Podcast appearances and mentions of jack born

In this episode of ‘The Art of Selling Online Courses', Jack and I are talking about deadlines, why they matter in selling and what is urgency and scarcity. We will also cover should course creators use deadlines (the answer is yes) and how can they increase course sales.Jack will share with us how deadlines fit into an offer and where you can put them. To access your 30 days free trial go to https://www.deadlinefunnel.com/special/30-day-create?via=johnIf you want to learn more from Jack go to https://www.deadlinefunnel.comFind out how much revenue your funnel could make you  https://datadrivenmarketing.co/profit-increase-report/Join The Advance Online Course Creators Facebook Group https://www.facebook.com/groups/advancedcoursecreators

What is a brand? It's not your logo, fonts, or colors. It's your vibe and energy that's uniquely YOU! Let's learn more about the 4 Pillars of Building Your Brand to Grow Your VisibilityVISIBILITY - When it comes to being a brand, you have to have the mindset that it's okay for you to show up and be seen. You don't want to hide behind your logo or website. People crave connection. Understand that it's important for you to show people and create connections exactly as you are. You are exactly where you need to be to add value to the world. Jack recognizes that there's a lot of internal work to do in order to reach that external goal. A lot of times it's getting over whatever insecurities we have. You have a message to share to the world and people need to hear that message.Listen to the episode for all of the brand pillars or read more here.Watch the whole interview on YouTube here.And check out Deadline Funnel for more information.Join The Content CollectiveThe answer behind: "What do I post today?" Join Brand Builder's Bootcamp TODAY!

"You don't want your launches to be the only way in which you acquire clients. A lot of us start that way, that's normal. But eventually you're going to get to a phase where you're thinking ok, launches are getting a little bit tiring, so you can't imagine doing more and more. And so, that's why this strategy of building evergreen, and also doing launches is the best way to take things to a whole other level, where you can bring in clients 365 days out of the year." Jack Born is the founder of Deadline Funnel, a tool that makes it easy to increase conversions and generate more sales with authentic evergreen marketing. After quitting his job in 2001, Jack has been building software that helps make life easier for Entrepreneurs.  Sign up for a free trial of Deadline Funnel here!  Connect with me on Twitter @carolinamillan and tell me what you thought about the interview! Make sure you leave a 5-star review on Apple Podcasts and go listen to another episode! 

How do we connect a product with an audience? That's what we discovered in this conversation with our good friend Jack Born, founder of deadline funnel. Some of these conversation's #GoldenBoulders were:

We've been talking a lot lately about the importance of having a lead magnet to build our podcasting business.  This week we are going to talk about how to start converting more of those leads into paying customers! Check out episode 258 of Podcasting Business School as I chat with Jack Born from Deadline Funnel. Topics discussed: Why deadlines work when it comes to making sales. Jack's definition of authentic evergreen marketing. What types of pricing and offers are working with a Deadline Funnel.  Tips for podcasters that want to convert leads into paying customers. https://deadlinefunnel.com ***** Ready to grow your show? Download your FREE Podcast Growth Scorecard:   https://www.podcastingbusiness.school/scorecard

Lon and Derek talk to a few of the Illini men's basketball managers, who are en route to New Orleans to try and win (another!) national title. Later, hear from Illini kicker Caleb Griffin and Illini RB coach Cory Patterson.

Have you ever been sent an email or read a social media caption that totally just rubbed you the wrong way? "Does this lady think really I'm going to fall for her slimy sales technique?" I've had that thought more than once.That's why I wanted to bring today's guest on to talk about authentic marketing with your content. Jack Born, the founder of Deadline Funnel, knows firsthand just how important it is to keep your customer's trust. In today's episode, we talked about the basic principles of selling, why customer testimonials are valuable, and how to create urgency in your marketing -- authentically! -- that can be a gamechanger for your evergreen products.If you create digital products (or want to someday), this episode is for you!Buzzsprout - Let's get your podcast launched! Start for FREEDisclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

Hello friends, I hope your week is off to a great start! This podcast episode is going to be short and sweet and was inspired by the conversion I shared with Jack Born from Deadline Funnel a few weeks ago on the show. Today, I'm diving into how you can find your ‘quick win' - how you can get yourself into action, and continually take steps to move forward without getting caught in the cycle of overthinking or overwhelm. Regardless of where you're at in your online business journey or in your life, the goal of this episode is to teach you how you can get out of your own way and really find that quick win in that moment to help move you forward to that long term goal. I define a quick win as something that gets you closer to your final destination or your goal. And while it's typically very simple, it's not necessarily the immediate default action step. Really what stops us from finding our quick win, or achieving our goals, is that our primitive brain loves to overcomplicate some of the things that are very simple. Also, we've been conditioned that success ‘should' be difficult.Our primitive brain is designed to protect us and to overthink. Stalling out is one of the things that it can do in the event that it wants to protect us and really what I know to be true is that our primitive brain really wants to know all of the steps in order for you to even get started. This is something that I've had to personally work through and coach myself on, and took time for me to build, knowing that it's totally okay to not know every single step. Actually, not knowing every single step is an indication that I can take one step forward because I know that if I am taking one step forward, then steps two, three, four, and five will unveil themselves because I took that first step. I want you to find one thing you can do to move that needle forward. Whether it's something as simple as signing up for a free webinar and actually attending live or using your network to reach out to an ‘expert' in the field you're interested in. Then, let the next steps unveil themselves.Taking these small steps allows you to feel light about your movement, rather than heavy and constricted.“Think about your quick win and get into action. Release the ‘how' by not trying to overthink your way through it.”Until next time, keep doing it your way! Insights:“I define a quick win as something that gets you closer to your final destination or your goal.““Stalling out is one of the things that it can do in the event that it wants to protect us and really what I know to be true is that our primitive brain really wants to know all of the steps in order for you to even get started.”“Think about your quick win and get into action. Release the ‘how' by not trying to overthink your way through it.” Resources:Listen to Episode 470: How to Create Urgency with Your Offers with Jack from Deadline Funnel

Hello, hello my beautiful She Did It Her Way listeners. Welcome back to another podcast episode. Today I have a treat for you; today I am welcoming the very first male voice to the podcast! Please help me welcome Jack Born, of Deadline Funnel. Deadline Funnel is a software tool we use at She Did It Her Way and has provided so much value to our business and can help you to automate certain aspects of your own business, generate more leads, increase your revenue, and ultimately grow and scale your business.Like so many others, Jack got his start working in corporate America and after several years of working in a few different jobs and positions, he finally came to the conclusion that it just wasn't for him. After quitting his job on a whim, he quickly realized he needed to figure out his next move, fast. “It's the entrepreneurial version of jumping out of the top of the penthouse window and trying to build a plane on the way down before you hit pavement.”He had an idea for a platform that he wanted to build with something he had experience with which was helping to bring together travel nurses and healthcare workers. With his previous experience in recruiting health care workers this was a familiar space for him, and a need he knew existed. He created this virtual job board, while learning how to build his own website (this was circa 2002). He built what he now calls “the ugliest website you've ever seen” and it was off and running. When he was one year in, his wife came to him and told him it was time to decide whether it was worth continuously working various side jobs to keep the business going, or if it was time to go all-in on the business. He decided it was time to go all-in and gave himself a deadline. He made an announcement, launching, without really fully knowing what his ‘plan' was going to look like. After sending out email after email, he turned the volume all the way up on the final day, reminding people of the value and the deadline. It took off. “People can be leaning into your message, they can love your product, or your service; and they're eventually going to buy or they're thinking about buying, but they're just procrastinating. They're on the fence, they're dragging their feet, and the power of a deadline gets people to take action.”He did this for a while before deciding to learn from someone who he admired, author Perry Marshall, joining his team for nearly six years. But of course, he began to get that entrepreneurial itch again, so we started back in software on the side. Perry knew that he was hiring an entrepreneur and that Jack's focus started to get pulled away as the software became more and more successful.Jumping ahead, Jack developed and sold another business before he started building Deadline Funnel. He realized that he wanted to be able to use one of the most powerful and consistent triggers for helping someone make a decision, which is having a deadline using urgency to close a sale. But he wanted to do it in a way that did not sacrifice his own integrity. He started really digging into the specifics of what he was envisioning for this ‘tool' and discovered that no one else had created anything like it. Enter: Deadline Funnel. Deadline Funnel, at its core, helps creators (course creators, coaches, consultants, etc. - anyone who is selling something) to be able to maximize their sales by automating them. This traditionally is a very labor intensive process but Deadline Funnel takes out all of those ‘middle steps' taking care of it for you. It helps creators to scale and grow their reach so they can focus on the end-product. With a sales page, anyone can show up and make a purchase and it works. However, the typical conversion rate of even the most well written sales letter, depending on the origin of the traffic, is going to be on average around 1%. This typically is not enough for you to be able to buy advertising and to really scale your business. What Deadline Funnel offers is the mechanism to give people a timed deadline, and visually see when their specific offer is expiring. “It gives you the ability to give someone a special offer with a deadline and keep it accurate across devices and make all of the tough technical stuff just happen automatically.”When you do a launch, or holiday promotion, typically the biggest sales days are when you first open the cart, and the last day before the sale ends or closes. There's a whole bunch of people who have been paying attention to your Instagram or Facebook lives, your webinars, your emails, your replays, etc.; whatever messaging you're using, people are watching and leaning in, but they just haven't pulled the trigger yet. It's right at the deadline that it's either you're in or you're out and that's when people take action. One thing Jack is passionate about in his own life is mindfulness. Being present and aware so that he can really focus with perspective on what's most important. He also says that for his team, having integrity is non-negotiable.“One thing I that communicate to my team is that no one woke up this morning saying ‘I hope someone has yet another software that I can sign up for monthly or annually'. But the reason why we have 1000s of really happy clients is because we understand that what we do is we help people reach a bigger audience and to automate their business so they can do the things they love with the people they love on a time schedule that works for them.”Want to see how Deadline Funnel can help you with your next launch? Visit their website, or reach out to a member of Jack's team for a free screen-share or onboarding call. Their customer service is unparalleled and I can honestly say this first hand that you will not be disappointed with their high-level of service.To all of my listeners out there, until next week, keep doing it your way! Insights:“He decided it was time to go all-in and gave himself a deadline. He made an announcement, launching, without really fully knowing what his ‘plan' was going to look like.““He realized that he wanted to be able to use one of the most powerful and consistent triggers for helping someone make a decision, which is having a deadline using urgency to close a sale. But he wanted to do it in a way that did not sacrifice his own integrity.”“With a sales page, anyone can show up and make a purchase and it works. However, the typical conversion rate of even the most well written sales letter, depending on the origin of the traffic, is going to be on average around 1%.”“It's right at the deadline that it's either you're in or you're out and that's when people take action.” Resources:Check out Deadline Funnel80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More by Perry MarshallThe One Thing: The Surprisingly Simple Truth About Extraordinary Results by Gary Keller and Jay Papasan

Would you like to use an evergreen sales funnel to sell your online course or membership? Do you wonder if deadlines in evergreen sales funnels are too pushy or fake? Listen in to this bonus podcast episode where I chat with Jack Born who is the founder of Deadline Funnels. We discuss: Why having a deadline is critical in an evergreen sales funnel How to automate a deadline with authenticity How funnel deadlines can increase sales without being pushy The ideal length for an evergreen email sequence Tips for an automated email sequence to increase sales Links mentioned in this episode: ✅ Sponsored by Course in a Box on AppSumo and Deadline Funnels. Get your free Deadline Funnels trial here. ➡️ Free resources to help you get started: https://destinicopp.com/free-resources ➡️Episode show notes: https://destinicopp.com/podcast/deadline --- Send in a voice message: https://anchor.fm/destini-copp/message Support this podcast: https://anchor.fm/destini-copp/support

Using people’s fear of missing out has proven to be a very effective marketing strategy over time. But good strategies should not have to dwell on the negativity of fear. So how do you create a sense of urgency on consumers without having to sacrifice your own business’s integrity? Today, I have Jack Born, founder of Deadline Funnel, to discuss the practical uses of urgency in marketing. Jack shares how Deadline Funnel helps entrepreneurs and businesses increase their sales and lead conversion by automating the deadline of their offers to their prospects. Join our conversation to know how you can give that extra motivation to your leads to avail your products and services. Episode Highlights: Introduction [00:00] How Jack got into the digital marketing space [00:52] Jack’s experience working with Perry Marshall [06:51] Deadline Funnel’s backstory and the problems it solves [12:16] How Deadline Funnel works and integrations you can do with it [17:38] Deadline Funnel’s coupon code functionality in ecommerce [21:59] The Zapier of Urgency [28:46] The value of email integration with Deadline Funnel [31:06] A tip on when you can send multiple emails at a time [32:05] Being brave for once in marketing automation [34:05] Resource Links: Visit the Wicked Reports Website (https://www.wickedreports.com/) Visit the Deadline Funnel’s Website (https://www.deadlinefunnel.com/) Get a copy of Perry Marshall’s “80/20 Sales and Marketing” (https://www.amazon.com/8020-Sales-and-Marketing-audiobook/dp/B00KSI46WM/) About Our Guest: Jack Born creates software that helps entrepreneurs maximize their sales through marketing automation. He’s the technical founder of DeadlineFunnel.com , SurveyFunnnel.io , BoxshotKing.com , and AW Pro Tools. Jack also created the Tactical Triangle concept which author and thought leader, Perry Marshall covered in detail in Chapter 6 of his bestselling “80/20 Sales and Marketing” book. Connect with Jack Born through Deadline Funnel’s Twitter and Facebook pages. Optimize Your Business’ Potential and Increase Marketing ROI If you liked today’s episode subscribe to Ecommerce Insights by Wicked Reports to learn more about scaling your business and growing online. Are you serious about growing your ecommerce brand? Work with us at Wicked Reports. Visit our website at https://www.wickedreports.com/ to know more about how we can help you build a successful brand and maximize your profits. Connect with E-Commerce Insights by Wicked Reports: Subscribe on YouTube: https://www.youtube.com/channel/UCtHcqeadfhEzvN_zbQfEzdg Like us on Facebook: https://web.facebook.com/WickedReports Connect on LinkedIn: https://www.linkedin.com/company/wicked-reports/ See omnystudio.com/listener for privacy information.

We know urgency & scarcity works to drive up sales.   We also know it can feel very pushy and inauthentic to dish up fake timelines to an audience you really care about……   Well, I've found someone who has created a way for you to use ick-free urgency & increase your sales like crazy by using authentic cart close deadlines! His name is Jack Born, and he is the founder of Deadline Funnel (amongst a whole plethora of other incredible software programs that make life a heck-load easier for entrepreneurs worldwide by boosting sales and automating processes. We like Jack.)   And today, you'll be meeting him on The Shine Show!   Jack's brilliant invention has changed the game for thousands of online course creators, myself included! If you haven't heard of Deadline Funnel before, get ready to have your world changed because here is the truth….   If you're not using deadlines to drive sales, you're throwing money down the drain!   If you've been ever-dreaming of evergreen-ing, wondering how you can increase those sales figures without having to live launch every 5 minutes and would like to learn how all the 6-figure plus course creators are turning fence-sitting leads into diehard fans, Jack is your man!   I know you're going to be blown away by some of the juicy snippets Jack shares with me on the show! Grab a cuppa and tune in to the show HERE!   XXX Salome   P.S. Want to use urgency in your business, without feeling pushy? You need Deadline Funnel in your life! Protect your energy, save so much time, and boost sales like crazy. Check it out for yourself here!

Have you been struggling to tap into your market and create long-lasting, authentic customer relationships? In today's episode with Jack Born, we will learn about "The Psychology Behind Creating Urgency to Convert Customers Authentically.” Here are three reasons why you should listen to the full episode:  Learn how important Psychology is to business. Learn about the power of deadlines.  Learn about Deadline Funnel and how it has been impacting businesses globally.  Episode Highlights Ways Psychology Affects Business  Jack shared that the fundamentals of business are a mixture of Psychology and Mathematics. However, with marketing and sales, Psychology and communication are the main pillars for a business to stand on.  Jack shares how he found out things about the human brain and the psychology behind how it reacts to buying or trying a product and the decision-making process.   The Benefits of Utilizing Deadlines  Jack shares how establishing a deadline for signing up for a product he was launching changed his life and business.  Deadlines are essential and encourage people to take action to be a part of a launch.  Deadlines will not fix fundamental flaws in your messaging. If the message or the pitch is not acceptable or substantial it will not allow you to reap the benefits of customers, subscribers, or potential clients in creating urgency to be a part of your launch.  Deadlines magnify the results of offers customers are interested in.     Things to consider when trying to effectively launch a product: The time - Assess the trends in your market of choice to determine how long you want the product launch to last. The typical launch time ranges between 4-10 or 5-9 days.  Whatever time an entrepreneur uses to launch a product should give them enough time to: a) educate your audience on what the product is and its uses; b) allow potential clients to develop a sense of trust in the product; c) establish your authority in this particular field or area of expertise;  d) communicate and interact with your potential audience and clientele.    Establish a deadline - Customers understand the impact or premise of a deadline. By adding a deadline, consumers are encouraged to make final decisions quicker to help entrepreneurs know who is interested.  3 Powerful Quotes from This Episode   “Everything  that you do is either adding to your trust and credibility with your audience or it's detracting.”   “You're going to have long-term success if you take a long-term vision and approach with your business.”   “One of the fundamental components of a powerful offer is a deadline."   About Jack Born     Jack Born is the Founder of Deadline Funnel. Jack is also the founder of several successful software companies. He lives and breathes marketing and sales psychology, and loves sharing what he knows with entrepreneurs and improving businesses through the software he has developed. He offers training that helps entrepreneurs improve their business and has spoken at many international events spreading his knowledge and expertise.    Curious about Jack's work? Check out his  business website  Have specific questions? You can reach out and follow Jack on LinkedIn, and his personal website.   Enjoy this Podcast? If you enjoyed today's episode of The Entrepreneurial You, hit subscribe and share it with your friends! Post a review and share it! Also if you enjoyed tuning into this podcast, then do not hesitate to write a review. You can also share this with your family and friends, and colleagues, so they can feel empowered and encouraged to pursue their business. Have any questions? You can contact me through email (henekawatkisporter@gmail.com) or find me on Facebook, Twitter, Instagram, and LinkedIn. Thanks for listening! For more updates and episodes, visit my website.

