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Sales Funnel Radio

My first 5 years in entrepreneurship was 34 painful product failures in a row (you heard me). Finally, on #35 it clicked, and for the next 4 years, 55 NEW offers made over $11m. I’ve learned enough to see a few flaws in my baby business… So, as entrepreneurs do, I built it up, just to burn it ALL down; deleting 50 products, and starting fresh. We’re a group of capitalist pig-loving entrepreneurs who are actively trying to get rich and give back. Be sure to download Season 1: From $0 to $5m for free at https://salesfunnelradio.com I’m your host, Steve J Larsen, and welcome to Sales Funnel Radio Season 2: Journey $100M
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Now displaying: August, 2019
Aug 30, 2019

After the basic marketing principles are learned, tracking effectiveness really just comes down to simple numbers…

 

One of the BIGGEST reasons why people don't move forward in this game is that they feel that they’re unqualified for what they're being taught. 

 

Meaning, they say:

 

"That’s awesome, but it will NOT work in my situation." 

 

Besides doubt itself, that attitude has killed more dreams than almost anything else

 

The belief that what they're learning doesn't actually apply to them is, in my opinion …

 

 One of the biggest reasons why people don’t move forward in their lives and get what they want. 

 

I have a bee in my bonnet about this… and frankly, it pisses me off! 

 

I've had so many people say things like:

 

 "Stephen, you're in the info product space, therefore what you’re teaching can't work for me, because I'm selling e-comm..." or whatever. 

 

 So, I wanna teach you how I used specific marketing principles and applied them to an e-comm funnel!

 

I'm following marketing and sales principles, not funnel principles. 

 

The marketing and sales principles tell me what to do beyond, "What’s the model?”

 

 ...and so I just follow these principles. 

 

It doesn't matter what you sell, it has nothing to do with that. 



BEST MARKETING PRACTICES, (NO YOU’RE NOT THE EXCEPTION)

 

*TRUTH NUKE*

 

You’re selling to a 100,000-year-old brain, so unless you've found that one person in 100,000 who’s found a way to negate the human brain, this applies to EVERYONE.

 

And *YES* … it’ll work for you, even if you're in...

 

  • Retail

 

  • B2B

 

  • Multi-stage high ticket sales. 

 

And it’ll work for you EVEN if you don’t collect the cash on the internet…

 

Those types of things are mechanics.

 

 I want you to understand marketing and sales at a deeper level than just ‘how do you sell in just a single scenario.’

 

The principles are the same and the product really doesn't matter nearly as much as people think it does. 

 

(Yep, still pissed, but I'll stop pounding that point now!)

 

The bottom line is, everyone could achieve so much MORE if they just actually start executing! 



SELLING CAPITALISM SWAG

 

I love selling info products for a lot of reasons, but today, I'm gonna walk you through how I boosted the cart value for some physical products…

 

I’m gonna share the case study of my recent Capitalism Swag funnel

 

This is something that it might be advantageous for you to go to salesfunnelradio.tv to watch  - click the link and it'll take you straight to the YouTube channel… 

 

*However, my blog writer is awesome - so if you prefer to read you can stay put! 😉

DIGITAL MARKETING STRATEGY - MY OPENCART

 

So this a screenshot of the stats dashboard…

 

The cart was open for about five days, but the stats cover a week, 'cause there were a few follow-up sales that happened because we had some "seen but not purchased" email sequences going.

 

So this is July 17th - July 24th, 2019

 

There are a few key principles I wanna share with you guys on this, but first, let me show you the funnel...

 

FUNNEL PAGE #1: 

 

We gave the option to buy the Capitalist Pig t-shirts

 

(...and by the way, you can go to capitalismswag.com and sign up for the notification list if you wanna jump on the next drop.) 

 

The whole goal of Capitalism Swag is to make rather jarring t-shirts which say the message so that you don't have to. 

 

The offer was a $32 t-shirt; which was NOT cheap, but not crazy expensive either. 

 

I mean, there are t-shirts out there that cost way more than that…  but it's towards the upper range.

 

And let’s face it…

 

 It would be really weird to sell discount Capitalist Pig t-shirts - that would be against the actual message. 

 

Anyway…

 

  • There was a male fit and a female fit.

 

  • You could buy 1-5 shirts of any size. 

 

  •  We added a $19 bump which was a hat. 

 

It's so dumb to not have a bump!  

 

Anyway, the bump was 19 bucks, which is very comparable for a hat. 

 

FUNNEL PAGE #2: 

 

On the next page, we offered a hoodie for $69...

 

A little bit more expensive, but it was a super nice one.

 

...and it was like, “Hey, whatever size shirt you chose on the last page, that's the size of the hoodie you’ll get.”

 

For the next page, I remembered a powerful lesson I learned back in the day when we launched the Expert Secrets book…

 

DIGITAL MARKETING - EXPERT SECRETS STYLE

 

I’m very observant, it's one of my superpowers, and when I was at ClickFunnel I observed what Russell did like crazy!

 

One of the things I noticed was that, a lot of times, when Russell sold a book, something physical, swag, or whatever it might be…

 

The first few steps in the funnel were physical because the perceived value is extremely high

 

However, the cost of goods was also high because you’ve gotta...

 

  • Pay for them

 

  •  Print them

 

  • Put them in a box

 

  • Ship them (...and if you’re not the one doing it, the costs go up, and I'm not gonna be the one doing that!)

 

So that means super high costs at the top of the funnel.

 

However,  as we moved down the funnel, (and it was the same in the Expert Secrets book funnel), the upsells get more digital. 

 

Q: What's the cost to fulfill something that is digital? 

 

A: *NOTHING*

 

It doesn't cost me anything to fulfill on digital, but I do have to sell it harder. 

 

We know that the second “YES” is  ALWAYS easier than the first…

 

 So if I'm selling physical, I might as well have a digital something down the road…

 

Which brings me to page #3...

 

FUNNEL PAGE #3: 

 

For page #3,  I was like, "Well, what can we add that would be digital?" 

 

And sure enough, we had this thing called OfferMind MasterClass, which included a ticket to OfferMind. 

 

It’s basically an OfferMind ticket for $297, but they are also getting the OfferMind MasterClass with it as well.



FUNNEL PAGE #4: 

 

Finally,  we had ‘Thank You’ page that was actually a ‘Thank You’ page webinar with a special deal.

 

 It was a $3000 product for 50% off called My Funnel Stash 

 

Now, this is really key as we move forward…

 

It’s the reason why if they clicked ‘buy’ on the 50% OFF offer, then the actual order page, the fulfillment, and all that was actually in a different funnel... (which is why it's NOT part of the stash dashboard)…

 

... but we had sales directly from My Funnel Stache from this funnel. 

 

Now what I'm gonna do real fast is use another marker to go through this, (and let me kinda zoom this up here a little bit so you guys can see it a little better)...

 

So now it’s time to walk through some numbers…

 

CAPITALISM SWAG - THE NUMBERS

 

We had…

 

  •  1751unique people saw the first page. 

 

  • We had 121 bought a shirt = 6.9% conversion rate



  •  12 people, (about 10%-  I forgot to click the down button and see), bought the hat. 

 

  • 20 people bought the sweatshirt = 15% conversion rate

 

  • We had 12 people buy OfferMind MasterClass = 10% conversion rate

 

 

  •  We had 2 people buy the offer on the ‘Thank You’ page webinar - now that's NOT a lot, but the price tag is high. 

 

 

It's incredible, but it was also a screaming success. 

 

I launched to a hot-list and didn't spend any ad money. 

 

...and what's interesting is what happens next, check this out...

 

So if we look at this on the stats dashboard right here real quick; we had $10,700 come through just on the shirts, NOT including the ‘Thank You' page webinar. 

 

 We had 2 sales, (which is another three grand), so our actual gross amount of revenue from this funnel was $13,786.95.  

 

Now the reason why these numbers are such a BIG success is that there were only 121 buyers.

 

So if you divide $13,000 by the 121 buyers... 

 

...instead of it being an $89 cart value, (which is still awesome for a $32 shirt, it's like them buying three of everything), it was actually $113!

 

The BIGGEST thing I want you to know right now is that I'm NOT sharing this with you guys so you're like, "Oh, this is how he got us..." 

 

NO, NO, NO! This is *smart marketing*, (if I'm allowed to say that about myself)... 😉

 

This is using is the marketing and sales principles of funnels to sell anything.

 

The whole point of this funnel was to help people gain more awareness and go purchase OfferMind tickets  - that's why everything after this goes to OfferMind…

 

 #OfferMind, #OfferMind, #OfferMind.

 

Capitalism Swag was created as a front-end for OfferMind. 

 

It's also to help people create messages on their chest that say, "Hey, I believe and don't believe this!" 

But as a business, it's a front-end for OfferMind - that's why we created the whole thing!

 

This was such a huge deal because instead of it being $89, the average cart value became $113 because of the ‘Thank You’ page webinar offer…

 

...it was like everyone bought an additional t-shirt, even though only two people bought that final BIG offer. 

 

BOOSTING YOUR AVERAGE CART VALUE

 

Okay, so think about this for a second…

 

There was a $113 average cart value (no ads to hot-list shot, and it was only open for five days). 

 

  • We had ‘seen but not purchased sequences,’ so if people saw the hoodie but didn't buy, we had two or three emails that reminded them. 

 

We had a number of people buy after that. 

 

  • We had ‘seen but not purchase’ sequences that came in, "Hey, I see you didn't get the OfferMind Masterclass..."

 

... and we had a number of people that came and bought that. 

 

  • Of the 121 who entered the funnel, we got a substantial boost to the revenue by having a seen but not purchased’ sequence. 

 



  • There was also a substantial revenue boost by having 12 people buy another $20 hat order bump on the first page. 

 

These are powerful principles. 

 

We also had the option to add downsells to a couple of the pages…

 

  • If people didn't click “Yes” for the OfferMind MasterClass there was a downsell which offered it as a two-pay option for (I think) an extra $30, $40, $50.

 

So downsells on either the OfferMind MasterClass or My Funnel Stache dramatically helped the revenue.

 

APPLYING PRINCIPLES TO ANY INDUSTRY

 

I had a chance to go consult with a clothing company recently and the principle of increasing average cart value was one that I went through with them…

 

The question you ask is…

 

How can I increase the average cart value of those who are already buying and those who are already in the motion of purchasing? 

 

Q: You know what happens when you give people the option to spend more money?

 

A: They spend more money!

 

So instead of only being able to spend $32 on ads... 

 

(Right now, I have the cost of goods and I have all that stuff as well, so it's not that full amount)...

 

...there’s a significant amount more cash I can spend on ads because of those higher-priced digital upsells.

 

Now I can spend  $113 I can spend to acquire a single customer. 

 

...that's crazy.!

 

Can you tell me another t-shirt company that has the ability to do that kind of stuff?

 

 There's not many out there!

 

That's why I wanted to share this with you…

 

BREAK THE RULES

If you already have a funnel that's up and running right now, instead of going and trying to build another funnel, (which I'm not saying to not do)...

 

But go back to your initial funnel and look to see where the obvious places for upsells and down sells are?

 

If you’re thinking: “Hang on a minute, Steve! You put a webinar in the back of an e-comm funnel???”

 

“Heck Yeah, Son!” 

 

…’cause it doesn't matter!

 

The rules are more blurry than we tend to make them. 

 

If you’re thinking “Whoa, but that's an info-product practice!” 

 

I have another question for you…

 

Well, are you sure?  😉

 

TWO PRINCIPLES

 

Sooo…

 

#1: If you already have a funnel up, I challenge you to go in and say, “Where can I grab more cash off the table?” 

 

If you don't have a funnel up yet...

 

  •  I encourage you to just get something out there. 

 

  • Solve a problem

 

  •  Make something in the marketplace that's of value, and just put something up.

 

  •  Start gathering data to start tweaking stuff and that alone, right there, will start dropping false beliefs more than you trying to plan the crap out of it. 

 

  • Stop! Get it up! Just get it out the door!!!

 

#2:  I want you to ask yourself the question: How can I increase the average cart value?

 

MAX CART VALUE (& WHY IT MATTERS)

Now, I wanna run through one last piece on this to just to illustrate the principle….

 

… cause this whole game is a lot more engineer-able than most people realize!

 

Let's say I was to buy EVERYTHING in the funnel, check this out…

 

  • $32 for the shirt

 

  •  $19 for the bump

 

  •  $69 for the hoodie

 

  •  $297 for OfferMind Masterclass

 

  • $1497 for My Funnel Stache

 

... if I was to buy every single thing inside of this funnel, I would spend $1914.

 

 If someone was to buy everything from the funnel, I call that The Max Cart Value.

 

 ...I don't know if there's another term for it, I just kinda I call it that.

 

I've seen my average cart value be as high as a third of the max cart value, but that's not too often. 

 

So, let's take SaaS, for example, (aka the software industry)...

 

 For SaaS, a lot of times, it’s $100-$250 just to acquire a customer trial - that's not abnormal. 

 

So if I know, “Oh my gosh, I need to be able to fund $100-$250 just to acquire a trial,” then my max cart value better be 10x that amount. 

 

 So I if I divide my $113 average cart value by the Max Value of $1914 - that's 5%...

 

... so if I needed $100-$250 to acquire a customer, I would need to boost my average cart value.

 

Does that make sense?

 

MATH & MARKETING PRINCIPLES

 

  • One way to approach this game is to know, "Hey, this is how much money I make on average when somebody comes through my funnel." 

 

  • The other thing to consider is how much ‘typically’ somebody in your industry is spending to acquire a customer

 

  • ... and then, just try to get your max cart value as high as you can to give you the best shot at acquiring that customer for FREE.

 

… and if that didn’t make sense, go rewatch on YouTube... 'cause that’s a powerful, powerful principle!

 

When I started realizing that principle, I was just looking at the average cart value and asking...

 

“How can I get my average cart value really, really massive?"

 

But now I look at the max cart value

 

I’m like, "Oh man, I need to add another upsell in here that's worth like $500? Yeah, yeah, yeah. Let's put a $497. What is worth way more than 497?” 

 

I boost my max cart value which, in turn, increases my average cart value and that will help get me above my cost to acquire. 

 

The relationship between the...

 

  • Cost to Acquire

 

  • Average Cart Value

 

  • Max Cart Value

 

 ...is one of the things I'm looking at A LOT  when I developing funnels now. 

 

And let me repeat, it doesn't matter if your business is...

 

  •  E-comm

 

  •  Info

 

  • High ticket

 

...and it doesn't matter if you collect the actual money online or offline!

 

A lot of people get leads like this, the first funnel you see is not what they actually sell, but where they get the leads.

 

You’re using an offer for something else is paying for the leads, you're liquidating all of it, and then you're collecting all the cash on the back. 

 

I can feel there's not enough story in this episode, but I'm hoping it's walked you through a little bit more of how my brain works when I'm starting to design funnels. 

 

I have six funnels on deck right now, and they're big ones, they're hard ones, they're challenging funnels to think through and put together.

 

...and I'm excited about them!

 

 But this is what I'm looking at…

 

 How can I spend the most to acquire a customer?

 

I wanna be able to spend more money profitably than all my competition to acquire a lead. 

 

Not only am I awesome at fulfilling on it, but  my offers are amazing #I’mTheOfferGuy

 

 But if I can speak louder and be amazing, that's *HUGE*. 

 

Sometimes, people are like, "Oh Stephen, I'm not gonna speak louder 'cause my products so good." 

 

*DO BOTH*

 

  • I'm gonna speak crazy awesomely loud, (which you all know I can) 😉 

 

  • I'm gonna be able to spend more money to acquire a customer than everybody else because I understand these very simple principles.

 

So go in and start thinking through that….

 

  1. Do you actually know your cost to acquire a customer right now? 

 

  1. Do you know your average cart value? 

 

  1. What's the most amount of money somebody could spend in a buying session?

 

  1. Can you increase that ceiling? 

 

Then watch your average cart value increase as you increase your max cart value ceiling. 

 

...that's the game!

 

Once you realize that, you're like, "BOOM! Now, I got this huge list of people who are buyers." 

 

And then I can go dump all of this $13,000 in revenue back into... 

 

  1. Fulfillment for the t-shirts and all that stuff

 

  1. Back into ads… or in this case, OfferMind to make it even cooler…

 

...we’re not taking profit, I want to dump MORE money into cooler, bigger projects! … it’s exactly the same principle.

 

Hopefully, you enjoyed this!  

 

If you did, I’d love a review from you, go to sjlreview.com - that’s Stephen Joseph Larsen!

 

Be honest. 

 

If it's brutal, be brutal, but if you wouldn't mind, leave me a review. 

 

And then, go implement *this* in your business….

 

 Go figure out…

 

  1.  Where am I leaving more cash on the table? 

 

  1. Start thinking about the principles of …

 

  • Cost to Acquire

 

  • Average Cart Value

 

  • Max Cart Value

 

...and when you start looking at it you’ll realize, "Oh my gosh, this game is not as much about guessing and getting lucky as I thought." 

 

I remember when I realized that myself!

 

I'll see you next time… and hopefully, I'll see you at OfferMind



BOOM! 

 

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

 

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? 

 

That's what I struggled with for a while until I learned the formula

 

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it. 

 

Wanna come? 

 

There are small groups on purpose, so I can answer your direct questions in person for two straight days.
 

You can hold your spot by going to OfferMind.com



Aug 27, 2019

Understanding some simple 'laws' around marketing greatly increases the chance of a successful product. 

 

It's not a linear scale. It's exponential. 

 

A small principle massively determines a product's outcome…

 

I was just chatting with my crew, Colton, and Austin, I asked:

 

 "What are the most common issues you see when people are talking about their products?" 

 

You have to understand the unique position that we're in…

 

I'm coaching like crazy,  and they're here listening, hearing the questions, and my responses…

 

We also spend time going back and forth on principles of our own to figure out how to sell MORE  stuff…

 

It's a very unique room!

 

Every once in awhile, it's cool to sit back to think through what we’re learning.

 

In fact, I picked up one of my favorite books and reading some of the pages I haven't read yet…

 

 (which is funny as I just called it one of my favorite books… which is true, it is,! But it was a part of the book I haven't really read that much yet…)

 

… and all these things that I’ve been teaching and going through, the guy's saying the exact same thing. I was like, "Man!" 

 

I had this moment of stopping and reflecting on:

 

  •  What am I learning?

 

  • What are we learning as a team right now?

 

… and that's been really helpful.

 

So  I encourage you to make some time to do that also…

 

Take a moment to sit back and think about what you’ve learnt on your entrepreneurial journey here? 

 

PRODUCT MARKETING & THE ENTREPRENEURIAL JOURNEY

 

I recently did a podcast interview with somebody and they asked about my coaching style.

 

 I did NOT go out to be a coach. I am a coach, but that's NOT ‘what’ I am. 

 

I have a motorcycle, that doesn't mean that I'm a biker. 

 

 

… and equally, coaching is only just part of what I do. 

 

So…

 

 If I have the goal of what I'm moving towards as an entrepreneur, ( and this is what I was talking about in the interview I was on)...

 

As a marketing coach, I'm gonna go in and teach cash models - that's what I'm promising to teach, and that's exactly what I do. 

 

I teach models that cause cash, as a rule, NOT an exception to the rule. 

 

i.e., "As a rule, when I do that, da-da-da-da, cash pops out the other side.”

 

 Now what happens is when I'm teaching these models, there’s this really crazy thing that happens inside of each one of us

 

...it happened to me, and it still happens to me!

 

We see the goal and we see where we are currently, (and I've talked about this a little bit in the past), but what happens is I start to say:

 

 "Oh, you know what? I actually... I'm not actually worthy to pull that off yet."

 

And maybe ‘worthy’ isn't the right word, but, "I'm not ready to pull something like that off yet???" 



The ‘me’ of even a year and a half ago could NOT handle what I'm doing right now. 

 

…  it has nothing to do with systems and teams and all that stuff, ( I have those things now), but the ‘me’ of a year and a half ago would NOT be able to pull off what I'm doing right now….

 

There's no way! I've grown way too much since then!

 

So what happens is we're like, "Hey, I'm gonna go hit this goal," and as we start progressing towards the goal, all of these little blocks, all these obstacles pop along the way. 

 

Bam, bam, obstacle, obstacle, obstacle, obstacle…

 

… and tons of false beliefs about our capacities and our ability to move forward:

 

  • What should I be selling? 

 

  • Who should I sell to? 

 

 

  • "Oh, you know what? I'm glad that business didn't work, otherwise, I'd be stuck selling in it." 

 



 It's like these scales that pop away from our characters and these character flaws just start melting away from us.

 

 

 

...and this is a very not-fun thing to go through!

 

It's one of the reasons why so many people don't make it. 

 

It has very little to do with the model that we're teaching. 

 

99% of the reason someone doesn't make it in this game is that they can't hack the growth. That's it. 

 

And that's a false belief - EVERYONE can hack the growth. 

 

I'm watching my little one-year-old:

 

  •  She's walking

 

  • She's eating

 

  • She's teething

 

...she's going through a whole bunch of growth and it's super similar to going through growth as an entrepreneur. 

 

You can handle it, EVERYONE can handle the growth, but what they don't have is confidence in their ability to execute. 

 

Now that you know that about yourself, (and all these character flaws and things start popping up), what you have to be cognizant of is:

 

 "Oh my gosh, I have these character flaws I didn't know I had." 

 

Here’s what to do:

 

  • Write them down! Write them down! 

 

  • Become conscious of them. 

 

  • Don't tackle 'em all at once.

 

  • Don't compare yourself to another person.

 

It's you against you, and it's you against yesterday.

 

 ... so start writing down all the things that you're starting to see in yourself, like, man… not that we're seeking perfection... 

 

That's not what it’s about either! 

 

However…

 

  •  I can't do a podcast if I'm afraid of speaking -  which I was! 

 

  • I can't sell if I'm afraid of talking. 

 

  • I can't sell if I'm like, "Man, I don't know how to use ClickFunnels." 

 

... I’ve gotta go through a little bit of a learning curve to learn how to use ClickFunnels!

 

 And all those pieces  ...that's why people don't make it

 

People ask, "Stephen, is this gonna work for me?" 

 

"Uh, yes! But are you gonna work for it?" 

 

*Flip that question around* Are you willing to do that?



I SEE PATTERNS

As I watch some of the patterns inside of my audience and the ClickFunnels' audience, and other places, these are 10 reasons that I see  (just right off the bat) that someone's product isn't working. 

 

 

 

Just by the way they're speaking about their product, I know, "Oh, that's easily why it's not working for you." 

 

HOW TO MARKET A PRODUCT #NOT!

 

This is NOT a definitive list. This is the list that we just riffed off real quick the most common things that I see when it comes to…

 

  •  Why your product is NOT selling 

 

  • Not really doing a great job at marketing

 

  •  Issues when you talk face-to-face about your product. 

 

  • Massive issues and false beliefs around your capabilities.

 

So these are 10 things, (again, not definitive). I wasn't even going for the number 10, it just happened. 

 

I don't wanna rank these and say, “This one’s more important than this one." That's NOT what I'm saying at all, but if you are doing any of these in your product marketing, you won’t be selling as much as you could be!



10 MASSIVE MARKETING MISTAKES


 #1: TRYING TO SELL EVERYBODY

 

 

(...and this is definitely one of the BIGGER reasons why people don't sell well...) 

 

Don't do that!

 

  •  Not everyone is a dream customer of mine.

 

  • I'm not trying to sell everybody. 

 

I used to try to and anything that had a heartbeat. 

 

"Come on over here. You keeping your options open?" and all this stuff!

 

I kept trying to sell anything that had a heartbeat, and I went through 17 tries and then I learned what funnels were, and then it was another 17.

 

The second 17, I actually was breaking even -  I was actually making money. 

 

It was more money than I'd ever seen. It wasn't tons, but it was like, "Wow! It’s working.” 

 

One of the major differences between my first 17 attempts (over three and a half, four years) versus the 17 afterward, (which again was another three and a half, four years)...

 

 YES - it took me a long time to try and figure this out! 

 

"Stephen, it took you *that* long?" Yeah!”

 

I'm sharing all the lessons so that you don't have to go through that - 'cause it sucked. 

 

Hopefully, you're coming to OfferMind, so I can share more lessons with you.

 

To counteract this tendency to sell EVERYONE ...

 

 I get extremely clear on ‘WHO’ I want to sell. 

 

The more clarity you have around ‘The Who’  the easier this entire game gets! #WorldsEasier.

 

 It's so much easier to figure out what you're gonna sell when you just know:

 

  1.  ‘WHO’ you're selling

 

  1. WHAT their issues are. 

 

Anyway, that's #1

 

#2: SELLING PRODUCTS THAT ARE BETTER THAN THE REST OF THE MARKET

 

*STOP*

 

 In fact, I saw a post yesterday and I was like... (crap, what day is it? It's Tuesday, it might have been two or three days ago)...

