop everything and just go hire people.

One of the adages in this industry, if you've never heard it, is that, and I can't remember who said this, but the rule is you only hire when it hurts. That's the second part of this whole thing. Hire somebody because it forces you to do awesome stuff, but until you are just dying, don't hire somebody just because you have to ... Hiring people is what kills businesses a lot of times because they hire too fast.

That's the caveat...

Understand what I'm telling you...

It needs to be in a balance but push hard...

Go as hard and as fast as long as you can. Just go, go, go, go, go, produce, get the grind out of the way, and then when you can, hire somebody else and watch the amazing things that it does for your company. It's not something that a lot of people think about.

Even just collaboration and teaching that person all that you know is amazing. It's amazing to watch what comes out of that, even in just a short amount of time.

Guys, that's my challenge, understand? Hire somebody. Don't be a solopreneur your whole life. There's a time, there's a season while you're proving your business model and you're proving how you actually make money consistently.

Also know that you should not hire until it hurts so you don't hire too fast. There's a strategy with this. Do you see what I'm saying? Nod with me while you're listening. Yes Stevie Wonder. I hear you, I get it. I've been putting Stevie Wonder in all my emails to Russel. It's been kind of funny. That's another story. Anyways.

Like I'm saying, I want to know what cool things are happening as you've taken on just one person, just one VA, just one part time individual. Just one person who consistently does the same task and project for your over and over again...

Please let me know because it's very, very fascinating to me. You got to be smart with it obviously. Be careful with it, but don't create the mistake of not hiring because you're so scared. It's better to hire and learn from it than try to play it safe in this category. It's that important. It's that huge.

Guys, I will talk to you later. I just had Jimmy John's delivered to me and I'm really stoked about it. I used to not like their stuff that much but I'm really pumped. It's starting to get late but I just wanted to record this.

I am going to pound this and I'm super excited. All right you guys, I will talk to you later. As always, if you have questions, please let me know at SalesFunnelRadio.com or you can also download free funnels that I've pre-built for you. There's also other awesome funnels in there.

Some of them are paid, but if you go to salesfunnelbroker.com/freefunnels or just click on "Free Funnels", you'll see it there.

You guys are all awesome and you motivate the heck out of me and I appreciate you all. Keep crushing it. Let's go make ... Whatever it is you're doing, go make it happen. Move that timeline up.

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

Click above to listen in iTunes...

Every year I make a video, publicly announcing my goal. It's actually selfish cause it freaks me out that everyone knows my goal and I push even harder.

Last year, I set (what was to me) a lofty financial goal... and I hit it. This year is another big one and I'm pumped (and scared to death) to announce it...

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

Hey, what's going on everyone? This is Steve Larsen. Well this is the third year I've done it. It is still a newish tradition but I am keeping up with it which is awesome. Every single year, what I do is I go and I create a video publicly saying what my goal is for that year.

It makes me scared and nervous every time I do this, but what's been cool is to go through and look at the last year got ... Wow, I got all this cool stuff done.

You know what I mean? Two years ago when I did this I was like, "Gosh, I'm am going to try my hardest just to make an extra grand every month like that would change my life.

We are struggling where it was super, super hard and we were having a hard time just living, just hitting the basics. Oh my gosh. I know that you have probably felt ... If are watching this video and you follow me at all you've probably have gone through something like this.

If not, you most likely will or someone that you love will. Anyway, you feel challenge like, "Man, I was brand-new married." Well, not then. I'm married five years now. We have two kids a one-year-old and a three-year-old. I remember just thinking like, crap divers are expensive.

I was like, "Man, just an extra grand a month would just change everything for me, right? As I was about to ... It's about three or four years ago actually now, I sold my first stuff online. I went nuts. It's like, "Oh my gosh. This works. This is so crazy." Right?

I just set goals and like, "Okay, I am just going to try to make an extra grand a month." That was three years ago and I didn't hit. It was crazy though so within the second year.

I will put the links down of those other videos down in the description here on YouTube.

Two years ago, 2015. Yeah, 2015. I was like, "Oh my gosh. It would be so awesome if I could make an extra, two grand a month." I didn't hit it but I made someone else like 53 grand. We're using the methods that I use and I was like, "Wait a second." Okay, I think I might be on to this."

I just kept grinding and grinding and grinding. Staying up till like 3:00 AM all the time. Like pushing it so hard, not stopping, barely sleeping, that kind of thing. It's not like I want to live like that but I hadn't figured it out yet. 2016, just this last year, a year ago. I made a goal and I was like this is huge, like I am so scared to actually hit this and I said I'm going to try and make $4000 every month after a passive income stream.

I was like, "That's insane. I'm nuts, I'm crazy. There's no way I am going to be able to get that done," and I hit it. Please understand, I am not trying to be braggy. I am not trying to be weird when I say this stuff but I work my guts off.

I have an amazing wife who allows me to be able to do what I'm doing so that I could hit those kinds of goals.

This is income on the side of my actual job.

