Podcasts about mlm hacks

It’s no secret that a lot of strategies in MLM are broken and outdated...   The MLM model has undoubtedly changed over time…     In fact, I just spoke about this in an interview I did with Lynn Thomas from Create Your Dream Life…   The Internet became publicly available in 1991…   Over 10 years ago!    A lot of the tactics in MLM were developed BEFORE the Internet…    And a lot of MLM companies are moving forward as if that's not a reality...    Which I frankly think is STUPID.    I chat with Lynn about my approach to MLM and WHY it's so different and so unique...    And why this has been such a BIG BUZZ…   It's been such a disruptive thing!   Jump in a discussion I had with Lynn Thomas about how MLM has changed and what to do about it to stay on top…   *how MLM has changed, how to stay on top, Secret MLM Hacks, MLM is broken*   Jump in a discussion I had with Lynn Thomas about how MLM has changed and what to do about it to stay on top…   HOW MLM HAS CHANGED     The MLM model has undoubtedly changed over time.    I talked about this in an interview I did with Lynn Thomas from Create Your Dream Life.   Lynn Thomas is awesome.    If you don't know, interviewsteve.com is how you can jump on my calendar. It's pretty full. I'll try and figure out a way to open it up a little bit.    Lynn asked me some cool questions that I haven't really been asked that frequently.   In the episode, we were able to dive a little more deeply into how MLM has changed and shifted in the last 10 years.    The Internet became publicly available in 1991.    A lot of what is being done now in the MLM space are tactics that were developed before the Internet was around or publicly available.    A lot of MLM companies tend to move forward as if that's not a reality... Which I frankly think is STUPID.    I chat with Lynn about my approach to MLM and why it's so different and so unique... And why this has been such a big buzz.    Whole MLMs have been reaching out, asking us to build funnels for them!   I've been able to take the MLM model and flip it on its head. Rather than me going out and talking to all these people to deliver a message, I can automate the message!    I can track it because it's the same message every time.    That means I can make tweaks and adjustments and target people who are likely to want to:    Be in my downline Buy whatever my team is selling    That's a big, big deal, and that's why it's been such a disruptive thing.   HOW TO STAY ON TOP IN MLM   We have a book that we're writing about this. There are three levers you can go turn in your MLM business.    You don't own anything in MLM.   You don't own anything. What is it that you can create that you do own? So you can out leverage the game?    This is super blue ocean stuff right now, which is exciting.    Lynn: Steve, how did you get started? Where did you start in this journey? And why did you start Secret MLM Hacks?   Steve: Why did I start Secret MLM Hacks? Well the first time I tried to get in MLM, I was bright eyed and bushy tailed, I was in college. We had hardly any money and had just found out that we were expecting our first kid, which is very exciting.   I wanted to make a little bit of extra cash in college to pay some of those expenses. One of my buddies called me and said, "Hey, I don't know what this guy's talking about but he's going to help us make a lot of money. Can I three way him in?"   I was totally new and I had no idea what that meant or that I was on a classic MLM pitch.    So I said, "Sure, dude. Sounds good." He calls and I literally said, “Is this one of those pyramid schemes?”   I was the worst buyer ever.   He goes, "No, no, no, it's not, No, no, no."    And I was like, "Why do I need to pay money to get started selling things for you? That doesn't make any sense."    I was the worst. When I got off the phone my buddy called me right back and he goes, "Come on, you would be great at this. Come on, man."    And I was like, "No."   REALIZING HOW MLM HAS CHANGED   After some resistance I said, “Sure. Well, if I'm going to do this, I'm going to go both feet in and I'm going to run as hard as I can.”    So I went and I met with a guy in my upline. I don't even know what it was called… I was so green to the MLM network marketing, direct sales space. I didn't know anything about that.   And I went and drove to go meet him. When I pulled up it was this like, super old, warehouse looking thing. It was kind of sketchy.    I walked in and there was this table in the center, and nothing else was in this big massive room. It's like the out of a scene from Hollywood.    It was dark with a single light hanging over the table. I sat down, and he goes, "Well, hey, you want to be successful? Right?"   I said, "Well, yeah."   And he goes, "Well, you gotta do what everyone else does when they're successful. Let's take out your phone. Are you willing to do that?"    I said, "Sure".   “Take your phone out. Let's walk through your contacts and see who would be good.”    And I was like, that makes sense. We made a huge list of people. Right there, we started calling people. I was not prepared for that.    If that's your thing, good on you. But for me that was weird.   I still have relationships that have been soured to this day because of that.    MLM IS BROKEN BUT I KEPT GOING   But I was not willing to give up. I went and started walking down Main Street, literally recruiting people right off the street. People in businesses, and I was just hustling.    I’d worked super hard for the first four or five weeks and I recruited 13 people.    And I was like, "This is awesome." I started doing the thing that they all do…    … “If those 13 get 13 and if they get 13 each, the next problem I have to solve as what island will I buy!”   Then none of them did anything.   I'd counting the chips before I have them and none of them did anything… So I stopped doing anything in MLM.    About a year later I realized that the problem wasn't, does MLM work?    The problem was that I was approaching it with very outdated tactics.   There are people out there who legitimately wanted to find a good opportunity.   I started learning how to attract the good people.    In the past I was looking across the street and being like, "Oh, it's Mr. Johnson. He really could use this opportunity right now, he needs this opportunity."   I realized anytime I have to say that about somebody, they are the wrong person to recruit. They're not learners or business builders.    I started getting better and better at that whole system and automating it on the internet, using ClickFunnels.    To this day, still, we get about two, three, sometimes four people a day asking to draw my down-line who I've never met.   We cut half of them out easily right off the get go and find those who are truly excited to build it.    That's what we've been doing and Secret of MLM Hacks is just the program that teaches that.   HOW MLM HAS CHANGED THE OFFER   Lynn: Yeah, it's an awesome thing that you've built. The thing that I'm struggling with and that the people that I've interviewed are struggling with is THE OFFER.   Can you explain a little bit about offer creation?   Steve: The way I realized this was kind of backwards and weird.    I was knocking doors as a door to door salesman. We were driving out to one of our areas, and I was in a bad mood. I was having the grumpies, sorry.   I remember looking up at these billboards, and I had this phrase come to my head.    And I was like, man, I'm getting up every day trying to sell things to people who are not planning on spending money.   But everybody calling these billboards are calling asking to be sold.    It was the first time in my life I've ever considered that.   There was already this momentum going around sales, and I needed to learn how to capture it.    I was selling pest control at the time and I put up these ads on classified sites for pest control.    I didn't realize that was totally illegal because you’re supposed to put all these credentials and stuff up.    My phone started blowing up! People are like, “I've got ants in my pants” or whatever. There's people begging for the service rather than me selling them on the service.   I couldn't knock any more doors because there's a better way. So I started approaching MLM differently.   HOW TO STAY ON TOP WITH YOUR OFFER   When it comes to offers, people want what you've got.   You have to realize that anytime we sell a product, it is solving a problem. It's easier to sell it if they really do have a problem. You don't have to create the problem then sell them the solution.    Let's say I'm selling Trident gum. Anytime we sell a product, we solve a problem but we also create problems that were not there before we bought.    This is where the offer, in any business not just MLM, comes around.   I call these follow up problems.    If the opportunity presents itself to be an Olympic skier... Someone offered it to me and I'm like, "Oh my gosh, I could be in the Olympics!"    I’ve got to solve a lot of problems that were never there before.    What skis will I wear? Who's my coach going to be now? What's my eating like? Who am I going to hang out with? What's my sleep schedule? What mountains am I going to train on?   All the things that were never there until that opportunity presented itself.    That is the exact same thing and where the opportunity lies in MLM when you realize that.   As soon as I sell my gum to somebody, or whatever your product is, what are the follow up problems and issues that are there now that they bought from you?    These are called follow up problems.    Maybe I don't like the flavor. Maybe there's certain things that you eat or drink with or after it.   Lynn: Or maybe there's an aftertaste...   Steve: Yeah, maybe there's an aftertaste. Maybe your mouth might get a little dry.    MLM IS BROKEN BECAUSE IT DOESN’T DEAL WITH FOLLOW UP PROBLEMS   If you don't know what the follow up problems are, go to anybody who's ever bought your product ever and say, "Hey, what do you wish was a little bit different with this product?"   Shut up and take out a piece of paper.    This is when the market starts guiding the offer that they want from you.    This is very key and it's one of the major reasons why I love MLM so much.   You don't have to make this initial product to get those questions out, it's already made for you.    I go out and I share it with people and I say, "Hey, here's this thing. What are the issues you have?"    And I start writing and writing and writing and writing. Then I look for the top two or three most commonly said things.   The magic is here.    I create a product to solve that follow up problem that the majority seem to be having…   And I give it away for FREE with this product when they buy it through me.    Now I've out valued everybody my upline... Everyone in my downline and I am the most attractive person to come buy through.   My upline is my competition. My down-line is my competition.    WHAT IS SECRET MLM HACKS FOR?   Lynn: So is Secret MLM Hacks a thing that is attracting people to you? And then eventually, they ask to join you?   Steve: Sometimes...   Lynn: Not all the time?   Steve: Well, I don't ever tell anyone what I'm in. I kept it very third party.    Secret MLM Hacks  is meant to educate the MLM space because no one has really been approaching MLM this way.    If I can become the category king in this space with MLM funnels, it can't be a pitch fest.    Lynn: You're breaking the old paradigm.   Steve: Some MLM’s really don't like it.   Lynn: I imagine, because you were saying that MLM is broken.   Steve: Yeah, I believe that.   Lynn: And it's been broken for a long time. We have the internet and new ways of reaching out to people yet they're still saying, “Let's call 100 more contacts from your phone.”    Steve: Why don’t we talk to those who are actually wanting to buy. People who want the solution.   Let's just give a lot of value and then they'll come buy from us instead of everyone else.   Lynn: So there are a lot of people out there that are looking for and wanting an opportunity, and you're just opening the door so that they can find you?   Steve: Yeah.   If you compare brand new people who sell on the internet in general and brand new people who sell in the MLM space, there's far more education that is much better suited to the general internet marketer.   EDUCATION IN MLM IS BROKEN   I started looking at what education is available in the MLM space and the quality of it.    So I went in and I started buying all of the top books, courses and CD’s in the MLM industry.   I started consuming them, and almost all of them have the same ideas...   “Simple things to say to people to get them to jump into your down-line”.   Why don’t we just skip all of that and talk to those who actually want the product and automate the interaction with them.    Then let's elevate the quality of education so people can have a lot of stature in the MLM space.   Go buy all the top books, go see what they're talking about. It's kind of garbage.    It's really, really old when you compare it to what is actually already working in other industries.    All I've been doing is taking this education and telling it to a new industry that's never heard it before.   Lynn: Can you explain to me why you killed yourself?   Steve: So what Lynn's referring to is, I say Steve killed Stephen.   In high school, I…   Was 35% body fat (I was a big boy) Had a huge amount of shyness Had a very rough time speaking with anybody    I'd see an adult and literally walk the other way.    It was a near clinical fear of adults for a while there.    HOW MLM HAS CHANGED SINCE I WAS IN COLLEGE   I'm just going to say it... I was dumb.   I got kicked out of college my first semester because I got pretty much straight F's and they told me to leave.    I had to wait four years to go back and reapply. I'm the least likely success story.   Stephen is a great guy. His natural state is ‘nice guy’.   It was no longer, "Hey, I'm not making any money because the opportunity I'm in is bad."   What I realized is, "Hey, I'm not making any money because I'm a terrible delivery system of it.”   I don't qualify for what the market is requiring for me to go out and be the person that sells and is aggressive to the right degree.    So I created Steve.   I just did this at Funnel Hacking Live. Something freaked me out and I started getting nervous in the negative sense (not the positive nervous).   I went to the speaker room, shut off all the lights and put on some pretty aggressive motivational videos.    There was 30 minutes till I had to get on stage.   I just did planks, sit ups and push ups because I was trying to bring Steve out.    That sounds schizophrenic... I promise it isn't.   Steve's a killer. Steve gets on stage and he cracks mics and break stages. He is the attractive character that his market needs him to be.    SECRET MLM HACKS STEVE VS STEPHEN   Lynn: You’re not dead all the time?   Steve: I'm not, no. It is a learned trait.    I was so scared for launching my podcast for the first time. I think I recorded 17 episodes before ever releasing it, because I was nervous.    Every single step of the way has been a self doctoring move.   Everyone asks, "How do you keep so much energy?" I don't.   No one's that way all the time. Everyone gets nervous.   Steve killed Stephen and it doesn't feel fake… It's very genuine. It's just a new side of me that I started learning.   Lynn: You talk about getting uncomfortable every day.    Be uncomfortable every day, step out of your zone. Learn something new, do something you haven't done before.   Steve: Yeah. Not all stress is negative.    There's de-stress, which is destructive. That's not good stress.    Then there's eu-stress, as in euphoria. Eustress is really good for you. It's like going to the gym and it’s good for your brain.    Doing something hard as early in the day as you possibly can is so good for you.   Lynn: Are you doing triathlons? I seem to recall that you're doing something like that?   Steve: I'm about to get back into it. It's been a solid year since I've really done anything like that.    I started signing up for some stuff so that I could hold my feet to the fire and get into it again.   Lynn: Is it kind of a balance thing?   Steve: Yeah, a little bit.    I think life balance is kind a facade.    It's hard to define it so you don't really know if you've reached it.    I feel like it's a weird thing to compare ourselves to something that's kind of unattainable.   HOW MLM HAS CHANGED WITH THE INTERNET   Lynn: Do you any parting words of wisdom for my listeners?   Steve: The MLM space is most easily sold when you couple it with the info product industry.    What I do is I create these products that teach ANY MLMer. I'm not pitching them at all. But they're not free.   And that's for a reason. It filters and brings people to me who have a different mentality.    