 

 Anyway, somebody said, "Who wants to get on and help make a better ClickFunnels?" [laughter] “And maybe we could go get funding for it?" 

 

People started talking about how much money they were gonna go get…

 

"Let's go get some VC funding. And yeah, who knows a coder that knows how to code some stuff?" 

 

And I was like, "Man, that is destined for some serious failure already on so many levels."

 

 Not just the fact that they are taking on VC funding, but the fact that, by very definition, they were trying to make a better ClickFunnels!

 

….they’re already destined for failure.

 

ClickFunnels is already the category king of the funnel world. Be prepared to fight over the scraps, my friend. 

 

Clickfunnels has 80% of the market share, so here's your tiny share!

 

 ClickFunnels has something like 350 plus employees. I don't even remember how many devs they have any more, but it's A LOT.

 

The overhead they have just to keep the company up and moving... are you prepared to compete with that? 

 

That's exactly the fallacy that people have though!

 

This is in any industry…

 

For example; let's say protein. 

 

Someone's like, "Oh, I'm gonna go make a better protein powder." 

 

That sucks!

 

 Man, pull a Bulletproof Coffee.

 

Dave Asbury did a completely different thing than, "Let's just make a better coffee." He's like, "Let's put butter in it?" #What!

 

The key here is that you don't want to be better, you wanna be different or new. 

 

Stop trying to be better.

 

I'm NOT trying to be better - that's why I'm NOT the funnel guy even though I was a funnel guy at ClickFunnels. 

 

It would be actual suicide for me to position myself as the funnel guy. I didn't do that on purpose. I'm the offer guy 'cause it's complimentary.

 

Offer creation was different, no one was doing it. 

 

  • Be different rather than better.

 

  •  Be new versus better.

 

*DON’T BE BETTER*

 

Go read the books Play Bigger and Niche Down - those two books are awesome and very much talk about this piece. 

 

So, go in and…

 

 Study and learn how to create things that are different.

 

 

 I'm just gonna leave it there. This is NOT meant to be a dissertation. 

 

#3: PEOPLE DON’T KNOW WHAT YOUR FIGHTING *FOR* OR *AGAINST*?

 

 

 

I did an episode about this very subject recently -  'cause this is a HUGE deal, and it's the reason WHY I wear The Capitalist Pig T-shirt so much. 

 

The moment people understood what I’m personally, (not just product-wise), fighting for and fighting against - it calls the people who share my beliefs out. 

 

They're like, "Oh my gosh, me too." 

 

And guess what that did? 

 

It definitely caused a divide. 

 

I'm NOT trying to divide people; those thoughts and opinions about what I fight for and fight against, they were already there. I didn't create them.

 

I'm trying to see what my market is fighting for and fighting against and which ones I agree and completely disagree with, and then just be  REALLY LOUD about it. 

Just be more opinionated about the opinions I already have. I'm not creating it, I'm just being louder about it. 

 

The mistake is when your customer has no idea what you fight for or fight against.

 

People wanna buy what you fight for and against as much as they wanna buy the product. 

 

In fact, I think it was Seth Godin who said that there’s never been a time in the history of humanity where there's been so much de-tribing happening. 

 

There's never been a time in history where there's been so much separation amongst people. 

 

People are wanting a tribe. 

 

People want to know where they should be and feel included, but equally, they don't wanna be in places where they're not supposed to be. 

 

There are two equal levels... 

 

  1. They wanna be included

 

  1. They don't wanna be where they're not supposed to be. 

 

I'm giving people a place to belong by using the statement:

 

My name is --------- -------- and I am fighting FOR ------- #Blank ?! and fighting AGAINST ------- #Blank?! 

 

By using this statement, I'm actually being a voice for a core human need. 

 

When people don't know what it is that you're doing, (all you're doing in their eyes), is trying to sell 'em another product. 

 

When I know what you’re fighting against, I'm joining with a purpose. 

 

I'm saying things like: "The product is the way to fight for----- #Blank. The product is the way to fight against------ #Blank."

 

People don't know what you’re fighting for or against unless you can declare it. 

 

Know what that is that you’re fighting for and fight against. 

 

I'm fighting for----- #blank! I'm fighting against----- # blank! 

 

I fight for ...

 

  • Entrepreneurs, especially new ones

 

  • Entrepreneurs that have done a million to 10, and they're trying to get even bigger

 

And…

 

 I fight against Socialism. 

 

That’s it in a nutshell. 

 

I’m not saying don’t help people, that's not it at all. I just believe I can help more people when I'm rich than when I'm poor. 

 

And BOOM! ...if loud about that offends you,  I completely understand!

 

…. but just take the lesson. *That's* exactly what I'm talking about. 

 

There are people that are gonna want to learn from me because they're like, "Yes! I’m for and against those same things Stephen."

 

And then there are people who were like, "No, I don't wanna do that." 

 

Fight for, fight against. 

 

The way to help solve that mistake is just to listen. 

 

Once you know who your dream customers are, listen to what they’re fighting for and fighting against and start sifting through…

 

  • Oh, you know what? No, I don’t fight for that! 

 

  • I do fight that one

 

  • I fight against that one. 

 

  • I fight for that one 

 

  • I fight against that one. 

 

“Thank you, dream customer base. I’m already really passionate about that. Why don't I have that be my *FOR*”

 

I keep listening, listening, listening - that's how I chose what I’m *FOR* and *AGAINST*

 

#4: LEAD WITH THE PROBLEM

 

Now, this is a pretty common mistake. 

 

I don't remember what the stats are on this, but literally, we're seeing thousands of ads and brands every day... 

 

...even if we don't know it, they're just always around us, ads and brands all over the place, thousands of them. 

 

Most people are leading with is their solution. Products are essentially a solution. 

 

And what they're going around and doing is saying like, "Hey, come follow me over here... solution, solution, solution, solution.” 

 

That's actually an issue. 

 

Unless they're actively seeking a solution, (which sometimes people are), but a lot of times people are not…

 

Make sure you lead with the problem, NOT the solution, and the way to do that is to actually know what problem you solve.

 

I feel like most of the time when I'm watching somebody's funnel, they don't know what problem they're actually solving. 

 

You should be able to say, “This is the problem that I solve." 

 

if you can't say that …

 

If you don't have clarity about what you do or the problem you solve, your customers don't either. 

 

In order to lead with the problem, you actually have to know what problem you solve - know the problem. 

 

#5: SELLING FEATURES

 

This is super common, I see this one a lot.

 

I just got this Apple Watch and they're freaking cool. I've really enjoyed this thing. I've only had it 24 hours, and I'm amazed!

 

But I'll tell you, all the features are NOT  what sold it to me. What sold it for me, were certain stories about people using it and it actually improved their lives. 

 

It had very little to do with features. 

 

There are a few features I was excited for, but that's not ultimately what did the sale.

 

What made the sale was my own narrative:

 

  •  Oh man, I wanna get healthier. 

 

  • I realized that I actually do spend a lot of time at the desk. 

 

  • I know what I track always improves, (even if I don't do anything else with it), if I just simply track it, things will improve.

 

  • Why don't I track my health and I can become the identity that I know that I am, which is an athlete. 

 

  • It's just that I've been an entrepreneur in the past a little bit and getting the stuff off the ground…

 

I have’ an identity’ that the Apple watch gets me closer to.

 

 So stop selling with features, no one usually cares. 

 

… they're cool little ‘attaboys,’ but they're NOT usually the reason why somebody buys.

 

Buying for features is very, very, very seldom, and don't seek to be the exception there either because... 

 

Story is greater than features.

 

Oh, what's up son?! 

 

*Story is greater than features* - just keep that in your mind. 

 

If you're like "Oh my product needs one more feature to really make it awesome in order to sell." 

 

#TruthNuke! Features are NOT what they're buying in the first place. 

 

Do you have a story? This is a BIG one.

 

People start with talking about what's in the offer - and you gotta tell people what's in the offer but that's so secondary, it's like number 99 down the line. 

 

Features are NOT what causes the buying emotion.

 

….if you don't believe me, go find the podcast episode in Sales Funnel Radio called My Favorite Book, aka The Fake Book Story

 

it’s the epitome of this principle!

 

Anyway, I'm just gonna keep going on these….

 

#6:  TALKING ABOUT THE PRODUCT, NOT THE CUSTOMERS PROBLEMS

 

 I’ve kinda talked about this one a little before, but you’ve gotta lead with the problem during your actual conversation with people... 

 

Leading with the problem is how I create:

 

  •  The Offer

 

  •  The Marketing Message

 

  • The Story 

 

But I'm saying ‘in the actual conversation’ you're having over the phone or face-to-face, do NOT just start talking about features. 

 

The conversation needs to be guided around their problems. 

 

Of course, you're not gonna call them problems and come right out and ask, "What are your problems?” They're not gonna call them that, right? 

 

That's NOT what I'm saying at all. 

 

But you're gonna focus on their issues.

 

Too many times, people walk up and talk with some other person, and they say, "Yes, and the product is this, so it'll... And the product is this and does this and is this, is this….”

 

 And most of the time, somebody who's purchasing won’t always see how your product solves their problem. 

 

That's why you have to focus on the problem. You lead with the problem. 

 

As far as conversation goes, it's about their problems, NOT your solution. Eventually, you gotta get to the solution, but don't start that way. 

 

I guess that was kinda a remake of #4 

 

#7: TECHNOBABBLE

 

Technobabble isn't bad when you're talking to someone else who understands it!

 

 But if you don't understand it, “Man you feel lost in the sauce.”

 

A few nights ago, we had some friends over to hang out and play a fun card game, and it was awesome, but they started talking about a show  that neither my wife nor I had seen…

 

…. and I'm not gonna lie for a little while there it got a little bit awkward. 

 

And I know they read this, ‘What's up guys!”

 

 ...but this is to illustrate the principle.

 

(I'm laughing because I'm gonna be made fun of for this… but I've never seen Stranger Things ... I'm planning OfferMind, baby!)



 However, we've all been in a scenario where you're just like, "I don't understand what they're talking about," and it's fine…

 

 But…

 

 In a sales scenario, a confused mind always says, "No." 

 

I love Experts Secrets where it talks about how if there's anything that you perceive as being technobabble, you add what's called a kinda like bridge... 

 

...that's what Russell calls it and I love that title for it. 

 

So instead of using technobabble, you add a ‘Kinda Like’ bridge

 

Instead of saying like, "Beta-hydroxybutyrate,” you say, “...it's kinda the coals on fire at a campfire. You know how they burn a long time - that's kinda like what that is.”

 

 Then your customer's brain is like, "Oh, I get it!" 

 

The human brain learns by building off where it already is. 

 

We don't learn these random pieces of information and then be like, "How does that connect?" There are very few people on this planet do that.

 

 Instead, we learn by starting at a place of understanding and then seeing how it relates to the NEW thing. 

 

That's how we all learn, and that's how your sales message has to be. 

 

Does that make sense? 



#8: NO ORIGIN STORY

 

In general, some of these mistakes are slightly overlapped, but when there's no origin story that's a massive mistake. 

 

The Origin Story is the easiest of the stories (usually) to create, but it’s also the one that can take more time. 

 

Just 'cause it takes more time doesn't mean it's hard, but it can take more time.

 

You have to go through and test it and see which parts of the story are actually resonating with your people. People are buying the story. 

 

One of my favorite examples was at an event I was speaking at a little while ago; I told everybody to close their eyes and I said: 

 

"Guys, I wanna tell you about this really amazing time and I'm gonna lie my face off."

 

I’d already done The Fake Book Story, so I was like, "Hey, I'm gonna lie my face off, but it's to illustrate another principle, check this out….”

 

 I came home from my college classes one day and I walk up to my apartment. I open up the door and the moment I opened the door, there’s an amazing aroma of food. 

 

You can tell that there's been preparation in there.

 

I open up the door and I just get hit with this big old blast of amazing food smell... 

 

...and sure enough, on the kitchen table in our little apartment, there was this incredible spread of food. 

 

I kick my shoes off and walk across the floor over that one place that always creaks. You know that spot - it ALWAYS creaks down. 

 

I walk over and my wife is there making this amazing spread of food. She had on this apron and I totally dipped her back and gave her a kiss, and we just had a fun evening together.

 

Then, I stopped and said, "Okay, now let's think about this, what food did you imagine?"

 

I had people saying…

 

  •  Pizza

 

  • Thanksgiving

 

  • Lasagna

 

 What's funny is everyone had imagined a different spread of food

 

I said, "That's really interesting. I was imagining a different kind of food than you all did -  that's weird, that's my story though.”

 

I said, "Now, what was the color of the door that you opened up?" 

 

And people were like…

 

  • I was imagining this house we used to live in

 

  •  I was imagining this apartment we used to live in. 

 

I was like, "Oh, that's interesting. We were living in these college apartments with a blue door."I remember that blue door.”

 

I said, “ Now what was the color of the carpet?" 

 

Everyone had a different color. 

 

I said, "Well, that's weird." 

 

“And then I walk across the carpet, and remember there's that one spot that squeaks, do you remember what the squeak sounded like?

 

...people started making the squeak!

 

 I'm like, "That's funny, man. The squeak was different in my head than in your head. That's really crazy. I wonder why that happens?”

 

You have to understand that telling a story allows others to become the protagonist in ‘your’ story.

 

They become the main character in your story and they use their backgrounds and facts and experiences to experience your emotions. 

 

That's why story is so powerful. 

 

To not have a story is NOT a small deal, it's a HUGE deal. 

 

Story is what people buy; people don’t buy the offer, the offer is just the justification, The story is what creates the buying emotions. 

 

#9: SELLING THE PRODUCT, NOT THE TRANSFORMATION

 

Said another way…

 

 People are selling the drill rather than the hole. You're selling the sizzle, not the steak. 

 

You know what I'm saying? 

 

You gotta sell what your thing allows them to become and do and why it allows them to get closer to the who (#MyAppleWatch 😉) they know they are.

 

It’s very easy to buy and justify certain things when people are like, "Well, I am a----- # Blank.”

 

 And you're like, "I know. That's why we created this so that you can have that!”

 

They're like, "I get it!" 

 

It’s very easy to sell stuff when you sell the sizzle, not the steak. 

 

#10: NOT CLOSING

 

Probably the number one reason I notice people don't make sales is that they don't close - they just don't ask for the sale

 

People go in and say, "Well, I told the story, Stephen. I have an offer. I had a great hook." 

 

I'm like, “How come they didn't buy? Tell me what your closes were? What were the logical reasons to act now?" 

 



“Well, I don't know if I had any closes?" 

 

*COUGH* Well, that would be the reason no one bought!

 

People are waiting for permission to take action; most of the time you just have to give it to them. 

 

Q: “Is this something you could see yourself actually using in the future? 'Cause I feel like it could be a great fit for you.” 

 

A: “Oh yeah, totally.”

 

Q: Do you think that this would be something that you'd want sooner or later? Would you want these results now or maybe in a year from now?”

 

A: “Oh, you know, I'd like them now."

 

Q: “Debit or credit?”

 

BAM! Just go straight in for it. 

 

… and usually, the sale begins if they say, “NO.”

 

RECAP!

These are some of the major mistakes people make when they're talking about or selling their product. 

 

  1. They sell it to everybody, but not everyone's gonna buy. In fact, there's a dream slice that is pre-destined to purchase. I want them. 

 

  1. Selling what's different and new rather than what's better. No one cares about the better. 

 

  1. What are you fighting for and fighting against? That lets them join with you. 

 

  1. Lead with the problem, not the solution. That's very key, that's a HUGE marketing lesson. 

 

  1. Story outweighs features -  'cause they're not buying features. They're buying the story. 

 

  1. Your conversation about the product needs to be focused on their problems, not what you do. They’re like, "Oh man, I thought this was about me and if it was a good fit for me? ...and you just keep talking about yourself Sales guy!"

 

  1. Don't technobabble

 

  1. Make sure you have an origin story

 

  1.  Sell the problem not the solution

 

  1. Always close

 

I wanna thank you so much for being part of what I do, and hopefully, you’ll choose to come to OfferMind. 

 

BOOM! 

 

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

 

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? 

 

That's what I struggled with for a while until I learned the formula

 

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it. 

 

Wanna come? 

 

There are small groups on purpose, so I can answer your direct questions in person for two straight days. 

 

You can hold your spot by going to OfferMind.com

 

Again, that's OfferMind.com.





Aug 23, 2019

One of the simplest ways to create the noise needed for large sales is to get public about what you're fighting *for* and *against*. 

 

You'll find the added polarity CAN carry your product faster and further than you could on your own...

 

I’ve been making some people pretty livid recently…

 

...and it’s ALL because of ONE simple sentence!

 

What if I could share this dangerous fill-in-the-blank sentence with you, (it has the power to totally revolutionize your business) - would you be interested???

 

*CAUTION*

 

… this sentence isn’t for the weak-minded and it will probably bring you some haters!!! (I’ve definitely been feeling nervous recently).

 

But it’ll also help you to…

 

  • Develop your attractive character

 

  • Define your market

 

  • Increase engagement with your content

 

  • Grow your following (which is one of the questions I get asked most often)

 

…so are you ready to take this next step?


CAPITALIST PIG SALES PSYCHOLOGY #OINK

 

There are a few specific principles that I use which work very well to get my message out there, and they have EVERYTHING to do with The Capitalist Pig!

 

 But you have to understand the reason why The Capitalist Pig has worked so well and why I've made such a big deal about my schtick lately. 

 

It’s all because I’ve been taking a stand *FOR* and *AGAINST*...

 

So…

 

I'll just tell you right now, the BIGGEST thing you can do is to figure out how to complete this ONE sentence…

 

It’s coming soon….

 

(Well, I’ve gotta create some suspense... 😉)

 

#HollywoodLaunchCampaign

 

THE SENTENCE IS... 

...

My name is  --------- -------- and I am fighting FOR ------- #Blank ?! and fighting  AGAINST ------- #Blank?!

 

*THAT’S IT*

 

You just need to answer the questions:

 

  1. I'm fighting for ------ #Blank?! 

 

  1. I'm fighting against------  #Blank?!

 

… and if you can fill out that sentence, suddenly there begins to be purpose behind everything you do. 

 

Let me tell you WHY...

HOW TO INCREASE SALES

 

Recently, I had a chance to go consult with a clothing company for the whole day and we talked about how to create funnels so they could sell MORE. 

 

They do a lot of e-comm in traditional methods, such as Shopify but they were like, "Hey, we want a funnel." 

 

So I had a chance to hang out with them. 

 

They make a lot of videos, and they'll go live like four hours every day selling clothing... and they make A LOT of money!

 

So I started asking them, "Which articles of clothing sell the most?" 

 

They said, "Well, it changes a lot because we get so many new pieces in." 

 

They named a few types that did really well, and then at the end, (and this is fascinating), they added, "And frankly, any article of clothing that’s tied to a purpose."

 

 I asked, "What do you mean?" 

And *this* is what they told me:

 

"Any article of clothing that is tied to a bigger ‘why’ than the clothing itself ALWAYS sells more than anything else."

 

I’m telling you this to illustrate the point that, it doesn't matter…

 

  •  What you're selling...

 

  •  What you're doing…

 

  • What content you put out...

 

YOU NEED A ‘WHY!’

 

The Capitalist Pig thing, I totally do it for that reason. 

 

Ever since I started posting about being A Capitalist Pig, I’ve had people reach out to me totally #LIVID!

 

(... until I get the opportunity to explain to them why I do it)

 

I tell them:

 

"Look, I just don't believe that we should get government hand-outs."

 

They say, "But I believe we you should take care of people.

 

I'm like, "I do, too!”

In fact...

 

I believe can take care of more people when I'm rich rather than poor.

 

 They're like, "Oh, okay. Yeah, me too.”

 

 It’s NOT about me living in an ivory tower.

 

 But when you say:

 

 "Hey, my name's ------- -------,  I'm fighting FOR ---- #Blank, and I'm fighting AGAINST---- #Blank!" 

 

… in the long-term, people care MORE about your cause than what you sell. 

 

Do you hear that clearly? 

 

Get public about what you're fighting for and fighting against. More and more, people are WANTING a heavy scoop of opinions on the side of their product purchase...

 

We all have products, (and that's great), but until you have a cause you’re kinda invisible.

 

FINDING YOUR CAUSE

 

In Expert Secrets, Russell explains what causes a mass movement; he teaches that you need:

 

  1. An Attractive Character," (that just takes practice).

 

  1.  A Cause, (which is what I’m talking about, but most people kind of skip over).

 

  1. A New Opportunity. 

 

The new opportunity is the one that everybody typically will run to and say, "This is the one I really want. I'm so excited about this.”

 

 The new opportunity is sexy, it's attractive.

 

The attractive character is hard to develop -  you gotta deal with a lot of crap in your own head. 

 

However...

 One of the easiest ways to create the cause and know what cause you're moving towards is knowing HOW to complete this sentence:

 

My name is  --------- -------- and I am fighting FOR ------- #Blank and fighting  AGAINST ------- #Blank!

 

… it’s also one of the easiest ways to create your market positioning.

 

 I get asked questions like, "Stephen, I love this! I get it, it's awesome, but I don't know what market I serve. I don't know what market I'm against?" 

 

Filling in the blanks in that sentence is NOT just meant for your cause, it also helps you create your market positioning. 

 

I FIGHT FOR…?

 

I fight for Clickfunnels!

 

... that's the vehicle, and I’m an appendage to that vehicle. 

 

The market positioning that I have actively and purposely taken is:

 

 “Get ClickFunnels, and I will help accelerate your success with it.”

 

  •  I'm fighting *FOR* the ClickFunnels message. 

 

  • I’m fighting *AGAINST* a lot of the mainstream entrepreneurship topics. 

 

From a Broader Perspective:

 

  • I'm fighting *FOR* Capitalism. 

 

  • I'm fighting *AGAINST*the negative parts of socialism, i.e, a lot of hand-outs that I do not agree with. 

 

And... because I can finish that sentence, people know what to expect from me. 

 

THE HATERS

 

I just had a conversation with some guys, (and I can't repeat the whole thing), but they were like...

 

 "Hey, I don't understand why you do this? I don't understand the Capitalist Pig thing? Do you understand? Wake up, wake up! Are you kidding?" 

 

And I was like, "Not kidding! And understand what I'm doing for it. Have you ever turned down a paycheck? If money's so evil, when's the last time you turned out a paycheck?”

 

 Money's NOT evil. Money's an amplifier. Money accelerates us. Money just takes who we are and makes us louder in those things. 

 

If you're a jerk when you're poor, you'll be a jerk when you're rich - except you'll be an even bigger jerk.

 

The money doesn't change you. You change you. The money just amplifies you.

 

And what's funny is, I was nervous to launch The Capitalist Pig shirts, but it wasn’t because I thought it wouldn’t work…

 

(...it’s easily the biggest thing that I get Instagram and Facebook DM'ed about…)

 

Everyone and their mom wants a Capitalist Pig shirt!

 

 It was a dream of mine to get them out, and I'm very stoked about it. 

 

However…

 

 I was nervous about the next wave of polarity and what that's going to cause for those who follow me.

 

But it's just a natural part of taking a stand. 

 

FILL IN THE BLANKS SALES PSYCHOLOGY

 

The further you get in whatever business you choose; if you can find the answer and fill in the blanks:

 

My name is  --------- -------- and I am fighting FOR ------- #Blank and fighting  AGAINST ------- #Blank!

 

 If you can fill out that statement and you have a product with a marketing message…

 

  •  You're gonna offend people by nature. 

 

  • You’re gonna offend people by breathing. 

 

  • You're gonna offend people without trying. 

 

… it's going to happen.

 

The further you get down the road you go with your message, the more the polarity will increase.

 

You might think, *OH, CRAP,* but it’s splitting thinning the herd - it's just part of the game itself. 

 

I just wanna jump on here and tell you guys, “Hey look, that's natural. It's gonna happen…”

 

 But the easiest way to solve a lot of the questions you guys are asking me, which is things like:

 

 "How do I gain a following?" 

 

… is to know WHO you’re fighting *FOR* and *AGAINST*

 

To have ‘a following’ means you need to have people not follow you also, and there's no way around it. People are gonna hate you.

 

 You gotta get over it!

 

RAISE YOUR BANNER

 

 If you want a following, you need to have opinions and you need to share them

 

... which means people are gonna have opinions against you, and it's gonna shock you, and make you go like "Man, I can't believe you think that way?" 

 

But it's human nature. It's okay. 

 

Love everybody. Serve as much as you can. But the hates still gonna happen. 

 

So if you want a following, and you want your own Facebook group and you wanna have actual momentum in whatever you're creating…

 

 You have got to learn to lift a banner and be willing to catch some of the flack that comes from it.

 

The banner can't be a politically correct answer though - it has to be whatever your opinions are - you have to be unapologetic. 