LifeBlood BRAND: We talked about the psychology of deadlines, how introducing a deadline can increase conversions so long as your message is solid, the value of maintaining a lean operation, and how to build your team with Jack Born, marketing expert and Founder of Deadline Funnel.  Listen to learn how implementing deadlines could positively impact your conversions!   For the Difference Making Tip, scan ahead to 19:51! You can learn more about Jack at DeadlineFunnel.com and LinkedIn. You can learn more about the show at MoneyAlignmentAcademy.com, Twitter, LinkedIn, Instagram, Pinterest, YouTube and Facebook or contact George at Contact@GeorgeGrombacher.com.

Founder of Deadline Funnel, Jack Born, closes Creator Automation Week talking about the value of urgency and trust in your content marketing strategy as a creator. How do you create a course that people will want to buy? Start at the bottom of the funnel and work your way up. Today, Jack discusses the process for launching and automating a creator business. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Founder of Deadline Funnel, Jack Born, closes Creator Automation Week talking about the value of urgency and trust in your content marketing strategy as a creator. How do you create a course that people will want to buy? Start at the bottom of the funnel and work your way up. Today, Jack discusses the process for launching and automating a creator business. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jack Born is the founder of Deadline Funnel. Deadline funnel is dedicated to help marketers monetize their evergreen content. How can you build an effective content marketing strategy based on urgency and trust? Today, Jack focuses on how you should approach courses and passive income generation. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jack Born is the founder of Deadline Funnel. Deadline funnel is dedicated to help marketers monetize their evergreen content. How can you build an effective content marketing strategy based on urgency and trust? Today, Jack focuses on how you should approach courses and passive income generation. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

It's day 3 of Creator Automation Week, and Jack Born, founder of Deadline Funnel talks some more about how to build urgency and trust into your content marketing strategy. Automation and sustainability is key. So how do you ensure that you're producing the right content? Today, Jack discusses how you can monetize your evergreen content. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

It's day 3 of Creator Automation Week, and Jack Born, founder of Deadline Funnel talks some more about how to build urgency and trust into your content marketing strategy. Automation and sustainability is key. So how do you ensure that you're producing the right content? Today, Jack discusses how you can monetize your evergreen content. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jack Born is the founder of Deadline Funnel. For day 2 of Creator Automation Week, Jack continues the conversation about building urgency and trust in your marketing efforts. When should you really be using a launch? Today, Jack talks about launches and their limitations. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jack Born is the founder of Deadline Funnel. For day 2 of Creator Automation Week, Jack continues the conversation about building urgency and trust in your marketing efforts. When should you really be using a launch? Today, Jack talks about launches and their limitations. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jack Born, the founder of Deadline Funnel talks about urgency and trust with your content as a creator. Deadline Funnels helps digital marketers get more sales. Plus, they're a sponsor of the MarTech podcast. For the first day of Creator Automation Week, Jack discusses urgency and trust marketing. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Jack Born, the founder of Deadline Funnel talks about urgency and trust with your content as a creator. Deadline Funnels helps digital marketers get more sales. Plus, they're a sponsor of the MarTech podcast. For the first day of Creator Automation Week, Jack discusses urgency and trust marketing. Show NotesConnect With:Jack Born: Website // LinkedInThe MarTech Podcast: Email // LinkedIn // TwitterBenjamin Shapiro: Website // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In this episode, Elias has a chat with Jack Bron about the future of automated sales funnels. Jack is the founder of Deadline Funnel, a solution for funnel marketers that already thousands of marketers rely on. During the episode, we talk about the art of defining the best sales funnels and the concept of funnel marketing. LinkedIn Jack Born: https://www.linkedin.com/in/jackborn/  Website Deadline Funnel: https://www.deadlinefunnel.com/  During the episode, Elias mentions the Vidyard video solution, go check it out here: https://www.vidyard.com/marketingguys/  The Marketing Technology Podcast is brought to you by Marketing Guys, the #1 Martech agency in Europe. If you want to be on this podcast or would like to know more about Marketing Technology, visit our website at marketingguys.com or contact Elias Crum at e.crum@marketingguys.nl

I live and breathe marketing and sales psychology. I love sharing what I know with entrepreneurs and improving businesses through my software. I love creating software that helps entrepreneurs achieve more and earn more... in less time.  http://jackborn.com/

Takaways is a weekly bonus episode where I sit down and break down the most recent podcast episode of the week and today we're discussing my conversation with Deadline Funnel founder Jack Born.FOLLOW JACKhttps://www.deadlinefunnel.com/http://jackborn.com/FOLLOW JACOBhttps://www.jacobkelly.ca/YouTube - Jacob KellyInstagram - @TheJacobKellyFOLLOW MY SOCIAL LIFEhttps://www.jacobkelly.ca/mysociallifeFOLLOW TRUFANhttps://www.trufan.ioInstagram - @Trufan.io

On this episode, learn how to increase conversions and generate more sales using authentic evergreen marketing, with the creator of Deadline Funnel, Jack Born. Get the full show notes here.

Today on the podcast we are joined by Deadline Funnel founder Jack Born and he' s here to teach you how to properly use sales deadlines. If you're looking for simple hacks to get your sales funnel convert then look no further than Deadline Funnel, a marketing tool for more sales.Jack founded Deadline funnel when he was working for Perry Marshall and was trying to figure out how to create authentic sales deadlines for a promotion and couldn't find any tool that did it so he made it himself! Jack is an a sales funnel expert and in our conversation today he tells you:-How to Make Sales Deadlines Less Pushy-How to Create Urgency in Sales-How to Make Sales Funnels That Convert-How to Make High Converting Sales Funnels-How to Properly Use Deadlines in Your Sales FunnelWHAT WE TALKED ABOUT1:50 - Jack’s childhood growing up in Miami21:36 - Leaving corporate America for entrepreneurship30:27 - Going to work for marketing thought leader Perry Marshall38:51 - Starting Deadline Funnel48:38 - How to Create Urgency in Sales1:04:27 - How to Create Authentic Sales Deadlines1:14:42 - Making the sales funnel evergreen1:24:37 - Work-Life Balance + Wrap Up QuestionsFOLLOW JACKhttps://www.deadlinefunnel.com/http://jackborn.com/FOLLOW JACOBhttps://www.jacobkelly.ca/YouTube - Jacob KellyInstagram - @TheJacobKellyFOLLOW MY SOCIAL LIFEhttps://www.jacobkelly.ca/mysociallifeFOLLOW TRUFANhttps://www.trufan.ioInstagram - @Trufan.ioMUSICSong: Tough Love - Joakim Karudhttps://soundcloud.com/joakimkarudhttps://www.facebook.com/joakimkarudmusichttps://www.youtube.com/user/JoakimKarudMusic from SoundcloudMusic provided by RFM:https://youtu.be/jaoStyAQN4o

Have you ever felt like a hamster on a wheel? Constantly spinning and spinning, but not getting anywhere? As the CEO of your business, there are only so many hours in a day and you need to focus on what's most important: growing your revenue and increasing conversions. In this episode of the ROI Online Podcast, marketing expert and founder of Deadline Funnel Jack Born talks about the future of sales automation, the psychology behind creating urgency to convert customers, and how to do it authentically. Jack is a marketing expert and the founder of several successful software companies, among them Deadline Funnel—a platform that makes it easy to increase conversions and generate more sales with authentic evergreen marketing. Their mission is to help you cross the divide from where you are now to where your business can be.The internet has changed the way we do business, and small-business owners are feeling the pinch. But don't stress! With authentic evergreen marketing tactics, you can reach your target audience - including millennials - with minimal effort.Among other things, Jack and Steve discussed:Jack's back story How Deadline Funnel was created The future of sales automation and conversionWhat a marketing funnel is and its various stagesThe meaning of full-funnel marketing How to create a high converting sales funnelHow to automate your sales funnelYou can learn more about Jack here:Follow Jack on LinkedInYou can learn more about Deadline Funnel here:https://www.deadlinefunnel.com/Affiliate link:https://www.deadlinefunnel.com/?lmref=VmguzgRead the books mentioned in this podcast:The Golden Toilet by Steve BrownThinking of starting your own podcast? Buzzsprout's secure and reliable posting allows you to publish podcasts online. Buzzsprout also includes full iTunes support, HTML5 players, show statistics, and WordPress plugins. Get started using this link to receive a $20 Amazon gift card and to help support our show!Support the show (https://cash.app/$stevemfbrown)

It's no secret that deadlines and scarcity in marketing help to increase conversions and spur sales. Yet many companies have abused false senses of scarcity and urgency and end up killing trust with their customers. Today Jack Born joins us to talk about innovative ways to use deadlines and scarcity in your marketing. Jack Born creates software that helps creators and online entrepreneurs maximize their sales through marketing automation. He’s the technical founder of DeadlineFunnel.com, SurveyFunnel.io and several other software platforms.Jack also created the Tactical Triangle concept which simply and elegantly explains how to scale your marketing and reach a bigger audience. 

Our job as marketers to help people make decisions, even life-changing ones. Creating scarcity and urgency ("scurgency," as I once heard someone put it) is the name of the game.Why is scarcity so necessary and what can it do for us? What's the psychology of selling, how do you set deadlines in a genuine way, and how do you help someone commit to life-changing action? Jack Born, today's guest, has the answers to those questions and more, plus a story about kitesurfing that perfectly illustrates the power of deadlines

You are going to get a breakdown of how to make money in your business with today’s show (and have fun too!) Today we are talking to Jack Born, the founder of Deadline Funnel which is such an amazing tool. In this episode, one of the things we touch upon is how a lot of people feel weird using countdown timers, and how to get around those feelings, especially if you are a heart-centered marketer.  We also chat about how to increase your sales in your business using countdown timers, how to generate an affiliate income, and the psychology behind buying without being sleazy. You’ll love how Jack breaks down how long should you do the countdowns for, when should you re-open after the countdown happened, and if you are an affiliate marketer, how can you use the countdowns in your business. When you are done listening, be sure to check out our conversations with Wilco de Kreij and Drew Burks for more tips on how to grow your subscriber base and use automated webinars in your marketing. “It’s very unlikely that you are going to have one front end product where that’s your entire business. Most of our business is built on the idea that once you’ve bought from me, you’re more likely to buy the next product. You certainly don’t want to ruin that relationship by trying to go cheap with your technology stack and essentially lying to your subscribers.” -  Jack Born Some Topics We Discussed Include: Why are we talking about peeing in the swimming pool? New podcast game - business book bingo How to reconcile any negativity with putting a deadline on digital products The psychological reasoning behind why you want to use a deadline What you want to have in place before you introduce a deadline into your sales process The ‘Dolly Parton’ rule of running your timer Selling your thing through the “Perfect Persuasion Window” How to make an evergreen product stand out when introducing a deadline An important message to those that are heart-centered entrepreneurs And much, much more! Resources From Jack Born: HustleAndFlowchart.com/Deadline - grab this special deal for our listeners References and Links Mentioned: Are you ready to be EPIC with us?! Then grab our EGP Letter here! Did you know we have an awesome YouTube Channel?  Join the Facebook Community - be sure to hop in our Facebook group to chat with us, our other amazing guests that we’ve had on the show, and fellow entrepreneurs! This episode is sponsored by our go-to SEO research tool, Ahrefs.com, and by  Easy Webinar - be sure to check out these special deals for our listeners. How To Engineer Viral Email List Growth - Wilco de Kreij How To Automate Sales And Drive Traffic - Drew Burks

In this episode, Jack Born, founder of Deadline Funnel, a company that provides software to convert more of your leads into customers, shares how to market a training course in an authentic evergreen manner. Insights he shares include: Are we in danger of going into training courses and summit shock?What to focus on when learning how to market a training courseJack's thought on authentic evergreen marketingThe psychological triggers that deadline funnel brings into play when selling a training courseHow using the "results in advance" strategy can helpHow to implement the "results in advance" strategyHow to create an irresistible offer for your audienceHow the concept of the tactical triangle can help amplify your messageand much more

Picture you’re in a house. It’s dark, and all you have is a flashlight to … Jack Born on the Power of Deadlines Read More »

How To Create Irresistible Offers with Deadline Funnel Founder Jack Born "Everyone likes to buy but nobody likes to be sold to". Have you heard that phrase before? 'Purchase facilitation' works better than 'selling'. And a large part of facilitating a purchase is having an irresistible offer​.​ ​​ Creating irresistible offers is an art. In this conversation, Jack Born — the founder of Deadline Funnel — and I discuss the elements that make up an irresistible offer — one of which is genuine scarcity. In this conversation, Jack explains how his software Deadline Funnel creates genuine scarcity. We also talk about several other elements that make up a successful offer.   Links Mentioned: www.deadlinefunnel.com www.jackborn.com www.GetMeToDone.com www.Productiveinsights.com www.YouTube.com/ProductiveInsights https://productiveinsights.com/the-eisenhower-matrix/ Book Mentioned: The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less Related Episodes: 186. How To Use The 80 20 Principle For Business Growth By Working Effectively with Perry Marshall 140. Andre Chaperon — Email Marketing Genius And Creator of Auto Responder Madness 176. The Alter Ego Effect With Todd Herman 170. Ryan Deiss From Digital Marketer Reveals The 5-Step Conversion Funnel That Turbo-Charges Your Business Growth Ash Roy and Jack Born Video Transcript (This transcript has been auto-generated. Artificial Intelligence is still in the process of perfecting itself. There may be some errors in transcription): Ash Roy (00:00): You may be the best and write beautifully, but if it's the wrong words or it's addressing the wrong problem, it's not going to work. So I really think copywriting is about really understanding your customer and empathizing with them. Jack Born (00:13): Absolutely. Well said. Ash Roy (00:20): Welcome to the productive insights podcast. This is Ash Roy, the founder of productiveinsights.com and the host of the productive insights podcast. If you're watching this on YouTube, please do subscribe and like this video so that more people can get to it. And if you're listening to it on iTunes, I highly recommend you watch it on YouTube. You can access it@youtube.com forward slash productive insights. I'm very excited to welcome Jack Born a person I've known for some time now who's moved from the US to Australia in the last few months, about a year ago now. Is that right, Jack? Jack Born (00:52): Yeah, it's almost, we're coming up on two years. Yep. Ash Roy (00:55): Oh wow. Okay. Jack is the founder of deadline funnel and I've been following Jack's work for some time now. I really like his work. I like his approach. I feel he's somebody who's authentic and has a very nice approach to business, so welcome to the productive insights podcast, Jack, Jack Born (01:11): It's great to be here. Ash, Ash Roy (01:13): Great to have you, man. I really appreciate the kind of content you have put together and particularly the software that you have that is deadline funnel and it ties in beautifully with what we're going to be talking about today, which is offers, offer creation, and particularly offer creation in this challenging environment we find ourselves in today with the Coronavirus pandemic or the COVID 19 crisis, whatever you want to call it. Jack, let's start by talking a little bit about why good quality offers are important to small business owners and how a good quality offer can help a business, particularly in today's environment where people are finding themselves short on cash flow and there's a lot of uncertainty around. Jack Born (01:59): Yeah, so let's, let's leave the current environment for just a moment. Let's roll back the clock several decades. If you go back to the old school, traditional direct response, the legends, the masters, they would tell you the two big levers that control whether a promotion is going to be...