If somebody can't even spend a little bit of money for some MLM education, they're not a good fit for my down-line.    I'm not trying to recruit everyone and their mom.    That's totally the opposite of what most MLMs teach. I'm actually very picky on who I let in my down lines.    If you are having a hard time recruiting, one of the easiest things you can do is create something in the front and stop recruiting everybody.    I don't get on the phone, I don't go to hotels or malls, I don't do any of this traditional MLM stuff.   Lynn: You don't do meetings?   Steve: I don't do any of that. None of it.   The only thing that I do is keep selling this front end program. It's not really meant to make money.    Any money we make, we just dump it back in ads. The people who are buying it are basically funding the ads.    Most MLM don't know how to drive ads. That program is louder than most MLM companies, which is crazy.    If they can spend $15 on ads, and I can spend $50, I'm going to crush them.   That front end thing is just meant to liquidate my ad cost and bring good people to me, who would be a great fit for my team.   RECRUITING IN MLM IS BROKEN   I NEVER approach someone. I make people apply. They go through an application process and we filter out another half of them easily.   Lynn: All the people that you're recruiting are people that are ready to run, and they're all using the internet to grow.   Steve: Yes. That's what's crazy.    I just hand off the same systems when they join my team. That's what's so mind blowing, because a funnel builder is what my profession is. I make good ones. When they come in, they get these professional funnels.    Lynn: BOOM!   Steve: Yeah, BOOM!   When you flip the whole model on its head and stop doing, frankly, really old tactics, MLM becomes fun again.    The people on my down-line are my closers. They're the ones who call the people who apply. I don't even do that.    Then we automated our onboarding process, which is actually about launch in a week or two.   We automated all the onboarding which walks them through how to:   Set up their back office Get ads Set up the funnels Take advantage of our teams bonuses   It takes them through their first 30 days in my downline. It's super turnkey.   ONBOARDING IN MLM IS BROKEN   Lynn: Wow, that's awesome. Steve also has an affiliate program for ClickFunnels.   Steve: If you're watching or listening to this and you want to learn how to do this stuff on the internet, one of the easiest places to learn these principles is in affiliate marketing.    The model for affiliate marketing is the exact same model for MLM on the internet. If you go to affiliateoutrage.com, that's the program.   Affiliateoutrage.com walks you through how to market.   Lynn: He's got unbelievable training in there… UNBELIEVABLE.    Part of today's challenge in MLM is knowing how to teach your downline all of the ‘stuff’, right?    Would you like me to help you teach your own downline five simple recruiting tips for free?    If so, go download the FREE MLM Masters Package by subscribing to my podcast at SecretMLMHacksRadio.com   The course is FREE and it'll help explain to your team what I'm doing on, what you're learning. It also gets sent straight to your inbox.    Just go download it at SecretMLMHacksRadio.com

Boom, what's going on everyone. It's Steve Larsen - This is Sales Funnel Radio...   And today we're gonna talk about how to acquire a mass of qualified customers.   I've spent the last four years learning from the most brilliant marketers today. And now I've left my nine to five to take the plunge and build my million dollar business.   The real question is, how will I do it without VC funding or debt, completely from scratch? This podcast is here to give you the answer.   Join me and follow along as I learn, apply and share marketing strategies to grow my online business. Using only today's best internet sales funnels.   My name is Steve Larsen and welcome to Sales Funnel Radio.   What's up, guys? Hey, today, I'm actually going to toss in another recording from the Science of Selling Online Facebook group.   I was reading from a book, showing them strategies from these various books.   Not only how to acquire a mass of qualified customers, but when to acquire them.  At what stage in your business it's important to do so and when is it not.   When's the best time to actually go try and get a huge amount of customers? There is a time to do that and a time not to.   You might be thinking, "Stephen that's stupid, why would you not just want tons of customers?"   There's a lot of reasons why you should and why you shouldn't do that.   In this episode, I'm actually gonna cut straight over to a Facebook live, but watch carefully because I'm using the very same strategy inside my business right now.   I've created the main product for my business, so now that it's there, what front ends do I create to amass a huge list of qualified buyers, not just random people?   Anyways hope you enjoy this, we'll cut over to the episode now. Talk to you guys later, bye...   What's up. How's it going, everybody? Hope everyone is doing fantastic! I need to be asleep right now but... you know, some nights I just can't get relaxed.   Yes, I wear glasses. I've had glasses and contacts since second grade. My eyes are terrible.   I barely made it into the army - my eyes are so bad that I'm only a few points away from not being allowed to join... like isn't that funny?   So anyway, yes I'm wearing my glasses right now. And I have been jumping on my tramp right there and listening to music and thinking a lot.   I don't know why, but every once in a while, I just get in these zones where I just walk around, and I can tell that to everyone I kinda seem like a zombie - you know what I mean?  My head's just spinning going through tons and tons of scenarios; it's fun. I absolutely love it. It’s like a Beautiful Mind, "vroo, vroo" all over the place.   I wanted to share a lesson with you guys real quick - because it's actually something that I'm doing right now. It's something that I taught a solid six-seven months ago. And it's interesting; what's happened.   *REPLYING TO FB COMMENTS* “What's up guys, how's it going Ross? "Like your glasses, the real you." "Yeah, yeah, right. I cannot wait to get LASIK...   I was at the eye doctor a little while ago, and he told me that I have clinically large eyeballs. I was like, "Oh. It's not like I can do anything about it. Thanks for making me self-conscious for the rest of my life!"   I want to share with you guys something that you need to understand.   We talk all the time about going at the core of the value ladder, right! That is the place where you start your products.   You start your business at the core of the actual value ladder. The reason why is because everything else kind of spiders out from there. What I want to do is - I want to tell you why. I wanna tell you why everything spiders away from the core of the value ladder... it doesn't have to do with creating the back ends.   The market's gonna tell you what to do, all that because yes, yes, yes, yes, but another big reason has to do with one of the principals from the book, Ready, Fire, Aim.   I was flying back home from speaking at an event in January, and I ended up doing a few Facebook lives in the airport, and one of them was about this very principal right here. It has more to do with the way the cash actually moves inside of the business.   A little while ago, a customer was frustrated, and she came up to me, and she said "Hey, do I really need to go create products? Do I really need to go make..." Anyway, she was being whiny.   And what I said to her was "Look, a customer is purchased regardless. You will buy a customer whether or not you want to. There's a cost to it."   Most of the time when we think of average cart value and cost to acquire,  those are the only two numbers that we really care about in a marketing funnel.   However, cost to acquire we typically always assume means money. It actually can mean time as well.   So what I want to do real quick is, I want to talk real fast about the realities of what it actually means to acquire a customer. And when it's best to go and... Let me step back.   There's a thought; I keep trying to get it out for you guys, so you understand what I'm trying to go for...   Somebody was probing me, they're like "Stephen, why has your funnel not hit passed a million bucks already?" And I said, "It's because it's not scalable yet." And they're like, "What do you mean?"   There is a podcast episode coming out about this soon. I "out-revenued" the systems in my business. Does that make sense? My revenue was growing faster than the business.   This has happened multiple times; I would build a freaking awesome funnel, then we put it out there, we'd launch it:   Day #1: They're excited. They're like, "Oh my gosh, this is so cool. Look at all these sales coming in!"   Day #2: They're like, "Wow, that's a lot of sales!"   Day #3: They're like, "Turn it off, turn it off, you're going to bankrupt us!"   I remember the first time that ever happened to me, it was well before I ever worked for ClickFunnels. And this company, I almost bankrupted them.   And I was like, "What? That doesn't make any sense?  I've never met anyone ever who wants fewer sales!" I didn't understand what happened until later on when I was working for ClickFunnels.   I was sitting next to Russell, doing all this stuff. He and I were building a funnel for FiberFix, and the exact same thing happened. We basically, two and a half, 3x-ed their revenue in a couple days. It was like "BAM!" Really fast. Same story:   Day #1: "Wow!"   Day #2: "Whoa!"   Day #3: "Stop, turn it off, or you were gonna bankrupt us!"   I was like that's so weird. And I don't know why but until that time.... I mean, I knew that funnels weren't businesses. A funnel is NOT a business, right? Funnels are not businesses. A funnel is a way to sell stuff, right?   I am a master at the funnel building side, however, I know I'm not a master at the building the business side. I've had to learn that stuff as I go along - because my revenue was outpacing my business.   So let's go back. Let's think about this; when we think about "cost to acquire," there are multiple costs to acquire:   #1: There's a cost to acquire as far as money goes.   #2: There's a cost to acquire as far as time goes.   If you're not willing to pay ads to acquire a customer, you're gonna pay with your time, right?   I'll go do that with my podcasts, right? That's one way I'm purchasing a customer with my time.   I don't like doing methods where I have to do the same strategy over and over and over again; meaning, I'm not good as the guy who's like gonna spend time doing the same pitch to tons of people. I'd rather do the pitch one time, and automate it through a funnel to leverage my time that way.   #3: There's also a cost to acquire as far as your business goes and the stress that causes on the actual structure that you've built.   If you don't have a structure  - if every single support ticket is different - If you handle a support ticket differently every single time...   If you handle a customer complaint differently each time...   If every time somebody purchases from you, it's a different scenario every single time...   YOU'RE GONNA DIE!   That's part of the stuff that I was running into the first three months of this year.   I was selling, selling, selling, selling, selling.   I did over 200 grand real fast, bam, real quick.  I was kinda the sole operator, and everything slowed down. I was like,"What's happening? Holy crap, a lot more people still want this thing, how come I can't push it forward even harder? How come I can't... "   I had to step back.   And while I'm a funnels guy, I needed to become a business systems guy too.   And so what I've been doing a lot lately; I’ve been setting up systems that allow my funnel and my revenue to become scalable.   We're just about hitting that point right now.   We just tested this SLO, it's doing really well. It's converted, last I checked,  around 15%, which is great. That's great for a self-liquidating offer for a webinar. It's good enough anyway - at least to take the edge off. It's going good, going really, really well.   What I wanna do real quick is I want to, first of all, put my glasses on, 'cause I really can't see you guys. My vision is that bad. What I wanna do real quick though, is I wanna read to you why this happens.   I'm at this phase right now... I wanna show you guys one thing real quick here. I do not regret building it the way I have. I don't believe you're an entrepreneur if you don't go actually create something of value.   Like, alright there are business owners, and then there are entrepreneurs. They're not necessarily the same thing.   A business owner comes out of college, "Hey, I'm gonna go build a business." They get VC funding to fund the structure that they're putting together. Rather than go create value first to make money to build the structure. Right?   I believe an entrepreneur goes and makes value. They get paid for it, and then they use that cash to build the system to let them go sell more. That's what I've been doing.   And so, what I'm trying to get at here, what I'm trying to share with you and show, is this phase that I'm entering. I'm really excited.   There are a lot of phases all over the place, but the ones I'm talking about today are:   #1: Does the market even want what I'm freaking selling? Do they want it?   Answer: "Yes" I'm making cash from it. We don't even have ads running right now, and there's still sales - which is awesome. It means it's selling by word of mouth which means there are ravenous buyers and ravenous evangelists. Which is awesome.     So is it selling?  "Yes." Is the market telling me they want it? Yes, they are. Okay. Next phase...   #2: Let's turn it up. Boom! "Oh my gosh, my business structure can't handle it."   Too many support tickets   Too many things coming in   I'm the sole operator, "Oh my gosh, I am drowning." I'm now working "in" the business instead of "on it."     I need to turn down my revenue and turn up my systems.     Does that make sense? 'Cause that's what I've been doing. But now that I'm about to enter this other phase, and it's part of the reason why I'm doing Affiliate Outrage.   I wanna share with you why I'm steering the ship the way that I am.   Is this cool? First of all, I hope this is cool? That's what I mean when I invited you guys to this group... "the deep dark secrets of Stephen's mind."   This is the stuff that just rocks through my brain. And I'm just connection, connection, connection...   I'm linking together several different books right now, and what I wanna do is read a section here to you guys from Ready, Fire, Aim, and tell you why I'm doing what I'm doing:   Anyway, you guys ready? Here come the glasses. I think my vision is like negative 6.5 or something like that. I mean it's REALLY bad. I think it's 7.5 was like the army cut off, and I barely made it. I cannot wait to get LASIK. I will be a life changing event. I mean, I'm serious, I'm so blind.   My hand is in focus finally, when it's about right here. Barely, isn't that nuts? Anyway, I'm actually quite blind. And no it's not because of all the computer screens. I started when I was in second grade.   This is a section, this is a chapter here from Ready, Fire, Aim. This is on page 118. Fantastic book! If you've not read it, I recommend it completely.   The first section is dedicated to the systems on the marketing side and even on the business side that you need to put in place to go from zero to a million.   The second part of the book is one to ten million.   The next part of the book is ten to a hundred million or fifty million - and then goes beyond that.   I've only read the first part, 'cause that's all I care about with this funnel right now. And while I have a 2 Comma Club award, it was with Russell, and I want my own. So that's why I'm documenting my journey along the way.   Check this out, pg 118, this is how I read books, and this is the reason why it takes me like three months to read a book if I'm being active about it.   Alright, so here it is.  Check this out. Right, where my thumb is”   "So although your primary focus should always be on customer service, your quantifiable goal at this stage of an entrepreneur should be to acquire as fast as possible what we call a critical mass of qualified customers.   The number of loyal customers you need in order to make all or most all of your subsequent selling transactions profitable."   English, what does that mean?   Let me read it again real quick, and then we're gonna dive into this.   "Although your primary focus should be customer service, you need to acquire as fast as possible a critical mass of qualified customers.   The number of people in order to make all of your transactions profitable."   