 

You lift it up and watch opinions split - it's just part of it. 

 

I recommend that when you start raising your banner; stop looking at all of your social media messages 'cause it will destroy your psyche. It will wreck you. 

 

It’s nuts. 

 

You have no idea how much negativity comes, but it just strengthens your resolve. 

 

So whatever it is that you're doing…

 

  •  Figure out what you're fighting for

 

  • Figure out fighting against

 

 Understand, it's a very natural process, especially as the attractive character develops. 

 

When your cause gets stronger, the attractive character is required to get stronger. Your new opportunity gets stronger. It's just kind of a circle that moves around those three. 

 

So stand up and say like, "This is what I am for. This is what I'm against," and be open about it and speak your mind and speak your opinions around it. 

It’s attractive for a customer to follow the why as the reason for them buying the product in the first place.

 

For example, Toms Shoes...

 

 You buy a pair of shoes because you also give a pair of shoes away to somebody else.

 

… it's a pretty clear message!

 

People buy the shoes as much for the message as the pair of shoes, and it's the same thing with tons of stuff. 

 

I'm NOT saying that it has to charity-based, but you gotta figure out what it is that you believe in

 

... and then lift that banner up and be willing to catch the flack that comes with it. 

 

But first,  you need to fill in the blanks!

 

  1. I'm fighting for ------ #Blank?! 

 

  1. I'm fighting against------  #Blank?!

 

… and then we can move on to the second step of the formula which is figuring out your dream customer and your positioning. 

 

This is what creates that ‘why’. 

 

  1. It’s very easy to find which markets you serve when you really can fill the sentence

 

  1. It's very natural to figure out who your dream customer is once you know what you’re ‘for’ and ‘against’.

 

  1. Then it's very natural to find out what problems they have and then it's very natural to create a solution to their problem. 

 

  1. Next, you create an offer around that.

 

 It's not a hard formula, but most of the time, people just haven't learned it. 

 

  • I didn’t learn this formula in school

 

  •  I didn’t learn it from mainstream entrepreneurship. 

 

I kinda had to discover it myself, but only after putting in the mat time.. 

 

I'm excited for you to come to OfferMind, but I also want you to spend some time thinking about:

 

  •  What the heck you’re fighting for? 

 

  • What you’re fighting against? 

 

People want to know about you and they are looking to join forces with you, but they have to know what you believe in first, so... 

 

Start getting loud about what you believe in. 


BOOM! 

 

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

 

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? 

 

That's what I struggled with for a while until I learned the formula

 

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it. 

 

Wanna come? 

 

There are small groups on purpose, so I can answer your direct questions in person for two straight days. 

You can hold your spot by going to OfferMind.com

 

Again, that's OfferMind.com.






Aug 21, 2019

Just cause you have a BIG list, doesn't mean you have BIG leads. Here's how I turn optins into leads…

 

There’s a HUGE difference between optins and leads! 

 

A lot of people are super impressed by list size…

 

However, #TruthNuke, just because you have a BIG list, it doesn’t mean you have a ton of buyers.

 

The whole reason why you want to build a list is to sell

 

So I want to show you how to turn your optins into leads in the quickest MOST effective way possible.

 

What I’m about to share with you is some serious sales psychology because the bottom line is…

 

The more you understand human behavior, the better marketer you'll become.

 

OPTINS VS LEADS

 

On a basic level, the function of someone putting their email in, and you thinking, "Oh, I got leads..." might look the EXACT same as when someone opts-in… 

 

BUT!

 

... when you think about sales psychology itself, you might NOT be getting a lead at all. 

 

Let me explain...

 

Q: Have you ever done door-to-door sales? 

 

I ask because door-to-door sales taught me something REALLY powerful!   

 

Here’s how…

 

I did door-to-door selling pest control. I'd walk up, knock, and someone would answer, but when I was out knocking doors was I handed a list of people who were…  

 

  • Leads? 

 

  • Asking for pest control information? 

 

Q: Did the act of someone answering the door and engaging in a conversation with me make them a lead? 

 

A: NO, it didn’t! 

 

***I'm bringing this up because there are times when I've gone through somebody's funnel, and I'm like, "Oh, sweet funnel. This is actually a really cool funnel."

 

They're like, "Look at how many leads I'm getting." 

 

I'm like, "Your leads aren't really coming until step two." 

 

They're like, "What do you mean? The optins are GREAT!

 

But, NO! There’s something key they’re missing...

 

I want you to pay attention to THE FACT that…

 

 Someone who opts in for something is NOT necessarily a lead. 

 

THE DIFFERENCE BETWEEN OPTINS & LEADS?

 

Here’s a CLASSIC example:

 

Let's say you have a standard lead magnet page with a FREE PDF to download …

 

 A typical page layout would be:

 

  •  A page with a headline:  DOWNLOAD THIS COOL FREE PDF” 

 

  •  The FREE PDF

 

  • An email entry field which says: “Put your email address down below so we know where to send your PDF, yada, yada, yada.” 

 

  • A button

 

Now, let's say that AFTER some has downloaded your FREE lead magnet, you actually want them to buy a software trial.

 

Once they’ve given you their email to download the PDF, you have a list which you can send to an email sequence that pushes them to the software trial. 

 

So the steps are:

 

  1. They optin

 

  1. You put them on a list 

 

  1. All these emails push them to: "Go get the software" 

 

But think about this…???

Q: If somebody opts in are they actually a lead yet? 

 

A: A lot of times, NO

 

Q: So when does someone become a lead? (And this is important to notice)

 

A: it depends on whether you started talking about the software on the first page.

 

If you didn't... they're NOT really a lead yet!

 

Put simply...

A lead is somebody who has an interest in what you’re selling

 

... that's it! 

 

  • So when I was knocking door-to-door and someone opened the door -  we can say, they kind of opted-in. 

 

  • When I made the list of those I needed to follow back up with at the end of each day -  I was looking at my leads.

 

BUT…

 

 The leads weren't every single door on the street. 

 

I was like, "You know what, there were two people who were really interested." 

 

A lead is somebody who expresses actual interest in what you’re offering while an optin may just want the free PDF.

 

  • An optin is an act to get the FREE it's the act of getting on the list.

 

  • A lead is an act in the actual sales process.

 

Does that make sense? 

 

BUSINESS LEAD GENERATION

 

OPT- IN: “I'm opting in for whatever gets me on the list.” 

 

LEAD: I'm actually showing interest in the sales process.” 

 

I'm telling you this because it's a powerful difference.

 

 And it might sound like, "So what, Stephen?" 

 

But you need to understand that…

 

 The whole reason why you want to build a list is to sell

 

So the sooner I can get them into the zone of creating a pre-frame (#LeadMagnet), the better... 

 

I want to pre-framed potential leads on the first page. 

 

For example:

 

Sticking to the software trial scenario; let's say my FREE PDF was about cooking… that's definitely NOT a lead list for a software funnel. 

 

Instead, I need a PDF that tells people, "Hey, download this free PDF on the top 25 agencies to hire to build your next software or app..."

 

I would say that's much closer to an *actual lead* because they're showing a genuine interest in what you’re selling. 

 

“I HAVE A MASSIVE LIST!”

 

I'm saying this because sometimes people will come to me and say:

 

"Stephen, someone gave me a list of three million people. I have three million leads."

 

I'm like, "No, you don't [chuckle]... You have a random list of 3 million people." 

 

Those aren't leads 

 

You need to do things to turn them into leads before you send them to the actual thing you want them to buy. 

 

It's a HUGE difference - BIG, BIG, BIG difference!

 

Here’s how it works…

 

Let's say I've got a funnel and I've created this cool offer that I wanna sell…

 

On the first page, I have a hundred people who optin, but it's NOT something that's related to the actual thing I'm looking to sell…

 

… those leads are waaay less qualified!

 

The whole idea is to create a PRE-FRAME on the first page - whatever they're downloading needs to be a pre-frame

 

WHAT MAKES A LEAD?

 

There are two things I really look for:

 

  1. I ONLY wanna sell to those who have a pre-existing desire for the thing I'm selling - that's super key and it’ll shortcut half of your headaches in this game. 

 

The target person NEEDS to have a pre-existing desire and a pre-existing disposition for whatever it is that I'm gonna go sell. 

 

  1. On the FIRST page, the very first interaction I have with them, NEEDS to set them up for whatever they're gonna see next. 

 

One of the things I've noticed is that people will start creating a list, and think the list size is the thing that makes all the difference, but... 

*IT REALLY DOESN’T*

 

If your list is NOT pre-framed for whatever you're gonna send them to next, you just have optins, NOT leads.

 

Here's why this is important: 

 

Let's say that I have... 

 

  • A 10% optin on my first order page.

 

  • 8% optin on OTO #1. 

 

  •  2% optin on OTO #2. 

 

Let's say this is a frontend funnel, which means the prices are a little bit cheaper - it's the low-end of the value ladder things in this funnel...

 

It's NOT… 

 

  • Your high-end stuff

 

  • The biggest done-for-you services 

 

  • The expensive stuff

 

Q: Are the conversion rates of 10%, 8% and 2% acceptable? 

 

A: Yeah. 

 

I've had people say, "Man, I want more! How can I increase the conversion?"

 

You could increase the conversion rate, (and spend most of your time doing it)... 

 

I'm NOT saying that's a bad thing to go do… 

 

OR…

 

 You can just focus on getting a better quality lead in the door, and it'll probably increase your conversions anyway. 

 

Do you know what I'm saying? 

 

Changing the offer is NOT always the answer. 

 

Changing the sales message is waaay easier than changing the offer, however... 

 

Q: What's waaay easier than changing the sales message or the offer

 

A: Changing WHO you're talking to. 

 

BUT…

 

What's even easier than changing the WHO is changing the FIRST thing that they optin to... (and let's say it's free)...

 

Just change the optin and it literally attracts a different person to you - so that better people are seeing a more targeted optin!

 

Better leads are actually getting a chance to buy from you in the back end. 

 

LEAD FUNNELS & PINK VOLKSWAGENS

 

I look at A LOT of funnels! 

 

And when I'm looking at all these funnels, people are like, "What should I change?" 

 

And they'd be like, "Oh, man it looks like OTO number two is sucking it up! Look at that 2% conversion. Oh, that's super bad." 

 

However…

 

It may just be that I’ve NEVER been in the market to buy a pink Volkswagen... and you offered me a pink Volkswagen.

 

*IT WASN’T THE OFFER*!

 

(Don’t write in… I know it’s NOT a Volkswagen 😉)

 

You're just talking to *the wrong person* and you gave me the wrong pre-frame

 

For example:

 

Your optin was about cooking and now we're talking about cars... like, what?!

 

So your sales message needs to… 

 

  1. Be congruent and one pointed throughout the funnel
  2. Attract a target customer who's rich and who has a pre-existing desire to buy the thing you're gonna talk about 

 

… if you do these two things, it's waaay easier sale…

 

Because when your lead starts moving through the funnel, it's like, "Oh, of course, I'll buy a pink Volkswagen, I've always wanted a pink Volkswagen.” 

 

Your funnel gave:

 

  • A FREE PDF/ mini-course on how to take care of my pink Volkswagen 

 

  • Recordings from cool coaches on the best way to drive a pink Volkswagen

 

  • A subscription to the best kinds of gas that you're gonna ship out to me for my pink Volkswagen 

 

Then when you ask:

 

“Why don't you just buy a pink Volkswagen?”  

 

The answer is: Like, “YEAH!”

 

CHANGING THE ‘WHO’…

 

However, too many times there are HUGE message differences, and because of that, it's NOT a natural flow in the upsells. 

 

So you can either: 

 

  1. Go through all the worry of trying to change the offer (that's more challenging) 
  2. Change the message (not as challenging, but still challenging)
  3. Change the frontend optin (which can be challenging as well) 
  4. Just change who you're talking to (easiest thing to switch) 

 

Changing the customer is waaay easier than changing the offer. 

 

Hopefully, you can see that there’s a HUGE MEGA difference between leads and optins

 

Go look at your funnel and your funnel stats - draw it out (there's something to that)... 

 

And when you're looking at ALL of your stats and ALL of the pieces that are in your funnel, ask yourself the following questions… 

 

  1. Are these actually leads or are they optins?
  2. How can I take my optins and turn them into leads who are interested in what I'm gonna sell? 

 

And one of the easiest ways to do it is to fix your pre-frame. 

 

  • Fix your pre-frame
  • Fix the person that you're targeting

 

 It’s waaay easier to do it that way than to change your message or your offer!

 

Let me tell you a story…

 

KNOCK-KNOCK

 

I did two summers of door-to-door sales, and it's NOT like I was handed a list… 

 

I was handed a neighborhood to walk around and knock on doors.

 

 People optin in by starting a conversation, but leads did NOT happen unless there was actual interest.  

 

I was also a telemarketer... 

 

I remember my first day, I showed up excited to do it.  I liked doing phone sales and I wasn't bad at it… 

 

I was one of the top guys for a while; I became a team leader and I trained a bunch of teams. 

 

This other guy and I would go back and forth between #1.

 

Anyway, I was doing these phone sales, and they’d go buy these lead lists. 

 

What was hard was to realize, was that the people they were buying lists from weren't actually qualified… 

 

Meaning they weren't leads

 

They just farmed out people who were most likely to buy something, but they didn't show any genuine interest

 

Basically, they were buying optin lists. 

 

They were buying HUGE lists of contact information so it was straight cold calling. 

 

What would have made it a lead was if the contact had an interest in the product. 

 

CREATING HOT LEADS

 

One of the ways that we do this in application funnels, (i.e., high-ticket stuff), in order to turn someone from an optin to a lead really quickly on the second page of the funnel is this...

 

  • On the very first page, we'll say, "Hey, start your application process here - optin so we can send you a little mini-course, so you know what it is that we're talking about." 

 

So they optin on the FIRST page. 

 

  • On the next page is the actual application.

 

Q: What happens to somebody when they go through an application process that says, "Tell me why we should allow you to pay us." 

 

A: they become a pretty HOT lead. 

 

The selling psychology difference between the FIRST page and the SECOND page is MONUMENTAL. 

 

I’ll tell you right now, in one of my application funnels; for every 100 people who optin, about 20 of them actually complete the application. 

 

…*THAT* is the difference between optins and leads. 

 

  • PAGE #1: I get 100 optins

 

  • PAGE #2: I get 20 leads 

 

I'm telling you to do this because it will help relieve so much of the pressure in your business if you know:

 

  1.  "I'm actually turning these people into a lead. 
  2. They have a genuine interest in the thing that I'm selling and they’ve told me that - they're like, 'Give me more information… Please, can we talk?'" 

 

… versus someone who's just like, "I got people on a list."

 

Our list, right now, is about 40,000 people, but they're not ALL leads for every product I have. 

What I need to do is tell those people on my list, "Hey, do you want this cool thing about X, Y, and Z that you don't know is really a pre-frame for the thing I'm hoping you go buy later on?" 

 

THEN they become a lead for just that product. 

 

A lead for one product is NOT a lead for another product. 

 

You wanna figure out how you can pre-frame people the hardest and the fastest, early on in the funnel… 

 

Because as they progress down the funnel, you don’t want it to be the first time they see a pink Volkswagen.

 

BUYING LEADS?


There was one time in real estate where I did buy a list… and it was actually leads, kinda…  😉

 

It was a service where they grabbed the list of all the people who had somebody pass away recently in their life and they’d inherited a house or a property.

 

It's called the inheritees list. 

 

I wanted to go in and get a HUGE MEGA list of all the inheritees in my local area. 

 

So that's a list… 

 

Q: How do I turn them into a lead

 

We had a HUGE list with a thousand names of people who had inherited a property in the last 90 days. 

 

A lot of people were on the list because of a major life event were someone had passed away and they inherited a property through the Will… 

 

...and a lot of them just wanted to sell the property for cash. 

 

So I was like, "Well, let me go be the guy on that and take the cut in between." 

 

In order to take the thousand-person list and turn them into leads, it's a mechanism. 

 

I ended up getting about 100 of them to call me, and this was how... 

 

  1. I grabbed a legal pad
  2. I grabbed a red pen
  3. I wrote, "I'm so sorry for your loss. I just wanted you to know that I'm in the area and I'm actually looking to buy a property like yours for cash. We'll make it quick. Let me know if you're interested. Here's my name, my address, my phone number." 

 

 But it wasn’t your usual type of letter!

 

  • It was triple spaced down the page

 

  • We folded it up kind of rough, put it in an envelope, and DIDN’T seal it. 

 

  • We put the stamps on crooked. 

 

  • Wrote the address with BIG red letters.

 

This thing stood out so hard, it was a HUGE eyesore.

 

My wife and I would spend tons of time in the evenings, (this was when we first got married), writing out all these legal letters. 

 

(They're called Yellow Letters

 

We wrote out hundreds of Yellow Letters and we'd ship them out to people. 

 

We had 100 people call back... 

 

About half of them were freaked out thinking I was taking their house. 

 

I was like, "No, no, no, read the letter. We're trying to see if we can buy it from you." 

 

And since they just wanted to get rid of the property, we could talk them down on price based on the market value. 

 

Then I would go find buyers and match them, and take the spread in between. 

 

That was the plan… and it didn't really work. 

 

However, we ended up having 300 phone calls in a month. 

 

*300 PHONE CALLS* 

 

… those were LEADS

 

The inheritees, they where just a list. 

 

40,000 SUBSCRIBERS

 

When you have people coming into your list you're gonna be like, "I have all these people.”

 

When I send out a broadcast of 18,000 emails to one of my general Seinfeld lists, I usually get…

 

  •  A 30% open rate.

 

  • A 10%-20% clickthrough rate.

 

Just because they're on the LIST doesn't mean they're a LEAD. I have to turn them into a lead. 

 

That's ONE of the most amazing powers of funnels EVER! 

 

It's funny because some people will be like, "Well, I'm not selling anything on the Internet so I don't know if I can use ClickFunnels." 

 

I’ll be like, "What? You're taking lists and you're washing them, qualifying them and sifting them on down to your actual leads…

 

...  it’ll save you a ton of time! 

 

I'm only gonna talk to those who have a genuine interest in what I'm gonna sell to them.

 

If you guys like this stuff, come to OfferMind... 

 

That's my *UNAPOLOGETIC PLUG* 

 

BOOM! 

 

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

 

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? 

 

That's what I struggled with for a while until I learned the formula

 

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it. 

 

Wanna come?

There are small groups on purpose, so I can answer your direct questions in person for two straight days. 

 

You can hold your spot by going to OfferMind.com.

 

Again, that's OfferMind.com.

Aug 16, 2019

I have a very special guest on today, a dear friend of mine, someone I look up to and learn from constantly…

I’m very pumped about what he’s gonna share ‘cause it can really shift the dial on your business…

In fact, Russell called what he teaches…

The foundation of our entire company.

 

#ClickFunnels

You’ll know him as The Category King of The Dream 100.

He’s also a…

  • Goat Farmer
  • New Father

Welcome to the show, Mr. Dana Derricks. How are you doing, man?

 

Dana: What's up, man? Hey, thanks so much for having me back, I can't believe it.

Steve: Yeah, I'm excited, it's NOT too often I bring someone on twice to Sales Funnel Radio, (kinda as a policy almost)... I'm excited you're here.

Dana: Awesome, man, let's do it. [chuckle]

Steve: Well, hey, the show has grown like crazy since you've been on, I think you were on like literally 200 episodes ago...

HOW DID YOU BECOME THE DREAM 100 GUY?

Dana: Oh, man!

Okay, so first of all, for everyone listening for context, (in case you haven't listened to the other 200 episodes)...

Stephen makes that seem like it’s NOT a big deal… but 200 episodes for Stephen, that's like two weeks, so I was on like 200 episodes ago…

For everyone else, that's like 10 years' worth of content, so yeah!

I'm super excited, I can't believe you're 200 plus episodes in man, that's bravo...

Steve: Crazy.

Dana: Yeah.

Steve: Thanks. [chuckle]

Dana: Okay, sorry, I didn't wanna gloss over that.

Steve: No, I appreciate that, thanks.

Dana: Alright, so how I kinda became the Category King of the Dream 100 is - man, it's like ironic, right?

So I first learned about the strategy or discovered it from Chet Holmes and his Ultimate Sales Machine, he had a chapter on it.

That was NOT enough…

 

I'm like, "Oh my God, there needs to be a book on this thing" and I looked…

I thought there'd be 10 books on it, and there weren't, so that was like, "Okay, we should probably change that."

It wasn't long after I created my first Dream 100 List, like my actual intentional thing, right?

'Cause a lot of people, I’d been doing it without knowing and so...

Steve: Sure.

Dana: I finally knew, and I was like, "Alright, I'm gonna do it for real."

I put Russell Brunson's name as number one

 

...and fast forward, built a relationship with him, through the whole Dream 100 thing, and it was him, he was the reason that I became the Category King because of an interview I was doing with him.

I asked him a question, I said, "Russell, what is the ONE MISTAKE you made in your business that you wish you could go back and fix?"

And his answer shocked me. I was NOT expecting it.

He said, "I wish I wouldn't have run around for so many years trying to be everything for everyone. I wish I’d planted my flag in the ground as the funnel guy like years ago."

...and he didn't even finish his sentence, and I knew, “that means I need to go plant my flag.”

By the end of the day, I was, in my head, Mr. Dream 100. I was like the Category King already!

Then I went all in and did all the stuff that you need to do to actually be that.

Steve: Which you were already an expert in...

I mean for everyone who doesn't know, I was sitting in the room, and suddenly, Russell's talking about this guy ‘Dana Derricks’ and I was like, "Huh! That's crazy."

He's like, "Yeah, look, he sent this to me, did this to me, come on over here," and then suddenly, I saw in Russell's calendar behind his office, "Rewrite ClickFunnels' homepage copy with Dana Derricks."

I was like, "What!"

 

Dana comes flying in..., and it's where I learned how to do the whole piece of paper on the floor thing... that's how I brainstorm!

I mean behind this screen right now, that's precisely what I'm doing…

...because I watched you do that.

I mean you were already such a master at it by that time.

Dana: That was one of the best weeks in my career coming out there, that was so much fun, and you're a huge part of that.

For you guys that are listening or watching, I don't know if somehow we can, (in the notes or something), get that picture of you in that chicken suit. [chuckle]

Steve: Okay, I'll find it.

Dana: So yeah, I won't spoil it but maybe we could actually...

Man, we're gonna see each other in a month or so, maybe we could get that thing dusted off, pull it out of the closet.

Steve: It's right over there. [chuckle]

Dana: Okay. Yup, yup, yup.

Alright, keep listening everybody 'cause at the end of this episode…

We're gonna reveal how and where you can see the one and only Stephen Larsen wearing a full-grown chicken suit.

 

Steve: I think it's a great idea. [chuckle]

Dana: Yeah, awesome. Oh, yeah.

Steve: So you go in, and you realize, "Oh my gosh, I have this talent."

Russell says, "I didn't focus enough in my early career," and you planted the flag, "This is what I'm gonna be," (and it's cool because there isn't really anyone doing that yet at all)…

So what did you do from there to kind of become The Category King in everyone else's eyes?

Dana: Yeah, so I think it starts with…

You do have to have a level of confidence and certainty to deal with the impostor syndrome and shelve that as much as possible... but I think too many people miss that you have to put in your 10,000 hours before you can be Category King.

Steve: Yeah.

Dana: And so, for me, I had been doing The Dream 100 my whole life.

I talk about this in my book…

So as a 13-year-old kid, I Dream 100’d it to get high-speed internet in my neighborhood 'cause we lived in the country…

I called the phone company every week for months because we're on this dialup, “Man, how am I supposed to run an internet company off dialup?” Like, that ain't gonna work.

So I literally created a Dream 100 list of all my neighbors, that I thought would say, “Yes” if I went and asked them if they wanted high-speed internet.

...and there were 12 of them.

So I rode my bike to each one - I got 11 out of 12, closed them, hardcore, right?

 

Assassin!

Steve: You were a 13-year-old.

Dana: That's right, I mean come on, and cold knocking.

I would have closed 12 of 12... but the 12th, I had a conscience 'cause he was an old farmer, and he asked what high-speed internet was... [chuckle]

I was like, “Man, I'll leave him off.”

And anyway, I've been doing that whole life.

I did the same in high school to get myself a football scholarship to college.

 

I did all these examples leading up to it without knowing what I was doing.

And then in business, when I realized what it was and that there was a word for it and it was an actual thing, I created a system around it …

… which lead to:

  • Books
  • Podcast
  • Challenge
  • Launch program
  • Mastermind

… and all the other stuff around it.

You encapsulate the 10,000 hours you put into it, you build all the tools and all the resources for someone to come into your world and to have success with it…

 

... and I think that's the formula for being Category King.

Steve: I love that. 10,000 hours is certainly a must.