I am going to give you guys little accounting for my year real quick and I am going to tell you guys what I did. This last January, I built this funnel for, it was an ROTC. It was for charity and we're doing a charity mud run. It was a 5K, and we are trying to raise money for woman soldiers. Really cool actually. January I built the funnel using click funnels for school thing. February, I got 650 people to sign up for it. It's awesome.

March, we raised $7000 and I just kept building for several other clients. I actually start making a lot of money for other clients that I was pulling in. I was like, "My gosh. Like I am figuring this out. This is cool." April, I got hired by a ClickFunnels and I get to sit right here. It is really cool.

May, I just was trying to keep up with my boss. I was like, "You are a genius. My gosh, I can't handle what it is that you do."

I was, again, I get up. I'd usually stay up till 12 and then get up at five again, I do that everyday.

You kids arrived on that...

I just build up my own thing, right? June, I finish salesfunnelbroker.com and I went and start again subscribers. It was really cool. That's June. Then in July, I started interviewing tons of people for a podcast that I wanted to launch. July, I interviewed like crazy.

August, I actually launched it. The first month, we had 1100 downloads. The second month was 1300. The third month was 6000. It caught like wildfire so thank you to all of you who look into that.

Anyway, that's fast forwarding a little bit so back in August I launched the podcast and I started doing coaching calls and actually charging for that because I am getting so many questions, I couldn't handle all. I was like, I got to zip people out somehow. It kind of sucks but it's the way it works. I got to charge for that, so I started doing coaching calls.

September, that's when I have my first $12,500 week. That was like. "Okay." I remember, I was sitting at a Wendy's and I saw my phone and I was like., "Good crap. What the heck?" I showed my wife and we both just sat there and in silence for a little bit like, "whoa. All right. This is super validating."

I was like, I'm glad my wife was sitting there next to me. All the people who were saying, "No, you can't do it." That works for like five years for that. I knew I could do it, I just was like, "How? How? How?"

That was the struggle for the longest time...

I call it my shut up check. The first time you get paid online or whatever it is you are trying to pursue. "Shut up." Like, "Look, I did. Shut up." Just the shut up check. I learned that from Shawn Terry by the way. Anyway. October, that's when I started having several $1000 days just back-to-back-to-back-to-back. I was like, "Man. That's crazy cool."

It was around the beginning and like middle of summer. Around that time when I started making about a grand a week consistently off of the same few assets that I developed, over and over and over again.

I was blown away about it...

I was like, "Man, this crazy cool stuff." I'm super excited about this. I am hitting my goal. $1000 a week, that's $4000 a month. My goal is $4000 a month, baby, what? I just, I hit to hit the fire for me. I was going nuts. I was like, "This is the coolest thing on the planet."

It was really cool. That's when I started building a lot for other people. I was like, "Man, this is really cool." I started building. I was like, "You know what, this is actually worth a lot of money to businesses. Why am I not charging just a little bit more?"

I started charging 10 grand for these funnels that I was building and it was awesome. Super cool. All while, these other assets were going. Then this last month in December, I've built a lot of my own affiliate programs to promote the actual company that work for us. It was awesome. It's ClickFunnels. It just increase that which is really, really cool.

Please understand, I am not bragging. I just do this every year at the beginning of January and I am calling my shots. Okay? I am so nervous.

The only reason I have so much confidence to be able to do this is because, A, I've now finally proven at after like five years of trying and figured out how it actually works which is crazy. So cool. So awesome. You know what I mean?

Crazy cool!

I can't believe the amount of sleep I've given up. Like, I just look back and it's been very introspective over the last three months especially. Like, my goodness gracious. How cool. Anyone of you guys can do this. I barely graduate at high school. No joke. I barely did. I failed my first semester of college. No joke. I actually did. I got kicked out, okay?

Then I went back to study and I came back and started to get my straight A's and it's not like like I fell into this. I work my butt off.

It's really really exciting and it's super validating. Anyway. That's the accounting of last year so I am calling the shot. I have $1000 a week, consistently going on. Especially for the last five months and in particular. We were able to go like on a cruise. I was able to treatment my wife to some fun stuff. Like really, really personal wins. Strong personal wins. Feeling like, my gosh, it's really exciting and a lot of cool lessons coming along the way how I actually did it.

Anyway, which is fun. It's really cool guys. You guys can do this. Anyway, I'm really scared to say the number because I put it altogether and I have a plan and I know half of the funnels to get to this next goal that I have already built. I know I'm going to hit but it is so scary for me.

I mean that sincerely...

I don't mean scared, meaning ... The amount of money I am trying to go for month is like, I mean, we've never ... My wife has eaten one meal a day while we first go married. We had a $1000 when we first go married. No jobs. Nothing. A lot of you guys heard that story. It was really hard for me.

Anyway, I want to make 30 grand a month. That's a lot.

It's not quite... I think it is realistic. I actually have it down to the number how am I going to do with a lot of leeway and I think I can hit. Please don't think that I am trying to be braggy. Okay?

That's my goal and I do this every year...

In one year, I am going to account to you guys and hopefully by then, I've hit it. If I don't hit it, whatever. This is my journey, okay? If you guys want to follow it at all. I am going to be documenting it and salesfunnelradio.com, it's my podcast.