How To Create Irresistible Offers with Deadline Funnel Founder Jack Born "Everyone likes to buy but nobody likes to be sold to". Have you heard that phrase before? 'Purchase facilitation' works better than 'selling'. And a large part of facilitating a purchase is having an irresistible offer​.​ ​​ Creating irresistible offers is an art. In this conversation, Jack Born — the founder of Deadline Funnel — and I discuss the elements that make up an irresistible offer — one of which is genuine scarcity. In this conversation, Jack explains how his software Deadline Funnel creates genuine scarcity. We also talk about several other elements that make up a successful offer.   Links Mentioned: * www.deadlinefunnel.com * www.jackborn.com * www.GetMeToDone.com * www.Productiveinsights.com * www.YouTube.com/ProductiveInsights * https://productiveinsights.com/the-eisenhower-matrix/ Book Mentioned: * The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less Related Episodes: * 186. How To Use The 80 20 Principle For Business Growth By Working Effectively with Perry Marshall * 140. Andre Chaperon — Email Marketing Genius And Creator of Auto Responder Madness * 176. The Alter Ego Effect With Todd Herman * 170. Ryan Deiss From Digital Marketer Reveals The 5-Step Conversion Funnel That Turbo-Charges Your Business Growth Ash Roy and Jack Born Video Transcript (This transcript has been auto-generated. Artificial Intelligence is still in the process of perfecting itself. There may be some errors in transcription): Ash Roy (00:00): You may be the best and write beautifully, but if it's the wrong words or it's addressing the wrong problem, it's not going to work. So I really think copywriting is about really understanding your customer and empathizing with them. Jack Born (00:13): Absolutely. Well said. Ash Roy (00:20): Welcome to the productive insights podcast. This is Ash Roy, the founder of productiveinsights.com and the host of the productive insights podcast. If you're watching this on YouTube, please do subscribe and like this video so that more people can get to it. And if you're listening to it on iTunes, I highly recommend you watch it on YouTube. You can access it@youtube.com forward slash productive insights. I'm very excited to welcome Jack Born a person I've known for some time now who's moved from the US to Australia in the last few months,

How To Create Irresistible Offers with Deadline Funnel Founder Jack Born "Everyone likes to buy but nobody likes to be sold to". Have you heard that phrase before? 'Purchase facilitation' works better than 'selling'. And a large part of facilitating a purchase is having an irresistible offer​.​ ​​ Creating irresistible offers is an art. In this conversation, Jack Born — the founder of Deadline Funnel — and I discuss the elements that make up an irresistible offer — one of which is genuine scarcity. In this conversation, Jack explains how his software Deadline Funnel creates genuine scarcity. We also talk about several other elements that make up a successful offer. Links Mentioned: * www.deadlinefunnel.com * www.jackborn.com * www.GetMeToDone.com * www.Productiveinsights.com * www.YouTube.com/ProductiveInsights * https://productiveinsights.com/the-eisenhower-matrix/ Book Mentioned: * The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less Related Episodes: * 186. How To Use The 80 20 Principle For Business Growth By Working Effectively with Perry Marshall * 140. Andre Chaperon — Email Marketing Genius And Creator of Auto Responder Madness * 176. The Alter Ego Effect With Todd Herman * 170. Ryan Deiss From Digital Marketer Reveals The 5-Step Conversion Funnel That Turbo-Charges Your Business Growth Ash Roy and Jack Born Video Transcript (This transcript has been auto-generated. Artificial Intelligence is still in the process of perfecting itself. There may be some errors in transcription): Ash Roy (00:00): You may be the best and write beautifully, but if it's the wrong words or it's addressing the wrong problem, it's not going to work. So I really think copywriting is about really understanding your customer and empathizing with them. Jack Born (00:13): Absolutely. Well said. Ash Roy (00:20): Welcome to the productive insights podcast. This is Ash Roy, the founder of productiveinsights.com and the host of the productive insights podcast. If you're watching this on YouTube, please do subscribe and like this video so that more people can get to it. And if you're listening to it on iTunes, I highly recommend you watch it on YouTube. You can access it@youtube.com forward slash productive insights. I'm very excited to welcome Jack Born a person I've known for some time now who's moved from the US to Australia in the last few months,

Today on the Subscription Entrepreneur Podcast we are proud to have Jack Born on the show. Now, before I introduce you to him, I’d like to quickly take a step back and point out how fortunate we are to have Jack on the show. You see, Jack is a marketing virtuoso who’s been actively building online businesses since 2001. Over the years, he’s collaborated with some of the most successful online entrepreneurs like Perry Marshall, Ryan Levesque, Andre Chaperon, and more. At one point, Jack even helped tennis hall-of-famer and Olympic gold medalist Gigi Fernandez successfully launch her digital product. To say that Jack knows his stuff about online marketing and business building would be an understatement. If there were a marketing Hall of Fame, he’d be voted in on the first ballot without question. Anyway, I bring all of this up to say that having Jack on the podcast is truly an opportunity for you to learn from a master. In our conversation, we dive deep into one of the most important aspects of an online business: your marketing funnels. So, if you’ve ever wondered if there was a way to improve your own funnels or are still trying to wrap your mind around what they actually are… this is the episode for you. And after you listen, you might feel like you just got the condensed version of a masters-level class in online marketing. So, without further ado, let’s get to it!

You guys know I’m a big fan of creating urgency for your courses using deadlines. In fact, I’m kind of a stickler about. Well, guess what? I’ve found someone equally as excited about creating urgency and setting deadlines. So, naturally, I had to invite him onto the podcast. His name is Jack Born and he’s a pro when it comes to this topic. He’s going to tell you why you should be using deadlines for your customers… and how you can go about it the right way. Jack is the founder of Deadline Funnel, not to mention several other software platforms, which help entrepreneurs, just like you, boost sales and automate their businesses. There are a lot of misconceptions around deadlines within a business… Will they help you sell more? Will they hinder your audience from buying? These are things you have to know as an entrepreneur with an online product, especially if you do a live launch like I do with my Digital Course Academy program. Listen to this episode with an open mind because you’re going to be blown away by some of the tidbits and strategies Jack gives you that you can use within your business to boost those sales. And honestly, if you’re just starting out or trying to gain some insight into how to launch your business, this episode is going to help you build the confidence around creating that urgency without feeling pushy. Here’s a look at what we talked about... [06:08] My guest today, Jack has been a student of the power of persuasion and knows urgency is a strong motivator. [13:07] It’s essential that what you say in your marketing is genuine and true to promote credibility. [16:51] Deadlines boost sales. Period! They also help those people who are on the fence make a decision and take action because, let's be honest, we all need a little push when it comes to big decisions. [19:52] Find out Jack’s tools for creating a next-level offer that isn’t pushy. [32:22] Want to know the hard truth? By not using deadlines, you are leaving money on the table and helping less potential customers. Crazy when you look at it that way, right? [37:14] Oh, and my favorite part of this interview was at the very end when Jack gives tangible action items for setting up an automated launch with urgency the right way.

If the only way you can bring in new buyers and generate sales is with your launches then it’s not long before your business ends up running you, instead of you running your business. Basically, in an evergreen funnel, someone signs up for an opt-in bribe like a PDF or a video training series, and then goes through a funnel as though it’s a live launch which closes on a specific date. It doesn’t matter at what point they sign up, they will get their own personalised countdown. So you can basically leave your launch open all the time. Today I talk with Jack Born, founder and owner of Deadline Funnel. Checkout Deadline Funnel Here: Deadline Funnel   Also mentioned in this episode: How To Avoid Launch Burnout with Evergreen Sales Funnels 

Rather than interview a course creator this week, I'm bringing you something a little different but very relevant. Deadline Funnel is one of the most important tools I use when it comes to selling my online course, and I know a lot of other people out there who feel the same way. So it's my... Read More

Rather than interview a course creator this week, I'm bringing you something a little different but very relevant. Deadline Funnel is one of the most important tools I use when it comes to selling my online course, and I know a lot of other people out there who feel the same way. So it's my... Read More

Regina Anaejionu is the creator of ByRegina.com. She has been writing, growing online communities, and selling products and services online since 2008. She's done everything from full time writing, to design work, to Wordpress website creation, to publishing her own courses and ebooks. In today's conversation, we talk about 'sensative sales.' In a nutshell, it's a way to market and sell your products and services by being fully transparent. Instead of hiding your offer behind a webinar, you share the offer right away, and give the potential customer everything he or she needs to make a purchase. That way they have the time to think it over and won't be blindsided by the offer when you share it on a webinar (or however else you might share it). We talk about this and much more on today's broadcast. In this broadcast, Regina Anaejionu and I talk about: Transparent and ethical scarcity and urgency (if you find this subject ineresting, definitely check out my interview with Jack Born of Deadlinefunnel) How transparent selling can increase sales How to implement transparency into your sales funnel Why 'sensitive sales' are the future of online sales (at least for those who have built a brand based on trust) When and where 'sensitive sales' don't work as well as the traditional 'hard sell' technique And much more. How to connect with Regina Anaejionu: byRegina.com @byReginaTV Get the Latest Broadcasts of In The Trenches Subscribe to In The Trenches on iTunes How You Can Support In The Trenches Did you enjoy today's broadcast of In The Trenches? Please click here to leave an honest rating and review on iTunes. Your review helps me spread the word of this podcast, which allows me to line up amazing guests and continue to produce this podcast ad-free. Thanks so much in advance for your support.

Scarcity and urgency are powerful persuasion triggers, but are they ethical? We’ve all seen companies misuse urgency with fake limited time offers. They sell “live” webinar replays with only 20 seats left or slap a countdown timer on their sales page that resets when it hits zero. How can we use urgency in sales funnels without being sleazy? In episode 72, Jack Born joins the podcast to discuss the misconceptions of deadlines, marketing automation, and more. Listen to this Episode: The Power of Persuasion: How to Use Scarcity and Urgency to Sell More   00:00 / 1X Download file | Play in new window

Scarcity and urgency are powerful persuasion triggers, but are they ethical? We’ve all seen companies misuse urgency with fake limited time offers. They sell “live” webinar replays with only 20 seats left or slap a countdown timer on their sales page that resets when it hits zero. How can we use urgency in sales funnels without being sleazy? In episode 72, Jack Born joins the podcast to discuss the misconceptions of deadlines, marketing automation, and more. *** Tap on this link to access show notes+transcripts, join our private community of mavericks, or sign up to the newsletter: EveryoneHatesMarketers.com/links

Hey everyone, welcome back to another broadcast of in the trenches. I'm excited to have on the call today Jack born who's the CEO and founder of Deadline Funnel. Deadline Funnel is automation software that lets you add urgency to your marketing funnel so you can sell more in less time. In today's call, we talk a about Jack's origin story (how he got into software in the first place as a non-technical founder) and how Deadline Funnel software works. However, the majority of our conversation is focused around this idea of adding urgency to your marketing funnel, and how you can do so in an ethical and honest way. I've written a lot about urgency and scarcity on this blog and via my newsletter, often in the context of launches. I can say, without a shadow of a doubt, that you need to leverage these psychological principles if you want get the most out of your launch or any marketing campaign you run. However, one of the questions that always comes up is how can we introduce things like urgency and scarcity, especially when dealing with digital products or productizes services that are not, by their nature, limited. So this gets into the realm of business ethics. How can you and I use urgency and scarcity in an authentic and transparent way, and still reap the big rewards? Well, in today's conversation we get into that and much more. In this broadcast, Jack Born and I talk about: How Jack got his start in software How Jack made $20,000 in one week using the elements of urgency and scarcity in his launch Why email marketing works, and specific techniques to get a lot more out of your email list than you're getting right now Why deadlines are critical if you want people to buy now, and not later (and how to implement deadlines in the most effective way possible) How to create urgency outside of the last day of your launch or open cart sequence How to structure a sales funnel to get the most out of any launch or campaign you intend to run How to ethically deploy urgency and scarcity, even when offering digital products And much more. How to connect with Jack Born online: www.deadlinefunnel.com @deadlinefunnel Insights from Jack Born: “It is your obligation to move as many people as possible from the prospect category to the 'I love your stuff; you've changed my life' category.”  - Jack Born Get the Latest Broadcasts of In The Trenches Subscribe to In The Trenches on iTunes How You Can Support In The Trenches Did you enjoy today's broadcast of In The Trenches? Please click here to leave an honest rating and review on iTunes. Your review helps me spread the word of this podcast, which allows me to line up amazing guests and continue to produce this podcast ad-free. Thanks so much in advance for your support.

There's 3 types of prospects who ever hit your funnel. 1st, there's the "you had me at hello" ones. 2nd, there's the "no, thanks, maybe later" ones. 3rd, there's everyone in between. About 90% of your visitors are undecided. They sorta want it. But they procrastinate. The only way to push them off the fence is good old fashion scarcity. My guest is a scarcity expert. He's the dude legends like Perry Marshall consult about their offers. He's Jack Born. And he's going to show you how to ethically use scarcity to double your affiliate conversions.

There's 3 types of prospects who ever hit your funnel. 1st, there's the "you had me at hello" ones. 2nd, there's the "no, thanks, maybe later" ones. 3rd, there's everyone in between. About 90% of your visitors are undecided. They sorta want it. But they procrastinate. The only way to push them off the fence is good old fashion scarcity. My guest is a scarcity expert. He's the dude legends like Perry Marshall consult about their offers. He's Jack Born. And he's going to show you how to ethically use scarcity to double your affiliate conversions.

Creating urgency and scarcity can drastically improve your sales conversion numbers, but how do you avoid sounding sleazy and still get your audience to take action now? Master direct response marketer Jack Born developed the answer by creating Deadline Funnels.   In this episode, Jack talks about what lead him to develop software that provides ethical and legitimate deadlines and how to implement psychological triggers into your webinar and marketing funnels using the power of deadlines.   Episode Discussions: A deadline tip anyone can use right away, even if you’re not using Deadline Funnel The advantages of a minimum viable funnel Why a live webinar is the ultimate minimum viable funnel What type of webinar works best in a saturated market Why it's so important to make sure your deadlines are ethical and have integrity How using deadlines can make your future offers more effective Words to emphasize in your copywriting and scriptwriting that create urgency How to incorporate deadlines to add value inside an offer The endowment effect and how to use it in your copy The best way to go into a cold traffic automated webinar funnel How to use deadlines to sell physical products A powerful way to improve your funnels using feedback and redirects The importance of investing in a good customer support system and team A special offer for the Sold with Webinars audience    [2:47] Jack's story: Created a "super ugly website" that served as job board for the healthcare industry for free. After a year, wife started getting real about progression and making money. Quickly learned about the power of deadlines. Received a help-wanted email proposing a challenge to applicants Won challenge and became marketing manager [12:32] "Too often we price things lower than we should.”-JB [12:58] Joel's recap: "You did $28K in sales in 48 hours after you started shutting off the free accounts. It was the first experience you had with an actual deadline.” [13:29] "It was that surge of sales at the end driven by the deadline that I was thinking… ‘wouldn't that be cool if we could build that into our system?’"-JB [14:42] Jack wanted to have a deadline that met automated sequences but did it in a way that was completely authentic  [15:48] The first time you launched this and did an actual deadline funnel, what were the results? "Our current clients are seeing anywhere from 35% increases to 100% lifts so it's doubling their results.” [17:40] Almost everyone implementing the automated evergreen deadline funnel sees a double to triple digit increase in conversions [19:08] Jack explains why a combination of deadlines works best for webinar funnels. [22:33] Joel discusses the potential effectiveness of incorporating payment plans with an automated deadline. [24:21] Jack's deadline tip: send more than one email on the last day. [27:21] Simple vs. hypersegmented email strategy [28:31] "A 90% complete funnel is not gonna make you any money."-JB [29:32] "A live webinar is the ultimate minimum viable funnel."-JE [30:39] If the market is saturated with webinars, go live before you go evergreen. [31:17] Make sure your angle, hook, and content is supreme before going automated. [32:37] One of the most popular integrations people ask for is webinar integrations, specifically EverWebinar. [33:14] Why it's so important to make sure your deadlines are ethical and have integrity. [37:50] Use words that emphasize the value in the opportunity your audience has and create urgency by letting them know what they'll miss out on. [38:48] Writing copy using the endowment effect. [39:39] Jack uses a soft offer plus… conditional double-your-money-back guarantee on top of unconditional money back 14-day free trial pay nothing today free onboarding call several bonuses [42:31] The best way to go into a cold traffic automated webinar funnel: Give a free trial (value first) and then start charging. [44:45] If you're not using urgency and scarcity in your funnels, you're losing sales. [44:52] Tips on using feedback and redirects to improve your funnel. [47:53] A special offer for Joel's audience Deadlinefunnel.com/special Use promo code: Joel [48:50] Jack's support team offers live chat and free 50-minute onboarding calls.   Connect with Jack: Deadlinefunnel.com/special – sign up for the free trial and exclusive offer for the SWW audience Deadlinefunnel.com   Follow and watch a behind-the-scenes look at how I’m personally launching a brand new 6 & 7 figure product from scratch at SoldWithWebinars.com/TV Join our Facebook group at SoldWithWebinars.com/Experts  

02:25 - The Live Chat: Pros and Cons and the Value of Great Customer Support 06:05 - Jack's Story: Coding and Discovering the Power of Deadlines 16:25 - Limiting Beliefs, Small Obstacles and Figuring it Out 20:45 - "Setting the Criteria" in Order to Reach the Conclusion You Want 30:05 - Urgency and Scarcity Principles Applied to Funnels 32:00 - Entrepreneurs: Working for Someone Else vs Working on Your Own Thing 33:30 - The Tactical Triangle Concept and Chapter 37:30 - Applying Past Lessons: Small Improvements on Stick Rate for Revenue Growth 38:55 - Growing Pains and Hiring Skills 40:45 - Management and Leadership through Empowerment 47:30 - What's Next 50:40 - Customer Support Training 52:50 - If Starting Today from Scratch...

Scarcity and urgency are the 2 key secrets every business must implement on a regular basis if they want to be profitable. Jack Born, founder of DeadlineFunnel.com reveals how these 2 secrets built his business and why without them your customers are never compelled to purchase.