And just... I know we've been throwing around some vernacular here assuming everyone knows what it is…

WHAT IS DREAM 100?

Dana: Yeah.

Steve: I'm gonna ask that first.

Dana: That's okay. I take it for granted a lot, too.

The Dream 100 is putting the right people in place to collapse the time frames on your goals.

For example:

If someone's goal is to get access to a guy like Russell Brunson - it's doing the right things and putting the right people in place to get access to him the right way.

Sort of like I did, i.e., tangible ways I did that...

 

You did the same.

You did every bit if not better than me, probably really a lot better than me but...

First of all, it starts with buying all their stuff or consuming as much of it as you can.

Steve: Yeah.

Dana: That's kind of the golden rule.

...and then it's serving them and impacting their community as much as possible for FREE, if possible…

... and then kinda just doubling down and creating a value exchange from there.

Steve: It's interesting you said that... I'm just taking notes here...

So you mentioned being their best student - that's fascinating.

Yeah, 'cause it's interesting 'cause people will Dream 100 me, (and I'm sure they Dream 100 you, you're the Dream 100 guy), but people will do it to me, and I'm like, "I've never heard of you!"

...and then there are others who will come in, and I'm like, "I know this person, they're engaging with me, they're... " - that's impactful right there.

What do you think the biggest mistakes people make with the Dream 100?

Dana: Yeah.

By far, the biggest mistake we see (and I'm on the receiving end of all the time, and I know you're on the receiving end of all the time) is people, they'll either read my book…

 

…. or they'll somehow get some secondhand information on Dream 100 and think they're an expert, and then…

They do what I call spam 100-ing.

[chuckle]

They create a list of 100 people and then they'll go and spam 'em…

I've heard you talk about this before, we get the same thing…

They'll send you one package in the mail and then expect you to just promote them for the rest of their life or something…

...and then even worse, they put almost a condition on it or an expectation that "me doing this will get me something."

Steve: Yeah.

Dana:

The spirit of the Dream 100 is the opposite. It's unconditional giving for the greater good.

 

... if that makes sense?

Steve: So they go in, and they just start sending gifts or something and then they...

I had a few people who just straight up sent cash, and they said:

"We know that your daily rate is this amount, we need 15 minutes of your time; therefore, it's this amount. We look forward to your phone call."

It's like, I get it, and okay, clever to think of it that way, but it feels invasive.

Dana: It does!

WHAT IS THE DREAM 100 STRATEGY?

My favorite analogies for Dream 100ing are dating and marriage.

The equivalent of what they tried to do, and whenever someone sends us anything with an expectation or a condition that we're gonna do something in return…

That's no different than somebody taking a gal out on a date and the expectation that he has, or the condition that he's kind of set is that they're gonna go and do what he wants to do later that night.

It kinda cheapens the whole thing, and the gal can feel that!

 

"Oh, the real reason that you're taking me to dinner and buying me drinks right now isn't that you genuinely want to get to know me and like me. You just wanna do that later."

And we can feel that, the same way, that in that situation - it just cheapens the whole thing.

Steve: It's true, and then you're like, "Oh man, it starts to feel... "

I just got a Dream 100 package from this kid, and he took a milk carton, and he put his picture on the missing person's thing.

And it actually was super awesome!

It made me laugh and connect with him on everything he put on side of it as well too... like, "This is awesome!”

Versus there's a stack over there, I just haven't even gone through.

Anyway, Spam 100!

 

What's another HUGE mistake people make with this?

Dana: Yeah…

Saying the wrong things.

Spam 100ing is the start of it, but then it's trusting that you think you know what motivates someone and there's even a couple of words that come natural to us that we think we should use but are awful…

Like, the worst mistake you can make!

 

Going back to the dating thing…

When you reach out to Dream 100 and have communication with them, it's sort of going on a date with your childhood crush, *supermodel person*

You got one chance, and if you say the wrong thing, “Goodbye,” you're gone. Right?

Steve: Yeah.

Dana: That would be the BIGGEST MISTAKE #2 - thinking you're using the right words and saying the right things, that you know what motivates them, but “Uhh Uhh.”

Steve: Is the wrong thing something like you said, thinking that they're motivated by one thing, but they're really not, they're motivated by the other?

Dana: Absolutely!

And also we've talked about this before, and this is actually something that I plan on sharing with your audience soon…

Your messaging needs to be different from your customer to your Dream 100 target.

'Cause they're two totally different… They're motivated by two totally different things.

What we say to our customer versus what we say to our Dream 100 target does NOT work and vice versa.

 

What we say to our Dream 100 target you should NOT say to our customer, and people try to blend the two, and that's why it doesn't work.

Steve: I remember somebody asked, "Well, how do I create a relationship with them?”

How would you create a relationship with anybody? Do that!

... that's the checklist right there!

Okay, so...

  1. Spam 100
  2. They say the wrong things, (especially in terms of, I'm gonna speak to somebody and hopefully, it promotes my product the same way I speak to my customers), and that's bad blood!

So if you guys don't know, Dana is actually gonna come and speak at OfferMind he's one of the highlights, baby!

I'm super excited for him to come.

And just to give you guys even more context around this whole Dream 100 thing…

If you're like, "I still don't know what Dream 100 is?"

...totally get it, but you gotta go look up Dana after this and grab his book.

 

The Dream 100 is so powerful.

RUSSELL & THE DREAM 100

I was in a room with Russell, and he goes:

"I don't even start a business unless I can identify the Dream 100. I don't care how good the product is, how much I could sell it for, how much... "

He says, " Until I know that the Dream 100 is there, I'm not even gonna begin the product."

#Amazing

At OfferMind, Dana is gonna teach us more about the Dream 100 and how it relates to your offers.

What else are you gonna talk about at OfferMind, Dana?

Dana: Yeah, so this is so funny…

I wrote this book like I don't know, almost three years ago, and it wasn't until like, I don't know like six months ago…

*This is terrible to admit*

So Russell wrote the foreword, right?

...and that quote at the top, can you read that?

Steve: Yeah,

The foundation of our entire company.

 

Dana: That's a quote from Russell talking about ClickFunnels.

Steve: Really?

Dana: Yeah, aka the fastest-growing non-VC backed software company in history.

Steve: I didn't know that.

Dana: Six months ago, (and I've had these for years), I looked at it, and I was like, "HOLY CRAP!"

I didn't even know that I glossed over that.

That was a HUGE turning point and a shift for me to go ‘all in’ 10X on this.

So one of the things that actually inspired in my head was…

How and where I can implement the Dream 100 not just for traffic or not just for like the one thing I think it's for.

And what I realized was the Dream 100 is literally EVERYWHERE!

...and once we open up our eyes and we put the Dream 100 lens on, like the ole Dream 100 glasses...

[laughter]

Dana: (Those are the Thug Life glasses)

 

Steve: I love it.

Dana: … all this stuff kinda comes natural.

So I think the biggest, I know, the BIGGEST thing that I can bring to OfferMind...

(And we were chatting before we got on air about how amazingly complementary what we do is, you and I, Stephen and I)

Steve: Yup.

Dana: And a lot of people that come into my world, (I'll just be fully transparent), love the thought of the Dream 100…

in theory, they're all in, excited to do it, but they're NOT ready… they're just not ready...

And what Stephen does and what's gonna happen at OfferMind is…

Steve gets you ready to Dream 100

… and to do Dream 100 the right way.

And then all I do is take those of you who

  • Have a killer offer
  • Know who the heck it's for, and how to get it to 'em

 

... and then I go and help you to find where those people are and blow things up and just collapse timeframes - so that it happens A LOT quicker.

So without getting into the gory details, I think the biggest thing that I'll bring to OfferMind, (and everybody needs to literally pause this and go to offermind.com and get your ticket now before it's full), would be to know that you don't have to mess around with the difficult tech stuff.

So like …

  • Facebook ads
  • YouTube ads.

… that's NOT the best way to do this!

Figuring out ahead of time ('cause everybody you know just thinks that that's what you do next)...

NO!

Figure out ahead of time, these distribution channels, what we were talking about earlier, by way of the Dream 100, and then it's all ready.

It's like setting up the slides ahead of time.

 

All you need to do is just get your thing, and then the slides are there sending your thing to your dream customer, and you just shoot them down the slides.

So, we'll send up your Slides!

That's a weird analogy but...

Steve: [chuckle] I wanna go down a Slide.

Dana: Yeah, exactly. And the more slides, guess what, the MORE money you're gonna make.

So we'll set up the slides, and first of all, we'll know

 

  1. Who your Dream 100 is
  2. How to approach them the right way, i.e., Not the way that most do it.
  3. What to say
  4. How to build those relationships
  5. How to monetize and cash in on those relationships
  6. How to leverage your amazing, irresistible offer that Stephen is gonna help you create to the fullest, and Dream 100 the crap out of it!

Steve: Super awesome.

The purpose of OfferMind is to help you design and launch a lucrative offer.

*That's it*

But I can't even think of how to actually do that without doing what Dana also does, right?

 

So that's why this is such a fun natural fix and very excited for you to come, man. This is gonna be a lot of fun.

Thanks for taking the time to come in on both the show.. but also #Boise! Boiseano  😉

Dana: Oh, I'm super excited to come back to Boise, man. There are two people I'd go to Boise to see; you're one of them.

Steve: That's awesome, man. I appreciate it. And the other will also be speaking, so that's good too!

Dana: Guys, I'm telling you right now, having had Russell on my stage before, (which mind you, he didn't belong on), he was so above and beyond what I gave him….

He’s such an awesome human being for coming out there.

It's kinda like Michael Jordan playing on your ‘three on three’ weekend bar league basketball team, you know.

That's what it was like, so guess what, We Won!

Steve: Guess what, we won.

[laughter]

Dana: If there's no other reason than to come other than…

  • Get your offer done... okay, cool!
  • Get your Dream 100 rolling… Cool!

...but just being that close to Russell like that, I am sure everyone saw the documentary???

I don't think the Dude's gonna speak anymore.

I am not counting on it, so this could be one of the last times you get to see him speak at all.

Steve: He actually told me that he's like, "I am kind of done."

And I was like, "Well, sweet, man, thanks."

And guess how I got him, everybody???

I wrote a Dream 100 campaign

I did like four or five episodes on it, and that's why he came.

It wasn't 'cause I asked him, or he and I have a relationship…

I used what Dana teaches, and that's why Russell's coming.

It's crazy.

Dana: So y'all might not get Russell, 'cause he might have retired, but think of who you can get at your event?!?!

Stephen and I... Even me, I am way worse…

But, Dude…

I have no business working with Russell; I’m a goat farmer from Wisconsin.

 

You know what I mean? [chuckle]

But look at what we're pulling off!

Just for context, everybody…

*THIS* is a part of the Dream 100!

Look at how amazingly stacked Stephen's line up is! Just look, go to offermind.com and look.

How many other websites on the internet right now have Russell Brunson as a keynote speaker for their event? I don't know.

Steve: Tony Robbins did last week.

Dana: Okay. There you go.

Steve: That's all I can think of.

Dana: Tony Robbins did. I think Grant Cardone did, a few months ago...

 

Those are pretty BIG names for us to be in, right?

And why? Because of The Dream 100.

So I'll tell you this…

Just for a stat for everybody, when I landed Russell to speak at my event, I don't even know if you know that, you probably do, you were there.

But I remember his assistant Melanie told me that they got, (at the time) 15 solicitations for him to speak at events per week...

... that's like paid, right! Not just free.

Steve: 15 a week?

Dana: Yeah. It was more than that.

Steve: Oh!

Dana: Yeah. But 15 a week and they turned them all down.

Steve: I didn't know that.

Dana: Yeah. And it makes sense…

Minute for minute, he's arguably the highest- paid speaker in the world

But Stephen and I got him to come to our events because of The Dream 100.

[chuckle]

Dana: Not 'cause we were one of the 15 people that spam 100’d.

We did all the things that we're gonna show you at OfferMind

...and it's gonna be fun, man. I am excited.

Steve: It's gonna be awesome. Dude, I am really pumped that you're coming and I am so psyched about it.

Guys, right now, as of the time of us making this and doing this together with you guys, VIP, I believe, is completely sold out.

The room we are actually starting to look at adjusting certain things for fitting more people, so go get your ticket at offermind.com.

It's coming up, this is not...

I am a Time Nazi.

I hate wasting my time, and I hate people wasting my time.

 

I am pretty finicky about it.

I promise if you show up, I am not here to waste your time, we're gonna give you actionable things.

It's a networking event and that you'll meet people that will really change your life, but that's not why it's there.

OfferMind is a curriculum.

And I want you to come and learn these talents...

This is just a skill set. Right?

I got kicked out of college, man!

You and I, we're not like, "Look at our IQs." That's NOT it at all. [laughter]

We just know some formulas and patterns and we just keep running them.

[chuckle]

Dana: Don't lie to 'em, we met at a Mensa convention.

 

Steve: Oh, man!

Well guys, thanks so much! And thank you for being on here, man - really appreciate it.

Dana: Of course. Thanks again. See you at OfferMind.

 

Steve: Offermind.com !!!

BOOM!

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right?

That's what I struggled with for a while until I learned the formula.

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly, the right sales script to get it off the ground and sell it.

Wanna come?

There are small groups on purpose, so I can answer your direct questions in person for two straight days.

You can hold your spot by going to OfferMind.com.

 

Again, that's OfferMind.com.

 

Aug 13, 2019

He’s invited by some of the world's top salesmen to help them sell more. 

 

He’s incredible...and amazing at it - I’ve learned SO much from him. 

 

Every time he speaks, I take out a pen and paper... 

 

(Hint, hint...cue, cue...to everybody here!)

 

Please take out a piece of paper and take notes! 

 

This is a man who’s likely to make MORE money arrive in your pocket just by listening to him... ;-)

 

Mr. Myron Golden.




Myron: Hey, Steve. How are you doing, man? 

 

Steve: Fantastic. Thanks for being on here, man.

 

Myron: Absolutely my pleasure to be on Sales Funnel Radio, talking to one of my favorite trainers...teachers… ‘OfferMinds…’

 

Ooh, did you see what I did there?! ;-)

 

Steve: That's good!  

 

Honestly, thanks so much for taking the time. The feeling is mutual. 

 

I have notebooks upon notebooks from your things. 

 

Every time you come speak...or anytime I’m at Inner Circle or one of Russell's events, I’d fill a WHOLE legal pad. 

 

And thinking…

 

 

  • "Oh, man, that was amazing."

 

 

 

  • "No, that was better than the last." 

 

 

 

  • "Oh, my gosh, they're getting better…” 

 

 

Myron: You're kind, thank you.

 

Steve: You are just an incredible salesperson

 

You have so much skill and so much knowledge... 

 

I've watched you unplanned…

 

 (...and I know you've done this multiple times!) 

 

….get up and pitch someone's product better than they pitch it to an audience that doesn't know you

 

AND you'll make MORE sales than the actual owner of the product!

 

How do you do that?! I know that's a huge question, but that's amazing…

 

HAVING NO INHIBITIONS

 

Myron: First of all, how I do that in particular, is how I sell. 

 

First and foremost, I have to believe in the thing that I'm selling. If I believe in the thing that I'm selling, then it's easy for me to sell it. 

 

What I mean by that is...

 

Most salespeople don't even realize that they haven't gotten out of their own way yet. 

 

Most people who sell things, whether they sell cars, or sell shoes, or sell online courses… or whatever...  

 

… they believe that selling is doing something ‘TO’ people not doing something *FOR* them. 

 

So first and foremost, I look at selling as a service. 

 

I look at it as something that I do *FOR* people’ that makes their lives better. It makes the world a better place because people like me are selling.

 

So I don't have ANY inhibitions. 

 

For example...a pitcher will have pain in his shoulder, and he can't throw the ball as fast, or a golfer will have pain in his back and he can't swing. 

 

Because subconsciously, his body knows that, “This movement is gonna hurt me or hurt someone.” 

 

Right? 

 

When we are incongruent or when we have incongruence about selling in general, that makes it hard for us to sell things. 

 

I think the thing that I have going for me when it comes to selling is that I have *NO* incongruence in me whatsoever. 

 

If I feel like a product isn’t good, then I wouldn't sell it to somebody in the first place! 

 

Does that make sense? 

 

Steve: Yeah, that makes sense.

 

Myron: I get out of my own way.

 

Steve: And I mean, you've done that multiple times. 

 

I saw you do that at Dream 100 Con

 

I mean, you're the guy that Russell Brunson asks to come re-pitch ClickFunnels' amazing offer after he's pitched!

 

Myron: Yeah.

 

Steve: It's impressive.

 

Myron: I'm honored. I'm honored by Russell. I appreciate him more than I can say... 

I've got so much belief in what he offers, that selling a Russell Brunson coaching program is easy for me to sell.

 

(...even though he doesn't consider himself a guru, okay? I'm gonna call him my bounce-back guru.) 

 

Because I went out, made a fortune and had a lot of great things happen in my life. 

 

And then…

 

 I went through seven years of life devastation.

 

Like every year, major tragedy after major tragedy, of some kind, happened in my life. 

 

...from 2007 through 2013. 

 

I signed up for another coaching program in 2014 and I just didn't like that kind of work. 

 

I don't believe that the key to success is to find something you're passionate about and the money will follow.’’

 

I DON’T believe that's true.

 

Steve: I don't either.

 

Myron: But I do believe that…

 

 If the work that you’re doing doesn’t match the person that you are, you will never create wealth or massive world change in that arena - because your ‘doing’ has to match your ‘being’. 

Right? 

 

The coaching program was great; they had a lot of people making A LOT of money...it just wasn't the kind of work that suited me. 

 

After that in 2015, I joined Russell's Inner Circle and my life has been on an upward trajectory financially, ever since then. 

 

Selling a Russell Brunson coaching program? That's like the easiest thing in the world for me to sell! 

 

Because he is the one person who I can point at and say, incontrovertibly, has helped more people to become millionaires in a shorter period of time than ANY other human being I've ever known of.

 

Steve: Yeah, not even just “known of”. I've never heard of anyone doing that!

 

Myron: Exactly. 

 

And he's not an MLM guy. He's just a guy who teaches you frameworks that work. 

 

So standing up and selling his product is easy because…

 

 I wasn't selling the product I was selling the payoff

 

...and I know what the payoff is because I get paid from that payoff all the time!

 

So that's why, if I can look at something and it makes sense, then it's easy for me to see how it makes sense... 

 

...then it's easy for me to say HOW it makes sense in a way that's easy for people to receive.

 

Steve: It's powerful stuff! And you know what's funny?

 

I feel like there's a lot of people who are jumping in entrepreneurship…

 

(which is great!)

 

….but they do it under this notion that it's NOT sales, it's “entrepreneurship”. 

 

But  like,  “ Eh, entrepreneurship IS sales. It's a sales role."

 

Myron: Yeah, exactly.

 

Steve: And if you're lying to yourself about that, you're already a bad entrepreneur!

 

To be an entrepreneur is to be a salesperson.

 

Myron: Exactly.

 

Steve: How can people be better? 

 

How can they get rid of the inhibitions around selling?

 

Myron: Let's start with this. 

 

So as you just said…

 

The reason that people say, “I'm an entrepreneur, I'm not a salesman," 

 

(What does that even mean?) 

 

...that is because they think there's something inherently wrong with sales! 

 

But I'm gonna fix that right now. 

 

BLOOD & SALES

 

…. the people reading right now - they can agree or disagree. 

 

If you disagree ...here's what I'm gonna say to you…

 

”You've been wrong before… congratulations, it's happening again!”

 

So I happen to have some money in my pocket….

 

….if you take some money out of your pocket, any amount of money… and you look at that money - just check it out - and you’ll realize that: 

 

  1. All of the money that you have... 

 

  1. All of the money you will ever have...

 

To do the things…

 

  •  You desire to do for yourself...

 

  • For the people that you love...

 

  • The causes that you care about...

 

The only reason it's possible for me, you, or anyone else to ever have money is because somebody somewhere sold something to someone for a profit. 

 

PERIOD.

 

(I wasn’t gonna go here, but I will…)

 

Money is like blood, right? 

 

Money is like blood, in that, money is stored in a bank. 

 

Where's blood stored? 

 

Steve: In your body.

 

Myron: Well, no, it's stored in a blood bank. 

 

Money is stored in a money bank, right? 

 

Steve: Oh, I get what you're saying.

 

Myron: Blood is stored in a blood bank. 

 

Blood has to be in circulation in order to give life to your body and money has to be in circulation in order to give life to the economy.

 

Steve: I love that. 

 

Myron: Right? So money is very much like blood. 

  • Blood carries oxygen to every part of your body. 

 

  • Money doesn't really carry oxygen, but it does help you breathe. 

 

… because when you don't have any money, you feel like you can't breathe.

 

Steve: That's true.

 

Myron: Right? 

 

But also…

 

 Money is a mass noun, just like blood is a mass noun. 

 

Yesterday, I went and got some blood drawn - I didn't go get ‘A blood’ drawn, I got SOME blood drawn. 

 

… even though it's singular, it's a mass noun. 

 

So you have to put “some” (which is plural) in front of a singular word. 

 

You'd never say "I gave A blood," because that doesn't make any sense. 

 

I gave SOME blood. Well, guess what? 

 

When it comes to money, you wouldn't say, "I gave A money..."

 

It's SOME money. 

 

Money and blood are both mass nouns. 

 

Money and blood are both fungible. 

 

Q: Now, what does fungible mean? 

 

Well, you drove my car when you were in Tampa.

 

Steve: Yeah, great car, beautiful car.

 

Myron: With my name on the floor mat.

 

Steve: On the floor mats right there, that was...wooooo!

 

Myron: I drive a Bentley Continental GT. 

 

If I let Steve borrow my car, when he brings my car back, my car is NOT fungible. 

 

It's a car, but he can't bring me back a Volkswagen Jetta and say, "Here Myron, here's a car." 

 

You have to bring back the same car! 

 

...or at least the same kind of car in, at least the same kind of condition.

 

(Preferably my car, right?)

 

So if somebody borrows a car, a car is NOT fungible. 

 

If somebody borrows my golf clubs... 

 

(… I wouldn't let somebody borrow my golf clubs 'cause those are my babies!) 

 

 

But if I did, it's like, "No, you can't bring me back some other golf clubs." 

 

"Well, they're golf clubs! What difference does it make?" 

 

No! Golf clubs are NOT fungible. 

 

If you give blood at a blood bank and then get in a car accident, you need to go get some blood… they don't have to search through millions of pints of blood to find the exact blood you gave!

 

Steve: "Oh, here are your cells!" 

 

Myron: Exactly. 

 

They just have to find the same blood type. 

 

It's like with money. 

 

Money is fungible. 

 

If you loan me $5, you don't care if I pay you back the same bill. 

 

Or if you owe me $50 then you don't care if I pay you back a $50 bill. Or two $20s and a $10 or five $10s or 10 $5s. 

 

You don't care. 

 

Q: Why? 

 

A: Because money is fungible. 

 

As long as it's the same currency type (#American dollars), you don't care. 

 

You don't wanna loan me $50 in American dollars and I give you back Costa Rican dollars. 

 

That wouldn't work. 

 

So…

 

 Money and blood are very much alike.

 

So here's what you gotta realize. 

 

The only reason any of us EVER have any money in our pocket to do…

 

  • The things we wanna do 

 

  • The things we desire for ourselves

 

  •  The things we desire for people we love or the causes that we care about 

 
… is because somebody somewhere sold something to someone for a profit. 

 

Here's what that means: 

 

Just like money is the blood, it keeps the economy alive, money is the lifeblood of the economy. 

 

Salespeople are the heart of the economy that keeps the blood flowing. 

 

If you are in sales, free yourself from the idea…from this ridiculous Hollywood notion that selling is somehow doing evil in the world. 

 

Hollywood does way more evil in the world than salespeople!

 

The government tries to demonize business and salesmen and entrepreneurs while they do WAY more evil in the world. 

 

 Here's what you gotta realize... 

 

Being a person who is in sales (a salesman or saleswoman) is one of the most noble, honorable positions and vocations in the world.  

 

You make the world go ‘round.

 

Once you realize how essential salespeople are in the world and how much joy they bring into the world?

 

Salespeople bring joy into the world! 

 

Remember how good you felt last time somebody sold you a new car? Or somebody sold you a new house? You felt great!

 

Why?

 

 Because they sold you something that made your life better. 

 

Salespeople bring more joy into the world than almost any other profession. 

 

So once you wrap your mind around what selling really is…

 

… that FREES you up from all those internal conflicts and incongruencies that create the cognitive dissonance that restrict you from going out and making your offers boldly.

 

Steve: I 100% believe that.

 

Myron: That was a long answer.

 

Steve: But it's an amazing answer. 

 

It drives me crazy…. "Money's evil." 

 

Money is NOT evil, money is an amplifier. 