Anyway. I am nervous guys, but it's going to be good. It would really be good. A lot of personal development happens when you start going for something like this. I feel like it's not such a huge goal that it's going to be out there and crushing it, right?

It is going to be a big hairy audacious goals, right? It's out there. It's going to stretch me like crazy but I think I am going to hit it.

I'm going to do my best to do so. That's so nerve-wrecking. Oh my goodness. That's more money than we made in the first year that we are married, by a ton.

Oh gosh, you guys. Anyway. I would love to hear your stories, if you can comment below. I would love to hear what your goals are. I am dead serious about it, okay?

If you have any negativity about it. Don't post it below, I don't want to hear it. I am also very serious about that too, okay? I don't want to hear any negativity. I want to hear things that you are out there trying to succeed and accomplish on.

I remember there's a time, it was like three years ago. I knew I was onto something but it just wasn't there. I know a lot of you guys are that way. I remember standing in front of our bathroom mirror at my apartment and I just undo to our sales and I did a good job with it for the first little while and then the second half, I got distracted and started to say, started putting things like ... That's when I realize I could sell another ways so I started exploring.

Anyway. I remember coming back from that like I feel I did a good job but also feeling like, "Man, there's nothing sustainable. I made those sales and they are done. They are done."

I get to do all of that again just to make those sales again...

I was like, there's go to be a better way. I studied like crazy and I was staying up really late, barely sleeping. Reading even e-books, listening to podcast. Things on repeat.

I listen to Russel Brunson in two times speed which is like four times speed for anyone else. Like he talks so fast but I listen to him like crazy. I remember standing in front of my bathroom mirror just looking at myself and I just started hitting the counter just boom, boom, boom.

I said, I can do this. I started smacking it. I got really intense. I don't know why but every time I am kind of pissed off, things happen.

For whatever reason. I was hitting the counter, I was looking at and I was looking at myself go, "Larsen, you are the freaking man." I started psyching myself up because I didn't know I was going to do it. I knew what my goals were.

I just knew that if I just plowed for it with the most ridiculous force. Something would happen. It was totally true. It meant I had to work for free for some people just to prove myself. It meant I had to go have meetings with CEOs of seven-figure businesses all the time.

Eight-figure, even a nine-figure like pitching my stuff to them. Fail, fail, fail, fail and then like fail but I learned something really valuable on this one.

It was like, "Whoa. Wait a second." I started putting all these pieces together. I started watching very specifically what a lot of the other guys out there were doing who are actually making money and serving.

Not just ... I don't want to be a shady guy doing the stuff. I want to actually help people.  I was watching what they are doing and I was like, "Gosh, that's so sweet." It has nothing to do with ability. I know I can do it. I am just trying to figure out how. I know a lot of you guys are that way.

I am probably talking in circles now but you feel it in your gut and you are like, "This is me. That is me. I can do that. I can accomplish that," and I would imagine myself ... This is going to sound weird but I would imagine myself just tearing my goal down, just ripping it apart over and over and over.

Tons of motivational videos when I wake up because I wasn't sure how I was going to do it. Anyway. It is all I thought about and obsess over and knew that I could do it. I've noticed that it's not always true, because you got to have a life balance and that is important but I also agree to a point for a while, when you want something that's extreme ... Life balance doesn't have any option for a little while.

You got to do stuff that's not quite normal to get out there...

You want to do some kind of abnormal things. A lot of times, you get to do things that are abnormal which is true for a little bit but then it's about building systems. You don't have to do that anymore and live crazy like I've been doing. This next year, the issues that I'm running into and I've written down was ... I am having issue with scaling.

I got to get a few people here and there in place now so that I can step back and make sure I'm still providing value for my ... The goal is not for me to solely focus on this one thing on the side, I work for just an insanely amazing company. I don't want to put my number one focus anywhere else except for where I work because I love it but I also know what it takes in order to push forward on it and I am seeing that and I got that.

This year, I really caught that. It was exciting for me to do it...

Anyway. I am kind of rambling now but that's my shot. I am calling my shot, okay? I am going to do it. I am going to make it happen and it's really nerve-racking and I always hate making these videos but three years ago when I started doing this, I made the first one.

That's actually when stuff really started happening. I challenge you to go out there and make a video, publicly stating to the world and the internet what your goal is, okay? Whether that's financial or whatever the one big goal is. Don't make a huge list.

To me, that stresses me out. I never do that. I never make a big list. "I am going to do this, and this, and this." It's like, "No. That's going to stress me out and I am going to drop it all in two weeks." I got a one huge goal, just one and I know I can hit it. I have a plan to do it. It's realistic but very stretching and I challenge you guys to do the same and post it out to the world.

Anyways. If you guys want to follow my journey on this step, if you want to know how I am doing on it. Go to salesfunnelradio.com. Subscribe to the podcast, because that's actually where I am going to be tossing in a lot of these things. I got some great interviews on there already. Should be releasing the next one tomorrow but anyway, excited for it. I'm excited to see what you guys' goals are.

I think this would be a good journey. This is scary to be accountable like this, okay? Be gentle, but not too gentle because I won't grow. All right, guys. I'll talk to you later. Bye.