Let’s face it, it’s human nature to procrastinate. This is almost always true when whatever we’re procrastinating has some risk attached to it. One of the biggest, ongoing challenges for online marketers and entrepreneurs is figuring out how to deal with the fact that people often wait until the very last second to make decisions and take action. In working to overcome this challenge as business owner, myself, I learned about some of the psychology behind why people procrastinate. When I finally understood that, I could leverage those principles of human psychology in my promotions to increase sales -- without being sleazy. On Episode #113 of The Art of Paid Traffic, I’m talking with my friend Jack Born all about using urgency and scarcity in an authentic way to sell more products and services in your business. Jack is the founder of Deadline Funnel, a software company that allows online marketers and entrepreneurs to...you guessed it, add urgency and scarcity to their promotions in an authentic way. And while he’s mastered the art of getting people to take action and buy NOW, the real reason I invited Jack on the show is because I’m a big fan of his whole approach to this sort of stuff. Of course, we talk about a ton of things you can do to increase sales with limited promotions. What I think you’ll appreciate most, though, is that our conversation keeps coming back to the theme of marketing and selling with authenticity and integrity. On Today’s Show You’ll Learn: Why people procrastinate and what this means for business owners who need people to take action now What makes opportunities and offers seem more valuable to your audience Why Robert Cialdini’s book, Influence: The Science and Practice of Persuasion is must read for anyone who has something to sell. Examples of companies using urgency and scarcity in recent campaigns How to use flash sales, plus a specific example from my own business Strategies for adding an element of scarcity to your offers How to incorporate authenticity in every element of your marketing automation How to help your audience overcome procrastination so more people buy during launches And a lot more…

Jack Born teaches us how to ethically add scarcity to your “always open” evergreen funnels and convert more sales, plus know the exact time and day when your list is most open to your promotions during a launch…

Click Above To Listen Or Listen In iTunes Steve: All right everyone. I've got a very special guest on with me today. I'm very excited for this actually. I've been looking forward to this interview for a long time. Guys I want to introduce to you Jaime Smith. He's done amazing things with the ClickFunnels community. Jaime thanks so much for joining. I want to talk a little bit about how you got your start. All the cool things you've done. First of all I want you to know, actually Russell and I were talking about you because you've done so many things for the ClickFunnels community. You remember that video, you may not, but I put a video out and I was like hey Russell and I we're looking for some help for some poor things and things like that and you reached out. We were going through this list of people. Over and over and over again I was like, Jaime's the man. Jaime would be the man, Jaime would be the man. The only reason why, I don't know ... He's so good. I think he'll get bored. Jaime: Ah. Well thanks man I appreciate that. I appreciate that, yeah. Steve: Yeah and Russell's saying, hey he's done so much for the ClickFunnels community himself. It's not like we're asking you to, it's not like we've done anything to do extra promotion for you or anything. It's like everyday I see a new thing that you've done for the ClickFunnels community, for all of us non coders and it just blows our minds. It's like black magic to me man. I have no idea how you do what you do. Jaime: Yeah well lots of years of kind of doing some intense stuff. Honestly my background is as a senior web app developer. I've been working since 2000. Started out, my first project was actually an enterprise level project with Eli Lilly. I've always been the cowboy coder writing enterprise level applications. Always web based. I've done desktop software and stuff like that but that's not as much fun for me. After doing enough of those things you learn how the back ends work. I'm able to take some of that experience and see how the front end works, and get into the ClickFunnels admin area and see okay, I can kind of tell from the URLs and the functions that are available how the backend pieces are pulled together. That allows me to say, okay well if the backend works this way, then if I add this to the front end, then the backend should support it. Just having that visibility into both sides of how things work makes it easy for me to go in and know that if I can customize the front end a little bit it'll work with the backend. Also just being able to inspect the code that's being spit out by the ClickFunnels tools on the front end, and add some java script into them that just adds a little functionality or a little style or whatever. It just kinda comes easy so I figure, hey if I can throw some of that stuff out and help people out then that's, I would love somebody to be able to come in and help with all the things that I am not the greatest at. Steve: Yeah. I cannot even imagine what those topics could be because I mean, you've been in the ClickFunnels community for a long time and I have also. I got in right after beta. I was building stuff and it was fantastic, my buddy and I are making money together. All of a sudden I started seeing, whose Jaime Smith? You keep putting things like, hey anyone want some cool CSS that's going to make, yada yada yada. I was like, holy crap I don't know how to do that. Yeah. Then like the next day it'd be like, hey someone else want some java script I wrote that's going to make you're whole funnel act like an e-commerce store. I was like, what? Oh my gosh. It was like over, and over, and over again. I got to tell you, that's one of my biggest regrets. I went to college for, I finished with a marketing degree but before that I was actually a CIT computer degree. I remember I went through one semester, I was sitting in one of my coding classes. Maybe it was the teacher, but I cannot blame it on that with a clear conscience. I don't know what it was but sitting and coding, I remember getting out of there and going, I'm never going to sit in front of a computer all day.  Jaime: Yeah, and now you're doing it. Steve: It's the one thing that I wish I had learned, was how to actually program. My dad was an executive at IBM. He and I, we ran like a 120 port network inside of our house that we built together, running through the walls. We did so much stuff together and it was awesome. I just have never learned the guts of it. I'm totally jealous of your skills man, it's fantastic. Jaime: Yeah, well. Yeah it's a blessing and a curse sometimes because I see some of these questions come up like, hey can I do this? Then it's like that itch that you just have to scratch. Okay I'm not going to rest until I figure out how to do this thing. It's a lot of fun. I think, my background's kind of weird. I don't know what it is. I feel, I was talking with somebody actually I was just out in Boise here last week for an event there with Russell. The Ignite Inner Circle Program. That was great. While I was there I was talking to somebody and just talking about my background. I just felt like, what I said was I feel like my biggest blessing, and I hate to say my genius because I'm not trying to brag by any stretch of the imagination- Steve: Go for it. We'd love to hear it. Jaime: I feel like my biggest area of genius is my ability to extrapolate and apply a concept I've learned in one area to a completely different area. I started when I was young doing mechanical stuff. My family actually owned a hardware store and my dad did a lot of installations, hot water heaters, central air units, and stuff like that. 10 years old I'm installing furnaces, and air conditioning units, and hot water heaters, and running electricity, and doing all this mechanical stuff. Not really any training it was just, hey your dad needs a hand so I'll just watch what he does, he'll tell me what to do, and I'll go do it. I kind of took that and then when I graduated high school I actually went into the army and I was a helicopter mechanic for 4 years. I was able to take some of those mechanical skills and apply it and look at the engineering of things. I always felt like I could tear stuff down and reverse engineer how it worked. Then I've been able to take some of that reverse engineering skill and apply it to technology. That's what programming has been for me. Honestly I've only had a few actual college level classes in programming. Most everything is all self taught. Steve: You're kidding me? Jaime: No. Steve: Oh my gosh. Jaime: Over 16 years of reverse engineering other stuff that's already working or going in and saying, it's always kind of been on the job. Hey, you need to learn this. Okay great let me go get a reference manual and I'll figure it out. I've just been really blessed to be thrown into just a bunch of different projects in different languages, and different platforms, and used in different frameworks and technologies. Being able to say okay, these things all kind of have similar ways of doing things. If I can take the concept from one and apply it into another then it's going to get me to a solution that much faster- Steve: So, I'm sorry about that. Jaime: Oh no. That's what I've been able to do with ClickFunnels is be able to say, okay I know I can take the concepts I've learned from the backend programming and from the front end programming, I can combine them with this online marketing which I've also been a student of for the last going on 12 years now. Just come up with these creative solutions to these problems that people are having, and problems that I'm having. Steve: It's interesting because I was thinking about that. If you can step back and look at abstractly what you're doing with the funnel. I mean that's got to tie directly into what you did growing up. Jaime: Mm-hmm (affirmative). Yeah, absolutely. Yeah, yeah. I've been extremely blessed to have some fantastic opportunities to get experience that a lot of people just don't get. Sometimes I have to remind myself, or I have people tell me this, that because I see what I do as just really easy, but then I'm like anybody could do it. In fact I've said that many, many times, I could train a monkey to do what I do. It's not that hard, it's just once you know the concept it really is pretty easy. It's just for me I've been exposed. I don't feel like I've got any special genius or any special intelligence ability that other people don't have. It's just I've had the great opportunity to be exposed to experiences where I've had to make a project work. It's just experiences that the majority of people don't get an opportunity for. I feel truly blessed to be able to do what I do. Steve: Well I think it's fantastic. For those of you who are listening and don't know, what Jaime does is he'll look at what everyone's doing in ClickFunnels and watch the community and the Facebook page, see where people who don't know how to code are running into these walls. He'll just come out there and, hey here's a free tool that I just built, or drop this piece of code in and now ClickFunnels totally changes. I mean it's amazing. It's incredible what you do. Jaime: Thanks man, thanks. Steve: I mean you're obviously working on CF Pro Tools. I'd love to hear a little bit more about that. I also want to ask, before we get into that, I don't know. It's a little weird to bring this up. Tell us about your failures you know. I want to know a little bit more, behind every success story there's always like this struggle I feel like. In marketing we tend to take whatever the best case study that we were able to get and market that only. Or whatever the best results are and market that only. The other 90% are like pure crap or it's just this massive, massive struggle. I was just wondering if you could tell us a little bit about, she the struggle that produces CF Pro Tools. What led you to get there? Jaime: Sure. Absolutely. Yeah. Yeah. There's plenty of meat there to chew on. Steve: Sure, there always is. Anytime anyone talks, oh yeah there's lots of that. Jaime: Oh yeah. Yeah. Like I said I've really been studying online marketing for the last 12 years of so. Really I've had this passion for hey, I've always wanted to be an entrepreneur. I guess that's the thing. I never wanted to be the guy that just had a job and just worked my job and just did my thing. Now every once in a while I look back and say, man I worked in a factory building cars for a while. That was kind of mind numbingly nice. It's like hard work, but every once in a while I'd like to go back and just feel like okay I can just do my job and go home and not have to worry about anything afterwards. Steve: Turn the brain off, yeah. Jaime: Yeah switch off and not be constantly on the clock. Then I remember that no, I hated that gig too. It seems like I always do that in the spring time. Be like, oh it'd be awesome to have an outside job putting on roofs or something like that. Then come August in Indiana when it's 95 and 100% humidity I'm like oh yeah now I remember why I don't do that. I wouldn't last very long. Yeah. I've been studying online marketing for a lot of years. Really felt like okay this is my opportunity this is where I can actually make some thing happen and really take a business, I always thought with minimal effort and the right scale I can just make this huge business and live that internet dream, laptop beach lifestyle. It's 12 years later and I'm still not on the beach, and I'm still not working at my laptop. Yeah. I started, and honestly I've looked at so many things, and I'll say probably the biggest failure I've had in, and a lot of people talk about this but it's so easy to get sucked into, is the shiny object syndrome. That's biggest struggle. I'm finally learning after 12 years of doing this that that's been my biggest downfall, is constantly being attracted and constantly jumping ship and moving to the next thing. I've done pretty much everything you can think of in internet marketing, I've tried it. Starting out with running niche ad sense sites and building those up. I had a little bit of success there. I made a few hundred bucks here and there on different sites. Okay that's great. Then you run into a little struggle and you're like oh that doesn't work and you just dump it, you move onto the next thing. In the process of doing that I actually built out, again using my technology background and as a developer I actually built a product around taking PLR content that I was getting in a monthly membership where you'd get 1,000 articles a month or whatever in different niches for free. Go and build your website around these, throw ad sense on it, you'll make money. Great. I did that and I thought okay, I'm going through and doing this and there's got to be a quicker, better way to build out a network of sites. I figured out a way to take word press, and this is back like word press 2 days, to use word press what was called multi user or word press MU, and use that to build a network of these niche sites, just on different sub domains. I figured out how to do that and I actually was in a community similar to the Facebook group, specific to this product, had about 1,000 members or so. Kind of the same thing I've been able to do with CF Pro Tools, just jump into the community, help out as much as I can, show people what I'm doing and how to use the technology to build these sites up more quickly, and actually build a training program. Like 28 videos on how to use word press, and how to use the network, and how to drive traffic, and how to do all this stuff. Put that together and just poured a ton of time into it. That was probably my first little success where I sold like $1,700 worth of this course. I'm like okay awesome, this is going. Then word press came out and changed their version. I'm like I do not want to go back and re-record 28 videos. Steve: 28 videos, yeah. Jaime: It was like 6 hours worth of video training. That's immense, I'm like no. I'm not going to keep up with this. I just kind of dumped it, moved onto the next thing. I probably could have been successful with that if I would have stuck with it. It got hard, there's surely some other shiny object that's easier to do over here, and jumped ship. I just did that repeatedly for the last 10-12 years. Have learned the hard lesson that that just doesn't work. Anyone of the things that you pick you can be successful at online. There's very few things that if you don't ... There's been plenty of plans laid out that will work if you apply the right leverage. I think you just have to pick one and go with it. For me the latest has bee CF Pro Tools and jumping into a community where we've got, what 20,000 plus active members now inside the ClickFunnels Facebook group. We've got ClickFunnels users I think, I heard recently is right around 20,000 active users of ClickFunnels right now. Steve: Yep. Jaime: It's a huge community, so it's a huge opportunity and that's great. That's where my focus has been. I actually enjoy it. I posted on the group not too long ago that ClickFunnels makes what I do easy, the community makes it fun. I do enjoy it. Steve: Yeah. I completely agree with that. I want to go back just real quick to something you mentioned. You just touched on it, and I'm learning this lesson, I don't know I fee like any of us who do anything entrepreneurial we all have learned this less every 6 months. It comes in a wave. The shiny object syndrome. It's huge. What's funny is in college I 100% had shiny object syndrome but I kept telling my wife, no, no I'm just at an age of exploration. I'm going around all over the place like, yeah I'm doing real estate here, writing e-books there, door to door sales here, I was all over the place. It was good for learning, but after a while you have got to drop an anchor and you have to learn to say no. I'm laughing that you brought this up because like 3 days ago I was Voxing Russell and I was like hey man, someone approached and they're like hey got this cool thing, wondering if you want to jump in on it in your free time. Which is kind of a joke. Russell's like, you know what man as a friend, stop. You have so many cool things going on already. He's like don't, just as a friend you cannot say no anymore. By the way, he's like if you have time to focus on 2 things it means you're probably not doing enough in number 1. You know what I mean? Jaime: Right. Steve: I thought that was fantastic that he said that. I have not really ever had success in something until I became a mono maniac. You really have to obsess over it. It's the only thing you think about. All your time is put towards it. You don't go home and just like veg out on the couch. After a couple months then something will blow up. Anyways. I thought that was really key and wanted to just point that out. I remember when Russell said that I laid on my bed like for a long time. Just was like, man he just defined the last 4 years of my life. Why was I so close to it, I couldn't see it. It's so obvious when you hear it but you look at it you're like man, what can I simplify and cut it. That's usually not the mentality everyone's taking on. It's more of a, what can I be a beast at and take on more, and more, and more. It's actually very much the opposite of how you do things. Jaime: Yeah. Yeah. Absolutely, yeah. You know when somebody starts a conversation with, hey, as a friend. You know that's probably not going to be what you want to hear sometimes. Steve: No, no, no.  Jaime: That's what you got to like about guys like Russell that can jump in and tell you what you really need to hear, whether it's what you want to hear or not. That's awesome. It's great advice as well. Yeah. Steve: Do you mind bringing us to a little bit of CF Pro Tools? Jaime: Sure. Steve: I'd like to, feel free to go through it. I was wondering also, I probably should have asked you this before but, I mean everyone here obviously we like to hear the numbers. If you wouldn't mind a few things on that or take us through your funnel and kind of how it works. Jaime: Sure. Steve: If that's all right with you. Jaime: Yeah. Absolutely, absolutely. Yeah it really started out, CF Pro Tools was just, as a I thought through, you know I built out a couple of these custom java scripts. The first one somebody had asked for was the ability to add a checkbox directly onto the buy button. Normally we see this check boxes to say hey I agree to the terms and conditions. What somebody was saying was hey, I added this to my page and it's kind of cutting down on my conversion rate. I'd really like to be able to put this checkbox directly on the buy button, that way they're at least looking at the buy button when they have to check it. Maybe that will help with conversions. Maybe it will be a way to fill the bill of requirement for, you know some processors require that hey if you're going to sign somebody up for a trial subscription you need to have somewhere on the page that identifies that they agree that they're signing up for a trial subscription and they're going to be charged again in 30 days. That really was where the need came from. I thought you know [inaudible 00:19:48] they posted in the Facebook group and said, hey is it possible to do this? I just posted back and said hey it's not possible to do it out of the box but I can certainly add some java script that adds a check box to your button. I dug in the easiest way to do that and make it still flexible with the ClickFunnels editor. You can still edit the button text, you can still edit the subtext which is actually what I used for the checkbox agreement. Basically I just said hey we've got this subtext, I can just pre-pen a checkbox to that event. Or to that text. Then you've got a check box. It's like okay cool that works. It just kind of started there. Then a couple of other things come along. I'm like okay now I've got 2 or 3 of these things. To me, if you've ever used AWeber, and you've heard of Jack Born there's AW pro tools which is AWeber pro tools. I thought you know hey, I kind of like that name. I like the product. I've used AWeber and AW pro tools for a long time. I thought you know that's kind of what I'm working on here, is little pieces that I can add to ClickFunnels that don't come out of the box. When I'm registered, CF Pro Tools. I thought well I'll just throw them in a free membership area and give people access. That way I can kind of keep up to date, add new scripts, I can send out emails, and do all that. Now it's a library of 16 different scripts that are in there for free. I've had over the, well I think I was actually just recording a video early this morning, I think I registered my own account in that membership area March 13th. Just prior to funnel hacking live at the end of March this year. I threw it all together and since then I've had a ton of people say, dude why aren't you charging for this? How much can I pay you for this? All kinds of other things. It was just like, no it's always been my goal, I've heard many, many times. I always attribute this to Frank Kern is probably the person that sticks out the most in my mind as saying, "If you want to help somebody you need to show them how you can help them by actually helping them." I take that as kind of, lead with value. Which complete side note, I was able to register the domain name a couple of days ago, leadwithvalue.com. I thought okay that's what I try and live by. Lead with value, show somebody that I can help them by actually helping them. I thought the best way to do that was to get in front of the community. The best way to get in front of the community is by actually helping them do things. The best way I can do that is just throw some stuff out for