 

I feel like (most of the time) when someone is NOT good at sales, usually they need to redefine their relationship with money. 

 

They have so many *false beliefs* around money.

 

Myron: Absolutely.

 

Steve: Do you find that to be true? 

 

Myron: Absolutely. 

 

I'm gonna say, money IS an amplifier, but I'm gonna add a caveat.

 

Because money IS an amplifier…

 

  •  If you're bad, money will make you a worse person, or give you the opportunity to do more evil in the world. 

 

  • If you're a good person, money will give you the opportunity to do more good in the world

 

HOWEVER…

 

Money itself is NOT bad, nor is it neutral. Money itself is good. Money is a good thing.

 

Steve: Right.

 

Myron: How can you say money is a good thing? 

 

Q: What is the substance that represents wealth around the world since the beginning of time? 

 

What's that substance? 

 

Steve: Gold.

 

Myron: Gold, that's right.

 

Steve: Yeah.

 

Myron: Gold is the substance that represents wealth. 

 

The first time gold is mentioned in Scripture is in the Garden of Eden. 

 

Here's what God said, "And there was gold in that land, and the gold of that land is good." 

 

Now, wait a minute, wait a minute! 

 

Help me understand something here. 

 

  • The Garden of Eden is a place where all the food is free. 

 

  • The Garden of Eden is a place where there were only two people who ever lived there, Adam and Eve, (last I checked, they were married to each other)

 

There were no stores, there was nothing for sale, and yet God put gold in the Garden of Eden and then, He made sure He told us it was good.

 

Money is good. It's not neutral. It's not bad. It is inherently good. 

 

You can do bad things with money, but it’s inherently good. 

 

A car is inherently good - it's not bad to not have to walk everywhere you go! 

 

It's good to be able to get places faster and it gives you the ability to save time and put more experiences in your life. 

 

But people have run over people intentionally with cars!

 

You can do something bad with something that's good but it doesn't make the good thing bad - it just means that a person did a bad thing with it.

 

Steve: And the person did it, NOT the car, or the gold, or the object!

 

Myron: You know how you talk about the Capitalist Pig it really irritates people? 

 



THIS MAY OFFEND YOU

I'm gonna say something that really irritates people.

 

Steve: Yeah. 

 

Myron: I'm not attempting intentionally to offend anybody (that's not my intention) but if they get offended…. they should probably grow up a little bit! 

 

So the government talks about gun violence, right? 

 

Steve: Yeah.

 

Myron: Oh, there's no such thing as gun violence. 

 

I know, I just lost a bunch of people....but I lost the ones I wanted to lose.

 

Steve: Sure.

 

Myron: Okay? 

 

There's no such thing as gun violence. I have a whole bunch of guns, not one of them is violent.

 

(I know I just lost a bunch of people… but I lost the ones I wanted to lose)

 

Steve: Me too. It's so funny, they're just sitting there and they never harmed anyone. 

 

 



Myron: They don't do anything to anybody.

 

They just mind their own business!

 

In fact, they don't even mind their own business ...because they don't do anything. 

 

They just sit there until I go to the range and I practice. 

 

There's no such thing as gun violence, it's people violence and some of those people use guns. 

 

Nobody talks about...

 

Steve: Car violence.

 

Myron: Car violence. 

 

Nobody talks about fist violence. 

 

It's stupid, it's like saying, "My stupid pencil failed that test." 

 

*Your pencil didn't take the test* 

 

Steve: I'm gonna use that one! 

 

I wish I would have known that when I was in elementary school, hah. 

 

“My pencil's broken!”

 

Myron: "My pencil...I can't believe this... What kind of pencil is this?!”

 

Steve: So we've gone through and said, “Okay, in order to get better at sales, you really need to embody…”



Myron: You have to fall in love with it.

 

Steve: Sales are incredible.

 

Myron: You have to fall in love with it.

 

I love sales and salespeople. 

 

Pray for salespeople every night when you go to bed. Thank God for them every morning when you wake up. 

 

Stop being, "I can't believe that person tried to sell me something." 

 

When somebody tries to sell something to you, get excited about it and watch their process and see what you can learn.

 

Instead of , "I can't stand these stupid infomercials. I can't stand these stupid commercials….”

 

 I like infomercials… I really love them! 

 

Steve: Me too! I watch them for fun. 

 

Myron: Goodness, they're so entertaining!

 

I'm like, "Ooh, that is such a great idea!" 

 

Steve: Oh man! So we’re saying …

 

THE STRUGGLE IS NOT REAL!

 

Number one: You can't even learn any of the skills or real tactics that you teach if you can't even accept the fact that…

 

  1.  Sales ARE good.

 

  1. That money IS good.

 

Myron: Absolutely, absolutely! 

 

And that you are doing good in the world when you sell things to people. 

 

Do you understand that people only buy something because they value the thing they're buying more than they value the money? 

 

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

 

Steve: Yeah, money is GOOD. Sales are GOOD. 

 

I'm writing down some of the notes here... 

 

What else would somebody need to do? 

 

I mean these are all major foundational pieces before you even get into tactics…

 

(or even things that you'll be speaking at OfferMind about)

 

So what else can somebody do to just increase their sales? 

 

They're like, "Hey, I've got those things, I know sales are GOOD. I know money is GOOD." 

 

What would be the next step? 

 

Myron: 

 

Realize that the struggle is not real, it's imagined. 

 

“But sales are SO hard!” 

 

No, no, no, no, that's just a story you tell yourself. 

 

Sales are NOT hard, you're just NOT good at it. 

 

I love what Jim Rohn said his mentor told him. 

 

He said, "Mr. Rohn, Mr. Rohn. Don't wish it were easier. Wish you were better."

 

Steve: Ohhhhh...there's some zing on that!

 

Myron: That's juicy, ain't it? 

 

Steve: It's a little sting, there. A little spicy.

 

Myron: Yeah, he was like, "Sales is hard." 

 

No, no, no, no. It ain't the problem. 

 

Sales are not hard. Sales are really, really easy! You just don't know how to do it. 

 

Jim Rohn said his mentor, Mr. Earl Shoaff asked him, “So how much money do you make?" 

 

He said, “Well, I don't make that much. I'm broke.” 

 

His mentor said, “How is it that you, being 26 years old and a healthy American male...and you're broke?” 

 

He said, “Well, I can't help it. This is the job I have. This is all they pay.”

 

His mentor said, “Well, now Mr. Rohn that's not true. Let me ask you a question. Are there people who work for your company that get paid more than you get paid?" 

 

He said, "Yes." 

 

His mentor said, "Well then, that's not all they pay. That's just all they pay YOU."

 

And I said, "That is so good!"

 

Steve: I totally I can hear his voice as you say that. You do it well!

 

Myron: That's all they pay *YOU* 

 

So what we have to realize is…

 

 Mr. Rohn said, "It's too expensive." 

 

"No, Mr. Rohn. The problem is not that it's too expensive. The problem is that you can't afford it." 

 

We always wanna blame it on something outside of ourselves. 

 

We always wanna relieve ourselves from the responsibility to do the thing, but the reality is... the reality is that sales ISN’T hard…

 

“…I just haven't learned how to do it yet!”

 

I'm gonna tell you something, Steve. 

 

I have NOT always been good at sales. 

 

When I got started in sales in 1985 selling insurance and investments through a company called AL Williams, I was not even good enough to be bad yet. 

 

I was so bad, I was worse than bad! 

 

I got started in October of 1985 and I did not make my first sale until April of 1987. 

 

I was working and doing presentations... and I was woefully awful. 

 

See, here's what happens. 

 

Most people are not willing to be bad long enough to get good.

 

I was making offers and doing presentations from October of 1985 to April of 1987. 

 

(By the way, if you're counting that's 18 months before I made a single, solitary sale.)

 

Shortly after I made that first sale, I became the top salesperson in our office month after month after month after month. 

 

Some of you will say, "Well, Myron. How did you do that? What was it that changed for you, that took you from not being able to make the sale, to being the top salesperson in your office?" 

 

*EASY*

 

 I ran out of all the ways that wouldn't work.

 

Steve: Mat time!

 

Myron: The only thing I had left? The ways that it WOULD work. 

 

It's so amazing, Steve. 

 

People resist the only activity that can help them get better at the thing they are desiring to do.

 

They'll create all kinds of creative avoidance around not doing the one thing, i.e., 

 

  • Making offers

 

  • Doing presentations.

 

DON’T HIDE

 

I'm gonna tell you something, I've got a young lady who's in one of my high-end coaching programs. 

 

Her name's Eileen, I think you met her. 

 

This particular coaching program is $40,000 and they have to put at least half down and then they get on weekly bank drafts, right? 

 

So she's like, "Myron, I really wanna get in this and I don't have the money. I don't know what to do." 

 

First of all, she came to me and she didn't hide from me. 

 

She came to me and said, "I don't have the money. I don't know what to do. What should I do?" 

 

I'm like, "This person's gonna be awesome." 

 

… because when they didn't have the answer, they knew there was an answer…

 

... and so they ASKED for the answer instead of avoiding the place where they could get the answer.

 

Steve: Yes. I'm a student of exceptions. 

 

If you don't have the means, or you don't have whatever... 

 

JUST FIND ANOTHER WAY. 

 

It doesn't mean that you're blocked!

 

You keep moving!

 

Myron: Yeah, exactly.

 

Here's what I told her:

 

 "Eileen, you already have a $4000 offer. Raise the price to six and make more offers.

 

 In fact, take the people who are in your current database right now and give them a date at which you're gonna raise your price to $6000 and give them an opportunity to get it now for only $4000.

 

 Raise your prices." 

 

I said, "Then the second thing you wanna do, raise your prices and make more offers." 

 

Now, here's what make more offers means to me: *Collapsed timeframe*

 

  • Take the number of offers you would do in the next year and do that in the next month!

 

  • Take the number of offers you'd do in the next month and do that in the next week!

 

  • Take the number of offers you'd do in the next seven days and do that many offers today! 

 

You will have the money in less than 30 days. 

 

She called me a week later, "Myron, I have the money."

 

Steve: That's SO cool.

 

Myron: It’s something as simple as “make more offers”. 

 

I can tell you story after story. That's not unusual, but it is unusual to find people who are willing...

 

  1. To make an offer! 

 

  1. Adjust the offer and then make that offer to another person when somebody says no to their offer

 

  1. Make that offer just the way it is to 10 more people just to see if the problem is the offer... OR if it’s just the way they're offering it.

 

Steve: Right, right.

 

Myron: 

 

Most people won't allow themselves to stay in the game long enough to figure out how to win the game.

 

Steve: You know, it's funny. I went back and I recounted how many tries it took me... and it was 33 failures over six years

 

It was painful...

 

Myron: Well, why didn't you quit? 

 

Steve: Right? Yeah, I know. 

 

Someone was like, "Why did you think you could keep going like that?" 

 

I was like…

 

I realized that failure is largely made up. You just learn. Everything is progression. It's not win-lose, it's just progression.

 

Man, I had a lot of garbage in my own head around the beliefs in money that I had to overcome.

 

Myron: Absolutely.

 

Steve: Before I could even sell what I was making in the first place.

 

ALL WORK *WORKS*

 

Myron: Absolutely. 

 

What's really interesting that a lot of people don't realize? 

 

They'll say, "But Steve, it's not working! But Myron, it's not working!" 

 

I say, "Okay, first of all, let me help you understand something. All work WORKS."

 

Steve: I'm gonna put that on my ceiling!

 

Myron: All work works. There's no such thing as, "I did that thing, and it didn't work." 

 

Oh, it worked. 

 

"No, no, but I made the offer and nobody bought." 

 

It still worked. 

 

"Well, if I made the offer and nobody bought, how can you say it worked?" 

 

See, work is a two-sided coin. 

 

Q: What are the two sides of the coin? 

 

  1. There's the work I do on it 

 

  1. There's work it does on me. 

 

When the work I do on it doesn't do what I thought it would do...then the work it does on me ALWAYS does what it's supposed to do!

 

I know all work works. 

 

So when I'm working on something that seems like it's NOT working, it's still working on me. 

 

It's so interesting, we were talking about how you had six years... six years you tried all these different things and none of them "worked." 

 

You had six years of failure, about 30-some odd failures but here's what we as human beings fail to realize. 

 

Repetitive use of a limited ability will always produce an increased capacity. 

 

What do I mean? 

 

If I wanna get in shape and started doing push-ups, and I wanna do 30 push-ups, but I can only do five, here's what happens initially after I do five. 

 

The next day I can only do three, right? 

 

Because push-ups, in the beginning, don't make you stronger at first, they make you weaker because of fatigue. 

 

So people think when they become fatigued from the activity that they wanna get good at, they think that means it's NOT working. 

 

But you have to do it over and over again. 

 

Repetitive use of a limited ability will ALWAYS produce an increased capacity. 

 

Unless you do the activity repetitively, it cannot increase your capacity to do that thing. 

 

Eventually, if you do five push-ups today, and three tomorrow, and then five the next day, and then three the next day, and five the next day... all of a sudden, you get down one time and then it’s 21. 

 

Where did that come from? 

 

Repetitive use of a limited ability will ALWAYS produce an increased capacity. 

 

Over that year and a half when I was making presentations and nobody bought, what I didn't realize I was learning two very valuable lessons. 

 

  1. I was learning how to NOT work for money. 

 

  1. I was learning how to hone my message and how to adjust my approach and then go back and do it again.

 

And that's what I mean when I say I literally became the top seller. 

 

Went from a year and a half no sales...to making a sale...to top salesperson. 

 

“How did you do that?” 

 

I ran out of all the ways that wouldn't work. The only thing I had left were ways that would work.

 

Steve: I totally get it. 

 

It's kind of the same thing for me... after a while, I was like, "I don't know how else to be bad, or make it not produce cash.”

 

Myron: Exactly.

 

Steve: So just so everyone else can see, I've taken so many notes that I even turned the page…

 

….now I'm going down this side of the page with notes!

 

I have so many notes and what's funny is that I've listened to you speak so many times... 

 

Every time I hear you speak, more and more comes out! 

 

I have a greater understanding of why I behave the way I do. 

 

Not just, "How do I sell more?" 

 

It's, "How do I actually behave better?" 

 

It's really fascinating and I want to thank you for that.

 

Myron: Absolutely, my pleasure bro.

 

Steve: So you're gonna be teaching a lot of stuff at OfferMind and you're gonna come speak...

 

Myron: Yes.

 

Steve: And at the point where you're gonna come speak, people should have a great idea of what their offer actually is. 

 

The core offer, what they should be doing. 

 

Horse blinders on about everything else and just hyper-focused on that one core offer…which is what I'll be doing on the first day. 

 

But you're gonna come in and teach them how to offer the offer.

 

Myron: How to offer the offer in a way that people expect it. 

 

So many people make the mistake of thinking that the offer is their person. 

 

What do I mean by that? 

 

What they'll do is say, "Well you'll get so many hours of my time." 

 

I say, "How many hours of your time?” 

 

What I want less than hours of your time is for you to have hours of my time!

 

Steve: Right.

 

Myron: Okay? So they'll sell their person. 

 

They'll sell their pieces, "Well, this has got five books, 17 videos and 47 audios." 

 

Well, nobody cares about the pieces.

 

Steve: No, I don't want that.

 

Myron: Nobody cares about the pieces. 

 

They'll sell their process. 

 

It's fine to teach people the process after they've taken advantage of your offer, but don't sell them the process! 

 

If you sell them the process then they're not gonna buy it. 

 

I'm gonna teach you how to offer the offer... 

 

Q: ...and so how do you offer the offer? 

 

When you're selling to somebody you don’t sell them the process, you only sell them the payoff. 

 

You don't sell them your person, you don't sell them the pieces, you don't sell them the process. 

 

Q: What do you sell them? 

 

You sell them the payoff and you use a concept that I call Emotional Cooperation

 

After you use Emotional Cooperation (and I'll teach you what that means when I get there - at OfferMind…) 

 

...then you use what I call Logical Justification

 

When you combine Emotional Cooperation with Logical Justification, you become what I call a Psychological Artist. 

 

You can hang pictures in people's minds for them to refer to that help them see your offer in a more favorable light.



OFFERMIND???

Steve: That is powerful stuff and I’m taking notes like CRAZY. 

 

If anyone's watching or listening to this now, and they're like, "Will OfferMind be worth it?" 

 

...first of all, if you're NOT convinced by now… I don't know what to tell you! 

 

What would you say to somebody who's like, "You know what, I don't know if I should show up to OfferMind?"

 

Myron: What does that mean? 

 

Steve: Right.

 

Myron: No, no, I know what you mean. 

 

I'm like, "I don't know if I should show up for OfferMind?" 

 

Some of the greatest marketing and sales minds in the world alive today are gonna be there teaching you how to get BETTER at creating offers, and offering those offers…

 

...if you don't know if you should be there…? Perhaps we should come get your family and take them to safety!?!

 

It's that kind of deal. 

THE TWO THINGS...

One of my old mentors, Charlie "Tremendous" Jones... I love that man and he was so amazing. 

 

He changed my life in so many ways.

 

Steve: Oh, I didn't know he was! Oh, that's cool. Wow.

 

Myron: Oh yeah, I knew Charlie.

 

Steve: Oh, that's amazing.

 

Myron: Yeah, I knew Charlie.

 

Steve: Cool.

 

Myron: He lived in the same town as me. I used to go visit him.

 

Steve: That's amazing.

 

Myron: Like, I would go hang out with him. 

 

Charlie used to say:

 

 Your life would be the same 10 years from now as it is today, except for two things, the books you read and the people you meet.

 

When he said, "The people you meet", he is talking about the people you associate with. 

 

I have found that NOTHING in this world ... in this life...changes your life for the better like going to live events. 

 

Live events are my vibe. 

 

I get to meet people and interact with people. 

 

If I had never gone to Funnel Hacking Live, I wouldn't even know you and we wouldn't even be having this conversation right now.

 

Steve: No, definitely not.

 

Myron: When you were at Funnel Hacking Live in San Diego, 2016 and I was at Funnel Hacking Live 2016... I don't even know if I remember meeting you. 

 

Do you remember meeting me? 

 

Steve: No.

 

Myron: Probably not. No.

 

Steve: No, no.

 

Myron: Probably not, right? 

 

We were both there, just as attendees. 

 

 And now you're having your event, and I'm coming to speak at your event!

 

You learn from me, I learn from you. 

 

We make each other's lives better and we help each other's students, it's like... 

 

...does it get any better than that?! 

 

Steve: I don't know?!

 

Myron: You will meet joint venture partners and they can open doors for you that you can't open for yourself just by going to live events in general... 

 

But OfferMind! Like really?!! 

 

I mean where will an assembly (other than at Funnel Hacking Live) of this level of marketing and sales genius be converged in ONE place at the same time other than OfferMind? 

 

If you're not there ...where else would you be?! 

 

Steve: I don't know? I've asked the same question. 

 

I'm like, “I don't know why you wouldn't show up to this, it's pretty ridiculous…”

 

Myron: Your life will change. 

 

I love what JR Ridinger used to say, he is a guy who is the president of a network marketing company I used to be a part of. 

 

He said, "You can change your life in two days." 

 

How long is OfferMind? Two days or three days? Two days? 

 

Steve: Two days.

 

Myron: 

 

You can change your life in two days. You can get more accomplished in two days than you get accomplished in a whole year by being smart enough to get yourself to that next event.

Steve: There’s something about it...

 

Myron: 

 

  • It collapses timeframes

 

  • It gives you a synergy 

 

  • It gives you a level of focus that you can't get...that's diffused when you're out here doing your own thing in the workaday world. 

 

When you come into a space where there are that many people focused on sales, focused on marketing, focused on offer creation, dude, it changes everything.

 

Steve: Yeah.

 

Myron: Yeah, I'm speaking at OfferMind. 

 

But I'm not just going to OfferMind 'cause I'm speaking, I'd be going to OfferMind if I wasn't speaking.

 

Steve: Yeah.

 

Myron: Let's not get it twisted, ladies and gentleman. 

 

Steve needs to go to events, I need to go to events, Russell needs to go to events. 

 

The teacher who has stopped learning has lost his right to teach.

 

Steve: Okay, amen. 

 

I think about like wings on a plane. 

 

I tell everyone, if you're being coached by someone who's not also being coached, stop listening to them!

 

They're not practicing the very thing they're teaching you.

 

Myron: Absolutely.

 

Steve: Get away from them.

 

 

Myron: Absolutely.

 

Steve: Oh man.

 

Myron: Don't get stuck like Chuck in a pick-up truck.

 

Steve: Well hey thanks so much for being on here, thanks for being in Sales Funnel Radio.

 

I'm just incredibly excited to have you on.

 

Myron: Me too.

 

Steve: Guys, go to OfferMind.com and grab your ticket. 

 

 



By the time while I'm saying this right now, we're pretty much out of VIP seating -  stuff is filling up very quickly. 

 

Go get your ticket and we'll see you September 2nd and 3rd!

 

You’ll get to listen to Mr. Myron Golden teach you how to offer the offer that I'm gonna teach you how to build on day one.

 

Myron: May I borrow one of your words? 

 

Steve: Yes.

 

Myron: BOOM!

 

Steve: BOOM!

 

BOOM! 

 

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

 

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? 

 

That's what I struggled with for a while until I learned the formula

 

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it. 

 

Wanna come? 

 

There are small groups on purpose, so I can answer your direct questions in person for two straight days. 

 

You can hold your spot by going to OfferMind.com

 

Again, that's OfferMind.com.

Aug 9, 2019

Brad Gibb Teaches Entrepreneur Cashflow Tactics…

 

I’m NOT a finance expert, and I can't teach you that stuff, 'cause it's NOT my thing…

 

 I am very interested to know what happens to my cash. 

 

I’ve watched and observed a lot of other entrepreneurs who make A LOT of cash…

 

They're successful BIG names… (Yes, even Two Comma Club Winners)...

 

 However, behind the scenes, in their personal finances, they're broke.
 

I was like, "That sucks. I don't wanna be that way.”

 

 I want to pay as little taxes as possible but it needs to be…

 

  •  Legal

 

  • Ethical 

 

  • Moral

 

I see entrepreneurs who are NOT experts in finance, who handle their own tax strategy - often they get in trouble with the IRS and owe taxes *FOREVER*. 

 

I've seen sooo many people do that. 

 

It's hard enough to get a freakin’ business off the ground, let alone try to go navigate all that finance stuff afterwards

 

... so I don't even try to do that, instead, I hire experts.

 

HOW TO MANAGE YOUR MONEY LIKE A CAPITALIST PIG

 

  1. I hire experts to teach me

 

  1. Then I hire the experts to “Just go do it for me please." 

 

Now, the guy that I listen to explicitly on my finance stuff is Brad Gibb...

 

I have profound respect for Brad and the things that I’ve learned from him. 

 

I'm a geek and a nerd around the topic of finance and what to do with it.

 

I want to just listen to those people who are most influential - so I don’t have to be an expert in everything - 'cause that’s impossible. 

 

I’m VERY careful who I listen to…

 

  • I have a Marketing Coach - it's Russell.

 

  • I've got a Systems Coach - it's Alex Charfen. 

 

  • I've got a Sales Coach - it's Myron Golden. 

 

  • I've got a finance coach - it’s Brad  

 

 In fact, there's one other person, and I'll kind of keep hush-hush for right now.

 

But it's almost 150 grand that I'll spend this year on my personal coaching. 

 

It's so funny when someone's like, "I won't spend this amount of money for you to come teach me this or be in your program, Steve." 

 

I'm like, "You are definitely not a fit then, 'cause I am willing to pay for results personally." 

 

I pay for much faster results, (as opposed to me trying to learn it all myself). 

 

HOW TO FASTTRACK YOUR RESULTS

 

For OfferMind, I’m bringing in my coaches to teach you…

 

 So today, I thought it'd be cool to interview Brad Gibb to give you a glimpse of what you can expect.

 

So Brad is gonna walk you through some key things that new and existing entrepreneurs can and should be doing to protect their cash.

 

OfferMind is NOT about funnels 

 

... it’s about offers, but it's offers in the context of...

 

  •  Let's learn cashflow strategies.

 

  •  Let's learn cashflow tactics. 

 

And funny enough, that's actually the name of Brad's company #CashFlowTactics

 

Disclaimer! Disclaimer: I am NOT your financial person. This is NOT financial advice...

 

... this probably won't work for you X, Y, and Z, whatever…. 

 

*Everyone feel disclaimed?* 

 

Alright, cool! 

 

… then I'm excited to bring on Brad Gibb.



WHY EVEN SUCCESSFUL ENTREPRENEURS ARE BROKE

 

Brad Gibb has been one of the guys who's taught me probably the MOST about the actual business underneath the hood…

 

  •  How it works

 

  •  why I should be doing what I am

 

  • Why I should stop doing some things that I am

 

Brad has actually altered A LOT of the things that I sell and my actual personal finances and the way we run EVERYTHING. 