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

Steve's past goals videos

2016: https://youtu.be/38t5bBmjas4
2015: https://youtu.be/LA_FHdvZDB8

Click above to listen in iTunes...

I LOVE video…. And traffic. I have over 200 videos on Youtube now and here's what I wish I'd known…

Steve:

Hey, everyone. This is Steve Larsen. Welcome to Sales Funnel Radio.

Announcer:

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

Steve:

All right, you guys. Hey, I'm super excited. I'm super pumped for today because we get to talk about something that has always intrigued me. It's actually kind of the way it got started in internet when I first started working for Paul Mitchel and driving internet traffic with one of my buddies.

Since then I really haven't done much so I'm excited to welcome on to the podcast an expert in this area, thank you so much, Nick Arapkiles. How are you doing?

Nick:

I'm great, man. Thanks for having me on.

Steve:

Hey, thanks. I appreciate it. Thank you so much for coming on. I was just looking through Facebook messages before you and I got on here and I didn't realize I think you had asked if we could push the time back and I'm such a morning person, thanks for getting up this early to do this.

Nick:

Hey, no problem at all, man. I'm happy to do it. Like you said I'm not much of a morning person, but when someone like you gives me an opportunity like this I'm happy to get on.

Steve:

It's nice that you did, I appreciate it. For everyone listening, this really is probably the first time, I mean, this is the first time that we'd really spoken like this.

The guy that connected us is Ben Wilson obviously. Ben is the guy. He and I we're doing that things, Paul Mitchel and several other companies just think the world of him. He sent me a message and he goes, "Dude, I got this awesome guy. He's the man." I think I still have the message just to put it on the podcast or something.

It's pretty funny. He's like, "This sweet guy, man, he's this genius and he said he wants to come." "Hey, sweet." I'm always looking for talent, for people because I get boring for everyone I'm sure.

I'm excited to have some mix out.

Nick:

It's kind of a funny story. I met him at an event here in Colorado and then I actually ran into him at the Rockies, in the baseball game. Then he messaged me about you and here we are.

Steve:

Dude, that's great. What event was it?

Nick:

It was actually for a book publishing event ironically ...

Steve:

He told me he's going to that. Okay, cool. That's fantastic. It's funny this whole internet marketing world, it's actually a lot smaller than people think it is because people get in it, they'll get out of it, they'll get in it but the people that stick around I don't think there's ... Anyways, get around quick. What is exactly that you're doing then? You told me that you're awesome with YouTube which is awesome.

Most people forget you can even advertise there I feel like but what is it that you're doing?

Nick:

Basically, I've been doing this stuff for a lot. Do you want me to just go on to my story a little bit?

Steve:

Okay, man. Let's hear it.

Nick:

Okay, cool. I've actually been online for about six years now and two and a half of those first six years were complete and utter struggle. It's usually the case with a lot of people's stories.

I don't think I'm too much different...

Steve:

Anyone who says otherwise I feel like they are just lying or throwing a sales video.

Nick:

Yeah, I mean, it sucked at the time. Obviously it sucked at the time not having, you always expect when you get started you're thinking you're going to make money in your first day, first week, first month at least but it was tough man, it really was. I forfeited a lot of things going on.

I was actually in college at the time...

It was the summer before my last year of college so all my friends were going out partying and going to pool parties, different stuff like that. I was just dedicated to this thing. I essentially locked myself in my room that whole summer and I was dedicated to making it work and I didn't even make it work that entire summer and even years after that.

It just led me on this path I think once you get into this like you're essentially infected with the entrepreneurial bug as I like to call it.

You can't really go back from that. I mean, I kept on trying different things. I even went into the trading Forex and stuff like that but eventually came back into the marketing realm and that's where I am now like you're asking I've done a lot of YouTube stuff. That's the big thing is I really always focus on driving traffic because if you can drive traffic then you have a business. You really can do anything, it depends on what traffic you're using.

Most the time I promote different funnels like business opportunities or just affiliate programs...

I haven't really dove into much of my own stuff. I just leverage other systems that people put out and that's pretty much what I'm doing but it all stems from driving traffic and then calling people from YouTube into my world.

I like to really call it my world more so than my list.

I think a lot of people say my list or build a list. That's great, obviously you need to build a list but I think it helps me come from a better mentality than it's I'm building a list of people or a list. It's more so I'm building an audience of people, they are in my world now.

Because I think a lot of people secure a list and they just think of numbers and what it really comes down to is that these are people that are interested and they want to connect with you and they want to learn more. You have to treat them as such and I think when you do that you get a lot better results.

Steve:

Interesting. That's interesting. A lot of people I know will talk about, they'll have you fill out something.

Who are you trying to attract? What's their likes? What's their dislikes? What do they hate? Sometimes I feel like that gets pretty artificial after a while. You're just targeting people like yourself.

I feel like it's the easiest way to go...

Nick:

Yeah, to be honest I didn't express this fully but basically what I do right now is I don't actually do too much advertising where I'm paying for the clicks and stuff like that. It's mostly just all organic.