free and say, hey I'm going to throw this value out there and there's no strings attached. Just jump in and grab it. It's been hugely successful for me. I always feel like if you go into something and you provide value without any expectation of return, that value is actually going to return to you probably 10 times more than you put into it. Steve: 100%. Jaime: Yeah. That's truly been how this has gone for me. It's been great. After doing this for quite a few months now, just providing as much value as I can. I've finally come up with a few scripts like wow this really is like a major game changer. After building up a pretty good sized library I felt like okay now I actually want to make something work with this, make something happen. I've had enough people say hey I want to pay you, I want to pay you, I want to pay you for this. I fell like you've given me all this value I need to pay you. Please make something available to us as a paid product. I thought well I'll just add on a section to my membership that is a VIP club. Basically where I throw these kind of high value scripts in there. People can sign up and I'll just throw monthly scripts of these high value nature into this membership and let people join in. I rolled out the CF Pro Tools VIP club. Through, the first script I threw in there was my CF cart mode script which basically takes ClickFunnels which as you know out of the box, the order form just supports adding 1 product at a time to your order. You can have 3-4 products listed on your order form, but you have a radio button so you can only select 1 of those products to purchase. I thought well hey again looking at the structure of the code on the front end and seeing that hey I notice how some of these variables are named, and just from my experience on the backend I know that okay if it's named this way it probably means we can send multiple values into it. Steve: At the same time, yeah. Jaime: At the same time. I determined that hey I could probably send multiple products into the cart and have them process the order just fine. I tweaked the front end a little bit to change those radio buttons to check boxes. That was the first iteration. I tested my order and hey, guess what it all worked. I was able to send in multiple products to the cart and have them process in a single order, as a single transaction in ClickFunnel. I was like, awesome. Then I had people ask hey is there any way that I can have a quantity selector? I thought, hmm. I wonder if I could combine the 2. I made the CF cart mode which is the combination of, it works probably best for say you're selling t-shirts. You have 4 different sizes, small, medium, large, extra large, and you want people to be able to order more than 1 at a time. The cart mode gives you the ability to have a drop down selector for quantity. The ability to add each of the products individually. You could say, hey I want 2 smalls, 3 larges, and 4 mediums and ClickFunnels will process that on the back end all perfectly. It adds up totals, sends everything across to your payment processor as your total amount and then your order confirmation page shows each of the shirts that were ordered. It works pretty awesome. Steve: I'm blown away that, I mean I have an account with CF Pro Tools. I logged in there and I just could not believe all the stuff that was in there. When you look at what, you know ClickFunnels is what people want as far as like the structure and the ease and stuff like that. Then there's all these little tweaks and features, and customizations people need based on what their business is, or what industry they're in. Yours is like, it's the other side of that man. It's like if you've got CF Pro Tools and you've got ClickFunnels, there's is literally no other product on the planet that is like it. It's pretty amazing. I like that you said that though about the bait. You decided for a long time to give tremendous value up front for free for a long time. I kind of came to that realization, I don't know it was like 6 months ago also. It was like man, everyone wants me to build these funnels constantly. It's like the thing that everyone asks me to do. I was like, well I may as well toss all the ones that I've built and make them free and put them in a site. That's what salesfunnelbroker.com is. You go in there and you can download the entire website, salesfunnelbroker.com just for free. The amount of doors that's opened up is amazing. It's counterintuitive because people are like, whoa I don't know man. I could charge 5 grand for that easily, and it's true. It's like ugh. That's kind of the realization I've had recently. What people would normally pay for, go ahead and make that free and you become this rock star in their life and [inaudible 00:27:27] like crazy. I'll get all these personal messages. I'm sure that you get them too, like man thanks so much, this is helping me, I've sold more because of this, or whatever it is. Anyways. I'm just saying I completely agree with that. That's fantastic. At what point did you decide to start charging for all of that? Jaime: Yeah that really was just in the last few weeks that I opened up the doors on the VIP club. Really what it came down to is okay, I'm still working I hate to say a full time job but I had kind of committed to a 25 hour a week job. That was, you know it's what I've always done so it's what I knew. It's always kind of that foundation, that safety net but I thought, this is only going to get me so far. I really need to ramp up and scale up my income potential. People are asking for this, let me just throw it out there and see what works. Finally I just flipped a switch in my head and said okay I need to make something out there. I just need to do it. This is the other one of my big failures, and that has been perfection. Always worrying about, well I'm not quite ready to put it out yet because it's not perfect. I really need to perfect my message, my sales letter, my report, my whatever. I'm working on a book here and I need to make sure it's perfect before I can roll it out. One motto that I keep reinforcing in myself and I try and share with everybody that I see having the same problem is, in my opinion perfection is the enemy of progress. Steve: Love it. Jaime: When I'm trying to make things perfect it keeps me from actually putting anything out there that could be successful. I really just, I had written several of these scripts, I had tested several things. CF cart mode was one of them that I built and I tested for myself. I thought okay it's not quite 1,000% ready so I'm just going to hold on to it. I thought, you know what, no. I'm just going to throw it out there. I'm going to put a separate section of my membership up and I'm going to put a sales page up and I'm going to put a buy button on it and I'm going to let people go and buy it. With my goal, within a 24 hour period to go from concept to completion. I did that and I turned on, flipped the switch, and 5 days later I was 5 figures. I was like okay. Now we're onto something. Yeah it was very cool. Very cool. Steve: That. Do you mind sharing with us the funnel a little bit? Or at least the way you bring people through? I mean I've been through it it's fantastic but, squeeze page, order form, whatever. Jaime: Sure. Sure. Absolutely, yeah. Really the first iteration was just to kind of capture the traffic that I already had. I had about 700 members inside the free version of CF Pro Tools. My thought was okay I just need to get in front of those people that already know and love me. I hate to say that in a boastful way but- Steve: It's true though, you're a brand, it's fantastic. Jaime: Yeah. I just kind of want to get in front of those people that are already hot prospects, that already know who I am and already know the value of the scripts. It's a pretty simple process. It's just a video that says, hey I'm Jaime I'm with CF Pro Tools. I'm the creator, this is what I've got for you. I've got a membership area where I'm going to be throwing these high value scripts in a monthly basis. I'm also going to be doing monthly share funnels. I'm also going to be doing some video training. If you want to jump in there's a monthly membership or there's a yearly membership. The funnel is basically that. You're signing up to either pay by the month or pay by the year. I kind of really just throw some spaghetti at the wall as far as price. I put a normal price, in my mind I thought o normal price should be around 67 bucks a month. Then my thought on the yearly price actually came from a guy name Rory Mcnally I did a mastermind session with Trey Lowell and Harold a while back and Rory was there. He shared just this absolutely golden nugget that I will share with you. I give 1,000% credit to Rory because this is just brilliant. He said, in fact he won the prize. Trey did a little contest and there were 16 people or so in the room. Everybody got to give their number 1 tip. The prize was one of those new 360 degree cameras. Steve: Oh sweet. Jaime: Just see people doing all these videos. It's like a $500 camera. He said okay the person gets the number 1 tip gets this $500 camera. Rory won that and his tip was this, if you've got a membership area and you can figure out what your average stick rate is. Say your average stick rate is 4 months. People come in, they sign up, they stay for 4 months in your membership and then they bail. Then really what you want to do is offer a yearly plan at just 1 month more than what their monthly was cost wise. Steve: Oh man. Jaime: You just got an extra month of income out of them that you weren't going to get if you just kept charging monthly and to them when they sign up that seems like a huge bargain. You're getting all the money up front that you can now turn around and reinvest in even more advertising to drive even more traffic to that great deal. It's just the quickest way to scale your business dramatically. I thought, that is absolutely brilliant. Steve: That is brilliant. Jaime: Of course I'm just starting this so I have no idea what my average stick rate is but I thought you know what, I'm going to go on the 4 month premise. I'll just say okay if people were to stick for 4 months then lets charge 5. I just did a hey get 12 months for the price of 5 on my yearly plan. I basically wanted to do right around a 50% discount for the launch. For those people who have been around I want to give them the most value and the most love I can by being huge promoters and supporters of CF Pro Tools. I went with at $37 a month initial price that will go up probably around the first of September. Then $197 which is roughly 5 times the monthly to sign up for the year. I just put it all on a single order form, here's you're 2 payment options. I got a couple of buttons, I actually modeled the funnel university- Steve: Oh sweet. Jaime: The funnel [inaudible 00:33:43] .com funnel. That's what I used there. It worked perfectly. I threw that out there and right away had people start signing up, which was great. The one thing is that I did figure out is that, and I actually have changed the price now a little bit for the yearly plan, was because I was getting everybody into the 197 a year. Which was great to come up with a big launch, but as you're running a membership you kind of want to have a little monthly recurring, right? Steve: Yeah you want the continuity there, yeah. Jaime: Exactly. I thought I'm not getting any continuity here. I literally had like 95% of my sales were for the 197 for the year. I thought, well I've got to be able to support admin stuff in each month so I probably ought to make it a little less enticing to go with the yearly. I bumped that price up to 247. That's kind of balanced things out a little bit more. Whereas I'm getting new sign ups no, I'm getting a little better mix of the monthly versus the yearly. Steve: Man that's amazing. Okay. That's fantastic. I've been thinking of that, we have this thing above the door. Actually I can basically see it right now. The ready, fire, aim you know? Jaime: Yeah. Steve: I think that's so cool. You've just done that. You just put it out there, see what happens, and then tweak as you go. People get so stuck doing the other way around, just waiting, and waiting, waiting. Jaime: Yeah. That's huge. I need to get one of those and put it above my door, above my desk as I'm looking at the wall each day with the computer and everything. Yeah. It makes such a huge difference. I mean you're going to get a result. Tony Robbins talks about this, and I've learned over the years that there are no mistakes. There are no failures. There's only results. That result may not be what you want, but it's giving you a result. It's a lesson you can learn from it. Throw it out there and see what you're result is. You just have to have that sensory acuity, to use one of Tony Robbins' words, that sensory acuity to know is this a result I was looking for? If not, what kind of difference can I take out of this that I can make a tweak and maybe move in the right direction. A little 2 degree changes, expand it out and make a huge difference. Just making little shifts, and make little changes, and keep at it. Eventually you'll find the success you just have to get started. Yeah. It's been very cool and I back into that, just to jump back into the funnel a little bit. I did [inaudible 00:36:05] I got the VIP club. Which a lot of people have been signing up for, I was converting about 10%. Which is really what I was looking for. My goal was to get 10% of my existing free members signed up into the paid membership. That's about where we ended up at. I fell like, okay I hit that target. Really that's just a number that I pulled out that I said I feel like I'll bee successful if I could get 10% of people that took something for free to actually pay for a little bit more. Steve: Now are you currently driving traffic as well? Are you buying adds for this? Jaime: I am not. I have not done any traffic generation other than sending emails out to the existing list. Steve: That's amazing. 5 figures, internal launch, and you just crafted it as you went. Jaime: Yeah. Steve: That's awesome. That's awesome. Jaime: Yeah. I was very happy with it. Then the other layer of it is I thought okay, I've got the monthly membership on the front end. I need to have something to offer on the backend. I want to be able to work with people on a little more personal level. What I did was I'm going to create the Platinum club. Everybody wants to be a VIP and everybody wants to feel important. The Platinum club is again another level of exclusivity. I learned this from Russell, everybody wants, well people will pay extra just to feel a little more special. My goal is always to provide more value. The way I can do that is with the Platinum club we offer monthly group coaching calls. Where I'll get on the phone I'm guessing, we haven't actually done the first one yet. It'll be probably coming up in the next week or so. 2, 3, 4 hours. However long it takes to go through, address the training. I'll be doing training on technical topics, and how to use ClickFunnels, and how to integrate different things. We'll be doing these on a monthly basis and go through all that. Answer any questions that come up during that process, and then also do some coaching. Then also do hot seats where if I've got a member that has a funnel that they're working on that they want to review, we'll pick somebody from the group and we'll go through their funnel and help from a technical perspective as well as just a conversion and just strategy perspective so that everybody can benefit. Everybody always learns from seeing somebody else going through the process. Steve: Oh yeah. Jaime: That's a great way to provide some value. Then I'll also be doing some much more in depth training videos on how I work. I've been completely blessed to work with some of the biggest names in the ClickFunnels world at least. I've worked with Liz Benny, I've worked with Trey Lowell, I've worked with Dean Holland, I've worked with Joel Erway. I've worked with all these people so to be able to see what all they're working on, and kind of be involved in that process, and to help them with different aspects of their funnels. It brings great experience. If I can take and share some of that experience with other people, then I would love to be able to do that. This is, the Platinum club's kind of my way to be able to do that. Steve: That's fantastic. I mean that's exciting. It's fun too like when ... I don't know I just feel like there's energy and movement and momentum is such a huge part of this. Cannot wait to launch forever. That's fantastic. Well hey. Okay. I take notes like crazy. I've got a full page of notes going. Jaime: Awesome. Steve: Just to kind of recap. You said some cool stuff. Perfection is the enemy of progress. Jaime: Mm-hmm (affirmative). Steve: That's huge. There's not failures, only results which is so big. Oh that's such a huge lesson. I mean you think about the mental I don't know, I call it mental shelf space. It's like how much your brain can kind of handle at once. I mean think about how much mental shelf space these people dedicate towards making sure they don't fail. Jaime: Right. Steve: It's very, very freeing to realize there aren't any. Anyways people will pay more just to feel special. I 100% see that all the time. Yeah. I'm pretty sure, because I sell my own funnels also like in the ClickFunnels marketplace, and all over. I think a lot of people don't even use the things that they're buying. They just want to feel like they've made progress. Anyways. Jaime: Yep. Steve: That's fantastic. Jaime: Yeah, that's the other thing too. This honestly, I'm guilty of this myself. I definitely know that people do this, a lot of people do this. It's probably the majority of people do this is, they go into something and they have an itch. They need to scratch that itch. As soon as somebody buys your product, they have scratched that itch. A lot of people will never consume your product because just the fact of purchasing it made them progress towards scratching that itch. That was just all they needed. That's what, get that shiny object syndrome because if we don't actually completely get rid of the itch, we just scratch it for a little bit, it's going to come back. Then we figure well this thing that I just kind of scratched the surface with, it kind of got rid of the irritation for a little bit. Now it's back. I'm going to have to try something else and maybe that will finally get rid of the problem. It usually doesn't because we didn't fully scratch it. People will do that. They'll buy your product and not consume it. It's just part of human nature. Steve: Yeah, yeah. Which isn't always a bad thing. Jaime: No. I mean absolutely not. It served well. As long as you do a good job and do it ethically and actually deliver something that could fulfill their need if they actually followed it, then you've done your job. That's another reason why you don't have to worry about being perfect with everything. You just have to get it out there. You've got a lot more chance of helping people actually be successful if you release something versus sitting and working on it constantly. Steve: Well I'm looking at this huge page of notes. I know you just kind of gave it, but I guess what kind of advice would you give here as we end? As you get started, I mean I'm looking at, you have quite the journey. You have quite the story going on here. This is awesome. Jaime: Yeah. yeah. Honestly the biggest advice is just, stick with it. Here's a little story I've shared before. I love this story. This story actually, I heard originally from Joel Osteen. I just thought it was brilliant and just a huge indicator. To me it attaches perfectly to internet marketing. That is, that there was a psychology study done with some apes. These scientists build this enclosed facility and in the center of this enclosed facility they've got this pole. At the top of this pole they've got this big bunch of bananas. Then they put in these 3 monkeys I think. They put in these 3 monkeys into this enclosure and of course monkeys love bananas. This first monkey runs and scurries up the top of the pole to grab this bunch of bananas. As soon as he got to the top the scientist, through the top of the enclosure, squirted him with a hose. He got doused with this bunch of water. Man he shoots back down the pole, never got the bananas. Gets to the bottom, then he's afraid to go back up the pole. Then the next monkey does the same thing. He's like hey I'm going to go up and get these bananas. He runs up to the top of the pole to grab these bananas and they dump this bucket of water on him. Again he gets doused with the water and back down the pole he goes. He's like, I'm not going back up, scared to even get near the pole now. The third monkey starts to make his way up the pole and the other 2 monkeys grab him and pull him down. Steve: Interesting. Jaime: They do this and they think, okay well let's take one of the monkeys out and we'll put a new monkey in. Now they've got a new third monkey. Again this monkey sees this pole, sees the bananas, goes and tries to go up. The other 2 monkeys grab him and pull him down. Then they thought well okay. Let's pull one of the monkeys out, put a new one back in. They do the same thing and this happens again. They do this again, and again, and again to the point where now none of the monkeys that are in the enclosure have ever been doused with the water. For whatever reason it's become inherent that you cannot be successful at getting these bananas and they all will pull each other down. Now nobody will even try to go up and get the bananas. I see that as kind of internet marketing. You get in it sometimes and you will get excited and jazzed about something. You'll go and talk to your friends, or you'll talk to your family, or talk to somebody else online. They'll say ah, that's never going to work. You don't even need to try. I knew a guy that got into that and he failed. You need to just stay down. People are going to pull you down when you think you've got something, you're going to be successful at. You're always going to have people around you that will pull you down, but if you persist, don't let the doubters, don't let the haters pull you down and keep you from being successful. I did that for a long, long time. You talked to people and they said, oh yeah that's crazy. That's a scam. You cannot make money online. It's just not possible. We see all over the world people that are being successful on the things we want to be successful with it. It's absolutely possible. You just have to stick to it. You have to pick the thin, the vehicle you think that's going to give you the success, and stick to it, and do that. You can be successful. That's one of the big things. Don't let the haters drag you down. You can make it to the top and you can grab your banana too. Steve: That's fantastic man, what a great story. I appreciate that. Jaime: No problem. Steve: Man I don't even want to say anything else because I don't want to ruin it. There's a glow right now. The room I'm in is actually a little brighter. Jaime: Awesome. Steve: Hey where should people go to check out your stuff? Jaime: CFProTools.com is just the quickest way, you can get signed up, get into the free membership area there. Once you're inside there's great buttons if you want to get upgraded. If you're not already in the ClickFunnels Facebook group, jump in there. I'm in there all the time so jump in and connect with me there. I'd love to connect with everybody. Steve: Mr. Jaime Smith you have dropped tons of gold and I appreciate that so much. Thank you so much for taking the time to do this. Jaime: Awesome man I appreciate it Stephen. Steve: Awesome. Okay I'll talk to you later. Jaime: Take care. Steve: Bye. Jaime: Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answer on the show? Get your free t-shirt when your question gets answered on the live "HeySteve!" show. Visit salesfunnelbroker.com now to submit your question.