 

He's given structure to the numbers behind the scenes, and I just so much appreciate everything he's done. 

 

Brad is actually one of the speakers at OfferMind, which is very exciting. 

 

At OfferMInd…

 

 Day #1: I'm going to coach

 

Day #2: All the people that I reach out and gain wisdom from. 

 

… and foremost on that list is definitely Brad Gibb. Thanks for coming to Sales Funnel Radio.

 

Brad Gibb: Hi Steve, and I appreciate you having me on - it’s a massive honor. I love working with you…

 

... and yes, I'm a professional cat herder

 

... 'cause I try to get entrepreneurs to do all the things that they don't wanna do, but that are amazing and really transform and continue to the next level. 

 

So I'm excited to be here.

 

Steve: Well, you're crazy good at it. And just for those people who don't really know what you do, could you just let them know? 

 

Brad: So it is kind of a catch-all, but…

 

 We're basically money coaches for the world of entrepreneurs. 

 

 ...cause what we found in our journey, (which I'll probably share a little bit about that here in a second), is that what happens to an entrepreneur is…

 

 We do EVERYTHING the exact opposite of what we're told. 

 

At some point, whether it was in school, whether it was at your job, whether it was an internship, at some point, we were like:

 

  "Wait a minute. I don't fit in this world, and I'm gonna go over here and play a totally different game."

 

And then when we're successful in that other game and we ask people:

 

"What should I do with my taxes, and with money, and with my investing?" 

 

… and they try to put you back in the box that you just left and say, "Oh, you should do all the things that all the employees are doing with their money." 

 

..and it ends up sabotaging what you're actually trying to do in this other box. 

 

There’s an entirely different world of finance that mimics and mirrors, and supports you as an entrepreneur.

 

But unfortunately, just like everything, and everything is a product and everything has an intended audience. 

 

The finance world is a product, and 97% of that advice is aimed at the employee

 

... and so for you, 97% of financial advice is either dangerous, misleading or just outright wrong, 'cause you play a different game. 

 

So what we teach you is the game that you're actually in from a money-taxes structure, and even just the mindset, the way we think and feel about money... 

 

That's what we do.

 

ENTREPRENEUR FINANCIAL MANAGEMENT- AKA: HOW NOT TO LOOSE MONEY

 

Steve: It's a HUGE deal. 

 

I remember the first time I made 50 grand from this thing that I was doing. I was so excited about it. 

 

I was like, "This is great." It was one of my first big wins. 

 

And I remember paying 46% taxes on that thing!

 

I was like, "What? This is ridiculous!" I got so mad. I was like, "Uncle Sam... " 

 

...it wasn't a six-figure check yet, but it was my first big taste of like:

 

 "Man, I gotta learn this or I will literally not keep much of what I actually make after business costs and everything else. It's not gonna be much." 

 

And I started diving more deeply and realized that there really truly are secrets that are ethical, that are moral, that you can use to actually keep money and set up a real good life for yourself.

 

WHAT’S YOUR FINANCIAL IQ?

 

Brad: We have two goals

 

#1: We wanna increase your financial IQ

 

... 'cause no one is gonna come save you. 

 

No one's gonna care more about your money than you do. 

 

And ultimately, while we're raising our marketing IQ, we're raising our sales IQ, we're raising our system IQ…

 

 Rarely does the entrepreneur work to really raise their money and finance IQ. 

 

Our job is to make sure that's levelling up with the rate of growth you're experiencing in all other areas, right, Steve? 

 

And you and I have talked about this a bunch like, "Business is like the ultimate personal development tool." 

 

… but we don't do that on the money side, so we upgrade your financial IQ. 

 

The goal is to empower you in the conversation of money. 

 

So as you enter conversations with…

 

  •  Accountants

 

  • Attorneys

 

  •  Investments

 

i.e.;  When you ask: “What do I do with this capital?” 

 

… you start to make decisions that have lots of dollar signs next to them; you're empowered in how to make those decisions. 

 

That's our ultimate outcome for the entrepreneur.

 

Steve: That's massive stuff. 

 

How did you get started on this? 

 

‘Cause like you said, "Some entrepreneurs are kinda like herding cats." So I'm sure there's like a love-hate relationship with it? 



Brad: Absolutely. 

 

So I'm a super nerd, and I love my spreadsheets. I would just sit with them all day long if I could. 

 

But if we rewind the clock, I always liked money, I always liked those conversations. 

 

And so, being the super nerd that I am, (following the traditional advice that I was told), I thought, "If one degree was good, four would be better." 


So…

 

  •  I got an undergrad in accounting. 

 

  • Then I got a Masters in accounting. 

 

  • I was a guy that went to summer school not to graduate faster, but so I could do all this other stuff that I wanna do. 

 

  • I got a degree in economics

 

  • A degree in statistics. 

 

So I was like, "I got everything I need."

Steve: That's so awesome.

 

Brad: And I loved it.

 

 I was still supposed to be getting a Ph.D. in accounting

 

... that's how much I loved numbers and studying. 

 

But luckily, something deep down inside me told me that it just wasn't gonna be a good fit, so upon graduation, I joined Goldman Sachs, (don't hold that against me)

 

It’s the evil empire, and I understand that. I was in the belly of the beast. 

 

But the amazing part about that experience was that I was downtown New York in 2008. 

 

And for those who don't understand what went down in 2008…

 

The world almost exploded, and everything was melting down, and I had a front-row seat to it.

 

 

And it really was like the beginning of my awareness of ‘there are things that I learned, but the application and what's going on in the real world is like completely different.’ 

 

And that's where, after a very short time, (seeing what was going on), it was one of those things where I had a Jerry Maguire moment of like:

 

 "I can't be here. I can't be part of this. I gotta get out." 

 

So, I leveraged some contacts that I had there and started a consulting firm. 

 

ENTREPRENEUR CASH FLOW TACTICS

 

So this is where I realized…

 

#1: Not only was there a lot of stuff going on in money and finance in Wall Street that I wasn't okay with

 

#2: The bigger story there was that I thought that having a good job, having a good education, and having the resume of Goldman Sachs was gonna be what brought me security…

 

...but that was the wake-up call, "Wait a minute, there is no such thing as security." 

 

The Lehman Brothers disappeared overnight, and it just as easily could have been Goldman Sachs.

 

It was Lehman/ Goldman Sachs? Lehman/ Goldman Sachs?... and it happened to be Lehman that went out. 

 

I was like, "Wait a minute, this isn't what I thought it was gonna be." 

 

So I took the leap to be an entrepreneur and said, “That's where my security is gonna come from…”

 

I'm not gonna have a boss, I'm gonna be the boss. 

 

So I made that transition, and things went really well. 

 

We grew an audit consulting firm, where we actually helped companies go public - we were on the interface of the SEC and investors. 

 

We're putting all this together to help companies go public. 

 

We've taken about two-dozen companies public during that time, then I had my second realization which really led into what I do now was…

 

I was making good money, on my resume, everything was exactly... I was a partner of the firm. We were growing. We were hitting, making more money than I ever imagined. 

 

But I still remember vividly…

 

MY 2ND WAKEUP CALL

 

 I was sitting in my desk, looking outside. It was pitch black, it was two in the morning and I was finishing up client work for the deadline that was coming up the next day….

 

And as I finished it up, I kind of took a breath and thought for a minute and realized that it had been multiple days in a row. 

 

This was the third day in a row that I'd been in my chair at two in the morning, finishing up client work. 

 

I had left so early the morning before that I didn't get to see my kids. I hadn't seen my wife in three days. 

 

I sat back, and I was like, "Wait a minute, what is all this about? My business is now totally and utterly controlling me."

 

Steve: Wow.

 

Brad: And that was kind of the second part of freedom…

 

I was like, "Wait a minute, yes, I need the control and benefit that comes from being an entrepreneur, but I've gotta figure how to also be free from my business."

 

And so, that started a personal journey for me into…

 

  1.  Business finance is NOT personal finance.
  2. The economics that Wall Street uses is NOT what is going to put dollars and cents (from an investing and a tax standpoint) in my own pocket. 

 

So that started the path to, “How do I get free and independent from my business as fast as I possibly can?”

 

So that's why I started bringing those two worlds together and put the entrepreneur first. 

 

Because I have a business for me, first and foremost…

 

 I need to make money and I need to have the life that I want. 

 

And so I lined all that knowledge up against me as the entrepreneur and asked, “How do I structure everything to benefit me and put me where I need to be?” 

 

And that process, obviously, enabled me to eventually walk away from that firm and start Cashflow Tactics, which is what we do now…


It enabled me to make all of those lifestyle decisions that allowed me to run and be involved in an amazing business, that gives me an arm's length sort of freedom to balance that…

 

... if that makes any sense?

 

Steve: No, it totally does. And it's an awesome story going from... 

 

You have these amazing talents, man. 

This is so incredible, you're one of the smartest people I know. And it's super fun to listen to you. 

 

You're a source of gigantic financial education for my wife and I, and my business and all these decisions we make. 

 

It's amazing how eye-opening it's been. 

 

I look at the world differently, my decisions as a marketer are actually influenced by what you and I have chatted about. 

 

The topic of funnels in marketing is giant, but it's like the same five things I see EVERYONE screwing up

 

What are the things that you see EVERY entrepreneur, big or small, where you're like, "I just know this is gonna be jacked up, 'cause it almost always is...

 

You know what I mean? 

 

Brad: That is such an awesome question... because you're right!

 

I've asked you for funnel advice, and you've given me, like, "Brad, really? Like, come on, it's right there. Don't you see?" 

 

But, yeah, so a couple of things for entrepreneurs, (and it's funny because I'm thinking about our conversations), and we've had these with you,  so don't feel bad, everybody has them…

 

WHERE ARE YOU SCREWING UP?

 

One of the big ones is:

 

  •  Revenue and Profit are not the same thing. 

 

  • Cash and profit are not the same thing. 

 

You're gonna have profit and NOT end up with cash. 

 

So understanding how to take the numbers that we're running our business with and make them real and tangible - so there are conversations around that

 

Understanding, as I said, the difference between revenue and profit, and how to understand what drives both of those. 

 

And then understanding…

 

  •  What is profit?

 

  • What is cash?

 

 And that's really what then opens up a conversation of...

 

 How do we pay the least amount we can in taxes yet still have money in our bank account?

 

 .. ‘fortunately, MOST tax advice just requires you to drain your bank account and be poor - which isn't what we want!

 

So separating cash and profit is a powerful piece to it. 

 

And then just understanding dashboards -  understanding what are the levers that my business is running. 

 

So that's kind of one area of a lot of questions, so that when an entrepreneur comes in and says, "Hey, can you help me set up my structures or help me invest?" 

 

“Yeah, after we dive in, and we help you understand where you're numbers really are.”

 

 ‘Cause ultimately... 

 

I can't help you unless you're really clear on what your business numbers are. 

 

So that's definitely where we get in and clean everybody up initially is:

 

  •  Revenue and Profit

 

  • Profit and Cash

 

  • A Set of Dashboards.

 

Steve: That's awesome.

 

Brad: That's one major element. 

 

A second one is…

 

  •  There’s a huge difference between being an actual investor and being a gambler or a speculator.

 

 … and we're never really told the difference. 

 

How do we actually understand what investing means and not what we've been taught?

 

 i.e, Not what most employees are taught to do.

 

So exiting that world of employee over to entrepreneur, and understanding that what investing entails, is NOT what you think. 

 

So yeah, the second major one would be that. 

 

And there's a third one, (it'll come back to me in a second), but those are two major conversations we have.

 

Steve: It's funny, man, because people will say that to me about ads, " There's a huge gamble on ads." 

 

I'm like, “If you've done all the pieces we've said, there's not... It's not a gamble. You're playing the game. This is what's supposed to happen.”

 

 It's really interesting.

 

THE ICEBERG PRINCIPLE

 

Brad: And then, I guess the last one I kinda talk about is, ‘The Iceberg Principle.’

 

Everybody wants to look at that part we can see that sits above the water, but really, 90% of investing and wealth creation is what's below the surface. 

 

I want you to upgrade your question, don't ask, “What are the rich doing with their money?”

 

 Instead ask, “What did the rich do to get their money in the first place?” 

 

That's the question that we wanna answer, right? 

 

I don't care what Bill Gates does with his money today - when I have a billion dollars, maybe I'll ask those questions, but I don't. 

 

“What did he do in my stage to get there?” 

 

Those are the questions that we look at and really answer. 

 

And so, it's a question of:

 

  1. Do I understand what's going on? 

 

  1. How do I keep the money I'm making?

 

Keep the money that you’re making first, and then understanding what your investing looks like. 

 

Those are the main conversations we have.

 

Steve: I love that, yeah, 'cause we're all on different stages as entrepreneurs…

 

 But I think too many times, we'll look at other people and say, "Well, so-and-so did this." 

 

But "Yeah, but so-and-so is running a billion-dollar enterprise." 

 

Brad: Yeah, “Bill Gates just did this or that.” Who cares? You're NOT a billion-dollar endowment fund, so what do you care? 

 

Steve: Yeah, who cares? 

 

“…that's where they're putting their cash,” for a totally different reason! Or “...that's where they're getting their traffic,” and like, "Ugh! Anyway, they're selling Beanie Babies.”

 

Brad: But it's so crazy because truth is truth is truth, right? 

 

A lot of the same mistakes people are making on the marketing side that you're dealing with every day, it's the same set of underlying assumptions of, "Well, that guy's doing it, so I should too." 

 

Well, *NO*

 

We're NOT asking the right question - that's so much of the problem. 

 

Would you agree with that?

 

QUESTIONS LEAD TO REVELATIONS

 

 If we correctly identify the problem and then ask the right questions, the solution becomes easy. 

 

… that’s so much of what we spend time doing on the money side, diagnosing the same things you are, just a different outcome.

 

Steve: Yeah!

 

 I find it's harder to actually figure out what question to be pursuing rather than actually find the answer. 

 

This is really interesting. 

 

Okay, so I sat next to ‘The Man’ for a while and I would watch him. We'd set up all these funnels,  all this marketing, and put all these pieces together, and I’d watch how they would treat the cash. 

 

I wasn't sitting around, going, "Oh, what are they saying?" But, it was easy to observe it. 

There was a pre-created strategy that they had. 

 

  1. The cash would come in.

 

  1.  It would break even all these ad costs.

 

  1. They'd upsell people. 

 

  1. They’d take profit for the business

 

  1. Finally, they’d go in and fill their pockets. 

 

That was a really cool front-row seat to a lot of that. 



PROFIT OR REVENUE?

 

Let's take an entrepreneur who is around the million-dollar range. 

 

What are some of the things they could do with their cash? 

 

Brad: It's kind of funny, you picked the million-dollar range because what we harp on to so many entrepreneurs (it’s not a hard and fast rule because profit is different than revenue, right?)...

 

So if they’re making enough profit there are levers we can pull, but certainly, up to a quarter-million, my answer is…

 

 Just keep figuring out how to make more money.

 

Steve: Let's just make money.

 

Brad:

 

 It's too easy to make a quarter-million dollars today. 

 

I know that might blow some people's minds that are reading, but it really, it's too easy to make a quarter million to a million

 

So if you're NOT doing that, stop trying to do anything after that, (like, investing in vehicles with the stock), and just take all your money and figure out how to make that kind of money.

 

Steve: Just bring more cash.

 

Brad: Just bring more in, right! 

 

Don't fall for the $10,000, $15,000 packages of ‘protectionals’ because you have NOTHING to protect.

 

 You don't have enough money to invest to make a difference. 

 

So let's just start there and just say you need to be making, (depending on your business and profitability model), you need to be making a quarter million dollars or more

 

Fair? 

 

Steve: Yeah.

 

Brad: Cool. Sorry, what was the question you were asking? 

 



Steve: And then after that point though, what would you suggest maybe someone start doing? 

 

THE MOST EXPENSIVE MONEY YOU HAVE

 

Brad: So the first thing to do, ( I usually keep a dollar bill here for emphasis, and my kids must have taken it…)

 

Steve: Still on your board? 

 

Brad: Yeah. Right here. 

 

That $20 bill, 'cause I use this for other things, but this $20 bill...

 

The $20 bill that you have in your wallet is the MOST expensive money you have in your life... because what did it take to get this 20 bucks? 

 

You had to…

 

  •  Launch funnels and promote

 

  • Have ad spend

 

  • Break-even 

 

  • Upsell to actually make a profit 

 

  • Pay all your vendors

 

  • Pay all your employees

 

  • Write Uncle Sam his check

 

... and then after all of that happened:

 

  •  Your wife wanted to spend money 

 

  • You had to eat 

 

  • Put gas in your car 

 

  • Make your mortgage payment

 

  • Live your lifestyle

 

… and *then* there was money left over to be in your wallet, right? 

 

Once entrepreneurs get good at making money, it's easier for them to just say, "Oh, if I want something, I'm gonna make MORE money..." 

 

...instead of trying to keep a little bit of the MOST expensive money. 

 

If I can help you keep an extra dollar, for most entrepreneurs, that's five to 10 on the top line.

 

Steve: Interesting.

 

 Brad: So it's getting a focus of, “How do I keep the money that's coming in? “

 

And so it's this conversation, (and Stephen, you and I had it)...

 

The business becomes this snot-nosed, whiny baby that just cries until it gets what it wants.

 



Agree? 

 

Steve: Yeah.

 

Brad: And we have to do a lot of work of separating the entrepreneur from their business- so that they can discipline their business and make it give them what they want. 

 

So it's this bridge between understanding how your business needs to operate and how you're gonna operate independent of that

 

So it's teaching a blend of the idea of this metric of …

 

How do we then reverse engineer the profitability and the cash that we want in the business owner's pocket? 

 

… and until we think through that process, we're always going to be robbing Peter to pay Paul.

 

And I think entrepreneurs have been through this... 

 

Like, they'll go sacrificing, sacrificing... making sure the business grows. Going without, going without, going without... until it just teeter-totters and just spend a bunch on the other side. 

 

And every time they're spending, they're worried about, "Is there gonna be enough for my business?" 

 

And then every time they're actually re-investing in their business, they're like, "This sucks 'cause I don't know when I'm ever gonna benefit from this?" 

 

However, in reality, it's simple, it's a process.

 

 There's a formula to understand how to live our life and build our own wealth, while not taking from or at the detriment of our business growth.

 

 ...and how we balance those two things?



Brad: 'Cause, unfortunately, too many business owners get lazy once they start making money…

 

When I didn't have any money, I had to put my thinking cap on and be an entrepreneur and just figure out how to do it anyway.

 

 Does NOT having money ever stop you from what you want to do? 

 

Steve: No, I figure it out.

 

Brad: No, we just figure it out, right? 

 

Steve: Yeah.

 

Brad: But once you have money, then you let the dollar solve the problem instead. 

 

You're just like, "Oh, I can't do that in my personal life because my business needs the money." Well, how is that...?

 

That's just lazy rather than saying, "What if I didn't have the money, how would I solve it?" 

 

Or, "I'm paying myself this much 'cause I'm demanding it." And then, “How do I create that problem, so I can solve it? 

 

Rather than just papering over it with, "There's money in the bank account so I'm gonna spend it." 

 

Does that make sense? 

 

Steve: It does, and that's one of the major things I learned from you.

 

Basically, I had to define the relationship with me and the business. 

 

Not just the CEO hat, (which is what I studied and was focusing on like crazy and learning from guys like Alex Charfen)...

 

...you took it to this other level.

 

 It's like, “Now, let's talk about you as just a human, and your family needs compared to the actual business needs.”

 

It was nuts to see how that worked and the security that came from that was astounding.

 

Brad: And so everybody says like, "What can I do?” Or... “How do I…? " 

 

That comes after we set up what we call 'A Game Plan.' 

 

Start figuring out…

 

  •  Where you are?

 

  •  Where do you want to go? 

 

...and then, depending on that gap, we set in the things that we need in order to get you there. 

 

That's really the most impactful thing I could ever do for somebody is connect these conversations.

 

The tools and tactics become a lot easier once we have a game plan.

 

The most impactful thing I could ever do for somebody is to give them a very clear step-by-step roadmap…

 

...'cause we're all entrepreneurs, once we have a target, it's just a matter of time, we're gonna hit it.

 

Steve: I'm gonna do it.

 

Brad: It's setting up the right target.

 

Steve: Yeah. That makes sense... and then having clarity in where you are in relations of the target, yeah.

 

GETTING HONEST…

 

 

Brad: Yes, and as embarrassing as that sometimes feels, like that's just being honest with:

 

  •  Where things are at?

 

  • How do we feel?

 

  • What frustrates us?

 

Like there was a lot, (not just you), but every entrepreneur I’ve worked with - you really unpack that. 

 

Like…

 

  •  How are we feeling?

 

  • What's causing us to not feel secure?

 

There's a lot to unpack there, and then... we can line up the road map and go from there.

 

Steve: Interesting. 

 

You can obviously see that Brad is just this fountain of knowledge and it's so incredible, and it's super exciting to have you on here. 

 

I asked Brad to come speak at OfferMind. 

 

Day one is my offer creation formula…’cause #OfferMind. 

 

But you all know, I mean I’m wearing the Capitalist Pig Shirt, right now…

 

 It's for the purpose of profit, and it's for the purpose of doing things in your life that you want to do in relation to these structures that Brad teaches. 

 

And so what I asked Brad to come in and teach more about personal cash flow tactics. 

 

His actual business is called Cashflow Tactics.

 

 

 

Brad: I think it's fun. We hit it on the head. We did it.

 

Steve: Yeah. Super fun. 

 

Could you just give a little brief, just really briefly, what are you gonna talk about at OfferMind

 

SHAMELESS OFFERMIND PLUG FROM BRAD

 

Brad: Yeah, can I plug your event first? 

 

 

Steve: Yeah.

 

Brad: Okay. Guys, I've known Stephen for four years, I've been in Russell's Inner Circle. 

 

We met there, and I think we both had this little rush of like, "Oh, that's Stephen. I can't go talk to Stephen." 

 

And Stephen was like, "That's Brad and Ryan. I can't...

 

Steve: "It's Brad. I can't go talk to Brad... "

 

Brad: For two years, it was like that…

 

We got over that… 😂



But what I struggled with, (even being surrounded by 100 of the top marketers in this space for the last four years), what we struggled with (for literally two and a half to three years), was our offer. 

 

I had all the frontend tactics, the strategies, I had all of this, but I could not figure out how to talk to the market…

 

 

 

 Once I got something in front of me, I could melt your face, I could take you down a rabbit hole. 

 

But when somebody said, "Well, how do I work with you?" That's when I was like, "I don't really know, I need to get in and... "

 

And that held us back for so long, but literally, this was what happened…

 

 We spent some time with Stephen, we spent some time with a couple of other people, and it was like flipping a light switch

 

  • We figured out what our offer was, how to put it together, how to communicate it to the marketplace in April. 

 

  • We took everything down. 

 

  • Took two months to put it together, launched it in June. 

 

  • From June to February, we hit the 10X Award.

 

Steve: Yeah, you did $10 million. 

 

Brad: … in whatever that is, eight months! Because we got the offer right.

 I had all the knowledge, I had stored it all up. We had all the delivery. We had the team. We had EVERYTHING  but just couldn’t get any traction.

 

We get asked to speak in a lot of places, (as you might imagine), and we have to say ‘NO’, ('cause I've got five kids that I really like spending time with, and so I'm gonna spend a lot of time with them)...

 

 

 The one event I said, "Absolutely, I'll speak at” is OfferMind... 

 

...because of just how powerful it is to conceive around the offer, for us, it linked from the offer, it linked forward into the marketplace, and it linked backwards into how we grow our company- that was essential.

 

Steve: Dude, that's awesome, thank you.

 

Brad: If anyone's on the edge and thinks they might need it - that's where we were stuck, and it totally transformed. 

 

I was wishing, “Somebody should run events and teach me how to do this,” and then… BOOM!

 

Steve: It's awesome, man.

 

Brad: What are we gonna talk about? We are gonna talk about... 

 

So, on day one you're gonna hear from Stephen and then you're gonna hear from these other coaches about all of these models to have a business where you can create cash flow, right? 

 

Whether it's marketing, whether it's speaking, whether it's whatever... those models are gonna bring cash into the business. 

 

What I'm gonna talk about is…

 

 What do you do, personally as an entrepreneur, to take that cash and make it work for you forevermore to bring cash into your life? 

 

*Personal* Okay? 

 

And kind of an idea behind this,... just think about this... 

 

THE WOLF YOU CAN’T SEE...

 

 

There's this concept that I like to call "entrepreneurs we’re hunted by a wolf you can't see." 

 

  • No matter how much money we can make from stage. 

 

  • No matter how much money we can make on our webinar,

 

  • No matter how much money we have coming in the door

 

... our business has what we call a half-life, and if we stopped paying attention to it, it will slowly degrade.