I've done a little bit of advertising here and there but the big thing is just putting content up. I know you're asking if I could drop some nuggets for YouTube and stuff like that but the biggest thing is just to continually put out content just like any other type of platform whether that's Facebook, Instagram, even Snapchat now.

It's just continually putting out content because the more content you have out there, the more likely people are going to find you...

I mean, there are some videos that I have that have seven views but there's also other videos that have 100,000 views. You never really know exactly which videos are going to hit.

You might have an idea depending on the keywords and how optimized your videos are but the biggest thing that I stress and every day I learn more and more, I'm always learning is the fact that you never really know exactly until you start putting up content which videos are really going to stick and gain some traction until you upload them.

Steve:

That's interesting you say that. Back in college also I started really, really diving into this also, same thing. I sucked at it.

There's a guy I listen to and he was saying, "You should always be publishing. Try and get a way to be in front of your people. Produce content." Just exactly what you're saying. I started doing that and making all these Periscope videos and I would put the recordings on YouTube.

I can't tell you how cool that was. Stuff started happening when I did that. The exact reason you're saying. I had some videos that were terrible but then others were completely surprising to me.

People started watching them and pushing them around. What the heck is this?

My products started getting sold organically. I was like, "This is kind of cool," I totally agree with that but I have to ask though, you're putting YouTube videos out. Try to put as many up as you can. How do you rank a YouTube video? It's hard to... these words for spiders to go crawl and stuff like that like a blog post.

What are some strategies you use to actually try and get them out there?

Nick:

It almost feels like it's changed throughout the years, I think the algorithms and everything. I'm not that geeky like that but I just noticed some trends here and there.

As of late, I've noticed that a bigger channel with more subscribers and just a little bit more authority, maybe it's been on for a little bit of while or a little while, those are the videos that's pushing up towards the top of the search engines.

You can pull back links. I know that probably gets a little bit more complex. I don't know if you're familiar with back linking.

Steve:

100%, yeah definitely.

Nick:

Okay, I just didn't know if your audience would or not but that's basically you can go out there and get some other people to put your video in a bunch of different places. The idea behind that is that the search engines see your video all over the place and they are like, "This must be a video that is good. Let's start pushing it up towards the top of the search engine."

Especially a couple of years ago that was huge and it definitely got me a lot of results but the thing again that I've noticed lately is that just having a big channel and having some decent subscribers and having people actually watch majority of your video is what's really pushing your videos up.

I've had some videos where I just started making videos and they don't get much traction at all but then I have one of my bigger channels and I just put it up and I don't really optimize it at all, I don't really do anything to it and right away it's like one of the first videos on the search engine.

Steve:

I hear of Traffic Geyser.

Nick:

Yeah the name sounds familiar.

Steve:

These sites where you just submit your video and they'll just blast it across the internet so that you could get more views. I mean, totally spam-my stuff, you know what I mean? It's the dream for every entrepreneur or internet guys to just put your stuff everywhere.

What strategies do you use for finding people to put your videos up? You know what I mean? Did you have to find related channels to yourself?

Nick:

Not necessarily. I use a website called Fiverr a lot of the times or at least I used to. I haven't been using it as much lately but it's a really cool website. You're obviously familiar with it but I'll explain it for your audience. Basically, it's just a website. It's called fiverr.com, F-I-V-E-R-R dot ‎com and basically it's a site that has a bunch of people doing a bunch of different gigs.

They'll literally do anything for you for $5. I think there's a processing fee now for like 50 cents. Essentially people will do anything for you on the internet. I should be more specific with that.

Steve:

It's funny though because I've had people like, "Rap my name." I've had people, "Beat box stuff," they'll do anything for five bucks.

Nick:

Exactly, there's a lot of different stuff that you can do. Basically I just go on there and look for back links or maybe social signals and it's not to complicated. I mean, you just have to find someone with good rating, good track record and just test them out and that's the whole thing that I always tell people too is that you just have to test things out.

You'll never really know what's working, what's not working until you go out there and actually apply it yourself...

I think a lot of people are always asking me for the secret, asking me for different things that are just going to make it click and they're going to make hundreds of thousands of dollars. That's really never the case.

You know this just as well as anybody is that you actually have to go out there and do the work, see what's working, see what's not working and then throw out the stuff that's not working and then just ramp up the stuff that is working...

Steve:

This is one of the reasons why I laugh so much when you brought up Fiverr because it started out as a great class. I'm sorry if anyone's listening that was in that class. It was like an SEO class in college and it started out great. We're learning all these cool strategies for SEO and things like that.

Then it just got like the strategies were really old. I've been doing it long enough by that point that I just knew that what I was earning wasn't significant or anything. He's like, "Hey, what you're all going to go do is you got to go create a YouTube video and think about a topic a lot and the competition in the class to see whose video can get the most views." I was like, "I could totally game that." We went and we made this, you know that, "Do you even lift, bro?"

Those videos that are out there right now, have you seen it though?

Nick:

I'm not sure.

Steve:

"Bro, do you even lift?"

Nick:

Okay, yeah.

Steve:

The next Star Wars is coming out and we said, "Do you even Jedi, bro?" We made all these funny videos of people. It was pretty cool but I totally went to Fiverr and I paid this dude $5 to send like 10,000 bot clicks.