Let me keep going here.   "Once you have a good number of qualified customers, you'll be in a really good position where almost every new product you come out with will be successful because so many of your existing customers will buy it."   Does this make sense? Follow me here. Let me keep going, one more part here.   "You need to understand the dynamics of generating long-term profits through the development of large circulation, low-cost products, sold at a loss on marketing by upselling high-end products to this larger base."   This is a lotta crap, right, this is a lotta crap. Follow me though. Now, let's go through and let's read my squiggles.   Let me flip this around here again, real quick. Here's my squiggles...   If you think about this, what this is saying is:   #1:  Acquire as many customers as fast as you can. As fast as possible acquire a critical mass of qualified customers.   #2:  Once you have a lot of them; every single subsequent transaction will be profitable because so many of the existing customers will buy your upsells. That's saying use freaking funnels.   #3:  The way to do that is by producing large circulation, low-cost products that you sell at a loss.   Does Russell Brunson actually make that much money by selling his book alone? No, he doesn't. What actually makes it profitable? All the upsells in the back.   Here, let me go full circle. Follow me here ...   Think about where I am in my business. I know the market wants my product.   I've actually completely shifted who I'm selling to.   Just recently, in the last two weeks, I realized I'm selling to the wrong person. So I'm redoing a lot of stuff, I'm changing the vernacular, I'm changing ads, I'm changing a lot of stuff, and I'm readjusting and realigning for the right person. "Oh, my gosh, you were here all along."   Markets are discovered, they're not created. New markets, blue oceans, purple oceans are discovered.   You don't set out and go, "I'm gonna create a brand new niche." It doesn't exist! How can you measure it? You discover niches.   I have been discovering this new niche because I'm actively selling inside of it, and the market is telling me how to move.   Now that I know that the market wants me to sell it, that product, and I'm like, "oh my gosh, my revenue is outpacing my actual business." so I stopped for a while and fixed the business, and now I'm turning the ads back on. The engines are turning back on again.   What I'm really doing now is exactly what Ready, Fire, Aim is teaching. Which is I am creating low cost, low price, high circulation products. Does that make sense? Those are the qualifiers.   When you figure out the core of the business, which is what I've done now, the core of the actual business that you have, your role, right,   I've gotta a sweet back end product that we're gonna go create here soon, I want my own event. I think it'd be super cool, and I really think it can help a lotta people. So that'd be a lotta fun. The cool back-end product for me is events and consulting.   Front-end though, low cost, low priced. So they're low cost to you, they're low priced to the consumer, but they are high circulation.   Do you guys know that when somebody buys a book, on average, it gets passed around up to nine times? Nine times! So when you sell a book to somebody, there's a high potential that it actually gets read by nine people.   That's the reason why we sell so many books. It's the reason why we do so many FREE + shipping things. So the FREE + shipping CDs, info, information, right? Little knick-knacks here and there, funnel graffiti - stuff like that.   It's not to make money, it is to acquire a critical mass of qualified customers. Precisely what Ready, Fire, Aim is talking about. Does that make sense?   But the problem is is that most people, before they know what the core of the business is, they start with low cost, low price, high circulation products. That's why I don't usually recommend going into things like e-com right out the get-go.   You can do e-com by bundling it with info, and then suddenly you're margins go really high again.   So if I now have a critical mass of qualified customers, they're buying everything... The second "yes" is easy, once the first “yes” happens - they're buying a lot of my subsequent products - everything you're coming out with your existing customer base is buying it.   A low price, low cost to acquire equals a big customer base for your back-end products. Those are the three categories though. Low cost, low price, high circulation potential. That's really what you're going for at those phases.   If I go and I create a critical mass of qualified customers in the middle of my value ladder...   I was drawing a value ladder; I was on an airplane, listening to dubstep,  there was caffeine in my system, and I was at 30,000 feet, which usually is when I have all these epiphanies. I need to take more flights ;-)   I have a critical mass of qualified customers right there in the middle, so I was looking at this, and I was looking at some of my different numbers. And what I figured out is that for me to hit a thousand buyers at $1,000, right, that's a million bucks, I was working backward...   If I have a 15% close rate on live webinars, let's say that's high though, right? I would need to spend somewhere around $166,000 to make a million.   Now, my product is worth way more than $1,000. So what I'm doing is I am actually gonna double the price of it, I'm really excited.   Actually, no, no, no. It's a different product I'm doubling.   I'm gonna raise it $500. And it's because one of the issues that I've been finding is as I narrow it down on what it is I'm actually doing is selling to the wrong person. And the wrong person was coming to me.   They would say things like, "What's a funnel?" And I was like "Psh.. oh my gosh, I am probably not your guy to start out with if you don't know what a funnel is, right? Go read some books, go read Dotcom Secrets, Expert Secrets and then come back to me." In fact, that's my recommendation to everyone. Go read:   Launch   Dotcom Secrets   Expert Secrets   Ready, Fire, Aim,   These are my go-to books always. They're always on my shelf. Actually they're not on my shelf, they're all around the room, 'cause I reference them so much.   Trying to remember what the others are? I just reorganized everything, which means I can't find anything anymore. You guys know what I'm talking about? Anyway, Ask, that's an awesome book.   *STEPHEN ANSWERING FB COMMENTS*   "Terran, yes. Yep, I am referring to that. MLM Hacks, that's my main webinar right now.   I have a second insanely awesome product I just finished building it today. Oh my gosh. Right, 'cause not everyone's an MLM. And I totally get it. And if you don't wanna be, and I still have sick funnels for you. So how do I go serve you guys then? So anyway, so I'm super pumped about it."   So that's the whole lesson... 'cause I know one of the things that happens to a lot of entrepreneurs is what I'm talking about right now.   They're going out, and they're saying things like, "I'm selling like crazy and then all of a sudden, the sales kinda seem like they slowed down."   #1: You probably have ad fatigue.   #2:  Did you just sell to your hot market, and the warm really isn't that attracted to it?   And I had to figure out a little bit who my real customer was. But then I voluntarily slowed my revenue down. Hard. Hawd, HAWD.   Way back, I turned it off - I didn't slow it down - I turned it off. It's been off for a while. And it's because I'm doing this massive overhaul.   Here check it out. Alright, check this out. Wrong side, okay, this side of the whiteboard right here. Right, I've been redoing all that. It's a freaking huge funnel now. I didn't start that way. You don't need to start that way. But this is what I've been building.   I've just finished the SLO, it's converting like crazy, it's doing fantastic.   Next I'll be building out a product launch funnel inside the replay sequence.   Then I'll be going in like this awesome, insanely amazing success path, it's 30 days, it's 30 videos showing them after they buy, how to be successful with their purchase.   Very key, it's not enough to just sell 'em, you gotta show 'em how to use it and be successful with it, or you're dead in the water. And so, that's how we do it.   When I realized like, "Oh my gosh, it's all working," then finally I was like okay, this makes total sense for me to go and let's try and acquire as fast as possible even more qualified customers and buyers. And so what I've been doing.   That's one of the major reasons, (cat's outta the bag), for Affiliate Outrage. Now there's nothing paid in there, upfront. But it leads to paid things.   All it's doing is widening the net - and it's being really, really open. It's teaching anyone how to be an affiliate for any product.   “You guys want the rest of the strategy? ♪ Yeah ♪ Everyone say... ♪ Yeah ♪ You gotta give me the... ♪ Yeah ♪ Like that.”   Everyone was making fun of me on the 2 Comma Club coaching stage, 'cause I guess I do a lot of sound effects. I didn't know that.   You guys ready for it? 'Kay, check this out, alright. If you listen to my podcast, you know that the only two things on my calendar. The only things on my calendar are events and launch dates.   I've got Affiliate Outrage; then I've laced together like six different campaigns that I've seen make that really fast, usually.   Who's got my money, hey, Love Grant Cardone. ♪ Who's got my money ♪ So anyway, I laced together six different campaigns and I'm going one by one by one through all of them. So just watch carefully to what I'm doing here because now that I know the market wants what I'm selling, "oh baby, now we get to open the freaking floodgates."   I feel like the other thing that happens too; a lot of the times in this community, people spend so much time building the funnel. That's just the first piece of the pie. Next, you get to go do a lotta cool things like Dream 100 stuff.   We've been reaching out to massive people, and they've been reaching out back. And excited to promote it.   *FACEBOOK COMMENTS*   "What do you think of Sam Oven's 20 million dollar webinar funnel?"   "I think it's awesome, and I think it's proving the exact point I'm talking about, Kenny. When you actually know what the heck you're selling, ] when we actually know, then man, stop messing with the funnel and start figuring out cool ways to just put traffic into that thing. And that's what these campaigns are. Campaigns are not ads."   Anyway, so how about that for a rant? That was a late night rant. I was jamming out, I have a playlist called Pre-Stage, it's my pump up mix.   That's the lesson tonight, guys. Go figure out how - after you know the core after the market actually said that they want what you're selling - go figure out little tiny things that bring in the low cost to you, low price for them, high circulation potential. And then just open up those floodgates.   Honestly, is super fun. It's the reason why we have so many awesome front-ends at Clickfunnels.   *FACEBOOK COMMENTS*   "What do you say to someone who is getting great front end conversions but leads are not buying? Referring to affiliate.”   “What do I say to that? Terran, that's a great question, great question. If you look in Dot Com Secrets... I don't think the funnel is complete. If you look on page, I think it's 93, I don't remember, I'm not gonna take the time.   Anyways, one of the seven phases of a funnel is, it sounds like you're qualifying the subscriber, which you need to, but you also need to qualify the buyer. That's the very next step.   That's step number four of the seven steps, I think. And so, sounds like an incomplete funnel.   So it's not to say that lead funnels are not complete funnels, but if you're trying to make sure there's an up, like they're actual... If you know you're gonna lead them to something that's expensive in the back, or even buy something later on, the funnel isn't done, in my mind, until there's cash in your pocket.   So that might mean that the funnel goes offline. That might mean the funnel goes on the phone. That might mean going and saying 'Hey, we gotta meet in person, or come to an event.'   So the lead might be captured on the internet, but you might be capturing and actually closing and actually getting cash in your pocket, offline or different places. I know there's different scenarios for that. But you're talking about affiliate marketing. So what do I say to someone who's getting great front end conversions?   What usually is happening is some confusion. There's a disconnect... Here's the story:   John Parks was talking to this guy...  he was critiquing his ads, and this guy had great conversions on his ads, and all these people were clicking on this ad. But no one was buying. And this guy goes to John Parks,  (who is Russell's traffic guy), and says "Hey, can you look at my numbers, look at my ad, what's going on here?"   John was like "Wow, you're getting a lot of clicks on this thing, how come nobody's buying?"   And he goes in, and he starts looking at the numbers, the conversions, and he had like a 15% click-through rate on that ad, that Facebook ad. And John was like, "Whoa, like that's really high."   Then he looked at the numbers for the next page, and there were no conversions on that page. There were no purchases at all. And he's like, "What's going on here?" He hadn't looked at the ad yet, when he looked at the ad, he knew why immediately!   The ad was a picture of this incredibly sensual woman just dripping sensuality.  And sure enough, it's guys that have been clicking on the ad.   He clicks on the ad and goes to the next page, and the very next thing people see on this ad is this middle-aged, overweight white guy saying, "Hey do you wanna opt-in for X, Y, and Z?"   That's not why they were clicking on your ad, buddy. Like right! So weird example right? But that's typically in some form what's usually going on.   There's some disparity between what's actually going on from the ad, and to the actual page.   One of the things that I like to do is to make the headline on the ad the exact same as the headline on the page they'll see. That way there's not a new concept that they have to accept. And it brings them straight on in.   *NEW QUESTION*   "If we are building webinars, three things to focus on?"   "Yep, only thing you should focus on, and only worry about ever, for a long time, is just your story, the actual sales message itself. Don't worry about anything else.   Once you know people are trying to give you money, then put together an actual offer. And then once you have a story, or sales message, I call them one in the same, you've got a sweet offer, then go obsess about the funnel.   I mean there's a reason why I haven't gone in depth on thing yet at all. Like my funnel is limping along on one leg. It's broken. My funnel's broken, I know it's broken. And I haven't cared.   It's like trying to fix a leak all the way down a pipe when there's actually a leak further upstream on that pipe. Does that make sense?   It doesn't matter you fixed that other leak, you gotta go fix the one in the beginning, right?   I don't know if that makes any sense at all. But like, anyway, that's how I think of it that way."   *NEW FB COMMENT*   "Thanks for all the value."   "Love the geek out over this. Awesome stuff. "   Anyways, hey guys, hope that was helpful to you. I'm sorry that was a long Facebook Live there. Actually I'm not sorry, that's freaking awesome! I'm gonna download that.   Anyway, so hopefully that's helpful to you though.   So just recap from the book real quick here, real fast, all you're gonna try and do is   #1: "Acquire a critical mass of customers."   The existing customers buy every subsequent product you ever come out with which is why you just acquire as fast as you can.   #2:  You're gonna make low cost, low price, high circulation products, which is why I am doing things like Affiliate Outrage.   We got a ton of front ends that I'm gonna come out with here shortly. Salesfunnelbroker.com as it currently is, like oh my gosh, it needs to be completely different.   salesfunnelradio.com, oh baby!  I've built so many funnels for so many other people, it's fun to like turn back around and finally do my own for a while.   Awesome guys, talk to you later, have a good night.   If you like this, please let me know. Keep inviting your friends to this page. I am trying to pull over people who like really freaking love why funnels work and who really geek out about this stuff.   Alright guys, talk to you later. Go crush it.   Ah yeah! Hey, wish you could geek out with other real funnel builders, and even ask questions while I build funnels live?   Uh-oh, wish granted.   Watch and learn funnel building as I document my process in my funnel strategy group. It's free, just go to thescienceofselling.online and join now.