 

No matter how good we are, it's just, it has to be actively maintained and that's the pressure…

 

 

 *That's the wolf that's hunting you*

 

Unless you get up and push forward and innovate and ensure that things move forward, you know that no matter how good the cash flow models we got on the frontend, they're dependent upon *YOU*. 

 

What we try to do is push that wolf off by creating cash flow models that do not rely on you, as the business owner anymore. 

 

In my case, I have well over $10,000 a month that comes in, 100% independent of my business, before I wake up in the morning…




We call it leveraged income. 

 

Because... 

 

“Psst…. There's no such thing as passive income, it doesn't exist. It's a myth. It's a lie.”

 

We call it leveraged income in that it does NOT rely on you, or your asset of you as the business owner, you as the attractive character and the center of your business. Right? 

 

Steve: Yeah.

 

Brad: And if we can bridge that... 

 

Our whole model is…

 

 No matter where you start, we can get you there in 10 years or less. 

 

So we're gonna marry that cash flow model up to the ones you're gonna learn on day one and parts of day two - so that we have the outcome that we all really want in business…

 

 

... which is true financial security



And that ONLY comes about if we can have ourselves removed from that equation. 

 

Our business funds this model and then now we're NOT necessary. 

 

That's where true financial freedom comes from. 

 

That's the model we're gonna share at OfferMind.

 

Steve: Yeah, yeah. So you're saying it's pretty awesome. I mean, it's life-changing, man. 

 

And the stuff that I've learned from you guys is just incredible, and, I'm already kind of a geek like that.

 

 

 

You know we all geek on one thing, but we follow rabbits everywhere. 

 

I listen to tons of finance books, I love that stuff. Financial Econ was the major I almost went into.

 

And then it was like... It was like 50 years of knowledge in this little contrite, three-hour thing you guys took me through - it’s been amazing. 

 

So guys, come to OfferMind and come learn the stuff from Brad. Yeah. Anyway, thanks for taking the time to do this, man.

 

Brad: Hey, thanks for having me. 

 

Like I said, come to OfferMind for what Stephen teaches and then stay for what I'm gonna teach, 'cause it's gonna be awesome. 

 

But really it's ‘Make money, first and foremost,’ right? Come, learn.

 

 It's just too easy in today's day and age to be a Capitalist Pig and unashamedly make a bunch of money. 

 

 

 

And then, as I said, 

 

Our mission is to help you keep MORE of that money and grow it to provide that ultimate financial security.

 

Steve: You know, it's interesting, moving down this road, (and I know you've seen tons of it way more than I have), just watching a lot of friends and peers make this money…

 

  •  They do all the studying

 

  • They figure out how to make cash, (which is awesome, its own skillset).

 

 ...and then they struggle financially for like every single year for the rest of their life. 

 

And you're like, "What are they doing versus the people that... " It's crazy.

 

THE SKILL EVEN TWO COMMA CLUB WINNERS STRUGGLE WITH...

 

Brad: So, you triggered it, when you asked me, "What's one of the main things that you touch on... The myth that everybody... " 

 

The one was left and that just came back to me was…

 

The skillset required to make money is fundamentally different than the skill set required to keep it and grow it.

 

Steve: Yeah.

 

Brad: It's almost the opposite skillset. 

 

And what most people don't know is most Two Comma Club award winners, most people with these big businesses, they're really struggling on the personal side of it. 

 

They've got the skillset to bring the cash in, but it’s NOT a skillset that translates…

 

 But it's learnable. 

 

And if you're working with somebody who is an actual entrepreneur, who actually does it in their own life, (like we do), it can be pretty simple. 

 

You hit that nail, I'm glad you brought that back up that because I forgot. 

 

They are two fundamentally different skill sets. 

 

So, get the skillset to make it and then we need the skillset to keep it and grow it.

 

Steve: Totally, yeah.

 

 And with that plan that you've helped me create, I have confidence in what I go make 'cause I know there's a plan for it. 



 

 

... it's like it reignited the fuel.

 

 'Cause after a while, I was like, "Alright, let's launch something again? Let's send more ads?" 

 

I was like, "Why?"

 

 It's like, "Oh, this other piece that you brought in." I was like, "Oh okay, that makes sense."

 

Brad: And we've actually worked with a lot of entrepreneurs that have intentionally, or even subconsciously, stopped growing their business because of all the uncertainty on the other side... 

 

 



It was self-sabotaging. 

 

They didn't want, or couldn't grow, because of that bottleneck and that breaking point. 

 

There are so many people that they make the money so fast, they've not built those other skill sets. 

 

It's kind of like the NBA player syndrome, where you get this huge signing bonus and you make money for a little while…

 

However, 9 out of 10 NBA players are broke when they leave...'cause they don't have that set, 

 

They spent the money so quickly.

 

And it's that same idea that we're just trying to teach and lay those foundations so that your financial IQ rises with your business acumen

 

It just allows us to keep and grow what we're making.

 

Two Comma Club awards are fun and exciting, and revenue is super sexy….

 

But guys, really, the thing that makes you sleep at night and the thing that really brings that level of certainty is, "Am I able to keep it?"

 

Steve: And you guys notice, I've had actually several, about four or five people in the last little bit, reach out and say, "Stephen you look physically different." 




 

 

I'm more rested, my friends

 

It's A LOT of the stuff you're talking about. 

 

And the answer is not a dumb Dave Ramsey, “Live on beans 'til you die,” thing. That’s NOT at all what Brad's talking about here. 

 

Brad: How many times did I tell you, “Stephen, stop doing those things. Stop trying to be good at investing, cause your skillsets here"

 

Steve: Yeah.

 

Brad: Yeah.

 

Steve: Yeah, it was huge. 

 

And by the way, it's not about living on carrots. It's totally the opposite actually, there's just a plan for it, and it was so like, "Ah, a breath of fresh air."

 

Anyway, it's super fun.

 

Brad: Very good.

 

Steve: Well, hey, you guys, thank you so much. And Brad, where can people follow you? 

 

Brad: So, actually the best place cause obviously on a podcast, we skip around and it skips over the surface of all these concepts.

 

I gotta bring up all these different ways to think…

 

 

Where we start breaking that down, is actually on YouTube. That's probably the best place where we give 5-15 minute clips of starting to go into detail of what these concepts are. 

 

So if you wanna start poking around and see, "What the heck is he talking about when he says 'profit is not cash'?" 

 

Go to our YouTube channel and start hunting, digging around and geeking out there. 

 

I promise it's NOT overwhelming and it's totally consumable, 'cause I studied from guys like Stephen, who helps me break down my spreadsheets into real examples that are understandable.

 

That really is the best place is to follow us there. And then we're on the main things like Twitter, Facebook, Insta or whatever... 

 

I don't do a lot of the social media stuff, but if you want more information, start on YouTube, and then you can always follow what we put out on Instagram and Facebook.

 

Steve: That's awesome. Hey guys, go check out Cashflow Tactics on YouTube and go to offermind.com and grab your ticket.

 

Brad: Do that first and then come to YouTube. So go to OfferMind and get your tickets, then come to my YouTube channel and geek out about how to keep all the money Stephen is gonna teach you how to make here in a couple of months.

 

 



Steve: Yeah. That's awesome. Brad, thanks so much for taking the time.

 

Brad: Thanks, dude.

 

BOOM! 

 

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

 

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? 

 

That's what I struggled with for a while until I learned the formula

 

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it. 

 

Wanna come? 

 

There are small groups on purpose, so I can answer your direct questions in person for two straight days. 

You can hold your spot by going to OfferMind.com

 

Again, that's OfferMind.com.

Aug 6, 2019

I can't stop my brain

 

For years, I tried to be like, "Okay, it's nighttime, I'm gonna go try to calm down and wind down." 

 

I don't do that anymore 

 

Now, I just try and redirect my noggin...

 

WHAT IS ENTREPRENEURSHIP???

 

So... I was on vacation, sitting in a hotel room... my wife had taken our kids on a little walk. I had stuff on my mind, so I decided to take an hour or two to write a post...

 

… and it turned into this thing that was pretty awesome. 

 

BUT when I posted it (and it was a huge lesson for me), something happened that made me laugh!

 

... it was actually a mistake, that I will NOT make again 😂

 

Here’s what happened…

 

I needed a picture for the post, so I took a picture of me speaking on stage for Two Comma Club X coaching program at ClickFunnels. 

 

I was wearing a shirt (that we will definitely be selling) because EVERYBODY talked about the shirt - NOT the post.

 

It took me two hours to write that email, (and it was so good), and EVERY comment afterward was about the shirt I was wearing…

 

 

  • Oh my gosh, I love that shirt!

 

 

 

  • Where did you get that shirt? 

 

 

 

  • That's a cool shirt!

 

 

 

  • How do I get that shirt? 

 

 

 

  • Should I Google that shirt?

 

 

 

  • Where's that shirt, where's that shirt, where's that shirt?

 

 

There was NOT a single comment about the actual post itself. 

 

This is a classic example of the market telling you what to do.

 

I was laughing pretty hard. I was like, "Oh man, that's funny..

 

Next time, I'll choose pictures more carefully so that people read the post - 'cause it was some good stuff.

 

So, scroll away from the shirt pic… ‘cause I’m gonna share what I wrote in the email, (before *the shirt* sabotaged it)... because I think there's some power in knowing why I write emails in the way I do…

 

GETTING SURGICAL WITH STEVE

 

There are two things I do spend A LOT of time doing…

 

  1. Content Creation 

 

  1. Email and Post Writing

 

Whenever I start writing a post, I really wanna go all in and usually, it'll take me a while - an hour per post is not abnormal... 

 

For me, it's surgical. Like... "Oh man, it seems like people are struggling with this concept. Boom! Let's do that.”

 

I have a team of writers and a big content team now, (#Amazing) - their role is to go a little more broad stroke teaser based on the content that I'm promoting. 

 

But when I write stuff, I like to dive in deep... 

 

INTO THE SHARK TANK

 

Recently, I've been watching a bit more Shark Tank.

 

And it's funny…

  

Someone from the corporate world might look at Shark Tank and see both the people sitting behind the desk and the person who's asking for money as an entrepreneur…

 

… and technically, they're right. 

 

But I wanna go through and talk about the different types of entrepreneurs, so you can identify…

 

 "This is the kind of entrepreneur I'm trying to be." 

 

I want you to have a clear understanding of what each of these roles is likely to bring you. 

 

Obviously, I'm talking in stereotypes, I'm NOT talking about science-backed numbers here, however...

 

These are very stereotypical ranges of income that I typically see happen for the different types of entrepreneurs that are out there.

 

THE EMAIL - THE ENTREPRENEUR PERSONALITY

 

Much of the business world is kinda getting carried away with the word "entrepreneur"...

 

So that's how the email started…

 

The subject line was ‘Types of entrepreneurs (or not)...’

 


Much of the business world is kinda getting carried away with the word "entrepreneur"...


And many are calling themselves an entrepreneur when they're really not...


AND, not everyone is an entrepreneur, nor should we expect everyone to be. 


Free Market Capitalism needs different roles...


AND THAT'S OK!


But - 

I wanna share some insights on the differences (because an "investor", "fast food franchise owner", or "copy cat" isn't an entrepreneur).

The term "entrepreneur", (the actual definition) is a noun and the actual definition of the word "entrepreneur" is…

 

 ‘a person who organizes or operates a business or businesses, taking on greater than normal financial risks in order to do so’.

 

Now, I'll tell you, right off the bat

 

 One of the reasons why the funnel game that we teach is so powerful is that you get to mitigate a significant amount of that financial risk if you just know how to build a funnel.

 

  1.  You don't need to take on money

 

  1. This post may offend some people 😉

 

WHICH TYPE OF ENTREPRENEUR ARE *YOU*? 

 

 

#1: THE VC-BACKED ENTREPRENEUR?

 

The VC-backed entrepreneur is the type of person who walks up on Shark Tank asking for money. They're asking for VC, (venture capital)... 

 

i.e., they're asking for funding for their business...

 

Entrepreneur, VC-Backed:

Own: Partial

Control: Partial

Risk Tolerance: Highest

PERSONAL Cashflow Level: Moderate until an IPO, if it happens

Time to Personal Cashflow: Once funded, immediate

 

They're a creator, imaginary, disruptor, truly new

Eg: Entrepreneurs that take cash on Shark Tank. I'm very against this. It's freaky. I want the market to give me my paycheck when I'm selling something of worth, and not before that.

 

  • How much risk tolerance does that type of person usually have? The highest level of risk tolerance -  and that's NOT always a good thing.

 

  •  Personal cash flow level, that's typical, moderate until they take out their company to go to the stock market with an IPO, (if it even happens)

 

  • Time to personal cash flow-  immediately, if they get funded. 

 

Now what's crazy about an entrepreneur who chooses to go get VC funding is that…

 

Traditionally, the VC funded entrepreneur gets paid from the money that they borrow. 

 

In my opinion, that's backwards...

 

I didn't get paid until I created actual value and started selling stuff.

 

That's one of the reasons I'm so against the whole concept of the J Curve.

 

 If you've NOT seen the episode of Sales Funnel radio called Kill the J Curve, go watch that episode -  you can watch me freak out a little bit on the whiteboard and teach you why it's so VC funding is sooo crazy. 

 

*The J Curve is Nuts*

 

Don't borrow money. 99% of the time, you don't need it. 

 

Don't think you're the 1% either!

 

 Now, here's some general characteristics of entrepreneurs who seek VC funding

 

  •  They're creators

 

  • They're imaginaries

 

  • They're disruptors

 

  • They make things that are truly new. 

 

Example: hose entrepreneurs who take on cash on Shark Tank. 

 

I'm very against this model -  it's FREAKY.  

 

I want the market to give me my paycheck when I sell something of worth and not before.

 

The freaky part about it, (and why I'm so scared about it), is that when someone takes on money for their business, usually they get paid from that cash in addition to paying for their marketing efforts. 

 

  • If you just bootstrap a little bit and just get ready to feel a little bit of discomfort, you can own 100% of your company!

 

  •  You don’t need to take on money and a paycheck when you may NOT actually have a successful business - you’ll owe somebody else millions of dollars, and then... you may go bankrupt. 

 

You know what I'm saying? 

 

It's not too much of a trade-off in my opinion to boot strap for a while

 

For me, it's a very obvious choice.

 

THE NON-VC BACKED ENTREPRENEUR?

 

This is why ClickFunnels has been such a big deal. 

 

ClickFunnels has taken on NO VC money. 

 

In fact, it's NOT even really been self-funded... 

 

It's not like Russell and the founders put their own dollars in to start it; they just built a funnel and then sent an email invitation to a webinar to their list…

 

… and then, all the money just went right back into the business. 



  •  They didn't borrow any money

 

  • They didn't really self-fund it either. 

This is a BIG deal to understand!

 

ClickFunnels is one of the fastest-growing SaaS companies in the world - that's EXPLOSIVE growth. 

 

Everyone's like, "Oh man, we need to go recheck the curriculum inside of colleges 'cause they're doing everything you're NOT supposed to be able to do."

 

 And it's just because Russell knows how to build a front-end funnel. 

 

Other funnel software don't even sell their software with a funnel - little jab there, unapologetically  😉

 

Entrepreneur, Non-VC Backed:

Own: Full

Control: Full

Risk Tolerance: High (less likely to lose their shirt if it fails, they own it all)

PERSONAL Cashflow Level: Low for a while, then grows big

Time to Personal Cashflow: Soon after traffic is consistent

 

They're a creator, imaginary, disruptor, truly new, and a bit more scrappy than the VC-backed chaps. Requires moderate skills in marketing and sales.

 

Eg: Steve Jobs

(He tried to get financing but was turned down. So he sold his car for $750 and Steve Wozniak sold his calculator for $500. Get after it)

 

Eg: Russell Brunson

(He used funnels to sell funnels (imagine that, a product of his product) so his own money wasn't at risk. Get after it)

 

So, as a Non-VC Backed Entrepreneur…

 

  •  How much does that entrepreneur own? Full ownership. They didn't give up any of their company. 

 

  • How much control do they have? Full control. 

 

  • How much risk tolerance do they have? They have a high-risk tolerance, but they're actually less likely to lose their shirts if it fails because they own it all. 

 

  • Personal cash flow level. It's kind of usually low for a while - I didn't take a paycheck for the first 2-3 months that I was doing this on my own.

 

Personal cashflow is low for a while, but then it grows really big, really fast. 

 

  • Time to cash flow soon after traffic is consistent. 

 

(If you guys wanna go see this email, and you know you're on my list, go search in your inbox for types of entrepreneurs (or not)...and it'll pop up for you)

 

Entrepreneurs that are non-VC backed are...

 

  • They're creators

 

  • They're imaginary

 

  • They're disruptors

 

  • They make things that are truly new

 

  • They're a bit more scrappy than VC-backed entrepreneurs, (that's what I've typically found) because they're willing to feel a little pain. 

 

  • It requires moderate skills in marketing and sales to actually be a non-VC backed marketer and an entrepreneur. 

 

(You've gotta have a few marketing skills - come to freaking OfferMind - that's where we teach you that 😉 )

 

Example: Steve Jobs. 

 

Steve Jobs tried to get financing, but he was turned down.

 

Steve Jobs, tried to get VC funding, and he was turned down, so he sold his car for $750, and Steve Wozniak sold his calculator for $500…

 

... and that's how they self-funded Apple. 😂

 

Russell Brunson used funnels to sell funnels, (imagine that, a product of his product)...

 

 So his own money wasn't at risk. Get after it! 

 

Now…

 

There are 4 other profiles who often think they're entrepreneurs, but they're not. 

 

# THE BUSINESS OWNER

 

A business owner is NOT an entrepreneur. 

 

Business Owner, Copy-cat:

[not an entrepreneur]

Own: Full, depending

Control: Full

Risk Tolerance: Moderate (but they're just copying someone else)

PERSONAL Cashflow Level: Moderate, they didn't create anything

Time to Personal Cashflow: Moderate

 

They're usually not very creative. They can make good money "hacking" all the time but I've found those that stay there usually remain worried about money. It's not that they don't make money, they just constantly need to see what others are doing so they know how to act next, which takes focus off their own creativity, so they stay in a "hacking" loop.

 

Eg: Any product that was 'second' to a market or off-brand 

 

Let's look at the definition of an entrepreneur...

 

 A person who organizes or operates a business or businesses, taking on greater than normal financial risk. 

 

*They are the creator* 

 

To ‘entrepreneur’ something is to put something together and create stuff. 

 

A business owner is NOT always an entrepreneur, in fact, most of the time they're not. 

 

It's NOT semantics.

 

A business owner is not always an entrepreneur -  if they are not the one who put it together, usually they're not being entrepreneurial. 

 

You can own something and not create anything in it. 

 

Anyway…

 

  •  How much do they own? Full, (depending)

 

  •  Do they control anything? Yeah, they can have full control, (again, depending on ownership levels)

 

  • Risk tolerance is moderate, but usually, they're just copying somebody else. 

 

  • Personal cash flow level is moderate - they didn't create anything though. They didn't create anything usually. 

 

Now, I'm not jabbing anybody who's a business owner, I'm just saying, (usually) they're NOT as creative as an entrepreneur. 

 

They can make good money by hacking, but I found that people who stay in this role, usually,  remain worried about money.

 

 If your whole business is based on continually hacking everybody else, that is the category that remains worried about money the longest. 

 

Eventually, you gotta be prolific.

 

I'm NOT saying you can't funnel hack your way into a lot of wealth, but usually that person remains a little bit nervous most of the time. 

# THE FRANCHISE OWNER ( The Franchisee) 

 

The person who owns a franchise - that kind of business owner is NOT an entrepreneur.

 

When somebody buys a franchise of McDonald's -  that's NOT an entrepreneur. 

 

They're participating in the fruits of the entrepreneur but they're not entrepreneurs themselves…

 

.... they just own the business. 

 

This also includes anybody who's working for commission. 

 

So I'm gonna tell you, affiliate marketers, (most of the time), they're not entrepreneurs... unless they're ‘entrepreneuring’ a way to sell something that's different.

 

 They didn't make the product. 

 

My affiliate marketing stuff has been so powerful because I start bringing in entrepreneurial principles into affiliate marketing. 

 

Same thing with MLMers, (little stingy here), okay! They're NOT entrepreneurs, they're salesmen. 

 

Entrepreneurs create stuff, and if you're not genuinely creating anything, you're NOT the entrepreneur. 

 

So anything that is working under commission, you are under the category of business owner, franchisee/salesman.

 

  • Do they have control? They ‘think’ they have control, but it's really an illusion. 

 

Franchise owners, in my opinion, are the MOST desperate to be included as an entrepreneur.

 

 They're stuck in a business model that focuses their role solely on products and operations, NOT actual marketing. 

 

It's out of their hands. 

 

They bought a job and ‘entrepreneur’d’ nothing. 

 

The original builder was the only entrepreneur in this scenario.

 

 Example: practically any fast-food chain. 



#THE CEO

 

 

CEO:

[not an entrepreneur, usually]

Own: Only if they built it, or contracted a percentage when hired

Control: Depends if they were hired into the role, or built the role

Risk Tolerance: Moderate (if they fail, they're fired, not Chapter 11'd)

PERSONAL Cashflow Level: Moderate to High

Time to Personal Cashflow: If hired, Immediate

 

I believe most all entrepreneurs should become the CEO of the company they built, but in due time. They're both 'builders' but for different roles and at different timelines. Entrepreneurs build to solve a valuable problem. CEO's build to sustain and grow systems. Both are important, but a CEO isn't absolutely necessary for a new entrepreneur for some time.

 

However, a CEO that's hired from the outside is not an entrepreneur. They're a 'business systems tweaker/builder'. It's funny to me when bright and shiny new entrepreneurs label themselves as CEOs (A CEO of what? They have no business systems to be a CEO over, ha!)

 

Eg: Steve Jobs creates, then leaves, then comes back make Apple innovative again (chopping almost all projects)

 

Eg: Russell Brunson creates, then puts systems in place and becomes a CEO later



CEOs are NOT entrepreneurs unless they were also the one that built the product. 

 

I was first an entrepreneur and then I took on the role of CEO. 

 

… and that's a very natural progression for any entrepreneur who doesn't wanna stay a serial entrepreneur their whole life. 

 

I want to start as an entrepreneur and then take on the CEO role to build the business...

 

That's the model I know I'm gonna follow my whole life. 

 

So, CEOs are usually not entrepreneurs.

 

#THE INVESTOR



Investor:

[not an entrepreneur]

Own: Depends if it's an equity, asset, or cashflow deal

Control: Depends how the business was valued and what type of contribution the investor is making (cash, talent, assets, relationships, etc)

Risk Tolerance: Low

PERSONAL Cashflow Level: Willing for low, but secure, with big exit plan

Time to Personal Cashflow: Usually needs cashflow back regardless of business health


It's the other side of the "Entrepreneur, VC-Backed" coin. I have no problem when someone chooses to take on an investor to move faster, but only AFTER the market has said yes to them by paying the business lots of cash. An investor doesn't have the option of simply giving cash. I've heard investors say that the only time when their investments in existing companies has worked well is when they're personally involved (not a fund-and-dash), or there's a brand new talent brought in for the company. 


Eg: Warren Buffet (who kinda 'entrepreneur'd' his style of investing)



An Investor is NOT always an entrepreneur. 

 

 

 

Now,  this might sound really weird, but here’s my description of an investor from the email...

 

An investor is the other side of the entrepreneurial and VC backed coin. 

 

I have no problem when someone chooses to take on investment to move faster, but ONLY after the market has said yes to them by paying the business lots of cash. I'm fine when people take on money in VC funding post their business being validated by a lot of money from the market.

 

But beforehand your business has been validated? 

 

*Sounds really dumb to me*

 

I’ve heard investors say that the ONLY time when their investments work has taken at least one of the following…

 

  •  They're personally involved 

 

  • They're bringing a new skillset

 

  • There is a brand new talent brought into the company. 

 

I've actually heard from a few people:

 

 "Hey, I don't find that straight up just investing cash in  a business very challenging to make it work, unless you're willing to actually bring in a new skill set, bring in some kind of new talent.”

 

 The cash itself is usually NOT the reason why something's going to work - which is why you don't need it in order to build it in the first place. 

 

So hopefully, I've not just offended the crap out everybody who's reading this?

 

I know I went a little bit deep, and there’s not a lot of story but just to recap…

 

(Again, speaking in stereotypes here, I know there's always different scenarios and clever contracts... )

 

TYPES OF ENTREPRENEURS (OR NOT)...

 

# A VC-backed Entrepreneur - obviously NOT an entrepreneur

 

  • They just took on cash and gave up a lot of control and ownership, usually. 

 

#A NON-VC backed Entrepreneur - obviously an entrepreneur. 

 

  • They own everything and keep control. 