My big “ah-ha” from my vacation so far… On today's special vacation episode Russell talks about a cool tool that will help tell you exactly what your customers want. Here are some interesting things you will hear in this episode: Find out what tool Russell found that will tell you exactly what your customer wants. Hear why Russell took so long before he has implemented this tool. And hear Russell explain why this one super simple tool is so effective. So listen below to hear about this simple tool that Russell is excited to put some effort into. ---Transcript--- Hey everyone! This is Russell Brunson and welcome to a vacation Marketing In Your Car. Hey everyone, so I am actually on down my vacation right now. In fact, if my wife knew I was leaving you guys a message, I'll probably be in big trouble, but it is what it is. And you probably won't get this for like a week or so, because my brother, who does upload these with me as well — he's partying it up — and I'm guessing that, yeah, I'm guessing this will happen when we all get back in town. But I wanted to share some stuff with you guys I've been thinking about for my own company and some just really fun things. So it's been interesting. Obviously you guys all know my whole philosophy with funnel hacking and like looking at what's working and modeling and all those kinds of things, right? And so it's been interesting watching as like some people we work with like their businesses are super easy, and we're just like boom-boom-boom, money starts coming, and starts flowing in, right? Other ones are more difficult, and so there's a couple of people we're working with. They've been a little more… taken a little longer to like get traction and get things working and so it's caused me to really start digging deeper, which is good. It always, it's like the episode we did if you have someone's back about the rubber band, right? Like if you're not stretching, you're useless, and if you, yeah. So that's kind of where it's been happening, is I had to stretch myself and try to figure out, like how do we expand this and how do we — some of these people who aren't having success for whatever reason — what do we do? And so it's been kind of interesting. I've been looking a lot, and unfortunately on this, for some reason I've been looking but not doing, which is never a good thing. But I've been looking a lot at surveys. In fact, I think the first time I really realized the power of what surveys were doing was about a year and a half ago in our mastermind group. There was a guy named Glenn Ledwell and he was showing me, he was showing the group a bunch of his sales funnels. And what he found was that by adding these little surveys before a sales funnel, like instantly it would double his sales. And that sounds like a dumb thing, but it was true. Like he had a VSL and then he drove traffic to it and then he added this little quiz thing and doubled how much money he was making, just by adding this little like quiz. And then he'd show me thing after thing after thing, and then anyway I was just like “Wow!” So I started learning about it then and got excited, but then I never implemented it. In fact, I even recorded a whole bunch of videos and all these things to do it and I feel like I kind of overdid what I was trying to do is because that I never actually launched it, but yeah. So it kind of had a sample where I kind of tested it, right? Or started building it but I never finished it because it got too complicated, too complex. Then fast forward about six or eight months later, I got an email from Ben Settle, Andre Chaperon, Ryan Levesque and Jack Born talking about a mastermind group that they were doing called The Ocean's Four Mastermind. And I was like, “That's cool. I'll go to that.” So I went to it and it was on Valentine's Day last year and my wife wanted to destroy me for not being here for Valentine's Day, but you know in marketing college, you got to be there. So I went to hang out with these guys in Vegas and it was interesting because I knew, I was very familiar with three of the guys but I didn't know Ryan Levesque at the time, and he kind of, like in all honesty if you're in the mastermind, he kind of ran the whole thing. Like the other guys are there to kind of put in their two cents, but Ryan was definitely the host, the facilitator, and he was dropping bombs of gold the whole time, and he kept talking about some of his clients that he was using these surveys for. And a couple of them that I remember off the top of my head, I know there's more, but one was www.FuzzyYellowBalls.com and one was www.RevolutionGolf.com. And he started talking about his surveys and what they had done with the surveys and how much revenue and how much increased leads and just the whole thing, and I was like, “Dang!” And so I kind of looked into those things back then. I was like, “Okay, I'm going to do surveys,” and then of course I once again didn't for whatever reasons, right? As entrepreneurs, we're having success in a couple of areas so we just keep doing that. And despite the fact that I'm usually pretty good running with things, I just didn't for whatever reason. And yeah, and so then just recently over the last two or three, one of my clients has been kind of struggling and sort of funnel hacking some people. And what we found is that the people in his market that were winning were using, I think they were actually clients of Ryan Levesque's, and we're using all-survey funnels to try to look in closer at that, and I started going through them and started really seeing the power of it. And I knew that Ryan had written a book called “Ask” which is about like doing these surveys, and so I bought the book and I've actually been reading it for the last day on the trip, so kind of just catching up. The book, if you guys do get the book, it takes about a hundred pages to get into the whole methodology. He spends the first hundred telling his whole story and it's a good story, but it takes awhile to get into like what you got the book for, you know? So I kind of get that part right now, and so anyway, but it's been interesting to see that. But one of the big like “Aha's” I had, well, lets step back for one more thing. Right before I left on this trip I saw some Facebook posts from someone that was like the ten best landing pages of the year, and one of the landing pages I saw and I was like, “Ah, it looks so cool!” And so I wanted to go to FunnelHacker, so I went to the page and I went and had a search, because they didn't give the URL of this, it had an image of. So I had a search a bunch of keywords that were on the image, so I found the page and then I went through there. And again they had a survey funnel. It was really cool and there was like one that was awesome looking. It had the little images next to each thing you were selecting and it was just amazing. So anyways, that's kind of like all these, like a perfect storm of like three things happening the week before I left for my vacation. I'm like “Okay, this week I'm going to be focusing on surveys.” When I get back, we're going to finally just do it, because I've been procrastinating it forever. Now it's time. And so as I've been reading through Ryan's book and then thinking about this and all this stuff, I started to just getting like crazy excited about the possibilities of it. One of the things that Ryan talked about in the book — I think it was even on the cover of the book maybe — but he was talking about delivering the exact sales message to the person coming to your website, the exact message they need to hear, right? The exact thing that's going to sell them, and basically the concepts, when it comes into the survey and you have five or six questions in the survey, they give you the ability to figure out who they are, right? Question one could be: “Are you a man or a woman?” Number two: “Are you underweight, overweight, 200 lbs overweight, whatever,” right? If you add that and then, “What diets have you tried in the past?” If you got that, I'm like, you know, you go through a bunch of surveys and at the end of it, you know like, okay, based on whatever, this is the person. That they are a man who is 47, he's struggling with this, you know? And now that you know that, the sales video can speak directly to what their issue is as opposed to being more, you know typically sales videos you have to be broader because you're trying to like encompass everybody, where here you can really shrink it down. It's similar to what you can do on a sales call, you know, and so in a sales call you're talking to somebody, you can figure out really quick like what's important to them and then you just speak to that, and this kind of gives you the same ability to do that. So anyway, it's exciting and so, what I did right before I left is I funnel hacked www.FuzzyYellowBalls.com funnel, and I went into their Quiz Funnel. So I went through an opt-in five or six times with different answers, different things to see, and sure enough there's different videos. I think that, based on what I think — I could be wrong — but I think there's nine different sales videos based on what I had chose. Then again that could be 50 for all I know. But the ones that I was able to get to from my path, I think I figured out about nine of them, and it would be worth it for you guys to go and go funnel hack them just because it's kind of cool to see the process, right? And it's just a really simple survey. That part was actually way less complex than I thought it was going to be. That part was way more simple, but then based on what they had answered, boom! There's a video at the end that's delivered to it to speak directly to them. Plus there's a whole email follow-up sequence delivered to them, answering, you know, giving them — the emails are feeding stuff that they had mentioned during the surveys, so you get very granular and you can figure out exactly who and how you're speaking to somebody. So anyway, for me it was really, really cool and got me, it's gotten me really excited. In fact, there's four or five projects I'm working on, some that are in my core businesses and some that are not, that I'm really excited to kind of test this concept with and just see based on, you know, a couple of my early thoughts. You know, if like mentioned that some of the results of my friend showed. By putting a survey in front of anything, they were more than doubling conversions on the next step. I mean, if that's the case and we add these things from our webinars and our sales videos and our free-plus-shipping offers and all these different things, like if it was to double conversions, which are already pretty dang strong, I can imagine what will come from that. So it's definitely worth putting in the effort to explore and to test out. I'm sure that if this does work for me, I will be bragging and talking and sharing a whole bunch of stuff about it with you guys here in the very near future. Right now I want to try it because I think I see the vision now and I see why it's no longer like, “I need to try that,” but it's a “I must try that.” Tony Robbins talks about when you got to change your should's to must's. You know, and so I think for me it's gone from a “should” to definitely a “must,” and so I'm excited to kind of see. I'm thinking about also kind of building up my own survey software just because like the one that I saw the other day that had the images was amazing and there's no, I couldn't find any software that did it that way, so I may make a version similar to that. I was thinking about if I do do that, I'll probably just give it to all the DCS labs' monthly members for free. So I don't know if I'm going to do it or not, but if I am, then you should go to www.DCSLabsMonthly.com and get it. Become a member, subscribe, because you get not only all the other cool stuff you get, you also get that software. If we decide to make it, we may not. Who knows, we will see. If we do, it'll be something where you can create and embed the stuff and then from there it would go directly into, it would go directly into or embed into your ClickFunnels pages because it's, I'd only do it if I could do it inside of ClickFunnels. So anyway, that's kind of the exciting, fun thing that I'm thinking about that I thought I'd share with you guys and wanted to get you guys to start thinking about as well because I think that it is going to be the future where things are going, is instead of delivering up a one-size-fits-all sales message. Take that someone through process. Find out exactly who they are, what's important to them, what they're struggling with, and then deliver a message based on that. I think if we can do that, we're going to get a lot closer to serving our customers to the level that they want, that they need us at, as opposed to us trying to jam down our message and hope that the hot points that we're focusing on will help them. So that is my game plan, I'm excited and as I get some cool results, I will return to report back to you guys to hear, and hopefully share some cool stuff. So that's it. I'm at the Kauai, about to buy some water and eggs and milk and hopefully all milk, because we don't drink our own milk, and actually I got a funny story. I'll tell you that before we go. So back in the day we used to drink tons of milk, like our kids would drink three gallons twice a week, so I was buying tons of milk, and then at a Tony Robbins event, he talked about how bad milk was for you, and I was like, “Are you kidding me? I thought milk does a body good! I've been learning that my whole life.” Turns out a bunch of good marketers like me wrote a slogan like that and we all believe it! So kind of realizing that milk's not really the best thing in the world for us, we were trying to break our kids of it, and so one of our first things we did is we started calling it “disgusting milk.” Like “This is disgusting milk. Do you want almond milk or do you want disgusting milk?” So we had both of them for awhile and then eventually we got them all wanting almond milk instead of disgusting milk, because it sounds disgusting, right? So it was like probably a year, year and a half later, so my kids had only had almond milk for like over a year and we always were like tease and call it cow milk, disgusting milk. In fact, they still today call it cow milk. But anyway, this is actually on the same vacation probably three years ago. We were here, and of course, no one else in my family drinks almond milk. They all think that we're like the hippy freaks who do, right? And so anyway, we're here, the family are eating, and my mom is making breakfast for everybody and she's got, you know, cow milk, and so my kids go over and they're drinking the cow milk and I see them just drinking a lot of it, right? Then Beau, one of my twins comes over, and he was probably five or six at the time, he looks at me and he says, “Daddy, I had some disgusting milk and it sure was good!” [Laughter] So anyway, pretty funny. All right, well I'm into the Kauai to buy some cool stuff, and I appreciate you guys for listening, hope you had an amazing time and I'm sure, hopefully, throughout this trip I'll send you some more info and my brother will get it all posted up before too long and hopefully you guys can get some value from all this stuff. So that's it guys! Thanks so much for everything and we will talk soon.