What's going on everyone? It's Steve Larsen and you listening to secret MLM Hacks radio. So here's the real mystery. How to real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business how do we recruit A players into our down lines and create extra incomes. Yet still have plenty of time for the rest of our lives. That's the blaring question. And this podcast will give you the answer. My name is Steve Larsen and welcome to secret MLM Hacks radio. What's up guys hope everyone is doing fantastic and I hope that you're recruiting, and all of your selling efforts are going well. I've actually got a really cool thing to share with you guys today. Now when I first was in my very first MLM. Right? Things didn't go as I wanted to. I'm sure we've all been there before. You know, I was new I didn't know what the heck I was doing. And I didn't know oh gosh, what was that? That was like five years ago. I didn't know really ... how should I say this? I knew how to talk to people. And I actually know how to get a lot of people interested. One of the things that was really good at and I was gifted at, was getting people interested in the thing that I was talking about. And I would do it to a lot of relationships. I would do it to people who are around me all the time. And I knew how to future sell. I knew how to get people excited. And a lot of you guys listen to this episode and this podcast, you guys are probably the same. You know how to right, get people pumped. You know how to get people excited. The issue is that for me at the time, I just ... I mean, it was like every three months there was a new idea I was getting everyone excited about. And so after a while I was like this pattern, and everyone was like, "Hey, what's the thing? What's the idea the flavor of the month? What's the flavor of the quarter this time Stephen," And I'd be like, "Shut up. This is amazing. It's absolutely incredible," and it was get a little defensive about it. Well, I wanted to go through and actually show you guys ... I got to be sensitive here. Okay? Please understand, I'm being sensitive. But there's been one ... there's been a person that reached out in the past little bit here and this person was ... I don't even know how to describe this. Blaming their ... they're placing all of the responsibility of success on my shoulders, right? They came in, they got the secret MLM Hacks program. They came in and they said, "Hey look I don't want any homework." I was like, "Okay that's kind of weird." First of all, I'm not giving you homework I'm giving you stuff to build your business. Like second of all please you're going to need to drag me along the way here, and my brain ... guys my brain about exploded. I think I had a little mini conniption inside my noggin, and I went nuts. And I was like, "I will not drag you. I will not drag you." And you know I proceeded to let this individual know why. I have brought 1500 people through the process that I sell inside of secret MLM Hacks okay? A lot of people. And and what's funny is, it's not the same process as what I do in other companies and things like that. But it's very similar. There's some similar concept, similar core things. And what's funny is right of those 1600 a lot of people became millionaires. A lot of people became hundred thousandaires and tons of people made money for the first time out on the internet ever in their life. And it was exciting, and it's really cool to see that. I know this works as that's the reason why I get so passionate and frankly defensive over the thing that I sell. And I just got to say first off, like if you don't feel really defensive over what your MLM sells, when someone gets like mad about it, you're probably selling the wrong thing. Right? I stand so firmly behind ... my name is so attached to what I do. I love it. I love what I do and I know it works because I'm a product of my product. Does that make sense? And it's cool to buy from people when they're a product of their own product. Because there's passion behind it. So I'm trying to hold my tongue here for the sake of the fact that this episode's going to be on iTunes until I die. But I was mad guys. I was livid with this individual because they started accusing me of ... I don't even know. It was kind of all over the place and I felt defensive. And I immediately thought in my mind, "Well, it's okay that I'm feeling defensive because I know it works." Like right? If you don't get really ... I'm not saying defensive in like a really negative way. You know, it's not like I just went nuts on this individual, I didn't. But, I really wanted to and I felt that way, and I had to hold my tongue. I frankly had to go ... I mean like stand up and get away. I had to do other things for a while. I literally could not be even near my desk for a little bit because I was so mad about it. So happened last night and it drove me nuts. So number one anyways, if you are not passionate about your product, it's going to be really hard for you to move forward on this thing. I'm not even talking all about what I want you right now. But I just want you to know that like ... all right? If you have a hard time being passionate about your thing, the cool thing about passion is this when someone can tell that you're passionate about your product, when you're passionate about the MLM that you're in. It actually makes up for and fills up gaps for your knowledge when it comes to script writing, and how to close people and stuff like that. That stuff matters. That stuff matters to go study. But if you don't know that stuff, raw pure passion is a fantastic side step of knowing those things. Raw pure passion, just straight excitement. Remember, there's a product once one of my buddies wanted to buy, and I was like, "Dude this so cool, how does it work? He's like, "I don't know but it's cool." I was like, "Okay and I bought it," it was really expensive. Why? Not because there was a great close, but because it's of the raw pure passion. If you have that for your thing, it makes it so much better. So anyways, don't be nervous though when somebody gets mad at you or comes out and says like, "Hey, you're a fraud," or whatever. It's going to happen whatever. Anyway so when I first started the MLM game, I don't know why I got sidetracked on that. When I first got started in the game I started out ... oh, this is why. I started having a lot of conversations like that, right? Where I was like, "Hey, here's my product. Here's my MLM thing. Here's what here's the thing I'm going for." And people would get ... you know they'd start throwing the attacks. Here come the arrows. Like, "No, it's awesome because of this. Well because of this. And instead of me getting really good at dodging arrows, I decided that I would just start changing the person that I was pitching. And you guys know that's one of the major things that you learn how to do inside of secret MLM Hacks, the actual program. You learn how to change the person hearing your pitch. You also learn how to automate hearing your pitch, right? You learn how to ... and the reason why we go through this is because of this right? This right here. I want to tell you something. I think I was ... this is I don't know maybe four years ago. I was studying, I was studying, I was studying, I was trying to figure ways to grow companies and I ran across this really neat thing. I think it's by Dan Kennedy, I think so. I think, I'm not sure either Gary Halbert, I can't remember anyway. But there were only three ways to grow a company. There's only three ways to grow a company. Number one, you can get more customers, right? Number two, you can get your customers to pay more, right? Or number three, you can get your customers to pay more often, right? That's really it. Get more customers, you can get your customers to pay more cash, or you can get customers to pay more frequently, right? Maybe through some continuity thing. And that's really the holy grail of MLM. They're on auto ship, right? That means you're paying frequently anyway. So, those are really the three ways. So number one, let's say this. Okay, let's I want to get more customers, right? Well, number one, one of the things you can do is stop pitching everybody, which is completely different than what your upline will tell you to do. But by pitching everybody that is nothing more than a bloodbath for your psyche and for everything that you're going to be going through and experiencing. Right? So you're getting more customers. We call those acquisition funnels, right. I'm going to acquire customers, how can I get more people in the door? And funny enough, the majority of businesses focused just on that. I mean, business in general, right? It's just focused on just that one metric. How can I get more people in the door? Well, there's actually more ways to get cash. There's actually more ways to grow a company than just more people. Let's look at the other two. Right? Number two, right? I could get customers to pay more, right? We call this monetization funnels or how do I monetize my existing customer base? It is infinitely easier to get somebody who's already paying you to start paying you more, right? It's easier to get somebody start paying you more money than it is to go find a new person, that's all I'm trying to say. Right? It's so much more expensive, right? And an actual number proven basis and it's a fact. It costs you, far more cash to acquire customer than it does to get a customer to pay more money. So what's interesting is if you want, like sit back and start looking to the people who purchasing in your down line right? Either people who are inside your opportunity or people who are purchasing from you. If they've said yes to you one time, the second yes is so much easier. Go back to them and see what products they're not consuming from you and go offer them those products. That mere act right there of getting existing customers to pay more cash, right? Is how big companies blow up so often right? If you look at like a GORA publishing, what's fascinating is, a lot of their very first products that a new customer ever sees, it's a low ticket, it's just meant to get somebody in the door, it's just meant to get the first small yes. Then every single product, every single interaction, every single publication that, that person once they are a customer, every single thing that are consuming turns into ascending them, right? How can I ascend? How can I ascend? How can I ascend? How can I get you to pay me more cash, right? How can I get you to the next level? How can I get you to consume another product? And so when you start thinking through that I mean, look at your down lines, look at the people who are inside, what could they be also purchasing that would be a benefit to them that they're not purchasing. And make that a campaign right? Rather than just the campaign of, "Let's get more customers," there's a campaign around, "Let's just get our customers to pay more." Anyway, hopefully this is helpful so far, okay. There's a lot of companies ... not many companies focus really, really heavily on that and have an actual process in place to do that. Imagine if you were to do that inside your MLM. All right, the second thing oh sorry, the third thing, right? Get customers to pay more frequently right? In an MLM, and in your down lines, getting somebody to get on auto ship. Getting somebody to pay you month in and month out, right? That's a pretty powerful concept. That's a really ... it's extremely powerful thing to go do. And so there was obviously a huge focus on that. So if you look at the three of them, right. Getting someone to pay continuity, acquiring more people or the actual monetization ... just get ... of those three, the second one, right? So let me read it again. So you can number one acquire more customers, which the standard pitch to distributors is talk to everything as a harpy. Talk to everyone all time which is a huge way of pain right? So number one you could acquire more people. Number two you can monetize the existing people or number three you could get the existing people to pay you frequently. Get on auto ship, maybe get on a support program for other things. Some kind of ... even a little mastermind things like that, that's a super popular way to do that. But anyways of those three it's number two that people really don't do that much in the MLM space, right? So I would encourage every one of you guys to build somewhat of a campaign. A process, an event if you will, that's on purpose, that's timed to get somebody to start paying you more money, right? And say yes to that next product. Say yes to that next thing. So you can actually increase the cart value of each customer coming in, anyway. So this is kind of a tactical episode. Hopefully this is okay though. If you look at the customers, right? So more customers, get them to pay more, get them to pay more often. I like to look at those in two different areas. Number one, what's the funnel? Meaning what's the sales arm? What's the actual process to get somebody in place for that and most people don't build a specific funnel with intention just to acquire people. That's what you learn inside Secret MLM Hacks. So that's one area I like to look at things. The second area is on the business side, right? How does my business ... can my business actually handle more people? And what's funny about that is, I don't think many people ask that question for a long time either. Where they can acquire a lot of people, but the business can't handle more people, right? If you are the major linchpin in your entire down line meaning, seven layers down, all the leaders are still pointing up back to you, you're doing it wrong. Because what that's going to do, is it's actually going to make you ... that's how MLM doesn't duplicate right? It doesn't duplicate that way. If seven layers down everyone's like pointing back up to Stephen, "Look there's Stephen, Stephen, Stephen, Stephen." And then it's finally me, right? It doesn't work that way, all right? I have in essence not created leaders underneath me. So number one, can I acquire people? Number two, can my business handle it? So I like to put a process to both acquire and then a process to handle the actual people coming in. Does that make sense? So for example, I might have some funnels and some processes in place to acquire people but then once they're actually in, I'll have some funnels and some processes in place to train them automatically, which I do, right? And then when somebody joins my down line, I actually have a system that is in place, it is the same for every single person that way when I see my entire down line doesn't get something, I can go back and just change the process right? Upgrade the process. See where the process doesn't work, the automated process that way it removes me. I don't marry my down line, all right? They're still getting incredible support. They're getting far more from me than any other person in my entire MLM. I know that, they know that. But I am not the one doing the training personally each time. Why would I not just put it on a video? You know what I mean? Is this making sense? So acquiring, all right. I'll put a process in place to acquire and a process in place to train so that my business can handle them. Let's think about ... that's from a recruiting standpoint. But think about how that might work also for actual product sales sign. Now think about ... so that's category number one, let's get customers, let's get more customers. Category number two is, let's get customers to pay more frequently. I'm sorry pay more. Let's get customers to pay more cash. Let's increase the average cart value of our current customers. Let's get them to buy something else. So let's think of that like, is there a funnel that pitches? Is there a process that pitches existing customers, all right? To join the next level? Maybe your MLM ... and let's say that's from a product sales side. What if it's a business opportunity side, though? What if people have the opportunity to purchase the next rank above them or something like that? And you get a cut of that? Well, do you have a process that's the same every single time to pitch somebody from one level to the next? Or a process in place to pitch somebody once they buy their first product of yours? Pitch them on to the next product, does that make sense? So you got a funnel, that process to ascend people. Then you also have a funnel, a process for your business to handle those people. Does that make sense? It's a double sided coin. That's the reason why I am going through this real quick. Not enough just to sell, not enough just to have a great funnel, you have to have the systems in place. Okay? Then the third category right is continuity basically right? It's monthly auto ship. So the frequency. How can I increase the frequency someone's paying me? All right. Do you have a funnel that pitches somebody on paying you more frequently? Do you have a business operation in place? Do you have a process in place to handle people paying you more frequently? That make sense? Anyways, I know that, that was kind of a tactile episode, but I just wanted to go through that, right. Because one of the things as I was talking to this lady that was realizing, I was like, "This lady made it through my process, meaning my funnel sells people but it also filters people." You know, somebody who's not a good fit, I don't want the embarrassment for them to come in and then say like, "Oh, man, like that was really rough." Does that make sense? "Oh man like ugh," right, and then that makes an awkward conversation. Just like when you recruited that person who probably shouldn't be in your down line, that's in your down line, you all know who I'm talking about? Okay, we've all been there, it's totally fine, right? It's an awkward conversation eventually when you bring somebody ... and I did that my first MLM I brought in this person and I realized, "Oh my gosh, this person ... where did my funnel break?" Because this person made it through and they should have been cut out. Not that I'm trying to be mean. We're on different scenarios in life. Anyway, I hope this is helpful to you. I hope it's making sense what I'm saying here also, right? The funnel, the processes, they sell people but they also are your protector. They're the protector for you. So as you think through, start thinking through, "Hey, should I get more customers? Is that the model I'm trying to go for now? Or am I trying to take my existing customers and get them to pay more? Or am I trying to take my existing customers to get to pay more frequently." Just choose one at a time, don't go for all three at once. That's murder. But, that's what I would do though. And as you start thinking through the process that you want to go handle, think it there. Right? Number one, two or three. Get more customers, get them to pay more, get them to pay more frequently. One of those three. Start thinking through, "Okay, what's my process to acquire more and number two, how does my business handle that growth? Do I have things in place for it?" And when you start treating it that way, what's cool is that means you're actually treating your MLM business like an actual business owner would. And it puts you in places, and puts you in scenarios that other people in your up lines and down lines have not been before. Because, you're actually operating like a company, right? Not just like a solopreneur. I've never seen a rich solopreneur. I haven't. It takes a team. It takes some processes around, it takes some systems around them. Right? And that's how it works. And so if you're having a hard time scaling, and you guys are like, "I'm not selling like I want to be," Is it a funnel problem? Or is it a business operations problem? Okay, okay, cool. Well, are you trying to ... just one at a time, not all three or not two, just one. One at a time, are you trying to get more customers, are you trying to get customers to pay more, are you trying to get them to pay more frequently? And start thinking through that and only choose one at a time, look at it from the funnel side and the business side. Anyway, I feel like I said the same thing over and over again. But because I'm trying to pound it in. This is the reason why my stuff is crushing it, just so you guys know. That's the reason why my students in Secret MLM Hacks crush it, all right? That's the reason why my down line crushes it. It's because we don't just take it from the traditional MLM side, we are putting inside and we're coupling it with other practices for how things work best and sell best on the internet. And still leave the entrepreneur time to breathe and enjoy the cash they're making with the processes they put in place. Anyway guys, hopefully that's helpful would love to hear more of your questions. I think I've got a lot more questions you guys have asked. go to secretMLMHacksradio.com and you guys can ask any question you'd like. There's a green button on the bottom right, click the button and it will record your question straight off your browser and email the audio file to me. Also feel free to check out SecretMLMHacks.com and actually watch the next free web class we've got going on there. It's fantastic. It's rocking the boat a little bit. I know that, very aware of that. And if you are kind of tired of kind of the traditional ways to grow MLM and you want to use things like the internet, and automation and it's been around for a little while now, and people are telling you not to use it, go ahead and jump on over and you can see how it works best for your MLM, and your scenario. There's no pitch I'm not even telling you the name of the MLM that I'm in. I never will, because I don't want anyone to feel like there's any pitch happening. So anyway, I hope that that has been helpful to you. Excited to have you guys over there and please feel free again to rate and subscribe in my opinion this is the greatest MLM podcast that is available on iTunes and I want iTunes to know that. And so your reviews help me tremendously especially in this new age as we apply good tactics, to a great business model called MLM. Guys, thank you so much and I'll talk to you later. Bye. Hey thanks for listening. Please remember to rate and subscribe whether you just want more leads or automated MLM funnels, or if you just want to learn to get paid more for your product. Head over SecretMLMHacks.com to join the next free training today.