For no views at all to just this massive spike and we went and we gave the ending presentation stuff like that like we have over 10,000 clicks on this thing and everyone's like, "Oh my gosh, that's amazing." It's in the last few weeks and what's funny is that we ended up getting contacted right before the class ended by this ad agency.

They were like, "Hey, we want to use your video to promote Star Wars stuff on." I was like, "Okay." None of them knew that this were like ... I'm sure that 50 of them were real clicks out of the ... Maybe.

What's funny though is that obviously YouTube after a while can start to see if that's crap. The views on the bottom went from 0 to 10,000 to 12 and it stayed there. We're looking at the analytics for a while and then just totally drop.

They took away all of them all the way back down to 3 views or something like that after the class was ended. Anyways, the only reason I bring that up is because A, it was a total failure and I knew what happened.

I knew enough about that world that time but it was I mean, how do you go through Fiverr and figure out who's going to be sending you real clicks and not. You know what I mean or who's going to be pushing your video around the right way or not?

Because most of it ... I like Fiverr for testing a lot of the lower level stuff but it sounds like you've got a cool way to do it that isn't that way.

Nick:

Yeah, that's actually a good point...

I'm glad you brought that up because that's very important that you find good gigs because if you are sending a bunch of fake traffic to your YouTube videos it can get your video shut down and even your account shut down because YouTube will recognize that and they see that you're just throwing all these views on there and they are all fake.

They don't like that. I've had the experience of getting a lot of my stuff shut down because of that in the early stages. Anyone listening, make sure that you're not sending crap gigs over to your videos because YouTube will shut that down real quick. In terms of finding good stuff, basically I just make sure that the vendor has a good track record.

There's one specific guy that he's probably one of the bigger gigs. He's got so many different gigs on there. I'll just let you know his name is Crorkservice.

Steve:

Crorkservice, you know, I might actually seen him before.

Nick:

I'm sure you have. Honestly he's probably one of the best out there and he's got the best ratings.

He's like the top of the top sellers...

I mean, it's no hidden secret. You just have to go through his gigs and figure out what exactly it is that you want. If you are going to purchase views I really haven't done that in a long time. I know there are some people that do it and they do actually have success because again like I was saying before, if you can get high retention views where people are watching the majority of your video, that actually can really, really help you with ranking your video on YouTube in specifics.

Just make sure that is a high retention view and again it has a good track record because that can definitely help with rankings on YouTube.

Steve:

Interesting, okay. What are you doing? I heard some people talk about we’ll give some formula or outline for what to make, what to put in the video to make sure that they’ll push pass minute seven or whatever it is.

Do you have anything that you would recommend there?

Nick:

Yeah, for sure. There’s a couple of things. The first thing that you definitely need to know, basically how I get all my traffic for the most part is it’s all based on keywords.

People come into the search engines and this is just like general in terms of search traffic. Basically people will come in, they’ll be searching for something, I mean you and I have done this just as much as anybody else is that they have a concern, they have an issue, they need help with something.

They come into the search engines and they start typing it out whether that is how to lose weight, how to grow tomatoes.

It doesn’t really matter, it just pertains to whatever your business is but they’ll start searching things in and then they’ll find your videos if you start uploading videos, you do it on a good channel, you start optimizing it.

Your videos are going to start rising towards the top of the search engines. What you need to do when you’re making your videos is that you need to let your viewers know that they are at the right place.

Let’s say for example that you did make a video about how to grow heirloom tomatoes for example. What you need to say in the beginning of the video, you need to let your viewer know that they’re in the right place at the right time.

You say, “Hey, you probably landed on this video because you are looking, you started searching out how to grow heirloom tomatoes,” right then and there they know that they are at the right place. That's what starts it out and then if you can get technical and say, you need to say this, you need to say this, but I think it ultimately comes down to is that you need to let them know that they’re in the right place and then give them value.

I know it sounds stupidly simple but I think there’s many people out there that just like they’re trying to heighten all this traffic, all this stuff through your website.

People are smart, you can’t bullshit people...

When you’re genuine, when you give value and you’re just a real down to earth person then that’s when people recognize that. People will connect with you just on that fact based alone, they might be coming searching for information they want to learn how to grow tomatoes or lose weight or whatever it is.

A lot of times people just want to connect with somebody and I can’t tell you how many times I’ve had that happen where people just, they’ll hit me up on Facebook and they’re like, “Yeah, I mean, your video is great and all that but you just seem like you’re a down to earth person, you seem like a good dude and that’s why I came out and connected with you.”

Steve:

Interesting...

I have had it happen before also and I never realized that that was probably it. I’m trying to be authentic on camera, you know what I mean? I’m just being myself and I have people come back and say, “Hey, you’re the man. I have this feeling when I was talking to you I should reach out to you,” and I was like, “What kind of feeling? All right, thanks.”

Interesting. Yeah, that’s cool you bring that up...

There really is as simple as that just answer the question, let them know that they’re there and then connect with them.

There’s a guy I was listening to and he was saying something like, “The first 20 seconds you have to do something crazy to keep their attention.