My big “ah-ha” from my vacation so far… On today’s special vacation episode Russell talks about a cool tool that will help tell you exactly what your customers want. Here are some interesting things you will hear in this episode: Find out what tool Russell found that will tell you exactly what your customer wants. Hear why Russell took so long before he has implemented this tool. And hear Russell explain why this one super simple tool is so effective. So listen below to hear about this simple tool that Russell is excited to put some effort into. ---Transcript--- Hey everyone! This is Russell Brunson and welcome to a vacation Marketing In Your Car. Hey everyone, so I am actually on down my vacation right now. In fact, if my wife knew I was leaving you guys a message, I’ll probably be in big trouble, but it is what it is. And you probably won’t get this for like a week or so, because my brother, who does upload these with me as well — he’s partying it up — and I’m guessing that, yeah, I’m guessing this will happen when we all get back in town. But I wanted to share some stuff with you guys I’ve been thinking about for my own company and some just really fun things. So it’s been interesting. Obviously you guys all know my whole philosophy with funnel hacking and like looking at what’s working and modeling and all those kinds of things, right? And so it’s been interesting watching as like some people we work with like their businesses are super easy, and we’re just like boom-boom-boom, money starts coming, and starts flowing in, right? Other ones are more difficult, and so there’s a couple of people we’re working with. They’ve been a little more… taken a little longer to like get traction and get things working and so it’s caused me to really start digging deeper, which is good. It always, it’s like the episode we did if you have someone’s back about the rubber band, right? Like if you’re not stretching, you’re useless, and if you, yeah. So that’s kind of where it’s been happening, is I had to stretch myself and try to figure out, like how do we expand this and how do we — some of these people who aren’t having success for whatever reason — what do we do? And so it’s been kind of interesting. I’ve been looking a lot, and unfortunately on this, for some reason I’ve been looking but not doing, which is never a good thing. But I’ve been looking a lot at surveys. In fact, I think the first time I really realized the power of what surveys were doing was about a year and a half ago in our mastermind group. There was a guy named Glenn Ledwell and he was showing me, he was showing the group a bunch of his sales funnels. And what he found was that by adding these little surveys before a sales funnel, like instantly it would double his sales. And that sounds like a dumb thing, but it was true. Like he had a VSL and then he drove traffic to it and then he added this little quiz thing and doubled how much money he was making, just by adding this little like quiz. And then he’d show me thing after thing after thing, and then anyway I was just like “Wow!” So I started learning about it then and got excited, but then I never implemented it. In fact, I even recorded a whole bunch of videos and all these things to do it and I feel like I kind of overdid what I was trying to do is because that I never actually launched it, but yeah. So it kind of had a sample where I kind of tested it, right? Or started building it but I never finished it because it got too complicated, too complex. Then fast forward about six or eight months later, I got an email from Ben Settle, Andre Chaperon, Ryan Levesque and Jack Born talking about a mastermind group that they were doing called The Ocean’s Four Mastermind. And I was like, “That’s cool. I’ll go to that.” So I went to it and it was on Valentine’s Day last year and my wife wanted to destroy me for not being here for Valentine’s Day, but you know in marketing college, you got to be there. So I went to hang out with these guys in Vegas and it was interesting because I knew, I was very familiar with three of the guys but I didn’t know Ryan Levesque at the time, and he kind of, like in all honesty if you’re in the mastermind, he kind of ran the whole thing. Like the other guys are there to kind of put in their two cents, but Ryan was definitely the host, the facilitator, and he was dropping bombs of gold the whole time, and he kept talking about some of his clients that he was using these surveys for. And a couple of them that I remember off the top of my head, I know there’s more, but one was www.FuzzyYellowBalls.com and one was www.RevolutionGolf.com. And he started talking about his surveys and what they had done with the surveys and how much revenue and how much increased leads and just the whole thing, and I was like, “Dang!” And so I kind of looked into those things back then. I was like, “Okay, I’m going to do surveys,” and then of course I once again didn’t for whatever reasons, right? As entrepreneurs, we’re having success in a couple of areas so we just keep doing that. And despite the fact that I’m usually pretty good running with things, I just didn’t for whatever reason. And yeah, and so then just recently over the last two or three, one of my clients has been kind of struggling and sort of funnel hacking some people. And what we found is that the people in his market that were winning were using, I think they were actually clients of Ryan Levesque’s, and we’re using all-survey funnels to try to look in closer at that, and I started going through them and started really seeing the power of it. And I knew that Ryan had written a book called “Ask” which is about like doing these surveys, and so I bought the book and I’ve actually been reading it for the last day on the trip, so kind of just catching up. The book, if you guys do get the book, it takes about a hundred pages to get into the whole methodology. He spends the first hundred telling his whole story and it’s a good story, but it takes awhile to get into like what you got the book for, you know? So I kind of get that part right now, and so anyway, but it’s been interesting to see that. But one of the big like “Aha’s” I had, well, lets step back for one more thing. Right before I left on this trip I saw some Facebook posts from someone that was like the ten best landing pages of the year, and one of the landing pages I saw and I was like, “Ah, it looks so cool!” And so I wanted to go to FunnelHacker, so I went to the page and I went and had a search, because they didn’t give the URL of this, it had an image of. So I had a search a bunch of keywords that were on the image, so I found the page and then I went through there. And again they had a survey funnel. It was really cool and there was like one that was awesome looking. It had the little images next to each thing you were selecting and it was just amazing. So anyways, that’s kind of like all these, like a perfect storm of like three things happening the week before I left for my vacation. I’m like “Okay, this week I’m going to be focusing on surveys.” When I get back, we’re going to finally just do it, because I’ve been procrastinating it forever. Now it’s time. And so as I’ve been reading through Ryan’s book and then thinking about this and all this stuff, I started to just getting like crazy excited about the possibilities of it. One of the things that Ryan talked about in the book — I think it was even on the cover of the book maybe — but he was talking about delivering the exact sales message to the person coming to your website, the exact message they need to hear, right? The exact thing that’s going to sell them, and basically the concepts, when it comes into the survey and you have five or six questions in the survey, they give you the ability to figure out who they are, right? Question one could be: “Are you a man or a woman?” Number two: “Are you underweight, overweight, 200 lbs overweight, whatever,” right? If you add that and then, “What diets have you tried in the past?” If you got that, I’m like, you know, you go through a bunch of surveys and at the end of it, you know like, okay, based on whatever, this is the person. That they are a man who is 47, he’s struggling with this, you know? And now that you know that, the sales video can speak directly to what their issue is as opposed to being more, you know typically sales videos you have to be broader because you’re trying to like encompass everybody, where here you can really shrink it down. It’s similar to what you can do on a sales call, you know, and so in a sales call you’re talking to somebody, you can figure out really quick like what’s important to them and then you just speak to that, and this kind of gives you the same ability to do that. So anyway, it’s exciting and so, what I did right before I left is I funnel hacked www.FuzzyYellowBalls.com funnel, and I went into their Quiz Funnel. So I went through an opt-in five or six times with different answers, different things to see, and sure enough there’s different videos. I think that, based on what I think — I could be wrong — but I think there’s nine different sales videos based on what I had chose. Then again that could be 50 for all I know. But the ones that I was able to get to from my path, I think I figured out about nine of them, and it would be worth it for you guys to go and go funnel hack them just because it’s kind of cool to see the process, right? And it’s just a really simple survey. That part was actually way less complex than I thought it was going to be. That part was way more simple, but then based on what they had answered, boom! There’s a video at the end that’s delivered to it to speak directly to them. Plus there’s a whole email follow-up sequence delivered to them, answering, you know, giving them — the emails are feeding stuff that they had mentioned during the surveys, so you get very granular and you can figure out exactly who and how you’re speaking to somebody. So anyway, for me it was really, really cool and got me, it’s gotten me really excited. In fact, there’s four or five projects I’m working on, some that are in my core businesses and some that are not, that I’m really excited to kind of test this concept with and just see based on, you know, a couple of my early thoughts. You know, if like mentioned that some of the results of my friend showed. By putting a survey in front of anything, they were more than doubling conversions on the next step. I mean, if that’s the case and we add these things from our webinars and our sales videos and our free-plus-shipping offers and all these different things, like if it was to double conversions, which are already pretty dang strong, I can imagine what will come from that. So it’s definitely worth putting in the effort to explore and to test out. I’m sure that if this does work for me, I will be bragging and talking and sharing a whole bunch of stuff about it with you guys here in the very near future. Right now I want to try it because I think I see the vision now and I see why it’s no longer like, “I need to try that,” but it’s a “I must try that.” Tony Robbins talks about when you got to change your should’s to must’s. You know, and so I think for me it’s gone from a “should” to definitely a “must,” and so I’m excited to kind of see. I’m thinking about also kind of building up my own survey software just because like the one that I saw the other day that had the images was amazing and there’s no, I couldn’t find any software that did it that way, so I may make a version similar to that. I was thinking about if I do do that, I’ll probably just give it to all the DCS labs’ monthly members for free. So I don’t know if I’m going to do it or not, but if I am, then you should go to www.DCSLabsMonthly.com and get it. Become a member, subscribe, because you get not only all the other cool stuff you get, you also get that software. If we decide to make it, we may not. Who knows, we will see. If we do, it’ll be something where you can create and embed the stuff and then from there it would go directly into, it would go directly into or embed into your ClickFunnels pages because it’s, I’d only do it if I could do it inside of ClickFunnels. So anyway, that’s kind of the exciting, fun thing that I’m thinking about that I thought I’d share with you guys and wanted to get you guys to start thinking about as well because I think that it is going to be the future where things are going, is instead of delivering up a one-size-fits-all sales message. Take that someone through process. Find out exactly who they are, what’s important to them, what they’re struggling with, and then deliver a message based on that. I think if we can do that, we’re going to get a lot closer to serving our customers to the level that they want, that they need us at, as opposed to us trying to jam down our message and hope that the hot points that we’re focusing on will help them. So that is my game plan, I’m excited and as I get some cool results, I will return to report back to you guys to hear, and hopefully share some cool stuff. So that’s it. I’m at the Kauai, about to buy some water and eggs and milk and hopefully all milk, because we don’t drink our own milk, and actually I got a funny story. I’ll tell you that before we go. So back in the day we used to drink tons of milk, like our kids would drink three gallons twice a week, so I was buying tons of milk, and then at a Tony Robbins event, he talked about how bad milk was for you, and I was like, “Are you kidding me? I thought milk does a body good! I’ve been learning that my whole life.” Turns out a bunch of good marketers like me wrote a slogan like that and we all believe it! So kind of realizing that milk’s not really the best thing in the world for us, we were trying to break our kids of it, and so one of our first things we did is we started calling it “disgusting milk.” Like “This is disgusting milk. Do you want almond milk or do you want disgusting milk?” So we had both of them for awhile and then eventually we got them all wanting almond milk instead of disgusting milk, because it sounds disgusting, right? So it was like probably a year, year and a half later, so my kids had only had almond milk for like over a year and we always were like tease and call it cow milk, disgusting milk. In fact, they still today call it cow milk. But anyway, this is actually on the same vacation probably three years ago. We were here, and of course, no one else in my family drinks almond milk. They all think that we’re like the hippy freaks who do, right? And so anyway, we’re here, the family are eating, and my mom is making breakfast for everybody and she’s got, you know, cow milk, and so my kids go over and they’re drinking the cow milk and I see them just drinking a lot of it, right? Then Beau, one of my twins comes over, and he was probably five or six at the time, he looks at me and he says, “Daddy, I had some disgusting milk and it sure was good!” [Laughter] So anyway, pretty funny. All right, well I’m into the Kauai to buy some cool stuff, and I appreciate you guys for listening, hope you had an amazing time and I’m sure, hopefully, throughout this trip I’ll send you some more info and my brother will get it all posted up before too long and hopefully you guys can get some value from all this stuff. So that’s it guys! Thanks so much for everything and we will talk soon.