Steve Larsen: What's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends? Wanna grow a profitable home business, how do we recruit A-players into our down lines and create extra incomes? Yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. What's up guys? Hope you're doing well. I know I've been a little bit sparse, as far as publishing here lately, but anyway hopefully it's been a great week so far. Funny enough, I say that, and it's literally Monday morning. Monday mornings are my favorite time of the week, which is weird, I know, but it's true. I'm so excited about what I get to do every day. I wake up just smiling. Funny enough, most people wake up and luckily those of you guys, you know, you're in this game, you enjoy it. If you're still in the 9 to 5, I've totally been there before, I understand where you are and if you're like, "Man, I really wanna get outta here." I got a message, I think it was yesterday from somebody reaching out saying, "Hey, Steve I listen to all your shows and just so appreciate it, it's awesome, do you really think that I can make it though." I was like, "Yeah." And he's like, "Is it weird for me to just know that things are just gonna get better and I can just" ... yeah it's not weird at all for you to just know it's gonna get better. First of all and have some gumption about it and that's okay. Number two, if you don't feel like it's gonna get better, that's an issue. But, the biggest thing is that you can't just feel like it's gonna get better, you have to force it to get better. You know what I mean? Anyway, so I was gonna tell him that a little bit. Hey, I got something cool for you guys today, I wanna share with you something I noticed. I've been at a lot of event recently and so I got a piece of feedback about the event that I ... one of the events that I was at, I'm about to go to a fourth one in the last month. I've just been traveling like crazy. Speaking, traveling, more speaking, more talking, more selling, it's been fun and I've really enjoyed it. Great to have those guys who are in the Secret MLX program. We've had some great, great, experiences there so far, it's been a lot of fun. Anyway, hey guys, I wanted to tell you guys some feedback from one of these events and one of the reasons I'm telling you that I've been to so many events lately, it's because I don't want you to guess, which event I'm talking about. Because it's not necessarily negative, but I can see how the person would be a little bit embarrassed, and I'm not doing this to poke fingers at somebody, I'm not doing this to put anyone down. I'm trying to make this a learning opportunity. So, what I wanna do real quick, is I wanted to walk through a pitch that I recently saw from stage. I've watched a lot of people pitch in the last month. So again, please don't try and guess, I'm not trying to shame the individual, I just ... this is a very powerful learning experience and I hope ... what I hope helps you guys understand is ultimately, why people feel weird when you start pitching your product to them, okay. I'm gonna tell you why, and I wanna walk through and I wanna teach you the ... I wanna teach you the reason ... how should I say this, I wanna teach you how to get around that, so that it's not weird when you pitch people your product, okay. You know that awkward feeling? There's a reason it happens. I was at an event and it totally happened. This guy got up and he was talking, then all of a sudden he started talking about prices and these different things, and I was like, "He's pitching? Weird." I was like, I turned to my friend and I was like, "Is this guy pitching right now? I would had been none the wiser, I had no idea he was pitching, huh." That right there, is one of the major reasons why people feel weird when you start pitching your MLM, right, or we start pitching our MLMs product. They don't even know, it's completely from left field. They have no idea, so how do you get people to accept and be okay with you pitching? And know that you're pitching? Right, you know what I mean? How do you do that? There's very, very interesting, clever ways to do it. So what I did, is I started talking with a whole bunch of people and I was like, "Hey, watch what this individual is doing right now. Watch what they're doing, because learn about what this person is ... you guys wanna know why he's not nailing this, and this is why." And I wrote out a big list. I just wanted to say this here on this podcast, but please again understand that I'm not pointing fingers at any individual person, I'm not pointing at any individual company, I've been in a lot lately and it's straight out of a learning thing that I'm trying to do in this case. So I'm not gonna say any names, I'm keeping this completely anonymous, and please do not come to me asking because I would tell you, okay. So, number one thing I noticed from this person as they started pitching is that first off, we didn't know that he was pitching. It was really, really awkward. Really, really weird. I'm sure you guys have been in those scenarios before, when you're in a home meeting or you've been to those kinds of things and someone's doing a great job talking about their MLM, they're doing a great job talking and telling some stories about it, which is very, very powerful as well. Then they get to this pitch, I love being pitched, I am a sucker for being pitched. I don't even care if the pitch is bad, I like buying stuff. Usually good entrepreneurs are good at buying stuff and it's one of the reasons they know how to sell, it's because they buy so much stuff themselves. There's some major truth to what I just said there. There could be a whole episode. Anyway, get good at taking your wallet out and buying some stuff to see and how they're selling people, you know what I mean. That's why you buy stuff frequently. Anyway, I was watching this guy and first of all, I did not realize that he was even pitching. Second of all, there were ... the entire thing happened and I'm watching them sitting there on stage and ... or I'm sitting there and I'm watching this guy on stage and there was literally no testimonials, literally no testimonials. Again, you ever been to those awkward home environments where you ... you get to suddenly the spot where you're gonna start pitching and talking about prices and things like that, you get all awkward, red face, your blood starts to boil, you start talking fast, your throat starts seizing up, you can't stay relaxed, you know that everyone can see that you're not staying relaxed, you talk real fast, you'd be like, "If you want [inaudible 00:06:33]" and you kind of just get off talking about it. I'm sure you guys have done that before, I have. I had to learn how to pitch, I had to learn how to do this in a way where it wasn't awkward for people to listen to me, and I had to do it in a way where I didn't feel weird about it either. So first thing I notice right, is that first of all, I didn't realize he was pitching, and he totally did that. He started to get all nervous and start talking fast and he was hard to follow, he was jumping around all over the place, "What's going on?" "Oh my gosh, this guy's pitching and he's slightly train wrecking it." "Oh interesting." And found out he closed like not even 5% of the room. Anyway, there was a lot of people in there, he should have made a crap ton of money, he did not. I know because I walked up to the back and I bought because I wanted to see what they were selling, figured out I kind of coaxed it out of the person, I was like "So, how many people bought this?" And like, "Oh, enough." And I was like, "No, no seriously though, is it like 10, is it like 20?" He's like, "Don't worry about it." I was like, "Is it like maybe less than 30 though." They're like, "Yeah probably around that." "Is it like more than 10. Yeah." Closers are usually good at getting information out of people, regardless. Anyway, first of all there was no testimonials, if you are literally telling your entire thing and you have no other person that you can talk about results for, that's gonna be a problem and a huge issue because ... if you're your own word, you know what I mean? If they know who you are, okay that's a little bit different, but I'm trying to teach you guys how to pitch people who you've never met before, that's like the whole purpose of Secret MLM Hacks, the actual program itself. Is that it teaches you how to pitch one to many, instead of one to one. Talked about that several episodes ago. Second thing is that, the individual was selling with logic and not emotion. Nobody buys off of logic. So if you're selling logically, which means you're getting feature based, like "Well the product has this feature, which means it's better than anything else over here." It's like okay, those are like very, very, very minute things that maybe will pull someone over the edge after their kind of considering to already buy it. Nobody buys off of features, don't get feature driven about the products that you're selling, I have no idea why certain products I take, like what's under the hood, like what actually ... I just know that they work. That's all that someone usually wants to know, unless you're selling somebody whose as engineer. Typically, engineers are harder to teach, are harder to sell to because they're so logically brained, they have no emotional part of their noggins, they're extremely smart but they're hard to sell. They usually have a hard time selling also because they can't get emotional. So, if you're selling logical, it's not gonna work. Next one, there were no trial closes, meaning he was not getting us to say, "Yes." Does that make sense? You guys understand what I'm saying? You guys see how this is gonna apply to your life? You're starting to understand why this is actually a better way to pitch? You're starting to feel it? I'm trail closing you right now, how many times did I just get you to say yes? It doesn't matter when I get you to say yes to, it is shown, it is proven. I did that on the door-to-door sales ... when I did door-to-door sales I did that on the doors like crazy. It's a nice day out isn't it? Oh, man it's amazing out here, right? Do you guys like living here, it seems like a nice place, right? I just got them to say yes like five times, and it matters. The first time that you're asking them to say yes to you should not be when you're asking for their credit card. What's funny enough is I would nod to people on the doors, and I wouldn't even be asking a question, I would just slowly nod, and they'd start nodding with me. There is an element of truth to that. It's not like, what makes the sale, but there's an element of truth that day, there was a zero trial closes, we were just being talked at, not talked with. Does that make sense? Don't talk at people, talk with them. So what they were doing, this person was doing ... wasn't really doing what's called a stack, I think he was trying to. A stack is where you sell one thing and then you give a bunch of bonuses away, also win. So you would normally have to spend a crap ton of more money to actually get all the stuff and you're getting it as a big price deal, well this person wasn't really pulling it off. Meaning they didn't convince us that the price was worth what they actually said it was worth. So when they did a big price drop, it didn't matter anyway. It was like, "Ah, well you didn't price [inaudible 00:11:11] it to literally anything." Anyway, then there's two more I wanna say and let me wrap this whole thing up here, I hope this is making sense first of all. Please apply this to what it is you were doing inside your MLM, I should have just chosen one or two or three things here. But, I wanted to go through the list. I literally wrote the list down, because like, "Oh, please observe what this individual doing is wrong, because that's a big lesson." One of the biggest things that they taught us how to do the very thing that they were selling, rather than what it is. The problem with that is that there's literally no reason for me to buy it afterwards. There's no curiosity, the moment you take away curiosity, there's no reason to purchase. Curiosity, urgency, scarcity, those are the tools that you have, those are the weapons you have as a salesman. Please know you are a salesman, or woman. You are. Okay, every person is. Doesn't matter if you're selling a product, or the fact that you should go to this movie versus that one. Everyone's a salesman. Own it. Don't be ashamed of it, it's the most prestigious, I don't know career that I know of. Salesman, I was brushing my little girl's teeth, she's four years old, I'm totally indoctrinating them. Like, "Look. Look little one, besides mother, besides wife, besides things about the family, besides things about individual progression, salesman is the most prestigious thing you can be." My wife started laughing and I started laughing too and my little girl was laughing, she's like, "Okay, daddy." I was like, "But there's actually some truth to that, I hope you know that." Anyway I know that sounds kind of weird, but it's true though. One of the reasons why this person did not sell hardly at all, and I think he just got some mercy sales, was because he taught us exactly how to do the very thing he was selling. Because of that he dove into each one of these pieces and he was trying to logically show us how much value there was inside of it, that's not how stuff sells. If he had just told stories and showed some testimonials then built up the value and convinced us throughout that it was actually worth the amount that he was saying it was worth. When there was a price drop, there would have been more people going to the back, but he didn't do it. It was one of those awkward pitches I've ever seen in my life. It was so stark that I had to talk about it with my team. I was teaching the lessons to and I was like, "You know, I should just kind of talk about this everywhere." But I don't want to ... I don't want this to be something that goes back to the individual and I'm not trying to be like ... Anyway, one of the biggest things that I started this out by promising to you guys that I'd show you how ... I wanna tell you guys how, real quick, to actually start pitching somebody without it being awkward. The easiest way to do it is to literally ask permission. But you don't start saying like, "Hey, do you mind if I pitch you for a little bit?" Everyone is gonna say, "No." Instead, just say, "Hey, do you mind if I spend 5, 10 minutes going over something cool I've put together for you?" That's it. Now they're expecting it. That's it! That's literally the magic question. If you come and even watching my web class, selling secret MLM Hacks, that's how I ask it. I don't wanna get weird, I'm just open about it. Rather than trying to hide it and do the slide up hand thing, like little bait and switch thing. Just be open and honest, "Look, I got something cool, can I spend a few minutes telling you about it." Yeah, and if you built up the value and you've told stories and you've open, a little bit vulnerable here and there, it's not weird. Then I could stand in front of somebody and I can say, "Look, I've got this and this is the value of it, and heres why, I've put it together this way and then I got this, and heres the value of that. I decided to toss it on there, this total value of this, but you know if you just get it now, it's only this amount." Now they're okay being pitched. You've literally asked permission, they've literally said, "Yes, please tell us your thing." One of the reasons ... oh my gosh, it's one of the major reasons MLM ... and I'm being open and I'm being real. One of the reasons MLM sometimes gets the wrap that it does, when sometimes someone get embarrassed about it or feels weird about it. Is because they're not asking permission to pitch, and because of it, it makes the other person feel awkward, they're just trying to get out of there. Then it shadows the confidence of the individual who was pitching. Now they don't wanna do it anymore. So the easiest way to go around pitching this as far as top level structure, I know I've told you guys several of the tips things like that throughout this podcast show, but one of the easiest ways to do it is literally tell the story, the story of why you are consuming the product yourself. I don't mean talk about the freaking features. I mean what was your life like before taking the product, take us through a journey, then when you get to the end, be like, "Do you mind if I tell you about it, just five minutes here, just tell you about the cool thing I got going on?" Most likely, even if they're polite and just say, "Yes." It is now no longer awkward. You can say, "Hey, thanks for listening, look they got ... usually it's this amount, but they got this cool promo thing going on." Every MLM thing's got promos going on, right? "It's got this cool promo thing going on, if I can get ... if you want to, just try the product now, this thing is until tomorrow or whatever, it's like half off or something. You wanna try it?" "I don't know." As soon as you do it that way, oh my gosh you guys, it's so much better. It's one of the greatest secrets to me pitching that I could ever give you. When I was first taught this I was hiding in the basketball stadium box office seats of the college I went to. I was sitting ... the reason why I was hiding up there is because it was good internet, it was dark, literally no one bothered me. I could stay there, I hid up there because I would stay up there way past the building close time. I only got caught a few times and they got mad, and they're like, "Don't come back." And I just came back for a year and a half, everyday. I would go up there and I would hide up there and I was listening to someone talking about how you pitch things, both in person but also on the internet. Learning that literally by just asking permission it takes aways all the weirdness. In fact it was funny when I learned it, I was like, "Oh, that's why I was good at the door-to-door sales thing." Because I would never start talking about price without them saying it first. Meaning here's what I'll do, on the doors, when I was a door-to-door sales guy, I would literally ... even when I was a telemarketer, guys. I was good at telemarketing, this is one of the reasons why, it's one of my tricks for all of it. It doesn't matter what you're selling, it's one of the tricks. Is getting them to ask the price from you, okay. That was one of the ways I got them engaged in the sales process, that's a buying question. Meaning their intent is they're asking about the buy, they're asking about the possibility of purchasing. So, now they're starting to ask those kinds of questions. When they start asking those kind of questions you know that 50% of the time at least they're gonna be closing that person. But you can't lead with that, you need them to ask those questions, you need then to have the epiphany in their head and start asking, "Well how much is it?" As soon as they ask that, oh man, it's gonna be pretty easy to tell them. They've already sold themselves at that point. So I'd go up on the doors and I would say ... and I would start talking about how cool it is and how much ... and I would start telling stories, and I'd talk about their neighbors who do XY and Z with it, and I'd say ... and as soon as they say, "Well how much is it?" I would never come out and say. "Here's the actual price ever." Instead I'd say, "Well ..." the answer is always, "It kind of depends. How big is your home.[inaudible 00:18:51] pest control" "It's about this size." "Oh, awesome." I'd stand there and I'd step next to them and I'd turn the focus over to a price sheet, so the focus is no longer on me at that point. When I had that, man it's awesome. That's when I'd close them really, really quick. So anyways, that's all I'm trying to help you guys understand with this is that if you guys have been having these awkward experiences pitching your stuff, it's because no one is giving you permission to pitch them. That's the reason why, and if you want to get past that, ask permission. I'm not saying you got to literally say, "Can I pitch you?" But if you literally say ... you start telling your story, you talk about it genuinely how it has actually helped your life, and if your product has not, it's gonna be hard to sell it. You better have some great testimonials from other people, you know what I mean. I had ... there's been several people reach out and well [inaudible 00:19:36] how to XY and Z, it's like, "Well man, you change MLM." You know what I mean, if you're not gonna adhere to the actual stuff that sells stuff the best, business only stays in business if you get more leads in sales. Anyway, guys that's all I got for you today. I'm just trying to help you understand that literally, literally this whole game gets a whole lot more fun and it's no longer awkward when someone gives you permission. Don't assume it. What you gotta get good at is two things: number one, telling stories, because they will pull someone along emotionally. Then number two, is literally the transition into the pitch. The transition is easy as the saying, "Hey, I got a quick question for you..." Or I don't know, "I got this question for you, do you mind if I spend like five or ten minutes just telling you more about a cool package that I have for this?" And if you can say that, or a version of it, confidently, and not be weird and just be open and real about it. And you've been to an emotional place prior, it drastically increases their chances. I have rarely had anybody ever tell me, "No" to that question. When they tell me the answer to that, then I say, "Cool, yeah I just don't ever wanna tell anyone without them giving me a little permission first." And I say that. I don't wanna assume, and I'll say that. I'll be nodding while I say it, they'll nod with me, it's another trail close, and then we'll move one and I'll say, "Well cool, it's this, it's called blank, blank, blank. And this is what it does. The reason they did this ..." and I go back into a story about it. I tell some more testimonials about, more experiences about other people about it, that's me pitching. That's how I do it. It's very, very effective. It takes away the awkwardness, and you no longer see people as just people to just pitch to. You need people to pitch to, but they need to give you permission. Or else you get that weird feeling, and they get that weird feeling and it gives you some weird internal feedback and then you never wanna do it again and it starts to wreck the entire process. Anyways, guys hopefully that was helpful to you. Again, I'm not trying to bag on the individual at all, I just wanted to be very, very open about why that person bombed so hard. There was a lot of reasons, but that was one of the major ones. Alright guys, go practice that. If anything, what I would do if I was listening this for the first time, I would write that down. Literally write your story, write the transition, meaning you asking the question, "You mind if I spend just a few minutes just going over this?" "Awesome, yeah", and I don't wanna assume or make it awkward or anything so I don't like to do it unless someone says "yes". A few minutes here and "it's called this" and I jump right into it. Then they're in an emotional state, so when I actually do the price drop, it's actually effective. That's what I would do, I would write it, I would literally go write that down and write through your process it stick it in your head. I would read it morning and night for a while, and start getting better results that way. Anyways guys thank you so much, appreciate it. Thanks for being a listener, this podcast is becoming wildly popular, and I appreciate the listens, I appreciate you guys tuning in, and hopefully this has been helpful for you and your [inaudible 00:22:45] inside this awesome industry. Awesome guys, talk to you later. Bye. Hey, thanks for listening. Please remember to rate and subscribe. Whether you just want more leads or automated MLM funnels, or if you just wanna learn to get paid more for your product. Head over to secretmlmhacks.com to join the next free training today.