The next 60 seconds then you got to teach a little nugget then the final two minutes do something that’s also a little crazy to make sure they come back next time.” I was like, “Man, that’s a lot. All right,” but that’s so much more simpler route to do that. What kind of timeline do you usually look at when you’re trying to rank a video?

You know what I mean, like how long it usually take?

Nick:

Again, it’s kind of goes along the same thing I was talking about just before and there’ll be a lot of people that say, “You got to make two to four minutes.” I certainly agree to that to an extent because like I was saying before it’ll help you start ranking your videos a little bit more if people are watching more of your video.

If you have a shorter video it’s more likely that people are just going to watch more of it. If you have an 11 minute video then obviously less people are just going to watch it just because everyone has shorter attention spans. It does depend on the video that you’re doing because specific keywords especially like I do a lot of reviews.

I’ll be honest that’s where a lot of my traffic comes from, a lot of my buyer traffic. That's just kind of a nugget right there. If you can start doing some reviews like that’s going to be some of your best traffic out there.

I’ve got review videos that are like 10, 11, 12 minutes long and people watch the majority of it because buyers, think about this, buyers will watch, they will watch everything and they’ll read everything because they're thinking about it from your perspective. If you’re going out there and let's just say for example you want to buy a new MacBook or yeah, let’s just go with that example.

Are you going to go to the website and just like look at a couple of pictures and then buy?

No, you’re probably going to be going, you’re going to watch the hour long keynote presentation, you’re going to watch the ten minute video that shows all the details and all the benefits and features on the MacBook.

You’re going to be talking to people, you might even reach out to a support. Buyers they will do their research. To just tell you, “You have to have it four minutes long,” or, “You have to have it ten minutes long,” I can’t really tell you that exactly because if you just target keywords that are buyer keywords, people are going to be searching that stuff until they make that buyer decision.

Does that all makes sense?

Steve:

Yeah, it does. That’s a great insight. It’s not like a two to four minutes, there's not a hard fast rule, it's just hey whatever is … Make sure first that you’re actually delivering value and answering the question and coming back to them.

Nick:

Yeah, and if you’re asking for a short answer, I would say keep it shorter if you can but if you need more time to explain everything that you need I think there’s nothing wrong with that.

Steve:

What kind of buyer keywords?

I mean is there’s a trend in good buying keywords, you know what I mean that you’re saying? Like across mostly internet or things that will pull your videos apart because those keywords are more valuable or you know what I mean?

Nick:

I’ll just be honest, review videos are probably the best videos that you can possibly make.

Steve:

Really?

Nick:

Yeah, because the reason people are coming and looking for reviews is because they saw a video or they saw a product and they’re a buyer. They’re looking for more information on that, they want to get everything they can possibly know about that.

Once they figured out, once they see your video, once something clicks and they make sure it’s the right product for them then they’re ready to buy right there. Does that makes sense?

Steve:

Interesting. Yeah, 100%. I was just thinking too I’ve got like, I don’t know, 150 videos on YouTube but 90 of them are unlisted or whatever so that I can put them inside of websites and things like that.

Do you have a preference at all? Have you found that there’s any kind of, I don’t know. I don’t even know, favoritism given to people who stay on the YouTube website versus watching YouTube video embedded on a page?

Nick:

I haven’t really done too much embedding on different pages so I can’t really speak for that. One other thing I was going to touch is the fact that you can actually look at your analytics too and you can see which videos people are watching longer.

You can see the average duration on how long your viewers are staying on your video...

Steve:

Yeah, I love the stat section in the back of YouTube, it’s nuts. Most people don't look at that by a part but it’s pretty fascinating.

Nick:

Yeah, it’s great stuff and I actually just like within the last few months I’ve really started looking at that stuff a lot more and it’s really helped me. We just go back to the whole thing about testing seeing what works and then start doing more of what works.

That what I was doing is I was really taking a look at the analytics, see what the videos that people are staying on for a long time and then just making more of those videos.

Because there’s some videos where people are staying on for less than a minute through an average of 10,000 views. I’m like, “Okay, that obviously didn’t work so let’s throw that away. It was a good test, that was some good feedback, I won’t do that anymore so let’s move on and let’s find something better.”

Steve:

I just wanted to touch on something because this really matters a lot in kind of my world. I build funnels all day long, just tons of sales funnels and that’s kind of what I was looking through on your site mentorwithnick.com which is super cool, everyone should go there, mentorwithnick.com. You’ve got a quiz there and we’re a huge a fan of quizzes, it kind of pre-frame people.

You got a welcome video from you and automated email that I got and then a link over to $1 offer. Kind of a cool biz opportunity there or business product I should say.

Usually what we do when I build these types of funnels. You just kind of took me through in that mentorwithnick.com is we’ll always take those videos and enlist them and put them inside a funnel.

I mean, I never let people just sit inside of YouTube format. I think it’s interesting that you just said … I mean it sounds like almost all of your review videos they’re all on YouTube anyway which makes sense. That’s what people are searching. That’s fascinating though. I guess I’m just recapping that.

That’s cool though. Do you ever embed it all I guess, I mean you obviously did on that welcome video with Mentor With Nick.