Jack Born is the creator of AW Pro Tools. It's a powerful tool that transforms your Aweber list into a sales machine through marketing automation (but that's a show topic in itself). Jack's on The Email Marketing Podcast today to talk FUNNELS, ..and SCARCITY within them. Funnels are what leverage Email Marketing into the powerful, profitable tool that […] The post Episode #81 – Jack Born on Cranking Out Killer-Converting Email Funnels (and how to use scarcity correctly to skyrocket your sales) appeared first on Drop Dead Copy.

Perry Marshall - 80/20 Sales, Marketing & Business Growth. The Online Marketing Show Episode 147 Perry Marshall is one of the world's most sought-after marketing consultants and is the author of several marketing books including... 80/20 Sales and Marketing, Ultimate Guide to Google AdWords and Ultimate Guide to Facebook Advertising. In this interview Perry shares how we can use the 80/20 principle to earn more money by doing less. It's not about doing more things, it's about doing the right things. The 20% of things that truly matter and discarding the other 80%. Perry reveals... How to design a business that fits you Where to find the unexploited leverage points in your business to make exponentially more money with no or even less extra effort The “Rack the shotgun” method to qualify your clients The 5 powers disqualifiers that you should ask before even attempting to sell to anyone (or even advertising to them) How to identify your $1,000 an hour work (and completely stop doing the $10 an hour jobs) How to apply 80/20 to your Google adwords and Facebook ads The power triangle which will help you to solve any marketing problem you ever have You can either listen to the interview or read the full transcript below... Click here to Subscribe to this The Online Marketing Show on iTunes Joseph Bushnell: Hello! Welcome to the online marketing show. This is Joey Bushnell. Today's special guest really needs no introduction at all. He's the author and creator of many marketing books and products. His name is Perry Marshall. Go to sell8020.com to find out more. Perry, thank you so much for being on the show. Perry Marshall: Well, thank you for reaching out and getting hold of us and scheduling this. You know, I really appreciate that you are trying to scout out the best marketing that you can find and you know hopefully we won't disappoint you today. Appreciate it. Joseph Bushnell: Perry, how did you get into marketing? Perry Marshall: Well, I was recruited into the world of multi-level marketing when I was in college and it happened because I had suddenly gotten fired from 3 jobs in a row. I played this prank and somebody didn't think it was very funny and I got fired and I had to call my father-in-law because I had just been married for a year and I'm like “Hey Ron, you wouldn't believe what just happened...”. And I felt really ashamed of myself. I took this other job and that didn't work out. I was just really feeling like a total misfit and I can honestly say up to that point, I had defined success equals never flunking your class and never getting fired from a job. And, actually, the whole thing of getting fired from my job and looking for new jobs, it really messed up my summer school class I was taking, you know summer school goes really fast and if you get a week behind, you are toast, right? And I fell behind on that class and I had to dropout of the class and re-take it again which for all practical purposes, I was failing that too. I was really feeling like crap. So then my friend recruits me into Amway. Now, I've talked about that in other places and I'm not going on about it. I don't recommend that people would go become Amway distributors by any means but that was my crash course in “Hey, welcome to the world of living by your wits and getting paid for what you produced and not having a security blanket and all that”. And it was a rude awakening! You know what you have to do in a business like that, it's really ugly. But I learned how to do it. I never made very much money at it. In fact, I spent a lot more money than I ever made. Once I kind of had the taste of freedom, even if freedom was just having the ability to get rewarded for what you do instead of working for the man. Like, I could never be permanently happy just punching the clock. And then, a few years later I got fired again, actually I just got laid off but my wife was 3 months pregnant and I had been working in an engineering job and I couldn't find an engineering job so I went into sales. That was the introduction to the real sales and marketing. Well, that was 2 years of bologna sandwiches and ramen soup. Seriously, it was a major struggle. We spiraled into debt. I got this base plus commission sales job and rarely did my commission go high enough to where I was actually getting an extra commission check so we didn't really make enough money for us to live on, on just the base. My wife, she's quit her job to be a full time mom which I absolutely want her to do. I didn't want to do the day care thing. It was just gut-wrenching, it's a hard phase of life and I think frankly a lot of people in they're like late 20's, early 30's, that's the world they live in. You're driving a 15 year old car that burns oil and your wife hasn't had any new clothes in like 3 years and you got the baby and the diapers and all this kind of stuff. I worked in this job for 2 years and you know the job just wasn't exactly the right fit. There were a lot of things about it that were pretty good actually but I couldn't sell anything to save my life. And I'm like “What is wrong with me?”, “why can't I do this?”. And there was just so much stuff I didn't know. The other thing I learned is just because people are good at stuff, doesn't mean they know how to teach you. My bosses at this company, they were really smart and they made a lot of money. They were very good at sales. The sum combination of I didn't know what questions to ask, maybe I wasn't trying hard enough to ask them the questions and they're like… “We don't know how to fix Perry! I don't know, he tries really hard and we like him, and he's really earnest, there's no lack of work ethic but why can't he sell anything?”. And that's how I got into sales and marketing! Joseph Bushnell: So at some point along the way, Perry, you did get good at this. You now teach this to other people, you consult, you have products, you've written books on the subject and that's where you are today. Perry Marshall: Yeah and so here's what happened that turned things around. So, things were getting really desperate and I was actually getting close to being fired. And I wandered into this seminar, at a big coliseum and one of the speakers was Dan Kennedy. And I remember seeing the description of his presentation and thinking “Now that looks pretty interesting” because it was about cold calling, or not having to cold call, it was about accountable response driven advertising and stuff like that. And so he definitely had my attention and then he goes into this talk and explains this whole thing about marketing and he says “Cold calling is the lowest form of grunt work invented by human beings, you should never do this unless you just absolutely have nothing else to do but like there's 98% of the time there's other things you can do”. I had a credit card that wasn't completely maxed out and I bought his thing. I went home and told my boss about it the next day, he looks at like I'm from Mars like “Dude get to work, somebody just sold you swamp land in Florida”. That was kind of the reaction. Well, I got fired from that job. Meanwhile, I'm in turmoil! What am I going to do? I am losing money, I'm not making enough, the credit cards are gonna completely max out pretty soon and I'm going to really be in trouble and I have to find a job. How am I going to find a job when the last 2 years of my sales job is really poor, like I kind of have to do smoke and mirrors to make it look like I ever managed to accomplish anything. It's just awful. So I take home this notebook of tapes and it's like this badly photocopied thing, in fact the product that Dan sold looks so terrible I wondered if it was a scam. But I finally decided it wasn't and I'm studying this and I started to reorient my thinking. And one of the things was, so direct marketing is selling in print. That's one definition. That's what copywriting is. I started studying… "Here is how you put together a sales letter, here is how you put together a sales pitch. You need the right audience. You need a headline. You need an opening paragraph. You need to really agitate their itch so that they're conscious of the pain that you're product sells. You need to have an offer. You need to make a guarantee. You need to justify the price". And there's all this stuff I hadn't been doing. I had been going around selling this equipment, showing people interesting stuff and I was almost doing great but not quite, and all of a sudden, I can see a sales pitch on a piece of paper and it's this linear logical process and all of a sudden I started to understand it. I also started learning about mailing lists and all this kind of stuff and I begin, I just begin to finally understand... Who buys? What makes them buy? What are you trying to sell them? And why do they buy? There's another thing though that is really a big deal, especially with Amway stuff, I had been trying to be somebody I was not. Have you ever spent years of your life trying to be someone you're not? Joseph Bushnell: Yeah. I think everyone has at some point. Perry Marshall: Great, I want to be like him! I want to be like her! I want to be one of them! Right? It's like, "Yeah but you're jamming a square peg in a round hole" and I was trying to be a classic sales guy because it's the only thing I can see that I thought seemed to make sense. Then I started to understand “You know, you can use your writing skills, you can use your engineering degree, you can put all these stuff together in a way, for the right people, it's actually a perfect fit”. I guess here's the point that I'm driving at... is that we all go through life and we go around and we try all this different stuff, OK. It's like well, I'm going to be a lawyer. I'm going to be an accountant. I'm going to be an engineer. I'm going to be a doctor. I'm going to be this, I'm going to be that. And we try out all these things and most of the time they don't quite fit. Maybe what a lot of people do is they finally, they get something that fits about 75% and then they just put up with it for the rest of their life. And what I am suggesting that you can do is that you can design a world that perfectly fits you or at least fits you about 93%-98% so that you're mostly doing things you love to do, things you're good at, things people appreciate you for. You're delivering the highest value to people you enjoy working with and you can feel good about and feel proud about it. I remember one time, we went to this meeting and I was with my boss at the sales company and I introduce “Hi, I'm Perry, I'm an electrical Engineer”. And he goes “Perry is a sales guy. He's not an electrical engineer. Sometimes he just forgets who he is”. Oh thank you very much. I really appreciate that! I was trying, when I said that, I was trying to be useful to somebody but because I knew something, and not just because I was a sales guy who knew how to knock on doors. You know that feeling? Joseph Bushnell: Yeah. Perry Marshall: I might as well be selling vacuum cleaners. No, I want to solve a problem. I remember having a conversation with my boss, “You know Perry, could you stop trying to solve problems and just sell something?” Well, you know what, if you can put things together right, you will solve problems and you will sell something and you get paid really good money to do it. So, and I did figure that out and my whole introduction to marketing and understanding what marketing really is, I think that marketing really is the art and science of helping people who need each other, find each other. That's what I think marketing really is. And, so, I did start to figure that out and little by little by little, I started creating a world that worked for me. And you can do that and the people listening today can do that and I hope I can give some people hope. Because if you're just like how I was, it's like how long is it before the credit cards max out. It's terrifying. It's absolutely terrifying. But there is light at the end of the tunnel. It's not necessarily a train! Joseph Bushnell: Yeah. So let's talk about some of these things Perry, that ideal life that you just described sounds amazing. I'm sure that everyone listening to this would love to get there themselves. And like you said if we know how to do marketing, if we know how to grow a business, that is a vehicle that can help us to get there. So let's talk about some of the concepts in your books that you've written that can help us to do that. Last year, you released a book called 80/20 Sales & Marketing. What is the big idea behind that book? Perry Marshall: Well, you know, that is really the book that I wished I had 20 years ago. That book would have saved me like 5 or 10 years. And, so, to try to give you an idea, I thought I understood 80/20. Most people think they understand 80/20. I remember like 15 years ago, in a later sales job that was working pretty well, I heard about 80/20 so I printed this report and I got out my calculator and sure enough,I'm like "That's pretty crazy! 20% of our customers is 80% of our money". It was great. It was like OK, so, yeah, that's good and you should work hard and you should pay your taxes, you should brush your teeth and great. I didn't see anything else really beyond that. Well, the real epiphany didn't come until later, I read Richard Koch's classic book The 80/20 Principle and all of a sudden, a comment that he made, made it snap in place. And I realized that 80/20 is everywhere. I mean it is everywhere. And it is a repeating micro-macro pattern. So, here's what I mean by that... If you hire 10 sales people, what you're going to find out is 80% of your sales come from 2 of them and the other 20% of your sales come from the 8. Which means that the 2, man for man, are 16 times better at selling than the 8. Now, first of all, there's nothing you can do to quote/unquote "fix" this. What an academically-minded person wants to do is figure out how to make them all equal. They'll never do it. There is nothing wrong. The universe is working exactly how it's supposed to work. The 2 are supposed to be selling for you, and the other 8 aren't. That's the truth. Let the universe tell you what it wants to tell you and that's what it's telling you. But, let's carry it forward when let's say that you hire 1,000 people, well you know 800 of them aren't going to be very good and 200 of them are. Well, if you just look at the 200, if you fire the bottom 800, and you just look at the 200 you got left and they're all pretty good, 80/20 is still true. 40 will outsell the 200 by a wide margin. And then if we fire the bottom 160 and we only got the 40 left, 80/20 will still be true and the top 8 will sell more than the bottom 32 combined and when we look at our 8, the top 1 or 2 will outsell the bottom 6 or 7. And this just keeps going and going. What does this mean? This means that you can get an extreme level of productivity from 1 person or 10 people. Extreme. What do you do? You take the resources away from the stuff that is not working and you pour more in. So what do you do? You take your top 5, if you got a 1000 sales people or you got 200 sales people, you take your top 5, they all get a personal assistant, they all get a masseuse, they all get somebody to do their travel schedule. Give them a chauffeur if you have to, I don't really care. Just get them to the appointment. Well, this repeating 80/20 inside, every 80/20, there's another one and another one and it keeps repeating until your down to 1 person, there's a name for that, it's called fractal. 80/20 is fractal. So it's true of 7 billion people in the world, it's also true of the 10 richest people in the world. Now, when I recognized this, I am a little geeky and I am an engineer but when I saw this, I was like “Oh my goodness”. This is the mathematics of attraction. Work and results are unequal. This is the math that tells you how unequal they are. If you can see it, if you can figure out where those little leverage points are, then you don't have to bust your ass anymore. You can actually be sort of lazy and in fact you should be, and you should start saying no to things. Let me tell you a story. My friend John Paul Mendocha is, he's on my sales team and he helps us with a lot of stuff. When he was 17 years old, he dropped out of high school, hitched hiked to Las Vegas and became a professional gambler. Imagine a 17 year old kid living by his wits in Vegas, playing poker for a living. Well, John, within a few weeks he's like "dang, maybe I need a mentor". He finds somebody. He finds this guy that runs a little gambling ring and his name was Rob and they talk for a while and Rob was like “for a percentage of your winnings, I'll take you under my wing, I'll teach you what I know”. So they shake on it. Jump on the jeep John, we're going for a ride. So they're going for a ride, John goes “Rob, how do I win more poker games?” And Rob goes “You have to play games you can win. You have to play people that are dumber than you. And those people are called marks." He says you always play with marks, you don't play with other professional gamblers. And John goes “OK so how do I find the marks?”. And he goes “Here, I'll show you”. He pulls into a parking lot and they walk into a strip club and there's girls dancing and there's rock and roll and there's people drinking and everything and Rob sits down at a table and Rob pulls a sawed-off shotgun out of his jacket and he puts it under the table and he opens the chamber and then he racks it so it goes “chi-chi”. And there's a few people look around and like “What was that?” and the owner comes over and he goes “Hey, everything OK over here?” “Everything's just fine, just teaching the lad a lesson. Don't worry.” And then Rob says to John “John, did you see the people that turned around when I made that noise?” And he goes “Yeah.” And he goes “Those people are not marks. Do not play poker with them. You play with everybody else”. Now in my little world, we call it planet Perry, we have this term, rack the shotgun. Racking shotgun is when you make a noise or you do something and there's 50 people in the club and 10 turn their heads and 40 don't. You just did 80/20. Now, every time you send an e-mail, you're racking the shotgun. How many people opened it? How many people didn't? Rack the shotgun. How many people clicked on the link? How many people didn't? Rack the shotgun. How many people went to the webpage and did what you asked them to do? How many didn't? Rack the shotgun. How many gave you money? How many didn't? Rack the shotgun. Eliminate, eliminate, eliminate, eliminate. Sales is an elimination process. It is a disqualification process. It is not a convince people process. It's not a go talk to anybody who can fog a mirror and try to sell them something. That's what I learned in Amway. They literally told you that if they can fog a mirror, you should show them the plan. That is the worst advice. You know what that is designed to do? That is how you sell people tapes and books. Anybody who can fog a mirror can buy a tape or book. They tell you anybody could fog a mirror can do Amway, I promise you that's not true. There's like a thousand people that could do it. Most of them, they can't do it to save their life. Why can't they? I don't even want to get into it. It's not what they tell you, good advice. So John actually came up with a list and he calls it the five power disqualifiers. And here's what they are... Do they have the money? If the person doesn't have the money, stop trying to sell stuff because they aren't going to buy. End of story. Every time a sale has ever been made in the history of the earth, the person had the money. Number 2, do they have a bleeding neck? In other words, do they have an itch that they got to scratch. "I've got to scratch this itch". If they don't have a bleeding neck, they're not giving you the money. Every time a sale's been made in the history of the world, somebody at some level, they had a bleeding neck. Number 3, do they buy into your unique selling proposition? Do they like your USP? What do you sell? What's your value proposition? Always true, every time someone buys something or someone sells something. Number 4, do they have the ability to say “Yes”? Now this is another one that was killing me when I was a new sales guy. I would go present to all these people, they had the ability to say no, they did not have the ability to say yes. Complete waste of time. And what they tell you is that I'm going to think it over and you're sitting around and you're counting your "think it overs" and somebody needs to come in and bop you on the head and say “Dude, you're "think it overs" are never going to materialize. They're gone. Forget them. Goodbye. Good riddance. Go do something that actually works”. Then the last one is if fits their overall plans? Does it fit what they're doing in their life? Does it fit? Does it not? If you approach sales like, I'm going to not even try to advertise to people unless they fit these criteria and I'm certainly not going to go see them or not going to call them on the phone and spend time with them until I disqualified the 90% or the 98% that I should never be talking to in the first place and only dealing with the right people. That's who I'm going to sell to. What you'll find is that you can probably spend 10 hours a week selling and making a perfectly good living if you do all that. So that's in the 80/20 book and when I started seeing how this was everywhere, it was like everything you do in marketing is because of 80/20. The way you write a headline is because of 80/20. Where you put the headline is because of 80/20. Buying Google ads, what's in Google ads, what is says and what happens next is all because of 80/20. 5% of your web pages make 95% of your money. 5% makes 95%. So you know what? You don't have to go fix your whole website and all 10,000 pages. You can solve your problem by fixing 5% of your webpages which might be 1 page or maybe 2 or 5 or 10 and it's all fixed. People just waste so much time so I've been talking a lot, back to you! Joseph Bushnell: I'm actually thinking of all the ways that it is everywhere as well Perry, I mean I'm thinking 20% of all the people competing in any given marketplace are getting all the money and all the rest of the people are fighting over the crumbs. 20% of your customers are giving you their money and are funding you and you're getting 80% of your profits from them, whereas the other 80% of customers are probably not worth as much to you, I mean it's just fascinating to see how this is everywhere. So your advice would be to just eliminate the dross and narrow in on the good stuff? Perry Marshall: Well, yes. First you have to be aware, the more educated people are, the more likely they are to treat everything and everybody the same and it is a huge mistake to do that because everything is not the same so 80% of your products only generate 20% of your sales. And probably your product development team is fitting all this time and money, essentially polishing turds! When they should focus on the 20%, a lot of companies can make a lot more money just by dropping the bottom 20% of their product lines that waste 80% of the resources that doesn't actually make money. And 80/20 applies to just about every number that you ever measure in any business. It's just scary. I've got an appendix in the 80/20 book and it's for the numbers people in the crowd and it graphs out 80/20 and it shows you, well you know, whether you are looking at the population of cities in America or the donations to a Church on a Sunday morning or the revenues of all the companies in the Fortune 500 or the output of dairy farms in Wisconsin, like it's all 80/20. And like, once you see this, you can't "un-see" it. What I consider success is when people read this book and they're like, ‘Oh my word I never saw this before and now I'm seeing it everywhere!' I'm like, ‘OK you are the person I was trying to target when I wrote this book because you get it,' and people are like, ‘Oh my goodness, you know I just applied 80/20 in my Google Adwords campaigns and I fixed these 3 ads and my click through rate went up 60%, oh my word, like, I told myself myself I had to do all this work". Ari Galper, some people might know who he is, he just sent me an email this morning, he said ‘Perry you're not going to believe this. Well actually you will, I've been ruthlessly applying 80/20 in the last 6 weeks and I just ran my star principle score it moved from a score of 115 and now it's a 155,' (I can explain that later if you want me to). And for the first time ever we generated $100,000 paid in full in one week last week. This is raising my consciousness to realize I could be generating $400,000 a month with more 80/20. So keep drilling this into our heads!". And yeah, it never stops and it keeps going and going and going so it's kind of like this well that never runs dry. Joseph Bushnell: You also teach how to apply this 80/20 concept to how we spend our time and the things that we actually do within our own business. I've heard you call this our $1,000 an hour work, where instead of chasing our tails all the time and running around doing all of the $10 an hour jobs, we should be focusing on just the $1,000 an hour jobs. So how do we identify what our $1,000 an hour work is? Perry Marshall: OK, 80/20 is a law of nature so it's everywhere. So there's some people sort of doubt me about this at first and so that's OK so just follow me along.... So let's say that you got a receptionist or secretary and let's say they make $15 an hour or pounds or whatever currency you want. What I insist is that even the person who makes $15 an hour actually makes $1,000 an hour at least one minute of every day. You may be thinking "Well how is that? How does a receptionist make $1,000 an hour?" So let's say that the phone rings and she picks it up and somebody is really angry and the person that the angry person wants to talk to is on the phone and they can't talk and the customer is tempted to slam down the phone and like just and leave in huff and just never do business with you again. Let's say that she listens patiently and carefully to the customer instead of doing her nails, instead of updating her Pinterest, or instead of doing, you know, making photocopies or whatever else she might've been doing. Let's say does a really good job with the angry customer and she calms him down and then, let's say, that she makes sure, because she double checks that the other guy calls the guy back within an hour. Now, let's say that took 5 minutes and let's say she saved a $10,000 account. Is that a $1,000 an hour for 5 minutes? I mean, times 5 minutes is only 80 bucks, I dunno, if she makes 500 bucks, I dunno, I can't do math in my head, but you see what I'm saying, right? Joseph Bushnell: Yeah Perry Marshall: Everyday there are these short little bursts of very high leverage activity where, you know, I don't care what you do there's 15 minutes of your day or maybe 30 minutes of your day that is more valuable than all the other 8 hours put together. But you don't know it until somebody points this out. OK, so what about those of us who like aren't receptionists but were actually founders, entrepreneurs, CEOs, professional sales people? You know, if you're a professional sales person, half of your income came from less than than 5 days of what you did last year. And when I tell this to sales people they'll think about it and ‘Yeah, that's actually about right,' like OK so, why aren't you doing more of that? Joseph Bushnell: “Yeah very true, so what's the answer to that? Why do people find it difficult not to do that, to let go of the smaller stuff, the less valuable stuff? Perry Marshall: “Well, I think we are all conditioned for various reasons to just be busy. I think a lot of us are actually kind of uncomfortable on our skin, we don't really know what we want to do, we've never given ourselves permission to do what we want to do. And it's actually, the only people that are really doing what they want to do in life are the eccentric ones. If you go find a person and they went to Oxford and they got the right degree and they got all the right credentials and they climb the corporate ladder and they did everything they're supposed to do. If you just ask these people, like, “Are you really doing what you really dreamed of doing today?” they look at you like you're from Mars, like, ‘Boy, I didn't want to be a legal secretary I mean, I really wanted to be a ballerina but who could do that? So I'm doing this,' and then they just kind of resign themselves and they start sleepwalking through life. OK, if you have an awareness like, you know what, look, if you do $1,000 an hour work for 2 hours a day then you don't have to do anything else all day! And it is possible to do this! OK? Richard Koch, the guy who wrote The Original 80/20 Principle book, he's worth a quarter of a billion dollars and he works an hour a day! OK? And I would contend that if he worked more he would actually make less. And he's very disciplined about being lazy. And so yeah, his books are great. There's this chapter, I think it's on page 119 of my book , I lay out, here's examples of $10 an hour work and it's like, running errands, changing light bulbs and making photocopies, you know. And there's $100 an hour work and that stuff's like, solving customers' problems, things like that. And there's a $1,000 an hour work, which is doing something really strategic, negotiating a contract, or rescuing an angry customer and flipping them around so they're not angry at you, that is $1,000 an hour work and you have to become aware of it first. And some people are just, they're not self-aware. So, you know, if I can create more self-awareness and it helps some people not suffer the way I had suffered then I guess that was a good book to write. Joseph Bushnell: “Absolutely. So the $10 an hour work that does still need to get done, are we hiring people for that?” Perry Marshall: Yes. Yeah, I mean, it has to get done. But not at all of it does, I mean a lot of us do stuff that we really shouldn't be doing. But the thing is, there's always somebody available to do it. Like look, what's the unemployment rate? And not only that, there's people who like to do that! They like it! Like, I would never like to be an accountant but my accountant likes to be an accountant.” Joseph Bushnell: “You've also written a few other books, two of them are Ultimate Guide to Google AdWordsand Ultimate Guide to Facebook Advertising, how does the 80/20 principle apply in this arena?” Perry Marshall: Well first off, my life as a sales person completely turned around when I started having lead generation bringing me customers so that I didn't have to go pick up the phone and chase people around, OK. The customers started coming to me and that was such a relief. It was so much better, I mean,I can't even tell it. Well, if you're going to generate leads, you have get traffic and where are you going to get traffic? Well, when Google started selling ads it was like the greatest invention for marketers in that last 50 years,I kid you not. It's just amazing. And now it's like, you can bid on a keyword and have your ad in front of people and so it has been around for a long time. It was new when I first discovered 80/20 and I was experimenting with Google and I was doing all this stuff and one day I realized "Oh my word, everything in Google Adwords is 80/20" OK, which keywords get the traffic? How do you organize the campaigns? Which ads wins? Which ads lose? You know, the kind of changes you make, its all 80/20 and so, really, what I did to become the world's bestselling author on the subject of Google advertising was I applied 80/20 ruthlessly. In my book that's really what I'm teaching you whether you recognize it or not. Now, some of the chapters actually tried to explain it but pretty much everything is 80/20, the same thing with Facebook. So 5% of the keywords generate 95% of the traffic, in Facebook 80% of the traffic you could buy is a complete waste, maybe 90% and it's all about focusing, targeting, where are the leverage points? Where are the customers who actually buy stuff? And in the last few years, maybe in the last year, in particular, Facebook has gone from being a dog to being the hottest thing on the internet for marketers because Facebook ads really do work. Joseph Bushnell: Something else from your 80/20 Sales and Marketing book you have a concept called The Power Triangle, could you tell us a little bit of about that? Perry Marshall: Yes, so my marketing manager Jack Born came up with that, I think it's just like one of the most brilliant things and it's a little triangle and it looks like this... On the lower left, T is for traffic, on the top corner C is for conversion, and on the lower right corner, E is for economics, and then there's a triangle inside the triangle which makes it the triangle in the middle and the middle triangle is 80/20 and the power triangle is everything you need to know about marketing: traffic, conversion, economics and 80/20. OK so, if you are not selling enough, you either don't have enough traffic, you're not converting the traffic you have or you are getting the conversions but the economics of what you're selling are not right, like you're not selling it for enough money or its not perceived as worth enough or whatever. Any problem you have is one of those three things and 80/20 applies to all of them,OK? So then there's a bunch of 80/20's of where the good traffic is and where you're going to waste your money. There's a bunch of 80/20's about here's the few things that make a person buy and here's all the other things, the many things that would screw it up. You know there's the economics and which products you sell and how much money you get from them. So if, you know, if you recognize in any situation, is it traffic? Is it conversion? Is it economics? And where are the 80/20's of all three of these things, you can solve almost any problem. Joseph Bushnell: And my final question, Perry, is how can we locate invisible profits centers within our business? Again this is something that you taught in 80/20 Sales and Marketing. Perry Marshall: So there is always a top 20% that's not being fully exploited for what is worth because you could take your top 20%, of your customers, let's say, that your 100 best customers gave you $10,000, OK? So that's $1,000,000. Well 80/20 says that 20% of them will spend 4 times the money so that means 20 of them will spend $40,000 but it also says 20% of them will spend 4 times the money so 4 of them will spend $160,000 which means that one of them will spend $500,000, so if you're only getting a million, you should've been getting 2 or 3 million. Almost every customer list I've ever seen, there is unexploited appetite for more, and a part of the minority of those customers. Most businesses drastically underestimate how much money they could actually get from a group of people and it's usually in the high end. Now sometimes it's on the low end, it could go both directions but usually it's in the high end. Until you at least get out a piece of paper and a pencil and kind of start sketching it out going, 'Oh, OK!?'. You ever wore blue blocker sunglasses that makes everything kind of blue and all of a sudden you notice things that you never notice with just regular? Joseph Bushnell: Yeah. Perry Marshall: That's what 80/20's like. If you completely understand 80/20 and you kind of immerse yourself in it for a while, all of a sudden you'll see it everywhere. You'll drive your wife or your spouse crazy because you'll be talking about it all the time, it will be like you're new obsession like ‘Oh my goodness I just saw the 80/20 of the freeway traffic,' and she's like ‘Oh please, yeah I know, I know, 80% traffic goes on 20% of the roads and that expressway is like a top 20%, I know,' and if that starts to happen, you know you're on the right track! Joseph Bushnell: Perry if we've listened to this and we've really enjoyed it and we're really serious about applying 80/20 to our business and getting the results and the lifestyle that it can give us, where can we go? Perry Marshall: So you could go to Amazon and you could buy the book for (well I don't how much it is in the UK) but there's a better deal that we have... You can go to sell8020.com and you can buy the book for a penny plus shipping, and you can get in the US, it'll cost you $7 or in the UK or elsewhere in the world it'll cost you $14. But here's why we do that, here's why we sell the book direct. And by the way, we are taping dollar bills to every book to do this. But the reason why is, I have found that people who actually read books are very good customers. They're good coaching students, they're good clients, so I'm acquiring clients. And if you go there what you're going to find is an 80/20 sales funnel, which if you want to understand marketing you should study what we do because we rack the shotgun. We treat people who respond differently than we treat people who don't. OK? You'll see a lot of things and so you can learn as much by watching what I do as from listening to what I say or reading the book and stuff like that, if you do both it will really sink in so I want to encourage you to do that. Again it's sell8020.com or you could go to perrymarshall.com and you'll see the offer right there on the page and I would just encourage you, if this sounded intriguing then go down the rabbit hole and see how deep it really goes! Joseph Bushnell: Excellent! That's the end of today's episode. Thank you for listening. If you enjoyed it, please go and leave a review on iTunes, and I also highly recommend going and getting your penny plus shipping copy of Perry's book. It's an incredible book, and last of all, a huge thank you to you Perry for coming on the show. Perry Marshall: Well, thank you and you ask great questions and I really appreciate you spending the time and blessings to everybody that listened today.

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