What's going on guys? Hey, been just flying a million miles a minute, which is always standard, so everything is normal for me anyway. It's been a while since I've taken any of your questions and tossed them on here. I've got a question here from Steve Peck. Thank you much, Steve. First of all, great name. Second of all, I love the question, so I thought I'd drop it in right here. Steve Peck: Hey Steve. This is Steve Peck, and I have a question. How do you pick the MLM to get involved with? Thanks. Steve Larsen: First off, thank you so much, Steve. Appreciate the question. Second of all, if you guys have a question you guys want to drop on here, I love answering questions like this. I think it's a lot of fun. Hey, great, great question. First off, I just want to just come out and tell everyone, look, if you like your MLM, awesome. Please don't get discouraged or think that I'm trying to influence you to do something else. Please also note, I'm not trying to say this kind of stuff to try and recruit people into my own or whatever it is. Anyway, it's fun, I just recruited a really big player yesterday, which was a lot of fun. I want you to know what I look for and why I chose the MLM that I did. I'm still not going to tell you the one that I'm in. I tell people the MLM I'm in when they start applying to join my downline. You know what I mean? Anyway, so here's some things that I look at. First off, let's look at how other industries work. Now, what MLM should I join? First of all, let's ask the question, let's act like we're in a totally different industry. Let's say we're in a brick-and-mortar business, or a different kind of internet business, or whatever. The first thing that I would probably ask is, where is a hot market? Where is a hot market? Meaning, I'm not trying to come up with the idea of what to sell. I'm not trying to come up with an idea of, "Hey, let me go force all these people to try and buy my thing." What I'm doing is I'm looking to see where the hot rabid buyers, the irrational buyers, the buyers that are fanatics, the ones that go nuts and like, "Hey, yes, I've got to ... " Do you know what I mean? It's the irrational. I'm trying to find those places in the market. Then, when I know that there is one, all I do is I ask them what they want and I give them what they ask for. Now, that's a very different approach than what a lot of people do inside of MLM, but it's what I did for my MLM. I started look around, and there's some criteria of things that I was looking for, and I'll walk through that criteria here real quick. First off, what I do is, you've got to understand that most people go choose an MLM because of the product. Now, that's awesome. That's awesome, but first of all, I like to ask the question, "Who's going to be buying it? Are there a lot of them? Are they irrational about the thing that I'm selling?" If it's something that I have to walk around and convince a ton of people on, if it's something I have to walk around and there's a ton of education involved in the selling of the product, I tend to shy away from that kind of MLM. It doesn't matter really what the product is. What matters is that you are selling to rabid buyers. I would take that above any number of massive email marketing list. I would take that over anything, you guys, a rabid group of buyers, a hot, hot, hot market. So, for that reason ... I mean, honestly, I don't really care what the product is a lot of time. I care that it sells. I care that it sells, and I care that people are rabid over it, I mean, irrational. Not just that they like it, not just that when you show the product they're like, "Oh, that's cool," meaning they have to have it, they are going crazy for it, and they cannot stand to be without it. Do you know what I mean? That kind of fanaticism. What I do is I look around, and I look. I chose the MLM I chose for very specific reasons. I'm going to walk you through some of those reasons here, and I'll show you some of my criteria for choosing an MLM. Understand that it's just my own personal own, and yours might be a little bit different. That's fine. This is what I did though when I started looking for an MLM to join back in the day. I started looking around, and I was like, "Okay. First off, how would I treat this if I was not an MLM, if I was inside a big business that ... " Why am I asking that? Because that's my history, that's my past, that's where I came from. I came from a spot of selling other people's products online, and there are patterns to the top sellers. There are patterns to the top buyers. There are patterns all throughout. So, why would I not try to choose an MLM that comes nearest to those patterns and choose that one? Does that make sense? That's what I did, and that's the MLM that I joined. Here's some of the patterns that I looked for. Number one, the product has got to be somewhat high ticket. We're talking MLM here. This is very, very akin to affiliate marketing, meaning I go sell a product for somebody else and I get a little bit of a cut. Now, obviously you make more money if you own the entire product, but I love MLM because all of the fulfillment is done for me. There's a lot of things that are already done for me, that they take care of a lot of the business side of stuff. All I got to go do is to go sell the thing, and that's super easy. That's why I love the MLM game so much. Obviously the possibility of additional sources of revenue, passive income, all that, obviously those are all huge benefits to being an MLM, building up a big team, building up a big network, helping others have success. Those are all big benefits of being in it. The industry that is very, very close ... I don't know if I want to say closest, but in my mind, it kind of is, is the affiliate marketing, the internet affiliate marketing industry meaning they sell other people's products and they get a little bit of a cut. What I wanted to do is I wanted to choose something that was slightly more high ticket, meaning if I'm just selling a $20 thing, what do you get? In my MLM, the starting commission is 20%, which is awesome. That's the starting commission. It goes way higher from that. It's awesome. That's the reason I chose it is because the commissions were higher. If I'm getting paid peanuts, I have a huge issue with that. One of the other things that I chose as I chose an MLM where I was getting ... Let's say I sold a dollar worth of stuff, the full dollar is commissionable. I hate that game where they're like, "Well, only 60% of what you sell is commissionable volume." It's like, "Are you joking? I found you a customer. That's stupid." I chose an MLM that was dollar for dollar commissionable volume, which is huge by the way. That's amazing. Not many MLMs do that. I chose an MLM that does that. I chose an MLM that's a supplement. Why? Because it's recurring. People buy it over and over and over. They stay on it month after month after month after month, meaning it's not just a one and done thing. I might sell something for 120 bucks or whatever price, but they stay on it for at least probably five to seven months. All I've got to do is continue to educate them to help them understand why they should stay on longer than that. That's why they expect follow-up sales. They expect to be buying it frequently. They expect, they expect. I've given the analogy before, it's kind of like me going and buying milk and bread at the store. Those are no-duh buying experiences. You do not have to ... You don't see a salesman standing next to bread and eggs, you don't. Those are no-duh buying experiences. I wanted to choose an MLM that was a no-duh buying experience, like, "Oh, yeah. Obviously, I can see why I would spend money on this very easily." There's not a lot of sales copy that has to be written. There's not tons of sale ... Do you know what I mean? I chose an MLM that was like that. I chose a supplement for that very reason to go through and help people ... Again, please understand, put some thick skin on with this. If you're like, "Stephen, I love my MLM," that's great. Then stay in it. That's not what I'm saying. What I'm saying is, this is the criteria that I went through to choose my MLM. After seeing what sells really hard on the internet, seeing what sells really, really easy on there, seeing what's selling, that's why I chose what I did. There was a lot of thought that went into it. This was not like a ... I don't know, "Let me just come up with something, let me just find some ... " I did do that one time. I was like, "Let me just find something." It was funny because I didn't have ... I loved the product, but I just didn't like selling it. Do you know what I mean? It's not just about the product. It isn't. It's not just about ... it's your ability to sell it. It is your ability to market it. One of my favorite quotes ... If you guys have been on the Secret MLM Hacks web class, I go through this and we talk about this. One of my favorite quotes ever is, "There is no relationship between being good and getting paid. There's no relationship between being good and getting paid." You could have the absolute best product and make zero dollars. I'm sure you've experienced that. I have. We all have. You could have the absolute best product and make nothing. You could be the absolute best at your script and make nothing. You could be the absolute best at recruiting people and really make barely nothing. Why? Because there's no relationship between being good and getting paid. As I started looking around at these different MLMs, I started looking around and seeing what was out there currently in the marketplace, it was very important for me to apply the second part of this quote, which was this, "There's no relationship between being good and getting paid. However, there is a huge relationship between being good at marketing and getting paid." So, I went around and I found an MLM. I dug, guys. I looked around. I did not choose an MLM for quite some time because I was looking actively at the MLM that would fit the model that I am in, that I love, that I know I can sell, that I know I can market. There is a massive difference between sales and marketing, a huge one. When I learned the difference between selling and marketing, my wallet got a lot fatter. Again, we go over this a little bit on the web class as well. By the way, if you have not joined us on the web class, I would love to have you guys, by the way. It's at secretmlmhacks.com. There's my soft pitch. There we go. I did it, the dirty. There it is. What we do is we go through, we talk a little bit about the difference between sales and marketing. Sales, that's what I was doing when I was a door-to-door salesman. I would walk up and I would knock on someone's door, and I was face-to-face with them, and I was pitching them, and I was selling them on buying my thing. That's selling. Selling is what happens face-to-face. Marketing is how you get them to your face. Does that make sense? Selling is what happens face-to-face, door-to-door salesman, used car salesman. Marketing is how you get them to your face. That's the area that a lot of MLM does not go through, it does not talk about. I know that that is an upper hand that I have, that my team has, because I teach them how to market not just sell. The script that gets handed off to a lot of downlines, most the time, that is a sales script. The only piece of marketing that is traditionally taught in MLM is, "Give me a list of your contacts." That's why this podcast exists is because I am trying to help show other marketing tactics and strategies in the MLM space how I actually do what I do. Guys, we're about to cross 150 people asking to join my downline with no ad spend. They're applying and asking. That's ridiculous. Tell me another industry where that ... tell me another MLM, tell me another guy that does that. I don't know of one. Maybe there are, but I literally turn people away. It's an actual application process. Why? What I'm looking for is, "Does this person, A, know how to market? B, are they willing to learn how to market?" That's the major thing I'm looking through when I look at their application. If I feel like the answer is no to one of those two, I say no to them. I say, "Sorry, I don't do this in the traditional method." I wanted to be able to say that kind of stuff. So, as far as criteria that I use to pick my MLM, to actually choose my MLM, number one, I was telling you the product needed to be somewhat high ticket. That means I only needed to sell a couple of them to make a really big dent in my wallet each month. It needed to be a recurring ... there's potential for recurring payments, potential for recurring ... Anyway, I think that makes sense. There's potential to be able to spend more, and more, and more, and more, and more, and more money. Not just the first sale, beyond the first sale. There's recurring revenue, recurring payments, continuity behind it. So, high ticket, some continuity. For me, that was easy to do that in the supplement space. Some of the things I do are supplement, but we also sell other things besides supplements though. It's really the fascinating MLM. Then the third thing that I looked for is that I wanted to be able to sell and market how I wanted to. I hate when MLMs put restrictions on how you can sell stuff. It's the dumbest thing on the planet. Someone reached out to me again the other day, and they were like, "Well, my MLM won't let me sell how I want to." I was like, "Seriously? Seriously? You love being a part of that?" Again, I'm not making fun of it. If you guys are all about it, that's awesome. Super cool. Great. I will not stand for that though. So, I was like, "You might need to find a different MLM." Sales tactics, especially marketing, sales tactics don't change that often. Marketing tactics change a lot though. Selling on the internet, that's what I do. If I can't find an MLM that will let me do my strength, why would I ever join them? So, I got really passionate about that one topic. I got really passionate about finding an MLM that let me do that. Here's the problem. This is why I get passionate about this. This is why I get so fiery about this topic. Think about this, in the past ... I don't know if you guys have ever tried to sell your product online or ever on a Facebook ad. A lot of MLMs freak out over that. They go nuts, like, "What? No, you can't sell it online." They try to control a lot of stuff. It's like you have to be a certain personality type to sell how they want you to sell. I was like, "I don't really want to sell how my MLM's telling me to sell. You're telling me that I would get kicked out for running a Facebook ad in your favor? That's stupid." I was flat-out like, "That's dumb. That's dumb. I hate that." I was talking to the CEO of this MLM before I ever joined, and I had the very unique experience of doing that before I joined. I said, "I'll you why so many people who sell on the internet will not join an MLM." He goes, "Really? Why?" I said, "Because what ends up happening is, if I go build something like a sales funnel that's supposed to sell supplements ... Let's say I'm going to go sell your supplements, sir. I go sell your supplement on the internet, and I build a sales funnel. I know that this sales funnel is the sales funnel that pulls in 17 grand a day for one of my buddies. I know that this sales funnel is the supplement funnel that turns in $100,000 a day for these companies. You're saying that I can't go build that thing. Why on earth would you not want that kind of sales volume? That's the kind of stuff I do. I love to be able to build that and duplicate it for my team. In a single click, I'll give them the entire sales funnel after I prove that thing out. Then I'll give it to all of them, and they'll have that kind of marketing arm now also rather than just go talk to people on the street or in malls and hotel lobbies." I'm not making fun of that if you're like crazy good at it, but man, things evolve. I said, "Here's the reason why though, I can go build those kinds of thing. I've built those things before. I've built them for many other big people, but I can't take your product and go put it on the internet because I'll get in trouble." He goes, "Here's what's different about my MLM, man, I've got this thing." I won't tell you the name of it, because I don't want you guys to go look it up. He's like, "I got this thing, and it's in writing. I don't care how my MLMers sell." I was like, "Really? You're like the first one I've heard that says that." He's like, "Yeah, I don't care how they sell. As long as they don't drop a certain price point and they're not lying, who cares? Why would I control that?" I was like, "Oh." I think I saw a halo appear above his head, and there was a light in the room, and things around him got all dark, and I was like, "This is the guy." He goes, "I don't care how you sell, just represent it well. Who cares? I don't care if you sell it on the internet. I don't care if you sell it face-to-face. However you want to sell it, you sell it. It's still a commission." I was like, "Oh my gosh, thank you. First of all, breath of fresh air. Second of all ... " Again, I'm not pitching anybody that ... I understand some of you guys will reach out and ask after this. This is the reason, this very specific reason. I was very, very careful on how I chose an MLM and what criteria I used to choose an