Nick:

Yeah, that is one place that I do embed, I kind of almost forgot about that but those are like the only places. Mostly just like welcome videos or I like to call as bridge pages, like you said I do promote different things, different opportunities and stuff like that.

What a lot of people will do is they’ll just send traffic directly to an offer and while that can work for sure like I’m not saying it can.

Steve:

It’s rough though.

Nick:

Yeah, pre-frame that a little bit and kind of just introduce them, kind of welcome them into your world. That’s a big thing it’s just like saying, “Hey, I’m here for you,” like, “I got your back,” like, “Don’t worry,” like, “We got this taken care of and you know I’m going to introduce you to this thing and you can certainly take us up on that but if not, you know, just connect with us.”

So many people just want to connect with somebody, that’s what my whole video is about and after they opt in it’s just kind of saying, “Hey, I’m here,” like, “If you need anything from me you’ll be receiving some emails from me and you know I’m here to help you out.”

I think that’s just a lot better way to do things instead of just like hard driving traffic to offers...

My honest opinion that’s going to drop convergence but it’s also going to drop your audience where they just think that you’re just trying to sell them all the time.

Steve:

Yeah, 100% I agree with that and I was impressed with that video that you put out there, I thought that was really good. I always draw out funnels like crazy and in my world we call it funnel hacking.

I was going through your funnel and drawing all that out, the emails that came, things like that and it’s not like you need that welcome video, the one from you. Technically you don’t but I thought it was interesting and cool that you put it in there because I watched the whole thing and it made sense to me is like, “Hey, there’s a lot of trust and there was a lot of ...”

What’s the word?

I can’t think the word. After watching the video I was like, “Hey, this guy is real. That was cool. What a good video,” and it set me up because I have to tell you when the next video started I was like, “Eh.” I don’t know but because I watched you, I was like there was a lot more trust, like a lot more stock in that video.

Anyways, great example right there, I thought that was fantastic...

Nick:

Thank you. I appreciate that.

Steve:

Yeah, everyone go checkout mentorwithnick.com, that’s an interesting process for a bridge page right there. That’s really good.

Nick:

Thank you.

Steve:

Do you send people to quizzes a lot also?

Nick:

I use that capture page right now because it seems to be converting the best. I’ve noticed that in the past like I even got opt in pages like that up to like 50% opt in rate for all my traffic which is really good. Right now I’m sitting at around like 39%.

I mean that’s for the best that I’ve done. I’ve tested with a lot of different stuff and everything else have been kind of sitting around like 32 to 33 maybe like a little bit higher than that.

I just use that because it just kind of like gets them invested...

They have the two step opt in and you are obviously very familiar with all this stuff and that works really well where you have to click on something that makes it a little bit more congruent.

They’ve already invested a little something to make sure they put their email address in but the survey just kind of adds a little bit more like they’re taking a quiz and then they’re like, “Okay.”

Now, they need to put their email address in and they’re already a little bit more invested so they’re more likely to continue with that action, that whole congruency.

Steve:

100% plus then you can follow up with them, you got their email address and you can re-market to them and ask them if they got the trial.

Yeah, great for you, great for them. Yeah, I completely agree with that too. I had this quiz who’s probably about 50% also, same thing. It’s just quizzes are great things for people. It was only like four questions but it set them into my … It was the same thing that you did which is what I was laughing at, “Where did you hear about us from?” and it was like, “Facebook, Oprah, Obama mentioned me,” and then other.

I’ve never been on those things before but because they heard those names first and then your name last or even other, it’s a lot more stock also. Just increases your authority like crazy, not that you want to be deceptive but it does give you more authority.

The next question was like, “What age range are you in?” and these are questions that sometimes don’t even matter or you can ask questions that just kind of poke them in the eye a little bit. “How much do you make on your side business every week?” “Zero.

A hundred bucks,” and then just, “I got to choose the lowest one.” For a weight loss product, “How many products have you tried?” but at the time your solution comes up they’re like, “Man, he’s right. I fail every time at this. I do need to buy this product.”

That’s interesting though. Cool. Hey man, I don’t want to just keep taking your time. I appreciate you getting up early to do this with me. Where can people learn more about you and join your world like you were saying?

Nick:

You can add me on Facebook, that’s a good place. I am kind of maxing that out now. Lately I’ve been going pretty hard with getting people add me and everything like that. My friend list is kind of maxing out right now so I did also start up a new Instagram account, a new Snapchat account which my usernames are Mentor With Nick, just kind of goes along with my website. You can also go to my website like you mentioned before which is mentorwithnick.com.

Steve:

Mentor With Nick Instagram and Snapchat, mentorwithnick.com also and then also on Facebook. Hey Nick, I appreciate it man. Thank you so much for taking the time again and for dropping all the nuggets you did.

Nick:

Yeah, for sure man. It was fun. I always love getting on with like-minded people and just chat marketing something I’m very passionate about.

Steve:

Yeah, I appreciate it. Everyone else usually who talks about it, sometimes they feel alone in this world. Anyways, it’s cool to meet you man and I do appreciate it.

Nick:

No problem, man. Happy to be on.

Steve:

All right, talk to you later.

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