 

  • They usually don't take a paycheck for a while, but they have an insane amount of flexibility afterwards, more than any other type.

 

# A Business Owner (who's kind of a copycat) - by default they're NOT an entrepreneur.

 

  •  They're just hacking their way into cash, which is great, but eventually, understand that to be an entrepreneur is to create something.

 

  • if you're just copycatting your way in, that's not being an entrepreneur.

 

  • This is the category that remains the most scared about money, even above the franchise people, 'cause they're like, "Who do I hack? Who do I hack? Who do I hack?” 

 

  • They have to spend all this time, money and resources hacking and hacking, and hacking and hacking and hacking. 

 

  • They get freaked out and they're like, "Then I need to go recreate it, then I need to go relaunch it and it's scary." 

 

Just be a real entrepreneur and build something that's awesome. 

 

Build a list, and then it's very hard for your products to fail after a certain level 

 

… just stay with it.

 

# Business owner who's a franchisee (also includes any sales positions) - not an entrepreneur. 

 

  • It's a sales position that you bought. 

 

# CEO - not an entrepreneur, unless they were an entrepreneur beforehand. 

 

# Investor - not an entrepreneur. 

 

  • I know I'm gonna get a little kickback from that, but I'm talking about the investor who just walks up and hands cash off and then walks away. 

 

  • The invest and dash model - that's not being an entrepreneur. 

 

  • Now an investor who brings extra talent, and starts actually creating extra things on top of the business they invested in, sure… they can be an entrepreneur.

 

This was all in my email, (and it's the reason why it took me a lot of time to write), and maybe I went too deep but I don't care, whatever. 

 

So, here’s how I tied EVERYTHING together...

 

DO YOU OWN OR CONTROL?

 

"Steve, nice. Why show me this?"

 

I totally get it... Seems random, but it's not...

 

The reason I get so stoked about my OfferMind event and what I do is because it's a VERY fast path to REAL entrepreneurship that lets you OWN and CONTROL everything you build.

 

"The poor OWN everything and CONTROL nothing.

The rich OWN nothing and CONTROL everything." - Robert Kiyosaki

 

*FASCINATING*

 

 It's from Robert Kiyosaki

 

The poor own everything and control nothing, the rich own nothing and control everything

 

This is sooo powerful because, (if you just caught what I've just said)...

 

OfferMind teaches you how to OWN and CONTROL your business. 

 

… and that’s freaking rare!

 

  • Everything we're doing in this funnel world...

 

  • Everything we do in this offer world...

 

  • Everything I do in my business... 

 

… is NOT normal. 

 

*BUT IT WORKS*

 

It's just NOT known yet -  it's just barely starting to get seen by the actual mainstream entrepreneur space.

 

You have such a ridiculous advantage if you just learn the models we're talking about.

 

 ... and the BEST NEWS, the models aren’t hard to follow!

 

 You can execute them at a 50% level and you'll still make a lot of money.

 

 It's NOT about perfection.

 

I finish the email by saying…

 

When you come to OfferMind (Sept 2-3) you'll learn the marketing principles and timeless models...

 

(That let us non-VC backed, REAL Entrepreneurs grow our companies from the ground up...)

 

Not sure how else to position the tremendous value here...

 

This is NOT what I learned in my Marketing Degree...

This is NOT what you'll learn in mainstream entrepreneurship...

 

But would it surprise you to know that REAL entrepreneurs know and do MORE than is being taught??!

 

Come to OfferMind Sept 2-3, 2019 and let me pull back the curtain...

 

There really is a back door. 

 

Understand that when I'm writing emails and doing promotions, I’m finding principles and tying them back to whatever I'm promoting, (which isn't new)...

 

 But what I'm declaring in the email I sent, (and what I was hoping people would gather from the post before my shirt subverted it was…

 

You can OWN and CONTROL your entire company. 

 

SKIP THE J CURVE!

 

Robert Kiyosaki says, ‘The poor own everything but control nothing. The rich control everything and own nothing.’

 

I'm saying you can own and control if you just learn how to build a freaking funnel and skip the entire J curve.
 

And that's why this stuff's so powerful, so please hear the principles inside what I'm telling you…

 

The opportunity you have inside this funnel space is unlike any other has ever existed in the entire history of the planet.

 

 And when you choose to come and learn these kinds of things, I promise you, you will NOT be able to look at any business the same way…

 

You’ll sit back and go:

 

  •  Huh. I wonder how they're generating leads?

 

  •  Huh. I wonder what their average car value is? 

 

  • Huh. I wonder what their cost to acquire is?

 

  •  I wonder this? this? this?

 

It's ALL a big formula. 

 

And I'm excited to teach it to you at OfferMind.

 

We're almost sold out of VIP and we're starting to max out in other tickets too -  it's gonna be awesome.

 

I’ll be doing interviews with the speakers cause I want to chat with them - so you can see what you’re actually gonna learn from them. 

 

 Go to offermind.com and grab your ticket. We'll see you guys there. 

 

Let me help you learn how to get rich. 

 

BOOM! 

 

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

 

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? 

 

That's what I struggled with for a while until I learned the formula

 

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it. 

 

Wanna come? 

 

There are small groups on purpose, so I can answer your direct questions in person for two straight days. 

 

You can hold your spot by going to OfferMind.com

 

Again, that's OfferMind.com.


Aug 2, 2019

Now, if you don't know…

 

Cart closing is one of the most powerful things you can do for any product that you sell. 

 

I think one of the BIGGEST reasons why people don't sell as much as they should is that they are ALWAYS selling their product... 

 

If you just add in a cart open and cart close sequence you add a ton of urgency and scarcity

 

And something that may have left your potential customers feeling…

 

 “Hey, I can get it at any time...” 

 

… suddenly becomes even more valuable than it is … simply due to the addition of MORE scarcity and urgency

 

Scarcity and urgency are the easiest weapons you can pull as a marketer, and one of the easiest ways to create that is by closing the cart. 

 

MASTERCLASS CART CLOSING 

 

A few weeks ago, I decided to do a rerun of what I call the OfferMind Masterclass.

 

The masterclass is a deep dive through six different steps on how to actually create and launch an offer. 

 

It's six sessions (two hours long), over three days - so it's two sessions a day... and that’s A LOT. 

 

...it's a ton of fun and I love doing it… but it’s *EXHAUSTING*

 

At the end of the masterclass, I said, “Hey, if you get this Masterclass, I'll give you guys a FREE ticket to my OfferMind Live event.”

 

However, because I'm following the principles  of cart closing, I needed to create a cart close sequence to increase the pressure. 

 

Now, a lot of people create a sequence to launch their product, but many people forget the close sequence.

 

YOU’RE LEAVING MONEY ON THE TABLE

 

I remember the first webinar I ever put out there, I created all these campaigns to promote it…

 

  •  Go register

 

  • Go do this...

 

There were all these sequences

 

I remember spending tons of time sitting at the computer thinking about what emails I could write that would create A LOT of registration desire, (which is very similar to buying desire). 

 

I wanted people to think…

 

“Oh man, I wanna go register. I gotta go see that. I gotta have this!”

 

As I went through and started creating these sequences, I realized, “Oh my gosh, I need to have a cart close sequence as well.”

 

It's one of the ClickFunnels, Russell Brunson’s Perfect Webinar-isms to do that, and now,... 

 

 I've become as obsessed with the cart close sequence as I have the cart open or promotion sequence

 

I’m OBSESSED with how to create A LOT of noise around the cart close.

 

I want people to know

  

  • Hey, we're actually gonna take this away. 

 

  • This isn’t gonna be around FOREVER!

 

TEST THIS!

 

I remember the very first webinar I tossed out that was a BIG success…

 

I was playing with different cart closing sequence timelines

 

At first, there were three days from here's the offer to let's go ahead and close the cart... 

 

And funnily enough, that actually felt a little bit long for me the sequence I use…

 

  • Hey, why don't you go buy...

 

  • Watch the replay…

 

  •  Here's another reason why you should go get it…

 

  •  By the way, there are only a few hours left...

 

...that's kind of one of the standard sequences you'll see in an info product launch, but you can use it for ANYTHING. 

 

Then I was like, “What if I tested 24 hours?”

 

 So a few weeks later, I did a live webinar again and I gave them 24 hours to make the decision to move forward…

 

 … and that was too fast

 

So I was like, “Alright, well, maybe somewhere in between…”

 

Here’s what I found…

 

Personally right now, whether it's…

 

  •  An Info Product

 

  • A Physical Product

 

  • Some kind of Coaching 

 

  • Consulting

 

 ...whatever it is, personally, right now…

 

 I like to close cart about 48 hours from the time that I give them the option to buy. 

 

Now, that doesn't mean that I won't reopen the cart strategically and make the buying sequence longer…

 

But I will definitely close down a cart within 48 hours, and I recommend you do that too. 

 

I dare *you* to give it a go and then come tell me if it makes you MORE money. 

 

… because I'm pretty sure you’re wallets gonna get fatter just by you takin' your offer off the shelf!

 

‘Cause let’s face it, EVERYONE wants what they can't have...

 

... and so, usually, you’ll make more money

 

THE HOW TO...

 

So I thought it’d be cool to share the 3x emails that I wrote to close the cart on the OfferMind Masterclass…

 

I DON’T want you to sit back and approach this with an attitude of, “Hmmm, he used *that* maybe that's why the sequence worked?” 

 

*YOU ARE LOOKING FOR THE PATTERN*

 

 In fact,  recently, I was speaking at an event and somebody walked up and said:

 

 “Stephen, I thought it was amazing that you went and you used this one sentence and then you switched the color from this to this … that's sooo brilliant!’" 

 

Basically, they were trying to find connections with things that were NOT connected.

 

 *Don't do that with what I'm about to share here*

 

 Please understand that having a close cart sequence is worth waaay more than you obsessing and trying to follow some obscure deep dive formula and reaching for connections that really aren't connections. 

 

Don't do that when you follow somebody, okay! 

 

Just follow the major, core framework... and then, if there's a strong pattern, cool! Then you can add it to the framework.


JUST RIFFIN’

 

I’m adding this little caveat 'cause I've noticed some people are starting to focus on the art of what I do, rather than the science…

 

In fact, a little while ago, I did a video for ClickFunnels and I hijacked Russell's phone (and really I just recorded a video on my phone and I sent it to the ClickFunnels team and then they put it from his account)... 

 

But I was like, "I'm hijacking Russell's account," and there were tons of people legitimately concerned that I'd actually done that. 

 

I'm like, "Come on." 

 

But that video was very effective, it sold A LOT and it was awesome, and I was just following some formats and frameworks in my head…

 

… there wasn't a lot of planning!

 

 At the end of that  video, I had some people reach back out and said:

 

 "Stephen, that was amazing, that was so crazy. You must have spent time putting these pieces together.  I like the flow of the content this way." 

 

Someone else said, "I downloaded it and I've  transcribed it." 

 

I was like, "Guys, I was riffin'...

 

I was just making it up. I just pulled out my phone!" 

 

So there’s a sense of being prepared, but there's also something to just getting it done, right? 

 

Anyway, I'm telling you that because as I read this, I don't want you to sit back and say:

 

  1. This is the most powerful framework 

 

  1. This is law. 

 

No, no, no! This is art, okay? This is NOT science. 

 

My group is the science of selling online and I want you to follow me for the science of it…

 

 Sometimes, though, I like to play in the art of it... the stuff that's really hard to measure - so this is more art, and I'm just telling you that.

 

 Anyway, so check this out…

 

HOW TO INCREASE SALES

Now, think about a product that you're selling, or what you want to sell…

 

You go and you present the offer to somebody, right? Now, this is the first email that I dropped out after I present the offer... 

 

  • I'm NOT saying it's the end-all, be-all.

 

  •  I'm NOT saying it's the one I use for webinars - (that's actually a VERY different sequence) 

 

But *this* is the cart close that I will typically use on anything I'm promoting, whether it's…

 

  •  My product

 

  • An affiliate product

 

  • Online 

 

  • Offline

 

... this is usually the sequence that I follow up with.

 

So, bearing in mind all these backdrops, these are the *CART CLOSE EMAILS* that I sent out after the OfferMind MasterClass



CART CLOSING EMAIL #1:

 

Opportunities don't leave you if you don't act, they just go to somebody else. 

 

That was a rather powerful quote I heard and I believe from an event that I was attending about eight years ago. 

 

The topic was stocks and options, and it was from the Rich Dad Company…

 

 My dad and I were attending together. 

 

He and I both looked at each other and came up with a plan on how we could pay for the $30,000 course that they were selling right there.

 

 It’s a true story. It was the first reason I started doing this business at all, by going in debt, *Stupidly*

 

 Anyway, I'm glad I did that, but you understand, it was NOT easy for me to measure the return. 

 

Anyway…

 

 "Okay, if I do this I'll put up half the cost, and then you pay your half back from the money you make from it. Sound good?” 

 

That's what my dad actually said to me, and that was our actual deal, that I would pay him back 15 grand from the money from the course. 

 

We signed a promissory note and everything, and we made the jump and went after it. 

 

I set up a computer next to him in his office, and we started paper trading, meaning, with fake money, like animals. And learning all about financial markets…

 

And you know what? I never made cash from that with the course...

 

 *GULP*

 

... or have I?

 

But that was the trigger that started a series of events in my life that gave me a sense of self-confidence around taking opportunities. 

 

  • If I had not made that jump I would NOT have gone on to do real estate like I did. 

 

  • If I had not made that jump I would have NOT started learning how to post real estate listings and actually get my first taste of the internet, et cetera, et cetera, et cetera…

 

Do you understand where I'm going with this? 

 

My past failures set up my future success, and under that premise, there's very little real failure…

 

  • There's only momentum

 

  • There's only progression

 

  • There's only action. 

 

If I feel myself losing speed it's usually because I started to play small out of fear, right? That said, opportunity is all around us. But there's a time limit on it. 

 

The saying that, ‘opportunity doesn't come around too often’ is plain stupid, okay? They come frequently, we just don't take them that often... 

 

Where do they go? They go to somebody else. 

 

Hey, I've struck an opportunity with those of you guys who've been on the fence for OfferMind, (the actual event)...

 

And then, what I do is, I start transitioning into the offer. 

 

Q: Now, what do you notice from that email?

 

A:  I'm telling a pretty gripping story. 

 

Q: Why am I telling the story that I am? What false belief do you think I'm trying to help people overcome before buying my product when they hear this story?

 

 It's the same as I opened up the email…

 

 Opportunities don't leave if you don't act on them, they just go to somebody else. 

 

That was a quote I heard from that first event that I did with my dad, okay? 

 

Q: And then what did I do? 

 

A:  I start talking about money and how afraid I was. 

 

I share how, honestly, I didn't make any money from that, but everything else positive that's happened in my life has come because of that very freaky big jump I made. 

 

That was 15 grand - that was way more money than I ever had in my bank account at that time, okay? 

 

Q: So if somebody is sitting there and reading, what's the point? What do you think is happening in their brain? 

 

A: “Oh my gosh, opportunities - it's not like they just go on pause, they actually go to another person,”  - which is true. 

 

Opportunities go to somebody else if you don't take action. 

 

Q: What do you think that starts doing to their psyche about moving forward? 

 

A: They're like, “Oh my gosh, I have to have this, I need this,” right? 

 

So in the first email - I tell the story and then I transition into the offer.

 

I'm pitching them in the email…

 

I tell them: 

 

Hey, I've struck an opportunity here with you, right? If you've been on the fence for OfferMind, if you guys go get the OfferMind Masterclass before tonight, before today, right, just a few hours from now, I'll actually give you guys a free ticket to OfferMind

 

 (plus all the other stuff that I was giving away at the time)

 

 … and that way you guys can create momentum in your life. 

 

The funny thing about momentum is that it's one of the easiest things to create but it can seem like the scariest thing in your entire life before you start moving. 

 

So set the wheels in motion for you benefit, no matter your current situation. Click below to go get it. 

 

Do you see what I'm doing there? 

 

 But if you look at the two pages I've printed for this email…

 



 3/4 of this email is a story. The offer is only the last 1/4. And there's a powerful principle to that. 

 

Too many times in these emails where you're closing out the cart people skip the story…

 

 I'm NOT saying it doesn't work to just present the offer and to remind them…

 

However... 

 

Half the time people need to get back in the same state that they were in when they were experiencing your sales pitch

 

So I don't wanna do it the same pitch, so what I need to do is start a NEW story and then go in and drop my offer at the end.

 

That's a method, I'm NOT saying it's law. It's a method. It's one of my favorite methods to do though.

 

 So that was the first email and it was all about opportunities leaving, and I dropped in an actual screenshot of my offer right in the email.

 

 I'm like, “Hey, here's the offer, come check it out,” and I'm recapping the offer. 

 

So when they click my verbiage is, “Go buy this now.”  It's NOT ‘go get sold later.’

 

 I'm selling them in the email, it's ‘go click to go buy,’ (and that worked very, very well). 

 

The whole campaign we did like 45-ish grand, (something like that) - not bad for a rerun, right?

 

 I actually learned a lot from that...

 

CART CLOSING EMAIL #2:


"Private Larsen, what is that and where did you get it?" 

 

I had completed basic training and was now an AIT (Advanced Individual Training), and I was becoming an 89 Bravo which means you're an ammunition specialist

Basically, we studied all kinds of ammo the army had, except nuclear

 

(This is a true story on how I learned a lot more about finance strategy)

 

 Now, I didn't know when I entered, but we basically were just glorified warehouse dudes, and I was REALLY bored. 

 

To be clear, I loved the army, and what it taught be about myself, but there were moments of just complete dull, grinding, you know, crap. 

 

Hey, that's like anything, including funnels, right? 

 

Well, I got bored from learning paperwork so one day at the PX, (which is like a grocery store or convenience store on a base), I bought a book on finance and I snuck it back into our barracks. 

 

We were still fresh out of basic and personal items like that weren't really allowed yet. 

 

In between training sessions, I'd pop open my book, read financial strategies, and figure out how I could use my military pay to use them. 

 

It took my mind back to a creative zone and I felt my mind open again. 

 

(The most grueling parts of basic and the army were actually my favorite and in hindsight, I wish I'd chosen something much, much, much harder. I just didn't know.)

 

I didn't know what I was choosing when I signed up! 

And I didn't know how much I built from momentum, aggression, and grit at that time either…

 

 But, hey, at least I learned it young. 

 

 Well, you can see where this is going…

 

 I got caught with the book and I got punished. I got punished for reading finance books, and honestly, I get it. 

 

It's a group largely made up of teens that you're gonna give weapons to who represent a country, you're gonna want them pretty locked up. 

 

Now, I can't recall a single strategy that I actually learned from that finance book, but one of the biggest lessons I learned from it overall was that there are options in general. 

 

Just knowing that there are things I can do with my money became very liberating. 

 

So while the army was teaching me how I could be moldable... and how moldable my life really is if I'm willing to feel a little bit of discomfort…

 

 My money is actually is the same. I wanna teach you how to mold marketing for your sake and right now I have a little deal going on for you. 

 

If you get OfferMind Masterclass before midnight tonight I'll give you this ticket. 

 

You see? It's the same thing as the last email. Literally, 3/4 of this email is a story... and then the last little bit is a recap of the offer you're gonna get…

 

 And click here to buy now before midnight - because we're taking away bonuses one day at a time right now. 

 

We didn't take anything from the core offer, instead, we took away bonuses day by day - which is a really powerful tactic! 

 

Same offer - 'different hook. 

 

Q: I know a lot of guys who did some kind of military service experience follow me, and when I say that, what does it do

 

A: It creates a bond. I resonate, right? We resonate together! 

 

I'm sharing more of myself and things that I've been through, and what's cool is, and then,  I just tie it into the offer

 

Guys, this skill is amazing and it's one of the greatest skills of actual true marketing you could ever go develop.

 

Now, I wanna give you one more little example, (and it's a short email)...

 

This is what I sent out on day three - this is an email that I sent out just to recap the offer.

 

When I'm doing webinars, I'll do these emails a little more frequently …


Anyways, there's always a moment were I don't wanna just make someone read a huge email to see the offer

 

If someone like me, most of the time they just need to see a buy button and put the credit card in. 

 

I buy very easily - which is why I think I know how to sell stuff also.

 

 Become a good buyer, and you usually know how to sell stuff better when you just buy more stuff - which is true!

 

CART CLOSING EMAIL #3:

 

In the third email,  watch how fast I get to the offer - it's super fast! It's meant to remind people, “Hey, this going away.”

 

 In exactly two months we'll be setting up the room for OfferMind 2019 (which is September 2nd and 3rd). I wanna give you one last shot at a FREE ticket when you buy OfferMind Masterclass by clicking right here. 

 

I make the offer in the second sentence.

 

 Last week you had a chance to get a fast glimpse of some of the OfferMind Masterclass. I want to remind you that if you act before midnight tonight what you're gonna get is…

 

BAM! I go straight to the offer!

 

And it has a total value of *this*… but it's yours for *just this amount*, but I'm gonna be pulling all this down by midnight tonight. 

 

This means you gotta take action right now!

 

... and I go straight into the offer!

 

Now, there's one piece I like to do in anything I'm promoting manually

 

 If I'm auto-promoting stuff it's NOT something that I usually toss in in emails…

 

 But if I'm manually promoting something *this* is definitely something I'll do frequently.

 

 Check this out…

 

(If you’ve been following me or any of my campaigns you've likely watched me do this…)

 

At the end of the email, social post, or wherever it is that I'm doing presenting my content, at the end of the email, (especially if it's like a real-world, live, manual campaign that I'm running… NOT an evergreen)...

 

 I love putting the list of those people who have purchased in the bottom of the email to say, congrats to those of you who bought…

 

I swear that technique has doubled my actual purchases in the past.

 

That's a HUGE deal. 

 

I download the list of people who either bought or have purchased something through an affiliate link, and I just put their name, (nothing else), in the email. 

 

Do you know what that does for social proof? 

That's so freakin' powerful - it's so amazing, guys. 

 

The only reason why I'm telling you guys this stuff is because…

 

 I want you to know that EVERYTHING should have a close cart sequence.  

 

And yes, there are tons of strategies.

 

Webinar ones have something very specific and e-comm ones can have that too, but having one cart closing sequence, in general, is AWESOME…

 

You can start with ONE, and then, just close the cart!

 

Focus on how your product sells, and not just what your product is.



ONE STEP TO SELL THEM MORE

 

I have some very good friends and some close acquaintances who have made millions of dollars on cheap products merely because strategically they open and close their cart frequently.

 



 They say, “I'm gonna take it down,” and then they put it back up... then take it down, and put it back up. 

 

They'll do two, three-week rotations - where the cart’s not open for several weeks. 

 

And then BOOM! They'll blast out an email, and it's like, “Hey, it's open for a couple of days.” Bam! Then they close it down. 

 

Usually, what I’ve found is that if your

 

  • Offer is good enough - and you have been selling it

 

  •  Sales message is good enough - and people have been consuming and buying

 

  • Funnel is good enough...

 

 … most of the time when someone comes to me and they say, "Stephen, how do I go and I increase my sales?" 

 

Instead of changing something in the funnel or the sales message, one of the easiest ways to do it is by introducing MORE scarcity and urgency.

 

 And that's the whole point of this blog, and hopefully, this has been helpful to you!

 

If you found this useful, please let me know by going to sjlreview.com and leaving a review. I appreciate that a lot if you choose to do that. 

 

And then also... * Shameless Pitch* 😉

 

Please Come To OfferMind 😎

 

OfferMind is NOT a funnel event…

 

  •  It's about cashflow tactics

 

  • It's about cashflow models

 

We're gonna go and we're gonna teach you several cashflow models that you can use.

 

 Day #1: We're gonna go deep on a few things just with me personally 

 

Day #2: I'm bringing in my coaches, (who at the end of this year, I will have paid probably almost 150 grand), and you get to hear from my coaches for the price of an admission ticket …

 

#SuperPowerful. 

I've asked them to come in and teach you is cashflow models in regard to what their expertise is. 

 

It's very powerful, and I would love to have you come. 

 

Go to offermind.com and go ahead and get your ticket. VIP's almost sold out - we're really excited. 

 

If you come to OfferMind, I’ll see you in just a few months! 

 

#GetRichDoGood

 

BOOM! 

 

If you're just starting out you're probably studying a lot. That's good. You're probably geeking out on all the strategies, right? That's also good.

 

But the hardest part is figuring out what the market wants to buy and how you should sell it to them, right? 

 

That's what I struggled with for a while until I learned the formula

 

So I created a special Mastermind called an OfferMind to get you on track with the right offer, and more importantly the right sales script to get it off the ground and sell it. 

 

Wanna come? 

 

There are small groups on purpose, so I can answer your direct questions in person for two straight days. 

You can hold your spot by going to OfferMind.com

 

Again, that's OfferMind.com.

 

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