MLM. I said, "Okay, well here's the other issue, here's the other issue is ... " Steve, thanks for bringing up this question, man, because this brings up some big topics inside the MLM space, some big technical issues in the MLM space that no one's really solved and we're the first ones to do it. I've been really, really proud of it. What I've been doing is, I told him, I said, "Here's the other major reason why a lot of people who know how to sell on the internet will not sell in MLM. They won't join an MLM." He goes, "Okay, I'm listening." I said, "Here's the reason. If I go run a Facebook ad and I have my own webpage up, let's say you guys have a store like you've built something in WordPress." If you have no idea what I'm talking about, that's fine. That's fine. Let's say that somehow though, you're selling your product online. What you would have to do traditionally is after the sale gets sold, after you collect the sale, you'd have to turn back around and go buy it again on your corporate website in that person's name with that person's shipping address with that person's information, which sucks. It's terrible. It means every sale, there is so much touch. There's a lot of high touch that's done. There's so much that you have to do for that individual. It's an awful game. I have buddies that would go and they'd build these sales funnels, and they'd be selling their products online. Then they'd just go take this massive Excel sheet, and they'd either have to go sell it and make this really special agreement with their ... They go take this Excel sheet and they'd have to go make this special agreement with their MLM or whatever, or they'd have to turn around and manually by hand, they'd go in and put in all of those orders in those people's names with their shipping addresses and they'd have to go re-buy it. Well, by that time, you've already paid for credit card processing twice. It cuts down how much money they actually make. Therefore, it really puts a massive damper in why you'd ever, ever do any kind of product sales with an MLM online. I was explaining this to him and he was like, "Huh. How do we fix that?" It was funny, because I was sitting there in the room with him, I was sitting there in the room with him and I had this idea come to my head. I was like, "If we did this one thing," and I'm not going to tell what it is though, I said, "If we can fix this one thing, this one area ... All it would take a little bit of tech stuff on your side at the beginning, but what it would do is it would allow me to sell my product through my own funnels and it would go to you guys. The money would go to you guys. It would just credit my account with the sale, with the commission." We drew this out, and it was this cool plan. I hit my head, and I started drawing and I got in the zone and it was really, really awesome. What ended up happening was, he goes, "Okay. This is cool." I'm really pumped because ... This is me just celebrating a big achievement, guys, because they just came out with the beta of that solution. Now what it means is I can go sell like these other massive supplement funnels, these massive guys I'd go build for. They'd be bringing in millions of dollars. In the past, I couldn't do that kind of thing in an MLM, because I'd have to do this two-step thing. I even knew guys who would hire VAs to buy again the product in that person's name on the corporate website after they got the purchase in their own funnel. Does this make sense? I was like, "This is so stupid, you guys. Why has the MLM Industry not caught up with the fact of what a funnel is, and why does everyone care how it gets sold?" I know some people are not going to like the fact I'm saying that. I totally understand. I know some people are going to be really, really against what I just said. If you know something sells well, why on earth would you hinder that process and you know how it sells well? Here's really the two big issues. When I was choosing my MLM, I wanted to know, first of all, what was already selling in the market. I didn't give a crap about what the product was for a while. I wanted to know what is already selling in the market not including MLM products. What are people ferocious over? Now, let me find an MLM with a product that is nearest to that so I know it sells well. I need to know what is selling and how it's selling. Those are the only two questions that I care about. What is currently selling in the marketplace with rampant buyers, irrational purchasers? Then how is it selling? How are they getting those people in front of them? Is it really just through friends and family? How is everyone else buying it who is not an MLM? Are they doing it through retail? Are they buying offline? If you know what those are, why would you ever hinder that process? I don't know. That's part of the issue. That's what I went through and I talked with about these guys. I was like, "Look, fix this one problem right here, and I have an army of funnel builders who are wanting to sell this thing." Guys, I'm excited. It's the reason I'm so passionate about it. I think we're the first MLM ever in history to do this. We're the first team. My team is the one doing it. I'm the one beta testing it. If this works, I don't care if my team doesn't know how to build funnels, I will build it for them and I give it to them. Now, they have this whole sales arm. Now, I focus heavily on the recruiting side, and now we're also just cranking, killing, just crushing on the product sales side. How exciting is that? It means I'm not walking around selling the product. One more story, one more story real quick. I know this is a long episode, but just bear with me. One more story to illustrate the point. When I was doing door-to-door sales, I was driving down the street and I was looking around. I was in a little bit of a sales slump. I was a good salesman. I was one of the top guys almost every time. Telemarketing, I was one of the leaders on the floor. I had a team behind me that I was training. When I was doing door-to-doors sales, I was very good. I was the number two first year seller. The reason I wasn't number one is because the guy came out two months ahead of me. He had such a ridiculous lead, but I did really well in sales. I was in the middle of a slump though. We're driving out to our areas and we're on the highway. I remember the clear blue-sky day. There was some clouds in the sky. Temperature was warm. It was going to get hot that day. Clear, clear sky, and it was a beautiful day, guys, beautiful day. Mountain all around us, and I was selling pest control. We're driving out to this area, and what I was doing is I was complaining in my head. I was complaining. There's no other way to say it. I was ticked. I was like, "This is stupid." I was like, "Are you kidding me." I was trying to control my emotions, but I wasn't. I was in a little bit of a slump, and I was carrying that emotion with me on the doors and I wasn't doing well. I learned a lot of lessons from that personally. I grew a lot from that personally. As we were driving out, I'm looking up and I'm seeing these billboards on the side of the road. These billboards are on the side of the road, and I had this thought. I will never forget where we were on the road. I will never forget where I was sitting. I will never forget this moment, because it was one the sparks that changed my life and how I approach MLM. I was sitting and I was looking. I wasn't in MLM at the time, and I was looking at these billboards. I looked up at the billboards, and I thought, "Gosh, this is so stupid. I'm waking up every single day as a door-to-door salesman trying to convince people to buy something who were not thinking about buying something today, but people who are calling these billboards are getting laydown sales. People who are calling these billboards are asking to be sold." So, what I did is I started putting these classified on the internet. Have you heard of like Craigslist, things like that? I just started putting our service, our product on Craigslist. I put it on Craigslist, and I started getting all these phone sales, all these laydown sales. I think I've told you guys this story before, but I hope it really hits home with what I'm telling you about how I chose my MLM. I started getting all these phone sales and all these laydown sales, and these were individuals who wanted to be sold, who wanted my product, who wanted more information. I wasn't bugging him and bothering him in the middle of the day. Are you getting a little bit of the ah-ha? What ended up happening is I started realizing, I said, "Wait a second. For every product, most products out there, for pretty much every product, there are people who are already trying to purchase this thing. They just don't know about my product. I'm going to stop walking up to random people in hotel lobbies." I wasn't doing that anyway but, "I'm not going to do that. I'm not going to do ... " What I started doing is when ... Yes, the product matters, but what is more important is matching an MLM to whatever is currently exploding in the marketplace, meaning if you're trying to be in the Health Industry and you want to find a health MLM, you go find whatever supplement, or program, or whatever it is has the most rampant, ridiculous purchasers, then choose the MLM off that. If you know how they're buying ... Now you know what they're buying, you've got to figure out how they're buying it now. Are they buying it on the internet? Are they buying it right off of TV ads? I don't know. Go figure that out. Then you match that way. So, I chose my MLM very, very strategically. I said no to a lot of MLMs. They all wanted my stuff. I understand why they wanted it, but I chose, first off ... I was like, "I'm going to do supplements so there's recurring billing. I'm going to do something more high ticket so that there's higher margins for me. I'm going to choose something so the starting commission is 20%. I'm going to choose something that will let me sell online the way that I know how to blow the gates open with funnels." This is the first MLM, and I think I'm the first team, to really be able to do that and integrate directly into a corporate's software so that when we sell stuff ... We're still in the beta testing, but we're doing it. We know clearly where we're going with it. Now what's kind of cool is that when people join my team, what I do is I've got this members area that walks them through a lot of the training, how I would do stuff. Then it walks them through the actual funnel side. It's like, "Hey, if you don't know how to build them, that's okay. Click here. I have a pre-made one for you, and it sells this product in our MLM really well with these kind of ads, with this kind of average cart value typically. Usually, start with this kind of ... " Do you know what I mean? What other MLM gives you that kind of upper hand? I don't know. That's the reason I get so ... I'm very, very proud of the MLM that I'm in. In order to protect the team, find the people who are most serious about it, I'm not just trying to get people who are like, "Oh, Stephen's got all these plans. Therefore, I'll make all this money faster." I'm not looking for get rich quick people. We are trying to get rich quick, make no mistake. Why would you ever try to get rich slowly? I was laughing like, "Is this a get rich quick scheme?" I was like, "Well, hopefully." It's not that I'm a capitalistic pig. Man, why would you do something where you make money slowly? "Don't worry, it's not a get rich quick scheme." It's like, "What? How slowly do you make cash?" That's a stupid saying. What you're trying to say is, is it a scheme? Is it a plot? Is it a Ponzi Scheme? I get that. I understand what people are trying to say with that. So, I vet people out, and that's the reason that I do it. Steve Peck, I know that's a very long response to it, but that's how I chose my MLM is I did not first look at what my MLM's product was. First, I didn't even consider any MLM until I saw what was selling very, very hot in the health space, or wealth space, or relationship space. What is selling super hot, and now with an MLM that comes closest to selling that kind of thing, and do they care how I sell my stuff? That's it. That's how I did it. I know that's kind of out of the box, but that's kind of what secret MLM Hacks is. Anyways, guys. Thanks so much. Hopefully that helped. I know it was kind of a long episode, but I hope that it helped you understand it doesn't matter how cool your product is if no one knows about it. It doesn't matter how cool your product is if there's no one currently buying something even similar in the marketplace. That is some scary crap to go into, because now you have to educate and sell, not just sell. They're already further down the belief path with my product. They already know. We're just selling a better version of it, and I know the best ways to sell it on the internet. That's why we're doing what we are. Guys, thanks so much. Appreciate it. I know it's kind of a long episode, but hopefully you got some stuff from that. Again, I'm not trying to convince you to get out of your MLM or stay in it, whatever. It's your call, your choice to do what you do with this information. That's how I did what I did. That's why I'm doing what I am. It's your call. Do whatever you want to with it, and start asking. That's what I was trying to tell this person a few days ago. They're like, "My MLM won't let me sell stuff on the internet." I was like, "Oh my gosh. Get good at direct response. Get good at selling through mailboxes or something. Are you really going to go door-to-door? What's the preferred method?" Now think of that method that they're trying to teach you at scale. Is that something you can do at scale? Once you know how the thing is selling, there's only three ways to grow a business, guys, only three ways. You can get more customers. You can get customers to pay you more money, or you can get customers to pay you money more frequently. That's it. So, what of those three can you do in your MLM? Yes, Steve, are you passionate about this topic? I'm very passionate about it, because I understand that people feel loyal about their company. Those are the only three ways. If you can't see one of those ways working at scale ... Okay, let's think through it. Number one, get more customers. If they are so butt hurt on how you sell your thing, do you really think you're going to retire off it? Is it really going to help do your house payment? I mean, seriously. Start running some numbers. Figure out what that ... Are we all going to go to hotel lobbies? That's why I get passionate about it, guys. Obviously I am. You're like, "Well, maybe that's not the way I'm going to do it. Maybe I'm just going to get customers to pay me more frequently." Okay, cool. Let's start looking at the margins, start looking at the commission check that you get. Is your MLM giving you dollar per dollar commissionable volume? If not, that's some scary crap. Start running the numbers. I was in my MLM. I recruited those 13 people in my first month. I got a $13 check. 13 bucks, guys. I was like, "Oh my gosh, that's a dollar a person. I don't totally understand what just happened here, but that sucks." So, more customers. Wait, but MLMs traditionally, a lot of them are really butt hurt on how you sell. So, more customers sell more frequently to them getting you to pay more money. Can you do upsales? Can you? Mine will let me. Can you toss your own thing in there? That's when you start looking at ... That's what I'm trying to help you understand. What's the marketing arm, the marketing mechanism? Because they help you with the sales scripts. They help you with that stuff, but not that many people help you get the marketing ironically, which is the area that actually makes you the money. That was a long episode, but I'm passionate about it, guys. That's a very big deal how you choose your MLM. It's a very big deal. I don't actually really even know that much about what my comp plan says. I don't need to. I will. I know that's bad of me. I'll go study it. I'll get to know it really, really well, but frankly it's the marketing not the comp plan. It's the marketing not barely even the product. It's the marketing that will make you the cash and make your wallet fatter. If this was offensive of me saying this kind of stuff, I'm not sorry because it's truth. Please know that where I'm coming from, you've got to see there are better ways to do the game. You've got to understand, let's look at the long haul, what really is going on. Yes, you may love the product. There is an MLM I love buying their product, but I will not be part of the MLM. I love the product. You have to start making those calls and start making those decisions as you understand, "Am I really learning how to market? Am I really learning how to ... " Anyway, it was a long episode, guys. I appreciate it. Thank you, Steve Peck, for asking the question. As soon as I saw the question, I was like, "Oh man. Steve just opened a can." So, that was a 30 minute episode. Hey guys, I hope you're having a good one. Appreciate you guys and appreciate the listens. Go get them. I'm very, very excited for this and love our community here. Hey, thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to secretmlmhacksradio.com to submit your question and download your free MLM Masters Pack.

What's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. So, here's the real mystery. How do real MLMers, like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. Hey, guys. Hope you're doing great. I hope the week's gone fantastic, and I hope that the rest of the day goes well for you as well. Hey. Listen. I grew up in Littleton, Colorado. It's a city just outside of Denver. I loved it. It was a lot of fun. It's a city right in between Denver and the mountains. It's kind of an outdoor playground. I loved it a lot. Growing up though, I was always kind of the kid who was trying to sell whatever knick-knack to whatever person. You know what I mean? I was like in the movie Hercules, that guy that was running around asking people if they want to buy sun dials. You know what I mean? I was that guy. I've always been trying to sell stuff. What was funny about it is I never realized that I was that kind of guy, and you probably can relate with me. I never realized that I was that kind of ... There was never that introspective moment like, "Oh my gosh. I'm that guy," you know, like, "Oh my gosh. I like sales. Oh my gosh. I like business." What was funny is when I got into college, I still had not captured this persona. I had not owned who I naturally am yet. You know? I had not owned that, and so it was weird. I was in business classes, and I was going to marketing classes, and we'd be learning all sorts of crazy formulas and all this stuff, and people would ask, and professors, and teachers, and leaders, and stuff, they'd ask, "Hey, Steven. What is it you want to do?" Deep down inside I always knew I wanted my own business. I always wanted to be able to run my own thing, but I almost ... I got my perception of what it meant to be an entrepreneur from a lot of Hollywood stories, and from a magazine articles, and from YouTube. This whole persona of what it meant to be an entrepreneur started sitting down on me. It was weird. I had a hard time accepting the fact that I wanted to be an entrepreneur, because in my mind, thank you very much, Hollywood, I was falsely believing that to be an entrepreneur it meant I had to be greedy. It meant I had to go out and I had to be this guy that was constantly wearing a nice suit. There was always a briefcase in my hand. I was walking all to a meeting always. You know what I mean? It's super ... I didn't know what it meant. All I knew was I wanted to run businesses, and I had been doing it in college. I had started several. Several of them were actually quite successful. It was actually a lot of fun, but I had a hard time telling people ... because all the other students around me, all of their goals were always like, "Hey. I'm going to go work for JP Morgan. Hey. I'm going to go work for this. Hey. I'm going to work for ...", you know, huge, huge people. They're like, "Steve, what are you going to do?" I'm like, "Well, I am going to start a business." I remember the funny looks that I always got, and I had a hard time, because I was excited to tell people, "Oh my gosh. This is what I want to do," but the reactions that I would get were so ... I don't even know what to say. They were negative almost, not negative, but it was always like, "Oh. You're that guy." You know what I mean? That was the like, "Oh. Good job. Go try it. Oh. Good job. Yeah. Oh. He's going to be an entrepreneur." You know? That was the mentality that I could tell a lot of people ... the reaction that I would get a lot of times. And so, for years, with everyone, I mean everyone, with not just friends, but family, you know, my wife, parents, I mean, anybody, anybody, those closest to me, and even myself ... I had a hard time accepting the fact that I wanted to be in business for myself. I had a very hard time saying that to people I respected most. I had a hard time owning my natural desire. That's literally the entire topic of this episode. I just wanted to ... As I've gone and this secret MLM Hacks product is about to launch here in the next little bit, as things are starting to fall in place ... I mean, I've had to become more and more clear with what it is I actually want, and I had to have learned to be okay with that, not that I wasn't okay with it, but I had a hard time telling people what I even wanted, what my goals were, because I was afraid of offending someone. I had a hard time in college telling people what I wanted, because I was afraid that people would look at me and go, "Oh my gosh. That's a greedy guy. What? You just want money?" I'm like, "Yeah. I am intentionally trying to make a lot of money. You know? And you should be too." If it's not something that you're okay stating in a food court and publicly, start checking yourself. Why are you doing what you're doing? Are there internal desires that you have that are not being consistent with what you're saying? I guarantee you that as soon as you start to put your words in your conversation and the conversation in your head and it starts to actually line up with what is inside you, oh my gosh, you guys, stuff starts falling into place for you, because you get true. You get forward. You start to tell people, "Yes. This is what I want," and you move forward, and you start going and going. You know, it's funny. There was an MLM I joined when I was in college. I didn't know what I was doing. I was trying. It was a good experience. I'm glad that I did it, but there was this MLM that I joined in college. I had a hard time admitting to people that I had joined an MLM. I wasn't willing to admit to myself or to others that I was in an MLM. Have you ever felt this? My guess is that you have. If you're on this podcast, you've probably had that feeling before. You know? There was even a different one that was local to where I was. I was not a part of it, but there was the actual headquarters for a different MLM was near where I was. If I said the name, you all would know it, so I'm not going to say it. But they came out and they started trying to tell people that they were not an MLM. It confused the crap out of all their people, like, "Wait a second. What?" "No. This is not a multilevel marketing company. This is a direct sales company." They kept trying to change the name. I started noticing that all of these people started trying to do that too, that the term MLM was almost like a swear word. I get it. I know that there are people who go make a bad name, but that's true for every industry, but masking it is you merely not owning what it is you actually want to do. Does that make sense? Okay. I went online real quick here, and I actually started looking through all the different phrases that are synonymous with MLM. What are the other things that we can call MLM without calling it MLM? Well, we could call it network marketing. It's like, okay, that's a pretty standard one. Direct sales, right? Direct selling, referral marketing. Oh. That's not MLM. Business opportunity. It's like, "What?" This one killed me. I heard this one today actually, circle of influence marketing. Circle of influence marketing? What? How much denial are you in to say that? Okay. Anyway ... I'm trying to be sensitive to this, but ... Pyramid selling. Now, that just sounds crazy. Anyway, there's a lot of friends that I had and a lot of peoples I started rubbing shoulder with. Every time I saw someone who was in an MLM, they would go out and they would start to say, "No. No. No. It's not an MLM. It's just this." Okay. By definition, by law, if it's three tiers ... If it's two tiers, that's affiliate marketing. It just means you have a rewards system for the second tier. If there are three tiers, if there are three tiers of compensation, it is by definition an MLM, right? Multilevel marketing, multilevel marketing. You know, I had this moment a little while ago, where ... I'm not sure if you guys ever read the book, The ONE Thing, by Gary Keller. Gary Keller is like Keller Williams, real estate, you know, massive, huge, huge, huge real estate company obviously. But Gary Keller goes through and he starts talking about how let's think forward about what your goals are. What is it that you want to be? What is it you're trying to become? What's your some day goal? What the thing that you want to be doing in 10 years? What's funny, what's interesting, I actually, for a long time, I kind of shunned that question. I have no idea what I want to be doing in 10 years. I have no idea what I want to be doing in five years. I know it revolves around me having my own businesses still. I know it revolves around me charging the path and honestly doing a lot of the same things I am now. I'd love to have my own software company. I'd love to be able to ... It's interesting to start thinking that, like what is it that you actually want? Are the things you're doing today actually contributing to that long term goal? There was this ... I can't remember where I've heard this. I've heard this several times though. There was this ... I think so anyways. Anyway, regardless, there was this billionaire that was getting interviewed on some .... I can't remember where it was. Anyway, this billionaire was getting interviewed, and he was giving advice. This was his advice. He said, "Okay. Think through your 10 year goal. What is it that you really want to get? What is it that you want to be? What do you want to have? What do you want to be doing in 10 years? Get really clear on it." Okay. 10 years. Now, what would It take for you to achieve all of that in the next six months? That's crazy. That's nuts, right? He said, "That's how billionaires think." They just go through and they do the most important tasks, and all their tasks are only focused on that one thing, no distraction, complete honesty with themselves as they do it. There's been several times, I know that you guys have probably seen the same thing before, because a lot of time the people get into MLM, it's the very first business thing they've ever tried ever, which is great. That's awesome, but part of that is someone needs to start ... the new person needs to begin owning what they really want. Some of that takes some personal acceptance. Sometimes that's hard. That's not easy to do. There's a lot of belief involved in your own self to go and do something like have your own business, or have your own MLM position and make it successful, or start anything new, or charge the path of something that's already been proven. You know? There's a lot of belief and this level of self-confidence, and it's something that it took me a long time to go get before I felt like I could stand up in a food court and say, "Yes. I am Steve Larsen, and I want to be an entrepreneur. I am Steve Larsen." For a while it took me a long time to just to say I want to be an entrepreneur. It took me an even longer amount of time to say, "I am one." Does that make sense? You are in MLM. You area multilevel marketer. Own the thing. The more people you're offending by saying that, the better. It's counterintuitive. It means you're actually marketing. It means you're actually doing what you should be doing, right? There's a great marketing quote, "If you don't offend someone by noon, you're not working hard enough." It's the same thing for multilevel marketing. You got to believe in yourself though while you do it. I wasn't planning on doing an episode about this. I honestly just sat down. It's been on my mind, as I've watched other people start to grow and start to gain the personal development that MLM requires and any kind of business requires, is belief in one's self, right? This total trust in what it is you know you want, not just to believe it, but to say it to other people. There's a great quote I cannot name. I don't know ... I can't say his name, as I'm not good at other languages, besides English. He said, "Man is made by his belief. As he believes, so he is. Man is made by his belief. As he believes, so he is." It's fascinating. Ask yourself, what are you believing? What if you believed about yourself? What if you believed about your potential and your capacity, what your actual goals are. What are those beliefs? Start getting real with yourself on what those things are. Start figuring out what that goal is in the ... You know, what's nice about setting that goal our there is that it actually makes a lot of decisions for you. You no longer have to think, "Oh. Should I go do this? Should I go do that?" No, because it's not part of your original goal. If that's not part of the thing you're going for, then decisions made for you. Don't go for it. Does that make sense? It's been one of the scariest questions I've started asking myself lately, what do I actually want? Right? That question has led me ... I mean, I most said something I'm not allowed to say yet, but it's one of the freakiest things. Me getting real with want I actually want has led me to me to do things that others are calling ludicrous, but because I am driven by my end goal, and I'm finally confident in stating what that is to myself and to others. I just legally, I don't know if I can say it yet. It'll be very exciting. Stay tuned to this podcast by the way, but I believe in this product that I'm launching that there are massive measures being take, so that it changes the MLM industry. That's the whole goal. I'm tired of how things happen inside the whole industry. I'm tired of the whole tactic's stuck in the 90s. You get MLM, it's broken out of the box. The tactics the up line teaching aren't totally aren't totally accurate. Anyway, I'm not saying they don't work, but they're not effective. They're not efficient, I should say. Anyway, side rant, but it's been fascinating. My whole question, my whole hope, while you are actually pushing, wherever you are in the journey. If you're starting out brand new or you're far into it, or whatever it is. Start asking yourself, what do you actually want? I challenge you, once you know what that is, number two, own it. Man, put it all over your wall. I mean, I've got quotes all over the place. I've got quotes on my desk. I've got quotes literally, all over the place just things, just trying to keep my in state. Remember the goal. I've got this goal that's constantly going through my head. It's two thousand seven hundred and I think thirteen dollars a day. If I do that, that's a million dollars in a year. $2,700 a day. I had a hard time admitting that I wanted to make that kind of money for a long time, because I had to break ways that I was was raised in. I had to break beliefs of, you know, that I picked up in school that weren't correct. I had to break beliefs of people who are well meaning, but ill informed, as far as my potential and the things I wanted to do, and you're the exact same way. Start thinking through the believes that you have about yourself, and your potential, and the things you can do, and get real with them. Call it MLM. Don't sugar coat it. Whatever it is, your dream, the industry you choose, the thing you're going for, if you're not clear about what it is you actually want, don't expect anyone else to be clear in helping you. Does that makes sense? I hope that makes sense, what I'm trying to say. If you're not excited, no one else is going to be excited for you. You're the only person who cares about your own success, not that other people don't care about you, but you're the only one who's actually going to drive it. You know what I mean? No one's going to call you accidentally and be like, "Oh. We've got 100 people who want to come join your down line." That happened to me about two or three days ago. Someone emailed me, again, wanting to bring several thousand people of their down line into mine. It's like, "Oh my gosh." It's because of the stuff that I do, the stuff that works. I never, ever, ever, ever tell you guys what MLM I'm a part of on this podcast, for that reason. That's not the purpose on it. I am not here to recruit. I am here to share the tactics. I'm here to share the mindsets. I'm hear to share all of the different pieces, and the methods, and the marketing, the automation that I use to actually automate my down line. To make a sustainable, duplicatable down line, actual passive income. I think my first check in MLM was like 13 bucks. I was like, "Oh my gosh. My tactics have got to switch, because this is not ... I'm not doing this." Anyway, I'm not bagging on anyone who's doing that. I'm just saying there's other ways, and there's much better ways, thanks to technology. Anyway, I hope that's making sense though, what I'm saying. Be real with what industry you're in. Don't try to sugar coat it. If you're in MLM, be freaking in MLM. If you know what your goal is, stand up and shout it from the rooftops, "This is my goal. Get it out of the way. That's what I'm doing, right?" I wish it had not taken me so long. As I was growing up and I started doing this stuff, I wish I had been more confident in what my goals were. I was so nervous about what other people were going to think about my goals. I was so nervous about my ambitions and what other people were going to say about them. It's stupid. Don't do it. Get clear with it on yourself, and then get clear with those around you, and your friends, and your family, and your loved ones, and your spouse. If anyone around you asks, "Be real, clear, open, and honest." Steven Larsen, what is your goal? I want to make a lot of money, so I can be heavily involved in philanthropy. That's my goal. There's numbers attached to that, and there's timelines attached to that, and I'm trying to break them all, and I'm trying to go as hard as I can, and push hard, and everything, but that's the goal, make a crap load of money and do a lot of humanitarian work. I had a hard time for a long time accepting that that's what I was trying to do, which is stupid, right? A lot of people would hear that and go, "That's a great goal." Well, I don't know why, but I was really embarrassed to say that. You know? I don't know how, but I want to change the world. You know? Anyway, just get clear with yourself and your goals, especially if you're brand new inside of business in general, or trying stuff new, or whatever it is, you can't lean on the approval of other people for very long. That's going to let you down real quick. Anyway, I'm starting to rant now. I usually do not get on a soapbox like this with these episodes, but anyway, regardless, hopefully it's been harmless. Hopefully you guys have enjoyed this. If you have, you know what would be really nice? I got onto iTunes the other day. I would love it, if you wouldn't mind, go over to iTunes and leave a review. I would love to know ... I do read them. I got on iTunes the other day, and there's a whole bunch on there. I was like, "Whoa." This podcast has only going for like two months. This is super cool. What month is it? Three months I think. Anyway, regardless, I would love a review if you guys wouldn't. Open, honest feedback. I read it, good or and, I would just love to hear what you have to say, so anyways, hope you guys are doing great, and I'll talk to you later. Bye. Hey. Thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecetMLMHacksRadio.com to submit your question, and download your free MLM masters pack.